Latest Episodes
Episode 717
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January 26, 2024
[717] Applying the Doctor's Diagnostic Process to Sales
What similarities can be drawn between a sales process and a doctor's diagnostic process? How does a doctor's approach to building rapport and gathering...
00:07:24
Episode 716
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January 24, 2024
[716] Effective Questioning in Sales
What are some of the traditional sales approaches? How does spending more time in the question-asking phase improve your sales conversations? The misconception many...
00:06:04
Episode 715
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January 22, 2024
[715] Probing for the Why
How do you think fear impacts a salesperson's ability to ask probing questions during a sales call? How can sales leaders and managers effectively...
00:06:38
Episode 714
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January 19, 2024
[714] Guiding Buyers vs. Overwhelming Them
Have you ever experienced a salesperson making the conversation all about them and their product or service? How did it make you feel as...
00:05:51
Episode 713
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January 17, 2024
[713] Empathy in Action
In what ways can a salesperson ensure that the other person feels genuinely cared for? Why is it important for salespeople to spend ample...
00:05:22
Episode 712
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January 15, 2024
[712] Inspiring Authenticity in Sales
Why is transforming the perception of sales and salespeople so important? How can authentic persuasion help address misconceptions about salespeople?Sales shouldn't just be something...
00:03:47