Stories of Selling Human

Alex Smith

I believe that all people want to be heard, seen, and understood. But how do we get people to hear, see, and understand us effectively? Salespeople train themselves on techniques to do this but there are people doing it well without the word sales showing up anywhere in their job title or job description. This podcast is designed to help us hone our human skills, understand subtle similarities between non-sales people and salespeople, and show how we can learn from both groups the next time we need to create change and sell by being human. You will learn from people throughout all walks of life. Nurses, coaches, janitors, event planners, HR executives, and architects. Just to name a few. We'll contrast them with trained sales people to show similarities and differences. There's an art to human connection and sales. We all do it differently and we can all learn from our every day human interactions. Please contact me and let me know who you see in your life selling by being human! I want to shine a light on them. asmith303@hotmail.com 215-622-6670 @asmith202 https://www.linkedin.com/in/alexcsmith/

You Can Learn Alot About Sales From A Therapist - Jason Wasser, LMFT, Certified Neuro Emotional Technique Practitioner
Aug 3 2022
You Can Learn Alot About Sales From A Therapist - Jason Wasser, LMFT, Certified Neuro Emotional Technique Practitioner
Summary: Jason Wasser is a therapist and coach for professionals, entrepreneurs, family businesses & athletes. He has an interest in working with high performance individuals through his consulting and coaching practice. He utilizes integrative and alternative medicine modalities to amplify his successful outcomes with his clients. He enjoys working with clients who are looking for something different than the "more of the same" approach and uses a mind-body approach along with a collaborative partnership with his clients to make quick and effective change. Jason also works with individuals, children, couples and families with a wide variety of challenges that the client wants to get unstuck from. Jason owns The Family Room Wellness Associates, a Mind-Body therapeutic healing practice in Fort Lauderdale and also hosts his own podcast - You Winning Life Podcast. This episode we talk about the parallels between therapy and sales. The best therapists aren't giving advice, they're helping people see their challenges from a new perspective. We go over how Jason does that in a way that gets the most out of his clients. And how you can use these techniques the next time you're needing to create change. Key Moments: 02:15 - Understanding people and breaking down their walls 06:17 - Building relationships, importance of great mentors 17:45 - "The first sale is yourself" 28:40 - Asking the right questions. Reading between the lines to find correct answers. 36:50 - First rule of self-development - Having full accountability and responsibility for your actions Connect with Jason (LinkedIN) (Family Room Wellness) (Youtube - You Winning Life Podcast) Connect with Us! (LinkedIN: ) (Website: )
What A Down To Earth Sales Guy Looks Like - Jason Walker, Enterprise AE, Go1
Jul 13 2022
What A Down To Earth Sales Guy Looks Like - Jason Walker, Enterprise AE, Go1
Summary Jason Walker is described by his colleagues as a "Down to Earth Seller". He describes himself on LinkedIN as The Conscious Seller and an LMS Whisperer. He showed me how he is all these things and more in our conversation. So much of sales is making people feel that they have someone that cares about them and Jason goes even farther with an approach that says - his client's deserve someone that cares about their problems. His approach to sales is framed by his personal life and he translates that into what he does every day. This conversation we chat about how he uses experiences in his personal life to inform his sales approach, how he connects with people that may not always want to open up, and what he does to frame problems in a relatable way. Stay to the end and you'll meet Jason's family through a funny family picture that may or may not involve multiple middle fingers. Down to earth through and through! Key Moments: 03:33 - We're all human and want to be treated the same way. Framing and solving problems in a clear way. (Jason's only job) 8:59 - How Jason's experiences have lead him here and what characteristics have really informed how successful he is in sales. Jason's personal story of how he understands people. 15:12 - A fun line Jason uses to break the ice on calls 17:51 - When people don't connect with Jason what he does. Overwhelming with value so they can trust him a little. 20:00 - Jason's line about how he frames problems using a CD example 35:10 - Something that is so totally Jason. Connect with Jason (LinkedIN) Connect with Us! (LinkedIN: ) (Website: )
Finding Your Essence in Sales - Rachel Druckenmiller, CEO, UnMuted
May 11 2022
Finding Your Essence in Sales - Rachel Druckenmiller, CEO, UnMuted
Summary: Rachel is on a mission to humanize the workplace by igniting resilience, connection, engagement and compassion in organizations, associations and their leaders and teams. Recognized by Forbes as a Next1000 honoree in 2021, the #1 Health Promotion Professional in the U.S. in 2015, a 40 Under 40 Game Changer in 2019, and one of The Daily Record’s Leading Women of 2020, Rachel is a national thought leader in the field of employee engagement and wellbeing. In this episode we go through how important it is to do the work to understand what your strengths are and harnessing them to connect to others. Rachel offers powerful questions you can ask yourself to find your essence. We talk about how Rachel went from being a perfectionist to finding vulnerability, what Rachel learned through burnout, and how her personal story can help you create genuine trust and connection with people. Stay to the end to hear Rachel sing and give you some inspiration in your day! Key Moments: 3:00: How Rachel defines Selling By Being Human through finding your essence. 6:20: Rachel's personal story of connecting to herself through being very disconnected to herself. 9:05: How You Can Find Your Essence. The Two Questions You Can Ask Yourself to Find It: What Shows Up When I do? What Qualities Do I Bring in A Room? 19:12: A story of how a teacher made Rachel feel warmth and really safe. 20:37: How Rachel changed perspectives of her colleagues around what Wellness should actually be. Through sharing her own personal story. 37:53: How Rachel thinks about building a brand - being more of what you are at your your core to fill a need for someone else. 42:29: Rachel's approach to how she sells through offering to meet needs vs selling to someone. Connect with Rachel LinkedIn: ( Newsletter: (  Instagram: ( (  Facebook: ( with Us! (LinkedIN: ) (Website: )
Defining Your Karma in Sales - Prya Kumar, Founder of Pivot My Profit
May 4 2022
Defining Your Karma in Sales - Prya Kumar, Founder of Pivot My Profit
Summary: Priya Kumar is a heart centered entrepreneur. She's the founder of Pivot My Profit, a consultancy practice centered around helping business owners find freedom with their financial literacy. She's also a hospice volunteer, an entrepreneur, a transformation coach, a blogger, an author, and a marathon runner. She started out as a Tax Investigator and now coaches entrepreneurs on finance strategy. All the while doing it with a service mindset. Priya is East Indian and her family immigrated from Figi. She has had to reinvent herself through some incredibly tough life experiences but she has grown through the way she shows up for herself and others. This episode we chat about the meaning of Karma and how it relates to sales, how you learn from clients who may take advantage of you, and what you can do to help people in ways to get them to listen even if its about something difficult to hear. Key Moments: 6:30 - Priya's story of her Dad and Karma 9:55 - How Priya rebuilt her life after a divorce and decided how she wanted to show up for others. Defining her mission. 16:56 - Concept of Trust in sales even when people may want to take advantgage of your generosity 18:07 - Your mindset in sales of selling first, why that's not serving you. 20:00 - Flipping your approach of your vision as a business to your vision for your clients. Connect with Priya (LinkedIN) (Website) Connect with Us! (LinkedIN: ) (Website: )
Why We Should Try Harder for "Normal Conversations" - Scott Leese
Apr 6 2022
Why We Should Try Harder for "Normal Conversations" - Scott Leese
Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and one of the most sought after people to help startups scale their sales organizations. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Scott puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales and a highly sought-after consultant, advisor, leader, and sales trainer. This conversation is how you make your sales process focused on having more real conversations, how you can find your own way to connect, and how to shift the typical messaging you use to make people believe there's a real person on the other end. Summary: Is love a feeling or is it a skill? Maybe it's a bit of both. Love isn't normally a skill you're taught to develop in your professional life but this conversation will teach you how you can. Matt Tenney defines love as the deep concern for the well being of another. He develops highly effective leaders who serve and inspire greatness in others. We discussed things like how love can show up in business and in sales. We went over how servant leadership and sales are synonymous. And we talked about how your mindset of love can effect how you approach everything in sales. Key Moments: 2:30 - Why sales is about having a normal conversation. What that means. it's about the style and the skillsets required. 9:25 - Scott's story about how he first learned business and sales. How he started and learned sales on his own. 13:37 - A trick of coaching - Having reps give feedback to other reps and then how to get those people to admit to their weaknesses without being defensive. 23:30 - Why Scott's approach resonates with Founders and how he's had to say no to business at some points. 35:58 - How Scott thinks about deploying vulnerability to make it work Connect with Scott (LinkedIN) Connect with Us! (LinkedIN: ) (Website: )
Building Personal Relationships by "Things Happen For You". - Jeremy Torisk, President, Torisk Pro Advisors Torisk
Mar 30 2022
Building Personal Relationships by "Things Happen For You". - Jeremy Torisk, President, Torisk Pro Advisors Torisk
Summary: Jeremy Torisk is the President of Torisk Pro Advisors, a company he founded to help people change their lives build around three basic principles: 𝟭) 𝗖𝗵𝗮𝗻𝗴𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗠𝗶𝗻𝗱𝘀𝗲𝘁 𝗳𝗿𝗼𝗺 𝗥𝗲𝗮𝗰𝘁𝗶𝘃𝗲 𝘁𝗼 𝐏𝐑𝐎𝐚𝐜𝐭𝐢𝐯𝐞 𝟮) 𝗗𝗲𝗳𝗶𝗻𝗶𝗻𝗴 𝗧𝗵𝗲𝗶𝗿 𝗗𝗿𝗶𝘃𝗲 𝗯𝘆 𝗘𝘅𝗮𝗺𝗶𝗻𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗪𝗵𝘆𝘀 𝟯) 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗕𝗿𝗮𝗻𝗱 𝗯𝘆 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗣𝗘𝗥𝗦𝗢𝗡𝗔𝗟 𝗥𝗘𝗟𝗔𝗧𝗜𝗢𝗡𝗦𝗛𝗜𝗣𝗦 He helps companies understand the science behind true employee engagement by putting people in the positions they are naturally suited for, creating happy productive employees. Jeremy does this through coaching, his public speaking, and through his sales training business. Like many ultra-successful people, Jeremy had his share of adversity. He crafted a negative view of himself, mostly from growing up in an environment influenced by the ever presence of of alcohol and drug abuse, having various mental illnesses in the family, leaving high school at 17 years old without a diploma, and escaping the madness by moving out on his own. He had no clue, however, that he would go on to help so many people and change so many lives for the better. In this episode we talk about how to build personal connections quickly, how to leverage vulnerability in the right ways to connect, and how he used his adversity to be the person he is today. Key Moments: 04:30 - Having virtual coffees and build personal relationships 15:25 - The importance collaboration. Dropping the sales persona. 18:17 - How Jeremy used his past experiences to change other peoples lives in a positive way 24:25 - Why so many people struggle with adversity? 33:14 - Acting at the speed of instruction 40:27 - Who do you help and how do you help them Connect with Jeremy (LinkedIN) Connect with Us! (LinkedIN: ) (Website: )
How to Not "Sell Out" and the Meaning of "Selling In" - Andy Paul, Author - Sell Without Selling Out
Mar 23 2022
How to Not "Sell Out" and the Meaning of "Selling In" - Andy Paul, Author - Sell Without Selling Out
Summary Andy Paul is the author of three award-winning sales books, "Zero-Time Selling" , "Amp Up Your Sales", and his latest book "Sell Without Selling Out" presenting fresh new perspectives on the sales processes that drive sales success. He specializes in teaching sales teams how to maximize the value and power of their individual selling styles, teaches on understanding what buyers want and delivering that, and how we can all leverage our innate capabilities to better collaborate with buyers. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today. Andy also hosts the host of the "Sales Enablement with Andy Paul" podcast, acquired by  (Revenue.io) in 2020. and he is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. In this episode you'll learn frameworks to go beyond surface level with people, questions to ask to to deliver insights, and why being friendly is distinctly different than "being a friend" to your buyer. Key moments: 08:40 - Has anything really changed in sales? What were the misses from the pandemic in sales? 15:25 - The importance collaboration. Dropping the sales persona. Selling to people. 22:50 - Trust instead of command and control 29:18 - Tips for sellers and buyers and stories of how our car buying experiences went well and how others fell off. Connect with Andy (LinkedIN) (Website) Connect with Us! (LinkedIN) (Website)
Connecting to Your Own Personal Story in Sales - Jerome Deroy, CEO Narativ.
Mar 9 2022
Connecting to Your Own Personal Story in Sales - Jerome Deroy, CEO Narativ.
Summary: Jerome Deroy is the CEO of Narativ - a company seek to transform how people engage with their work by using the power of storytelling to provide organizations with programs that create ownership, empower, and engage employees. He joined the company after leaving his position at BNP Paribas, Hong Kong when the company founders - Murray Nossel and Paul Browde, handed him a shoebox full of notes and told him, “we think there’s a company in here.” Jerome has since worked closely with clients as diverse as Prudential, Cigna, Boerhinger Ingelheim Pharmaceuticals, Kaiser Permanente, and Warby Parker. He also regularly lectures at Parsons New School of Design in New York City, where he teaches the Art of Storytelling. In this episode we discuss where people get caught up in telling stories, how to allow people to go on a journey with you, and how you can better listen to yourself and others when crafting the best way to tell stories. Key Moments: 02:25 - Selling by being human. What's that mean to you? 10:50 - Listening and storytelling method. Being a good story listener. 16:05 - How to craft a good story. Where do people get tripped up? 21:00 - What happened next in the story. Cardinal rule of story. 27:25 - Speaking with conviction. Importance of telling personal stories. Letting your audience go on a journey with you through the story. 41:08 - Selling is based on emotion Connect with Jerome (LinkedIN) (Website - Narativ) - Tell your own story with confidence! Connect with Us! (LinkedIN: ) (Website: )