In this engaging conversation, host Raven O'Neal sits down with Melissa Glick. Melissa shares her journey from a competitive sales environment dominated by men to becoming a successful business strategist and coach.
She discusses the importance of emotional intelligence in sales, the ACED method she developed to redefine sales conversations, and the significance of authenticity and connection in building relationships with clients.
Melissa emphasizes the need for visibility, self-care, and addressing the things we avoid in business to achieve success. The discussion also touches on the balance of social selling and the role of scripts in creating effective sales strategies.
KEY TAKEAWAYS
- Melissa's sales journey began in a male-dominated boiler room environment.
- Emotional intelligence is crucial for successful sales conversations.
- The ACED method focuses on Authority, Connection, Elicit Emotion, and Disarm.
- Sales should feel like a conversation, not a pitch.
- Visibility is key for business success; people need to know you.
- Self-care is essential for maintaining a successful business mindset.
- Avoiding difficult tasks often indicates what needs to be addressed.
- Scripts can provide structure and confidence in sales conversations.
- Social selling should balance value and promotional content.
- Understanding emotional decision-making can enhance sales effectiveness.
DISCUSSION TIMELINE
- 04:03 The ACE Method: A New Approach to Sales
- 09:19 Understanding the Emotional Side of Selling
- 14:43 Building Authority and Connection in Sales
- 19:55 The Importance of Visibility and Self-Care
- 25:19 Final Thoughts and Key Takeaways
CONNECT WITH MELISSA
Melissa's Website: www.melissaglick.com
Melissa on LinkedIn: www.linkedin.com/in/melissaglick/
Melissa on Instagram: www.instagram.com/melissaglick_/
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