118 - Jim Hinshaw - Sales and Management Guru

Jim Hinshaw has vast and impressive experience in Residential Service. In this episode of Profiles in Prosperity, Jim focuses on what we need to be doing differently in sales right now.

• Story telling in the sales process to engage customers
• Emotion and logic
• The six categories of emotions in sales with examples
  • Fear
  • Greed
  • Jealousy
  • Altruism
  • Shame
  • Pride
• How to find great salespeople

In addition to being a great consultant, Jim is an author, and he gives us a brief review of his books:

• Lessons Learned
• The Good Stuff
• Amazing Stories, which includes a story of how Jim's son saved two lives in five minutes.