Conversational Selling
Nancy Calabrese
In today’s world of business, when it comes to picking up the phone, most people hate it and won’t do it.
There’s a belief that cold calling doesn’t work. It won’t work if it’s not done consistently. Today’s audience tends to hide behind social media and uses excuses like “there’s no point, customers will be annoyed. They don’t like receiving cold calls”. That is completely false.
The truth is emotions are difficult to convey through words in a written email or in digital marketing. Bottom line? Robots will NEVER replace human conversation and emotion.
We imagine a time when more sales professionals feel empowered to connect with their clients through personable strategies like picking up the phone, chatting on a video call, or having meaningful in-person meetings. Which will create long-term relationships and stronger customer lifetime value- even if we must persevere through the “no’s” to find the “yes’s”.
The Conversational Selling Audience loves learning about the art of communication between human beings which leads to more meaningful connections. These connections drive new business at the right time and keep you top of mind when the prospect is ready to buy. Selling is not just a business skill, it's a life skill. At the end of the day, sales is just about the human connection.
There’s a belief that cold calling doesn’t work. It won’t work if it’s not done consistently. Today’s audience tends to hide behind social media and uses excuses like “there’s no point, customers will be annoyed. They don’t like receiving cold calls”. That is completely false.
The truth is emotions are difficult to convey through words in a written email or in digital marketing. Bottom line? Robots will NEVER replace human conversation and emotion.
We imagine a time when more sales professionals feel empowered to connect with their clients through personable strategies like picking up the phone, chatting on a video call, or having meaningful in-person meetings. Which will create long-term relationships and stronger customer lifetime value- even if we must persevere through the “no’s” to find the “yes’s”.
The Conversational Selling Audience loves learning about the art of communication between human beings which leads to more meaningful connections. These connections drive new business at the right time and keep you top of mind when the prospect is ready to buy. Selling is not just a business skill, it's a life skill. At the end of the day, sales is just about the human connection.
Episodes
Mentioned books
Jan 25, 2023 • 21min
Elaina Zuker: The Seven Secrets Of Influence
About Elaina Zuker: Elaina the president of Elaina Zuker Associates, a management training and consulting firm. Elaina has worked with many Fortune 500 companies and has written a best-selling book on the subject of influence. She explains her unique theories in a humorous and conversational manner. When asked why she is an expert on influence, Elaina explains that she has been selling since she was old enough to talk. She has a unique origin story that has allowed her to gain extensive knowledge and experience in the world of sales and marketing. In this episode, Nancy and Elaina discuss:Introducing Elaina Zuker: Expert on InfluenceArt of Selling and the Importance of InfluenceDeveloping Influence Skills in the Modern WorkplaceInfluence Profiles and Communication StylesThe Natural Gift of InfluenceThe Seventh Secret Key Takeaways: Influence = AttentivenessBe attentive to your prospects to find the style that suits them “I call influence skills, portable power. Nobody can take that away from you because it's within yourself. So that's one reason why influence matters now.” - ELAINA ZUKER Connect with Elaina Zuker:LinkedIn: https://www.linkedin.com/in/elaina-zuker-6173725/Website: https://www.ezinfluence.com/Get the “5 Influence Hacks to Give the Etra Edge” for free now! https://www.ezinfluence.com/5influencehacks/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Jan 17, 2023 • 17min
Lou Bortone: The Godfather’s Secret To Building Trust, Loyalty, And Earning Favors
About Lou Bortone: Lou is a popular speaker, author, and ghostwriter of six business books. He has been a pioneer and thought leader in the video space since the launch of YouTube in 2005. In this episode, Lou Bortone talks about video marketing and how to do it successfully. Lou shared his expertise as well as stories and quotes from the movie 'The Godfather', about loyalty, trust, and favors. In this episode, Nancy and Mark discuss:Building Brand Loyalty Through Video MarketingImportance of Loyalty in Business RelationshipsImportance of Authenticity in Video MarketingLeadership Lessons from The Godfather and Building Trust in BusinessBenefits of Video Marketing Key Takeaways: Building trust is the key to getting favors for your businessTrust is the ingredient to building loyaltyWhen doing a video, just be yourself and don’t put on any mask “The most expensive thing in the world is trust. It can take years to earn and just a matter of seconds to lose, and I really liked that one, because it talks about the fact that like, you know, loyalty and trust is really something that is kind of delicate and has to be nurtured. And yeah, easy to break.” - LOU BORTONE Connect with Lou Bortone:LinkedIn: https://www.linkedin.com/in/loubortone/Website: https://loubortone.lpages.co/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Jan 10, 2023 • 21min
Thomas Ellis: Better, Unique, And Desirable: The Sales Process That Gets Results
About Thomas Ellis: Thomas is a Chief Sales Coach, Business Coach, and LinkedIn Trainer at EWC Consultants. He is also the author of B.U.D, The Sales Process That Gets Results. Thomas emphasizes the importance of being curious, helpful, and strategic in order to be a successful salesperson. In this episode, Nancy and Mark discuss:The Essential Sales Skills You Need to KnowListening and Being Persistent in SalesFollowing Up with Your LeadsPosting Consistently on LinkedInBenefits of a Simple Sales ProcessImportance of a Unified Sales Process Key Takeaways: Wherever you are, in the evolution of your sales, or process, or company, you reach out and get some help from somebody that can help you get to the next level.We need to surround ourselves with some good people with knowledge that will help us get to the next level and your mission is to find those people and work together. “So I tell people to take away the word SELL and put the word HELP. Then people get more customers, Oh, wow. Yes, you have a service or product that you got to HELP somebody solve their problem.” - THOMAS ELLIS Connect with Thomas Ellis:LinkedIn: https://www.linkedin.com/in/thomaseellis/Email: tellis@ewcconsultants.com Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Dec 13, 2022 • 22min
AMAZING DISCovery: Learning the DISC Personality Model
About Mark Sirkin: Mark is a management consultant and psychologist with over 30 years of experience applying psychological science to real-world problems in business. He focuses on developing people to be capable of tackling leadership challenges. In this episode, Nancy and Mark discuss:The DISC Profile: A Powerful Tool for Developing RelationshipsPsychologists, Psychiatrists, and the Difference Between ThemThe Benefits of Applied PsychologyThe Benefits of the DISC Model in the WorkplaceThe Importance of Knowing Yourself and Others in Sales Key Takeaways: The DISC personality model is a scientifically based typology for understanding yourself and othersThe principle of using psychological assessments to help you perform better and your team perform better is the most important thing.“There are tools out there that have been developed to help people know themselves better and know each other better people on their team as well as the people to whom they're selling. I happen to like the disc very much, but the principle of using psychological assessments to help you perform better and help your team perform better and to help you relate better to other people, is for me, the most important takeaway.” - Mark Sirkin Connect with Mark Sirkin:LinkedIn: https://www.linkedin.com/in/mark-sirkin-44a2836/Email: mark@sirkinadvisors.com Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link:https://oneofakindsales.com/call-center-in-a-box/ Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Dec 6, 2022 • 19min
CONTAGIOUS PASSION: Improving Workplace Relations, Morale and Business Profitability
About David Lindsay: David is the owner of Phenom Leap Education and a Keynote Speaker at David Lindsay Integrated Health and Vitality. He is focused on discussing how his years as a coach, trainer, and athlete have taught him important lessons about being part of a team and staying motivated. He explains how these lessons can be applied to business settings in order to improve workplace relations, morale, and profitability. In this episode, Nancy and Laurel discuss:The Five Steps To Increase Vitality In The Workplace With David LindsayThe Power Of Mentality In Sports And BusinessThe Three Pillars Of High PerformanceThe Power Of Leverage, Confidence, And Following The FootpathBeing a passionate entrepreneur Key Takeaways: Everyone has a position and each is importantWe're not 100% strong in every elementIt’s boring if everyone is perfect in everythingWe need to TAP every once in a while "Every position, the salesperson, they can go out and be an exceptional salesman, but they're not there developing the product. So we all have positions, we will have skill sets, we all have mindsets, and so long as you play your position, exceptionally well. And as part of the team, it follows off the back of that.” - David Lindsay Connect with David Lindsay:LinkedIn: https://www.linkedin.com/in/david-lindsay-324899a0/Website: http://www.davidlindsay.com.au/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Nov 29, 2022 • 18min
SIMPLE, MAGICAL, POWERFUL: The Three Words That Humanize The Selling Conversation
About Laurel Bernstein: Laurel is the Founder and President of Laurel Bernstein & Associates, and an executive coach with a focus on small to mid-sized companies. She has a track record of improving organizational effectiveness and individual achievements. In this episode, Nancy and Laurel discuss: The Power of "Tell Me More" in Sales and LifeThe Power of InfluenceMisconceptions on Quiet Quitting in the Workplace Key Takeaways: The Tell Me More method helps humanize the selling conversation all through outYou really need to be memorable when introducing yourself, especially in networking "I think sometimes if you just connect it to sales, they think that the method methodology is only helpful when you're selling. But when you humanize it and realize that in almost any conversation, if you really want to know what's going on saying Tell Me More in any situation really gives you a whole different way of looking at what you're encountering and what you're communicating.” - Laurel Bernstein Connect with Laurel Bernstein:LinkedIn: https://www.linkedin.com/in/laurelbernsteinexecutivecoach/Website: https://laurelbernstein.com/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Nov 8, 2022 • 20min
Christopher Croner: Hire Quality Salespeople Through Effective Strategies
About Dr. Christopher Croner, Ph.D.: Christopher is the Principal at SalesDrive and the Co-Author of Never Hire a Bad Salesperson Again. He talks about the "farmer" and "hunter" roles when it comes to hiring and how understanding these can help you find the best performers. He also shares about the key characteristics to look out for in high-performance individuals. In this episode, Nancy and Christopher discuss:Why organizations still struggle to hire the right producers3 non-teachable characteristics you'll find in high-performing salespeopleQuestions to ask in relation to the elements of drive Key Takeaways: The need for achievement, competitiveness, and optimism will set you apartCombining an online assessment of drive with interview techniques will stack your team with high-performance sales athletes "They'll sit down with the sales candidate and that's what they want to determine, 'do I like this person?' And so that gut instinct challenge becomes even stronger. The interviewer determines via their gut instinct whether the person's going to be a good salesperson and that can be a disaster." - Christopher Croner Connect with Christopher Croner:LinkedIn: https://www.linkedin.com/in/christophercroner/Website: https://salesdrive.info/Book: https://www.amazon.com/Never-Hire-Bad-Salesperson-Again/dp/0974199613 Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Nov 1, 2022 • 24min
Ari Galper: Build Trust When the Time is Right
About Ari Galper: Ari is the CEO & Chairman of Unlock the Sales Game, CEO & Founder of Trusted Authority, and the Author of Unlock the Sales Game. He talks about the essentials of building trust and addresses why salespeople get it wrong in the first place. Ari shares his insights in shifting the mindset more toward eliminating the long sales process as well. In this episode, Nancy and Ari discuss:Why a lot of salespeople still get authenticity and trust wrongHow to craft and deliver a message that can get a return callEliminating the long sales process Key Takeaways: Diagnose and unpack your prospects' issues, not through fact-finding questions but through trust-building questions Trust is the most important currency right now so have a natural model that helps you build trust along the way "We shift the momentum. Let them be in control, let them feel comfortable opening up to us on where they're at. We don't make any assumptions, that's the difference here. And that's hard for people who are selling because we've been taught and trained to move people forward." - Ari Galper Connect with Ari Galper:LinkedIn: https://www.linkedin.com/in/arigalper/Website: https://unlockthegame.com/Book: https://www.amazon.com/Unlock-Sales-Game-Trust-Based-Breakthrough-ebook/dp/B00W2U3ZE4 Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Oct 25, 2022 • 19min
Fabienne Jacquet: Make Joy and Fun Part of Your Identity
About Fabienne Jacquet: Fabienne is the Founder and CEO of INNOVEVE and the Author of Venus Genius. She talks about how innovation and curiosity became a big part of her move from having a Ph.D. in organic chemistry to the marketing space. She also shares about discovering and understanding our own unique gifts that we can bring to the world. In this episode, Nancy and Fabienne discuss:How Fabienne went from organic chemistry to marketingWhat "female energy" means based on her bookCreating something with your own emotions Key Takeaways: As innovators, we need to be passionate about what we're doing, curious, and extremely persistent.You need to have fun and laugh to create serious business."One of the lessons of innovation besides being curious is to be persistent. Innovation is this burst word and everybody thinks that innovation is reserved for the elite and you need a lot of money and resources to innovate. No. " - Fabienne Jacquet Connect with Fabienne Jacquet:LinkedIn: https://www.linkedin.com/in/fabienne-jacquet/Website: https://innoveve.com/Book: https://www.amazon.com/dp/B08Q1LN7ST/ref=tsm_1_fb_lkTry Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
Oct 18, 2022 • 27min
Cesar Hasselmann: Learning and Challenging is a Product of Change
About Cesar Hasselmann: Cesar is the Founder of AMH Consultancy and author of The Life Breakthrough. He talks about how he grew a company to a hundred and twenty employees from the ground up and shares some insights on how small-medium companies and leaders can as well. In this episode, Nancy and Cesar discuss:Why and how Cesar came to choose AustraliaGrowing a company from the ground upDeveloping a keen sense of the market's trends Key Takeaways: The secret to keeping up with the trends is understanding your client and their different needs.Before you start to think about growing, you need to be ready. "With that knowledge and business partnership, this allows me to go crazy. Now that I have the people who know how to deliver much bigger volumes of products, they have the people who can deliver, why don't get risks?" - Cesar Hasselmann Connect with Cesar Hasselmann:LinkedIn: https://www.linkedin.com/in/cesarhasselmann/Website: https://cesarhasselmann.com/Book: https://cesarhasselmann.com/the-life-break-through/ Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
