Authentic Persuasion Show – Details, episodes & analysis

Have you ever felt that pushy, uncomfortable pressure to buy something, especially from those aggressive booth vendors at the mall?

It's not urgency's fault, but how and when it's applied can make all the difference. There's a delicate balance between understanding the customer's needs and persuading effectively.

Let's explore why urgency often feels manipulative and ineffective when used too early in the sales process and without genuine intent.

If you're ready to transform how you approach urgency in sales and become more consistent in your efforts, stay tuned!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can sales professionals effectively balance rapport and empathy to foster trust without rushing into it? What indicators should sales professionals look for to determine the right moment to introduce urgency?

In today's episode, I talk about urgency. I also talk about the foundational elements that lead up to creating genuine urgency – rapport, empathy, trust, and hope.

While trust is built through understanding and positioning yourself as a guide rather than a hero, hope allows the customer to envision a better future with your solution.

Learn about the negative stereotypes around urgency, and how it's often misapplied with pushy or desperate tactics. Tune in to capture Jason's insights on how to blend urgency seamlessly into your sales strategy without feeling "gross" or off-putting!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can salespeople effectively personalize follow-up messages to make them more impactful? What is the difference between manipulation and persuasion in sales?

In today's episode, I talk about the vital role of a 'guide' in the hero's journey and how it parallels the world of sales. I also discuss the importance of aligning your follow-up efforts with the customer's 'why,' emphasizing a more impactful connection rather than relying on end-of-quarter manipulations.

Learn more about the pitfalls of discounts and incentives that may seem like bribery, setting strong follow-ups, and how you can shift the odds in your favor to close more deals.

Stay tuned for valuable tips and if you're looking for more personalized advice. Let's dive into how you can avoid the 'follow-up trap' and truly move the needle in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How does the mental well-being of salespeople influence their interactions with clients and prospects?

Mental well-being plays a crucial role in shaping their overall approach toward clients and prospects. It can influence the quality of interactions, and the establishment of enduring business relationships.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about value-added selling, sales processes, mental well-being in sales, breaking down silos, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What are some common challenges faced by sales teams due to siloed departments? How does it affect the organization's success?

Silos can lead to poor communication between teams. They might not have access to important information from other departments, resulting in missed opportunities or the inability to address customer needs effectively.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about mental well-being and breaking down silos in sales.

Learn more about these topics as Dr. Hansen shares his brilliant thoughts and ideas with me which can help everyone who is in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What is process-focused sales, and how does it differ from traditional sales approaches? How can a well-defined sales process help sales professionals better?

A well-defined sales process provides sales professionals with resources and framework that help them succeed in their careers. It also contributes to the overall efficiency of the entire organization.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about shifting from product-focused to process-focused sales.

Learn more about persuasion, sales process, change management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What are some common challenges faced by salespeople when trying to adapt their selling strategies? How can understanding your prospects help in tailoring your sales approach effectively?

Buyers at their core, want sellers who help them the way they want to be helped. The key is you've got to help them move forward.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about adapting the way you sell based on what the customer wants.

Learn more about authenticity in sales, value-added selling, asking questions, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-saleshttps://www.linkedin.com/in/john-hansen-5355b16

What experiences do you have when getting your car's engine oil changed? What if I told you there is a sales lesson from that?

In sales, the only thing that matters is the sales experience, because that's what people are looking for. And if it's a great experience, they will want it over and over again.

In this solo episode, I talk about the lessons about sales that I learned from getting my oil changed.

Learn more about this topic and pick some gems that may be helpful for you or your organization.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Are you aware of what your customers want more and less of from you? How do you provide value to them?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Riley Dugan.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about authenticity, sales processes, skills for success, and providing value.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

Why do interpersonal skills matter? How do you obtain and develop them?

Strong interpersonal skills can lead to personal fulfillment and career success. These enable salespeople to understand customer needs and deliver a positive experience.

In this episode, Riley Dugan from the University of Dayton and I talk about why interpersonal skills matter.

Learn more about this topic and also about the future of sales, the importance of time management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com 

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/