The Silent Skill That Separates Good Closers from Great Ones: Emotional Intelligence in Sales

Today on The Closers Inner Circle Podcast with hosts Denise Griffitts and Ben Gay III we tackle: How do the best closers in the world know what a prospect is really thinking — even when they're not saying it?

It's not magic. It's not manipulation. It's emotional intelligence, and in this episode of The Closers Inner Circle Podcast, Ben breaks down how to sharpen it deliberately — and why most salespeople never do.

Presence First

You can't read what you're not paying attention to. Before any technique, any strategy, any close — there's presence. The first discipline of emotional intelligence is getting out of your own head and fully into the room. Most salespeople are so focused on what they're about to say next that they miss everything the prospect is showing them right now.

What are you actually paying attention to on your calls?

The closers who grow fastest aren't always the ones with the most calls. They're the ones who study their calls. Reviewing your own behavior and your prospect's responses after every conversation — until pattern recognition becomes instinctive — is one of the highest-leverage habits in sales.

What would you find if you honestly reviewed your last ten calls?

Your observation muscle doesn't only get built on sales calls. Ben talks about studying people in restaurants, in meetings, in social situations — low-stakes environments where you can watch human behavior without anything on the line. The closer who trains their eye everywhere shows up sharper everywhere.

SPONSORED BY: This episode is brought to you by our friend and colleague Cynthia Kay AKA C.K.

C.K. is a keynote speaker, author, and small business leader with over 35 years of experience building her own award-winning company from the ground up — and she's one of those rare people who makes everyone in the room feel like they can actually do this. She works with current and aspiring small business owners across every industry and growth stage, delivering the kind of practical, straight-talking guidance that only comes from someone who's lived it. We're also thrilled to share that C.K. is contributing to the Closers Book Series (AKA the 'Sales Bibles' — so you'll be hearing a lot more from her. In the meantime, check her out at cynthiakaybiz.com. You're going to love her.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!

• Website: Your Partner In Success Radio
• Email: mail@yourofficeontheweb.com

Why Stories Are the Greatest Teachers: Lessons in Sales, Leadership, and Life with Ben Gay III - The Closers Inner Circle Podcast

Today on The Closers Inner Circle Podcast, Ben Gay III and I are talking about why stories are the greatest teachers.

Throughout history, stories have been the way people passed along wisdom, lessons, and experience from one generation to the next. Facts and figures may be important, but people tend to remember stories because they create emotional connections and help us see ourselves in the lesson.

Whether you're in sales, business, leadership, or simply navigating life, many of the most valuable things you've ever learned probably came from someone's experience rather than a textbook. We'll explore why stories are so powerful, how they help people understand complex ideas, why great salespeople are often great storytellers, and how your own life experiences can become valuable lessons for others.

Along the way, Ben will share some of the stories and insights that have shaped his remarkable career and explain why a well-told story can often teach more than a thousand facts.

SPONSORED BY: Are you a leader ready for expansion? Many leaders feel called to a bigger mission, a larger platform, or greater influence, but something seems to hold them back. Often, the limitation isn't external. It's internal capacity. Stephen K. De Silva helps leaders expand their ability to handle greater responsibility, greater opportunity, and greater financial stewardship through his Prosperous Soul® frameworks. If you're ready for growth that is sustainable, meaningful, and aligned with your purpose, visit StephenKDeSilva.com and take the next step toward your full potential. And you can find his excellent book 'Money and the Prosperous Soul' on Amazon.

Before we begin today's episode, I'd like to take a moment to acknowledge the passing of one of our valued sponsors and friends, Diana Fritz.

Diana was the author of the beautiful book 'Uniquely Imperfect. Uniquely Qualified. : Overcome Adversity, Escape the Imperfection Mentality, and Journey from Self to Serve', in which she shared her courageous journey through cancer with honesty, grace, faith, and remarkable strength. Through her writing, she reminded us that our struggles do not diminish our value. In many ways, they help shape the unique gifts we bring to the world.

Diana's message touched many lives, and her willingness to share her story encouraged others facing difficult challenges of their own. While she is no longer with us, her words, her wisdom, and the impact she made will continue to inspire readers for years to come.

On behalf of us at The Closers Inner Circle Podcast, as well as Your Partner In Success Radio, we extend our heartfelt condolences to Diana's family, friends, and all those whose lives she touched. We are grateful for the opportunity to have known her and to have shared her work with our audience.

Diana Fritz will be deeply missed, but her legacy lives on through the lives she changed and the story she so generously shared.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!

• Website: Your Partner In Success Radio
• Email: mail@yourofficeontheweb.com

Niching Down to Scale Up: How Specialization Built a Multi-Million Dollar Marketing Agency with
Kym Insana, Founder of AlwaysOn Digital

Kym Insana is a multi-million dollar business owner, digital marketing expert, and founder of AlwaysOn Digital, a women-owned (WBENC/WOSB-certified) ethical advertising agency based in New York. With over 20 years of experience in advertising and digital media, Kym has led campaigns for major brands like the U.S. Air Force, Enfamil, Johnston & Murphy, Capital One, and more.

Kym left her demanding NYC corporate advertising career—after a grueling two-hour daily commute and a massive layoff—to build a company centered on flexibility, balance, and results. She’s a wife and mother of four sons, and she champions a work culture that empowers talented working parents to thrive in both career and family life.

AlwaysOn Digital is recognized as one of America’s fastest-growing private companies, delivers an average 4:1 return on ad spend within 6 months, and is an Effie Award winner for innovative marketing strategies.

Connect with Kym Insana: Website | LinkedIn | X | Instagram

SPONSORED BY: This episode is sponsored by Your Mind Stylist — Roberta Fernandez. As entrepreneurs, we focus on strategy and growth — but what about the mindset blocks holding you back? Roberta Fernandez is a board-certified hypnotist and emotional intelligence specialist who helps high-performing individuals and teams clear limiting beliefs and rewire their subconscious for success. Ready to remove mental barriers to your next level? Visit yourmindstylist.com. That's yourmindstylist.com — restyle your mind, scale your business.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!

• Website: Your Partner In Success Radio
• Email: mail@yourofficeontheweb.com