Jody Williamson is on the podcast this week to discuss the art and psychology of sales. He is on a mission to help high-level salespeople separate themselves from the sleazy "used car salesman" stereotype by listening more, talking less, and helping their prospects discover the sale for themselves. With over 25 years of experience and having worked with companies of all sizes and across all industries, Jody has discovered that the traditional sales model simply doesn't work—and he's here to explain the new one that does.
In this episode, Jody and Nick talk about why salespeople should never try to "convince" their leads to buy and instead use "disarming honesty" to help their prospects find their ideal outcome. He explains why a "no" is better than an "I'll think about it," why you should always be upfront about your pricing—especially if you're the highest in the room—and why it is unethical to not sell someone a product that will help them. Whether you're in sales or not, the methods and techniques Jody discusses in this episode can help all of us create better connections, help more people, and make more money.