In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity.

Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success.

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0:12 Influencing people, focusing on liking and knowing the person.

4:23 Principles of influence, including liking, reciprocity, authority, and social proof.

9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies.

13:22 Building trust and credibility in business through likability, self-orientation, and reframing.

18:13 Sales psychology and principles with Brian Ahearn.

Key takeaways

• Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.

• Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.

• Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.

• Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.

• The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.

• Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.

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In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines.

Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress. Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation.

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0:13 Reducing stress in sales with a special guest from Pressure Free Living.

1:09 Stress management and its misconceptions.

6:04 Stress response and its impact on sales performance.

10:34 Triggers for fight or flight response and its impact on body functions.

15:26 Managing stress and improving mental performance through self-awareness and training.

19:37 Productivity tools and mindset shifts for sales professionals.

23:58 Public speaking, stress management, and leadership.

29:36 Overcoming stage fright and achieving success in sales.

Key Takeaways

• Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones.

• Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones.

• Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment.

• Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales.

• Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.

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In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.

Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.

Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.

Timestamp

0:14 Prospecting in 2024 with Tom Nation from Sandler UK.

1:21 Prospecting strategies for 2024.

6:51 Prospecting and Assertiveness in Sales.

14:57 Sales prospecting, automation, and cadence.

20:31 Using automation in sales while avoiding spammy messages.

23:30 Prospecting strategies and tools for sales success.

29:53 Sales techniques, mindset, and personal development.

Key Takeaways

• Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.

• Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.

• Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.

• Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.

• Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc

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