All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

Which comes first, the story or the statement? When you’re trying to implement ethical influence into your sales process, the best way to start is with a story. I’m not sure if you’ve noticed but that is exactly how I start each and every one of my episodes.   First, what is the difference between a story and statement? A story is a narrative intended to engage, amuse, or instruct listeners or viewers. Statements are written or spoken expressions intended to persuade listeners or viewers.    In my opinion, stories need to come first because they are designed to engage the heart before bringing in the head. Sales are not made with the head. They are made when you manage to entangle the heart with the head.    Stories also help you to stay top of mind in people’s memories and there are so many that help to put various situations into perspective.   Listen to learn the three key insights:    What ethical influence has to do with stories and statements.  Why ethical influence relies more on stories than statements.  How to start an ethically influential story in 6 simple words.    Which stories should you be telling in your business?    In This Episode:  [01:33] - Welcome back to the weekly podcast for coaches, consultants, and service providers. [04:33] - The three key insights you’ll learn in this episode.  [06:42] - Stories are narratives. Learn more about the intention behind them.  [09:08] - What is the right sequence between statements and stories?  [11:33] - Why doubt is the silent assassin of influence.  [14:07] - Ethical influence starts with stories and ends with statements.  [14:35] - The story of indecision explained.  [15:55] - A story that obliterates the objection of hesitation. [19:21] - Stories create rapport. [19:50] - How to start an influential story in 6-words.  [20:56] - Statements equal data but stories equal data with soul. [21:33] - The Alexism is, “Something terrible happens when you fail to engage your prospects to become long-term buyers...NOTHING!”  [21:57] - Hear a quick review of the key insights in this episode:  What ethical influence has to do with stories and statements.  Why ethical influence relies more on stories than statements.  How to start an ethically influential story in 6 simple words.    [23:30] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:34] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Editing and show notes for All Selling Aside by Pro Podcast Solutions.

When you’re looking to sell your products or services, it’s not the head of your customer that you’re trying to win. Instead, you’re trying to win their hearts. What’s the best way to do this? By telling a story that has your client or customer demanding to work with you.    Dale Carnegie came from humble means but he was driven to be and do more. He completed high school and went on to college, but in that time he learned all about the art of selling. He’d always been an influential speaker and he realized that it was his ability to speak that helped him become an in demand salesperson.   He went on to create an entire school to help others learn the power of oration and he built out a magic selling formula that hinged on one particular skill. The one skill that all successful business people have.    Listen to learn the three key insights:    What the Dale Carnegie Formula is and where it came from. Why the Dale Carnegie Formula wins hearts like magic. How the Dale Carnegie Formula can be structured in 3 steps.    Have you brushed up on your public speaking skills lately?   In This Episode:  [02:02] - Selling is fun when you know how to do it properly. [03:44] - Learn the three key insights reviewed in this episode.  [05:17] - Why Dale Carnegie changed the spelling of his name. [07:48] - What he did after high school and how he worked on his oratory skills. [10:25] - Why he started teaching public speaking classes for adults.  [12:35] - The one skill all successful business people have.  [15:00] - How he learned the success secrets of history’s finest.  [16:25] - Learn more about two great orators of antiquity, Demosthenes and Cicero. [18:16] - What is Dale Carnegie’s Magic Formula?  [20:18] - The correct order of the magic formula. [21:37] - Why is this formula so heart winning?  [24:53] - The Alexism is, “You can’t be 100% committed to any behavior sometimes!”  [25:21] - Hear a quick review of the key insights in this episode:  What the Dale Carnegie Formula is and where it came from. Why the Dale Carnegie Formula wins hearts like magic. How the Dale Carnegie Formula can be structured in 3 steps.   [26:16] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [27:39] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Dale Carnegie How to Win Friends and Influence People by Dale Carnegie Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter?    Back in 2003 I had just come off of making my first million dollars online. It was during this time that I would take a limo to and from the airport when I was leaving on business trips. The limo driver was a friend of mine and I enjoyed my time on the trips, but the trips cost about $6,000 per year.    My bookkeeper at the time, Denise McIntyre let me know that she wasn’t comfortable with those rides so she said if I could monetize them, I could keep them. I created a Limo Consulting hour where I would do coaching calls on my rides to and from the airport.    Guess what. I had a waiting list that went on for weeks. Learn why the cost of those Limo Consultations was actually not equal to my actual worth and why knowing yours is so important. The three key insights we’ll review are:    What calculating your worth is in your personal and professional life. Why calculating your worth is important and relevant to self-worth. How to calculate your worth on a step-by-step basis and share it.    So, what is your magic hourly number? Is it more or less than you thought?       In This Episode:  [01:59] - Welcome back to the show for coaches, consultants, and other service professionals. [05:30] - The three key insights reviewed in this episode. [07:38] - It’s 2003 and Alex just made his first million dollars online.  [10:25] - Learn more about Denise McIntyre and how she helped Alex monetize his limo rides.  [13:20] - How Limo Consulting resulted in profitable limo rides to and from the airport.  [17:13] - What does calculating your worth look like?  [18:23] - Why is calculating your worth so important to your self-worth?  [20:32] - Move from hourly to project-based billing. Learn why. [23:41] - Alex shares some of his client wins.  [24:05] - How to calculate your worth on a step-by-step basis.  [26:00] - The Alexism is, “Great entrepreneurs don’t wait for their ship to come to them, they swim out to it.”  [26:14] - Hear a quick review of the key insights in this episode:  What calculating your worth is in your personal and professional life. Why calculating your worth is important and relevant to self-worth. How to calculate your worth on a step-by-step basis and share it.    [27:06] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:50] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman?    Saul of Tarsus was a tentmaker and a Jew who was staunchly against the movement of Christianity. In fact, he likely was responsible for the deaths of several people. It wasn’t until he was traveling to Damascus that he had a vision that changed his life and thus he became Paul the Apostle. His letters make up the vast majority of the New Testament and represent a great lesson in sales for all to learn. You see Paul started off his sale of hope to the Greeks by first granting them his respect and commenting on their altar to the Unknown Deity.    He then paints a picture of who the Unknown Deity is and why He is the greatest of all. By the end of his speech they were enthralled by the dramatism of his story and the vivid experience he created. He took their already extant beliefs and gave them a new point of view to see them from.    Listen in to learn more about these three key insights:    What the definition is of being a great salesperson in your field. Why the art and science of selling is the world’s most lucrative skill. How to sell yourself to others without the risk of embarrassment.    This is not an episode meant to dig into the foundations of Christianity but instead to see how Paul made the spread of Christianity possible through expert salesmanship. What are your thoughts? Was Paul one of the greatest salespeople in history?      In This Episode:  [01:31] - Welcome back to All Selling Aside.  [04:22] - Learn the three key insights you’ll review in this episode.  [06:09] - Hear a story of selling through collaboration versus confrontation.  [08:53] - Alex shares his vote for the greatest salesman in history and what he sold.  [11:01] - What did Paul really sell?  [13:54] - Every great salesperson needs this quality.  [16:33] - How Paul approached the Grecians with the message of Christianity.  [18:17] - Why using pictorial verbiage and building a story is so important when selling.  [22:21] - What is the definition of being a great salesperson in your field?  [23:37] - The 3 Why Formula and why it is more lucrative than any other skill.  [25:45] - You are either making a sell or killing a sale. Learn why. [27:34] - The Alexism is, “You know if you’re a true business leader because after your job is done, all of your followers say, ‘We did it ourselves!’”  [28:36] - Hear a quick review of the key insights in this episode:  What the definition is of being a great salesperson in your field. Why the art and science of selling is the world’s most lucrative skill. How to sell yourself to others without the risk of embarrassment.     [30:00] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [31:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Editing and show notes for All Selling Aside by Pro Podcast Solutions.

When you create a movement you create a community of members who are highly engaged with you and amongst themselves. Creating a movement is significantly more lucrative than finding a market because of that engagement. I’m sharing everything you need to know about the elements of a movement, why they outperform markets, and how you can monetize them.    I didn’t truly realize the significance of creating a movement until the end of 2008. We were in the middle of the Great Recession and I had just finished selling over 800 spots in my Teleseminar Secrets program. The only issue was that the majority of those sales came from affiliates which have a higher refund rate.    My goal was to hold on to as many of those students as possible, so I created a Facebook page for them to go to and interact with each other. This was pre-Facebook groups so I did what I could to maximize the use of the platform. Engagement was higher than ever amongst my students and I ended up only having to give about 30 refunds. Which is amazing.    Why did this work? Because rather than sell to a market, I created a movement for my students. I gave them a place to connect and engage and learn from one another as they implemented the information they learned in the course. Listen to learn how you can create your own movement and retain the majority of your students and sales. Your three key insights are:    What the three functional elements of constructing any movement are. Why creating movements in business outperform finding markets.  How to convert the three movement elements into money making tools.    What kind of movement will you make?        In This Episode:  [01:31] - Welcome back to All Selling Aside.  [02:15] - Why selling is fun. [04:21] - Learn the three key insights you’ll learn about creating movements. [06:11] - The year is 2008 and Alex is in his fourth year of Teleseminar Secrets. [09:03] - Listen as Alex shares his stick strategy for that time.  [11:26] - How did he boost client retention from mostly affiliate sales?  [12:27] - Why Facebook became his movement creation platform.  [14:11] - People want the movement more than the content.  [14:35] - What is a movement?  [16:20] - You don’t have customers or clients in a movement you have a member.  [16:53] - Learn the three functional elements of a movement.  New vocabulary New community  New leaders or role models [20:06] - Why are movements more profitable than a market? [26:06] - How do you convert the three movement elements into money making tools? [28:30] - The Alexism is, “You know if you’re a true business leader because after your job is done, all of your followers say, ‘We did it ourselves!’”  [29:15] - Hear a quick review of the key insights in this episode:  What the three functional elements of constructing any movement are. Why creating movements in business outperform finding markets.  How to convert the three movement elements into money making tools.     [30:35] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [32:19] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Despite being completely down and out after a failed business venture that was financed by my family, my love of learning was the key to my healing. I was depressed and felt like a complete failure, but I knew that I could learn and overcome. The teaching of Nightingale-Conant became my lifeline.   What I realized was that my teaching in school never taught me HOW to learn which is important. I was never taught to read the summary first and actually read the table of comments so that I could solidify concepts before digging into the actual learning.   The way that I have found has worked best for me is accelerated learning. Listen in as I share what this method is and how you can implement it today to start learning every day. Your three key insights are:    What accelerated learning is by definition… and who it’s ideal for. Why accelerated learning is the fastest, easiest way to change your life.  How accelerated learning is activated quickly and easily - step-by-step.    If you’re not learning you’re not growing and if you’re not growing you’re dead. Are you ready to learn?       In This Episode:  [01:34] - Welcome to All Selling Aside — the weekly podcast devoted to those who hate selling. [04:30] - Alex shares the three key insights you’ll review in this episode.  [06:13] - The year is 1991 and Alex is in dire straits both financially and personally.  [09:01] - Learn more about how the Nightingale-Conant 30-day free trial helped him heal. [11:22] - Why school learning is not the same as life learning.  [12:31] - School doesn’t teach you HOW to learn.  [14:12] - The equalizer for all learning human beings is time.  [16:19] - What is accelerated learning and is who ideal for it?  [17:30] - Why is it important to practice accelerated learning?  [18:09] - How do you accelerate your learning?  Choose your topic. Study in multi-sensory platforms.  Schedule your routines. Develop memory anchors.  Teach what you learn. [21:00] - Hear a quick review of how you can accelerate your learning. [22:07] - The Alexism is, “Be aware of the two evil twins that destroy your productivity — Procrastination (the fear of starting) and Perfectionism (the fear of finishing).”  [23:06] - Hear a quick review of the key insights in this episode:  What accelerated learning is by definition… and who it’s ideal for. Why accelerated learning is the fastest, easiest way to change your life.  How accelerated learning is activated quickly and easily - step-by-step.     [24:11] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:05] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Editing and show notes for All Selling Aside by Pro Podcast Solutions.

In 2006 I ran the first of many Teleseminar Secrets Challenges. Those challenges changed the lives of thousands of people but more importantly we created a movement of people making money through making connections. The old 3M sequence was market, message, and media but that model no longer works. You’re not looking to identify or create a market any longer. No, in this day and age you have to create a movement. You have to engage and connect people so that they feel as if they are part of a community working toward a goal.   Which is why the new 3M sequence looks something like this: Movement, monetization, and media. Without creating or inspiring movement, you are setting your business up to fail.    Listen in to review these three key insights:    What the old 3M sequence is and how the new 3M makes it obsolete. Why creating your movement makes it the most important of the 3Ms. How to launch your own marketing movement, step-by-step.    So if you were to create your own movement, how would it be structured?      In This Episode:  [01:31] - Welcome back to the weekly podcast devoted to coaches and consultants.  [04:24] - Learn the three key insights being reviewed in this episode. [06:21] - It’s 2006 and the first Teleseminar Secrets (TSS) Challenge is in full swing.  [09:18] - Why the TSS Challenge changed so many lives. Learn the old 3M sequence. [10:30] - Alex shares the new 3Ms: Movement, Monetization, and Media. [11:59] - Why creating your movement is the most important of the three.  [14:24] - How do you develop a movement? Name it. Design it. Test it. Maintain it. Do what it takes to “become” it. [16:40] - If Alex were to have a “succeed” movement, he’d start with… [19:36] - … and it would end with rewards and acknowledgement.  [23:34] - How long the missions/challenges last.  [24:26] - The Alexism is, “In physics, nothing happens until something moves. In sales and marketing, nothing happens until someone moves.”  [25:12] - Hear a quick review of the key insights in this episode:  What the old 3M sequence is and how the new 3M makes it obsolete. Why creating your movement makes it the most important of the 3Ms. How to launch your own marketing movement, step-by-step.    [27:05] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:32] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   The First Follower Video Editing and show notes for All Selling Aside by Pro Podcast Solutions.

It’s the year 2012 and I’m in Kuala Lumpur, Malaysia after a 5-Day Guerilla Business Intensive event. During this event, like so many others, I noticed the difference between people who took action and changed their lives and those who stayed safe. What I was contemplating however was what the distinction was between them.    Did one person simply believe that they could and the other that they could not? Was one hardwired to be successful and the other not? I didn’t believe that, but what I did discover was that we all have both the “I can” and the “I can’t” mindset within us. The difference between the person who was successful and the other who was not was that the successful person listened to their “I can” mindset.   Which means that the “I can” and “I can’t” mindset does not define two people instead each person has both mindsets within them. That is when I realized that we are responsible for changing our mindset.   The three key insights for this episode are:    What the differences and distinctions between the two mindsets are. Why adopting the right mindset will change your life forever. How to change your “mindset identity” to reach goals easier.    Listen in to learn all the steps you should take to start working on a more positive mindset. So, which steps have you started enacting in your life?     In This Episode:  [01:33] - Welcome back to All Selling Aside.  [04:34] - Alex shares the three key insights you will review in this episode.  [06:21] - The year is 2012 and Alex is in Malaysia having just finished up an event. [07:46] - The two mindsets are “I can” and “I can’t” and they drastically affect our lives. [09:41] - How Alex found the answer to why two people can hear the same message and take completely different action.  [11:43] - What is the distinction between the two mindsets?  [14:06] - Everyone has the same amount of time in the day. What are you doing with your time? [15:39] - Learn times when your “I can’t” mindset is important to use. [18:54] - The 7-Steps you can take to change your mindset:  Awareness Acceptance Observe one positive thing per day. Figure out what you would want to be the epitaph on your tombstone. Find your accountability partner. Find a mentor. Find someone that you can mentor [23:27] - A quick review of the 7-Steps. [24:09] - The Alexism is, “There is no such thing as a ‘self-made’ entrepreneur.”  [24:45] - Hear a quick review of the key insights in this episode:  What the differences and distinctions between the two mindsets are. Why adopting the right mindset will change your life forever. How to change your “mindset identity” to reach goals easier.   [25:52] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [27:24] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes  

  The term mentor is grossly misused in this day and age and I’m here to tell you why. Now, as I have grown in entrepreneurship and business, I have had many people that I consider mentors come into my life. It wasn’t until I heard Roy H. Williams’ definition however, that I realized the number was smaller than I thought.    You see a mentor is a person who is invested in your life and your work, in depth, over a period of time. They are not flighty people who are invested episodically. Instead, this is a person that you speak with constantly. This person hears all of your thoughts, ideas, struggles, and more and helps you to move through and past them.    The mentor-mentee relationship is one of the most important you will ever have in your life. Which is why it is so important that you choose a mentor well. Listen in to learn the seven steps to identifying and approaching your future mentor. Your three key insights are:    What the definition of a mentor is and where it originates from. Why the principle of mentoring is a sacred relationship and rare. How to find the right mentor for you to assist you to evolve faster.   Who do you think would be the best mentor for you at this point in your life?    In This Episode:  [01:30] - Welcome back to All Selling Aside. [04:02] - Learn the three key insights reviewed in this episode.  [05:37] - Alex shares the definition of mentorship per Wikipedia. [06:35] - What is required of a mentor mentee relationship?  [10:08] - When did formal mentoring start?  [11:21] - Learn the different names for a mentor throughout the world.  [12:46] - Why there is a rampant misuse of the word mentor in this age.  [15:19] - Per Roy H. Williams, when you find a mentor you become a protege.  [17:12] - Learn more about the relationship between Lucille Ball and Carol Burnett. [18:55] - Why mentors are so important to not just business but life.  [23:05] - Alex has a habit of being mentored by his former mentees.  [24:19] - One additional interesting thing about mentors through the story of Freddie Laker.  [25:37] - Learn the 7 steps you should take to identify and find your mentor.  Identify an area of improvement. Identify a leader whom you admire and respect.  Learn everything you can about that leader. Find out who that leader’s mentor is or was.  Learn who they respect and admire that you can access easier.  Ask for an introduction. [29:04] - If you have a target in mind and it doesn’t work out, rinse and repeat.  [30:07] - The Alexism is, “Experience is NOT the best teacher. It’s the only teacher.”  [30:29] - Hear a quick review of the key insights in this episode:  What the definition of a mentor is and where it originates from. Why the principle of mentoring is a sacred relationship and rare. How to find the right mentor for you to assist you to evolve faster.  [31:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [33:38] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Monday Morning Memo Sir Freddie Laker Sir Richard Branson

For many people in the world, not just entrepreneurs, but human beings in general, there is a constant need to be more productive… but what does that mean? Better yet, why do we work so hard to be productive, but not necessarily effective?    Peter Drucker defined efficiency as doing things right but effectiveness as doing the right things. Dan Sullivan defines productivity as doing as many things as possible in as little time as possible but priority as doing the right things at the right time.    Both of these definitions are the baseline of the 5 P’s. You see when you’re working through productivity, efficiency, and effectiveness, many times you’re in a mode of switch-tasking. Instead, to get the most out of your time, you should monotask. You should work through each P, one at a time, until the assembly line is done and then switch to the next line. Listen in to learn what the 5-Ps are, the order in which you should do them, and why you should use them to become more effective in your personal and professional life. Your three key insights are:    What the 5-Ps of Effectiveness are and why they are critical to success.  What the difference is between efficiency and effectiveness.  How to become more effective in your personal and professional life.   Which tasks are you going to move from switch-tasking to monotasking? How will it help your effectiveness?    In This Episode:  [01:42] - Welcome back to All Selling Aside! [04:50] - Learn the three key insights Alex will share in this episode.  [06:48] - Peter Drucker was a business philosopher and an amazing thinker.  [07:29] - How Peter Drucker defined efficiency and effectiveness. [09:31] - Productivity and priority defined.  [12:32] - What is switch tasking and why is it inefficient and ineffective?  [13:50] - When you monotask it requires less willpower and energy. [16:55] - What are the 5-P’s of effectiveness? The first is preparation. [18:13] - Next you need to plan.  [20:06] - The third P is production.  [20:40] - Once you produce you move into promotion mode.  [21:04] - The 5th P is not in your control and it is profit. [22:03] - Doing the right things is taking the sequence of the 5 Ps and working them in order.  [24:08] - The Alexism is, “There are two types of regret all humans have between the inhale and exhale of their final breath on Earth: (1) The things they wish they shouldn’t have done, (2) the things they wish they should have done, but didn’t.”  [25:20] - Hear a quick review of the key insights in this episode:  What the 5-Ps of Effectiveness are and why they are critical to success.  What the difference is between efficiency and effectiveness.  How to become more effective in your personal and professional life.  [26:17] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:16] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Peter Drucker Jim Collins Dan Sullivan

The rise and fall of nations, racism, and even genocide can be explained by a misdiagnosis of progress. This is also called the progress fallacy and it is one of the riskiest assumptions that you can make in life and business.    Rather than thinking of progress as a noun, think of it as a verb. You are progressing along your path in entrepreneurship which means that for every failure you are doubling your success rate because you now know what NOT to do.    Here is the thing, in almost any given scenario, event A did not necessarily cause event B to happen. Think about it, you download a new software and sometime later your computer crashes. Was event A the root cause of event B? Not necessarily right?    This same concept can be carried throughout all levels of life and business.   Listen in to learn about the root cause and why finding that root is the most important thing you can do. Your three key insights are:    What the root cause of misdiagnosing your progress really is. Why progress misdiagnosis can cause suffering for humanity. How to stop progress misdiagnosis so that you can live a happier, healthier, and wealthier life.   Don’t let root cause misdiagnosis stop you from succeeding in sales, business, and life!   In This Episode:  [04:45] - Learn the three key insights Alex shares in this episode. [07:05] - Progress is important but is it a noun or a verb?  [08:56] - Why do you go the wrong direction enthusiastically?  [09:50] - What is the progress fallacy?  [11:44] - Why you should ignore the simple logic of progress fallacy. [12:56] - Learn why progress misdiagnosis can cause suffering for humanity as a whole.  [14:47] - The progress fallacy has impacted the rise and fall of civilizations across time.  [17:08] - Genocide is borne out of the progress fallacy.  [17:56] - How is this reflected in business?  [19:32] - Making wrong turns is a part of entrepreneurship… a necessary part.  [22:38] - If you believe that all martians steal… [24:17] - Alex shares a personal story in which the progress fallacy changed his life.  [26:56] - Why does root cause misdiagnosis cause suffering.  [29:35] - How do you stop progress misdiagnosis?  [30:20] - The Alexism is, “The only thing worse than going in the wrong direction is to go in the wrong direction enthusiastically.” - Dan S.: “Progress not perfection.”  [31:13] - Hear a quick review of the key insights in this episode:  What the root cause of misdiagnosing your progress really is. Why progress misdiagnosis can cause suffering for humanity. How to stop progress misdiagnosis so that you can live a happier, healthier, and wealthier life.  [32:43] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [34:19] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes  

What does accountability mean to you? For the ancient Romans it was the process of being accounted for so that the senators could vote for important laws. For your business, it means being held accountable to making change.  The accountability partner program power is having your clients be accountable to each other. Here’s the thing, are you more likely to keep a promise to yourself or to others? If you’re like most humans, you’re going to keep your promises to others more frequently.  So when you incorporate the APP into your programs you’re putting the role of accountability partner onto peers in the program. Then you build in consequences to not attending those meetings. Nobody wants to be kicked out of a program right?  Listen in to learn more about how you can start implementing in your programs. Your three key insights are:  What APP Power means and the evolution of accountability. Why any APP is critical to espousing engagement for any tribe.  How the APP works via step-by-step basis and the 5 key questions.  Are you ready to build a tribe of clients or students who can’t get enough of your programs?  In This Episode:  [01:38] - What are your thoughts on selling things? If you hate it, then keep listening.  [04:04] - Learn the three key insights you’ll learn in this episode.  [05:44] - When did the concept of accountability first appear in history?  [07:14] - Why we are more willing to give than receive.  [09:12] - How accountability was baked into Teleseminar Secrets.  [09:53] - What is APP power? Why is it critical for building a tribe community?  [12:09] - Why the critical driver is the fear of banishment.  [14:53] - How the APP works with any group. [16:32] - Put APP power to work for your business.  [18:37] - Learn the five questions you need to have your partners address between each other.  What’s the victory you have experienced in the last 24hrs? What are you grateful for at this moment?  What’s the anticipated obstacle that you have for today?  What’s the intention to obliterate/unlock that obstacle?  What’s the question to the universe that you have?  [22:23] - A quick review of the five questions.  [24:21] - The Alexism is, “Imagination was given to us as humans to compensate for what we are not. A sense of humor was provided to console us for what we are.” [25:05] - Hear a quick review of the key insights in this episode:  What APP Power means and the evolution of accountability. Why any APP is critical to espousing engagement for any tribe.  How the APP works via step-by-step basis and the 5 key questions.  [26:07] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes   Stu McLaren Vishen Lakhiani Ryan Deiss Perry Belcher  

Einstein was one of the most brilliant scientists of his day. His work on the Theory of Relativity changed the path of atomic research and opened up an entirely new way to view space and time. But did he get it right? The Theory of Relativity is based on a fairly simple contact, but is it really a theory or is it a relationship. Essentially our experience is relative to the world around us. A car moving a 65 MPH is only doing so relative to the car next to it or the pedestrian on the sidewalk.  Time moves only as fast as our perception. Think about it. When you’re bored out of your skull, time moves like molasses. If you’re having a great time, it seems that time moves faster than the speed of light.  How does this apply to sales? Your relationships and metrics are only capped by who you seek to compare yourself to. If that’s the case, should you even indulge in comparison Listen in to learn:  What Einstein’s Relativity Theory has to do with influence.  Why Einstein’s Relativity Theory was in error: “Light Speed?” How Einstein’s Relativity Theory is relevant to sales strategies. If you want to become better, model someone who is the best in his or her field. Your performance is limited only by your own relationship to relativity. In This Episode:  [01:34] - Welcome back to All Selling Aside.  [04:27] - Learn the three key insights Alex is sharing in this episode.  [06:15] - Hear the story of how Einstein found the Theory of Relativity and how it has been applied.  [08:33] - How the Theory of Relativity relates to atomic science and why it changed science.  [10:23] - Why space and time are relative… and other relative relationships.  [12:46] - Listen as Alex shares how relativity applies to sales.  [15:01] - Stop putting a ceiling on your performance by using relative comparison to your competitors.  [17:57] - Is your goal to be better or be the best?  [18:55] - The Theory of Relativity suggests that tiny equals huge amounts of energy. The same is true in sales.  [20:10] - What is faster than the speed of light squared?  [21:01] - The relationship of relativity as applied to sales.  [23:17] - Why Einstein’s theory is wrong and how to make it better.  [23:58] - The Alexism is, “Wise entrepreneurs simplify the complex. Foolish ones make simple things complex. True intelligence is about simplification.” [24:45] - Hear a quick review of the key insights in this episode:  What Einstein’s Relativity Theory has to do with influence.  Why Einstein’s Relativity Theory was in error: “Light Speed?” How Einstein’s Relativity Theory is relevant to sales strategies. [26:07] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [27:26] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes

Have you ever watched Olympic archery? Picture the target and the rings as they get smaller and smaller toward the bullseye. The best archers know that aiming for the bullseye is the goal, but as long as they consistently hit the target they will win.  The same applies in marketing. Your bullseye client is the ideal of the ideal. They are the client that your messaging should always be speaking to when you shoot the arrow of marketing. However, if you miss and you hit one of the rings, you’re actually expanding your reach.  Why? Because as long as you’ve landed on the target, your message has been heard.  Ready to learn more? Listen in to learn:  What your “bullseye client” is compared to “target market.” Why “bullseye client” marketing expands your reach and visibility. How to attract more “bullseye clients” with your messaging.    In This Episode:  [02:24] - Learn how to sell by obliterating objections.  [04:27] - Alex shares the three key insights you’ll learn in this episode. [06:15] - How Olympic level archery applies to sales and marketing.   [09:12] - The arrow is your message, the bow is your media sources, and the target is your market.  [13:38] - Who is the bullseye client for GBO?  [15:45] - Why you can have different bullseye clients for each of your offers.  [18:52] - If you aim for the bullseye and miss, you’ve actually expanded your reach. Learn why.  [19:46] - How do you attract more bullseye clients with your messaging?  Speak to their aspirations of your ideal client?  What are they affiliated with?  What are their attributes?  [20:56] - Alex recaps the moving away from keys:  What are their frustrations?  What are their fears?  What are their foibles?  [22:26] - The Alexism is, “The secret to wildly successful entrepreneurship is the willingness to look bad in public more often than your competitors.” [23:41] - Hear a quick review of the key insights in this episode:  What your “bullseye client” is compared to “target market.” Why “bullseye client” marketing expands your reach and visibility. How to attract more “bullseye clients” with your messaging. [25:41] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [27:38] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes

Last week I shared with you the sequence for selling to each buyer persona. This week I want to dive a little deeper and explain the persona selling formula. The sequence of selling still remains vital, but the personas themselves need to be further defined.   The four personas derive from Hippocrates and his four humours. They are competitive, spontaneous, humanistic, and methodical. These same four personas speak to what makes a hit TV show, a best-selling book, or an Oscar-worthy movie. We each identify best with one of the four personas and as such want to see ourselves in the things we read and watch. If we don’t, then we’re less engaged. This is why you need to represent each of the four personas in every piece of copy and every presentation.    Our personas are really just preferences, but they heavily impact our buying decisions. So listen in to learn:    What the persona selling formula is and where it came from. Why the persona selling formula results in max impact with minimum resistance. How the persona selling formula works, in sequenced steps.   In This Episode:  [01:53] - Welcome back to All Selling Aside. [05:14] - Learn the three key insights being shared in this episode. [06:42] - Alex shares the four humours as studied by Hippocrates and how they apply to selling. [09:03] - You can perform outside of your preferences but it is still important to understand.  [11:26] - How does marketing correlate with the 4 principles?  [14:05] - In every crowd you will find each of the 4 preferences so you must speak to them all. [16:47] - It’s virtually impossible to have a hit series without all 4 personas. [19:24] - Hear a rapid review of the 4 personas and which sequence you should speak to them in.  [20:57] - Which of the 4 personas are you most closely associated with?  [22:28] - What is a persona selling formula and where did it come from?  [25:04] - Why does persona selling have such amazing impact with little resistance?  [27:30] - The Alexism is, “The risk of insult is the price of clarity.” [28:25] - Hear a quick review of the key insights in this episode:  What the persona selling formula is and where it came from. Why the persona selling formula results in max impact with minimum resistance. How the persona selling formula works, in sequenced steps. [29:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [32:03] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Hero Quiz Persona Quadrants   Carl Jung Hippocrates Meyer-Briggs DISC

In February of 2018, I was on stage at Guerrilla Business Intensive testing the “persona” theory from the stage. I was testing out the theory of sequencing to see how it would impact my sales. Before we get too deep into this, just know that I saw an insane increase in units sold. So what is sequencing? First you need to understand the concept of personas. Most people fall into one of four buyer personas. People either want to know what you’re selling, why it works, who else has it, and how it works. These aren’t learning styles, they are the personas we assume as we process products and services we are considering for purchase. Each persona processes their purchases either from a competitive standpoint, spontaneous, humanistic, or methodical.  This means that during any presentation, you are selling to four different types of people. It’s the order in which you sell them that will be the most impactful to your success.  This order is what I call sequencing. You need to have a system for sales, but when you add in proper sequencing your sales will almost certainly increase. So listen in to learn:  What the sequencing process means compared to creating systems. Why sequencing works faster and easier when influencing others. How sequencing stops the guesswork when crafting sales presentations.  Take a look at some of your recent sales presentations… could you make any tweaks to increase your success rate?    In This Episode:  [03:34] - What skills you learn with Alex aside from ethical influence. [04:43] - Learn which three key insights Alex is focusing on with this episode. [06:31] - How I tested the “persona” theory from stage. [08:54] - What is a world-class presentation?  [12:20] - How sequencing increased Alex’s buying units.[12:55] - Learn what a system is and sequencing makes it better. [16:32] - Alex shares how influence applies to sequencing.  [17:48] - Leadership versus persuasion… defined. [20:32] - Hear the sequence Alex used in his test. How many of you are “what” learners? (Competitive) How about “why”? (Spontaneous) Who? (Humanistic) How? (Methodical) [23:51] - The step-by-step of selling with this sequence.  [25:52] - What is a persona and how does it impact sales?  [27:46] - How does one learn what type of persona they embody? [29:43] - We all embody a little bit of each of the personas but we also have a bias towards one.[30:20] - Learn the ways you can structure a presentation using these personas. [33:59] - The personas broken down in the four quadrants. [36:13] - Answer what, why, who, and how in that order and see your sales increase. [38:06] - The Alexism is, “The first step to ethically influencing others is to define reality. The second step is to accept that reality. The third and final step is to co-create reality!” [38:52] - Hear a quick review of the key insights in this episode:  What the sequencing process means compared to creating systems. Why sequencing works faster and easier when influencing others. How sequencing stops the guesswork when crafting sales presentations. [41:20] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [43:04] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Guerilla Business IntensiveMillionaire Mind Intensive Michael Gerber Joe PolishRobert Cialdini

Imagine a fish swimming upstream. There are several fish in the world that do this, the most easily recognized would be salmon. Imagine how hard they work fighting the current to get to their desired location.  This is what happens when you upsell. You’re fighting against gravity working to pull people up your offer ladder. Instead you could be down-selling. Present your highest tiered offer first and then slowly but surely step people down and show them what happens as the price points fall away.  I’ve worked very closely with Jack Canfield, the author of Chicken Soup for the Soul, and during one of our last recessions he needed to re-evaluate his business model. Now Jack is not a natural salesman. He is a teacher. Getting him into the habit of making the offer was difficult, but it was made much easier by down-selling rather than upselling. I’m sharing the step by step process you should use to downsell and why it is so much more effective than upselling. You’ll learn:  What “down-selling” is defined compared to the upselling model Why “down-selling” is easier and works faster than upselling How “down-selling” is applied when prospecting, step-by-step People love to buy things, but they hate being sold. When you upsell, you’re constantly selling people on why they should elevate their purchase. As you downsell, you’re simply presenting them information and allowing them to choose. It may surprise you how many people opt for your higher priced offers simply because you found a way to better reveal the value of that offer!   In This Episode:  [01:33] - Hate selling? Then this podcast is for you! [05:03] - The three key insights you’ll learn in this episode. [06:44] - How down-selling versus upselling changed an entire business. [09:40] - Why Jack and Alex started working together.  [11:49] - … then Clear Path Consulting was born.  [12:28] - The difference between down-selling and upselling. [15:36] - What is a funnel?  [17:03] - Why Alex flips the funnel and downsells instead.  [21:05] - There is no motivation when you’re upselling.  [23:11] - As you down-sell you simply remove benefits as you go down the value ladder. [26:55] - Easier and faster to down-sell versus upsell because it’s organic.  [29:24] - How down-selling works… step by step. Identify your offer price levels Flip the funnel and go high to low Put a 15-20 minute video on confirmation pages with a top down view of your business Sell via “take-aways” not “add-ons”  Divulge the entire ascension model  [37:20] - A quick recap of “how” to upsell. [39:09]] - The Alexism is, “Don’t stress over setting goals you don’t achieve because they are too high. Be more concerned over goals you achieve set too low.” [39:44] - Hear a quick review of the key insights in this episode:  What “down-selling” is defined compared to the upselling model Why “down-selling” is easier and works faster than upselling How “down-selling” is applied when prospecting step-by-step [40:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [42:57] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Jack Canfield The Success Principles by Jack Canfield Chicken Soup for the Soul by Jack Canfield Clement Stone Think and Grow Rich by Napoleon Hill Zig Ziglar Dan Sullivan

Have you ever had someone start a story by presenting several scenarios and leaving them open ended. For instance, have you ever told your kids to grab their shoes and coat and get in the car… you have a surprise for them. What was their reaction?    If they started breathlessly asking you about the surprise and you had their complete and utter attention, then you successfully opened a loop. Once you get the kids in the car, you’ll either drag out the surprise or you’ll close the loop and give up the ghost.  This same principle applies in sales. When you’re speaking with someone about your product or service, you open loops to keep them hanging onto your every word. As you go through your spiel, you start closing loops, one by one. By the time you get to the end, your prospect is either ready to buy or they’re ready to say no. This is called the open loop principle. You weave a story opening and closing loops in just such a way to keep your potential client intrigued and excited about what you’re offering them.    Listen in as I share:  What the “open loop” principle is and how it is designed to ethically influence others Why the “open loop” principle is a fast and easy way to suspend attention. How the “open loop” principle works, step-by-step, in marketing communications. You don’t have to create new loops every single time you try to sell something. You can use templates and just make sure that the loops make sense with your new product or service. I’m using Success Resources Virtual summits as an example. What kinds of loops will you start using?    In This Episode:  [03:51] - Alex shares the three key insights for the episode. [05:08] - Listen as Alex recounts the first big action he took when the pandemic came to the U.S. [07:19] - Come late March Alex thought up Success Resources Virtual.  [09:37] - He knew exactly what they should do thanks to the open loop principles.  [11:10] - What is the open loop principle and why is it ethical?  [13:26] - Why is the open loop principle so enticing?  [15:48] - The biggest diservice you can do is to forget to close a loop.  [16:58] - How do you map out your loops to move your audience along the story?  [19:05] - Alex shares an example of the open loop principle in effect with a diamond ad. [22:51] - Listen as Alex breaks down the ad and why it is so effective.  [25:35] - How did he apply this principle to the Success Resources Virtual program?  [28:44] - Alex reveals the second open loop for SRV.  [30:55] - Learn more about the third loop and how it was closed.  [33:45] - What was the 10-second intro template used for each summit?  [35:14] - The Alexism is, “Unlearning old habits is harder than learning new ones!” [35:37] - Hear a quick review of the key insights in this episode:  What the “open loop” principle is and how it is designed to ethically influence others Why the “open loop” principle is a fast and easy way to suspend attention. How the “open loop” principle works, step-by-step, in communications. [37:08] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [39:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Roy H. Williams Success Resources Alessia & Kane MinkusIndustry Rockstar Jeff Sexton Ryan Deiss The Monday Morning MemoThe Wizard of Ads SurveyGizmo   How to Win Friends & Influence People by Dale Carnegie How to Stop Worrying & Start Living by Dale Carnegie The 7 Habits of Highly Effective People by Stephen R. Covey  

The concept of H2H or human to human selling was introduced to me at the Traffic and Conversion Summit in 2017. Ryan Deiss, a former mentee turned mentor, was speaking on the power of understanding the humanity of business.  When you’re selling anything, you’re selling an emotion. When something goes wrong, it’s due to a human failing. When a sale goes right, it’s because of a human connection. So many times we get caught up in whether a company is primarily B2B, B2C, etc… and we forget that all sales are human to human interactions. Would you rather purchase a high-end product or service from a machine or from a human who has been in your shoes and understands the solution?  Never forget that caring is the competitive advantage of the 21st century. In an ever more disconnected world, showing your followers, customers, and clients that you care is imperative. Listen in as I share: Why your business model is not about B2B, B2C, B2G… it’s H2H. Why living into H2H business modality accelerates your profits.  Why H2H focus is the key to uncover motivated buyer patterns. So, what processes in your business need a more human touch?    In This Episode:  [01:39] - Welcome back to All Selling Aside. [05:04] - Learn the three key insights you’ll find on this episode. [07:02] - Listen as Alex shares his experience from Traffic & Conversion in 2017. [07:43] - The key point was about H2H interaction. Learn what that means. [10:56] - Why give credit where it’s due?  [13:47] - Alex breaks down what various companies are selling with their products or services. [16:39] - How has status changed over time?  [17:20] - What do people lack in business?  Clarity Structure Influence Visibility Community [20:24] - Your level of community status is what counts most. [20:54] - Strengthen what you’re already stong in.  [22:49] - Every organization has five dysfunctions as well. The aggregate of what individuals are lacking.  [25:17] - Why caring is the competitive advantage of the 21st century. [27:30] - The Alexism is, “Don’t look for your business hero… just become one!” [28:00] - Hear a quick review of the key insights in this episode:  Why your business model is not about B2B, B2C, B2G… it’s H2H. Why living into H2H business modality accelerates your profits.  Why H2H focus is the key to uncover motivated buyer patterns. [29:36] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [31:15] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Roy H. Williams Patrick Lencioni Ryan Deiss Harvey Mackay

Most people, including me, think that increasing business is a complex, giant burden of thousands of possible tactics that one can try. Thankfully, Jay Abraham has taught me how to take the complex and make it simple.  There are three keys to growing your business, and as long as they are used in the right sequence, growth is inevitable. Now the three keys are increasing new client transactions, increasing transaction price, and increasing transaction frequency. But these keys are out of order. Of the three keys, which do you think is the most expensive tactic? Generating new leads and nurturing new clients of course. This is why, when you are looking to grow, you should first focus on increasing your prices, then your sales frequency, and lastly focus on new clients.  A flawed execution with a brilliant strategy will always win the day. Listen in as I share: What the 3 keys are to unlocking the doors to accelerated biz growth Why sequencing which keys to use 1st, 2nd, 3rd, etc leads to failure or success How 2 of the keys can double/triple your profits with zero ad cost If you stay to the end, I give you the price increase strategy that is proven to increase your revenue without impacting your client retention. Focus on the backend nurturing of your clients and you’ll see dramatic growth in your business. In This Episode:  [01:33] - Welcome back to All Selling Aside.  [04:12] - Learn the three key insights you’ll learn by listening to this episode. [06:04] - Most people feel that increasing business is complex. Learn why. [08:13] - What are the three keys to growth? Influence more new clients to buy. Inspire clients to buy with more frequency. Increase the dollar value of more client purchases.  [09:00] - Learn the correct sequence for business growth.  [11:00] - Which is the most difficult and costly key?  [12:40] - What is the key sequence to grow your business?  [15:13] - Why you should focus on your backend strategy before their front-end.  [16:14] - Take a quick pop quiz to determine which scenario leads to gross.  [18:39] - How to properly increase your prices. [23:00] - The Alexism is, “Actions are better than conversations. ‘Well done is always better than well said.’ Ben Franklin.” [23:41] - Hear a quick review of the key insights in this episode:  What the 3 keys are to unlocking the doors to accelerated biz growth Why sequencing which keys to use 1st, 2nd, 3rd, etc leads to failure or success How 2 of the keys can double/triple your profits with zero ad cost [25:20] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.  Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Kartra Test Drive Jay Abraham Roy H. Williams

One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He’s on a mission to help his clients in a completely different way than he once did. Now, while we’ve been working together, we noticed a trend with his conversion rates after the initial consultation. What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped.  The issue was that there was no determinant client avatar. His staff had no idea “who” they were speaking to and how to break through the roadblocks to a sale. I sat down with his office manager and we came together to develop a client avatar using the six key elements of avatar creation, and guess what, their sales have gone up significantly. Many people fail to create client avatars out of the fear of limiting their audience. Instead, think of creating your client avatar as an exercise in targeted marketing. If you market to everyone, you market to no one. Listen in as I share: What an avatar persona is and why marketers fear creating one. How to create your company’s avatar persona with the six key elements. What is an avatar narrative” and how can it generate more referrals? So take a moment and think about your client avatar. Have you told their story yet? If not, it’s time to get to work. In This Episode:  [01:45] - Welcome back to All Selling Aside. [04:42] - Learn the three key insights for this episode. [06:38] - Hear Dr. Tim Zelko’s story of transforming from an OB-Gyn to a cosmetic surgeon. [08:35] - Despite studying the greats, Dr. Z failed to create his company’s avatar persona.  [09:52] - Why do marketers fear creating an avatar persona?  [11:38] - Learn how Alex trained Dr. Z’s staff to increase the office conversion rate.  [12:29] - What are the three elements of moving toward pleasure:  Aspirations - who do they want to become? Attributes - who are they today? Affiliations - who do they routinely congregate with?  [14:50] - What are the three moving away from elements?  Frustrations - what daily irritations do they face?  Fears - what actions scare them?  Foibles - what behavioral quirks do they publicly display?  [17:50] - Learn what an avatar narrative is and how to write one. [20:52] - Once you’ve clarified your avatar, your referrals will start to flow in.  [21:33] - The Alexism is, “Beware of quitting too soon when identifying your avatar. Dr. Seuss was rejected by his first 23 publishers, but his 24th sold 6M books.” [22:35] - Hear a quick review of the key insights in this episode:  What an avatar persona is and why marketers fear creating one. How to create your company’s avatar persona with the six key elements. What is an avatar narrative” and how can it generate more referrals? [23:57] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:00] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Kartra Test Drive

Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world.  You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn’t build overly tall buildings and in general, nobody used elevators. Elisha Otis found a way to create a braking system that stopped a plummeting elevator, even if there was no cable to support the car. He shouted to the world about his invention, but nobody took notice. Why? Because it was so ingrained in them not to believe that elevators could be safe. This all changed when Otis took his innovation to the Crystal Palace Exhibition. Otis practiced the most important part of the 4-part persuasion equation. Listen in as I share: What the 4-part persuasion equation is and who created it. Why the persuasion equation is the ideal copywriting tool How the persuasion equation works and its most critical step. No matter if someone knows you, likes you, and trusts you, they also have to have proof that what you say is true. Are you gathering proof to share with you potential clients and customers?  In This Episode:  [04:32] - Learn the three key insights you’ll learn in this episode.  [06:07] - A tip of the hat and deep bow to Gary Bencivenga. [07:31] - Hear the story of Elisha Otis and his amazing elevator innovation.  [09:52] - Why were builders prior to the 1850s scared to build tall buildings and use elevators? [11:50] - Despite his amazing innovation, Otis’s business did not take off… learn why. [13:26] - Learn why being believable is the most important part of selling. [14:23] - How did Elisha Otis finally gain believability?  [18:11] - From that single demonstration, people no longer feared getting into elevators that had the plaque.  [19:40] - What is the 4-part persuasion equation?  Urgent Problem Unique Promise Unquestionable Proof User-Friendly Proposition [22:39] - Why don’t people buy from you?  [24:55] - The unique promise is not a solution, it’s an intention. [26:21] - Why you should start with proof. [27:07] - The Alexism is, “Wild success in business is nothing more than doing ordinary tasks consistently that will ultimately produce extraordinary results.” [27:55] - Hear a quick review of the key insights in this episode:  What the 4-part persuasion equation is and who created it. Why the persuasion equation is the ideal copywriting tool How the persuasion equation works and its most critical step. [29:06] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [30:51] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Kartra Test Drive Gary Bencivenga Crystal Palace Exhibition

I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here’s the thing, morning rituals are imperative if you’re looking to achieve great success. Listen in to learn why. My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my morning workout, get a good jog in, and then walk my dog.  I do the same thing every morning so that I can set the tone of my day. When you wake up and start checking emails or messages you allow other people to dictate the tone and direction of your day. This is not a formula for creating an insanely successful career.  By practicing a daily ritual that feeds into the Manifestation Formula, you set the tone for your life. The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share: What daily rituals are and the ideal time to activate them. Why daily rituals are mission-critical habits for high-achievers. How to design custom daily rituals for maximum productivity. Every high-performing individual has a daily ritual. For me this happens in the morning, you may prefer the evening, but no matter when you do it, you have to have one. So, what does your daily ritual look like?    In This Episode:  [01:57] - Nothing happens in your business until something gets sold. [04:07] - Learn the three key insights you’ll learn about daily rituals. [05:25] - Do you OWN your morning?  [06:16] - Alex shares his exact morning ritual. [09:42] - Learn which ads Alex is re-writing this year and why.  [12:12] - After writing copy, Alex works out. [13:21] - What happens at night?  [15:33] - You need to own your morning even if you’re a night person because it sets the tone for your day. [17:06] - What is the Manifestation Formula?  Intention Purpose Strategy [19:34] - The intention is your “what,” purpose is “why,” and your strategy is “how.”  [22:40] - Why it’s mission-critical to understand the Manifestation Formula and what rituals do for your day. [24:01] - How do you design a custom daily ritual?  [27:30] - What does Alex do for his clients and how does that affect his morning ritual? [29:51] - The Alexism is, “Don’t worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low.” [30:19] - Hear a quick review of the key insights in this episode:  What daily rituals are and the ideal time to activate them. Why daily rituals are mission-critical habits for high-achievers. How to design custom daily rituals for maximum productivity. [31:35] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [33:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Kartra Test Drive Michael PorterT. Harv Eker Jim RohnGenius Network BIG Event Joe PolishMuse MeditationsMCT OilThe Pathfinder Mastermind Wizard Academy Roy H. WilliamsGary HalbertEugene SchwartzDan KennedyPerry Belcher Clate Mask Jim Collins Buckminster Fuller Dr. Stephen Covey Kane & Alessia Minkus

The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals. How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, the how.  Valerie had to shift her mindset from being a one to one service provider and think bigger. She had years of training and multiple massage disciplines under her belt. Why not teach others to do what she did?  The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share: What the manifestation formula is in three simple, actionable steps. Why the manifestation formula works for beginners and veterans. How to apply the manifestation formula in your business every day. How could you make a small change to your current strategy and find huge results?  In This Episode:  [05:00] - Learn the three key insights you’ll learn in episode 98. [06:40] - Victoria was a massage therapist with big dreams or intentions. [08:18] - Intention, purpose, and strategy are the three steps of the manifestation formula. [09:09] - To fulfill her intention, she was going to have to do over 14,000 massages in a year. [10:30] - The manifestation formula allows you to maintain your intention and purpose while only changing your strategy. [12:46] - If you’re a massage therapist, what do you have to do to make over a million dollars?  [17:17] - The manifestation formula works for beginners and veterans alike. Learn how. [18:14] - Why the seed cause of strategy is what “not” to do.  [20:18] - Monthly recurring revenue is where you really make your money. Alex shares this with the example of a razor. [21:28] - The Alexism is, “Don’t worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low.” [22:00] - Hear a quick review of the key insights in this episode:  What the manifestation formula is in three simple, actionable steps. Why the manifestation formula works for beginners and veterans. How to apply the manifestation formula in your business every day.  [23:23] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:22] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Clate Mask of Infusionsoft Harv Eker Jim Rohn Secrets of the Millionaire Mind by T. Harv Eker Michael PorterBuckminster Fuller Kane & Alessia Minkus Roland Frasier

Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue.   When you pre-frame your offer, you’re letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini’s 7-tactics, you can turn a cold audience into a hot audience, even if they wouldn’t benefit from your offer.    By establishing trust upfront and letting your potential clients and customers know exactly what you’re offering or what your message is about, you create a loyal following. For instance, if your offer of premium beef lands on the lap of a premium vegan-only eater, but you’ve told them to “stop-reading” if they don’t like premium beef, you’ve created a sense of trust   Pre-framing your message is one of the most effective ways to reach your ideal client avatar. You cannot sell to everyone, that’s one of the biggest marketing mistakes you can make. Instead, make sure your message is making it to the right people. Listen in as I share these three key insights about learnable skill secrets:    What pre-framing is and how it is a pre-suasive tool to invite more sales. Why pre-framing is critical to every selling conversation you and your candidates engage in. How to apply pre-framing magic by modeling the masters who have done it before you.   As you craft your offers and the messaging around them, keep the pre-suasion framework in mind. I share all 7-tactics as well as how you can use them in your messaging. Listen in to learn more.   In This Episode:  [04:11] - Learn the three key insights for episode 97. [05:38] - Alex shares the 4-scenarios of the perfect message-to-market match. The right message to the right audience. The right message to the wrong audience. The wrong message to the right audience.  The wrong message to the wrong audience. [07:10] - Can an audience be warmed up? Yes! With pre-framing. [09:04] - What is pre-framing?  [11:07] - Listen as Alex quotes Dr. Cialdini’s “pre-suasion” definition. [12:47] - No matter what soil you start with, you can prepare the ground for planting. Alex shares how this applies to selling. [13:47] - Learn the 7-tactics to creating pre-suasion magic. Establish trust. Direct their attention. Unarguable truths. Open loops.  Frequently asked questions. Story seeding. Commitment  [23:40] - It’s no who you persuade it’s how you pre-suade that denotes a good vs great marketing campaign. [24:05] - Ask your clients for their advice rather than their opinion. Alex shares what this means. [25:06] - Learn which frames matter.  [29:25] - The Alexism is, “Hiring a business mentor shaves off years of trial and error because you can never read the label from inside the jar.” [29:50] - Hear a quick review of the key insights in this episode:  What pre-framing is and how it is a pre-suasive tool to invite more sales. Why pre-framing is critical to every selling conversation you and your candidates engage in. How to apply pre-framing magic by modeling the masters who have done it before you.  [30:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [32:35] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Dan Kennedy Jeffrey Gitomer Dr. Robert Cialdini The 7 Habits of Highly Effective People by Dr. Steven Covey Roy H. Williams Ryan Deiss Paul Jackson Pollock Joel Bower Harv EkerKane & Alessia Minkus of Industry RockstarGary Halbert Buckminster Fuller

For many years I have implemented a morning routine to build my skills as a copywriter. Every single morning, I sit down for 33 minutes and 33 seconds, I have this set on a timer, and write out ads written by the great copywriters. I spend time studying the process and the words so that I can master copywriting.   Copywriting is one of the most learnable skills in business, but so many people don’t want to do it. On March 9th, 2003, my birthday, I was reading the Gary Halbert Letter. The letter starts off with some person asking Gary if they could become a great copywriter in 30 days. Gary says “yes,” and then goes on to explain how.   The moral of the story is that to become great at any skill, you have to immerse yourself in the skill. Whether you’re writing out great ads, immersing yourself in a new language, experiential immersion is the key to fluency.    Keep in mind that you don’t need to master a skill to use that skill. You simply need to be fluent in it. Listen in as I share these three key insights about learnable skill secrets:    Why learnable skills lead to accelerated growth and profit. Why learnable skill secrets are transferable to your team.  How learnable skills do NOT require mastery or fluency.   Once you’ve become fluent at a skill, you can transfer that skill to your team through experiential immersion and role-play. Listen in to hear how.   In This Episode:  [04:22] - Alex shares the three key insights for this episode. [06:11] - It’s March 9th, 2003, Alex’s birthday, and he was reading the Gary Halbert Letter. Listen as he shares a quote. [08:17] - Learn what characteristics Gary Halbert thinks good copywriters need. [11:12] - Why you need to use the resources Gary provides for the rest of your life.  Scientific Advertising by Claude Hopkins The Robert Collier Letter Book by Robert Collier Tested Advertising Methods by John Caples How to Write a Good Advertisement by Vic Schwab The Gary Halbert Letter (all back issues) by Gary Halbert The Boron Letters by Gary Halbert The Lazy Man’s Way to Riches by Joe Karbo Breakthrough Advertising by Eugene Schwartz 7-Steps to Freedom by Ben Suarez [14:06] - After you’ve studied the ads, you write them out by hand. Learn why. [16:44] - Once you’ve written the great ads by hand, find ads in your niche and handwrite those as well. [19:04] - Your first ad should take the longest. After that, you test it and continue to use these steps as a recipe. [20:12] - Why are learnable skills transferable to your team?  [21:12] - Alex lists out several additional learnable skills and why experiential immersion is the best way to learn. Sales Copywriting High-End Selling Virtual Presentations Public Speaking Learning additional languages Curriculum Design Productivity [23:48] - Mastery is not required for learnable skills. You only need fluency. [27:09] - Before you can sell high-end products, become a high-end client. Learn why. [28:09] - Learnable skills can be transferred to your team through role-play and experiential immersion. [29:53] - The Alexism is, “Experience is not the best teacher. Experience is the only teacher.” [30:15] - Hear a quick review of the key insights in this episode:  Why learnable skills lead to accelerated growth and profit. Why learnable skill secrets are transferable to your team.  How learnable skills do NOT require mastery or fluency.  [33:08] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [35:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   WSGAT - What’s so great about that?  Scientific Advertising by Claude Hopkins The Robert Collier Letter Book by Robert Collier Tested Advertising Methods by John Caples How to Write a Good Advertisement by Vic Schwab The Gary Halbert Letter (all back issues) by Gary Halbert The Boron Letters by Gary Halbert The Lazy Man’s Way to Riches by Joe Karbo Breakthrough Advertising by Eugene Schwartz 7-Steps to Freedom by Ben Suarez “Do You Make These Mistakes in English?”“What Everybody Should Know About This Stock and Bond Business”  “The Nancy L. Halbert Heraldry Letter”“How to Burn Off Body Fat, Hour-By-Hour”“At 60 Miles An Hour The Loudest Noice in this Rolls Royce is the Ticking of the Electric Clock”  “Why Men Crack”“How to Collect from Social Security at Any Age” “The Admiral Byrd Transpolar Expedition Letter” “The Lazy Man’s Way to Riches”

It’s Saturday morning in November of 2017 and I’m in Scottsdale, AZ finally making the decision to join the Genius Network mastermind. You see, Joe Polish, the creator of the group, had been asking me to join since 2006 when he first established it. At the time I didn’t see the value in paying money to network with people I already knew. That all changed in 2017 and I share why. I was sitting at the Genius Network Big event and there was a panel of people hammering at my objections for joining the mastermind. This panel was made up of several mastermind members and they were sharing their stories on how the mastermind helped their businesses.  Now, none of the panelists were closers like me. After I joined the mastermind, I was put in charge of the breakfast panel close, but I altered it to make it more effective. Listen in as I share these three key insights about breakfast panel closes:  What the breakfast panel close is and when it is best utilized. Why the breakfast panel close enrolls mastermind members. How the breakfast panel close works on a step-by-step basis.  This way of closing is extremely effective because of how soundly it defeats all objections. Do you have a big event coming up? How are you going to use this method to generate more sales?    In This Episode:  [04:22] - What are the three key insights you’ll learn in this episode?  [06:17] - It’s Saturday morning in November of 2017. Listen in as Alex shares the moment he decided to join the Genius Network. [09:02] - Learn what the breakfast panel close is through the story of a Genius Network event. [12:13] - Why Alex now handles the breakfast panel close for GN events now. [14:53] - How to start off a breakfast panel close. [15:50] - Alex shares why the breakfast panel close is so effective. [18:17] - What are other options for enrolling people in your mastermind?  [20:32] - How does the breakfast panel close work?  [22:42] - The reason this works so well is that there are multiple people addressing objections. [25:39] - Learn the methodology behind the breakfast panel close and what types of events this works at. [28:44] - The Alexism is, “Purpose of storytelling is not to sell. It’s to obliterate objections.” [29:15] - Hear a quick review of the key insights in this episode:  What the breakfast panel close is and when it is best utilized. Why the breakfast panel close enrolls mastermind members. How the breakfast panel close works on a step-by-step basis.  [30:11] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [31:56] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Joe PolishDarren Hardy Garret GundersonRussell Brunson Genius Network

W. Clement Stone started life on the south side of Chicago, losing his father at the age of three, and hawking newspapers while his mother worked as a dressmaker. His was not an easy path. Early on he found innovative ways to hawk his newspapers. Rather than standing on street corners, he convinced local restaurants to let him sell to their patrons. Soon enough he had his on newsstand and when he was 16 he moved to Detroit to sell casualty insurance for his mother. While Stone was charismatic with charm for days, he knew that not all of his employees had his skills. So he began teaching them how to close without selling through using case studies.  He was a firm believer in helping others out of the gutter to reach their success as well. The most notable example is Og Mandino, but he was also responsible for Jack Canfield finding his place in the business world.  Stone learned at an early age that human beings do not like being sold to. We love to buy, but we do not love to be sold. Instead of selling, he started his deals on the path to closure by using storytelling techniques. The three key insights you’ll learn in this  episode are:  What closing is defined as and how it’s different than selling. Why closing sales is the most lucrative skill in business to learn. How to close more sales without becoming a salesperson. Storytelling is the key to selling with becoming a salesperson. The best stories to share? Case studies. Are you using them in your business?  In This Episode:  [04:35] - Learn the three key insights for this episode. [06:19] - Alex shares the story of W. Clement Stone, a true rags to riches story. [09:36] - How Stone helped Og Mandino, the publisher of Success Magazine, regain his life. [10:51] - What happened when Stone learned how to close without selling through case studies. [12:38] - Hear the epilogue to Stone’s story. [14:01] - What’s the difference between closing and selling?  [16:14] - Why you should be using case studies in your sales presentations. [18:21] - The Alexism is, “What type of pilot would you trust to fly with most? The one who loves to fly or the one who loves to land?” [19:16] - Hear a quick review of the key insights in this episode:  What closing is defined as and how it’s different than selling. Why closing sales is the most lucrative skill in business to learn. How to close more sales without becoming a salesperson. [20:07] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [21:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Horatio Alger AwardOg Mandino Jack CanfieldThink and Grow Rich by Napoleon Hill

A hermit was sitting near a stream when a young man approaches him. The young man asks the hermit to help him find enlightenment. What happens next is somewhat scary. The hermit, who was actually a master, grabbed the young man and forced his head underwater.  The young man struggled for a moment and then the hermit pulled him. Listen in as Alex shares the meaning behind the story and why you rarely want anything as much as you want air. However, when you go all-in on something, you’re essentially working toward something you want that is close in priority to the need for air.  The All-In Principle works because it helps leaders understand the importance of striving toward one goal and leading from behind. I share the story of “The Wall” from the book The All-In Principle to illustrate the difference between leading in front versus behind. Learn what makes a great leader out of a good one.  The All-In Principle is an important concept to master no matter what field or position you are in. While you can’t go all-in forever, knowing when to dig deep and push through in business is a necessary skill. The three key insights you’ll learn in this  episode are:  What is the All-In Principle by definition and why does it work?  How the All-In Principle works for leaders from behind versus the front.  What if you live into the All-In Principle and teach it to others?  Are you ready to go all-in?  In This Episode:  [02:11] - If you hate selling, then this podcast and specifically this episode, is for you. [04:02] - Learn the three key insights you’ll review in this episode. [05:28] - A hermit was meditating by a river and was approached by a potential disciple. Listen to hear what happens next. [07:30] - Hear the moral of the story and why you have to be all-in to master anything.  [08:14] - What does it mean to be “all-in” per the definition of the All-In Principle?  [10:29] - Alex shares his story about what it looks like to be All-In as a leader. [11:37] - Listen to “The Wall.”  [15:00] - How “The Wall” represents the All-In Principle and the different types of leadership. [18:49] - Hear Alex’s leadership lesson as told through swimming.  [20:42] - What you need to do to be a great trainer and why you should be training.  [23:17] - Keep in mind that people don’t listen to what you say, they learn through demonstration. [25:47] - Things change when you know the end is near.  [26:05] - The Alexism is, “Sloppy success is better than perfect mediocrity.” [26:40] - Hear a quick review of the key insights in this episode:  What is the All-In Principle by definition and why does it work?  How the All-In Principle works for leaders from behind versus the front.  What if you live into the All-In Principle and teach it to others? [27:42] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [29:21] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show The All-In Principle by T. Harv Eker

Have you ever been to a jewelry store and a salesperson approaches you with a stunning piece and one line about how it will make others see you? Usually, that one sentence makes you stop and think, oh yes, that’s exactly why I want this piece. If you have, then that salesperson used a tested selling sentence on you and you didn’t even know it.    What is a tested selling sentence? The concept was created by Elmer Wheeler, Mr. Sizzle. He was one of the greatest salespeople the world has ever seen and he did it by creating sentences with words specifically chosen to make buying easier. He created over 105,000 sentences in his time and tested them all to the point that only about 5,000 passed.     Listen in as Alex shares some of the sentences he created and how they were specifically designed to help the buyer take action. If you’d like to learn more about Wheeler’s sentences, check out his book Tested Sentences That Sell. He spent over a decade refining his technique and then put his research together to teach others.    Wheeler’s techniques are used still today throughout almost every industry. They’ve stood the test of time because they speak to the heart of the buyer. The three key insights you’ll learn in this  episode are:    What tested selling sentences are and who created them. Why tested selling sentences can work well in any industry. How tested selling sentences are discovered and deployed.   Can you think of other instances in which you’ve noticed these sales principles? How can you use tested sentences in your business?    In This Episode:  [04:13] - Alex shares the three key insights you’ll learn in this episode. [05:40] - Learn about Mr. Sizzle, Elmer Wheeler, one of the greatest salespeople to have lived. [09:35] - Hear Alex dig deeper into Wheeler’s accomplishments and successes. [11:12] - What are the practices Wheeler revealed in, Tested Sentences That Sell?  [16:12] - Wheeler created over 105k sentences, but only 5k were used. Why?  [20:08] - How changing the words in a sentence can change your life or your sales.  [21:08] - What is a tested selling sentence?  [24:15] - Why do tested selling sentences work so well?  [27:43] - The Alexism is, “Wildly successful entrepreneurs focus on progress, not perfection.” [28:03] - Hear a quick review of the key insights in this episode:  What tested selling sentences are and who created them. Why tested selling sentences can work well in any industry. How tested selling sentences are discovered and deployed. [28:57] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [30:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Tested Sentences That Sell by Elmer Wheeler

I learned one of my most valuable business lessons at a time when I was at my lowest both personally and in my business. I was reminded of this lesson this past November while listening to Perry Belcher’s talk at the Genius Network BIG EVENT. He stated that 70% of your success in business is due to your team. Not your marketing, your operations, your production, or your cash flow, but the team that you surround yourself with. After listening to Perry’s talk, I was reminded of a time when I was going through a divorce, spiraling downhill emotionally, and then realized that my team members were stealing from me. You see at that time, I had a roster poisoned by “B” players, and had I known Perry prior to this, my roster would have been filled with only “A” players.  Perry’s talk summarized the 5 key questions you should ask your team members to recalibrate and make sure you’re on track. The boat only moves forward if all of the rowers are in tune, so you have to have a way to measure your synchronicity. The three key insights for this episode are:  What are the 5 questions that can quickly align your business team?  Why are the 5 questions a critical 1st step to unearth “B” players?  How can you adopt the 5 questions to easily align your team?  Richard Branson famously said, “Clients do not come first. Employees come first. If you take care of your employees, they will take care of your clients.” Ask your team these questions and then take their answers and develop training and development tools. Also, don’t be afraid to let go of those “B” players. They will only drag you down! In This Episode:  [04:06] - Alex shares the three key insights you’ll learn in this episode. [05:57] - Listen as Alex relates a talk from the Genius Network BIG EVENT in November. [08:12] - Learn why over 70% of your success is due to your team per Perry Belcher. [09:34] - Alex describes a time when his team was misaligned and he realized why his employees and team come first. [13:05] - How do you align everyone so that they are one team going in one direction? Ask these five questions:  What business are we really in?  Who is our ideal client? What do our clients value most from us?  What results do we have so far?  What’s our plan for the future?  [14:56] - Alex digs deeper into the 5 questions you should ask your team and why. [17:55] - What it means if your team doesn’t respond to the questions.  [18:25] - Why are these questions a critical first step to identifying “B” players?  [19:41] - Learn how you can adopt these 5 questions.  [20:45] - The Alexism is, “During the start-up phase of any business, there is no such thing as a ‘little’ mistake.” [21:49] - Hear the quick review of the key insights in this episode (and how they apply to your pets):  What are the 5 questions that can quickly align your team?  Why are the 5 questions a critical 1st step to unearth “B” players?  How can you adopt the 5 questions to easily align your team? [23:10] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:31] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Perry BelcherRichard Branson

We all have our places in the world. The places we go to do various activities such as live, work, and play. Ray Oldenburg, a sociologist who wrote about the 3rd place in the late 80s, revealed that we all have our 1st place, home and a 2nd place, work, but we need a 3rd place for our souls.    For many, the 3rd place is church or a rec center or another social area, but you can create this for your clients and customers. When creating the business model for Starbucks, Howard Schultz took great pains to make the coffee shop a 3rd place for millions. He was familiar with Oldenburg’s work and sought to create a place where people could relax, unwind, and meet for social gatherings.    When you’ve developed a course or consultancy, many ask, what next? What do they do once they’ve gone through the course or finished their round of consultations? How do they keep working with you and staying in your space? Creating a 3rd place is the best way to maintain a relationship and build a community.   The three key insights for this episode are:    What is the 3rd place and why is it a client stick strategy? How can you create a 3rd place for your clients, members, and customers?  Why creating a 3rd place for all buyers can maximize lifetime values.   Would a 3rd place compliment your business model? My guess is that it would. I wish I’d thought to create this space for my clients and customers sooner!   In This Episode:  [04:31] - Learn the 3-key insights you’ll learn from this episode. [06:02] - What is the 3rd place?  [07:34] - Why do you need a separate 3rd place?  [10:25] - How does the 3rd place apply to Starbucks?  [11:42] - The 3rd place has a place with your clients and customers. Learn how. [13:22] - Alex reveals why the 3rd place is the perfect stick strategy for your clients. [17:31] - The Alexism is, “Never confuse your activities with your accomplishments.” [18:09] - Hear the quick review of the key insights in this episode (and how they apply to your pets):  What is the 3rd place and why is it a client stick strategy? How can you create a 3rd place for your clients, members, and customers?  Why creating a 3rd place for all buyers can maximize lifetime values.  [20:31] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [22:10] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Ray Oldenberg Howard Schultz

Have you ever heard of the Domino Effect? Gary Keller and Jay Papasan discuss this effect in their book The ONE Thing. Linked to the Domino Effect is the 1st Domino Principle. On November 13th, 2009, in the Netherlands, 4,491,863 dominos were lined up and toppled down with just one flick of the finger. This made the Guinness Book of World Records for the greatest sequential domino fall in history. The first domino toppling into the next resulted in 94,000 joules of energy being expended over the course of the line, which equals 545 pushups by the average human. The effect that first domino had on the whole line of dominos was truly astounding. Over 25 years prior to this event, Lorne Whitehead wrote a piece in the American Journal of Physics that he’d discovered that a domino can topple dominos 50% larger than themselves.  Using Whitehead’s research, if the 1st domino is 1” in height, the 10th domino would be the size of a 6’ tall man. The 18th would be the height of the Leaning Tower of Pisa. The 23rd would be taller than the Eiffel Tower in Paris. The 57ths would bridge the distance between the Earth and the moon.  But how does this apply to business growth and sales? Listen in to learn how understanding the lineage of your 1st domino results in building sequentially, over time a business the size of the 57th domino. Hold onto your patience and confidence as you learn the three key insights for this episode, which are:  What is the “1st Domino Principle” and why does it impact permanent change? How to uncover the 1st Domino in 4 fundamental aspects in your life. What if the 1st Domino revealed the three words on your gravestone? What would they be?  Who is your trim tab? Who is your first domino? How will that first domino impact your last? Things to think about as you review this episode and the insights you learned.  In This Episode:  [04:17] - Alex shares the three key insights for this episode. [06:08] - Every transformation in life starts like falling dominos. Learn more.  [06:52] - What is the 1st Domino Principle? [08:46] - Learn more about the Domino Effect as discussed in The One Thing, Chapter 2. [11:30] - How this correlates with The Compound Effect. [13:07] - Why is the 1st Domino Principle relevant in business and sales?  [15:12] - What is the 1st Domino Principle and why does it impact change?  Mentally who had the most impact on you?  Emotionally who had the most impact on you?  Physically who had the most impact on you? Spiritually who had the most impact on you? [17:37] - Alex shares the dominos in the mental aspect of his life. [19:02] - Why Buckminster Fuller was Alex’s first domino for thinking. [20:10] - How does your first domino impact your final domino - your epitaph?  [22:08] - What is a TRIM TAB and what does it have to do with sales?  [25:09] - The Alexism is, “Entrepreneurial success is defined by two words: Delayed Gratification.” [26:27] - Hear the quick recap for the three key insights of this episode:  What is the “1st Domino Principle” and why does it impact permanent change? How to uncover the 1st Domino in 4 fundamental aspects in your life. What if the 1st Domino revealed the three words on your gravestone? What would they be?  [28:47] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [30:33] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Joel Bower The One Thing by Gary W. Keller and Jay Papasan Bard Press The Compound Effect by Darren Hardy Michael Gerber Buckminster Fuller Marshall Thurber Bobbi DePorter Blair Singer Harv Eker 

Many years ago, in northern Asia, a samurai approaches a monk to discern the difference between good and evil. The monk replies by stating that he will have nothing to do with the samurai, which enrages him. The monk’s response to the samurai’s behavior is enlightening.   The anger shown by the samurai is considered an evil. The samurai went so far as to pull out his sword and threaten the monk’s life. His anger was the epitome of evil in that moment. When the monk pacified the samurai with another response, the samurai apologized and revealed the core of good within.   Experience is not the best teacher, it is the ONLY teacher. Which is exactly what the samurai learned from the monk. The three key insights you’ll learn by considering the monk and the samurai are:    Why experiential selling is emotional, not logical, and how to demonstrate it Why the only way to sell the unfamiliar is to sell the familiar first Why stories and metaphors obliterate most common objections   Seeding through storytelling is the way to increased sales. By selling through experience you increase your credibility and appeal to more potential buyers. Listen in to learn how you can use experiences to appeal to a larger audience.   In This Episode:  [04:12] - Learn the 3 key insights for episode 88.  [05:47] - Many years ago, in northern Asia… the beginning of a story about good and evil. [07:39] - How have demonstrations been used to propel sales? [09:23] - Learn how to use your origin story for experiential selling.  [10:36] - What is the greatest of all credibility builders?  [12:22] - Why the only way to sell something unfamiliar is to first sell something that is familiar. [13:02] - Alex provides another example of experiential selling through fishing. [15:49] - The Alexism is, “Experience is not the best teacher, experience is the only teacher.” [16:25] - Hear the quick recap for the three key insights of this episode:  Why experiential selling is emotional, not logical, and how to demonstrate it Why the only way to sell the unfamiliar is to sell the familiar first Why stories and metaphors obliterate most common objections [18:00] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [20:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show

Roy H. Williams, the Wizard of Ads, wrote a fantastic piece in his April 10, 2010 Monday Morning Memo. Listen in to learn how relevance and credibility come together to realize the creation of dynamite ads.  What is it that most ad copywriters lack? The ability to marry relevance and credibility to inspire the reader to make a purchase. Many times ad copywriters stray too far toward relevance and forget to strengthen their words with credibility. This same conundrum plays out in many social areas of our world today.  Relevance is emotion and credibility is truth. Truth without emotion, and vice versa, lead a reader to question why they’re considering their purchase. However, when you combine truth and relevance, the result is a no-brainer offer the reader cannot refuse.  The three key insights you’ll learn by considering the Wizard’s memo are:  What the 3 Inner Voice Questions prospects silently ask before buying. Why answering those 3 Inner Voice Questions can obliterate objections. How to structure your next ethically influential presentation. Truth and credibility are the base to your fiery pier, but what is that last element that results in an ad explosion? Listen in as Alex ads the match to the powder that will ignite your ads. In This Episode:  [04:26] - Learn the 3 key insights you’ll learn from this episode. [06:06] - What are the two ingredients to explosive ads?  [08:13] - You’re a buyer, consider your ads through the lens of being a buyer. [09:39] - Hear the steps to writing explosive ads. [11:47] - What questions should you ask yourself to overcome the inquiries of your prospective client?   [14:18] - Learn the three innervoice questions your prospects are asking themselves and how they contribute to the formula for ethical influence. [16:05] - When someone feels understood, then they’re willing to understand. [17:22] - How to turn innervoice questions into frequently asked questions. [19:42] - Create case studies to boost your credibility and obliterate objections. [22:22] - Learn the three part formula to structuring your next ethically influential presentation. [22:57] - The Alexism is, “Ethical influencers succeed by working in the trenches. It’s easy to be brave from a distance. Scary work always pays well.” [24:21] - Hear the quick recap for the three key insights of this episode:  What the 3 Inner Voice Questions prospects silently ask before buying. Why answering those 3 Inner Voice Questions can obliterate objections. How to structure your next ethically influential presentation. [25:30] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [27:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show The Monday Morning Memo - Roy H. Williams Les Brown The 7 Habits of Highly Effective People by Dr. Steven Covey Darren Daily by Darren Hardy

We’re traveling back to the 1930s in New York City. At the time, the country is gripped by the Great Depression and many people lost everything they had ever had. One day, on a bench in central park, a printer was considering taking his own life. This printer was in dire straights because he was losing everything of importance to him. He was unhappy and had lost all hope so his wife was leaving him, his kids were angry with him, his business was floundering and his employees were halfway out the door. His vendors refused to continue doing business with him. He was truly at the end of his rope. So there he sits, on a park bench in Central Park, and an elderly gentleman sitting next to him remarks on how down he looks. The printer then tells the stranger the story of losing everything and the stranger does something unimaginable. He pulls out his checkbook and writes out a check for $1M. Learn how this check completely changes the path the printer was on and how he manages to change his circumstances completely because of a slip of paper. The three key insights for this episode are:  What is confirmation bias and how can it prevent change?  How confirmation bias looks like a fact, but is really an interpretation.  Why confirmation bias prevents you from learning and growing. What would you have done in the printer’s place? What confirmation biases are you dealing with right now? As they say, there are no facts only interpretations. Are you ready to change how you interpret the world and start making your business the most successful it has ever been?   In This Episode:  [04:20] - Learn the 3 key insights you’ll learn from this episode. [06:06] - Alex paints the picture of a printer during the Great Depression who is considering taking his life. [07:53] - Listen as a stranger talks him out of committing suicide.  [09:26] - Find out who the stranger was and how he gave the printer hope in hard times.  [12:38] - Hear how just having hope can change your circumstances. [15:28] - Who was that stranger really and what does this story have to do with your business? [17:44] - What is the definition of confirmation bias?  [18:32] - Alex shares examples of confirmation bias. [23:23] - Objectivity is the way to discovering your confirmation biases. [24:36] - If you’re unhappy in any area, then confront your confirmation biases. [25:31] - The Alexism is, “It’s not what you’re selling that’s most important… it’s what your prospect wants to buy that’s what’s most important.” [26:33] - Hear the quick recap for the three key insights of this episode:  What is confirmation bias and how can it prevent change?  How confirmation bias looks like a fact, but is really an interpretation.  Why confirmation bias prevents your learning and growth. [27:57] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [29:53] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Personal Power by Tony Robbins

Imagine this, you’re flying over the largest desert on Earth, the Sahara, in a single prop plane, with just you and a pilot on your way to Marrakesh. Everything is going fine but then you hear the telltale sign of engine failure... putt… putt…. putt… Your pilot is a highly experienced individual and manages to land the plane in the sand and you both survive. However, you have a problem. You and your pilot have to get to Marrakesh before you run out of water.  In this case, what is the most important question you should be asking yourself? Should you be wondering where Marrakesh is? Or should you instead be more concerned with where you are right now? This parable illustrates the relationship between COI and ROI.  The cost of inaction or COI principle is where you should focus 80% of your time. Figure out your clients’ pain points and then show them how your product or service will save them from the pain of inaction. The three key insights for this episode are:  What is the COI principle and how is it different from the ROI principle? Why the COI principle is the only ethical way to enroll new clients. How to express the COI principle to prequalified prospects. Once you’ve figured out where your client is, you can help them get to where they’re going much more easily. While everyone typically focuses on the return for their investment, learn how to be the one that points out the issues that arise from taking no action at all. In the case of your plane trip to Marrakesh, if you were to take no action, the cost would be death. While the actual level of pain may vary, inaction may lead to the death of one’s business.  In This Episode:  [04:25] - Learn the 3 key insights you’ll learn from this episode. [05:39] - Picture yourself in a single prop plane, flying over the Sahara desert, and the engine goes out. [06:59] - If you’re in this scenario, what’s the single most important though that you should have? [07:37] - Why is knowing where you are more important than knowing where you’re going?  [09:00] - Focusing on where you want to be is irrelevant if you have no idea where you’re at. [10:20] - What is the COI principle?  [11:31] - Learn why you should not skip the prequalification process with your clients.  [13:00] - Diagnosis is the most critical part of any sale. A misdiagnosis will kill the sale. [15:07] - Alex shares why the COI principle is in direct contrast to the ROI principle and what he guarantees his clients who want to know what their ROI will be. [18:17] - Why is the COI principle the only ethical way to enroll new candidates?  [20:30] - How do you express the COI principle to prequalified prospects?  [23:53] - Don’t forget to suss out the other alternatives your client has used. Learn why. [25:14] - The Alexism is, “Never confuse activity with accomplishment.” [25:41] - Hear the quick recap for the three key insights of this episode:  What is the COI principle and how is it different from the ROI principle? Why the COI principle is the only ethical way to enroll new clients. How to express the COI principle to prequalified prospects. [27:34] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [29:37] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show 7 Habits of Highley Effective People by Dr. Steven Covey

Do you know the story of the Buddha? He grew up in a family marked by wealth. He was a prince among men and knew no hardship. One day he left the palace to walk among the people in the village and he saw all the stages of life. He later met an ascetic who, though he had no true worldly possessions, had the greatest sense of contentment radiating off of him. Buddha began to wonder and ruminate on what it is that allows humans to feel true happiness. Obviously, true happiness was not gained by wealth alone. The ascetic was happy and content and had nothing to call his own. Buddha then developed the eightfold path as a way to navigate the journey to enlightenment.  The eightfold path is all about having the “right” tools at the “right” time. Learn how the eightfold path can help you better develop your sales conversations each and every day through these three key insights. Learn:  What the elements of the eightfold path are by definition. Why the eightfold path is important to ethical influence. How to undertake the eightfold path in sales conversations. This episode is not meant to be a study in religion, but instead a correlation between ethical influence and selling with integrity. Buddhism and the teachings of Buddha have lasted more than 2,500 years and is currently practiced by over 600million people. It is a system of belief with teachings that apply heavily to seeding through storytelling. Listen in to learn how you can apply these ancient teachings to your everyday sales dialogue. In This Episode:  [03:59] - Learn the three key insights you’ll learn in this episode. [05:31] - Alex shares the story of Buddha. [06:57] - What is an ascetic?  [08:47] - Alex reveals the eightfold path and why it is important. [09:38] - Create a buying environment and you will become a great salesperson. [12:11] - How Buddhism and sales communication intersect. [12:45] - Learn the eight elements of the eightfold path and how they apply to sales. Right understanding Right thought Right speech Right action Right livelihood Right effort Right mindfulness Right concentration [20:05] - Alex shares the stories of Cicero and Demosthenes, great orators in history. [21:12] - Why is the eightfold path important to ethical influence?  [21:59] - What does “right” mean?  [24:29] - How do Albert Einstein, Buddhism, and ethical influence all tie together?  [26:54] - Learn how you can take the eightfold path in a sales conversation. [28:30] - The Alexism is, “The three responsibilities of every salesperson are: 1) Define reality, 2) Protect confidence, and 3) Communicate with compassion.” [29:58] - Hear the quick recap for the three key insights of this episode:  What the elements of the eightfold path are by definition. Why the eightfold path is important to ethical influence. How to undertake the eightfold path in sales conversations. [31:23] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [33:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Jim Collins Keith Cunningham

The late Dr. Stephen Covey wrote several very important books, most notably The 7 Habits of Highly Effective People. This, however, is not my favorite of his books. My favorite is his book on how habits affect productivity called First Things First. Dr. Covey created the 4 Covey Quadrants to describe various tasks and actions and how prioritizing them makes a huge difference in your productivity levels. In my mind, there is no such thing as time management. You have no ability to manage time. It goes in one direction and everyone has the exact same number of minutes and hours in the day.  Time management should instead be called “action” management because you can control your actions and how you spend your given time each day. Are you living in a state of crisis in your business every day? Or have you taken the time to plan and prepare?  The three key insights for this episode are:  What the 4 Covey Quadrants are and why they are important. Why living into the Priority Principle can change your life forever. How to know the difference between Productivity and Leverage. In order to live in the proper quadrant, you need to understand the Priority Principle and how to apply it to your business. Listen in to learn how the Priority Principle and the 4 Covey Quadrants can help you make it to a place of leverage rather than simple productivity.   In This Episode:  [04:14] - Learn the 3 key insights for this episode! [05:44] - Alex reminisces about meeting the late Dr. Stephen Covey, and why 7 Habits is not his favorite book. [06:34] - Why doesn’t Alex believe in time management? [08:17] - The 4 Covey Quadrants:  Urgent and important Important but not urgent Not important but urgent Not important or urgent [08:54] - Learn more details about which activities belong in each quadrant. [10:18] - Buddhism and activity management… how are they correlated?  [11:44] - Quadrant 1 can consume you, how do you avoid it?  [13:37] - What belongs in Quadrant 3 and how do you move out of it?  [15:47] - Learn what the priority principle is, who penned it, and why it’s important. [17:34] - What actions are important to take so that you can live in Quadrant 2?  [19:29] - Alex shares the difference between productivity and leverage. [20:57] - The Alexism is, “The single biggest failure of your life is NOT ignoring your daily distractions.” [21:37] - Hear the quick recap for the three key insights of this episode:  What the 4 Covey Quadrants are and why they are important. Why living into the Priority Principle can change your life forever. How to know the difference between Productivity and Leverage. [22:42] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [24:11] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Dr. Stephen Covey The 7 Habits of Highly Effective People by Stephen R. Covey First Things First by Stephen R. Covey The War of Art by Steven Pressfield Good to Great by Jim Collins

It’s 1972, at Allendale Elementary in Pasadena, California, and an 8-year-old Alex is participating in his Cub Scouts fundraiser. The goal was to sell as many boxes of chocolate chip cookies as possible because the scout with the top sales got to go to Disneyland with a friend. Alex’s friend Billy, a neighbor from down the street, was also in his troop and so they came together to create their first joint venture opportunity. If Billy sold the most boxes of cookies, he’d take Alex to Disneyland and vice versa. Billy proceeded to try door-to-door sales. He approached over 50 houses and only managed to sell five boxes of cookies. It was then that Alex realized the trip to Disneyland was up to him. He took a moment and thought about the best place to find people in the mindset to buy cookies, and realized selling door-to-door wasn’t going to cut it. Instead, he had his mom take him to a grocery store and positioned himself in front of the entrance.  He also crafted several different offers. He’d start by asking for a $50 donation, for which he expected to receive a no. From there he offered a 5 box bundle, then 3, then just 1. At the age of 8, he was already practicing his sales and marketing techniques. Listen in to learn how his tactics fared over Billy’s and whether or not they made it to Disneyland! Creating an origin story is the beginning of creating a relationship with your ideal client or customer. Listen to learn how to obliterate objections through these key insights: Why origin stories are the storytelling seeds to get more sales. Why composing a compelling origin story requires 6 simple steps. Why your followers forget your name, but not your origin story. Crafting a compelling origin story is tantamount to creating the perfect offer. Your origin story gets you as close as possible to your ideal client and as such is foundational to your business. Listen to learn all about crafting the right origin story for your product or service. Keep in mind that you shouldn’t have just one. If you have multiple offers, you should probably have multiple origin stories.   In This Episode:  [04:26] - Learn the three key insights for why origin stories are so important to selling. [05:59] - Hear Alex share a story about his Cub scout troop and their fundraising competition. [08:52] - Alex and his next-door neighbor Billy make their first JV deal.  [09:54] - Billy hops on his bike and goes door to door, with very little success in selling cookies. [11:24] - Learn what 8-year-old Alex decided to do instead and why. [15:01] - Alex shares the moral of his story. [17:45] - Hear a very vulnerable story that describes the wrong market at the wrong time. [19:47] - Learn more about crafting the right message for your market through down selling. [21:27] - Did Alex win the fundraising contest? How is his process realized in today’s world? [24:43] - What is the formula for creating an origin story? (When, Where, Who, What, How, and Why) [26:40] - Why your followers will remember your origin story but forget your name. [27:16] - The Alexism is, “Great entrepreneurs teach their customers, suppliers, and team members HOW to think, not WHAT to think.” [27:52] - Hear the quick recap for the three key insights of this episode:  Why origin stories are the storytelling seeds to get more sales. Why composing a compelling origin story requires 6 simple steps. (When, Where, Who, What, How, and Why) Why your followers forget your name, but not your origin story. [29:12] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [30:41] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Dr. Robert Cialdini Start With Why by Simon Sinek

Imagine a pathway. You’re at point A and you are looking to get to point B. It sounds simple enough, but dividing the pathway is nine locked doors. There are big locks, little locks, ancient locks, you name it, but each lock requires a different key. Your mission is to craft the keys that unlock each door, one by one.  What’s at point B you ask? Well, it’s a sale. That illustrious construct that means the difference between running a business and having a hobby. What if, instead of having to craft new keys every time you made the trek down that hall, you had a mold ready for every specific lock? A mold, that you could replicate and provide to all of your salespeople who are also making the trek? Objections aren’t the end of a sale; they are the beginning. By preparing your salespeople and yourself to deal with those objections, you are creating the mold that will help you craft the keys to unlocking sales objections every time. Listen in to learn the method that I use to obliterate objections every single day in my business. In this episode, I share with you three key insights into how to obliterate objections and provide that information to your sales teams. Listen to learn: What the Objection Obliterator Template is by definition. Why the Objection Obliterator Template can boost more sales. How the Objection Obliterator Template works, step-by-step. Remember, if there is no objection, then the sale hasn’t begun. By creating an appropriate template, you save yourself and your team from remaking the wheel every time you or they are on a call with a potential client or customer. In every communication, a sale is being made. Are you going to be the one to win? In This Episode:  [03:55] - Learn the three key insights for this episode. [04:51] - Alex reveals the perfect metaphor for the objections your prospects will give you on the path to a sale. [06:00] - The sale begins when you get your first rejection, so embrace them! [06:39] - What if you had an objection handbook to provide to your salespeople?  [08:00] - Learn how to create your Objection Obliterator Template and why! [09:31] - Alex shares the metaphor of an apple tree that represents the growth of a sale. [10:50] - Your Objection Obliteration Template should be a “growing” document. [11:43] - Hear the objections that Alex faces in his business. [13:14] - The roots of the tree are the “frequently asked questions” in the template. [15:02] - Listen as Alex answers the FAQs. [16:48] - What comes after the FAQs? Your origin story! [19:46] - How case studies strengthen your Objection Obliterator Template. [23:29] - The leaves of your tree are metaphors. Listen to learn more! [25:04] - The fruit, your apple, is your irresistible offer. (What’s in an apple? More seeds!)  [25:59] - The “Alexism” for this episode is, “Don’t just look for business heroes, become one!”  [26:41] - Alex provides a quick recap of the key insights reviewed in this episode. What the Objection Obliterator Template is by definition. Why the Objection Obliterator Template boosts more sales. How the Objection Obliterator Template works, step-by-step. [27:38] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [29:23] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Raiders of the Lost Ark Aesop

Being nice means different things in different cultures. In the world of sales, being nice means not closing the deal. I was reading Closer’s Survival Guide by my friend and colleague Grant Cardone and he discusses the root meaning of nice and how the word is defined in other cultures. Nice in Middle English means stupid, in Old French it means to feel good but have no impact. The problem with being nice in sales is that you create no tension. There is no immediacy and you fail to reveal why your product or service is necessary for the person you are speaking to. A sale should result in either a “yes” or a “no,” but being nice leads to the dreaded and costly “maybe.” I share with you three key insights on the word nice and how to eliminate it from your sales vernacular. The three insights are:   Why being nice doesn’t create enough tension to “close” sales opportunities. What the root meaning of nice is and why it suppresses sales opportunities. How to create sales with genuine authenticity but without being nice. Do not lead your potential buyers into the world of Aesop’s donkey. Be sure that they make a decision so that you can either close the sale or move onto a person who is ready for your time and services.   In This Episode:  [03:55] - Alex shares the three key insights for this episode.  [05:15] - Learn the root meaning of the word “nice,” and why it doesn’t work in sales. [07:19] - What does it take to make the sale? [08:10] - How Aesop’s story about a donkey applies to sales and decision making.  [09:37] - Being nice has no sales tension, a person doesn’t NEED your product or service. [10:54] - Flip the funnel to avoid fighting gravity. [12:53] - Learn your customer’s self-talk and how you can beat objections. [14:37] - Why your self-esteem directly impacts your ability to sell your product or service. [16:14] - Downselling is more effective in an online environment. Learn why! [17:38] - Your pricing barriers are in your head! [19:37] - Rather than being nice, focus on the anticipated objections. [20:28] - Objections are like locked doors, and you just have to find the right keys. [22:33] - Start with the resistance and objections! [22:54] - The “Alexism” for this episode is, “The difference between an amateur and a professional is making the first dollar.”  [23:15] - Alex provides a quick recap of the insights for the episode. [24:55] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:54] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Closer’s Survival Guide by Grant Cardone Jeffrey Gitomer All Selling Aside Episode 79 - A Sale is Always Made Joe Polish Dan Sullivan

Jeffrey Gitomer, one of my colleagues, friends, and an amazing salesperson, wrote a book called the Sales Bible. In his book, he writes that a sale is always made. Either you sell your prospect on the yes, or your prospect sells you on the no. Such a simple concept but one that will forever alter how you approach sales.   There are four decision-making personas that one must consider when entering a sale. Each of these decision-makers need to be approached in different ways. For instance, the competitive decision-maker processes things fast and logically. This would be me. I want to quickly know what I’m being sold and why it makes sense for me.   Once you’ve dialed into the type of decision-maker you’re working with you can anticipate their needs and objections and obliterate them. This all starts with first realizing that both sides are selling the other at the same time.    Listen in to learn more about the three key insights for this episode:     What are the 4 decision-making personas you’ll meet in any sale?  Why is seeding through storytelling the easiest way to get more sales?  How do you obliterate objections without manipulating prospects?    Some people ask how these concepts don’t equate to you changing yourself for each sale. Well, are you the same person to your grandparents as you are with your friends? Are you the same with your mother as you are with your wife? No! You change how you act and communicate based on those around you. This is the same concept!   In This Episode:  [04:09] - Learn the three key insights for this episode.  [05:29] - Alex reveals the topic for this episode - why a sale is always “made”. [06:10] - Hear more about Jeffrey. [06:54] - What makes life easier for you if you don’t like to sell? Hint: it’s not the Golden Rule. [07:32] - It’s the Platinum Rule: Do unto others as they would be done unto. [08:36] - What are the 4 decision-making personas?  The competitive decision-maker. (What?) The spontaneous decision-maker. (Why?) The humanistic decision-maker. (Who?) The methodical decision-maker. (How?) [11:04] - Why closing a sell starts with storytelling. [11:57] - Your origin story should obliterate objections. [12:20] - Turn objections into FAQs, case studies, etc. [13:46] - Use the same language throughout your messaging to better obliterate objections. [15:45] - Alex reveals a story about a 6-year old and a 90-year old who signed up for his masterclasses and how he worked that into a story he uses. [19:56] - After you create FAQs, turn them into case studies that follow the P-A-R formula. [21:14] - This episode’s Alexism is this: “Seeding through storytelling is the new selling.” [21:53] - Alex recaps the three key insights for this episode.  [24:25] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:45] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show The Sales Bible by Jeffrey Gitomer The Platinum Rule by Dr. Tony Alessandra

What is a connector? I can’t think of a better way to explain this than by sharing the story of my friend Joe Polish. Joe is now known as the founder of the Genius Network, but he started out with nothing. I share how he rose from nothing to achieve overwhelming success by learning how to connect people.   Joe started out in the carpet cleaning industry. He taught carpet cleaners how to grow their network thereby growing their businesses and their profits. He took what he learned in that industry and then applied it to many others. He learned that being able to connect people is a wonderful skill to have and a necessity in business.    Today I share how connecting with connectors directly affects your business by shining some light on Joe’s background and what I learned when he started the Genius Network. See, I was supposed to be one of the original members, but the value was lost on me at the time. Hear why I changed my tune, and how connectors have affected my business.   The three key insights for this episode are:     What are connectors and why do they boost social influence? How to approach connectors so they help increase your status. What are the 3 common mistakes people make when connecting with connectors?    Connectors are not in and of themselves the key to fortune, but they are certainly the maps to those keys. Check out the Alexism for today’s episode for an even better quote. Have you connected with connectors? Did you make any of the classic mistakes?    In This Episode:  [05:00] - Alex shares the three key insights for the episode which will help you connect with connectors. [06:28] - Listen in as Alex shares his connection with Joe Polish, a coach who started with carpet cleaners. [08:42] - How the “Better Your Best” model has affected Alex’s businesses. [09:27] - In 2006, Joe approached Alex to be one of the first connectors in his new program. [10:23] - Learn why Alex said no to Joe’s offer. [12:27] - What are connectors?  [13:21] - Know the boundaries in connecting with connectors. [14:21] - You have to know what kinds of connections you want. [14:59] - Why knowing connectors will keep you from cold calling ever again. [15:40] - Keep in mind that connecting with connectors does not automatically make you more money. [19:36] - Give connectors testimonials! Learn why this is so important! [21:11] - What are the three common mistakes people make when connecting with connectors?  Keeping score. Slow follow up. Focusing on monetization. [24:04] - This episode’s Alexism is this: “Tapping into a business network is not having a treasure map that leads to a chest full of golds and riches. It’s like having a treasure map that leads to a treasure chest full of other treasure maps.” [24:52] - Alex recaps the main points of the episode including what the ultimate question is and its value, how to determine your NPS, and when you should ask the ultimate question.  [26:00] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:00] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Joe Polish Jim and Mimi Dew Genius Network Ivan Misner - Business Network International Robert Cialdini - The 6 Principles of Persuasion

Ever heard of Fred Reichheld? He’s written several books and hundreds of articles on why loyalty marketing is the lynchpin of any business. Fred is a Harvard BA and MBA graduate who has been named the priest of loyalty marketing and for good reason.  Fred is the creator of the Net Promoter System (previously Net Promoter Score.) Have you ever been asked if you would refer a friend or family member to a certain company? Then you have participated in establishing some company’s NPS. This question is the ultimate question!  “The Ultimate Question 2.0,” Fred’s latest book, guides you through what the ultimate question is, when you should ask it, who you should ask it of, and why you should ask it. He also shows you how to calculate your NPS. You should definitely read the book, but for now, listen in as Alex dives into the NPS and how you can calculate it for your business. The three key insights for this episode are:   What is the ultimate question and what true value does it yield? What is your company’s net promoter score and why is it important? When do you ask the ultimate question to get more referents?  Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then learn why increasing your NPS leads to a healthier business and let me show you how to do it. In This Episode:  [03:58] - Learn the three key insights for this episode which aim to reveal the importance of your NPS. [05:49] - Alex shares a bit about Fred Reichheld and Vilfredo Pareto and their work on how humans choose and refer things to others.  [06:49] - Bonus Alexism! [06:56] - Fred created the net promoter score which is now the Net Promoter System. (He’s also written several books!) [07:33] - Learn what good profits and true growth really means, and how Fred expanded on this concept in The Ultimate Question 2.0. [08:25] - Fred is hailed as the person who put loyalty economics on the map. [11:17] - What is the NPS, true growth, and the most effective way to grow a company?  [11:41] - What IS the ultimate question?  [12:19] - Who are the three types of people the ultimate question reveals and where do they fall on the NPS?  [14:52] - What is a referent and why are they so important?  [16:17] - Learn what questions you should ask next and to whom. [20:36] - Where is your company in their NPS? How do you calculate your score? [23:01] - Loyalty marketing is the key when you have new customers or clients! [23:27] - When should you ask the ultimate question and subsequent questions?  [26:44] - This episode’s Alexism is this: “You don’t need a parachute to skydive… You only need it to skydive more than once.” [26:10] - Alex recaps the main points of the episode including what the ultimate question is and it’s value, how to determine your NPS, and when you should ask the ultimate question.  [27:20] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [29:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Fred Reichheld Vilfredo Pareto Fred Reichheld’s Amazon Author Page Peter Drucker Ryan Deiss

In 2004, my friend Joe Polish and I put our heads together to build a system for creating lifetime clients. After all, selling and marketing to people you are already affiliated with is much easier than appealing to a new audience. We created “stick strategies” to boost maximum profits, minimize losses, and increase the lifetime value of our customers and clients.   Stick strategies are ways to pamper your clients and make them feel invaluable. We have found more than 45 different strategies that are effective, but today I want to share with you just 5 of them. Listen in as I describe the strategies and why they are effective.   Once you’ve enacted your stick strategies, it is time to indoctrinate your clients. Learn why stick strategies work, how they apply in your marketing funnel, and how to indoctrinate your newly sticky customers. The three key insights for this episode are:   Why do stick strategies maximize the lifetime value of clients?  What are 5 time-tested stick strategies any business owner can utilize?  How can stick strategies become part of a marketing sales funnel?    After listening, don’t forget to write down your AHA! Moment from the episode and leave a review if you haven’t already. Does this speak to the actions you are taking in your business?    In This Episode:  [04:01] - Learn the three key insights for this episode. [05:32] - Why Stick Strategy Secrets was created and how it was marketed without social media. [06:51] - What is a stick strategy?  [09:20] - The 5-stick strategies that propelled Stick Strategy Secrets to success. The callback. Creating confirmation page videos. Recorded phone messages. A glossary of terms. Create folders with “! “ to put at the top of their email inbox and keep you top of mind. [19:06] - Stick strategies are about pampering your clients and customers. Learn why! [20:21] - How to indoctrinate your customers in 3-steps:  New language. A place for the community either online or in person.  New leadership. [21:57] - How much more profitable business be if you kept clients for life? Hire a “stick manager!” [22:54] - The Alexism for this episode is, “In the business world, you’re either ‘growing’ or ‘dying’ — period.” [23:15] - Hear the quick review of the insights you rediscovered in this episode. [24:37] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Joe Polish Stick Strategy Secrets

Have you ever considered space travel? How about what it takes to get a rocket ship to the moon? As a rocket ship is leaving the Earth, it takes 85% of its fuel just to breach the outer layers of the atmosphere. From the ground to the sky it’s 75 miles.  Do you know how far it is to the moon? About 239,000 miles. 85% of the ship's fuel is used to go an unbelievably short way because the rocket is going against gravity. This is why I believe that it requires more discipline to start a habit rather than to maintain one.  In this episode, I share three key insights that I want you to consider regarding discipline, forming habits, and why willpower is needed for disciplinary actions rather than habitual actions. The Three key insights for this episode are: Why discipline is only necessary when you’re shaping a new habit. How to identify the 4 levels of consciousness and why they’re relevant. Why getting started requires less willpower than getting down. After listening, don’t forget to write down your AHA! Moment from the episode and leave a review if you haven’t already. Does this speak to the actions you are taking in your business?  In This Episode:  [04:58] - Learn the three key insights for this episode. [06:44] - How space travel and discipline apply to creating habits. [09:40] - Once a habit takes over you don’t need as much discipline to continue. [10:19] - The 4-levels you should be conscious of when shaping habits. Unconscious incompetence (Ignorance) Conscious incompetence (Learning) Conscious competence (Teaching) Unconscious competence (Flow) [16:28] - The power of creating habits is about creating a ritual and flow. [17:33] - Discipline is only needed when there is a conscious shift at the beginning of habit-creating. [19:09] - More willpower is needed to switch and multitask. [19:52] - Why you should start with the hardest task first. [21:43] - The Alexism for this episode is, “Wildly successful entrepreneurs don’t burst through their comfort zones, they expand their comfort zones.” [22:33] - Hear the quick review of the insights you rediscovered in this episode. [24:57] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:29] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Lionel Messi All Selling Aside Episode 74 - Is Passion Over-Rated? 

Passion does not beget commitment, rather commitment begets passion. When Gabriel Alex Mandossian was a sophomore in high school he decided he was going to get into an ivy league school and he was passionate about attaining this dream. He was a champion rower and received several leadership awards in relation to the sport. His passion however did not feed any commitment. His schedule was packed with school, rowing, and travel, but his desire was to be admitted into an ivy. He was a stellar rower but needed equally stellar grades to obtain his dream. Unfortunately, he didn’t make the time to study like he should have, and while his grades were good, they weren’t great. His inability to create a habit of study along with his habit of practice kept Gabriel from being accepted into his school of choice. His story certainly hasn’t ended and he’s doing very well at his junior college, but no matter the level of passion he had, his passion did not create commitment. These same principles apply to your sales habits. Society focuses heavily on passion and desire without realizing that those things are attained with commitment first. Learn how today’s three key insights help make you better at selling through creating habits and commitments that spur your passions.   Why passion doesn’t produce commitment, commitment produces passion. What you do has a greater impact on your destiny than how you feel about it. How your motion (commitment) ultimately causes emotion (passion.) After listening, don’t forget to write down your AHA! Moment from the episode and leave a review if you haven’t already. Let me know how these principles have helped you in your business! In This Episode:  [05:06] - Learn the three key insights for this episode. [07:11] - Alex shares the inspiration for his story in this episode, his son Gabriel. [10:01] - Learn what Gabriel was willing to do to be accepted into an ivy league school. [11:06] - Why passion is not enough to produce commitment or results. [13:09] - Was Gabriel passionate or committed? How did he show it?  [15:33] - Learn the effect that habits have on your commitments. [16:27] - How Gabriel’s story applies to sales and life. [17:51] - Despite the passion he had, Gabriel did not make it into an ivy league school. [20:51] - Why recidivism applies to this concept. [21:19] - The three things you need to maintain high commitment and high passion: Create a new language. Create a new community. New leadership. [23:45] - The Alexism for this episode is, “The most important attitude of a wildly successful entrepreneur is their ability to commit to relaxed intensity.”  [25:27] - Alex shares a quick recap of the three key insights for this episode. [26:36] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Business Network International Ivan Misner Roy H. Williams Wizard Academy

In May of 1904, the young John E. Kennedy walked into the saloon at the Lord and Thomas Advertising Agency, the most powerful of its day. John sent a note upstairs via bellboy to Ambrose Thomas, a co-founder of the agency. The note read, “I am in the saloon downstairs. I can tell you what advertising is. I know you don’t know. It will mean much to me to have you know what it is, and it will mean much to you too. If you wish to know what advertising is, send the word “yes” down by the bellboy.”  Kennedy was a 20-year-old Canadian Mountie who was also a copywriter and looking for a job. In the room with Ambrose Thomas was Albert Lasker, the man who eventually took over the agency. Mr. Thomas was not impressed by Kennedy’s stunt, but Lasker found himself intrigued. He asked for permission to chat with Kennedy and Thomas gave in, so they bring the kid up and have a conversation. The discussion turned into a test in determining the true definition of advertising. Kennedy slowly drew Lasker in by asking questions in a Socratic method and then debunking each definition by stating that there was more. Finally, Lasker asked Kennedy what his definition of advertising was. Kennedy’s response? 5-words. Advertising is salesmanship in print. While this story discusses the sales and marketing techniques of the early 20th century, the concepts still apply. In today’s world, not only must you sell, but you must also market yourself to build credibility and believability and give your prospect the reason why they should work or buy with you. Learn how today’s three key insights help make you better at selling through appropriate marketing.   What Gary B’s 4-Step Persuasion Equation is and why it works. Why believability is the single toughest barrier to overcome in selling. How to win the heart with stories and engage the head with reason. No matter if you’re new to sales or a long-time professional, this episode provides amazing insights into the principles of ethical influence. After listening, don’t forget to write down your AHA! Moment from the episode and leave a review if you haven’t already. Let me know how these principles have helped you in your business! In This Episode:  [04:08] - Alex shares the three key insights for this episode. [05:36] - Learn about John E. Kennedy, the first direct response copywriter, (in Alex’s opinion.) [09:06] - Kennedy’s 5-world definition of advertising.  [11:47] - Relearn the 3 “Why’s” of ethical influence and how they apply to persuasion. [12:56] - Learn Gary B’s 4-Part Persuasion Equation. What is their urgent problem?  What is your unique promise?  How can you provide unquestionable proof?  Provide a user-friendly proposition. [15:44] - Alex shares the first three of the six-barriers. Those that you move your prospect toward. [17:24] - Learn the three barriers you need to move your prospect away from. [18:23] - Which one of the six is out of your control?  [19:27] - Why you win the heart with stories and the head with reasons. [21:15] - Why the sale is the best way to provide unquestionable proof?  [23:38] - The Alexism for this episode is, “The difference between an amateur and a professional in any business, is the ability to make their first dollar.”  [23:58] - Alex shares a quick recap of the three key insights for this episode. [25:27] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:49] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show All Selling Aside Episode 17. Why Socrates Avoided Rejection Jim Rohn  All Selling Aside Episode 12. The 2 “Why’s” of Ethical Influence Famous Amos Cookies Gary Bencivenga

It’s October 26th in the year 2000 and I’m at Mt. Sinai Recovery with my then-wife Amy looking at our brand new baby boy. He was expected three weeks later, but because her doctor was going on vacation and he was getting bigger and bigger, they went ahead and induced her. Sounds fantastic right? I had my new baby boy right there! But because I wasn’t expecting him for three more weeks, I had a teleseminar scheduled for that evening… Rather than simply taking up my post in the requisite bedside chair, I decided to go ahead and proceed with the teleseminar by taking the hospital phone into the bathroom. I did what I did and made my offer, but during the teleseminar, the room speakers kept going off announcing the end of visiting hours. I ended up confessing my situation on the teleseminar, let them know what was going on, and then hung up after making my offer. Want to know what happened next?  I sold over $13,000 in that one day. It occurred to me then that if I could sell that much in one day whilst sitting on a bathroom toilet at Mt. Sinai Hospital, then everyone should be able to do at least a 10th of that in the comfort of their own home or office. And so, my origin story was born. In this episode you’ll learn:   Why you must use stories to each objection you have with the 6-step formula. Why you must embrace objections as buying signals from prospects. Why you must convert emotional objections into logical questions. You’ll walk away with actionable steps on how to implement the 6-step formula, why it’s important, and why a sale doesn’t start until an objection is posed. What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week’s three key insights. Are you ready to start obliterating objections?  In This Episode:  [03:49] - Learn the three key insights for this episode. [05:25] - It’s October 26th of the year 2000… [09:29] - Alex shares the steps in the 6-step formula: When, Where, Who, What, How, and Why. [11:57] - How to embrace the objection and recognize what it represents. [13:31] - Why Alex forbids his sales teams to sell during the first two weeks of a new campaign. [14:15] - Learn the 5-9 authentic objections that typically come up during a campaign. [15:32] - How to change objections into logical and frequently asked question. [19:32] - Tackle the objection from all sides. Learn how! [20:01] - The Alexism for this episode is, “Nothing is as persuasive as the truth.”  [21:00] - Alex shares a quick recap of the three key insights for this episode. [22:17]] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [24:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Start with Why by Simon SinekGrant Cardone Russell Brunson

In 2004, my friend and colleague Yanik Silver launched Mind Motivators, a course built through teleseminar recordings, notes, and executive summaries. This is before YouTube and social media channels, and we put a lot of time and effort into this launch. It was going great! Then we got an email from copywriting and direct response marketing legend Joe Sugarman. At the time, Joe had recently released a book called Triggers, and the promise of his book was almost word for word the premise of our course. He emailed us to point this out and note that he was upset because he felt people might become confused over the similar messages. We went back to the drawing board, altered the message of the program, and then sent it back to him to make sure it met with his approval. All was well, he agreed that the issue was clarified, so we then asked him for an endorsement for our course.  You see, the only way to get testimonials and endorsements for your products and services is to ask for them. Listen in to learn how to properly ask for and use endorsements, case studies, and testimonials. This episode’s three key insights are below, but really take them in and use the information provided to take your products and services to the next level of influence.  How to get great testimonials from the thought leaders you admire. How to get heart-centered video testimonials and what questions to ask. How to separate: endorsements, testimonials, and case studies. We as humans are more likely to purchase a product or service if someone else has already done so and approves. Properly obtaining and using testimonials, case studies, and endorsements will open up a whole new realm of sales opportunities for your business! What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week’s three key insights. In This Episode:  [03:45] - Alex shares the three key insights for this episode. [05:10] - Learn how Yanik Silver’s launch of Mind Motivators was altered by the interest of a big name in the marketing world.  [06:43] - Joe was upset because he thought that Yanik and Alex plagiarized his promise from the book Triggers. [08:17] - Alex asked what they could do to fix the issue and then asked for an endorsement for their program and they are now great friends. [10:50] - Learn how to get quality testimonials and endorsements. [12:35] - What’s the difference between a case study, endorsement, or testimonial?  [14:25] - The highest level of social proof is the case study and they should follow the P-A-R model. (Problem - Action - Result) [15:16] - Which type of person is ideal for each level of social proof? [17:02] - Learn the best way and the best type of testimonials to use and obtain for your business?  [17:50] - How do you get quality, heart-centered video testimonials?  [18:20] - Alex shares the four questions he asks his students to get quality testimonials. Why is Alex a special teacher?  What roadblocks did he help you overcome?  What results do you now know are possible?  Why would you recommend Alex to your friends and colleagues? [19:55] - How do you get these questions answered on video for a testimonial?  [21:11] - Want Alex’s testimonial reel? Find it here: marketingonline.com/fan  [21:33] - Today’s Alexism is, “Premise always precedes purpose. What you believe determines why you believe it. Once you change your premises, your life will change.”  [22:24] - Alex provides a quick recap of the insights for this episode. [24:07] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Joe Sugarman Triggers by Joseph Sugarman All Selling Aside, Ep. 70: Give Reasons or ResultsAlex’s Testimonial Reel Harvey Mackay Larry King Jack Canfield George Foreman Ryan Levesque Ryan Deiss Vishen Lakhiani Russell Brunson Harv Eker Bill Phillips Ayn Rand