The Better Than Rich Show It's Not About You: The Importance of Knowing Your Customer with Justin Janowski | The Better Than Rich Show Ep. 76
In this episode of The Better Than Rich Show, Andrew and Mike are joined by Justin Janowski who shares his insights on building relationships through sales conversations. Justin emphasizes the importance of curiosity and active listening in sales, rather than just focusing on closing deals. He suggests setting a structure for the call and asking for consent upfront, then having a meaningful conversation where you really listen to the potential client in a way that allows them to feel understood. Justin also provides actionable tips for improving sales skills, such as building rapport, identifying pain points, and offering value from the heart. The episode concludes with a free resource, a chat challenge, that could be helpful for anyone launching a coaching business.
Topics Covered:
- 00:28 - Listening and curiosity are crucial in business
- 01:25 - Sales strategies for coaches by Justin
- 06:00 - Niche specificity is important
- 07:17 - Narrowing your niche is crucial for success
- 09:17 - Self-identity is key in sales
- 11:52 - The impact of feeling good and storytelling on sales success
- 12:58 - Sales can be service, not just manipulation
- 17:28 - Boldness and personal identity are valuable in sales
- 18:44 - Effective sales prioritizes the customer
- 21:37 - Consent and transparency are essential in sales
- 25:22 - Goal exploration in discovery conversations
- 27:19 - Building relationships through sales conversations
- 30:09 - Leaning into pain in sales and coaching conversations
- 33:28 - Knowing who you serve is crucial for business success
- 35:29 - The free chat challenge for launching a coaching business
- 36:50 - Revenue and success come from making sales calls
- 41:21 - Starting a business with faith and surrender: a successful journey
- 44:36 - Wrestling with faith and identity in a confusing world
- 46:08 - Book recommendations and reflections on Christianity
Books Mentioned:
- Mere Christianity
- Think and Grow Rich
- Man’s Search for Meaning
- You and Me: Marriage in Light of Eternity
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