In this episode, host Harry Spaight sits down with executive sales coach Tim Barry to dive deep into the art of ethical selling, trust-building, and the Sandler training methodology. If you’re looking to close more deals without being pushy, manipulative, or aggressive, this episode is packed with proven sales strategies, relationship selling insights, and actionable tips for building rapport with prospects.

Tim Barry shares his expertise on selling with dignity, ethical sales techniques, and why trust is the foundation of every successful sales conversation. Learn the keys to consultative selling, how to master the Sandler sales process, and why the best sales professionals focus on asking great questions, understanding buyer motivation, and having the emotional intelligence to slow down the sales process.

Whether you’re a small business owner, sales executive, or new to sales, discover how to overcome common sales challenges, avoid high-pressure closing tactics, and use conversational sales skills that win clients and build long-term relationships. We talk about the importance of abundance mindset, listening skills, and gratitude—as endorsed by sales legends like Zig Ziglar, Brian Tracy, and James Muir.

Tune in for practical advice on qualifying leads, having meaningful discovery calls, handling objections, and getting comfortable with asking, “Where do we go from here?”—the ultimate non-pushy close that empowers your prospect.

Don’t miss out on this valuable sales coaching episode designed to help you make selling easy, effective, and, most importantly, ethical.

Connect with Tim:

https://www.linkedin.com/in/timbarryexecutivecoach/

https://go.sandler.com/tjbarry/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, we dive deep into the world of selling by cold outreach with special guest Gui Costin, CEO and founder of Dakota, an innovator in investment services and expert in outbound sales. Join host Harry Spaight as he uncovers actionable strategies to master cold email outreach, book more sales meetings, and stand out in today’s crowded marketplace.

Discover the secrets to successful outbound sales, including how to craft personalized cold emails that get results, the importance of consistency in prospecting, and why quality data is crucial for effective lead generation. Guy shares proven tactics for building a winning sales culture, maintaining fast response times, and leveraging a clear call to action. Learn the difference between spam and effective outreach, the power of polite persistence, and how to qualify leads quickly to maximize your results.

If you’re focused on B2B sales, recurring revenue, investment sales, or want to create a high-performing sales team, this episode is packed with tips on sales process, follow-up, customer relationships, and sales leadership. Guy also reveals his approach to supporting both clients and team members, competing with larger organizations through data accuracy, and navigating high-ticket sales in the finance industry.

Tune in to discover how to optimize your cold outreach, improve your sales skills, and grow your business with strategies proven to help clients raise over $40 billion. Plus, get insights into Gui’s books on millennial selling and investment sales success. Don’t miss these expert tips on outbound email, lead generation, sales demos, sales team culture, and mastering the art of closing the sale.

Connect with Gui:

https://www.linkedin.com/in/guicostin/

Get a copy of the book, "The Dakota Way"

Email: gui@dakota.com

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this conversation, Harry and Jason dive deep into the power of meaningful networking, the importance of building real relationships over rushing to the pitch, and how to leverage AI as a valuable teammate instead of a replacement. You’ll hear Jason’s take on what makes a lasting impression at networking events, why most people make the mistake of trying to appeal to everyone, and how narrowing your focus can actually bring in more business.

Plus, the episode is packed with practical strategies for harnessing new technology—from recording meetings to brainstorming with AI—to streamline your workflow and get ahead of the competition. Whether you’re a seasoned sales pro or just getting started, this episode is full of golden nuggets to help you succeed by being unapologetically yourself—and building a community of trust along the way.

Get ready for lots of actionable advice, laughter, and the kind of honest insight that will inspire you to rethink how you approach sales and relationships in business. Let’s jump in!

Connect with Jason:

https://www.linkedin.com/in/integritygo/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, Harry Spaight, an accomplished sales expert, unpacks the nuances of first impressions and their undeniable impact on closing sales.

Harry explains how first impressions are formed in mere seconds—whether it's two, seven, or thirty. Regardless of the exact timeframe, he underscores their importance by comparing them to user experiences on websites. Harry shares insightful tips on appearance, from clothing choices to the power of a polished pair of shoes. He provides valuable strategies to connect with diverse audiences through tailored attire and confident body language. Whether you're interacting with law firms or agricultural executives, learn how to adjust your style to resonate with potential clients and stand out as a credible expert in any environment.

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this insightful episode, Harry postulates: "Are We All in Sales?" He shares that sales is not just for professionals but an intrinsic part of life. From toddlers negotiating cookies to adults making big life decisions, sales skills are both essential and instinctual.

Discover how emotional intelligence and communication are at the heart of every interaction. Learn why listening and timing are crucial in personal and professional settings. And explore how serving others can be your best sales strategy.

Tune in to uncover why Harry believes "sales is life and life is sales." You'll hear relatable stories and practical tips that remind us all to embrace our inner salesperson. Don't miss these eye-opening insights!

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, Brian Sexton, the intentional encourager, and respected author, illuminates the importance of encouragement and human connection in sales success.

Brian emphasizes the power of intentional encouragement in his journey and describes it as stimulating, edifying, and promoting internal positive beliefs purposefully. He believes everyone needs encouragement, and that it's a universal message. From sharing insights about his father's influence to discussing his new book, “Intentional Encouragement: The One Thing That Changes Everything,” Brian highlights the transformative potential of genuine human connection.

Join Brian and Harry as they delve into the profound impact of intentionally encouraging customers and its capacity to open new avenues in business relationships. Learn practical ways to incorporate personal encouragement into your sales strategy and see how simple acts of kindness can make sales remarkably easier.

Tune in to this episode of “Sales Made Easy” and uncover how encouragement can be the key to thriving in sales and in life. 

Connect with Brian:

https://www.linkedin.com/in/briansextonmba/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, David Meltzer, chairman of the Napoleon Hill Institute and former CEO of Lee Steinberg Sports and Entertainment, joins Harry to unpack the secret sauce of sales: empathy and gratitude.

David is no stranger to extraordinary success. The conversation opens with his revelation about making sales an “ease, not a disease.” David addresses the fear surrounding looking "salesy" by honing in on the true pillars of sales: providing value and practicing honesty through repetitive learning and honesty. He paints the picture of sales as more than a genetics-based endeavor but a crafted skill honed through practice—a lesson from basketball greats like LeBron James and Kobe Bryant.

Throughout the episode, David dispels myths about natural-born talent and emphasizes the steadfast commitment to being of service rather than just closing a sale. He offers a perspective grounded in gratitude and faith, urging salespeople to be driven by the desire to be what they must be—a continuous learner willing to improve.

Tune into this captivating episode of "Sales Made Easy" where empathy, active listening, and relentless practice are showcased as the cornerstones of sales success. Don't forget to connect with David Meltzer on LinkedIn for more wisdom and insights into mastering the art of sales with authenticity and dedication.

Connect with David:

https://www.linkedin.com/in/davidmeltzer2/

https://dmeltzer.com/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, Shawn Finnegan, a renowned business relationship expert, joins host Harry Spaight to share compelling insights on overcoming failure with perseverance.

Shawn takes us from his early days learning sales from his side-hustle mom to launching his first business in 2009—a challenging time, but one that taught him the value of relationships and resilience. He discusses the critical role these relationships played in obtaining angel investments and navigating business storms. You'll hear stories of entrepreneurs who turn market pessimism into unprecedented success and get actionable advice on how connections can help you beat the odds.

Harry and Shawn delved into personal anecdotes of failure, perseverance, and the undeniable value of authenticity in relationships. Learn how to harness the power of a robust network to scale your business exponentially and how effective tax strategies can save you money. It’s a masterclass in resilience and relationship building you won't want to miss.

Connect with Shawn:

https://www.linkedin.com/in/shawn-finnegan-03b254a/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, we engage with Rhonda Petit, a seasoned sales leadership coach and bestselling author, who emphasizes the power of inspiration in sales. 

She elaborates on how understanding and leveraging intrinsic motivation can lead sales teams to achieve extraordinary results. 

Many leaders overlook the importance of aligning with personal purpose and values, which can lead to a lack of fulfillment and success. 

Tune in to discover how aligning with intrinsic motivation and spiritual insights can revolutionize your sales strategy and drive outstanding performance.

Connect with Rhonda:

https://www.linkedin.com/in/rhondapetit8htg/

https://www.rhondapetit.com/

https://www.rhondapetit.com/spirit-of-selling-book


Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

 When a prospect is ready to buy, any delay can cost you the deal. Urgency in sales isn’t about being pushy—it’s about serving your customer when they need you most. In this episode, I share key lessons on why moving fast matters, how to avoid losing deals to hesitation, and what you can do to match your prospect’s urgency. Don’t let missed opportunities slip away—learn how to close with confidence and speed. 

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of "Sales Made Easy," I shared my insights on leveraging networking for business growth, especially for startups and entrepreneurs. Through my experience in both virtual and local community networking, I emphasized the importance of relational selling over traditional sales tactics.  While networking, the primary focus should be on building connections, trust, and providing value rather than directly selling. I shared practical tips on maintaining the right mindset, crafting effective introductions, and the significance of one-on-one follow-up meetings to deepen relationships. 

Additionally, there are nuances in choosing the right networking groups and balancing time spent on networking with other crucial business activities.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Many salespeople unknowingly repel prospects by appearing desperate—what we call commission breath. When you're too attached to closing the deal, buyers sense it and back away.

Instead, shift your mindset: high intention, low attachment. Prepare for objections, stay present, and focus on serving rather than selling. One simple way to stay calm? Breathe. Just like Navy SEALs use box breathing in high-stress situations, you can use it to stay relaxed, listen better, and respond thoughtfully.

Want to create sales conversations that build trust and keep deals moving forward? Serve first, and the selling will follow.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Reflecting on recent events, I’ve been reminded how life can surprise us with opportunities in areas we initially resist. This journey of going live has opened my eyes to new possibilities and taught me valuable lessons about adaptability.

Sometimes, the paths we least expect or desire turn out to be the ones most enriching. A friend recently reminded me to shift from an employee mindset to that of an entrepreneur, highlighting that what I was hesitant to embrace might be my greatest opportunity.

So here’s a tip: Keep an open mind. The things we resist might just be the doors we need to open. As I approach the end of this series, I’m learning to embrace the unexpected and recognize the potential in every opportunity.

Let’s enjoy the journey and remain open to the unexpected. After all, open minds truly do lead to open doors.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

 I’m exploring how effective storytelling can enhance our business interactions.

🎥 Overcoming Video Anxiety: Embrace video as a platform for storytelling, which can significantly ease the anxiety around it.

🔄 Transforming Introductions: At a networking event, move beyond titles. For instance, a realtor could say, "I specialize in helping newly married couples find their first home," making their role more relatable and impactful.

📚 Why Stories Matter: Stories elevate a simple job description into a narrative that resonates, making you memorable and directly impacting lives.

🔗 Be Memorable: Use your brief introduction time to tell a short, impactful story that illustrates your unique contribution.

💡 Key Takeaway: Next time you introduce yourself, share a story that showcases your impact. This approach not only makes you memorable but also fosters genuine connections.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

I'm contemplating the path of personal and professional growth. Have you ever wondered if you're moving fast enough or achieving enough compared to others? It's a common concern, especially when you see others seemingly sprinting ahead.

🚀 Embrace Your Path: Success isn't a race. Each of us has our own unique journey and milestones. Instead of feeling down by comparison, let's choose to be inspired by those ahead of us.

🤝 Learn from Others: When you meet someone who's further along, see it as an opportunity to learn. Ask them for advice over coffee. More often than not, they're willing to share insights that can illuminate your path.

🌱 Grow at Your Pace: Remember, every big achiever started somewhere and probably faced the same doubts and hurdles. The key isn't to mimic their speed but to persist in your efforts and learn from each step you take.

💡 Today's Takeaway: Don't let comparison steal your joy or cloud the recognition of your own progress. Look up to others for guidance and mentorship, not as benchmarks of where you should be.

Keep pushing forward! 

Here's to making progress, one step at a time!

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Sales success in today's world isn’t just about closing deals—it’s about connecting hearts while staying true to your values. But how do you build trust and credibility in a post-trust sales world while maintaining dignity and authenticity?

Join Larry Levine, best-selling author of Selling from the Heart and Selling in a Post-Trust World, for an insightful LinkedIn Live event. Together, we explored how Emotional Intelligence (EQ) and selling with dignity can transform your sales approach, helping you stand out by serving clients authentically and empathetically.

What You’ll Learn:
🔑 Why Emotional Intelligence (EQ) is a game-changer in building trust and credibility.
🔑 How selling with dignity fosters lasting relationships and deepens client trust.
🔑 Strategies to infuse trust into every phase of the sales process.
🔑 How to develop a heartfelt and human social presence that invites meaningful conversations.

Let’s transform the way we sell by bringing heart, trust, and dignity to every interaction.

Connect with Larry:

https://www.sellingfromtheheart.net/


Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Today we focuses on the power of perseverance—a key driver in business and a core aspect of emotional intelligence.

🎣 Quick Insight: A conversation with a captain's mate today reminded me that in business, like in fishing, "You just got to keep trying." Not every day will yield success, but persistence is crucial.

🚤 Adapt and Overcome: In business, we must continuously adapt our strategies and learn from each attempt. It's about resilience, flexibility, and the willingness to pivot when necessary.

💡 The Takeaway: Perseverance isn't just about enduring; it's about actively pursuing success despite obstacles. Keep pushing, keep learning, and let your resilience guide you.

Here's to embracing the long game and building true emotional strength in our endeavors!

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Today's reflection is on resilience, inspired by a conversation with a boat captain's mate.

🎣 Today's Fishing Trip: Despite not catching anything this morning, the crew is heading out again this afternoon. Their mantra? "You just gotta keep trying."

💡 Business Parallel: Just like fishing, sales and business demand persistence. Some days you might not land a client, much like a fisherman might come back empty-handed. But the key is to keep pushing, adapt your strategies, and try new spots.

🔄 Continuous Effort: The captain’s approach of changing fishing spots is akin to us tweaking our strategies in business—what we call A/B testing in sales. It's about not giving up, learning from each attempt, and continuously improving.

🌊 Today's Takeaway: Embrace resilience. Like the dedicated fisherman, our efforts to persevere through challenging times not only define our success but enhance our emotional intelligence and ability to endure.

Remember, persistence is part of the journey.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Let's reflect on the power of a clear message in sales.

🔍 Focus on Clarity: The old saying goes, "the person that chases two rabbits catches neither." Trying to cover too much in your pitch can confuse potential clients. It's better to focus on one clear message about what you excel at.

🎯 Simplify for Memorability: A simple, focused message is easier for people to remember. Instead of listing all your services, highlight your main expertise through a compelling story that illustrates your impact.

🚀 Be Memorable: Associating your name with a specific expertise makes it easier for potential clients to recall and refer you when that service is needed.

Remember, a streamlined message not only helps you stand out but also enhances how you connect with your audience.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

🎯 Sales and leadership often feel at odds with purpose and impact, leaving many wondering how to align profitability with meaningful contributions.

🌟 Derek Strokon, visionary leader and philanthropreneur, and Harry Spaight, sales coach and author of Selling with Dignity, had an enlightening conversation about integrating purpose and philanthropy into your professional approach.

Learn how aligning purpose with process creates resilient companies that succeed both financially and ethically.

💡 What You’ll Learn:

📌 How to incorporate empathy and purpose into your sales and leadership strategies.
📌 The role of Emotional Intelligence (EQ) in creating genuine, trust-filled connections.
📌 Steps to drive innovation while achieving sustainable profits.
Building a culture where Selling with Dignity leads to growth and impact.
📌 Why blending "Hearts and Peaks" is the key to transformative business success.

Listen to this!

Connect with Derek:

LinkedIn
https://www.sacredline.ca/


Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

🎯 Rushing the Process: Often in sales, there's a rush to 'cut to the chase' which usually translates to skipping over the relationship-building phase to directly sell. This approach can send a signal that we're only interested in our own goals, not the potential client's needs.

💡 Building Connections: Instead of diving straight into sales talk, invest time in understanding the person you're engaging with. Ask about their business, interests, or any potential challenges they face. This not only shows genuine interest but also lays a foundation for trust and rapport.

🔄 Turning Conversations into Relationships: By prioritizing the relationship over the transaction, you transform interactions from mere sales pitches into meaningful exchanges. This approach can lead to more sustained and fruitful business relationships.

👥 Key Takeaway: Next time you're tempted to 'cut to the chase,' pause and consider the value of first building a connection. Treating every interaction with care and genuine interest can change a potential 'no' into a resounding 'yes.'

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

🔍 Challenges of Digital Messages:
Emails and texts lack tone and body language, which can lead to misunderstandings. Without these cues, it's easy to misinterpret the sender's intentions, especially in nuanced or sensitive discussions.

📞 Opt for a Phone Call:
In significant transactions or when clarity is crucial, a phone call is superior. It ensures full understanding of the context and reduces the risk of costly misunderstandings.

💡 Example Strategy:
If an email query involves complex details or pricing, suggest a call to address specifics directly. This approach helps avoid confusion and fosters clearer communication.

🗣️ Key Takeaway:
Direct communication, like phone calls, is often more effective for important business interactions. It prevents miscommunication and builds stronger relationships.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

"What's in it for me?" Reflecting on this, I realize that focusing solely on what I can gain from interactions isn't the most effective approach.

🔍 Preparation Pays Off:
Before meetings, I research the person's business and interests. This allows me to offer specific help, such as supporting their charity work or connecting them with useful contacts, making the conversation more meaningful and focused.

🌱 Shift Your Focus:
Instead of assessing potential gains from new acquaintances, consider how you can support them. This approach not only enhances the interaction but also fosters trust and respect, leaving a lasting positive impression.

By prioritizing what you can offer rather than what you can receive, you transform professional relationships into genuine connections and collaborations.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

🔍 Why Curiosity Matters:
Curiosity deepens interactions, moving beyond superficial chats to more meaningful dialogues. By asking questions like "What got you started?" or "What have you learned from your experiences?", we can uncover rich, personal stories that foster genuine connections.

💡 Deepening Conversations:
Instead of sticking to safe topics like the weather or weekend plans, delve deeper. This approach not only enhances our emotional intelligence but also builds stronger, more empathetic relationships.

Remember, true curiosity shows a genuine interest in others and can significantly enrich our interactions.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Colin Smith,  a transformative event designed to elevate your sales and leadership approach. Colin, widely known as The Listener, is an expert in creating environments where people feel truly heard, valued, and respected—an essential foundation for building trust in business joined us for "Building Trust Through Listening: A Dignified Sales Strategy". Drawn from his extensive experience and trusted network, Colin shared thought-provoking insights and practical strategies to unlock the power of listening.

As someone who champions emotional intelligence and a servant mindset in sales, I know that trust is at the core of consistent sales growth. Together with Colin, we explored how deep, intentional listening can uncover client needs, foster meaningful relationships, and create lasting impact.

Key Takeaways:
📌 The Art of Active Listening: Why it’s critical for building trust and closing deals.
📌 Emotional Intelligence in Sales: How listening connects with empathy and servant leadership.
📌 Practical Listening Techniques: Learn actionable strategies to transform your sales conversations.
📌 Listening for Innovation: Turn client feedback into opportunities for growth.

Don’t miss this insightful episode!

Connect with Colin:

LinkedIn
https://dexteritysolutions.co.uk/blog/
https://dexteritysolutions.co.uk/
https://dexteritysolutions.co.uk/the-listener/

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity