March 08, 2022

[EP.6] How to Speak with Influence when Communicating with C-Suite Decision Makers with Marcus Chan

47 minutes

How To Speak With Influence When Communicating With C-Suite Decision Makers

Before becoming CEO of Venli Consulting and helping B2B salespeople become the top 1% in their industry, Marcus Chan had quite the journey!

Born in Oregon to two immigrant parents, Marcus started out as an introvert with a speech impediment who struggled to fit the mould!

Fast forward to his first sales job, Marcus started out as the worst rep in his company and nearly ended up quitting when the financial crisis hit in 2007-08.

Thankfully for us, he didn’t!

Marcus went on a journey to transform himself and his mindset as he went on to be promoted 10 times in 10 years and led teams that sold over $700 million in Corporate America.

Today, Marcus helps B2B sales professionals sell more and earn an extra $50k-$100k in commissions over the next 12 months.

In this episode, I’ll be hanging out with Marcus to extract as many golden nuggets as possible on how to speak with influence when communicating with C-suite decision makers.

You’re in for a wild ride and if you’re ready…hit the play button!

WHAT WE DISCUSS:

[00:27] - Who is Marcus Chan?

[02:51] - The #1 lesson that gave Marcus an edge in selling.

[06:01] - The moment the “penny dropped”

[06:57] - How Marcus reacted when a prospect went hostile!

[11:12] - How to handle conflict with confidence and integrity

[13:25] - The biggest mistake entrepreneurs and salespeople make in their “opener” during a cold call.

[16:34] - Examples of how to speak with conviction and authority.

[19:07] - A dissection of these examples.

[20:09] - How to impact prospects with your words.

[22:07] - Do we need to remove all of our filler words when we speak?

[26:51] - What to do when a decision maker says “no”.

[29:14] - How to be more conversational over the phone.

[35:15] - 2 ways to prepare for a cold call.

[38:28] - How to communicate price without fear and imposter syndrome.

[45:19] - An exercise to increase your effectiveness and influence when communicating throughout the sales process.

VALUABLE INSIGHTS AND KEY TOPICS:

How to maintain your composure when speaking with hostile prospects.

Tonality is everything!

How to change the inflection of your voice to command authority.

How to communicate with conviction and certainty

How to own your script and increase your chances of sales success.

Why every single word you communicate has the ability to change the outcome of any sales call or pitch.

2 SIMPLE WAYS TO PREPARE FOR YOUR NEXT SALES CALL:

Record and listen to your discovery calls so you can become more self-aware about your weaknesses.

Do your daily warmups to get your vocals ready before cold calling and practice until you don’t sound scripted!

NOTABLE QUOTES:

[11:38] - “We can't control how other people react, but we can control how we show up.” - Marcus Chan

[24:13] - “When you have the truth, that’s when you can progress on a deal.” - Marcus Chan

[39:35] - “If they don’t believe the value is there, then the price becomes irrelevant.” - Marcus Chan

USEFUL RESOURCES:

Connect with Marcus Chan:

https://www.linkedin.com/in/marcuschanmba/

https://venliconsulting.com/

Grab Marcus’s free training on the 3 steps to making an additional $50-$100k in commission over the next 12 months:

Https://www.sixfiguresalesacademy.com/cash2

Ravi's Podcast:

https://www.theravirajani.com/podcast

Ravi's social media:

https://www.linkedin.com/in/ravirajani/

https://www.tiktok.com/@theravirajani

...more

View all episodes

By Ravi Rajani

1818 ratings

March 08, 2022

[EP.6] How to Speak with Influence when Communicating with C-Suite Decision Makers with Marcus Chan

47 minutes

How To Speak With Influence When Communicating With C-Suite Decision Makers

Before becoming CEO of Venli Consulting and helping B2B salespeople become the top 1% in their industry, Marcus Chan had quite the journey!

Born in Oregon to two immigrant parents, Marcus started out as an introvert with a speech impediment who struggled to fit the mould!

Fast forward to his first sales job, Marcus started out as the worst rep in his company and nearly ended up quitting when the financial crisis hit in 2007-08.

Thankfully for us, he didn’t!

Marcus went on a journey to transform himself and his mindset as he went on to be promoted 10 times in 10 years and led teams that sold over $700 million in Corporate America.

Today, Marcus helps B2B sales professionals sell more and earn an extra $50k-$100k in commissions over the next 12 months.

In this episode, I’ll be hanging out with Marcus to extract as many golden nuggets as possible on how to speak with influence when communicating with C-suite decision makers.

You’re in for a wild ride and if you’re ready…hit the play button!

WHAT WE DISCUSS:

[00:27] - Who is Marcus Chan?

[02:51] - The #1 lesson that gave Marcus an edge in selling.

[06:01] - The moment the “penny dropped”

[06:57] - How Marcus reacted when a prospect went hostile!

[11:12] - How to handle conflict with confidence and integrity

[13:25] - The biggest mistake entrepreneurs and salespeople make in their “opener” during a cold call.

[16:34] - Examples of how to speak with conviction and authority.

[19:07] - A dissection of these examples.

[20:09] - How to impact prospects with your words.

[22:07] - Do we need to remove all of our filler words when we speak?

[26:51] - What to do when a decision maker says “no”.

[29:14] - How to be more conversational over the phone.

[35:15] - 2 ways to prepare for a cold call.

[38:28] - How to communicate price without fear and imposter syndrome.

[45:19] - An exercise to increase your effectiveness and influence when communicating throughout the sales process.

VALUABLE INSIGHTS AND KEY TOPICS:

How to maintain your composure when speaking with hostile prospects.

Tonality is everything!

How to change the inflection of your voice to command authority.

How to communicate with conviction and certainty

How to own your script and increase your chances of sales success.

Why every single word you communicate has the ability to change the outcome of any sales call or pitch.

2 SIMPLE WAYS TO PREPARE FOR YOUR NEXT SALES CALL:

Record and listen to your discovery calls so you can become more self-aware about your weaknesses.

Do your daily warmups to get your vocals ready before cold calling and practice until you don’t sound scripted!

NOTABLE QUOTES:

[11:38] - “We can't control how other people react, but we can control how we show up.” - Marcus Chan

[24:13] - “When you have the truth, that’s when you can progress on a deal.” - Marcus Chan

[39:35] - “If they don’t believe the value is there, then the price becomes irrelevant.” - Marcus Chan

USEFUL RESOURCES:

Connect with Marcus Chan:

https://www.linkedin.com/in/marcuschanmba/

https://venliconsulting.com/

Grab Marcus’s free training on the 3 steps to making an additional $50-$100k in commission over the next 12 months:

Https://www.sixfiguresalesacademy.com/cash2

Ravi's Podcast:

https://www.theravirajani.com/podcast

Ravi's social media:

https://www.linkedin.com/in/ravirajani/

https://www.tiktok.com/@theravirajani

...more

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[EP.6] How to Speak with Influence when Communicating with C-Suite Decision Makers with Marcus Chan

[EP.6] How to Speak with Influence when Communicating with C-Suite Decision Makers with Marcus Chan