TRP 162: The Psychology of Sales and Negotiation with Brian Will

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured. Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, and strategies for negotiating with confidence. This episode provides actionable techniques for professionals looking to refine their sales approach and close more deals with greater ease. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Brian Will is the industry expert in sales and management consulting, and a bestselling author of the Wall Street Journal and USA Today hit book, "The Dropout: Multi-Millionaire" and his newest book “NO... The Psychology of Sales and Negotiations: 40 Lessons in Negotiations from a Street-Smart Negotiator." With over 35 years of experience as a serial entrepreneur, Brian has a proven track record of success, having created seven highly successful companies across four different industries, with a combined worth of over half a billion dollars at their peak. Today, Brian is a visionary business leader, owning a growing chain of restaurants in the Atlanta area, an insurance and technology company in Denver, and a residential and commercial real estate business in Georgia and Florida. His expertise in turnaround projects and ability to drive billions of dollars in sales have made him a highly sought-after consultant and speaker in the business world. Order Brian’s book here: https://www.amazon.com/Psychology-Sales-Negotiations-negotiation-street-smart-ebook/dp/B0C52ZJB3N ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: Instagram: https://www.instagram.com/thedropoutmm/?igshid=YmMyMTA2M2Y%3D   Facebook: https://www.facebook.com/TheDropoutMM   Linkedin: https://www.linkedin.com/in/brian-will-07823b6/   Youtube: https://www.youtube.com/channel/UCxoxEUCYLFWi90uRiEuW09A   Website: https://brianwillmedia.com/  Learn more about your ad choices. Visit megaphone.fm/adchoices