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Authentic Conversations: How to Sell Without Being "Salesy"
Manage episode 479933479 series 3566783
Brooke Greening shares her S.E.R.V.I.C.E. framework for authentic sales conversations that help commission-based business owners sell without feeling "salesy." Her approach transforms traditional sales techniques into a relationship-building process focused on truly understanding client needs before offering solutions.
• Setting expectations in the first 2-3 minutes establishes transparency and builds trust
• Establishing rapport should focus on meaningful business connections, not superficial small talk
• The first problem clients mention is rarely the real issue driving their buying decision
• Wait at least 5 minutes of questioning before attempting to solve client problems
• Objections are actually buying signals—indications that prospects want to buy but need help overcoming concerns
• Create urgency by providing clear direction and hope, not through manipulation
• Always establish specific next steps with date and time to prevent ghosting
You can find Brooke on LinkedIn under Brooke Greening or at buildingmomentum.info, where she offers a sales conversation assessment to help you improve your approach.
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Chapters
1. Introduction to the Commission Code (00:00:00)
2. Meet Brooke Greening: Sales Coach (00:02:52)
3. Breaking the "Salesy" Mindset (00:04:37)
4. The S.E.R.V.I.C.E. Framework Explained (00:05:31)
5. Setting Expectations in Sales Conversations (00:09:46)
6. Handling Objections as Buying Signals (00:16:36)
7. Creating Urgency and Next Steps (00:21:50)
8. Where to Find Brooke Greening (00:23:30)
37 episodes
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