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Welcome to another insightful episode of Business Growth Talks with Mark Hayward. This week, our guest is sales guru Eric Shulman, the brains behind Truth Based Selling—a methodology designed to enhance sales
conversations with honesty and client-focused clarity. During the episode, Eric shares his rich journey from a music store family business to becoming a towering figure in the world of sales training. His foundational belief is that authentic communication and truthful interactions are pivotal in making sales processes more effective and building lasting client relationships. Mastering Sales: Truth-Based Selling with Eric Shulman
In this episode, Eric Shulman digs into the realities of scaling a business and the pivotal role of sales in this journey. Through SEO-focused insights, Eric explains how entrepreneurs can harness the power of effective communication and authentic client interaction in sales strategies. The conversation touches on essential concepts like diagnosing before prescribing, nurturing client relationships, and the importance of knowing when to pivot in business ventures. Eric's innovative ideas challenge traditional sales norms and advocate for strategies that make sales a client-centric, ethical process. Listen to Eric as he shares compelling anecdotes and actionable advice that promise to enrich your business acumen.
### Key Takeaways:
* Truth Based Selling emphasizes genuine communication and problem-solving over aggressive sales tactics, making interactions more client-focused and less adversarial.
* Diagnosing before prescribing is critical; understanding a potential client's needs and challenges should always precede offering solutions.
* Embrace entrepreneurial spirit by betting on oneself and pivoting when necessary, which can turn ideas into successful business ventures.
* Communication psychology plays a significant role in sales. Understanding behavioral cues and emotional triggers can enhance how sales professionals engage with potential clients.
* Legacy in sales involves positively impacting clients' lives by ethically helping them solve their problems, thereby creating long-lasting professional relationships.
Resources:
* Eric Shulman's Website: [Consultants Can Sell](https://consultantscansell.com)
* Sandler Training: [Sandler Training](https://www.sandler.com)
* Book Reference: "Games People Play" by Dr. Eric Berne
Listeners are encouraged to tune into this content-rich episode to glean actionable insights tailored for anyone passionate about elevating their sales strategy or business. Stay connected for more episodes featuring transformative discussions with seasoned industry experts.
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Podcast equipment that I use:
Microphone - Shure MV7 USB Microphone- https://amzn.to/47XkJdZ
Camera - Sony Vlog camera ZV-1 - https://amzn.to/48T8qAy
Laptop - Alienware M17 R5 - https://amzn.to/3HCHR6v
Second screen - Dell SE2222H 21.5 Inch Monitor - https://amzn.to/3Ui4KUs
Electronic note taker - Microsoft Surface Pro 7 - https://amzn.to/3UlrMKa
Pen for note taking - Microsoft Surface Pen - https://amzn.to/48WaZC2
Microhone arm - Elgato Wave Mic Arm LP - https://amzn.to/4bhbRT1
Camera lighting - Ring Light with Tripod Stand - https://amzn.to/3SErw7C
