Steve Rigby is a good ol' boy who knows how to sell—and this conversation almost never saw daylight.

I recorded it, put it on my blog and Vimeo, and never released it to YouTube or the podcast feed.

Rereading his book brought it back. When a good ol' boy with gray hair is willing to talk, you make time to listen.

Steve wrote "S.M.I.L.E.: How a People-First Philosophy Creates Extraordinary Sales" and "Circle Selling," and he's collected 14 years of business on referrals alone.

What you'll learn:

The S.M.I.L.E. framework—Simple, Me→We, and Enjoying everyone you meet
Why 70% of the sale is the human relationship (John McKean's research)
"Trust, not technology, is the issue of the decade" —Tom Peters
How to bypass cold calling with referral calls to people you already know
Knowledge-Skills-Desire → Habit, and why desire is the front wheel of the tricycle
Why time kills deals—and the "Are you okay?" question

LINKSSteve's book "S.M.I.L.E.": https://amzn.to/2JScdWVSteve's "Circle Selling": https://amzn.to/2WH8OjKSteve on LinkedIn: https://www.linkedin.com/in/steve-rigby-1196837/Full show notes: https://thesaleswhisperer.com/blog/steve-rigby

WORK WITH ME📬 The Daily: https://thesaleswhisperer.com/daily🥋 Fixer Freaks community: https://www.facebook.com/groups/fixerfreaks🎯 12 Weeks To Peak + workshops: start at https://thesaleswhisperer.com

Market like you mean it. Now go sell something.