In this episode, I talk to Jason Cutter, CEO of Cutter Consulting Group, about selling with empathy.

Jason  sees himself as a sales success architect. Anything from training, to  scripting, to sales tech, he helps small businesses create scalable  inside sales teams. His newest program is called Authentic Persuasion  with the goal of helping sales people go from Order Taker to Quota  Breaker.

Now, these are two words that we don’t hear next to each  other too often. Jason’s approach to sales is so human-centered and so  much needed from the perspective of building a future we’re proud of!

Some snippets of our conversation:

• When you work in sales, ‘your job is to be a consultant, almost like a  doctor: ask questions, figure out what they need, figure out how you can  help them and then present them with one or two solutions that have  been customized for their situations’.
• ‘Everybody is always going through something in their life.’
• Hear what people say and not say
• Sales and relationships – they’re the same, you need to be able to listen and show empathy
• Diagnose, prescribe and move forward: I know I can help you and here’s how.
• Use persuasion, not manipulation!
• Empathy is huge, necessary and very much missing in sales and a lot in  life, where people don’t care what other people are going through.
• If you don’t know what the right door is, test and check a lot of doors.

Jason's Inspirational Quote:
Zig Ziglar – ‘you can have everything in life you want, if you will just help enough other people get what they want.’

‘It’s all personal, it’s not just business’. This time, I wasn’t the one saying that, it was my guest!
Because  that’s right, to a client, it is going to be personal, it’s their life  and, as Jason said, we only get one of that! And what’s more personal  than life?
Let’s use this as an exercise where we look at things  from this perspective, thinking ‘Everybody is always going through  something in their life’. How is that for an empathy boost?
I  believe it’s simple exercises like that which, done regularly, build our  All Personal muscles of communicating with care, understanding, empathy  and kindness.
Let’s test this door more often. Until next time.

Jason’s Links:
CCG Website: www.cutterconsultinggroup.com/
Authentic Persuasion: authenticpersuasion.com/
The Sales Experience Podcast: wavve.link/tsep
LinkedIn: www.linkedin.com/in/jascut/
Facebook Group: www.facebook.com/groups/authenticpersuasion/