Win the Relationship, Win the Deal with Casey Jacox
This episode of the Live Better Seller Better Podcast features Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal: Six Common Sense Strategies to Succeed in Life and Business.
Casey shares how to build good relationships using a step-by-step process that you can apply too. To build a good relationship, start with your mindset and be intentional about what you do and why you're doing it.
In listening versus hearing, Casey suggests TED (Tell, Explain, Describe). Also, be sure to document everything, send recaps to clients, and sound curious to know the ideal outcome for your prospects. Lastly, leave your ego at the door and ask for help when you need it!
- Build good relationships by starting with yourself
- Expectation management: Create trust and follow-through
- Listening vs hearing: TED-based questions and documentation
- Check your ego and ask for help
Casey: "If you win people, deals will come."
Casey: "If we can hear two words in a meeting, which is "great question," that means you made them think. And, to me, that's how I measure success of a meeting. If I made a client or prospect think, I know I'm on the way to becoming uncommon."
Casey: "Your mindset is so important in removing words that create anxiety and replacing them instead with 'I will.'"
Casey: "When we slow down to think about these things in a really simplistic way, it doesn't need to be this difficult... I'm looking at a sign, I'm a big Ted Lasso fan, and this sign says be curious, not judgmental."
You can find out more about Casey in the links below: