Conversational Selling

About Gary Garth: Gary Garth is a serial entrepreneur, Founder & CEO of 360° Solution for Behavioral Health Center elev8.io, Author of 'The Zero to 100 Million Sales Blueprint 'book, and 'The Goals, Grit & Greatness' Planner. He also leverages his resources via Great Dane Ventures as an angel investor, helping high-potential startups to go to market, scale, and become profitable via 360 degrees sales and marketing support, incubator programs, advisory services and proprietary technology engineered to empower entrepreneurs. He has been featured in Inc., Forbes, Success, and many other prominent publications. A serial entrepreneur since 2002, Gary has started and successfully exited six companies, including large outbound sales call centers, radio advertising networks, and an award-winning, eight-figure digital marketing agency. Born in Denmark, Gary now lives and works in Medellín, Colombia. Check out the latest episode of our Conversational Selling podcast to learn more about Gary.In this episode, Nancy and Gary discuss the following:The reasons why Gary pursues the behavioral industry.Gary's view on why less than 10% of addicted get treatment.The challenges Gary sees right now in the behavioral health marketing industry.The best advice Gary gives to the centers is to reach the people who need the therapy.Key factors that inspired Gary to write 'The Zero to 100 Million Sales Blueprint '.How Gary addresses the challenge that fewer than 10% achieve revenue beyond a million in his book.The top 25 sales metrics that everybody should monitor and improve.Key Takeaways:  People must make the decision that they want to recover.The main challenge is combining the right strategies and having the right team to execute.If you don't have the financial means, maybe give them some equity in the company to ensure sales get off the ground.An obvious metric is to understand your lifetime value.When you start measuring those metrics, you'll identify where you can optimize your marketing and sales process. "Believe it or not, Nancy, there are 20+ million in America alone that are seeking treatment or need treatment, but there are only a couple of million that receive treatment every year. So less than 10%. So that, for me, is wrong. That statistic. The opiate crisis is killing more people than any other means in the US: homicide, traffic incidents, everything combined doesn't even surpass opiate. So, I said, this is a way to help facilities that may not be at full capacity because they're not using the right marketing or sales strategies. If I can apply my skillset there, I can help people out of suffering and help that business grow. So that's why I focus on behavioral health." – GARY." But I never really came across a book where it's like "Here's a blueprint." If you're starting a company, if you're running a sales team, if you want to scale, if you want to go from zero to a hundred million, here's a step-by-step process that you can follow. So that's why I ended up plus for the pages because I said, "I need to include everything needed." I had to document what was working. And I always recommend to readers that you don't have to read it from end to end. You can just cherry-pick a chapter on the given stage you're in, or the early wind, and leverage that by just reading it and applying it, then moving forward." – GARY.Connect with Gary Garth:LinkedIn: https://www.linkedin.com/in/garygarth/elev8.io:https://elev8.io/Personal Website:https://garygarth.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/  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 Kevin Snow: Kevin is the Owner of Time On Target, a sales expert, and a serious technology geek who knows how to help his clients take their automation game to the next level. With a 20+ year career in business development working with brands like Frontier Communications, Nextel, Salesforce, and BNI, his knowledge, skills, and understanding of communication and technology are getting real results for the businesses he works with. Kevin knows how to integrate digital technology with your sales process authentically and professionally. He'll show you what's been missing in ensuring an effective outreach and trust-building system: part entrepreneur, part salesperson, part technology master, and part Star Wars fan. Check out the latest episode of our Conversational Selling podcast to learn more about Kevin.In this episode, Nancy and Kevin discuss the following:Transition from teaching to selling.Kevin's story of pursuing what he studied in college and winding up going in a different direction.Increasing sales by understanding and optimizing the sales process. Kevin's tips on being in touch with prospects through automation.Why Kevin does not chase clients?Selling is making it all about prospects, not about salespeople.Key Takeaways:  One of the things that we must help business owners understand when I work with them is that sales are just a series of conversations with an outcome.As a business owner, I don't have time to chase clients.Sometimes, it's just easier to let them go.You understand the pain that I'm going through as a business owner, and you have a potential solution.I know that with all the stuff I have going on with two different companies, a couple of podcasts now, and all the other stuff going on in my life, I can't have this huge pipeline filled with Hopium."When we do it for a company, all those automation emails come from whichever salesperson is supporting that prospect. So, it sounds like it's coming from the person they know; we're working on that relationship, it's no longer; we've all gotten those emails where it's like, "Hey, we want you to schedule a meeting with our sales team." "I already have a meeting with your sales guy tomorrow; why are you still sending me this stuff?" And it impacts the relationship because you're like, well, "Do they even know what's going on with me? And how important am I if they're not able to manage this type of communication? " – KEVIN." The conversation needs to be about what I call the Afters. How are you going to leave that prospect after they do business with you and become a client? What is the quality-of-life change that you're going to give them? How do you keep them from being awake at 2:30 in the morning thinking about work or thinking about family stuff or whatever the issues are that you can solve? I see that a lot of people think, "It's got to impress them with all my accolades." And honestly, none of us care." – KEVIN. "Sales are just having a conversation with someone. It is literally just asking questions and getting them to talk about themselves and then being able to dive into what they're sharing and help them solve stuff. The best salespeople I have ever encountered who have been able to get me to buy are pulling out all the issues I'm having. And then saying, "Well, have you thought about this? What if we did this type of thing?" and they're laying out solutions for me where I can see, "Oh yeah, that would help." As opposed to what a lot of people, especially in the tech field, do is lay out features. And I don't care about features. I care about how it's going to fix my problem. So, that's the thing that people need to remember. It's literally about diving into your prospect's world and leaving them better, even if they don't buy from you if they're in a better position to fix stuff, I still won because they'll remember me later." – KEVIN. Connect with Kevin Snow:LinkedIn: https://www.linkedin.com/in/kevinesnow/  Time on Target:https://www.time-on-target.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/  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 Bruce Scheer: Bruce Scheer is President of FutureSight and has over 20 years of business management and consulting experience. He brings unique and insightful perspectives to client engagements, reflecting his passion for technology, strategic marketing, and sales enablement. With confidence, optimism, and a sense of urgency, Bruce enjoys helping global IT services, software, hardware, and professional services organizations achieve marketing success and great business results. Before founding FutureSight, Bruce held executive positions in consulting firms and industries across North America and Asia. He also served as Vice President and West Coast Office Director for MSI Consulting, where he worked with industry-leading clients to identify strategic market opportunities and develop go-to-market campaigns for new products and services. A noted author and speaker, Bruce is available to share his expertise on a wide range of business topics, including the business value of IT and selling and marketing based on ROI. Check out the latest episode of our Conversational Selling podcast to learn more about Bruce.In this episode, Nancy and Bruce discuss the following:The concept of a story that sizzles referred to Bruce's recent book, "Inspire Your Buyers: Go to Market with a Story That Sizzles."Consumer Dilemma: Overwhelming Choices.The core elements of a narrative that sizzles.Qualifying Decision-Makers correctly.Why evoking emotions in potential buyers is the primary objective for sales professionals.Key Takeaways: Sizzles is an amazing framework for how to design your sales story.Don't be overwhelmed and bewildered by all the selection choices that are out there.Everything starts really with targeting the ideal buyer.People buy on emotion, and then they justify with logic.Don't sell products, sell outcomes." Well, it's an evergreen problem. But it's probably even more acute today. There are so many answers that buyers need to need to choose from. And I don't know if you've ever heard of this whole notion that too many options are shutting buyers down. The other thing is with all these options, you get into this whole selection buyers issue that also drives no decision. There's just so many answers, you know, think about going out and buying a new car or something, you know, there's so many answers to choose from, it might be overwhelming. So, how can you help your buyer buy? That's the bottom line. And to do so, I do believe you need to have a story that sizzles, helps you stand apart from the competitive pack, and helps your buyer get over that hump of fear, uncertainty, and doubt to want to buy from you and buy from you. And that strategic narrative, that story carries the day with that objective." – BRUCE."What other signals would they send that they're an ideal client profile? I'm sure you've heard that ICP is the ideal client profile. So, we get very narrowly focused there. Then, from there, who within that account should I be talking to? Who's the buyer who will carry the day and has the power to sway others within that organization? Yes, we should invest in this. So, who's that consultant and professor down in California who coined this Steve Martin, but he calls it the bully with the Joe bully with the juice? Who's that bully with the juice? Who should we target within that account? Now, typically, for a lot of the buying decisions that my clients face. There might be five or six people who might be part of that buying committee. But again, who's the bully with the juice? And what's their day job? What's their role? What are their responsibilities? What are the challenges they have? And then what are the benefits we can bring them? So, it all starts there. That's the first element, Nancy, target the right buyer." – BRUCE. "How do we characterize that problem, both verbally and visually? And that's one thing, Nancy, that I think most organizations that I see as they go to market are missing the characterization of the problem they solve. They're typically very solution-centric. "Hey, Nancy, I've got this new solution. Let me tell you all about it. Here's what it looks like. Here's what it feels like. Here are the benefits, features, and functions of that whole thing". That's not where you want to start; you want to start that narrative around the problem. And you want to plant that problem and point a spotlight on it, you know, just again, thinking of an analogy, think of that spotlight when you point it on something, that's what people see. And then often they can't unsee it when you do that well. And that's the fun part; if you can crack that code, you're typically going to sell way more and help so many buyers out by helping them have that clarity and conviction around the problem that you can help them solve." – BRUCE. Connect with Bruce Scheer:LinkedIn: https://www.linkedin.com/in/bscheer/INSPIRE Your Buyers™:https://inspireyourbuyers.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/  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 Valeria Grunbaum: Valeria helps entrepreneurs excel in sales with a strategy adaptable to every industry. Her program condenses more than 30 years of international sales expertise into a comprehensive training course. From working in multinational corporations and founding her own marketing and sales consulting firm, where she served Fortune 500 companies such as Procter and Gamble, General Motors, Avon, DHL, Nestlé (among many others), to helping many small and medium-sized businesses such as Chambers of Commerce, Franchises, Attorneys, Real Estate professionals, and many more in different industries, diverse markets all over the world, you won't find more valuable insight to support your sales education journey. Check out the latest episode of our Conversational Selling podcast to learn more about Valeria.In this episode, Nancy and Valeria discuss the following:The belief that no one is born a salesperson, but every business owner should be one.How everyone embodies a salesperson in some way.Tailoring communication with customers or prospects based on their personality type throughout the sales process.Detailed descriptions of various communication styles.Unique traits of each DISC personality style.Key Takeaways:  The truth is that without sales, there's no business.For those people with a negative emotion towards the word sales, the truth is that sales are nothing more than a communication process.We are all different, but we are predictable and different.Sales is the heart of the business.Make your sales the primary business focus if you want to grow."About 28 years ago, I learned to work with DISC, which is a behavioral assessment, where based on your personality style, you have different ways of how you communicate and how you need to receive the communication. And what happened is that I started using DISC within my sales process. I understood very early in my years that I shouldn't communicate how I want to communicate with people. Instead, I should communicate with people how they need to receive the communication. So, this is the transformation that happened in my business after that. Before I realized I could use this methodology with my sales process, I was closing out of 10 clients or 10 customers; let's call it customers; I was closing only two clients. But then when I started implementing these techniques, this methodology within my sales process, I was working with 10 clients or customers and closing eight clients." – VALERIA."So, there are four main personality styles; depending on how you behave or think, you will most likely have the four, but you will have one in the driver's seat. Imagine that you are a car; the car has four seats. So, you have all four, but you have one in the driver's seat, one on the co-pilot, and then two on the passenger back in the passenger seat. So, based on the one driving the car, you're going to filter the information that you hear, feel, or see. And then, based on that, is how you will respond or react. So, the driver's seat is the one that decides how you see the world. " – VALERIA. "We have the "D," the "I," the "S," and the "C." The "D" is that person who is direct, focused on the results that one thinks should be done fast, doesn't get hooked on the details, and makes things happen. They know that they don't know how they will make it happen, but they know that they can make it happen, and they do. They are very fast-paced. And then the "I" is people that are focused on people. I mean, the "D" s are focused on the task. The "I's" are focused on the people. They are great cheerleaders. They are very optimistic. They talk with their arms open. Sometimes, they talk even louder. They want to be noticed. When someone who is a high "I" enters the room, everybody will know that person came. The high "S" are very loyal people; they're introverted. They are people-oriented but different from the "I" 's because the "I" s is more out, and the "S" is more in. What I mean by these is that they love people and want to serve. They want to nurture people. They want to help people. And they are very loyal. They are great employees. 69% of the population are high "S". The high "C's" they are detail-oriented. These people want to know the step-by-step; they want to get all the information before they decide, so they take time to make decisions. They are task-oriented like the high "D's," but the difference is that the high "D's" don't need a step-by-step process; they just make it happen. But "C's" won't skip a step, and they need proof before they decide." – VALERIA. Connect with Valeria Grunbaum:LinkedIn: https://www.linkedin.com/in/valeriagrunbaum/Personal Website:https://valeriagrunbaum.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/  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

About Eric Recker: Eric is the Owner and CEO of WintheNOW, LLC, where they help High-Achieving Leaders to #WINtheNOW and design a life where they are working to become the best version of themselves for themselves and those around them. He has also been a dentist since 2002 and has led a team of 18 dentists since 2002. Eric has been a pilot since 2018, traveling to 12 countries and 46 states. He has been mentoring and coaching most of his life. As a Certified Elite Success Coach, he works with high-achiever personalities who want to #WINtheNOW and enjoy life while realizing their goals. Check out the latest episode of our Conversational Selling podcast to learn more about Eric.In this episode, Nancy and Eric discuss the following:What's common in dentists and coaches? The story of Eric's burnout journey.Lessons from climbing the mountain of life.Tips for leading a team of 18 and staying like a family.A pivot from dentistry to coaching and speaking.30 minutes of quiet: the technique to hear yourself.How has COVID-19 changed Eric's burnout phase?Key Takeaways: One of the biggest things that I've been gifted with is to be able to teach from my journey.I had been so distracted by achievement, and I wasn't getting any satisfaction out of any of this.As business owners, entrepreneurs, people in the business world, and even people in life, we must understand why we are working so hard, or we'll end up with many hollow achievements.We won't make it if we don't have time for our brains to idle when we're not consumed with screens."I believe that one of the most important things we have in our life is our relationships. So, in our office, we are a family. We go through highs and lows together. We go through the journey of life together. So, one of the significant things in our office is knowing our patients' stories and our other team members' stories. So, people from this other company had noticed: "Boy, when we come in for our appointments, we're not just a number; we're asked how we're doing. We have a little bit of conversation before we sit down. And then, through every step of the process, we know what's going on. We know the next step, and we're noticed". So that's one thing I stress with my team is that we have to notice people because many people go through life and they're never noticed. They may be because they're isolated working from home, maybe because it can be a laundry list of reasons, but when they come into our office, if their name calls them and they are asked how they're doing, then that's two touch points right there where someone feels like they're seen, heard, and they're valued. And that's huge in our current society." – ERIC."Through those 30 minutes of quiet, and believe me, I failed big time when I started this. The first day I looked at my watch, 45 seconds into it, I thought: "Boy, I got to be getting close." So I tried to give my mind just some space to run. Faith is a big part of my life, so having some quiet space for God to be able to speak to me or to be able to hear what's impressed upon my heart. During that time, I had to bring myself back to the moment for the first couple of times, probably every minute or two as my mind would wander and use a re-centering phrase like: "I am here". I would say to myself: "I am here, right here, right now". And then, I would get back to focusing on my breathing. And things like that helped me stay in that moment, in that quiet moment. And I think without that the burnout would have spiraled more and more." – ERIC. "Yeah, I think what we're going to find in our lives is the biggest regrets that we're going to have been going to be at the end of our life when we realize things that we didn't try, things that we more of the regrets of omission. The things that we didn't put ourselves out there for. So, it's important for people to know what success looks like at this stage of life. And then also to know that that's dynamic. So, a year from now, success might look different. So, to keep re-examining that and realize: "Okay, what are the opportunities I have in front of me that I'm not taking advantage of? And the decisions I must make if I don't do these things... Are these the things that I will regret five years down the road, ten years down the road?" – ERIC.Connect with Eric Recker:LinkedIn: https://www.linkedin.com/in/eric-recker-583849278/Personal Website:https://ericrecker.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/ 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 Jessie van Breugel: Jessie is the Founder of Realigned Coaching creator of "Brand Yourself as A Creator: The Ultimate Guide and The Branded Creators Community. Co-founder of Build Your House Club, a vibrant community of creators to clarify your message, produce consistent value, & grow your audience. He views himself as a visual copywriter, using words and design to share his message. His vision is to bring wisdom to everyday life and inspire others to live on their terms—currently, 3x Top Writer on Medium in Inspiration, Social Media, and Entrepreneurship. A former employee of one of Europe's hottest tech unicorns turned digital creator. He is building his business at the crossroads of writing, visual design, product management, and digital marketing. Check out the latest episode of our Conversational Selling podcast to learn more about Jessie. In this episode, Nancy and Jessie discuss the following:How to make the most out of LinkedIn.Master the art of selling on LinkedIn without sounding too pushy.Understand how building connections on LinkedIn can lead to successful sales.Explore why the term 'sales' often has a negative perception.Determine the ideal posting frequency on LinkedIn for optimal results.Gain insights into the algorithms that LinkedIn uses to block certain accounts.Avoid common mistakes when creating content on LinkedIn to enhance engagement.Key Takeaways:  You never know who's watching on LinkedIn because people are scrolling the feed and waiting for that message or content to help them act.Sales has a negative connotation because people often think about the door-to-door salesman or woman, car sales dealers, etc.To sell your stuff to your audience, people need to see it. That's why reactions are essential.A lesson that I learned over time is that you want to let a post-run for a few days because if a post does well, even a week later, it could still reach new people.I am like, "Hey, educational content is great, but move towards more authority-building content, and then we can transform it into lead-generating content.""I would say the traditional thinking of LinkedIn is that it's still a place where people share updates about new jobs or certain company updates. I had that too out of sight till about three years back, but I also figured out that LinkedIn is still the number one business platform in the world. And as we see with all the content platforms, like the social media platforms, there is a big drive towards content creation. I started writing online, and at a certain point, I wondered why not go to LinkedIn. Because as I just said, there are so many decision-makers, potential people watching there waiting for that, waiting for the call to action also say." – JESSIE"One of the frameworks that I heavily use for myself and my clients is the acronym FODOFs. It stands for fear, objections, desire, obstacles, and frustrations. Of course, we don't want to always use them all in one piece of content, but by strategically using each for a specific type of content, we can show our audience or our prospect that we understand them." – JESSIE. "I hear that perspective, and I would say earlier on in my career, I also had this notion that selling is bad or self-promoting is bad. So, I had to debunk that for myself. And now I believe that if you genuinely know that you, your service, or your product is helping your audience or your clients, it's almost a disservice not to tell them about it because I know I solve a very hot topic, like lead generation on LinkedIn. And I know that I help a lot of people with that. Like if I look at my clients' results, I'm helping them get more business. I'm helping them make more money. So sure, like I'm selling to my audience, but I also know that the right people were like: "Hey, this really helps me!". And I think that's for all of us. Like if we know that because that's what entrepreneurship at its core is, right? It's like, someone has a problem, someone else has a solution, and it's either a service or a product that helps them get from A to B." – JESSIE. Connect with Jessie van Breugel:LinkedIn: https://www.linkedin.com/in/jessievanbreugel/The Creator Academy:https://www.premiumleadsystem.com/training-hubRealigned Coaching:  https://realigned.carrd.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/  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 Steve Lowell: Steve Lowell is the 20-2021 President of the Global Speakers Federation. He's been on the live stage for over 50 years, is a Certified Speaking Professional (CSP), and a multi-award-winning professional speaker.  Steve speaks to entrepreneurs and shows them how to establish a reputation as the unmistakable authority in their field by changing how they present and sell their expertise. As a main stage speaker at your event, Steve will keep your entire audience captivated, engaged, and entertained. If your audiences are entrepreneurs, business owners, thought leaders, experts, or innovators, Steve will shake their beliefs, disrupt their perspectives, and inspire them to become more than they ever thought they could be.  Steve's content is educational, transformative, and interactive. But most of all, you'll find Steve to be extremely easy to work with! He rarely uses slides and he always delivers. Steve is an informational keynote speaker. His content is targeted at experts who need a simple method to present, explain, and sell their complex solutions through the spoken word. Check out the latest episode of our Conversational Selling podcast to learn more about Steve. In this episode, Nancy and Steve discuss the following:The art of speaking to sell without selling.Steve’s tips on how to become a transformational speaker.The best way of making money through speaking.Why would so many people struggle to monetize when they speak?Sharing information with the audience that will make it buy your product.Introverts are the best public speakers.The myths that entrepreneurs believe prevent them from making money when they speak. Key Takeaways:  The reason why so many people struggle is because we're under this misconception that when we get in front of an audience, our job is to solve their problem.What people are looking for from a speaker is not a solution; they're looking for clarity.Instead of going to an audience and saying: “Here's the solution to your problem,” go to the audience who says: “Here is why the problem exists and why you need me.”As an introvert, I'd much rather be in front of an audience where I'm comfortable than at a party of 10 or 12 where I am less comfortable.I believe the audience needs to feel like they are understood. “So, on that side of the business, speak to sell is where you get in front of an audience of targeted prospects, and you speak a certain way, and then they come up and hire you or buy your stuff from you. And the key there is for most people is that most people hate to sell. Most people really don't like standing in front of an audience or even in front of a prospect and feel like a salesperson. So, when I say without selling, it means that there are techniques that one can use to generate business through the spoken word without feeling like you must have a shower afterward." – STEVE"We have this message that people need to hear, but having the message isn't enough. It needs to be packaged in a way that people can receive the message openly and be able to apply it to their own lives. And so there are certain characteristics that I teach people to build into their message so that the audience can be open to receiving the message and to be able to receive it in a way that is relevant to them so that they can go forth and make change." – STEVE "And it's difficult to break into that area. There are high barriers of entry, but anybody can learn to get in front of an audience, whether it's live or virtual, and sell their products and services and make far more in a single presentation than they could ever make being paid by an association or a corporation. So, this is the way my wife and I do it. And you can, and I say you as a general you, pretty much anybody who puts a little bit of effort and thought into it can get in front of an audience and sell their products and services and generate enormous amounts of business through speaking if they know how to do it well. And that's what we focus on, is teaching people how to do that. So that's really the best way to make money speaking." – STEVE Connect with Steve Lowell:LinkedIn: https://www.linkedin.com/in/stevelowell/Personal Website: https://stevelowell.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/  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 Rachel Cossar: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack of translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication. Check out the latest episode of our Conversational Selling podcast to learn more about Rachel. In this episode, Nancy and Rachel discuss the following:Importance of self-reinvention.Mistakes that sellers make when they're on video.The significance of video call backgrounds.The role of the background in the world of remote jobs.Non-verbal cues and behaviors that need to be mastered to be an effective communicator.Hand gesture etiquette on remote meetings.The hacks with lens and seat cushion and their role in making an impression. Rachel’s way to success. Key Takeaways: There are transitions and changes around us all the time, whether we realize it or not.In the sales process, it's more than making the sale, it's about building the relationship and the rapport.The background speaks volumes about choices you've made or not made when you've decided to show up on video with the other person.Using hand gestures is a wonderful tool to create a sense of openness, warmth, of invitation.The importance of developing a new sense of muscle memory around the way we express ourselves on a screen.“You know, I think a lot of us felt that or experienced that at some point during the pandemic and there tends to be, of course, fear around change and transition, but sometimes I find people turn to wherever they're going next and forget where they came from.And so, in my experience, the process of reinventing myself, which I've done so many times, is always on the shoulders of these past identities I've had. And I think that concept is really fascinating and powerful." – RACHEL"Some of the top cues and behaviors that need to be mastered to be an effective communicator are posture, where you're looking, how you use your eyes when you're speaking, and as a listener. The way you use your hands and facial expressions. Those would be some of the top four non-verbal categories to be aware of. And on video, of course, all of them are very present. The one thing I'll say as a caveat on video is the way you frame yourself is critical because if you are going to have your lens positioned such that we can only see the very top of your head, or we can't see your face because you're looking at a different screen and your lens is somewhere else like those are things that are just from the get-go, very detrimental to your presence because you've ruined the human connection that we can take advantage of on video." – RACHEL "Using hand gestures is a wonderful tool to create a sense of openness, warmth, of invitation. It helps people trust you more because they know that you are present with them, that you're not fiddling around with some unseen phone or tablet or... animal or whatever, right? People like to see open-palm hand gestures. It's very soothing. It's very reassuring. So that's number one. On the other end of the spectrum though, some people over-rely on hand gestures to communicate. And when the hand gestures are kind of waving around nonsensically and there's not an intentional connection between the way hand gestures are being used and the words that are being communicated, hand gestures, in that case, can be distracting. So yeah, I mean, it's all about, and then there's like different types of when you're touching your face with your hands, that can signal stress and anxiety and discomfort. And so, the way, what it really comes down to is developing a hand gesture vocabulary that supports the message you're trying to send." – RACHEL Connect with Rachel Cossar:LinkedIn: https://www.linkedin.com/in/rachel-cossarVirtual Sapiens: https://www.virtualsapiens.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/  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 Michael Harris: Michael Harris is a multi-talented individual with an incredible gift for empowering others. Whether you're looking to take care of your health, share your story with the world, or build a thriving business, Michael has the expertise to guide you to success. With multiple bestselling books under his belt, Michael is the real deal regarding coaching, training, and entrepreneurship. He's dedicated to helping people from all walks of life share their message and make a real impact. Michael started a yoga practice in 1987 due to a near-fatal health condition. In the early 90's, he began teaching and has never stopped. Michael truly believes that nature holds the key to living our best lives. It's just a matter of learning how to apply what you already know so you can have better health, share your message, and live the life of an entrepreneur. Check out the latest episode of our Conversational Selling podcast to learn more about Michael. In this episode, Nancy and Michael discuss the following:The reasons why people have preconceived limitations. Podcasting as a powerful marketing source.Michael recommends how anyone can get their message, story, and voice out to the world. Michael's first experience as an entrepreneur with pies. Tips to overcome the resistance to speak in front of others.Michaels's thoughts on human conversation and AI: could one substitute another? Advice on how to react when you have nothing to say but need to support a conversation. Key Takeaways:  We don't believe that we are good enough or that we really have the skills to do something when, in fact, it could be there; it's just buried.We all know WIIFM, which is "what's in it for me," so the other person needs to know what's in it for them to have an eager watch.Asking you questions about yourself helps me know who you are more, and I feel more connected that way.A system creates a tremendous amount of freedom in so many ways.You already have everything you need, and it's just a matter of learning how to use it. " What it was like when you were in grade school? Perhaps first or second grade, maybe even kindergarten, and the teacher said "Now it's show-and-tell time. Michael, can you get up and, you know, show us your new rock that you found today?" And so, I get up and I'm all excited to talk about this rock and I found it and it was on the ground, but somebody had painted it, it was all these colors and all this stuff. So, show-and-tell is really a tricky way that the teacher had a tricky way, so to speak, to get us to speak in front of other people and tell other people something, show-and-tell. So, we've already got that skill in us. So, as we get older, though, we tend to forget about that. And that tends to kind of go away a little bit. But like, when I start to work with people, one of the things that I really invite them to do is to look at those things they've already learned in their life, and then enhance that. So, show-and-tell would be an example of how a salesperson can get better by show-and-tell. Because essentially that's what it is. It's, you know, there's all these different ways to sell, but it really comes back to show and tell when we get on a podcast. Now it may be just an audio, but we're show and telling with our ears and our eyes and everything else." – MICHAEL"When I was growing up, imagine this, we had a couple of acres and in the back property, we had a bunch of blackberries. My dad was an entrepreneur, and he always says, "You know, find something somebody wants to buy and sell it to them." Well, I'd go out there and pick the blackberries and my mom would make pies and all the neighborhood kids would come over and eat Mrs. Harris's pies. You know, I thought about this and what Dad was saying about selling, things that people want. And I was a 6-year-old boy and I said, Mom, "Let's do this. Let me pick a bunch of pies. You bake them and then I'll go and sell them." – MICHAEL "I teach yoga and I teach a system. You do A, B, C, D, posture, and then this happens. Nature teaches us systems. The planting of a tree is a system. You put a seed in the ground, you water it, starts to grow, and you trim it. You do all these different things. There's a system to create a nice, healthy tree. And in this, in a sales process, it's the same thing. And you know this way better than I do, but it's like, there's a system that you use to help bring a solution to your client or your prospect." – MICHAEL Connect with Michael Harris:LinkedIn: https://www.linkedin.com/in/michaelbharrris/Company Website: www.michaelbharris.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/  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 Denise Cagan: Denise Cagan is the Founder of DCA Virtual Business Support. Her company offers VASuperheros, social media management, graphic design, and website support for growing businesses. Denise Cagan started her first company while still working as a QA Manager at Coca-Cola. After a year of doing both, she moved on to become a full-time business owner at DiCi Services. She grew DiCi for 10 years, selling it in 2011. At that time, Denise established a second and third company. Only one of these remains today which is her current business. She attributes her success in navigating the business world to her strong operational and management style and being an incredible business advisor. Denise graduated from James Madison University with a BS in Quality Systems Development. Check out the latest episode of our Conversational Selling podcast to learn more about Denise. In this episode, Nancy and Denise discuss the following:Denise’s definition of a VA superhero. Recognizing the undervalued role of virtual assistants in sales.Overcoming entrepreneurial fear: transitioning from offline to remote business.Exploring accountability methods for successful remote work. The rewards of having a remote staff.Reviewing potential pitfalls associated with remote work.The advantages to the business owner of having a remote staff. Key Takeaways:  In the world of Executive Assistant, KPIs are a little bit hard to come up with.When you're doing it by yourself, it's so much simpler, but when you have a team, it becomes less simple.We have mental health benefits because, without that, I'm sure you know that if people aren't doing well outside of work, they're going to carry that into work.When people come to us for services, when they try to negotiate less than our six-month minimum, they're not fit, and I try to very politely tell them that they're not.Keep asking questions. " VA has a few names that people recognize: virtual assistant, executive assistant, virtual executive assistant, virtual office assistant. A VA superhero is somebody who comes in and basically takes things off the plate of a business owner, a CEO, the president of the company, or someone in the C-suite. So, you're busy, you've got day-to-day things going on, and as you are a small business and you start growing, those to-do things become more. And that's exactly what these people do for you. Take those off your plate." – DENISE"We have had to guide team members on how to maximize their time. We have a very flexible schedule first off, okay, so, and we use a system for them to clock their time, so we know their time down to the second. So, one of the things is that they sometimes feel like they need to be on all the time. We explain to them, no, that's the purpose of having a flexible schedule. We don't expect you to respond in three minutes to an email because part of the prep we do is explaining to people what the response time would be. So, prepping them, and that seems like such a small thing, but that really, really goes to how they just manage their day. And if they're starting to feel burnt out because they feel like they're having to be on for all day, they're only paid for the hours they work, that's, you're going to have a lot of turnover." – DENISE "The thing is that you have to be a good communicator and a good listener. It goes with anything. You have to be willing to have even the tough conversations, the ones that are not easy. Because sometimes you need to dig in and find out what they're not telling you. I know you can relate to that. And I know that because you do Conversational Selling and it's the “Who, What, Why” digging in and finding out the pain points. It's the same thing for your team members." – DENISE Connect with Denise Cagan:LinkedIn: https://www.linkedin.com/in/denisecagan/DCA Virtual Business Support: https://dcavirtual.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/  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