Jan 8, 2019
Sell Without Selling Your Soul - with author Liz Wendling
Liz Wendling is a sales coach and consultant for women,
sales professionals, and a few smart men. Liz is
also the author of Selling Without Selling Your Soul
Bringing integrity to the sales world was Liz's inspiration for
this book. Since we are all selling something, Liz thought it was
time to drop the baggage, and focus on the thing that keeps us in
business - Sales.
I hope you enjoy the conversation as much as I did.
- Sell without selling your soul why?
- You choose how you want to sell - why is this
- Why do we struggle with identity and
- What are some common mistakes we all make?
- Why is it important to be authentic?
- What can we do if we struggle with being
- How does technology play a role in sales?
- What does Liz's execution process look like?
- What is the Knowing/Doing Gap?
- What are some skills that we can focus on that
will help us be better sales professionals?
- What are some of the skills that people
- What does Liz's research process look like?
- How do we build out our own process?
It is time for women to reframe what it is to sell, create
influence, and generate confidence
We can't avoid the thing that keeps us in business - SALES
Focus on how you want to be. We get to choose this, we should
lean into this.
Sales many times is a love-hate relationship
Love the work, but hate the idea of stepping into the role of the
When we step into this mindset, we create a fatal business
If you are reluctant to sell, or have a hatred toward it, it means
you are doing it wrong.
Feel like you have to talk about yourself - Best way to combat this
- ask questions, listen, relax.
Showing up as self-serving rather than self-confident
Don't get stuck up in your head.
Within the first few moments, the client may decide "you are not
Authenticity is not a strategy. You don't learn to be
authentic. You are, or you are not.
If you have crappy skills, it does not matter how authentic you
You have to be you.
If it does not feel right, it likely is not.
You have an option to change your language.
Stop, figure out a way that resonates with you.
If you are using words or a process that is not yours, it's like
running around with someone else's clothes. You'll never feel
The human element will always be a part of the process.
Think Heart to Heart instead of just Head to Head
Fit - "we are a good match"
Inspired Action - what can I do that can inspire me right now
to do what I need to do to move things forward.
"If it's on paper, it is something that I thought was
Knowing/Doing Gap - I know what I need to do, but I'm not doing
it. Break the problem into multiple pieces, smaller
Too many people drop the ball because they do not want to stay in
If you are going to do the activity, build a process around it to
People Skills/Communication Skills - We are human beings talking to
other human beings.
People do not like "being closed", they do like buying things, and
Empathize from your heart, not your head.
Drive-by empathy does not make an impact.
Hone/refine your prospecting skills. Is your prospecting
approach a cold-call version of an email? Are you barging
into their inbox? If so - this is a virtual sales pitch that
will get you nowhere.
When prospecting - leave out all of the stupid stuff that makes
people roll their eyes. Know the pains, challenges, issues,
headaches, heartaches. Get in their world.
Make it about them, their world, not your world.
Follow-up - These days people are either failing to follow-up or
using improper follow-up - This is the main reason sales pros are
"You want to give yourself a raise? Improve your follow-up"
After the 10th follow-up, they just give up.
Follow-up is not a task, it is a process.
Honesty is always welcomed - this is an expectation you can
Ask better questions - GOOD, emotional, questions.
Your process is personal. If you have closed business, you
can map out this process.
Create the steps, what does it look like when you pull the path
apart, and put it back together?
Don't drop the ball in your process.
Don't make the prospect feel like they are being forced through
Take a personal approach, remember the 1:1 relationships, don't
make assumptions, ask better questions.
If you don't get the sale - get the lesson. See if there was
a lesson you were supposed to learn. Assess the
There is a nugget in there you can apply to the next sale.
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