Send us a text

Selling feels broken when it’s all pressure, scripts, and quotas. We flip the script by showing how a serving mindset—rooted in curiosity, empathy, and clarity—turns sales into a respectful, high-conversion conversation. With guest Brian McDonald, we unpack why people buy you first, then your offer, and how to build trust without resorting to tired tactics that push buyers away.

We start by reframing the story many of us tell about “salespeople,” replacing the salesy stereotype with a professional model grounded in service. Brian shares a simple sequence buyers use to decide: they need to feel your sincerity, see your history, believe your ability, and trust your capacity. When you lead with care and questions, objections surface earlier, walls come down, and decisions get easier. We talk practical language shifts—say serve instead of sell—and why accepting three outcomes (yes, no, not now) from both sides creates safety and speed.

From real-world stories to field-tested habits, we explore how authenticity wins even at higher prices, how modern buyers arrive informed and expect collaboration, and why old-school micromanagement and metrics-as-weapons stifle performance. You’ll learn to replace pressure with process: align on goals, confirm constraints, co-design solutions, and close with clear next steps. If you want to sell less and help more—while earning more of the right yeses—this conversation gives you the map.

If this resonated, follow the show, share it with a teammate who needs a fresh approach, and leave a quick review to help others find us. Your support helps more sellers lead with service and win with trust.

Support the show

Check out more about your host, Morris Sims

Visit our Facebook and LinkedIn Pages!

Send us a text

Ever send a quote and then watch the deal disappear into a black hole? We’ve been there. That’s why we’re flipping the script on proposals and walking through a practical system that replaces quotes with three clear, tailored recommendations built from discovery. When buyers feel forced, they stall. When buyers see options that match their goals, they choose.

We open by exposing the hidden problem with quotes: they trigger comparison shopping and give prospects permission to end the conversation. Then we move to a simple, repeatable framework—offer three options that solve the same problem in different ways, keep pricing in a similar range, and lead with the benefits the buyer said they want. This isn’t a good-better-best upsell ladder; it’s a choice architecture that restores control and reduces friction. You’ll hear how to design each option around the customer’s priorities so you can genuinely support any selection with confidence.

From there, we get tactical. Present live on Zoom or in person to keep momentum. Use visuals to anchor benefits, not dense text that reads like a manual. Keep things short, specific, and tied to outcomes: Did we include everything we discussed, and how does this help you get what you want? We also cover transparency on must-know constraints, avoiding rabbit holes that derail focus, and using Q&A to uncover which option resonates. By the end, you’ll know how to guide the decision without pressure and set up the “magic question” that helps buyers move forward with clarity.

If you’re ready to stop being shopped and start being chosen, this conversation gives you the language and steps to make it happen. Subscribe for more practical sales strategy, share this with a teammate who’s stuck in quote land, and leave a review to tell us which part you’ll try first.

Support the show

Check out more about your host, Morris Sims

Visit our Facebook and LinkedIn Pages!

Send us a text

Ever feel like your message is solid, but it still doesn’t land? We sat down with communication expert Patrick Donadio to unpack a simple, field-tested system that turns everyday conversations into trust, clarity, and action. Patrick’s IMPACT model—Intention, Message/Method, Person, Activate, Clarify, Transform—gives you a practical way to prepare, deliver, and follow through so buyers feel heard and decisions come faster.

We start by reframing the goal: don’t push to sell, help people buy. That shift changes everything from your opening line to your closing question. You’ll learn how to set a clean intention, choose the right channel, and tailor your message to the person in front of you—analytical, relational, introvert, or extrovert—using the Platinum Rule. Patrick shows why underpromising and overdelivering builds trust, and how consistency turns one-off wins into long-term relationships.

Then we dive into the hard part: listening. Most prospects think three times faster than you can speak, creating a “brain gap” that derails attention. We cover how to use eye contact without being awkward, build a ten-question discovery toolkit, and apply internal summaries to stay present. You’ll hear practical ways to clarify meaning—summaries, confirmations, and precise follow-ups—so you and your client end the call aligned on needs, next steps, and success metrics.

If you want fewer mixed signals and more yeses, this conversation gives you the tools to diagnose before you prescribe and to communicate in a way that feels respectful, timely, and effective. Enjoy the insights, then block ten minutes on your calendar to ask two questions: what did I do well, and what will I do differently next time? Subscribe, share with a teammate, and leave a review to let us know which tactic you’ll try first.

Support the show

Check out more about your host, Morris Sims

Visit our Facebook and LinkedIn Pages!