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“We were all taught that selling was about income.  Selling’s not about income, income’s a tool, income’s an outcome.”

-Jim Cathcart

Most of us out there are guilty of getting into a comfortable and easy routine when it comes to our daily lives.  Why would we change things up when we’ve always done them the same way and it’s always seemed to work?  Generally speaking the same thing can be said when it comes to how we sell, or how we teach our sales people to sell.  We’ve listened to the previous era of attitudes towards what selling is and how we should do it, and although it’s probably worked for you, it’s past time we change that mentality and update our way of thinking.

On today’s edition of the Grow My Revenue podcast, I speak with Jim Cathcart who is not only the author of 18 books, he was also inducted into the Sales & Marketing Hall of Fame in London, England, as well as the Speaker Hall of Fame.  Jim has tremendous insight when it comes to sales, and today we talk about the biggest problems he see’s when it comes to sales and marketing, the relics of the bygone era in sales, the importance of language when selling and overcoming any objections before it becomes adversarial.

Jim shares that “every business has a reason for existing, but it’s never money.” He further adds that “if our people understood clearly that the purpose of business is to make life better, then everything would be communicated in a different way and every employee, no matter what their position, would have more of an emotional investment into the meaning of what they do…”

I know you’re going to love this discussion, and you’re going to learn a ton from Jim Cathcart on this edition of Grow My Revenue!

Listen to this episode and discover:

  • The biggest mistake that organizations and individuals make when it comes to how they approach sales.
  • Why cold calls are actually new calls – until you impose that thinking going into it.
  • The meaning of closing and why it shouldn’t have anything to do with sales.
  • Why you should call it confirming a sale, not closing a sale.
  • And so much more…

Episode Overview

With over 40 years of professional speaking around the world, Jim Cathcart is one of the best known and most award-winning motivational speakers in the business.  Jim is the Motivation Expert at Cathcart Institute, Inc. (dba Cathcart.com), which creates training systems, online universities and materials and conducts training in the fields of: Motivation, Leadership, Sales, Teamwork, Communication Skills, Presentations/Speaking, and Self Improvement. With over 3,000 clients the depth and breadth of expertise is immense.

In this episode, Jim talks about:

  • The 5 reasons why a customer would not buy from you today.
  • Why you want your sales people to connect with people, not just be strong closers.
  • The importance of language when it comes to sales.
  • What the difference is between a concern and an objection.
  • How you can coauthor a next best seller with Jim: cathcart.com/coauthor

Jim says, “we were all taught that selling was about income.  Selling’s not about income, income’s a tool, income’s an outcome.”  So, are you willing to update your thinking when it comes to sales and marketing to realize that it’s not just about income and there might actually be a different, better way?

Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with Jim Cathcart.

Resources

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What’s On Your Mind

As always, this episode provides inspiration, entertainment, and especially an actionable message that can drive remarkable results – and if you have any questions for a future episode, contact me.