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Stop selling your customers what they want

                                   

Sell them what they want, give them what they need!

If you’ve been in sales for more than a year - you’ve probably heard this advice more than once.

On the surface, it sounds brilliant. Of course, if you make it easy for people to get what they want they will buy it. 

But what if selling people what they want is actually making it harder for you to succeed in sales? 

The truth is most of us spend a lot of time being unsure about what it is that we want and once we know what it is, solutions are readily abundant.

On top of that, what people really want is simple. Peace. Love. Belonging....

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Sales Fiction Podcast Ep 05: Don't let your team stagnate

 As a leader, it's your responsibility to help your team to develop resilience.

My “favorites bosses” were the ones who let me coast and didn’t challenge me, but looking back I realize that working for bosses who recognized my talents, but continued to push me to continue to get better, led not only to better results, but more fulfillment. 

Is there something you’ve always wanted to learn like snowboarding on Mt. Bachelor, maybe it’s painting in Italy, but didn’t feel like you had the skills or the know-how?

It’s easy to think the reason you’re not embracing these goals is because of time or money, but when you look deeper, I’m guessing there’s an element of...

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Sales Fiction Podcast Ep 04: How to teach your team new skills

5 years ago I decided to become a writer.  It started as a casual hobby. I’d go for a run down by the Columbia River and then I’d write a short story about that run. I’d write about how I struggled but kept going and then eventually found a rhythm. I’d share some insights about how that experience relates to life.

Shakespeare, it was not. 

I mean I was typing words into a document and creating sentences. But my writing didn’t really engage the reader or pack a punch. 

So I signed up for a writing workshop in Taos. I went to that workshop and then another. Then I hired a writing coach. I took some writing classes online from Creative Live and from various copywriters. 

But my writing...

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Sales Fiction Podcast Ep 02: Keep the best people on your team

When you have a small but mighty team, everyone matters – and when even one person leaves, it can have a huge impact. 

More often than not on a small team, everyone is doing the work of at least three people, so the ripple effect of someone leaving at a small company is much bigger than at a large company. 

So, how do you keep people happy and engaged, and most importantly, on your team?

In today’s episode of the Sales Fiction Podcastwe’re kicking off the first of a 3-part series on developing your team and keeping them happy. 

There’s a common fear when it comes to investing in your team as a small business owner, and that is that if you spend time and energy developing talent,...

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Sales Fiction Podcast Ep 01: What separates star agents from average ones?

business podcast podcast Jul 21, 2020

When trying to grow their business, a lot of agency owners are looking to bring on the best talent. Their teams are often devoting a lot of time to recruiting high-performing agents and brokers within their communities. 

It makes sense – if you have great talent, your agency will be successful.

Or will it?

Is talent really what separates great agents from the average? Or is it something else entirely? 

In this episode of the Sales Fiction Podcast, I break down the three key things that separate star performers from average ones, and what you can look for in the hiring process to set your agency up for success in the long term.

If you've been in sales for any amount of time, you've likely heard this a
million...

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