Liston Witherill is an author, speaker, and advisor to agencies and consulting firms ready to move beyond the referral. Liston’s work is based on cutting edge psychology, behavioral economics, and his own sales experience. His mantra is “Serve, Don’t Sell,” and he believes selling should be an ethical, win-win arrangement 100% of the time. Prior to creating his training business, Liston was the owner of a boutique marketing firm, and ran business development and marketing for a $12M consulting firm. He podcasts 3x a week, and runs 3 times a week, and lives with his beautiful wife, cat, and dog in Portland, OR.
In this episode, we cover:
3:16 – The power of podcasting
9:41 – Serve, don’t sell
12:51 – Fyre Festival
18:00 – Creating a repeatable sales plan
19:44 – Designing a better discovery call
20:39 – Pain, Goal, Value
21:00 – 70/30 Rule for sales calls
21:14 – “Why are we on the phone today?”
23:52 – The five why’s
24:23 – The magic wand question
28:13 – How to finish a sales call
Resources mentioned in this episode:
liston.io
Tools: Ulysees App
Typeform
Sales Navigator
Album: Donuts by J Dilla
Book: Predictably Irrational by Dan Ariely
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The post CL213: How To Sell Your Work Using 'Serve, Don't Sell' - Interview with Liston Witherill appeared first on James Taylor .
