Connect & Convert: The Sales Accelerator Podcast

Sales RX and Wizard of Ads Employee Optimization

Welcome to "Connect & Convert: The Sales Accelerator Podcast," where your host Dennis Collins, alongside co-host Leah Bumphrey, delivers unparalleled insights into the art of accelerating small business sales. Dennis, with over 150 years of experience in business enhancement, focuses on the profound impact of nurturing and developing people within the organization. His expertise lies in transforming average teams into exceptional ones through leadership training, effective communication, and the courage to tackle tough questions head-on. Leah complements Dennis's strategic approach with her vibrant energy and innovative strategies for business growth. Specializing in sectors that resonate with family and health, Leah excels in guiding businesses to explore new heights, emphasizing the importance of an open mindset and a clear vision for the future. Together, Dennis and Leah offer a synergistic blend of wisdom, humor, and actionable strategies. "Connect & Convert" is not just a podcast; it's a catalyst for small businesses determined to achieve sales success and operational excellence. Tune in to leverage Dennis's deep insights and Leah's creative solutions to transform your business landscape. Leah, with her infectious enthusiasm and deep understanding of business dynamics, excels in guiding entrepreneurs and managers to their next level of success. Her expertise shines in areas crucial for small businesses—health, family-life, and service industries—where she leverages her knack for identifying the right steps and connections to propel businesses forward. Leah’s approach is all about embracing change, setting clear goals, and enjoying the journey with a sprinkle of humor along the way. Dennis, with over a century and a half of experience in enhancing business performance through people development, complements Leah’s vibrant energy with his deep-rooted wisdom. He is a master at unlocking the potential of sales teams and leadership through targeted training and coaching. Dennis's methods revolve around asking the right, often tough, questions that many shy away from, providing the catalyst for transformation from average to exceptional. His tailored courses in leadership, sales management, and effective communication form the backbone of any business's journey to excellence. Together, Leah and Dennis are a powerhouse, offering listeners of "Connect & Convert" a unique perspective on achieving sales success. Their combined expertise covers the full spectrum of business growth strategies, from refining your approach to customer engagement and employee development to harnessing the true power of your business’s assets. The podcast serves as a beacon for small businesses seeking practical advice, inspiration, and actionable strategies to accelerate their sales and scale their operations. Join Leah and Dennis on "Connect & Convert: The Sales Accelerator Podcast," where small businesses find big ideas for sales success. Whether you’re looking to refine your sales approach, build a stronger team, or simply get inspired by a fresh perspective, this podcast is your go-to resource for strategies that not only connect but also convert. read less
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Episodes

How To Know If False Consensus Bias is Affecting Your Sales
Oct 13 2023
How To Know If False Consensus Bias is Affecting Your Sales
The host, Dennis Collins, delves into the nature of cognitive biases, illustrating their pervasive influence on human behavior and decision-making. He emphasizes the significance of understanding and mitigating the false consensus bias in the context of sales, highlighting its potential detrimental effects on sales strategies and customer interactions. The following key points are discussed:Introduction to Cognitive Biases: Dennis explains the automatic and unconscious nature of cognitive biases, underscoring their impact on various aspects of human behavior and decision-making.Understanding False Consensus Bias: The false consensus bias is defined as the tendency to overestimate the extent to which others share our beliefs, opinions, and behaviors. Dennis outlines the roots of this bias as well as its implications in sales.Impact on Sales: The false consensus bias leads salespeople to make assumptions about their customers' preferences based on their own beliefs and behaviors. This can result in an overemphasis on price, overlooking other product features or benefits, and an assumption that objections primarily relate to pricing.Mitigating the Bias: Dennis provides practical strategies to counter the false consensus bias, such as self-awareness checks, challenging assumptions, active listening, and customer-centric sales training. He emphasizes the importance of embracing a growth mindset and being open to feedback to continuously improve sales performance.Importance of Mindset in Sales: Dennis underscores the significance of mindset in achieving sales success, emphasizing that while having a strong skill set is crucial, maintaining a positive and customer-centric mindset is equally important. He concludes that effective selling involves both honed skills and the ability to understand and overcome cognitive biases.The episode serves as a valuable guide for sales professionals, emphasizing the need to be aware of and counteract the false consensus bias in order to build stronger customer relationships and enhance sales performance.