abundance mindset Archives - Business RadioX ®

North Fulton Studio

Mastering Sales: It's Not About You, It's About Them, with Bill McDermott, Host of ProfitSense

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Mastering Sales: It’s Not About You, It’s About Them, with Bill McDermott, Host of ProfitSense

In this commentary from a recent episode of ProfitSense, Bill McDermott discusses the essential mindsets and skills necessary for mastering sales.

Bill’s commentary was taken from this episode of ProfitSense.

ProfitSense with Bill McDermott is produced and broadcast by the North Fulton Studio of Business RadioX® in Alpharetta.

Transcript

We’re kicking off a new year. It’s 2024. Every business owner I’m talking to recently has been trying to think about “what do I need to do to sell more? Do I raise prices? Do I increase volume?” And so I wanted to talk briefly about how to become the salesperson people want to buy from. Having success in sales can sometimes feel easier said than done.

It takes hard work, dedication, and a willingness to learn and grow. It also takes the ability to overcome objections and setbacks. I recently led a sales training to a group of commercial bankers that we discussed the importance of dealing with mindset first and then adding the right skill set. Two crucial mindsets to have are an abundance mindset and a success mindset.

The best way to have an abundance mindset is to have an abundance of opportunities. A success mindset includes the 80/20 rule. In a sales call, do 20 percent of the talking and 80 percent of the listening. Ask questions based on curiosity and listen to the answers. For skill set, it’s important to engage your client or prospect in as much right brain thinking as you can.

The right side of the brain is where imagination and feelings live. If you can engage those through the art of storytelling, you’ll soon find the client sees themselves in your story. This triggers a desire to do business with you because they see you as someone that can solve their problem. So our formula for success is simple.

Find the level of activity you’re willing to adopt, own your sales process, and ask good questions and solve problems. Don’t sell products.

About ProfitSense and Your Host, Bill McDermott

ProfitSense with Bill McDermott dives into the stories behind some of Atlanta’s successful businesses and business owners and the professionals that advise them. This show helps local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession. The show is presented by McDermott Financial Solutions. McDermott Financial helps business owners improve cash flow and profitability, find financing, break through barriers to expansion, and financially prepare to exit their business. The show archive can be found at profitsenseradio.com.

Bill McDermott, “The Profitability Coach,” is the Founder and CEO of McDermott Financial Solutions. When business owners want to increase their profitability, they don’t have the expertise to know where to start or what to do. Bill leverages his knowledge and relationships from 32 years as a banker to identify the hurdles getting in the way and create a plan to deliver profitability they never thought possible.

Bill currently serves as Treasurer for the Atlanta Executive Forum and has held previous positions as a board member for the Kennesaw State University Entrepreneurship Center, Gwinnett Habitat for Humanity, and Treasurer for CEO NetWeavers. Bill is a graduate of Wake Forest University, and he and his wife, Martha, have called Atlanta home for over 40 years. Outside of work, Bill enjoys golf, traveling, and gardening.

Connect with Bill on LinkedIn and Instagram, and follow McDermott Financial Solutions on LinkedIn.

North Fulton Business Radio

Servant Leadership in a Pandemic, with Joe Iarocci, Cairnway Coaching

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Servant Leadership in a Pandemic, with Joe Iarocci, Cairnway Coaching (North Fulton Business Radio, Episode 232)

Joe Iarocci of Cairnway Coaching joins the show to discuss servant leadership in a pandemic, examples of both stellar and mediocre leadership in this environment, a leader’s “Covid-19 mindset,” and much more. The host of “North Fulton Business Radio” is John Ray and the show is produced virtually by the North Fulton studio of Business RadioX® in Alpharetta.

Joe Iarocci, Founder, Cairnway Coaching

Joe Iarocci is the Founder of Cairnway Coaching. Joe founded Cairnway after serving as CEO of the Robert K. Greenleaf Center for Servant Leadership. Before joining the Greenleaf Center, Joe spent thirteen years with CARE USA, one of the world’s largest international nongovernmental organizations dedicated to ending extreme poverty. Joe served CARE as General Counsel, Chief Financial Officer and Chief of Staff. Joe practiced business law prior to joining CARE, representing individual entrepreneurs as well as multinational corporations. Joe currently serves on the boards of Social Accountability International, the Georgia Center for Nonprofits and the Foundation Center-Atlanta. Joe is uniquely passionate about spreading awareness and increasing implementation of servant leadership practices organizations and individuals.

Cairnway is a firm that coaches executives, teams and boards of directors, taking a servant leadership approach. The firm promotes servant leadership in the workplace through speaking, teaching and corporate events.

The evidence shows that organizations applying servant leadership have exceptional employee engagement, customer experience and team effectiveness. Servant leadership improves performance on more than one bottom line.

Joe and the Cairnway team bring a servant leadership approach to their coaching work. That means we measure our success by the success of those they serve.

Find out more on Cairnway’s website, serveleadnow.com, or email Joe directly.

Questions and Topics in this Interview:

Joe’s background and Cairnway’s philosophy of leadership
What exactly is servant leadership?
Where servant leadership is being modeled in this pandemic
The example of Dr. Anthony Fauci
A leader’s “Covid-19 mindset”
Joe’s essay, “What’s Your COVID-19 Leadership Mindset?”
Abundance mindset vs. scarcity mindset
Asset-based mindset vs. liability-based mindset
Fragile mindset or “antifragile” mindset

North Fulton Business Radio” is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, iHeart Radio, Stitcher, TuneIn, and others.

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.