Catherine Brown, Author, Speaker, and Sales Trainer at EXTRABOLD Sales
If you don’t think of sales as an honorable profession, you haven’t read Catherine Brown’s new book: How Good Humans Sell: The Proven Path to B2B Sales Success.
Released in May 2021, the book combines best sales practices with social psychology principles. It can be used in combination with other sales training programs to help sales professionals overcome the hesitation that keeps them from closing more business.
A veteran of 25+ years of B2B (business-to-business) selling, Catherine understands what it means to start and build a business during challenging times. She launched her first sales consulting firm in 2003 and now runs the sales training firm, ExtraBold Sales, where she coaches others to sell with confidence. Her sales system includes psychology research that gets at the heart of why people don’t sell effectively. She also trains on the reasons people buy (it’s not what you think!). Her process helps business owners take the frustration and worry out of business development so they can close new business without wasting money on one-size-fits-all sales training.
Catherine lives in Texas with her family. She loves taking walks, reading, planning her next globetrotting adventure, watching sci-fi, and hosting dinner parties. She has a BA from Rice University and is a StoryBrand Certified Guide.
One of the most powerful things we can do as sales professionals is to recognize that we have the opportunity to make meaning about all of our interactions with other people. The biggest mistake we can make as we “make meaning” is to decide our prospect’s lack of response “means something” doesn’t have to mean. For example, we may interpret their silence as rejection and so we don’t try them again. In reality, they may simply be on vacation. We do well to remember that people are busy and not to give false meaning in the absence of facts.