What Is Your Charisma Style? | Selling Without Faking Who You Are

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What Is Your Charisma Style? | Selling Without Faking Who You Are

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In this conversation, Michelle Terpstra is joined by McCall Jones, co-founder of Charisma Hacking, to unpack the emotional architecture of selling. The discussion challenges the idea that success comes from personality type or perfect delivery, arguing instead that buyers move when sellers intentionally evoke specific feelings at precise moments. McCall explains how decisions originate emotionally before they are ever justified logically, and why misaligned tactics can erode trust even when the strategy itself is sound.Listeners hear real-world examples from webinars and live events that illustrate the difference between manipulation and mastery, how to call out identity without fearmongering, and how testimonials lose their power if used without context. Michelle and McCall explore what it means to show up as an intentional seller, protect both parties from desperation-driven transactions, and build hope that invites the right prospects into a community of confident rascals ready to act.Chapters[Start] The Emotional Core of Sales: The segment explores why many new sellers assume charisma equals extroversion and how that belief limits founders.08:15 Understanding Charisma Styles: McCall breaks down attention, trust, and authority styles using familiar figures as models. 25:24 Emotional Non-Negotiables Framework: The 16 emotions buyers must experience during a pitch. 29:43 Belonging and the Before & After: The conversation highlights the correct sequencing of testimonials and the need for prospects to see themselves in the before state.45:16 Hope as Rocket Fuel: The final segment focuses on the belief that this time can be different. McCall connects hope to identity rewiring and the importance of experimentation in entrepreneurial growth.Links & ResourcesGot a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to MichelleWant my eyes on your revenue strategy? Grab a call with Michelle.Revenue Rascals Discovery Call with Michelle TerpstraCheck out three ways Michelle and her team can support your path to predictable growth. Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.comConnect with Michelle:MichelleTerpstra.comLinkedInInstagramConnect with McCall:Charisma HackingLinkedInInstagramToday’s Sponsors: INDEStoveGet a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALSJason Markk Get 25% off with promo code: REVENUERASCALSDisclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. Michelle Terpstra's Privacy Policy

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