Superhuman Selling

Like seasons in nature, our lives and even our businesses experience different seasons. Not only that, but everyone’s seasons are different and vary in length of time. Today’s episode is very much inspired by what’s been going on in my own life lately and recent behind the scenes conversations with clients. In the past, it was hard for me to accept the season I was in because I didn’t understand its significance. But as I have learned to honor the season I’m in, both in business and in life, I have found that I find my way moving forward much more quickly and successfully. So listen to this episode full of personal anecdotes and real-life examples of the seasons we all experience at various times. Know that whatever season you are in has its purpose and open yourself up to learning the lesson it holds. And most importantly, avoid playing the comparison game. The more we get out of comparing our seasons to those of others and focus on our own, the more successful we’ll be.   Show Notes: [1:57] - Elyse began her career in sales selling yellow pages. She remembers in those roles, she was in constant anxiety. [3:05] - There are seasons for things and a life cycle of a relationship. [4:16] - We need to take the amount of time necessary to replenish. [5:20] - We tend to set ourselves up for a lot of pressure. [7:30] - Just because you see someone you admire or is where you want to be doing something specific to grow, that doesn’t mean it should be an automatic yes for you. [9:14] - Elyse describes the behind-the-scenes pieces going on in She Sells that show the season she’s in. [10:50] - If you don’t know the season you are in, it is so easy to get lost in comparison. [12:31] - There are generic seasons and energy cycles that impact us in different ways. [14:38] - Elyse shares something she does when in a quiet season. [16:46] - Remember that there’s nothing wrong with being in a pause period or quiet season. They have their purpose. [18:20] - When we don’t honor these pause points, we burn ourselves out. [19:46] - When we stop pushing against these seasons and make ourselves available for the lesson, we grow and the faster we move out of it. [21:03] - You can structure your life based on what season you are in. [23:21] - Elyse shares her current daily structure that works for her in the season she’s in. [25:50] - Another piece to this is knowing when to plan and when to sell. [28:02] - Because of their inner work, accepting the path they were on made the level of disappointment and understanding their goals easier. [31:04] - In their current financial season, the new places Elyse wanted to look at to live were just not in alignment. [33:41] - Once they accepted what is in alignment with their current season, Elyse and her husband found the perfect living situation. [35:36] - What season are you in? DM Elyse to share!   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Whether you are an entrepreneur, sales professional, or in sales leadership, this episode is jam packed with highly valuable tips and tricks from one of the best in the industry. Whatever your role, the most important thing in the growth of your business and income is selling. But how much of your time each day is spent actually building a relationship with clients to make these sales? Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes. For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sa;es for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines, and Intel. Today, Jamie walks us through a few activities, so you’ll want something to take notes with. You’ll learn about social selling, relationship signals, and the Law of Reciprocity that can help increase your sales productivity.   Show Notes: [2:46] - Pipeline Signals is Jamie’s second business. He shares his inspiration to launch Pipeline Signals through his premise of social selling. [4:49] - Prior to Covid, Jamie was spending most of his time traveling to speak. He used his time when things shut down to begin working on Pipeline Signals. [6:35] - Jamie demonstrates what relationship signals are. [7:27] - The time spent on account selection and prioritization is the single determining factor of hitting sales goals. [8:57] - Selling into previously developed relationships is more successful than cold calls. [10:47] - As an entrepreneur, founder-led sales is key. Jamie guides us through an activity. [12:48] - With different categories, you can better determine where to spend your time. [13:41] - If relationships haven’t been developed yet, you do have “pending relationships.” [15:11] - Breaking the ice with a new prospect can feel awkward. Jamie shares how he does this with the Sphere of Influence. [16:56] - An easy tip is using Google Images. [17:34] - Jamie is a big believer in the Law of Reciprocity. [18:15] - How can you give something in advance to spark interest? [20:15] - The increase in digital sales in the last few years has changed the way we approach strategies. [21:37] - Low hanging fruit is the easiest to latch on to for a sale, but we can overcomplicate things. [24:08] - Develop the outbound motion now and scale it. Then go back and feed inbound. [26:05] - Referencing a recent LinkedIn post, Elyse and Jamie discuss his main tips for selling in 2022. [28:17] - Focus on the things you can control. [31:04] - What have the women in his life taught Jamie?   Connect with Jamie Shanks: LinkedIn  |  Pipeline Signals Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

After reading the book Patriarchy Stress Disorder by Dr. Valerie Rein, so much in my life made sense that had never made sense before. Things just clicked and the experience was truly transformational. And specifically in business, so much of what I saw in sales wasn’t designed with women in mind. With that knowledge, I recently shared a quote during a retreat from the book and it shifted the entire retreat and the lives of the women there. It resonated strongly with every attendee and I knew I needed to chat with Dr. Valerie Rein.   Dr. Valerie Rein is a psychologist, women’s mental health expert, and business consultant who has discovered Patriarchy Stress Disorder (PSD) and created the only science-backed system for helping women achieve their ultimate success, happiness, and fulfillment by healing the intergenerational trauma of oppression. She holds an EdM in Psychological Counseling from Columbia University and a PhD in Psychology from the Institute of Transpersonal Psychology. Her bestselling book, “Patriarchy Stress Disorder: The Invisible Inner Barrier to Women’s Happiness and Fulfillment” has been heralded by Amazon reviewers as “the most important body of literary work of our modern times” and “perhaps the most important book of the century for women.” Dr. Valerie is most passionate about the intersections of deep inner work and business. She is a sought-after speaker at conferences and companies committed to diversity and inclusion, leadership development, and unlocking people’s full potential.   In today’s powerful conversation, Dr. Valerie shares her background and how she came to discover Patriarchy Stress Disorder. She describes studies that prove through science that there is more to it than “just stress,” and through these scientific breakthroughs, she shares what can be done. The icing on the cake is that through this work, Dr. Valerie shares that every aspect of her life is better than anything she could have even previously imagined and it be that way for you, too.   Show Notes: [3:21] - Dr. Valerie’s personal development journey started early and was guided by the question, “What’s wrong with me?” [5:01] - She was living the life of her dreams, but she kept getting a message that there was something different for her. [6:04] - In addition to working in her private practice, she was pouring everything she was earning into a new business. No matter how hard she worked, nothing changed. [7:01] - Dr. Valerie wound up in the hospital with symptoms of a stroke, but was determined to be “just stress.” [8:04] - Despite years of therapy and personal development, Dr. Valerie could not crack the invisible wall. [9:01] - For thousands of years, women were oppressed and Dr. Valerie discovered how trauma response can be inherited. [10:27] - Our subconscious still recognizes success and wealth as unsafe. [12:14] - Once Dr. Valerie understood what the problem was, she was able to take her new business from no money to six figures in a year. [14:40] - What is the Cherry Blossom study from her book. [16:14] - This study demonstrates how trauma response is transmitted through genetics. [17:26] - Through her work, you can rewire your subconscious and trauma adaptations. [18:53] - There were many trauma adaptations that Dr. Valerie was experiencing and holding her back but she had no idea they were there. [20:21] - Currently, every aspect of her life has overshot her limited imagination. [23:16] - Through the healing journey, you can create your life from a place of alignment. [24:46] - “Prison guards” can come in the form of Imposter Syndrome, critical negative thoughts, and distractions.  [25:32] - Stress is created and driven by unprocessed trauma. [28:02] - How much time do you spend on average engaged with your prison guards? [30:35] - These issues are not character flaws. It is a part of us and not our fault. [31:52] - We work so hard but more can be accomplished and with a lot more joy. [33:14] - Elyse shares an experience that demonstrates how her brain held her back. [35:10] - The theme of Dr. Valerie’s book takes readers from “How much can I tolerate?” to “How good can it get?” [36:23] - There is a five step journey that Dr. Valerie describes. [37:40] - Once we reclaim our time and energy, we can dig even deeper. [39:49] - You can download the first chapter of her book for free, including the audiobook, on Dr. Valerie’s website. [41:39] - Dr. Valerie shares what she is currently working on for herself, including her relationship with money.   Connect with Dr. Valerie Rein: Dr. Valerie’s Website Download the first chapter of Patriarchy Stress Disorder Facebook  |  Instagram  |  LinkedIn Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Sometimes when we are working towards a goal, especially a big one, it takes a while to see the progress. We become used to hitting our goals pretty easily but when we get to the point that the goal is bigger than we ever imagined possible, they sometimes feel out of reach. Remember that the goal is stretching you and when we set that next level goal, it might feel like nothing is happening.    This juicy topic was inspired by recent client conversations. Everyone in this community is going for goals that are big and it is important to know that the only failure is giving up. The goal is not too big. In this episode we dive into why you could be holding yourself back by not seeing things as happening now, setting goals that are not in alignment, or simply not understanding the cycle or season you are in. But one thing is for certain: you can hit that goal and you will.

Show Notes: [2:58] - Sometimes when you exceed what you expected, it is difficult to see what’s next. [4:11] - When things don’t happen quickly with your goal, it is tempting to give up and see this as a failure. [5:17] - You could be holding yourself back from being prosperous and abundant by trying to skip levels. [6:53] - The only failure is giving up. [8:14] - Things are cyclical and seasonal. [9:36] - All seeds have a gestation period, including your ideas and goals. [11:04] - Like a pregnancy, there’s not much action and effort until the end. [13:24] - Also like a pregnancy, if things don’t happen in the time frame you plan on, you approach things differently. [14:27] - Don’t adjust the goal. Adjust the date. [16:03] - If you think of things as happening in the future, it will always be in the future rather than right now. [17:28] - How do you know that the goal is on its way? Is it really in alignment? [18:23] - If you feel good about the goal, it is on its way, even without evidence. [20:21] - Your hormones are cyclical and that impacts your motivation and goals. [21:30] - If you want to speed up your goal, you get more details when you feel good. [22:56] - When we do inner work and feel like the goal is already done, it feels natural to have a new reality. [24:27] - A belief is a thought that you think again and again. [25:30] - You have to have faith and understand what is happening. [27:05] - Signs don’t precede, they follow. [28:54] - Don’t wait for a sign to start. All you need is the desire. [29:42] - Ask what is one thing you can do to move things along. [31:12] - If your downloads and nudges don’t make any sense, you are still responsible to follow them. [32:37] - Act from the standpoint of things already being done.   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

Expansion is a hot topic right now, especially among the members of the 50k Club. As we wrapped up an amazing retreat, I knew that this needed to be shared with the She Sells Community. In this solo episode, I share some of the biggest takeaways from the retreat and how you can lean into this element of expansion in your own life. This isn’t just about business. It’s everything. Every aspect of your life is worthy of expansion and what you’ll learn is that you may be putting a self-imposed prison upon your desires. This stops you from taking action.   You’ll want to take notes for this episode and get ready for those quantum leaps. Remember to check out the links below and if you are ready to join the 50k Club, we are taking applications!   Show Notes: [2:00] - The $50k Club is a program that Elyse offers for women working towards $50k months. [3:27] - Elyse shares some of the highlights of the 50K Club Retreat. [4:19] - The main topic that members of the program wanted to dive into was expansion. [5:39] - Check in with yourself to find what expansion means to you. [6:48] - The only limits for you are the ones that are in your own mind. [8:11] - When you feel like there’s nothing more you can do, that is a sign of a self-imposed prison. [10:01] - Some self-imposed boundaries are healthy, but don’t let it become a prison. [12:13] - The quantum leap means to go farther with far less effort. [13:44] - Push your mental boundaries and notice where your self imposed prison is. [14:42] - Take a big step back and find the elegant solution. [16:09] - Scaling to six figures is much more difficult than scaling to seven. [17:58] - Elyse shares what she did differently years ago that was a big realization for her. [20:01] - Get all your ideas out to avoid blocking yourself from breakthroughs. [21:44] - Start to look at your desires as “green lights.” [23:28] - Most of us have been told that we are just too much. [24:24] - Your desires have limitless capacity for their fulfillment. Accept your desires. [25:31] - The ideas don’t come until you accept that it is possible for you. [26:13] - Your desires are there to help you with expansion. [27:03] - What is one thing you can do today to take action and move forward? [29:26] - Healing and inner work is important and you can take action from that empowered place. [30:26] - You must place your trust in action. [31:43] - The distance and gap feels huge. You won’t be able to see the entire picture. [32:51] - Taking action will feel uncomfortable. [34:50] - Fear is present before you take action. Once you start taking action, it will feel more comfortable. What is the worst thing that could happen? [36:29] - You are in your worst case scenario right now if you don’t take action. [37:34] - The $50K Club is open for enrollment! Apply here.

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

If you want to build a show-stopping brand that generates attention, creates tons of leads for you, and positively impacts the world, you want to pay very close attention to today’s episode with guest, Josh Pitts. I am beyond excited and honored to bring you this conversation with Josh who is a dear friend and former client of mine. Josh is the founder of Shred Media, the world’s #1 Attention and Impact Network, he has completely changed the game for branding and social media specifically in the mortgage industry, and he’s the host of the Shred Show, which is the most popular podcast and live show in the mortgage space and beyond. Josh draws in listeners from all industries since his content is so powerful and recently I’ve been honored to be on the show. Josh is such a great show host and interviewer and I was privileged to be interviewed by him. Outside of all this he’s a dedicated family man with a beautiful family, he has a huge heart for service, and is just a standout guy all around.   You do not want to miss this conversation with Josh as we talk about building a brand. But not just building a brand, but to break through obscurity. It’s not easy, but with consistency and authenticity, Josh is confident that you can impact your audience, even if it's just one person at a time.   Show Notes: [3:14] - Elyse is the one who helped Josh solidify the brand obscurity focus through coaching. [4:09] - Don’t make noise, make an impact. [5:26] - Will your posts make an impact or add to the noise? Impactful posts will catch someone’s eye and make someone stop and think. [6:29] - Put out meaningful content instead of posting too often. [8:10] - Don’t just check the box that you have done something. Think about content coming from your heart. [10:20] - Josh shares his background and journey to his current career. [11:30] - In 2009, Josh and his wife were taken advantage of with a high interest mortgage and it inspired him to help others out of the same issue. [13:49] - With his newfound knowledge and passion, Josh grew a mortgage firm and used social media to help grow business. [15:40] - Building a brand takes time and is hard. But it is possible. [16:54] - Josh has always had a “challenge accepted” mentality when it comes to obstacles. [19:13] - Consistency is the key to everything. [20:48] - Metrics will be distracting and discouraging. Stay consistent. [23:21] - Being the real you is the most impactful. [24:20] - Think about what scroll-stopping content looks and sounds like. [25:34] - Social media is meant to entertain and educate, not to constantly sell. [27:23] - What if you impact just one person a day? [29:04] - What has Elyse seen that impacts people’s lives? [31:14] - Listen to your body and feelings when making a real post. [32:55] - Everyone’s audience is a little different. Even if someone says the exact same message, you might be the one to have an impact on someone else. [34:53] - If you don’t feel compelled to post something, you have to find the balance of posting something just for the sake of posting. [36:20] - When building a brand, where are you coming from? [37:32] - You can’t do every single thing. Start small. [39:08] - Josh shares one major thing to do to grow 1% better everyday. [40:16] - Always show up even on days when it is hard. [43:13] - Josh shares the most life-changing lesson he learned from his wife.   Connect with Josh: Instagram  |  LinkedIn  |  Podcast   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

I discovered today’s guest through the high praise of a previous episode’s guest, Mark Magnacca. In that episode, Mark gave examples of Catherine Tindall’s exceptional relationship building skills and how his experience as a client of her CPA services has far exceeded his expectations. I knew immediately I needed her on as a guest to share how she stands out and to share her magic with the She Sells Community. Catherine is a CPA specializing in advanced tax reduction who proactively works with clients to reduce what they pay in tac while supporting their greater wealth building and life goals. She aids successful entrepreneurs and business owners through this process through tried-and-true systems and automation that have changed the way she does business and has improvedthe lives of her clients. In today’s episode, Catherine shares with us how making small adjustments in your business process can allow you to make stronger connections with clients and potential clients while making things easier and smoother for you as an entrepreneur.   Show Notes: [2:36] - Catherine realized when she had her daughter that she had to treat her day to day life like a system. [4:31] - Catherine shares her background as a CPA and why she was drawn to having her own practice. [5:39] - She noticed the hiccups and client relationships in other firms not flourishing. She wanted to streamline things through systems. [7:43] - When beginning, Catherine had not ever been trained in sales. [8:47] - In her role as a CPA, trust is a crucial element for clients. [10:18] - When interacting with others, she assumes it will be a lifelong relationship. [11:44] - Catherine describes her initial system for beginning work with a new client. [13:23] - Systems should be developed to make things move smoothly and it can feel very empowering. [14:40] - Map out the details for a perfect client experience. [16:15] - One of the little things you can do is make people feel seen. [17:53] - Catherine describes some of the work she does for clients in her practice. [20:01] - The goal is to find the right professional for someone and sometimes that isn’t Catherine. [22:28] - Put the very next step on the calendar, even if it seems like a simple step. [23:52] - What does onboarding look like for Catherine’s firm? [25:30] - Catherine has a system set up on her calendar that automatically populates when onboarding new clients. [27:42] - Do the things you are really good at and sub out everything else.   Connect with Catherine: LinkedIn
Dominion Enterprise Services   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

From rock bottom to soaring success, today’s guest interview is such a treat for listeners. Not only does this episode expand your mind with high level sales skills and strategies, but it is also a transformational story that will motivate you to go for your biggest dreams. Today’s guest is Ian Koniak and he is a very big deal. As the #1 rep for Salesforce, the #1 CRM in the entire world, for 19 years, it’s obvious Ian knows what he’s doing. But more than that, he has transformed his life from addiction to serving others. He and I have worked together on his personal brand and I got to know him as a person. I have been absolutely blown away by who he has become through this journey and am constantly amazed by how he continues to grow. In this conversation, we talk about both tactical sales strategies and his transformational journey. Ian is now the founder of his own company and with his background, you are sure to find value in this episode. Stay tuned because he shares amazing resources and ways to connect with him in a new fabulous coaching program.   Show Notes: [3:15] - Ian shares his background and history in sales. [4:35] - While experiencing a very scary moment, Ian turned to prayer and saw his life flash before his eyes and felt deep regret. [5:56] - Ian made the promise that he would immediately begin serving others. [6:47] - Brandbuilders is the program Ian joined and connected with Elyse amidst battling addiction. [8:35] - Ian got to a point with living outside of integrity and he knew he needed to be honest. [10:00] - Through being honest with his wife, he went into recovery. [11:39] - Now, Ian can truly be the coach and leader he wants to be with integrity. [12:44] - So many people have a secret they are suppressing. [13:53] - Outside of sales, Ian truly believes his calling is to share his story to help others through addiction. [15:16] - When coaching sales, Ian is able to infuse mindset and spirituality elements. [17:44] - Money doesn't buy happiness, but it does buy you opportunities and freedom to do things that make you happy. [19:13] - Focus on the process, not the prize. [21:09] - Ian shares what he does when he finds himself focusing on the wrong thing and worrying about money. [23:50] - Once you break through your comfort zone, you see what is possible. [25:10] - Ian shares how he approached other coaches to find what was possible and changed his environment. [26:48] - Anything is possible but without the right things, you won’t experience success. [27:41] - Ordinary people can do extraordinary things but many people don’t try. [30:13] - What are RAD goals? [31:53] - Start small and increase your stepping stones. [33:48] - Success in any endeavor but especially as an entrepreneur, it is all foundational. [35:18] - Yes, you have to know how to sell, but it is dependent on more than just that. [36:33] - Ian shares tips for elite performers. [39:10] - Elite performers do top down selling. [40:05] - Don’t put anyone on a pedestal. [41:42] - Practice active listening. [42:36] - You leave the best impression by stopping trying to impress. [44:52] - What is the biggest life lesson that Ian has learned from his wife?   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

For entrepreneurs, one of the commonly misunderstood and confusing elements is PR and how to get featured in the press and media. For many, this is the next big step in getting more eyes on the business and you might be tackling it the wrong way. That’s why I’ve asked Renee Warren onto She Sells Radio today to help us gain better PR and press for your brand. Renee Warren is a mom, award winning entrepreneur, investor, drummer, author, and public speaker. Not only is she a mom and businesswoman at the same time, she shares her story about starting her business while pregnant and then having two babies in one year. Talk about incredible! Her business, We Wild Women, is all about helping female entrepreneurs transform their visions into massive impact with programs, courses, and even a podcast called Into the Wild. In his episode, we dive into all things PR: what to do, what not to do, and how we can show up powerfully in the media and press all while maintaining authenticity.   Show Notes: [3:08] - Renee lives her life as an unapologetic risk-taker. She shares what that means to her. [4:34] - There’s so much freedom when we step outside the boundaries of expectations. [5:54] - Society is so mean for mothers and as a mom, she realized that she can throw out those expectations for her business as well. [7:35] - Renee scaled to seven figures with two babies at home by taking risks. [8:27] - When committing to something publicly, Renee always follows through. [9:45] - Tag the people online who you know are going to hold you accountable. [10:25] - Those you inspire won’t always tell you but it’s your calling to keep going. [11:22] - An audience of one is still an audience. [12:24] - Renee shares tips on inspiring you to keep going. [14:15] - Create a media kit. This forces you to be organized. [15:44] - Media kits don’t have to be complicated and Renee has free templates on her website. [16:54] - Credibility is important to share with potential PR. [18:12] - Elyse shares her strategy and what she advises her clients. [20:05] - In order to make news, you have to create news. Make something newsworthy. [21:24] - Your hook depends on who you are pitching. [22:22] - Renee advises to never mass pitch. [23:59] - What is it about you and your business that is different from everybody else? [25:40] - There’s a strategy to following up. [28:27] - Podcasts are actually a form of PR. [30:01] - Podcasts have a very specific niche audience and are great for sales. [31:33] - Everyone on an executive team needs to have a personal brand. [33:18] - Renee shares her favorite pitches for getting people on her podcast. [35:40] - You will stand out by taking the time to be intentional. [37:42] - Renee is launching a new membership through We Wild Women that will help with PR. [39:21] - Renee’s advice is to be okay with failing. [40:15] - With taking risks comes judgment from others. You have to put it aside. Connect with Renee: Instagram Into the Wild Podcast We Wild Women Website   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

When it comes to virtual selling, we are all or all have been in a place where it is absolutely necessary. Due to the Covid-19 pandemic, virtual buying and selling has become the method of choice and with information constantly at the buyers’ fingertips, the sales process is different. In this community, we want to sell from the heart with heart and it might feel impersonal in a virtual setting. But today’s guest shows us that it can be even more personal than before.   Mark Magnacca is the co-founder and President of Allego, one of the world’s leading sales learning and enablement platforms. We first connected through a mutual friend and client and have known each other for many years. The lessons I have learned from Mark have been powerful and the content he provides in this interview is extremely valuable no matter what industry you are in. Mark is also the co-author of several books, but today we zoom in on Mastering Virtual Selling.  Show Notes: [3:22] - Mark shares the inspiration behind his most recent book as the change in selling due to Covid-19. [4:47] - Mark had already brought remote working to the company years prior to the pandemic. [6:38] - It is about the buyer and not about what you want. [8:31] - Ask your clients, employees, or teammates their preferred mode of communication. [10:02] - Geographical location makes a difference in meetings as well. [12:06] - The more you can do to elicit the knowledge of what buyers want, the more power that you have. [13:44] - What if buyers follow a journey that is different from the way the sales funnel is organized? [15:26] - Mark demonstrates the power of information with LinkedIn. [17:06] - The salesperson is a guide and that is a mindset shift. [18:42] - Mark describes a recent buying experience that blew him away. [21:36] - The differentiation isn’t the technology, it’s the way you use it. [24:10] - Mark took the core message of branding to a different type of audience. [25:16] - It doesn’t have to be unique. The value is in customization to your subset. [27:29] - The momentum in relationship building creates an opportune time to close a sale. Waiting too long will cause that energy to dissipate. [29:22] - Trial closing is a strategy that will help create a balanced relationship. [31:10] - Both people in a relationship must want something to make it happen. Oftentimes the balance is not 50-50. [33:25] - Go where you are wanted to avoid chasing the sale. [35:14] - Lack of self worth is one of the reasons many women avoid going into sales. Do it a different way. [38:15] - If you are a parent, don’t underestimate the power you have in shaping your child’s mindset. [40:42] - Mark shares some things he has learned from his own children. Connect with Mark: Mastering Virtual Selling Website Mark Magnacca on LinkedIn   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page