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In this episode of Enabling Buying in a World of Selling with Charles Bernard, Charles dives into why systems beat superstars in sustainable sales.

Joined by Katie Keith and Michael Quigley, both members of The Global Chamber, they explore how shifting from a transactional mindset to an enabling one transforms the buyer experience. This conversation proves that systems beat superstars when it comes to creating long‑term, trust‑driven success.

They discuss the principles of authentic selling, the power of trust, and the essential shift from high-pressure tactics to deep interpersonal skills. Furthermore, Katie and Michael emphasize that success in modern sales depends not on charisma alone, but on thoughtful systems, introspective habits, and adopting the buyer’s perspective. When you prioritize the buyer’s experience and commit to internal “renewal of the self,” long-term results (like renewals and enduring relationships) follow naturally.

Katie, Michael, and Charles dive into:

• Service & Sales are One: True selling starts with service; consequently, centering the approach around the customer’s experience and needs.
• Pull Over Push: Move beyond “pushing” information. Instead, use storytelling and a focus on “What’s In It For Me” (WIFM) to pull buyers toward you.
• The Three-Part Focus: Master the essential framework: respect the buyer, manage your internal pressure, and control your own performance.
• Trust is the “Yes” Trigger: In an age of overwhelming information, trust is the single most important factor that leads to a buyer’s commitment.
• Renewal, Not Transaction: Prioritize a renewal mindset over one-off transactions to build deeper client relationships and achieve long-term success.
• The Introspection Habit: Maintain authenticity and stay grounded by regularly reflecting on how to improve your actions and focus.
• Be the Buyer: Therefore, break free from the seller’s mindset and intentionally ask, “What is the experience like from their perspective?”

Resources Mentioned:

• Empowering Women: A Woman’s Guide to Successful Living by Louise Hay
• You Can Heal Your Life by Louise Hay

About the Guests:

Katie Keith
Founder of KK Collective, a platform supporting women in business through growth and transformation. She brings over 25 years of experience in banking and finance.

Michael Quigley
Founder of Kataholos, a coaching and leadership firm helping professionals grow through private coaching and content. A former teacher, he now works with international clients in English and Spanish.

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
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To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

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