Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured. Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, a