Ep152 F.L.O.W. Selling, with Steve Brossman

Manage Self, Lead Others: Emotional Intelligence and Leadership for Managers

Steve Brossman improved conversion rates of appointment setters by showing them how to lift the energy of the prospect about the upcoming appointment set. Tune in to find out about F.L.O.W Selling. Grab a copy of Steve’s backpocket guide HERE: https://stevebrossman.com/bpgflowselling

🎙️ Soundbites from This Episode

1:06 Insights from Steve’s career launching multinational businesses and sales enablement strategies.

2:00 The role of a microsales enablement strategist, focused on increasing conversions and shortening sales cycles.

2:16 The acronym FLOW (Frequently Leveraged Outcome Wins) shows how choreographing small wins drives success.

3:02 Creating energy and momentum is essential in sales, with customer journeys that energize buyers.

3:32 Momentum goals are crucial for setting believable targets that inspire confidence and overachievement.

5:03 Strategic naming, like "Prominence and Persuasion Review," elevates sales conversations and enhances perception.

5:44 Three levels of influence: imposed, collaborative, and self-influence, and their impact on buyer decisions.

6:46 Personalized videos before sales calls help build rapport, boost energy, and set a positive tone.

7:06 Pre-meeting videos transform sales dynamics by creating early connection and engagement with buyers.

8:16 Reflections on implementing video strategies to improve interactions in the sales process.

9:08 Improving energy flow during appointments increases conversion rates and revenue.

12:52 The DNQC framework (Data, Narrative, Quantify, Confirm) for crafting effective sales conversations.

13:18 DNQC’s research and how structuring data, insights, and narratives resonates with buyers.

16:08 Embedding narrative techniques into sales frameworks to create emotional buyer engagement.

17:33 Energy layering shows how every sales interaction should build on prior momentum for success.

18:46 The psychological impact of small achievements and how they influence buyer confidence.

20:33 Examples of clients who implemented sales strategies and saw measurable growth in results.

22:16 Final thoughts on how sales leaders can use energy, narrative, and strategy to revolutionize performance.

ABOUT STEVE BROSSMAN

Grab a copy of the F.L.O.W. Selling backpocket guide HERE:

https://stevebrossman.com/bpgflowselling

https://stevebrossman.com/

Contact [e-mail]

Linkedin: https://www.linkedin.com/in/stevebrossman/

ABOUT PODCAST HOST, NINA SUNDAY

"Download from Nina Sunday's book a free chapter titled, Lead From The Front, an insightful deep dive into effective leadership.

1. Why “People Don't Quit Companies; They Quit Managers.”

2. The 8 Good Behaviors of a Manager.

3. Lead From the Front to Motivate Your Team.

Grab your free PDF here < https://www.ninasunday.com/workplace-wisdom-lead-from-the-front >

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