The Sales Warrior Within Andy Olen

The Sales Warrior Within | Season 2 Episode 54 - Making Her Next Presentation Her Best with Ainsley Olen


Host: Andy Olen
Guest: Ainsley Olen find on INSTAGRAM


Shownotes & Comments


In this podcast episode, Andy is proud to welcome his daughter, Ainsley Olen, to the show.

Ainsley is a graduating senior at Brookfield East High School outside of Milwaukee, Wisconsin. 

Andy and Ainsley have some fun discussing Taylor Swift's impact on her fans and music. 

The pair rotate to talk about Ainsley's keynote speech she gave at the Brookfield East Senior Recognition and Awards event.

Ainsley walks through her preparation, nerves, and approach to delivering a keynote to the community, the school, and parents.

Ainsley follows many of Andy's best practices in his courses, including POPS, good body language, and the joy of receiving great feedback afterward.

Ainsley shares excellent insights on amplifying her body language, including how dance taught her to maximize her facial body language.

Andy provides his daughter the same call to action he gives the businesspeople attending his course... "Make your next presentation your best!"

Ainsley and Andy conclude with a conversation on bringing great presentations to the field of medicine. Ainsley commits to working on her presenting skills and taking on with her as she works toward a medical career.

Ainsley Olen will attend the University of Wisconsin-Madison in the fall of 2023, where she will study chemistry.


Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 53 - Equal Sign Connections Engender Trust and Cooperation


Shownotes & Comments


In this episode, Andy uses the example of the negotiated outcome of the US debt ceiling as an illustration of a cooperative "Yes, If" Negotiation.


Strong connections are needed to facilitate a cooperative negotiation. Strong relationships between customers and salespeople rely on trust. The best way to build trust is to form what Andy calls Equal Sign Connections.


Equal Sign Connections accelerate trust building by signaling shared values between customers and salespeople.


Strong salespeople focus on building equal sign connections early and often in new relationships with customers.


Later, when negotiators meet to resolve challenges in a negotiation, they rely on trust and Equal Sign Connections to create win-win cooperative outcomes.
Connect with Andy at AndyOlen.com
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 52 -The Debt Ceiling And How Salespeople Can Be Ready To Act

The Debt Ceiling And How Salespeople Can Be Ready To Act


Andy shares his thoughts and advice on how salespeople should navigate the debt ceiling debate in Washington.


Andy offers best practices for salespeople if the debt ceiling topic pushes the US into default or how to sell into the tailwind of a positive resolution. Either way, salespeople need to be ready to react and ACT!


Let's also watch the negotiation. Will it be a cooperative effort in the run-up to the X Date? Or will it be full of conflict? We'll learn about negotiations by watching the principles work through these challenging topics.Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 51 - Storytelling and Taking Customers from Pain to Glory with Ravi Rajani

Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Storytelling and Taking Customers from Pain to Glory with Ravi Rajani
Sales warriors can tap into the power of storytelling to connect with customers on an emotional level and inspire action.

Ravi Rajani, a guest on the podcast, shares effective sales storytelling techniques to take customers from pain to glory without resistance.

Ravi Rajani discusses his passion for storytelling and its relevance in sales, emphasizing the importance of authenticity and vulnerability.

Storytelling in sales allows for deeper connections and creates a memorable buying experience, driving change and positive outcomes.

The Story Framework (S.T.O.R.Y.) simplifies the fundamentals of story selling, helps create a story bank, and focuses on delivery mastery for sales success.

Ravi provides insights and best practices on the following storytelling topics: 

Stories can include customer testimonials and case studies.

Sales training traditionally focuses on product features and benefits.

Good salespeople can translate features and benefits into stories.

Effective storytelling builds trust and accelerates connections with customers.Ravi emphasizes the importance of getting customers to share their stories as a way to understand their pain points and fears.

He suggests having an elevator pitch and a compelling first story ready to create a sense of comfort and convey the pain-to-glory evolution to customers.

Open-ended questions are recommended to extract powerful stories from customers, rather than closed-ended questions that may result in analysis paralysis.

Transparency and openness about not having the right solution can build trust with customers, and referrals to other suitable solutions can maintain a strong bond.

The show's call to action is to practice active and reflective listening, which forms the foundation for effective storytelling in sales, and to continuously improve storytelling skills.You can learn more about Ravi and his offering at TheRaviRajani.com
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 50 - Prioritize Trust & Relationships in a High-Tech World with Chris Beall

Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen
The guest on this episode of the show is Chris Beall the CEO of Connect And Sell 

B2B selling involves selling to businesses rather than individuals, and it comes with the challenge of gaining the trust of buyers who are risking their careers and deciding if your products and services are best for their business.

Chris explains that gaining a customer's trust requires getting inside the buyer's head through live conversations.

He discusses the current challenges in the selling environment, including economic conditions, longer sales cycles, and the difficulty of getting live human conversations.

Chris predicts that in the near future, emails from vendors will be assumed to be written by bots, reducing trust and effectiveness.

He emphasizes the need for salespeople to focus on getting to the buyer's ears through conversations rather than relying on written communication.

The key goal of a cold call is to establish trust before trying to convey value and secure a meeting.

Connect And Sell, Chris's company, enables human-to-human conversations by using a combination of brute force and AI to overcome the problem of people not answering the phone.

His system allows for managing multiple calls simultaneously, providing the ability to load a list from a CRM or a file and initiate conversations with a simple button push.

Chris shares his story of publishing a book using AI. He did it in record time. The story illustrates the power of AI. Chris encourages salespeople to actively learn and engage with ChatGPT.Learn more about Chris Beal at ConnectAndSell.com
Find Chris' podcast here: Market Dominance Guys
Helen Fannucci's sales management book is available here: Love Your Team
Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

The Sales Warrior Within | Season 2 Episode 49 - Effectively Sell in a High-Interest Rate Environment

Andy Olen is a Business Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.

"Good Selling, Good Leading, Good Living." - Andy Olen

Effectively Sell in a High-Interest Rate Environment


Interest rates are currently high in the U.S. and around the world. Should salespeople be concerned about selling in a more challenging environment?

Andy Olen shares his thoughts on the cost of volatility for businesses

Interest rate changes have created more uncertainty and volatility for businesses

When rates are high, businesses may reconsider new investments in your products and services

When rates are going down, which is not at this moment, businesses may be more willing to invest in your solutions - Andy explains why and how this works

Andy shares his advice with salespeople on how to overcome a high-interest rate environment

Focus on selling the positive economic benefits of your products to overcome a challenging moment

Good luck Sales Warriors; great salespeople thrive even in challenging environments!Get in touch with Andy@andyolen.com. Andy enjoys engaging with the Sales Warrior Community.