August 03, 2022

299: Embrace Sales: Catherine Brown

55 minutes

We all know that part of having a successful business is selling, but most of us cringe at the sound of the word “sales.” Today’s show will teach you how to embrace the reality of selling, including getting past the mindset issues that some of us have around selling ourselves and our services. Come join the conversation to learn more from today’s expert guest!

Catherine Brown is the author of How Good Humans Sell: The Proven Path to B2B Sales Success. As a veteran of 25+ years of B2B (business to business) selling, she understands what it means to build a business during challenging times. She launched her first sales consulting firm in 2003, and now runs the sales training firm, Extra Bold Sales, where she coaches others to sell with confidence. Her sales system includes psychology research that gets to the heart of why people don’t sell effectively, and she trains on the reasons people buy. With honesty and transparency, Catherine shares insights about her sales process that take the frustration and worry out of business development, along with how we can apply our coaching methods to our sales.

Show Highlights:

How Catherine came to the work she does today
Why Catherine wants to help people overcome negative stereotypes about selling to get what they want in their businesses
How to use “notice and naming” to choose what to believe instead of making up stories
Catherine’s advice about how to reconnect with someone without using “just following up” and “just checking in” phraseology
Why you want the prospective client to see you as a connector to resources and assets
Why we need to have a growth mindset vs. a fixed mindset
How we need different motivators for different domains in our lives
How to have money conversations and make proposals with clients
How to ask the right questions to go to a deeper level about what you sell

Resources:

Connect with Catherine: www.extraboldsales.com or www.howgoodhumanssell.com

Catherine’s book: How Good Humans Sell

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By Meg Rentschler

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