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Kurt Tuford, Professor of Advanced Professional Selling at the University of Houston and Vice President of sales development at DXP, joins Morris to discuss the fundamental differences between professional and amateur sales approaches. Together they explore how trust-building, systematic processes, and genuine curiosity create success in commission-based businesses.

• Professional sellers focus on what they can give to customers, while amateurs focus on what they can get
• Trust is built through credibility, reliability, and intimacy, all over self-orientation
• Following a proven sales process or system leads to predictable, repeatable results
• The art of asking great open-ended questions is the foundation of effective discovery
• Offering multiple legitimate options empowers customers in the decision-making process
• People get excited about features but ultimately buy benefits
• Technical aspects matter less than the business case when selling to organizations
• "Some people will, some people won't. So what? Next!" – don't get hung up on one sale
• The satisfaction in professional selling comes from genuinely helping people get what they want

Remember to go to MorrisSims.com for more information on maximizing your commission-based business.

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The path to business growth isn't paved with perfect logos and eye-catching websites. It's built through meaningful conversations with potential clients who need your services. Marketing expert James Donovan delivers this wake-up call in our latest episode, challenging commission-based business owners to rethink their priorities.

"You don't have a business if people don't know what you're selling," Donovan states, cutting through the noise with clarity that resonates with anyone struggling to find clients. From insurance agents to consultants and trainers, visibility remains the critical factor separating thriving businesses from those barely surviving.

We explore practical strategies for increasing visibility across platforms that actually work. For B2B services, LinkedIn's Sales Navigator tool helps pinpoint decision-makers. Google Business profiles build credibility even for nationwide service providers, while Google ads connect businesses with people actively seeking solutions they're ready to pay for. Facebook, with its billion-plus users, remains essential despite what marketing contrarians might claim.

The conversation takes a fascinating turn when Donovan reveals how artificial intelligence is democratizing marketing for small businesses. From generating content ideas to functioning as virtual receptionists with perpetually positive attitudes, AI tools offer budget-friendly alternatives to outsourcing. Donovan provides guidance on crafting effective prompts and integrating AI outputs with your authentic voice.

Most valuable is Donovan's candid assessment of what new business owners should prioritize. "If you're just getting started and you're honestly not spending the majority of your day prospecting and trying to book sales calls, the rest of the stuff doesn't matter," he advises. This means embracing rejection rather than fearing it, seeing each "no" as valuable feedback and one step closer to success.

Ready to break through the digital noise and connect with clients who need your services? Listen now, then reach out to James at www.92media.com or text him at 646-553-1992 to continue the conversation about growing your commission-based business.

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Brooke Greening shares her S.E.R.V.I.C.E. framework for authentic sales conversations that help commission-based business owners sell without feeling "salesy." Her approach transforms traditional sales techniques into a relationship-building process focused on truly understanding client needs before offering solutions.

• Setting expectations in the first 2-3 minutes establishes transparency and builds trust
• Establishing rapport should focus on meaningful business connections, not superficial small talk
• The first problem clients mention is rarely the real issue driving their buying decision
• Wait at least 5 minutes of questioning before attempting to solve client problems
• Objections are actually buying signals—indications that prospects want to buy but need help overcoming concerns
• Create urgency by providing clear direction and hope, not through manipulation
• Always establish specific next steps with date and time to prevent ghosting

You can find Brooke on LinkedIn under Brooke Greening or at buildingmomentum.info, where she offers a sales conversation assessment to help you improve your approach.

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