Hey everyone and welcome to our throwback episode.

In our throwback episodes, we are reintroducing you to some of our most popular episodes.

This is great for new listeners who want to learn more about the work we've done in the past,

and it's a great refresher if you've been a listener for a long time.

Enjoy.

So Nancy, thanks for joining us today. I'm so glad to be here, Kwame.

We're glad to have you. So how about you just get us started by telling us a little bit about

yourself? Well, I'm a sales growth consultant and I help companies, more specifically the people

within them, become more competent and confident in all of

their sales conversations? That is the most succinct response we've ever had. I would go on and on,

but for your audience, isn't that what they want to know? I mean, I got the stories I'll tell you, but maybe we'll

get into those later. Oh, for sure. Oh, we will. This is going to be good. I'm very excited because

this is going to be the first episode where we actually dig deep into a specific skill. And I know

you were the perfect person to talk to about this one. So how about you tell the audience a bit about this skill that you're going to teach us?

Well, I am going to teach the stop, drop, enroll technique for responding to objections.

Very nice. So let's get deeper into that. So what exactly is the stop, drop, and roll technique and how or when do we use it?

Well, let's start with, you know, when we use it. So in sales conversations, that's really what I focus on. My book is conversations that sell. And it is about that human conversation that needs to happen often for people to make a decision or to take

an action on something that we need them to do next to move them along the process for buying

our product or service, which I call our solution.

You know, so I don't have to keep saying product and service.

We use solution. You know, so I don't have to keep saying product and service. We use solution.

And along that conversation, no matter how good we are, no matter how effectively we are at

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