Luke Farr on Authentic Sales

In this episode, I sat down with Luke Farr, a great friend of mine who’s had a 10 year career in sales across media, real estate, and technology surpassing 20 Million in sales revenue. Luke has a firm belief that the key to sustainable success is the fundamental aspect of building sound relationships. He believes that the strength of a person’s emotional intelligence determines the strength of their relationships and thus their outcomes. Luke has an amazing ability to build authentic relationships with a wide variety of personalities which enables him to understand them and their businesses, and hence provide them with the best solutions to generate their desired results. 

Luke will share some of his expertise on how you as a business owner can hedge your business from the effects of the current pandemic so that when things get normal you can effortlessly revert to business as usual. Businesses are currently facing a lot of challenges especially with cash flow and he will highlight the critical importance of taking time to build valuable and meaningful relationships with customers. One great way of achieving that is by doing weekly check-in calls just to see how a customer is doing without selling them anything. That will ensure long term and genuine customer loyalty which will benefit your business immensely in the long run. You won’t wanna miss this episode as we dive deeper into the art of sales and relationship building, so stay tuned, take notes, and enjoy!

Key Points Discussed:

• How to handle sales calls with clients during the pandemic (07:44)
• The importance of being human and authentically caring about your customers (08:30)
• How an introvert can keep their business relationships going (13:01)
• Applying the “Feel, Felt, Found” technique in handling sales objections (20:25)
• Luke’s top tips on having LIVE conversations with customers (23:41)
• Getting out of your own head to be more authentic when delivering on camera (31:10)
• Self-awareness and delivering on that on a daily basis (35:45)
• The value of letting go of your ego, bringing your walls down, and being vulnerable (40:10)
• Luke’s home break and the surfboard that he rides (45:34)
• Being prepared when you commit and owning your fuck ups (49:26)

Additional Resources:

• The Young Unique and Thriving
• The Power of Now By Eckhart Tolle
• The Subtle Art of Not Giving a F*ck By Mark Manson
• The Life-Changing Magic of Not Giving a F**k By Sarah Knight
• The Code of the Extraordinary Mind By Vishen Lakhiani
• Ego is the Enemy By Ryan Holiday
• Getting Naked By Patrick Lencioni
• Extreme Ownership By Jocko Willink and Leif Babin

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