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OVERVIEW

In this episode, we sit down with Glen, a highly experienced Consultant Sales Director, Sales Trainer, and Accredited Master Coach, who has spent over 38 years mastering the art of sales. Glen shares his transformative approach to selling, shifting the focus from traditional sales tactics to a more client-centric method he calls Coach Based Selling. This episode is packed with practical advice and actionable insights, perfect for expert entrepreneurs who want to elevate their sales game while staying true to their values.

Throughout our conversation, Glen delves into the challenges of selling in today’s complex and competitive environment, offering strategies to help you build trust, establish authority, and create meaningful connections with your clients. Whether you’re new to sales or looking to refine your approach, this episode provides valuable tools to help you turn sales conversations into opportunities for success.

HOST WELCOME

If the word “sales” makes you cringe, you’re not alone. But in our latest podcast episode, I have a great conversation with Glen, a seasoned Consultant Sales Director and Master Coach, whose approach to sales aligns perfectly with what I already believe: selling should be about helping, not pushing.

Glen and I explore how shifting your mindset to focus on truly understanding and serving your clients can transform sales from a dreaded task into an empowering experience. We talk about building trust, handling objections with confidence, and turning sales conversations into meaningful exchanges. This approach resonates deeply with me, and I know it will with you too, especially if you’re passionate about making a difference, not just making a sale.

One of the key insights Glen shares is the importance of setting the right context for every sales conversation. By establishing a clear purpose and making sure both you and your client are on the same page, you can guide the conversation in a way that feels natural and aligned with your goals. Glen also talks about how anticipating and raising potential objections can actually strengthen trust with your clients, turning what could be a stumbling block into an opportunity for deeper connection.

We also discuss how crucial it is to stay passionate about what you’re selling. Glen emphasizes that when you genuinely believe in the value of what you offer, that passion naturally comes through in your conversations, making them more engaging and effective. It’s about being authentic, staying curious, and always focusing on how you can help your clients achieve their goals.

If you’re ready to reinforce what you already know about selling with integrity and purpose, this episode is definitely for you. I hope it inspires you as much as it does me!