On this episode of the ROI Online Podcast, Catherine Brown she and Steve talk about how to rethink sales, what it means to be sincere and creative when selling, and the importance of effective sales processes.
Why do most people seem to think of sales as something to be avoided? Because they’re wired to remember negative experiences over positive ones. They've most likely seen or experienced firsthand what it’s like to be bullied into making a purchase, and so genuinely remember that over any positive interactions.
Listen To This Episode ⬇️
StoryBrand Guide Catherine Brown works with people who have primarily fallen into their role in sales learn to embrace their position
When she realized she didn’t want to practice as hard as she would need to to get one of the few orchestral percussionist positions available, Catherine had already finished a bachelor’s degree in music. Unsure what to do next, she worked as a temp before discovering how much she enjoyed interacting with people and so stepped into a recruiter and later sales position where she found her stride.
Catherine is resistant to other people’s ideas of sales. She doesn’t like any system that doesn’t allow for flexibility and considers the fact that she’s a good listener to be an asset to her job. To her, sales is about becoming a master of her own thoughts and behaviors to set herself up for success. That means, seeing her role as creative, sincere, and helpful. And, it means having a high self-regard, or accurately sensing her strengths and weaknesses, but liking herself anyway.
She understands that most people have had a negative experience with sales, which makes them scared of the word, let alone the job title. As a StoryBrand Guide, she helps Salespeople embrace the title, even when they didn’t dream about working in their field as a child.
Her advice to Salespeople? “It's really important that you say, ‘if I don't hear from you, I'll contact you in X time this certain way to follow up,’” whatever that looks like for you—email, phonecall, zoom, etc. If you don’t add that level of clarity, you’ll never know if the person you’re trying to sell to didn’t get your message, if they’re not interested, or if something else came up.
Listen on your favorite podcast network:
Also available wherever else you get your podcasts.
You can learn more about Catherine here:
https://www.extraboldsales.com
https://www.clarifyyourmessage.com/Catherine-Brown
Watch Extra Bold Sales Youtube Channel
Read the books mentioned in this podcast:
Emotional Intelligence 2.0 by Travis Bradberry and Jean Greaves
Get your copy Steve Brown’s book, The Golden Toilet. Also available on Audible for free when you sign up for a 30-Day Trial Membership!
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