The Influential Communicator

Struggling to Be Heard? Say this ONE Phrase to Build Instant Rapport

Sun, 23 Nov 2025 16:00:00 -0000

👉 Order Ravi’s book Relationship Currency: https://www.theravirajani.com/book

Struggling to get a word in when someone is stuck in their ego? You’re trying to share an idea… but you get interrupted, dismissed, or completely unheard. If you’ve ever dealt with a dominant leader, peer, client, or prospect, this episode is going to change the way you communicate forever.

Today, I’m sharing one simple phrase that instantly shifts the energy, lowers defensiveness, and creates real rapport — even with someone who refuses to listen. You’ll discover how I used it in a real conversation and how it transformed the dynamic in seconds.

What you’ll learn in this episode:

✅Why ego-driven conversations break trust
✅How to stay grounded when someone won’t listen
✅The exact phrase that builds instant rapport
✅How this phrase deepens relationships without forcing agreement

This video is perfect for leaders, entrepreneurs, salespeople, managers, and anyone who wants to communicate with influence — especially in tough conversations.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: https://influential.kit.com/12-second-magnetic-message
📰 MY MONTHLY NEWSLETTER
Learn how to increase your influence, charisma, and magnetism: https://influential.ck.page/newsletter

CONNECT WITH ME
🌍 Website:https://www.theravirajani.com⁠
💼 Linkedin:https://www.linkedin.com/in/ravirajani/
📸 Instagram, TikTok & Facebook:@theravirajani
💬 Book me to speak at your event: https://www.theravirajani.com/speaking
📩 For business inquiries:ravi@theravirajani.com

Timestamps:

0:00 When someone’s ego stops you from being heard
0:50 The real story: A conversation with “Jamie”
1:53 The moment everything shifted
2:41 The phrase that instantly builds rapport
4:26 How this phrase deepens trust in any relationship

3 Powerful Phrases to Instantly Build Trust In Any Conversation

Sun, 09 Nov 2025 18:18:00 -0000

In a world where conversations are becoming robotic and disconnected, how do you instantly build rapport and trust with almost anyone?

In this episode, I’ll share 3 powerful phrases that you can use in your next conversation to create genuine connection and build trust fast. You’ll learn how to spark openness, invite vulnerability, and deepen your relationships — both personally and professionally.

What you’ll learn in this episode:

✅How to signal openness and curiosity in any interaction
✅The question that invites authentic emotion and vulnerability
✅A reflection prompt that reveals what truly drives people

This video is perfect for entrepreneurs, leaders, and sales professionals who want to communicate with influence, authenticity, and empathy.
👉 Watch until the end to discover how to speak like a leader at work and transform everyday conversations into moments of influence and impact.

Your next move:

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: ⁠https://influential.kit.com/12-second-magnetic-message⁠
📰 MY MONTHLY NEWSLETTER Learn how to increase your influence, charisma, and magnetism: https://influential.ck.page/newsletter⁠

Timestamps:

0:00 The hidden reason your conversations fall flat
2:29 The phrase that instantly shows openness
3:55 The question that uncovers real vulnerability
5:46 A question that reveals someone’s true desires
4:45 How this question builds deep empathy and alignment

How to Speak like Leader at Work

Sun, 02 Nov 2025 16:00:00 -0000

If you want to speak like a leader at work, my friend, know this—it’s not about barking orders or fixing every problem yourself. It’s about asking your team the right questions at the right time so they can think, act, and communicate like the CEO of their own area of the business.

In this episode, I’ll share three powerful questions that will help you communicate with calm authority, inspire ownership, and lead without needing to be the hero. You’ll learn how to empower your team, manage challenges with emotional intelligence, and speak in a way that earns respect—without raising your voice.

What you’ll learn in this episode:

✅How to ask questions that turn problems into opportunities for growth
✅How to communicate with calm, confident energy—even under pressure
✅How to inspire your team to take ownership and think like leaders

This video is perfect for entrepreneurs, business leaders, and sales professionals who want to communicate influence, build trust, and lead teams that perform at their best.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: ⁠https://influential.kit.com/12-second-magnetic-message⁠
👉 Pre-order Ravi’s upcoming book Relationship Currency: ⁠https://www.theravirajani.com/book⁠

Timestamps:

0:00 Why speaking like a leader isn’t about giving orders
1:30 Asking the right question at the right time
3:04 3 questions to help your team think like CEOs
6:26 It’s not just about what you say, but how you say it.
7:17 How great leaders coach with empathy

Stop Letting AI Kill Your Authentic Voice

Mon, 27 Oct 2025 06:35:00 -0000

Machines won’t build trust with your clients, prospects, or team members — you will.

But in a world where AI can generate perfect words in seconds, how do you stay authentic and use it without losing your voice?

In this episode, I’ll share a simple mindset shift and powerful framework to help you use AI without letting it use you — especially in high-stakes conversations. You’ll learn how to trust your intuition, think creatively, and strengthen your communication muscles, so you can lead and connect with real authenticity.

What you’ll learn in this episode:

Why relying too much on AI can weaken your communication intuition
The right question to ask yourself before using ChatGPT
How to combine your intuition with AI for more authentic, powerful communication

This video is perfect for entrepreneurs, business leaders, and sales professionals who want to communicate with confidence and use AI as a partner — not a crutch.

Your next move :

Timestamps:

0:00 Why AI can’t replace authenticity
0:44 Why the question about ChatGPT and communication is the wrong one
1:16 The six-pack analogy
3:16 How overusing AI can silence intuition and create a trust deficit
4:45 Use AI wisely — let your intuition lead the way.

You’re Breaking Trust Without Knowing It

Sun, 19 Oct 2025 16:00:00 -0000

You might think you’re building trust with your clients — but in reality, you could be doing the exact opposite.

In this episode, I’m breaking down three silent habits that quietly destroy credibility, connection, and influence. Most people don’t even realize they’re doing them… until it’s too late.

Watch until the end to learn how to flip these habits and start building the kind of trust that makes people lean in, not walk away.

What you’ll learn in this episode:

The invisible signals that make people doubt you
How perfection can actually push clients away
The subtle shift that turns skepticism into loyalty

This episode is for leaders, entrepreneurs, and sales professionals who want to communicate with integrity and inspire trust without trying so hard.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: https://influential.kit.com/12-second-magnetic-message
👉 Pre-order Ravi’s upcoming book Relationship Currency: https://www.theravirajani.com/book

Timestamps:

0:00 You’re building trust… or are you?
1:17 The habit that makes people instantly pull back
2:43 A subtle mistake that kills credibility fast
4:06 What being “too perfect” really tells your clients
5:52 The mindset shift that rebuilds real trust

How To Influence Anyone (With Integrity)

Sun, 12 Oct 2025 16:00:00 -0000

Tired of telling people what to do, only for your words to fall on deaf ears? Do you feel like you're just "barking orders" without seeing any real, lasting behavioral change in your team or family?

In this episode, I’ll share my 3-step framework for "silent influence," a method grounded in Albert Bandura's Social Learning Theory, to help you inspire others with integrity. You’ll learn why your actions are far more potent than your words and how to embody the change you wish to see, so you can become a truly effective and trusted leader.

What you’ll learn in this episode:

The power of modeling behavior vs. giving verbal commands (and why children and teams do what you do, not what you say).
The three simple steps for silent influence: Acknowledge, Choose Your Vehicle, and Reinforce.
How to use storytelling as a potent "vehicle for impact" to give others permission to change.
The science behind why a genuine compliment is as powerful as a financial reward for reinforcing behavior.

This video is perfect for leaders, managers, entrepreneurs, and parents who want to create genuine, long-lasting behavioral change in their teams and families.

Your next move:

Timestamps:

0:00 A Fair Warning Before You Begin
1:40 The Million-Dollar Question About Your Influence Style
3:02 The Leader's Gut-Check: "Are you embodying the change?"
5:11 How Are You Reinforcing Good Behavior?
6:54 The Hardest Question: "Where am I falling short?"

How To Speak CLEARLY & Confidently Under Pressure

Sun, 05 Oct 2025 16:00:00 -0000

Ever find your mind going blank when all eyes are on you? Even with 10/10 expertise, if you can't communicate your ideas clearly under pressure, you're doing your hard work a disservice.

In this episode, I’ll share a powerful 3-step framework to help you communicate with bulletproof confidence and influence. You’ll learn how to overcome the biological "freeze" response and strengthen your mind-mouth connection, so you can respond to any tough question with clarity and poise.

What you’ll learn in this episode:

The surprising reason your mind goes blank under pressure (and how to fix it).
A simple pausing technique used by Steve Jobs to command respect and recalibrate.
The 3-step framework for answering any question without rambling or going off-topic.

This video is perfect for professionals, leaders, and experts who want to master high-stakes communication and make their ideas heard.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: ⁠https://influential.kit.com/12-second-magnetic-message.⁠
👉 Pre-order Ravi’s upcoming book Relationship Currency : ⁠https://www.theravirajani.com/book⁠

Timestamps:

0:00 the cost of poor communication
0:46 this response kills your clarity
2:34 the strategic pause
4:39 3-step framework revealed
6:45 how you speak is more important than what you say

Stop Seeking Approval. You Already Have The Answers

Sun, 28 Sep 2025 16:00:00 -0000

If I could sit down with my 20-year-old self, I’d share one piece of life-changing advice that would have completely shifted the trajectory of my career, leadership and personal growth.

In this video, I reveal that exact advice and how business executives, leaders, CEOs, and entrepreneurs can apply it today to strengthen self-trust, make aligned decisions with confidence, and step fully into their power as leaders.

Instead of outsourcing your decisions and diluting your power, you’ll learn how to regulate your nervous system, activate your higher self, and build a decision-making framework that keeps you in alignment.

What you’ll learn in this episode:

✅ How to regulate your nervous system before making important decisions
✅ Activate your higher self to guide your choices
✅ Seek guidance from the right people without losing your truth
✅ Remember that the answers you need are already within you

This video is perfect for ambitious leaders, entrepreneurs, and executives who want to stop second-guessing themselves, and lead with clarity, charisma, and confidence.

Your next move :

TIMESTAMPS:

0:00 The advice I’d give my 20-year-old self
0:50 How I diluted my power in decision-making
1:53 Why leaders must stop outsourcing decisions
3:30 Activating your higher self
5:36 The answers you need are already within you

How to Build Instant Rapport (Just Ask This Question)

Sun, 21 Sep 2025 16:00:00 -0000

👉 Pre-order my upcoming book Relationship Currency: ⁠https://www.theravirajani.com/book⁠

Here’s the thing : in business and in life, most people focus on trying to be interesting. But if you want to build authentic relationships that last, the goal isn’t to impress, it’s to be genuinely interested.

Think about it… have you ever met someone new and instantly felt a connection? Or on the flip side, struggled to break the ice and felt the conversation fall flat?

In this episode, I’ll reveal the ONE question you can ask to build instant rapport with anyone. You’ll learn how to spark genuine curiosity, create trust without trying too hard, and make every interaction feel natural and effortless.

What you’ll learn in this episode:

✅ The psychology of instant rapport and why most people miss it
✅ The single best question to ask when meeting someone new
✅ How to use this principle in business, networking, and daily conversations

This video is perfect for leaders, entrepreneurs, and professionals who want to communicate with confidence, build strong connections fast, and leave a lasting impression in every room.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: ⁠https://influential.kit.com/12-second-magnetic-message⁠

📰 MY MONTHLY NEWSLETTER
Learn how to increase your influence, charisma, and magnetism: ⁠https://influential.ck.page/newsletter⁠

CONNECT WITH ME
🌍 Website : ⁠https://www.theravirajani.com⁠
💼 LinkedIn :⁠ https://www.linkedin.com/in/ravirajani/ ⁠
📸 Instagram, TikTok & Facebook : ⁠@theravirajani ⁠

💬 Booking me to speak at your event: http://theravirajani.com/speaking

📩 For business inquiries: ⁠ravi@theravirajani.com⁠

TIMESTAMPS :
0:00 Why rapport matters more than ever
1:16 The one powerful question to ask
2:23 How to ask story worthy question
5:12 5 key principles of asking better questions when building rapport
8:30 Final thoughts

Oversharing Is Hurting You, Try These 3 Easy Conversation Strategies To Build Trust & Protect Your Privacy

Sun, 14 Sep 2025 16:00:00 -0000

Many of us confuse authenticity with telling the world everything. But sometimes, oversharing can hurt your credibility, influence, and even your career. Think about it for a second, are you oversharing online or at work? Have you ever shared a personal story and regretted it later?

In this episode, I’ll share 3 simple steps to stop oversharing and build authentic trust without falling into the “vulnerability hangover” trap. You’ll learn how to share stories with purpose, create empathy (not sympathy), and protect your private life while still being relatable and impactful.

What you’ll learn in this episode:

Why oversharing damages your credibility
Three rules to set boundaries and avoid regret
How to inspire people with lessons, not oversharing

This video is perfect for business leaders, entrepreneurs, and professionals who want to strengthen relationships, build trust, and communicate with impact, while keeping their personal life private.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: https://influential.kit.com/12-second-magnetic-message

👉 Pre-order Ravi’s upcoming book Relationship Currency : https://www.theravirajani.com/book

Timestamps:

0:00 Why oversharing is a trap

1:00 Step #1 : Define your version of authenticity

4:07 Step #2 : Personal vs Private

7:21 Step #3 : Share with tangible takeaway

9:48 Final words

When Nothing Seems To Be Going Your Way At Work, Here’s Exactly What To Do

Sun, 07 Sep 2025 16:00:00 -0000

If you’re feeling stressed, dealing with negativity, or struggling with difficult people at work or in your business, this episode is for you.

Recently, I faced a situation that had the potential to wipe out more than 12 months of work. My first reaction? Deep frustration. But very quickly, I was able to reframe it, not as a problem, but as a gift.

In this episode, I’ll share how I turned that challenge into fuel for growth, why I believe everything happens for you, and not to you, and how pressure can become the catalyst that transforms you into the person capable of sustaining your vision.

What you’ll learn in this episode:

1. How to process stress and negativity without falling into toxic positivity
2. Why challenges and difficult people are part of your personal curriculum
3. How to reframe setbacks as opportunities to sharpen your character
4. The mindset shift from pressure to peace that changes everything

This episode is for anyone navigating stress, negativity, or high-pressure seasons in business and life who want to stay resilient, aligned, and future-focused.

Your next move :
👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: https://influential.kit.com/12-second-magnetic-message
👉 Pre-order Ravi’s upcoming book Relationship Currency : https://www.theravirajani.com/book

Timestamps:
0:00 – How to deal with stress and negativity at work
1:32 – Everything happens for you, not to you
2:10 – How to find the gift in difficult situations
3:17 – How challenges shape you for success
5:29 – the mindset shift to turn pressure into peace

Your Compliments Sound Ingenuine, Try This Framework Instead To Build Instant Trust

Sun, 31 Aug 2025 16:00:00 -0000

Giving compliments is easy, but giving genuine ones? Not so much. You either overdo it, sound insincere, OR avoid them altogether. The truth is, authentic compliments are one of the fastest ways to boost trust, influence, and intimacy in any business relationship.

In this episode, I share my ASI framework, a 3-step process for giving genuine compliments that don’t just land, but inspire action, loyalty, and deeper connection. You can apply it in any occasions, whether in social life, friendships, and business networking events.

What you will take away after watching this episode :
1. Why you shouldn’t give too many (or insincere) compliments
2. My ASI framework for authentic, impactful compliments

This episode is for:
B2B leaders, executives, sales professionals, service-based entrepreneurs, and anyone who wants to boost influence, inspire teams, and strengthen trust in high-stakes conversations.

Your next move :
👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: Click here
👉 Pre-order Ravi’s upcoming book Relationship Currency: Click here

Timestamps:
0:00 – The gateway to trust
0:48 – A conversation that went hilariously wrong
2:58 – Imperfection = connection (and why it works)
3:55 – How to reframe the way you see imperfection
5:02 – How to own imperfect moments and turn the table around
9:42 – Final words

Why Imperfection Makes You Magnetic

Sun, 24 Aug 2025 16:00:00 -0000

If you’re secretly trying to impress others by being perceived as flawless, you’ll eventually burnout and struggle with misalignment. Here’s my truth: the fastest way to earn trust isn’t by being perfect, but by showing your humanity and owning your imperfections.

In this episode, I share an embarrassing moment with a prospect and how that “mistake” became the catalyst for a genuine business relationship. By the end, you will discover why imperfect moments can be your greatest advantage in high-stakes conversations, and how you can use them to be more relatable, influential, and respected.

If you stay with me until the very end, you’ll learn exactly how to transform awkward moments into opportunities for connection, and why embracing your imperfections can make you instantly likeable and unforgettable.

This episode is for:

B2B leaders, executives, sales professionals, service-based entrepreneurs, and anyone who wants to speak with more influence, build authentic relationships, and connect deeply in business conversations.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: Click here

👉 Pre-order Ravi’s upcoming book Relationship Currency: Click here

Timestamps:

0:00 – The gateway to trust

0:48 – A conversation that went hilariously wrong

2:58 – Imperfection = connection (and why it works)

3:55 – How to reframe the way you see imperfection

5:02 – How to own imperfect moments and turn the table around

9:42 – Final words

🔗 Videos to watch next if you want to build authentic business relationships :

1 Toxic Conversation Habit That Instantly Kills Influence And How To Fix It

Ask This Question To Become More Likeable (WIN In Business And Life)

How To Build Authentic Business Relationships – Grow Trust & Success

How to Ask BETTER Questions That Make Anyone Like You (and Build a Deep Connection)

Sun, 17 Aug 2025 19:00:00 -0000

Most people think that building deeper relationships is about asking MORE questions. The truth is, it’s about asking the RIGHT questions. I’m talking about intentional ones that make people feel truly seen, heard and understood. That is how we build trust and prevent a transactional conversation.

In this episode, I share my “What Feel Who” Method, which will help you ask empathetic questions that go beyond small talk and build depth in any business relationship. This framework helps you to earn trust and strengthen connections, whether you are speaking to a partner, team member, employee, client or prospect.

By the end, you will know exactly how to move past generic questions like “how are you?” and instead create moments that stick and make you instantly likeable and memorable.

This episode is for:

B2B leaders, executives, sales professionals, service-based entrepreneurs, and anyone who wants to speak with more influence, build authentic relationships, and create deeper connections in high-stakes moments.

Your next move :

👉 Access a FREE guide to help you pitch yourself with confidence in 12 seconds or less: https://influential.kit.com/12-second-magnetic-message

👉 Pre-order Ravi’s upcoming book Relationship Currency: https://www.theravirajani.com/book

Timestamps:

0:00 – Why deeper conversations start with better questions

1:28 – Why you should not ask MORE questions

2:11 – What makes a question “intentional”

3:05 – The “What Feel Who” method

4:12 – Real-world client example using this method

6:29 – How to apply this method with new prospects

9:42 – The 3 C’s to accelerate trust

🔗 Videos to watch next if you want to become a world-class communicator:

“So What Do You Do?” - The 12-Second Answer That Makes You Instantly Memorable

Give me 100 seconds and I'll Make You Dangerously Magnetic

How To Build Authentic Business Relationships – Grow Trust & Success

“So What Do You Do?” - The 12-Second Answer That Makes You Instantly Memorable

Sun, 10 Aug 2025 16:00:00 -0000

It’s the most common question on sales calls, at networking events, conferences and more. And yet, most people answer it in the most forgettable way.

In this episode, I discover “The Magnetic Message”. This is my 12-second framework for answering this question with clarity and confidence. Wherever you are, this simple structure will help you stand out in a sea of sameness, spark curiosity and leave a lasting impression.

What you’ll learn in this episode:

• How to craft a 12-second Magnetic Message that captures attention • How to earn the right to share your story in a way that connects (and spreads even when you’re not in the room) • A real-world example from a SaaS sales team I worked with and why it works

This episode is for :

B2B leaders, executives, sales professionals, service-based entrepreneurs, and anyone who wants to speak with more influence and unshakeable confidence in high-stakes moments.

LINK & CTA

📰 MY MONTHLY NEWSLETTER

Learn how to increase your influence, charisma, and magnetism: https://influential.ck.page/newsletter

PRE-ORDER MY UPCOMING BOOK:

📒 https://www.theravirajani.com/book

CONNECT WITH ME

🌍 Website : https://www.theravirajani.com

💼 Linkedin : https://www.linkedin.com/in/ravirajani/

📸 Instagram, TikTok & Facebook : @theravirajani

💬 Booking me to speak at your event: http://theravirajani.com/speaking

📩 For business inquiries: ravi@theravirajani.com

TIMESTAMPS

0:00 – Intro: The tricky question at networking events

0:49 – How Steve Jobs made iPod viral long before social media

1:38 – The #1 rule to make your message magnetic & sticky

2:26 – Real-life example from a SaaS sales team

5:18 – The 12-second answer formula

7:09 – "Relationship Currency" book presale

How To Make Magnetic Eye Contact

Tue, 16 Jan 2024 12:01:00 -0000

How To Make Magnetic Eye Contact with Ravi Rajani:

Eye contact.

Too much and you're considered creepy.

Not enough and you're labelled as disinterested, nervous or rude.

Tricky, right?

Allan and Barbara Pease, authors of The Definitive Book of Body Language, believe holding eye contact for 60 to 70% of a conversation is critical for building trust.

The question is, how do we do this without overthinking it?

Don't worry, I've got your back.

In today's episode, we're going to uncover one simple method for making better eye contact.

Let's get 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/

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

[Throwback episode] Rewire Your Story & Make Imposter Syndrome Your Superpower with Amber Deibert

Wed, 10 Jan 2024 12:30:00 -0000

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

[EP.100] 3 Ways to Instantly Measure Your Impact As a Storyteller with Ravi Rajani

Tue, 26 Dec 2023 12:01:00 -0000

3 Ways to Instantly Measure Your Impact As a Storyteller with Ravi Rajani:

I’m sure we've all experienced that moment after telling a story…

The lingering doubt that often surfaces:

"Did it hit the mark? Did I make a lasting impression? Did my message resonate?"

The array of potential outcomes leaves you wondering: which one prevailed?

But fear not, my friend!

I’m here to uncover three ways to assess the impact of your story, so you can pivot toward crafting more compelling stories right now.

Let’s get it!

NOTABLE QUOTES:

[4:27] - “It's not just about motivation and inspiration, but also about educating your audience and sparking a long-lasting shift in behavior.” - 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/

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

[EP.99] One Way To Become A Charismatic Presenter

Tue, 19 Dec 2023 12:01:00 -0000

One Way To Become A Charismatic Presenter with Ravi Rajani:

Imperfection is in our DNA…

We mess up, we make mistakes, we stumble, trip and fall…

But we always get back up and carry on.

And that is the beauty of being human.

It’s what adds color to our story - it’s what tells us we’re alive and we’re here.

And in the realm of presentations, it goes the same way.

It's the nuances, the imperfections, that breathe authenticity into your story.

They are what make you relatable and real, setting the stage for a connection with your audience.

Because let’s face it: the pursuit of perfection is a one-way ticket to failure.

So today, I’m giving you some of my tips to become a charismatic and magnetic speaker for your next presentation.

Let’s go!

NOTABLE QUOTES:

[2:49] - “Trying to be perceived as a flawless human being is just a perfect recipe for disaster as a presenter. The key lies in being seen as extraordinary.” - Ravi Rajani
[12:02] - “Imperfection equals connection.” - 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/

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

[EP.98] How To Ask Thought-Provoking Questions with Rachel Koblic

Tue, 12 Dec 2023 12:01:00 -0000

How To Ask Thought-Provoking Questions with Rachel Koblic:

Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!).

But here’s the thing, not all questions are created equal.

Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and inspire action.

That's where Rachel Koblic comes in.

Rachel is the ex-head of learning at Pavilion University and is here to show us how to get to the heart of the matter and ask the questions that matter most.

Press that play button!

WHAT WE DISCUSS:

[1:17] - Who is Rachel Koblic?
[9:39] - Rachel's perspective on why people tend to offer quick fixes instead of asking deeper questions
[11:39] - The transformative power of thoughtful questions
[14:25] - Impactful questions to ask in one-to-one meetings
[17:13] - Rachel's internal processes for inspiring change
[19:38] - A part of Rachel’s life she wishes she had more opportunities to talk about
[25:44] - One question Ravi wishes his guests ask him during interviews
[29:10] - Rachel’s process for building rapport with someone new
[32:47] - Identifying sincerity in questioning
[34:35] - Rachel’s biggest pet peeve when questioning
[40:27] - An influential communicator Rachel looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to avoid the conventional 'quick fix' mentality and promote curiosity by asking more in-depth questions
Realizing the power of asking thought-provoking questions to bring about significant change and motivate action
The importance of tone in questioning and conveying genuine interest.

NOTABLE QUOTES:

[13:32] - “The more comfortable somebody is in their own skin, there's often less noise in their minds.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

Rachel’s Website: https://www.rachelkoblicportfolio.com/

Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rkoblic

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

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

[EP.97] How To Inspire Your People & Motivate Them To Take Action with Ashton Williams

Tue, 05 Dec 2023 12:01:00 -0000

How To Inspire Your People & Motivate Them To Take Action with Ashton Williams:

Whether you’re a leader or a team player…

A shared vision is a guiding star that illuminates the path to success…

And having confidence in your vision fuels your journey toward a grander horizon.

But if your team isn't on board, the road ahead might seem longer than it needs to be.

So how can you paint that vivid picture for them and inspire them to get moving?

Enter Ashton Williams of Slack.

She’s joining us to teach us the art of leadership - a journey that ignites momentum and drives high-powered teams forward.

Let’s go!

WHAT WE DISCUSS:

[1:17] - Who is Ashton Williams?
[6:32] - Ashton’s go-to approach for diffusing conflict in the workplace
[10:49] - Unlearning the belief that your value is determined by your career
[16:31] - How stress and chaos can help you figure out what you want
[24:46] - Why leaders need to stop feature-selling
[30:33] - Ashton’s TTL method: trust, transparency, lead
[35:07] - How to tell stories that showcase vulnerability while still being professional
[44:08] - An influential communicator Ashton looks up to today

NOTABLE QUOTES:

[9:18] - “When we don't assume people have good intentions, we make stories in our head that are ridiculous. We're not the center of anybody else's world.” - Ashton Williams
[10:52] - “Your value isn't determined by your career.” - Ashton Williams
[31:01] - “I really believe, especially as leaders, trust is first. You have to earn the trust of your team to listen to you, hear you, and follow you, but you also have to give trust very freely. You need to trust that people are adults who want to do their best work and are going to try their best, and you have to give them room to learn what their best is.” - Ashton Williams
[36:29] - “Vulnerability is not oversharing.” - Ashton Williams

USEFUL RESOURCES & LINKS:

Slack Website: https://slack.com/

Connect with Ashton on LinkedIn: https://linkedin.com/in/williamsashton

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

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

[EP.96] How To Explain What You Do in 13 Seconds with Ravi Rajani

Tue, 28 Nov 2023 12:01:00 -0000

How To Explain What You Do in 13 Seconds with Ravi Rajani:

We've all been there…

The dreaded moment when someone asks, “What does your company do?”

It's a common question that often leads to a forgettable and long-winded response.

But what if you could make your answer stand out, capture attention, and leave a lasting impact?

The solution lies in learning how to craft a 13-second “Magnetic Message” that sparks intrigue and makes you truly memorable.

No more run-of-the-mill responses - it's time to set yourself apart from the crowd.

Let’s get it!

3 PRINCIPLES TO REMEMBER WHEN CRAFTING YOUR SCRIPT

Use an analogy that is industry-specific or universally relatable.
Ensure the link to what your company does is watertight.
Less is more.

USEFUL RESOURCES & LINKS:

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.95] The Art of Transparent Negotiation with Todd Caponi

Tue, 21 Nov 2023 12:01:00 -0000

The Art of Transparent Negotiation with Todd Caponi:

In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics.

The truth is, negotiation isn't just about crunching numbers and closing deals.

It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties.

Enter the legendary Todd Caponi.

In this week’s episode, he’s here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability.

It's time to shed the mask and embrace the power of transparent communication.

Let’s go!

WHAT WE DISCUSS:

[1:18] - Who is Todd Caponi?
[8:46] - Todd’s greatest mentor
[11:58] - Why people struggle to discuss pricing with confidence and conviction
[17:13] - The inner work that sellers should do early on in their career
[20:29] - How Todd approached failures in his career
[22:18] - The difference between sympathy and empathy
[26:44] - The levers that drive the pricing models of every company
[31:55] - How to overcome self-doubt from past failures
[45:16] - Using references as a tool to effectively tell your story
[51:38] - An influential communicator Todd looks up to today

NOTABLE QUOTES:

[15:20] - “Confidence is contagious.” - Todd Caponi
[16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

Todd Caponi’s Website: https://toddcaponi.com/

Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi

Follow Todd on X: https://twitter.com/tcaponi

Follow Todd on Instagram: https://www.instagram.com/tcaponi/

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.94] Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani

Tue, 14 Nov 2023 12:01:00 -0000

Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani:

A lot of the time, people are hesitant to speak their minds.

Why?

Because they’re often met with judgment, opinions, and worst of all, unsolicited advice.

We've all been there - and it sucks.

But hey, it’s time to flip the script.

In today’s episode, we’ll uncover the exact communication strategy I use to create a safe space for vulnerable conversations, so we can nurture relationships that last a lifetime!

Let’s get it!

3 TIPS FOR HAVING VULNERABLE & AUTHENTIC CONVERSATIONS:

Reduce your pace, increase your warmth, and have a curious tone.
Learn how to “sit in the mud” with people versus prescribing advice and trying to “fix” them.
Stimulate a resolution by asking pattern-interrupting questions.

NOTABLE QUOTES:

[4:36] - “If we want to build trust and create a safe space for vulnerability, then we need to speak the same love language as the people we're communicating with.” - 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/

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.93] How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of Fidel API

Tue, 07 Nov 2023 12:01:00 -0000

How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of DCN:

Boundaries.

It can be hard to set them as a people pleaser, especially when you’re secretly crippled with the fear of letting others down.

But you know what’s worse than letting other people down?

Experiencing the stress and overwhelm that comes with letting yourself down.

Learning how to say “no” with warmth is a superpower that helps us protect our time, energy and resources so we can give it to the people and opportunities that matter the most.

In this episode, Jenn Glabicky from DCN, teaches us how to be approachable, warm and inviting even when we say “no”.

Without further wait, let’s get into it.

WHAT WE DISCUSS:

[1:16] - Who is Jenn Glabicky?
[2:05] - Jenn’s journey as a recovering people pleaser
[6:23] - How to set boundaries early in your career
[20:20] - The art of being a leader that inspires openness
[26:44] - Transformative experiences that shaped Jenn's current communication style
[30:17] - An influential communicator Jenn looks up to today

NOTABLE QUOTES:

[10:43] - “By actually setting boundaries with other people, it will tell a positive story about who you are versus just saying yes.” - Jenn Glabicky
[27:13] - “I’ve always been brought up with the golden rule: treat others the way I would hope to be treated.” - Jenn Glabicky

USEFUL RESOURCES & LINKS:

Fidel API website: https://fidelapi.com/

Connect with Jenn on LinkedIn: https://www.linkedin.com/in/jglabicky

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.92] One Way to Crush your Next Virtual Presentation

Tue, 31 Oct 2023 12:01:00 -0000

One Way to Crush your Next Virtual Presentation;

Remember when the pandemic began?

Zoom fatigue was (and still is) real.

The worst thing was, all virtual presentations kinda sucked (and still do).

Lighting - we looked like we were streaming live from our mom's basement.

Audio - we sounded like we were speaking inside of a fish bowl.

Video - we forgot nobody wants to see our dirty laundry in the background.

Right?

But as they say, you can't put lipstick on a pig.

Meaning, you can have the most beautiful setup...

But, if you can't get your audience's attention and keep it, you have no chance at earning the opportunity to become their trusted guide.

Attention is the currency of the modern world.

Want to learn how to ethically steal it in broad daylight?

Then today’s episode is for you my friend!

WHAT WE DISCUSS:

[4:25] - Step 1: Low-friction question, yes or no response
[7:52] - Step 2: Medium-friction question, quantitative response
[9:49] - Step 3: High-friction question, qualitative response
[11:45] - 3 steps to contextualize and test the framework

3 STEPS TO TEST THE STACK-THE-MOMENTUM METHOD:

Step 1: Write down your three questions before your next low stakes virtual presentation.
Step 2: Use it in a low-risk scenario, possibly at the beginning of your presentation.
Step 3: Use it in a high-stakes scenario and review the recording to see where you can improve.

NOTABLE QUOTES:

[2:51] - “101% of the time, I start my presentations with a personal story because I want to connect with the audience on an emotional level.” - Ravi Rajani
[12:45] - “A confident delivery is everything.” - 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/

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.91] One Influential Way to Receive More of What You Desire

Tue, 24 Oct 2023 11:01:00 -0000

One Influential Way to Receive More of What You Desire;

Why do we shy away from asking for what we want?

Often, it's the fear of rejection that holds us back.

We're scared of hearing "no."

But, what if I told you, there’s a communication framework which can support you in hearing “yes” more often?

And guess what? This isn't just for the sales folks.

This is for anybody who wants to learn how to communicate with influence and receive more of what they want without compromising their value system.

As Gandhi once said, "Don't ask. Don't get."

The dude was right!

Without further wait, let’s get into it.

WHAT WE DISCUSS:

[1:17] - Why are humans afraid to ask for what they want?
[8:24] - 3 tips to ensure you deliver your ask in an impactful way
[11:01] - Action steps to craft your ask with intention

HOW TO DELIVER YOUR ASK IN AN IMPACTFUL WAY:

Slow down to display confidence and combat nerves.
Don’t underestimate the power of an authentic smile.
Once you’ve asked for what you desire, just sit back and listen.

NOTABLE QUOTES:

[13:28] - “You can't come out the gate asking things from people without really giving value and having a strong level of rapport.” - 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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.90] How Oracle NetSuite Organised a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono

Tue, 17 Oct 2023 11:01:00 -0000

How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono;

Ever been to a sales kickoff that felt more like a lullaby than an energy boost?

Let's face it, a real sales kickoff is meant to do three things:

Motivate...

Inspire...

Educate...

This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelling.

And with their one and only Lisa Bono, we're diving into exactly what it takes to organize a world class sales kickoff.

Without further wait, let’s get it!

WHAT WE DISCUSS:

[1:17] - Who is Lisa Bono?
[9:49] - What actually is a sales kickoff (SKO)?
[10:45] - Why NetSuite chose storytelling as their SKO theme
[14:21] - The power of customer stories
[15:43] - Unlocking the power of “storyselling”
[19:16] - High level steps to organize a hybrid sales kickoff
[26:16] - Lisa’s secret weapon to reinforce all learnings
[31:09] - The KPIs which storyselling will have the most impact
[33:43] - Trying to organize an SKO that pleases the masses
[40:31] - One costly mistake Lisa and her team made in the runup to their SKO
[43:18] - An influential communicator Lisa looks up to today

LISA’S HIGH LEVEL STEPS TO ORGANIZE A HYBRID SALES KICKOFF:

What theme are we trying to hit on and what message are we trying to deliver?
How can we create learnings which are congruent with our theme?
How can we ensure the learnings are applicable across departments?
How can we reinforce the learnings for real behavioral change?
Are we logistically setup for a hybrid experience?
Are we acknowledging the emotional state of our audience and the current market?

NOTABLE QUOTES:

[10:00] - “ A sales kickoff is an event meant to bring (potentially) all employees together to do three things: motivate, inspire, and educate.” - Lisa Bono
[16:41] - “As a seller, you really want to be succinct and concise with your words, and I think that's the hardest thing to teach about storytelling.” - Lisa Bono
[37:23] - “I used to always think, as a seller, people buy from people they like. I think audience members appreciate enablement: facilitators that speak their language, that understand their perspective, that put themselves in the person on the other side's shoes, as opposed to kind of taking that teacher mentality.” - Lisa Bono

USEFUL RESOURCES & LINKS:

Oracle NetSuite website: https://www.netsuite.com

Connect with Lisa on LinkedIn: https://www.linkedin.com/in/winwithbono

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

Join The Influential Communicator Newsletter:

https://theinfluentialcommunicator.ck.page/newsletter

[EP.89] How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine

Tue, 10 Oct 2023 11:01:00 -0000

How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine;

Attention.

That is the currency in today’s world.

And when it comes to the arena of sales, if we aren’t able to get somebody’s attention and keep it…

Then we can’t earn the opportunity to become their trusted guide.

So, what’s one way to grab somebody’s attention in less than 10 seconds?

An influential analogy.

When done correctly, it sparks intrigue and gives you the chance to share your message or story.

And when it comes to using analogies to explain what you do and break down complex subjects, Jennifer Ryan of Blackline is a pro!

In this week’s episode, Jennifer talks to us about how to construct and use analogies to captivate, inspire and motivate prospects to take action

Are you ready?

Hit play!

WHAT WE DISCUSS:

[1:17] - Who is Jennifer Ryan?
[6:08] - A lesson Jennifer picked up from music therapy and how she embodies it as a salesperson and trainer
[10:58] - One thing Jennifer took from her communications degree that she now teaches sellers
[17:34] - Jennifer’s advice for new sellers finding their identity in the workplace
[23:36] - How to create fun yet professional and authentic analogies
[34:15] - Tips for delivering analogies in a conversational manner
[35:58] - An influential communicator Jennifer looks up to today

NOTABLE QUOTES:

[24:03] - “I find that analogies are the gateway to storytelling. [They’re] very short stories that you use almost as morals to a story or something that will teach something and help someone take a concept that's new in and relate it to something they already know, increasing their ability to understand that new information much more quickly.” - Jennifer Ryan

USEFUL RESOURCES & LINKS:

BlackLine website: https://www.blackline.com/

Connect with Jennifer on LinkedIn: https://www.linkedin.com/in/jennifereryan

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

[EP.88] How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect

Tue, 03 Oct 2023 11:01:00 -0000

How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect;

Information…

Timing...

Influence…

These are the key ingredients to master the art of effective negotiation according to this week’s guest.

But there's one secret weapon that can add a touch of warmth and connection to your negotiations…

I’m talking about magnetic storytelling.

Put them all together and you create a negotiation strategy that is full of finesse and success.

I’ve pinned down Jacob Warwick of CORE Connect to teach us how to negotiate your next payrise with bulletproof confidence.

Intrigued?

Good! Hit play and I'll see you on the other side!

WHAT WE DISCUSS:

[1:17] - Who is Jacob Warwick?
[12:12] - How much does somebody need in their emergency fund?
[23:46] - How to communicate with warmth and still create boundaries
[31:42] - Does likability matter in negotiation?
[37:57] - How to overcome internal doubt and negotiate a payrise
[44:47] - Reading body language in a negotiation
[55:07] - An influential communicator Jacob looks up to today

NOTABLE QUOTES:

[17:58] - “A negotiation is all about information, timing, and power.” - Jacob Warwick
[25:40] - “It's not what you say, it's how you say it.” - Jacob Warwick
[29:15] - “It's more important to find alignment than to be impressive.” - Jacob Warwick
[57:04] - “Helping people negotiate fulfillment and happiness is more important than the money piece.” - Jacob Warwick

USEFUL RESOURCES & LINKS:

ThinkWarwick website: https://www.thinkwarwick.com/

CORE Connect website: https://www.thinkwarwick.com/core-connect/

Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacobwarwick

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

[EP.87] How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust

Tue, 26 Sep 2023 11:01:00 -0000

How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust;

When it comes to leaving a lasting impact, it's all about being human…

True connections are forged in moments of authenticity, creating memories that linger…

And when your client experiences are infused with the essence of being human, the impact is immeasurable.

So, how do you infuse your client experiences with the power of humanity?

Enter Maggie Callahan, the Global Revenue Enablement leader at OneTrust.

She’s here to show us how to use storytelling to craft client experiences that resonate.

Don't just tell a story - immerse them in it.

Let’s go!

WHAT WE DISCUSS:

[1:17] - Who is Maggie Callahan?
[5:23] - Valuable life lessons Maggie gained from her meditation practice
[12:49] - Maggie’s memorable Dublin tour experience
[20:06] - Pivotal lessons that Maggie learned from her tour which can be related to sales and tech
[23:49] - How to effectively do prospect research for a personalized buying experience
[26:59] - Passion in a customer experience
[29:47] - Questions a seller can ask themselves before they take their prospect through their next journey
[33:38] - An influential communicator Maggie looks up to today

NOTABLE QUOTES:

[6:39] - “Oftentimes we know the answer, we're just scared to gain the momentum to move forward with it.” - Maggie Callahan
[8:37] - “Everything is happening at the right time for us to learn the lesson that we're meant to learn.” - Maggie Callahan

USEFUL RESOURCES & LINKS:

OneTrust website: https://www.onetrust.com/

Connect with Maggie on LinkedIn: https://www.linkedin.com/in/maggie-callahan-6254925a

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

[EP.86] How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData

Tue, 19 Sep 2023 11:01:00 -0000

How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData;

Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem…

That would be cool, right?

You know exactly who your buyer persona is, what they want and more importantly…

How to get and keep their attention!

It's not a stroke of luck…it's the power of nailing your buyer persona.

And today, we have the privilege of learning from the man himself, Thomas Boccard, the SVP of Healthcare Sales at GlobalData.

He's here to show us how to deliver an impactful pitch that leaves a lasting impression by having a better understanding of who you’re trying to serve.

Are you ready?

Press play!

WHAT WE DISCUSS:

[1:17] - Who is Thomas Boccard?
[6:22] - Thomas’ personal inflection point and lessons learned from failure
[11:35] - How sales reps can analyze their sales process for improved success
[19:14] - Three things a seller can do to grab attention in today’s climate
[21:50] - How to cultivate a connection with your prospects and add value
[26:39] - How to adapt your pitch to establish deeper connections with prospects
[35:20] - How to tailor your communication style when engaging with sales leaders versus analytical CFOs
[38:02] - An influential communicator Thomas looks up to today

NOTABLE QUOTES:

[9:34] - “Trust the process, but you need to inspect the process throughout the way. You gotta be able to pivot.” - Thomas Boccard
[28:33] - “The more you can be an expert in your prospect’s space, the more every conversation will be more connected and will go deeper and deeper.” - Thomas Boccard
[30:47] - “Understanding the people you're speaking to allows you to speak to them in ways that's gonna help them. You want them to leave every conversation having learned something.” - Thomas Boccard

USEFUL RESOURCES & LINKS:

GlobalData website: https://www.globaldata.com/

Connect with Thomas on LinkedIn: https://www.linkedin.com/in/tboccard

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

[EP.85] How to Unlock the Power of Mindful Selling with Federico Presicci

Tue, 12 Sep 2023 11:01:00 -0000

How to Unlock the Power of Mindful Selling with Federico Presicci;

In a fast-paced world where distractions and noise are in abundance…

Learning how to slow down, get in touch with self and truly do the inner work is key for an intentional life.

And when it comes to selling with intention, well…there’s no difference!

The gold lies in being present, focused on your customer and engaging in active listening.

Easier said than done, right?

Aggressive sales quotas…

Expanding expectations from management …

And constantly having to prove yourself can leave you feeling defined by your “number”.

Enter the art of mindful selling and your guide, Federico Presicci of GoCardless.

Together, we'll unveil the secrets of harnessing mindfulness to elevate your sales game, foster deep connections, and drive meaningful results.

Alright, enough talking…

Hit that play button!

WHAT WE DISCUSS:

[1:17] - Who is Federico Presicci?
[4:49] - What Federico would’ve done differently during his period of career depression
[7:31] - How to communicate your emotional state to leadership
[12:43] - Federico’s definition of mindful selling
[15:49] - Federico’s top three impulses that sabotage working relationships
[19:31] - Tips to reduce and acknowledge your internal dialogue before any sales calls
[32:33] - An influential communicator Federico looks up to today

NOTABLE QUOTES:

[9:35] - “Conversations about how you’re feeling will normally be pro-productive as long as you keep it neutral.” - Federico Presicci
[12:54] - “Mindfulness is all about strengthening your presence, and presence is your ability to be there with the thing that is in front of you, so mindfulness selling is your ability to be there in the conversation from start to finish.” - Federico Presicci
[31:44] - “The more introspective awareness I have, the more I'm able to notice them early on. And the faster I label them, the faster I reconnect to the present moment.” - Federico Presicci

USEFUL RESOURCES & LINKS:

GoCardless website: https://gocardless.com/

Connect with Federico on LinkedIn: https://uk.linkedin.com/in/federico-presicci

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

[EP.84] The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara

Tue, 05 Sep 2023 11:01:00 -0000

The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara;

We live in a world where buyers have more choice than ever before…

And in the high-pressure world of sales, nailing your sales presentation or demo can be the difference between success and failure.

You've got one shot to captivate, influence and accelerate trust!

That’s exactly why you need a pitch deck that’s contrarian, captivating and influential.

Enter Gosia Holden…she’s the pitch deck whisperer over at Samsara!

She’s going to walk us through her 5 deadly sins of pitch decks in 2023 so you don’t have to engage in them!

Click play and let’s dive in!

WHAT WE DISCUSS:

[1:17] - Who is Gosia Holden?
[3:36] - What makes Samsara stand out as a company
[7:12] - Why traditional pitch decks are ineffective vs alternative approaches
[9:14] - A prevalent issue in the sales community according to Gosia
[12:23] - How to prepare a pitch deck within a limited timeframe
[21:52] - Using solution-centric language upfront and jumping straight into the resolution versus painting a picture of the problem
[23:57] - How to present a solution that avoids overwhelm and encourages engagement
[25:51] - How to effectively diagnose and address the root cause of the problem
[28:04] - Examples of ineffective and effective headlines or hooks
[32:24] - An influential communicator Gosia looks up to today

NOTABLE QUOTES:

[27:27] - “If you don't spend enough time on your preparation and client discovery, then you won't be able to tell a good story that will resonate with them.” - Gosia Holden

USEFUL RESOURCES & LINKS:

Samsara Website: https://www.samsara.com/

Connect with Gosia on LinkedIn: https://uk.linkedin.com/in/gosia-dzik-holden-251b1b

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

[EP.83] The 3 P's for Confidence and Communication Excellence with Bethanni Buikema

Tue, 29 Aug 2023 11:01:00 -0000

The 3 P's for Confidence and Communication Excellence with Bethanni Buikema;

Confident communication…

It’s the ultimate skill in business and life!

But here’s the thing, knowing this is one thing and mastering it is another!

So, where do we begin?

Enter Bethanni Buikema, the sales enablement team lead at Mintel.

I’ve pinned her down to unveil the 3P's for confident communication as a B2B seller.

Let's get into it!

WHAT WE DISCUSS:

[1:17] - Who is Bethanni Buikema?
[4:30] - Bethanni’s definition of confidence
[6:17] - Why new sellers struggle with confidence and authenticity
[8:45] - Why product-based knowledge comes first for Bethanni
[10:57] - Bethanni’s experience of sharing the right story with the wrong client
[12:37] - How to communicate with different types of decision makers
[15:13] - Bethanni’s example of a great questioner
[19:59] - How to feel comfortable with silence
[21:27] - How much does someone need to know about their product before going out in the field
[28:48] - Bethanni's areas for personal growth and development
[30:56] - An influential communicator Bethanni looks up to today

NOTABLE QUOTES:

[23:31] - “Selling is not about showing them all the cool, fun, crazy features…it's about how to solve their problem and what that impact is gonna be.” - Bethanni Buikema

USEFUL RESOURCES & LINKS:

Mintel Website: https://www.mintel.com/

Connect with Bethanni on LinkedIn: https://www.linkedin.com/in/bethanni-buikema

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

[EP.82] 5 Ugly Ways to Spot if You’re Working for a Toxic Sales Leader with Christina Brady

Tue, 22 Aug 2023 11:01:00 -0000

5 Ugly Ways to Spot if You’re Working for a Toxic Sales Leader with Christina Brady;

It's time to shine a light on the dark side of sales leadership…

Toxic workplaces can wreak havoc on your confidence and performance as a seller, but it’s not always easy to spot them…

So, how can you do so without hesitation?

Enter Christina Brady, the SVP of Sales at Spekit.

I’ve pinned her down to expose the unspoken truth about toxic sales leaders and 5 unmistakable red flags to identify them in your professional life.

Hit that play button!

WHAT WE DISCUSS:

[1:17] - Who is Christina Brady?
[14:57] - Red flag #1: You develop feelings of self-doubt
[21:32] - Red flag #2: You start feeling high levels of suspicion
[25:41] - Red flag #3: You start to question everything around you
[30:35] - Red flag #4: You don’t feel psychologically safe
[34:17] - Red flag #5: You armor up
[40:51] - An influential communicator Christina looks up to today

NOTABLE QUOTES:

[20:26] - “ Any extreme emotion brings out the realness in people.” - Christina Brady
[24:00] - “Words are one thing, but your actions will tell people the true story.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

Spekit Website: https://spekit.com/

Spekit on LinkedIn: https://www.linkedin.com/company/spekit

Connect with Christina on LinkedIn: https://www.linkedin.com/in/christinapbrady

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

[EP.81] How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe

Tue, 15 Aug 2023 11:01:00 -0000

How to Change Your Story & Transform Your Life with Patricia McLaren of RevShoppe;

Growing pains don't stop when we're kids…

Life is a journey filled with twists and turns, and with every major shift, there comes a certain level of discomfort…

But that’s where we truly thrive - outside our comfort zone.

Get ready to rewrite your story with Patricia McLaren, the mastermind behind RevShoppe.

It’s time to break free from the shackles that are holding you back.

Let’s get into it!

WHAT WE DISCUSS:

[1:17] - Who is Patricia McLaren?
[10:14] - How to leave the past behind and step into the next version of yourself
[15:26] - How to find comfort and fulfillment in solitude
[19:02] - One story Patricia is actively working on to shift her internal narrative
[26:04] - How to show up unapologetically and showcase who you are as a seller
[32:31] - How to find your own truth and understand who you are
[36:41] - How to get back to yourself in times of chaos
[47:43] - An influential communicator Patricia looks up to today

NOTABLE QUOTES:

[15:01] - “It's the idea of getting comfortable with being uncomfortable, figuring out the nuances of what you love and what you like and following that energy so you can receive more of it on a daily basis and seeing where it takes you.” - Ravi Rajani
[17:29] - “A huge component of really learning about yourself is to create those moments of solitude and space.” - Patricia McLaren
[21:08] - “Don't forget to actually really savor the present moment and the chapter that you're in now, because you're not gonna get it again.” - Patricia McLaren
[27:31] - “Fear is usually a signal of the thing that we need to step toward.” - Patricia McLaren

USEFUL RESOURCES & LINKS:

RevShoppe Website: https://www.revshoppe.com/

RevShoppe on LinkedIn: https://www.linkedin.com/company/revshoppe

Connect with Patricia on LinkedIn: https://www.linkedin.com/in/patriciamclaren

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

[EP.80] How to Build a Values Driven Sales Team with Drew Bickers of Reibus

Tue, 08 Aug 2023 11:01:00 -0000

How to Build a Values Driven Sales Team with Drew Bickers of Reibus;

Imagine stepping into a new company and immediately being hit with electric energy from the word “go”!

I’m talking about a psychologically safe environment filled with positivity and collaboration.

I’m talking about a world where sellers collaborate, help one another and understand they are more than their quota!

A values driven sales team can feel like a unicorn, but it’s possible…

Just ask my next guest, Drew Bickers, who’s the head of sales training and enablement over at Reibus International!

This week, I’ve pinned him down to reveal his secrets of building a values-driven sales team that achieve high performance without compromising their core principles.

Let's dive in!

WHAT WE DISCUSS:

[1:17] - Who is Drew Bickers?
[6:45] - The impact of values when joining a new organization
[22:46] - How to hire new employees that align with your values
[32:06] - How to promote organizational values at scale
[37:12] - An influential communicator Drew looks up to today

USEFUL RESOURCES & LINKS:

Connect with Drew on LinkedIn: https://www.linkedin.com/in/drewbickers

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

[EP.79] How to Handle Objections through Storytelling with Ben Purton of RingCentral

Tue, 01 Aug 2023 11:01:00 -0000

How to Handle Objections through Storytelling with Ben Purton of RingCentral;

Objections.

Many sellers secretly fear them and struggle to face them head on without fear or anxiety.

They can feel like an obstacle to your success, but what if they were the answer?

Enter Ben Purton, Director of Sales Enablement at RingCentral, who has a secret weapon for handling objections: storytelling.

Ben’s here to teach us how to proactively and reactively handle objections through the power of story.

Hit play!

WHAT WE DISCUSS:

[1:17] - Who is Ben Purton?
[5:09] - How neurodivergence can give people unique strengths
[6:54] - Finding similarities between chess and sales
[8:47] - Approaching objections in high stake scenarios proactively vs reactively
[20:04] - The difference between an objection and a rebuttal
[22:21] - How to manage ego
[26:45] - How to frame the cost of inaction
[34:48] - An influential communicator Ben looks up to today

NOTABLE QUOTES:

[7:37] - “You can look at a hundred wins, but you’re likely to learn more from one serious look at a loss.” - Ben Purton

USEFUL RESOURCES & LINKS:

Connect with Ben on LinkedIn: https://uk.linkedin.com/in/benpurton

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

[EP.78] How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert

Tue, 25 Jul 2023 11:01:00 -0000

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/

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

[EP.77] How to Create and Implement your own Sales Methodology with Laura Torres of Notion

Tue, 18 Jul 2023 11:01:00 -0000

How to Create and Implement your own Sales Methodology with Laura Torres of Notion;

A cookie-cutter approach may be perfect for baking star-shaped treats…

But for producing star sales performers…

It simply doesn't cut it!

Enter Laura Torres, the Sales Enablement Manager at Notion.

I’ve pinned her down to share her expertise and uncover the secrets of building a sales methodology that sets you apart from the rest while staying true to YOU.

Buckle up and hit play!

WHAT WE DISCUSS:

[1:17] - Who is Laura Torres?
[2:15] - One thing Laura took from her degree that she uses in sales enablement today
[4:01] - The concept of Notion
[6:43] - Is BANT dead or alive in modern sales?
[8:30] - How to maintain alignment in organizations that prioritize the sales process over customer-centricity
[11:37] - The drawbacks of a “one-size-fits-all” approach in sales
[13:51] - Laura's advice on adapting a methodology for new sellers
[17:03] - How to help seasoned sellers recognize the benefits of adopting new approaches
[21:59] - How to develop a unique and effective sales methodology from scratch
[26:35] - Distinguishing valuable feedback from those that don’t connect
[38:24] - How to assess the effectiveness of a new sales methodology
[41:45] - An influential communicator Laura looks up to today

NOTABLE QUOTES:

[12:33] - “When you allow yourself to be more authentic in how you're speaking to things, it comes through and it also builds trust.” - Laura Torres
[16:10] - “Don't be afraid to fail. It's okay. This means we're growing, we're learning, and we'll get better.” - Laura Torres

USEFUL RESOURCES & LINKS:

Notion Website: https://www.notion.so/

Connect with Laura on LinkedIn: https://www.linkedin.com/in/laura-torres1sf

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

[EP.76] How to Communicate Internally for Collaboration with Nicole Lusk of Oracle NetSuite

Tue, 11 Jul 2023 11:01:00 -0000

How to Communicate Internally for Collaboration with Nicole Lusk of Oracle NetSuite;

Here’s an important nugget about communication…

It's not just about getting the message across - it's about making people feel seen, heard, and understood.

In the business world, effective internal communication is more important than ever and is the key to solving an organization’s most deadly problems!

But where do you start, you ask?

That's where Nicole Lusk, Principle Sales Enablement Advisor of Oracle Netsuite, comes in.

It’s time to foster a culture of open communication so we can collaborate with perfection!

Let’s get into it!

WHAT WE DISCUSS:

[1:17] - Who is Nicole Lusk?
[8:49] - The challenge of breaking down silos in the revenue world
[9:49] - Nicole’s superpower when it comes to effective communication
[12:34] - How to effectively collaborate when ego and emotions are present
[18:34] - How to communicate in high stress and high stakes scenarios
[27:40] - How to communicate with an emotionally charged leader
[32:44] - Nicole's go-to for taking a breather and disconnecting
[37:37] - An influential communicator Nicole looks up to today

NOTABLE QUOTES:

[11:24] - “I would rather get myself into trouble from being transparent than be dishonest to myself by not being transparent.” - Nicole Lusk

USEFUL RESOURCES & LINKS:

NetSuite Website: https://www.netsuite.com/portal/home.shtml

Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-lusk-m-ed-4ab454a4

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

[EP.75] How to Create True Behavioural Change as a Salesperson with Orla Pollard of Paddle

Tue, 04 Jul 2023 11:01:00 -0000

How to Create True Behavioural Change as a Salesperson with Orla Pollard of Paddle;

In the world of sales, hitting your numbers isn’t just about strategy…

It’s about your mindset and creating a foundation of habits and behaviours that set you up for success!

Enter Orla Pollard, the Head of Sales Enablement at Paddle!

In today’s episode, she’ll be guiding us through the process of making sustainable changes that will boost your sales performance and transform your career.

Let's dive in!

WHAT WE DISCUSS:

[1:17] - Who is Orla Pollard?
[5:39] - How somebody can get to “the true problem” of a customer
[6:58] - How to gain self awareness around what’s blocking you from achieving your goals
[9:09] - Orla’s go-to process for identifying issues that prevent sales reps from achieving and beating quota
[11:15] - How to handle and communicate with an ego-centric sales rep
[14:20] - Core skills that many sales reps lack in today's market
[22:26] - Orla's approach to positioning Paddle on sales calls
[34:50] - Strategies for incentivizing positive sales behaviour and preventing the relapse of bad habits
[42:51] - An influential communicator Orla looks up to today

USEFUL RESOURCES & LINKS:

Paddle Website: https://www.paddle.com/

Connect with Orla on LinkedIn: https://uk.linkedin.com/in/orlapollard

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

[EP.74] How to Negotiate Severance as a B2B Seller with Dan Goodman of TruCommish

Tue, 27 Jun 2023 11:01:00 -0000

How to Negotiate Severance as a B2B Seller with Dan Goodman of TruCommish;

Picture this…

You've been working as a B2B salesperson for a company that you thought had your back for years…

But now you're faced with the possibility of being laid off.

It's a scary thought in today’s world, but it doesn't have to be a nightmare.

Negotiating a severance can be a tricky process, especially if you're not familiar with the ins and outs of what “good looks like”.

But with the right negotiation skills, you can secure a severance package that will help you land on your feet, take care of your family and even jump start your career!

Who better to learn from than Dan Goodman, the mastermind behind TruCommish?

What are you waiting for? Hit that play button now!

WHAT WE DISCUSS:

[1:17] - Who is Dan Goodman?
[5:52] - Approaching severance packages when you're not sure what to expect
[14:34] - Key ingredients for a good severance offer
[27:10] - The mental and emotional consequences of working with toxic leaders
[31:08] - Dan's support system for emotional conversations
[33:12] - Tips for communicating with confidence and conviction when negotiating severance during a difficult time
[35:47] - An influential communicator Dan looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

The importance of negotiating your severance package and advocating for fair compensation when leaving a job
Why delaying the signing of a severance agreement can leave room for a better outcome and even increased compensation
How toxic leadership can negatively affect company culture, employee morale, and overall success

NOTABLE QUOTES:

[22:36] - “Review that employment contract, negotiate it and make sure that you set yourself up for success.” - Dan Goodman

USEFUL RESOURCES & LINKS:

TruCommish Website: https://trucommish.com/

Connect with Dan on LinkedIn: https://www.linkedin.com/in/daniel-goodman2001

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

[EP.73] How to Present with Confidence in a Virtual Sales World with Stephanie Benavidez of Loadsmart

Tue, 20 Jun 2023 11:01:00 -0000

How to Present with Confidence in a Virtual Sales World with Stephanie Benavidez of Loadsmart;

Virtual presentations are here to stay, but let’s be real…why do so many suck in the world of sales?

Do you struggle to captivate your prospects, build rapport and close deals in a remote first world?

If you’re nodding your head then have no fear, we’ve got your back!

Introducing the one and only Stephanie Benavidez, Senior Director of Sales at Loadsmart.

Stephanie knows that confidence is key when it comes to virtual presentations, and she's here to teach us how to own that Zoom room like a boss.

Get ready to take notes, hit that play button and let’s get started!

WHAT WE DISCUSS:

[1:17] - Who is Stephanie Benavidez?
[12:27] - Why sellers still struggle to show their true personality today
[13:51] - How sellers can capture Stephanie's attention
[17:42] - Stephanie's journey to becoming more comfortable in her own skin
[19:52] - The difference between communicating on camera online versus offline
[21:54] - Stephanie's process for being present on Zoom calls
[26:25] - Strategies for building rapport virtually in the first few minutes
[28:43] - Appropriate attire for virtual sales calls
[33:38] - Strategies for captivating prospects using your voice
[38:52] - How to ensure proactive follow-up after virtual sales conversations
[40:21] - An influential communicator Stephanie looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to overcome camera shyness and present confidently in virtual meetings
How to embrace authenticity and showcase your personality in sales presentations to stand out and capture your prospect's attention
The importance of consciously taking steps to being more present and actively listening during virtual conversations

NOTABLE QUOTES:

[13:30] - “I actually think a lot of people struggle with authenticity, maybe because they don't have a great handle on who they are…and they don't know how to bring out their authentic self because they don't know what that is.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

LoadSmart Website: https://loadsmart.com/

Connect with Stephanie on LinkedIn: https://www.linkedin.com/in/smbenavidez

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

[EP.72] How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks

Tue, 13 Jun 2023 11:01:00 -0000

How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks;

Alright, we need to talk about sales onboarding programs.

In some organizations they can feel like a cookie cutter box-ticking exercise, leaving new reps with the inability to truly make their mark once they have a quota attached to their name.

On the other hand, we have high impact sales onboarding programs that actually work…

I’m talking about the ones that ramp up reps in record time, create high engagement and generate a long lasting transformation.

So, how can you see more of the latter in your company?

Enter Whitney Newman, the Head of Sales Enablement at Databricks.

She's a rockstar when it comes to creating world-class onboarding programs, and she’s here to let us in on the nitty gritty on how to do it right.

Let’s get it!

WHAT WE DISCUSS:

[1:17] - Who is Whitney Newman?
[6:49] - Whitney’s insights on creating a new sales onboarding program from scratch
[8:20] - Essential skill sets for sales onboarding
[15:20] - Whitney's metric for determining onboarding success
[16:22] - Deciding on the length of an onboarding program
[18:00] - Managing leadership's expectations for ramp time
[19:41] - Determining who is responsible for creating the content and modules for the training
[23:41] - Whitney's thoughts on recording training sessions and using an LMS
[25:44] - How to create a training that serves both new and seasoned reps
[29:41] - Whitney's methods for measuring the effectiveness of an onboarding program
[36:41] - How often to revisit training to ensure ongoing success
[36:48] - An influential communicator Whitney looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to design a tailored onboarding program that achieves success for both the individual sales rep and the company as a whole
The significance of identifying the core sales skills required to onboard reps faster
How to develop an effective training program that caters to the needs of both new and experienced sales representatives

NOTABLE QUOTES:

[28:37] - “The more that we learn and the more that we think we know, we end up realizing how little we know because there's so much depth in every topic.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

Databricks Website: https://www.databricks.com/

Connect with Whitney on LinkedIn: https://www.linkedin.com/in/whitneynewman

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

[EP.71] Change Your Internal Story & Excel as an Introvert in Sales with Justin Stowers of MarketStar

Tue, 06 Jun 2023 11:01:00 -0000

Change Your Internal Story & Excel as an Introvert in Sales with Justin Stowers of MarketStar;

Imagine shaking hands with a stereotypical salesperson…

What comes to mind?

A loud, extroverted and arrogant person who stinks of commission breath?

The game has changed people…and so has the world of sales!

Those who consider themselves as ‘introverts’ are actually primed for success!

Just ask Justin Stowers of MarketStar, the master of tapping into his introverted attributes and using them to build world class relationships.

Join us today as we unpack how he's been able to thrive in the world of sales, all while staying true to his introverted nature.

Hit that play button and let's get started!

WHAT WE DISCUSS:

[1:17] - Who is Justin Stowers?
[2:58] - Dispelling the professional sales profile stereotype
[5:54] - Justin's perspective on what makes a person charismatic
[10:41] - Learning self-awareness from an introverted mentor
[18:47] - A time Justin realized that being introverted could actually be an asset
[33:28] - Three strategies that Justin believes could help extroverts on his team become even more successful
[39:11] - An influential communicator Justin looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

Recognizing the value of introversion in sales and challenging the misconception that only extroverts can succeed in sales
Redefining charisma as being a great listener and empathetic communicator, instead of just being the most attention-grabbing person in the room
Adapting to different situations without compromising your authenticity as a key driver for sales success

NOTABLE QUOTES:

[18:00] - “The ones who truly make others feel seen, heard, and understood — they're the most charismatic in my eyes.” - Ravi Rajani
[20:40] - “When we are who we are, and we work and execute our jobs in a true and authentic way, a vulnerable way, you know, people connect with that.” - Justin Stowers

USEFUL RESOURCES & LINKS:

MarketStar Website: https://marketstar.com

Connect with Justin on LinkedIn: https://www.linkedin.com/in/justinstowers

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

[EP.70] Break Your Mask, Own Your Story & Develop a World Class Culture with John Morris of Club Colors

Tue, 30 May 2023 11:01:00 -0000

Break Your Mask, Own Your Story & Develop a World Class Culture with John Morris of Club Colors;

We all do it - we hide our past, sweep tough experiences under the rug, and pretend we're living a perfect life.

We put on these masks to project a certain image to the people around us, without realizing that it can hold us back from our true potential.

What I want you to take away from this episode is that you HAVE a story, and owning it can inspire others to heal and take action!

Enter John Morris of Club Colors.

He’s here to talk about how he broke his mask, owned his story and used it as a vehicle to create an incredible culture at his company.

This is one of John's true superpowers…and I want to expose you to it today!

Let’s get it!

WHAT WE DISCUSS:

[1:17] - Who is John Morris and what is Club Colors?
[10:40] - The importance of authenticity in company culture
[17:38] - Identifying the values that need to be tactically ingrained into company culture
[24:34] - Balancing outcome and behavior-based rewards
[29:01] - How to ensure consistency in culture as you scale
[39:37] - An influential communicator John looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to create an environment where vulnerability is encouraged and used to foster growth and success
How to make sure that a company's values are maintained across the entire business and used as a filter for understanding ‘what good looks like’.
The importance of acknowledging people for their superpower and how to reinforce that behaviour

NOTABLE QUOTES:

[3:29] - “If you're not figuring out who you are on a daily basis, then maybe you're not paying enough attention.” - John Morris

USEFUL RESOURCES & LINKS:

In the Club by Club Colors

On Apple Podcasts: https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742

On Spotify: https://open.spotify.com/show/0vqZB7gPKLTlkDHI66XxN3

On YouTube: https://www.youtube.com/watch?v=gwnpu4QrUcc&list=PLANF8pdKpxfviEXMTTZWxVKU5hqyRimIA

Connect with John on LinkedIn: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716

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

[EP.69] How to Ask Powerful Questions that Inspire Action with Rachel Koblic

Tue, 23 May 2023 11:01:00 -0000

How to Ask Powerful Questions that Inspire Action with Rachel Koblic;

Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!).

But here’s the thing, not all questions are created equal.

Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and inspire action.

That's where Rachel Koblic comes in.

Rachel is the ex-head of learning at Pavilion University and is here to show us how to get to the heart of the matter and ask the questions that matter most.

Press that play button!

WHAT WE DISCUSS:

[1:17] - Who is Rachel Koblic?
[9:39] - Rachel's perspective on why people tend to offer quick fixes instead of asking deeper questions
[11:39] - The transformative power of thoughtful questions
[14:25] - Impactful questions to ask in one-to-one meetings
[17:13] - Rachel's internal processes for inspiring change
[19:38] - A part of Rachel’s life she wishes she had more opportunities to talk about
[25:44] - One question Ravi wishes his guests ask him during interviews
[29:10] - Rachel’s process for building rapport with someone new
[32:47] - Identifying sincerity in questioning
[34:35] - Rachel’s biggest pet peeve when questioning
[40:27] - An influential communicator Rachel looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to avoid the conventional 'quick fix' mentality and promote curiosity by asking more in-depth questions
Realizing the power of asking thought-provoking questions to bring about significant change and motivate action
The importance of tone in questioning and conveying genuine interest.

NOTABLE QUOTES:

[13:32] - “The more comfortable somebody is in their own skin, there's often less noise in their minds.” - Ravi Rajani

USEFUL RESOURCES & LINKS:

Rachel’s Website: https://starlinglx.com/ o

Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rkoblic

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

[EP.68] How to Communicate and Create a Frictionless Buying Experience with Bobbi Jo Frazier of ActivTrak

Tue, 16 May 2023 11:01:00 -0000

How to Communicate and Create a Frictionless Buying Experience with Bobbi Jo Frazier of ActivTrak;

Let's face it, the modern customer has high expectations…and rightly so!

With more choice than ever before, they value personalization, convenience and ease…

With that in mind, creating an intentional and frictionless buying experience is key!

So, how do we create a buying experience that is unique, memorable and sticky?

Enter Bobbi Jo Frazier, Head of Enablement over at ActivTrak!

She's a pro at identifying friction in the buying experience and finding unique ways to alleviate them…

By the end of this episode, you'll learn how to create a customer centric buying experience that creates customers for life!

So, what are you waiting for?

Hit that play button.

WHAT WE DISCUSS:

[1:17] - Who is Bobbi Jo Frazier?
[3:47] - A bird’s eye view of ActivTrak
[4:50] - Why you shouldn’t always base decisions on how you feel
[8:05] - The missing link in the buyer's journey of today
[13:01] - Achieving a collaborative user experience when your team isn’t seeing eye-to-eye
[16:30] - Identifying key touchpoints and areas of improvement
[18:56] - Bobbi’s approach to separating valuable data from noise
[27:20] - The last online purchase that impressed Bobbi so much that she bought from them again.
[30:26] - One costly enablement mistake Bobbi once made
[33:58] - An influential communicator Bobbi looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to deliver a smooth service experience to your prospects
Identifying effective vs ineffective touchpoints
How to streamline the buying process and maintain positive relationships across all departments

NOTABLE QUOTES:

[5:31] - “We don't always want to base decisions, especially business decisions, on how we feel.” - Bobbi Jo Frazier

USEFUL RESOURCES & LINKS:

Connect with Bobbi on LinkedIn: https://www.linkedin.com/in/bobbijofrazier

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

[EP.67] How to make a Great First Impression

Tue, 09 May 2023 11:01:00 -0000

How to make a Great First Impression;

Whether we like it or not, first impressions are everything.

It’s human nature to make a judgment about someone when we first meet them, and that’s why making a lasting first impression is so important!

Your first encounter with someone can easily make or break an opportunity.

In the modern world we live in, we spend so much time communicating online that we often forget how to make a strong impression in person…

And that’s exactly what I wanted to unpack in today’s episode!

Without further wait, push that play button!

VALUABLE INSIGHTS AND KEY TOPICS:

The importance of practicing mindfulness before meeting someone for the first time
How to come across as trustworthy and approachable when meeting someone new
Why a genuine smile, maintaining eye contact, and displaying open body language will create a favorable impression in any social encounter

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

[EP.66] How to Build Trust and Communicate with Empathy in Friendships

Tue, 02 May 2023 11:01:00 -0000

How to Build Trust and Communicate with Empathy in Friendships;

Here’s my truth on friendships…

There are two things you need to have on lock: trust and empathy.

Trust is what makes your bond unbreakable and empathy is what helps you understand and connect on a deeper level.

It’s also crucial to know how to communicate effectively when supporting your friends in times of need.

We all have our different love languages and different ways in which we feel most supported…

But one thing’s for sure, we all want to feel seen, heard, and understood.

In today’s episode, I wanted to unpack one communication strategy that’s helped me foster healthy and meaningful connections in all areas of my life.

Hit that play button!

VALUABLE INSIGHTS AND KEY TOPICS:

How to effectively demonstrate empathy and understanding towards others during conversations
The significance of understanding someone's love language to provide personalized support
The impact of unsolicited advice on individuals, and how it can be perceived differently based on how they want to be supported

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

[EP.65] How to Deliver an Impactful "Whiteboard" Sales Presentation with Keith Weightman of Bullhorn

Tue, 25 Apr 2023 11:01:00 -0000

How to Deliver an Impactful "whiteboard" Sales Presentation;

Sitting through a boring PowerPoint presentation can be a real snooze-fest…

Endless slides, bullet points, and mind-numbing graphics that don't provide any new insights - who would even remember that?

It's time to step up your game and bring some excitement to your prospects!

With Keith Weightman, the guitar-playing sales superstar and VP of National Accounts over at Bullhorn, you can learn the art of whiteboard presentations and The One Big Thing framework.

These two powerful tools will help you captivate your audience and deliver a unique storytelling experience they won't forget.

Caught your attention yet?

Let’s rock!

WHAT WE DISCUSS:

[1:16] - Who is Keith Weightman?
[7:59] - Why a whiteboard presentation is more memorable than PowerPoint
[12:24] - How to transition team members into using whiteboard presentations
[15:04] - T.O.B.T. aka The One Big Thing framework
[23:52] - How to effectively guide prospects through a solution using whiteboard presentations
[27:51] - Tips for smoothly implementing whiteboard presentations in demos
[30:29] - Keith's final advice on visual selling
[31:21] - An influential communicator Keith looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to avoid losing your audience's attention with death by PowerPoint and use whiteboard presentations to capture their full focus
Why it is better to convey simplified messages rather than complex explanations
How to effectively address major problems and tackle other challenges by focusing on “The One Big Thing”

NOTABLE QUOTES:

[28:54] - “The biggest challenge I see with decks is the reps are just focused on delivering the message that's on the deck versus having a conversation and getting feedback and actually listening to what their buyer's asking and saying.” - Keith Weightman

USEFUL RESOURCES & LINKS:

Sales from the Trenches: https://salesfromthetrenches.beehiiv.com/

Connect with Keith on LinkedIn: https://www.linkedin.com/in/kweightman

Follow Keith on Twitter: https://twitter.com/keithweightman

Keith’s newsletter: https://serve2sell.beehiiv.com/

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

[EP.64] The 3 Step Storyline For Your Next Discovery Call with Nate Nasralla of Fluint.io

Tue, 18 Apr 2023 11:01:00 -0000

The 3 Step Storyline For Your Next Discovery Call;

The key to successful sales is authenticity.

If you want to make a real impact and build lasting connections with your customers, you need to show up in a way that feels authentic to you…

You need to sell from the heart.

And lucky for you, today's guest is a true expert in this area.

Nate Nasralla, founder of Fluint.io and renowned enterprise sales pro, is here to share his three-step roadmap for mastering the art of effective discovery calls.

Nate's approach is all about communicating with intention, precision, and transparency.

He'll show you how to tell your story in a way that resonates with your customers, and how to connect with them on a deeper level.

Because, let's be real - facts tell, stories sell!

Trust me, you won't want to miss this one!

Tune in now and learn from one of the best in the biz!

WHAT WE DISCUSS:

[1:16] - Who is Nate Nasralla?
[7:02] - Nate's past beliefs and how they benefit him as a Founder today
[8:54] - How Nate manages his triggers
[13:26] - Nate's approach to distinguishing real problems from drama and how he resolves them
[17:54] - Nate’s three stage roadmap for effective discovery calls
[18:27] - Extracting high-priority problems during discovery calls and how to frame them correctly
[28:19] - Nate’s technique for dealing with resistance and objections
[31:54] - Key questions to ask prospects to guide them towards their version of success.
[41:19] - An influential communicator Nate looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

How to encourage your prospects to confront their problems head-on and emphasize the benefits of taking proactive steps to solve them
How to illuminate the magnitude of a problem to your prospects without causing friction
How to help your prospects prioritize their problems by identifying the ones that have the most significant impact on their goals and provide a clear roadmap for addressing them

NOTABLE QUOTES:

[7:44] - “Our flaws are the grooves that bind us together because grace, love – all of the elements of human relationships – can't stick to a perfect exterior.” - Nate Nasralla
[9:31] - “Being a founder is just all about failing constantly, making the wrong decisions, and then realizing that you just have to continue.” - Nate Nasralla

USEFUL RESOURCES & LINKS:

Connect with Nate on LinkedIn: https://www.linkedin.com/in/natenasralla

Follow Nate on Twitter: https://twitter.com/NNasrall

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

[EP.63] 5 Character Traits Required to Land your next Sales Role with Kyle Petersen of Dandy

Tue, 11 Apr 2023 11:01:00 -0000

5 Character Traits Required to Land your next Sales Role;

"A ship is safe in harbour, but that's not what ships are built for."

That's the mantra that Kyle Petersen, a former US Navy serviceman, electronic technician, and now the VP of sales at Dandy, a digital dental lab, lives by.

Life brings many challenges and change is hard...

Leaving us settling for what is within reach…

But deep inside, we know that we're secretly meant for more!

So how do we channel that and brave the vast, ever-changing ocean of sales?

For this week’s episode of the show, I’ve pinned Kyle down to share his five key attributes every successful seller must possess, if they want to land their next role in a recession!

It’s time to sail towards success…

Hit that play button!

WHAT WE DISCUSS:

[1:17] - Who is Kyle Petersen?
[8:36] - How Kyle manages his work-life balance with a new job
[10:55] - The message behind Dandy
[12:06] - Why some industries cling to old school practices
[15:08] - The 5 key attributes an ideal seller should possess
[16:34] - Portraying an ownership mentality and why it matters
[30:35] - One question Kyle wishes a rep would ask in interviews
[34:51] - Character traits that can help identify a collaborative person
[37:26] - How to build energy and confidence before an interview
[40:54] - An influential communicator Kyle looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

Why being real and honest is much more effective when building trust and rapport with your prospects
How to demonstrate an "ownership mentality" to prospects and own your success
The importance of cultivating a magnetizing energy and confidence to catch your prospects’ attention

NOTABLE QUOTES:

[40:20] - “Confidence without competence is just arrogance and no one wants that.” - Kyle Petersen

USEFUL RESOURCES & LINKS:

Dandy Website: https://www.meetdandy.com/

Connect with Kyle on LinkedIn:https://www.linkedin.com/in/kylepetersenco/

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

[EP.62] How to Communicate during Gut Wrenching Confrontation with Ravi Rajani

Tue, 04 Apr 2023 11:01:00 -0000

How to communicate during gut wrenching confrontation;

Confrontation is without a doubt one of the hardest situations to communicate in…

We’ve all been there…

It’s absolutely gut wrenching, heart stopping, and amygdala triggering…

And let’s be real, most of us would do whatever it takes to avoid being in that situation…

But avoiding it can only be damaging in the long run.

So how can you express yourself during gut-wrenching confrontations, specifically with someone in your team?

As a recovering people pleaser, I know how challenging it can be to engage during conflict and be fully transparent with whoever you’re in conflict with.

But I found a YouTube video a few years ago that helped me improve on this…

It was a video from Simon Sinek where he answers a question on how to effectively communicate when facing confrontation, and I found his response fascinating…

I've since dissected his FBI Framework and I wanted to bring that to you today!

Alright my friend, push play and I’ll see you on the other side!

VALUABLE INSIGHTS AND KEY TOPICS:

How to effectively communicate in highly confrontational situations by recognizing your own feelings and analyzing the behavior that goes along with it
The importance of being highly empathetic and authentic during confrontation
How to focus on the intention and the delivery of your message
Why it is crucial to find the right timing and scenario when holding sensitive discussions

NOTABLE QUOTES:

[7:40] - “It boils down to delivering it in a way that's highly empathetic, highly authentic, and also very, very timely.” - Ravi Rajani
[8:57] - “Conflict resolution starts with authentic, honest, and open communication with yourself, then with the other person.” - 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

[EP.61] 1 Storytelling Lesson From Theatre with Ravi Rajani

Tue, 28 Mar 2023 11:01:00 -0000

1 Storytelling Lesson From Theatre;

One thing you may not know about me…well, I was a theater kid growing up.

Looking back at that whole experience - it taught me so much about storytelling!

And all these things I’ve learned about public speaking, stage presence and effective communication…I now teach it to salespeople.

For this week’s episode, I wanted to hit you with one specific lesson I learned from theater which now serves me for life…

Without giving away all of the juice, I’ll let you in on one golden nugget…

Imperfection = connection

Intrigued?

Tune in today so you can transform the way you present…for good!

Hit that play button now!

VALUABLE INSIGHTS AND KEY TOPICS:

The importance of adhering to a framework, creating freedom within that framework and breaking it so you can create your own
How embracing your imperfections can lead to a greater connection with your audience.
Why ad-libbing can be a powerful tool for evoking a specific emotion in your audience and leaving them with a memorable experience

NOTABLE QUOTES:

[7:16] - “The truth is: imperfection equals connection.” - 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

[EP.60] How to Communicate the Cost of Inaction & Close More Deals with Jen Allen

Tue, 21 Mar 2023 11:36:50 -0000

How to Communicate the Cost of Inaction & Close More Deals;

Alright people, let's get real about selling and dive into one of its most critical aspects…

Getting your prospects to focus on the risk of doing nothing.

It's a real problem and a major problem, and they might not even know it!

But how can you show them this without being a pushy jerk?

Let's face it, no one likes to be told they're doing something wrong, and you wouldn’t want to be that annoying person who brings negativity.

And who better to help us do that than my good pal Jen Allen?

Not only is Jen a great person and friend, she’s also an expert in empathizing with buyers and building stronger relationships with them, plus, as the community growth manager at Lavender - the #1 AI sales email coach - she knows all the ins and outs of crafting effective constructive emails.

In this episode, we'll show you how to highlight the good things your prospects are already doing, validate their efforts, and gently guide them towards taking action.

And hey, we'll also talk about why being a good human being is the secret to truly crushing it in sales.

So kick back, relax, and get ready to win more relationships with your prospects.

Let's go!

WHAT WE DISCUSS:

[1:17] - Who is Jen Allen?
[5:22] - The repercussions for sellers when buyers are in “freeze mode”
[9:31] - The cost of doing nothing and the regrets that may come with it
[15:02] - How to make your prospects realize their cost of inaction without being rapport-breaking
[20:18] - Jen’s optimal time and framework for sharing a cost of inaction story
[25:12] - How to construct your email to keep your prospects from misinterpreting it
[29:57] - A constructive approach to encourage someone to take action
[31:31] - Working towards being a good person can make you a great salesperson
[32:31] - The best conversationalist according to Jen
[38:19] - An influential communicator Jen looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

The importance of understanding and empathizing with your prospects to connect with them on a much deeper and impactful level
Why mastering the art of tone and clarity in sales conversations is the key to avoid misinterpretation
How to craft a persuasive message and offer constructive criticism to your prospects without coming across as pushy and aggressive
How to encourage your prospects to take action by focusing on their strengths rather than their weaknesses
Why being a great person is the first step to being a great salesperson

NOTABLE QUOTES:

[28:16] - “I have a lot of empathy for buyers. I can't imagine what it's like to constantly be hit all day long with ‘you're not doing this good…’ and ‘you're bad, you're wrong and you should do…’, like, that's gotta be so annoying. And so for me, I think tone is a differentiator.” - Jen Allen

USEFUL RESOURCES & LINKS:

Lavender Website: https://www.lavender.ai/

Get the Lavender app on the Apple Store: https://apps.apple.com/us/app/lavender/id1363510963

Get the Lavender app on Google Play: https://chrome.google.com/webstore/detail/lavender/necbalcggglceeioaehdbkpbldmoabii?hl=en

Check out Lavender on LinkedIn: https://www.linkedin.com/company/itslavenderduh

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jenniferallen1121

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

[EP.59] Unlock The Power of Storyselling In 2023 (Ravi on The Sales Leadership Podcast)

Tue, 14 Mar 2023 12:01:00 -0000

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

[EP.58] How to Sell More In a Recession through the Power of Practice with The Practice Lab

Tue, 07 Mar 2023 12:01:00 -0000

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

[EP.57] How to Stop Conforming & Sell Like You with Jeff Bajorek

Tue, 28 Feb 2023 12:02:00 -0000

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

[EP.56] How to Break into Tech Sales & Boost your Charisma with Christine Rogers

Tue, 21 Feb 2023 20:41:06 -0000

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

[EP.55] How to Communicate your Solution & Sell it like a Mango with Donald Kelly

Tue, 14 Feb 2023 12:00:00 -0000

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

[EP.54] How to become a Magnetic Communicator In your next Sales Presentation with Nikki Ivey

Tue, 07 Feb 2023 09:44:00 -0000

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

[EP.53] How To Structure A World Class Presentation with Ravi Rajani

Tue, 31 Jan 2023 11:16:18 -0000

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

[EP.52] How to Create Evangelists & Explode your Brand with Leslie Greenwood

Tue, 24 Jan 2023 12:01:00 -0000

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

[EP.51] 5 Steps To Embedding A Customer Success Story In Your Next Demo

Tue, 17 Jan 2023 12:01:00 -0000

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

[EP.50] How To Construct World Class Stories with Victor Antonio

Tue, 10 Jan 2023 08:00:00 -0000

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

[EP.49] Spot this Communication Strategy In Sleazy Salespeople

Tue, 03 Jan 2023 08:00:00 -0000

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

[EP.48] How to Boost Customer Loyalty in a Recession

Tue, 27 Dec 2022 08:00:00 -0000

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

[EP.47] 1 Influence Tip From A Yale Professor

Tue, 20 Dec 2022 08:00:00 -0000

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

[EP.46] How to Tell Better Stories In 2023 (Ravi on the HeySalespeople! Podcast)

Tue, 13 Dec 2022 08:00:00 -0000

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

[EP.45] 3 Networking Tips For Becoming More Charismatic

Tue, 06 Dec 2022 11:05:56 -0000

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

[EP.44] How to Extract a Buyer's Story & Use Curiosity to Uncover it with Andy Paul

Tue, 29 Nov 2022 08:00:00 -0000

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

[EP.43] How to Explode the Value of Your Product

Tue, 22 Nov 2022 07:00:00 -0000

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

[EP.42] How to Become a Confident Communicator on Video

Tue, 15 Nov 2022 08:00:00 -0000

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

[EP.41] Craft an Irresistible Sales Story Using these 5 Ingredients

Tue, 08 Nov 2022 08:01:00 -0000

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

[EP.40] One Sales Presentation Secret Of Steve Jobs

Tue, 01 Nov 2022 07:37:00 -0000

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

[EP.39] Craft The Perfect 45 Second Elevator Story

Tue, 25 Oct 2022 09:41:00 -0000

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

[EP.38] The Perfect Icebreaker For Your Next Virtual Presentation

Tue, 18 Oct 2022 09:33:22 -0000

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!

[EP.37] 1 Reason Why your Customer Success Stories Suck and how to Fix it

Tue, 11 Oct 2022 10:56:46 -0000

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?

[EP.36] 5 Steps To Crushing The Negative Story That's Suffocating Your Success

Tue, 04 Oct 2022 10:01:00 -0000

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?

[EP.35] How To Share A Story Virtually Without Sounding Salesy

Tue, 27 Sep 2022 11:01:00 -0000

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?

[EP.34] How to Reframe the Stories you tell Yourself & Become a Successful Seller in a Downturn with Amy Volas

Tue, 20 Sep 2022 11:01:00 -0000

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?

[EP.33] How Crunchbase Organised the Ultimate SKO & Closed More Deals Using the Power of Story with Ang Mcmanamon (Client Spotlight)

Tue, 13 Sep 2022 11:01:00 -0000

[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?

[EP.32] How to Craft Influential Stories that Sell (Ravi on Winning The Challenger Sale Podcast)

Tue, 06 Sep 2022 11:01:00 -0000

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

Want to learn more about Insightly, our sponsor of this week's show?

[EP.31] One Storytelling Lesson From Kevin Hart

Tue, 30 Aug 2022 11:01:00 -0000

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;

Want to learn more about Insightly, our sponsor of this week's show?

[EP.30] How to Transform a Case Study into a Customer Success Story

Tue, 23 Aug 2022 08:16:31 -0000

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;

Want to learn more about Insightly, our sponsor of this week's show?

[EP.29] How to Negotiate Equity Compensation Without Getting Fooled with Scott Leese

Tue, 16 Aug 2022 11:01:00 -0000

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

Scott Leese

Want to learn more about Insightly, our sponsor of this week's show?

[EP.28] How to Use Storytelling when Social Selling To Land More Sales & Create Raving Fans with Sam Mckenna

Tue, 09 Aug 2022 09:48:24 -0000

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

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?

[EP.27] How to Become an Influential Connector & Win at Networking Events with James Buckley

Tue, 02 Aug 2022 11:01:00 -0000

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

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?

[EP.26] How to Use Podcasting to Share Your Story & Grow your Sales Without Starting a Podcast with Colin Mitchell

Tue, 26 Jul 2022 06:21:53 -0000

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

Collin Mitchell

Book a Free Podcast Strategy Session with Collin: https://meetings.hubspot.com/collin30/podsesh

[EP.25] How to Raise your Self Worth So you can Communicate Better & Sell Better with Jen Allen

Tue, 19 Jul 2022 11:01:00 -0000

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

Jen Allen

[EP.24] How to Use Strategic Storytelling as an SDR to Book More Meetings with Steven Schmidt

Tue, 12 Jul 2022 11:01:00 -0000

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

Steve Schmidt

[EP.23] How to Build Trust & Create an Authentic Connection with your Prospects with Galem Girmay

Tue, 05 Jul 2022 11:01:00 -0000

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

Galem Girmay

[EP.22] How to Communicate like an Elite Salesperson & have a Consultative Sales Conversation with Anthony Iannarino

Tue, 28 Jun 2022 11:01:00 -0000

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

[EP.21] How to use Storytelling to Influence, Persuade and Sell more Effectively with Victor Antonio

Tue, 21 Jun 2022 11:01:00 -0000

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

[EP.20] How to Communicate your Prospect's Million Dollar Problem with Impact with Luigi Prestinenzi

Mon, 13 Jun 2022 23:00:00 -0000

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

[EP.19] How to Build a Movement Around your Message with Dale Dupree

Tue, 07 Jun 2022 11:01:00 -0000

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

[EP.18] How to Deliver Memorable Sales Demos that Don't Suck with Rajiv Nathan

Tue, 31 May 2022 09:46:39 -0000

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

[EP.17] The Secret to being Influential & Getting what You Want with Dr. Zoe Chance

Tue, 24 May 2022 11:01:00 -0000

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

[EP.16] How to Share Stories that Inspire your Team to take Action with Kevin "KD" Dorsey

Tue, 17 May 2022 10:12:49 -0000

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

[EP.15] How to Share your Story and Start Your Content Creation Journey with Morgan J Ingram

Tue, 10 May 2022 10:20:52 -0000

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

[EP.14] How to Communicate your Mental Health Story as a Sales Leader with Chris Hatfield

Tue, 03 May 2022 11:01:00 -0000

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

[EP.13] 6 Tips on How to Sell More with Story

Tue, 26 Apr 2022 11:01:00 -0000

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

[EP.12] How To Use Storytelling To Craft Compelling Cold Outreach with Nadja Komnenic

Tue, 19 Apr 2022 08:58:50 -0000

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

[EP.11] How to Leverage Customer Success Stories that Sell with Michael Zipursky

Tue, 12 Apr 2022 06:41:13 -0000

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

[EP.10] 3 Communication Secrets from a Billion Dollar Negotiator with Jason Fearnow

Tue, 05 Apr 2022 11:01:00 -0000

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

[EP.9] How to Become a Masterful Communicator so you can Live a Life of Significance with Erick Rheam

Tue, 29 Mar 2022 09:29:00 -0000

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

[EP.8] How to Accelerate Trust & Land 3 Tedx Talks in 30 Days with Dr. Brian Harman

Tue, 22 Mar 2022 12:01:00 -0000

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

[EP.7] Why Sharing Your Story Isn’t Narcissistic Or Egotistical

Tue, 15 Mar 2022 12:01:00 -0000

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/

[EP.6] How to Speak with Influence when Communicating with C-Suite Decision Makers with Marcus Chan

Tue, 08 Mar 2022 12:01:00 -0000

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

[EP.5] How To Become An Authentic Storyteller Without Feeling Exposed

Tue, 01 Mar 2022 12:01:00 -0000

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

[EP.4] How to Communicate Premium Prices by Owning your Self Worth with Maryalice Goldsmith

Tue, 22 Feb 2022 12:01:00 -0000

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

[EP.3] 5 Influential Stories to Include in your Next Sales Presentation

Tue, 15 Feb 2022 19:51:00 -0000

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

[EP.2] How to Communicate to Convert in the DM's with Richard Moore

Tue, 15 Feb 2022 19:43:00 -0000

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

[EP.1] My Story

Tue, 15 Feb 2022 19:24:00 -0000

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

The Influential Communicator - Trailer

Tue, 01 Feb 2022 19:39:00 -0000

If you want to impact people, you need to influence them first.

Not in a manipulative way.

But in a way that's customer-centric and aligned with your values.

The problem is, captivating your customers, becoming memorable and winning new business is harder than ever before.

The answer?

Learning how to become an influential communicator.

Keynote speaker and storytelling coach, Ravi Rajani, has arrived to help you present with confidence, craft stories that sell and deliver presentations that win.

Join Ravi every Tuesday to unlock a brand new episode as he hangs out with some of the planet’s top communicators and gives you his own insights on how to become a better presenter, storyteller and communicator.