558. Selling Yourself Authentically with Steve Brossman

About this episode

Steve Brossman discusses how to sell authentically and effectively by reframing positioning and building buying energy.

Most people hate selling because they've been taught to do it wrong. The moment you label yourself the same as everyone else in your market, you become a brown box — and brown boxes compete on price. But when you reframe your positioning, build buying energy before the call, and guide your prospect to sell themselves, the whole game changes. In this episode of Get Yourself Optimized, I sat down with Steve Brossman — sales positioning strategist, author of nine bestsellers, and creator of the Backpocket Guide to Self-Selling Secrets — who breaks down exactly why most knowledge professionals freeze when it comes to asking for money, and what to do instead. What we unpacked together: Why your perceived position predicts your profits — and how to stop being a brown box The three levels of influence: imposed, collaborative, and self — and why self is the only one that lasts How to build so much buying energy that prospects ask YOU what the next steps are Why 'discovery calls' kill your close rate — and what to replace them with The neuroscience of annotation: why writing on your screen mid-call boosts engagement and action by up to 500% If you sell your knowledge, your expertise, or…

People in this episode

Host: Stephan Spencer

Guest: Steve Brossman

Topics covered

• sales
• authenticity
• positioning
• influence
• neuroscience
• self-selling

Keywords

• selling
• authenticity
• sales strategy
• buying energy
• self-selling
• influence
• neuroscience

Mentioned in this episode

Organizations: Backpocket Guide to Self-Selling Secrets, stevebrossman.com

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