/ Resources Selling with Impact Using Authenticity and Trust Persuasion isn’t a speech or a presentation. It’s a process. Just like a discovery call with a new client is just one part of the larger trust building process (and a critical part because it’s the first impression). Every time we communicate there are certain elements we can tap into that build trust in your ability to actually deliver what you say you can deliver. Just a couple of the many insights that Allison Shapira generously shares in our first Mental Selling episode of 2024. If you’re in sales (or not) and want to get better at the art of influence, relationship-building and communicating with impact this is a must listen. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions In this Mental Selling episode, you’ll learn about: How to Bring Your Authentic Self to Every Customer Conversation Better Understanding Your “Why You?” The Difference Between Boring vs. Bored: Why Passion Can’t be Faked The ABCs of Mastering Virtual Meetings The Importance of Authenticity Over Perfection What to listen for: [02:16] The Complex Concept of Authenticity [07:17] Passion-driven vs. Purpose-driven [10:04] Five Key Questions to Influence [26:14] The ACE Model of Leadership Communication (Authenticity, Clarity and Energy) [32:35] Five Key Competencies for Leadership Success in Presentations and Team Meetings Additional Resources From This Episode: Follow Allison on LinkedIn On X Allison’s website Allison’s book, Speak With Impact Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, Google Podcasts SoundCloud, Amazon, GoodPods, iHeartRadio or wherever you get your podcasts. Please rate our show or leave a comment— we value YOUR feedback! Cognism, Spiff, FeedSpot and others have all named us as one of the best sales podcasts for your playlist and Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide. Share This Post: Related Episodes Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions Guest: Mike O'Brien In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 107 April 17, 2025 24:00 Meet the New Host of Mental Selling, Hayley Parr Host: Hayley Parr In this Mental Selling episode, you’ll learn: What to listen for: Additional Resources From This Episode: Raise your Mental Selling… EP. 106 April 3, 2025 06:53 The Secret to Building a Thriving Sales Culture Guest: Kevin Eikenberry In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 100 January 9, 2025 46:14 The Best of Mental Selling in 2024 Host: Will Milano In this Mental Selling episode, you’ll learn about: What to listen for: Additional Resources From This Episode: Raise your Mental… EP. 099 December 26, 2024 17:14