The Influential Communicator

By Ravi Rajani

If you want to impact people, you need to influence them first.

Not in a manipulative way.

But in a way that's customer-centric and aligned with your values.

The problem is, captivating your custom... more

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FAQs about The Influential Communicator:

How many episodes does The Influential Communicator have?

The podcast currently has 103 episodes available.

The Influential Communicator episodes:

June 28, 2022[EP.22] How to Communicate like an Elite Salesperson & have a Consultative Sales Conversation with Anthony Iannarino
How To Communicate Like An Elite Salesperson And Have A Consultative Sales Conversation;

If you can create greater value for an individual, they will prefer to buy from you.

This is because you taught them more than anyone else about how to make their life better and make their million dollar problem disappear.

To really influence your prospects, you have to help them understand how their lives will improve if they ditch the status quo, create change and shift their habits for good.

This is done by authentically building trust.

This is done by having a consultative conversation.

And this is achieved by becoming their trusted advisor.

This requires you to operate in a way that’s ethical, congruent with your values and focused on the best outcome for the person in-front of you.

Nobody wants to smell your commission breath!

So, how do we communicate like a pro, have a consultative sales conversation and become a trusted advisor in the eyes of those we can truly serve?

Anthony Iannarino joins us in today’s episode of The Influential Communicator to give you the insights you need on how to stand out, communicate like an elite salesperson and have a consultative conversation.

Let’s go!

WHAT WE DISCUSS:
[0:26] - Who is Anthony Iannarino?
[3:02] - How Anthony stays consistent with writing
[4:36] - What Anthony does to recharge his batteries
[6:25] - What kind of books Anthony reads
[10:32] - Anthony’s definition of a consultative sales conversation
[17:14] - Extroverts vs introverts: Communication as a trusted adviser
[23:50] - Things that a brand new salesperson can do when communicating with seasoned sales professionals
[28:47] - Anthony’s advice for new salespeople on having a consultative sales conversation
[33:45] - Moments in Anthony’s career that triggered his fight-or-flight response
[41:33] - Signals that will tell you your prospect is insecure
[46:25] - An influential communicator Anthony looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:

The difference between the sales performance of introverts and extroverts and how ambiverts perform best in a trusted adviser role.

How to gain the trust of your clients through the “1-up and 1-down” principle

How to come to terms with the fact that some people will not like you

How to prepare efficiently before a consultative sales conversation

2 THINGS TO ASK YOURSELF WHEN PREPARING FOR YOUR NEXT SALES CALL:

What are my thought tracks?

Can I say it better and more effectively?

NOTABLE QUOTES:

[28:03] - “Anybody who wants to teach others should start by learning themselves.” - Anthony Iannarino

[30:46] - “What you communicate and how you communicate are both important.” - Anthony Iannarino

USEFUL RESOURCES:

Connect with Anthony Iannarino:
https://www.thesalesblog.com/
https://www.linkedin.com/in/iannarino
https://www.youtube.com/c/iannarino

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
54min
June 21, 2022[EP.21] How to use Storytelling to Influence, Persuade and Sell more Effectively with Victor Antonio
How To Use Storytelling to Influence, Persuade And Sell More Effectively;

As we all know, making connections with prospects and keeping them engaged plays a crucial part in the business world – especially if you want to make sales.
One way to do that is by telling stories. Storytelling humanizes your selling and makes connections with prospects more meaningful.
It’s also an opportunity for you to get creative with your sales pitch and bring some personality to what you are selling.
However, it can’t just be any story you can think of; it has to be a story that will resonate with your prospect on a personal level and one which connects to the million dollar problem which is draining their time, money and energy.
So, how can we make that connection and become a more effective storyteller?
In today’s episode of The Influential Communicator, Victor Antonio shows us the nitty-gritty on how to use storytelling to influence, persuade, and sell more effectively.
Alright, no more dilly-dally, hit that play button!

WHAT WE DISCUSS:
[0:26] - Who is Victor Antonio?
[12:41] - Talking ego, tapping into your inner voice, and the realization that you should just be yourself
[17:15] - How storytelling helps salespeople be more memorable
[33:06] - The “SPA Framework” and what it can do for salespeople
[36:26] - The difference between a case study and a customer success story
[39:52] - The right time to share stories as a salesperson
[44:13] - How a salesperson can use storytelling to appeal to the personal desires of the prospect
[49:03] - 3 things a salesperson can do to ensure they don’t sound scripted when sharing a story
[55:24] - An influential communicator Victor looks up to today
[01:03:05] - If Victor has experienced imposter syndrome when hanging around with people of influence.
VALUABLE INSIGHTS AND KEY TOPICS:
How to not lose yourself on the road to success by having more self-awareness when you are not being yourself and by having the courage to do things your way

How to be more memorable in the eyes of your prospect by telling impactful stories which spark an emotion

How to make better connections with your prospects by knowing what's meaningful to them, identifying their problems, and helping them understand them clearly

How to penetrate your prospects’ minds by appealing to the different ways in which they process information

3 WAYS TO BOOST YOUR CHARISMA ACCORDING TO VICTOR ANTONIO:
Don’t rush conversations.
Listen better and listen with empathy.
Remember the things that other people tell you.
NOTABLE QUOTES:
[06:15] - “Sometimes I think we’re obsessed with clocking everything, getting too much done too quickly, that we don’t take our time just to talk to people.” - Victor Antonio

[15:06] - “The toughest road to success is the road back to you.” - Victor Antonio

USEFUL RESOURCES:
Connect with Victor Antonio:
https://victorantonio.com/
https://www.linkedin.com/in/victorantonio
https://twitter.com/VictorAntonio
https://www.youtube.com/channel/UCfCyFresVpOJsopvipmcVIQ
https://www.facebook.com/TheVictorAntonio

Connect with Ravi:
https://www.theravirajani.com/podcast
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
1h 12min
June 13, 2022[EP.20] How to Communicate your Prospect's Million Dollar Problem with Impact with Luigi Prestinenzi
How To Communicate Your Prospect’s Million Dollar Problem With Impact;

Communication is the heart of every human interaction, and being able to do this effectively is perhaps the most important skill we need in life.

It is what allows us to exchange ideas, share stories, showcase our vision, impact people with our products and services...

The list goes on!

Most of the time though, communicating for influence and impact isn't easy, especially inside of the sales process!

There's several key ingredients that go into communicating with influence when selling your solution and we have to understand this..

Effective communication is the key to earning the opportunity to solve your prospect's million dollar problem.

Understanding this has the ability to make or break your quota.

Luigi Prestinenzi gets it, embodies it and teaches it!

In today’s episode of The Influential Communicator, Luigi and I discuss how to communicate your prospect's million dollar problem with impact, so they can address it, solve it and get to the promised land!

Are you ready?

Hit that play button!

WHAT WE DISCUSS:
[0:26] - Who is Luigi Prestinenzi?
[4:54] - How Luigi felt when he sold a $3.5 million contract to someone who once rejected him for a sales job
[9:25] - What Luigi does to protect his energy
[13:00] - How to uncover your prospect’s million dollar problem
[17:42] - How to help prospects identify their problem without spoon-feeding them
[23:40] - What’s done in between identifying the problem and presenting the solution
[29:06] - How to communicate the million dollar solution
[34:03] - How a sales professional can paint an ethical picture of what life would look like if they didn’t move forward
[38:10] - An influential communicator Luigi looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:
How to use other people’s discouragements to fuel your motivation to take succeed.
How to protect your energy and maintain a level of consistency in your selling without experiencing burn out.
How to educate your prospects about their BIG problem before presenting your solution.
NOTABLE QUOTES:
[2:01] - “Selling is less about selling. It’s more about helping a specific person achieve a really specific and better outcome.” - Luigi Prestinenzi
[4:12] - “Life is not a rehearsal. You only get one shot and things will happen...but you can’t let what happened to you control you.” - Luigi Prestinenzi

USEFUL RESOURCES:
Connect with Luigi Prestinenzi:
https://www.salesiqglobal.com/
https://linkedin.com/in/luigiprestinenzi

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
41min
June 07, 2022[EP.19] How to Build a Movement Around your Message with Dale Dupree
How To Build A Movement Around Your Message;

If you want to start a successful movement with meaning, you must first find your purpose and ensure it becomes the driving force behind all of your actions.
Take a minute and ask yourself: What impact do I want to have in the world?
The success of a movement isn't defined by making money; it is defined by the movement’s contributions to the community.
Remember, you are bigger and have more meaning than your sales quota!
In this episode of The Influential Communicator, Sales Rebellion founder Dale Dupree teaches us how to build a movement and rise above the current status quo in sales.
Dale also talks about the importance of designing your ideal lifestyle, knowing who you are and stepping into your authentic self so you can have a big impact in the world.
It’s time to push that play button!

WHAT WE DISCUSS:
[0:26] - Who is Dale Dupree?
[12:59] - What pushed Dale to build a movement and community
[22:22] - Dale’s process for creating detachment from business, career, and money
[30:39] - Three things Dale did by accident, which is serving him really well today
[38:24] - The biggest misconception sales reps unknowingly buy into, which will hurt them in the next 10 years
[42:43] - “The Crumpled Letter” sales tactic
[44:48] - What Dale thinks the world of sales would look like in 20 years
[46:23] - An influential communicator that Dale looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:
How to become a high value salesperson and realize that your worth should not be solely tied to business and money.
How to tap into who you truly are in order to find your true purpose.
The importance of being your authentic self when it comes to business.
How to build a successful movement through focusing on the ultimate outcomes of the community instead of focusing on yourself.
How to step up against the status quo of sales.
2 THINGS TO REMEMBER WHEN BUILDING A MOVEMENT
Be driven by purpose.
Strive for excellence rather than success.
NOTABLE QUOTES:
[25:04] - “Money doesn’t have to be a defining factor of success.” - Dale Dupree

[29:19] - “The only way I can truly impact others is to understand who I am and what I want.” - Dale Dupree

USEFUL RESOURCES:
The Crumpled Letter:
https://join.thesalesrebellion.com/crumpledletter/

Connect with Dale Dupree:
https://www.linkedin.com/in/copierwarrior
https://www.facebook.com/salesrebellion
https://www.tiktok.com/@salesrebellion
https://www.instagram.com/salesrebellion
https://twitter.com/SalesRebellion
https://www.thesalesrebellion.com/

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
51min
May 31, 2022[EP.18] How to Deliver Memorable Sales Demos that Don't Suck with Rajiv Nathan
How To Deliver Memorable Sales Demos That Don’t Suck;

Delivering sales demos is undoubtedly a defining moment in the sales process.

How you present your story, solution and message is mission critical if you want to win new business and impactful relationships in less time.

So, how exactly can you deliver a sales demo that breaks through the noise and connects with your prospect’s heart and mind?

In this episode of The Influential Communicator, I sit down with Rajiv Nathan to talk about how to improve your sales demos and craft sales pitches that don’t suck!

Rajiv, otherwise known as the Fresh Prince of SaaS, is also the founder of Startup Hypeman, a business that focuses on helping startups improve their storytelling and stand out to their audience.

He shares his groundbreaking approach of how to think like an entertainer and uncovers the importance of revamping old school sales approaches in order to craft a memorable sales pitch.

Ready to take notes?

Hit that play button and let’s dig in!

WHAT WE DISCUSS:
[0:26] - Who is Rajiv Nathan?
[1:55] - Rajiv’s Obama impression
[3:50] - What Rajiv learned from Obama’s communication skills
[5:10] - What Rajiv learned from his idols like The Rock and Jay-Z on pitching and storytelling
[11:06] - The number one mistake that sales representatives make when delivering sales demos
[16:44] - Pre-call rituals and exercises that a sales rep can do to calm down their nervous system
[19:14] - Why post-call rituals are just as important as pre-call rituals
[21:09] - How to build trust effectively and start a demo in a unique and memorable way
[25:20] - Why you should focus on shifting perspectives in sales demos
[28:56] - Things that people can do differently in their sales demos today
[34:45] - What a sales rep can do to stand out after a call
[40:31] - An influential communicator that Rajiv looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:

How to build a pitch deck that connects with your prospect emotionally and logically.

How to shift into a winning mindset before deliver an engaging sales demo.

The importance of having pre-call and post-call rituals so you can improving your sales pitches.

Useful exercises sales reps can do before, during, and after any discovery call.

3 THINGS THAT PEOPLE CAN DO TO STAND OUT IN THEIR SALES DEMO

Make things exciting by using the Reverse Demo Technique (RDT). Do the exact opposite of conventional sales demos by taking the end result and working your way backwards.

After the sales demo, send bullet points of the things you talked about and a 2-minute video recap of the meeting. Don’t send a video of the full meeting!

Keep things interesting by keeping them engaged and sending them content related to the things you talked about during the call.

NOTABLE QUOTE:

[15:04] - “My philosophy with any business is: Don’t think like an entrepreneur, don’t think like an executive. Think like an entertainer, because the entertainer has one goal in mind and that’s making an emotional connection with their audience.” - Rajiv Nathan

USEFUL RESOURCES:

How to develop the perfect elevator pitch:
https://www.startuphypeman.com/influential

Connect with Rajiv Nathan:
https://www.startuphypeman.com/
https://www.therajnation.com/
https://www.linkedin.com/in/rajivnathan
https://twitter.com/rajnation
https://www.instagram.com/rajnation

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
46min
May 24, 2022[EP.17] The Secret to being Influential & Getting what You Want with Dr. Zoe Chance
The Secret To Being Influential And Getting What You Want;

Influence is your superpower.

Not only is this true, but it's also the title of a new high impact book written by today’s guest, Dr. Zoe Chance.

Influence helps bring great ideas to life and makes people want to say "YES" to you.

Every one of us is born with the power to influence people.

But at some point in our lives, we lose our way.

It’s up to us to rediscover this ability so we can transform lives – starting with our own.

So, how can we rediscover that power and become more influential as a salesperson and as a human being?

In this episode of The Influential Communicator, Zoe unleashes her story, strategies and tips on how you can communicate with influence, boost your charisma and sell anything in a way that's full of integrity!

Hit that play button and let’s go!

WHAT WE DISCUSS:
[0:26] - Who is Zoe Chance?
[3:38] - Where Zoe’s passion for studying "influence" came from
[9:40] - A time in Zoe’s life where she used influence to get what she desired but later found it was out of alignment
[14:26] - Zoe’s inspiration for communicating effectively with an audience
[17:00] - The analogy of “the Gator vs the Judge”
[28:12] - The “24 Hours of No” challenge
[35:51] - Why the magnitude of the “ask” matters as a salesperson
[43:22] - Zoe’s definition of charisma
[50:46] - Zoe’s one tip on how to be a more influential communicator
[52:12] - An influential communicator Zoe looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:

How people tend to do things that are habitual and how our unconscious mind tends to influence us more that we'd like to think, whether we’re aware of it or not!

How to be more comfortable with saying no and become less of a people pleaser.

How to decide when to say no and shift your focus to “relationship thinking” instead of “transactional thinking.”

How you can make more convincing pitches by improving the delivery and timing of your message.

What it really means to be charismatic

3 QUALITIES THAT MAKE A PERSON CHARISMATIC

Being your genuine self and being comfortable in your own skin.

Being a good listener.

Being interested and authentically passionate about what other people have to say

NOTABLE QUOTES:

[12:23] - “The mother of all misunderstandings in influence is this idea that people are making their decisions rationally and consciously.” - Zoe Chance

USEFUL RESOURCES:

Connect with Zoe Chance and buy her new book:
https://www.zoechance.com/
https://www.linkedin.com/in/zoebchance
https://twitter.com/zoebchance

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi's Social media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
58min
May 17, 2022[EP.16] How to Share Stories that Inspire your Team to take Action with Kevin "KD" Dorsey
How To Share Stories That Inspire Your Team To Take Action;

The ability to motivate, inspire and coach your sales team to new heights is both an art and a science.

Every sales leader has their own process for doing so, with the art of storytelling being at the forefront of every impact driven leader’s strategy.

The question is, where on earth do you begin?

Uplifting your team with a moving story works wonders when it comes to inspiring them to take action.

As they say, facts tell…but stories sell!

It’s much easier to remember a story when it ignites a specific emotion within us vs trying to recall a boring set of information or statistics.

Pairing a well-thought out story with a carefully-planned strategy is a one way ticket to helping your salesforce achieve their goals in the most effective manner.

In this episode of The Influential Communicator, Kevin “KD” Dorsey joins us for an insightful conversation on the importance of executing actions with intention, better internal communication, and confidence in the workplace.

Join me and Kevin “KD” Dorsey as we talk about how to share stories that inspire your team to take action.

Hit that play button and let’s get it!

WHAT WE DISCUSS:
[0:26] - Who is Kevin Dorsey?
[02:50] - The importance of executing with intention
[06:36] - Why Kevin didn’t pursue his acting career
[08:31] - The biggest trends that Kevin sees in sales leadership today
[11:30] - Kevin’s perspective on using stories to sell
[16:09] - How to communicate a revenue change to a team
[21:57] - Why having confidence is vital to being a successful leader
[24:36] - How to communicate to your team in times of crisis
[37:13] - How Kevin would inspire a sales team to sustain success
[43:45] - An influential communicator that KD looks up to today
VALUABLE INSIGHTS AND KEY TOPICS:
How stories help people retain information.
How to be intentional with your actions.
How to exhibit confidence in the workplace to become an effective leader.
The importance of formulating a plan or action when it comes to achieving a goal.
Helping your team realize the impact of their action through storytelling.
How to operate in a way that’s congruent with your values.
3 WAYS TO INSPIRE A TEAM TO TAKE ACTION:
Design a strategy on how to achieve your goal before communicating the goal to your team.
Use past achievements as an anchor to inspire fearless execution today.
Emphasize how important they are to the company and explain the cost of inaction through storytelling.
NOTABLE QUOTES:

[03:03] - “So often in life, we don’t get what we want, simply because we don’t execute. We know what to do, we just don’t execute.” - Kevin Dorsey

USEFUL RESOURCES:

Connect with Kevin Dorsey or join his sales community today:
https://www.linkedin.com/in/kddorsey3
https://www.patreon.com/insidesalesexcellence
https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694

Ravi Rajani's links:
https://www.theravirajani.com/podcast
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
47min
May 10, 2022[EP.15] How to Share your Story and Start Your Content Creation Journey with Morgan J Ingram
How To Share Your Story And Start Your Content Creation Journey;

In today's world, having "trust" with your buyers is the difference between success and failure.

What better way to build it than creating content that shares your story, solution and message in a way that's captivating to your future customers.

However, in a crowded and noisy world, the question is...

How can you share your story and start your content creation journey in a way that helps you stand out and become memorable to those that truly matter?

Who better to chat to than the man himself, Morgan J. Ingram to uncover his tactical steps on how to start your content creation journey with impact.

Tune in to this week's episode of The Influential Communicator to hear from helpful tips on how to kickstart your content creation career and gain the momentum you deserve!

WHAT WE DISCUSS:
[0:27] - Who is Morgan J. Ingram?
[5:26] - How Morgan started creating content
[8:28] - Things to consider before creating content
[13:00] - How to have an authentic conversation with someone in your circle that you’ve outgrown
[20:24] - How to find your niche
[27:40] - How to add value when you’re not an expert in your space
[33:20] - How vulnerable should you be when personal story?
[36:15] - How to get people to consume your content
[39:03] - What keeps Morgan going in his own content creation journey
[41:09] - Who Morgan looks up to as an influential communicator
VALUABLE INSIGHTS AND KEY TOPICS:
Before you start your content creation journey, understand your brand voice, your niche, and what you want to be known for.
Simplicity is everything...don't overcomplicate your niche.
Have a brutally honest conversation with yourself; What are you passionate about and how much do you actually know about your chosen topic?
Think about how you want your brand to be perceived and how you want to connect with your audience.
Consistency is the distribution strategy that trumps all.
3 QUESTIONS YOU CAN ASK YOURSELF FOR DIRECTED DISCOVERY
How do I enhance my brand without losing myself?
How do I continuously keep a moral ground as I elevate into different circles?
Who are the people that I need to be connected with and how do I connect with them?
NOTABLE QUOTES:
[12:38] - “In order to elevate your brand or your voice, you need to elevate yourself.” - Morgan J. Ingram

USEFUL RESOURCES:

Connect with Morgan J. Ingram:
https://www.linkedin.com/in/morganjingram
https://tiktok.com/@morganjingram
https://twitter.com/morganjingram
https://www.instagram.com/morganjingram
https://www.morganjingram.com

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Ravi Rajani's Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
44min
May 03, 2022[EP.14] How to Communicate your Mental Health Story as a Sales Leader with Chris Hatfield
HOW TO COMMUNICATE YOUR MENTAL HEALTH STORY AS A SALES LEADER;

Mental health and mental illness are two terms often used as if they mean the same thing, but they don’t.

Everyone has mental health, just like everyone has physical health and spiritual health.

According to this week's guest, not everyone will have a mental illness, but they will experience a struggle in their mental well-being at some point in their lives.

It’s also a common misconception that sales leaders in the workplace must be infallible in order to be considered a success, however, there are so many benefits that come with being open, vulnerable and transparent about your own mental health journey as a mentor.

People will become more comfortable expressing themselves, and in turn, will be encouraged to support each other.

By doing this, you are laying the foundations for a positive culture change in your business.

But how exactly can you initiate this change?

In this episode, Chris Hatfield sits down with me to talk about the importance of sharing your mental health story as a sales leader.

Listen in to learn more!

WHAT WE DISCUSS;
[0:27] - Who is Chris Hatfield?
[2:03] - Chris’ experience with anxiety during his sales career
[4:05] - How Chris became comfortable sharing his mental health story
[7:42] - How Chris measures the ROI of mental health coaching and training
[10:27] - Why do sales leaders struggle with showing their vulnerability?
[13:10] - Dealing with leaders that have a different mindset
[14:54] - Why sales leaders should share their mental health story
[17:40] - The cons in sharing your mental health story
[20:11] - How to support someone with a problem you can't relate to
[23:40] - Figuring out how much of your story to share
[27:05] - How to deal with the anxiety that comes before sharing your story
[30:11] - How long should your story be?
[32:10] - Telling your story to encourage others to tell theirs
[36:21] - How to make your team comfortable with mental health conversations
[38:35] - How to deal with the ‘vulnerability hangover’ post sharing your story
[39:51] - The vision of SalesPsyche
VALUABLE INSIGHTS AND KEY TOPICS:
56% of sales reps are not comfortable talking about mental health with their manager.
When you share your mental health story, make sure you provide a solution to your challenge so that people become encouraged to solve their own challenges.
You don’t need to have the answers to all the problems but you can guide your team to find a solution for theirs
Ask yourself “Why, What, How”: Why am I sharing this? What’s the intention? How am I sharing this?
Anxiety tries to get you to pay attention to something - listen to it!
Sometimes, our brain catastrophizes things and makes things worse than they actually are. Always find the evidence.
When sharing your story, keep it succinct and think about the relevancy of what you're sharing.
3 REASONS SALES LEADERS STRUGGLE WITH SHOWING VULNERABILITY
Being vulnerable is not in their nature and the way they developed throughout their career created a habit of not having a space to be vulnerable.
They hold a belief that being vulnerable may position them as an ineffective leader.
They believe in the idea that the more vulnerable you are with your team, the less accountable they will be when it comes to reaching business goals as you won't be taken seriously as a leader.
NOTABLE QUOTES:
[25:29] - “Emotions are signals, not threats.” - Chris Hatfield
[29:10] - “Writing things down helps you become more present and look at things more logically.” - Chris Hatfield

USEFUL RESOURCES:
Connect with Chris Hatfield:
https://www.linkedin.com/in/chrishatfieldsalespsyche
https://www.instagram.com/heypsychehow
https://www.salespsyche.co.uk/

Ravi Rajani’s website: https://www.theravirajani.com

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
44min
April 26, 2022[EP.13] 6 Tips on How to Sell More with Story
6 Tips On How To Sell More With Story;

We're all suckers for a good story.

It's scientifically proven!

The truth is, in business and in life...

It’s always been a surefire way to capture people’s attention (when done effectively) and truly connect with them in a way that builds trust!

Let's face it - stories sell, facts tell!

The best salespeople in the world know this and I want you to as well!

In this solo episode, I discuss 6 high impact tips on how you can sell more with story.

Hit that play button, and let's go!

WHAT I DISCUSS:
[0:34] - Introduction
[1:47] - Tip #1: Leading with a customer success story can burn you.
[3:48] - Tip #2: Think like a comedian.
[7:13] - Tip #3: Don’t share the right story with the wrong client.
[9:27] - Tip #4: If you’re struggling with Imposter Syndrome when speaking to C-suite decision makers, use the trusted advisor story.
[12:38] - Tip #5: Stories which connect to your prospect’s million dollar problem are cool, however stories which connect to the source of that pain are cooler.
[14:33] - Tip #6: If you’re sick of competing and being compared to bigger players in your space, own your imperfections and transform them into a positive.
VALUABLE INSIGHTS AND KEY TOPICS:
When to share and use a customer success story
How to think like a comedian when sharing stories in the sales process
How to communicate with c-suite decision makers using storytelling
How to connect with your prospect's big problem on a deeper level
How to stop being compared to bigger and more established companies in your space
3 TIPS ON HOW TO TELL AN ENGAGING STORY TO A PROSPECT:
Your first story should be punchy, add business value, and be connection-focused.
Layer in the longer stories as you consistently earn their attention and build trust.
Tell a story that will make your prospect feel significant and understood.
NOTABLE QUOTES:
[9:55] - “Teach them something they didn’t know before they met you.” - Ravi Rajani
[11:50] - “People with a firm opinion on something are seen as thought leaders in their space, and as somebody who have a grasp on what they’re talking about.”

USEFUL RESOURCES:

Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast

Social Media:
https://www.linkedin.com/in/ravirajani/
https://www.tiktok.com/@theravirajani
...more
18min

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The Influential Communicator

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FAQs about The Influential Communicator:

How many episodes does The Influential Communicator have?