Liston Witherill is an author, speaker, and advisor to agencies and consulting firms ready to move beyond the referral. Liston's work is based on cutting edge psychology, behavioral economics, and his own sales experience. His mantra is “Serve, Don’t Sell,” and he believes selling should be an ethical, win-win arrangement 100% of the time. Prior to creating his training business, Liston was the owner of a boutique marketing firm, and ran business development and marketing for a $12M consulting firm. He podcasts 3x a week, and runs 3 times a week, and lives with his beautiful wife, cat, and dog in Portland, OR.
In this episode, we cover:
3:16 - The power of podcasting9:41 - Serve, don't sell12:51 - Fyre Festival18:00 - Creating a repeatable sales plan19:44 - Designing a better discovery call20:39 - Pain, Goal, Value21:00 - 70/30 Rule for sales calls21:14 - "Why are we on the phone today?"23:52 - The five why's24:23 - The magic wand question28:13 - How to finish a sales callResources mentioned in this episode:
liston.ioTools: Ulysees AppTypeformSales NavigatorAlbum: Donuts by J DillaBook: Predictably Irrational by Dan ArielyIf you enjoyed the show, please rate it on iTunes or Stitcher and write a brief review. That would really help get the word out and raise the visibility of the Creative Life show.
The post CL213: How To Sell Your Work Using ‘Serve, Don’t Sell’ – Interview with Liston Witherill appeared first on James Taylor.