A Conversation with Nick Capozzi

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 to watch themselves or listen to themselves. And if you just do it 3, 4, 5 times in a row, get over that fear, and you start to see your crutch words. You start to see your negative words. You start to see these things that can be kind of easily corrected, you just have to have the thought to do it." Lighting brings confidence on camera Nick: "The key thing to becoming comfortable on camera that everyone misses is they don't light themselves correctly. And if you see my videos, they all have the consistent look. And all I have is 2 $35 soft box lights and I have a $38 webcam. But the webcam makes me look better than I look and the lighting makes me look way better than I look, frankly. But if you feel subconsciously that you look good, you're going to present a lot better." Find out more about Nick and connect with him in the links below: LinkedIn: https://www.linkedin.com/in/nick-capozzi/ Website: https://salespitching.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.