The Art and Psychology of Sales with Jody Williamson

The Art and Psychology of Sales with Jody Williamson

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.

Jody Williamson

Jody Williamson

Founder of the Northbrook & Chicago Offices of Sandler Training, Author

Jody Williamson is the owner and founder of the Northbrook & Chicago offices of Sandler Training, and brings over 35 years of real world sales, management and training experience to his clients. During his time at Sandler, Jody has won the highly prestigious David H. Sandler Award and has become an internationally recognized speaker. He is the creator of such programs as The Sales Doubler, The Constant Sales Improvement Process and The Contrarian Sales Manager, as well as the author of the best-selling book The Contrarian Salesperson. He currently is coaching businesses with over $1B in combined annual sales. Jody and his team are dedicated to working with business owners, principals, sales managers, salespeople and non-selling professionals to give them the behaviors, attitudes and techniques to reach their full potential in sales.

Leverage is an on-demand outsourcing platform that helps business owners and entrepreneurs scale without the pain, cost, and risk of hiring. With a team of vetted experts spanning across all areas of marketing and growth, we serve as an agile extension to your team—allowing you to get more done in less time.

The goal of the Leverage Podcast is simple: to learn from the best and discover how we can all be more productive, build a more fruitful business, and live a better life.

Leverage’s Founder and CEO, Nick Sonnenberg, is the host of the Leverage Podcast. With a background in data science, high-frequency algorithmic trading and business efficiency consulting, Nick has an innovative mind and is obsessed with learning from the people around him. Join him each week as he interviews fellow entrepreneurs, thought leaders, and leading experts to discuss everything from marketing secrets to new technologies to life as an entrepreneur.

Published: Jul 15, 2021
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