Podcast Title: The Futur with Chris Do
Episode: 343 - You’re Selling Wrong (Fix This Fast) - With Victoria Dior Wang
Release Date: April 30, 2025
Introduction
In episode 343 of The Futur Podcast, host Chris Do engages in an insightful discussion with Victoria Dior Wang, the CEO of GoZone Group. The conversation delves deep into the intersections of personal branding, conversational sales, and cultural influences on business practices. Together, they explore effective strategies for selling authentically, overcoming cultural barriers, and redefining the relationship with money in the creative and business sectors.
Personal Branding as an Accelerant in Sales
Branding's Impact on Business Growth
Chris Do emphasizes the pivotal role of personal branding in accelerating business opportunities. He shares a real-life example of a colleague whose growing brand strength led to rapid ticket sales for an event. Chris notes:
“[05:44] 'Brand is the accelerant to almost everything that you do.'”
Victoria concurs, highlighting that recognized brands naturally attract clients, reducing the effort required to make sales. This synergy between personal branding and sales effectiveness underscores the necessity of investing in one's brand to streamline business growth.
Leveraging Brand for Market Differentiation
Victoria elaborates on how a strong personal brand differentiates individuals in saturated markets. She points out the common oversight of leveraging personal brands effectively, which can lead to missed opportunities and prolonged sales cycles.
“[06:24] 'Having leverage seems to be something that is not in people's top of the mind.'”
This perspective reinforces the idea that personal branding not only attracts clients but also provides leverage in negotiations and business dealings.
Cultural Influences on Branding and Sales
East vs. West: Blending Traditional and Modern Values
The conversation shifts to the cultural dichotomy between Eastern and Western business practices. Chris highlights Japan as a harmonious blend of tradition and modernity:
“[08:04] 'Japan is a really great mix of tradition and modernity and preserving culture.'”
Victoria reflects on the challenges Asian cultures face in preserving traditional values while integrating Western business practices. She notes the struggle to stand out due to excessive conformity and the societal pressure to fit in, which often stifles individual branding efforts.
“[07:26] 'We become too compliant, too blending, too much, too much desire to fit in.'”
The Challenge of Exporting Asian Brands
Chris expresses concern over the limited global reach of Asian brands compared to Western counterparts. He questions why Asian businesses often remain confined to local markets despite their potential for broader appeal.
“[07:06] 'I think it bothers me a little bit that there aren't as many, not even close by a factor of a hundred of Asian brands that have translated into markets outside their local market.'”
Victoria adds that cultural factors, such as the emphasis on popularity over individual achievement, hinder the international expansion of Asian brands.
“[24:32] 'We tend to buy into the surface star, that as long as it's popular, it looks good.'”
Reframing the Perception of Sales
Sales as Influence and Energy Transfer
Chris challenges the negative perception of sales by redefining it as an act of influence and energy transfer. He contrasts unethical sales tactics with authentic sales approaches that focus on mutual interest and value creation.
“[17:18] 'Sales is about influence. Sales is about transference of energy.'”
Victoria echoes this sentiment, emphasizing that manipulative sales tactics have led to widespread aversion towards sales, especially in Asian cultures where sales roles are often undervalued.
“[15:58] 'Sales is deemed as if someone gets a sales job or go into a sales profession is deemed as a lower-end kind of profession.'”
Authentic Conversational Sales Techniques
The duo explores effective conversational sales techniques that prioritize understanding client needs over aggressive pitching. Chris outlines a methodical approach:
-
Identify the Client’s Desired Future State:
- Understand where the client wants to be in the future.
- Determine current obstacles and challenges.
-
Contextualizing Value:
- Relate the solution directly to the client's needs.
- Allow the client to perceive the value and decide on fairness.
“[42:58] 'If you can do a few simple things... am I missing anything? No.'”
Victoria adds that by focusing on value and impact, sales become a natural continuation of the conversation rather than an abrupt pitch.
“[19:08] 'They get a little bit more buy-in, in this moment.'”
Value and Pricing Strategies
Establishing Contextual Value
Chris and Victoria discuss the significance of contextualizing value in pricing. They argue that pricing should reflect the impact and transformation a client experiences rather than adhering to arbitrary numbers.
“[35:24] 'Money for a lot of people in a lot of cultures, dirties the conversation.'”
Victoria introduces the concept of viewing money as a "thank you note," emphasizing appreciation over transactional exchanges.
“[35:42] 'Blair Enns... think of money as a thank you note.'”
Determining Fair Pricing Through Conversation
Chris outlines a conversational approach to pricing that revolves around understanding the client's perspective and allowing them to define what is fair.
“[42:58] 'What do you think will solve this problem? ... Their answer, yes.'”
This method fosters transparency and trust, enabling clients to feel empowered in the pricing discussion.
Overcoming Fear-Based Mindsets in Business
Redirecting Fear Toward Positive Outcomes
Addressing the prevalent fear-based mindset in Singapore and Asian cultures, Victoria and Chris provide strategies to transform fear into motivation. Chris shares an analogy about panicked swimmers to illustrate how fear can lead to poor decision-making.
“[47:07] 'When we're operating in a place out of scarcity... we're not making great Decisions.'”
They advocate for reframing "what if" questions to focus on positive possibilities instead of negative outcomes.
“[52:05] 'If nothing changes, nothing changes.'”
Creating Safe yet Challenging Learning Environments
Victoria emphasizes the importance of creating environments that, while seemingly "unsafe," actually provide the necessary tension for growth and transformation.
“[26:43] 'They are just listening passively. There's no real change.'”
Chris reinforces that productive discomfort is essential for personal and professional development.
“[28:35] 'It's going to require some action.'”
Conclusion and Call to Action
Wrapping up the episode, Chris and Victoria reiterate the importance of personal branding and authentic sales practices in achieving business success. They encourage listeners to:
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Invest in Personal Branding:
Strengthening personal brands acts as an accelerant for all business endeavors. -
Adopt Conversational Sales Techniques:
Shift focus from pitching to understanding and addressing client needs. -
Redefine Relationship with Money:
View money as a symbol of appreciation and strive for transparent, value-based pricing.
Chris concludes with an invitation to their upcoming workshop in Singapore, promising an enriching experience aligned with the discussed philosophies.
“[53:13] 'If your business could use a little extra boost, work on your personal brand because that accelerates everything that you do.'”
Notable Quotes
- Chris Do [05:44]: “Brand is the accelerant to almost everything that you do.”
- Victoria Dior Wang [06:24]: “Having leverage seems to be something that is not in people's top of the mind.”
- Chris Do [08:04]: “Japan is a really great mix of tradition and modernity and preserving culture.”
- Victoria Dior Wang [15:58]: “Sales is deemed as if someone gets a sales job or go into a sales profession is deemed as a lower-end kind of profession.”
- Chris Do [35:24]: “Money for a lot of people in a lot of cultures, dirties the conversation.”
- Victoria Dior Wang [35:42]: “Blair Enns... think of money as a thank you note.”
- Chris Do [47:07]: “When we're operating in a place out of scarcity... we're not making great Decisions.”
- Chris Do [52:05]: “If nothing changes, nothing changes.”
Final Thoughts
Episode 343 of The Futur Podcast offers a comprehensive exploration of sales and branding strategies, enriched by cultural insights and personal experiences. Chris Do and Victoria Dior Wang provide actionable advice for creative professionals and business owners aiming to enhance their sales techniques and personal branding efforts. By addressing common misconceptions and cultural barriers, the episode serves as a valuable resource for anyone looking to transform their approach to selling and branding in a meaningful and effective way.
Visit thefutur.com/podcast for show notes and additional information from each episode.