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Sales has evolved over the last 20-30 years. The days of the pushy used car salesman who thinks (or actually may) they know more than you, are coming to an end. That’s a good thing! The consumer is more knowledgeable and has more options than ever before. So what does that mean for the present day sales person?

Brandt sat down with Jesse Bayer, a 30+ year career sales person, to talk about how listening plays a part in sales today. However, Jesse went beyond listening as a sales tactic and talked about relationships, empathy, and even how he may turn down a sale if he knows it may be financially detrimental to the customer.

If you are new to sales or it's your career, have we got a real nice episode for you!

We think you will learn something.

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This relisten focuses on the importance of feeling heard, hope to go about it, and what happens when we don't feel heard. We also discuss the Feeling Heard Scale and why it is important.

Let us know what you think!

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We all want to feel heard. When it happens it feels good, solves problems, and productivity increases. However, when we don't, we feel angry, walk away, or even riot. In this episode, we dive into a 2023 study about feeling heard, the different components, and how do we use this information to get better at it.

Welcome to the Feeling Heard Scale (FHS). This is not about disagreement, thats ok (generally speaking). This is about respect, understanding, and validation. Oh, and the goal is... reaching common ground.

FHS: https://pmc.ncbi.nlm.nih.gov/articles/PMC10688667/

Active Listening: https://gwep.usc.edu/wp-content/uploads/2020/03/FastFacts-Telephone-Skills-Training-Active-Listening.pdf

Q12: https://www.gallup.com/q12/

Green Day: https://youtu.be/Soa3gO7tL-c?feature=shared

Gaelle - Parkway: https://youtu.be/8qo2rvkFIEo?feature=shared

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Do you like the sound of your own voice? Most of us, at minimum, are surprised at the way we sound when we listen to ourself. Why is that? We have some science behind the answer.

In this podcast we discuss the sound of our own voice. Also, what voices we like to hear, why that is, and what has happened over the last 20-30 years to desensitize ourselves to the sound of our own voice.

We also jump into presenting and how to get better at how you sound, and like, umm, like how you can, you know, cut out the filler words.

Vocal Registers Explained: Chest, Mixed, Head & Whistle VoiceCode Switching: What It Is and Why It Happens

Karen Jacobsen - Wikipedia

Kristen DiMercurio - Wikipedia

Weekend Update: Jacob Silj on American Relations with China - SNL

Can white people code-switch? Unpacking the internet’s latest debate - TheGrio

The 5Ps of Presenting - Executive Support Magazine

Frequency illusion - Wikipedia (Baader–Meinhof phenomenon)

Mere-exposure effect - Wikipedia

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