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Ultimate Sales with Hal Becker | Sales Experts Insights

My name is John golden from sales pop online sales magazine and pipeliner CRM, and today I’m delighted to be joined from cleveland ohio by hal becker. How you doing how so we I won’t be requesting how to stand up during this interview? We all done seated. So how? If you don’t know how already is a nationally known expert on sales customer service negotiating, he was number one sales person at the age of 22 in a sales force of 11,000 at Xerox Corporation, which wasn’t an easy thing to achieve, which for sure – and he has Mentored and trained a lot of people over the years and he’s written a number of books.

Can I have five minutes of your time. Lip service get what you want, but his latest book is the ultimate sales book so Hal. I wanted to understand so you written all these other books. You know you’ve worked with a lot of people. What was the genesis of the ultimate sales book? Well, let me just preface it whatever sales book you read, there’s nothing new. So it’s just repackaging information. In fact, I tell people if you’re in a book store, you see any my books, don’t buy them by Dale Carnegie how to win friends, influence people written in 1936.

So before I even get to the ultimate sales book, because I laugh because it’s doing supposedly I’ve told my publisher – it’s doing very well in Korea, South Korea, Poland and Japan, but the u.S. Is not doing that. Well, the next book I’m very excited about because it’s not published yet, but that was the best title. I’ve ever come up with ever it’s called elevators features a cramp take the escalator that is even when that book comes out.

There’s nothing new. It’s just repackaging of information, so whatever I give you or my opinions or bit-bit fact, based on all the other books written in the last 70 or 80 years. So this the ultimate sales book West, was an experiment. I thought: okay, I’m an idiot. Most salespeople are idiots felt like myself and we have a TD. We don’t like. We can’t afford an expense report, a little read a book.

I already put this three-page chapters and they have a very humorous quiz right afterwards. You know four four sentences. You know for questions but humorous to see if you retain any of the information, so the a the the goal was to put like a book in a workbook together in a very short two-hour read, and it covers everything in sales. Again, nothing is new, so it comes anything from hot to cold call how to use the phone and how to you know, handle objections.

I think once a closing the customer test so weak ask a good question zone and everything else in between. So what do you when you say: okay, so Dale Carnegie, you know way back when in the thirties – and you say you know nothing has – has really changed but have what are what are some of the things that you see or challenges? That may be a little bit different today than when, when you when, when you started selling well, I’m still selling, because I’m the weekends buddy.

Once I have a neat piece, Motown band and I’m paid, we booked a year advance and I’m a 62 to $ 100. An evening, but I’m the one who’s the sales, not getting all the business and I’m trying to kill myself to make nine dollars an hour, so sales, the sales, the sales, the sales. What what has changed is this technology, so my opinion and when I say a penny, that’s all it is because people can differ.

You know disagree with me everything’s relationships and from the 1910s to the 1990s there were two ways to get an appointment. When was this, when was this, then things changed with the event: the invention of the internet and email, then, when 2007, when the iPhone came out and everything along that social media, just what we’re doing here, everything changed the landscape change, because now we have phone knocking On doors, email, voicemail text, so with changes transactions and how to get the appointment, so you have to be well-versed in typing, you got ta belt, be well-versed in texting, using the phone knocking on doors and what I’m fighting.

So to answer your question specifically now, in my opinion: what’s changed, is we have much shorter attention spans? So less is more. You got to get to the point. You’ve got 7 8, 9 10 seconds and you’ve got to be well-versed in all areas. So many other twenties grew up on technology, so in my age in the 60s grew up through technology, so it’s a whole different, ballgame mom and, along with that, business has become transactional like I’ve never seen before before it was relationships and and who knows where it’s Going to go we’re in the middle of a hurricane, nothing mentioned that the hurricane is sitting right now, but but with Google and Amazon we don’t know.

I totally agree with you and actually, if you can, if you can learn how to knock on a door with your phone while you’re texting on this, but I agree with you, I mean I think we don’t know where we’re going. But the part you mentioned in my relationship, I think and and I’d love to get your opinion on this. I think the idea of relationship was maybe played down a little over the last number of years, because people was always all technology and everything and yeah they were sort of saying.

Oh, you build digital relationships, but I think the relationship aspect is definitely coming back to the fore and people are realizing that that, at the end, the end of the day is still the critical piece 26 year old kid again. As a kid to me, he said well, this is his line. Emails for information, not communication. I’ll, give you the perfect example I’m going to give a plug to this company if you’re a musician or whether you buy a microphone if you’re a speaker whatever it is.

There’s, Sam Ash, you know the stores there’s Chris Tyra center. They have their online presence as well and then there’s a company that most physicians own called Sweetwater. I have no idea what a sweet wire is, but I want to try them once to order something online. They are so good that they call you three or four times a year, just leaving a voicemail, no upselling, hey hi. This is Casey from Sweetwater.

Just wan na stay in touch say hi. I needed to place an order this week for hunting down the right. I’m a nothing thing: the only people I could think of was placing it through them and instead of just going online, I called them mm-hmm because it was just a spam, so wonderful like so I could use technology or use the person and when companies marry the Two now we’re in the perfect world, and I don’t think companies have figured that out yet yeah.

I I think, you’re a hundred percent right because I think we’ve all had the same experiences, but sometimes it feels like companies leverage technology to keep us from ever talking to someone right, yeah I’ll, give you a great example how there was a while back where I Had to update a subscription on the site and the site was going through some changes and to do the they gave you a phone number. When you call the phone number went through the phone tree, I told you to go to the website.

When you went to the website and put in your details, I told you to call the number and you were in just in this insane loop yeah. The first thing I look for is a contact number if they just have the contact form by I move on. I want to have a relationship if I need it down the road and it’s just just no companies couldn’t we could talk about service all day. Long. Do you provide or not you’re you and I we’ve never met until now, you’re.

First of all, you texted me earlier just ping me early. We started this call early you and I for the instant relationship within four seconds and or you would need not form a relationship. That’s life yeah it wheat, but most people don’t even take the chance to do that anymore. I’d have to ask you, I mean because interesting that you know you when you were at Xerox, arrived because Xerox was one of the you know leading companies when it came to sales – and I don’t know if you know I I I run a company called hath.

Wait for a while, which was spin selling, which was near Rackham, who actually did a lot of work with Xerox back in the day right? What are there? Are there some things that you learn too zero? I told those years ago that you have kind of carried through your whole career as real core skills. What’s funny about the way that was with who’s running a company now out of London, is it Tony Hughes? Yes, I bet we would seminar together in Athens, Greece, maybe a year ago or so, and my opinion again is what I when I went to I’m a screw-up.

You know I had a 1:7 acumen high school, I mean that’s a d-plus average, the guy across the hall me. I couldn’t get a job so much comfier to Xerox yeah. How do I sell copiers? I mean what’s the lower on the food chain and I never go into our training. I went whoa and then we went to our training center, which is three weeks 21 days, and then I was so immersed in Venice that I decided to do something.

I’ve never done in my life. I read a book on sales and I got hooked and from that moment on, in these words, I try to eat, tell sales people because the only profession I’ve ever seen it’s made up of amateurs. If you want to be treated like a pro, do something athletes will do anything they cannot to sit on. The bench salespeople are comfortable on the bench, so whether it’s reading a book, whether it’s whatever so to answer your question so from Xerox, we went through.

What’s called PS s1, which is for professional selling skills one because that’s one became PSS, two became PSS. Three became need. Satisfaction, selling became spin selling, it’s all the same, which is question based selling find out about the customer. However, you want to do it to have a conversation and when you leave, do you know more about them or they know more about you. I just gave you eight hours in a sales course.

That’ll close, don’t get fancy just stop talking about yourself. I tell people it’s a date time date. If you don’t want to date, talk about you, the other person’s, going to sit there and go what a loser just walk out finding out about the other person. So do you, and that is something I did a couple of things I just want to dissect from what you said number one there’s the point about what you were saying is that a lot of people come into sales and never have any training right.

It’s one of the fun it’s one of the few jobs you can get where you’re not and yet there’s yet the ones who stand out are the ones who they don’t even wait around for as Eric’s to train them. They they invest in themselves right, but a lot of people don’t so, is that one thing that you would really encourage people to do if they’re, if they haven’t done it already, it’s invest in your own in your own training.

Absolutely and there’s a Jim Collins where the book would be great to every seller, but there’s one line in them that made all the sense get the right. People on the bus and my opinion, the two most important qualities for a salesperson and you can’t train either. Um and there’s no specific order to a number one is a desire. If you don’t have desire you’re not going to be great because it’s a skills, you have to hustle whether its existing customers, whether it’s inside sales, outside sales, new business and number two – and this is the big one.

You can have high empathy where you’re truly putting a customer first and not the sale, can’t train either of those and so most salespeople when they start to study and learn the science of, because I don’t know about you, I am NOT going to a self-taught doctor. I don’t wan na self-taught salesperson, so when I’m around a real pro that truly puts the customer first and they read them, do that Tommy the field or buying something? That’s it they’re going.

This person gets it and I’ve always liked women salespeople over men. I think they’re more empathetic, I think the more genuine, the more she’s here. They know how to multitask better right that people disagree with you, but I ya know, and I think that the the empathy wants it in is an interesting one, because I think a lot of people don’t understand what them. But empathy really means right and some people think it’s because I had this conversation one time with some other people and their argument.

Saying: oh, you know. If you get too empathetic you know, then you might even talk yourself out of a sale or whatever, and I say I said but empathy, it’s not always. Empathy isn’t agreeing with somebody. Empathy is understanding and trying to put yourself in their shoes, and sometimes you may have to deliver hard truths to somebody. You know and that’s what real empathy is right. Why say? Yes, this isn’t right, for you, empathy is, you say, talk yourself out of a sale, great sales people never listen themselves out of a sale.

It should be the opposite: 90 minimum 70 % of the time he shouldn’t be talking since these world even from a long time ago. Think the more they talk, the more endearing they are, the more the customer likes. It is the opposites, the less you talk, the more the customer talked to the more event they like you and you’re. Not there be light if you’re there to do your, I don’t care. If I like my doctor when I go winter, my doctor’s job is just to make me well and if I am well, I got my annual physical and I’m eating 80 Twinkie today, you say: keep eating Twinkies, so I want to be a doctor of blank in Sales, it’s interesting, you say about the listening, because that is the part that I think again it’s a thing that I don’t think a lot of people understand they they’ll understand all day.

You can say you need to ask a good question say: yes, obviously, and then you need to listen to the answers. Yes, obviously, I need to listen to the answers, but there’s listening in this listening right, there’s listening and really you know understanding what they’re saying and processing it and maybe asking clarifying questions and validating what you’re hearing as opposed to listening or scribbling down something, and then Thinking yeah, I got it.

I need to see they’re trained for the whole warehouse, so this is how simple decision I can’t believe, my friends, I can’t I can’t I can’t take money to teach this stuff. Here’s how simple this is and you’re going to laugh at this job. Take a reporter notes in front of them. Take any talks on hopes from Jimmy family Johnny Carson. Their questions are in a cube, truck an index card, a pilot’s as a pre-flight.

A teacher has a lesson: plan attorney, sent notes or briefs. Quarterbacks have their plays on their sleeve. I’m going on this list to all professionals. She has people walking with a blank legal pad or a brochure. So I have to fight what I need to fight. I mean fight to convince them. You have to go on a call with your questions, written out and pull them out in front of you. You look you’re looking down a few times.

What you’re supposed to do at the question you’re going to be asking me if you didn’t come in prepared with questions? What kind of reporter would you be in here, but you’re supposed to be doing and that’s what they’re supposed to be doing and it does the most important things just what you were talking about? First of all, if you don’t ask the questions, you get the answers, but if it’s written down you now truly get to listen to the customer.

Instead of thinking what you’re going to say, next yeah, no and and and we have we have empirical evidence of that, like when I, as I said when I ran house when we did engagements with companies, one of the leading indicators of success were salespeople. Who did proper call planning, says people who wind it like you said, didn’t have as much success and it’s there I mean the evidence. Is there, but yes, how many? If, if you took ten random sales, people off the street – and you said, show me your calendar right, all 10 of them would have customer appointments on them.

Hopefully, prospects customers, how many, how many whoops yeah? How many many of them you reckon, would have 10 or 15 half an hour set aside for planning? Well, because it’s second nature you’re a pro. I would never want a sales call without my questions or even if they’re tattooed to my arm, but I make salespeople when I’m on a sales call. I ask those people to question your own. What’s your goal number two more questions and that’s what he treats just teach the sales managers.

Where are your but you’re not going on a call to your questions written out, I don’t care what bullet points on. I care how you do it. It alleviates you from talking all the time and they still get because again, they’re self taught pick up a book, become a student and learn what and every book says the exact says. Don’t prepare don’t be too genuine. Don’t be honest? Don’t be sincere, it’s just a little more car might have questions and just listen.

There you go, and I think and I think how as we come towards the end, I think the other thing that we’re fighting against now is. Unfortunately, we’ve started to become this very casual shortcut culture and I think sometimes these age-old lessons they just when when people hear them they’re just like yeah and but the reality is, if you want to be successful, put in the work prepare. Well, you probably like myself when you fly quite a bit.

The pilot, probably on that same plane, is doing six to eight takeoff and landing today on the exact same plane and every time they do that they do a physical inspection of the same plane, plot their information and do a pre-flight, because they’re prepared that doctors back. That list of questions on the fiscal they do two three four a day. I don’t see a doctor walking out going forgot the hard thing I still have in my hand the shortcuts take take them on the paperwork.

Don’t do expense report, fine, you won’t get paid, but don’t make a shortcut on sales call. You’ve got an average of an hour and 20 minutes a day. That’s it for an average outside salesperson to be in front of customers and you’re going to take a shortcut. Mm-Hmm, I don’t know you, we all love money, that’s why you’re in sales most of it exactly listen, how this has been great. Listen when does you’re a new book come out.

Oh well, I’m hoping this one takes off in North Korea as well, Korea. I can’t wait. I can’t wait. This come out because you know if the publisher does a great job. Well, it should sell here because of the ATD yeah. No, I think, that’s great but like I said I hope it penetrates North Korea this time and listen before we go. How? How can people find out more about you back crack’s BAC, k, tra XX band and where do you play just around the Cleveland, but you know we’re booked every weekend pretty much excellent yeah.

I got ta check out sometime, listen how this has been great. Thank you very much. My name is John golden says. Pop online says magazine, pipeliner CRM see all again soon ash. So I encourage you to subscribe to sales pop dotnet. The online sales magazine also subscribe to our YouTube blog and then comment get involved. In the conversation. Love to hear what you have to say:


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#SalesChats Ep. 58: Sales Training Tips & Advice w/ Tim Haller

S. Excellent. My name is John golden from sales pop online sales magazine pipeliner CRM, I’m actually today, not as I’m York, normally I’m in San Diego, I’m actually in lovely Vienna in Austria and my colleague Marta is also somewhere in the city.

I don’t know quite know where, in the city you’re hiding today, Martha also in the end, is keeping you’re keeping your location top secret okay. Well, today, what we’re going to talk about is sales training tips and advice and Tim’s the founder and president of sales gage, which is a sales training company that offers a kind of unique blend of both live training and online or elearning training. You know focused on strategies that immediately drive pipeline and have near-term impact, because I mean, I guess Tim, that’s always one of the things when it comes to any kind of training, but particularly sales training.

Is you know how quickly is this impact? Are we going to see the impact so, from your point of view Tim? What are some of the most important components of a successful sales, training or sales performance improvement initiatives? You know what John there I guess it depends on how you actually measure success. It depends which VP you’re talking about if you’re looking at just, I need a common language for people to be able to work through and have a process.

That’s a methodology, training and there’s a lot of companies that offer that methodology in the and that’s interesting, because, typically working for Hewlett Packard for 20 years, we went through every training known to that you could possibly do, and it turns out that each one of these Trainings had some value to them, but one of the things that really lacked is how do you measure success in sales training, um, that if you want people to fill out paperwork and be able to come out and have a nice, you know I have a nice Blue sheet, or whatever that you’re using, then that’s what you need to be able to buy for sales training our customers are looking at success is how many deals do we get what happened in the training? As you mentioned, what we’re really discovering is finding that eLearning and blended in with a live practice session has been unbelievable for lowering cost and driving.

You know real success. You know. Last week we did a storytelling program for a customer. It was very customized to their products and at the end we did two hundred and ninety some odd calls 219 times. They’ve either left a message or talked to someone and they got 43 actual meetings out of that and at the end of the day, one of the women, this woman Erica sent me a note and said: not only did the class go really well, but she ended Up closing an opportunity, the following day on something that she made a phone call in that day.

So, if you’re looking for success, that’s what I look for is is: did you get something out of it? Um yeah! So that’s it! So let me just focus in for a moment on that so um you mentioned the blend of e-learning and then live training. Is that live training in person is a live training? Is it virtual live training? Can it be either/or, and what do you find is? Is appropriate for maybe self-paced e-learning and what’s appropriate for live, I mean: how do you, how do you get the best of best out of both of those media, so they can be virtual and they can be live? If we talk about the e-learning, what you really need to do is make it to be about an hour long, and these are the concepts that you want people to learn because it used to be that I would come in and do a live session and we’d Spend 2 to 3 hours on doing the lecture, and then we would do the live training.

Well, it turns out now that we can immediately deliver two modules, which is really a 50 % cost savings to the customer. We can do 2 modules in the time it takes us to do what used to take us to do one, because we’ve got that e-learning what’s what’s appropriate. Is that whatever you do has got to be? You know under 90 minutes, basically in order to get people to stick and the real value of the tactical training is that people are practicing it.

They do it right away, and then I guess is that the it’s, the ongoing reinforcement, because one of the things they you know – and I was in the sales training industry for a while – the the biggest obstacle always was. You could come in. Obviously – and you could do a sales performance improvement initiative with the company everybody’s super pumped and enthusiastic about it and then you leave and you know, you’ve trained the managers and you hope that they’re going to, but you have no, you have no way of really impacting It going forward and this the highly motivated ones, will take it and run with it and they probably train themselves anyway, but the rest of them.

It kind of atrophies over time sales isn’t for children. I mean it’s a hard job, John right and to your point, making them practice and showing that it works again. This isn’t about filling out paperwork. This is literally about making sure that they’re working on a live deal that they’re making phone calls that they’re in the middle of a negotiation. That’s the real value in being able to do tactical training it’s what they got to do every day and if they can’t be successful, that’s not anything that a sales training is going to make work.

What is it, what are some of the common issues that you see and that you’re you’re when you’re training that you can help address, such as you know, maybe one of the ones that I used to see a lot in the past? Was you know, sales people? Maybe holding on too long to an opportunity, maybe not qualifying it enough in the early stages and then running into problems later. What are some of the common issues that you come across that you can address? Well, if you break down the process where we start with prospecting, the very first thing I talk about is you know where your leads coming from number one and then number two: how do you line them up so that you can be very efficient with them? So it’s a time management piece that we need to teach people up front.

The second one is, I love the CRM, but not when you’re making calls make the calls and then go back and update your CRM. That really gets you to focus on what you need to do and move forward when you think about deals, what really struggles is that they don’t know how to qualify them. They really struggle with qualifying a deal, and you know everyone thinks that their baby’s really good-looking and cute, but at the end of the day your deals aren’t I mean you think there are great deals, but when someone else looks at them it becomes a problem and You know: we’ve got a couple of ways that we do it to attract.

You know some differentiate differentiation there, but upfront it’s about understanding what I call the critical business issue and that’s a really important one, because we break it down into what we call the critical business, the critical technical and the critical personal – and you know I can address Them if you’d like John on that side, but I’m not sure exactly what you’re looking for no I’m, but it’s it’s good.

Where we’re going with the conversation, I really like it. I think focusing another critical business issue because I do think like okay, so every sales person when they engage with the prospect they they may at least try to have a business conversation and try to get to the business issues. But some people are better at it than others. Why do use? What makes some people better at that, and it is part of it – is that some people don’t really know what how to define what a real business issue is.

Yeah turns out that’s a little of both one that they think they’re having a business issue conversation. The first thing that you describe is the technical issue when they hear the pain point that they’re actually going after, and they hear that issue that they can solve with their product or service. They jump on it both feet in and they’re one or two questions away from qualifying for the critical business issue.

You know when we talk about high value trade table, which is where we get into a from a book call from Chris Voss, never split the difference. Negotiate is if your life depends on it when we get into high value trade tables, it’s really about knowing. How do you capture that information, and one of the very early captures, is what I will refer to as the critical business issue? It’s the people, time and money, and if you stop from the pain point and go back and start engaging, how long does it take you to do this? How many people are involved? If you get two of the three people time and money, you can actually calculate an ROI, and if it’s equal or less than a year, you probably have a good opportunity to close a deal as an example.

We had a customer that swore he had a great deal just on upside-down and it turns out that when we did the critical business issue in calculating the ROI, it turns out that the customer that the client was spending fifteen thousand dollars a year in engineering time. But to solve that or to make them more efficient, they had to spend sixty thousand for the product or service. That’s a four year return on investment, but he swore he had a great deal mm-hmm.

So so what I, what I was finding I am, and I’d like to get your insight on this, as I said, is that it’s not always the fault exclusively of the salesperson right. It’s the the sales managers can get very distracted into late-stage opportunities. Trying to you know, get in there and be the super closer or let me help get this over the line when really, if they focused more on helping to qualify and be that sounding board earlier in the process and we’d have less we’d have better qualified issues.

Maybe are better qualified opportunities, maybe less of them, but with a more higher likelihood of closing well they’re, so focused on three to four times pipeline. They get so into that that they lose sight of the quality versus quantity. So you know one of the studies that we did is that last year there were a hundred deals that we went through with customers and of those hundred ninety six of them had critical technical issues, pain points that they could solve.

Only four of them had business issues that were actually calculated and agreed upon. So this idea that you know they know what they’re doing is one thing. The other piece that you look at is you have two thousand. I call it deal time. It’s two thousand hours a year to make quota roughly little less happy of two thousand half of that goes away to you’re, doing your internal job and everything you need to do for your sales manager and the internal, and you know, life in general gets in the Way – and that means you’ve got a thousand hours well, if you know that 80 percent of the deals that go into your pipeline literally, don’t close, they either lose to competition or no decision.

That means that eight hundred of your remaining thousand hours is gone to deals that you shouldn’t be working on and that’s 200 hours of deal time. That’s all you got to close if you can just get one or two of those deals that your you’re working on to really look at and say: hey, it’s not a good deal. I got ta kill it. Then you have a huge difference in what you can do for deal time, because I mean personally, I get kind of tired of that whole mathematical formula.

You know the we need 5x our pipeline and then life is good and you’re thinking. Well, wouldn’t one and a half of really highly qualified opportunities be better. You know than 5x a load of garbage that it’s funny. I had a guy who worked for me for years, and he kept telling me about this Hamilton standard opportunity was coming in. It was coming in. Finally, I looked at him and I said Larry I don’t get it.

I’ve been forecasting as for you for months, I said it’s not coming in. I said what’s the deal and he said to me: you know Tim when it’s the only deal in your pipeline by definition. It’s a great deal, there’s a well, you know all of a sudden. You know we’re getting to the point where we start teaching people you need these high-value trades and again I recommend this book by Chris Foss. You know never split the difference.

Chris was the FBI hostage negotiator and Chris talked about the fact that you need to know what you’re going to trade before you get into it, and we built this scorecard in this whole idea of high-value trades and its value. What’s the customer asking you for on the one side and on the other side it’s all about time, and so it’s really interesting because when I take guys give me an example of that, because this is fascinating.

Give me an example of some high value, some trades that you might make. Yes, so here’s the one you know one of the things in the software world a lot people want to get to the demo. They don’t know why. But they just know that if I show you something, maybe it’ll stick well, if you start thinking okay, well, I could do a custom demo or I could do a standard demo. Well, those two items right there are increasing in value.

The standard demo will cost you more money than a sales call or a recorded demo mmm. The custom demo takes a lot of time, more people etc. So, all of a sudden that whole idea that I actually am being asked to do a lot by my customer. I have the right them to invest personally, they need to do more for me. So what I teach these guys is hey in order for you to do that. You know, and I’m happy to do, what you’re asking for, if you want to custom demo, I’m happy to do it in order for me to get that done, I’m going to need to think about a high-value trade that I want, and that might be you need To put together a requirement stock that states, you know how you’re going to measure us what you’re doing etc.

The customer has to do that work that all of a sudden becomes this idea that you’re committing to work with them. Only if they’re willing to work on your side and when value looks at time on the right-hand side and that’s you know, value on the left and then time on the right. The critical business issue is like the third item on the list and a lot of the sales managers start saying to me. That seems like a really valuable thing.

It’s it shouldn’t be. It should be more than three points, mm-hmm and I said to him because you’re looking at it in terms of value in that time, I need to know what the return on investment is before the deal gets into the pipeline right. I need to know that we’ve got a good deal and you and the customer agree that we got a great return on investment, so you touch them something that’s really fascinating here and that I wanted to dig a little bit more into.

I think what you said at the beginning. There is in order to do this kind of trading right. The the salesperson has to have a good degree of confidence and respond respect for their own, their own time and the value that they bring right, because if I don’t feel that way, I’m going to say oh yeah I’ll, do a custom demo for ya I’ll paint. It whatever color you want it to be, and you know and I’ll send you chocolates too, but it requires you to have some confidence in yourself and the value you’re bringing for me to say yeah Tim I’ll.

Do that for you, but here’s what I’d like you to do in return? You just got it right on by the way. It’s it’s not a hard concept, but if you don’t plan it upfront right, it doesn’t happen. You need to know what you’re willing to trade and win you know and – and I find it fascinating that salespeople, don’t ask enough questions and, like I said, the critical business, they will actually check off as a that’s something they’ve gotten from the customer.

And yet, when I go back and say what’s the return on investment, how long they they have the technical issue, you can always sell with this issue. You can sell against the pain, but if you really go back to the business impact, because someone in your customer is doing this you’re, not an expert in the finance right, little piece makes a huge difference and they’ve got to be confident enough to do it.

Unfortunately, they don’t want to know the answer, so they don’t they don’t do it they’re. You know. If I get the answer you know it might be the one I know one and I don’t have a deal and then then I might have to find another deal, which means I got ta make a call and I’m going to make a call. I’m petrified of the phone, so there’s another interesting thing in your training nowadays, how much is it evolved over the years, because one thing I I see a lot of right now: is people don’t want a prospect anymore right or they? They would tell you.

Well, you how cold-calling is dead and inbound rules, and you know I sit here and kind of wait for leads to be fed for me, because actually it’s really marketing this job nowadays to fill my pipeline. So what is your what’s your answer with us? Well, there’s two answers one: when people get promoted the first thing they think of is oh, I don’t have to call anymore and great sales reps. Still. I don’t care what you call it cold, calling it doesn’t need to be cold, calling McCoy, but networking and understanding your accounts and seeing what’s going on, you know we just did one, which was something we called slam.

A sales lifecycle account management program and we took a customer through how their client goes to market and then how to interview executives at each step. So they could go back in and create an opportunity. I don’t care what you call it. That’s prospecting well, but right now it’s BTR’s. You hear sales development, reps and business development reps in they are usually people that are fairly inexperienced.

They haven’t quite figured out what they’re doing yet and they’re being asked to go out and call people and generate leads to that point. We actually created, what’s called a BTR kickstart program where we bring together BTR’s. Let them get a couple of different ├«le earnings and then either virtually your live depending upon how they want to do it. Take them through how to get on that phone and tell a great story and handle an objection.

That’s the minimum that needs to happen, and it’s really powerful when you read these young folks get on and do it. We did one a couple of weeks ago where I had a small group, four or five people, and they were just amazing. They were energetic and ready to go and it was fun, and you know it all went on their oldest coldest status leads and I’m working wonders. Well. You did again there’s an interesting thing that you touched on there, that you also you also you know mentioned earlier me here and that storytelling right, because what you just said is you know you got, you teach them how to tell a story, and then you know Overcome the objections, but I mean oh I’m going to think of you know I got a lot of.

I get a lot of unsolicited emails and phone calls and stuff. You know, as we all do, I’m trying to think of the last time. Somebody captivated me with the story. So when you teach storytelling tell me a little bit more about what what do you? What do you teach them to do? The biggest thing that I like to be able to do is you know your marketing. People have done a lot of work for you, go back and read your case studies, because that’s where your story should come from right and it’s pretty simple by the way, as I did with a with a customer, we took their infographics on a couple of their Case studies in an e-book and we immediately were able to build five six seven different stories that you could reach out to their customers on.

They were very customized. You know we teach them to actually start with some level of a pain point you know understand. You know, based on your title, customers like yourself, have been telling us again. You’ve got the confidence you know one of our customers was able to you know. How do I get a few minutes just to talk with you about this or who should I speak to? It’s literally about being able to build a very short story: 20.

Second voicemail – and the biggest thing here is that you need to do the one-to-one executive prospecting, which takes a lot of research in time, but this BDR SDR world. You really got to get him into volume. How many things can I get you know and, like I said when we did it last week, you know in a 90-minute period it was 290 dials and that was 18 people, but that’s pretty powerful when you think about it in 90 minutes I’m going to each One of you we’re doing 30 to 40 calls and you need to do 50 to 100.

Today. It’s all a matter of time management, a little bit of technique in a cabin, a great story and another CAG, you were said everybody was enthusiastic and you know fun. I mean you got a let’s face it. If you’re going to be made in that amount of calls every day, you’ve kind of got to get yourself psyched, you know hyped up and because it’s it’s a tough thing to do so, you might as well may make it fun yeah and recognize that most people, Like yourself, John, are not going to respond, you you need to be there at the right time, doing the right thing and saying the right item that actually hits their pain point that they’re willing to work with you on yeah, and I think, that’s part of the Reason why you see a lot of people give up so easily? It’s you, they make.

You know a few hundred calls or whatever it is, and they say well. This is useless. This doesn’t work but, as you say yes, if you call me on an average day and – and you know put something at me, you know I’m if I even pick up um yeah and if I do I’m probably not going to listen to you. But there are occasions when you know an email is pumped into my email box or somebody’s called up about something that I’ve actually been thinking about and I’m like huh.

Maybe this is worth listening to. So it’s like it’s like one of those things is it’s out there. If you keep going right, it is, you know one of the things I tell people. John and people say all people don’t listen their voicemail. They don’t do this. Look at if people really like what you have to say, they will call you back yeah, I don’t care. If you catch them live they might be. You know, engage you and and have a meaningful conversation as you defined it, but at the end of the day, you really need to be able to get people to do work for you.

If you’re doing all the work and they’re not doing any, you don’t have a deal, you know it’s the funniest thing, as I say, to salespeople. Okay, tell me about the last meeting you were on whether it was on the phone or in person, and one of the things that they talked about is that they did all of these action items, and I said great, would your customer ya know so? Well, they they had nothing right there waiting for us, yes, okay, sales is a is a whole negotiation from the beginning to the end, and I think it was Ian Dunbar who made it.

He was a famous dog trainer and he says: look at whether you’re training, dogs or spouses, it’s exactly the same. It’s a negotiation and that’s what we’re doing trying to train our customers. Yeah absolutely – and I love that and that you brought up that issue about yeah, because that that’s one of the biggest one you see is like somebody comes back from a meeting or gets off the phone or a virtual meeting, and they say I had a fantastic Meeting the prospect really engaged – and you say, what’s the next steps.

Well, you know: we’ve set up a follow-up meeting for next week. That’s fantastic! What are they doing between now next week? No, what do you mean? What is this customer doing? Nothing yeah again the high-value trade table. You know as part of the sales gauge five module where you actually build this trade table, one of the things before you you get off that phone before you schedule. You’ve had to ask them for something it could be as simple as a LinkedIn, but I’ll tell you if you’re sending a quotation to a new prospect without actually scheduling a meeting to review it.

Even it’s only 10 minutes, you’re missing a chance to increase the qualification. Just simple things like that, John and that sticks with people and they love it, and if they can’t give me 10 minutes to actually review a quote, then how serious are they about buying yeah for sure, I’m one oak say as we’re bumping up against the end Of our time here, what I did want to ask you quickly, though, is about sales training becoming part of your daily work practice right, and I do think that this is – and this may be true of all disciplines – I don’t know, but I mean I think, particularly With wit, sales, you know, I don’t think sales people generally, we invest enough in themselves right or take enough response.

I think most people I mean I so people who probably practice their golf swing more than they ever practice their sales skills and, at the end of the day, they’re not on the Ryder Cup team, so golf isn’t putting food on their table. Your sales job is, and yet you’re missing any more time practicing your hobby yeah. You know one thing I talk about and it’s an interview question when I teach sales managers about interviewing and how to do behavioral interviewing one of the things I say is: I want to understand what book you’re reading right now today bring.

What did you do to invest in yourself? It’s a simple one, and if someone came to I, and by the way I don’t care, if it’s a novel or something that you’re reading for fun, I want to know that you’re doing something to invest in yourself. I’ve got a whole list of things that I love, but this and I’m really high on it right now, is book around this. This Chris Voss, the Frank Boettcher book on how I raise myself from failure to success and selling.

There were things and lessons in there that actually get you to understand how to be a better salesperson. You know I’ll talk about one guy, this Don Darren Becker, who was just an amazing customer of mine. He was a global sales manager at JD su many years ago in their Navi AVI, but Don had left. He wanted to go back to being an individual contributor and Don went off, and I talked to him recently and Don had this great thing that he told me he became such a better salesperson because he had empathy for his sales manager.

One thing people need to recognize is that make your manager look good they’ll make it do a lot for you and so Don had his CRM updated. He had his reports and he knew what was required in what the customer needed and or his manager needed, and that made him a better salesperson and he had much more time to sell because it wasn’t constantly answering questions from a sales manager was so profound and He’s an excellent excellent sales rep and he loves it, and you know he was a manager was a global guy and he said I want to be an individual contributor again, there’s a noble thing to that.

I love him. Ya know I think, that’s a great self-awareness. I think there and you know, focusing on what you wanted, what you’re good at as opposed to always feeling that the only way to prove that you’re, improving or or you know, moving on in your career, is to have the term manager, because it’s not the case. So, okay, so as we finish up on our time here Tim, this has been great. It love the conversation.

I always like to ask guess what do you personally Tim do every day to set yourself up for success? What’s something you do you know so I’ll tell you John the biggest thing that I tell everyone on this one. You know if you ever read a professional athlete before a game. They’re stretching they’re doing they’re getting warmed up right, they’re, not just going out cold into the field. So one of the things I tell everyone and myself is grab a couple of your really old cold leads, go back out.

People you haven’t talked to in a year. It’s all in your crm, just you know new a sort and then take and make your first three or four calls of the day. Those are your warmups just make those calls you’ll get a couple of dials in and you’ll get in the habit of doing things and like a professional athlete, you’ll have warmed up because once you get through three or four of them, good things happen, but you need To be able to understand, what are you going to say? Is there a? Is there a great story you can tell, can you you know refer them to some piece of content that you know you’ve done, whether it’s in manufacturing or service or financial services there’s good things and that’s what I like to start out with you know get yourself Pumped up by making a few phone calls in the morning to your old leads and then believe it or not things happen.

You even will resurrect a couple of leads out of there. Just by doing that, ya know this fantastic advice. I think everybody should. It should follow that advice, phenomenal and just before we go to him just tell everybody just a little bit more about you and your company and how they can find out more about you. The easiest thing to do is either send an email to us info at sales, Gage, GA uge dot-com or you can actually go to our website.

Wsas gage comm and in that you’ll see our e-learning platform. I got to tell you what we’ve been told is that the e-learning platform is a very under priced value. We give that away for customers to really get something out of it, and it’s really targeted at that that small company that really needs to do some training, but they can’t fly everyone everywhere. So highly recommend that people check out.

We do and there’s a resource page that has a lot of free stuff that were given away um. So thank you so much John for letting me come and talk with you today. I had a lot a lot of fun. Doing this yeah! Listen! Thank you Tom! That’s Tim say to Tom Tim Tim, hello, there in Boston, my colleague Martha here in Vienna today my name’s John golden says pop online says magazine pipeliner CRM also in Austria, but would be back in the San Diego studio next for the next one.

Next week, again Tim, this is great glad. You could join us glad you. The people could join us on Twitter, Martha anything any any fun stuff from Twitter today, funny stuff, not but very interesting ones Thanks. I look forward to reviewing the Twitter feeds later again. Thanks. Everybody and we’ll see y’all again for a sales chat really soon. Thanks.


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Effective Presentations with Steve Stasczak | Sales Expert Insights

Some new skill sets right. Steve, yes about! You know what are some of the fundamentals of becoming a more persuasive speaker. Who is a spaceman? You don’t exactly be familiar with that three seconds, but whose speech to remember well, obviously the Abraham Lincoln Gettysburg Address is the most famous one right right, so Abraham Lincoln did was. He actually came off of his for know. He told the story.

The casualties in the battlefield and while it would kill the account so while we were fighting in the first place, he told that story to Gettysburg Address and when he told that story after he told the story he prescribed, that was the incidents. That was a story. That’s the I, after that he prescribed an action, he said so if we come together and men offenses put our differences behind us and then the venom that we will become one great nation.

So it sounds simple and it sounds very trite, but that could be coming enough, persuasive speak. What a lot of people do, what they lack is when they’re doing presentations it’s they don’t close up our speech properly. So, for example, you’ve got a title. You’ve got another title: that’s a solution to somebody came in to say, for instance, about a homeowner’s associate. I was in a home, an association for my neighborhood.

It was my turn to speak and, given you know, someone informative, you know presentation, I say well. What I’m going to do today is something that this is a title, my speech, if anyone speeches off anyone how easy this for anyone to build a deck and three weeks or less, you know the force, a commitment that that that now does not exclude women people That first time, people to incarcerate – and you know a lot of people wanting to get their hands at home improvement, so you’re going to you’re going to put off the audience, come up with three major points.

Those three major points me to be pictures to you help me out. One way to other Twitter means when you’re giving your presentation today, three weeks or less I’m going to discuss the materials, the materials that you isn’t, that expensive than thing is as expensive. As you see, and it’s not as labor-intensive and that’s where you golf and get the you know people in their speech with well, okay, well, thank you any any questions and it all gets a little.

I mean the speech so so then, how do you so? This is a good formula for people for people to use, but I think sometimes, even with the first part people struggle with, especially if it’s a it’s a it’s, a it’s a sales presentation or it’s a presentation to a group of people or it’s an online presentation Is people tend to ramble around the beginning of it rather than, as you say, you know, setting it up with a very, very compact and focused idea of what’s going to be talked about? They tend to sort of ramble and kind of go all over the place and try to sort of paint pictures at the beginning, rather than focus so recently, I’m contracting with the company – or I actually don’t do the persuasive speaking myself, some walking walking walking walking a Lot and I’m ferrell regenerative medicine around the country.

So when I go in, I build a little rapport with the folks by you know how familiar they are, how familiar they’ve been with stem cell. You know what was their awareness. I did a little work about myself. Very short, we run from little gels if I’m up in Canada. You know the weather contrast get right into it, like you say, but yeah people tend to do that and I think it’s maybe because of me they might lack a they may be.

They may be unsure of how to approach the audience mm-hmm so a little warm-up in the beginning, and then you want to go like your PowerPoint or what have you today? I’m going to just slide right in there with the river rapport and say you know. I know most of you folks are eager to learn about so-and-so and then BAM go under the title. So how do you help people, as I said it at the beginning? One of the one of the major challenges that we see nowadays is that a lot of presentations are now not done face-to-face right, they’re done virtually they’re.

Dumb luck we’re doing here – and this is – and this is a challenge for people – because sometimes you know – maybe your audience is invisible. They may not have their camera on or whatever, and you still have to give a persuasive presentation, but with zero feedback from the room right so often. So how do you? How do you advise people when they’re approaching virtual presentation? People can somehow you know, acknowledge it, but I’ve been through many trainings where they have to mute.

You know because they don’t want any questions upset the flow of the presentation. What I would do was, I would probably maybe throw some rhetorical questions out there better. Yet I would probably do some audience buy-in, even though I couldn’t hear back from them. Wouldn’t you think this would be putting this witness you know so just to get their participation even if yeah right yeah, because it definitely is a growing growing challenge for people when they’re, not always in front of in front of people.

Another part, is you know, how do you help people simply overcome fear of present right, because even people who have to do it as a job, sometimes it’s the part of their job? They hate their great one-on-one, but if you put them in front of a group of people, they’re like everybody, has an issue. Well, not everybody. People who have fear have issues and you can find out what that issue is a lot of people.

Think – and this is what used to go through my mind, it’s when you’re standing up there almost like naked, like people, can see right through your mind. If you have any other extraneous thoughts or thought about the audience for unconfident feelings, that people can know, people can read those that’s one thing: there’s ten public speaking tips that I think and I’m studying them up down in sideways, but one of them is 90 % Of your nervousness doesn’t show hmm try try to find a friendly face in the audience when we receptive face receptive is key because you don’t know what people that people have on their mind for people get intimidated, overcome the audience right.

So for that receptive face because you don’t know, what’s going through their mind and when you do it’ll make you feel more confident yeah, and I think the other thing too is what I would say to people is. Is the audience wants you to be good? They want you to succeed, they’re, not sitting there, hoping that you crash and burn. So you know you’ve got it. You’ve got an audience who wants you? Nobody wants to read somebody who’s struggling right.

It’s not it’s not a pleasant experience for anybody. So then, how do you help people? Okay? How do you help people bring some more dynamism to the present because that’s the other part, so maybe I’ll get over the fear put you’re, just dull right, you’re just boring and you just you’re just going to it. Monotone slide by slide and everybody’s falling asleep each section. The reason these things work for people are class work and they work for everybody.

I’d never get someone say that they didn’t, but it’s a two-day class. When we do a sweep. We, you learn a session. You practice it with a partner with somebody in the room. Then you perform it, but getting your point. I have a cold in exercise, and so when I do is I haven’t read something really morning matter of fact: I Arabia turn in a minimum tax. Malthus, get through with that. It sounds like I hold a Disney story out loud.

So what you do is you go way to the right? Okay, you break out you break up, because a lot of people may be afraid to be over enthusiastic right mm-hmm. So I go through that. That’s one of the things that I do in the in the class and overcorrection exercise. There’s some other little things than we do, but that’s one of the major things – and I think one of the other things is is: is people have to connect with their own material? You have to believe in what you’re presenting I mean.

I think if you go in and you just think yeah, I don’t really believe in what I’m saying on we believe in this product. I mean it’s really hard to come across or, I believe in a magnet Susie asked about seen. You know about some of the results that I’ve seen and you know some of the things potentials it has so I buy into it negative Susie ethic, which is point of public speaking tip number seven, because the more enthusiastic you want about your product, your audience, will Be pitiful, so what are a couple of things that you would advise somebody to do? Maybe somebody who gives who has to speak, you know regularly or whatever what are some ways they can start to take.

Maybe some inventory of how well they’re doing people have critiques on you know like, for instance, I’m actually doing a one-off for a home speaking coaching for the person. That’s hasn’t ended up the Wells Fargo Championship here in Charlotte, and he when I first came in, I said so tell me what you want help with it. Most people are willing and have been taking their own inventory and they tell you well.

I’ve got too many arms and I’m a little dull. I don’t know how to punch things out. I get nervous this way my hands issues with my hands, yeah and then so high done. Do you help them to overcome these and cuz? Sometimes, let’s face it. Sometimes you can think that you have a problem with something, but when, when somebody from the outside takes a look at – and they say well, that’s not actually what your problem is.

You’ve got your problems over here right. So so, how do you help people? I mean cuz, I could come to you and say: oh, listen, Steve. You know this is my issue, I’m away from my hands too much, but you then read me and you go it’s not your hands, it’s something else I mean. So how do you help people focus in on the right things? You know you can find out what the issue is. You know maybe they’re flailing their hands because somehow someway they’re nervous.

I tell people, I say if you are nervous, use your hands to dispense matter. I mean some people are just going to for abundant energy than others. How did it talk other issues? That’s just sort of an experience, experiential thing that I find out when I’m doing the workshop, like, for instance, this person didn’t tell me most recently that they were there. Pauses were almost like that right there around our homes, okay, so they had a funny way of doing a.

Let me know funny way of doing it home because somebody probably said don’t do homes and they got they still have that nervousness right. It’s it’s! It’s really fascinating, though, when you see that how much people beat themselves up over over things right and how they get, how public speaking can you know become such a bit, you know, can create such you know, fears we said in people because they think that there’s So many components to it become back from to your formula.

Your formula is a pretty straightforward one to follow right. Yeah it takes it takes it really takes ounds simple. Only have people come up there and practice and do it they somehow someway run that action into the benefit, but you’ve got ta. You got ta, stop rhythm, you got ta just and what I do in my public speaking class. Is they work that stories? First comes now or that stories first I get this story done.

I say: okay, now tell me the action, the action you want, people to take and the benefit they’re going to receive from doing it boom. I say: go out there and tell your story and then just simply at the end of its thing, this is the action I want you to take. This is a benefit like your parents, hmm when you’re kids, they just say, don’t be the trigger, don’t fix this or don’t do the chore? Well, you did, they never told you why somebody would receive from doing if you didn’t, maybe fifty percent of the time you would you know – probably probably not but yeah, but at least you know at least you’d think about it.

So that’s it! That’s it. That’s interesting. It is, and I think what you’re hitting on here is that difference between the action you want to take in the benefit, that’s very easy to confuse those or conflate them right. So in in the last few minutes we have Steve what else? What other quick piece of advice would you give to people to improve their to improve their speaking and then tell us a little bit more about yourself and how people can learn more about you and you know, come to some of your classes? Well, here’s the thing! So a lot of people, you know they say well, I don’t have any problems with public speaking at a girl one time one of my classes say yeah.

I was in the debate team and everything showing up for the major of her presentation. She just folded. Mm-Hmm one thing you need to be modest and true yourself seriously: mm-hmm, sometimes the quietest, people, the people on the lowest rung of the ladder, usually turn out to be the best speakers in the class say this. I’ve seen a lot of people speed. So one thing never put your hands in front of you because you’re creating a barrier to the audience.

Oh, I see a lot of people. I see me doing that infomercials on TV and things or what have you Insurance commercials? They do the finger thing or what you know. The other thing is I’ve. Seen a lot of speakers do that they paced back and forth in front. They didn’t prove you know, and people think you know that you’re not Tony Robbins, okay, but you’re, not the eye clinic where they’re going to find you everywhere when you do that people are twisting their neck back and forth and they start not to get it all.

Because you’re going all over the place, that’s one of my pet peeves, I would suggest not to do the other thing too, is a lot of people think that if they memorize a presentation and try to restate it word for word they’re going to make, they have A perfect presentation – and that’s not – I need to be tempted – everybody’s tempted to do that and when you do what happens is you’re going to lose your spot you’re, inevitably going to lose your spot you’re going to have the back for a? Can it’s going to bite you it’s going to bind your speech online so that that’s pretty important! You know if you have to keep no cards, that’s fine! But typically, when you’re doing a presentation, you’re going to have those three bullet points, something yep title out there.

So you don’t mind, we’ll remember, looks behind those points. You’ll have the story behind them. So, yes, I said: yeah yeah, it’s Riley, hopefully there’s nothing worse than you know, bringing up your third bullet point and then going huh, I’m not magic on any base theories and you can improve somebody’s mind seriously a good percentage of doing these in the class. It’s really interesting because people think in pictures, so how this thing is oriented, but can I talk about my classes? Yes, please, to tell us a little bit more about yourself in your chances.

Samsung Toshiba places like that, and I do I guess what you want to call home speaking class where I advertise and then I can do in different cities, mostly around here, northern South Carolina and Virginia and Georgia, and things like that DC. There are two day classes and we cover everything under the Sun. You make one investment. I mean seriously that two-day class should last you the rest of your life mm-hmm because, like I said, you’ll learn a spot.

You’ll learn a portion, a section, then you practice it and then you perform by here for two days. If you don’t know it then there’s something wrong because you’re a birthday well next thing, but listen them thanks Steve. This is Steve’s stage Zack. My name is John golden pipeliner CRM and says pop online sales magazine spin grades been fun talking with you and look forward to another expert interviews really soon.


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Importance of a Positive Mindset in Sales | Ryan Lowe

My name is John Gollum from says pop online says magazine and pipeliner CRM, and today I am joined by America’s positive attitude: coach, Ryan, Lowe from New Orleans, Louisiana, hey Dean, Ryan, yeah, excellent, Ryan’s, a motivational speaker, sales, trainer consultant and author who’s. His passion is working with companies and team members to inspire them to create a positive culture and mindset to achieve excellence, and today we’re going to talk about the importance of a positive mindset in sales.

So Ryan, we’re now in August. Right and a lot of salespeople are on a calendar year and you know maybe they’re looking at their quota now and they’re going. What looked like an achievable quota back in January is now looking a bit daunting to them, and maybe all these self-doubts and-and-and negative thoughts are creeping in. So let’s start with people like that, what advice would you give to somebody who’s? Maybe losing hope that they’re going to achieve their quota this year, one of the things that I would suggest is going back and looking at their daily habits.

What are they doing on a daily basis? Are they doing the same thing that they were doing at the beginning of the year and if they are they’re going to get the same exact results so really working out what they do on a daily basis, maybe have to shift their goals just a little bit? I know you can’t shift the quota, but you can say I whether my daily goals, my weekly goals, my monthly goals. You know if I’m only hitting $ 10 a day, I’m going to have to bump it up to 20.

If I’m a you know, if I’m on five appointments a week, I really need to be going on ten appointments a week to hit my numbers. So it’s kind of like at this point. You got to really bump up what you’re doing on a daily basis right and so, and so a lot of it is, is getting back to best practices right and getting back and figure out if you’re doing, because, let’s face it, sometimes when things aren’t going well, You kind of convince yourself you’re doing everything you can, but you realize, if you do what you just talked about, you may realize that maybe you’re not putting their best foot forward.

Yeah, that’s a lot of times. You just got to go back to the basics. You know, are you using your time correct? Are you really hitting the right prospects? Are you just hitting doors just to hit doors? Are you talking to the right decision makers? Are you asking for the business? Are you getting in front of the people that you need to be in front of, but you’re not comfortable or you don’t know how most sales people that, as I call them really don’t know how to ask for the business so they’re full of fear or they They have the mindset that this person can’t afford their product, so they’re not going to really ask and a lot of times if they would just have the confidence and build that confidence that they, when they go into a closing meeting or a network or just any Type of meeting with their client that they’re going to be successful at it.

So what are some of the ways that says people just overall can start to build a better sense of self confidence, because I I agree with you a lot of the times. Let’s face it, you mean salespeople, have been bombarded with negative stereotypes and and all of that – and they tend to often think well all the power lies in the hands of the buyer. So what are some of the ways that they can start to build self-confidence and maybe look at themselves a little differently? One of the things I always doing all my trainings is.

I have all my clients and people that I coach. I have them. You know ten things and I’ve learned this from Brian Tracy. I travel the land doing sales years. So our goal shutting time management prospecting, identifying needs, presentation, skills, closing techniques, how to handle objections, positive attitude and then self development. I always have them pick out their two weakest areas out of those ten.

That’s what you need to work on if you that you’re great at presenting, but you can’t close work on your closing and what I’d say, is: go online, find someone that is great at teaching closing techniques, you could probably go on YouTube. I know that you can buy Google closing techniques, try a couple of them um if you might be great at presenting, but your time management skills might be not where you need them to be, because you’re not getting in front of a knight enough people to present Some books: how to be procrastination by Brian Tracy, there’s a lot of great information out there that once you find your two weakest areas, you can google or go find books or find articles, and that’s why I’d say to start.

So that’s that’s an interesting point because sometimes when, when things aren’t going well people just assume it’s just it’s everything right when, as you say, it could be particular skills or particular areas of the sales process that they’re that they’re falling down on, and I guess this Is an area where sales managers could really come into play if they’re, if they’re good at observing and coaching their people? Well, that’s when I when I, when I trained sales leadership, I tell them to look for those those weakest areas and it’s not a bad thing.

We all have sure, and once you know that and once you know the areas that they need assistance with. That’s some of the things that you can hone in on and then go back to some of the other areas that they’re good at and keep working on. Those so it’s always an evolving process and you just got to stay on top of it daily, weekly, monthly, quarterly and yearly. But as you keep, you know, just getting better and better and better at what you do.

But it’s all about going back and kind of you know coaching yourself, all right man I mean when I first got in sales. I made a lot of friends and sales, but I couldn’t close a thing, but once I learned some closing techniques I would go, and I know that sounds kind of silly you’re staying in front of a mirror. Go. Do it to your wife, your husband, whatever partner and say look, you know you can you listening to this? How does this sound? You know what that works yeah, and I think that I think you right.

You raise a great point too, because sometimes we’re not that we’re not that good at at number one analyzing ourselves and, and then number two is going back and practicing the basics and as you say, I mean it’s something you can do at home. It’s I mean great sports people, I mean somebody told me a story recently about you, know Kobe Bryant, who apparently used to hit the hit the gym at 5:00 a.M.

In the morning and then go to the basketball court and he wasn’t practicing trick shots or fancy Shots he was apparently doing the most basic shot over and over again for hours, because that was the basis of everything and I think there’s a good lesson for all of us. Is that sometimes going back and examining? Oh, you know just going back and making sure you’ve got all the bases covered and finding out maybe the one you’re falling down on and practicing yeah.

My my famous quotes, our famous quote that I’ve heard is be extraordinary and ordinary things do I mean, even here in New Orleans drew brees. I’ve heard stories of him. You know, after winning a game going he’s got his wide receivers out there and they’re just flowing normal passes, cut routes, things of that nature, because those are the little bitty things that you’ve got to get. You know it’s kind of like working out.

You’ve got to have that muscle memory, even when you know your minds being negative and you’ve got all these negative thoughts in you. You know it’s the end of the month, all that kind of stuff. You got a kick in the muscle memory and that’s what I’ll get you yeah get you through, and so what are some of the things that you can do immediately prior? Because you can do all this prep work and then you can maybe come up and you have a sales call, maybe have a meeting with somebody.

Maybe you have an online meeting with them or a phone call or whatever, and a lot of people can defeat themselves in the moments before the meeting, because they just you know, despite all the prep work, they’ve done, all the doubts come back. So what are some of the things you can do to make sure that you go into an engagement with the best mindset possible. I always tell my clients take 10 minutes before you walk in close your eyes sit down for a moment.

It’s kind of like back to sports, yeah, Jack Nicklaus would would imagine and in his mind him making the final putt at the Masters it’s kind of, like you know, Kobe Bryant or some of these other ones they talk about. You know there are always picturing and imagining them winning the game or making the final shot. It’s the same exact thing say: ten minutes before you go in breathe if you’re sitting in your car before you get on a conference, call or whatever and go over your notes and have the attitude that you’re walking in with a great mindset that you are going To be the best answer, the questions that you need need to do overcome their questions and also to getting the sales person mindset.

Out of your mind and saying I’m going in as a consultant and I’m to fix the problems that this my client has, because that’s what it is, a dot work. First of all, like doctors, if you find the problem, everybody buys off of problems. It’s no problem. Once you identify that that that’s half the battle right there and if you can go into a sales or a closing meeting and explain how your feature you know, I use the ofab feature.

Application benefit how this picture works for you, how it applies, how you’re going to be successful with it and here’s the benefit. I really think keeping it simple is the best way to go. Yeah. No, absolutely, and I think, as you say, I mean going in there. Thinking that you’re you’re here to solve some problems, you’re actually you’re writing in to rescue the situation, so that should give you some confidence, yeah, yeah and absolutely so.

What are some other ways that that you can continue to keep a positive mindset, say if you’re in you go in great positive attitude, everything’s going well and then maybe something comes up in the meeting that throws you and I’ve noticed that this is one thing that Happens to a lot of people, you know when they get knocked off their rhythm or their game. Suddenly, as you said, they lose total confidence.

What are some ways of getting yourself back on track? I think about past clients. I think about even wait. Am I speaking business? I get invited to speak at these large conferences and at first that negative mindset comes in oh my gosh, and then I go back and work and think about all the big conferences. I’ve spoken at and say you know what I can do this. You know what it’s going to happen. It’s I’m going to make it great whatever I can do and you got to remember too we all get knocked down.

I mean everybody. I mean I probably knocked down more than you know that I could imagine, and it’s just thinking I know that’s a whole cliche you’ll get back up, but if you think about you’ve gotten back up before you can get back up again and most sales people that Are successful that are great at what they do? They know that they can’t win every single time. You’ve got to go in the mindset of clients.

Just can’t see it. Some clients don’t understand some clients, but if you walk in and leave everything you got at the door and you know you did your best and move on and go to your next client yeah and I think that’s a really important point that you brought up. There is to look at your past track record because you didn’t suddenly become terrible overnight right I mean you, didn’t suddenly just forget everything and not able to do it anymore, and you have successes to look back on and I think those are.

Those are really important that you that you bring them by back into your mind and you go no. I mean I can solve problems here. Maybe I can solve this person’s problem in the end. Maybe we’re not compatible. You know the solution or whatever, but I have been successful, not be successful again and one of the other things I always share with people as well. Not I do this, this kind of hit me I’m a big college football and if I love sports, the things I’m warming to is when I’ve gone through a bad season.

It’s just like sports, my favorite teams. They have a bad season. What do they do? They back the next year win the national championship where they go to the playoffs life’s the same way. You might have a quarter that gosh, don’t matter who you call they don’t answer the phone. You can’t sell anything. Nobody wants to talk to you go to the next quarter. You know what forget back and go in that you.

This is going to be the best quarter and that’s how you’ve got to just tell you got ta have instant instant. You know you forget, you got ta, forget things quickly, it’s that’s what I call it. You’ve got to be able to move on it’s the hardest thing, but at the same time, learn from it and move on and believe me it’s it’s not easy as it sounds, but it does work yeah and I think the important thing in that and it’s a Great point the important thing, and that is that, if you can look and say I did everything I possibly could during that quarter – oh yeah, it didn’t work.

Okay, it’s funny. I didn’t, but I put the effort in now. If I continue to work hard, I put the effort in next quarter, I’m going to have a go quarter, and also you learned what not to do yeah I had bad months a bad quarter or a bad year or whatever it may be. Really not. What was I doing at that time that I, even though I did everything that I thought I could do best? What was I doing that I could take out of that equation? Yeah and it’s funny, because even some of the best people right who are in many ways, a lot of us at times are unconsciously competent right, we’re good at what we do, but we couldn’t actually tell you what it is, and sometimes you have to take.

You know what it is, how we do. Sometimes you got to take a step back and say: look at your, as you said, look at your past successes, but really analyze what made it successful as opposed to just go. Oh well, I was successful, could actually look at it because I don’t think people take enough time out actually to look at what they do that actually leads to success. Yeah if you can take a day, whatever go sit somewhere to library whatever and really map out.

You know what you do great, what some areas that you need to work on. You know you need coaching. Do you need to just go online and read some articles grab some books grab some audio books. I always tell people you really want to get back into a positive mindset. Turn your car, like Brian Tracy, says University on wheels. I learned that years and years and years ago and now with the iPhone and all that it’s so much easier to listen to a YouTube or listen to an audiobook or something and the great thing about that is you’re, going to pick up an idea.

And that idea is going to flourish and that’s going to help you get through the next thing, so it might be. A closing technique might be a time. Management might be a networking technique, whatever it may be. Something’s going to refuel you and that’ll keep you inspired to keep going yeah and I think that’s I don’t. I think, that’s a great point, because there is a temptation when, when things are tough to just go, I just need to get away from all of this.

When, in fact, as you say, what you need to do is actually sit down and really analyze and then feed your mind, I mean a lot of. It is about feeding your mind with with good insights with positive insights yeah, and I tell people also to don’t. Do it just during the negative times, do it through the great times B, habit of getting up early in the morning and reading or at lunch, bringing a book or if you know you got a thirty minute job to our client, be sure you know you’re on Your book set whatever it may be because that’ll keep the momentum going because you never want to fall off the momentum, and then you got back up again.

That’s the hardest thing to do. I mean we go through the year. We take two or three weeks off. You know for Christmas and then all the sudden January first hits and we’re back up and over again, so if you’ve been doing that Christmas time, that’s when they should be claiming the not they wanted January. You know day, one of December start planning you year your goals, what you’re going to have, and in figure out all the different things that you know they’re going to help you be successful.

Absolutely this is we’re bumping up against the end of our time Ryan, but before we go I’d like you to tell people a little bit more about yourself, what you do, your books etc sure you know, as most of you know, my name is Ryan Lowe. I’ve been named by peers and clients by as America’s positive attitude coach, I go around the country speaking at large conferences, sales meeting sales, kickoff meetings.

I also come into organizations and coach, their leadership, sales leadership and their sales teams, and now even their customer service teams, because it’s all about my message – positive productivity through positivity you’ve, got to stay positive. You know through all of these different different sets, and so it’s a big circle, a big area that I cover, but also it’s been really great, so you can check out my book entitled get off your attitude.

I also have another book called glia isms. It’s it’s inspirational quotes and then everything is at either Jeff your attitude, calm or Ryan Sheila, calm, excellent, yeah, no excellent, listen, Ryan! This has been great and I hope, everybody’s taken away some great pointers and get off your attitude get positive you’ve still, if you’re on a calendar year, you’ve still got plenty of time. Just go back.

You look at what you’re doing figure out where maybe you’re falling down start practicing the basics again and and just belief, you’ve done it before you can do it again right. Absolutely all right! Listen thanks! Ryan! My name is John golden says. Pop online says magazine pipeline of CMC offer another expert interview really soon. Thank you.


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Blogging for Sales Leads: My failure & what I changed to succeed

I believe all of that is a load of bullshit. You see these ideas consistently fail to Generate leads for me, In fact, the more I listen to the so-called Content marketing experts, the less I’ve been able actually produce LEADS with things like Blogs and article The more “ Top 15 Ways to Get Followed” or “ 37 Ways to Get Noticed on Facebook” articles.

You and I are reading the LESS we accomplish. With social media, But it doesn’t need to be that way anymore. Yes, social marketing is exploding onto the Scene, Customers are spending all day on Facebook, Immersing themselves on LinkedIn blogs, YouTube, Google and on-and-on. That is why we are following customers:… Trying to re-capture their attention and engage them, It’s natural for us to think being on Facebook.

Is important, It feels “ right” to get the word out on your Blog.. To talk about your businesses, your products and services on LinkedIn, Following advice of “, the experts” is safe. So why should you use social media to increase The success rates of customers Or help them avoid risks.. Or solve problems. Why should you create ebooks, educational Articles and checklists that help guide customers, Or why should you use content to take customers On journeys that nurture them toward buying Well, I admit these “ better ways” are new And unusual They feel unfamiliar, But that’s why you don’t act.

You see that unfamiliar path is the reason Why you don’t act on the advice you get, It’s why you make slow progress on making Your blog sell for you, It’s why your audience isn’t growing and sales Leads aren’t flowing It’s why you keep planning on blogging in A more productive way, but the plans don’t get turned into action. It’s because you’re scared of what’s further Down the path Which is totally normal, you haven’t been There, yet Everyone is scared of the path they haven’t.

Been on yet, But I think this is why people are getting So frustrated they’re throwing hands up and saying “ forget about getting leads and sales With my blog.., it’s not possible!”. I understand that frustration, But here’s what’s really cool. I started to Make REAL progress with generating leads for my business when I got “ thrown in the deep End.”, I stopped working for 18 months to research.

And write my book.. And become a trainer. I stalled procrastinated and made mistakes. I wasn’t doing what I knew I needed to do. I was scattered and unfocused. I was spinning my wheels in the mud, But then I got a hold of the one essential Piece of the puzzle that social media gurus don’t even know about…


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7 Problems That Small Businesses Face In Modern Online Marketing

M. In Melbourne, I don’t know what time it is where you act, but it’s the lunch and learn with prosper here from leave long digital, I’m assuming that you’ve had a fantastic weekend and you’re ready to toggle on the next week coming ahead. Today’s topic is something that you know, troubles a lot of people and we’re just going to be talking about the seven problems that are actually facing small businesses in modern online marketing.

Now. The reason why I chose this topic is, I have had experience in the last four years, working with small to medium businesses, like yourself and coaches and consultants, to actually help the market scale and grow their business all right. So this is reading from this book marketing strategy by Walker there right it’s one of those off-the-shelf type books and it’s talking about opportunities right now, every single day we are exposed to an online opportunity right, but it says opportunities are as good as the marketing and Their business people who will pursue them, that’s if, even if some combination of marketing and industry factors presents an opportunity and that attractive edifice plant, there remains some critical questions.

One does the opportunity to seek what you want to do that. Your mission, your aspirations, your passion and your objectives, and do you have the right resources right, people right, organizational, confidences and other critical success factors necessary to implement your plan successfully and number three? Do you have the right connections and business networks to actually go in with this and most industries their number of people and critical factors that tend to separate the winners that does tend to separate the winners and the also-ran okay.

So what religion is saying is you are being presented every single day with some sort of new and shiny object, new and shiny opportunity, but is it meant for you? Are you the right of a person to execute on that opportunity, because that the end result is? I end up working with people that are not passionate about something they’re working on. Oh that project, oh that dropship serves been doing, was just a means to an end: okay and they’re, putting so much money.

Now they can’t get out of it because they’re too legit to creat all right now. The goal of every sort of digital marketer and online business owner I know, is to get leads, and I usually generate revenue for your online business, and I assume that will be what your goal is. But are you aligned to the business you’re starting? Is it something that you would wake up and really want to do, or is it something that you were sold on to by somebody who wrote really good copy on a Facebook ad, because some of the people I was talking to a very beautiful couple earlier on In the morning, they’ve got a website that they’ve just recently started, but it is not aligned whatsoever to who they are as a person to what they want to achieve and where their goals are and just look like.

It was going to be an ATM for them and now they’ve spent so much money in it and it’s not working for them. Okay, so you really want to look from the get-go whether the business is really aligned to who you are is really aligned to your goals and really aligned to your vision and your passion as a person. You cannot sell something to anyone that does not read. That. Does not respect you? Okay, so if you have a headache, if you’ve got a headache right now or if you’ve got a toothache, would you go to somebody who is a janitor to help you fix that today? No, you go to a dentist or you go to a doctor.

Okay, so that’s the Rick. That’s the same thing that people online are also doing. If you’ve got a shop that selling things that you’re not passionate about people can tell you, don’t have the lingo, you don’t have the expertise and you cannot talk to those people in that particular manner. Okay, it’s just like myself opening up a shop and I want to sell dresses. I don’t know anything about dresses, I don’t know what women wear in winter or if they wear dresses.

When they go to sleep, I don’t know where dressing the one. So how am I going to connect with the customer and expect them to give me money when I am NOT passionate about the thing that I’m selling all right, so how these things they’re, self-induced all right, and so that’s the reason why I want to talk about Some of the problems that people are facing online, one big problem that people are facing is they’re not aligned to the products they’re selling and it’s not easy to discover or to even see have you ever seen somebody who, when you ask them, what do you do They just send you a page or a link to what they do know.

Enthusiasm, no explanation, nothing! It’s because they’re not connected to what they’re doing. Okay every single day I put up a post on my facebook, and I ask people what are you doing? What what makes you happy Christina? Thank you so much for sitting in ask people. What are you doing? What makes you happy what what’s happening in your life? Some people just post a link, and they expect me to figure it out on my own.

That is not going to work, because, if you’re, not it passionate about whatever it is you’re selling or you’re presenting to anyone who is going to be questioning about it. Okay, because have you ever noticed if you have a baby, because I’ve got a little girl. My little girl is the cutest girl in the world, okay, according to me and she’s the cutest in my world, but somebody else might see her and say what an ugly baby okay! So if you are not going to present your little girl or your business to people, no one is going to see it in the same light that you see it.

Okay, people are now buying on emotion. They never buy it on the basis of how cute or nice your logo is okay, you might as well go and spend $ 20,000 on logo, but if you’re not putting in the passion, if you are not talking to people connecting and relating to everyone, that you Come across they’re never going to know that you exist. I think you would have seen on my post. I put up a picture. You know I like dressing up and saying the problem that a lot of enterpreneurs are facing.

These days is because nobody knows they exist. Nobody even knows their business exists. It’s up to you to bring it out to the muscles. It’s no longer a situation where you build and they come all right. You got to bring the people to you so that they can. You know you can have a business. That’s profitable and enjoyable, okay, so if this is something that you’ve been struggling with a lot figure out, are you really really aligned with your business, because people can also tell that’s the reason why people are not connecting to your business all right if you’re, not in It no one is going to be in it for you, okay and one other thing, one of the problems that is facing a lot of small business people.

You know with this whole modern online marketing is their message is not aligned to the market they’re, sending it to all right. Your message really has to be aligned to a market that will purchase and buy from you all those things that will then help you deliver. That message, like your Facebook, your website and your Instagram, those come in secondary I’ll, give you an example. Coca-Cola has been a business for the past hundred years.

Okay, what has been their message? Their message has been open happiness right. Their message has been: we create happiness and ground your meals, all Christmas, okay and who is their market. Their market is usually everybody else, but basically families and people that just want to be happy right and you get a coca-cola. So that message has been pounded up on us right now for the last hundred years, and as much as when you go to third world countries, every soft drink is called coca-cola.

Every soft drink, no matter brendan is even if it’s of Pepsi people would say. Can I buy a coca-cola alright because they have been pounding their message now? Their market can be anyone else which is the different product, but you need to specify who your market is and the media they have been using has been totally different and keeps evolving. They were on newspapers very on TV, on radio on buses or anything that you can think of that has a coca-cola advert on it on billboards all that stuff, that is the media and it constantly changes.

Now the small business person of the day is concentrating on the media. They want to know how to write ads. They want to know how do you know we have lots of following on Instagram. They want to know how to market their business. But what are you doing? Who are you communicating to and why should they care that’s where a lot of people get it all wrong, they’re going in straight for the media and the media keeps changing I’ll.

Give you a perfect example in this day and age. Right now we’re reading the biggest infinite height we have ever experienced. Facebook is totally ripping off everything. Snapchats built okay, so in the coming year, snapchat might not be working as a business and that we knew it as a social media platform. Look how’s it going. Man tips for tuning in Peter, so if you are concentrating your business and growing it on snapchat, while everybody else is being drawn back to Instagram and Facebook, all right, you see when the media, you see, you see how the media is not important, and since businesses We’re concentrating on advertising on newspapers, people are reading blogs know if people are concentrating on having um, you know commercial slots on TV.

People are reading YouTube now. Okay, and if people in your brand was concentrating on advertising on radio and people are listening to podcasts now. So you really want to make sure that your message is set in stone to who that message is going in the market and if that market can’t understand that message with ever media, you can use that can change so the biggest problem that a lot of small Businesses is facing is they’re, starting off with the media chasing the media chasing Facebook chasing.

You know your Instagram chasing snapchat. Okay, if you manage to gross Facebook for one day, they’re going to come in and change the algorithm and then you’re going to go back and learn it again, but you’re neglecting what your messages you’re neglecting who you marketed? You need to concentrate delivering a message to a market that actually understands you. Market is a person who gives you money market is the person who votes for your product and market is a person who actually raises his wallet and says you know what I want.

More of what you’re, having here, take my money: that’s the market, the person who ought to be value-based, your business, the person who actually says yes, I want to have more of what you have. How are you connecting to that person? What message are you leaving into them? That’s what small businesses do not realize that base should concentrate on. Thank you. So in an agenda you say good content. I’ve learned a lot from your process.

Thank you so much. This is so fantastic Brendon, thanks for sitting and reading answers and all good. So if you’ve got your message delivered to a market once you’ve got this to setup, you will realize that you now have a business, that’s profitable and enjoyable. The media can always fluctuate and change the media can be your grandmother if you want it to be. If you ever hurt your grandmother talking so much about you when she goes to play, bingo all crush sitting with the other.

Ladies, there she’s medium, but you got ta, give a message so that she delivers into a market all right. Some people are just going in to tell grandma stop that grandma does not understand. So you need to make sure your message is congruent either on all these little stuff platforms that you have you sighs social media. Everything is uniform because you know what somebody might get a chance to see your stuff today and they go away and do something else right now.

Look at this time is an illusion in Australia, as we speak, it’s 2:15 on the monday, which means we’re already halfway through a business day while where you are right now, it’s you know, you’re going to sleep alright. So if I put out something you are going to sleep right now, you will forget overnight and then tomorrow is your Monday and you’ve got a whole day to start off with now. If my message is not consistent and if my end user and this my message is not consistent and congruent, how what are the chances of you remembering what I’m just saying now, if I don’t come back again and reiterate that message, so you need to figure out What exactly you are bringing out to the market so that the market will then reward you with the walnuts, the credit cards and everything else that validates your business? Okay, because if you’re just going to be a one-click wonder you know you’re here today, you’re little more you’re here today, your head, then Murray’s doing that you’re doing that people people get tired of you and before you know it you sitting there and you you’ve got More months at the end of your money and you doing it all but you’re not realizing that you’re not reaching out to anyone, so you want to figure out if your message is particularly set to a market that understands you that likes you.

That will vote for you amongst all the other players in the market. Then, whatever media you can choose from all, you can play around with that’s up to you. It depends now. You then go into Facebook ads. You know why you don’t just target people that already know like and trust you and your eyes spread is not that much. You see what I’m talking about here when you’ve already crafted your message, and you already have a market that you can now send that message to Facebook ads in the media.

You know I mean you can then just send whatever you you created through your. You may be the blog that you got a picture on hovers at pixel and then just said ads, particularly to those people that are on that pixel. Those people already know like and trust you and it’s a cheaper way to convert okay, but other people are just praying and praying and hoping that something is going to stick. If you’ve noticed on the market right now, you are actually now getting paid to buy people’s books.

I don’t know you’ve seen those ads going around. You know give you twenty dollars I’ll, give you ten dollars, so you can buy this book. You never know. What’s going on in people’s front day, but at the end of the day he’s trying to put his message into the market now, if your message is not set in stone, you also just be a wandering generality or a one-click, wonder and that’s where most of the Problems were then stable from that are facing a lot of small businesses right now, because you know why the message is not in place and their market is not defined all right.

So this is exactly what the online prosperity blueprint is going to teach. You guys will help you capture the right kind of person figure out what pain they have and what they are they going to receive and what pay up you will receive, because if you don’t know how much a client is worth to you, it’s going to be Difficult for you to pay money to get that corner and if you know something guys anything that is offered on the market limited time on the facts.

As long as it’s going to work for a limited time, you don’t want to be a limited time only person. You want to make sure that your message is going to a specific market and that market is defined, whatever media you’re going to use YouTube Facebook Ads or whichever way that will come in secondary, because you know IR you’re going to be speaking to people that exactly Want to hear your message: you’re not only going to be performing to an empty theater, okay, so I know it’s impossible to survive as a small business person in this modern world.

You know without some sort of online and strategy, so your strategy really has to come from who you are what you can provide and who means it and who you can provide it to once you get all those things sit you can you can. You can use this example with anything. You could be an online store that sells camping gear. All right, that’s who you are! You are camping, enthusiast and you’re, going to be looking for those people that are also camping, enthusiast, okay, but also within the camping enthusiast.

You need to differentiate who exactly your target market is because, if you’re looking for that weekend camper, it’s a different message to somebody else who is a gator farmer or who is always out in the woods, hunting or a duck shooter, or something like that. So you need to figure out who exactly your market ISM once you can talk to them, you can influence them with impact and influence comes income all right.

So you want to really make sure that it’s there’s anything you’re going to get out of this talk today. Once your message, who are you sending that message to and how are you sending that message message – market media the media can play around you can turn you know you can do podcasts. You can speak on top of the mountain you can play drums if you’re African, you know, swing by trumpets, that’s the media, but what is the message you’re delivering and who wants to hear it? Okay, so sometimes people are just concerned about bringing traffic to their website.

Of course, people will come, but what are they going to come and get? What are they getting? What are they? What value are you providing into the market because you get paid in accordance to the value that you provide, so you bring in people to your website? Yes, that’s cool they’re coming in they’re coming in, but it shouldn’t they come to that party. Are you playing the right kind of music? Do you have the right kind of food for them, some of them are vegetarian, some of them are gluten-free and some of them don’t even eat anything.

That’s it. I because they are in a diet. So have you got all of those things set up for them as soon as they come to your party? Do you have strategies enough for them that, as soon as they get here, they know where the buffet table is and from that buffet tables you and literally get them too? You can literally get them to you know start. You know benefiting from your content. So half the time guys we’re not doing enough, we might think we’ve got a business, but who are we serving? What are we telling them and how are we reaching out to them? The fact is that all make sense in and as much as, yes, everybody wants to start an online business.

But what are you selling who needs it, and why should they care, so you got to make sure your your-your-your message is going to a specific market and that market connects through media. So those are the three ms that you need to be specific about as soon as you start, your business, okay and you need to have a strategy of how you’re getting those people receiving your message and why should they actually care because you got ta, let people Realize what to want they’re not going to know you existed until you go out there and let them know alright, so you want to type in blueprint so that we can start working together.

I put up a post again a little bit early after that. If you really want to figure out where you’re going, how you doing this, because we can tell when, when nobody’s really doing anything online, that I know it’s painful, I know it hurts I’ve been there. It’s not your fault. This whole thing, this whole internet is, is still too small and that a lot of people don’t realize how to play around with it.

And it’s not your fault. Okay, some people might just have a clue. Some people might just have an idea, but the principle is still the same. You really need to know what your message is, who the market is and what the media you’re going to use to reach out to them. Okay, so just type in blueprint. If you really want to get a close close up of how I’ve started creating you know really good successful people that I actually talk to and really good successful people that actually are working with me.

Somebody tell my students guys ask for this. Some of my students are any more than the Guru’s out there. You know why, because we’re not doing looking for the nice fancy schmancy, we really harvesting the core principles of marketing who or what is your message? Who needs to hear it and what media are you going to use? If you just play around that realm guys are sweaty, you will be, you know reaching the top.

You know people that are out there on the market. Anyone can come in and tell you. This works that works that works, but if you miss it, it’s not reaching on to a target market. You’ve lost a ring. Okay! Imagine somebody if you’re a girl right now, somebody comes in and wants to sell you a necktie. What are you going to do with it if you’re a guy somebody comes in and wants to sell you a bra? What are you going to do with it? You know so that’s that is you know, misguided marketing messages that are going out up there in the you know, space of the internet, then all right so either you’ve got to have a strategy or if you don’t understand it, you invest a lot of time to Learn these things? Okay time, investment is another concern that we see small business owners.

You know has a facing problems with the thing. Is you have a lot of time, but you’re not budgeting it? Well, all right you’re allowing people to send you emails, and then you look at the email, 24/7 they’re putting their agendas in your head and then you fill overwhelmed and then you don’t do nothing for your own business, unsubscribe from all that crap. How for them? You don’t even open anyway right, just unsubscribe focus on who you really want to speak to what you’re going to tell them and how you’re going to reach them.

You know how’s the house of the problem. It stems of not having a focus or not exactly knowing what it is that you’re supposed to be doing. If you were meant to be solving problems for people figure out who exactly needs your service? How can you reach out to them? So what will you tell them as soon as you and in their space, because people are busy? You know, I mean every every time you look at the what’s happening around you right now.

You might be reading this, but you’re, probably reading TV or you know your little. Kid is right in front of you or you just had a sip of water or you’re, just waiting for your middle to be ready or something is happening. No one is just going to be sitting here and waiting for prospers life show every single day and that’s what exactly is happening to your work out there in the market? Who are you sending the message to? Why should they care? How are you sending it to them? The house is completely flexible.

You shouldn’t compromise on what your message is, what you stand for and why people should care? Who are those people that you’re talking to and why should they stop whatever they’re doing and listen to you, how you reach them? That’s a figure of your imagination. Alright, because some people are just going out there with regurgitated statements with rehydrated. You know you need propositions. They’re not unique you’re, not the first person to come up with anything new people are tired, there’s no.

What is called adds fatigue. That’s why your ads are not working right now. You know why? Because people now have trained themselves not to see ads that sponsored things that shows on their Facebook they’re tired of that stuff. Alright, so I urge you, I mean teach somebody that you want to learn from trusts and experts, because people people, people like myself, people that have been there – have spent their time money and effort learning these things and they can shortcut your learning curve.

Okay by a course or just really going udemy, there’s $ 10 courses there or just you don’t look for ask me. I will help you out. If you keep doing you know, you can’t escape the situation by doing the same, but you know things that got you into that in the first place, yes, you can start off by typing in blueprint and I’ll give you a bird’s eye overview of what this blueprint Does we help you find the right kind of people to send them the right time and content, so you can engage them and convert them all right.

I want you to convert them. You e-mount connect with them so that you have perpetual business and you get more and more referrals, okay. So a lot of people are just themselves in the food and worrying about competition because of viscosity mindset figure out where exactly you want to be figure out exactly what you want to do, who you want to help and then just go out there and look for That person find out how much it will cost you.

Oh what a customer is worth to you, because, because, if you don’t talk like that, you’re not going to be aware if you’ve got to be gotten the right goals that you want for your business and that’s. Why people keep you know treading on water and then spinning their wheels in mud? There is no competition. Are they if you’ve got your own message and your own market? They are no two people who have the same thing.

They. Never any competition. Are there right? You know it’s just quite popular to do the same thing, but if you come in with something totally different, because your message is your message, your market is your market. No two people can be like at exactly the same time. You know why, because it’s just human nature, you know, and then, whichever way you’re going to use to reach out to those people, but you got to figure out what are you giving them to? Why should they care? Why should they trust you to work with you? Alright and once you’ve done that just show up for those people guys, because you cannot just be a one click one that people want to know that if they purchased something from you, are you going to be there to help them? Are you going to be there to implement? Are you going to be there to support them? Because if you’re not going to be there, then that’s why people go elsewhere? Oh, you know there’s things that are going on a run, faced with all support, small businesses and stuff, like that people want to support small businesses, but also small businesses, I’m not producing enough for showing up enough for them to to have faith in our being they’re.

Tomorrow so once you start showing your people, your market, that your present and you’re going to be consistent in saying that message, they will bring referrals to you and that then becomes your media all right, I’m more than happy to help out a few people. If you type in blueprint it’s a Monday today and maybe a Sunday for you, but you know what we’re here to help you. We really want to see you win at this and we also have another group of people that are actually getting results and getting somewhere.

So if this is something that really, you know, struck a nerve with you get in touch with me, let’s fix you up, let’s figure out what your message is: let’s figure out who your market is and let’s figure out what good media can you use to actually Reach out to these people, otherwise you just wasting money right now, otherwise, you’re just wasting time. You know why, because you’re creating something that’s not built to last, I’m here to help you create a business, that’s profitable and enjoyable.

It’s your choice! If you really want that figure out what your message is figure out, what your market is and figure out how you’re going to deliver that message that, in the meantime, enjoy the rest of your week I’ll see you again tomorrow.


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How to Deal with Difficult Customers in Sales

Here are three simple steps to help you get out of your confrontation or sell quickly and smoothly step number one Mary. Do you know? Why do we like to look at the mirrors, because we can see ourselves inside deep down inside every single one of us? We really like to be admired and appreciated.

They will also feel happy and be interested to listen to you in a greatest way to show that you are interested in them s by mirroring after them. There are so many things that you can mirror after, for example, their words, their tonality or even their body language, for example. If your client says that I would like to generate at least five to six figures for myself and my family, what you can do is replying back for yourself and your family.

Did you see the tonality and the words that I’m using I’m using the exact same words that they used during the last end of the set, and just by doing that, it will encourage your clients to keep on talking and elaborate more. The whole point is really get them to share a lot more about themselves, because you can find a lot more about themselves through the information that they provide and, at the same time, just by sharing.

They also build trust and they feel more comfortable with you as well. Of course, when you mirror after them do not be too obvious, I will also be giving you a lot more examples inside my exclusive telegram blog. So if you haven’t joined, remember to do so right now, because I will be sharing a lot more in that case study over there that number to reply with a commonality when your clients get agitated, they will tend to talk in a very loud voice.

So when you see that remember to calm yourself down and reply back with a reassuring and a deep voice, if you also end up being agitated, the whole problem will just escalate and there will be no turning back. However, if you can reply with a calm voice, you will eventually come down your clients and take back the control. For example, if you don’t know what kind of things that usually apply remember to use my tip number one just replied, the last do work that they actually say in the last sentence.

That would definitely help you to get out of your comfort, a tional cell very quickly. Lastly, in order to make sure it’s a happy sales process, you have to be genuinely curious about your clients. If you appear to be too pushy in sales, your kinds will end up being very feather with you and want to walk away. However, if you’re genuinely curious about them wanting to fight about their problems and helping them to offer a solution, they will really appreciate talking to you and end up buying from you happily and that’s what I’ve been doing to transform any of my high ticket sales into And easy clothes if you are interested to learn how you can do that remember to check out the article right here as well as joining my exclusive telegram blog, where I will be sharing few advanced sales insights every single day.

And if you like, this article, remember to give it a thumbs up as well as share with people who can truly benefit from that. And with that, I wish you a charming and a happy day ahead by mine.


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How To Improve Your Sales Process And Increase Business with Karyn Buxman

My name is John golden from sales, Papa online sales magazine and pipeliner CRM joining you from lovely San, Diego as usual, and today I’m joined by Karen Botsman, who is actually also in San Diego down the road. How you doing Karen? Oh man, I’m telling you what beautiful day awesome San, Diego and so ken is an international speaker, success, author and neuro humorist.

This is, I love this living at the intersection of the brain and humor. So you live downtown San Diego. She also lives at the intersection of brain, so Karen’s a pioneer of the fire in the field of applied humor. You actually did a master’s thesis in graduate school, and now you work in partnership with neuroscientists, and then you help organizations and people to peak performance to art, the art and science of yeah humor.

So what we want to talk about is okay, so I talk with lots of people about strategic, their strategic that right never about strategic humor to grow your sales soak all right. Let’s go what is strategic humor, its humor, that is used intentionally for a desired outcome, and the insight here is that people think that the purpose of humor is entertainment and that’s true, but that’s only one of the three purposes.

The two other purposes are influence and well-being and for people who are high performers in sales, many of them have a sense of humor and they can be funny and they even recognize that it can be helpful, but they’ve not thought about how they can implement it. Intentionally and consistently – and that’s what we talk about when we talk about strategic humor and high performance humor, because let’s face it, I mean a lot of times when, when people engage with someone, they sometimes use humor as a as defense mechanism as an I as an Icebreaker or, and sometimes you, kids, sometimes it works, and sometimes it’s awkward or whatever, but I don’t think very many people approach it in a strategic fashion.

Right right, you know, and when I’m interviewing people I have a book coming out, this fall as you and I had talked about that Forbes books and I have interviewed many many high performers, particularly in sales, and they are the ones who have thought about this process And before they show up they they are thinking about. You know, how can I use different kinds of tools so that I can have that other person leaning in and this is where I got ta tell you.

This is where I get out on the combination of humor in the brain. This is something that is really very cutting edge and, through the work of people like David Rock, who wrote a great book, called your brain at work and he’s the founder of the neural Leadership Institute. What we know is that when the brain goes into a threat state – in other words, that’s kind of the person leaning away its then putting up their guard, putting up resistance when they’re in a threat state.

They are not hearing you to the degree that you want to be heard, they’re not connecting with you. They may not even like you. They’ve got other kinds of things going on in their mind, and so that really puts up a barrier to the sales process. What can you do to help that brain state become a toward state? Because when, in that, when it’s in an away state now we have adrenaline going up, ignore epinephrine, going up and dopamine and oxytocin going down? And all of these other things looks like this cascade of neurotransmitters that are working against you, but the cool thing about humor is that we now know scientifically that when somebody is engaged in humor and it’s a positive kind of humor, not an aggressive humor, but now We are seeing an increase in dopamine, a decrease in epinephrine and norepinephrine, and an increase in oxytocin, which is that bonding hormone, and so now you have the other person.

You know their brain is leaning in towards you and it makes you more likeable. I know that you know who listening to this is not red rubber child. He needs both influence and persuasion, number one thing being likability. You know people would rather do business with all things being equal with somebody that they like or somebody that they perceive it’s fun and positive. And again, this is one of the many things that human can do for you when you think about using it intentionally yeah, and I think it was a couple of things you touched on there.

I think it’s really fascinating, for people is okay and, as you said, you know, there’s a lot of stuff going on when you’re trying to communicate to somebody, and nowadays it’s even more so because, as I as I say, ad nauseam now we’re not the busiest we’ve Ever been with the most distracted, we’ve ever been just decided to replace distracted with busy to pretend it’s been, but so people are just so distracted right and there’s so much going on that.

It’s really hard to cut through that noise. But, as you say, one of the ways you can do that I mean you’ve obviously taught this for a long time and studied it and help people with it. How often do you see that kind of clutter fall away when somebody suddenly goes? Oh, that’s quite funny. Actually and then suddenly they’re, you know suddenly all of this other stuff that has gone on the brain has been cast aside because they’ve, because it is such a, I don’t know, I was going to say a primal, but in a good way kind of connection.

Yes and again, you know this is all at this unconscious level. Oh good. We know that logic tells emotion cells. But how do you tap into that emotion? You know you can scare the person to death right, remember or you know, try to bully them or whatever that may be. You know, but humor is one of those shortcuts to the emotional process, and so you are tapping into the emotions and and again increasing that resistance and, at the same time improving your your capacity in terms of brain capacity, and so it does tend to have that.

Other stuff, that you know when you say the term fall away. I think, in terms of like that resistance, falling light and as long as the humor is on target and is used appropriately, then you’re going to see that fall away. The issue is that some people – nah I’m going to say most people, don’t really understand all the things that come into play to make humor really work for you right really work, it gets it.

You know it does get a little complex and I’m throwing a lot of things out here because I was going to. I was going to ask her about that right. So, okay, so we know it works when it works right, but we also know that not everybody is number one, naturally funny or witty or whatever, and sometimes people you know try to be funny, but they just come off as awkward or it’s inappropriate at the moment Or it’s basically not funny, which then makes the situation more awkward, because then you have to do that kind of which you don’t could make.

You feel more defensive because you’re just thinking now I just I just showed that was funny. So how do you? How do you advise people on how only on the type of humor how to do it? How do you do it if you’re, not if this isn’t something that you naturally go to? Well, you know there are several push backs, whether those are conscious or unconscious, and one of them is what, if I’m not funny, you know, and when people say that to me my response is great, because the pressure is off what I have discovered over years and Years of research is that high performers understand they don’t have to be funny, they need to see funny, they don’t have to be the initiator, they need to be the appreciator and so take the pressure off.

For one thing you know and there’s there’s many ways that you can leverage humor without ever having to tell a joke yourself. I don’t advise telling jokes unless you are really really good yeah. So, let’s explore that because, as you say, I think it’s just taking the pressure off anybody who’s. Reading this who’s thinking. Oh my goodness, I have to turn into a stand-up comedian. I have to come right, jokes, the night before and arrive first into the room and capture.

So what are some of those ways? As you said, you can see funny or you can highlight something or you can just bring that up without you actually being the initiator. Yes, um anecdotes stories pulling stories from another person. These are ways that I really like, because what is most personal is most universal and when you can start finding stories, I coach a lot of high performers and, and one of the things that I became aware of was you know a lot of them are saying.

Oh, you know I need to be funnier and teach me how to be funny or I want to be funny. Just you know improv whenever and I said you know I can make you funny. I can. I can write you a funny script, but if you, if you don’t know when to use it or where that opening is and how to use it appropriately, you know again awkward. But, but you know, one of the great things about sales is so much of that. It’s more about listening and asking the right questions and, as you’re asking these questions to really have that filter on and again this is a brain process, your reticular activating system, when you have that filter to be listening for these little openings of any kind of a Funny comment that they make.

That’s your cue. How can you leverage that? How can you build off of that another piece of advice that I was coaching a gentleman on the other day in sales because he’s not a funny person, but he showed me a sales presentation that he did and he was talking about something any threw out. A comment and somebody from the audience threw him a line that made everybody laugh right. Okay, this is golden for you.

You know it’s like call, lather, rinse, repeat, okay. That was a funny light next time. You do this presentation, because you do this presentation a lot. Now you get to borrow that person and line and use it for yourself, and you can either refer to the other person or, for God’s sake, just steal. It use it. It’s like to call the creative appropriation. You know, that’s that’s one. It’s really a tool about listening and and leveraging.

You know, there’s there’s um in terms of visuals in your presentations. You know if you’re you know, I don’t know using PowerPoint or something there’s all kinds of visuals that you can use people who keep. You know things of interest on their desk. You know it might be a picture of something that’s interesting or kind of funny and to have one or two things that you can work into a conversation. This is what I called planned spontaneity run.

So it’s a line that you can use, you know and I’ll just give you one quick one. So it’s like. Oh I’m meeting somebody and we’re sitting down and we’re going to have a discussion to see if we’re a good fit and I’ll ask how they are and they’ll say. How are you and my my response? Is you know if I weren’t even there I’d be you, you know it kind of takes them back, but they start to chuckle. I know that brain-wise, the resistance just came down a little bit and so leveraging that you know different kinds of humor without you ever having to be funny.

It is really easy once you get into it yeah, and I like that concept too, that you said about when you’re having conversations you know with a prospect or a customer or whatever and you’re listening, and especially because when somebody starts to tell you about the issues They were having or they try to project last year. Didn’t it didn’t work? Well, you know there’s some more stories there and you know that, probably from this looking at it from this distance now, there’s probably ones that they’ll be on.

You wouldn’t believe what they did at Manor and there’s suddenly this humor in that and you you’ve made that person tell the funny story right. Yes and here’s an interesting thing that again this this wasn’t my own initial insight. I learned this for my son. It’s amazing that we can learn. Our children are best teachers he actually studied with second city yeah, and so and he was a starving artist.

I go to visit him in Chicago and you know I opened the refrigerator in his apartment and there is bread and ranch dressing. Yeah food is hard to improv him. That’s a tough one to improv eating bran, stressing sandwiches, so I take him out to eat. While he’s golfing down food, I said you know just in case this. You know ii said he thing doesn’t work out, you know. Is there a way that you’re going to be able to apply this in your life in other ways, and he was supporting himself by being a waiter at the time, and he said you know mom I’ve always gotten better tips than my counterparts, because I’m funny he Said when I started improv, he said you know.

One of the rules of improv is that you never put the focus on yourself. You never try to be the funniest one you’re. Only you know by everybody trying to make the rest of the team look funny. It raises you know almost in the time, and he said so. I started looking at my tables as part of my troupe and what I realized was in every table. There was somebody who thought they were funny too said mom. When I’m funny.

I get really good tips, but when I can make them look funnier than me, I get amazing tip that is really really cool because it really does play into it played it plays into that kind of idea of. You know the rule of communications that people believe conclusions they come to themselves over anything. You can tell them right, so your job is to help them to come to that conclusion. So, in your son’s case, his job is just to convince them yeah.

You are a really really funny person and who doesn’t like to feel like that exact. I mean that is like one of the ultimate compliments to tell somebody that they’re funny, quite frankly whether you’re, looking for a leader or a lover, one of the top three things people looking for is sense of humor. You know make me laugh, and so, even if they’re not that funny to just go, oh my gosh, you are funny they’re going to be bigger.

Now you put the brain in a really torn state there and then they’re going to love this conversation with you, and I think part of also. I think why this is a kind of a timely message as well. In many ways is, I think it’s facing mean we live in their number one. We live in a pretty angry messed-up world today, and people seem to love doing in the opposite of laughter. This idea of recreational hangar, where people just angry all the time I appropriated that from someone, because that’s exactly what I was, but I’ve been thinking so people are, you know case that and and there’s all these pressures at work and people are angry outside of work And all the stuff going on the bringing in little lightening things up a little.

I mean this is such a perfect time to introduce that, because I say like today: there’s a couple of things being polite will make you stand out, which is an unfortunate thing, but it’s true. It’s unfortunate state of the world I think being lighter and you know, and and creating the environment for a nice happy engagement with someone is going to stand that. So I think the timing of this is is perfect.

Yes and humor. Like you said earlier, it could be a tool or it can be a weapon, and you know, over the past few years we’ve really seen it weaponized. But if you are in a position in sales you’re not trying to weaponize here – and you know – you want to be building these relationships and that’s one of the beautiful things about humor is that it could very quickly bond you with other people and and to you Know so so why not use it and why not use it intentionally and consistently, because the more you do that again, not only are you rewiring your brain, but you’re definitely going to see a difference whether you’re doing presentations, whether you’re, you know wherever you are in The sales process that can, I put humor in my contracts, my closing contracts.

You know it’s just like you know just to see how how closely they’re reading you know, but when people send the contract back, you know they say you know. Oh, you know great contract. It’s all signed, I don’t know if I can really supply the cabana boy to Sergei it’s in your room, but we got everything else covered so so take advantage of that ya know, and I think people are acting. People would be very, very open to it because they’re not getting enough enough kind of just you know warm laughter.

One thing before we finish, though, because I’m you know I was reading and reading some of your stuff, and I and you were talking about doing that – big presentation in Asia. Right, everybody told you, don’t don’t tell any jokes, it’s your bomb and you did and it all worked out, but from how is it? How can people prepare themselves if they have? You know for being careful about humor across cultures and all of that kind of stuff is there? Is there a kind of a safe zone that you could pretty much plays everywhere, or do you have to really figure out the culture um? You know it really does help to know the culture, and I didn’t tell him any jokes.

What I did and I took out all the wordplay. They took out cultural references and I loaded the presentation with funny personal stories, because again, what is most personal, his most universal and – and you know a lot of people preparing me for this – said: don’t panic when nobody laughs and so I’m ready to talk to a Vacuum, but these people I mean I’ve, got pictures of them wiping their eyes, so either they really connected with those personal stories or the translator was going laugh hard.

Now she say something funny, and so what I get from it, though, is because people are connecting, and I think I shared with you that even three days later, a gentleman came up to me and tapped me on the shoulder and said you know: fun eating money Which is not a name, you know that’s what the title that’s coming up, because it was so memorable to them that have made such an impact. You know one of the things that if your listeners and viewers are more interested in this I’ll, give you the link where they can download a sample of what’s coming out in the book.

This fall because I do identify seven important building blocks and again, when you understand these grasp these and apply these you’re going to crush it, but when you miss one and and miss it, you know big time. You know, for instance, one of the very first building block is bond. It’s that relationship between the other person, and so many people assume they have a better relationship than what they really do.

Like, oh man, you know he he likes the Rams. I, like the Rams stuff love this joke uh. You know this political party thing and it’s like blows up in their face. So you know: if people go to humor for me calm, they can download a simple sample of the upcoming book. That’s coming out with forms. This fall yeah and I think that’s it and I and I think that’s a great one to end on just to underline that that one, though about assuming too much because that’s what I advise people nowadays is you’re not going to you’re not going to get penalized For being too polite, you’re not going to even get penalized for being too formal, because you know something and people are getting sick of this over-over familiarity from the gecko.

Yes, i-i’ve never met. I’ve never met you. I’ve never written to you before, but I’m going to go, hey, hey and all this, and it’s just like come on. You know. Let me taste give me at least. Let me have give me the courtesy of giving you permission to do that. Yes, yes, you are spot-on with that one. So before we go tell us a little bit more about the book when it’s released, I presume it’ll be available and all the all the usual blogs and we’ll have it in ioans description, you’ll be able to yeah.

Thank you, I am so excited because this really is cutting-edge material. I’ve been a pioneer in the field of applied humour for the past 30 years, and this content is content that has been pulled together just in the last 15 months and very heavy emphasis on how you can use humor strategically for influence. The title is actually funny means money, strategic humor for influence and world domination and it’ll be coming out.

This fall and again it did we’re we’re putting in the tools the processes assessments. You know I studied humor for 30 years so that you don’t have to, and I think it was EB White said that humor can be detected as a fraud can, but the thing dies in the process and is of interest to only to pure scientists. And so no frogs were harmed in this, but yeah I’m just I seconded it to the point where everybody else would just go: okay, that’s more than enough TMI, fantastic! All right! Well, hopefully, you’ll come back when the book is released and we’ll talk a little more.

It’s been a pleasure again. The book is funny, means money right funny see. That’s such a great title. Nobody can forget that my name is John golaloon from says pop online says magazine and pipeline is here and thanks again Karen, I see all for another expert interview. Really soon, thank you all right, thanks, so much John


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Social Media Marketing 101 – “Branding.” #RealEstateRobotArmy

Now, when I talk about the idea of branding I’m saying that you want to attach your business or your identity to a certain brand, like me, my name is Larry Lee and I’m in the mortgage business, but I call myself Larry the mortgage guy. I also talk about the cells disruptor right because I’m actually bringing myself to you guys these sales community.

Now, why is that important? Well, you want to associate yourself with something that’s easy to remember: okay, that’s what branding really is okay and you got to be consistent about it. So, every single time you read my articles, you notice, I introduced myself. This is Larry the mortgage guy, yourselves, disrupt it. Every single time right so by doing that you’re kind of subliminally speaking to the audience that this is the brand that you represent.

This is who you are right now. How do you take advantage of that? Well, on your personal page, you probably should mention that or put something like that, so maybe on your list of jobs or list of businesses or whatever you should put your brain on it. I also have, if you look at my profile, it says literally in the parentheses. It says it says your mortgage insider right, because I actually have a article blog called your mortgage insider again, another brand right, but anything to associate myself with something easy to remember.

I’m not telling you to pummel your entire, you know profile picture and your cover photo with you know, logos and and your brand. That’s not what I’m saying you can if you want, but what I’m saying is that you need to choose something. That’s easy to remember and make sure you present it every single time you interact with someone right. You know. I don’t even talk about more years when I’m talking to you guys, but I say I’m Larry the border guy.

That way, you know I do more. Yes, even though I’m not talking Amy about mortgages, okay, that’s what I mean by branding you’re, literally just associating yourself with an idea or a thought, or something easy to remember and you’re consistently pushing it out there. So people can remember it. Okay and if you put up pictures and such that are visibly, you should probably get a logo like that. You know at the mortgage guy or whatever right and another thing about branding is your pages.

You should share content from those pages to your personal page, with your brand, so you’ll notice that a certain post I post on my personal page and certain post, I post from my business page, which says literally the mortgage guy, okay and also check in if you Can that will again push your brain out there? Okay and that’s about it. So you guys any questions. Give me a call or text me email me whatever you want.

This is Larry the mortgage guy yourselves disrupter,

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How to Have a Sales Conversation | Michelle Weinstein

My name is John going from says pop online says magazine and pipeliner CRM, and today I am joined by Michele Weinstein the pitch queen, who is in San Diego, just like myself, how you doing Michele yeah. I am great thank you thanks for having me absolutely and first of all, let me just ask you: where did you get the name, the pitch green from the pitch Queen? Well, one of my friend’s name is Shawn also lives in San Diego online entrepreneur is talking to him about, like what am I going to name myself.

I didn’t want to use my name I’ll, probably get married one day really soon and then my last name is going to change. So if I use Michele Weinstein and I’m not a fan of some, you know people with my last name. So I went with the pitch Queen because it was just available on every social media platform and the website when we were doing our brainstorming session and when I noticed that I said okay, let me buy everything and get every single social media handle right now and That’s really how the pitch Queen came about, but I love pitching products/services pitching investors for fundraising, like that was always my thing, so it has nothing to do with baseball or softball right.

It only has something to do with pitching, for you know anything sales related. You know a lot of people, think of it as a pitch, so that’s how the pitch queen came about excellent, and so what we want to talk about today is Michelle, helps people to and teaches them how to sell and have high value conversation and sell high Value services without feeling sleazy, pushy, yeah or desperate right, okay, so, let’s actually a really big one, because the less you you know I like to call it actually, let’s talk about the desperate one, because no one’s put it that way to me mm-hm, but when you’re Less desperate as it comes to raising money or you know, selling a higher value service, the the other client or the investor can sense that and when you don’t and I’m not saying like not care, hey, there’s that there’s a situation with.

I was working with one of my student Christine and she was at the other end of the spectrum like I could care less. The clients work with me or not take it or leave it, and when we come from that place, we’re actually doing our clients a disservice, because if they don’t work with you and you’re the expert. Yes, then, there’s where the problem lies because they’re going to get serviced somewhere. Yes, that investor is going to put their money somewhere.

So if you truly are the best and you’re the best person for that client to engage with or enroll within your program services or whatever, when you have the take-it-or-leave-it mentality, that’s actually hurting your client in front of you, because if they sense that and they go Somewhere else, but you are the best one to help them, then they’re not going to get serviced at the level they could have if you would have just taken a slight percentage off the naked or leave it mentality.

However, when you’re done for it right, so if you think about being desperate and if you think about it, yeah and if you think about it right, we’re in July so for a lot of people around calendar years here, especially salespeople. And this may be the time when they are starting to feel a little desperate, because they’re quoted that seemed it seemed achievable at the beginning of the year and now seems really daunting.

So how do you? How do you control that sense of desperation? Well, and that’s the thing it it’s when you come from a place that, especially if you’re on a monthly quota right and you’re getting towards the end of the month, if you can work on your mindset to come from a place where it’s just the first of The month or it’s the second of the month, your sales will naturally start to increase and the reason why is that the client sense, the desperation that you need that next sale, that you have a quota to meet and when the clients feel that they’re? Just another number or they’re another quota, and they get that sense of desperation.

That’s where you actually lose more opportunities than win so one of the best ways. Then you can just try this right now if it’s get towards the end of the month, think about it as it’s just the first of the month or it’s the second month and when you detach from the desperation in that you actually don’t really need that client. That clients not going to make or break your quota, you want that client to help and serve them, and that’s actually the reason why you want them not for your benefit, so the desperation typically stems because it has something to do with you when really as sales Process has nothing to do with you yeah.

So when you can separate the two that’s when your sales are going to increase, so if it’s July, you know 25th and there’s 31 days than July on the 25th, pretend it’s July 1st on the 26th returned its July 2nd and really come from that place. In that you’re coming you’re coming from a clean slate to that client meeting you’re going to do everything you would do on the 1st with that client. Not what you used to do on the 25th with that client and read to see what happens on your chance of your clients, engaging with you and you actually getting those sales yeah, because it’s a tough thing, sometimes for salespeople, because it’s like, if I say to, If I really need to get this deal done by the end of the month and I’m giving you all sorts of incentives and you’re just not biting, because guess what you don’t care about, whether you get it done by the end of the month.

Because for you, you maybe implement, you may have decided that yeah you’re going to buy this product or service, but you’re not going to implement it immediately. So you can buy it next month, month after to matter to you right and just because you’re offering them incentive that doesn’t get people to buy. What gets people to buy is understanding. What would what would move them to implementing it right now, because I only want to work with people who want to implement right now who have a problem.

They want solve right now, because people buy yes based on people, but people buy on the emotional side. So if you can’t connect the dots to their challenges to their emotions, an incentive isn’t going to move somebody that that’s actually not the thing that moves the needle it’s working on the other stuff to understand. Who is ready to make a change right now and focusing your effort and energy on those people versus the numbers or, as you said earlier, is bringing value to them by actually being able to demonstrate to them why a sense of urgency is good for them.

Why solving their problem earlier would be good for them right right, so one of the things that you could look at is: what’s it costing them by not doing it now. So, if someone told me that well, I want to think about. I want to this actually happened to me the other days, but yesterday, okay, so they said well. I just wanted to get information on your program and I said well, that’s great. I I really can appreciate you wanting to get more information on our you know program and how I work with accountants and all that other great stuff, but he had so much going on in his personal life.

I think there were some illnesses and other things that I’m not I’m not a window shopping place like I want to help people now, so you know I walked him through a nice process and and really being supportive of what he was going through with his parents And his family and all this other stuff – and I said you know – one thing you might want to consider is every time you put yourself second in line right, you’re, putting your family first, but you probably still have time that you could make it change, because every Month, you don’t make it change, it’s basically costing this guy about ten thousand dollars so by all means, but I will be here in the next three months I’ll be here in six months.

So when you realized that the 30 or 60 thousand dollars that it’s costing you by waiting, I understand the family stuff, but that stuff’s always going to be a part of life. We’re human beings mm-hmm. Those challenges are never going to go away, but we have control over certain things in our lives. So I said you know what, when you’re ready, then I’ll go through everything on how we can help you yeah you’re, not going to be a hundred percent present.

So I don’t want to waste my time if they’re not going to be coming for the plate and being a hundred percent present with what they want to do so a great way, depending on what you sell your product or service or whatever is what does it Cost that person to stay in the same place each month or each day right and and bringing that to life, because once he marinates on that, maybe in the next 30 days he might reach out.

But I didn’t make it about my quota sure he didn’t make it about my sales or that I have bills to pay her. I have anything I was coming from a place of serving him and helping him see the reality, because I can see the reality loud and clear you. He had like masters a few different designations and he’s only making very little money, but he could be making probably double if he did it on his own, but to take that leap of faith, basically, as the salesperson you’re helping people get past their fears.

Yeah. That’s really what we do right, ya, know and absolutely, and you know helping people realize that there’s never the perfect moment to execute something, because there’s only your best. Your best moment result is often just now is just to take the leap. So a close relation of desperate, obviously is pushing right. So how do you help people? Because sometimes the people don’t mean to be pushy they’re just you know they just get caught up and it says people get caught up with it or they they.

You know, they’re. It’s it’s tough right. Sometimes it’s a sighs! Well, you know it’s tough, to to wait for the process or to go execute the process. Sometimes. Is that there’s that temptation to take shortcuts, which immediately translates into pushiness right and when we take shortcuts or we come from a place of desperation? It comes off as pushy to the client. So one of the ways to not be so pushy is not make this whole process about yourself.

So once you can make it not about your quota once you can make it not about what day of the month it is what month of the year, it is depending on how you’re going to get your bonus. That’s where you’re going to come from a place of not being pushy, I was told actually yesterday, you know woman wanted a refund of her deposit and she said Michelle when you got my deposit, I was you were pushy. I said you know what I can completely appreciate that and what I found is that, typically, when people make decision, that’s where your decision-making process as the client can come across feeling pushy because, like you were saying earlier, there’s no better time than the present, and so When you can help someone get past, their fear break through their fear, help make a decision.

They might come months later and think that that was pushy, but ultimately it was actually just them having a decision of a yes. I want to do this or a no and it’s not being pushy, it’s actually just their reaction to them, making their own decision that someone just guided them and said you know what I I can completely appreciate that sometimes that might come off pushy right and acknowledging That you think one of the biggest things salespeople miss all the time is that you don’t acknowledge how someone feels and that way that they feel is real.

It might not be the truth, but that’s just the way it comes across. So how can you, as the salesperson just be really calm and understanding and understand how they might feel and that you know what hey I don’t want to their eyes that I don’t want to work with anyone who thinks that I’m pushy, so you know what. Actually, I don’t think we’re going to be a good fit to work together. So that’s no problem and then people right, that’s the opposite of being desperate and then they’re like oh whoa.

Wait what what did you just say: yeah, no you’re! I was really pushy. I apologize, I completely understand a lot. Some clients feel that way when they’re making a decision and that’s totally okay. I honor and respect that, and I wish you nothing but the best, but I like amazing the results you’re going to get what I like about that. But I like about that. Michelle, though, is is in some ways you’re taking the person back to the dis to the decision and why they made the decision because you’re correct it’s very easy later on to go III.

I didn’t really want to do that and they push me into it. The reality is, you did want to do that, but maybe you just need to be taken back to what drove that decision in the first place right. What was their challenge? What was their problem? What did they want to create in their life? Why did that investor want to put money into that company versus this company? It one time passes they’re. All they have to do is blame oast people blame other people, sure right how many people take responsibility for their own actions.

Well, your clients are probably not going to do that so taking them through the process of either a acknowledging where they were and that they made a decision and great. You don’t want to work with people who think you’re pushing anyway and would keep it moving or take them back to where they were when they made. That decision, like you said, remind them of their problems, start asking those questions that tie it to.

Why did they make that decision at that time and let them realize? Oh, I made that decision. You weren’t really pushy right, yeah yeah, it’s great because you can say: hey, listen, maybe we’re not a good fit to work together, but just out of interest. How are you going to solve the issue that you wanted to solve in the first place, like yeah, I’m or just come from a place that curiosity, I’m really curious like? How are you going to solve that problem that you know make it specific whatever they told you, but I’m just really curious.

I would love to know because I think I have a few other people that might want to take that path too and the other one who said you had a bit about their feeling. You know without selling without feeling sleazy – and I guess this is an interesting one, because this comes down to sometimes the percent. The self perception that salespeople right right, because they’ve, because they’ve been bombarded in many ways with negative cultural stereotypes of what salespeople are and they’re.

So and sometimes they’re so desperate to avoid it that they almost manifest it right right yeah I mean the whole salesy part. Is your sales beliefs right it’s or, if you’re like in a rut right, like maybe I’m being too pushy, maybe I’m being too salesy, but I don’t have all the time in the world to go into it today, but I do if you go fell without fleas. Calm, you can get my five step to helping you.

I’ve got an email each day that will help your mind set on this. So again, it’s like it’s cell. Without please calm, it’s not without sleeves. I love it. Well, listen! Yeah! We are bumping at the end of our time, so this is perfect. If you want to tell everybody a little bit more about yourself how they can find out more about you be great yeah. I have a lot of resources on my website that will support you.

The pitch Queen calm, I also have a mind set course, if you’re interested in learning more about that. So it’s how to think and act like an eight-figure entrepreneur from all the people that I’ve interviewed and how they got past. You know their sales blocks or mindset blocks because to grow a business over eight figures. It takes a certain level, so you can get that over at eight figure, tips, calm and I’m on Instagram or Facebook.

The pitch Queen and I would love to connect with each of you how I can support yeah listen. This has been great great takeaways today, Michelle it’s really interesting conversation. You know maybe you’ll come back and talk again. Maybe we’ll go into your five steps. A little deeper and another occasion yeah, I would love to thank you so much for having me and I’ll see you over at eight figure, tips, calm or sell without fleas calm.

I love that one set without sleeves. That’s memorable and people aren’t going to forget that. Well, this michelle time totally free that one that one’s free, perfect well, thanks again, my name is John golden says pop online says magazine, pipeliner CRM. I see all further expert interview really soon. Thank you. Thank you.


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