Summary:

Wondering when you should really start selling in the education market? In this episode, Josh Chernikoff dives into the right timing and approach for effective sales in the education space. Spoiler: it’s not just about waiting until you have a perfect offer. It’s about understanding the specific buying cycles and decision-making processes that are unique to educational institutions.

Josh breaks down why timing is key—and how positioning yourself early can build valuable relationships that will pay off later. He shares actionable insights on how to engage with your ideal clients even before they’re ready to buy, building trust and awareness that makes your product or service their obvious choice when the time comes. If you’re ready to crack the timing code for education sales, this episode is for you.

Takeaways:

• Why waiting for perfection is the fastest way to miss opportunities… and what you need to do instead to start generating leads now!
• What does a centuries-old shipwreck have to do with your business?
• How to handle seasonality in education sales and why it’s not as tricky as you may believe
• What lessons you can learn from 10-year-olds that will completely transform your sales approach
• Discover why getting in front of your audience sooner than later can actually speed up your sales cycle.

Chapters:

00:00 - Introduction: The Challenge of Timing in Education Sales

03:05 - Why Waiting Until the Last Minute Can Cost You

06:47 - Building Relationships Before They’re Ready to Buy

10:21 - Aligning with the School Year and Budget Cycles

14:36 - Trust-Building Strategies that Pay Off Later

17:54 - Key Takeaways and Next Steps

Want more help getting leads and sales?

👉 ✨ Book a FREE strategy call with me. Together we'll look at your entire lead gen system and see where you need to focus to start bringing in high-quality, high-converting leads!

Summary:

Are your sales calls feeling like one-way pitches instead of real conversations? In this episode, Josh Chernikoff uncovers a simple yet powerful shift that could change how you approach every sales call moving forward. Spoiler: it’s not about selling harder or pushing your offer more aggressively. It’s about tapping into a skill most salespeople overlook.

Josh dives deep into how listening can transform your calls, build trust, and help you uncover your prospects' true needs—without sounding like just another salesperson. And here’s the kicker: he shares why the best salespeople aren’t just listening—they’re also storytelling in a way that hooks prospects and keeps them engaged. Want to know exactly how he does it? There’s only one way to find out. Listen now and see why this small tweak could completely change your results.

Takeaways:

• Find out why focusing on features is costing you sales—and what to shift your attention to instead.
• The one move that's damaging your sales relationships—fix it, and watch sales flow effortlessly.
• Why most people struggle to sell on virtual meetings and how to instantly build trust and form strong connections…
• Discover the quick way to build instant trust and bust through objections without being salesy.

Chapters:

00:00 - Introduction to Effective Sales Calls

02:48 - The Shift from Talking to Listening

05:52 - The Power of Active Listening

09:12 - Building Connection and Trust

12:03 - The Self-Identification Call

15:01 - The Importance of Storytelling

19:54 - Conclusion and Key Takeaways

Want more help getting leads and sales?

👉 ✨ Book a FREE strategy call with me. Together we'll look at your entire lead gen system and see where you need to focus to start bringing in high-quality, high-converting leads!

🔗 www.joshchernikoff.com/call

Summary:

Selling to schools and districts is more than just having a good product—it’s about really understanding the specific challenges and needs of the education market. In this episode, Special Guest: John Gamba (Entrepreneur in Residence at the University of Pennsylvania Graduate School of Education) and I talk about how to deliver better sales demos, especially when technical issues or multiple decision-makers are involved. From using Loom videos to keep the conversation going between meetings to handling tough questions from tech experts, we’ll show you how to turn a demo that’s going off track into a win. If you’ve ever struggled with technical problems or pushback during a demo, this episode will give you practical tips to recover and close the deal with confidence.

Key Takeaways:

• The surprising reason why your demos may fall flat—and how a strategic video sent at the right time could change everything.
• A simple technique to handle tough technical questions without derailing your sales momentum.
• Why demos go wrong more often than you think, and the key shifts that can turn a bad pitch into a win.
• The art of sending personalized demo follow-ups that show prospects you're truly listening—learn how to nail this crucial step.
• How to manage those "bad apples" in the room who seem determined to poke holes in your pitch—and flip the situation in your favor.
• This episode is a must-listen for any entrepreneur in the EdTech space looking to sharpen their sales approach and turn potential pitfalls into powerful selling points!

Chapters:

• Introduction to the Episode (00:00:00)
• Guest Introduction (00:01:00)
• The Importance of Demos (00:01:17)
• Guided Conversations in Demos (00:03:29)
• Consultative Selling Approach (00:04:41)
• Benefits Over Features (00:06:01)
• Contextual Selling (00:07:01)
• Using Strategic Plans Effectively (00:07:56)
• Engaging with Prospects (00:10:08)
• Learning from Successful Demos (00:12:29)
• Demo Timing Considerations (00:16:39)
• Using Video for Demos (00:18:56)
• Listening to Client Needs (00:20:08)
• Personal Experiences with Demos (00:22:25)
• Lessons from Demo Failures (00:23:16)
• Understanding Security Concerns (00:24:19)
• Technical Preparedness in Demos (00:25:34)
• Utilizing Feedback Effectively (00:26:44)
• Handling Technical Questions (00:27:42)
• Staying Calm During Challenges (00:28:34)
• Post-Demo Follow-Up (00:29:36)
• Learning from Challenges (00:30:27)
• Importance of Practice (00:31:01)
• Closing Remarks and Community Engagement (00:31:26)

Resources or Links:

• Connect with John Gamba: LinkedIn
• Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.