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Empathy is one of the most important skills you can develop in sales, politics, and life in general. But what does it mean to be empathetic? And why should you care?
Discover the power of empathy in sales and politics in this exciting episode of The Brian Nichols Show! Join Brian Nichols as he shares a captivating success story from a sales cycle he was working on, showcasing the importance of empathy in achieving outstanding results. Get ready to learn how empathy can help you connect with customers and prospects on a deeper level and drive your sales success to the next level.
In this episode, Brian discusses the story of a bank looking for a new phone solution to replace their outdated system. When the initial agreement was reached, the deal fell through due to an unforeseen family situation of the head of the IT department. However, by demonstrating empathy, Brian and his team were able to secure the deal and achieve a win-win outcome for both parties. Empathy is key in building authentic relationships, treating people as real individuals, and understanding their personal pain points.
Don't miss this opportunity to learn from one of the experts in sales and marketing! Brian also highlights how this concept applies to political communication and how empathy can lead to a better understanding of people's concerns and bring them to different ideas. Plus, join the movement and support Young Americans for Liberty, a sponsor of the show, in their mission to elect pro-liberty candidates across the country. Share the episode, give it a five-star rating, and offer your support. Get ready to master the art of empathy and drive your success to new heights!
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Instead of focusing on winning arguments, we're teaching the basic fundamentals of sales and marketing and how we can use them to win in the world of politics, teaching you how to meet people where they're at on the issues they care about. Welcome to The Brian Nichols Show. Well, happy Friday their phones, Brian Nichols, here 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, it's you and me a one on one for a Friday episode, why not? I thought it would be actually a great time to talk about, frankly, some real life examples of in this case, where I had been doing some sales stuff, and have had some some success stories. And I want to share that with you. Because I think there's something to learn in this one success story I had. And that is the understanding. And this is something we've talked about in the past, with our friend, Jeremy Todd, who by the way, sale celebrity is starting up here in a couple of weeks. So for those of you folks who were interested, yes, it is coming back, I promise. I promised you what season two is right around the corner. So make sure you hit subscribe there. But no, we talked about empathy in the past the importance of that. So yeah, I'm going to talk about empathy. In one specific example I've had for a sales, a sales cycle I've been working on for a deal. And it's quite wild of a story. So yeah, before we get there, though, I'll go ahead and give a shout out to today's sponsor, and that sponsor is going to give you an opportunity to jump headfirst into the liberty movement and make a real impact as Young Americans for Liberty and they are currently recruiting campaign field staff to help elect pro Liberty candidates across the country. As part of Operation win at the door. These principal candidates are dedicated to fighting for gun rights, keeping our troops home, parental rights and education, criminal justice reform, ending our central spending and many other winning Liberty policies. And when I say winning, I mean it. Their work speaks for itself. These are the guys and gals that pass constitutional carry in Indiana, Texas, and Alabama, fought the lock downs every step of the way, all while helping make Liberty win. So you want to help make a difference and get Liberty kids elected across the country. If you want to be a part of the fight and actually make an impact in our insane political climate here in 2022, you can join one of these campaigns now through November 8, gas covered housing fully provided and you'll be compensated a total of 20 $100 a month for your work on the campaign trail. Interested in head the Brian Nichols show.com forward slash y al to apply and make a real change in this country today. That's Brian Nichols. show.com, forward slash y al one more time, the Brian Nichols show.com forward slash y al let's make Liberty win. Alright, let's talk about this. This crazy story. So I was working on this one opportunity. And this this bank deal I've been working on now for oh my goodness, let's see, May, June, July, August, September, so five months. And it has been a actually it's probably longer than that. And so the first actual like booking the appointment was a nine months actually, at this point in total. I actually booked the appointment back in January. And long story short, but this opportunity was was a deal where the bank was moving their legacy phone solution to a newer solution. And they were looking for one that was going to be a good fit.
Long story short, was able to help them not only find a different phone provider that was gonna be a good fit for what they were looking to grow to. But it also helped solve a lot of the problems and pain points that they had been experiencing as a bank, especially with customer service issues and also integrating with their CRM. So everything looked great. And back in I think it was June. We basically got a verbal, yes. Hey, this looks great. We're ready to move forward. And you know, we were ready to pop the champagne. And then all sudden, when the time came that we thought, you know, hey, we can get this over the finish line, you know, no, it didn't quite get there. No worries, get to the end of July, things were looking great actually got the verbal, and then the paperwork never got submitted. And we didn't know why and then couldn't get the prospect on the phone. And then you know, long story short, all of a sudden, a couple of weeks later, we get the guy on the phone and doesn't really seem to be himself and long, long and short of it. And this is something that ended up kind of coming to a head over the past few weeks was that found out not only does this guy that we've been working with who his role, he's the head of the entire IT department is the CIO. This guy, his his mom, for the past seven years, has been battling cancer. And he and his siblings have been helping help, you know, deal with her declining health. And he's multiple states away from where his his family resides. So for him to go out and to be of help for his family. It takes him Going out and you know, several trips a month to go to help his mom. So. So over the past few months, I noticed that Bob who is the CIO here, the Bob, like, not only was he not responding to my emails, but I was getting really nervous cuz I hadn't heard anything. So finally, I shoot an email. Hey, Tony, you're on the same page, Bob, you know, I don't I don't want to be, you know, that sales guy. Nobody wants to be that sales guy. And ends up no response until I get a phone call from him out of the blue about a week later. And, you know, if you know how, when you in your your heart of hearts is know, something's wrong. Like something's off. He called me and I heard his voice. I could tell. Yeah, he wasn't his normal chipper self, I say, Hey, Bob, you know, how's it going, trying to just start the conversation again. And he goes, Hey, I just want to start off by apologizing. So what ended up happening was, his mom, who again is the lady who has had cancer now for the past seven years, also has issues with her heart, and she ended up having a stroke. And not only did she have a stroke, but she had that stroke, while she was driving. So while she was pulling out of the pharmacy, she ended up slamming into the side of an 18 Wheeler. Now, thank God when she did so hit the side of the truck, not her in front of the truck. But still an 80, some odd year old lady hitting the site of an 18 Wheeler, while having a stroke, definitely not the best of situations, and it didn't look good. And it and his mom, you know, he went out to visit his mom was out there for a number of weeks. And you know, all sudden, it just kind of hit me like, yeah, this. This is why empathy is so important because, and I will also tell another side story to this. But empathy is important, because it's important for you to understand that there is a human on the other side of every engagement interaction that you're having. Whether it's in politics, in business, in sales, when you're speaking to your prospect, or in this case, the decision maker, it's a person, right, and then we forget this, we're not selling to the bank, we're not selling to the manufacturing company, we're not selling to the voting bloc, we're selling to a person, we're talking to a person, we're building a real authentic relationship, and it requires you to treat them like they're real people. And, and to be able to enter into that more human relationship with Bob was was so it was so important for us, because then moving forward, I knew okay, this is a thing that's going to be happening, probably more consistently. So as we got towards the end of the finish line. We were supposed to have this paperwork back about a week or so ago, two weeks ago at this point speaking today, right. And we so the way my company works is we work with some some providers who will come in as the vendors to help provide these services. So in this case, the the provider we brought in for the phone solution, the original sales guy I've been working with, actually is now working for my, my actual company, he left them to join us because we're awesome. But the guy who took over Well, that didn't take over, he took over as a replacement for the replacement in the intermodal replacement I think is getting married. So this guy I've been working with he calls me and he's like, I gotta pick this guy. And I say no, no, no, no, no, don't do not ping him and under any circumstances he actually let us know that his mom was not doing well and then you know he was out there working on this you know with his family we cannot ping him okay, no worries so then we fast forward and a couple couple weeks later, I guess a week later at this point then we get a phone call. Hey, I'm ready to go let's go actually wasn't a phone call isn't an email. This is actually on Wednesday. I'm ready to go I'm actually if we could meet tomorrow, you know, can we do that? Sure thing in the world of wine there are so many choices and that's why blood of tyrants wine has tyrants losing their heads whether you're looking for a new go to that home or watching the press your friends at a party blood of tyrants wine has you covered and if you're trying to get rid of some pesky parents in your life, well, we've got that covered too and the Brian Nichols show.com forward slash wine and get $5 off your order one more time Brian Nichols show.com forward slash wine freemen don't ask permission so take a sip you'll be glad you did. Hop in Macomb
coming to find out you know his mom, you know, she was in declining health. It seemed to had stabilized but you know, still was just a thing that was constant as a issue that he was dealing with with his family. And in that call, we had great call, said, Hey, you know, everything looks good. We're ready to move forward, we're actually going to have things launch here as we get towards December. So, you know, we're ready to move forward. And in that, you know, we're saying, okay, great. I just want to you know, timeline for paperwork actually know what we're getting assigned today. Oh, all right, rock'n'roll. We're getting assigned today's like, Yep, we're gonna go ahead and bring us over to the finance, we're gonna get this signed off so we can get things moving, guys, great. We're ready to roll and and then get an email. And in that email, one other guy who's on the team, the bank, he says, hey, just wanna give you a heads up, Baba, Bob's Mom took a turn for the worst. And he had to go, he had to go be with her and be at the family. And he'll be checking his email and stuff. You know, throughout the time that we're, you know, he's he's out there, but just want to make sure you guys know like, he's not ignoring you. I was like, Oh, my gosh, that's terrible. Yeah, of course, from a human element. That's, that's awful. It's a guy, who's, you know, his mom, it's mom. And I had my my other guy there. The the other rep. He, he messaged me, and he's like, Hey, how should I email him tonight? I was like, Absolutely not. Absolutely not. We do not email him tonight. He will. He'll he will respond to us, I promise. And well, this morning, and what do we have in our inbox, we had the completed paperwork for for the moving forward. So yes, folks, empathy is, is super important in sales, because you never know what the person that you're speaking with is experiencing what they're facing. And there's real people that we're working with. And at the end of the day, real people just like us are looking for people to understand them to empathize with them to feel the pain that they're feeling. And in this case, it's quite literally a pain beyond even business. In his case, it's a personal pain. And it's something that, you know, I think we have as sales professionals, and I'm speaking now, to sales professionals, we have to get better at there is a very negative perception of the idea of a person being a sales professional. Reason being isn't necessarily just because of the old used car salesman, stereotype. But also with that the idea of pushing things that the person you're speaking to, doesn't need. And with that, not understanding the person that you're speaking to, and where they're at, meet them where they're at some may say, because if you're not entering into the conversation that your prospect is already having, then you're speaking white noise. You have to be the one who's addressing the common concerns, the questions that they're asking the things that they're raising up as their main issues. What can you do to enter into those conversations, they're having to meet them, where they're at on those issues that they care about? And with that be able to effectively move them from one position to a better future state? That's the challenge. Is it easy? Absolutely not. But it's a lot easier when you do so through the lens of empathy, by understanding not just the buyer persona, who the person is, who your ideal customer persona is, and what makes up them, but truly understand your customer. From an empathetic standpoint of what moves them what's driving them, the person, not just the CIO, not just the technology leader, Bob, the person whose mom has had cancer for seven years, and who has has gotten into a terrible car accident, who had a stroke, and now is in declining health. What does that person need? Anytime they need space, they need to be able to deal with the things that at the end of the day, truly matter family first, always. So in being able to effectively address empathy, in the way that we approach sales, we will instantly find and inherently see that not only will our sales be more easy, but they will be more effective and long lasting.
If you're joining the show, and you're traditionally listening as a political listener, how does this apply to you? Because you don't want to make the sale to somebody multiple times over as a non recurring buyer. You want that person to instantly know that yes, this organization, let's say you're a libertarian, right? You want them to associate positive feelings with you in understanding who they are. That requires you meeting them where they're at. Now, yes, once we do that, then we can bring them to different areas, but it requires us to meet them first. So I say all that, folks, it's a Friday. And I just want us to, you know, at the very least take away from this episode, but also, I'd say across the board, you know, this is something I think has been lacking in our civil discourse today is the understanding of empathy. We have to treat others the way we want to be treated. The don't hurt people don't take people's stuff mentality only works, when we in turn are treating others the way that we also would want to be treated the to go hand in hand. So let's be the example. Let's lead by example. And with that lead with empathy. So folks, if you enjoyed today's episode number one, I'm going to ask you to go ahead and do me a favor, give it a share. When you do, please go ahead and tag yours truly at B nickels liberty. Also, if you enjoyed today's episode will do me a favor and head over to the Brian Nichols show.com forward slash reviews, give us a five star rating and review. I absolutely appreciate it as do the 10s of 1000s of other listeners who have gone through and joined us here in The Brian Nichols Show audience over the past four and a half years now. And we've been able to reach quite literally hundreds of 1000s of people as we've been able to grow not just our audience, but also to go on other audiences like Matt Kibby, over at free the people over on Tim Poole, in his network, just amazing opportunities that we've had here to reach more people to effectively help sell liberty. And by the way, that is a labor of love. So if you want to help support the cause, I would greatly appreciate it had the Brian Nichols show.com forward slash support, you can either become one of our super fans where over on Patreon $5 a month, you will get monthly q&a with yours truly any questions you have, whether it's sales, marketing, business, politics, come on over room for all $5 a month, that will get you access to our superfan level. Also, if you want to go ahead and give me a one time Pay Pal donation, I greatly appreciate it, I head over to the Brian Nichols show.com forward slash support, you'll find our Pay Pal link there 510 2050 100, whatever it can be to help I greatly appreciate because it all goes right back into the show. And it has us having more opportunities to have more folks on the program giving me a chance to go and be on other shows and other programs. So folks, I greatly appreciate all those who have donated and who have joined our superfans. Thank you for that. And if you have not yet well, I challenge you, please. It's the weekend. It's a Friday, why not go ahead and be spontaneous. And go ahead and join us my challenge to you go and support The Brian Nichols Show because yeah, we have what 585 other episodes, you can go ahead and check out as well if that's not value in content. I don't know what it is. But other than that being said, Folks, we've had an amazing, truly amazing week here of guests. Most recently we had yesterday, good friend of the show and guy I'm actually mentoring for his podcast here. Good friend Fred Ybor line and by the way, folks excited something I do if you're interested. For podcast mentoring, how to sell your podcast also is a course I teach. So again, email me Brian at Brian Nichols. show.com If you're interested, but back to Fred's awesome episode we had there yesterday, I will include that link here below over on YouTube. So make sure you go ahead and click there to check that out. Otherwise, if you're joining us, you're on the podcast version of the program. All you got to do click the artwork in your podcast catcher, it'll bring you right over to Brian Nichols show.com, where you can find the entire transcript of today's episode plus, yes all 585 other episodes, you can find all the links to all the guests associated with those episodes. And also you will find the links to our YouTube and our Odyssey pages. I asked when you're there, please do me a favor and make sure you hit the subscribe buttons and also hit those little notification bells. So you're not missing a single time we go live. Alright guys, that's all I have for you this week. Truly, again, one awesome week of guests. Thank you to all my guests who have joined me. And folks, thank you for joining us five episodes a week. It's a it's a blast to be able to hang out with you guys and bring you some some awesome folks who leave us I hope, educated, enlightened and informed with that being said Happy Friday, Brian Nichols signing off. You're on The Brian Nichols Show. We'll see you next week.
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A retiree fights an extortionate $23,000 California home-building fee all the way to the Supreme Court to defend property rights and rein in a dystopian system allowing unchecked legislative power grabs that drive up housing prices.
Amid despairing predictions, Brian makes an impassioned case that ordinary citizens reclaiming active empowerment through local community renewal centered on timeless truths, not partisan politics, can rescue the fraying American fabric.
In this groundbreaking episode, recorded during Amp America's first-ever Twitter/X Spaces, Brian Nichols and "The eXtremist Files" producer Matt Edwards explore the power of satire in challenging extreme political narratives, revealing how humor can be a potent tool for exposing …
@mattfrendewey shares how the closure of a failed micro school in West Virginia demonstrates the true power and importance of school choice in holding educators accountable and empowering parents to make the best decisions for their children's education.
Embrace your authentic leadership voice, harness the power of storytelling, and rewrite your sales mindset to scale your business while staying true to your values, as shared by Justin Janowski, founder of Faith 2 Influence, in this insightful conversation with …
@CarlSzabo explores the unintended consequences of government overreach in the digital realm, emphasizing the importance of parental responsibility and targeted solutions in protecting children online while preserving privacy and free speech rights for all Americans.
@mkibbe explores how the liberty movement can harness the power of culture, comedy, and storytelling to create a compelling vision for a freer future, celebrating recent victories and supporting the unsung heroes who are fighting for freedom on the front …
AI expert @JoeGulesserian returns to explore the potential consequences of AI on democracy, employment, and society, warning of a dystopian future marked by mass unemployment, corporate-government collusion, and the erosion of individual freedom, while offering strategies for adapting and resisting …
Michael Pickens returns to share his insights on reprogramming your subconscious mind for success by setting clear goals, breaking them down into actionable steps, and using powerful tools like affirmations and visual reminders to stay focused and motivated on your …
Rewire your brain for sales success by mastering the internal art of influence, living your values, and embracing curiosity to uncover your prospects' true needs and have your best year ever.
Self-made multimillionaire @Thedropoutmm shares his inspiring journey and the invaluable lessons he learned while building a business empire without a college degree or startup capital, emphasizing the crucial role of perseverance, mentorship, and coachability in achieving entrepreneurial success against all …
In this thought-provoking episode, Brian Nichols and host Randy Wilinski explore the art of engaging in productive, nuanced conversations amidst a polarized political landscape, emphasizing the importance of curiosity, good-faith discussions, and focusing on root causes to foster personal growth …
@Homeschool_LLC shares how homeschooling empowers parents to provide a personalized, efficient, and creativity-fostering education that prepares children for an ever-changing future while strengthening family bonds.
Beekeeper Steven Brown reveals the shocking extent of government overreach in New Zealand, detailing how authorities destroyed $2 million worth of his beekeeping equipment and products, and then billed him for the destruction, highlighting the dire consequences of unchecked bureaucratic …
Brian Nichols explains why libertarians need to shift their focus from preaching to the choir to effectively selling their ideas to a broader audience by understanding and addressing the kitchen table issues that matter most to voters, rather than getting …
Halli Faulkner from @yes_everykid_f explores the transformative potential of school choice, discussing how empowering parents and breaking down traditional barriers to educational options can revolutionize the future of education in America.
Tax expert @scottahodge reveals the shocking ways taxes secretly control our lives, driving up costs and stifling economic growth, and offers a compelling vision for a simpler, fairer tax system that could unleash prosperity and freedom for all.
Steve Hayes explores the stark contrasts between Trump and Biden's tax plans, painting a vivid picture of America's economic future and the potential for a fairer, simpler tax system under the FairTax plan.
@BenjaminAyanian explains how progressive economic policies often harm society's most vulnerable by misdiagnosing problems and creating detrimental unintended consequences.
Explore why increased education funding isn't improving student outcomes, challenging listeners to reconsider how we structure and fund our schools to truly benefit teachers and students. Copy Retr
The recent Trump-Biden debate exposed Biden's apparent cognitive decline and reinvigorated Trump's campaign, potentially reshaping the entire 2024 election landscape and throwing the Democratic Party into chaos.
Libertarians must confront the real-world complexities of the border crisis, abandoning mockery for empathy and offering practical solutions that balance principles with reality, or risk irrelevance in crucial policy debates.
Expert storyteller Andrea Sampson reveals how to use emotional language, sensory details, and a five-step framework to craft compelling narratives that make complex ideas stick, build trust, and inspire positive change in business, media, and everyday life.
Brian explores the unsettling shift he's observed in many of his friends who have gone from questioning authority to blindly following government mandates and expert narratives, urging listeners to maintain critical thinking and value individual liberty in an increasingly compliant …
Millennials are reshaping American politics as they face unique economic challenges and demand fresh voices in leadership, while also grappling with unexpected issues like drug-affected marine life, highlighting the urgent need for younger generations to get involved and make their …
Financial expert Joe Lombardi warns of economic disaster under a potential Harris presidency and reveals unconventional strategies to protect your wealth, regardless of who wins the 2025 election.
Using a banana farmer's dilemma as a relatable example, this episode unravels the complex interplay of supply, demand, and pricing in a free market economy, revealing how these forces shape every business decision and consumer purchase in our daily lives.
Glue your ideas to their brains: the sticky science of unforgettable communication.
A Kenyan farmer challenges Western climate policies, arguing that fossil fuels are essential for Africa's development and poverty reduction, not a threat to be eliminated.
@BNicholsLiberty and @HeyRemso challenge conventional political wisdom, exposing the dire consequences of unchecked immigration, the critical role of Pennsylvania in the 2024 election, and the potential fallout of third-party voting, ultimately questioning whether America is on the brink of losing …
@PeterGillooly from @twc_health shows how our healthcare system's perverse incentives are costing you money and potentially your health, and teaches how taking control through early intervention and medical autonomy could be your lifesaver in a world where hospitals and insurance …
Libertarians must shift from selling features to solving problems, ditching the "autistic approach" for emotional connections, to effectively communicate their ideas and win hearts and minds.
Rethink your approach to wealth and freedom by exploring unconventional strategies like offshore investing and international diversification, as traditional political activism and US-centric investing may no longer be enough to secure your financial future in an increasingly uncertain global economy.
A Marine veteran's raw journey from trauma to transformation reveals how questioning everything, embracing vulnerability, and exploring unconventional healing methods can lead to profound personal growth and self-discovery.
As governments worldwide move to ban social media platforms and criminalize online speech - from Brazil's complete ban of X to UK police monitoring citizens' posts - this episode reveals how quickly digital freedom can vanish overnight and why America …
Popular libertarian voice Dave Smith's endorsement of Trump signals a larger shift in the liberty movement, as key figures like Rand Paul, Ron Paul, and Thomas Massie coalesce around Trump's campaign - highlighting how pragmatic libertarians are choosing strategic influence …
In a shocking pre-election bombshell, as Ron Paul and Elon Musk join forces in a potential Trump administration, New York state's killing of a beloved Instagram-famous squirrel becomes a rallying cry against government overreach, revealing how bureaucrats will dispatch more …
The COVID-19 pandemic and subsequent government overreach shattered public trust in institutions, leading to a massive political realignment as Americans across the spectrum rejected establishment narratives and embraced new coalitions focused on personal freedom and government accountability.
Host Brian Nichols crafts a heartfelt Christmas list to "Liberty Santa," asking for practical freedom-oriented gifts like fiscal responsibility, school choice, and honest journalism while teaching listeners how to effectively communicate liberty principles during the holiday season.
Bitcoin's historic rise to $100,000 represents more than just a price milestone - it signals a growing movement toward financial independence as people seek alternatives to government-controlled money in an era of inflation and increasing centralized control.
A former Wall Street insider exposes the truth about our broken health system while sharing how natural solutions and proper supplementation can transform your health, challenging everything we've been told about "genetic" health problems.
A former college football player shares his remarkable journey from 470 pounds to vibrant health through the power of walking, intermittent fasting, and proper supplementation, proving that sustainable weight loss starts with simply taking the first step.
Our education system prioritizes theoretical knowledge over essential life skills, creating generations of graduates who can solve complex equations but struggle with basic adult responsibilities.
A groundbreaking conversation revealing how a Colombia-based healing center is combining cutting-edge natural treatments with ancient wisdom to help patients heal from serious illnesses while exposing the corruption in American healthcare.
