Episode 14: Sales and Empathy. Insights from a Multi-Millionaire Producer.
In this episode, Kerri Roberts interviews Terry Roberts about sales and empathy. Terry shares his unique background and how he got into sales. He discusses his approach to sales as a process and the importance of mastering each interrelated activity. Terry also talks about his journey in sales, starting with a company that provided leads and eventually transitioning to generating his own business. He explains why he made the move to become an independent broker and how it has allowed him to have more control over the products and terms he can offer. The conversation highlights the importance of selling a quality product and the role of empathy in sales. In this conversation, Terry discusses the importance of taking responsibility and initiative in sales, and not letting setbacks define one's worth. He shares his personal experience with alexithymia, a clinical diagnosis that affects his ability to recognize and express emotions. Terry emphasizes the role of faith in his life and how it helps him navigate professional and personal relationships. He also mentions his book idea, which explores the difference between one's role and identity.
Takeaways
Sales is a process that involves mastering each interrelated activity.
Generating your own business can lead to higher conversion rates.
Selling a quality product is crucial for success in sales.
Empathy plays a role in building relationships and providing excellent service to clients. Take responsibility and initiative in sales, and don't let setbacks define your worth.
Recognize and understand your emotions, even if it takes effort.
Faith can provide a foundation for navigating professional and personal relationships.
Distinguish between your role and identity to maintain a healthy perspective on success and failure.
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