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#307

Vance sits down with David Smith, a senior living pioneer who developed a unique sales approach that combines empathy-based sales, data-driven metrics, and psychology. He co-founded Sherpa, a sales enablement platform, and wrote the best-selling book 'It's About Time'. In this interview David draws on his own experiences in sales to discuss what it takes to be a successful salesperson, including how to handle rejection and employ creative follow-up techniques. Additionally, David delves into the developmental stages of human life, exploring how the brain changes over time and what this means for aging and senior living care. He also shares his insights on emotional interviewing, emphasizing the importance of active listening. Amazon book link: https://amzn.to/3zvv4yH LinkedIn:   / david-smith-04753b69   Website: https://www.oneonone.com/ Book a Legacy Interview | https://legacyinterviews.com/ — A Legacy Interview is a two-hour recorded interview with you and a host that can be watched now and viewed in the future. It is a recording of what you experienced, the lessons you learned and the family values you want passed down. We will interview you or a loved one, capturing the sound of their voice, wisdom and a sense of who they are. These recorded conversations will be private, reserved only for the people that you want to share it with. Join the Articulate Ventures Network | https://network.articulate.ventures/ — We are a patchwork of thinkers that want to articulate ideas in a forum where they can be respectfully challenged, improved and celebrated so that we can explore complex subjects, learn from those we disagree with and achieve our personal & professional goals. Contact Vance for a Talk | https://www.vancecrowe.com/ — Vance delivers speeches that reveal important aspects of human communication. Audiences are entertained, engaged, and leave feeling empowered to change something about the way they are communicating. Vance tells stories about his own experiences, discusses theories in ways that make them relatable and highlights interesting people, books, and media that the audience can learn even more from. Join the #ATCF Book Club | https://www.vancecrowe.com/atcf-book-... 0:00 - Introduction 2:41 - What makes a good salesman? 16:32 - Personal experience 28:55 - Developmental stages 38:20 - Measurement of time 43:20 - The process 55:24 - How to approach the topic 1:03:25 - Emotional interviewing 1:09:49 - Who can be a salesperson? 1:20:53 - Creative follow ups