{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"What Works","title":"EP 296: Putting The Humanity Back In Sales With Lawyer Autumn Witt Boyd","html":"","width":"100%","height":180,"duration":2158,"description":"\n\n\n\n\nIn This Episode:\n\n\n\n* How attorney Autumn Witt Boyd discovered that she’d over-automated the sales process for her law firm* The adjustments that she made to get her sales process back on track—and why she chose to put a human touch on it* What steps a potential new clients goes through in Autumn’s hybrid sales system* How her values are reflected in the way her business does sales now\n\n\n\n\n\nWe all have a story about a bad salesperson.\n\n\n\nAsk my husband about buying a car and he’ll tell you about the time he and his ex-wife got trapped in a user car lot when they refused to make an offer on a car that was well over their budget.\n\n\n\nIt’s cliche—but true.\n\n\n\nIf this is the kind of story you think about when you think about sales, it’s no wonder that selling your own products or services would be a challenge.\n\n\n\nBut this is not what your sales system needs to look like to be effective.\n\n\n\nYou can be a kind, generous, and human sales person and be incredibly effective.\n\n\n\nThis month, we’re talking sales.\n\n\n\nWe’re going to get into the human side of sales in a minute or two. But first, I think we need to make an important distinction here: marketing is not sales. Sales is not marketing.\n\n\n\nCan there be overlap? Sure. Does one often support the other? You bet.\n\n\n\nBut marketing and sales are not the same thing.\n\n\n\nIn fact, an intentional, proven sales system is often one of the missing pieces of a business that almost works—but isn’t quite there.\n\n\n\nYou can’t market your butt off and expect it to just materialize into purchases—you have to sell.\n\n\n\nSo then, what is sales?\n\n\n\nSales is the system that presents the offer, answers any questions or objections, and then makes the ask and closes the deal.\n\n\n\nSales tends to happen a little more behind the scenes—which is why it’s one of the more misunderstood parts of running a small business. It often happens in an email, on the phone, or even in person.\n\n\n\nOur goal for this series on sales is to demystify the process and...","thumbnail_url":"https://img.transistorcdn.com/AmfGeDL96-fhMaeOcqmX7TK_eWrvTLco6OJj2QpZtZI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS80NGUx/OWY5ZDg1M2E5MmU3/ZjEwOWVmNDM3MWVh/ZjZlOS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}