Conversational Selling

About RJ Redden: RJ Redden is the Founder and human-in-charge at Black Belt Bots. Coaches hire RJ to skyrocket their engagement. RJ creates epic engagement experiences that motivate people to click that button, connect with you, and enroll like crazy. She holds two Master's degrees at the University of Nebraska at Omaha, a Master of Public Administration and a Master of Science in Management Information Systems. She is an adjunct faculty member at the University of Nebraska at Omaha and teaches technology skills to small businesses and nonprofits in the Omaha, Nebraska, and Council Bluffs, Iowa, metropolitan area. Redden specializes in websites, administrative streamlining, and social media campaigns. Check out the latest episode of our Conversational Selling podcast to learn more about RJ. In this episode, Nancy and RJ discuss the following:The definition of epic engagement adventures. Standing out from the crowd in the modern marketing world.Ways of having personal and unique thumbprints in each marketing sphere.The psychology of Disneyland's journey.The number of interactions needed before leads are converted into clients.The importance of being yourself in the sales world.  Key Takeaways:  The problem is that we are imprinted into our brains this idea that we need to reach the masses to be heard by a few.Engagement First Marketing reframes the funnel concept into what that client's journey will be like.If you know exactly what you provide that's unique to this world and that they desperately need, and if you know your people, it could take one or two times reach, and they're sold.If you ever get into a coaching relationship or a program that demands that you be someone else to accomplish the goals – Run! Run away!You must embrace and own that brilliance to shine brightly! " The way to stand out right now, as I see it in the marketplace, is to do your writing, make your video, make your podcast, make everything personal, have that thumbprint in there. Do not accept "Oh, I could send 800 messages that all say the same thing to 800 people on LinkedIn today. Let's go ahead and press that button". Do not accept mass, you know, mass marketing, mass messaging. It's not the way to go. Make it personal. Make it personal because everybody is using these AI writers nowadays to, you know, throw out an article or two. You know, those sound like they're produced by robots, Nancy." – RJ "And Disneyland thinks about every moment of the journey that you are taking, and they do their best to make it a frictionless journey. What I mean by that is, this was a couple of years ago, they developed these watches that your watch opens your hotel room door. Your watch pays for dinner. Your watch basically does everything. They give you information right when you need it so that you can use it right there so you're not carrying the cognitive load of where they say the thing was. All that kind of stuff. That intentional journey setting makes Disneyland what it is, which is a preferred destination for many, even those without kids. That journey is what your people need to take. That journey needs to be full of interaction with you. Some of its stuff that we kind of write into a process. The quizzes, games, choose your own adventure videos, all of these types of things allow people to get to know you at their own pace. You get to know a little bit about them, and that way, by the time they're sitting across from you. They know that they want to be part of your tribe." – RJ"Here's the really important part. Here's the part that changed everything for me. I could just be myself in the conversation because they weren't expecting a marketing expert. They were expecting a person who's crazy enough to wear a caping mask to an event. They weren't expecting a normal conversation. So, I could really be myself, and connect with them." – RJ Connect with RJ Redden:LinkedIn:https://www.linkedin.com/in/rjredden/Black Belt Bots: blackbeltbots.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 Amanda Kohal: Amanda Kohal is the Founder & Digital Strategist of the Wolfe Co. Amanda provides business owners with access to reputable resources, community connections, and trusted guidance/education to start converting on social. After working as a brand marketing manager in corporate, Amanda ventured on her own, took her love of digital marketing, and ran with it. Amanda has turned many personal brands and service-based businesses into cash cows by helping clients earn $10k from just 2 Instagram stories, $77k from one DM, and $28K social media launches. Check out the latest episode of our Conversational Selling podcast to learn more about Amanda. In this episode, Nancy and Amanda discuss the following:Secrets of turning a company into a cash cow.Tips on getting deeper into the funnel. Why selling on social is an important marketing channel.Applying strategies on different social media platforms. Why LinkedIn differs from other social media. How often to post on social media.Latest news on Google integration with AI.Key Takeaways:  I have never really focused on chasing the followers rather than on the community that was already there, who are a little bit deeper in the funnel to convert.So having a presence and a place where people can buy in the spaces that they're now searching for is really important if you're running a business online.LinkedIn is a great space for organic reach.Our InstaSite is a static grid of all the information that you would typically find on a website.When it comes to a space like TikTok Start, start with at least a 15-day sprint of daily posting to accelerate the algorithm. “I created a unique approach to social and a strategy called Instasite. And it's basically looking at social media platforms in two different categories. One category is those platforms that are good at achieving growth, visibility, and reach. And then those platforms that are good at nurturing and converting from the platforms that are driving that reach and visibility for you. So, when you pair them together, you now have more of a holistic approach to your strategy, as opposed to leaning too far into just focusing on growth or leaning too far on just doing heavy selling on your social. You're now covering all your bases, bases of grow, connect, and convert." – AMANDA " Google has now come out saying that they're going to be integrating AI into their entire search experience. So one of the things that we're going to start seeing is when you're searching on Google, it's going to become a little bit more visual. Like you would find on Instagram, TikTok, or even YouTube. So, if I'm typing in keywords like, social media strategy into Google, because, you know, I have content that is all about social media strategy. My actual posts from Instagram or TikTok are now going to show up in Google searches as opposed to it just simply being mostly text searches right now. So that's another reason why getting into LinkedIn would be a good idea, especially if you're posting content. Really optimize those keywords, your captions, and any of the text on the screen. So, in the future, the very near future, when people are searching topic-specific because maybe they're not aware of you just yet, content can now show up on Google your actual posts." – AMANDA "Start with two platforms, one good for the reach and visibility, whatever that might be. I'll give you a few examples and you can pick one from the category. We've got TikTok, LinkedIn, YouTube, Pinterest, or blogging in the visibility category, and then create yourself an Instasite, and mimic the experience of a website. There are over 200 examples out there right now. So, you can really drive traffic over to your Instasite, which then drives traffic to your website, checkout page, landing page, whatever it might be. You're going to find a lot more success like that than spreading yourself so thin across all the platforms.” – AMANDAConnect with Amanda Kohal:LinkedIn: https://www.linkedin.com/in/amandakohal/The Wolfe Co: https://www.thewolfe.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 Reuben Swartz: Reuben Swartz is the founder of Mimiran, the “anti-CRM” for independent consultants who love serving clients but hate “selling.” Mimiran helps companies sell faster and more profitably by streamlining the sales process, converting more visitors into leads, more leads into conversations, and more conversations into e-signed proposals. He’s also the host and chief nerd on the Sales for Nerds podcast. He went from a computer science and software engineering background to sales and marketing consulting for the Fortune 500. His mission is to help other independent consultants make a bigger dent in the universe and get more clients by using their talents to teach instead of the market, connect instead of the network, and help instead of sell. Check out the latest episode of our Conversational Selling podcast to learn more about Reuben. In this episode, Nancy and Reuben discuss the following:The importance of having the right CRM.The key to identifying your ideal prospect. How to have a fun and productive conversation when you are not a salesperson and think sales are icky.Why do people find sales awkward?Being an introvert in the sales world. Tips on following up effectively.Key Takeaways:  And one of the reasons why I ended up building an anti-CRM is because all the CRMs I've tried (and I've tried dozens of them) were sort of like necessary evils for me. Defining your ideal client is the foundation for everything. You don't have to waste a bunch of time trying to convince someone to have shoulder surgery who doesn't need it.The main thing is when you have strong positioning, it acts like a magnet and it starts attracting your tribe to you, and just as importantly, it pushes the people who are not going to be a good fit for you away.Referral networks are relationships that are built on conversations.There's a place for email marketing and automation, but when you're in a sales cycle, you're in a conversation-based context, and you need to talk to people." Try to think like a doctor rather than a sales rep trying to make quota. And me being a sales and marketing consultant for years and sitting in some of these sales meetings where people were kind of giving those always-be closing speeches was not a good influence on me. And I knew it wasn't me, but I was like “Well, I guess this is what I must do”. I got to force myself to do it. And no, you don't have to do that. And so, if you go back to that foundation of let's make sure that we're targeting the right people and attracting the right people to us, think about like the doctor who does shoulder surgeries. You don't go to the ear, nose, or throat doctor for your shoulder surgery. You don't go to the knee doctor for your shoulder surgery, etc. If you walked into the hospital and every doctor there was kind of trying to stab you with a business card saying “I'm a doctor and you know, by the way, you're walking funny, let me fix your knee, etc”. That would be an absurd experience." – REUBEN " You probably went to a restaurant recently and had a great experience with a waiter or waitress. That's a salesperson. You go to the doctor. That's a salesperson. A lot of these things that we don't think about that's really what we ought to be doing. We don't want to be selling to anybody. We don't want to be convincing them to do something that we want them to do. We want to be helping them to do the thing that they want to do." – REUBEN "Most introverts I know don't want to be in a room full of tons of people, but they love having deep, interesting conversations, and they're good listeners. They've got everything they need, except the mindset and the process, and the organization to do that with intention.” – REUBENConnect with Reuben Swartz:LinkedIn: https://www.linkedin.com/in/reubenswartz/Mimiran CRM: https://www.mimiran.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 Atiba de Souza: Atiba is the CEO of Client Attraction Pros and Video Content Superman. His goal is to help you discover those moments and position content that will deliver a victory for your customers. For 25 years, he ran an exclusive agency that got regional and national brands ranked on page 1 of Google. He was doing Search Engine Optimization (SEO) before the term was even invented. But one day, Atiba realized that his agency was not growing because he was not applying what he did for his clients to his own brand. Atiba has been using a unique method of blending storytelling with search keywords for more than 15 years. He has ranked regional and national brands in the US on page one of Google. He's also an award-winning marketer who has been featured on many renowned platforms, including Fox, USA Today, Times, CBS, and many more. Check out the latest episode of our Conversational Selling podcast to learn more about Atiba.  In this episode, Nancy and Atiba discuss the following:The importance of video marketing in the modern marketing world.The background of Atiba’s story of owning his agency.SEO is not just about Google Search.Using a method of blending storytelling with search keywords.How does a newbie get started in the video?The start of AI in 1992 and Atiba’s contribution.Tips on getting the attention of posting the video and catchy title.Is YouTube the only platform for posting videos?Key Takeaways:  The statistics say that almost 80% of business owners are going to watch a video before they make a purchase.Google right now wants to rank videos that solve people's problems on page one.Concerning the video length, you need to talk long enough to answer the question and not a moment longer.The title of the video needs to be your question.The truth is that as your organization grows, you need both organic and paid video marketing, and they complement each other and work together.When doing a video, you want to think about your target audience and the pains they may be going through."Every network now has a search and an SEO component. All SEO means is that whoever owns a network, whoever has the data, wants to put that data in front of the right people. That's all it is, getting your message in front of the right people. So this now starts to get into some of the synergies between where you are in the cold calling world and the sales world and what we do as well because I think it's no secret that those who are super successful at doing cold calling aren't the ones who call and say “Mr. and Mrs. Jones, this is Johnny, and I'm calling today from So and So Company, and let me tell you all about the features and benefits of our thing that you've never heard of before.” Those people aren't successful, okay? " – ATIBA " The way we look at it is there are three buckets that content falls into before someone's willing to call you. And those buckets are WHY, HOW, and WHAY. When you first have a problem, you ask big philosophical questions, WHY-type questions. And you're trying to figure out what's going on and what my options are, and you're looking at those types of things. Those are pain point questions. Okay, the next bucket is HOW-questions You should be doing the WHY-videos, the HOW-videos, and maybe 20% of the videos you create are WHAT-videos. And the WHAT-videos should say “Okay, so we've looked at the different factors that it would take for you to determine how many leads or how many leads you would get from a cold calling campaign. And we've analyzed how to build your lead list so that you can have better results and whatever else. And now if you're looking for help, I can help you”. So, those are the three levels of content that we bucket into for you to create." – ATIBA "Video marketing is an umbrella term that has two segments to it, organic and paid. Just like digital marketing has two same segments to it. Organic video marketing is video marketing, which we've been talking about. You create a video, we're gonna post it on YouTube and we're gonna allow the algorithms to rank the video.Versus paid video marketing, or paid marketing for that matter, is when you take the content and you publish content and then you go to the network and say “Hey, I created this piece of content and I'm going to pay you to show it to this group of people.” Which one is better? It depends on your goal. If you are in a massive hurry, organic is not the way to go. Because organic takes time, okay? If budget is an issue, organic is the way to go because it spreads the cost out over time. Please, hear me, I did not say organic is less expensive. I say it spreads the cost out over time. The key difference is there.” – ATIBA Connect with Atiba de Souza:LinkedIn: https://www.linkedin.com/in/atibadesouza/Client Attraction Pros: https://clientattractionpros.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 Mark Anthony: Mark Anthony is the Founder of Training for Success. For over 25 years, Mark has helped professionals, government institutions, corporate sales, and customer service teams worldwide find solutions to real-world challenges, leading to drastic sales, productivity, and management improvements. Mark started his first business at 19 and when he wasn't paid his commission, he competed with that firm and took over their offices 5 years later. He has since built 7 and 8-figure businesses and loves to help salespeople create selling breakthroughs with an easy-going service-first sales philosophy. Mark is the author of the #1 best seller, Join The 7 Figure Club. He has lectured on six continents as well as over 40 states including Alaska and Hawaii. He is a top-rated speaker at corporate sales meetings, conferences, and Universities. His excellent track record has meeting planners and HR professionals re-book him regularly. In addition to speaking engagements, Mark is published in numerous business publications and has appeared on many radio & TV business programs including CNN-FN & CBS News. Check out the latest episode of our Conversational Selling podcast to learn more about Mark.  In this episode, Nancy and Mark discuss the following:The phenomenon of an easygoing service-first sales philosophy.Questions that can help callers feel or learn if they are natural-born salespeople.Making it easy to reach enough prospects for sales reps. The ways of filling the pipeline with no cost.The advantage of virtual networking.A couple of things you need to do to get referrals.2 questions that uncover the needs of prospects' family members Key Takeaways:  If you're looking to get a great income, you don't have to be a natural-born salesperson to be super successful at sales. They need your product, but you must speak to the decision maker and even if you're speaking to the decision maker and they need you, you have got to focus on people who can afford your product or your service.Ask for referrals and you put yourself in the community where you can deliver value.Safety is important if you're hitting success in sales, success in life also schedules amazing experiences. You're working to build your life and to build experiences because money is only going to give you experiences, you can't do anything with the actual pieces of paper.Sales is easy if you are focused not on yourself, but on the other person."A lot of people are afraid of sales, and I always tell them “Don't be afraid of sales. If you like helping people if you believe in the value that you deliver”, and everyone says “Yes” to that, then enter the space from that mindset. And when you're just there to serve people and you do that truly, genuinely it resonates with everybody. And so, when you're doing that you're not a salesperson because that has some unfortunately negative connotations. Be service first, be easygoing and people will want to talk to you" – MARK " You know, we're all stopping for breakfast, we're all stopping for lunch. At some point, you make that time count and reach out to people to get together and learn about them. And I do find working is by far, one of the least expensive to do. I consider it, free is actually going to fundraising and community events. Yes, you may need to pay for them. But I want to be a contributor to my community. Anyway. So, if I'm going to a Sierra Club meeting or event or I'm going to a Chamber of Commerce meeting or something in between, I'm going there to meet people because I just like meeting people and I like learning about them and helping them. And that goes back to your very first question. You don't need to be focused on sales, you need to be just focused on people, and most-of-us-like people." – MARK "There were sometimes when I got out of breath. But you know what? That was very much a metaphor to me, for moving business forward. I knew exactly where I wanted to go, and I kept doing it one step at a time. Most people would have gone up the first 300ft and stopped because they would have gotten out of breath. It would have gotten hard. They would have lost patience. The other thing, I went with a couple of buddies who are younger than me. I joke I'm born in a different year, but I am the same age as them. But they were younger and so their pace was faster. But what you do in life to really get to that seven-figure breakthrough that you want is you got to know where you're going to go, and you then need to keep pushing yourself at your pace and a little bit beyond that pace. And so, they got there faster than I did because they trained differently.” – MARK Connect with Mark Anthony:LinkedIn: https://www.linkedin.com/in/markanthony1salestraining/Training for Success: https://salestraininganddevelopment.com/DXP Enterprises, Inc.:https://www.dxpe.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 Curt Tueffert: Curt Tueffert leads Peak Sales Strategy with over 30 years of experience in sales and sales management. His expertise has earned him the title of “America’s Master Sales Motivator.” Curt understands that motivation and knowledge go hand in hand when it comes to achieving success. He communicates this balance with the right tools to help people stay motivated. Curt is a professor of Advanced Professional Selling at the University of Houston, where he is ranked in the top 5% of professors based on student reviews. Curt’s expertise in sales and human behavior stems from his certification as a Certified Professional Behavioral Analyst (CPBA) with Target Training International. He’s the author of “201 Sales Motivators” a collection of quotes and short editorials designed to inspire and motivate sales professionals. Curt has just completed “5 Stones For Slaying Giants”, an e-book written to address 5 critical success factors for business and life. Check out the latest episode of our Conversational Selling podcast to learn more about Curt.  In this episode, Nancy and Curt discuss the following:The idea of 201 sales motivators.The importance of motivation in sales and in life.Who motivates the motivator?Curt’s experience at the University of Houston.Selling a degree: reality or myth?The ability of students to learn the art of communication at the university.How can we build trust and value in the art of having a curious conversation?Curt’s method of building trust through the quality of questions.Determination of behavioral styles via DISC.Do the right thing next and the next thing right.Key Takeaways:  Our meetings on a monthly basis help a lot. It's like iron sharpening iron. One person sharpens another that helps me stay motivated.Selling is not a degree yet as it goes with accreditation and how difficult it is to define sales, as a leg of a table in academia.In the curiosity about engaging with a prospect or a suspect or a customer or a client, be curious about who that person is, do some research on that person, and ask them about themself. That will allow you to reduce that wall of mistrust. When the Why gets stronger, the How gets easier.If you can't change people, change people."I think because we're talking about sales, whether outside sales or inside sales or sales support or sales management, we're expected to be up, positive, enthusiastic, maybe even extroverted. But you know, Zig Ziglar once said, "'Motivation is like bathing: You have to do it every day for it to take effect." And we've got to stay motivated in order to motivate the people to at least listen to our story, engaged with us and that's the hard part" – CURT " Do the right thing next and the next thing right. As it relates to the sales process, follow a process. Just like if you were a baker, follow the recipe, do the right thing next, and then that next thing, do it right. If you're moving from prospecting to discovery, do that with absolute expertise. If you're moving from discovery to application where you get to talk about your solution suite, do that with absolute expertise. If you're moving from the application to the close, do that, do the right thing next and the next thing right." – CURT "The one takeaway is to be fascinated and curious about your career in sales and sales management. To be fascinated by other people and to be curious to connect with them. Now, let me just say that with the caveat that it might sound manufactured and artificial at first, and I understand that. But over time, when you truly love people, and you're truly passionate about the product or service or company that you represent, those two points will intersect more often than not. And the more you're in the game, the more you're collecting stories from other people, the stronger and more likable and more interesting you become.” – CURT Connect with Curt Tueffert:LinkedIn: https://www.linkedin.com/in/curttueffert/Peak Sales Strategy: https://peaksalesstrategy.com/DXP Enterprises, Inc.:https://www.dxpe.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 Deb Brown Maher: Deb Brown Maher owns Deb Brown Sales, a company that helps small business owners succeed through improved sales performance. She has over thirty years of experience in sales leadership, training, and coaching. Her clients boast that she successfully moves them from "stuck" to "productive" by empowering them to change how they approach sales. Deb is passionate about helping people sell from a position of integrity. She shares her methods in her book and video training course "Sell Like Jesus: 7 Characteristics of Christ for Ethical Sales". Deb has an impressive track record of getting results — first as a salesperson, then as a sales leader for various organizations, and now as the owner of Deb Brown Sales. She loves working with small business owners who have to sell but hate to sell. Her long-term goal is to eliminate the negative stereotype of sales by changing how people sell. Check out the latest episode of our Conversational Selling podcast to learn more about Deb.  In this episode, Nancy and Deb discuss the following:The reason why many people hate selling.Ways of changing the minds of business owners who must sell but aren't into it.Selling is having a persuasive conversation.The history of Deb's book: Sell Like Jesus, Seven Characteristics of Christ for Ethical Sales. Value of a balance of caring for others and standing our ground in sales. If you're talking, you're not selling. You can't sell anything to anyone until you understand what they want to buy.Why nobody can convince anyone of anything.You don't have to be an expert in your product to sell it effectively.Key Takeaways:  Changing mindset starts first with the willingness to look at sales from a different perspective.If you don't have a ready response that creates a win-win scenario, you will end up in a win-lose or a lose-win, both of which are loose loops. If prospects know a lot and you're telling them all the great features and benefits, you're insulting them because you're discounting what they know without knowing it.Good news for those who think you must do dog-and-pony shows - you don't. In fact, it's usually insulting.Passion drives you. But that passion alone isn't enough to sell effectively.A book might be worth that expense just to read to get alternative perspectives because the phrasing, the way of saying things and doing things differently, is not intuitive."So, if you're in sales, you are going to be asked to lower your price. And if you don't have a ready response that creates the win-win scenario, then you're going to end up in a win-lose or a lose-win, both of which are loose loops." – DEB " What I did was look at how Jesus communicated. And I elevated the techniques that he used to these seven characteristics. The first one is a character, then connection, clarity, comprehension, certainty, choice, and commitment. Now you can imagine there are a lot of nuances under each one of those characteristics but basically what I did was take the steps of the sales process from preparation to setting expectations to having that sales conversation, closing, delivering, and doing the follow-up and follow-through, and applied that that structure in each of these characteristics, if that makes sense. " – DEB "Going back to something you said about the importance of preparation, we need to be prepared for each sales process step. And when you're making a first contact, the goal is to go ahead and do your selling on that call if you're in a one-call close. But most people are not. And so, the goal of that first call is to create space to have a deeper discussion, whether it's face-to-face or a video conference, or a separate phone call where you have enough time set aside to go through the process of qualifying effectively." – DEB Connect with Deb Brown Maher:LinkedIn: https://www.linkedin.com/in/debbrownmaher/Deb Brown Sales: www.debbrownsales.comWorshipful Art:https://deborah-brown.pixels.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 James Bond: James Bond, One of America's leading Marketing & Behavioral Management Specialists, helps businesses with 5-50 employees scale their business by simplifying their management and marketing. James has more than 22 years of experience as both consultant and company insider at more than 133 U.S. companies, from smaller regional firms to divisions of several Fortune 500 companies, including Kal Kan, Amgen, Litton, Kraft Foods, Abbott Laboratories, Dannon Yogurt, Timex, Tenet Healthcare and others. James is a specialist at market introductions and managing execution of complex, strategic business initiatives in Marketing, Operations, Business Structure, Technology Development, Sales Force Structure, Sales Management, Distribution Channels Development, inter-departmental alignment, and post-merger integration. Check out the latest episode of our Conversational Selling podcast to learn more about James.  In this episode, Nancy and James discuss the following:The etymology of the term brain glue.Mirroring effect and the incredible power of questions in conversation.The neuroscience behind brain glue.The physiological influence of humor on the human brain.Application of brain glue by U.S. presidents, civil rights activists, comedians, and even moms.Political phrases and when to use them.How a book title change can change a life.Laughter is the best medicine.Key Takeaways:  The most powerful human engagement tool that exists is questioning.You can't be too serious, and it lightens up the nature of the conversation and the meeting.Political phrases do not make sense, but they grab your attention; they stick to the brain.Logic can help, but you must be triggering the emotional sides of the brain, or people will not buy from you!If you can get the judge to laugh and if you can get the jury to laugh at you, they suddenly want you to win."Brain glue focuses on two basic areas. There are many, but there are two basic areas. Redintegration, which is the brain's need for completion, is one of them. And then asymmetry, which is when you could present something that is not balanced." – JAMES " By the way, humor is very important. The brain sends chemicals throughout the body. And so, we have something called cortisol, which is the fear and flight drug that goes through our body. So, if somebody scares you or anger you, you get cortisol through your bloodstream. Well, cortisol stays in your bloodstream for up to 36 hours, making you highly resistant to buying anything or agreeing to something you wouldn't agree to. So, if you go in trying to sell somebody, and they're really angry because, I don't know, their client did something, or their wife or husband did something or whatever else, it's very hard to get them to say, "Yes," and agree to buy your product or service. And the reason is that cortisol is basically a "getaway from me drug" going through your body. But Oxytocin is triggered; Oxytocin is the antidote to cortisol, and it's triggered when you tell a joke. Or you do something fascinating, but usually jokes really work well." – JAMES "Absolutely, our body wants to smile, and we want to laugh. I mean, life is too short. And so, when to smile and we want to laugh. And so, when you're working with clients, it helps you, and I know depression is a big thing these days, okay? Well, you got to force yourself to laugh. There was an editor of a major New York magazine, and the doctors told him he has like three months to live. And so, he decided he was going to start laughing. He's going to force himself to laugh every single day. He's going to come up with jokes and everything. He's going to watch movies that are funny. He's just going to laugh every day. And suddenly he lived, I think, for like nine years after that." – JAMES Connect with James Bond:LinkedIn: https://www.linkedin.com/in/jamesibond/Growth Management Ventures, LLC: http://www.gmventuresllc.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 Jennifer Standish: Jennifer Standish is the author of Permission Granted: Live Your Life Full of Joy and Peace, a book in which she shares 91 self-limiting beliefs that, as a result of being raised by a narcissistic mother and an enabling father, she learned growing up and realized as an adult that she needed to change to be happy.  She is also the Founder and President of Give Yourself Permission, which helps women create new rules for their lives, so they can overcome limiting attitudes that prevent them from achieving career success and finding happiness. Before becoming a transformational coach, she founded Prospecting Works, a successful business that assists salespeople in overcoming cold-call reluctance. Check out the latest episode of our Conversational Selling podcast to learn more about Jennifer.  In this episode, Nancy and Jennifer discuss the following:Cold Calling: why people hate making and receiving cold calls.Being a step ahead in the conversation weaponed with a script. Jennifer’s authentic warm and fuzzy approach to cold calling.How mental discipline helps overcome NO and move forward to Yes.Why people drift from the best practices to where they are most comfortable? How you say is sometimes more important than What you say. Start your conversation with honesty and it’ll reward you with an appointment. Tips on contacting C-suite executives and remaining confident. Key Takeaways:  If you're calling the right people and have a great delivery and a reasonable script they're going to take your call and you’re going to get an appointment.You must believe in what you're calling about to your core, and you must believe that you're helping people.NO is not a forever NO. Moreover, it is never personal.Cold calling can actually be fun, and you can enjoy it!"Let's look at it like it's a Hollywood script. Actors are memorizing scripts and they memorize them to the degree that when they speak to them, it sounds authentic. That's what you need to do. You maintain control of the conversation because over time it becomes very predictable what people are going to say. Stick to the same script. Don't reinvent it every single call. Say the same thing over and over again. And you'll be able to predict what people say in response, and then you'll be able to then craft your responses accordingly. So, it really makes your life so much easier if you know what you're going to say ahead of time." – JENNIFER "Your delivery I think is 80% of it. If you're confident and you believe in what you're saying, even with a mediocre script, you're still going to schedule appointments. You have somebody with a very weak delivery and an amazing script, that person's not going to have any success because, in cold calling, our voice communicates so much more than the words that we're saying. And so, when you don't have a face and you don't have facial inspections and body language, all those little nuances in somebody's voice become incredibly important. And so, people follow confidence." – JENNIFER “So be confident in what you're communicating and realize that you're really only selling the meeting. You're not selling a $3 million insurance policy, right? You're just selling the meeting. You're just asking for an introduction. And if you approach this with confidence, I mean, young, eager people, whether you're a financial advisor or you're a commercial insurance or whatever, where age might be seen as an advantage. You know, people still follow confidence and people will work with a young producer who's eager in building a book because they know they're going to get outstanding client service. So, I say, call, ask for the appointment. It's an introductory call. You're not asking them to like hand you a ton of money. You're just asking for time.” – JENNIFER Connect with Jennifer Standish:LinkedIn: https://www.linkedin.com/in/jenniferstandish/Give Yourself Permission: https://www.jenniferstandish.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 Mike Montague: Mike Montague is the Director of Community Engagement and a Certified Trainer at Sandler, where he hosts the How to Succeed podcast, Sandler Summit, and other live events. He is also the author of LinkedIn The Sandler Way and numerous courses and content on sales and leadership. In addition, Mike is a podcaster at Playful Humans, a community designed to help the burned-out and bored get re-energized and engaged with life. He is a contributing writer on the Sandler blog and many other international publications, including the Thinking Bigger Business, Hubspot, and LinkedIn sales blogs. Also, he has entertained and educated thousands of audiences as a professional speaker, on-air radio personality for Mix 93.3 and 105.1 JACK FM, and MC for other live events. Mike has also been an opening act for Billy Idol and Frankie Valli as a DJ and was named one of Kansas City’s Rising Stars of Business in 2015. Check out the latest episode of our Conversational Selling podcast to learn more about Mike.  In this episode, Nancy and Mike discuss the following:Communication is the key in Sandler.OK, Not OK principles in sales.Social selling and social media marketing. Advantages of back-and-forth conversation over blasting messages on social media.Social selling definition and purpose.Fewer connections lead to more conversations.Playful Humans - a space for happy people.Why salespeople should be happy to be productive? Key Takeaways:  I fell in love with the communication principles and people deserve respect, and it should be an adult-to-adult conversation, and learning how to be an adult in a conversational selling kind of way with Sandler was really a cool experience for me.Social selling is just adding people’s information and opportunities to your pipeline by using any type of sales or social media platform.From a marketing perspective the more connections you have on LinkedIn, the better, the wider your reach, but from a sales perspective, it's actually the deep relationships that matter.We forget that happy people do more work.The harder you try to sell, the less likely you are to get that. "So as human beings, we can only keep track of about 150 to 250 relationships at any given time, we just don't have the bandwidth. And it's an interesting number. It's through a lot of scientific research. It goes back to even when humans were in tribes, wandering the planes and stuff. It was like at about 150, you see them start to split off because you just can't know everybody, and you can't keep close to relationships with that many people. So, what happens with salespeople is... They start getting weaker relationships. They start chasing weaker deals and they start missing things from their ideal clients because they're not paying attention to them. " – MIKE "It is interesting to me that when you take yourself and your work less seriously, you can become more productive. People equate hard work with success. And I don't think that's true. It depends on the work you're doing. If you're building a deck or a brick wall - sure. The more work you do, the higher the wall is going to get, but in selling, that's not true. And selling the harder you try to sell, the less likely you are to get that. " – MIKE “Do not be afraid to be yourself. So, whether that's in sales, in social selling with LinkedIn, or the kind of personal branding and play work that I do with Playful Humans, I think we try to fit in often too. And that makes us boring and the same as everybody else. That is when you embrace your weirdness and your silliness and your personality, and then go find people that want that rather than trying to make yourself into something that other people want. I think that's a really powerful lesson.” – MIKE Connect with Mike Montague:LinkedIn: https://www.linkedin.com/in/mikedmontague/Sandler Training: https://www.sandler.com/Playful Humans: https://playfulhumans.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