January 30, 2025 • 29 mins
Join us on the ValuePros Show as we dive into the essentials of connecting with buyers for sales success with expert Ginger Johnson. Discover actionable insights that will transform your connections and boost your sales performance.
- Understanding what true connectivity means and how it differs from mere networking.
- The importance of trust, educational value, and emotional connection in sales.
- Key strategies for making the first move and building authentic relationships.
- The significance of follow-up and follow through in creating lasting connections.
- How a connector's mindset—being positive, objective, and willing—is crucial for relationship building.
Don't miss this episode packed with powerful tips and real-world examples to help you connect better with your buyers!
00:00 Optimizing B2B Buying Experience
04:15 ""Authentic Sales, Beyond Numbers""
06:46 ""Self-Discovery Ripple Effect""
12:45 ""Inspiring Others to Inspire""
13:47 Connector's Mindset: Key to Success
17:46 Follow-Up vs. Follow-Through
22:54 Grace and Leadership in Sales
26:31 Small Talk Builds Big Connections
29:08 Connector's Mindset Highlights
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to the value pro show where value pros get value
ready.
Hi. My name is Bruce Shearer, the host of the value pro show. In this
episode, we are talking with Ginger Johnson, a high energy
keynote speaker, author, and expert in human connection.
Ginger has spent years helping leaders and teams cultivate genuine connections that
(00:24):
drive trust, collaboration, and business success. She's the
author of connectivity canon and a sought after speaker for
organizations looking to create meaningful cultures of belonging.
So today, we're diving into a topic that's absolutely critical for sales
success. How to connect with buyers. Research
shows that 59% of the influence on a b to b buying
(00:46):
decision comes from the experience buyers have, not
just the product or service itself. That's why mastering
connection is absolutely essential. Ginger will
break down what true connectivity means, what it isn't, and
how to build real trust in your sales relationships. Now let's jump
in. Well, Ginger, I'm so excited to have you on the show today,
(01:09):
the ValuePro Show. Thanks for being here. And I'm
excited about this topic, how to connect with buyers for
sales success. And, Ginger, you know, we had done
this major study. We did a huge degree of
secondary research looking at all the recent b to b buying studies
out there, and we wanted to push into the b to b
(01:31):
buying experience. Because it's it's right
now, it's 59% of the influence on the buying
decision, the b to b buying decision, actually comes
from the buying experience. Only 41% of
the influence on a b to b buying decision comes from
the offering itself. So you've got to nail the
(01:53):
experience, and and most enterprise sellers and seasoned sellers,
they know they matter. They're the ones that get the deals done at the end
of the day, I with with everybody behind them supporting them, of course. But
Right. Driving for a better b to b buying experience is just
critical. So your your topic
on how to connect with your buyers for sales success is so critical.
(02:16):
It's part of, the 3 key pillars under gaining
trust. Trust and transparency, educational value, and then
emotional connection. If you don't nail that, you're
not gonna get the subsequent buying conversations or they're gonna lead, it'll
be a road to nowhere. No nobody's buying anything. You know, you really
need trust to establish that
(02:38):
basis in order to proceed and have all those wonderful,
subsequent selling conversations, get on all the buyers on the bus so that that
buyer can buy. And that's where your topic just really
nails it. So you sent me the book. Absolutely loved it, the
connectivity Canon. It's been one of my best friends. I've got it
right here in my hand. It's nice. It's
(03:01):
small. It's practical. Ginger even sends you a pencil with it so you can start
marking the heck practical. Ginger even sends you a pencil with it so you can
start marking the heck out of it. It's one of the best book packaging,
I've ever seen. I I really loved it, Ginger. Super
well done. But even more importantly, the content within, it'll move
your heart and your mind and allow you to start making better
(03:21):
connections in your world. So, Ginger, you know,
based on that setup, I'd like to kick it over to you
just to, give us some context on what is connectivity. Just
your definition of that, just to level set with us. Absolutely.
Connectivity is human to human contact, Bruce. It is
knowing why you wanna connect with somebody on purpose and with purpose.
(03:43):
So sales, buyer, offering, whatever
it is, looking at who you wanna be in the world, you wanna
focus on the human to human. I call it h to h, Bruce. It's the
human to human connection. That's That's what it is.
It it feels good. It it is positive energy. It is the get to
want to of the connector's mindset that I teach to
(04:05):
a lot. Okay. Awesome.
So great definition. Love it. And then to let's talk
about what connectivity isn't. Bruce.
Bruce, Bruce, Bruce, my friend. I know we've both been in the room, and I'm
sure you find listener have been in the room too, where you've gotten a card
shove or a phone shove, like, let's do this and it and it
(04:26):
feels forced, it feels fake, it feels phony. That is not
connectivity. That is not human to human. That's a numbers game.
Now I know we're talking sales and sales absolutely relates to numbers and
has everything to do with numbers in it. But what we wanna do is we
wanna get rid of the the have tos and the shoulds.
It's kinda like a doctor Seuss book. We want the get tos, want tos instead
(04:48):
of the have tos, shoulds. So it's never fake, forced, phony.
It's very genuine. Like, one of the things I have shared with you before, Bruce,
that I really like about you is your your ebullience, your buoyancy.
That's what connectivity should feel like. It should never feel like a
chore or a drag. And so connectivity isn't
exactly the opposite of what connectivity is. I I love it. No.
(05:13):
You you you conjured up in my mind. Have you ever been to a networking
event and somebody's shaking your hand, but they're actually looking past you as they're
shaking? Oh, it's so rude. Like, there's somebody better back
there. Yeah. Yeah. No. That's not what connectivity
is. I I absolutely not. You're gonna do it. Yeah. Yeah.
Oh my gosh. True. Makes me laugh. Yeah. When you talked about the numbers game,
(05:35):
etcetera, and speed networking and and trying to work the room and all
that stuff. Yeah. Very very often, you can end up not not
fostering that sense of connection. So so thanks for a hot yeah. Go
ahead. One of one of the key points that you just brought into the room
on this too, Bruce, is that networking is very different than connecting. So I
want you to be really, really clear. The connecting is the human part. The the
(05:57):
networking think of network as a noun. It's a structure, and the
connecting is the human interaction. It's the verb. Oh,
cool. Okay. Got it. Love it. Well,
let's get into the big why. You've got a a a lovely section in the
book on this that that really lays this out, and and, how I was
perceiving that really helps people get into the mindset. But
(06:19):
please, Ginger, tell us, you know, why connectivity?
Absolutely. Thanks, Bruce. When I decided to put the
connectivity shingle out into the world into this wild, wild
world, I really wanted to get clear on my own reasoning why. Like,
what is my purpose? What is the big deal
that I want my life to be? Does it change over your life? Sure. It
(06:41):
does. So your connectivity will evolve. You will grow.
You will change. I mean, they're the same thing. There's transformation. All
of those are the same thing. So why do we wanna focus on human connectivity?
Because number 1, when we know ourselves
best, then we can get to number 2, which is to get to
know other people better. And then number 3, it goes out to the
(07:03):
community. The way I teach this often, Bruce, is a self team community, the
ripple. We throw that pebble in or that boulder in. Once we're really solid
in in what we really wanna be in this world, not
necessarily what we wanna do, but who we wanna be, then the
what we wanna do, boy, there's more
ease, there's more enthusiasm, your your body feels better, your
(07:25):
brain's all clicking up and firing off, and and
people are magnetized by that kind of charisma, to use one
of your words. When people are really solid in who they are, their
connectivity is really strong. They are they are who they are. Now I'm not talking
about arrogance or anything that is kind of
not helpful. I'm talking about this core feeling of, god dang
(07:47):
it, life is great, and there's a lot of possibilities. This is who I
wanna be, and then what will I do?
I love it. What are some of the attributes, some of the words that you'd
use to describe that? And confidence came to mind to me just now.
Yes. Absolutely. Confidence is huge. And for the record, it's not somebody
else's to give you. You've got it. You get to exercise confidence. It's a
(08:09):
skill that comes from having the courage to get into
something, Bruce. We need to know that we are capable
in our own unique way to do the thing that we say we wanna
do. So when we do, it's a double helix. Right? We start doing
it, and it starts swirling, and our confidence starts increasing, and we
think, oh my gosh. And one thing leads to another, but it's not all of
(08:32):
a sudden or an overnight. It's because we have diligently said
this is who I wanna be and therefore, this is how I'm gonna build.
In the connectivity canon, I have the framework, the elements of connectivity.
I that came to being because I had friends who said, Ginger, you can
walk into a room and talk to anybody, or Ginger, you know everybody when you
(08:52):
walk in a room. I mean, my first reaction was just like, I'm glad it
looks that way. But my second reaction was, oh, that's
interesting. What do people want from that statement?
So that framework is literally a very simple
ladder of how do I connect so that I
wanna be the person I wanna be fully? How do I connect so that
(09:13):
other people are drawn to me? You talk about sales. Sales,
sales loves marketing because if we do both of them right, Bruce,
it's a magnet. People realize that you have something
that fulfills a need, not just a want. And
it doesn't matter if it's a huge solution or a tiny solution. They're
all solutions. And connectivity, just like in the electronic
(09:36):
and fiber world, that is the conduit
that helps us then keep going and keep growing.
Awesome. Awesome. Any other single words? Confidence? I was thinking
of curiosity, you know, as well.
Yes. Confidence, curiosity, courage is a goodie.
Mindset is really, really powerful as you and I both know.
(10:00):
There is a willingness, in the connector's mindset, which is positive,
objective, and willing. There's 3 great words for you. When we line those up
and stack them together, then we have an unstoppability
to ourselves. If we frame ourselves in the positive, what's possible, what's
good, then we go into objectivity. We suspend judgment because
I don't think anybody thinks we need more judgment. We suspend judgment,
(10:23):
then the possibilities really start to flourish. And then the willingness,
just like a CEO, just like an HR director, just like a sales
director wants somebody who is willing to say, oh, that's
that's how we're gonna do it. Okay. Let's get in there and do it.
That willingness, Bruce, is very, very powerful because what we do is
we we drop any ego, and we say, alright. Here I am.
(10:46):
Let's see what we can make happen together. Cool.
Cool. Okay. Alright. Is that what we wanted to say about the the the
big why behind this? Anything else, Ginger, before we move on to some
practicals on this? I would I would
encourage people to
really really focus on the personal residence
(11:09):
resonance. Excuse me. Yeah. I'd encourage people to really focus
on personal resonance because connectivity guides everything.
And when we know what our why is, then everything
moves differently. It's usually better because we
understand what we're doing this world based on who we wanna be
based on our own connection and therefore connection with other people. So it's pretty
(11:31):
straightforward. You gotta listen to yourself. And the best
teams, the best sales teams especially, have a cohesion
of purpose. There is a there's a mitochondria, if you will,
in the middle of that that unites us all. I love it.
I love it. It it reminds me of me talking with my son when he
was on the job hunt. You know, I I was telling him, son,
(11:54):
the universe will provide. Absolutely.
Problem is the universe doesn't know what you want.
Right. I could do that. You know, what what what what's your why? You know?
And if you can articulate that and exude that, hey, man. It is it
is like a magnet. You know? The, you know, the universe will provide. People will
provide. You know? It just happens. You're so true, and you're so
(12:16):
right, Bruce. One thing I would, encourage people who are listening also
is that, like, well, that feels really big and it feels really intimate. Yes and
yes. So you know what? You don't have to share the
really personal version with other people. You can share what version
feels best for you. Like, I know what my vision is. It's not on my
website. It's not any of my materials. It is to connect the world. That
(12:37):
is how I feel about my work. That's my why. And then my
execution, my implementation is everything else that everybody sees.
Yeah. My why. I I do articulate that. I think it's on my LinkedIn
profile, on our website, etcetera. I I boy, I coined it with
a a couple of guys, and a a gentleman named Ailey Judge actually helped
me and, you know, just answering the question, what's your why?
(13:00):
And mine is to inspire others to inspire others, and
and and it's always kind of, in the back of my mind, a filter of
why I'm doing what I'm doing. Yeah. Why am I you know, we met through
the National Speakers Association. Why am I volunteering for 5 years now,
Ginger, on the board, etcetera. But, you know, my my my why is
to inspire others to inspire others. Hence, even the ValuePro Show that we're on
(13:22):
today. I'm hoping Right. People will get this message about how to connect
with others, you know, to improve your sales performance. And,
that that delights me. That inspires others to inspire others. Yeah.
Yes. Yes. Cool. Cool. Well, let's turn the corner
then. And, Ginger, if you could just talk to us about
the how to connect, just ideas there and some, you know, strategically,
(13:44):
practically. Anything you've got to offer. Absolutely.
Absolutely. The how to connect really is going
to get robust, be what you want it to be if you
focus first on the connector's mindset. That's that positive objective and willing. If you're
willing to live in that space, that's gonna be your
launch pad. That's your fuel. Once you are
(14:05):
thinking in that way, because I know you and I were talking about mindset before
and we've talked about it in previous conversations. You know, sales
can feel like the wrong profession if we're not focused on
our why, if we're not focused on truly connecting with people. Because
the the widget, the thing, the solution, that's
that's the academic part. Yes. It's part of it, but let's make sure we
(14:27):
know how to connect. So in this day and age when we're recording this
and frankly forevermore, some of the keys to
connecting is number 1, make the first move. How to
connect? Make the first move. This is waving at your neighbor. This is waving to
other people in cars, on the street. This is giving somebody a greet. This
is very common civility, Bruce. We will build more common
(14:49):
ground when we remind ourselves that it is age to age. It's human to
human to one person at a time. Pants go on the same way.
Nobody is better than another person. So
starting with that connectors mindset and then making the first mood, being willing.
My fine husband, who I adore, and I moved to a new town, great Missoula,
Montana, little over 3 years ago. And it's been really interesting, Bruce, to
(15:12):
be the new kid in the neighborhood again. It's been a huge
refresher of, like, what does it take to actually connect?
Now, like you, I'm pretty outgoing. Some of that's a practice.
Some of that is who I have chosen to become. All the same,
you're gonna feel some things once in a while. First time I volunteered, I'm like,
oh, okay. This is what it feels like to be new again. It taking that
(15:35):
first move, making that step, opening the door, exercising
courtesy, asking simple questions that get somebody else talking.
Those are some of the best and simple and classic
how to's for connect. Another really important
piece is to think about the different whys in the road that we get
to. This is in my framework in the connectivity canon and and it's to part
(15:57):
of what I teach to with leaders and teams and from keynote stages. There's a
why in the road. It's a choice point as I call it, Bruce. We
can either stay or we can go. Notice I didn't say stop or go. We
can stay and keep going, which the next step is pursue your path. What do
you want that to be? Make that happen. Maybe there's another
why, probably is. Or you can go. This isn't the right
(16:20):
thing for me. This isn't the right buyer. This isn't the right moment. I need
a different solution. Whatever that might be, as long
as, like, you teach to the pillars are intact.
Like, trust trust is huge in connection. Mhmm.
People can smell untrustworthiness a mile away. We we know what it feels
like. We know what it looks like. So making the first move, being willing
(16:41):
to say that I'm at a choice point. That's not a judgment point,
Bruce. That's a point where we say, is this where I'm going to continue
or is this where I'm going to turn? And so I really think that that's
an important piece. I love sales, and I'm not saying that to pander to anybody
listening to this. I love sales because sales is symptomatic
of service. When we help somebody seek and find, when
(17:04):
we inspire people to inspire people, that's the sale.
That's the success. That's symptomatic of us being a good human, of
us wanting to connect, of us connecting in an authentic way.
So those are some of the bigger pieces. We pursue our
path and the absolute key, the absolute key
to any success, especially in sales,
(17:27):
especially in connection is what I call FOFT. Follow-up,
follow through. It's in the book, of course. It's something that I teach too.
You wanna step ahead. You want to be world class. You wanna be
category of 1. You want your customers to be like, your only
person I'm going to is Bruce. I only need Bruce. He's got it all. I
trust him. Like, everything is intact. Follow-up and
(17:49):
follow through. They are different pieces. The follow-up is
the immediate action upon the connection, the contact. What am I gonna
do now that we've had a phone call? What am I gonna do now that
we're back from the conference? What am I gonna do now that the first order
has been placed? What am I gonna do now that we met at the coffee
shop? And then the follow through is the care and nurturing. It's really
the long term picture. And, Bruce, you and I both know that that's truly the
(18:12):
key to a successful sales career. Mhmm. If you are
as good as your reputation, you have followed up and followed
through as a part of your DNA. As a part of who you
are as a person, it's it's enormously
connective. It's like our fascia in our body. If we don't
follow-up and follow through, we're gonna get stiff, we're gonna get creaky.
(18:34):
People, we're not gonna be able to go dancing. We can all all the things
we wanna do. So we've gotta keep that limber. It sets us
apart, and I can tell you that it's a hallmark for how I do business.
The follow-up and follow through is nonnegotiable. I want people to
know that they are seen, valued, and heard. That is an enormous part of
human connection to help people know they're not just an order.
(18:55):
They're they're not just a an email. They are a
human, and we must remember that if we want to even
start thinking about how do we connect. Absolutely. Oh, I
I I loved a lot of the distinctions you've made. Ginger, you'll
you'll find this interesting. Mark Hunter, the sales hunter, was on the show as
well, and, he gave me a distinction that I I can't
(19:17):
unhear. And it's sale sales is not something
you do to someone. Sales is something you do
for someone. Mhmm. And that distinction is all about,
you know, like you said, sales is is is an extension of service at
the end of the day. That that's what you're doing. And to
serve, you need to get everything in motion. You,
(19:40):
them, everybody behind them, etcetera. As part of that
service, you need to get everything moving. And I I love the follow-up and follow
through paradigm around that. Just a, hey. We're gonna go on a journey
together, a buying journey. And and at the end of that day, we're all
gonna win, but we need to get going. And and real really
moving through the critical stages of that journey and and
(20:02):
having a valuable experience at every critical touch point.
And that's where I started off with the, you know, the the b to b
buying index. Those are the touch points that you really need to nail
in order to build that trust and and that momentum to to,
you know, consummate a a deal and help that customer
serve that customer by, allowing them to achieve the value that's
(20:23):
expected. Absolutely. Absolutely, Bruce. And and
here's a here's a little side note. If you have ever
connected with somebody and your intentions were good, there was the fit
was right, and you've forgotten about them. Maybe it was in the days of
business cards. You still get business cards. You stash them in the the drawer and
forget about it. You come across it. You come across that email that got
(20:46):
buried. You come across and, like, oh, no. I totally forgot
to follow-up with Bruce. Here's the thing. Be kind to yourself
and still follow-up. We have all done
this. I have people who I've heard from, like, 3 or 4 or
5 years ago. I just went to dinner the other night on one of my
trips with somebody I met, oh, gosh, I'm gonna say 8 years ago.
(21:08):
She sent me a connection request on LinkedIn, like, Ginger, I don't know if you
remember me and blahdy blahdy blah. I'm like, Erica, of course I remember you. We
were at Chamber of Commerce together. Like, you were such a daymaker,
Bruce. So don't beat yourself up because we
all drop small balls once in a while. The key
then, especially in sales, is to pick it up and acknowledge,
(21:30):
Erica, I'm so sorry. I this got berry. I don't have a good
excuse. Can we reinvigorate? Being
humble has everything to do with being
effective in sales and being a really strong,
authentic connector. Absolutely. Hey. Have you, ever heard that
story that or, the quote? I was trying to, tie this
(21:52):
back, and I think it was, Theodore Roosevelt, believe it or not,
is is comes up most often as the person attributed to this quote.
But people people don't care how much you know until they know how much you
care. Mhmm. Remember that? Mhmm. Yes. And, that that
is so powerful. Like you're saying, you know, kinda picking up that ball again and
reconnecting. Yes. That is showing that you care.
(22:14):
And, also, for me, you know, being self serving, very
often I'm curious. Hey. Time's gone by. What's going
on in their life today? You know? What what's what's new
for better or for worse? But, you know, just just checking in and and,
reconnecting, seeing what we can do for each other in in, you know, at at
a new time, new place. Absolutely, Bruce. The epidemic of
(22:37):
loneliness and disconnect was documented well before the pandemic.
We're going through a different stage right now in our world. I mean, we always
are. That could be a truism no matter. But I what I'm seeing is a
boomerang. And this example, like, we're just talking about, Bruce, is
part of the boomerang. We've reached a certain breaking point. And just
like bone, bone then heals and it can be even
(22:59):
stronger if we own up to our
humanness because everybody has and also is if you're a sales
leader especially, and you've got other people looking to you,
that is behavior. That is leadership behavior because
you're trying to be a good human. You you don't have to apologize for dropping
something. You simply say, nuts. Let's start this again.
(23:22):
And there are so many good, kind, gracious ways
to engage and to reengage. So that that grace and
like, I teach grace and space. Like, start with yourself, give yourself
some grace and space, give other people grace and space because you wanna build a
world class sales team. You wanna have a world class sales team. You wanna be
on 1, then continue to perpetuate
(23:44):
that feeling of we're all truly in this together, and we
are better together when we're focused on the power of human connection.
I am telling you. Yeah. You you've just conjured up an old story for
me. Really, really good friend of mine, former head of
Disney consumer products for Asia Pacific, and,
we we had both founded a a a the same organization, funny
(24:07):
enough, a not for profit. I refounded it after him,
but we became quite bonded. But during the Asian crisis,
that was, in the, late nineties, he had to lay off a
whole bunch of people. Oh. And he had his executive assistant
create a spreadsheet so they could track what
was happening with those people after they were laid
(24:31):
off so he could stay connected with them. Yep.
And, and, you know, his heart was just going out to them big time. That's
You know, had to make a hard business decision, but also wanted to
help his people be successful and and actually tracked and
for that. Yes. Thanks for helping me remember that
story. Powerful. Yes. When we don't do that too, like your
(24:53):
friend did, Bruce, that's where a lot of not just
malaise. That's where a lot of our mental well-being can really
spiral. There were several industries as we know. I worked a lot I worked a
lot with the events and, exhibitions industry too.
80% furlough and layoff. Brutal. And as
long as we stay connected, like, you call me and Ginger.
(25:15):
Wow. I see that your facility shut down. I'm here. You
wanna talk about anything? Is there anything you know, can I can I bring you
some cookies? Can I decide I'm thinking about you? That
is incredibly powerful,
and and so simple, and we're all capable of doing that. That is
human. As you say, human to human, big time. Yes, sir.
(25:36):
Well, hey, Ginger. We should probably round the the corner here. And,
are are there any other thoughts that you might have just in conclusion
for for this, brief interaction that we've had? Of course, we'll ask
everybody to connect with you. But any other kinda closing thoughts you
have that you'd like to leave us with?
Yeah. I'll I'll leave you with a a goodie that's pretty evergreen and
(25:58):
especially impression right now. Think about how
connection builds common ground. We think we
are this far apart when in actuality, we're this far
apart. We share the same values. We all have different versions of
those values. So whether you're in sales or you're the
seller, the buyer, whatever, manufacturing, wherever you're at in the
(26:20):
ecosystem, keep in mind that when we think we have a
disagreement, we actually are simply trying to find
the common ground. So focusing on the values, have the
small talk. You can't have the big talk without small talk, friends. And so
make sure that you get better at having conversations that can
build rapport. Rapport builds trust. Trust, we know where that
(26:42):
goes. But, you know, your pillows really illustrate that well, Bruce.
So think about the common ground, how we will always have more alike
than we have differences, and we will pull back together. We
will do some really big work, you know, healing nations, communities,
cities, relationships, and we will be able to
thrive more. We will be able to have better
(27:05):
businesses because we're focused on the fact that
we have so much in common, and we're all trying to be our best person.
Yep. Yep. Thank you. Lovely summary. I I
would just say, and it this all starts with connection. It it's just such a
critical thing. And very often, I'd argue it was a blind spot,
that, you know, you know, it re really begins here.
(27:28):
So, Ginger, thanks a lot. I wanna encourage everybody here.
Certainly, pick up the fantastic book I'm holding in my hand. It's
wonderful connectivity canon. And then, connect with Ginger. I've got
her beautiful LinkedIn profile here for people watching
this, but you'll just, you know, your LinkedIn
for us, Ginger, is, let me just see here.
(27:51):
Ginger Johns, Johnson connector is is what
you can type in to find Yep. Ginger on LinkedIn. And then if
you go to Ginger's website, gingerjohnsondot com,
Ginger, you were telling me there's a newsletter they can become part of.
Absolutely. And that comes out on the regular, and I give all kinds of insights.
I base it on my own research, on my experiences, on what people
(28:14):
share with me. I share other resources as well. So it's a it's a
goodie. It's not a flood. It's a fuel. Awesome.
Awesome. Well, hey, this has been a really fun episode
with you and, just really appreciate the time and
you sharing with the audience today, Ginger. Thank you so much.
Absolutely, Bruce. It's always good to share time together. Thanks so much. We'll see you
(28:36):
soon. You bet. Wow. What an insightful
conversation with Ginger Johnson. A few key takeaways
really stood out. 1st, true connectivity is
about human to human connection. It's not about pushing
for a transaction, but creating an authentic bond.
2nd, the power of trust and emotional connection in
(28:58):
sales cannot be overstated. Buyers need to feel seen,
valued, and heard before they'll engage in meaningful
conversations. And finally, follow-up
and follow through are the hallmarks of a great
connector. Staying engaged and showing you care over time
makes all the difference. One of the things I personally loved about
(29:20):
this discussion was Ginger's emphasis on the connector's
mindset, being positive, objective, and
willing. It's such a powerful framework for building
relationships in both business and life. If you enjoyed
this episode, please like and subscribe to the ValuePro Show.
And if you're feeling kind, leave a review so others can find and enjoy
(29:42):
it too. See you next time.
Welcome to the value pro show where value pros get value
ready.
Hi. My name is Bruce Shearer, the host of the value pro show. In this
episode, we are talking with Ginger Johnson, a high energy
keynote speaker, author, and expert in human connection.
Ginger has spent years helping leaders and teams cultivate genuine connections that
(00:24):
drive trust, collaboration, and business success. She's the
author of connectivity canon and a sought after speaker for
organizations looking to create meaningful cultures of belonging.
So today, we're diving into a topic that's absolutely critical for sales
success. How to connect with buyers. Research
shows that 59% of the influence on a b to b buying
(00:46):
decision comes from the experience buyers have, not
just the product or service itself. That's why mastering
connection is absolutely essential. Ginger will
break down what true connectivity means, what it isn't, and
how to build real trust in your sales relationships. Now let's jump
in. Well, Ginger, I'm so excited to have you on the show today,
(01:09):
the ValuePro Show. Thanks for being here. And I'm
excited about this topic, how to connect with buyers for
sales success. And, Ginger, you know, we had done
this major study. We did a huge degree of
secondary research looking at all the recent b to b buying studies
out there, and we wanted to push into the b to b
(01:31):
buying experience. Because it's it's right
now, it's 59% of the influence on the buying
decision, the b to b buying decision, actually comes
from the buying experience. Only 41% of
the influence on a b to b buying decision comes from
the offering itself. So you've got to nail the
(01:53):
experience, and and most enterprise sellers and seasoned sellers,
they know they matter. They're the ones that get the deals done at the end
of the day, I with with everybody behind them supporting them, of course. But
Right. Driving for a better b to b buying experience is just
critical. So your your topic
on how to connect with your buyers for sales success is so critical.
(02:16):
It's part of, the 3 key pillars under gaining
trust. Trust and transparency, educational value, and then
emotional connection. If you don't nail that, you're
not gonna get the subsequent buying conversations or they're gonna lead, it'll
be a road to nowhere. No nobody's buying anything. You know, you really
need trust to establish that
(02:38):
basis in order to proceed and have all those wonderful,
subsequent selling conversations, get on all the buyers on the bus so that that
buyer can buy. And that's where your topic just really
nails it. So you sent me the book. Absolutely loved it, the
connectivity Canon. It's been one of my best friends. I've got it
right here in my hand. It's nice. It's
(03:01):
small. It's practical. Ginger even sends you a pencil with it so you can start
marking the heck practical. Ginger even sends you a pencil with it so you can
start marking the heck out of it. It's one of the best book packaging,
I've ever seen. I I really loved it, Ginger. Super
well done. But even more importantly, the content within, it'll move
your heart and your mind and allow you to start making better
(03:21):
connections in your world. So, Ginger, you know,
based on that setup, I'd like to kick it over to you
just to, give us some context on what is connectivity. Just
your definition of that, just to level set with us. Absolutely.
Connectivity is human to human contact, Bruce. It is
knowing why you wanna connect with somebody on purpose and with purpose.
(03:43):
So sales, buyer, offering, whatever
it is, looking at who you wanna be in the world, you wanna
focus on the human to human. I call it h to h, Bruce. It's the
human to human connection. That's That's what it is.
It it feels good. It it is positive energy. It is the get to
want to of the connector's mindset that I teach to
(04:05):
a lot. Okay. Awesome.
So great definition. Love it. And then to let's talk
about what connectivity isn't. Bruce.
Bruce, Bruce, Bruce, my friend. I know we've both been in the room, and I'm
sure you find listener have been in the room too, where you've gotten a card
shove or a phone shove, like, let's do this and it and it
(04:26):
feels forced, it feels fake, it feels phony. That is not
connectivity. That is not human to human. That's a numbers game.
Now I know we're talking sales and sales absolutely relates to numbers and
has everything to do with numbers in it. But what we wanna do is we
wanna get rid of the the have tos and the shoulds.
It's kinda like a doctor Seuss book. We want the get tos, want tos instead
(04:48):
of the have tos, shoulds. So it's never fake, forced, phony.
It's very genuine. Like, one of the things I have shared with you before, Bruce,
that I really like about you is your your ebullience, your buoyancy.
That's what connectivity should feel like. It should never feel like a
chore or a drag. And so connectivity isn't
exactly the opposite of what connectivity is. I I love it. No.
(05:13):
You you you conjured up in my mind. Have you ever been to a networking
event and somebody's shaking your hand, but they're actually looking past you as they're
shaking? Oh, it's so rude. Like, there's somebody better back
there. Yeah. Yeah. No. That's not what connectivity
is. I I absolutely not. You're gonna do it. Yeah. Yeah.
Oh my gosh. True. Makes me laugh. Yeah. When you talked about the numbers game,
(05:35):
etcetera, and speed networking and and trying to work the room and all
that stuff. Yeah. Very very often, you can end up not not
fostering that sense of connection. So so thanks for a hot yeah. Go
ahead. One of one of the key points that you just brought into the room
on this too, Bruce, is that networking is very different than connecting. So I
want you to be really, really clear. The connecting is the human part. The the
(05:57):
networking think of network as a noun. It's a structure, and the
connecting is the human interaction. It's the verb. Oh,
cool. Okay. Got it. Love it. Well,
let's get into the big why. You've got a a a lovely section in the
book on this that that really lays this out, and and, how I was
perceiving that really helps people get into the mindset. But
(06:19):
please, Ginger, tell us, you know, why connectivity?
Absolutely. Thanks, Bruce. When I decided to put the
connectivity shingle out into the world into this wild, wild
world, I really wanted to get clear on my own reasoning why. Like,
what is my purpose? What is the big deal
that I want my life to be? Does it change over your life? Sure. It
(06:41):
does. So your connectivity will evolve. You will grow.
You will change. I mean, they're the same thing. There's transformation. All
of those are the same thing. So why do we wanna focus on human connectivity?
Because number 1, when we know ourselves
best, then we can get to number 2, which is to get to
know other people better. And then number 3, it goes out to the
(07:03):
community. The way I teach this often, Bruce, is a self team community, the
ripple. We throw that pebble in or that boulder in. Once we're really solid
in in what we really wanna be in this world, not
necessarily what we wanna do, but who we wanna be, then the
what we wanna do, boy, there's more
ease, there's more enthusiasm, your your body feels better, your
(07:25):
brain's all clicking up and firing off, and and
people are magnetized by that kind of charisma, to use one
of your words. When people are really solid in who they are, their
connectivity is really strong. They are they are who they are. Now I'm not talking
about arrogance or anything that is kind of
not helpful. I'm talking about this core feeling of, god dang
(07:47):
it, life is great, and there's a lot of possibilities. This is who I
wanna be, and then what will I do?
I love it. What are some of the attributes, some of the words that you'd
use to describe that? And confidence came to mind to me just now.
Yes. Absolutely. Confidence is huge. And for the record, it's not somebody
else's to give you. You've got it. You get to exercise confidence. It's a
(08:09):
skill that comes from having the courage to get into
something, Bruce. We need to know that we are capable
in our own unique way to do the thing that we say we wanna
do. So when we do, it's a double helix. Right? We start doing
it, and it starts swirling, and our confidence starts increasing, and we
think, oh my gosh. And one thing leads to another, but it's not all of
(08:32):
a sudden or an overnight. It's because we have diligently said
this is who I wanna be and therefore, this is how I'm gonna build.
In the connectivity canon, I have the framework, the elements of connectivity.
I that came to being because I had friends who said, Ginger, you can
walk into a room and talk to anybody, or Ginger, you know everybody when you
(08:52):
walk in a room. I mean, my first reaction was just like, I'm glad it
looks that way. But my second reaction was, oh, that's
interesting. What do people want from that statement?
So that framework is literally a very simple
ladder of how do I connect so that I
wanna be the person I wanna be fully? How do I connect so that
(09:13):
other people are drawn to me? You talk about sales. Sales,
sales loves marketing because if we do both of them right, Bruce,
it's a magnet. People realize that you have something
that fulfills a need, not just a want. And
it doesn't matter if it's a huge solution or a tiny solution. They're
all solutions. And connectivity, just like in the electronic
(09:36):
and fiber world, that is the conduit
that helps us then keep going and keep growing.
Awesome. Awesome. Any other single words? Confidence? I was thinking
of curiosity, you know, as well.
Yes. Confidence, curiosity, courage is a goodie.
Mindset is really, really powerful as you and I both know.
(10:00):
There is a willingness, in the connector's mindset, which is positive,
objective, and willing. There's 3 great words for you. When we line those up
and stack them together, then we have an unstoppability
to ourselves. If we frame ourselves in the positive, what's possible, what's
good, then we go into objectivity. We suspend judgment because
I don't think anybody thinks we need more judgment. We suspend judgment,
(10:23):
then the possibilities really start to flourish. And then the willingness,
just like a CEO, just like an HR director, just like a sales
director wants somebody who is willing to say, oh, that's
that's how we're gonna do it. Okay. Let's get in there and do it.
That willingness, Bruce, is very, very powerful because what we do is
we we drop any ego, and we say, alright. Here I am.
(10:46):
Let's see what we can make happen together. Cool.
Cool. Okay. Alright. Is that what we wanted to say about the the the
big why behind this? Anything else, Ginger, before we move on to some
practicals on this? I would I would
encourage people to
really really focus on the personal residence
(11:09):
resonance. Excuse me. Yeah. I'd encourage people to really focus
on personal resonance because connectivity guides everything.
And when we know what our why is, then everything
moves differently. It's usually better because we
understand what we're doing this world based on who we wanna be
based on our own connection and therefore connection with other people. So it's pretty
(11:31):
straightforward. You gotta listen to yourself. And the best
teams, the best sales teams especially, have a cohesion
of purpose. There is a there's a mitochondria, if you will,
in the middle of that that unites us all. I love it.
I love it. It it reminds me of me talking with my son when he
was on the job hunt. You know, I I was telling him, son,
(11:54):
the universe will provide. Absolutely.
Problem is the universe doesn't know what you want.
Right. I could do that. You know, what what what what's your why? You know?
And if you can articulate that and exude that, hey, man. It is it
is like a magnet. You know? The, you know, the universe will provide. People will
provide. You know? It just happens. You're so true, and you're so
(12:16):
right, Bruce. One thing I would, encourage people who are listening also
is that, like, well, that feels really big and it feels really intimate. Yes and
yes. So you know what? You don't have to share the
really personal version with other people. You can share what version
feels best for you. Like, I know what my vision is. It's not on my
website. It's not any of my materials. It is to connect the world. That
(12:37):
is how I feel about my work. That's my why. And then my
execution, my implementation is everything else that everybody sees.
Yeah. My why. I I do articulate that. I think it's on my LinkedIn
profile, on our website, etcetera. I I boy, I coined it with
a a couple of guys, and a a gentleman named Ailey Judge actually helped
me and, you know, just answering the question, what's your why?
(13:00):
And mine is to inspire others to inspire others, and
and and it's always kind of, in the back of my mind, a filter of
why I'm doing what I'm doing. Yeah. Why am I you know, we met through
the National Speakers Association. Why am I volunteering for 5 years now,
Ginger, on the board, etcetera. But, you know, my my my why is
to inspire others to inspire others. Hence, even the ValuePro Show that we're on
(13:22):
today. I'm hoping Right. People will get this message about how to connect
with others, you know, to improve your sales performance. And,
that that delights me. That inspires others to inspire others. Yeah.
Yes. Yes. Cool. Cool. Well, let's turn the corner
then. And, Ginger, if you could just talk to us about
the how to connect, just ideas there and some, you know, strategically,
(13:44):
practically. Anything you've got to offer. Absolutely.
Absolutely. The how to connect really is going
to get robust, be what you want it to be if you
focus first on the connector's mindset. That's that positive objective and willing. If you're
willing to live in that space, that's gonna be your
launch pad. That's your fuel. Once you are
(14:05):
thinking in that way, because I know you and I were talking about mindset before
and we've talked about it in previous conversations. You know, sales
can feel like the wrong profession if we're not focused on
our why, if we're not focused on truly connecting with people. Because
the the widget, the thing, the solution, that's
that's the academic part. Yes. It's part of it, but let's make sure we
(14:27):
know how to connect. So in this day and age when we're recording this
and frankly forevermore, some of the keys to
connecting is number 1, make the first move. How to
connect? Make the first move. This is waving at your neighbor. This is waving to
other people in cars, on the street. This is giving somebody a greet. This
is very common civility, Bruce. We will build more common
(14:49):
ground when we remind ourselves that it is age to age. It's human to
human to one person at a time. Pants go on the same way.
Nobody is better than another person. So
starting with that connectors mindset and then making the first mood, being willing.
My fine husband, who I adore, and I moved to a new town, great Missoula,
Montana, little over 3 years ago. And it's been really interesting, Bruce, to
(15:12):
be the new kid in the neighborhood again. It's been a huge
refresher of, like, what does it take to actually connect?
Now, like you, I'm pretty outgoing. Some of that's a practice.
Some of that is who I have chosen to become. All the same,
you're gonna feel some things once in a while. First time I volunteered, I'm like,
oh, okay. This is what it feels like to be new again. It taking that
(15:35):
first move, making that step, opening the door, exercising
courtesy, asking simple questions that get somebody else talking.
Those are some of the best and simple and classic
how to's for connect. Another really important
piece is to think about the different whys in the road that we get
to. This is in my framework in the connectivity canon and and it's to part
(15:57):
of what I teach to with leaders and teams and from keynote stages. There's a
why in the road. It's a choice point as I call it, Bruce. We
can either stay or we can go. Notice I didn't say stop or go. We
can stay and keep going, which the next step is pursue your path. What do
you want that to be? Make that happen. Maybe there's another
why, probably is. Or you can go. This isn't the right
(16:20):
thing for me. This isn't the right buyer. This isn't the right moment. I need
a different solution. Whatever that might be, as long
as, like, you teach to the pillars are intact.
Like, trust trust is huge in connection. Mhmm.
People can smell untrustworthiness a mile away. We we know what it feels
like. We know what it looks like. So making the first move, being willing
(16:41):
to say that I'm at a choice point. That's not a judgment point,
Bruce. That's a point where we say, is this where I'm going to continue
or is this where I'm going to turn? And so I really think that that's
an important piece. I love sales, and I'm not saying that to pander to anybody
listening to this. I love sales because sales is symptomatic
of service. When we help somebody seek and find, when
(17:04):
we inspire people to inspire people, that's the sale.
That's the success. That's symptomatic of us being a good human, of
us wanting to connect, of us connecting in an authentic way.
So those are some of the bigger pieces. We pursue our
path and the absolute key, the absolute key
to any success, especially in sales,
(17:27):
especially in connection is what I call FOFT. Follow-up,
follow through. It's in the book, of course. It's something that I teach too.
You wanna step ahead. You want to be world class. You wanna be
category of 1. You want your customers to be like, your only
person I'm going to is Bruce. I only need Bruce. He's got it all. I
trust him. Like, everything is intact. Follow-up and
(17:49):
follow through. They are different pieces. The follow-up is
the immediate action upon the connection, the contact. What am I gonna
do now that we've had a phone call? What am I gonna do now that
we're back from the conference? What am I gonna do now that the first order
has been placed? What am I gonna do now that we met at the coffee
shop? And then the follow through is the care and nurturing. It's really
the long term picture. And, Bruce, you and I both know that that's truly the
(18:12):
key to a successful sales career. Mhmm. If you are
as good as your reputation, you have followed up and followed
through as a part of your DNA. As a part of who you
are as a person, it's it's enormously
connective. It's like our fascia in our body. If we don't
follow-up and follow through, we're gonna get stiff, we're gonna get creaky.
(18:34):
People, we're not gonna be able to go dancing. We can all all the things
we wanna do. So we've gotta keep that limber. It sets us
apart, and I can tell you that it's a hallmark for how I do business.
The follow-up and follow through is nonnegotiable. I want people to
know that they are seen, valued, and heard. That is an enormous part of
human connection to help people know they're not just an order.
(18:55):
They're they're not just a an email. They are a
human, and we must remember that if we want to even
start thinking about how do we connect. Absolutely. Oh, I
I I loved a lot of the distinctions you've made. Ginger, you'll
you'll find this interesting. Mark Hunter, the sales hunter, was on the show as
well, and, he gave me a distinction that I I can't
(19:17):
unhear. And it's sale sales is not something
you do to someone. Sales is something you do
for someone. Mhmm. And that distinction is all about,
you know, like you said, sales is is is an extension of service at
the end of the day. That that's what you're doing. And to
serve, you need to get everything in motion. You,
(19:40):
them, everybody behind them, etcetera. As part of that
service, you need to get everything moving. And I I love the follow-up and follow
through paradigm around that. Just a, hey. We're gonna go on a journey
together, a buying journey. And and at the end of that day, we're all
gonna win, but we need to get going. And and real really
moving through the critical stages of that journey and and
(20:02):
having a valuable experience at every critical touch point.
And that's where I started off with the, you know, the the b to b
buying index. Those are the touch points that you really need to nail
in order to build that trust and and that momentum to to,
you know, consummate a a deal and help that customer
serve that customer by, allowing them to achieve the value that's
(20:23):
expected. Absolutely. Absolutely, Bruce. And and
here's a here's a little side note. If you have ever
connected with somebody and your intentions were good, there was the fit
was right, and you've forgotten about them. Maybe it was in the days of
business cards. You still get business cards. You stash them in the the drawer and
forget about it. You come across it. You come across that email that got
(20:46):
buried. You come across and, like, oh, no. I totally forgot
to follow-up with Bruce. Here's the thing. Be kind to yourself
and still follow-up. We have all done
this. I have people who I've heard from, like, 3 or 4 or
5 years ago. I just went to dinner the other night on one of my
trips with somebody I met, oh, gosh, I'm gonna say 8 years ago.
(21:08):
She sent me a connection request on LinkedIn, like, Ginger, I don't know if you
remember me and blahdy blahdy blah. I'm like, Erica, of course I remember you. We
were at Chamber of Commerce together. Like, you were such a daymaker,
Bruce. So don't beat yourself up because we
all drop small balls once in a while. The key
then, especially in sales, is to pick it up and acknowledge,
(21:30):
Erica, I'm so sorry. I this got berry. I don't have a good
excuse. Can we reinvigorate? Being
humble has everything to do with being
effective in sales and being a really strong,
authentic connector. Absolutely. Hey. Have you, ever heard that
story that or, the quote? I was trying to, tie this
(21:52):
back, and I think it was, Theodore Roosevelt, believe it or not,
is is comes up most often as the person attributed to this quote.
But people people don't care how much you know until they know how much you
care. Mhmm. Remember that? Mhmm. Yes. And, that that
is so powerful. Like you're saying, you know, kinda picking up that ball again and
reconnecting. Yes. That is showing that you care.
(22:14):
And, also, for me, you know, being self serving, very
often I'm curious. Hey. Time's gone by. What's going
on in their life today? You know? What what's what's new
for better or for worse? But, you know, just just checking in and and,
reconnecting, seeing what we can do for each other in in, you know, at at
a new time, new place. Absolutely, Bruce. The epidemic of
(22:37):
loneliness and disconnect was documented well before the pandemic.
We're going through a different stage right now in our world. I mean, we always
are. That could be a truism no matter. But I what I'm seeing is a
boomerang. And this example, like, we're just talking about, Bruce, is
part of the boomerang. We've reached a certain breaking point. And just
like bone, bone then heals and it can be even
(22:59):
stronger if we own up to our
humanness because everybody has and also is if you're a sales
leader especially, and you've got other people looking to you,
that is behavior. That is leadership behavior because
you're trying to be a good human. You you don't have to apologize for dropping
something. You simply say, nuts. Let's start this again.
(23:22):
And there are so many good, kind, gracious ways
to engage and to reengage. So that that grace and
like, I teach grace and space. Like, start with yourself, give yourself
some grace and space, give other people grace and space because you wanna build a
world class sales team. You wanna have a world class sales team. You wanna be
on 1, then continue to perpetuate
(23:44):
that feeling of we're all truly in this together, and we
are better together when we're focused on the power of human connection.
I am telling you. Yeah. You you've just conjured up an old story for
me. Really, really good friend of mine, former head of
Disney consumer products for Asia Pacific, and,
we we had both founded a a a the same organization, funny
(24:07):
enough, a not for profit. I refounded it after him,
but we became quite bonded. But during the Asian crisis,
that was, in the, late nineties, he had to lay off a
whole bunch of people. Oh. And he had his executive assistant
create a spreadsheet so they could track what
was happening with those people after they were laid
(24:31):
off so he could stay connected with them. Yep.
And, and, you know, his heart was just going out to them big time. That's
You know, had to make a hard business decision, but also wanted to
help his people be successful and and actually tracked and
for that. Yes. Thanks for helping me remember that
story. Powerful. Yes. When we don't do that too, like your
(24:53):
friend did, Bruce, that's where a lot of not just
malaise. That's where a lot of our mental well-being can really
spiral. There were several industries as we know. I worked a lot I worked a
lot with the events and, exhibitions industry too.
80% furlough and layoff. Brutal. And as
long as we stay connected, like, you call me and Ginger.
(25:15):
Wow. I see that your facility shut down. I'm here. You
wanna talk about anything? Is there anything you know, can I can I bring you
some cookies? Can I decide I'm thinking about you? That
is incredibly powerful,
and and so simple, and we're all capable of doing that. That is
human. As you say, human to human, big time. Yes, sir.
(25:36):
Well, hey, Ginger. We should probably round the the corner here. And,
are are there any other thoughts that you might have just in conclusion
for for this, brief interaction that we've had? Of course, we'll ask
everybody to connect with you. But any other kinda closing thoughts you
have that you'd like to leave us with?
Yeah. I'll I'll leave you with a a goodie that's pretty evergreen and
(25:58):
especially impression right now. Think about how
connection builds common ground. We think we
are this far apart when in actuality, we're this far
apart. We share the same values. We all have different versions of
those values. So whether you're in sales or you're the
seller, the buyer, whatever, manufacturing, wherever you're at in the
(26:20):
ecosystem, keep in mind that when we think we have a
disagreement, we actually are simply trying to find
the common ground. So focusing on the values, have the
small talk. You can't have the big talk without small talk, friends. And so
make sure that you get better at having conversations that can
build rapport. Rapport builds trust. Trust, we know where that
(26:42):
goes. But, you know, your pillows really illustrate that well, Bruce.
So think about the common ground, how we will always have more alike
than we have differences, and we will pull back together. We
will do some really big work, you know, healing nations, communities,
cities, relationships, and we will be able to
thrive more. We will be able to have better
(27:05):
businesses because we're focused on the fact that
we have so much in common, and we're all trying to be our best person.
Yep. Yep. Thank you. Lovely summary. I I
would just say, and it this all starts with connection. It it's just such a
critical thing. And very often, I'd argue it was a blind spot,
that, you know, you know, it re really begins here.
(27:28):
So, Ginger, thanks a lot. I wanna encourage everybody here.
Certainly, pick up the fantastic book I'm holding in my hand. It's
wonderful connectivity canon. And then, connect with Ginger. I've got
her beautiful LinkedIn profile here for people watching
this, but you'll just, you know, your LinkedIn
for us, Ginger, is, let me just see here.
(27:51):
Ginger Johns, Johnson connector is is what
you can type in to find Yep. Ginger on LinkedIn. And then if
you go to Ginger's website, gingerjohnsondot com,
Ginger, you were telling me there's a newsletter they can become part of.
Absolutely. And that comes out on the regular, and I give all kinds of insights.
I base it on my own research, on my experiences, on what people
(28:14):
share with me. I share other resources as well. So it's a it's a
goodie. It's not a flood. It's a fuel. Awesome.
Awesome. Well, hey, this has been a really fun episode
with you and, just really appreciate the time and
you sharing with the audience today, Ginger. Thank you so much.
Absolutely, Bruce. It's always good to share time together. Thanks so much. We'll see you
(28:36):
soon. You bet. Wow. What an insightful
conversation with Ginger Johnson. A few key takeaways
really stood out. 1st, true connectivity is
about human to human connection. It's not about pushing
for a transaction, but creating an authentic bond.
2nd, the power of trust and emotional connection in
(28:58):
sales cannot be overstated. Buyers need to feel seen,
valued, and heard before they'll engage in meaningful
conversations. And finally, follow-up
and follow through are the hallmarks of a great
connector. Staying engaged and showing you care over time
makes all the difference. One of the things I personally loved about
(29:20):
this discussion was Ginger's emphasis on the connector's
mindset, being positive, objective, and
willing. It's such a powerful framework for building
relationships in both business and life. If you enjoyed
this episode, please like and subscribe to the ValuePro Show.
And if you're feeling kind, leave a review so others can find and enjoy
(29:42):
it too. See you next time.
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