Master the Art of Sales Conversations: Build Relationships & Close Deals

In this episode of The Better Than Rich Show, Andrew and Mike are joined by Justin Janowski who shares his insights on building relationships through sales conversations. Justin emphasizes the importance of curiosity and active listening in sales, rather than just focusing on closing deals. He suggests setting a structure for the call and asking for consent upfront, then having a meaningful conversation where you really listen to the potential client in a way that allows them to feel understood. Justin also provides actionable tips for improving sales skills, such as building rapport, identifying pain points, and offering value from the heart. The episode concludes with a free resource, a chat challenge, that could be helpful for anyone launching a coaching business.

Topics Covered:
00:28 - Listening and curiosity are crucial in business
01:25 - Sales strategies for coaches by Justin
06:00 - Niche specificity is important
07:17 - Narrowing your niche is crucial for success
09:17 - Self-identity is key in sales
11:52 - The impact of feeling good and storytelling on sales success
12:58 - Sales can be service, not just manipulation
17:28 - Boldness and personal identity are valuable in sales
18:44 - Effective sales prioritizes the customer
21:37 - Consent and transparency are essential in sales
25:22 - Goal exploration in discovery conversations
27:19 - Building relationships through sales conversations
30:09 - Leaning into pain in sales and coaching conversations
33:28 - Knowing who you serve is crucial for business success
35:29 - The free chat challenge for launching a coaching business
36:50 - Revenue and success come from making sales calls
41:21 - Starting a business with faith and surrender: a successful journey
44:36 - Wrestling with faith and identity in a confusing world
46:08 - Book recommendations and reflections on Christianity

Books Mentioned:
⁠Mere Christianity⁠⁠⁠ - https://www.cslewis.com/uk/books/hardcover/mere-christianity/9780060652883/
⁠⁠⁠Think and Grow Rich⁠⁠ - https://www.amazon.com/Think-Grow-Rich-Landmark-Bestseller/dp/1585424331
⁠⁠Man’s Search for Meaning⁠⁠ - https://www.amazon.com/Mans-Search-Meaning-Viktor-Frankl/dp/0807014273/
⁠⁠You and Me: Marriage in Light of Eternity⁠. - https://www.amazon.com/Ruthless-Elimination-Hurry-Emotionally-Spiritually/dp/0525653090/

Connect with Justin here:
⁠Justin Janowski⁠ - https://www.linkedin.com/in/justinjanowski/
⁠Faith2Influence⁠ - https://www.faith2influence.com/team
⁠The Faith2Influence Podcast⁠ - https://podcasts.apple.com/us/podcast/the-faith2influence-podcast/id1483791330

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