The Big Skip Energy Podcast
Energy is contagious and in sales, you need all you can get. Join Skip Willcox as he dives into the world of sales, business development, and recruiting---all with a mortgage, banking and real estate twist---to get you information to help you dominate your sales day! About the host: Skip Willcox has spent his entire career in the sales and mortgage industries. After over 20 years in secondary marketing, origination and then the wholesale space, Skip now devotes his energy to growing Kairos Sales Group, his sale training company. Inquiries can be sent to skip@bigskipenergy.com.
The Big Skip Energy Podcast
Trashing Transactional Sales with Larry Levine
Big show today, with a big guest. Skip and Kayla welcome the one and only Larry Levine, Best-selling author, coach, trainer, podcaster, the list goes on. The show starts with Larry telling his story of starting in sales and how he slogged through decades of selling copiers, but at 50 years old found himself at a juncture where he had to change course. Through the support of his wife and good friend, he began coaching and training salespeople on what made him successful. But what brought him success wasn’t something that most salespeople had been exposed to before. Before sales enablement, Larry brought his style of “Selling From the Heart,” also the title of his best-selling book.
Larry gives concrete examples and tips for how to get beneath the surface with prospects and deepen relationships that lead to closing more deals in a genuine, human way.
Larry talks about the significance of perception and how the public's view of salespeople affects their interactions and argues that building trust and credibility should be a top priority for sales professionals. He shares a formula for trust, discussing the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits. Larry, Skip and Kayla also touch on how to leverage social media in creating client relationships.