15 episodes

The biggest battle anyone with a sales and marketing message faces today is for the time and attention of their audience. It has never been easier to reach large numbers of people with our marketing and messaging, and never more difficult to actually connect with them. On top of that, research shows 93% of what people think of us, our ideas, our messages, our products, etc., is determined in the first 3 seconds of an engagement or interaction. We'll show you how to make the most of that precious time to cut through the clutter and quickly create emotional connections that earn someone’s time and attention.

3 Second Selling David Gee

    • Business

The biggest battle anyone with a sales and marketing message faces today is for the time and attention of their audience. It has never been easier to reach large numbers of people with our marketing and messaging, and never more difficult to actually connect with them. On top of that, research shows 93% of what people think of us, our ideas, our messages, our products, etc., is determined in the first 3 seconds of an engagement or interaction. We'll show you how to make the most of that precious time to cut through the clutter and quickly create emotional connections that earn someone’s time and attention.

    Goodbye solution selling, hello sales detective

    Goodbye solution selling, hello sales detective

    Are you a product peddler, or a sales detective? Today the highest performing sales people aren't engaged in solution selling. And they're certainly not spewing out features and specs. They're actively engaged in problem finding. 

    Join 3 Second Selling author and host David Gee as he is joined by serial technologist, inventor and sales leader Lief Larson. They will discuss how today's cluttered sales and marketing landscape requires curiosity, more listening than speaking, the ability to ask precise, strategic questions at the right time, and other forms of emotional intelligence. 

    This method takes prospects through a discovery process and helps uncover pain points they might not even have been aware of. 

    It also lowers sales resistance, gets you to yes quicker and easier, and elevates the status of the sales person. 

    • 20 min
    Michael Jordan and 3 Second Selling

    Michael Jordan and 3 Second Selling

    Research shows that top producing salespeople talk about their products and services and features and specs 63% less than the average sales person. 
     Features and specs don’t win the day. You can’t reason your way to a sale. That’s not how our brains are wired.
     Every buying decision we make is an emotional one. And as the movie Air illustrates, if Nike's Sonny Vacaro, as played by Matt Damon, hadn’t made an immediate emotional connection with Michael Jordan’s mom in their backyard at the family home in Wilmington, North Carolina, there never would have been an Air Jordan. Hard to imagine huh?!
    It’s also hard to imagine Nike as an underdog, but they were during the time this film is set. 
    And because they earned the time and attention of Michael Jordan’s mother, piqued her curiosity, and created unique, memorable and authentic interactions they put themselves on the path to becoming people the Jordan's felt like they knew, liked and trusted. And had sales success with a legendary partnership worth billions of dollars. 

    • 8 min
    The Imaginary Competitor

    The Imaginary Competitor

    Competition, for the most part, is a healthy thing. In fact, it is essential,
    because it leads to innovation.

    Competition is also an enemy of complacency. 

    If you are constantly and consistently trying to build a better product, offer a better service, provide a better customer experience, and so on, everyone benefits; your industry, your organization, your employees, and the end users of your product or service.

    However, some negative things can happen as well in the name of competition.

    Listen to this episode to learn how to use the competition to spur you on, to help you achieve more than you would on your own. But don’t let the competition take all of your attention. And energy. Especially if they don’t even exist.

    • 8 min
    Are you appealing to the "right" brain with your sales and marketing?

    Are you appealing to the "right" brain with your sales and marketing?

    Why in most  sales and marketing interactions are we trying to inundate the left brains of our audience with features and benefits when it's our right brains that is doing the buying? 

    Reasons lead to conclusions and emotions lead to action. And every single buying decision we make is rooted in - and driven by - emotion.

    Here are some tips and takeaways for creating those emotional connections.   

    • 11 min
    Down With Upspeak!

    Down With Upspeak!

    There is a direct connection between how we use our voices and how the world views us. Your voice is a signature, a unique and powerful part of your professional identity and brand. Research shows 38% of messages are processed based on your tone of voice, your delivery, making how you say something more important than what you are actually saying. Does your voice enhance your image - or undermine it? Get rid of upspeak, and you'll avoid having other people wonder, “Are you asking me or telling me?”

    • 5 min
    The value of taking yourself - and others - off autopilot

    The value of taking yourself - and others - off autopilot

    The day I interviewed Tom Hanks for the hit film Forrest Gump he did 64 back-to-back, five-minute television interviews at the Four Seasons Hotel in Beverly Hills. Although I was fortunate enough to be in the first group of 10, I knew if I was going to have a unique, memorable interaction with the Hollywood star I would have to be different, get him to put down his script, and take him off “autopilot.” 

    Research shows that from moment to moment, all of our brains are set to run on autopilot. Which you will find out in this episode is both good - and bad.

    If we are going to be successful in our sales and marketing efforts, we have to cut through today’s buying clutter, having authentic, unique and memorable interactions, creating emotional connections quickly, and laying a solid sales-forward foundation.

    That is next to impossible if we are on autopilot. Our audiences too!

    • 10 min

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