Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had,  knowledge they've gained, value they've shared, and connections they've made along the way. 

To all the listeners of the show - a heartfelt thank you!

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"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. 

Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again.

As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling.

Find out more about Todd Caponi

Get copies of the Transparency Sale and The Transparent Sales Leader

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As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process?

Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.   

Check out Jason's Blissful Prospecting and Outbound Squad

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One of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It’s not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability.

The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done.

Find out more about Mike Weinberg

Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.

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The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show.

Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves.

This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more. 

Find out more about Jeffrey Gitomer.

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Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor.

Find out more about Larry Levine

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So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. People’s feelings about salespeople and salespeople’s feelings about sales. But don't fear, he brings sage advice to weather the storm.

Listen to his incredible story of traveling to the Himalayas and how a Tibetan man taught him an invaluable lesson on situational knowledge and informational disparity. He talks about having the mindset of intellectual humility, and always knowing that there is more to know, or you will find yourself in a position that you don’t want to be in sitting across from a client.  He also gives some incredibly insightful advice on how to set yourself apart with prospective client and a few nuggets from his upcoming book, ‘Elite Sales Strategies’.

Find out more about Anthony Iannarino

Pre-order ‘Elite Sales Strategies’

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The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your bandwidth, and what type of leads or prospects do you really need to get to your sales goal. Mark suggests working backwards, determining the end result first, and then strategizing how to get there.

Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. Christie cites studies that she’s seen about the drop off in performance among sales veterans after several years. Mark, again has knowledge to drop on the responsibilities of sales leadership and what drives people beyond the numbers.  

And this is Mark Hunter, so you know there’s a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity.

Find out more about Mark Hunter

Get Mark's most recent book 'A Mind For Sales'

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