“One of the ways you can build trust and credibility in the sales process is to show empathy.”
In this episode, Liston Witherill and I are discussing one of the least understood and maybe most important qualities for having a thriving service business. We’re going to discuss scaling beyond referrals and why selling should be an ethical and a win-win situation for all parties, 100% of the time.
How can you serve, not sell, and grow your business into a thriving and profitable venture? In this episode you’ll find out how.
Highlights of This Episode:
* Why conversations and relationships are the keys to growing a thriving service business (6:20)* Most people don’t set out to become a master salesperson (10:08)* Two scenarios that show why being comfortable with sales is important (15:12)* Why do people choose to buy from you? (22:00)* Why empathy is the key to selling (25:47)* Why you need confidence around your selling process (30:00)* Liston breaks down his proven sales process (34:54)* Do you want to make a change? Here’s your first step (40:38)
“There are a lot of misconceptions about what sales should be and what you need to do, and how to think about it.”
– Liston Witherill
Insights from Liston:
What’s a must-read for impact entrepreneurs?
*
Predictably Irrational by Dan Ariely
What’s the single-most important trait for entrepreneurs?
* You must be dedicated to constantly learning and evolving.
What are you better at than anyone else?
* Making hip-hop beats. I’m better than any other sales trainer at that.
What idea or belief do very few people agree with you about?
* That sales is an act of compassion and empathy.
What’s the best business advice you’ve ever received?
* There’s a book by Steven Pressfield called
Nobody Wants To Read Your Shit, and the essential advice is that it’s not about you, it’s about the people you’re serving; make it interesting and compelling for them, and that is the place you need to start in all business.
Do you have any ‘asks’ or requests of the audience?
* If you get something out of Michael’s podcast, out of this episode, tell someone else about it, because Michael is putting a lot of time into this; he’s really trying to bring great guests to you, so if you’re getting something out of this podcast, tell someone about it!
Mentioned in This Episode:
*
Free resources to help you grow*
Apply for a Conversation about Sales Consulting Bootcamp* Check out Liston’s
Back to Episodes
