The Sales IQ Podcast

Prospecting With Love, With Jason Marc Campbell

February 9, 2022
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The Sales IQ Podcast

Join us as host of the show Luigi Prestinenzi talks to thought leaders from around the globe about the art and science of sales and marketing, personal development, and the mindset required to sell more everyday. Luigi is a master of creating pipeline and breaking down targets, he specializes in helping sales professionals build the mindset to achieve greatness and #bethebestyoucanbe.

Something covered often on the Sales IQ Podcast is the importance of genuinely wanting to help your prospects, and believing that you can solve a problem for them.

Luigi's guest this week is Jason Marc Campbell, podcast host and author of Selling With Love. In his book he covers the five loves of selling. His #1 love? Loving the impact of your transaction.

Join Luigi and Jason as the cover the importance of both prospecting and selling with love, and the many forms that can take.


🔗 LINKS

Connect with Jason on LinkedIn (just don't leave that note field empty!), find his book on Amazon, and his podcast Selling With Love here.  

Find Luigi on LinkedIn.

Help solve more problems for more prospects with the Create Pipeline course from Sales IQ Global.

Luigi Prestinenzi
CEO & Co-Founder @ Sales IQ + Host @ Sales IQ Podcast
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Jason Marc Campbell
Author, Selling With Love
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[00:00:00] Luigi Prestinenzi: By the Sales IQ Network, this is the Sales IQ podcast. I'm your host, Luigi Prestinenzi, and each week we'll be going on a journey that will inspire you, motivate you and help you be the best sales professional you can be. Our focus will be on mindset, tactics and the strategies that will enable you to create more pipeline and win more deals.

For many sales professionals, prospecting is one of the hardest parts of the role. A study from HubSpot actually revealed that over 50% of salespeople. I actually don't like, or they find prospecting one of the toughest parts of the job. Yet we know that in order to be successful, when it comes to sales, you've got to be prospecting.

You have to be creating more quality opportunities for yourself. Now, prospecting, you can do it a range of ways. You can use referrals to prospect. You can do cold calling. You can do. You know, even on social, reaching out to people, but prospecting fundamentally is a key part of the role. And you have to be proactively reaching out to people that you're trying to engage with.

You've got to be reaching out to your ideal customer profiles, your buyer personas, and you've got to be proactively doing it. Yes, it's awesome. When inbound coming in, when people reach out back to you and say, Hey, you put this post up or I saw this, or, you know, we spoke to a couple of years back and I'm ready to talk.

That's fantastic, but that's not going to keep your pipeline full. In fact, That over 70% of salespeople last year failed. To hit their target because sellers just don't have enough opportunities in their pipeline. And yes, this month at the side on the sales forecast, it's all about prospecting. We've got a couple of incredible guests this month.

We've got some tactics we're going to talk about, but this week I'm really excited to share the topic which is prospecting with love. And you've probably got what Luigi you're looking for a tactic. I'm looking for a tactic. That's going to give me more opportunities. It's going to, it's going to turn people to read my email.

And compelled them so that they inquire back there, they respond back to me. Cause that's what, that's what I'm struggling with. I'm struggling with open, right? I'm struggling with people responding to my emails. I won't pick up my phone calls and when they do my cold call, open line doesn't work, et cetera.

Just hold on a sec. I just want to put, pause on the tactical element when it comes to prospecting, because there's a lot of incredible tactics out there, and we're going to talk through some of those tactics this month. We need to talk about why we have to prospect with love and this week's guest, Jason Marc Campbell, who is the author of, of Selling with Love is going to talk about why you need to love your prospects and your customers.

When prospecting, and this is something that I think is such an important topic, because when we think about it, prospecting is not about selling anything. We're not selling when it comes to, when we're prospecting, we're trying to create a level of awareness. We're trying to engage with our target market and peak their interest to want to know more.

We're creating awareness with identifying our ideal customer profiles, our buyer personas, and coming up with a message that we feel will resonate with them based on a problem they might be experiencing and an outcome they're looking to achieve. The most important part of the process is caring. It's really caring about the improved results your prospects are trying to achieve.

And if you don't care about them, if you don't care enough to do research on them, if you don't care enough to do research on the industry, why should they care about engaging with you? And this is what I love about this week's episode, because we made to flip the. When it comes to prospecting, right?

We've got to flip it and say, you know, what, if I know the prospect on reaching out to, I've done a bit of research, a bit of pragmatic research, I've seen that, you know what, the business, the industry, whatever it might be, they're suffering from a particular problem that could be preventing them from achieving an outcome.

And I've got some insight, I've got some ideas. I think there's a way for them to improve on that and achieve. Then I do want to know what I've got to say. I'm compelled to reach out to them. It's a mindset shift, right? But I've got to care about them. I'm going to truly care about the audience that I'm seeking to serve. And that's what selling's about. We're serving people. We're helping people achieve a better outcome.

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[00:05:19] Luigi Prestinenzi: We sounds like you, and that's why this week's episode is going to stimulate some ideas and thoughts about what does that actually mean? What does selling with love actually mean? And as we embark on these journey, things are going to change. Tactics is going to change. It doesn't matter. Like yes, now you've got sales, engagement platforms are going through the roof.

They got all the tools that help you, you know, from a tactical perspective, look at trigger, et cetera, et cetera. But one thing that's going to be constant for us. One thing that's going to allow you to be the best sales professional you can be. Is that level of. Because remember as the great man, Brian, Tracy says sales is a transference of enthusiasm and that AIG comes from really caring about the audience that you're seeking to serve.

Welcome to the show Jason.

[00:06:09] Jason Marc Campbell: Hey Luigi, good to be here.

[00:06:11] Luigi Prestinenzi: Yeah, man. Thank you very much. And thanks for participating in the month of prospecting, because for this month, it's all about prospecting the month of February, 2022. And we're really excited because I think in a world where automation is kind of gone mad and our prospects are getting inundated with sequences.

But your message of selling with love is so important more now than ever before. So before we get into this episode, I really talk about how we can prospect with love. Tell us a bit about yourself and how you started in the world of sales.

[00:06:44] Jason Marc Campbell: Yeah, so you know, I found myself working in a personal education company. I think that's where I spent the majority of my time in sales and I was bringing up these ideas like meditation, spirituality to the consumer. So a lot of what I would do would be events sales looking at like the $5,000 to $10,000 ticket for people that want to come to a festival and then they'd come for personal growth or they'd come for entrepreneurship.

So I have and design a ton of the automation that you speak of. And I love this quote that says everything's good until marketers come in and kind of ruin everything or rather salespeople might come in and ruin everything. But yeah, it's true. The world's getting filled with all these automation tools yet.

There's ways to use. In a good way and in a bad way. And I feel like these tools are just accelerators. So guess what, if you're doing it, like, you know, spaghetti on the wall with no consideration, then when you give you a tool you're going to ruin it for a lot of people. And even yourself, you might not get that success.

You were looking at. Before I even got into that, I found myself doing real estate investments. I was raising funds for, you know multi family, residential properties in America. As a Canadian, we were raising Canada funds in Canada after the 2008. And, you know, America was a great place to go pick up properties.

So we did that had my own company where we were flipping houses as well. So that was a, that was a past generation Jason, but you know I've always had this passion and love for sale. I mean, I have this fun story that I love to share when I was in my, you know, my teen years and, you know, at school, they asked you to do some charity work and they had your selling chocolate.

And my origin story is always the fact that I'm going door to door, you know, selling these chocolate covered almonds, which are called the world's finest, which I think was probably know. I ha hyped up marketing, but you know, nobody was paying attention. People were excited. People were buying, they were giving me a, what we call in Canada, a toonie, which is a $2 coin.

People were excited. People loved it. I'd knock at their door. Do you guys want some chocolate? They'd be like, yeah, sure. And I'd be like, wow, what sells fun? You know, people are excited. I like it. And I think it was by the six door when I knocked the ladies, I, well, let me, let me ask my daughter. And the daughter came downstairs and she was this beautiful girl, my age.

I didn't know him to live next door. She was going to a different school and ended up being my first partner. So selling with love kind of started there. And you know, when you have that kind of powerful impression, when you start selling you, can't not fall in love with it going forward.

[00:08:58] Luigi Prestinenzi: Wow man, there's our, we've got to ring our sales bell. I mean, that is a great story. You said you really did sell for love or you sold and you make you, you know, you fell in love. Which is an amazing story, but man, thanks for sharing that.

Tell us a little bit, cause I think before we go kind of talk a bit about your methodology around selling with love and, and why it's so important in today's market, what did you learn after the global financial crisis, especially in America, because out of all the, the markets, they were the biggest hit. Right. What did you learn about selling in that market in that time?

[00:09:34] Jason Marc Campbell: When that happened, I was in my early twenties and I was at the beginning of my sales career. And as much as I'd love to tell you, I've, you know, I've learned how beautiful and amazing sales were and how it made the world a better place.

And every sale I've made was covered in like butterflies and rainbows. Matter of fact, I actually got that, you know, that phase of my life was to understand how powerful sales is. And I started learning the process of selling without necessarily assuming the full responsibility of every sale I'd make.

So, you know, arm me with a couple scripts being part of a culture that was hyping me up. I was able to move some pretty expensive programs for people to be real estate investor. You know, students in the program without necessarily really taking responsibility, saying like, Hey, who I saw. Do I feel like they're going to have success.

Do I have a responsibility for the success they'll have, but I just realized like, whoa, I could move a lot of money. I could move a lot of energy.

[00:10:27] Luigi Prestinenzi: Yeah.

[00:10:28] Jason Marc Campbell: Now, you know, in hindsight, to be honest, I, there was this expression where it's like, ignorance is bliss or it's just like, we didn't know any better. You know, and ended up being the best opportunity that ever happened.

Like looking from the outside as a Canadian, we started to participate in the market where we're picking up properties for like $30,000 condo. They used to sell for $200,000, $300,000. And I didn't realize how big the opportunity was at the time, because I hadn't experienced it before. So. Hey, what did I learn?

Sales is powerful. Didn't know what I was doing yet. There was a power in not knowing what I was doing. It was kind of like a ignorance where you're just so confident, young, and you didn't know any better. You're following the scripts. People are giving you money. They're excited. So I was like, okay, there's somethings powerful here.

And you know, from there over the time, you know, I started realizing my, Hey, I could have taken more responsibility. There's some danger that happens when you're really confident and you don't know any better and you learn sales tactics. You can be very effective without realizing the impact that. And I think that came with practice a couple of bruises, a couple of feedbacks, and I'm realizing like, Hey, I gotta be careful with this power.

[00:11:31] Luigi Prestinenzi: Yeah, absolutely. You're right, right. Because I think. Selling, there's a, there's a, there's a little of psychology that's sitting behind selling. Right. We know it. And we know that there's a number of human needs. And when you can tie like a conversation where we can tailor a message, that's triggering a, need, a human emotion, there's often action that occurs on the back of that.

Right. And I think over the years there's been many gurus or there's been many organizations that have used. That knowledge to be able to persuade people and convince people to move to a point of decision when it probably wasn't the best decision for them. And, you know, I think we've come a long way. I still think there's a, there's a huge gap from a trust perspective.

I think a lot of the data continues to say, There's a gap between the way buyers trust sellers. All right. And this is where I think even though technology is really making it easier for, for, for sellers to connect with buyers or potential buyers, it's also feeding that distrust because when I'm getting an email from somebody, I know it's one to a hundred, the messaging is poor.

It's not really personalized to me. It's not really. There's no point of view and no reason why I should care about responding to this. I'm kind of just thinking to myself, you know what, this is just another seller trying to sell me something that I don't need. So tell us a bit about, you know, where did, where did the inspiration come from for you to write a book called selling we'd love?

[00:13:07] Jason Marc Campbell: Well, through that experience, you know I was one of the students, you know, that's how I started. I ended up buying this real estate investment coaching package was like $20,000. And you know, when I went through it, we started putting offers on a bunch of condos and. You know, very shortly after they brought in somebody who said he was going to fund all the deals we were going to buy.

And I'm here with my two best friends, right? We're just buying everything. We're excited. Someone's going to fund the deals. We feel unstoppable. We're going to be millionaires, right? This is where they're pumping you up. They put us into recording room, made us record some testimonials. We're like this.

Program's incredible. We're having a good time. And then right after the testimonials were recorded the guy with the money disappeared, everything we were taught was cutting corners and it was not protecting anybody who is buying the properties from us. And so I had to kind of go back to the drawing board.

I had to relearn everything and I, I'm going to tell you allegiance, this is not a fun time in my life. Like this was, you know, I actually found myself needing to take a bit of medication, see a psychologist, just cause my whole way out. Like I got the rug pulled from under me. Mind you, the result of it learned everything I had to do, made everything right upon the deals that I had.

And I became very knowledgeable in the practice, but I still realized that no one needs to go through. You don't need to have that kind of trauma to get some success. So for me, the biggest thing is I want to see a world where, you know, I'll, I'll use the formal word, douchebag marketing and salespeople don't have a place to exist because ethical companies know the successful ways to actually have empathy and communicate effectively by using selling with love, which is not only one that works really well and is working more well as we're seeing.

There's a gap between the buyers and the sellers and the level of trust. But when you started using selling with love methodology, then you're actually able to rebuild that trust and the ethical businesses when ultimately, and this is what I want to see more in the world.

[00:14:51] Luigi Prestinenzi: Okay. So essentially, and I really appreciate you sharing, man, because I think that's, you know, for a lot of us moments of adversity allow us to really grow and build.

Who we are today, right. We've continued to evolve. And, and those are the moments that we look back on as milestone moments. Right. So you've, you, you know, it's helped you really understand the mindset of a sales professional. You're really thinking about, Hey, the ethical component to trust. Helping there's a whole bunch of stuff, and I've heard you on your podcast and we'll make sure we put your podcast link in our show notes for our listeners.

Because you know, I've listened. I binge listen to this week for, from our listeners. So there's good content in there. But tell us when it comes to prospecting, right? Because prospecting can be for a lot of sellers, it's probably the hardest task, right. Creating or self-generating pipeline. He's the most important task, in my opinion, for any cell salesperson, because it doesn't matter what market conditions, if you're able to go out there and generate new opportunities and fill your pipeline with self-generated opportunities, you are truly a valuable sales professional, right?

How do you apply that concept of selling with law? To prospecting we'd love in today's market.

[00:16:08] Jason Marc Campbell: Yeah. Well, when it comes to prospecting, as you said, it's one of those least comfortable things to do, right. It's going to be, it's going to be the one that you're gonna make the most amount of activities that don't guarantee results.

Like yeah, you're going to do it. And then that person may or may not reply. So any of the research that you do, any of the preparation you've done. You know, it all goes to waste. If you don't even get an engagement, you don't get a reply. You can't get your foot in the door. And one thing I'll make a big distinction here is when it comes to prospecting for your listeners.

Like if you're in the B2C, world is very different than the B2B world and the, you know, and there's a part of me that thinks, especially in the B2C world, You can use those automation tools. You should look, and to be more effective because with the attention span that is today, you can be expected to do a full research.

Like if I'm trying to sell to Luigi and individual a price point, that's like less than a thousand dollars. I'm not going to go and study everything about you. I'm going to try to find as many Luigi's that could be similar that I can reach out to. It's something that could be at least somewhat relevant.

I've noticed that for the majority of the people I work with that are trying to do prospecting the fact that they're reaching out and it's, you know, for the lack of a better word, they're a, nobody like there's no substance behind their reach out. And if you start investigating what's, who's the person reaching out to you.

There hasn't been any. Work sharing knowledge or education that has been created so that if you're receiving a message from this person, you can go in, check them out. Right. And I think that's the biggest thing that happens in prospecting today. People are so empowered to be able to check you out. So if somebody reaches out, they're asking themselves question, who the hell are you?

And why are you reaching out to me? And so if I'm talking about prospecting yeah, of course you need to continuously fill that pipeline, but can you make it in a way that it starts filling itself as well? And so I'm a big proponent of actually seeing a place where you can actually choose a medium. And at least have a consistency of content that is being shared.

And it doesn't need to be excessive could be once a week, but at least that if somebody, you know, over a course of 10 weeks, you're already got 10 pieces that have been put out. But at least if someone's doing some research and the fact that you reached out, they can at least see like, okay, this person is suffering.

Doing something in this field and they can start answering their own questions. Cause we're all a Google search away from going and doing our own research. Right. So even before the crossback thing starts, like, make sure everything that, if you Google your own name, Google the company you're going for, these are going to be the things that your people are going to do.

So start with at least cleaning. Everything that needs to be there so that when people receive a message from new, when you're reaching out, they can quickly figure out really quickly who you are and what, why are you reaching out?

[00:18:51] Luigi Prestinenzi: And this is good, right? I actually, I think this is great. This is great advice because I think for so many, we break it up for, for so many sales pros.

They're like, I got a prospect. Well, but you're spot on. It's fundamentally prospecting just because you're reaching out. It doesn't mean they're going to immediately respond. They might do their own due diligence. And if you're not creating a presence for yourself, if you're not putting any sort of content or showing them why they should care about engaging with you, then you're not increasing the chances of success with your prospecting efforts.

And, you know, the things that I've written down just, just now like drain forced at the research piece, the care, the brand, the messaging, you know, really giving that consideration before I even reach out, which I think is fantastic.

[00:19:38] Jason Marc Campbell: Oh, we're, we're in the same boat here where we have a medium, you know, you have your podcast.

I have my podcast. And you know, is the podcast the best use of IMF effort to make sales? Well, no, actually, if I get on a sales conversation and close a deal, that's more effective on it, you know, hour to hour basis. But the fact that I have, you know, over 200 episodes every week, there's two episodes that come out.

There's a consistency. In your case, you have your own podcast. When people start looking at you, they're like, yeah, This person is a thought leader within their own expert, and we all need to have some sort of personal brand. Right. And so if you're an employee within a company, there's some things we can leverage from the company you represent.

But again, we're going to be the first questions people are going to ask. They're going to Google the company. And what do you see when you do your own research about it? So ensuring there's some congruence and that things line up, then you can feel more confident when you're going to be reaching out.

[00:20:28] Luigi Prestinenzi: Yeah, it's a great discussion, Jason, I think it's such a, it's an important discussion, right? Because, again, as we, as we now are approaching the backend of the pandemic, even though we're now experiencing a new set of challenges, right? We're experiencing supply chain issues, we're experiencing labor shortages.

There's a whole range of challenges that, you know, sales professionals are engaging with when they're going out to the market. Right. I think, you know, what you're talking about is, is, is fundamentally crucial. These buyers have a certain expectation of sellers. Like there is a certain expectation. And if we don't deliver to that minimum expectation, our ability to get any form of audience with them is going to be very, very limited.

Right. And you know, this is where again, I thinking that whole selling, we love, I think the fact of the matter is, and what I love about your concept is, is they're actually thinking about this beyond my transaction and moving past that to think about. I do care about the people that I'm engaging with and I have an opportunity to have a positive impact on them.

And I think if, if, if sellers can actually put that in place in their messaging, that's going to come across with empathy and sellers are going to go, you know what? This is actually already different to the 10 or 20 other emails that I've just had in my inbox.

[00:21:53] Jason Marc Campbell: It's fascinating because, you know, within the concepts of my book, I speak about five loves and selling. And I'll start with the first two, because it's very relevant to what you're saying here, which is the first love you should have in selling is loving the impact of your transaction. Love the impact of the sale you make. And by just spending some time I'm thinking about this like ticket. And think when I make this sale to the buyer, what will change in their life, journal it out and then have crazy thought experiment where it's like, okay, if I consistently sell to buyers that get this kind of transformation, what's the impact that's going to happen in the world.

Yeah. And then you start looking at the re like the, the, the ripple effect of every one of your sales. I'll give you a terrible example of how this would look like in a negative scenario. I'm going to pick on Phillip Morris. Like I could be a PR agency and I have so many friends who work for, you know, agencies and had to represent and they know tobacco companies.

Yeah. And they all feel like their soul is being sucked out. They're all having a disconnection between their values. And, you know, the work that they're doing, because they're realizing that the more effective I am at my work, the more I'm getting people smoking. And if this is not like, Hey, all the power to you, if you think smoking is the best sexiest thing that you can do well, then you know all the power to you, but that's not the majority of the sentiment.

We're quite aware of the health effects of that. So imagine the more you're effective at your job, the more you're actually making a negative impact. And I'm trying to shift the energy of where people are actually doing their work so that it actually has the opposite effect. So in my case, if I sell one company, which I've chosen as an ethical company that I want to do business with, and I'm teaching them the ethical ways of selling well, I'm actually not only helping them increase their sales, but I'm giving an example to the world of what happens when you embrace sales and how good companies can use these techniques and succeed.

And now I'm actually lifting up every other ethical company to realize, Hey, we can stand out. We don't need to use manipulative tactics. We can do it in a way that aligns with our values and they start succeeding more. And so this is what I want to see in the world. And so spending that time to be clear on the impact, the beauty is that you're more motivated to prospect because you're like, wow, every single person I get to reach out to might potentially be impacted with what I know to be true for me.

And secondly, when you reach out to them, you're going to have your messaging, just be that more crisp, just being like Luigi. I noticed your company is doing great thing, and this is what I'm trying to do. Inspire ethical businesses. I'd love to connect because I have a platform where I'd love to promote you.

Like, if I just said that already, you're just like, who's this guy. Right? And so if you can do that, it helps so much.

[00:24:30] Luigi Prestinenzi: Yeah, I think again I think you've touched upon something really important, right? Because if you know the bet the impact, if you know that, Hey, this is the type of impact that you can have, and this is the type of impact pack that we can have on you.

And I believe that you have a problem. That, what we do can help you solve and move, help you business move towards that point of success, help your businesses customers, right. And they can have certain positive outcomes. Then it's actually, I'm compelled to pick up the phone or reach out to you. It's a mindset shift.

[00:25:17] Jason Marc Campbell: A hundred percent and this is it because now prospecting doesn't become a drain. It becomes an exciting opportunity. And if you can step into that mindset, then you can go prospecting all day long. It's interesting for me, although there's, wasn't an exchange of money. But it was getting myself featured on a ton of podcasts.

And so I actually went and did a big blitz of prospecting a couple of days ago, which actually is how we got connected is I found a target market, you know, and I was like, wow, there's these amazing people who are the top influential salespeople. On a list that I saw where you were featured and all of the LinkedIns were made available for the people that were on that list.

So I was like, this is great. I teach how to reach out on LinkedIn and connect. So I went out, I missed send a connection request, but again, if I would have just been like, Hey, Luigi, I wanted to connect. I wanted to pick your brain. Like you just being like, Hey, I'm getting tons of requests. I don't know who you are, what you're doing, but I've put in the work and I've had the results.

I've had my asset that I built, which was my podcast. Which again is what I'm saying. If you can have at least some cadence of thing that you build that generates value, you'll have a valid reason for reaching out and people will be like, whoa, okay. There's something with this person. Yeah. Every single person that I reached out to, it was so fun for me because I got to discover a ton of people.

I got to reach out. It led to some interesting opportunities and here we are.

[00:26:35] Luigi Prestinenzi: But I think again, you and what you're touching upon the, you say, w we go, well, there's no tactical. Like when you look at it, you're thinking, well, there's not a real tactical element behind this. You know, what is a tactic behind reaching out with impact in care?

I think the tactic is, you know, what the actual message. It's going to have, it's going to have to be more real. Yeah. It's going to have that more emotion to it. And we know, we know the studies show us that people don't buy with logic. They buy with emotion first and they justify with logic. Like we know that we know as a human race, we're an emotive emotions drive action.

Right. And this is where I think that this is what I love about selling. The best deals that I've ever put together. The biggest we're not perfect. The presentations to the directors and the CEO is on talking, you know, 10, $20 million deals. They weren't perfect. I stuffed up, right. I wasn't as eloquent as I could have been.

I wasn't the MBA graduate or the MBA qualified individual presenting at the front of the room, but I knew my stuff. I was at the sales process. We executed, we guided them to a point of, of, we had a clear understanding of the future state. We had consensus within the executive team, right. And we were real and we cared about them and we put passion, emotion, and enthusiasm for hire.

And if I look at all the opportunities that I've been able to win through that through my journey, because I'm, I'm, you know, I've got a lot of, a lot to learn. That enthusiasm, that passion, that care, it actually means something to the other person. It makes them feel, Hey, this person actually does want to meet with me. They're showing a level of energy. And intent and intent matters, right?

[00:28:25] Jason Marc Campbell: It's not what you do, it's how you do it, right? And you're gonna, you're going to love this Luigi because in my book, I actually give a definition of sales. That's going to ruffle the ones that are very pragmatic, but you said energy enough times that I feel confident about sharing it.

So here's how I define sales. Selling is an energy exchange between conscious beings. So you have goods and services. You have money. Money is nothing more than stored energy. But the key thing that most people forget is in every transaction, there's an emotion. And what is emotion such as energy in motion?

And so what's the underlying emotion and the transaction that closes the deal. When you're speaking about that multi-million dollar deal that you had, this enthusiasm, this joy, this passion man, I would call that love. Like you had love for the deal you had love for the client. You really wanted to make this work and they felt it.

And I would also say selling with love looks a lot. Leadership. Yep. And there's a risk that you take, right? Like you didn't have the perfect presentation, but you knew such enough that you were willing to take the risk to close this deal because the research suggested that the likelihood of this being a great deal for that client was worth taking that risk.

[00:29:37] Luigi Prestinenzi: Absolutely. And I think, yeah, I love it. I love it because I think again, energy and it doesn't have to be, you know, I had the opportunity to view a guy that's achieved incredible results, you know million dollar commission checks, you know, year in, and he's energy levels are completely different to mine, but it's different type of energy.

Yeah. That he does care. It's not that he's bouncing off the walls. And this is where I think we can kind of often mistake energy. You don't need to be bouncing off. That's just who I am. That's my character. I get excited. I get energetic, but it doesn't mean the guy next to me or the female. Next to me, who's a bit more pragmatic, a bit more relaxed, a bit more composed.

She'll still have an energy, but her energy will come across in a certain way. But again, I think what I'm loving about this. You know, to stand out in a world of sameness, to stand out in a world where, you know, there is a lot of competition now, like it's not like a was sort of 10, 15, 20 years ago. There's more and more products coming to market, more and more services coming to market.

And so, you know, the competition now you're competing with more and more companies, the ability to really prospect and stand out from the rest and make a difference is by really putting in that case. Energy and enthusiasm and really putting in that emotion in your, in your in your prospecting efforts.

[00:30:58] Jason Marc Campbell: I mean, you talk about how, you know, yes, there is more competition, but equally there's more access to information for sellers. Like we're on. LinkedIn is crazy. You can really connect with so many people. I know some of the people listening here know what hunter is. They there's so many tools. You can find people's emails, you can send them something.

But the ability to find someone's email is useless. Unless you have a compelling reason to reach out to them that will get their attention. You know? Yeah. We'll hit spam on most emails. So what, so yeah, you start thinking about like, oh my God, what's the best headline that I can write for the person to open the email.

And now I feel that's where we put a negative amount of emotion, energy, or time into it's like, I need to write that perfect headline. Yeah, fine. Don't neglect it. But once they clicked on that email, that headlines open and you've drafted an email, but what really is the product that you're selling and is it worth the attention that you're trying to.

Skew into getting. And that's where I feel like you were putting the cart in front of the horse, right? It's like, Hey, if you're coming with this impact that we talked about, which I know sounds maybe fuzzy might not be as clear, but my God, when you're reaching out and saying, you're going to come across in your copy about how you're reaching out, because you genuinely care about the impact.

And you know, that's just one of the five loves. The second one is just loving the buyer and I'll tell you one thing. The best way to show love to a buyer is to understand the buyer. And I think that's where he's differentiated between, you know, people just sending those generic messages, which are completely irrelevant.

And non-personalized to actually spending a bit of time to maybe craft your message for buckets of. Then would you actually be really relevant to them? And I think that makes a huge difference. Absolutely.

[00:32:39] Luigi Prestinenzi: Yeah. I'm totally on board with that, man. So look, I think there's so many takeaways from today's episode and we could probably keep talking for ages, man, and we might have a part 2 right.

But just for anyone, obviously your podcast, we're gonna. We're going to put in the show notes, Selling With Love podcast. It's a great podcast. Many of our friends are on, have been on the podcast. So we're going to put a link for where our listeners can find that your books getting released, is it next month?

[00:33:04] Jason Marc Campbell: February 15th, the book comes out, so I'm going to have everything available on Amazon. So very excited about that.

[00:33:10] Luigi Prestinenzi: Fantastic. So we'll also at some point we'll get some of those links and we'll make sure that we post it into our, into our community as well, mate. So but before we let you go where can our listeners find you apart from your podcasts? Where else are you active so they can engage with you?

[00:33:24] Jason Marc Campbell: Well, I mean, if you want to do an exercise in prospecting. I'll tell you this. This is my favorite way to process. Is going on LinkedIn, find Jason Marc Campbell. Marc is with a C and send a connection request, but don't do the mistake of leaving that notes field empty.

I get so many connection requests from people and if the notes field is empty, I do not accept it. But for everyone here, just let me know. You heard me on this podcast and connect with me and I'd love to have a chat and maybe I can help you solve a problem with your prospect.

Awesome mate, thank you very much for the contribution you're making through our proficient. You're helping elevate, like I said, I've binged your podcasts this week, man. I've got a few more to go over the weekend. So I just want to say thanks for your contribution. I can't wait for your book to come out and really get into it. And thanks for coming on the Sales IQ Podcast.

It was my pleasure. Thanks for having me Luigi.

[00:34:10] Credits: This show has been recorded remotely produced by Sales IQ Global, audio editing and music production by Stefan Malliate. Show notes by Victoria Mathieson and graphic design by Julie Marshall. Don't forget to leave a rating and review on your podcast player. And if you want to find more about the programs that we offer at Sales IQ, head to www.salesiqglobal.com.

This episode was digitally transcribed.

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