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 19, 2021 • 27min
Erik Luhrs | Reprogramming the Subconscious Mind for Revenue
Our special guest on this week’s episode of Conversational Selling is Erik Luhrs, who is known as the “Bruce Lee of Revenue Generation” and the creator of Revenue Kung-Fu. He partners with entrepreneurs, experts, consultants, and coaches to scale their business and create more profit and fulfillment by accessing and leveraging their higher minds to redevelop their brand positioning and go-to-market activity. Erik says, “It's really a journey that I've gone on and, ultimately, that everybody that I want to work with goes on, which is that journey from where you are to your highest self so that you can really create the business, the lifestyle, and the meaning that you desire.”We chat about the default programming of our brains, as well as:
Using neuro-linguistic programming and Silva mind control tools
Accessing the subconscious mind
Brand evolution to reflect a change of mindset
Harnessing the power of your higher self
Avoiding the elevator pitch and examining alternatives
And more
Jan 12, 2021 • 25min
Sam Richter | Qualifying Prospects with Better Sales Intelligence
On this week’s episode of Conversational Selling, we speak with Sam Richter, founder and CEO of SBR Worldwide. He is an award-winning Hall of Fame Business Keynote Speaker and bestselling author of Take the Cold Out of Cold Calling. He’s also the founder and creator of the IntelNgine | Business and Sales Intel Engine program and an expert on all things related to online information, sales success, and digital management.We discuss the quality of calls, as well as:
How to apply sales intelligence
How he incorporated a Boolean algorithm into an innovative search engine
Using sales triggers to increase productivity and save time
How to efficiently research your sales prospects
Cultivating genuine interest in your leads
And more...
Jan 5, 2021 • 21min
Delia Passi | The Women’s Choice Award®
Our special guest on this week’s episode of Conversational Selling is Delia Passi, Founder of Women Certified and Women's Choice Award. She has built the nation's leading authority on loyalty among women, advocating for consumers by offering reliable fact-based ratings. Delia is a former publisher of Working Women and Working Mother magazine, and the author of Winning the Toughest Customer, the Essential Guide to Selling to Women.“Women really value the opinion of other women. So that's why the influencer community today is becoming more powerful than ever before: because we really create loyalty with people that provide us with trusted advice, ideas, and make our life simple,” says Delia.We chat about targeting marketing for women, as well as:
Who are the lead household purchasers
Women’s Choice Award research standards
Offering an objective, fact-based rating system
Locating the highest recommended health care facilities
Differentiating how to sell to women vs. men
And more
Dec 29, 2020 • 30min
Darrell Amy | Accelerating Your Growth
On this week’s episode of Conversational Selling, we speak with special guest, international bestselling author and speaker, Darrell Amy. Darrell is a growth strategist who has consulted with Fortune 500 tech companies, specializing in providing clients with strategies to recover and grow revenue. He is also the author of The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth and the co-host of the Selling From The Heart Podcast.Darrell’s mission is to help businesses “Rebound strong and build an engine that will accelerate growth through recovery and beyond.” Darrell shares his best practices from 27 years in sales, as well as:
The importance of growth rate acceleration
How the Revenue Growth Engine began
The keys to unlocking revenue growth
And more
Dec 22, 2020 • 24min
Mark Hunter | High-Profit Prospecting
Our special guest on this week’s episode of Conversational Selling is Mark Hunter. He's the author of three best-selling books, High Profit Prospecting, High Profit Selling, and most recently, A Mind for Sales, and is recognized as one of the top 50 most influential Sales and Marketing Leaders in the world. His mission is to help others increase their influence, impact, and income. Mark says, “When you change your mindset, you will change your customers’ mindset, and you'll change your results.”We chat about getting into sales by necessity, as well as:
Not being afraid of using the phone for prospecting
Why getting in front of customers is more important now than ever
Sales as a lifestyle, not just a profession
Blocking out dedicated time for your prospecting calls
And more
Dec 14, 2020 • 21min
Shari Levitin | Emotional Connection in Sales
On this week’s episode of Conversational Selling, we speak with Shari Levitin of The Levitin Group. She helps teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. Throughout her career, she's helped create over a billion dollars in increased revenue for companies in over 40 countries. She's also the best selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know and is a contributor to Forbes magazine, CEO Magazine, and Huffington Post.Shari says, “You have one or two choices in life: you can look for the rare talent in people, and in situations, you can look for the good, or you can look for what's wrong. And the more you look for the good in people, in situations, the more successful you're going to be.”We chat about connecting emotionally with our customers, as well as:
The right questions to ask yourself to keep your edge in sales
The best skills to develop to improve your sales
The delicate balance between competency and empathy
The surprising good to be found during the pandemic
And more
Dec 8, 2020 • 30min
Larry Levine | Bringing Authenticity and Heart to Sales
Our special guest on this week’s episode of Conversational Selling is Larry Levine, author of the best selling book “Selling From the Heart.” He is the co-founder of Social Sales Academy, a sales coach and practitioner, a keynote speaker, and the co-host of the Selling From the Heart podcast series.Larry says, “I was really keenly aware of how salespeople were perceived in the marketplace. And I wanted to change people's perception. I brought caring, respect, heart, sincerity, appreciation to the forefront in an environment where most people weren't expecting it.”We discuss changing people’s perception of sales, as well as:
Old models of dysfunctional sales teams
Inner HEART work required to do the hard work
Investing in yourself and investing in your teams
Core foundations of Sales - Building Relationships
And more
Dec 1, 2020 • 25min
Curt Mercadante | Building Trust and Confidence with Brand Authority
On this week’s episode of Conversational Selling, we speak with special guest, Curt Mercadante. Curt ran the innovative seven-figure advertising agency, Gravina Public Strategies, for twelve years before offering branding and business consulting directly to entrepreneurs as the Founder of Merc Enterprises. He is also the bestselling author of Five Pillars of Freedom Lifestyle and host of the Freedom Mindset Radio Podcast. Curt encourages business owners to listen more and talk less. We chat about creating an impact story to be memorable to clients by focusing on how they will be affected by what you offer. We discuss attracting your ideal customers, as well as:
Authority brand vs. Commodity Brand
Becoming a valued, trusted advisor
Your product or service is unique because you are
Turning likes, follows, and views into leads
The four pillars of the Authority Brand
And more
Nov 24, 2020 • 23min
Wendy Weiss | Improving Your Cold Calls Using the Performance Model
On this week’s episode of Conversational Selling, we speak with special guest, Wendy Weiss. Wendy is a speaker, sales trainer, and coach, known as the Queen of Cold Calling, and is recognized as a leading authority in lead generation, cold calling, and new business development. She helps her clients speed up their sales cycle, reach more prospects directly, and generate more sales revenue. She is also the author of several books, including Cold Calling for Women and The Sales Winner’s Handbook.Wendy says, “Eight months ago, it was possible to walk into a business and have a conversation. There were all sorts of channels that people could use to reach out to prospects, then get in their car and go see them, but none of that is possible right now. The phone is really the one avenue that we have. It's direct, it's personal, and it makes a human to human connection that you don't get in an email or a Facebook ad.”We chat about the importance of cold calling during the pandemic, as well as:
The performance model and how it affects sales
Learning to avoid creating objections
The 3X Appointments Program
Micro-targeting
And more
Nov 17, 2020 • 22min
Christine Schlonski | The Sales Success Mindset
On this week’s episode of Conversational Selling, we sit down with Christine Schlonski, the Queen of the Sales Success Mindset and founder of christineschlonski.com. Christine has over 12 years of successful high ticket event sales in the corporate world, and has built and trained international sales teams, leading them to make millions in revenue. She is also the creator of the online Summit Series, Sales Mentality Makeover Masterclass, and the host of the Heart Sells! Podcast.Christine says, “I shifted from just thinking about the sale, making it logical and showing up in a way that I thought I had to show up to represent the success that I wanted people to see. When I really shifted into that heart space and I started to talk to a human on the other end of the phone, things just shifted dramatically.”We chat about how our hearts help us sell, as well as:
The Sales Success Mindset
Teaching entrepreneurs to sell naturally
Her Sales Mentality Makeover
The Heart Sells! Podcast
And more
