Dec. 13, 2021

406: The Human Element (feat. Brian Nichols)

406: The Human Element (feat. Brian Nichols)

Serving Your Clients By Being Uniquely You & By Bringing The Human Touch

What's the Human Element, and how can it be the reason between you being a superstar in sales versus an average player?


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Brian Nichols  
faced with an uncertain future many business owners and technology professionals don't have time needed to invest in their business technology strategies and as a result are afraid of their technology getting outdated and putting their company and customers information at risk. The digital future is already here. But with all different choices in the marketplace, it's difficult to know which one will be the best fit for you and your strategic vision. Imagine having the peace of mind that your business is backed by the right technology investments that are tailored for your specific needs. Hi, I'm Brian Nichols and I've helped countless business owners and technology professionals just like you helping you make informed decisions about what technologies are best to invest in for your business voice bandwidth, cybersecurity, business continuity juggling all the aspects of business technology is messy. Let me help at the Brian Nichols forward slash help and sign up for a free one on one consultation with yours truly to dig deep into where you see your company headed and how we can align your business technology towards those goals. Again, that's Brian Nichols forward slash help to get your simplified business technology started today. Before we get started, I want to tell you about one of our awesome new sponsors evils It's the most wonderful time of the year, you know, except all those aches and pains that creep up as the weather gets cooler. God forbid your polar flirt gridwall while putting up the lights. But what if there's a way to be able to enjoy the cold weather of the holiday season without the associated bodily aches and pains? Well imagine no further has evil CBD topical freeze gel is here to the rescue. Whether it's to help that nagging shoulder injury from sports ball game of yesteryear or it's to help alleviate those deep aches and pain CBD topical frees you up from evils offers the industry best quality and strength to offer lasting relief from chronic pain in this holiday season. All members of The Brian Nichols Show audience can get that perfect gift of self or stocking stuffer for that fitness fanatic in the family and exclusive discount at checkout using code TV NS again use code TS at checkout to get your discount applied to your order wasn't the holidays are especially tough this year so let's at least not spend them in pain so use code TNS at checkout to see the evils difference today. And now on to the show. Victor Antonio Welcome to the program

Victor Antonio  
selling is all about really it's we're not selling a product you're not selling a service you're not selling value you're not selling whatever you think you're selling a solution you're selling change Welcome

Brian Nichols  
to The Brian Nichols Show your source for common sense politics on the we are libertarians network as a sales and marketing executive in the greater telecommunications cybersecurity industry, Brian works with C level executives to help them future proof their company's infrastructure for an uncertain future. And in each episode, Brian takes that experience and applies it to the liberty movement. And this is why we talk about being the trusted advisor you should be able to help us that expert guidance and all the opinions that I'm sure that you have and help lead them towards not just a decision but the right decision. Instead of focusing on simply winning arguments or being right. We're teaching the basic fundamentals of sales and their application in the world of politics, showing you how to ask better questions, tell better stories and ultimately change people's minds. And now, your host, Brian Nichols. Well, happy Tuesday there, folks, Brian Nichols, you're on The Brian Nichols Show. And thank you for joining us on of course, another fun filled episode. I am as always your humble host. And today, strap in. It's you and me. We're going to sit down and we're doing Yes, our morning sales huddles. Today, we're going to go ahead and talk about the human element, the human touch. And this is something that is not only missing in a lot of sales professionals repertoire, but it's also something that's missing in the world of politics. Now. What do we talk about here on the program, we're here to help bring the world of sales and marketing to the world of politics to meet people where they're at, on the issues they care about. But we need to make sure that we're also adding in that human uniqueness, that element that just you really can't put into an algorithm in automation, or robot. It just you can't do it. So what is that? And that's what we're going to talk about today. So first comes from actually our morning sales huddle that came out on Monday. And that is keeping the human touch. Now everyone loves ordering things from Amazon. Okay, maybe loves isn't the right word. But my goodness, Amazon makes ordering things. So Gosh, darn simple. You just go on the Apple website, search for the thing you're looking for. And then you can either hit Add to cart or buy now and then boom, Amazon's way. But Amazon's missing something special. And what's that thing that could push it over the top? The human touch. In a world where technology and automation have made our lives exponentially easier. The value of the human touch is more powerful now than it has ever been. While an algorithm them can narrow down specific products or services to exactly what you need, based on what it is it's learned about you can ever really care for or about you, does an algorithm always have your best interests in mind. I mean, yeah, you order a pair of shoes on Amazon and the algorithm will add a new running insoles and some new athletic socks that go along with your order. But the algorithm can only go so far, it can only know so much about you. Without having that human touch. The only way you can truly figure out what your prospect actually needs, is to understand who your client is, as a person, what problems they face, and how your solution can help solve their problem and put them in a better situation going forward. Algorithms and automation can only go so deep, it's you. But you have to be the trusted advisor who differentiates between yourself and technology throughout the sales cycle, in your insights, and in your authentic desire to help your customer. So when we're talking about helping our customer, how best can we help our customers, I firmly believe that we can instill that human element that human touch and best serve our customers by being uniquely you. And that's the next model coming from October of 2021. Being a sales professional stuff, a lot of sales professionals will enter into this brand new world of sales thinking it will be easy, but it's not. Most of these people will fail. Because they've established zero foundation in terms of why they're doing what they do. There has to be a reason for embarking on your specific sales career. For me, my purpose is to make the Liberty community effective at reaching your average, everyday person by learning how to meet people where they're at, and solve the problems they see before them.

Once you have figured out your why, you have to figure out how you're going to impact your community, your prospects. So here are five helpful tips on how you can uniquely impact your prospects. Number one, educate them, help them start off on a path of learning. Give them value with zero expectations of reciprocation, show them, you're all in and you're willing to help them on their journey. Number two, grab their attention. captivating your clients attention is the first thing you need to focus on. And then next, you have to keep it get your prospects fully engaged by showing them that you understand them who they are, and how you can help them. Keep connected. Be consistent, be creative. But most importantly, have fun along the way and make sure your prospect is having fun to number three tell a story. Facts and figures don't sell. But stories do. Remember our conversation with Matt Kibby. So trash your old traditional scripts and start sharing compelling stories that allows you to connect with your prospect and get them mentally involved. Be vulnerable, be authentic, and share your story that will allow them to do the same. Number four set expectations, show your prospects where you are and where you want to take them. Set timelines and show them the tangible steps that you will be taking together on the sales cycle. And number five, pay attention. Now this one kind of seems like common sense. But paying attention to the small details that often get overlooked can be the difference between closing the deal and walking away empty handed. Well, you might feel that little details. They don't really matter at the end of the day to your prospects, it shows that you're listening, and more importantly, that you care. So in summary, don't be like everybody else. Everybody else has transactional mindsets, you need to be the problem solver. You need to have a problem solver mindset. Don't be afraid to be different. Remember, we talked about last week, differentiate. But more importantly, don't be afraid to be authentically you and to genuinely care about helping your prospects. So folks that's going to wrap up our morning sales huddle overviews, one from as recent as Monday, the other from a couple months back and this is why folks I recommend you to go ahead and subscribe to our morning sales huddle that will hit your inbox every morning, Monday through Friday ballpark 6am or so as I wrap up my morning workout because I'm sending this out every single morning. It's a quick overview, a two to three minute read. And this is the kind of stuff that I sit down I work with my sales team on a daily basis. It's what's gotten my team we went back in 2018 My department But I run didn't even exist. I helped build the department help set all the KPIs, the metrics, the coaching, the training, and the entire hiring. And then throughout the entire past two, three years have been helping lead that team to now 43% of my company's revenue. I don't mean that to toot my own horn. I say it though, because this stuff works, folks. And we need as a liberty movement, to take off our ego hats, and start putting on our humble hats and try to understand that your average person, they don't care about the issues that we care about. And in this situation, we are the salesperson, it is not indicative on us to get them to care about our issues, but rather, it's on us to meet them on the issues they care about bring our solutions to them. But we have to do it through the problem solving mentality, we first have to understand their problems. And that requires a conversation that requires you to be 1,000%. empathetic and understanding in terms of not only where your prospect is, but where they come from, and where do they want to go? And how can you help them get there. We know our liberty solutions will work. And we know our liberty solutions will help people win. So it's on us to help paint that picture to show them how we can help them win, not just telling them how great our features and benefits of libertarian principles and ideals are, but rather how our ideals and principles can help them in their real life with the issues they see before them. Now, I know that there's been a lot of talk in terms of Well, is it really the role of a Libertarian Party to focus on messaging as much as we argue it should? And the answer is, yes, messaging matters. Messaging is one of the most important foundational aspects of any sales arm. And instead of just responding off the cuff, in terms of what we think we should be promoting as a message to people, we need to be thinking about what are people looking for? Why are they looking for a new solution? Jeremy mentioned it on the last episode of sell liberty, which is going to be on hold here for the next few weeks as we wrap up. 2022 2022 Yeah. 2021. But yes, to the point, don't worry, 2022 is just around the corner, and another season of civil liberty will be kicking off. But yes, as Jeremy mentioned, you can feel it. Across the board, there has been an awakening not just in America, but across the world, people standing up for liberties in areas that we never would have thought we would find allies, countries like Australia that have grown so apathetic over the years to the idea of personal liberty and autonomy. Now, some folks are starting to wake up saying maybe this is a step too far. And when they're looking to find other solutions. It's on us to be there standing proud with our solutions ready to help them. And we have to make sure that they see that our solutions are indeed there as a resource as a tool to help them on their path forward on their path towards winning. So with that being said, folks that will wrap up our morning sales huddle overview today. Yes to great morning sales, huddles again, head to Brian Nichols, you can sign up right there on the homepage. And hey, as a great big thank you for you signing up. Also go ahead and fire over a brand new copy of my ebook, four easy steps you can implement right now to help sell liberty to friends and family. It will also hit your inbox. So make sure you keep an eye out for that. With that being said, coming up tomorrow. Dan Spkr joins the program. He has a brand new book The Dream Machine A Leaders Guide to Creating teams of high performers who achieve extraordinary outcomes. Yes, we need some high performers. You're in the liberty movement. Hopefully Dan has some suggestions. So make sure you hit that subscribe button so you're not missing a single episode. Yes. Including our awesome episode with Dan ESPA. Guard airing tomorrow. But with that being said, it's Brian Nichols signing off. You're on The Brian Nichols Show for our morning sales huddle. We'll see you tomorrow.

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