Conversational Selling

About Chris Goegan: Chris is the Founder and CMO of Engineered Growth Systems. He is a business growth consultant who helps clients grow and scale their businesses using a proprietary methodology called Engineered Marketing, a time-tested and proven way of building the ultimate internet selling machine. His mission is to simplify small business growth and help good people build great businesses.In this episode, Nancy and Chris discuss:Engineered Marketing speaks to hots, warms, and colds differently and uses the medium that speaks to each best.Collaborating with Michael E. Gerber to sell The Dreaming Room.Key Takeaways: You don't need the latest trends like funnels to sell well, what you need are differentiators and a selling system."Instead of focusing on traffic, let's start with people. Let's start with the hots, people that are ready to buy." - Chris Goegan Connect with Chris Goegan:LinkedIn: https://www.linkedin.com/in/chrisgoegan/Website: https://www.chrisgoegan.com/Email: chris@chrisgoegan.comTry 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

About Tibor Shanto: Tibor is the Chief Prospecting Officer of Renbor Sales Solutions, as well as the author of two great books. He helps B2B companies translate sales strategies into reality and develops salespeople who understand that success in sales is about execution. Today, Tibor discusses how to be a professional interruptor and how to make this interruption worthwhile to your prospect. In this episode, Nancy and Tibor discuss:How to be professional interruptors. If you put an idea in front of people who were not anticipating it but benefited from it, then the interruption was worthwhile.Leaving voicemail is an effective tactic but the messaging should be different compared to how a regular cold call goes. Buyers can be actively-looking or passively-looking.Key Takeaways: Voicemail messaging is best used to create mystery. The human mind naturally hates mystery, so create voicemail that compels prospects to resolve it by calling you back.Invest time by revisiting successful deals. Ask how their workflow changed because that is the story you can tell your next customer."In having a story or conversation about the workflow, your product will have a starring role, but the story and the movie will be more interesting to the client because it's about the overall process they're going to go through, it's about the growth that they're going to go through." - Tibor Shanto Connect with Tibor Shanto:LinkedIn: https://www.linkedin.com/in/tibor-shanto-b2b-prospecting-specialist/Website: https://www.tiborshanto.com/Email: tibor@tiborshanto.comAmazon: https://www.amazon.com/Tibor-Shanto/e/B0043TEI84%3FTry 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

About David Priemer: David is the Founder & Chief Sales Scientist of Cerebral Selling and the author of Sell the Way You Buy. After leaving his research science background, he deconstructed the traditional sales approach and developed his methodology based on consumer science, research, and psychology. He is a widely-recognized thought leader in sales and sales leadership and has been published in the Harvard Business Review, Forbes, Entrepreneur, and many more.In this episode, Nancy and David discuss:The Cobra Kai Paradox: Executing wrong sales tactics taught by senseisBuying is emotional, so align your selling to this decision pathwayWhy goal setting is a waste of timeKey Takeaways: Ongoing training is necessary to sharpen the skills of top performers, but be aware that not all salespeople are keen on improving.Goal setting can encumber us. Many times, we work towards the goal and then stop. Try to challenge yourself by doing as many of your tasks as possible and you might surprise yourself that you've exceeded your initial goals.Be curious about the emotional drivers behind why people buy. When you connect with customers and sell to them, they are buying with those exact same emotional pathways.“Really be curious about the pathways and mechanisms by which human beings make decisions so you can sell along those pathways because we don't do that enough." - David Priemer Connect with David Priemer:LinkedIn: https://www.linkedin.com/in/dpriemer/Amazon: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203Website: https://cerebralselling.com/YouTube: https://www.youtube.com/c/CerebralSellingBook your FREE 30-minute coaching session with Bill here: https://meetings.hubspot.com/bill-mccormickTry 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

About Bill McCormick: Bill is the Trust Enablement Trainer at Selling from the Heart. He enables sales teams to build trust and expand relationships and revenue. His passion for helping sales leaders allows them to tap into their authentic selves and build relationships based on the value that they offer to their prospects. He reminds others that all selling is social and to meet your prospects where they are.In this episode, Nancy and Bill discuss:Inauthenticity and lack of substance as the biggest obstacles to sellingThe platinum ruleBill learns communication as a 911 dispatcherKey Takeaways: Say what you mean and mean what you say. Inauthenticity is easy to spot.Be open about the relationship that you want to develop with someone.All selling is social selling. Sellers must not limit themselves to just one bucket of selling and branch out (cold calls, email, TikTok, etc).“We start out with the golden rule and we treat other people the way that we want to be treated. Until we have some communication, we find out how they want to be treated. That's the platinum rule: treating others the way that they want to be treated. .” - Bill McCormick Connect with Bill McCormick:LinkedIn: https://www.linkedin.com/in/billmccormicksfth/Email: bmccormick@sellingfromtheheart.netWebsite: https://www.sellingfromtheheart.net/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/212374882793164Click on this link for a FREE course on How To Master The Trust Formula: https://bixel3.net/v1/t/c/420217e2-df36-9815-8f9e-87db74615b14/gm%3A82ac6f8e-47c4-4f70-a19d-871111d05a1b/Multiple%20Recipients/?https%3A%2F%2Fwww.sellingfromtheheart.net%2Ftrust-formula= 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

About Jeff Goldberg: Jeff is the owner of JGA, a sales training, coaching, and outsourced sales management firm. He is an award-winning sales professional with 4 decades of sales management, training, coaching, and consulting experience, as well as co-author of How To Be Your Own Coach - Six Simple Questions for Achieving Your Goals.In this episode, Nancy and Jeff discuss:Salespeople must invest in themselvesHow and why polite persistence is necessary for following upJeff’s professional sales journey and prospecting strategies. Key Takeaways: While most prospects won't follow through, leave a voicemail anyway and provide a personalized subject line.Conversational selling leads a person to a decision to do business with you or not.Have great conversations as it removes the pressure, and have lots of them so you don't run out of prospects.“Salespeople, quite often, hang on to deals that have absolutely no shot and, at some point, it is time to give up. My suggestion is always when you start working on a deal, you follow up fairly continuously. But as time goes on, time kills all deals.” - Jeff Goldberg Connect with Jeff Goldberg:LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/Facebook: https://www.facebook.com/groups/TheSalesProNetwork/Website: https://jgsalespro.com/Email: jeff@jgsalespro.comPhone: 516-608-4136Try 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

About Frank Wander: Frank is a turnaround CIO, as well as CEO and Founder of PeopleProductive, a human performance engineering company that helps organizations unlock their growth and innovation and get the best out of their people.He is a sought-after keynote speaker and author of Transforming IT Culture: How to Use Social Intelligence, Human Factors, and Collaboration to Create an IT Department That Outperforms.In this episode, Nancy and Frank discuss:The 4-day work week and its improvements in productivityCOVID fast-forwarded the global adoption of hybrid workA talent operating system and telltale signs of a bad work cultureKey Takeaways: Shorter work weeks make people more focused and give people back their time.Creating genuine connections in a hybrid work setup is still a work in progress.Care about your people and one another more than anything. These people are the ones who will stand with you once the dust settles.“I want to build an operating system where companies can methodically take talent and create real measurable financial results and ultimately have a company where the people and the company thrive together, because that's where the world has to end up.” - Frank Wander Connect with Frank Wander:LinkedIn: https://www.linkedin.com/in/frankwander/LinkedIn (Company): https://www.linkedin.com/company/peopleproductive/Website: https://www.peopleproductive.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

About Mark Hunter: Mark, also known as "The Sales Hunter," is recognized as one of the top 50 most influential sales and marketing leaders in the world. Recently, he was awarded as a Global Sales Guru and is the author of 3 bestselling books including his most recent one called A Mind for Sales.Mark helps companies and salespeople find and retain better prospects they can close at full price. He is an accomplished keynote speaker, sales trainer, and consultant with 30+ years of sales leadership experience. Mark focuses on improving sales professionals’ prospecting, price, leadership, and sales motivation.In this episode, Nancy and Mark discuss:The difference between closing sales and opening relationshipsIn a period of inflation, sellers should not be discounting price but concentrating on adding valueSales is not a job, it's a lifestyleThe Sales Hunter PodcastKey Takeaways: Sales is not bowling. It's not about knocking down as many pins, taking their money, and moving on. Rather, sales is about opening relationships.Create value by first creating trust. Trust is the currency of business.Calling still works so incorporate it into your sales.Aim to be a person of influential impact.“In the absence of value, price is everything. If we haven't created value for the customer, well, of course, they're going to be looking for a discount. But that's shame on us. Then we haven't taken the time to really listen and understand the needs of the customer.” - Mark Hunter Connect with Mark Hunter:LinkedIn: https://www.linkedin.com/in/markhunter/Website: https://thesaleshunter.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

About Fred Copestake: Fred is a consultant, trainer, coach, and expert in helping sales professionals from all over the world improve their performance and unleash their full potential.He is the Founder of Brindis, a leading sales training consultancy, and author of Selling Through Partnering Skills: A Modern Approach to Winning Business and Hybrid Selling.Over the last 22 years, he has traveled around the world 14 times and visited 36 countries to work with over 10,000 salespeople. His focus is on how salespeople can develop a more modern and collaborative approach to working with customers.He has learned the 3 universal challenges of salespeople that he calls Busy Busy Busy, Oldie Worldly, and Muddled Mindset, and how to counter them using modern frameworks and mindsets.In this episode, Nancy and Fred discuss:Selling Through Partnering Skills: Salespeople's 3 main challenges and partnering intelligence (PQ) theoryHybrid Selling: Adapt to changes in selling. Sales professionals need to know how to use multifaceted, collaborative, and customer-centric selling strategies to stay relevant into the future.Key Takeaways: Busy Busy Busy is focusing on the wrong activities resulting in wasted opportunities and effort. Become more effective through planning and process.Oldie Worldly refers to old methods which simply do not work anymore. Today it's about being customer-focused. Self-centered strategies are fit for a bygone era of selling.Muddled Mindset is misalignment. Develop clarity within the organization, encourage coaching by management, and allow individuals confirmation that the way they work is making consistent with top performance.A top trend to adopt right now is video. Shifts in sales today also include a focus on helping more and co-creation. Consultative still works but the future is about collaboration.“We need to be comfortable with change. I mean, salespeople, we sell change that way. If we're not comfortable with it, if we don't understand it, it's hard for us to really help people change themselves.” - Fred Copestake Connect with Fred Copestake:LinkedIn: https://www.linkedin.com/in/fredcopestake/App: https://collaborativeselling.scoreapp.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

About Justin Krane: Justin is a money strategist for business owners whose mission is to help business owners understand the money side of their business. Justin is the President of Krane Financial Solutions and he discusses how to achieve complete financial and personal freedom.Justin teaches entrepreneurs how to be strategic with their money to grow their businesses and has since focused on working with female business owners. In his book, Money, You Got This, he takes funny everyday life experiences and turns them into short stories that teach simple money strategies. As a Certified Financial Planner, Justin manages investment portfolios and creates savings and spending plans for both business and personal finances. He helps design financial plans to help others get a higher return on life.  In this episode, Nancy and Justin discuss:Challenges and strengths of female business ownersThe psychology of money: Risk, savings, and spendingReturn on life vs return on investmentMedia portrayals of money are all for the short term Key Takeaways: Women are wired differently. Generally speaking, they are more empathic and are stronger because of the simultaneous responsibilities of family, career, and personal development.Balance savings and spending. Remember to live your life and spend money on things and experiences you actually enjoy.Long-term savings and wealth are generated through compounding interest.You can build your wealth. It's all about progress, a little bit each day, and maybe with the help of others who can guide you through the process.“It's about using your money to be congruent with what you really want rather than guessing and not being intentional with what you want. So it's about return on life, not just return on investment.” - Justin Krane Connect with Justin Krane:LinkedIn: https://www.linkedin.com/in/justinkrane/Website: https://kranefinancialsolutions.com/Email: info@kranefinancialsolutions.comPhone: 310-237-6491 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

About Debbie Allen: Debbie has built and sold 6 million-dollar companies in diverse industries and has been an entrepreneur since the young age of 19. Today, she is known as The Market Positioning Expert by supporting her clients in developing brand domination around their expertise. Debbie works with small business owners, entrepreneurs, coaches, speakers and experts in many different niche markets. Debbie has been a professional business speaker for over 25 years and has presented before thousands of people in 28 countries around the world. She is an award-winning entrepreneur and bestselling author of 9 books including her newest books The Highly Paid Expert and Success Is Easy published by Entrepreneur Press. Her expertise has been featured in dozens of publications including a regular featured expert with Entrepreneur Magazine. Additional media includes Forbes, Washington Post and USA Today. In this episode, Nancy and Debbie discuss: Renewing yourself constantly Monetizing your brilliance Becoming an expertDeveloping your expertise Key Takeaways: Life consists of constantly renewing yourself, making yourself better or making yourself different in order to fit your current situation. It’s important that all throughout, you are carried by your passion. Some people are very brilliant and good at what they do but they don’t know how to monetize that brilliance. It often takes a coach for someone to truly realize their potential. Find what’s unique about you and strive to achieve an expert status in that niche. Being an expert automatically gives you a lot more credibility and trustworthiness.Developing your expertise and your uniqueness takes an investment of time, money, and effort - but the pay-off is huge.  “If you don’t have at least a side hustle, some kind of online business for yourself, you need to rethink it because this is where the world is going, this is where financial freedom is…” - Debbie Allen Connect with Debbie Allen: Twitter: https://twitter.com/debbieallencsp Facebook: https://www.facebook.com/DebbieAllenInternational Website: https://debbieallen.com/ Podcast: https://feeds.feedblitz.com/debbieallen YouTube: https://www.youtube.com/user/dallen7001 LinkedIn: https://www.linkedin.com/in/debbieallenspeaker 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/oneofakindsales Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/ Website: https://oneofakindsales.com Phone: 908-879-2911  LinkedIn: https://www.linkedin.com/in/ncalabrese/ Email: leads@oneofakindsales.com