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Mastering Sales with Empathy: Thomas Ellis's Approach to Modern Selling

On Episode 361 of The No Limits Selling Podcast, we have Thomas Ellis. Thomas, a distinguished figure in real estate, brings a wealth of experience and insight to the table. 

Thomas is the President and Chief Sales Coach for EWC Consultants where he works with small business owners and sales professionals on mastering easy and simple sales strategies that help them close big deals.  Thomas is highly regarded as the Expert “Sales 101” Trainer. In this role, Thomas has coached and advised hundreds of small business owners, sales leaders, and sales professionals in a wide range of industries helping them to win more business.  

He has recently released his first book titled B.U.D. Better, Unique and Desirable -The Sales Process That Gets Results. He frequently facilitates workshops to help small business owners and sales professionals master the basic tenets of sales. He believes that if you master the basics of the selling process that you will be wildly successful.

Today, we're not just going to talk about sales strategies. We're diving into the mindset shifts necessary for success, the importance of persistence, and how to leverage platforms like LinkedIn to warm up those cold calls. Thomas's insights are a treasure trove for anyone looking to elevate their sales game, build lasting relationships, and lead their teams to victory.

Thoms Ellis

Find Thomas Ellis:  LinkedInWebsite

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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In an enlightening episode of the No Limit Selling Podcast, host Umar Hameed welcomes Thomas Ellis, a distinguished sales coach with an impressive 30-year track record. This discussion reveals the innate ability we all have to sell and how adulthood complications can overshadow this natural talent. Ellis's approach advocates for a significant mindset shift that could redefine the sales process for many professionals.

Shifting Perspectives: From Selling to Helping

Ellis emphasizes the importance of changing how we perceive sales. By recounting tales from childhood, where persuasion was second nature, Ellis encourages a return to this simplistic viewpoint but with a twist. The key, he suggests, is to transition from the act of selling to the process of helping. This semantic but profound change can make sales more approachable and less daunting for many.

Leveraging LinkedIn for Warmer Connections

The digital era has transformed traditional sales techniques, particularly cold calling. Ellis and Hameed discuss the relevance of cold calling today and propose LinkedIn as a powerful tool for making these interactions less cold and more warm. Ellis shares strategies for utilizing LinkedIn to find common ground with potential clients, making the initial conversation more about discovering shared interests and less about the sales pitch.

The Art of Pleasant Persistence

A highlight of the conversation is Ellis's concept of "pleasant persistence." Through personal anecdotes and client stories, Ellis illustrates the effectiveness of consistent, value-driven follow-ups. This strategy not only keeps you top of mind with potential clients but also demonstrates your commitment and passion for what you do. Ellis's story about re-engaging a client in the credit union space serves as a testament to the power of persistence paired with genuine interest in the client's needs.

The First 10 Seconds: Setting the Tone for Success

The initial moments of a cold call can make or break the opportunity for a sale. Ellis provides insights into making those first 10 seconds count by focusing on the potential client's interests and needs rather than launching into a sales pitch. This approach aims to build a connection first, setting a positive tone for the rest of the conversation.

Strategies for Securing First Appointments

Ellis shares practical advice for securing those crucial first appointments. Key to his strategy is understanding your target audience deeply, utilizing LinkedIn for research, and attending networking events with purpose. By focusing on forming genuine connections and understanding the client's business and challenges, sales professionals can significantly increase their chances of securing that initial meeting.

Lasting Advice for Sales Professionals

In closing, Ellis offers timeless advice for sales professionals aiming to improve their first appointment rates: persist with relevance and activity. His parting wisdom underscores the episode's central theme—sales success lies in the ability to connect, understand, and help.

Questions & Answers

Who is Thomas Ellis, and what does he specialize in?

How does Thomas Ellis describe the natural ability to sell?

Why does Thomas Ellis advocate for a mindset shift in sales?

How can LinkedIn be used to improve sales calls?

Don’t miss this opportunity to transform your real estate career with one-on-one coaching. As an experienced real estate coach, I, Umar Hameed, am dedicated to helping you unlock your full potential and achieve your real estate goals. To learn more about who am I and my clients ↓

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If you’re ready to take the next step, book an appointment with me today and begin your journey toward success in the real estate industry.

About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. ✅✅✅He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


sales and empathy, sales mindset

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