Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz [Episode 39]

In this episode, I sit down with Elinor Stutz, bestselling author of Nice Girls Do Get the Sale – Relationship Building that Gets Results. Elinor breaks down why understanding the real reason a buyer invites you into a conversation matters far more than mastering your pitch.

She makes a strong case for leading with empathy and asking questions that reflect a real understanding of the buyer’s goals. If you want to improve your ability to build rapport with prospects, her approach is a great starting point.

Elinor also highlights how sellers can gain trust by aligning with the buyer’s journey rather than trying to control it. It’s about collaborating, not convincing.

And don’t miss her personal story about the discovery question that nearly got her in trouble but ended up transforming her success. If you’re looking to sharpen your questioning skills, check out our blog on the ultimate sales discovery call guide.

You’ll walk away from this episode with actionable insight into why integrity and curiosity win out in the long game of sales.