SSP 036: Perfect Pitch with The Pitch Whisperer, John Livesay

Welcome to the Smart Sales Pro Podcast episode 36.   Todays guest is speaker, author, and podcast host, Pitch Whisperer John Livesay

As The Pitch Whisperer, John Livesay helps people craft a compelling pitch that tugs at the heartstrings so people open their purse strings.. He hosts “The Successful Pitch” podcast  and is the author of “The Successful Pitch : Conversations on Going From Invisible To Investable
Key notes:
People buy transformation, not information.
You have to be confident, but  not arrogant.
“The key to success is confidence and the key to confidence is preparation.” Arthur Ash
Be prepared and give a customized presentation whenever you can.
Make sure your open and your close are strong
Tug on their heart strings to open up their purse strings.
Why you, Why now?
Why are you uniquely suited to execute this idea and why now is the perfect time?
3 Unspoken Question Customers Have:
Do I like you?
Do I trust you?
Will this work for me?
They have to TRUST, LIKE and KNOW you in that order.
Increase trust through candor.
Rejection; you never take it personally, don’t reject yourself or the product.
“Failure is just feedback. Keep going until you get a zombie idea so great it wont die.” Tim Sanders
Be prepared to pivot when you have objections
Don’t go it alone, don’t take rejection personally, failure is just feedback
Greatest Life Lesson:
Who you are is bigger than what you do.
Separate your self worth and self esteem form what you do.
Book Recommendations:
Disrupt You: Jay Samit
Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges – Tim Sanders

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**The Real M.Mason**

A Sales Professional since 2000 but didn’t begin to see success till after 2007 when I declared, decreed, and claimed I would become an Elite Sales Professional and put all my energy and effort into that goal. Upon completion which included lots of trial, error and failure as well as patience, maturity and success I felt driven to share my journey with others and in 2013 joined the Learning & Development Team as a sales trainer for AT&T.

**Questions I’m Still Answering**

**Wheres the Energy, Enthusiasm and Sense of Urgency in sales reps?**

**Why do sales reps settle for mediocrity and complain instead of striving for excellence?**

**Why do we insist on using the same old worn out methods from times past instead of upgrading to strategies that fit the context of todays customer and marketplace?**

*How I Nerd Out*
I nerd out on text books, audio books, podcasts, inspirational/motivation speaking; pretty much anything related to growth and development.

*Things I Cant Live Without*
My iPhone, iPad, MacBook, headphones, Evernote, 15 minutes of meditation a day.

*People I Can’t Live Without*
My wife Michele, daughter Jayla and son Ashton.

*Key Contributors*
Grandfather who taught me the fundamentals of life. Basketball which taught me the importance of practice, repetition, and teamwork and a long list of authors that helped fill in the gaps.

*What Drives Me*
Doing everything I put my hands on with excellence. Motivating, encouraging, inspiring others to find and express the greatness that’s already within them. Mastery.

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