The Why And The Buy

Today's guest may be a psychic or have some sort of sixth sense, because she began researching for her book about uncertainty years before Covid. Meridith Elliott Powell, sales strategist, leadership expert, Certified Speaking Professional, and award-winning author, joins Jeff and Christie for a a discussion that will blow you away with its seemingly contradictory take on prospering during times of change and unsteadiness.

Meridith knows that a lot of people are working harder than ever right now, but that too many have no plan! And the work for works sake is wearing us down. She reveals inspiration, strategies, and formulas from her new book 'Thrive!' that will help you to create a vision to not just handle change, but welcome it and leverage it as a growth opportunity. They discuss how to foresee and control change, and the importance of leaders to prepare and train their teams for it. Because shocks will hit the system again, and the question is - are you going to be a wallower or a survivor?

Find out more about Meridith here.

Pre-Order her new book: THRIVE! STRATEGIES TO TURN UNCERTAINTY INTO COMPETITIVE ADVANTAGE

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Today's guest, David Priemer, Founder and Chief Sales Scientist of Cerebral Selling, arrived at a sales career in very unique way. He was an award-winning research scientist that ended up falling in love with sales. As a scientist David's focus was finding solutions and solving problems. This mindset helped form his approach to selling.

David starts the conversation with Jeff and Christie at its most basic - how do you describe what it is you do when someone asks? He explains the nuance and weight that answer can hold depending on who is asking. From here David reminds us to humanize our message, discover what the audience values, zero in on solving problems, and to not be afraid of being provocative in order to draw people. An effective way to do this is to 'Fall in love with the problem." Listen as he gives examples of simple questions to ask to create meaningful engagement with clients that will make you stand out.

Find out more about David Priemer and Cerebral Selling here

Get David's book 'Sell The Way You Buy'

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Buckle up! Larry Long Jr., speaker, trainer, mentor, and motivator is unleashing his trademark energy and excitement on today's show. It might be all you need to know about what kind of person he is, that when Jeff asks about what brought him success, he responds with his two biggest failures.

Herein lies the importance of Larry's message. We all fail, but only those with the right mindset will turn that into something greater. Jeff and Christie talk with Larry about how coaching is much more than just gathering information, how negatively we speak to ourselves, how that effects our performance and some practical ways to move beyond it. Larry also lets us in on some compelling new offerings he has in store.

Learn more about Larry here!

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Very few of us could have foreseen the seismic changes that have occurred over the last year. A lot of salespeople exhausted their pipeline instead of finding new ways to fill it. Even more suffered a crumbling of their professional discipline and are now finding themselves in a make or break moment. Today, Jeff and Christie have invited global sales leader, keynote speaker, trainer and best-selling author Victor Antonio to talk about how those struggling can bounce back.

They discuss the changes in both corporate structure and culture, the decline of the meaningless meeting, views on business travel, LinkedIn tips, the art of Zoom and the link between money and kindness.

Find out more about Victor here

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Welcome to the first episode of The Why and The Buy's Monthly Musing. This is a shift away from the solo Monthly Musings, to a new bonus episode with both Jeff and Christie discussing topics that are fresh on their minds. Today, it's all about new beginnings.

We are seeing vaccinations skyrocket, travel open up, and new, but altered, opportunities on the horizon. Did you make the necessary changes in mindset and strategy this past year? Jeff and Christie talk about those that will survive, those that will thrive and those that will be left behind. They also discuss the greatest lessons they've learned and the greatest possibilities that await them in the coming months.

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Is your outreach cookie-cutter, out dated, missing the target, or crossing the line of annoying? Most of you have probably been guilty of at least one of these. Enter good friend of the show, Jason Bay, outbound sales coach, trainer and Chief Prospecting Officer at Blissful Prospecting.

As usual Jason does not come empty handed when he talks with Jeff and Christie. He shares valuable cold outreach strategies and exercises you can do to get results. How to fill in the gaps, personalize the right way, find out what prospects want and don't want before contact and leveraging your best clients. All with the goal of finding the outreach sweet spot and increasing your percentage of returns.

Find out more about Jason here!

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This special episode of Whatcha Readin' #11 takes a decidedly different direction. 'Cause well, "You have brains in your head, you have feet in your shoes, you can steer yourself any direction you choose." Simple? Yes. Profound in its simplicity? Definitely.

Camille Clemons joins Jeff and Christie to talk about a book that brings inspiration to young people, and clarity and focus to adults. Dr. Seuss' 'Oh The Places You'll Go!' The book plainly lays out the importance of mindset, outlook and decision making which resonates in a whole new way in our world at the moment. The group also connects other authors and speakers that build on a foundation of the principles in this 3 minute read.

Find out more about Camille Clemons here

Get a copy of the 'Oh The Places You'll Go!' here

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Marcus Chan, leading sales trainer, consultant and founder of Venli Consulting, joins Jeff and Christie on today's show. Marcus noticed early in his career, the inverse relationship of money and time. But not wanting to sacrifice too much of either he began sorting out his priorities. He realized he could make changes that would give him the time for what was most important in his life while still being financially successful. Listen as Marcus reveals loads of tips and hacks to start you down a path of building the life you want.

Plus! Weigh in on the heated debate - Is a hot dog a sandwich?

Click to find out more about Marcus Chan and the Six Figure Sales Academy

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Stick with the tried and true or explore different paths that may bring more risk or reward? Today's guest is firmly agrees with the latter. Sales and Marketing Leader Ben Cohen joins Jeff and Christie to share his fascinating and varied career path.

From his beginning at NBC photography department to his transitions to sales and marketing and project management, breaking rules and status quos along the way. They also cover the necessity of making mistakes and the hidden blessing of bad bosses. Listen on for invaluable leadership lessons and inspiration.

Find out more about Ben here

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There are times in our life, that we get a chance to take part in an incredible opportunity. You may even call it a once in a lifetime opportunity. Unfortunately we are often too quick to throw up mental obstacles, excuses, insecurities, and the moment passes us by. Jeff talks today about going for those chances. That if you really want to do something - figure out a way to do it. And usually that once in a lifetime opportunity, is something you find a way to do again.

Plus - Take a deeper dive with Jeff on Deeper Thought

WANT MORE WHY AND THE BUY?

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