113. Prospecting Clients On Purpose with Sara Murray
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Sales consultant and trainer Sara Murray joins this episode to discuss mastering the art of sales. From growing up with the ability to adapt to new environments to becoming a leader in sales training, Sara highlights the power of genuine connections, stepping outside your comfort zone, and taking action to build a more aligned and fulfilling business. Learn how to craft a strong value proposition, prepare for sales conversations, and balance persistence with empathy to foster trust. Sara also introduces the "emotional bank account," a game-changing approach to adding value in every interaction. If you're ready to refine your sales strategy and attract the right clients, tune in and start turning connections into conversions!
About Sara Murray:
Sara is a sales consultant, trainer, speaker and podcast host working with leaders and sales teams to unlock the untapped potential in their prospecting and business development efforts. Her platform, Prospecting on Purpose, empowers professionals via her virtual and in-person workshops to enhance their communication skills, approach prospecting creatively, confidently connect with clients, and address business needs rather than simply push products. As the host of the popular podcast "Prospecting on Purpose," Sara provides a valuable platform for discussions on prospecting, sales, business strategies, and mindset, leaving listeners with tangible takeaways and increased confidence.
Today we will cover:
- (01:45) Sarah's journey into sales and hospitality
- (04:55) The power of networking and community
- (08:55) Understanding and evolving your ideal prospect
- (10:10) Learning from failures and building confidence
- (12:45) Aligning with your ideal clients
- (17:10) Exploring new opportunities and niches
- (28:45) Adding value and building relationships
- (31:40) Emotional bank account deposits; creating human-to-human connections
- (36:15) Curiosity and active listening in sales; selling in a post-trust world
- (45:15) How to prepare for sales calls
- (51:35) Handling objections and pricing strategies
- (56:25) Persistence vs. pushiness
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