Vance sits down with David Smith, a senior living pioneer who developed a unique sales approach that combines empathy-based sales, data-driven metrics, and psychology. He co-founded Sherpa, a sales enablement platform, and wrote the best-selling book 'It's About Time'. 

In this interview David draws on his own experiences in sales to discuss what it takes to be a successful salesperson, including how to handle rejection and employ creative follow-up techniques. Additionally, David delves into the developmental stages of human life, exploring how the brain changes over time and what this means for aging and senior living care. He also shares his insights on emotional interviewing, emphasizing the importance of active listening. 

Amazon book link: https://amzn.to/3zvv4yH
LinkedIn: https://www.linkedin.com/in/david-smith-04753b69
Website: https://www.oneonone.com/

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