Serve Don’t Sell Liston Witherill is the founder of Serve Don’t Sell and creator of the Serve Don’t Sell Method. He works with expert service providers like designers, accountants, consultants, and coaches who are great at delivering their service but need help selling it. Liston is on a mission to change the way 100 million people sell so that buying services can feel as good as the day the world is vaccinated from COVID. He hopes you’ll join him on his mission. Liston also hosts the Modern Sales podcast and regularly publishes articles on the Serve Don’t Sell blog. This week at EntreArchitect Podcast, Serve Don’t Sell with Liston Witherill. Learn more about Liston at Serve Don’t Sell, check him out on the Modern Sales podcast and the Serve Don’t Sell blog, or connect with him on LinkedIn and Twitter. Please visit Our Platform Sponsors ARCAT is the online resource delivering quality building material information, CAD details, BIM, Specs, and more… all for free. Visit ARCAT now and subscribe to ARCATECT Weekly and ARCATAlert. Studio Services Bookkeeping, a division of Charrette Venture Group, provides concierge remote bookkeeping services for small firm architects. Do you need trusted professionals who understand the nuances of your industry and firm size? Learn more at SS-Bookkeeping.com/EntreArchitect and mention EntreArchitect to get 5 hours of FREE bookkeeping with a 6 month contract. Freshbooks is the all in one bookkeeping software that can save your small architecture firm both time and money by simplifying the hard parts of running your own business. Try Freshbooks for 30 days for FREE at EntreArchitect.com/Freshbooks. Twinmotion offers simple, real-time visualization for architects to view and edit your scene on-the-go. Present your biggest idea in the easiest way possible to differentiate your projects from your competitors! Download a FREE trial at Twinmotion.link/EntreArchitect. Visit our Platform Sponsors today and thank them for supporting YOU… The EntreArchitect Community of small firm architects. The post EA388: Liston Witherill – Serve Don’t Sell appeared first on EntreArchitect // Small Firm Entrepreneur Architects.
Working Out Your Outreach w/ Habit Formation w/ Liston Witherill
The B2B Revenue Executive Experience
Like any good seller, you want to sharpen your outreach weapons. In search of more killer tactics, you read every book, listen to every podcast, attend every seminar, enroll in every course, and interpret every smoke signal out there — only to realize you could have spent that time actually prospecting. Tactics can be great — but they’re useless if you haven’t built the right outreach muscles through execution. My latest guest understands this better than most. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joins me to talk about the power habit formation can have on your outreach. What we talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.
Liston Witherill is the founder of Serve Don't Sell and creator of the Serve Don't Sell Method. He works with expert service providers like designers, accountants, consultants, and coaches who are great at delivering their service but need help selling it. JJ Flizanes is an Empowerment Strategist and the host of several podcasts including People’s Choice Awards nominee Spirit, Purpose & Energy. She is the Director of Invisible Fitness, a best-selling author of Fit 2 Love: How to Get Physically, Emotionally, and Spiritually Fit to Attract the Love of Your Life and The Invisible Fitness Formula: 5 Secrets to Release Weight and End Body Shame. Named Best Personal Trainer in Los Angeles for 2007 by Elite Traveler Magazine, JJ has been featured in many national magazines, including Shape, Fitness, and Women’s Health as well as appeared on NBC, CBS, Fox, the CW and KTLA. Doug Sandler is an entrepreneur and podcast industry leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As a podcast host of The Nice Guys on Business, Doug has interviewed, Gary V, Arianna Huffington, John C. Maxwell and dozens of celebs. Doug is a nationally recognized speaker, writer, and founder of TurnKey Podcast Productions, providing podcast production, editing and launch services. His Nice Guys podcast, with over 1,000 episodes has been downloaded 3.5 million times, in more than 175 countries.
Ep 92: The Serve Don't Sell Approach, with Liston Witherill
THRIVE: Your Agency Resource
On this episode of THRIVE — sponsored by Workamajig — Kelly and Liston Witherill discuss how agency leaders can serve their prospective and existing clients with a diverse content mix that’s rooted in relevance and integrity. Liston and I cover these points and more:There are so many ways to amplify your visibility and add to the top of your funnelDiversifying your marketing with podcasts, networking, and paid advertisingIntegrity in sales and creating content is the keyBe sure to tune in to all the episodes of THRIVE to get practical tips on becoming a conscious leader, growing your agency, and more. Thanks for listening, and I’d love to hear your takeaways!If you enjoyed this episode, post it in your stories and tag me @agencyscaler. And don’t forget to subscribe, rate, and review the podcast wherever you listen.CONNECT WITH LISTON WITHERILL:Serve Don’t SellLinkedInTwitterCONNECT WITH KELLY CAMPBELL:LinkedInInstagramTwitterWork with Kelly
Ethical Communication For Better Business - with Liston Witherill
Business Problems Solved Podcast
In this week's show, Lee talks to self-professed "revenue strategy nerd" and sales legend, Liston Witherill, about the concept of ethical communication, and how to be a better and more intentional listener in order to create sales. KEY TAKEAWAYS The things that hold many businesses and their leaders back, are their inability to communicate clearly and directly, listening and asking great questions. Ethical communication is about understanding who we are talking to, and communicating clearly and with honourable intent. If we feel that ethical selling sounds better on paper, but that it will not help you to close vital sales, then it's a signal that you do not have enough demand, not that the concept itself is lacking. If you want to become known for solving a problem, you have to have content. There is no other way to achieve this position. BEST MOMENTS 'I founded what amounts to an idea about how business could be' 'Business must be ethical considerate and empathetic' 'One of the things that makes it easy to be ethical is to have confidence that another opportunity will come soon' 'The problem with a generalist position, is that there's no compelling reason to attract anyone beyond word-of-mouth' VALUABLE RESOURCES Business Problems Solved Podcast Liston Witherill - https://www.liston.io Liston Witherill LinkedIn - https://www.linkedin.com/in/listonwitherill/ ABOUT THE HOST For the last 15 years, I have been a multi-sector internal or external business improvement consultant, building the improved capability of individuals, teams and businesses. In my spare time, I enjoy spending time with my two young children Jack & India. I also enjoy listening to and reading business & personal development material. Lee Houghton is “THE Business Problem Solver”, a Management Consultant, CX Specialist and Keynote Speaker. CONTACT METHOD You can contact Lee Houghton on 07813342194 Lee@leehoughton.com https://www.linkedin.com/in/lhoughton/See omnystudio.com/listener for privacy information.
Rebooting the Sales Process to Serve vs. Sell: A Conversation with Liston Witherill
Stop the Sales Drop Podcast with Kristina Jaramillo and Eric Gruber
On this Stop the Sales Drop Podcast episode, Liston Witherill (Founder of Serve, Don't Sell and Host of the Modern Sales Podcast) joined Kristina Jaramillo for a 40-minute conversation on how to reboot your sales and account management process. Listen to this podcast to learn:Where gaps lie in current sales processes and how it's leading to misalignment with customers during the buying process and after the close. How current sales and account management processes are leading to higher churn. Liston's serve, don't sell process that will uniquely fill your gaps and enable you to sell the way buyers want to buy. The latest science behind how buyers want to make decisions.Value-based selling techniques that drive customer acquisition, customer retention, and customer expansion.If you like this podcast, you'll want to register for our Reboot Friday series where Jessica Fewless (Former VP at DemandBase), Jocelyn Brown (SVP Customers at Allocadia), Brian Dudley (VP, Customer Success at Bombora), and Alex Raymond (CEO at Kapta) will discuss the shifts that are helping their firms retain and expand more accounts. Register at: http://stopthesalesdrop.com/fridayreboot
What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends. Episode Highlights: Why Liston got into professional services The success path for selling services What “serve, don’t sell” means Understanding that you’re adding value Drawing the map Understanding clients’ motivation Helping people make decisions Showing what’s possible Which slides should be in your slide deck Asking questions that demonstrate that you understand the prospect’s problem Case studies and testimonials What’s in Liston’s training Resources: Serve Don’t Sell Modern Sales Podcast
Sometimes the best way to improve your business as a financial advisor is to speak with people outside of that arena. While there are plenty of nuances to your business, you’ll find there are many common themes between successful business regardless of what type of product they’re selling. That’s why we’re turning to Liston Witherill on this episode of the Profitable Advisor podcast. He’s the creator of Serve Don’t Sell, which is an online sales training and coaching platform aimed to assist professional and business development. He does that by taking the focus away from traditional methods of selling and moving it to serving prospects. Doing so produces more trust with clients over time and helps you drive the business you know you should. As you’ll hear on the show, it’s not about reading from a script when selling and putting such an emphasis in closing. Like we’ve talked about quite a bit on this podcast, you have to be comfortable turning business away that doesn’t fit your business. And that’s the case with our profession as advisors. Many times we will value every prospect that comes into the office as someone we can’t afford to lose. That’s part of the problem. If you get to the point where so much is at stake with every prospect, it’s difficult to say no to a client. The solution for that is to expand your pipeline so that more leads are coming through the door. So how do you do that? Traditionally, ebooks or webinars have been a key tool for building lists, and webinars continue to have value during the pandemic. Witherill also uses podcasting and SEO to generate leads and he explains how he does that on the show. He also identifies what he calls ‘mega-assets’ as a key tool to leverage, and that’s something he gives examples of during the conversation. Ultimately though, whichever method you choose to use needs to lead back to the list you’re building and then you should sell strictly to that list. So as you go through the episode today, keep an ear out for some of these topics that we cover: You can’t serve everyone. Determine who your ideal client is. Figuring out your niche Creating more pipelines for prospect Techniques and strategies for list building His approach to using podcasting as PR A give-first approach Learn more about Witherill’s services here: https://servedontsell.com/ For more on this topic and other strategies to growing your business, join us over at RenegadeAdvisor.net. What we discuss on this show: 0:44 – Meaning behind the name ‘Serve Don’t Sell’ 2:57 – Choosing a niche or definition of your ideal client 5:17 – What makes a good niche? 8:35 – Be clear who your services are not for 14:11 – List building for email marketing 19:52 – Podcasting for PR 23:52 – Dan’s small business podcast strategy 30:00 – Providing good direction for people 33:16 – How to connect with Liston
Serve, don't sell — and rap a little, as well (with Liston Witherill)
Liston Witherill, the creator of the "Serve—Don't Sell" method, is fascinated by why people make the decisions they do, and how to change their decision-making processes. After a short stint as a hip hop artist and a master’s degree in environmental science and management, he now lives and breathes the world of sales. Since 2018, he's been focusing his energy 100% on marketing and selling professional services. He spends a lot of time writing, creating podcasts, and creating all sorts of content for his clients to enable them to make changes and improvements to their businesses rapidly. He loves getting to work with really smart people to help their businesses grow and according to him, he's on a mission to make 100,000,000 world-class, ethical communicators.
Liston WitherillSellDontServe.comLinks from the show 4 Sales Fundamentals: Kickstart Your Selling In a Hurry The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results The Surprising Science of Meetings: How You Can Lead Your Team to Peak Performance The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever Value-Based Fees: How to Charge - and Get - What You're Worth Tempo: timing, tactics and strategy in narrative-driven decision-making The Story Grid - What Good Editors Know The Hero with a Thousand Faces - source of Joesph Cambell's monomyth The Freytag Triangle ClientCon