Join us as we redefine selling into a process that's not about convincing or persuading, but a collaborative exchange of value with Carol Mahoney, Founder of Unbound Growth. As an entrepreneur, sales expert, and author, Carol groundbreaking perspective on sales has turned the conventional wisdom on its head.
Having Uncomfortable Conversations (4:55)
Paul and Carol explore the psychological barriers that hinder effective sales interactions, particularly when discussing money. They discuss how people's discomfort with rejection and the exchange of money can lead to pushy and avoidant behaviors. Carol introduces the exposure technique, advocating for facing fears in low-risk scenarios to build confidence. Furthermore, they emphasize the importance of open family discussions about money to foster a healthy relationship with finances. By acknowledging these challenges and seeking education, they believe salespeople can overcome barriers and engage in more successful and meaningful conversations.
From Marketing to Sales (15:46)
Carol recounts her challenging experience with financial struggles in her marketing agency. She shares a turning point during a job interview where she realized the importance of shifting her sales approach from self-centered to customer-focused. Seeking to understand the psychology behind decision-making, she sought the guidance of a sales coach, leading to positive transformations not only in her sales success but also in her physical health, resulting in significant weight loss. The core lesson learned is that effective selling involves collaboration and a customer-centric mindset, which resonates with modern buyers' preferences.
Becoming the Bridge (21:37)
Carol advises the young salespeople to identify personally meaningful goals and connect them to serving customers effectively. By aligning their aspirations with helping others reach their goals, they can experience greater fulfillment and success in their sales careers. The conversation underlines the significance of a customer-centric approach and emphasizes the importance of inner growth and genuine intentions for building strong connections in sales.
Carol challenges the notion that sales is a necessary evil, showcasing it as a enriching exchange of value instead. Join the conversation as we collectively reshape the narrative and embark on a journey to redefine the essence of sales!
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
From north to south, east to west, Membrain has thousands of happy clients all over the world.
