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What do Cash Flow Diary podcast guest John Klymshyn and host J. Massey have in common? More than you might think! Listening to this sales-centric episode will delight your ears and tickle your brain, because John and J. cover a lot of ground when it comes to what it takes to be a great salesperson. As a top sales trainer for the past 16 years, John has learned a thing or two about sales and negotiations. He says one of the keys to sales success boils down to developing great listening skills, and adds that effective selling has nothing to do with convincing others to do anything.

John also stresses the importance of being very clear about whom you choose to serve and having a fair exchange of value. This impressive 7-time published author, trainer, coach, speaker, entrepreneur, business owner, husband and father developed a trademarked process to help us move conversations forward successfully so we can close more sales. He also wrote a book a few years back, The Ultimate Sales Managers’ Guide, which continues to sell well for a reason.

It’s his deep understanding of the sales process and human behavior. But John wasn’t always so knowledgeable. He said, like anything worth doing well, it took a lot of training and practice. Listen in as John talks about his very first sales job. As you listen, put yourself in John’s shoes during the experience and you might cringe. He was shown to his desk, handed a phone book and told to start dialing. He was also told that if he didn’t close a deal quickly he’d be shown the door. John watched a lot of people walk past his desk and out the door for good. He didn’t want to be one of them, so he listened and learned. Who did he listen to?

A mentor sitting right in front of him… the top sales producer for the company. What did he learn? How to listen! A self-proclaimed “language fanatic,” John says that he loves language because it is the great Grand Symphony of life. But that is just the beginning. John Klymshyn has a lot to say about a lot of things… and they are all critically important to us as entrepreneurs. You absolutely will want to grab a notebook before listening to this episode, because you will want to take notes. Be prepared to get schooled on the art of the sale and learn a whole lot of other good stuff, too, including how to get through your dark nights of the soul!