Accelerate! With Andy Paul

Nick Capozzi is the Head of Storytelling at Demostack and the VP of sales at Smile Virtual. He shares his start in sales by selling duty-free items on cruise ships and the lessons on relationship-building that he learned in the 10 years he eventually spent there. These lessons remain applicable even in B2B selling as being likable could be the key differentiator between you and your competition. Nick also discusses how to maximize video and use it to increase your chances of getting bookings, as well as the lasting value of asking about the weather to make a connection. HIGHLIGHTS Selling duty-free luxury items and crazy stories of on cruise ships B2C selling emphasized the importance of relationships in sales Take the prospect off the streets: People buy from people they like The secret to confidence on video is lighting The weather question is still a good conversation starter QUOTES One of the best ways to improve is to listen to your own calls Nick: "People don't do it themselves. They're afraid