Conversational Selling

About Ian Garlic: For over 10 years, he has helped service-based business find their most powerful client stories, capture them on video and deliver them at the perfect time to guarantee more leads, better clients, and more sales. Ian is the Founder of VideoCaseStory.com, the Garlic Marketing Show, and Authentic Web Agency. He has recorded over 250 episodes of The Garlic Marketing Show, has created over 10 marketing courses, and produced more than 2000 videos for his clients.  In this episode, Nancy and Ian Garlic discuss: Keeping an arsenal of storiesBeing more intentionalAn infinite return on investmentCustomer stories are number one Key Takeaways: You need to have an arsenal of stories in order to be better at attracting and selling to the right people. Collect stories and have it in one place.Videos have become more commonplace now, that’s why you need to stand out a bit more. You need to be more intentional and better at presenting.A good story has an infinite return on investment, but you can’t just make one and expect it to be a hit. You have to be consistent, vulnerable, authentic and intentional when making a video.Customer stories are the number one thing. Even if you literally had no other marketing except amazing customer stories, you could still build success for your business. “There is not one perfect story. There’s a perfect story for that person at that moment and that thing that you want them to do.” - Ian Garlic Connect with Ian Garlic: Twitter: https://twitter.com/iangarlic Facebook: https://www.facebook.com/ian.garlic Website: https://iangarlic.com/ | https://www.storycrews.com/ Show: https://iangarlic.com/podcasts/ LinkedIn: https://www.linkedin.com/in/iangarlic 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

About Nigel Green: He is a consultant, author, and advisor who’s widely regarded as the leading authority on building high performing sales teams. With over 15 years of executive experience ranging from Fortune 500 companies to early-stage growth companies, he is sought after by executives to improve selling efforts. He’s worked with dozens of B2B sales teams across the globe including Universal Health Services, Ascension Healthcare, and Reload and they more than doubled their sales production. In 2019, Nigel published his book, “Revenue Harvest: A Sales Leader's Almanac For Planning The Perfect Year.”  In this episode, Nancy and Nigel discuss: Why sales leaders aren’t able to produce Finding the best talentInvesting on what really matters Following your principles Key Takeaways: Sales leaders who aren’t able to produce usually do two things: either rinse and repeat a strategy that worked in the past but doesn’t work now or focus on making fast fixes or gimmicks. If you want to hire the best talent, you have to get out into the market and find them yourself. Interrupt them from being successful already somewhere else and bring them in.  Don’t just merely live to work, don’t let it rule your life. Decide what truly matters to you and start investing time on those things. Give yourself as much of a break as is necessary and appropriate. Rest is just as important as work. Follow your principles like your livelihood depended on it. This is the case for many successful people right now.  “If we can lean in to the wisdom of our friends in the farmer community who still produce crops despite these uncontrollables, I think we have a better shot at year in and year out consistently getting our sales numbers” - Nigel Green  Connect with Nigel Green: Website: https://www.nigelgreen.co/ Email: nigel@nigelgreen.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/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

About Shawn Johal: He is the CEO of Elevation Leaders and Co-Founder of DALS Lighting. In 2009, Shawn took DALS Lighting from scratch to over 40 employees, he implemented the scaling of growth system that led the company to three times its revenue well into eight figures. Shawn is a Scaling Up certified coach who works with entrepreneurs and their business to help accelerate their growth while finding personal balance and happiness. He passionately participates in mentoring programs, helping young entrepreneurs improve as both business leaders and individuals. Additionally, Shawn is the director on the board of The Champions of Life Foundation and an international bestselling author. His first book, “The Happy Leader”, is a must-read for business owners and families - a leadership fable about transformation in business and in life teaches us about karma and the power of change.  In this episode, Nancy and Shawn discuss: Happiness as a lifestyle Utilizing DISC to improve communicationsBuilding a strong foundation Thriving in the Great Resignation Key Takeaways: Stop waiting for happiness to “show up”, the chances are high that the event you believe will make you happy in the future will not make you happy at all. DISC is the best tool for improving communication between members in your team and even between members of your family. If you want to build a world-class business, you have to strip the business down to it’s foundation and you have to make sure that the foundation is incredibly solid. Do the work and you’ll gain success. Automate the tasks that nobody wants to do, implement a structured hiring process, and make work and coming to work a happy or fun thing to do. Make sure that everyone is aligned to your culture, weed out those who are not.  “You can’t determine happiness on a set event in the future, it has to be a way of life.” - Shawn Johal Connect with Shawn Johal: Twitter: https://twitter.com/Shawnjohal Website: https://www.elevationleaders.com/ | http://www.dalslighting.com/ Book: https://www.amazon.com/Shawn-Johal/e/B091MNMQRL%3F LinkedIn: https://www.linkedin.com/in/shawnjohal/ 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

About Patty Block: In 2006, she created The Block Group to empower women business owners who are experts in their fields. As their trusted advisor, Patty brings a unique perspective, having experienced and solved many of the same complex issues women face as leaders, as moms, daughters and sisters.62% of women rely on their businesses for their primary income, yet 88% of these businesses generate less than $100,000 in annual revenue.Having seen the same struggles time and again, she teaches women how to shift their mindset and build their confidence to generate more revenue with less stress by reimagining pricing and selling. She is a firm believer that, when women earn more, everyone around them benefits - their staff, their family and their community.This meaningful work allows her to fulfill her mission of turning roadblocks into building blocks for women-owned businesses. In this episode, Nancy and Patty discuss: Getting to the foundational issueSetting and enforcing expectations Understanding your audience Doing your part  Key Takeaways: Operational symptoms often aren’t often the real issues that we need to address. Technical experts many times don’t know how to appropriately price their produce enough to pay themselves. An ideal client does not happen by accident. Identify what an ideal client would you like to have. Set expectations and enforce those expectations. Don’t neglect the boundaries you’ve set. Develop a deep level of understanding of who your audience is and what they want, that’s the only way that you’ll be able to speak to them in a language that they get. If you’re gonna ask people to do something, you need to live up to your deliverables so that no matter what happens, you part as friends and build relationships from that point on.  “Everybody else in our business gets the whole cookie - we live on crumbs. I diagnose that as the foundational problem” - Patty Block Connect with Patty Block: Twitter: https://twitter.com/TheBlockGroup Facebook: https://www.facebook.com/TheBlockGroupInc/ Instagram: https://www.instagram.com/theblockgroupinc/ Website: https://www.theblockgroup.net/ YouTube: https://www.youtube.com/channel/UCGnNGlsxixM2E4_UNtfyWyg LinkedIn: https://www.linkedin.com/in/pattyblock/Pinterest: https://www.pinterest.com.mx/TheBlockGroupInc/ 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

About Michael Zipursky: Michael Zipursky is the CEO of Consulting Success®. He's advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he's helped over 500 consultants from around the world in over 75 industries add six and seven figures to their annual revenues. He is one of the world's top authorities on growing a consulting business. His work has been featured in Forbes, Entrepreneur, MarketingProfs, Institute of Management Consultants, Fox Business, Chartered Management Institute, Duct Tape Marketing, and Conscious Millionaire. He is the author of 5 books on consulting and business growth, his most recent the Amazon Bestseller The Elite Consulting Mind.Michael helps consultants attract more clients, increase their fees, win more proposals and grow their business. You may be a great consultant. You know how to provide your clients with value and results. However, if you’re like most of the consultants we've worked with over the last 10 years your challenge is getting more clients. And most importantly, how can you attract clients on a predictable and consistent basis?If you're interested in learning how to develop a marketing system to consistently attract your ideal clients, increase your fees and position yourself in your market as a true authority get in touch and visit: https://www.consultingsuccess.com/coaching-for-consultants In this episode, Nancy and Michael discuss: Creating a meaningful business Attracting your ideal clients Giving value to ideal clients Telling your story  Key Takeaways: The best reason to go into business is the potential for it to provide you more freedom to do the things that are meaningful to you - like spending more time with your family, or pursuing a passion or advocacy of yours. Know your ideal client and understand them. Develop a magnetic message that will resonate with your ideal client that they’d want to learn more about you. Take all of your years of experience, skill sets, and expertise and package it in a way that your ideal clients would want to buy what you offer.Good marketing is all about getting in front of your ideal client consistently with a message that they want to hear, providing valuable insights, information, and ideas to clients. They won’t only know you exist, they would be excited to hear from you. People don’t just want to buy a product, they want to know your story; the real story of the people behind your company. Tell your story, because if you don’t either clients will not be able to align with you or they’ll make their own story about you.  “That’s meaningful success - it’s not just about the accumulation of things or money, it’s really about being able to live a life that you desire and dream of on your own terms.” - Michael Zipursky Connect with Michael Zipursky: Twitter: https://twitter.com/MichaelZipursky Website: https://www.consultingsuccess.com/ LinkedIn: https://www.linkedin.com/in/zipursky/ 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

About Dan King: He is the Co-founder and Growth Strategist of Fireside Strategic, helping creator CEOs direct their time, energy, and teams towards dramatic growth. There are two types of CEOs, first are Engineers who focus on optimizing the assembly line ot perfection. In contrast, Creator CEOs want to create a significant and profitable business and for them business is an extension of self. Mission, ideas, and people drive them, they are the world changers but as Dan states, the thing about Creator CEOs is that they are full of ideas which means the creator and the business simultaneously try to move in many direction and this is a gift and a curse. On top of all of this, Dan is a recovering lawyer turned sales strategist and executive coach. He built and sold a coaching and recruiting company serving the legal industry, he’s coached hundreds of people including CEOs, members of the US and Canadian military and senior politicians, and he also serves as an advisor to one of the sharks in the TV show.  In this episode, Nancy and Dan discuss: The spectrum of CEO personalities Are you a Creator or an Engineer? Getting out of the white space Projecting good and positive energy  Key Takeaways: Engineer and Creator are the two extremes of a spectrum of CEO personalities. Engineers tend to be more focused on the system and the optimization of it while Creators are artists and focus more on making the business meaningful and beautiful. One way to tell if a CEO is a Creator or an Engineer is by listening to the way they talk. An Engineer would talk in a more focused way, not straying much from topic while a Creator CEO would be more inclined to switch from subject to subject. Get out of that white space. If you want to make more sales, inspire people to be part of a movement because everyone wants to be a part of something greater than themselves. There is a dimension that goes beyond what you say and what you do whenever you sell. People can feel your energy whenever you interact with them. That's why it’s important to project positive energy in every conversation.  “The secret - to selling is to get out of the space of analytically just talking about your widget, your features, and your benefits - you gotta inspire people. Whether your pitching to a new customer, a potential investor, to a potential employee, you got to inspire them to join a movement.” - Dan King Connect with Dan King: Website: https://www.firesidestrategic.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/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

About Dan Lefave: He empowers six and seven figure business owners to establish self-managing business systems, automations, and mindsets in just a few short weeks. He’s taught profitable entrepreneurs worldwide in a variety of industries how to systematize and automate their businesses which gave the entrepreneurs the freedom to enjoy even better health that they wanted, the family that they wanted, and the lifestyle choices they wanted. As a born entrepreneur, growing up on a family business, he generated millions before he was thirty and now the creator of the three month year inner circle, Dan has a unique behind the scenes perspective of the strategic planning, processes, systems, and business automations required to grow and scale sustainable self managing businesses.  In this episode, Nancy and Dan Lefave discuss: Finding energy leaks Building your future self Being conscious of our unconsciousHow habits are like elastic bands  Key Takeaways: Reducing hours spent on your business means cutting out tasks from your day. Find areas in your day where you are leaking energy. Get into your future self. What does your future identity look like? Focus on what that future looks like. Build it and keep your attention on it.Until we become conscious of our unconscious mind, it will control us and we will call it fate. What we think and feel, we create and we create what we believe.Your habits are like an elastic band. If you don’t break it, you’ll snap back to your old ways.  “Unless we’re focusing on our future and thinking about what we want then we are only replicating what we know based on our past.” - Dan Lefave Connect with Dan Lefave: Facebook: https://www.facebook.com/DanLeFaveCoaching/ Instagram: https://www.instagram.com/dan.lefave/ Website: https://lefavecoaching.com/ LinkedIn: https://www.linkedin.com/in/danlefave/ 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

About Craig Handley: Craig was one of original owners of Listen Up Espanol prior to the company rebranding to ListenTrust. He started with Client Integration, this role expanding to managing client relationships and vendor management. Craig also performs financial analysis for pricing and client profitability. Craig has fulfilled assignments and multiple roles within the company throughout the years and his skills include software development, project and program management. He has had his hand in all aspects of the company and is a great resource to everybody.Craig is a Maine native happily married to his wife Blessing for 11 years. Together they have 3 kids aged 10, 8, and 7. When not playing sports and enjoying various school activities, they enjoy visiting as many Maine lighthouses, forts, waterfalls and scenic hikes as Vacationland has to offer. In this episode, Nancy and Craig discuss: Proof that manifestation worksReminding people of their dream Supporting both those who stayed and those who quit Treating people as who they could be  Key Takeaways: Manifestation works, just write down what you want to achieve in life and the universe responds. Remind people of their dreams. Let them know that the sooner they get better at their job, the sooner they can get to their dreams - whether that’s true advancing or quitting.Support the dreamers in your company that quit in order to pursue their passion but also invest on those whose dreams are achievable through staying in your company. Provide opportunities for them to turn their side hustle into a full-fledged career. Treat people like they’re the billionaire champions that they could be because you don’t know where they’re going to be in a few years. The “loser” in front of you might end up surpassing you one day.  “If you listen to people, they will trust you and they become buyers… you have two ears and one mouth for a reason.” - Craig Handley Click on the link below to order Criag’s book, “Hired to Quit, Inspired to Stay: How Focusing on Employee Dreams Built an Exceptional Culture and an Unbreakable Company”: https://www.amazon.com/Hired-Quit-Inspired-Stay-Exceptional-ebook/dp/B07H8PK6KJ Connect with Craig Handley: Twitter: https://twitter.com/CraigAHandley Website:  https://www.listentrust.com/ LinkedIn: https://www.linkedin.com/in/craighandley/Instagram: https://www.instagram.com/craighandley/ 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

About Rennie Gabriel: He is the author of the best-selling book, “Wealth on Any Income: 12 Steps to Freedom” which is translated into 8 languages. He went from broke at the age of 50 to multi-millionaire in a few years while only earning $5000 a month. He failed high-school math, but he learned three secrets of the wealthy and now lives on his real-estate investment income. In addition, Rennie donates 100% of his book, training, and coaching profits to Shelter to Soldier, where dogs are rescued from toxic environments and trained as service animals for post-911 soldiers who have returned with post-traumatic stress disorders and traumatic brain injuries. As the president of the Financial Coach Inc., he provides education, training, and practical money skills - reducing debt, growing businesses, and creating work as a choice instead of a requirement. He is fluent in English, humor, and dog.  In this episode, Nancy and Rennie Gabriel discuss: Wealth creation is a team sportFocusing on your expenses first Having a learner mindset Paying yourself first  Key Takeaways: A company will take at least two people, with two different skills. You don’t need to make more money to suit your overwhelming expenses, you need to adjust your expenses. Focus on your expenses more, not your income. Whenever you hear a familiar statement, ask questions. What does it really mean? How does it apply to you? Pay yourself first. Set aside 10% of your income to be kept for the rest of your life.  “Recognize that it is ineffective to create wealth by yourself. Wealth creation is a team sport, not a solo sport.” - Rennie Gabriel Connect with Rennie Gabriel: Facebook: https://www.facebook.com/renniegabrielcom/ Instagram: https://www.instagram.com/wealthonanyincome/ Website: https://renniegabriel.com/ YouTube: https://www.youtube.com/channel/UCdIkYMOuvzHQqVXe4e_L8Pg LinkedIn: https://www.linkedin.com/in/renniegabriel 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

About Steve Werner: He is the founder of Monetize Your Tribe. He works with business coaches, entrepreneurs, and small business owners by turning their passion into a full time lifestyle through webinars, presentations, and events that change lives. He’s created and held more than 63 sold out events, both live and virtual, for himself and clients, generating more than $2.8 million in sales. As he states, most presentations are snooze-fests and have people checking out in the first 5 minutes, he shows his clients how to stop this and double sales on webinars by teaching 5 core areas that make webinars rein sales. Steve has spoken at Harvard on marketing and presentations and has trained in NLP for one too many presentations. In this episode, Nancy and Steve discuss: How to convert people in person or in webinarsBuilding rapport through listeningBringing people to your side The most effective tool for sales Key Takeaways: It doesn’t matter whether you’re in person, on stage, or in a webinar - if you talk to people and do it well, it will convert to sales. By listening to the way somebody talks and echoing that back to them, you can get in rapport with them faster. People will more likely go along with you, even if you had a different idea from them if you have rapport. Conversation is the most effective tool for sales. Tell stories that will help people see the main pieces, overcome objections, and understand what your product or service does all without overtly selling them anything. “Your favorite teacher probably taught less but they were more engaging, they were funny, to this day I bet you still remember something that they told you” - Steve WernerGet Access To Steve’s FREE Webinar Blueprint by clicking here: https://www.deathtobadwebinars.com/Connect with Steve Werner: Website: https://www.steven.coffee/coffee Email: stevenpwerner@gmail.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/212374882793164Connect 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