Summary:Jeff Bajorek is a consultant, author, and podcast host. He's taken his passion for how the human body works from a career as an athletic trainer turned medical device salesman turned business owner and sales trainer.He will say he stumbled into sales but as an athletic trainer he always had a heart for how he could help improve someone's life. When he sold surgical devices, he could literally see his impacts saving lives in the surgical room.Sales can get tricky because we tend to compare ourselves to those who make a career out of it. But there is no one way to sell. Two people can sell completely differently and have amazing results. Jeff will be the first one to tell you, you're probably an amazing sales person, you just don't give yourself enough credit. Listen to this and learn why.Key Takeaways by Time! 4:45 - How I met Jeff at the Sales Success Summit6:50 - How sales people lie to feed off each other and their contributions to society10:17 - Selling is not having a taking mindset13:19 - What convinced Jeff he needed to teach others how to sell.26:52 - How you're already selling in your life you just didn't know.33:16 - Success isn't climbing the mountain. The mountain has no top.Connect with Jeff!LinkedINWebsiteConnect with Us!LinkedIN: Website:

Summary:So pleased to introduce you to my friend, Reagan Smoker. Reagan has been a retail and hospitality manager for over a decade. She's worked from brands like Jos A. Bank, Lacoste, Calypso St Barth. Noe she's the GM of a quaint inn and restaurant in Sturgeon Bay, Wisconsin.I wanted to bring Reagan on to talk about her perspective on being a great human and how that applies to selling people on her. Her story doesn't disappoint!You'll learn some practical things from her stories working with difficult customers, challenging employees, and also from her over 12 year battle with breast cancer.Reagan truly leads with love in everything she does. This episode will show you how she does it and how you might be able to bring these approaches into your own interactions with others.Key Takeaways by Time! 6:02: Reagan's story of growing up and learning to read a room from a very early age - 6:028:00: "I'm still a human being, I just have a touch of cancer"8:52: Lead with Love - You don't knw what's going on with people's lives. Power of a genuine compliment.12:15: If you can't feel someone's pain, we've all seen movies or books where we can think of someone's pain. Channel that.31:00 - Having difficult conversations and how to approach people in a useful way.Connect with Reagan (Show her some love)!Reagan's LinkedINInstagramInn At Cedar CrossingConnect with Us!LinkedIN: Website:

Summary:The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier.You'll learn simple frameworks in our business an personal lives of how we tend to make decisions and how you can influence those decisions using the psychology of decision making.Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.Key Takeaways by Time! How David's perspective on sales formed similar to engineering only with human variables (4:00)If we want to see how we sell well we have to attune ourselves to the way people buy (6:29)3 Things Jay would focus on if he was coaching sales people as a sales sensei (9:54)Why you can learn empathy and how (12:30)Why ROI is confused with Value (17:54)Knowing where peoples head might be at (28:05)Connect with DavidDavid's WebsiteLinkedIN: David YoutubeConnect with Us!LinkedIN: Website:

Summary:Being present is an essential part of not only understanding ourselves better but it can actually help you in sales. Jay Abbasi has had an extremely vibrant career path. He was a sales training manager for Tesla supporting over 550 employees in 24 states. He realized that his calling was in going out on his own to help sales people and organizations become more productive. He uses mindfulness coaching to help people build resilience, avoid burnout, and persevere in their workplaces.He is a inspiring voice on LinkedIN and a warm communicator.You'll learn how the heck mindfulness can help you in sales and why it's not just meant for monks in a temple. You'll learn how to better relate to your emotions and tactics for being fully present in your interactions. If you're curious how mindfulness applies to sales and also how it's uniquely human. Listen on!Key Takeaways by Time! Jay's story of how he felt drawn to the concept of mindfulness as a life calling (3:30)Ways you can better understand what someone is feeling (6:07)Jay's definition of sales built around problems/result (18:43)The importance of trust in sales and what all great sales people do (21:58)Connect with Jay:Jay's WebsiteLinkedIN: Connect with Us!LinkedIN: Website:

Summary:Jules White is an award winning international sales consultant with over 30 years of business and sales experience. Working in many different sectors selling everything from baby products to stainless steel to Yellow Pages she has also experienced every job role within sales, from telesales through to Sales Director and has a wonderful breadth of knowledge and experience to bring to her work. She also secured investment from Peter Jones in the BBC’s Dragons’ Den, which is the ultimate pitch to win! She's an author, a business owner, and a TEDX Speaker.This episode we focus on how the same skills that serve us well in our lives are the same skills that serve us well in sales. People truly buy people and they buy people who truly get to know them. Jules instincts are always to get to know the human behind the sale and she'll help you unlock the language and mindset you can use to go deeper and build more lasting connections in all facets of your life.Key Takeaways by Time! Our uniqueness is the best thing we have as human (6:15)What is magic and how it's defined by the audiences mind (6:11)Defining what it means to be human (7:18)Story of what she learned from her Dad (10:00)Conversations about our Dads (15:00)Life Skills are sales skils and why (17:35)Why you let the buyer be in charge (19:57)Story of patience and being gentle with a large sale (23:32)Touching story about her and her son (29:50)Live it/Love it/ Sell It Methodology - 35:06Connect with Jules:Jules WebsiteLinkedIN: TEDX TalkConnect with Us!LinkedIN: Website:

Summary:Adam Wilber is a master magician, best selling author, entrepreneur, 3X time TedX speaker, and he's appeared on numerous TV shows to perform magic. His most famous appearance was on stage with the show Penn and Teller "Fool Us" where he successfully fooled magicians Penn and Teller.We talk about how great magicians are really leading their audience through a story much like salespeople are. At it's core magic is a performance art that exists in the mind of the viewer and you'll learn a lot of same techniques that Adam uses to draw people in to him can apply when you're influencing change.Key Takeaways by Time! How Adam got in to Magic. Or how it got into him (2:30)What is magic and how it's defined by the audiences mind (6:11)Disconnecting from reality that allows people to realize what they know to be true doesn't necessarily have to be true. That's a powerful thing you can give to help people grow (8:42)How do you find your creativity? (11:47)Magic as a journey. Not telling but the experience (16:00)Magic, Sales, and Tricks. You're showing someone to a door to help them see what's on the other side. (28:21)Connect with AdamInstagramHis websiteLinkedIN: Connect with Us!LinkedIN: Website:

Summary:This is a little shorter one this week but you get to meet Evan Carlton. His parents knew he'd be destined for a career in sales when he started a business up selling kids in his cafeteria for extra lunch tickets. So he's had to talk his way out of the principals office at times. That same skill has helped him develop a really successful career as a Sales Development rep in Silicon Valley. He's also grown sales development teams and now trains sales development reps.Key Takeaways by Time! Evan's definition of sales (3:30)Story of selling in his elementary school cafeteria and how those skills serve him well now. (8:24)What are people with great sales instincts doing? (15:18)The one trait that any persuasive person has (21:48)Connect with EvanLinkedIN: Connect with Us!LinkedIN: Website:

Have you ever wondered how to be inspiring? Why are we drawn to inspirational people and what about them makes us inspired to create change in our own lives.Erik isn't a trained sales person but people are drawn to him because of his inspiring story and I wanted to dig into the concept of inspiration and also accepting people and opportunities for who and what they are.Erik Eklund is a corporate leadership speaker and founder of Connecting Humans. He speaks to crowds to encourage them to do what they believe it and not to judge each other due to our differences.He looks different than most people from Sweden. That's because his parents adopted him from Columbia where he was found by a man on the doorstep of a church.He doesn't set out to be inspiring, he sets out to be honest and share what he believes in. He'll help you find the things in your life that might be inspiring to others. You'll also learn a mindset that will help you not only sell like a human but you'll find inspiration from your own story and connect with humans because of it.Key Takeaways by Time! Erik's Values in life (trust, care, purpose, joy) - 4:30Story about adaptin to different cultures 6:54Importance of the concept of acceptance 15:45How to be inspiring to others - 25:17Connect with Erik:LinkedIN: Connect with Us!LinkedIN: Website:

Summary:Alison can always be spotted by her pink blazer and her truly effervescent personality. She's passionate about simplifying sales and trains entrepreneurs in the UK on the necessary sales skills of a business owner. She's an author and a TEDEX speaker that frequently teaches on sales concepts that can be universally applied.You'll find out how she overcame dyslexia to become successful in sales. How to adapt your sales approach to appeal to people that may not look or think like you. And you'll understand how when people come to ideas themselves, that's really the biggest key to sales.Key Takeaways by Time! Why customer service and sales are really the same thing. (6:00)Why most people make sales complicated. (9:47)What does she describe is the magical dance of sales? (10:02)Sales is about a WE THING (15:04)What's one thing that can only hapen to you? Story of her walking into 10 Downing Street! (36:04)ResourcesThe Chimp Paradox - Dr. Steve PetersConnect with AlisonLinkedIN: Connect with Us!LinkedIN: Website:

Summary:If you've ever caught even a few minutes of the award winning TV series "Shark Tank", where entrepreneurs are seeking investment from the likes of Mark Cuban, Daymon John, Barbara Corcoran, Kevin O'Leary, and Robert Herjavec, then you know how nerve racking it can be and you see how there's only a short amount of time to get people to buy in to you. Meghan Reilly and her sister Sarah Nuse pitched the Sharks on their franchise dance business and they did extensive research on them. In this episode, you'll learn from a business owner how she distinguishes her business on personal impact, how to get people to buy in to you quickly, and the definition of what action really means. All from the perspective of a successful entrepreneur.Key Takeaways by Time! What makes her business unique. Why the world needs Tippi Toes "It's not about teaching kids to point. It's giving them confidence, showing them that making new friends, and staying active is fun. (7:44)The foundation of what they get to teach kids. (9:30)Why do Shark's buy? Why did they land a deal? (17:50)About being self aware. How to do it? "Put your blinders on and quit looking at other people" (21:24)Defining the word action. How do entrepeneurs define action? (3:41)Connect with MeghanLinkedIN: Connect with Us!LinkedIN: Website:

SummaryHave you sometimes wondered how people deploy an ability to sell really well throughout all aspects of their lives? In this episode, Rana Kordahi comes on to break down this concept. Rana runs a few different businesses teaching people sales skills. In Australia, she heads up a business to help unemployed people break into the workforce by selling themselves and teaches sales to people who have no formal background in the sales profession. She is also a powerhouse on LinkedIN, with over 40,000 followers, she has connected with people around the globe by being curious, kind, giving, and providing value. Our discussion dives into how sales can show up in all areas of your life and how you can apply sales frameworks to your interactions with all people.Key Takeaways by Time! Using frameworks of her sales coaching throughout life (8:43)How selling can change the course of your life and make the world better (10:27)Story of her family getting sent back from Cyprus where sales skills may have helped (11:28)Not everyone has time to be your best friend, concentrate on instincts on cultivating relationships (23:20)Resources:Rana's TED EX Talk6 Tips on Dealing With Rejection in Selling, Medium - 2018Connect with Rana!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:Think back on great managers you've worked for. They were probably people that would influence you to follow them wherever they went or you kept in touch with them as you've moved jobs. That's Taylor Howard. She's a Retail Operations Manager for H and M and she will teach you subtle ways to build influence. We talk about how she intently tries to learn about people on her team and strategies on growing influence without specifically trying for it. Influence will sell people on you over the longterm and Taylor is a great example of how! She sure influenced me to ask her to come on!Key Takeaways by Time! Story of her moving from Wisconsin to LA to become an actress (3:08)The people you influence the most might never tell you. Really moving story from her career (7:30)What excites her about leadership (14:37)How she sells teammates ideas to exec leadership (21:11)Story of how she inspired her team by challenging their future goals (25:17)Something that could only happen to Taylor (33:12)Connect with Taylor!LinkedIN: Connect with Us!LinkedIN: Website:

Quick summary:Denis Champagne's bubbly last name describes him well. He's built a 35 year career in professional sales on a foundation of integrity, enthusiasm, and persistence. His journey in sales is also rooted in his faith in Buddhism. In this episode, you'll learn how his Buddhist practice has helped him connect on a human level with executives. You'll also hear how Denis came back from life crushing personal events to lead a call center, start a sales coaching business, and lecture to MBA students on principles of sales.  Key Takeaways by Time! 3:30 - 2 Values That Make Up Denis5:06 - Why enthusiastic people don't always have to jump up and down6:40 - Importance of Mental and physical posture.18:38 - How has Buddhism framed his approach to sales.21:20 - Zig Ziglar quote - You can't be one type of person and another type of sales person. You are who you are.25:30 - Look from inside you if you can't go outside. Virtue is inside of you.26:16 - Create pillars of discipline in your life. Build on them.Connect with Denis!LinkedINConnect with Us!LinkedIN: Website:

Quick summary:Joe Kwon will say he's not a sales guy, he's a human connection guy. He's a Global privacy attorney for KPMG and he's also made a career writing books and producing content on human connections and most recently on charisma.This one really focuses on the dynamics of what human connections are all about at their core. We also discuss the myths behind the concept of charisma and how we can all unlock the charisma that we're all capable of. Even if you think you're not that charismatic of a person. It can even help those that may think of themselves as ultra charismatic to be more thoughtful on the concept of charisma.Key Takeaways by Time! How we both define value (7:41)Concept of Human Connection As Gears (8:30)Two things you can apply to never buy another self help book. (11:03)How you compare you past, present, and future stories to grow (18:48)Applying Principles from Never Split the Difference and Ego, AUthority, Failure (27:10)The Most Human Email Subject Line Ever (31:24)Resources:YouTube channel: https://www.youtube.com/channel/UCmSC7_veHdshx5Y8ukZHQgQ Learn Forbes article on Charisma https://www.forbes.com/sites/amyblaschka/2019/10/22/research-says-this-is-how-to-become-a-more-charismatic-leader/#8b472a6df41d Unlock Your Charisma: https://www.amazon.com/dp/B07WGBJ9T3/ref=sr_1_1?keywords=unlock+your+charisma&amp;qid=1565689488&amp;s=gateway&amp;sr=8-1Unlock Your Charisma available on Audible https://www.audible.com/pd/B0889YVCMM/?source_code=AUDFPWS0223189MWT-BK-ACX0-195466&amp;ref=acx_bty_BK_ACX0_195466_rh_us&nbsp;&nbsp; Unlock Your Executive Presence: https://www.amazon.com/Unlock-Your-Executive-Presence-Feel-ebook/dp/B088DQQCWN/ref=mp_s_a_1_2?dchild=1&amp;keywords=unlock+your+executive+presence&amp;qid=1589218836&amp;sr=8-2 Listen “Why It Works” podcast: www.patreon.com/whyitworks "The BIG LIE" podcast: www.joekwonjoe.com/biglieConnect with Joe! Email: [email protected] Twitter: @cnxcounselor LinkedIn: linkedin.com/in/joekwonjoe Website: www.connectioncounselor.com Free guides: www.connectioncounser.com/freestuff Connect with Us!<a...

Brief summary of show:Chris is a master story teller. He doesn't just craft a good story, he's passionate about helping other people discover their own unique story. He's a full time B2B Sales person and he's also a coach with The Sales Rebellion. He's authored a book to help anyone look deeply at their lives and own their own Story. He goes to some deep places on this podcast to help us all unlock our stories we haven't told, use our vulnerability as a super power, and create a space for people to become vulnerable with you.Key Takeaways by Time! How we reflect on the superpowers inside of us (2:28)What's the story that people will tell about Chris Watson long from now when you're not here? (5:27)Why the word potential is a myth (11:03)How you compare you past, present, and future stories to grow (15:52)How do you penetrate people who have their guards up? (20:00)The Power of community (23:15)Resources:"Culture Code" by Dan CoyleEarn Your Story - Chris Watson - AmazonConnect with Chris!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:A nurse is someone that makes connections with people every day and they can teach us al ot about little ways to understand people. Stephanie Kershner works at a hospital in Pennsylvania as an RN in Interventional Radiology and she's also worked as a trauma ICU nurse.This episode she goes into how she helps change the dynamic when someone may not initially want to work with you. She discusses what she does with patients and doctors to build trust in her. We can all learn from her experience and selfless purpose!Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do itTaking interactions and finding commonalities (2:52)Find ways to show people they matter. Even little ways to show people, I see you, it matter (6:47)Overcoming roadblocks when people make assumptions about you. (10:41)If you know something, you have to be willing to say something. That has to come with being humble. (19:07)Resources:If you want to show some Gratitude to a nurse, buy them a cup of coffee with Stephanie's campaign:Link: https://www.instagram.com/sbkershner/Connect with Stephanie!InstagramConnect with Us!LinkedIN: Website:

Brian has had a successful sales career that's spanned the food service distribution industry, heavy duty trucking parts, and pharmaceuticals. He's had numerous achievements and milestones throughout his career. He currently also hosts the Intentional Engourager podcast.We talk alot in this one about the meaning of the best pieces of advice his Dad ever taught him - People Buy from People.There's alot of great stories told throughout and practical ways to build deep connections with those you're seeking to know on a purely human level.We talk sports, the craziest thing a client ever said to him, my most fulfilling client sale (that didnt include money changing hands). And also how we both successfully connected and have failed at connecting with celebrities we've met.Find out how Brian got Coach K from the Duke Blue Devils to sign a book for him at the end!

Brief summary of show:I met Sarah from her genuinely human reply to my connection request on LinkedIN. She is a brand consultant with Jack Nadel Consulting. She advises companies on unique, effective, compelling ways to connect their brands to their customers in memorable ways. Her approach is very much about providing value to everyone she comes in contact with. Not only targeting value to her prospective clients. She wants to help people even it's not immediately evident how it comes back to her immediately.She shows you in this episode how to create more genuine connections on LinkedIN, finding success in not targeting your ideal customer, and breaks down a framework for why you should develop your personal brand.Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do itNot building a logbook of sales, building relationships (2:52)How to being a consultant can come back to you (5:00)Killer personal framwork for LinkedIN Connection Requests and Responses (6:11)Not trying to sell, just getting to know who you are (14:06)Framework for personal branding for sales and non-salespeople (19:02)Aligning your prospecting to your personal brand (24:48)Resources:Raquel Burress - True to You Personal BrandingHer LinkedINConnect with Sarah!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:If you read or listen to anything from Dale, you can feel immediately that you're listening to a man with an enormous heart. He's been enormously successful in his sales career, a LinkedIN Sales Star with over 30,000 followers, a CEO of the Sales Rebellion, and he's leading a movement to change the game in the sales industry.With all those accolades, he finds his greatest fulfillment in his walk on this earth by living a legacy of loving others, and community forged in him by his father, Curtis Dupree.This conversation flew by but packs so much of a punch. He understands how people emotionally buy in to you. Not on a superficial product level but on a deep personal level.Choose legendary in life and how to find the legendary human being inside of you that you were always meant to be. This episode will help you on that path.Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it)\(7:03)Dale's definition of what makes up a good person (3:00)How you can intertwine your faith with business (9:28)Leading with love with all humans (12:04)Breaking down the barriers that divide us while deeply touching others lives (13:12)Aptitude and Experiences Influece Interactions (17:00)Why the word Business is really a "cop-out" (21:33)Changing expectations of sales (27:06)Resources:TED - Nancy Byers. How to Heal By Carrying Your Grief https://optionb.org/build-resilience/video/beyond-closureConnect with Dale!LinkedIN: Connect with Us!LinkedIN: Website:

Brief summary of show:This episode features Leslie Mizerak. She is in Human Resources by trade but she's been in front of crowds of HR people to speak to declare that everyone in business today is in sales. She believes everyone has a responsibility to promote their organization and everyone is an ambassador for the business. Especially in Talent Acquisition.We had a great conversation to unpack her style of how she get's CEO's to listen to her in coaching and how she's influenced a movement with Disrupt HR Orlando. Her ability to listen, find commonality, and build community is why people are so drawn to Leslie.Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it)How Leslie approaches presenting new ideas to CEO's in her coaching practice. (7:03)Definition of a go-to person. What can you do to be seen as a go-to person within your workplace. (9:44)Her approach to active listening. What are some questions you can ask and a strategy to learn from (16:26)How one CEO transformed his relationships with his team by finding a commonality that was right under his nose (16:00)What can "non-sales" people practice to gain influence and what can trained sales people do to build stronger connections to people.Connect with Leslie!LinkedIN: https://www.linkedin.com/in/lesliemizerak/Connect with Us!LinkedIN: Website:

Brief summary of show:Jack Wilson was such a pleasure to talk to. He is a Director of Franchise Development for Cinch IT. He coaches sales reps and helps franchise owners grow their businesses. There are so many quick bites of advice that Jack gives here that can universally apply to anyone in business and he defines what true human focused sales is all about.Jack is our first B2B sales pro and while his career defines him as in sales, he most certainly isn't doing what "most sales people" do. Anyone can learn from this one.We talk a lot about the importance of self reflection on your intent with others. Are you driven by your needs and agenda or theirs? There's so much power in developing a "themselves" strategy. Being curious enough to understand what someone else wants so well that your role is only to empower them to do it for themselves not for you. You don't force, push, or try to help or change them. You help them, help themselves.Key Takeaways by Time! (FFWD if you need, it's cool and busy humans do it)Definition of sales people. What do "most sales people" do and how are they like "non-sales" people (3:03)Why our intentions are so important. Defining what our true intentions should be in sales and how to better align that with individuals (17:14)The cumulative effect of doing what you say. How that strengthens your relationships (19:55)What can non-sales people do when they need to sell something at work? Replace the word sales with help. Approaching others with a help always mindset.Connect with Jack!LinkedIN: https://www.linkedin.com/in/jackdwilson/Connect with Us!LinkedIN: https://www.linkedin.com/company/53108426/admin/Website: https://stories-of-selling-human.captivate.fm/