S3 Ep17: How to Sell More by Selling Less with Allan Langer

Author: Scott Morse
Published: Fri 01 Nov 2024
Episode Link: https://leads2deals.com/episodes/allan-langer

In this episode of the Leads2Deals podcast, Scott Morse sits down with Allan Langer, bestselling author and renowned sales expert, to discuss the transformative power of emotional selling and the influence of legends like Zig Ziglar on today’s sales techniques. Allan shares insights from his sales journey, revealing why authenticity and a positive sales culture are essential for long-term success

They explore the crucial differences between closing and selling, the rise of AI in sales, and strategies to avoid burnout. Allan emphasizes that effective sales go beyond product knowledge, focusing instead on discovery questions and real human connection. This episode is a must-listen for anyone looking to elevate their sales mindset and master emotional selling.

Key Takeaways:

Traditional sales training often emphasizes products over genuine sales techniques.
Emotional selling leads to stronger customer connections and higher success rates.
Moving away from the traditional sales pitch in favor of a conversational approach yields better results.
Closing should feel like a natural step, not a forced destination.
Building a positive sales culture fuels team motivation and performance.
Handling objections effectively starts with the right discovery questions.
Third-party stories boost credibility and create relatable scenarios for clients.
AI in sales can be valuable but should complement—not replace—human interaction.