Jason Cutter, CEO of Cutter Consulting Group, is an author, podcaster, and sales success architect specializing in helping companies with inside sales teams scale their operations. With a background in marine biology, Jason’s unconventional journey into sales led him to develop a unique framework for achieving success. His book, Selling with Authentic Persuasion: Transform from Order Taker to Quota Breaker, lays out strategies for building trust, understanding client motivations, and leading with authenticity and empathy.

SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with Jason Cutter to discuss how deep empathy and authenticity are transforming sales. Drawing on insights from his book, Selling with Authentic Persuasion, Jason shares strategies for reprogramming sales mindsets, adopting a human-to-human (H2H) approach, and embracing the role of a guide rather than a hero in the sales journey. Packed with practical advice and inspirational stories, this conversation will challenge sales professionals to prioritize genuine care, ask meaningful questions, and lead clients with empathy and authenticity.

KEY TAKEAWAYS

• Authenticity is Key: Genuine interactions build trust and create lasting client relationships.
• Empathy Drives Success: Deep empathy allows sales professionals to truly understand client motivations and provide tailored solutions.
• Human-to-Human Selling: Treating clients as individuals, not just prospects, fosters meaningful connections and better outcomes.
• Be the Guide, Not the Hero: Sales professionals should position themselves as guides helping clients achieve their goals.
• Reprogram the Sales Mindset: Focus on the client’s outcomes and lead with a service-first approach.
• Leadership in Sales: Great salespeople adopt a leadership role, guiding clients through their decision-making journey.

QUOTES TO REMEMBER

• "Management is pushing. Leadership is pulling. I'm going here. Come with me. Let’s go." — Jason Cutter
• "I’m not the hero. I’m the guide. I’m not Luke Skywalker; I’m Obi-Wan Kenobi." — Jason Cutter
• "If you want to get the responses that no one’s getting, change the questions that you’re asking." — Jason Cutter
• "Combine deep empathy with deep questions and recognize that we’re not the hero; we’re the guide." — Jason Cutter

Connect with Jason Cutter

• Jason's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

ADDITIONAL RESOURCES:

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