The customer has become empowered through innovations like social media and that means how we sell to them has to change. What methods do we need to employ to move away from the sell, sell, sell mentality? What should we be leading with? On this episode, we discuss this with speaker, coach and fellow podcaster Phil Gerbyshak.

Learn to persuade people in an ethical way. When you believe you’re the right person for the job, put it across in such a way that makes it a win-win. -Matt Johnson

On this episode we covered:

  • Positive persuasion vs. manipulation
  • The power of giving people an out when you talk to them
  • The importance of transparency
  • Structuring a win-win deal and prepping for speaking engagements
  • The benefits of thinking collaboratively

Takeaways + Tactics

  • The goal of speaking and coaching is to influence and inspire people to take an action, and move them from aspiration to inspiration.
  • Sometimes in sales, no does really mean no, at least at that time. If you’re too pushy the no will become a never.
  • Being transparent about your availability and your calendar displays your value and priorities.

The “always be closing” mentality is fast becoming obsolete because the customer is now in the driver’s seat of the transaction. As a service provider, it is your job to get business through positive persuasion and not fear, scarcity and intimidation. Lead with value and the intention to solve the customer’s pain points and you will be rewarded with business. This will help you win the people conversation so you don’t have to fight a people battle.

Guest Bio

Phil Gerbyshak is a speaker and a trainer, who delivers programs on the power of technology, social selling and connection. With a unique speaking style—part technology and sales expert, part entertainer—Phil keeps his audiences awake and engaged while providing micro-tactics to help you get more leads, earn referrals, and improve your business. When he’s not traveling, speaking, or making new connections, Phil writes. He’s published 5 books, including 10 Ways to Make It Great and #TwitterWorks, more than 2,500 articles, and has been interviewed by the Wall Street Journal, USA Today, Financial Times, and more. Go to for more information, or go to to listen to his podcast.