EPISODE 23 | 10.9.2025

Stop Pitching — Start Conversing: The New Way to Sell With Travis Goodwin

In this episode, Sean M Atkinson and Travis discuss modern sales techniques, emphasizing the importance of building trust, reading the room, and having genuine conversations. They explore the challenges faced in sales, the significance of follow-up, and the nuances of phone etiquette. 
Travis shares insights on closing techniques, the role of acknowledgment in sales, and the necessity of practicing sales skills through role-playing. The conversation highlights the need for salespeople to be genuine, understand human psychology, and engage in meaningful interactions to succeed in their sales endeavors.

Takeaways:- Confidence in sales comes from practice and genuine interactions.- Building trust is essential for successful sales conversations.- Reading the room can significantly impact sales outcomes.- Genuine conversations lead to better sales results than scripted pitches.- Follow-up is crucial in maintaining relationships with prospects.- Phone etiquette can set the tone for a successful sales call.- Asking for permission can lower barriers in sales conversations.- Role-playing can help salespeople practice and improve their skills.- Closing techniques should be tailored to the prospect's needs and urgency.- Acknowledgment and empathy are key in building rapport with prospects.

Sound Bites:- "Reading the room is crucial in sales."
- "Practice makes perfect in sales."
- "Acknowledge people to build rapport."

Resources:Links: Travis GoodwinYouTube Podcast: The Strategic Thinkers PodcastSubscribe to The Coaches Corner YouTube channel for more insights and presentation walkthroughs

📌 Timestamps:00:00 Introduction to Modern Sales Techniques
02:46 Building Trust in Sales Conversations
05:32 The Importance of Genuine Conversations
08:20 Understanding Urgency and Follow-Up
11:14 Navigating Phone Etiquette in Sales
14:03 The Role of Tone and Approach in Sales Calls
22:42 Establishing Permission in Sales Conversations
25:48 The Shift in Consumer Awareness
28:27 The Importance of Genuine Conversations
34:21 Structuring Follow-Up Calls
39:50 The Role of Coaching in Sales
43:53 Recognizing the Right Moment to Close
45:39 Real-Time Coaching vs. Traditional Methods
46:36 The Art of Closing: Building Connection
47:33 Qualifying Questions: Understanding Needs and Urgency
48:54 Asking for Permission: The Path to the Offer
51:15 Addressing Buyer’s Remorse: Ensuring Comfort in Decisions
53:51 Aligning Solutions with Client Needs
55:55 Establishing Authority in Sales Conversations
58:03 The Importance of Practice: Getting Comfortable with Conversations
59:18 Initiating Conversations: Building Rapport in Everyday Life
01:03:33 Transforming Sales Pitches into Genuine Conversations