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Summary:
When you start associating sales with building relationships and creating influence, it takes your prospect meetings to a whole new level.
In this episode, Matt Halloran talks to Shauna Mace, the founder of Inspire Growth, sales consultant, and Certified High-Performance Coach™, to redefine the traditional sales approach, which often has a negative connotation and feels pushy. They uncover the most important sales fundamentals and explore new ways for advisors to grow sustainably by building trust with prospects.
Shauna discusses:
- How role-playing before meetings help you fine-tune your messaging
- The art of listening to uncover the deepest client needs
- Ways to win prospects through passion, authenticity, and vulnerability
- A shift in mindset that will help you embody the modern sales approach
- And more
Sponsorship:
A big thank you to our sponsor, Restream.
Resources:
- Influence Accelerator Academy (Join for free!)
- Value Messaging Worksheet
- Weekly Newsletter by Inspire Growth
- “The Energy To Grow: A Secret To Sales Success” by Shauna Mace
- Inspire Growth FA Sales Tip #6: “Listen Deeply, How and Where to Use the 3 Levels of Listening”
- The KELLY CARDENAS Podcast-ATTITUDE DETERMINES ALTITUDE
Connect With Shauna Mace:
Connect With ProudMouth:
- ProudMouth
- LinkedIn: Matt Halloran
- Twitter: Matt Halloran
- LinkedIn: ProudMouth
- Facebook: ProudMouth
- Twitter: ProudMouth
- YouTube: ProudMouth
About Our Guest:
Shauna Mace began her career in 2005 at an RIA firm in Philadelphia, where she initially focused on marketing, then sales, and ended up running the day-to-day business. She moved to a fast-growing alternative asset manager, FS Investments, where she helped them grow from $10 billion to $24 billion in AUM. Having seen many sides of businesses, and through her training in consultative sales and high-performance coaching, Shauna knows how to think strategically, tactically, and analytically, and partner with people from across an organization to deliver big and lasting results.
