Conversational Selling

About Jane Paterson: Jane Paterson is the owner and Speaking & Communications Coach of One Perfect Speech, and a professional public speaking coach who takes everyday speakers and transforms them into confident and engaging communicators. Today she tells her journey of discovering the power of your voice and becoming an excellent public speaker.

In this episode, Nancy and Jane discuss:

• The importance of effective communication
• Why most people are uncomfortable with public speaking
• Nancy’s background and how she got involved in speech coaching
• Importance of the voice in speaking
• Pacing is natural and innate
• Public speaking on a virtual platform

Key Takeaways: 

• Slow down your pace and become cognizant of speaking slightly slower
• Slowing down can eliminate fillers by giving your brain time to download to your tongue

“Before we even learn to read or write, we speak, we learn to speak as young toddlers, every relationship from then onwards is built around communication initially, often before any other medium. If you have never been trained in methods of effectively communicating, whether it'd be a difficult conversation, sharing hard news, inspiring somebody, or motivating somebody, if you haven't picked up some of the basic skills, you're setting yourself at a disadvantage.” - JANE PATERSON

Connect with Jane Paterson:

• LinkedIn: https://www.linkedin.com/in/oneperfectspeech/
• Website: https://oneperfectspeech.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164
 

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About Elaina Zuker: Elaina the president of Elaina Zuker Associates, a management training and consulting firm. Elaina has worked with many Fortune 500 companies and has written a best-selling book on the subject of influence. She explains her unique theories in a humorous and conversational manner. When asked why she is an expert on influence, Elaina explains that she has been selling since she was old enough to talk. She has a unique origin story that has allowed her to gain extensive knowledge and experience in the world of sales and marketing.

In this episode, Nancy and Elaina discuss:

• Introducing Elaina Zuker: Expert on Influence
• Art of Selling and the Importance of Influence
• Developing Influence Skills in the Modern Workplace
• Influence Profiles and Communication Styles
• The Natural Gift of Influence
• The Seventh Secret
   

Key Takeaways: 

• Influence = Attentiveness
• Be attentive to your prospects to find the style that suits them

“I call influence skills, portable power. Nobody can take that away from you because it's within yourself. So that's one reason why influence matters now.” - ELAINA ZUKER

Connect with Elaina Zuker:

• LinkedIn: https://www.linkedin.com/in/elaina-zuker-6173725/
• Website: https://www.ezinfluence.com/
• Get the “5 Influence Hacks to Give the Etra Edge” for free now! https://www.ezinfluence.com/5influencehacks/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About Lou Bortone: Lou is a popular speaker, author, and ghostwriter of six business books. He has been a pioneer and thought leader in the video space since the launch of YouTube in 2005. In this episode, Lou Bortone talks about video marketing and how to do it successfully. Lou shared his expertise as well as stories and quotes from the movie 'The Godfather', about loyalty, trust, and favors.

In this episode, Nancy and Mark discuss:

• Building Brand Loyalty Through Video Marketing
• Importance of Loyalty in Business Relationships
• Importance of Authenticity in Video Marketing
• Leadership Lessons from The Godfather and Building Trust in Business
• Benefits of Video Marketing

Key Takeaways: 

• Building trust is the key to getting favors for your business
• Trust is the ingredient to building loyalty
• When doing a video, just be yourself and don’t put on any mask

“The most expensive thing in the world is trust. It can take years to earn and just a matter of seconds to lose, and I really liked that one, because it talks about the fact that like, you know, loyalty and trust is really something that is kind of delicate and has to be nurtured. And yeah, easy to break.” - LOU BORTONE

Connect with Lou Bortone:

• LinkedIn: https://www.linkedin.com/in/loubortone/
• Website: https://loubortone.lpages.co/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About Thomas Ellis: Thomas is a Chief Sales Coach, Business Coach, and LinkedIn Trainer at EWC Consultants. He is also the author of B.U.D, The Sales Process That Gets Results. Thomas emphasizes the importance of being curious, helpful, and strategic in order to be a successful salesperson.

In this episode, Nancy and Mark discuss:

• The Essential Sales Skills You Need to Know
• Listening and Being Persistent in Sales
• Following Up with Your Leads
• Posting Consistently on LinkedIn
• Benefits of a Simple Sales Process
• Importance of a Unified Sales Process

Key Takeaways: 

• Wherever you are, in the evolution of your sales, or process, or company, you reach out and get some help from somebody that can help you get to the next level.
• We need to surround ourselves with some good people with knowledge that will help us get to the next level and your mission is to find those people and work together.

“So I tell people to take away the word SELL and put the word HELP. Then people get more customers, Oh, wow. Yes, you have a service or product that you got to HELP somebody solve their problem.” - THOMAS ELLIS

Connect with Thomas Ellis:

• LinkedIn: https://www.linkedin.com/in/thomaseellis/
• Email: [email protected]

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About Mark Sirkin: Mark is a management consultant and psychologist with over 30 years of experience applying psychological science to real-world problems in business. He focuses on developing people to be capable of tackling leadership challenges.

In this episode, Nancy and Mark discuss:

• The DISC Profile: A Powerful Tool for Developing Relationships
• Psychologists, Psychiatrists, and the Difference Between Them
• The Benefits of Applied Psychology
• The Benefits of the DISC Model in the WorkplaceThe Importance of Knowing Yourself and Others in Sales

Key Takeaways: 

• The DISC personality model is a scientifically based typology for understanding yourself and others
• The principle of using psychological assessments to help you perform better and your team perform better is the most important thing.

“There are tools out there that have been developed to help people know themselves better and know each other better people on their team as well as the people to whom they're selling. I happen to like the disc very much, but the principle of using psychological assessments to help you perform better and help your team perform better and to help you relate better to other people, is for me, the most important takeaway.” - Mark Sirkin

Connect with Mark Sirkin:

• LinkedIn: https://www.linkedin.com/in/mark-sirkin-44a2836/
• Email: [email protected]

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link:

• https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution:

•  https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About David Lindsay: David is the owner of Phenom Leap Education and a Keynote Speaker at David Lindsay Integrated Health and Vitality. He is focused on discussing how his years as a coach, trainer, and athlete have taught him important lessons about being part of a team and staying motivated. He explains how these lessons can be applied to business settings in order to improve workplace relations, morale, and profitability.

In this episode, Nancy and Laurel discuss:

• The Five Steps To Increase Vitality In The Workplace With David Lindsay
• The Power Of Mentality In Sports And Business
• The Three Pillars Of High Performance
• The Power Of Leverage, Confidence, And Following The Footpath
• Being a passionate entrepreneur

Key Takeaways: 

• Everyone has a position and each is important
• We're not 100% strong in every element
• It’s boring if everyone is perfect in everything
• We need to TAP every once in a while

"Every position, the salesperson, they can go out and be an exceptional salesman, but they're not there developing the product. So we all have positions, we will have skill sets, we all have mindsets, and so long as you play your position, exceptionally well. And as part of the team, it follows off the back of that.” - David Lindsay

Connect with David Lindsay:

• LinkedIn: https://www.linkedin.com/in/david-lindsay-324899a0/
• Website: http://www.davidlindsay.com.au/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]

About Laurel Bernstein: Laurel is the Founder and President of Laurel Bernstein & Associates, and an executive coach with a focus on small to mid-sized companies. She has a track record of improving organizational effectiveness and individual achievements. 

In this episode, Nancy and Laurel discuss:

•  The Power of "Tell Me More" in Sales and Life
• The Power of Influence
• Misconceptions on Quiet Quitting in the Workplace

Key Takeaways: 

• The Tell Me More method helps humanize the selling conversation all through out
• You really need to be memorable when introducing yourself, especially in networking

"I think sometimes if you just connect it to sales, they think that the method methodology is only helpful when you're selling. But when you humanize it and realize that in almost any conversation, if you really want to know what's going on saying Tell Me More in any situation really gives you a whole different way of looking at what you're encountering and what you're communicating.” - Laurel Bernstein

Connect with Laurel Bernstein:

• LinkedIn: https://www.linkedin.com/in/laurelbernsteinexecutivecoach/
• Website: https://laurelbernstein.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: [email protected]

About Dr. Christopher Croner, Ph.D.: Christopher is the Principal at SalesDrive and the Co-Author of Never Hire a Bad Salesperson Again. He talks about the "farmer" and "hunter" roles when it comes to hiring and how understanding these can help you find the best performers. He also shares about the key characteristics to look out for in high-performance individuals.

In this episode, Nancy and Christopher discuss:

• Why organizations still struggle to hire the right producers
• 3 non-teachable characteristics you'll find in high-performing salespeople
• Questions to ask in relation to the elements of drive

Key Takeaways: 

• The need for achievement, competitiveness, and optimism will set you apart
• Combining an online assessment of drive with interview techniques will stack your team with high-performance sales athletes

"They'll sit down with the sales candidate and that's what they want to determine, 'do I like this person?' And so that gut instinct challenge becomes even stronger. The interviewer determines via their gut instinct whether the person's going to be a good salesperson and that can be a disaster." - Christopher Croner

Connect with Christopher Croner:

• LinkedIn: https://www.linkedin.com/in/christophercroner/
• Website: https://salesdrive.info/
• Book: https://www.amazon.com/Never-Hire-Bad-Salesperson-Again/dp/0974199613

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: [email protected]

About Ari Galper: Ari is the CEO & Chairman of Unlock the Sales Game, CEO & Founder of Trusted Authority, and the Author of Unlock the Sales Game. He talks about the essentials of building trust and addresses why salespeople get it wrong in the first place. Ari shares his insights in shifting the mindset more toward eliminating the long sales process as well.

In this episode, Nancy and Ari discuss:

• Why a lot of salespeople still get authenticity and trust wrong
• How to craft and deliver a message that can get a return call
• Eliminating the long sales process

Key Takeaways: 

• Diagnose and unpack your prospects' issues, not through fact-finding questions but through trust-building questions 
• Trust is the most important currency right now so have a natural model that helps you build trust along the way

"We shift the momentum. Let them be in control, let them feel comfortable opening up to us on where they're at. We don't make any assumptions, that's the difference here. And that's hard for people who are selling because we've been taught and trained to move people forward." - Ari Galper

Connect with Ari Galper:

• LinkedIn: https://www.linkedin.com/in/arigalper/
• Website: https://unlockthegame.com/
• Book: https://www.amazon.com/Unlock-Sales-Game-Trust-Based-Breakthrough-ebook/dp/B00W2U3ZE4

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: [email protected]

About Fabienne Jacquet: Fabienne is the Founder and CEO of INNOVEVE and the Author of Venus Genius. She talks about how innovation and curiosity became a big part of her move from having a Ph.D. in organic chemistry to the marketing space. She also shares about discovering and understanding our own unique gifts that we can bring to the world.

In this episode, Nancy and Fabienne discuss:

• How Fabienne went from organic chemistry to marketing
• What "female energy" means based on her book
• Creating something with your own emotions

Key Takeaways: 

• As innovators, we need to be passionate about what we're doing, curious, and extremely persistent.
• You need to have fun and laugh to create serious business.

"One of the lessons of innovation besides being curious is to be persistent. Innovation is this burst word and everybody thinks that innovation is reserved for the elite and you need a lot of money and resources to innovate. No. " - Fabienne Jacquet

Connect with Fabienne Jacquet:

• LinkedIn: https://www.linkedin.com/in/fabienne-jacquet/
• Website: https://innoveve.com/
• Book: https://www.amazon.com/dp/B08Q1LN7ST/ref=tsm_1_fb_lk

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: [email protected]