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Soft Skills for Leaders with Lisa Evans

Feb 7, 2022

We are all in sales, whether we are selling a tangible product, ideas, or our own brand. And when it comes to sales, we want to appear authentic and genuine to serve the right clients. 

Sales and selling are often associated with having an icky feeling, but our guest today shows better ways to influence and get our ideas across to other people.

In this episode of the Business Chat Podcast, I speak with Ian Stephens, a Peak Performance and Sales Productivity Coach, award-winning speaker, and author. 

Ian shares that the key to executing a successful sale is curiosity. Some don’t listen to a client’s story with gusto and intent, rather, they immediately jump into solution mode. 

For Ian, it’s important to engage in a conversation with a blank page, he listens and asks good questions, and is not tempted to offer solutions right away.

He believes that clients can tell if a person is genuinely concerned about their issues, needs, and challenges. By having the mindset of curiosity, you are directing the conversation towards a better chance of converting. 

Time Stamps:

  • Ian's transition from a corporate background to professional speaking (01:40)
  • Where do people go wrong when it comes to selling? (07:05)
  • The mindset we need to execute a successful sale (10:02)
  • How to positively handle objections (12:47)
  • How do we become more authentic at selling? (16:22)

Connect With Lisa Evans
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Book a complimentary mini coaching session with Lisa here.

Connect With Ian Stephens  
Connect with Ian on LinkedIn

For full show notes visit: