Whenever you’re talking to prospects, it’s important to create an environment of equal footing. Often newer salespeople aren’t adequately prepared to deal with pressure in their sales conversations, and think they have to power through, which creates stiff and unpleasant interactions for both parties. Today I have three key strategies to share with you that will help you gain and show equal business stature.

There’s a quote that I often think about, “People often choose unhappy over uncomfortable.” This insight, that we would rather be unhappy than let go of comfort, has had particular significance for me recently, and is an important reminder for us all to watch that we don’t get stuck in a comfort zone. Of course, this means that the only way to fix unhappy is to be willing to get uncomfortable. Today’s episode is all about finding a way to embrace discomfort so that we can open ourselves up to growth, change, and new opportunities.

Real trust is essential in business and sales, as in many other domains of life. Developing trust takes time, and goes much deeper than being liked by others, but the reward of a trusting relationship is also greater. In today’s episode I’m sharing four important things that you can do to build trust with others, and do it more quickly.

One of the marks of a master in any field is a deep knowledge of their process, and the ability to break it down in detail. My guest today has this depth of understanding in sales, and is continually refining his skills in order to achieve optimal results. Dustin Spencer is currently the Vice President at Receivable Solutions, a leading company in helping healthcare providers improve revenue cycle performance. His experience is exclusively in the healthcare space, spending the last 12 years being both part of and leading sales teams.

Learn more about Dustin Here:
https://www.linkedin.com/in/dustin-spencer-440a1022
receivable-solutions.com

Check out The Art of The Sale, which Dustin referenced in our conversation.

Let me know what you thought of the episode -- leave a review on your podcast or reach out on social. Let's talk about it!

@walkermckay on IG & Twitter
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https://www.linkedin.com/in/walkermckay/
http://www.nobssalesschool.com/

Colleen is the Principal and Founder of Intero Advisory, a consulting firm that gives Professionals the tools and knowledge to grow their business using LinkedIn. She shares many actionable tips for using LinkedIn that can help you immediately.  She also talks about some of her struggles in growing her business, shares lessons she learned along the way, and gives a couple of really badass book suggestions. Listen, subscribe, and share!

Greg Novarro is an award-winning sales representative, district sales manager, managed care account director, government affairs director, marketing director, regional and national sales director. He has worked in the pharmaceutical and medical device industry for 22 years, and also writes books and coaches people one on one to maximize their chances of getting hired. In this episode, he’s sharing some of his insights on how to ace the sales interview — from what not to do, why you should talk about failure, preparation, negotiation tips and more!

Anthony Eisenman is an enterprise sales expert who dubs himself The Cold Call King. In this episode, Anthony is sharing his wisdom on the secrets to closing huge, complex deals with lots of moving parts. We also get into some of the biggest challenges he had to overcome to get to where he is, the necessity of getting coaching for yourself, and his journey to making it in enterprise sales.

Walker is his own guest again this week! You need to listen to this episode b/c Walker shares some new mindsets that you must adopt in order to be seen as a professional advisor in your marketplace and not just another peddler.

These new mindsets include 1) not everyone is the right fit 2) Ask, don’t tell 3) I have equal business stature to everyone I deal with 4) I am the guide, not the hero.

By listening to this podcast, you can learn what the highest performing sales people on the planet already know. What you believe is what you will achieve.

Today’s guest is Marcus Stevens, VP of Sales for McGriff Insurance. He’s here to talk about how he transitioned from being a salesperson into managing a high-performance sales team, and everything he’s learned along the way. We talk about how his experience playing sports as a child helped him develop a competitive edge he took into his career, how he initially started out in accounting during the recession, and much more!