Episode #140: Influence in Sales with Stacey Hanke

In This Episode of The Buyer’s Mind with Jeff Shore:

Stacey Hanke, author of Influence Redefined, talks with Jeff about what influence is. It can be all to easy to confuse influence with manipulation and when you put that word in the context of sales, it’s where most consumers go.  We’ve said it many times on The Buyer’s Mind – Likeability leads to trust. Trust leads to Influence. Your goal, as a sales professional, is to understand your customer’s needs and point them to a solution that meets those needs.  That’s how you use your influence to help them.

Topics we’re going to cover on today’s podcast:

[1:41] Do you ever get caught up in the trap of influence is manipulation?

[7:01] Meet Stacey Hanke

[10:21] Authenticity is a representation of who you are

[15:22] Body language in relation to communication

[20:58] Adjusting your passion to help your customer

[25:36] Stacey’s advice for living your best life

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More about our guest Stacey Hanke:

Stacey is author of two books;  Influence Redefined…Be the Leader You Were Meant to Be, Monday to Monday® and Yes You Can! Everything You Need to Know From A to Z to Influence Others To Take Action. Her books provide practical and immediate skills and techniques that have given thousands the ability to enhance their influence Monday to Monday®. Stacey helps individuals eliminate the static that plagues communicative delivery  — to persuade, sell, influence and communicate face-to-face with a clear message. She has trained and presented to thousands to rid business leaders of bad body language habits and to choose words wisely in the financial industry to the healthcare industry to government and everyone in between. Her client list is vast from Coca-Cola, FedEx, Kohl’s, United States Army, Navy and Air Force, McDonald’s, Publicis Media, Nationwide, US Cellular, Pfizer, GE, General Mills and Abbvie. Her team works with Directors up to the C-Suite.  In addition to her client list, she has been the Emcee for Tedx. She has inspired thousands as a featured guest on media outlets including; The New York Times, Forbes, Entrepreneur, Thrive, SmartMoney magazine, The Economist and Business Week. She is a Certified Speaking Professional—a valuable accreditation earned by less than 10% of speakers worldwide.

Her work ethic was forged in her childhood years, growing up on a farm.  She gave up the pitchfork to take her message across the country, and to help leaders see and hear what their audiences see and hear rather than what they believe to be true.  She gives executives what has been described as the “greatest gift of all” – to see themselves as others see them.

Links from today’s podcast:

Stacey Hanke 

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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.