Authentic Persuasion Show

How can sales professionals effectively address and alleviate customer fears? What are some practical ways salespeople can create a sense of safety for their clients? Sales is no longer about transactions but about interactions. Understand your customer's fears and work to alleviate them, employing the SAFE method—Successful At Fear Elimination. This is an excerpt from one of my training sessions where I talked about some important closes that you should be using in sales. Join me as I explore why truly effective salesmanship looks less like pushing for a sale and more like guiding a client to a safe, confident decision. Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to also learn about the human side of sales, and not just about the product? What happens to most people in sales is that they are all about product knowledge. You want to make sure that you don't neglect the conversations and the helping customers part of sales. This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers. Find out more about authenticity, persuasion, the future of sales, and a lot more! Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit CutterConsultingGroup.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com 

What are some of the crucial elements in achieving success in sales? How do you connect with people on a personal level and build trust? By being authentic, attentive, and customer-focused, you can establish a good sales reputation and differentiate yourself from others. This will lead to more deals closed and more long-term relationships. In this episode, Dr. Terry Loe from Kennesaw State University and I talk about his journey in sales and the role of authenticity in a salesperson's success. Learn more about authenticity, the key role of salespeople, and providing value to others. Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit CutterConsultingGroup.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com  Terry's BioTerry spent 11 years in the industry before entering academia in 1991. He is the author of numerous sales and ethics research articles, and a sales textbook and is currently the Executive Director of the Center for Professional Selling at Kennesaw State University and Executive Director of the National Collegiate Sales Competition, the largest and longest-running university sales role-play competition world-wide.   Terry's Linkshttps://www.linkedin.com/in/terryloe/https://coles.kennesaw.edu/salescenter/index.php

What is it that you can actually control in a sales process? How can this knowledge help you in your sales career? In this episode, you will be listening to a replay of my LinkedIn Live Audio titled: What can you control in sales? If you want to succeed in sales, you have to have control over the process and conversations. And usually, the person who asks questions is in control. But the question is, does it really matter who is in control? Learn more about this topic as I share my thoughts and give valuable advice to all salespeople out there.   Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/ Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/ Want to check out video content? https://www.youtube.com/c/JasonCutter Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What if sales was easy? What if the deals you have with clients are all one-call close? In this special episode, you will be listening to a replay of my LinkedIn Live Audio a few weeks ago. Given that the sales industry is very much uniform in its belief that it is a challenging game, this is absolutely an interesting discussion to explore. Learn more as I talk about this topic and give valuable insights for all salespeople out there. Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/ Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/ Want to check out video content? https://www.youtube.com/c/JasonCutter Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How do you stay focused and energized all day if you are in sales? What then are some things that keep you unfocused? It's really tough to do this when you are making calls all day and it's not going well. It's literally hard to pick yourself up when you feel distressed and keep moving forward. In this episode, I talk about things to help salespeople stay focused throughout the day. I am doing this because I want to help everyone who is in sales improve and scale. Learn more about this topic and remember to take notes and apply them. Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/ Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/ Want to check out video content? https://www.youtube.com/c/JasonCutter Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Why is it important to know what your fears are? How can this help you in your road to being a sales professional?For people that go skydiving or bungee jumping, it's not that they have no fear, it's just that they know their fear, and they want to do it anyway and push, that's the big key.In this episode, I talk about getting to know your fear.Learn more as I talk about this topic and pick up some gems that you can apply to your sales career.  Overcoming Objections, Motivating Your Team (and yourself), Being A New Team Lead – get the ebooks (free): www.jasoncutter.com/ebook In sales, and want to close more deals? https://www.jasoncutter.com/sales-person/ Owner/Sales Leader and want to build a more scalable operation? https://www.jasoncutter.com/leader-owner/ Want to check out video content? https://www.youtube.com/c/JasonCutter Find out if your Sales Operation in Scalable Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker Get help with your sales team Connect with Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

Do you have solid transitions for moving through your sales conversation? The transition is the bit that allows for a fluid movement from one portion of your sales process to the next. Top performing salespeople are pros at the transition. As you guessed it, struggling salespeople don’t usually have good transitions ready. In this episode, I will cover why that happens, and how to build transitions that will help you close more deals. Book your free Sales Power Call with Jason Enroll in the Persuading Like A Professional Online Mini-Course Download The Power of Authentic Persuasion ebook Get help with your sales team Connect with Jason on LinkedIn

What matters most during the sales process? How can you go beyond approaching and presenting to create long term relationships with your clients? Salespeople have to keep a professional image as they approach their clients, however, that is not what maintains their strategy to close sales. Reaching to prospects during the sales process is not just demonstrating products or services to them. It requires understanding and being attentive to your clients. In this episode, Grandpa Stork shares the importance of developing relationships, forming connections, and listening to clients during the sales process. Learn how to build relationships as a salesperson by having a transparent and authentic connection with clients, conquering your fear of failing, and finding ways to go beyond having valuable conversations. Donate for Grandpa Stork’s cause: paypal.com/paypalme/grandpastork Book your free Sales Power Call with Jason Enroll in the Persuading Like A Professional Online Mini-Course Download The Power of Authentic Persuasion ebook Get help with your sales team Connect with Jason on LinkedIn Connect with Grandpa on LinkedInAnthony a.k.a. Grandpa Stork’s bio: ‘I’m a Grandpa!”Motto: Dream Big – Play Hard – Give Back – Have FunAnthony Hall aka Grandpa STORK, is a dragon flying, superhero – in training; an IT veteran (hardware/software dev) with over 27 yrs experience in business development and sales. The current side-hustle is as a Training Coordinator for the Holistic Information Security Practitioner Institute (HISPI), a nonprofit Cybersecurity Training and Certification organization.After witnessing the birth of his first grandchild, Anthony founded The Rose of Education Organization (TREO), Inc, a Space Tourism industry startup developing operations in Education, Entertainment, and Exploration.So that his grandchildren and their grandchildren, the children of Africa, and around the World in marginalized communities, might aspire to become Captains of Industry, not just a ‘captive audience’ on humanity’s grand voyage among the stars.Have You METT TREO?Mentors, Educators, Teachers, and Technologists.The Rose of Education Organization.“Where Education is Child’s Play and Technology is a Game.”50 year Mission: EDEN3 Mars ColonyStar Date: 24.11.2060 (inauguration)What kind of games and sports will humanity play in Space?TREO’s business plan is to become the answer to the above question.Imagining what it would be like to stand on the back of a dragon while it’s flying, Grandpa STORK created the Dragon’s Fire Flying EGG (Exercise Game Gear) – the Art of Fitness, to turn humanity’s fantasy of human-powered flight into a Virtual Reality, exercise, and game.The Dragon’s EGG is a component of the Dragon’s Fire Flying Suite of Live-Action (LA), AR & VR Games: Basketball • Quidditch • Squash • Sentinels and the Dragon’s Fire. The 4th D...

Have you ever felt that pushy, uncomfortable pressure to buy something, especially from those aggressive booth vendors at the mall?It's not urgency's fault, but how and when it's applied can make all the difference. There's a delicate balance between understanding the customer's needs and persuading effectively.Let's explore why urgency often feels manipulative and ineffective when used too early in the sales process and without genuine intent. If you're ready to transform how you approach urgency in sales and become more consistent in your efforts, stay tuned!     Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How can sales professionals effectively balance rapport and empathy to foster trust without rushing into it? What indicators should sales professionals look for to determine the right moment to introduce urgency?In today's episode, I talk about urgency. I also talk about the foundational elements that lead up to creating genuine urgency – rapport, empathy, trust, and hope. While trust is built through understanding and positioning yourself as a guide rather than a hero, hope allows the customer to envision a better future with your solution.Learn about the negative stereotypes around urgency, and how it's often misapplied with pushy or desperate tactics. Tune in to capture Jason's insights on how to blend urgency seamlessly into your sales strategy without feeling "gross" or off-putting! Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How can you ensure your empathy is perceived as genuine and not merely a sales tactic? Why should trust not be forced or rushed in the sales process?In today's episode, I talk about two critical elements of successful sales: empathy and trust. I will also share why my thoughts on how rebranding the discovery phase to an "empathy step" can dramatically transform customer interactions.By genuinely caring and asking the right questions, you can listen more effectively and understand your client’s needs better. It is important to position yourself as a guide rather than a hero in the sales journey. Discover how focusing on empathy can build stronger, more authentic connections, and learn why making your prospect the hero of their own story is key to earning their trust.  Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What are some specific techniques or strategies to build meaningful rapport quickly in a sales conversation? How can salespeople identify a customer's comfort zone?In this episode, I’ll be addressing the core concept of your potential customer’s comfort zone—the invisible barrier preventing them from making that crucial buying decision. We'll explore why this fear of change exists and how understanding its deep-seated psychological roots can transform your sales strategy. I’ll also walk you through the first four essential steps of the pathway we’ve covered so far, with a special emphasis on rapport-building. Stay tuned as we build a framework designed to help you understand and guide your potential customers through their comfort zones and beyond. Let's get started!  Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is the difference between 'earning the right to close' and 'asking for the close' in a sales conversation? What are some key steps that sales professionals can take to build trust and rapport?In this episode, I talk about the crucial aspect of sales that every professional needs to understand: the difference between earning the right to close and simply asking for the close. I will break down why it's essential to build trust and rapport with clients, and how taking a consultative approach can dramatically transform your sales conversations and outcomes. Get ready for insightful tips and actionable advice to help improve your sales game and turn sales into a form of service.  Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

In sales, are you using the traditional method of closing? Have you ever learned about the assumptive method of closing?In today's episode, I'll talk about the mechanics of the assumptive close in sales. I will also walk you through the critical steps in the authentic persuasion pathway: building rapport, fostering empathy, establishing trust, instilling hope, and creating urgency.You'll learn why following this sequence is vital for a successful close and how to avoid the pitfalls of asking for the sale. By the end of this episode, you'll understand how to confidently guide your clients towards their goals without planting seeds of doubt or appearing pushy, ultimately transforming the way you approach the sales process. Join me as we explore how to move people forward with professionalism and confidence!   Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is a consultative approach to closing deals? How is it different from an assumptive approach? In today's episode, I will talk about two crucial sales approaches that can transform your selling strategy: the consultative approach and the assumptive close. I will also guide you through the importance of understanding your customer's unique pain points or goals and how to tailor your solutions to meet their specific needs. Let's explore why a fear-based selling tactic often backfires and how a genuine, consultative approach can build lasting customer relationships. Learn more about the power of assumptive closing and how to handle objections effectively. Get ready to scale your sales game with practical advice and authentic persuasion tactics!   Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How does viewing oneself as a professional change the approach to sales? How can sales professionals effectively persuade clients to step out of their comfort zone?We're diving into a pivotal mindset shift for sales professionals. I know many of you in sales might not be dealing with life-or-death situations like doctors do, but here's a game-changing idea: viewing yourself as a professional can transform your approach to selling.I'll talk about how adopting this professional mindset can change your sales from something you do to someone, to something you do for and with them. I'll also discuss two critical closing strategies within the authentic persuasion pathway, designed to guide clients out of their comfort zones and towards positive resolutions.Stay tuned for insights that could revolutionize your sales technique and boost your success rate! Don't forget to check out our previous episodes to get the full benefit of the authentic persuasion method.   Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

What is a consultative sales strategy? How effective is this approach to sales?In this episode, I talk about the nuances of consultative sales, the impact of adopting a consultative approach, and mirroring the practices of the medical field.You will learn that true consultative sales extend far beyond merely asking questions. It's about diagnosing a client's issue like a doctor, prescribing the right solutions, and sometimes even advising against a sale if it doesn’t serve the client's needs. Stay tuned as I highlight how to guide clients from their comfort zone to making decisive, informed choices with confidence.   Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How can salespeople effectively personalize follow-up messages to make them more impactful? What is the difference between manipulation and persuasion in sales?In today's episode, I talk about the vital role of a 'guide' in the hero's journey and how it parallels the world of sales. I also discuss the importance of aligning your follow-up efforts with the customer's 'why,' emphasizing a more impactful connection rather than relying on end-of-quarter manipulations. Learn more about the pitfalls of discounts and incentives that may seem like bribery, setting strong follow-ups, and how you can shift the odds in your favor to close more deals.Stay tuned for valuable tips and if you're looking for more personalized advice. Let's dive into how you can avoid the 'follow-up trap' and truly move the needle in sales. Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com

How does reminding customers of their own 'why' help in pulling them out of their comfort zone and encourage them to embrace change? In this episode, I talk about the art of persuasive communication. I'll share how this strategy applies universally, whether you're pitching to venture capitalists or simply selling a product or service.Understanding your client's 'why' is more than just sales talk—it's about reconnecting them to their goals and showing them that you are the guide in their journey. Stay tuned as I explore these pivotal concepts, equipping you with the know-how to convert prospects into successful sales. Become a Certified Authentic Persuader Get the ebooks to help you close more deals Visit sellingeffectiveness.com for more tips and get help Follow Jason on LinkedIn Or go to Jason’s HUB – www.JasonCutter.com