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#210 S2 Episode 79 - Why Practice & Vulnerability Matter in Sales with Jordana Zeldin

/ 30:33/S2:E79
This episode of the Sales Transformation Podcast with Collin Mitchell features Jordana Zeldin, sales coach, founder of Spriing Training, and co-founder of The Practice Lab. The relationship aspect is an undeniable part of sales. Creating rapport takes more than just a catchy pitch. By showing your own human side and being vulnerable, sellers get to connect with prospects and increase receptivity in the conversations. But this does not come automatically. In fact, it requires a lot of relearning which Jordana unravels with The Practice Lab, a space where sellers develop their skills like athletes, musicians and performers where they are allowed to stumble and even fail as a vital prerequisite for mastery. This vulnerability is also important within sales organizations themselves. As leaders at the helm, showing sales teams your willingness to grind through the work too and ask for feedback on their performance creates a connection otherwise lost in just theoretical coaching.

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HIGHLIGHTS

01:39 A difficult start in sales and learning from a sales leader

03:47 Working with peers helped jumpstart a coaching career 

06:45 Building confidence through time, practice, and leadership

12:43 Deep practice: Micro and macro summaries and objection handling 

19:11 Increasing receptivity and lowering resistance from prospects

22:23 Put in the practice and be vulnerable 

28:16 Connect with Jordana

QUOTES

03:53 Jordana: "When you don't have any real sales skills, you're going to be making a lot of mistakes. But the sales leader made it a really comfortable place to mess up and he'd offer feedback out loud to us in the sales pit after we got off our calls."

13:01 Jordana: "Talented and successful athletes and musicians from these pockets all over the world have developed their skills, and it's usually not just through repetition, but through what they call a kind of deep practice or deeper deliberate practice."

14:51 Jordana: "Conversations, it can be a really valuable thing periodically to play back what you are hearing from them, both to confirm understanding but also to give the person that you're speaking to the experience of feeling seen and heard and understood... it does wonders for lowering prospect resistance and increasing trust."

Learn more about Jordana in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

#210 S2 Episode 79 - Why Practice & Vulnerability Matter in Sales with Jordana Zeldin

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