304. The Only Type of Sales That Works For Today’s Advisors With Shauna Mace

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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: 

Connect With Shauna Mace:

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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.

 

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