The first step to a closed sale is an open mind.
Brief summary of show:
Do you love being a lawyer, but can’t stand the sales hat that comes with it?
It’s no secret that sales plays a vital role in securing new clients and growing your firm.
What do we do when we want to close the business, but don’t want to use pushy, oldschool sales tactics? My guest, Merit Kahn, shares the four words that can transform your sales in this episode.
Merit Kahn, CSP, is the CEO of SELLect Sales Development, author of Myth Shift: Challenging The Truths That Sabotage Success, co-host of The Smarter Sales Show, Certified Emotional Intelligence Coach and Certified Speaking Professional.
Since 1998, Merit has worked with salespeople, entrepreneurs, professionals and business leaders who are frustrated because their ideal prospects were not receptive to their offers so they struggled to reach their aggressive sales goals while the pace of change meant always being in catch up mode and there was never time for creating innovative ideas especially while profit margins were slowly shrinking.
We talk about:
• Why the word sales has such negative connotations and how to reframe it for yourself
• The three key components to sales
• The four magic words to transform your sales conversations
• How emotional intelligence plays a key role in the sales process
Merit Kahn's Book
From the publisher:
What is the formula for success at your job? As a spouse? A parent? A Little League baseball coach or behind the bench of a minor hockey team?
What does it take to get ahead? To separate yourself from the competition? To lead a less stressful and happier existence? To be fulfilled in personal and professional pursuits?
What is the most important dynamic of your makeup? Is it your A) intelligence quotient? or B) emotional quotient?
If you picked “A”, you are partly correct. Your intelligence quotient can be a predictor of things such as academic achievement. But your IQ is fixed and unchangeable. The real key to personal and professional growth is your emotional intelligence quotient, which you can nurture and develop by learning more about EQ from the international bestseller The EQ Edge.
Authors Steven J. Stein and Howard E. Book show you how the dynamic of emotional intelligence works. By understanding EQ, you can build more meaningful relationships, boost your confidence and optimism, and respond to challenges with enthusiasm-all of which are essential ingredients of success.
The EQ Edge offers fascinating-and sometimes surprising-insights into what it takes to be a top law-enforcement officer, lawyer, school principal, student, doctor, dentist or CEO. You will learn what the top EQ factors are across many different kinds of jobs, from business managers and customer service representatives to HR professionals and public servants.
The EQ Edge will help you determine which personnel are the right fit for job opportunities and who among your staff are the most promising leaders and drivers of your business. And because all of us have other roles-parent, spouse, caregiver to aging parents, neighbor, friend-The EQ Edge also describes how everyone can be more successful in these relationships.
The EQ Edge by Steven Stein
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