In this episode of #MeetCoolPeople we sit down with my friend and sales expert, Connie Whitman. Together, we delve into the evolving world of sales, busting traditional stereotypes and emphasizing the importance of building genuine relationships with clients.  Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching and coaching, Connie has been the CEO of Changing the Sales Game for 20+ years helping business owners, leaders and sales teams build powerhouse organizations. “80% of sales is all preparation” Here's a glimpse of what you can expect from the episode: Connie's emphasis on the importance of serving clients and fostering genuine relationships over solely focusing on making a sale.The value of active listening and understanding the chaos present in the lives of business owners.How to effectively prepare for client meetings and presentations to ensure a deeper understanding of their needs.The significance of referral-based sales and earning the right to ask for testimonials.Connie's 7-step process for successful sales conversations, including the importance of building rapport and implementing a defined follow-up system. Connie Whitman and I also explore the evolution of sales tactics, the power of genuine human connections, and the need to understand various communication styles for effective engagement. For those who want to connect with Connie and get her Communication Style Assessment, you can get it here: https://whitmanassoc.com/csa/