Superhuman Selling

I have a really special, unique interview for you today where I’m bringing back two of my most popular past guests, Richard Harris and John Barrows, to talk about something we’ve never talked about on the podcast before - AI and sales.  If you’re a client or a longtime listener, you know that my personal passions are really around helping you master your inner mental game for business and sales success, so that’s what we really talk about a lot here on the show.  With that said, if you listened to episode 300 you heard me talk about how committed I am to just being of service wherever I’m being led right now and following the nudges, and I have been bombarded lately with questions and opportunities around AI in sales, so I followed the nudge and wanted to bring you two real experts on the topic today. I know both John and Richard through the Salesforce Sales Influencers program, and I reached out to both of them directly to ask that they come on and speak about this topic because they are both really on the forefront of helping their clients keep up with the rapidly evolving business and sales climate we’re in today, and learning how to implement AI in a powerful way to grow their value in the marketplace, as well as revenue.    Show Notes: [3:35] - John and Richard share a bit about themselves and their background. [5:56] - This episode was recorded in May of 2023 but it is a rapidly evolving technology. [7:30] - AI will help you write things to appeal to every type of client and can be used in every part of the funnel. [8:42] - The biggest areas of supporting the sales process right now are research, writing, and follow-up. [10:13] - To John, it matters to him that he has the final input into his writing. AI doesn’t know your voice or brand. But he lets AI do a lot of the heavy lifting. [12:27] - AI takes information from the entire internet which is important to remember that some things may not be accurate. [13:58] - Unfortunately, AI is making leadership lazy. [15:04] - We are always going to crave human interaction, but the upcoming generation is growing up with it and feeling a real connection. [18:12] - John references a recent study in generational differences in people wanting to work with sales reps and the regret they had without one. [20:40] - The experience of Covid unintentionally shifted perspective on what is necessary to be in-person. [21:40] - What can you do that a computer can’t? [22:53] - Richard uses LinkedIn tools to exemplify some of the benefits to leverage his time. [24:22] - Elyse admits that she has had some hesitation using automation tools to create content. [26:31] - We don’t like spam because it’s irrelevant, but John thinks that in the near future, our emails will be exactly tailored to each of us. [29:10] - What are some good points about AI? John and Richard are using some AI tools in their businesses now as entrepreneurs. [31:23] - The impact on efficiency is the key. [33:54] - The quality of the prompt and input given to AI tools like ChatGPT, determines the quality of the results. [35:41] - Richard describes some of the things he has had ChatGPT help him with in business including writing and reviewing contracts. [38:30] - Richard has an idea on the show to help with his email campaigns. [41:21] - There are a lot of platforms that will soon have AI integrated tools, like Microsoft programs and Google Suite programs. [42:57] - Richard lists some tools and companies to keep an eye on as they develop even more. [43:52] - Is it really AI or is it aggregating a bunch of false information? [45:43] - We have overengineered the sales process. Learn the fundamentals to keep your business acumen human. [48:12] - So much of what Richard and John teach are life skills, not just sales skills.   Connect with Richard and John: JBarrows.com TheHarrisConsultingGroup.com   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

Today’s episode is a little bit different. It is actually a recording of a live training I did months ago with Ian Koniak. I’ve had the pleasure of working with Ian on her personal brand in the sales space and he is no stranger to the She Sells Radio Podcast. Check out Episode 144, where he talks about the surprising truths of being a top sales performer. But now, Ian is a full fledged sales coach with an amazing company and a few months ago, we teamed up for a live training. This episode is a peek into that live training! This training was all about the mindset and habits of sales champions. You will get so much from this, both from the mindset piece as well as the masculine habits that can help you. It’s all about balance and that abundance mindset! You will also hear real questions from real listeners like you who are doing the right work to reach their goals.   Show Notes: [3:54] - Ian runs a coaching business and shares what he helps people with to succeed in sales. [4:55] - Listeners from the live session share some of their 2023 goals and many of them are targets. [5:53] - Your mindset determines your results. [7:03] - Ian works with more than 100 sales executives and he describes the work he does with them through his coaching. [9:09] - The trends in sales are leading to an increase in mental health challenges. [10:30] - Elyse shares her pain points before shifting her mindset. [11:41] - If you are experiencing these pain points, you are not alone. [13:27] - Focus on what you can control. You can’t control economics. [14:40] - Your current results are a reflection of the past. [15:47] - You can’t create abundance with lack. [16:49] - What is an abundance mindset? [18:13] - If you care about serving your clients, closing a sale will be a natural outcome. [19:39] - A viewer of the live session presents his struggle and questions what to work on first. [21:01] - In sales, you have to prioritize the pipeline. [23:45] - Having blind faith in the process is hard. [25:34] - Another viewer of the live session presents a situation and asks how to train herself to think bigger. [27:26] - After spending time with a mentor, Elyse saw the patterns and surrounded herself with people who challenged her thinking. [29:07] - Get the perspective from outside of your circle. [33:18] - Having doubts around your goal is a common problem especially when your company gives you a goal that doesn’t seem attainable. [35:28] - Everyone has an internal thermostat and we can alter it. [37:50] - Once you trust the process and detach yourself from the outcome, results will come. [40:07] - Just because you have the negative thought, does not make it true. [41:06] - Habits change your mindset. [42:50] - Ian shares his morning habits and why they are important to him. [44:01] - One habit for Ian is affirmations and he shares a few of them that have the biggest impact. [46:11] - Elyse describes her morning routine as well. Everyone’s will be different and they may change at different stages of your life. [48:09] - There are a lot of different approaches to meditation. [49:12] - Acknowledge yourself at the end of the day. This is so easy to forget. [51:31] - This activity is wonderful for your self image. [53:47] - Why are people unhappy? What is the source of misery in sales? [55:30] - The way you have a great day is to have a productive day. [57:17] - Ian uses a system called Priority Scorecard that eliminates decision fatigue.
  Connect with Ian: Untap Your Sales Potential Coaching Ian Koniak’s Website Ian Koniak LinkedIn   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

For Episode 300 (WOW!), we need to do something special. Looking back at the journey this podcast has had, it makes you realize the amount of evolution you experience in your life and in your career. And lately, I’ve been feeling the call for more.  This special solo episode is all about one of the things that is really present in my life right now, which is about personal evolution and how I am being asked to evolve. There are three specific areas in my life that I’m being called to change and in this episode, you’ll hear about the challenges I have been presented with (including a full on meltdown) and how these challenges are actually signs that we’re headed in the right direction.  Now ask yourself, how are you being asked to evolve?   Show Notes: [3:20] - Isn’t it interesting when you are forced into a new schedule or routine and it winds up being amazing? [4:40] - We are all feeling the energy of being asked to change and evolve. [8:10] - There have been three very clear ways that Elyse has been asked to evolve in the last couple of months. [9:24] - She felt the call to work on deepening existing relationships. [10:30] - You may be given challenges that make you feel like you are doing something wrong. [12:07] - With the power of coaching, Elyse was able to shift her perspective. [13:37] - The recipe for deep relationships is to be so true to yourself that you are drawing people in through your authenticity. [15:54] - When you are in the river of change, you will experience chaos and it is a sign that you are on the right track. [16:56] - You have to be so open to how you can best serve given the what so in the world right now. [18:08] - Elyse shares some of the things she is being asked a lot from clients and listeners and what she’s leaning into. [19:51] - Be open to what comes up and don’t be so attached with how you previously thought things would look this year. [22:03] - Become an expert in the ways you want to serve others. [23:13] - Another area of evolution for Elyse is her relationship with time. [25:52] - Sometimes you may be unrealistic in the expectations you put on yourself regarding how much you can accomplish in any amount of time. [28:50] - What are some of the changes Elyse has made that are helping with her relationship with time? [30:43] - Learn what it means to become a Time Vendor. [32:24] - When we are in a certain mindset, it feels almost like we can stop time. [35:18] - When you are present in the moment, you can bend time and space. [38:08] - The only constant is change. [39:15] - If you have a clear goal, who you were is not the person that will get you to that goal. [40:39] - The way Elyse has grown in these areas in the last few months has improved her amount of self love. That has been the actual prize.
  Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

The first time I did inner child work I thought it was going to be a bunch of hooey. Then I did it and realized how much I was limiting myself with old belief patterns and thoughts I’d picked up over the years, and how much those old patterns had been influencing my business and financial results. As I’ve healed trauma and done the inner work, it’s been such a catalyst for the growth I’ve experienced that I now have all of my clients do it, and many of them have the same initial skepticism that transforms once they go through the process.  My guest today is an expert in healing lifelong traumas and transforming your pain into your power. Amy Van Slambrook is leading the field in this space. She’s a Coach and Psychotherapist for entrepreneurial women and couples, a top 200 Christian Influencer, and has trained personally with experts like Dr. Daniel Amen to bring cutting edge coaching and healing solutions to high achieving entrepreneurs.   I’m so excited to bring you my guest and this conversation today about how inner healing will transform your business results.    Show Notes: [3:04] - The first time Amy did inner child healing work, she was skeptical. [4:54] - Amy shares the beginning of her healing journey and how connected she became with her faith. [6:30] - She learned that all of her issues were rooted in trauma, including relationships, her career, and her health. [7:43] - There is always relativity, but we have to embrace the fact that yes, your trauma is traumatic. Don’t compare your pain to that of others. [8:56] - We may remember one trauma, but other memories are foggier. [10:10] - Inner child work was the hardest work Amy ever did, but working for 15 years on it, she was able to come home to herself. [11:27] - Somewhere along the way, a lot of women pick up the idea that they are too much. [12:14] - What are secondary traumas? [14:22] - The conflicting feelings of being too much and not enough at the same time make a constant debate in yourself. [17:11] - The constant self-evaluation is a form of disassociation. [19:55] - We see this in our business when we set poor boundaries. [20:53] - One of the messages trauma gives us is that we are sacrificial. [22:10] - The equation is never finished. Success doesn’t come from an equation. [23:50] - You may have the fear of beginning this healing work as the work never really ends. You can run a business and do this work simultaneously. [25:33] - Amy shares what many of the people she works with say during this inner child work. [26:26] - Almost immediately, you will see results in your business.   Connect with Amy: Website  |  Instagram  |  LinkedIn Elevated Podcast with Amy Van Slambrook   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

Returning to She Sells Radio again after being a featured guest all the way back on Episode 12, today’s guest is one of the top voices in the world for women in sales. That episode came out three years ago and reconnecting with her is an amazing experience to see her growth and development. Cynthia Barnes is a LinkedIn Top Voice, LinkedIn Top Sales influencer, 2X Salesforce Top Influencer, International keynote speaker, and founder of the National Association of Women Sales Professionals. Her work has been featured in over 250 major media outlets including the Wall Street Journal and the Salesforce+ series. In this episode, you’ll learn about maximizing productivity as well as how we as women in sales can overcome the specific challenges and obstacles we face.    Show Notes: [4:11] - A lot has happened in the last three years since Cynthia was last on the show. But she shares her two life changing experiences that changed her mindset. [6:01] - There is a huge difference between rest and recovery. [9:23] - As long as you have yourself in alignment, everything falls in place. [10:12] - Routine keeps us safe. [12:12] - The common misconception that Cynthia worked in her past was the harder you work, the more money you earn. But, there’s more to it. [15:37] - Cynthia has made her health a priority after recent experiences. [17:45] - Cynthia is paving the way for other women to be the first. [19:35] - Fear is real and Cynthia continues to keep moving through it. [22:00] - Cynthia uses fear to fuel her to keep going and keep thriving. [24:15] - We have a set point in our mind of what we are worth financially. You will not earn more money until this mindset is changed. [26:14] - Cynthia shares an exercise she does in keeping a journal of things she wants. [27:03] - Your level of income will never exceed your level of self worth. [29:11] - Your inner critic is there for a reason. But ask yourself, “Why not me?” [32:00] - Imagine yourself getting to the end of your life and realizing you regret the things you didn’t do. Why not say yes?
  Connect with Cynthia: Website  |  LinkedIn  |  NAWSP   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Abundance Mini Course Join the $10K Club Apply for the $50K Club Mastermind

This special episode is a different type of conversation. Taken from a social media live stream, this is a recording of a live training called Money in Abundance where I taught a concept that I haven’t taught much publicly before. Sometimes when you have the time and space, it is very clear what is next and it’s time to share this groundbreaking concept that is certain to change your perspective. It’s all about your financial set point. What is it? How does it impact sales and business? How do you increase it? All of this and more is discussed in this episode. And if you want more, you’ll also learn about a brand new program called Aligned for Abundance. Podcast listeners also receive a special promo code for this course, so head over to elysearcher.com/abundancecourse/ and use the code Abundance50. No matter where you are in your business and money mindset shift, this episode is so valuable. Learning how to make this shift and being aware of your wealth consciousness is absolutely life changing and no matter when you listen, the concepts are here to stay and impact you forever.   Show Notes: [5:18] - Let’s get started with the reminder of paying bills with gratitude. This shift gets you in even more circulation of money. [8:04] - Having a little more time and space gives you the space for new downloads. [10:07] - Part of tapping into the energy of abundance is being available for those devine downloads and the unexpected. [12:19] - After 20 years of corporate sales experience, Elyse could teach tactical sales strategies, but there is something much bigger that makes a difference. [13:51] - How do you reprogram your brain for the results you want? How to integrate the masculine and feminine energy? [16:05] - The third key is how to shift your money mindset and wealth consciousness. [18:18] - The tactical strategies are only 2-5% of the work. Are you spinning your wheels right now? [22:08] - Elyse begins sharing how she learned some limiting beliefs growing up. [25:02] - Looking for validation through money is not the solution. [27:37] - Elyse was successful and investing in herself but her financial income never changed. [30:14] - When Elyse got to the point of applying this new learning, she turned her yearly income into her monthly income after a decade of spinning. [33:29] - Changing our lives in this society is to have a flow of income. [36:45] - You have a financial set point and you can shift it. [39:01] - You can easily find what your financial set point is and it’s programmed into you early. [43:46] - Get tuned into what you want to make each month. Check in with yourself energetically. How does that number make you feel? [46:01] - When we build the expectation that we are naturally good at something, our subconscious works on making that a reality. [47:34] - It has to be a decision and it has to have an emotional impact. [49:52] - Elyse recommends a book that changed some perspectives for her. [52:12] - After reading that book, Elyse was no longer available for playing small. [54:35] - No one is going to give you permission.  [56:37] - Your results will never supersede your identity. [57:53] - Your level of income will never exceed your level of self worth. [60:32] - Working with mentors is important but it's about how they think, not what they do. [64:01] - Money is supposed to be your servant, not your master. [68:36] - Aligned for Abundance is a beautiful program and Elyse describes the success. [72:33] - Aligned for Abundance is a combination of Elyse’s comprehensive teachings in one bundle. [74:15] - You don’t get what you want. You get what you are. [76:31] - When you shift your mindset, you shift the result. [77:56] - Money blocks are never actually about the money. [79:29] - You are meant to expand in this life and you are not wrong for wanting more.   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page Aligned for Abundance Master Course: Use Promo Code Abundance50

If you’ve listened to the show for the past several months you’ve probably heard interviews with some of the Salesforce Influencers that I was privileged to meet this year. Today, I’m bringing you the woman who was really the wizard behind that program, and who I got to know this year as the Director of the Salesforce Influencers program. She has since moved on to other amazing initiatives which you’ll hear about today, but I was so blessed to get to know her in the time we worked together and am so excited to bring her to you for this amazing conversation.   JoAnn Emale is the inventor of Maskee, a patent pending, trademarked beauty device that prevents makeup from getting on your clothes when changing. Entrepreneurship, experiential marketing, business operations, and promotional marketing are her specialties and have been the backdrop of her career. In our conversation today, JoAnn covers a lot of diverse territory, her entrepreneurial journey, and how influencer marketing strategies are a big part of how she is growing Maskee.   Show Notes: [3:30] - JoAnn begins to share her backstory, her speciality in brand operations, and her experience in beauty pageants that inspired Maskee. [5:44] - Maskee is uniquely designed and eco-friendly. [7:23] - The development phase of Maskee took a long time and waiting through it created the time for JoAnn to feel a lot of doubt. [8:53] - Ultimately, JoAnn realized she had a great idea and knew there was a need for the product. She also created job opportunities. [11:09] - Be careful who you get feedback and advice from. [12:45] - You can lean on other people for guidance. There are so many things to consider when building a brand. [15:54] - The number one thing to remember is that influencers rule the world right now. Social media apps like TikTok are bringing in the new generation of buyers. [18:06] - Influencer marketing recognizes the demographic and is very strategic in how they are approached. [19:50] - The beauty of this type of marketing is that there are so many different ways to do it. [21:14] - Influencer marketing isn’t about how it starts. It’s how it perpetuates. [22:46] - Influencers know their worth now more than ever.  [23:37] - Learn the demographic of an influencer, learn how they communicate, and build some sort of trade off. [26:41] - Approaching influencers is similar to any type of sales communication. [28:03] - You can’t get caught up in how many followers someone has. It’s all about engagement. [31:37] - Trust the process and be patient. Surround yourself with people who are like minded. [32:39] - You are always a student. There is always something to learn   Connect with JoAnn Emale:

• Maskee Website
• Instagram

  Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

One of the biggest inspirations for me when I created the She Sells brand several years ago was that I disagreed with so much of how traditional sales strategy was taught.  Everything from the hard close, to impersonal cold outreach, to spray and pray, just felt wrong for me and I knew it felt wrong for a lot of the women I was working with as well.  One of the incredible women I’ve been privileged to get to know over the past few years whose work is super aligned with what I believe in is Brittany Hodak.  If you’re not familiar with Brittany, she is a keynote speaker, author, and award-winning entrepreneur and speaker. Entrepreneur Magazine calls her “the expert at creating loyal fans for your brand.” Her new bestselling book “Creating Superfans” is now out.  I had Brittany on the podcast about a year ago on Episode 136, so you can go back and reference that if you want even more Brittany, but I’m so excited to have her back and to talk about what’s changed in the world of selling and relationship building over the past year, and why creating Superfans is even more critical than ever today.    Show Notes: [2:32] - Head over to Episode 136 to hear more about Brittany and her work.
[3:56] - Brittany was so dead set on working in entertainment, she even has a background working in a mascot costume.
[5:54] - After working with bands and rockstars, Brittany learned the concept of superfans and found the way to create a brand’s superfan.
[7:12] - We are working in an experience economy right now which changes the way we sell.
[8:13] - In sales, we often forget to sell the way we buy.
[10:46] - What are things we should be considering from the beginning?
[13:57] - Start with your story, understand the customer’s story, personalize, exceed expectations, and repeat.
[14:47] - Your superpowers are different from other people’s. Show and share your unique abilities to attract the right superfans.
[16:53] - Personalization only takes you a few minutes but feels very special to clients.
[18:30] - Employee happiness is crucial. It is critically important to hire people to be your brand.
[20:08] - Communicate clearly to your employees what is important to your brand.
[21:15] - Client experience is not a “set it and forget it” system.
[23:10] - Brittany shares recent experiences as a customer that made her rethink her own choices as a buyer.
[25:56] - You have to be willing to bet on yourself. You have to be a superfan of yourself.
[27:03] - Going all in on the things that are important to you is the only way to really be successful.   Connect with Brittany Hodak:

• BrittanyHodak.com
• LinkedIn
• Creating Superfans: How to Turn Your Customers Into Enthusiastic Advocates by Brittany Hodak

  Links and Resources:

• Your First Six Figures Masterclass 
• Join the $10K Club
• Apply for the $50K Club 
• ElyseArcher.com
• DM me on Instagram @elysearcher

I’m so excited to bring you one of the very few repeat guests I’ve had on the show today, Laura Mayer. Laura was on the podcast about 2 years ago in Episode 78 when she talked about her courageous decision to closer her traditional business without any idea of what she was going to do next, and has spent the past several years leveraging her network and key relationships to explode her brand as a true expert in her space, develop a wildly successful growth marketing and connection business and is now the author of a brand new book Win Win: How to Create Mutually Beneficial Relationships that Grow Your Business.  Laura Meyer is growth marketing consultant and powerhouse connector - as a serial entrepreneur who has scaled multiple six- and seven figure online and offline companies over the last twenty years, Laura knows first-hand the power of relationships and their importance to business growth. Several years ago after making the hard decision to close her traditional business, without having any idea what she was going to do next. Because of that network and the relationships she had built, she was able to re-emerge as an expert of experts, a strategic marketing consultant and fractional chief marketing officer to some of the country’s top influencers. In addition, she co-founded the Advance Women’s Expert Network with Kelly Roach, helping hundreds of women all over the world develop powerful expert brands through community, connection and co-collaboration with others who share in their same values and spirit.   Show Notes: [2:56] - Laura made the decision to walk away from an incredibly successful photography business and franchise to start over.
[4:59] - After a while in this business, Laura’s intuition was that this wasn’t right for her anymore.
[7:30] - Sometimes we feel like we have to be cheesy and spammy, but to grow and scale a business, it isn’t necessary.
[8:43] - One of the hardest decisions to make is to stick it out or walk away.
[10:31] - Ask yourself what a 5-year or 10-year version of you would think about these decisions.
[12:24] - Genuine relationships are now what makes the difference, when in previous years, it was very much a click-and-go process.
[14:18] - For a lot of people, we think we can develop a relationship to have an immediate return.
[16:04] - In a lot of ways, we are experiencing a credibility crisis.
[17:16] - Benevolence is when you want what is best for the person in front of you whether it benefits you or not and it is the unsung hero of credibility.
[20:01] - People can tell when you are just searching for them to benefit you.
[22:19] - It is definitely a long game, but it is true that real relationships work.
[24:16] - What are some of the mistakes Laura sees with relationship building?
[26:10] - Having a small audience is not necessarily a bad thing.
[28:24] - Everyone wants to be partnering with the bigger person but being someone’s biggest and loudest fan benefits everyone.
[32:19] - Everyone is unique. No one has the same voice and story as you.   Connect with Laura Meyer:

• Create Your Win Win
• Win Win: How to Create Mutually Beneficial Relationships that Grow Your Business
• Instagram
• Joy Brand Creative Website

  Links and Resources:

• Your First Six Figures Masterclass 
• Join the $10K Club
• Apply for the $50K Club 
• ElyseArcher.com
• DM me on Instagram @elysearcher

Have you ever had one of those dreaded moments on a client sales call where they give you an objection and you realize you are completely fumbling your way through it? That’s what my whole early sales career was built on and mistakes are certainly part of the process. Unfortunately, I know I lost a lot of deals and opportunities I could have won and could have helped people if I had better tools in my toolkit. That’s why today’s guests are here! Jonathan Mahan and Jordana Zeldin are the cofounders of The Practice Lab. The Practice Lab is a place where sellers come together to develop their selling skills in the same ways performers, athletes, and musicians develop theirs. They practice with their peers, not their prospects. For anyone excited to try on this approach to skill building for themselves, Jonathan and Jordana have recently launched a free monthly meet-up called The Practice Club where you can sharpen your sales skills in the same ways discussed during this episode. Sign up for their next practice session here: club.thepracticelab.co.  Show Notes: [2:35] - Jonathan shares an experience that created the idea for The Practice Lab.
[4:17] - If Jonathan wanted to become the seller he wanted to be, he knew he needed to actually practice. He reached out to friends to practice together.
[5:18] - Jordana shares her background and how she found herself in sales.
[7:32] - By breaking down the sales conversation into bite sized chunks, Jordana couldn’t unsee the difference and the impact on her own self confidence.
[10:01] - In many sales environments, sellers are required to follow a script strictly.
[11:20] - There are different types of scripts and the extent to which you plan it out dictates how scripted and rehearsed you come across to clients.
[12:20] - Practice does not always mean memorization and scripts.
[13:50] - The most powerful selling skills are human skills.
[16:07] - The skill sets that women naturally bring to sales don’t typically get celebrated, but they are strong human skills that translate to sales strongly.
[17:07] - You can train your curiosity to ask questions about more impactful skills.
[19:30] - You can see the parallels between sales conversations and other life scenarios.
[21:32] - We want to know a customer’s problems to help them solve them, but we are strangers. We need to be grateful that they want to share.
[24:21] - The three steps are to welcome, empathize, and ask questions to understand.
[25:19] - An objection could actually be the thing that pushes the conversation forward.
[27:29] - Your emotional state is so important.
[30:26] - Connect with the emotion that you want to convey in a conversation and say it outloud. Visualize the outcome.
[33:10] - We have a lot more leeway in conversations and can make humbling disclaimers.
[35:20] - You can be fragile, robust, or antifragile in your responses.
[37:50] - The Practice Lab offers a lot of opportunities and Jordana shares what they are and how they can benefit your process. Connect with Practice Lab:

• The Practice Lab’s Website
• The Practice Lab on LinkedIn

Links and Resources:

• Your First Six Figures Masterclass 
• Join the $10K Club
• Apply for the $50K Club 
• ElyseArcher.com
• DM me on Instagram @elysearcher