In this week's episode, we welcome Jason Cutter, an expert in sales and author of the book "Selling with Authentic Persuasion." He shares his insights on the intangibles that make a difference in sales, including the importance of follow-ups, pausing, and understanding the fear that customers may have. Jason also provides valuable tips on how to build value and overcome objections in the sales process. Don't miss out on this opportunity to learn from an experienced professional in the field and gain a new perspective on sales success.

What You’ll Learn From This Episode:

1:36 Jason’s journey from marine biology to sales and training: Navigating a non-linear career path.

4:00 Distinguishing between order takers and sales professionals in the employee benefits industry

6:15 The importance of authenticity in sales: Moving from being an order taker to being real

8:32 The Five Sales Success Traits

11:55 The importance of authenticity and curiosity in sales.

14:47 Understanding and managing fears in sales.

17:05 The importance of understanding the difference between manipulation and positive persuasion in sales, and the need to strive for positive outcomes in order to achieve success in sales.

19:25 The little things that make a difference.

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