Sales Expert (and Stand Up Comedian) Merit Kahn Didn’t Read the Room

Sales Expert (and Stand Up Comedian) Merit Kahn Didn’t Read the Room


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My guest for Episode #111 of the My Favorite Mistake podcast is Merit Kahn, a sales expert, Certified Emotional Intelligence Expert, business speaker, and CEO of her training company, SELLect Sales Development. She has coached & trained entrepreneurs and sales teams for more than 20 years and she's also a stand up comedian.

In today's episode, Merit shares her “favorite mistake” story about taking the wrong approach with a sales prospect earlier in her career. Why was Merit focused on a particular sales technique, in a way that had her disconnected from the moment. What happened and what did she learn from the experience?

We talk about that and other topics including:

  • Being a stand up comedian – can’t be a low-confidence person, right?
  • Reading the room, in sales or comedy?
  • Bombing on stage? What does that teach you?
  • What is the Open for Business framework?
  • Common sales mistakes?
  • Your website says “WARNING: Our programs are not a perfect match for everyone.” — why is that important to say?
  • The SELLect Sales System — Stop selling and start being selected
  • She dated a well-known comedic actor… listen to find out who!

Find Merit on Social Media:

Scroll down to find:

  • Watch the video
  • How to subscribe
  • Full transcript



"My favorite mistake was on a sales call really early in my career, thankfully, because it really set the stage for a big lesson that really changed the direction of how I work with my own clients, and now how I teach people."
"The prospect literally said to me, 'You know, Merit, you should really have a little bit more confidence in what you're selling.' Wow. Just totally stopped me in my tracks. I've been accused of a lot of things, never in my life, low confidence."

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Automated Transcript (Likely Contains Mistakes)

Mark Graban is an internationally-recognized consultant, author, and professional speaker who has worked in healthcare, manufacturing, and startups. His latest book is Measures of Success: React Less, Lead Better, Improve More. He is author of the Shingo Award-winning books Lean Hospitals and Healthcare Kaizen, as well as The Executive Guide to Healthcare Kaizen. He also published the anthology Practicing Lean that benefits the Louise H. Batz Patient Safety Foundation, where Mark is a board member. Mark is also a Senior Advisor to the technology company KaiNexus. He is also a Senior Advisor and Director of Strategic Marketing with the healthcare advisory firm, Value Capture.