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In this episode, we have a powerhouse lineup with sales maestros Jeff C. West and Bob Burg. Jeff and Bob are here to debunk the sales myths that have been leading you astray. Their insights come from decades of experience and are backed by their groundbreaking book, “Streetwise to Saleswise.” They’ll also give our listeners a sneak peek into their sales philosophy by offering the first two chapters for free—a gesture you won’t want to miss.
We’ll dive deep into the misconceptions surrounding objections in sales, why empathy is your strongest tool, and how to create emotional connections that turn prospects into loyal clients. Jeff shares an unforgettable story, proving that understanding psychology in sales is non-negotiable, while Bob emphasizes the ever-crucial “know, like, and trust” mantra.
Highlights:
- Sales objections are common and should be handled effectively without trying to overcome them.
- Starting a conversation positively leads to a favorable response, while a negative start can lead to rejection.
- Creating a positive, non-adversarial bond during the process leads to long-term client loyalty and recommendations.
- Sales requires reframing rejection to understand it positively to avoid quitting due to negativity.
- Trust their words, not yours; ask the right questions.
- Empathy is vital for success.
About Jeff C. West:
After over 30 years in sales, sales leadership and entrepreneurship, Jeff C. West is now a bestselling and award-winning author, speaker and leadership coach. His books, The Unexpected Tour Guide, and Said the Lady with the Blue Hair (coauthored with Direct Sales legend Lisa M. Wilber) have earned recognition from The Axiom Business Book Awards, the National Indie Excellence Awards, and the American Bookfest Awards.
His latest book, Streetwise to Saleswise: Become ObjectionProofTM and Beat the Sales Blues (coauthored with Bob Burg), and is earning praise from business leaders around the US.
About Bob Burg:
For over 30 years Bob Burg has been successfully showing entrepreneurs, leaders, and sales professionals how to communicate their value and accelerate their business growth.
Although for years he was best known for his sales classic, Endless Referrals, it’s his business parable, The Go-Giver, (coauthored with John David Mann) with over one million copies sold and translated in 30 languages that has created a worldwide movement.
His newest book (coauthored with Jeff West) is: Streetwise to Saleswise: Become ObjectionProof™ and Beat the Sales Blues. Bob publishes the very popular Daily Impact email.
He is also an unapologetic animal fanatic and works with a rescue, foster, and adoption organization in his town of Jupiter, Florida.
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
Mike Stromsoe
The Unstoppable Profit Producer
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