Sales are crucial for company owners, entrepreneurs, and salespeople. Sales—what comes to mind? Many associate sales with aggressive, money-hungry salesmen. This is false. Sales success depends on mentality change. In this post, we’ll discuss how a problem-solving mindset and confidence in your product may help you meet sales targets.

Pushy to Problem-Solving

We’ve assisted entrepreneurs and salesmen. Pushy sales tactics don’t work. Instead, we educate customers about problem-solving. People come to you for solutions if your product or service is ethical. Since you’re solving a problem, selling gets simpler when you go from selling to assisting.

Gaining Self-Assurance

Sales success requires problem-solving confidence. Ask, “What issue am I solving?” before selling anything. This question clarifies your product’s worth. Knowing your product will assist someone makes sales simpler. Decent writing is crucial, but believing your product will improve someone’s life is more important.

Becoming Convinced

How can you believe it? Be honest with your customers and offer a trial or lesser pricing. You’ll gain confidence by helping customers succeed and create prospects. Start with why and decide what you desire. Without an end objective, it’s hard to grow and meet lead indicators like outreach or cold calls. To keep focused and make progress, write daily about what you accomplished, what you might have done better, and your primary goal. Reverse engineering and step-by-step breakdown may help you reach your target daily.

Intense Sales

Software, real estate, insurance, and mortgage sales are notoriously competitive. Few succeed in these sectors and make more money. Sales takes time and patience to learn. Sales is hard job, but AI may make it easier in the future.

Mentorship

Sales success requires a mentor. Free materials may assist, but a mentor can simplify and lead. In remote employment, community support and accountability are essential. Remote work is distracting since there’s no supervision. Holding one other responsible may help you reach your objectives. Sales is difficult, but with patience, dedication, and direction, anybody can succeed.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Megan is a trailblazer in the world of mental health advocacy and speaking. At just 18 years old, she knew that her passion was to help others facing mental health challenges and to spread awareness about these important issues. Over the past eight years, Megan has become a sought-after speaker, with invitations to speak at events across the country and around the world. She has given multiple TEDx talks, and her work has been recognized with four Amazon bestseller awards.

My Personal Journey with Mental Health

As someone who has struggled with anxiety and depression since a young age, I understand the importance of taking control of one’s mental health. Mental health is a complex and ongoing battle for many people, and it’s essential that we learn to cope and manage it in the best way possible.

Anxiety and Depression from a Young Age

I recall experiencing anxiety as early as fifth grade, and it only worsened over time, leading to difficulties in high school. Despite feeling alone and hopeless, I made the brave decision to ask for help at 16, and it has been a journey of self-discovery and healing ever since. I have learned to manage my mental health through therapy, medication, and other means, and I believe that it is essential to not give up on oneself and seek help when needed.

Judgement and Prejudice in Society

The negative effects of judgement and prejudice in society, especially regarding mental health, can be detrimental. It is important to not judge others based on external factors, such as their appearance, possessions, or financial status. The stigma surrounding mental health, particularly in men, can prevent people from seeking help, and it’s essential that we listen to our own bodies and take care of ourselves in the best way possible. Seeking help is not a sign of weakness, but rather a sign of strength and love for oneself.

The Pandemic and Mental Health

The pandemic has added a new layer of trauma and stress for people, leading to feelings of anxiety, depression, and even PTSD. The key to improving mental health is to practice self-love and care, whether it’s through therapy, medication, or other means. Reframing our thoughts and attitudes towards mental health can be a powerful tool in the journey towards healing. Writing down negative thoughts and analyzing them can help identify patterns and negative thought processes that may be causing harm. The pandemic has been a difficult time for everyone, but it is important to remember that healing and recovery is possible.

Trauma and its Impact on the Human Mind

Every individual has gone through some sort of trauma in their lives, whether it be a major one like near-death experiences or a smaller one like losing a friendship. Trauma can result in feelings of worthlessness and fear of being hurt again, causing one to retreat into a safety mode. However, it’s essential to let go of this mode of survival to experience joy and love again. Various tools like therapy and EFT tapping can help in coping with the trauma and moving on. The feeling one experiences after a traumatic event is not just in their head and is scientifically proven through PTSD. If anyone is struggling to cope with trauma, they should reach out for help and know that they are not alone.

In Conclusion

In conclusion, life is a journey filled with ups and downs, but it’s up to us to shape our own path and make the most of our experiences. Our hardships may shape us into who we are, but they do not define us. We have the power to choose how we react and move forward. I am proud to be on a mission to spread love and positivity, encouraging others to take control of their own mental health journey. Through speaking at schools, giving TEDx Talks, and sharing content on social media, I hope to inspire and impact many people’s lives.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Clayton is a physical and mental wellness advocate who is dedicating much of his time to destigmatizing the conversation around mental health. And he also hopes to be able to show individuals the power of mindfulness as he believes it has the power to heal and better manage our own mental health. Clayton and John will talk about mental health issues.

The Suppression of Emotions

Mental health struggles such as anxiety and depression can be challenging to address. There are a few reasons why people may not feel comfortable discussing them. For one, many individuals are raised to suppress their feelings and believe that they are responsible for fixing their own problems. Additionally, past negative experiences of opening up to others can also contribute to the reluctance to speak about mental health struggles.

The Stigma Surrounding Mental Health

Physical ailments are often easier to address than mental health issues due to the stigma surrounding mental health. This stigma can make individuals feel like they cannot show vulnerability, and toxic masculinity may also play a role in perpetuating this stigma. As a result, people may feel embarrassed or ashamed to admit that they are struggling with their mental health and seek help.

The Impact of Technology on Mental Health

The rise of technology and social media has had a significant impact on society and mental health. The emphasis on instant gratification has decreased attention spans and made individuals more impatient. The continuous flow of dopamine hits that technology provides can be addictive, leading to an unhealthy dependence on technology. Moreover, the younger generation, who are exposed to technology at an early age. They may struggle with delayed gratification and have difficulty developing patience.

SMART Goals and Making Changes

To improve mental health, it’s important to focus on achievable and manageable changes. Programs that are too drastic and overwhelming may not be sustainable and can lead to disappointment and feelings of failure. Instead, start with small changes and gradually increase them, while keeping track of the changes and their effects. The elimination diet is also a useful tool for determining which changes are having the biggest impact on energy levels or other desired outcomes.

Learning and Understanding Mental Health

Finally, it’s crucial to learn and understand mental health, rather than speaking from a place of ignorance. This not only helps to destigmatize mental health struggles.  This enables individuals to better support those who are struggling with their mental health. By acknowledging the challenges and working towards solutions. We can create a more supportive and understanding society for those with mental health struggles.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

We welcome Sue back for another fantastic interview. She is an entrepreneur, system thinker, sustainable business growth strategist, designer of human-centered sales practices, sales educator, and advocate for women in sales. Today we are going to talk about, Selling Like a Woman. Sue is the CEO of Barrett the Selling Better Movement and Sell Like a Woman and organizer of the March for justice and Voices of Goldstein and Zoe Daniels, campaign manager for the federal seat of Goldstein in 2022.

The traditional sales industry has long been dominated by men, and with that comes the stereotype that sales is a man’s career. However, the author believes that this is far from the truth and has chosen the title “Sell Like a Woman” to challenge this notion.

The Key to Successful Sales

Despite a growing body of research showing that good sales is about collaboration, problem solving and stakeholder management, these skills are often undervalued and seen as a novelty in the sales profession. The author argues that the key to successful sales is understanding the other person and finding common ground, which is the basis for building trust and forming a viable partnership.

The Importance of Empathy and Trustworthiness

Sales is about finding out what’s important to the other person and helping them achieve their goals. By doing so, a salesperson can establish a healthy, prosperous and trustworthy relationship, whether in a business or personal context. The key to successful sales is trustworthiness, which involves authenticity, empathy, and logic. To build trust, it is important to understand the client’s perspective, be able to read the room and calibrate communication, and approach sales as a collaboration rather than a competition.

The Benefits of a Human-Centered Sales Culture

Women tend to perform better in sales due to their tendency to approach sales as a collaboration, using consolidated problem-solving skills, and aligning customer and supplier objectives for better outcomes for both parties. According to Forbes, 74% of clients are more likely to buy if they feel heard, understood, and can work with the supplier.

The Role of Sales Leadership

Sales leadership is crucial for creating a successful sales culture, as leaders set the tone for the entire team. A human-centered sales culture needs to be instilled from the top, with leaders demonstrating the importance of understanding, engaging with, and listening to clients and prospects. This approach should be incorporated across the entire business, not just within the sales team.

Diversity and inclusion in sales leadership bring many benefits to organizations, such as better sales performance, collaboration, employee satisfaction, and organizational citizenship. The focus should be on human-centered approaches that prioritize relationships and well-being over profit maximization. Thank you for sharing your thoughts on psychological safety and the importance of having a morally responsible sales approach. The 2023 sales trends report, “Humans at the Center,” sounds interesting, and provides an opportunity for salespeople to learn and improve their skills.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Scott is a professional, inspirational speaker and mental health advocate. Scott speaks about the importance of acknowledging mental health in society and encourages techniques to overcome the everyday mental obstacles that hold us back in life. Scott travels across the country speaking to audiences ranging from high school students to adults while sharing his own story of hope and resilience in learning to overcome depression.

Breaking the Stigma Surrounding Mental Health Challenges

Sadness and depression are often confused for each other, but they are two separate things. When someone is sad, it does not always mean they are depressed, but prolonged sadness can turn into depression. To determine if it’s depression, one should pay attention to the longevity and severity of the feeling. If the sadness is lasting for weeks or months and is interfering with daily tasks, then it could be depression.

Mental Health Challenges and the Stigma Attached

Mental health challenges such as depression, anxiety, OCD, and bipolar still have a stigma attached to them, leading people to feel like they can’t openly talk about it. To break the stigma, it’s important to normalize these conversations and help others understand that mental health challenges are a normal part of life that every human will deal with in some capacity.

How to Support Someone Dealing with Depression or Anxiety

It’s important to remember that mental health issues are complex and can manifest differently in different individuals. What might seem like a minor issue to one person could be a major challenge for another. When someone shares that they are dealing with depression, it’s crucial to validate their feelings and provide a safe space for them to talk about it. Rather than judging or offering unsolicited advice, it’s better to just listen and offer support.

While it’s great that friends and family members want to help, the best course of action for someone dealing with a mental health challenge is to seek professional help. Receiving a proper diagnosis and getting professional advice is crucial for making progress and overcoming the challenge. While friends and family can provide support and help someone find a professional to talk to, taking advice from anyone and everyone can lead to confusion and make the challenge worse.

Social Media Addiction: A Growing Concern

Social media addiction is a growing concern in today’s society, especially among younger generations. The overuse of social media has led to a society where people are unable to function without their phones and are unable to have conversations without referring to them. This is an addiction and it needs to be addressed. One way to tackle this issue is by setting boundaries and limiting screen time. This could involve creating a designated phone-free period in the workplace or setting clear cut boundaries for personal usage.

Overcoming Negative Self-Talk and Seeking Help

Depression and anxiety can be difficult to acknowledge and manage, especially when faced with the fear of judgment or stigma. John’s personal experience highlights the importance of speaking up and seeking help when dealing with mental health challenges. Keeping emotions bottled up can lead to deeper, more harmful consequences and it’s important to reach out to loved ones and seek support.

Negative self-talk can have a damaging impact on one’s sense of self-worth and mental wellbeing, leading to negative feelings and actions. In today’s society, there’s a push to prioritize certain people and industries over others, but John emphasizes that everyone matters and is enough.

Remember: You are Enough

It is important to remember that you are good just the way you are and there are people who care and can help you. However, it can be difficult to find those people in today’s culture and environment. To connect with the right people, you may need to put up boundaries or filters with those who bring negativity into your life. Recognizing and acknowledging negative self-talk is crucial in preventing it from taking over. You can counter negative thoughts with rational ones and take inventory of your thoughts three times a day to stay balanced and in control of your mental health.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Nick has focused the last ten years on optimizing sales processes for brands within marketing, advertising, and industry, both on the service side, and technology providers Sasmartech, Ad Tech. Using technology to support the human side of selling has been Nick’s passion since he started in sales. We will cover how can you turn Cold online outreach into offline conversations and bring the human element back into it.

The Challenge of Cold Outreach in the Era of AI

The advent of technology, particularly the emergence of Generative AI such as ChatGPT, has made it easier for marketing and sales. However, the challenge with this technology is the difficulty in determining if the message is from a machine or a human. Cold outreach has become more challenging, as marketers have to make their messages appear more human. This has led to negative perceptions about cold outreach, and LinkedIn has become a platform that is facing these challenges.

The Presentation on Cold Outreach at NatWest Bank

The presentation at NatWest Bank in the UK was a great opportunity to discuss the topic of Cold Outreach with a group of entrepreneurs. The focus of the presentation was to identify the most annoying thing about Cold Outreach, whether it be Cold calls, Cold emails, or Cold LinkedIn connections. The conclusion reached was that the biggest issue with Cold Outreach is irrelevance.

The Importance of Relevancy in Cold Outreach

Relevancy is crucial in Cold Outreach as it ensures that the message is going to the right person and the content is relevant to them. To avoid irrelevance, it’s important to start a conversation through relevant content. In cold outreach, it’s more about starting a conversation and less about trying to close a deal on the first interaction. The objective of cold outreach is to start a conversation, not book a meeting or make a sale. This is why the focus is shifting towards content-driven engagement, where the right people are reached out to at the right time with the right content.

The Role of AI in Cold Outreach

AI has proven to be a valuable tool for understanding the personalities of potential clients and leads. This understanding allows for more personalized and targeted outreach, similar to a marketing nurture sequence but in a cold outreach context. By utilizing technology and tools such as Crystal Nose and Humantics, companies can gain insight into the individual and their company to ensure the content they share is timely, relevant, and valuable. The key to successful cold outreach in 2023 is to approach prospects with research and relevant content rather than irrelevant and annoying links and calls.

The Challenge of AI in Cold Outreach

The main challenge being discussed is getting the conversations started, and the role AI plays in overcoming this challenge. People are concerned about AI replacing their jobs. However, AI is still in its early stages and the first version is being seen with Chat GPT. Salespeople need to have real human conversations, and the technology should support them, not create an obstacle.

The Solution: MyConversation AI

MyConversation AI is a website that has been around for three to four years, providing solutions to companies looking to invest in technology. The focus has been to use technology to automate and make the process more efficient, while still incorporating human elements such as copywriting and managing campaigns. The company will continue to grow its technology and has already gained some amazing clients.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Nebil El-Ghoroury is a psychologist and a principal at Executive Therapy and Consulting. Over 13 years of experience as a nonprofit executive, including four years as a CEO of a $6 million association, and a licensed psychologist who can see patients in over 30 states via Telehealth, which is amazing. He is a global speaker, Nabil has spoken to a number of organizations worldwide on mental health topics such as stress, wellness, burnout, imposter syndrome, and creating a culture of employee well-being.

Stress and Burnout in the Digital Age: Tips for Taking Care of Your Mental Health

As the world becomes increasingly digital, the line between work and personal life continues to blur. In America, not taking vacation days is often seen as a sign of stress and overwork, leading to burnout. The pandemic has only added to the stress levels of many, with a recent survey showing that a third of Americans are experiencing substantial symptoms of anxiety, compared to 20% prior to the pandemic.

Taking Time for Yourself

One of the key things to reducing stress and anxiety is to take moments for yourself throughout the day. This can include simple activities like getting outside, taking deep breaths, and limiting exposure to news. When it comes to news consumption, it is recommended to choose alternative sources or cut back on news altogether. Personal habits, such as taking breaks and regulating news intake, can have a substantial impact on reducing anxiety.

Making the Most of Your Time

The speaker suggests being intentional with your time and making the most of it. To get the full benefits of taking a break, they suggest scheduling it in, even if it means cutting down a Zoom meeting by a few minutes. Taking a walk, getting outside, and deep breathing can all be helpful ways to refresh and recharge. The speaker also emphasizes the importance of taking social media breaks and limiting the time spent on these platforms. Mindfulness activities, like making a cup of coffee or simply sitting in silence for a few minutes, can also be helpful for spending time with one’s thoughts. By incorporating these practices into your daily routine, you can create spaces for self-care and improve the overall quality of life.

Blackout Time from Work

Blackout time from work is a great way to disconnect and prioritize your well-being. This can be achieved by setting a clear time when no work-related messages or emails will be checked. Ideally, this should be close to the former office shutdown time, such as 5:30 p.m. It’s important for leaders to also participate and avoid sending emails during blackout time. To create a proper shutdown ritual, one should clean up their workspace, plan out the next day, and engage in physical activity or something that signals the end of the day. The phone can also be a distraction, so it’s recommended to ignore notifications and put the phone on silent to avoid interruptions.

The Power of Personal Attention

In today’s fast-paced digital world, it’s important for leaders to understand the value of personal attention and empathic listening in building strong relationships with employees. Taking the time to check in and show genuine interest in their personal lives can go a long way in fostering a positive and productive work environment. To truly make an impact, it’s important to train managers to adopt empathic listening skills and lead by example. This can have a huge impact on employee morale and loyalty, ultimately leading to better performance and results.

Support for Mental Health

For those looking to take their management skills to the next level or seeking support with mental health, Nabil, a licensed psychologist and principal at Executive Therapy and Consulting, offers virtual therapy and training services for individuals and organizations. With a focus on mental health and wellness in the workplace, Nabil’s services can help you navigate the challenges of the digital age and prioritize your well-being.

Conclusion

In conclusion, taking care of your mental health is crucial in today’s digital world. From taking time for yourself and limiting exposure to news, to blackout time from work and personal attention from leaders, there are many ways to reduce stress and anxiety and improve the overall quality of life. Whether you’re seeking support for yourself or for your organization.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Michael is the CEO of Magnetic Mine Studio and his mission is to show business owners how to communicate meaningfully and effectively so that they can attract more of their ideal customers. Michael is an expert in the field of linguistics and behavioral neurology and he works with businesses to craft message strategies to target how we are wired to feel resonance and attraction. And you have a passion for understanding how the human mind works and you have created a fresh counterintuitive insight into how businesses can use specific language to trigger trust, engagement, and the decision to buy. And so what we’re going to talk about today is Michael’s “Hell Yeah!” value proposition and how you find yours.

“Hell Yeah!” Value Proposition

So essentially there’s a part of our brain that’s in charge of most of our decision-making. In fact, all of it. It does just two things, emotions and survival. And one of the ways that this part of our brain is wired up to maintain survival is it compels us to want to be around people who are like ourselves. We’re always looking for like kind. When we see like kind, this part of our brain perceives no threat. When it sees not like kind, oh my gosh, all the warning signals go up.

So the name of the game is to communicate about your business and about what you do and how you can help your clients and customers in a way that allows your audience to see the light kind in you. There’s a very specific way that operates in our brain. That specific way is part of our brain just wants to know what you believe. One of the things that hardly any business owner actually talks about. We tend to talk about what we can do, the results and that sort of thing, which are important, but we hardly ever talk about what we believe.

Building and Establish Trust

Sharing your belief system can be an effective way to establish trust with others. The idea that it takes multiple touchpoints or interactions for someone to trust you is based on the concept of the “critter brain,” which is the part of the brain responsible for seeking safety. By being clear and consistent in your beliefs, you can create trust more quickly and potentially bypass the need for multiple interactions. However, it’s worth noting that building trust is a complex process that depends on a variety of factors, and may not be something that can be easily “short-circuited.”

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.