How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert; Imposter syndrome can be a pesky companion that holds you back from reaching your true potential. It can make you feel like a total fraud despite all your achievements… And as with a lot of things, there’s no magic cure for it… But instead of letting it weigh you down, you can embrace it and turn it into your greatest superpower. Let’s flip the script with Amber Deibert! I’ve pinned her down to talk about how to rewire your mindset and harness the power of imposter syndrome to fuel your success. Hit that play button now! WHAT WE DISCUSS: [1:17] - Who is Amber Deibert? [6:19] - When did Amber realize she had imposter syndrome? [8:04] - Amber’s personal definition of imposter syndrome [15:53] - How to rewire a self-limiting belief into a positive one [20:23] - Focusing more on being intentional vs following the status quo [22:45] - How to make a quantum leap into the next version of you [25:27] - How to ensure you’re climbing the right mountain [48:27] - An influential communicator Amber looks up to today NOTABLE QUOTES: [11:21] - “Imposter syndrome is a passing phase. It only lasts while you're in that growth phase, and then it just disappears.” - Amber Deibert [17:17] - “Your introversion is not interfering with your ability to be successful. Your introversion actually is your superpower.” - Amber Deibert USEFUL RESOURCES & LINKS: Mental Mastery website: https://mentalmastery.com/ Connect with Amber on LinkedIn: https://www.linkedin.com/in/amberdeibert Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ P.S. WANT SOME ADDITIONAL RESOURCES? Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Unlock The Power of Storyselling In 2023; A good salesperson knows how to talk… But a great salesperson knows how to tell a story. That's right folks - the power of storytelling can unlock a whole new level of sales success.  In 2023, with the constantly evolving market and the rise of e-commerce, it's more important than ever to stand out and connect with your customers.  And there's no better way to do that than through the art of storyselling.  Storytelling is not just a way to entertain, it's a powerful tool that can help you build a deep emotional connection with your audience, convey complex ideas in a simple and memorable way, and ultimately, close more deals.  Recently, I was featured in the Sales Leadership podcast, where I discussed the many benefits of storyselling and shared tips on how to craft a compelling and effective sales narrative in the most authentic way possible.  And in this episode, I want to share that feature with you. So, are you ready to revolutionize your sales approach in 2023?  Are you ready to use the magic of storytelling to close more deals and build stronger relationships with your customers?  Then tune in to this episode and discover the power of storyselling.  Let's get it! WHAT WE DISCUSS: [1:22] - Introducing Ravi Rajani [4:19] - What made Ravi want to focus on storytelling [7:32] - The importance of storytelling in the sales world [12:21] - Why so many salespeople still don’t utilize the power of storytelling [14:23] - How to fuel your prospects’ excitement by sharing authentic experiences and craft them into shorter stories to prevent overwhelm [23:19] - How to practice telling reverse resistance stories [24:06] - Ravi’s signature storyselling framework [28:24] - The PSA framework: Point, Story, Audience Impact [30:16] - Should brand new sales reps replicate company stories or create their own personal stories? [31:48] - How to predict if somebody's going to be a top rep [36:14] - Why building trust matters so much for salespeople [38:39] - How to connect with Ravi [40:12] - Ravi’s final thoughts for sales leaders VALUABLE INSIGHTS AND KEY TOPICS: Why authentic storytelling is a critical skill for sales reps today  The importance of sharing your own personal experiences and using it as your unique method of taking your clients from pain to glory How to give your prospects a new perspective and motivate them to take action through effective storytelling The importance of thinking more long-term and using storytelling as a tool to focus on winning the relationship with your prospects rather than winning the deal How to construct your stories and tell them in a way that will be highly engaging and impactful to your prospects NOTABLE QUOTES: [10:57] - “A story allows you to elicit an emotion and that emotion should initiate or challenge a specific belief or initiate a new perspective.” - Ravi Rajani [30:57] - “One of the most impactful things you can do for a new seller is help them understand that they have a story to tell.” - Ravi Rajani [40:48] - “Focus on winning the relationship versus winning the deal.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Sell More In a Recession through the Power of Practice; There are no shortcuts to success. It will take a while, and it will take TONS of practice… But with a little persistence, discipline, drive, and resilience, you’ll come a long way. The most successful people in the world know this, and they engage in relentless practice. And now, in the world of sales, it's more important than ever to stay sharp and adapt to the ever-changing market.  That's where The Practice Lab comes in. Jonathan Mahan and Jordana Zeldin are the masterminds behind The Practice Lab, a training company designed to help sales professionals become true masters at their craft.  They know that effective low-pressure practice is the key to success, and on today’s episode of The Influential Communicator, I’ve pinned them down to share their insights with us. So, are you ready to up your practice game? Let’s hear it from the experts themselves, Jonathan and Jordana, on how to achieve success and sell more in a recession through the power of practice. Hit that play button! WHAT WE DISCUSS: [1:47] - What is the Practice Lab and who are the founders? [5:42] - Do they ever get the performance bug? [7:30] - The distinction between training and practice according to Jonathan [10:25] - How to engage in effective practice with all the external noise [16:42] - Is it effective to simulate high-stake scenarios during practice? [22:50] - Dealing with mental block in high-stake scenarios [25:43] - The Practice Lab’s approach to training inexperienced teams who struggle with internal beliefs that suppress their true potential [30:31] - One thing sellers can do to eradicate the pitch voice [34:09] - Influential communicators that Jonathan and Jordana look up to today VALUABLE INSIGHTS AND KEY TOPICS: The importance of having a constructive perspective of practice and be more open to making mistakes, receiving feedback and applying corrections as you go How to most effectively structure your practice to reduce pressure and boost results How to speak your truth and master the art of controlling your pitch voice to build stronger connections with prospects How to stay present in sales interactions by maintaining awareness of your body NOTABLE QUOTES: [11:13] - “The great thing about practice is it's free, not entirely complicated, and it doesn't take a lot of time.” - Jordana Zeldin [28:10] - “Practice can be that middle ground space to make [frameworks] sound more natural and kind of to adapt what they heard in the book to their own style.” - Jonathan Mahan USEFUL RESOURCES & LINKS: The Practice Lab’s Website: https://www.thepracticelab.co/ Connect with The Practice Lab on LinkedIn: https://www.linkedin.com/company/the-practice-lab Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jtmahan Connect with Jordana on LinkedIn: https://www.linkedin.com/in/jordanazeldin Join The Practice Lab's new community: https://club.thepracticeclub.co Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to stop conforming and sell like you; Trying to fit into the mould of what's "normal" is a total recipe for disaster. Maybe you’re doing it to try to please other people... Maybe you’re afraid to go a different direction… So you follow, you conform, you suppress your true self. And suddenly you don’t feel like yourself anymore. Let's face it, when you try to please everyone, you end up pleasing no one, especially yourself.  So, why not ditch the act and start selling like YOU? Don’t be afraid to stand out from the rest and embrace your uniqueness. It’s what makes you unforgettable. Join me on this episode of The Influential Communicator as I sit down with renowned sales coach and author Jeff Bajorek to discover how to break out of the conformity trap and unleash your unique sales style. Grab your favourite drink, put on your headphones, and get ready to learn how to sell like a boss by just being yourself! WHAT WE DISCUSS: [1:20] - Who is Jeff Bajorek? [4:32] - Jeff’s 30-second definition of selling [6:03] - A time in Jeff’s sales journey where he had to operate in a way that misaligned with his values [10:47] - One thing sellers can do in today’s climate to listen to their inner voice and not suppress it [18:49] - How to sell like you when selling like you isn’t championed up above [24:08] - Unapologetic self-expression vs doing what everyone else is doing [29:35] - The downsides of selling according to Jeff [36:00] - An influential communicator Jeff looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to unleash the power of your authenticity and create high-impact experiences for prospects by being unapologetically yourself How to stand out from the crowd and embrace your uniqueness to become unforgettable to your prospects How to find your own voice and ignite your sales by listening to your inner voice and refusing to limit yourself to what others are doing How to break free from the norm and why "going by the book" is holding you back in sales NOTABLE QUOTES: [10:58] - “Limit your exposure to voices that aren't yours.” - Jeff Bajorek [24:47] - “If you try to please everybody, you will thrill nobody, and no one spends a lot of money without being thrilled about doing it.” - Jeff Bajorek [29:04] - “The very thing you are hiding is the very thing that makes you.” - Ravi Rajani USEFUL RESOURCES & LINKS: Jeff’s Website: https://www.jeffbajorek.com/ Grab a copy of Jeff’s books: https://www.jeffbajorek.com/books Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffbajorek Subscribe to Jeff on YouTube: https://www.youtube.com/channel/UCtu4VsOzH6YfXsNGNKN96ew Follow Jeff on Twitter: https://twitter.com/jeffbajorek Follow Jeff on Instagram: https://www.instagram.com/jeffbajorek/ Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Break into Tech Sales & Boost your Charisma; Charisma is the secret sauce in the sales world… It's like the cherry on top of a sundae that adds an extra sparkle… It's what sets you apart from the rest and gives you the edge you need to shine. When you're confident in who you are and can radiate charisma, you become a force to be reckoned with. You're able to connect with people on a deeper level, build trust, and create lasting relationships.  And let's face it, people are more likely to do business with someone they like and trust, rather than someone who seems robotic or inauthentic. So, if you need a little pick-me-up to embrace your unique personality and let your charisma shine, this episode is for you! Today, we're chatting with Christine Rogers, the dynamic COO of Aspireship, and she's spilling all the beans on what it takes to succeed in tech sales and share her expertise on how to showcase your unique personality and charm to make a lasting impression and land your dream job in tech sales. Let's do this! WHAT WE DISCUSS: [0:54] - Who is Christine Rogers? [4:12] - What inspired Christine’s shift from marketing to entrepreneurship [6:36] - Christine’s vulnerability hangover experience [8:59] - All about Aspireship and the journey of a future seller [12:06] - Christine’s definition of a charismatic person [15:06] - One thing Christine wishes sellers locked onto more: being a teamplayer [18:05] - How somebody with no track record can showcase that they’re a team player [20:15] - How sellers can become better storytellers to position themselves as the right people for the job [24:18] - How to become a better listener while feeling anxious and nervous [26:43] - How to display authentic charisma after an interview  [30:04] - A charismatic communicator Christine looks up to today VALUABLE INSIGHTS AND KEY TOPICS: The realization that charisma is not necessarily about being extroverted but instead is about confidently and unapologetically showing up as yourself How to deal with a vulnerability hangover and remember that mistakes are part of being human How to make your mess your message and inspire prospects to take action The importance of being a team-player in the sales world How to boost your charisma and open doors to bigger and better job opportunities NOTABLE QUOTES: [13:10] - “When I'm thinking about charisma, it's not necessarily an extrovert or introvert, it's like how quickly can we align who they naturally are with the roles that they're doing and actually make that magic happen.” - Christine Rogers  USEFUL RESOURCES & LINKS: Aspireship: https://aspireship.com/ Connect with Christine on LinkedIn: https://www.linkedin.com/in/christinerogers2 Follow Christine on Twitter: https://twitter.com/aspirechrisrog Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Communicate your Solution & Sell it like a Mango; Let's be real, who likes being sold to?  Nobody, right?  We all hate that pushy salesperson trying to shove their product down our throats.  But what if I told you there's a way to sell your solution without making it feel like a sale?  Think of it like selling a mango... A mango is a delicious, juicy fruit that people love, but you don't go around shouting "BUY MY MANGO, IT'S THE BEST MANGO IN TOWN!"  No, you let the mango speak for itself. It's all about communicating the benefits, the taste, and letting people make the decision for themselves.  The same goes for your solution.  And on today’s episode of the Influential Communicator, I bring in Donald Kelly, the Founder of The Sales Evangelist and author of “Sell It Like a Mango: A New Seller's Guide to Closing More Deals.” Donald is here to enlighten us on his Platinum Rule in sales, and share his own personal mango-selling story that we can all learn from. So, tune in to this episode as we dive into how you can communicate your solution and sell it like a mango, without all the pushiness. Let’s get into it! WHAT WE DISCUSS: [0:54] - Who is Donald Kelly? [5:27] - Donald’s Platinum Rule and how it contributes to the B2B sales space today [11:10] - Implementing personalization by using intent-based prospecting [14:21] - The concept of convincing versus influencing [20:48] - Using micro-commitments to inspire prospects to take action [24:50] - Donald’s story of selling mangoes in Jamaica [30:37] - Where to get Donald’s book, “Sell It Like a Mango: A New Seller's Guide to Closing More Deals” [31:49] - An influential communicator Donald looks up to today 3 WAYS TO EFFECTIVELY COMMUNICATE WITH PROSPECTS ACCORDING TO DONALD: Influence and educate your prospects rather than just convincing. Focus on quality versus quantity. Be very unique in your process, do it at scale, and build. VALUABLE INSIGHTS AND KEY TOPICS: The importance of focusing on what the prospect wants versus what you want for them Why intimacy and connection are crucial when it comes to scaling your business Why influencing is far more powerful than outright convincing prospects to buy your product or service How to stand out from the crowd as a seller by using authenticity to pull your buyers in  How to use micro-commitments to keep your buyers coming back for more NOTABLE QUOTES: [6:15] - “The golden rule states that, treat others the way that you would like to be treated.” - Donald Kelly [15:08] - “Convincing someone to buy your product is a bad idea. [...] What I’ve seen best is you’ve helped influence someone or help educate someone enough that they convince themself to make that investment.” - Donald Kelly [20:53] - “In order to impact somebody, you need to learn how to influence them first.” - Ravi Rajani USEFUL RESOURCES & LINKS: Read Donald’s book, “Sell It Like a Mango: A New Seller's Guide to Closing More Deals”: https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906 The Sales Evangelist: https://thesalesevangelist.com/ Connect with Donald on LinkedIn: https://www.linkedin.com/in/donaldckelly Follow Donald on Twitter: https://twitter.com/DonaldCKelly Subscribe to Donald on YouTube: https://www.youtube.com/c/TheSalesEvangelistDK Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to become a magnetic communicator in your next sales presentation; Selling with style and authenticity is the name of the game. But let me tell you this… Being authentic doesn’t mean you just get to talk about what you want 100% of the time. You also need to contextualize who you are, in accordance with the person you're trying to connect with. And so that’s where style comes into play. When these two mix well together, you have yourself a high-impact message. So, how can you become a magnetic communicator and crush your next sales presentation? Buckle up because Nikki Ivey is here to give us the inside scoop! Nikki, currently a sales training director at JB Sales, has been in the world of sales and marketing for a while now, so it’s no surprise that she’s got the perfect formula for a punchy and memorable sales conversation.  You’ll get what I mean when you tune in to this episode! Got your notes ready? Hit play! WHAT WE DISCUSS: [1:23] - What Nikki learned from being a mother at the age of 16 [3:50] - Who is Nikki Ivey? [4:50] - One thing Nikki’s childhood hero taught her that she still does today [8:12] - Nikki’s vehicle to create change: communication [10:40] - Nikki’s intentional versus innate communication skills [12:28] - A speaker Nikki looked up to while growing up [17:26] - What Nikki does differently when communicating on video than in front of a live crowd [21:16] - Nikki’s opinion on sellers’ fear of showing up as themselves [25:21] - Nikki’s definition of a sales presentation [28:53] - Nikki’s routine for a magnetic presentation [31:49] - How to rely less on slides and more on conversation [35:29] - Nikki’s way of handling out-of-nowhere questions during presentations [37:43] - How to end a presentation in a way that will make you stand out as a seller [41:52] - How Nikki follows up with her audience after a presentation [44:52] - An influential communicator Nikki looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to deliver a memorable sales presentation with high frequency and high energy all throughout  The power of eye contact and non-verbal communication The importance of contextualizing yourself based on your audience How to decondition yourself from “death by PowerPoint” by relying less on slides and more on conversation How to engage your audience and craft a compelling message with more substance NOTABLE QUOTES: [1:40] - “My success, specifically my confidence, cannot be based entirely or even too much on other people’s validation.” - Nikki Ivey USEFUL RESOURCES & LINKS: Connect with Nikki on LinkedIn: https://www.linkedin.com/in/nikki-ivey Follow Nikki on Twitter: https://www.twitter.com/knownikkiivey Follow Nikki on Instagram: https://www.instagram.com/knownikkiivey Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Structure A World Class Presentation; In the business world, presentations are inevitable. But it takes skill to get your point across effectively, clearly, and most importantly, remarkably.  When you want to leave a lasting impact on your audience, you need to catch their attention. And how can you do that? You need to be unique… You need to be different… And you need to be captivating.  Really ask yourself: what sets you apart from the rest? In today's episode of the Influential Communicator Podcast, I teach you my specific six-step approach to map out a high-impact, world-class presentation. Tune in and let’s get it! WHAT WE DISCUSS: [2:40] - Why you should cut your presentation length by 10% [5:01] - Module 1: Start with a personal story [7:12] - Module 2: Use the movie trailer method [10:30] - Module 3: Illuminate the villain [12:25] - Module 4: Present your unique method [15:30] - Module 5: Use a call-to-action [18:40] - Module 6: Tell a micro-story that creates movement around your message VALUABLE INSIGHTS AND KEY TOPICS: How to craft a framework fit for a world-class presentation and leave a lasting impact on your audience The importance of shedding light on the main problem rather than going straight to the solution How to end your presentation with a powerful call-to-action and successfully embed a memorable core message NOTABLE QUOTES: [4:17] - “I'm not about formulas, I'm about frameworks, then creating freedom within the framework and then breaking it and creating your own.” - Ravi Rajani [19:33] - “People like to buy from people who believe in something.” - Ravi Rajani [21:07] - “You need to speak to one person and not everybody, because when you try and help everybody, you help nobody.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Create Evangelists & Explode Your Brand; Authenticity, consistency, and intention.  These are some of the most important characteristics we look for in people…  Even more so when it comes to building a community. Today, evangelism has been quite a big buzzword in the business world. But what is evangelism, really? Long story short — it’s all about problem-solving.  It’s about building a community around the solution to your business problem and allowing people to become part of the solution, while making sure that it is all intentional. In this episode of The Influential Communicator, I am joined by Leslie Greenwood, a trailblazer, seasoned evangelist, and today, a founder and CEO of Chief Evangelist Consulting. I’ve pinned her down to talk about all things evangelism and how to explode your brand in the most genuine way, through your own evangelists. If you own a brand or business, this is your wake up call to start evangelizing. Press that play button! WHAT WE DISCUSS: [0:54] - Who is Leslie Greenwood? [2:47] - Leslie’s experience with starting her own business in today’s market [4:47] - How Leslie prevents burnout [7:47] - The definition of an evangelist according to Leslie [10:45] - Why evangelism promotes connection and intimacy [12:34] - How to find evangelists for your business [14:55] - How to spark an authentic connection in customers and make them talk about your business [16:25] - Leslie’s superpower: deep listening [18:42] - The difference between being icky and being intentional [19:47] - What problem-solving community Leslie would build for Ravi [22:30] - Leslie’s tips to building a new community without feeling burnout [26:08] - The pros and cons of capping the number of people in your community [28:17] - How to create consistency in your community [30:25] - How to prevent the shift of focus or “shiny object syndome” [32:49] - Leslie’s thoughts on hiring a chief evangelist in your company [36:28] - Where Leslie hopes evangelism would be in after a year [38:23] - An influential communicator Leslie looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to build a community of evangelists who are authentically invested in your brand How to become more intentional with the community you are building for your brand  The importance of taking it one step at a time to avoid burnout when it comes to creating a new community How to inspire a deeper connection and intimacy with people in your company through evangelism NOTABLE QUOTES: [5:09] - “I am a 110% or nothing kind of person. 99% kind of feels like failure.” - Leslie Greenwood  USEFUL RESOURCES & LINKS: Chief Evangelist Consulting: https://thechiefevangelist.com/ Connect with Leslie on LinkedIn: https://www.linkedin.com/in/leslie-greenwood Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

5 Steps To Embedding A Customer Success Story In Your Next Demo; Imagine being on a call and getting called out by your prospect for sounding scripted, engineered, or contrived… Let’s be real – that’s the last thing anyone would want. Storytelling inside the buying experience doesn’t have to be complicated, but it takes proper timing, effective structure, and a well-established connection with prospects to tell a convincing story that doesn’t feel forced. And one might ask: what is one of the best ways to establish a stronger connection and accelerate trust with prospects in today’s climate? Telling a high-impact customer success story.  That’s why in this episode of The Influential Communicator, I share with you my five simple steps for embedding a customer success story into your next demo.  Ready to take some notes? Tune in and press play! WHAT WE DISCUSS: [2:21] - Step 1: Extract the villain in your buyer’s story [2:51] - Step 2: Allow the prospect to acknowledge the problem [3:41] - Step 3: Ask an open-ended question about their challenge [5:34] - Step 4: Ask a follow-up question which makes them feel deeply heard [6:30] - Step 5: Share a 90 second customer success story VALUABLE INSIGHTS AND KEY TOPICS: How to efficiently craft an authentic customer success story that will impact your prospects The importance of presence, self-awareness, and proper timing as a trusted advisor How to do effective discovery through deep listening and help extract the villain in your buyer’s story How to ask insightful open-ended questions that will encourage your prospects to open up more about their challenges How to be more credible as an advisor and allow your prospects to be more susceptible to receiving your advice USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Construct World Class Stories It's 2023 people... And I wanted to hit you with a little throwback from 2022! This episode was one of my favourite's from last year and I wanted to reignite it for your listening pleasure. In today’s episode of The Influential Communicator, Victor Antonio shows us the nitty-gritty on how to use storytelling to influence, persuade, and sell more effectively in presentations. Alright, let's get it! WHAT WE DISCUSS: [0:26] - Who is Victor Antonio? [12:41] - Talking ego, tapping into your inner voice, and the realization that you should just be yourself [17:15] - How storytelling helps salespeople be more memorable [33:06] - The “SPA Framework” and what it can do for salespeople [36:26] - The difference between a case study and a customer success story [39:52] - The right time to share stories as a salesperson [44:13] - How a salesperson can use storytelling to appeal to the personal desires of the prospect [49:03] - 3 things a salesperson can do to ensure they don’t sound scripted when sharing a story [55:24] - An influential communicator Victor looks up to today [01:03:05] - If Victor has experienced imposter syndrome when hanging around with people of influence. VALUABLE INSIGHTS AND KEY TOPICS: How to not lose yourself on the road to success by having more self-awareness when you are not being yourself and by having the courage to do things your way How to be more memorable in the eyes of your prospect by telling impactful stories which spark an emotion How to make better connections with your prospects by knowing what's meaningful to them, identifying their problems, and helping them understand them clearly How to penetrate your prospects’ minds by appealing to the different ways in which they process information 3 WAYS TO BOOST YOUR CHARISMA ACCORDING TO VICTOR ANTONIO: Don’t rush conversations. Listen better and listen with empathy. Remember the things that other people tell you. NOTABLE QUOTES: [06:15] - “Sometimes I think we’re obsessed with clocking everything, getting too much done too quickly, that we don’t take our time just to talk to people.” - Victor Antonio  [15:06] - “The toughest road to success is the road back to you.” - Victor Antonio USEFUL RESOURCES: Connect with Victor Antonio: https://victorantonio.com/ https://www.linkedin.com/in/victorantonio https://twitter.com/VictorAntonio https://www.youtube.com/channel/UCfCyFresVpOJsopvipmcVIQ https://www.facebook.com/TheVictorAntonio Connect with Ravi: https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

Spot this Communication Strategy In Sleazy Salespeople; When any influential strategy gets put in the wrong hands... It can be destructive. "With great power, comes great responsibility..." I'm pretty sure Peter Parker's uncle said that in Spiderman, but hey...it applies here too dammit! Tune in to this week's episode of The Influential Communicator Podcast to learn more about how to spot this one communication strategy in sleazy sellers and what to do about it! USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Link to Dr Zoe Chance's episode on The Influential Communicator: https://podcasts.apple.com/gb/podcast/the-influential-communicator/id1608894659?i=1000563498978 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Boost Customer Loyalty in a Recession; As human beings, we like to take the path of least resistance (whether we believe it or not). We value "ease" more than we like to admit and quite simply, it influences our behaviour as a consumer. So, the million dollar question is... Are you creating a frictionless buying experience for your customers that keeps this in mind? In today's episode, I highlight an underused marketing metric that could be the key in helping you sell more and boost loyalty in a recession. I'll see you on the other side! USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Link to Dr Zoe Chance's episode on The Influential Communicator: https://podcasts.apple.com/gb/podcast/the-influential-communicator/id1608894659?i=1000563498978 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

1 INFLUENCE TIP FROM A YALE PROFESSOR; Ever heard of 'The Magic Question'? I hadn't until I stumbled upon Dr Zoe Chance. Her work inside of the communication and influence arena is truly incredible... And in today's episode, I wanted to highlight one of her famous teachings on how to get what you want without compromising your values. I'll see you on the other side! WHAT WE DISCUSS: [0:54] - The magic question to influence somebody according to Yale professor Zoe Chance [2:09] - The power of the magic question VALUABLE INSIGHTS AND KEY TOPICS: Why and how words create the biggest influence The importance of choosing your words carefully and thoroughly How to efficiently influence anybody with one simple question USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Link to Dr Zoe Chance's episode on The Influential Communicator: https://podcasts.apple.com/gb/podcast/the-influential-communicator/id1608894659?i=1000563498978 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Tell Better Stories in 2023; Why are people STILL selling with features and functionality? Sometimes, we just need a new way...a better way and one that actually works! Enter storytelling. In today’s episode of The Influential Communicator, I am bringing you a value-packed episode from the HeySalespeople! podcast where I spoke about how to tell better stories that attract prospects in 2023 and beyond! Want to refine your storytelling skills? Push play, now! WHAT WE DISCUSS: [1:54] - What’s currently going on in Ravi’s life [2:43] - What sparked Ravi’s interest in storytelling [6:14] - How Ravi makes a story his own [7:25] - The ACORN checklist [7:40] - A: Attention grabbing [9:04] - C: Contain a relatable main character [10:49] - O: Organically unfold within a simple story arc [11:54] - R: Reveal a villain [12:39] - N: Nurture trust [13:49] - 5 stories that reps can craft during the sales process [16:41] - Ravi’s elevator story template [27:24] - Ravi’s storytelling exercise for sales leaders VALUABLE INSIGHTS AND KEY TOPICS: How to share insightful stories that feel authentic and capture the trust of your prospects The importance of relatability in the stories you share during the sales process How to become an impactful storyteller by telling simple but substantial stories NOTABLE QUOTES: [22:38] - “It's not about having the script own you, it's about you owning the script.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Salesloft Podcasts for B2B Sales https://salesloft.com/resources/podcast/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

3 Networking Tips For Becoming More Charismatic; It’s been a long time coming… But in-person networking events are back with a bang! Gone are the days where we had to bear with virtual gatherings that just didn’t quite feel the same. While not everyone is a fan of networking, it’s a critical activity to grow your business by developing meaningful relationships. But you have to be prepared, just like anything else in life… So, how do you prepare your mindset for networking and come across as charismatic and likable to your potential clients? In this episode of The Influential Communicator, I present three tips that will help you develop your networking skills like a pro. Listen in and make sure to keep these tips in mind! WHAT WE DISCUSS: [1:30] - Tip #1: ABS - Always Be Smiling [2:38] - Tip #2: Use somebody’s first name repeatedly [3:52] - Tip #3: Share a magnetic message VALUABLE INSIGHTS AND KEY TOPICS: How to come across as a person of value at your next networking event How to spark intrigue and create interest for people to be invested in your solution How to become a more charismatic, likable, and personable salesperson USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Extract a Buyer’s Story and Use Curiosity to Uncover It; As humans, we are born curious.  We use curiosity to navigate the unfamiliar… Which also includes every sales opportunity you find yourself in. In the sales world, salespeople can also use curiosity as a tool to untangle a buyer’s story. But to really get to the nitty-gritty and figure out the prospect’s truth, there should be a deeper understanding and genuine connection. In this episode of The Influential Communicator, seasoned sales professional Andy Paul is here to uncover that truth. Andy breaks down why authenticity and curiosity are at the heart of successful selling and how inclusive conversations can foster empathy and rapport with your prospects. He also shares some of his knowledge and expertise on how sellers from all backgrounds can revamp their pitches, evolve their strategies, and break down unproductive stereotypes. Ready to take down some notes?  Press play now! WHAT WE DISCUSS: [0:53] - Who is Andy Paul? [2:58] - How Andy broke free from being “salesy” [4:12] - Who were Andy’s mentors? [7:03] - What is stopping salespeople from tapping into curiosity?  [9:06] - The development of Andy’s curiosity [11:25] - An exercise to train your curiosity [16:20] - Andy’s success as a seller and podcast host  [20:24] - Why every buyer has a story that can make or break a sale [28:20] - How to embed success stories in the most authentic way possible [29:27] - The 3 Stages of the Buyers Journey [38:26] - A heart-centered and genuine way to extract a buyer’s story  [39:46] - The impact of a question you’ve never been asked before [43:55] - The significance of generosity and understanding in the buying process [49:10] - An influential communicator Andy looks up to today  VALUABLE INSIGHTS AND KEY TOPICS: Why listening is as important as talking when selling The importance of follow-up questions to foster connection with the buyer The impact of making your prospects feel valued and understood How tapping into your buyer’s story can offer them a more satisfying solution and why telling a familiar story can make the buyer feel seen 4 PILLARS TO HUMAN-CENTRIC SELLING: Curiosity Connection Understanding Generosity NOTABLE QUOTES: [12:45] - “There’s a difference between knowing something and understanding it. And for us as sellers, we need to get to a point where we understand what the customer tells us. We need to understand why it’s important to them.” - Andy Paul  [21:03] - “Really, at heart, there’s only one story that you need to be able to tell, and that’s the buyer’s story… because that’s the one they’re most interested in, right? They want to know what success is going to feel like… what’s success going to be like using your product or service… and you build that with the buyer through the questions you ask…” - Andy Paul USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Andy Paul’s Website: https://www.andypaul.com/ Connect with Andy on LinkedIn: https://www.linkedin.com/in/realandypaul Follow Andy on Twitter: https://twitter.com/realandypaul?lang=en ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

HOW TO EXPLODE THE VALUE OF YOUR PRODUCT; Facts tell, stories sell. That's exactly why having an impactful story associated with your products and services is mission critical if you want to sell more in a recession. Instead of feature dumping... Focus your efforts on eliciting a specific emotion from your buyer... Because when done correctly, this can shift their perspective and inspire them to take action. Don't believe me? Enter "The Significance Objects Project". Tune in to this week's episode to learn more about what this experiment can teach you when it comes to exploding the value of your offering through storytelling. VALUABLE INSIGHTS AND KEY TOPICS: How to elicit an emotion through storytelling Why having a product story is critical for your sales How effective storytelling fuels action from buyers USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and Watch the Show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

HOW TO BECOME A CONFIDENT COMMUNICATOR ON VIDEO; Want to build a magnetic personal brand on social media? Want to prospect in a way that cuts through the noise? Want to deliver impactful webinars that sell? I have one word for you... Video. In today's world, learning how to become a confident communicator on video is the key to standing out, becoming memorable and developing a unique voice that gets heard. The million dollar question is, how can you speak with confidence on video without fear of judgement, anxiety or nerves? The answer lies in the unwanted truth and in today's episode, Ravi is going to unleash it to you in a tactical and tangible way. Tune in to this week's episode where you will learn how to gain more confidence on video in less than 10 days. What are you waiting for? Press play! VALUABLE INSIGHTS AND KEY TOPICS: How to become a confident communicator in less than 10 days The exact story framework to share a 59 second message on video Why practice is the difference between ordinary and extraordinary NOTABLE QUOTES [2:40] - “We compare our Chapter 1 to somebody else's Chapter 31, and that's a recipe for disaster.” - Ravi Rajani CONNECT WITH RAVI: Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on Youtube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: 💡 [FREE SCRIPT] Discover how to craft a magnetic 45 second elevator story: https://www.theravirajani.com/yourelevatorstory 💡 Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking 💡 Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

CRAFT AN IRRESISTIBLE SALES STORY USING THESE 5 INGREDIENTS; They say that all great salespeople are world class storytellers... But what are the key ingredients for becoming a high impact storyteller as a seller? Enter Ravi's ACORN checklist for crafting an irresistible sales story without winging it. This isn't about sharing stories around the campfire... This isn't about storytelling fit for Hollywood movies... This is about using stories that deeply connect with your prospects and inspire them to take action. Tune in to this week's episode of The Influential Communicator to unlock the 5 key ingredients for crafting a story that sells. VALUABLE INSIGHTS AND KEY TOPICS: The ACORN checklist for crafting a compelling sales story. A simple story arc for designing a succinct story that packs a punch. The reason why having a "villain" in your story is the key for keeping your prospect's attention. CONNECT WITH RAVI: Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on Youtube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: 💡 [FREE SCRIPT] Discover how to craft a magnetic 45 second elevator story: https://www.theravirajani.com/yourelevatorstory 💡 Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking 💡 Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

ONE SALES PRESENTATION SECRET OF STEVE JOBS; 99% of sales presentations launch straight into a predictable and forgettable format. More often than not, salespeople lead with the shiny features of their company's product of service... And this works 1% of the time (if that). The truth is, people want to feel seen, heard and understood... And leading with the features of your solution is a one way ticket to disconnection. Want to try something something different? Something captivating? And something compelling? Tune in to this week's episode of The Influential Communicator to unlock and implement this 1 sales presentation secret used by the late Steve Jobs (on several occasions). I'll see you on the other side. VALUABLE INSIGHTS AND KEY TOPICS: How to meet your prospect with where they are at inside of the buyer's journey vs where you want them to be inside of your sales process. How to stop pitch slapping your prospects and assuming they understand the magnitude of their problem Discover when and how to present your solution without breaking rapport with your prospects CONNECT WITH RAVI: Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on Youtube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: 💡 [FREE SCRIPT] Discover how to craft a magnetic 45 second elevator story: https://www.theravirajani.com/yourelevatorstory 💡 Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking 💡 Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Craft The Perfect 45 Second Elevator Story; Imagine being at a networking event or on a sales call and being asked the following question: “So, what do you do?” In this very moment, you or your sales team are faced with 2 options: Option 1: Pitch slap your prospect and instantly dehumanise the conversation. Option 2: Spark curiosity, create intrigue and have your prospects wanting to learn more. I know which option I would choose! Remember, your job is to grab your prospect's attention and learn how to keep it, so you can earn the opportunity to solve their million dollar problem. I have many scripts that I personally use and teach, however, today I want to share with you ONE that will help you deliver your elevator story in less than 45 seconds to tackle the first part of this equation. Hit the play button and I'll see you on the other side! WHAT WE DISCUSS: [4:02] - Ravi’s example of a "45 Second Elevator Story" [6:44] - Insert a key decision maker into the context of your story [7:42] - Acknowledge their pain and uncover the million dollar problem [8:45] - Understand what success looks like to them and how you can help them achieve it [11:05] - An overview of Ravi’s Elevator Story template VALUABLE INSIGHTS AND KEY TOPICS: How to grab your prospect’s attention with a story in less than 45 seconds Why it's not just about what you say, but how you say it! How to speak in a way that ensures you engage in authentic behavior in an engineered scenario CONNECT WITH RAVI: Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe to the Youtube channel: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45 second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The Perfect Icebreaker For Your Next Virtual Presentation; Corporate waffle at the start of virtual sales presentations makes my blood boil. “Hi my name is (insert name) and I work for (insert company) as their (insert role) and what we do is (insert corporate waffle).” From what I see, this is how 99% of sales presentations begin. And from what I observe, it creates an immediate disconnection. Within seconds, your potential customers are secretly thinking… “I know exactly how the rest of this presentation is going to go…” They switch off… And you instantly begin competing for their attention. Here’s my truth - your goal is to get somebody’s attention and keep it so you can teach them something of value. If done right, you MIGHT be seen as the potential guide to take them from pain to glory. But in a virtual first world, how can you lead with something simple, different and personal when delivering a webinar or group presentation? Enter my my “Stack The Energy Method”. When done intentionally, this method allows you to segway beautifully into a story that keeps your prospect’s attention. In this week’s episode of The Influential Communicator, I unlock my “Stack The Energy Method” for starting your next virtual presentation with a bang. Let’s get right into it...hit that play button! WHAT WE DISCUSS: [0:54] - Ravi’s Stack-The-Energy method [2:38] - Step 1: Asking a low pain-threshold question [4:14] - Step 2: Asking a medium pain-threshold question  [8:01] - Step 3: Asking a high-pain threshold question VALUABLE INSIGHTS AND KEY TOPICS: Build an audience engagement plan before you deliver a virtual presentation Use the "Stack The Energy Method" and then share a personal story Making use of the chat function as a tool to build audience (or prospect) momentum USEFUL RESOURCES: Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Tune on via Desktop: https://www.theravirajani.com/podcast Social Media: Linkedin: https://www.linkedin.com/in/ravirajani/ Tiktok: https://www.tiktok.com/@theravirajani Youtube: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

1 Reason Why your Customer Success Stories Suck and how to Fix it; Never underestimate the power of relatability. When it comes to storytelling, introducing a relatable main character has the ability to make your prospect feel seen, heard and understood. And when done right, they should be able to see themselves in the pains, desires and transformation of your main character. But there's one problem salespeople are making in their customer success stories which is crushing their ability to connect with their prospects... In today's episode of The Influential Communicator I'm going to uncover it and teach you how to fix it. Press play and let’s go! WHAT WE DISCUSS: [0:54] - People connect with people, not companies [1:53] - How 99% of salespeople start their customer success story [2:30] - The simple shift you can make for an engaging customer success story VALUABLE INSIGHTS AND KEY TOPICS: How to deeply connect with your prospects by sharing sales stories they can relate to Why you should stop sharing case studies and start sharing stories USEFUL RESOURCES: Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Listen in on via Desktop: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

5 Steps To Crushing The Negative Story That's Suffocating Your Success; “We are the stories we tell ourselves.” And sometimes the story we're telling ourself can be a limiting one. The truth is, when you consistently tell yourself a negative story that isn't serving you, it can be really hard to reach your full potential as a communicator. These negative stories can come from a place of lack, or when we compare ourselves to others and forget what makes us unique. We need to remember that we have the power to rewrite the story we tell ourselves and transform it into a positive one. It all starts with 5 simple steps and a willingness to take action. I don't have a formula, I simply have something that works for me and my clients... And today, I want to share it with you! In this week's episode of The Influential Communicator, learn my step-by-step process on how to reframe the negative story you’ve been telling yourself, so you can charge towards your version of success as a salesperson. Ready to change your narrative? Let’s get it! WHAT WE DISCUSS: [2:44] - Step #1: Identify one story you are telling yourself right now that isn't serving you [4:06] - Step #2: Find one piece of evidence that does not support the story this negative story [5:25] - Step #3: Ask yourself, “Is there any truth in the negative story that I'm currently telling myself?” [8:06] - Step #4: Reframe the narrative and write down the positive reframe you want to embody [8:55] - Step #5: Undertake one action which creates new evidence to anchor your new positive story VALUABLE INSIGHTS AND KEY TOPICS: How to reframe narratives in your head that aren’t serving you How to identify the negative stories that limit you and let go of them How to tell yourself a story which unlocks your true potential USEFUL RESOURCES: Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Listen in on via Desktop: https://www.theravirajani.com/podcast CONNECT WITH RAVI: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How To Share A Story Virtually Without Sounding Salesy  “I love it when I talk to a sales professional who sounds like a robot,” said no prospect ever. Being human is your one way ticket to connection and conversion. If you aren’t your authentic self on a sales call, you will come across as contrived. Now, this might be a bit more challenging when done virtually... But what if I told you I have ONE simple tip that will transform you into an effective virtual storyteller... Would you believe me? On today’s episode of The Influential Communicator, I share one piece of advice that changed the game for me when it comes to sharing a story with authenticity on camera... And now, I want to show you how to put it into practice on your next virtual sales call. Hit that play button and I'll see you on the other side. WHAT WE DISCUSS: [0:27] - Ravi’s experience during a TV presenting course in London [2:50] - A TV producer’s advice to Ravi on becoming an authentic presenter [5:04] - Ravi’s tip on how to be more authentic during virtual calls and presentations [6:12] - Ravi’s bonus tip on authentic storytelling, “ABS”   VALUABLE INSIGHTS AND KEY TOPICS: Why you should act natural and be more of yourself when speaking in front of a camera How to practice “eye contact” during virtual calls and presentations How you can attract more buyers by transmitting positive energy NOTABLE QUOTES: [3:34] - “Focus on speaking to the lens as if it were your friend.” - Ravi Rajani [6:42] - “People like buying from people who are having fun and have great energy, so don't forget to smile.” - Ravi Rajani USEFUL RESOURCES: Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w Listen in to this week's episode via desktop: https://www.theravirajani.com/podcast Ravi's Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How to reframe the stories you tell yourself and become a successful seller in a downturn; With the current economic activity fostering uncertainty, fears of a downturn are once again on the rise. Let’s face it: selling during a recession can be tough and stressful. But a great seller knows that in times of a recession, great opportunities arise! Our guest for today’s episode of The Influential Communicator has the solution, and it all lies in the power of human connection and conversation. Amy Volas is the founder and CEO of Avenue Talent Partners, a company that aids in executive sales search for SaaS startups. She has spent 20+ years in the world of tech, powered through the financial crisis of 2008, and has closed over a hundred million in revenue as an enterprise seller. Want to navigate any downturn with ease? Leave it up to Amy to teach you how to rewire the story you tell yourself and ditch those demons so you can sell more in a recession. Let’s dive in - hit that play button! WHAT WE DISCUSS: [0:54] - Who is Amy Volas? [3:15] - How Amy found her own voice [8:01] - How Amy practiced communicating her values and boundaries in an empathetic manner [10:04] - One story Amy told herself to stay confident and overcome the financial crisis of 2008 [16:40] - How Amy won her internal battles with ego when she had to return to her previous company [22:48] - Is Amy a spiritual person? [22:54] - Amy’s human design type [24:15] - How learning more about human design helped Amy evolve her business model and structure [31:30] - How a seller can gain self-awareness that the story that they're telling themselves is holding them back [39:00] - One story that Amy is telling herself today, which is secretly holding her back. [42:25] - What Amy is optimizing for and working towards in her life [47:25] - An influential communicator that Amy looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to find your own rhythm in sales and get comfortable with doing what works for you How the ability to communicate in a clear and intentional (but empathetic) way can be your superpower How developing self-awareness can help your business thrive   How to shift your mindset, let go of fear, and stay optimistic during an economic downturn  NOTABLE QUOTES: [33:34] - “There's a couple things that I do mentally. It's not just writing it down. It's, ‘what's the opposite of what I'm feeling right now?’ So if it's fear, it's the opposite: hope, confidence, joy, happiness. And I will fester on that word instead of the fearful words. You say that over and over in your mind and your mindset starts to shift a little bit.” - Amy Volas [32:42] - “The most pivotal moments in my life have oftentimes come from the lessons that I learned through recession or downturn.” - Amy Volas USEFUL RESOURCES: Connect with Amy Volas: Visit Amy's website: https://avenuetalentpartners.com/ Follow Amy on Linkedin: https://www.linkedin.com/today/author/amyvolas/ Follow Amy on twitter: https://twitter.com/AvenueTP Join Amy's community: https://bettertogether-amyv.mn.co Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

[Client Spotlight] How Crunchbase organized the ultimate SKO & closed more deals using storytelling; One common misconception people have about the sales profession is that it’s all about talking. The truth is, it’s not all just about getting the next sentence in. A great storyteller is a great salesperson, and a great salesperson is a great listener. Think about it: how fun is it when you talk to a friend and they make you feel seen, heard and understood? Building rapport and trust goes a long way, not only in friendships, but also when it comes to closing deals in the sales world. On today’s episode of The Influential Communicator, I’m introducing a brand new segment of the show called Client Spotlight and for the first episode, we’re digging deep into how Crunchbase used storytelling at their SKO to propel them to close more deals and increase their average contract value. Ang Mcmanamon, their VP of Sales, enlightens us about some of her learnings on storytelling, how she embedded it into her team’s sales process and some tips on how to create an incredible sales kick off experience. Ready to create authentic connections with your customers and create a unique sales experience? Hit that play button and tune in now! WHAT WE DISCUSS: [0:17] - Who is Ang Mcmanamon? [6:02] - Ang’s perspective and experience on storytelling in sales [8:01] - The challenges that Crunchbase face as a sales prospecting platform [10:34] - Ang’s 3 tips to organize a high-impact sales kick off [12:37] - A storytelling methodology that stands out and is being used by Crunchbase today [14:00] - Why owning your personal story as a salesperson is so important [16:20] - Why salespeople should learn how to tell effective customer success stories  [17:40] - What Ang would be doing if she wasn’t working in the sales industry [21:54] - Ang’s way of creating a memorable sales kick off [23:50] - The evolution of elevator pitch stories over time [25:18] - One story Ang tells her team to keep a motivated mindset during a downturn [27:12] - Ang’s magnetic storytelling process when being compared to competitors without trashing them [29:31] - Storytelling’s biggest impact on metrics [31:51] - Ang’s advice on how to be a more impactful leader in today's world [34:15] - One thing Crunchbase is currently working on that Ang is excited about VALUABLE INSIGHTS AND KEY TOPICS: The importance of creating a comfortable sales environment that encourages the team to own who they are and showcase their true personality. How to make your stories stand out and earn your customers’ trust by being comfortable with sharing personal experiences and increasing relatability. How being a great listener can help you to become a great sales leader USEFUL RESOURCES: Connect with Ang Mcmanamon: https://www.linkedin.com/in/angenyc https://www.crunchbase.com/person/ang-mcmanamon Email: ang@crunchbase.com Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How to Craft Influential Stories That Sell (Ravi on Winning The Challenger Sale Podcast); Anyone can tell a story during a sales meeting or demo – but what exactly do you need to know in order to craft a story that sells?  Today, instead of featuring a guest, I am the guest – on my friend Jen Allen’s Winning the Challenger Sale podcast.  In this episode, Jen and I discuss what makes sales stories unique to other forms of storytelling, where in the sales process to tell a story for the greatest impact and how to use my ACORN checklist to build a compelling sales story. What We Discuss (03:11) The making of a storyteller (06:57) What is a story in a sales context? (07:56) The ACORN checklist for crafting a compelling sales story: A – attention grabbing (08:40) C – contain a relatable main character (09:31) O – organically unfold within a simple story arc (10:32) R – reveal a villain (10:52) N – nurture trust (14:19) Balancing the emotional and rational sides of storytelling (18:46) The most under-leveraged points in the sales process where storytelling can make a difference (25:21) Crafting the “aha!” moment (28:30) How to strengthen your storytelling skills (33:25) Using storytelling to learn your ideal customer (36:28) The PSA method for structuring stories under pressure Valuable Insights and Key Topics One story has the ability to create thousands of relationships. How? Through connection. Humans are hard wired for storytelling – it’s an evolutionary trait we developed in order to remember life-saving lessons about the world around us.  Storytelling begins with active listening. In order to reflect a prospect’s million dollar problem back to them and to paint a vivid picture about what life looks like once they've solved their challenge, you need to make them feel seen, heard and understood. How? By listening with intention. An exercise shared in today's episode will help you do just that! Notable Quotes “...your story and the way you communicate isn't designed to give you significance. It's designed to give your ideal client significance...” – Ravi (30:58) Useful Resources; Ravi Rajani's social media https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

1 Storytelling Lesson From Kevin Hart Kevin Hart is a master storyteller and he happens to be my favourite comedian on the planet! In a recent interview, I heard Kevin talk about how it takes him anywhere from 12 to 18 months to come up with an hour’s worth of comedy material.  He also discussed his system of refining his jokes at smaller comedy clubs first to work out all the kinks before using them on tour and in front of big crowds.  These strategies obviously work for Kevin – but I realized that, at their core, these lessons could also work for salespeople who need to be able to craft and deliver impactful stories too.  Join me for today’s episode for a look at Kevin’s process, and how you can devise a winning storytelling system of your own.  What We Discuss; (01:19) The Kevin's "storytelling system" (02:12) Using low-risk situations to perfect your story (05:13) Using your story in high-risk scenarios (06:08) Crafting a story that connects with your ICP Valuable Insights and Key Topics; You don’t need to take 12 to 18 months to put a sales story together, however, you do need to be intentional about crafting something that connects with your ideal client profile. When you craft a story, it’s not about sticking to your script, word-for-word, in front of prospects. It’s about your ability to own the script, own the emotion, and own the delivery, so that every story you tell is authentic.  Notable Quotes; “What I'm really talking about here is developing an intentional system to ensure that all you need to do is show up and deliver a story that connects and converts – but you need a system.” – Ravi (05:13) Ravi Rajani's useful resources; https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How to Transform a Case Study into a Customer Success Story The phrases “case study” and “customer success story” are often used interchangeably by sales pros and prospects alike.  But the truth is, there are some subtle and unique difference between the two – and knowing when to use one over the other could be the difference between a "YES" or a "NO". In this episode, I share my interview from Insightly's show, Closing Time, where I dig deep into my ACORN checklist and how it can help you craft a compelling customer success story. Click play to check it out and I'll see you on the other side! What We Discuss (02:41) The differences between case studies and customer success stories. (03:52) The ACORN acronym: A – attention grabbing. Your story must have a strong hook. (05:47) C – contain a relatable main character. Your sales story needs a hero. (07:02) O – organically unfold within a simple story arc. Your story needs a logical sequence of events. (12:39) R – reveal the villain. Your story needs an antagonist. (14:52) N – nurture trust. Your story should focus on accelerating trust with your prospect. (16:28) The PSA method for sharing your story: Point, story, Audience impact. Valuable Insights and Key Topics Attention is the currency you need to earn. Once you get it, you need to learn how to keep it and earn the opportunity to solve your prospect's million dollar problem.  To find the villain in your story, don’t think about your prospect’s pain – think about the root causes of that pain, and how it's preventing your prospect from achieving their version of success. Useful Resources Learn more about Ravi; https://www.theravirajani.com https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How to Negotiate Equity Compensation Without Getting Fooled with Scott Leese Is base salary king? Or does equity reign supreme?  After all, nobody wants to sign a contract just to realize a few months later that they could have gotten a better deal!  The million dollar question is, is it really worth sacrificing your salary today for a potential payout in the future? And what should sales reps (especially those just starting out) know about negotiating stock options in their contracts?  In today’s episode, the Tony Stark of SaaS sales aka Scott Leese talks about the nuances of stock options and equity, contract red flags, what he learned from his own negotiation failures and more. What We Discuss (06:41) How Scott’s communication style has evolved from his early career (08:07) Authenticity as a people pleaser (09:31) Higher cash salaries vs compensation through stock options (14:28) The differences between stock options and equity (22:19) Scott’s experience in spending six figures to exercise options that later went to zero (25:38) Red flags to watch for in contracts when negotiating compensation (34:32) Asking contract questions and negotiating tactically without burning bridges (39:18) What Scott’s currently working on (41:17) Scott’s hope for the next 12 months (45:03) An influential communicator Scott looks up to today Valuable Insights and Key Topics In most cases, base salary trumps stock options. Your salary is tangible money you can spend, grow and turn into more money; stock options are hypothetical.  Make sure you understand the specifics of your situation. For example, if you’re an account executive with a thousand shares, you will have to pay to exercise those when a liquidity event occurs. Meaning, you need that upfront cash or you lose everything. It’s important to do your research to understand what’s realistic for you at this stage of your career. Ask questions about your contract and compensation using a neutral tone and non-confrontational language. Try “Can you help me understand this?” instead of “Why am I only getting X shares?” The key is to maintain positive relationships when asking tricky questions. Notable Quotes “This is all a risk, this is all a gamble [and] it keeps your eyes open to the game being rigged. Who really is going to make the money here? Even if you're a VP, the disparity between a VP of sales and a co-founder is so massive, right? I've gone to startups before and it's the co-founder, a technical co-founder, a of couple engineers...I'm then hired as the VP of sales. I sell this sh*t for the first time. I start hiring people. I build it, grow it. I get 1% and you probably have 30%. Are you trying to tell me that you are 30 times more valuable than that VP of sales who made this f*cking engine go? I will die on that hill. That is not equitable or fair at all.” – Scott Leese (23:15) Useful Resources Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ Scott Leese https://scottleeseconsulting.com/ https://www.linkedin.com/in/scottleese https://twitter.com/thescottleese https://www.patreon.com/thescottleese Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

How to Use Storytelling when Social Selling To Land More Sales & Create Raving Fans with Sam Mckenna; We all have a story – but what’s the most effective way to tell it and how can our stories help us sell better? In 2022 and beyond, storytelling and social selling are two sides of the same coin. When you’re building a brand, cementing your thought leadership and trying to attract your ideal clients... How you communicate your value, mission and expertise online has the ability to make or break you. Today’s guest, Sam McKenna, CEO of Samsales Consulting, knows first hand how to do this successfully and in a way that's in alignment with your values. In this episode, Sam talks about the connection between storytelling and social selling, how to tactically marry the two when showing up online and how to generate inbound leads on LinkedIn. What We Discuss; (05:44) The most overused analogy in dating and sales (08:27) How Sam defines storytelling in the context of social selling (11:29) Where Sam learned storytelling (18:17) How Sam defines social selling in 2022 (23:14) Using storytelling on LinkedIn (29:57) The next step to social selling on LinkedIn (32:34) Progressing from likes to authentic interactions (35:46) Defining the term 'dark social' and why you should care about it (41:34) Cross-pollinating your content and hanging out where your audience is (43:38) An influential communicator Sam looks up to today Valuable Insights and Key Topics; Social selling isn’t really “social” selling anymore – it’s modern selling. Start by sharing your experience and expertise with your "inner circle" online and become known for one specific thing. That'll be your foundation for growth. Just start with trying to create content in less than 15 mins per day - this will help you get started and prevent you from getting stuck in "analysis paralysis" Notable Quotes; “[Discovery calls] are your first date with a buyer, right? So are you going to show up and talk about yourself for 28 minutes and then say, '...do you wanna go on a second date?' Or are you gonna show up and ask meaningful questions, understand their story, actively listen and unpeel the onion that they are?" – Sam Mckenna (06:03) Useful Resources; Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Sam McKenna https://www.samsalesconsulting.com/meet-samsales/ https://www.linkedin.com/in/samsalesli/ Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth.

How to Become an Influential Connector & Win at Networking Events with James Buckley; What makes connecting with other people so tough?  And what can you do to start winning at networking events in a post-pandemic world?  James Buckley, Chief Evangelist & Master of Ceremonies at JB Sales, teaches some of the world’s greatest salespeople how to sell (and connect) better. Right now, networking events are a challenge even for seasoned sales pros – because what used to work is no longer effective in a post-pandemic world. Quick, transactional exchanges are becoming less and less common, so it’s critical for sellers to evolve with the times. Want to learn how to become a master connecter and win at networking events? Click the play button and i'll see you on the other side. What We Discuss; (03:07) James’ long journey to success (04:18) James’ turning point as a leader (06:30) Childhood challenges and addiction (11:02) Why so many people seem to struggle with networking and connecting with others (12:18) 2 ways to prepare for a networking event (16:15) The first thing you should do at an event (18:09) How to become interesting by being interested in the other person (21:40) The importance of body language (30:14) Adding value in a new connection (36:00) Tailoring approaches (41:15) An influential communicator James looks up to Valuable Insights and Key Topics; Connecting with others can be more difficult if you’re not continually evolving your networking skills with the times. A quick handshake and card exchange is no longer as effective as it was a couple years ago.  New salespeople, who may not have participated in networking events before, have no frame of reference for the way networking happens today. That’s okay – it’s important to keep expectations reasonable and learn on "the job". You can prepare for an event by making a list of target people you’d like to meet, and by using visualization techniques to boost your confidence beforehand.  Notable Quotes; “...we can't close deals without a strong relationship that has an element of trust baked into it. So that's what I do.” – James (14:32) Useful Resources; Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani James Buckley https://www.linkedin.com/in/jamessaywhatsalesbuckley/ https://www.tiktok.com/@saywhatsales?lang=en https://twitter.com/saywhatsales Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth.

How to Use Podcasting to Share Your Story & Grow your Sales Without Starting a Podcast with Colin Mitchell When most people hear the word “podcasting,” they tend to only think about having their own show. But our guest Collin Mitchell knows you don’t need to have your own podcast to make podcasting work for you.  Being a guest on someone else’s podcast can help you share your story, grow your sales, and get your brand in front of hundreds (or thousands) of listeners.  You don’t need to wait until you’re a leader in your space or a mega-successful CEO, either. Your story has value now – and the sooner you start putting your brand out there, the faster it’ll take off.  How can you start guesting on podcasts today? Hit play for Collin’s top tips. What We Discuss; (02:32) Where Collin’s love for audio came from (06:28) Colin's journey as an entrepreneur (08:36) Learning from mistakes and building a scalable lifestyle businesses (11:30) Building your brand through guesting on podcasts (13:01) 3 ways "guesting" has helped Collin build his businesses (14:06) How to find the right podcast to guest on, and the process of pitching yourself (22:50) How you can be a standout podcast guest (26:42) Perfecting your CTA (32:28) An influential communicator Collin looks up to  Valuable Insights and Key Topics; You don’t need to have a podcast to benefit from one. Being a guest on someone else’s show can be just as (and often even more) effective than trying to start your own.  Guesting can generate leads for your business. It helps you build your brand and enhances your thought leadership, which opens the door to guesting on more shows. Podcast listeners are four times more likely to take action on something they hear compared to a prospect clicking on an ad or reading a blog article. Notable Quotes; “I don't care who you are or where you are in your journey. There's a show that you can add value too. We all have a story that's worth telling and the sooner you get started, the better you'll get at it.” – Collin (11:30) Useful Resources; Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Collin Mitchell Book a Free Podcast Strategy Session with Collin: https://meetings.hubspot.com/collin30/podsesh

How to Raise your Self Worth So you can Communicate Better & Sell Better; Self-worth can impact every aspect of our lives – even (and for salespeople, especially) our careers.  But sometimes we don’t realize that our self-worth is within our power to heal and shift. So, how can we redefine our self worth? The key, according to Challenger’s Chief Evangelist Jen Allen, is to embrace the superpower of being yourself.  “In my career, when I really started feeling confident, when I really started seeing much more success, is when I leaned into who I was instead of trying to show up like somebody else,” she says. “I wish I would’ve learned that a lot sooner.” In today’s episode of The Influential Communicator, Jen explores how her low self-worth held her career back, the framework she used to boost her confidence and the major wins her now-healthy self-worth has given her, both personally and professionally.  Hit that play button and get ready to boost your self-worth (and success). What We Discuss (05:34) How Jen realized her self-worth was holding her career back (10:06) The impact of Jen’s low self-worth on her personal life  (12:28) Where does confidence come from? (15:53) How Jen began to improve her self-worth (25:08) Why a supportive life partner can help shift your self-worth (28:35) Jen’s framework to be her most authentic self (38:00) The one piece of advice Jen wishes she could give to her younger self Valuable Insights and Key Topics Having a bad quarter doesn’t make you a bad salesperson. Your self-worth is not determined by your work performance. There will always be things outside of your control. The key is to focus on the things you can control – your inputs and how you react to situations. Don’t look at deals as “the big picture” – focus on the way you show up to those deals, and success will follow.  The things that make you unique are your superpowers. Don’t change them based on people’s reactions to you. 3 Self-Worth Red Flags You’re having intense emotional reactions and are easily triggered by work events You’re self-isolating – from your team, from seeking input, from contributing in meetings You're impacted equally by both the highs and lows of your career Notable Quotes “There are certain things that are outside of your control. And when you let go of those things and recognize, ‘I control my inputs, I don't control the outcome,’ that’s where you can actually start to really feel comfortable innovating and taking risks and feeling more confident to do these things, because you're not so tightly wound around the outcome.” – Jen Allen Useful Resources Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Jen Allen https://www.linkedin.com/in/jenniferallen1121/ https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842

How To Use Strategic Storytelling As An SDR To Book More meetings; As human beings, we're all suckers for a good story! If you're a sales pro, you'll already know that your job is to share strategic stories that connect with your prospects, allowing them to see themselves in the journey of your main character and ultimately choosing you as their guide to take them from pain to glory. Nobody knows this better than Steve Schmidt, Founder and former CEO of Tidal (now SellX), who uses his background in speech and theatre to tell stories that connect and convert. In today’s episode of The Influential Communicator, Steve examines why all sales reps should learn how to tell great stories, outlines the key elements of an influential story and shares his “problem, proof, persuade” framework that he uses to take Sales Development Reps (SDR's) from zero to hero! Ready to start booking more meetings? Press play and let's go! What We Discuss; (02:48) How Steve balances family and his growing company, TIDAL (05:44) Steve’s background in speech and theatre, and how that helps him in business (08:28) Why some SDRs think they don’t need storytelling (11:26) Problem, proof, persuade: Steve’s framework  (16:41) The importance of personalization in strategic storytelling (25:54) Asking open-ended questions to encourage an exchange in stories (29:06) The wisdom behind not asking for the meeting (30:56) The one thing Steve wishes he could teach new SDRs (37:26) Steve’s advice for using storytelling to excite prospects and book meetings (40:15) Influential storytellers Steve looks up to  (42:32) More on Steve’s company, TIDAL Valuable Insights and Key Topics; Asking open-ended questions encourages your prospect to share a story with you, which builds a connection! The best SDRs don’t ask for meetings – they tell stories so well that the prospect desires the meeting on their own. Personalizing your stories – and introducing relatable main characters – helps prospects understand why your solution matters to them! Notable Quotes; “We don't teach [storytelling]. Nobody teaches it. It's not a metric. Nobody, when they're interviewing to be a sales manager, says, tell me how you teach people to tell stories. They say, tell me how you overcome objections. Well, they object because your stories suck. They object because you're pitching them. They object because you're talking about your features, advantages, benefits, not what their life could be like.” – Steve Schmidt (25:02) Useful Resources; Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Steve Schmidt https://www.linkedin.com/in/stevenwschmidt/ https://www.risewithtidal.com/ https://www.linkedin.com/company/risewithtdal/

How to Build Trust & Create an Authentic Connection with your Prospects What does trust look like in a digital world? In a time when authenticity is rarer than ever, how can salespeople start authentic conversations that lead to authentic connections? Named one of Salesforce’s Game-Changing Sales Influencers You Should Be Following in 2022, Galem Girmay is the co-founder of RevGenius and has built her brand around starting meaningful sales conversations.  In today’s episode of The Influential Communicator, Galem explores the role trust plays in the prospect to salesperson relationship, identifies ways to forge more authentic bonds with prospects, explores how to tell you’ve made a genuine connection and talks about the number one mistake salespeople keep making when trying to build rapport (hint: don’t be a creep).  According to Galem, making a meaningful human connection is one of the most impactful ways to land your next deal. To hear more of Galem’s communication strategies, hit that play button! What We Discuss: (03:55) How Galem’s childhood discipline helped shape her into the entrepreneur and sales expert she is today  (06:43) How Galem discovered her passion for sales (14:33) Galem’s idea of trust and what it means to her (18:26) How to establish trust in an online world without seeming spammy or insincere (20:06) The importance of connecting with prospects in a sincere and human way (25:47) Ways a salesperson can tell if they’re authentically connecting with their prospect (32:07) The biggest mistake Galem sees salespeople making today Valuable Insights and Key Topics: When trying to make authentic connections, be more curious, be more interested in the other person and be more attentive. To establish trust, identify what you both relate to or have in common. Common ground is important – it helps both parties figure out whether the conversation is worth continuing. When you make a promise to somebody – especially a prospect – keep your promise. Call them back when you say you will. Follow up with the materials you offered. Keep your word, and trust follows. 3 Signs You’re Authentically Connecting with Prospects: They are paying attention to what you’re saying, engaging in the conversation and making eye contact. They are responding back thoughtfully. They’re not on their phones or looking around the room – their attention is on you. They’re not dismissing you – they’re asking questions, sharing their own stories and engaging with you as a human being Useful Resources Ravi Rajani https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Galem Girmay https://www.linkedin.com/in/galemgirmay/?originalSubdomain=uk https://www.instagram.com/galemgirmay/ https://www.linkedin.com/company/revgenius/ https://www.revgenius.com/

How To Communicate Like An Elite Salesperson And Have A Consultative Sales Conversation; If you can create greater value for an individual, they will prefer to buy from you.  This is because you taught them more than anyone else about how to make their life better and make their million dollar problem disappear. To really influence your prospects, you have to help them understand how their lives will improve if they ditch the status quo, create change and shift their habits for good.  This is done by authentically building trust. This is done by having a consultative conversation. And this is achieved by becoming their trusted advisor. This requires you to operate in a way that’s ethical, congruent with your values and focused on the best outcome for the person in-front of you.  Nobody wants to smell your commission breath! So, how do we communicate like a pro, have a consultative sales conversation and become a trusted advisor in the eyes of those we can truly serve?  Anthony Iannarino joins us in today’s episode of The Influential Communicator to give you the insights you need on how to stand out, communicate like an elite salesperson and have a consultative conversation.  Let’s go! WHAT WE DISCUSS: [0:26] - Who is Anthony Iannarino? [3:02] - How Anthony stays consistent with writing [4:36] - What Anthony does to recharge his batteries [6:25] - What kind of books Anthony reads [10:32] - Anthony’s definition of a consultative sales conversation [17:14] - Extroverts vs introverts: Communication as a trusted adviser [23:50] - Things that a brand new salesperson can do when communicating with seasoned sales professionals [28:47] - Anthony’s advice for new salespeople on having a consultative sales conversation [33:45] - Moments in Anthony’s career that triggered his fight-or-flight response [41:33] - Signals that will tell you your prospect is insecure [46:25] - An influential communicator Anthony looks up to today VALUABLE INSIGHTS AND KEY TOPICS: The difference between the sales performance of introverts and extroverts and how ambiverts perform best in a trusted adviser role. How to gain the trust of your clients through the “1-up and 1-down” principle How to come to terms with the fact that some people will not like you How to prepare efficiently before a consultative sales conversation 2 THINGS TO ASK YOURSELF WHEN PREPARING FOR YOUR NEXT SALES CALL: What are my thought tracks? Can I say it better and more effectively? NOTABLE QUOTES: [28:03] - “Anybody who wants to teach others should start by learning themselves.” - Anthony Iannarino [30:46] - “What you communicate and how you communicate are both important.” - Anthony Iannarino USEFUL RESOURCES: Connect with Anthony Iannarino: https://www.thesalesblog.com/ https://www.linkedin.com/in/iannarino https://www.youtube.com/c/iannarino Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi's Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Use Storytelling to Influence, Persuade And Sell More Effectively; As we all know, making connections with prospects and keeping them engaged plays a crucial part in the business world – especially if you want to make sales. One way to do that is by telling stories. Storytelling humanizes your selling and makes connections with prospects more meaningful. It’s also an opportunity for you to get creative with your sales pitch and bring some personality to what you are selling.  However, it can’t just be any story you can think of; it has to be a story that will resonate with your prospect on a personal level and one which connects to the million dollar problem which is draining their time, money and energy. So, how can we make that connection and become a more effective storyteller? In today’s episode of The Influential Communicator, Victor Antonio shows us the nitty-gritty on how to use storytelling to influence, persuade, and sell more effectively. Alright, no more dilly-dally, hit that play button! WHAT WE DISCUSS: [0:26] - Who is Victor Antonio? [12:41] - Talking ego, tapping into your inner voice, and the realization that you should just be yourself [17:15] - How storytelling helps salespeople be more memorable [33:06] - The “SPA Framework” and what it can do for salespeople [36:26] - The difference between a case study and a customer success story [39:52] - The right time to share stories as a salesperson [44:13] - How a salesperson can use storytelling to appeal to the personal desires of the prospect [49:03] - 3 things a salesperson can do to ensure they don’t sound scripted when sharing a story [55:24] - An influential communicator Victor looks up to today [01:03:05] - If Victor has experienced imposter syndrome when hanging around with people of influence. VALUABLE INSIGHTS AND KEY TOPICS: How to not lose yourself on the road to success by having more self-awareness when you are not being yourself and by having the courage to do things your way How to be more memorable in the eyes of your prospect by telling impactful stories which spark an emotion How to make better connections with your prospects by knowing what's meaningful to them, identifying their problems, and helping them understand them clearly How to penetrate your prospects’ minds by appealing to the different ways in which they process information 3 WAYS TO BOOST YOUR CHARISMA ACCORDING TO VICTOR ANTONIO: Don’t rush conversations. Listen better and listen with empathy. Remember the things that other people tell you. NOTABLE QUOTES: [06:15] - “Sometimes I think we’re obsessed with clocking everything, getting too much done too quickly, that we don’t take our time just to talk to people.” - Victor Antonio  [15:06] - “The toughest road to success is the road back to you.” - Victor Antonio USEFUL RESOURCES: Connect with Victor Antonio: https://victorantonio.com/ https://www.linkedin.com/in/victorantonio https://twitter.com/VictorAntonio https://www.youtube.com/channel/UCfCyFresVpOJsopvipmcVIQ https://www.facebook.com/TheVictorAntonio Connect with Ravi: https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Communicate Your Prospect’s Million Dollar Problem With Impact; Communication is the heart of every human interaction, and being able to do this effectively is perhaps the most important skill we need in life. It is what allows us to exchange ideas, share stories, showcase our vision, impact people with our products and services... The list goes on! Most of the time though, communicating for influence and impact isn't easy, especially inside of the sales process! There's several key ingredients that go into communicating with influence when selling your solution and we have to understand this.. Effective communication is the key to earning the opportunity to solve your prospect's million dollar problem. Understanding this has the ability to make or break your quota. Luigi Prestinenzi gets it, embodies it and teaches it! In today’s episode of The Influential Communicator, Luigi and I discuss how to communicate your prospect's million dollar problem with impact, so they can address it, solve it and get to the promised land! Are you ready? Hit that play button! WHAT WE DISCUSS: [0:26] - Who is Luigi Prestinenzi? [4:54] - How Luigi felt when he sold a $3.5 million contract to someone who once rejected him for a sales job [9:25] - What Luigi does to protect his energy [13:00] - How to uncover your prospect’s million dollar problem [17:42] - How to help prospects identify their problem without spoon-feeding them [23:40] - What’s done in between identifying the problem and presenting the solution [29:06] - How to communicate the million dollar solution [34:03] - How a sales professional can paint an ethical picture of what life would look like if they didn’t move forward [38:10] - An influential communicator Luigi looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to use other people’s discouragements to fuel your motivation to take succeed. How to protect your energy and maintain a level of consistency in your selling without experiencing burn out. How to educate your prospects about their BIG problem before presenting your solution. NOTABLE QUOTES: [2:01] - “Selling is less about selling. It’s more about helping a specific person achieve a really specific and better outcome.” - Luigi Prestinenzi [4:12] - “Life is not a rehearsal. You only get one shot and things will happen...but you can’t let what happened to you control you.” - Luigi Prestinenzi USEFUL RESOURCES: Connect with Luigi Prestinenzi: https://www.salesiqglobal.com/ https://linkedin.com/in/luigiprestinenzi Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Build A Movement Around Your Message; If you want to start a successful movement with meaning, you must first find your purpose and ensure it becomes the driving force behind all of your actions. Take a minute and ask yourself: What impact do I want to have in the world? The success of a movement isn't defined by making money; it is defined by the movement’s contributions to the community. Remember, you are bigger and have more meaning than your sales quota! In this episode of The Influential Communicator, Sales Rebellion founder Dale Dupree teaches us how to build a movement and rise above the current status quo in sales. Dale also talks about the importance of designing your ideal lifestyle, knowing who you are and stepping into your authentic self so you can have a big impact in the world. It’s time to push that play button! WHAT WE DISCUSS: [0:26] - Who is Dale Dupree? [12:59] - What pushed Dale to build a movement and community [22:22] - Dale’s process for creating detachment from business, career, and money [30:39] - Three things Dale did by accident, which is serving him really well today [38:24] - The biggest misconception sales reps unknowingly buy into, which will hurt them in the next 10 years    [42:43] - “The Crumpled Letter” sales tactic [44:48] - What Dale thinks the world of sales would look like in 20 years [46:23] - An influential communicator that Dale looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to become a high value salesperson and realize that your worth should not be solely tied to business and money. How to tap into who you truly are in order to find your true purpose. The importance of being your authentic self when it comes to business.  How to build a successful movement through focusing on the ultimate outcomes of the community instead of focusing on yourself. How to step up against the status quo of sales. 2 THINGS TO REMEMBER WHEN BUILDING A MOVEMENT Be driven by purpose. Strive for excellence rather than success. NOTABLE QUOTES: [25:04]  - “Money doesn’t have to be a defining factor of success.”  - Dale Dupree [29:19] - “The only way I can truly impact others is to understand who I am and what I want.” - Dale Dupree  USEFUL RESOURCES: The Crumpled Letter: https://join.thesalesrebellion.com/crumpledletter/ Connect with Dale Dupree: https://www.linkedin.com/in/copierwarrior https://www.facebook.com/salesrebellion https://www.tiktok.com/@salesrebellion https://www.instagram.com/salesrebellion https://twitter.com/SalesRebellion https://www.thesalesrebellion.com/ Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi's Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Deliver Memorable Sales Demos That Don’t Suck; Delivering sales demos is undoubtedly a defining moment in the sales process. How you present your story, solution and message is mission critical if you want to win new business and impactful relationships in less time. So, how exactly can you deliver a sales demo that breaks through the noise and connects with your prospect’s heart and mind? In this episode of The Influential Communicator, I sit down with Rajiv Nathan to talk about how to improve your sales demos and craft sales pitches that don’t suck! Rajiv, otherwise known as the Fresh Prince of SaaS, is also the founder of Startup Hypeman, a business that focuses on helping startups improve their storytelling and stand out to their audience. He shares his groundbreaking approach of how to think like an entertainer and uncovers the importance of revamping old school sales approaches in order to craft a memorable sales pitch. Ready to take notes? Hit that play button and let’s dig in! WHAT WE DISCUSS: [0:26] - Who is Rajiv Nathan? [1:55] - Rajiv’s Obama impression [3:50] - What Rajiv learned from Obama’s communication skills [5:10] - What Rajiv learned from his idols like The Rock and Jay-Z on pitching and storytelling [11:06] - The number one mistake that sales representatives make when delivering sales demos [16:44] - Pre-call rituals and exercises that a sales rep can do to calm down their nervous system [19:14] - Why post-call rituals are just as important as pre-call rituals [21:09] - How to build trust effectively and start a demo in a unique and memorable way [25:20] - Why you should focus on shifting perspectives in sales demos [28:56] - Things that people can do differently in their sales demos today [34:45] - What a sales rep can do to stand out after a call [40:31] - An influential communicator that Rajiv looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to build a pitch deck that connects with your prospect emotionally and logically. How to shift into a winning mindset before deliver an engaging sales demo. The importance of having pre-call and post-call rituals so you can improving your sales pitches. Useful exercises sales reps can do before, during, and after any discovery call. 3 THINGS THAT PEOPLE CAN DO TO STAND OUT IN THEIR SALES DEMO Make things exciting by using the Reverse Demo Technique (RDT). Do the exact opposite of conventional sales demos by taking the end result and working your way backwards. After the sales demo, send bullet points of the things you talked about and a 2-minute video recap of the meeting. Don’t send a video of the full meeting! Keep things interesting by keeping them engaged and sending them content related to the things you talked about during the call.  NOTABLE QUOTE: [15:04] - “My philosophy with any business is: Don’t think like an entrepreneur, don’t think like an executive. Think like an entertainer, because the entertainer has one goal in mind and that’s making an emotional connection with their audience.” - Rajiv Nathan USEFUL RESOURCES: How to develop the perfect elevator pitch: https://www.startuphypeman.com/influential Connect with Rajiv Nathan: https://www.startuphypeman.com/ https://www.therajnation.com/ https://www.linkedin.com/in/rajivnathan https://twitter.com/rajnation https://www.instagram.com/rajnation Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi's Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

The Secret To Being Influential And Getting What You Want; Influence is your superpower.  Not only is this true, but it's also the title of a new high impact book written by today’s guest, Dr. Zoe Chance. Influence helps bring great ideas to life and makes people want to say "YES" to you. Every one of us is born with the power to influence people.  But at some point in our lives, we lose our way. It’s up to us to rediscover this ability so we can transform lives – starting with our own. So, how can we rediscover that power and become more influential as a salesperson and as a human being? In this episode of The Influential Communicator, Zoe unleashes her story, strategies and tips on how you can communicate with influence, boost your charisma and sell anything in a way that's full of integrity! Hit that play button and let’s go! WHAT WE DISCUSS: [0:26] - Who is Zoe Chance? [3:38] - Where Zoe’s passion for studying "influence" came from [9:40] - A time in Zoe’s life where she used influence to get what she desired but later found it was out of alignment [14:26] - Zoe’s inspiration for communicating effectively with an audience [17:00] - The analogy of “the Gator vs the Judge” [28:12] - The “24 Hours of No” challenge [35:51] - Why the magnitude of the “ask” matters as a salesperson [43:22] - Zoe’s definition of charisma [50:46] - Zoe’s one tip on how to be a more influential communicator [52:12] - An influential communicator Zoe looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How people tend to do things that are habitual and how our unconscious mind tends to influence us more that we'd like to think, whether we’re aware of it or not! How to be more comfortable with saying no and become less of a people pleaser. How to decide when to say no and shift your focus to “relationship thinking” instead of “transactional thinking.” How you can make more convincing pitches by improving the delivery and timing of your message. What it really means to be charismatic 3 QUALITIES THAT MAKE A PERSON CHARISMATIC Being your genuine self and being comfortable in your own skin.  Being a good listener. Being interested and authentically passionate about what other people have to say NOTABLE QUOTES: [12:23] - “The mother of all misunderstandings in influence is this idea that people are making their decisions rationally and consciously.” - Zoe Chance  USEFUL RESOURCES: Connect with Zoe Chance and buy her new book: https://www.zoechance.com/ https://www.linkedin.com/in/zoebchance https://twitter.com/zoebchance Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi's Social media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Share Stories That Inspire Your Team To Take Action;  The ability to motivate, inspire and coach your sales team to new heights is both an art and a science. Every sales leader has their own process for doing so, with the art of storytelling being at the forefront of every impact driven leader’s strategy. The question is, where on earth do you begin?  Uplifting your team with a moving story works wonders when it comes to inspiring them to take action. As they say, facts tell…but stories sell!  It’s much easier to remember a story when it ignites a specific emotion within us vs trying to recall a boring set of information or statistics. Pairing a well-thought out story with a carefully-planned strategy is a one way ticket to helping your salesforce achieve their goals in the most effective manner.  In this episode of The Influential Communicator, Kevin “KD” Dorsey joins us for an insightful conversation on the importance of executing actions with intention, better internal communication, and confidence in the workplace.  Join me and Kevin “KD” Dorsey as we talk about how to share stories that inspire your team to take action. Hit that play button and let’s get it! WHAT WE DISCUSS: [0:26] - Who is Kevin Dorsey? [02:50] - The importance of executing with intention [06:36] - Why Kevin didn’t pursue his acting career [08:31] - The biggest trends that Kevin sees in sales leadership today [11:30] - Kevin’s perspective on using stories to sell [16:09] - How to communicate a revenue change to a team [21:57] - Why having confidence is vital to being a successful leader [24:36] - How to communicate to your team in times of crisis [37:13] - How Kevin would inspire a sales team to sustain success  [43:45] - An influential communicator that KD looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How stories help people retain information. How to be intentional with your actions. How to exhibit confidence in the workplace to become an effective leader. The importance of formulating a plan or action when it comes to achieving a goal. Helping your team realize the impact of their action through storytelling.  How to operate in a way that’s congruent with your values. 3 WAYS TO INSPIRE A TEAM TO TAKE ACTION: Design a strategy on how to achieve your goal before communicating the goal to your team. Use past achievements as an anchor to inspire fearless execution today.  Emphasize how important they are to the company and explain the cost of inaction through storytelling.  NOTABLE QUOTES: [03:03] - “So often in life, we don’t get what we want, simply because we don’t execute. We know what to do, we just don’t execute.” - Kevin Dorsey  USEFUL RESOURCES: Connect with Kevin Dorsey or join his sales community today: https://www.linkedin.com/in/kddorsey3 https://www.patreon.com/insidesalesexcellence https://podcasts.apple.com/us/podcast/live-better-sell-better/id1518419694 Ravi Rajani's links: https://www.theravirajani.com/podcast https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Share Your Story And Start Your Content Creation Journey;  In today's world, having "trust" with your buyers is the difference between success and failure. What better way to build it than creating content that shares your story, solution and message in a way that's captivating to your future customers. However, in a crowded and noisy world, the question is... How can you share your story and start your content creation journey in a way that helps you stand out and become memorable to those that truly matter? Who better to chat to than the man himself, Morgan J. Ingram to uncover his tactical steps on how to start your content creation journey with impact. Tune in to this week's episode of The Influential Communicator to hear from helpful tips on how to kickstart your content creation career and gain the momentum you deserve! WHAT WE DISCUSS: [0:27] - Who is Morgan J. Ingram? [5:26] - How Morgan started creating content [8:28] - Things to consider before creating content [13:00] - How to have an authentic conversation with someone in your circle that you’ve outgrown [20:24] - How to find your niche [27:40] - How to add value when you’re not an expert in your space [33:20] - How vulnerable should you be when personal story? [36:15] - How to get people to consume your content [39:03] - What keeps Morgan going in his own content creation journey [41:09] - Who Morgan looks up to as an influential communicator VALUABLE INSIGHTS AND KEY TOPICS: Before you start your content creation journey, understand your brand voice, your niche, and what you want to be known for. Simplicity is everything...don't overcomplicate your niche. Have a brutally honest conversation with yourself; What are you passionate about and how much do you actually know about your chosen topic? Think about how you want your brand to be perceived and how you want to connect with your audience. Consistency is the distribution strategy that trumps all. 3 QUESTIONS YOU CAN ASK YOURSELF FOR DIRECTED DISCOVERY How do I enhance my brand without losing myself? How do I continuously keep a moral ground as I elevate into different circles? Who are the people that I need to be connected with and how do I connect with them? NOTABLE QUOTES: [12:38] - “In order to elevate your brand or your voice, you need to elevate yourself.” - Morgan J. Ingram USEFUL RESOURCES: Connect with Morgan J. Ingram: https://www.linkedin.com/in/morganjingram https://tiktok.com/@morganjingram  https://twitter.com/morganjingram https://www.instagram.com/morganjingram https://www.morganjingram.com Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi Rajani's Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

HOW TO COMMUNICATE YOUR MENTAL HEALTH STORY AS A SALES LEADER; Mental health and mental illness are two terms often used as if they mean the same thing, but they don’t. Everyone has mental health, just like everyone has physical health and spiritual health. According to this week's guest, not everyone will have a mental illness, but they will experience a struggle in their mental well-being at some point in their lives. It’s also a common misconception that sales leaders in the workplace must be infallible in order to be considered a success, however, there are so many benefits that come with being open, vulnerable and transparent about your own mental health journey as a mentor. People will become more comfortable expressing themselves, and in turn, will be encouraged to support each other. By doing this, you are laying the foundations for a positive culture change in your business. But how exactly can you initiate this change? In this episode, Chris Hatfield sits down with me to talk about the importance of sharing your mental health story as a sales leader.   Listen in to learn more! WHAT WE DISCUSS; [0:27] - Who is Chris Hatfield? [2:03] - Chris’ experience with anxiety during his sales career  [4:05] - How Chris became comfortable sharing his mental health story [7:42] - How Chris measures the ROI of mental health coaching and training [10:27] - Why do sales leaders struggle with showing their vulnerability? [13:10] - Dealing with leaders that have a different mindset [14:54] - Why sales leaders should share their mental health story [17:40] - The cons in sharing your mental health story [20:11] - How to support someone with a problem you can't relate to [23:40] - Figuring out how much of your story to share [27:05] - How to deal with the anxiety that comes before sharing your story [30:11] - How long should your story be? [32:10] - Telling your story to encourage others to tell theirs [36:21] - How to make your team comfortable with mental health conversations [38:35] - How to deal with the ‘vulnerability hangover’ post sharing your story [39:51] - The vision of SalesPsyche VALUABLE INSIGHTS AND KEY TOPICS: 56% of sales reps are not comfortable talking about mental health with their manager. When you share your mental health story, make sure you provide a solution to your challenge so that people become encouraged to solve their own challenges. You don’t need to have the answers to all the problems but you can guide your team to find a solution for theirs Ask yourself “Why, What, How”: Why am I sharing this? What’s the intention? How am I sharing this?  Anxiety tries to get you to pay attention to something - listen to it! Sometimes, our brain catastrophizes things and makes things worse than they actually are. Always find the evidence. When sharing your story, keep it succinct and think about the relevancy of what you're sharing. 3 REASONS SALES LEADERS STRUGGLE WITH SHOWING VULNERABILITY Being vulnerable is not in their nature and the way they developed throughout their career created a habit of not having a space to be vulnerable. They hold a belief that being vulnerable may position them as an ineffective leader. They believe in the idea that the more vulnerable you are with your team, the less accountable they will be when it comes to reaching business goals as you won't be taken seriously as a leader. NOTABLE QUOTES: [25:29] - “Emotions are signals, not threats.” - Chris Hatfield [29:10] - “Writing things down helps you become more present and look at things more logically.” - Chris Hatfield USEFUL RESOURCES: Connect with Chris Hatfield: https://www.linkedin.com/in/chrishatfieldsalespsyche https://www.instagram.com/heypsychehow https://www.salespsyche.co.uk/ Ravi Rajani’s website: https://www.theravirajani.com Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

6 Tips On How To Sell More With Story; We're all suckers for a good story. It's scientifically proven! The truth is, in business and in life... It’s always been a surefire way to capture people’s attention (when done effectively) and truly connect with them in a way that builds trust! Let's face it - stories sell, facts tell!  The best salespeople in the world know this and I want you to as well! In this solo episode, I discuss 6 high impact tips on how you can sell more with story. Hit that play button, and let's go! WHAT I DISCUSS: [0:34] - Introduction [1:47] - Tip #1: Leading with a customer success story can burn you. [3:48] - Tip #2: Think like a comedian. [7:13] - Tip #3: Don’t share the right story with the wrong client. [9:27] - Tip #4: If you’re struggling with Imposter Syndrome when speaking to C-suite decision makers, use the trusted advisor story. [12:38] - Tip #5: Stories which connect to your prospect’s million dollar problem are cool, however stories which connect to the source of that pain are cooler. [14:33] - Tip #6: If you’re sick of competing and being compared to bigger players in your space, own your imperfections and transform them into a positive. VALUABLE INSIGHTS AND KEY TOPICS: When to share and use a customer success story How to think like a comedian when sharing stories in the sales process How to communicate with c-suite decision makers using storytelling How to connect with your prospect's big problem on a deeper level How to stop being compared to bigger and more established companies in your space 3 TIPS ON HOW TO TELL AN ENGAGING STORY TO A PROSPECT: Your first story should be punchy, add business value, and be connection-focused. Layer in the longer stories as you consistently earn their attention and build trust. Tell a story that will make your prospect feel significant and understood. NOTABLE QUOTES: [9:55] - “Teach them something they didn’t know before they met you.” - Ravi Rajani [11:50] - “People with a firm opinion on something are seen as thought leaders in their space, and as somebody who have a grasp on what they’re talking about.” USEFUL RESOURCES: Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Use Storytelling To Craft Compelling Cold Emails;  Let’s be honest, who really likes receiving a run of the mill cold email or DM on social media?   Nobody. Without personalisation, uniqueness and value...it's a waste of time for everybody involved. So what is the alternative?   Using storytelling to stand out and become memorable so you can craft cold messages that convert. And when it comes to digging deep into this topic, who better to call upon than Nadja Komnenic of Lemlist. Nadja went from being fired from her sales role in the pandemic, to becoming the head of business development at Lemlist and helping them go from 1 to 10 million USD in ARR in just 3.5 years.  Today, she is one of the most sought after voices on LinkedIn when it comes to all things sales and sales leadership! Today, we’re going to discuss how to ditch the pitch and unlock the power of story inside of your cold messaging. Click that play button to hear Nadja’s amazing story, tactical advice and plans for the future! WHAT WE DISCUSS: [02:00] - What made Nadja want to go back into sales after losing her job in a pandemic. [03:12] - What it was about Lemlist that made her say “YES” to working there. [04:58] - How Nadja led her sales team during the pandemic. [07:53] - What she is currently up against as she scales herself personally and professionally. [10:10] - The biggest mistake salespeople are making today with their calls to actions inside of their cold outbound messaging.  [12:20] - How to be genuine when reaching out to prospects even if there is no commonality. [13:44] - The most effective outbound and inbound lead gen channel for Nadja and her team at Lemlist. [14:30] - The most memorable cold pitch she has ever received in the DM’s! [15:58] - How to define storytelling in a sales context.  [18:14] - The best time to share your story when cold messaging.  [20:38] - How using story with a contextual call to action can boost reply rates. [21:55] - How to decide how vulnerable you should be with your story.  [24:01] - The best time to share a customer success story. [26:13] - The 3 key ingredients for a high converting call to action. [28:48] - The type of language you should avoid when cold messaging.  [32:36] - How to communicate with impact after being “ghosted” by your prospect. [35:21] - The difference between an open ended question, a close-ended question and when to use them. [38:18] - A piece of advice she would give to her former self if she was doing cold outreach in today’s market. [40:25] - Who Nadja looks up to when it comes to thought leaders who communicate with influence. VALUABLE INSIGHTS AND KEY TOPICS: The biggest mistake salespeople make with cold outreach is asking for the meeting before confirming interest. If you don’t have a commonality with the prospect, then figure out why you are reaching out to them in the first place. Intention is everything.  When trying to get someone’s attention, you need to have a relatable story that adds business value to them. Only share customer success stories that are appropriate and contextual to your prospect’s million dollar problem. NOTABLE QUOTES: [16:06] - “When it comes to getting people’s attention, you really need to have a story behind what you are trying to communicate to them. People, as we know, relate to people, they relate to the story and they will react once they feel an emotion. The best way to arouse that emotion is through the storytelling.” - Nadja Komnenic USEFUL RESOURCES: Connect with Nadja Komnenic + get a free trial of Lemlist: https://www.linkedin.com/in/nadjakomnenic/ https://www.lemlist.com Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani https://www.tiktok.com/@theravirajani

How To Leverage Customer Success Stories That Sell; Here’s the thing about client success stories; they sell without selling.  In this week’s episode I sit down with Michael Zipursky, the CEO and co-founder of Consulting Success, a business that helps entrepreneurial consultants build strategic and highly profitable consulting businesses. Michael understands that a customer success story is one of the most powerful assets you can have in your business. It allows you to build trust, have your prospect see themselves in your client’s struggles and potentially position you as the guide to solving their million dollar problem. In episode 11 of The Influential Communicator, join me as I uncover how to leverage customer success stories for sales success. What we discuss: [02:15] - How immersing himself in different cultures helped Michael shift the way that he tells his story and sells his solution today. [04:25] - Michael’s “aha” moment when he realized how important it is to tell your story. [07:40] - Taking something seemingly uninteresting in your day and tying it back to adding business value to your audience. [10:22] The distinction between a customer and a client. [10:48] What a client success story looks like and how it is different for each person. [12:33] The difference between a case study and a client success story. [14:24] The 3 key ingredients for a revenue winning client success story. [19:50] The importance of specificity.   [24:22] The optimal time to share a client success story. [29:08] How to use storytelling in outbound outreach. [29:52] How to ensure you don’t come across “salesy”.  [33:07] The biggest mistake salespeople make when delivering client success stories. [36:48] Other beneficial stories to use inside of the sales process.  [36:58] How to use the “cost of inaction” story for maximum impact.  [38:19] Who Michael looks up to as an influential communicator. Valuable Insights and Key Topics: The power of telling your story. The difference between a client success story and a customer success story. How to transform any case study into an emotive story. How to deliver a story without feeling inauthentic 3 Key Ingredients for a Revenue Winning Client Success Story: Make sure your client is the hero, enabling your prospect to see themselves in their struggles, desires and transformation.  Be specific in the challenge and the problem you helped them solve to ensure your customer success story only appeals to your ideal client. Showcase tangible results inside of your client’s transformation. The more intricate you are, the higher the likelihood it will move your prospect to take action. Notable Quotes: [10:35] “A customer to me is somebody who might purchase a product from you, it’s more transactional. Whereas a client is somebody you almost have a fiduciary duty to. A responsibility to assure that they are going to be successful.” - Michael Zipursky USEFUL RESOURCES: https://www.consultingsuccess.com/blueprint https://www.linkedin.com/in/zipursky/ Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

3 Communication Secrets from a Billion Dollar Negotiator; Successful negotiation isn’t just about what you say, it’s about how you say it. In this week’s episode, I sit down with purpose driven entrepreneur, Jason Fearnow, who’s negotiated over $50bn worth of contracts during his time in the mining industry.  Jason knows that in order to negotiate high stakes deals, you need to learn how to become a high impact communicator and focus on your own personal development if you’re truly going to win new business at the highest level.  In episode 10 of The Influential Communicator, join me as I uncover 3 communication secrets on how to negotiate your next big deal without resistance. WHAT WE DISCUSS: [00:30] - Who is Jason Fearnow? [02:10] - The first person that influenced and impacted Jason when it comes to effective communication.  [03:41] - The biggest negotiation blunder we should all avoid. [04:37] - How to become the keystone of any conversation in a group setting. [05:51] - Why being present is mission critical for closing any and every deal. [06:37] - How your body language can influence a decision maker [08:30] - Ways to cultivate confidence. [13:03] - How to become comfortable in your own skin. [15:48] - The importance of smiling. [17:23] - First impressions are everything. [19:30] -The concept of “frame control.”   [23: 51] - Examples of what not to do when introducing yourself. [27:14] - How to present your number at the proposal stage. [30:32] - How art of patience. VALUABLE INSIGHTS AND KEY TOPICS: The biggest negotiation mistake Jason made and what it cost him. The definition of omnipresence and what it has to do with negotiating.  The power of now - knowing that the only moment that matters is the present one. Your words tell people what to do, but it’s your body language that tells people how to feel. How to demonstrate warmth and power at the same time. 3 POWERHOUSE TIPS FOR EFFECTIVE NEGOTIATION; Body language is a form of non-verbal communication that helps us reveal our true feelings and supercharge our message’s impact. If you’re on the back foot during a negotiation, simply ask a high impact question in order to level the playing field. Be comfortable with your pricing by saying your number out loud over and over again, enabling you to feel more confident when delivering it in a high stakes environment.  NOTABLE QUOTES: [06:04] - “...the past is done, what happened has happened, the only moment that matters is this moment right now” - Jason Fearnow [07:52] - “Your words tell people what to do, but it’s your body that tells people how to feel.” - Jason Fearnow [24:22] - “ Don't be afraid to be bold in low stakes scenarios so you know how to be brave in high stakes scenarios.” - Ravi Rajani USEFUL RESOURCES: Connect with Jason Fearnow: https://www.linkedin.com/in/jason-fearnow/ https://www.jasonfearnow.com Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Become A Masterful Communicator So You Can Live A Life Of Significance;  How do we master the art of communication in a way that allows us to rise above the chaos in the world today? In this episode, Erick Rheam, author of “Rise above Chaos: The Five Principles to Discover Significance and Live in Peace” teaches us how to do so. He breaks down principle five in his book on how to become a masterful communicator so you can live a life of significance. Erick Rheam is a US Military Academy graduate. He served for five years and during his deployment, he became fascinated by the field of human dynamics and what motivates us as human beings. He now leverages years of scientific research and his own life story to explain a step by step process on how to rediscover your path to significance and find inner peace. If you want to influence people and leave an impact in the world long after you're gone, then learning how to effectively communicate your story, vision and mission is the answer. Nodding your head? Then this episode is for you! Hit the play button and join the conversation! WHAT WE DISCUSS: [00:26] - Introducing Erick Rheam! [01:24] - How Erick’s Mother changed his life. [03:02] - What is “Cow English”? [03:55] - The exact moment Erick had an epiphany.  [05:37] - How does Erick define influential communication? [06:48] - How do you identify your North Star? [10:31] - The fundamentals of being a masterful communicator [13:47] - The number 1 rule of communication. [14:20] - How to tell if someone is out of their comfort zone. [18:09] - How to communicate with confidence even if you’re feeling uncomfortable. [21:30] - How and when to use the magic phrase, “Is there anything else?” [27:55] - How to use tone and inflection in voice mails, messages, or email. [30:20] - An exercise to help you improve your delivery when speaking. [37:19] - How does being a world-class communicator help you find inner peace? [41:07] - Who does Erick look up to as an influential communicator? [43:39] - Closing thoughts. VALUABLE INSIGHTS AND KEY TOPICS: You will be judged on how you communicate. The difference between understanding your “why” and having a “purpose”.  Can you connect with someone when they're out of their comfort zone? Breaking eye contact is a catalyst for dis-connection. 2 FUNDAMENTAL QUESTIONS TO ASK YOURSELF RIGHT NOW: What are you passionate about? Is that passion aligned with what you're uniquely talented to do? 3 CRITICAL FORMS OF COMMUNICATION:  The words that we speak  How we deliver those words - tone and inflection for example Non-verbal body language  NOTABLE QUOTES: [04:33] - “If you're going to get others to follow you, you're going to have to communicate in a way that's going to influence them to reach their best selves.” - Erick Rheam [11:02] - “When you embrace fear as the factor driving most human interactions, you learn around those issues and become a better communicator.” - Erick Rheam [26:32] - “It's not just about what you say, it's about how you say it.” - Ravi Rajani [29:40] - “You can have a perfectly scripted message, or story, but if you can't deliver it with impact, then it's not going to penetrate the minds of your audience!” - Ravi Rajani USEFUL RESOURCES: Connect with Erick Rheam:  https://erickrheam.com/ https://www.facebook.com/erickrheamspeaking https://www.instagram.com/erickrheamspeaking/ https://www.linkedin.com/in/erickrheamspeaking/ Purchase Erick Rheam’s Book Today: https://riseabovechaosbook.com/ Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Accelerate Trust & Land 3 TEDx Talks in 30 Days; Delivering a TEDx talk can be an amazing opportunity to spread your message and have the impact you desire. It’s also the “perfect” vehicle for building trust and cementing yourself as a thought leader in your industry. My good friend Dr. Brian Harman knows this better than most!  Why? Because he’s delivered 3 TEDx talks in 30 days and across 3 different countries!  Dr. Brian Harman works with corporate executives and transforms them into high-trust leaders and these TEDx talks have done wonders for him both personally and professionally. Today, we’re going to dig deep into his 3-step process for preparing and landing your first or next TEDx talk.  We get tactical, we get strategic and we get real! No more spoilers… Click play up above and I’ll see you on the other side! WHAT WE DISCUSS: [00:27] - Who is Dr. Brian Harman? [01:24] - The “why” behind delivering a TEDx talk. [02:16] - Why Brian got into coaching corporate executives. [03:29] - How speaking at TEDx Talks has helped Brian. [07:12] - Has the prestige of giving a TEDx talk been diluted over the years? [08:59] - Brian’s three-step process to land your first or next TEDx talk. [09:17] - Step 1: Apply [11:50] - How long does the process take? [14:23] - How did Brian handle rejection? [17:41] - How to pitch your content [19:21] - Step 2: Prepare [19:34] - Lessons that Brian learned from preparing for his 3 TEDx Talks [21:28] - Brian’s #1 piece of preparation advice in hindsight. [24:35] - Step 3: Delivery [26:53] - Other ways that you can build credibility outside of TEDx talks [32:37] - Summary of Brian’s main points and closing thoughts. VALUABLE INSIGHTS AND KEY TOPICS: The formula for trust is character and competence. TEDx talks can act as a trust accelerator. Landing and delivering a TEDx talk is not for the faint hearted. Once you’ve applied, be prepared for the rejection! Don't change your presentation, change your audience. Energy sells - people can feel your energy when you speak! 3 STEPS TO LAND AND DELIVER YOUR FIRST OR NEXT TEDx TALK: Apply - Put together a unique application with a number of core assets. You’ll need things like a unique message, a captivating speaker reel and solid learning objectives for your ideal audience.  Prepare - Every TEDx Talk has different audiences and themes. Find a theme which matches your expertise and objectives, versus a simple “spray and pray” approach with speaker applications. Deliver - Talk to other speakers, attend the mixers and be engaged throughout the entire event! Most of all, don’t forget to have fun!!  NOTABLE QUOTES: [15:49] - “All it takes is one win to immediately relieve all of the time and effort you put into it.” - Dr. Brian Harman [29:13] - “Different people absorb and process information differently.” - Ravi Rajani USEFUL RESOURCES: Connect with Dr. Brian Harman:  https://www.linkedin.com/in/drbrianharman/ https://twitter.com/brianmharman Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

Why Sharing Your Story Isn’t Narcissistic Or Egotistical; Does sharing your story make you feel self centered?  Does sharing your story make you feel uncomfortable? Does sharing your story make you look selfish in the eyes of your ideal client? The truth is, there’s a difference between being the main character of your story and the hero of your story. As Yahya Bakkar once shared, “Your story should be designed to give your audience significance vs give you significance.” In this episode we dig deep into how you can share your story in a way that makes your ideal clients feel seen, heard and understood. This one is short, sharp and sweet yet packed with value - get your notepad and pen at the ready! WHAT WE DISCUSS: [00:30] - The classic worry of looking egotistical when sharing your story  [01:13] - How to share your story in a way that serves your audience [01:24] - Being the main character of your story vs. being the hero of your story [01:41] - 3 key things to think about for sharing a customer centric personal story  [01:52] - Number 1 [02:24] - Number 2 [04:14] - Number 3 [04:47] - Remembering your goal of shifting your prospect’s perspective (for good) [05:13] - How to make your story relevant to the people you want to impact. [06:16] - Closing thoughts VALUABLE INSIGHTS AND KEY TOPICS: How to help your audience feel seen through your struggles and desires. How your favourite movies inspire you to take action. How to share stories that evoke a specific emotion so your audience take action on your message. 3 WAYS TO SHARE YOUR STORY WITHOUT BEING NARCISSISTIC OR EGOTISTICAL: Aim to make your audience feel significant instead of making yourself feel significant. Your audience should see themselves in your struggles. Evoke enough emotion through your story so your prospect shifts their perspective and takes action on solving their BIG problem. NOTABLE QUOTES: [06:43] - “Being the main character of your story is different from being the hero of your story.” - Ravi Rajani USEFUL RESOURCES: Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/

How To Speak With Influence When Communicating With C-Suite Decision Makers Before becoming CEO of Venli Consulting and helping B2B salespeople become the top 1% in their industry, Marcus Chan had quite the journey!  Born in Oregon to two immigrant parents, Marcus started out as an introvert with a speech impediment who struggled to fit the mould! Fast forward to his first sales job, Marcus started out as the worst rep in his company and nearly ended up quitting when the financial crisis hit in 2007-08.  Thankfully for us, he didn’t! Marcus went on a journey to transform himself and his mindset as he went on to be promoted 10 times in 10 years and led teams that sold over $700 million in Corporate America. Today, Marcus helps B2B sales professionals sell more and earn an extra $50k-$100k in commissions over the next 12 months.  In this episode, I’ll be hanging out with Marcus to extract as many golden nuggets as possible on how to speak with influence when communicating with C-suite decision makers. You’re in for a wild ride and if you’re ready…hit the play button! WHAT WE DISCUSS: [00:27] - Who is Marcus Chan? [02:51] - The #1 lesson that gave Marcus an edge in selling. [06:01] - The moment the “penny dropped” [06:57] - How Marcus reacted when a prospect went hostile! [11:12] - How to handle conflict with confidence and integrity [13:25] - The biggest mistake entrepreneurs and salespeople make in their “opener” during a cold call. [16:34] - Examples of how to speak with conviction and authority. [19:07] - A dissection of these examples. [20:09] - How to impact prospects with your words. [22:07] - Do we need to remove all of our filler words when we speak? [26:51] - What to do when a decision maker says “no”. [29:14] - How to be more conversational over the phone. [35:15] - 2 ways to prepare for a cold call. [38:28] - How to communicate price without fear and imposter syndrome. [45:19] - An exercise to increase your effectiveness and influence when communicating throughout the sales process. VALUABLE INSIGHTS AND KEY TOPICS: How to maintain your composure when speaking with hostile prospects. Tonality is everything! How to change the inflection of your voice to command authority.  How to communicate with conviction and certainty How to own your script and increase your chances of sales success. Why every single word you communicate has the ability to change the outcome of any sales call or pitch. 2 SIMPLE WAYS TO PREPARE FOR YOUR NEXT SALES CALL: Record and listen to your discovery calls so you can become more self-aware about your weaknesses.  Do your daily warmups to get your vocals ready before cold calling and practice until you don’t sound scripted! NOTABLE QUOTES: [11:38] - “We can't control how other people react, but we can control how we show up.” - Marcus Chan [24:13] - “When you have the truth, that’s when you can progress on a deal.” - Marcus Chan [39:35] - “If they don’t believe the value is there, then the price becomes irrelevant.” - Marcus Chan  USEFUL RESOURCES: Connect with Marcus Chan:  https://www.linkedin.com/in/marcuschanmba/ https://venliconsulting.com/ Grab Marcus’s free training on the 3 steps to making an additional $50-$100k in commission over the next 12 months: Https://www.sixfiguresalesacademy.com/cash2 Ravi's Podcast: https://www.theravirajani.com/podcast Ravi's social media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Become An Authentic Storyteller Without Feeling Exposed In order to be an authentic storyteller, do you need to share all of the skeletons in your closet? I'm talking about the good, the bad...and the ugly! In this episode, you'll discover how to define what authentic communication means to you, so you can deliver any personal story with confidence. If you want to learn all of that and more, hit the play button right now!  WHAT I DISCUSS: [00:27] - Should you share 100% of your life with others? [00:59] - What is authenticity for me? [01:38] - The key for sharing your story [03:05] - How will authenticity help you? VALUABLE INSIGHTS AND KEY TOPICS: The key to defining your own style of authentic communication. How much should you share about your life? Re-defining how you want to communicate your message. NOTABLE QUOTES: [01:19] - “Authenticity is about being 100% open with what you've processed and are willing to share.” USEFUL RESOURCES: Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Communicate Premium Prices By Owning Your Self Worth Whilst juggling family life and everything that came with it, Maryalice Goldsmith decided to embark on a journey of self-discovery and stumbled upon an idea which later became her ticket to building a highly profitable coaching business.  As she began coaching others on how to do the same, one thing became clear… In order to charge premium prices, you need to own your self worth!  Fast forward to over a decade later, Maryalice is the Director of Student Success for The Speaker Lab where she helps people get booked and paid to speak.  Join Maryalice and I as we uncover the strategies you need to break free from imposter syndrome and own your self worth, so you can communicate your premium prices with confidence.  Whether you’re an entrepreneur or a B2B salesperson, this episode is for you!  WHAT WE DISCUSS: [00:27] - Who is Maryalice Goldsmith? [01:37] - What is “self-worth”? [03:17] - Maryalice’s journey of finding her self-worth. [05:04] - The ‘spark’ which triggered her pursuit of building a legacy. [13:36] - Closing the gap between who you are now and who you want to be. [16:06] - How to unlock your true calling in life. [17:47] - Advice for people who are struggling to listen to their inner voice. [19:57] - How and when to listen to your gut feeling. [24:57] - Using resistance as your north star. [29:23] - Choosing the right guide and mentor.. [33:52] - How to transform your money mindset. [36:33] - How to charge premium prices. [41:00] - 3 ways to eliminate impostor syndrome and charge what you’re worth. [46:19] - One communication mistake that most make when quoting their price. [50:51] - Who Maryalice looks up to as an influential communicator. VALUABLE INSIGHTS AND KEY TOPICS: Stepping into your purpose. What kind of influence and impact do you want to have? The advantages of learning through failure. Finding your true calling through silence. Gaining clarity through action. The dangers of “infobesity”. How to use market research as a tool for pricing your products. How to eliminate impostor syndrome and know your self-worth so you can charge premium prices. How to craft sales copy that converts. 3 WAYS TO ELIMINATE IMPOSTOR SYNDROME AND CHARGE WHAT YOU’RE WORTH: Do your market research and be strategic with your pricing. Get clarity on your ideal lifestyle. Remember, time is more important than money. Focus on delivering world class results for building confidence and let your clients do the talking. NOTABLE QUOTES: [22:20] - “Sometimes you have to let things die, to bring other things to life.” - Maryalice Goldsmith [28:03] - “Nothing great, comes easy.” - Maryalice Goldsmith USEFUL RESOURCES: Connect with Maryalice Goldsmith:  https://www.linkedin.com/in/maryalicegoldsmith/ https://thespeakerlab.com/ Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi Rajani’s Website: https://www.theravirajani.com Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

5 Influential Stories to Include in Your Next Sales Presentation In this episode, Ravi Rajani dives deep into 5 influential stories that you can include in your next presentation if you want to connect with your ideal client and convert them into a paying customer.  He shares 5 actionable stories that you can embed into your next sales presentation with ease. Listen in and learn more about this topic! WHAT WE DISCUSS: [02:28] - Announcing the topic for today [01:36] - Story #1 [02:47] - Story #2 [03:57] - Story #3 [04:37] - Story #4 [05:47] - Story #5 [06:44] - Closing thoughts VALUABLE INSIGHTS AND KEY TOPICS: Why focusing on connection at the start of your presentation is key How to accelerate the trust between you and your client Who is the villain in the eyes of your ideal client? How to handle people’s objections about taking action on your message. Paint a vivid picture of what your ideal client’s life might look like if they didn’t solve their big problem.  NOTABLE QUOTES: [02:42] - “Focus first on building a connection so you can accelerate trust within the first few minutes.” - Ravi Rajani [16:34] - “Paint a vivid picture of what your ideal client’s life might look like if they didn’t use your solution because that can be a powerful motivator.” - Ravi Rajani USEFUL RESOURCES: Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Social Media: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

How To Communicate To Convert In The DM's With Richard Moore Richard Moore is an influential communicator, a sales expert and a seasoned revenue consultant to 8 and 9-figure businesses. With over 17 years of experience in the space, Richard’s core focus is now on helping solopreneurs, elite consultants and business owners master the art of social selling through his LinkedIn Client Accelerator. In this episode, we dive deep into tactical advice to help you communicate to convert in the DM’s without feeling salesy. Listen in to learn more! WHAT WE DISCUSS: [00:28] - Who is Richard Moore [01:43] - How Richard got started in sales [05:00] - How often does Richard get cold DMs on LinkedIn? [06:20] - What kind of pitches are annoying? [08:14] - How Richard turned someone who’s prospecting him into a paying client!! [08:42] - How to reach out to decision-makers on LinkedIn [11:30] - 2 essential elements for pitching cold prospects [16:18] - Why is Content so crucial for conversion? [20:50] - Should you outreach through video, voice message, or text on the first message or outbound call? [27:15] - Using your voice for influence in the sales process  [30:52] - How to pick up the momentum when you’ve been ‘ghosted’ by a lead [35:56] - How to go for the “ask” without feeling salesy [40:32] - Who Richard looks up to as an influential communicator VALUABLE INSIGHTS AND KEY TOPICS: Why cold messaging without context or relevance is a hard sell in 2022. How to spark intrigue and find commonality when conducting outbound outreach.  3 steps to selling more in the DM’s. How to use leverage to win more revenue.  How to accelerate familiarity and ‘warm’ future client’s through content. It takes 32 touches in the online world before somebody decides to buy from you! In cold calling or messaging, you might get it wrong…but focus on progress over perfection and iterating as you go. There’s a time and place for intensity in the sales process.  Tips to re-engage prospects who have gone cold. 3 STEPS TO CLOSING MORE DEALS IN THE DM's: Content  Engage in the DM’s  Discovery call and close 2 ESSENTIAL ELEMENTS IN COLD PITCHING: Relevance Leverage NOTABLE QUOTES: [11:44] - “The first thing you need is relevance. I can't sell you shoes if you have no feet.” - Richard Moore [16:36] - “You can't cold approach people as well as you can warm approach them with content.” - Richard Moore [17:58] - “When you have familiarity, trust starts coming in.” - Richard Moore USEFUL RESOURCES: Connect with Richard Moore:  https://www.linkedin.com/in/richardjamesmoore/ https://www.instagram.com/the.richard.moore/ www.therichardmoore.com Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Connect with Ravi Rajani: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani

My Story Welcome to the very first episode of The Influential Communicator! The go-to podcast for your weekly dose of storytelling, speaking, and communication bullets to help you build trust and win more revenue!  In today’s market, having great products and services isn’t enough. You need to be able to present your story, solution and message in an impactful way. In this episode, your host, Ravi Rajani, shares his own story, the valuable lessons learned along the way, and how he mastered the craft of being an influential communicator. Pay attention to not just what Ravi says, but HOW he says it! WHAT WE DISCUSS: [00:26] - Ravi’s childhood and being thrown into dance school [02:26] - His first memorable experience with a camera as a kid [03:12] - How Ravi excelled where others didn’t [03:54] - The ultimate drug: The 3 A’s [04:47] - The double edged sword of being a performer [06:08] - 3 real-life scenarios where effective communication was paramount [07:20] - How storytelling can be used to impact and inspire [08:42] - Ravi today and his unhealthy obsession with Kevin Hart [09:01] - Ravi’s impact driven mission VALUABLE INSIGHTS AND KEY TOPICS: What dance school, a camcorder and theatre taught Ravi about business and life. How playing a character on stage can lead you to playing a character in real life. How you communicate your value, story and solution is the difference between success and failure.  How every micro-experience in your life is secretly serving a bigger purpose. YOUR SUCCESS IS DEPENDENT ON HOW YOU COMMUNICATE THESE 3 THINGS: Your value  Your story Your solution  NOTABLE QUOTES: [09:13] - “Whether you believe it or not, everybody is a salesperson, everybody is a speaker, everybody is a storyteller.” USEFUL RESOURCES: Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast Ravi Rajani’s Website: https://www.theravirajani.com SOCIAL MEDIA: https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani