Black Belt Selling Podcast

Nigel Green is back on our podcast with his new book "Revenue Harvest". This is a great book for sales leaders and managers. It takes the intangible idea of sales and ties them to tangible examples, giving us pictures in our heads and making it stick. With the current pandemic of Coronavirus, and there being so much of what we can't control, Nigel talks about things we do have control over while our harvest isn't coming in. Dwight Eisenhower said that when it comes to preparing to go to war, he's always found that the plans are useless, but planning is indispensable. Planning allows you to do is to know where you're deviated off course and how and when to intervene. We all know that you can write a plan down it's not going to happen, but that's not the point. The point is that planning challenges you to think about contingencies, to think about the "what ifs" and think about what adversity you should anticipate along the way. ‍ This is a crazy time. This is a crazy time to be going through everyone saying this is unprecedented. We've never been through anything like this. We've been through stuff like this before. We've gotten through it before. What matters now is come back to your roots, come back to what is going to get you through. Stay dedicated to growth and to learning and to getting yourself to the other side. You got this. Go out there and make it a great week.

Business growth happens in a vacuum, right? Wrong! What do savvy business owners do to recharge and invest in themselves and their businesses? They go to the GROW Retreat!Anna and Stephanie let listeners know the amazing caliber of speakers and content that will be presented at the GROW Retreat in January 2020. Rub shoulders with great people like:Mike Michalowicz, author of Profit First and ClockworkJesse Cole, the Yellow Tux GuyDean McFlicker, marketing genius for the show SurvivorDana Pharant, the Bad Ass Business expertCindy Ashton, Presentation StrategistGarrett Gunderson, Author of "Killing Sacred Cows"Larry Levine, Author of Selling from the HeartThere are only a few spots left, so if you expect to rock your business in 2020, then go to https://www.thegrowretreat.com/get-started to get into this exclusive event tailored for the hungry business owner who is ready for more!

Cindy is CEO of Minerva Enterprises, LLC, an elite level presentation strategist, professional speaker, singer and award winning TV show, host of Cindy Uncorked on E360 TV. With 20 years of experience, she's an authority on presentation skills, speaking voice, body language, content delivery and leadership experience. She's going to bring so much to the Grow Retreat and whether you're networking in a sales conversation, pitching the media or onstage or speaking to your team, how you present yourself will make or break the sale. Isn't that the truth? So even the most confident person can lose a sale by unconscious habits. Little things we don't know that we're doing. And that's what Cindy is going to be helping us with during the Grow Retreat.People either come across as overly aggressive or overly insecure. So there's a few things Cindy always teaches business owners and one of those things, the first thing, is that we need to learn to take time every day to breathe and ground. And that sounds really strange, but when you're present in your body, then you can hear and listen to others. Because one of the things that's really interesting, and we're going to do Improv at the Grow Retreat because it's not just fun, but when you do comedy Improv, you can tell who's losing sales and why they're losing sales, because you can watch the interactions of how they're listening, how they're responding. For example, if we do the storytelling one, you can always see the people who are thinking ahead when they're listening to the other about what the response is and they are actually stopping listening to others.At the Grow Retreat we're going to be doing some really fun posture exercises. We're going to be up and moving, releasing all the habitual tension that we all live with. These things actually affect how you come across. So when we have a lot of stress that we're holding in our body, it actually changes our speaking voice and our posture and our body language and our energy. And those are the things that are the subtle pieces that will make or break the sale.The power is in your voice. Let your voice be heard. The world needs you. This isn't about self aggrandizement. This isn't about building a six or seven or eight figure business. This is about giving the world your gifts in a way that they want what you have. It's a powerful, powerful tool.

We're so excited to have Mike Michalowicz back with us on Black Belt Selling. Mike is the only speaker from GROW 2019 that we have invited back to the stage in 2020. Mike has been an entrepreneur his entire adult life. He had some great successes early on, but it also set him up for his greatest failure. Mike up on a mission, a life's purpose, to eradicate entrepreneurial poverty. The day you start your business, the world thinks you're wildly successful. You're a millionaire. You sit at the beach drinking margaritas. The reality is we're not making money. We're working ridiculous hours. We're under constant stress. In this gap is what he calls entrepreneur poverty and living it. His life's mission is to now fix that, to resolve that.At this Grow Retreat, Mike will be talking about Pumpkin Plan, his recent book. It is a methodology to grow your business healthily and organically. That's the part many people miss. We want to grow our business, but we think that it requires investment that we have to run those Facebook ads, that there's certain processes we have to do, that sales is an extraordinary effort and what he found, ironically or interestingly, is that there's a faction of pumpkin farmers, these colossal pumpkin farmers that grow these massive gourds and they follow a simple modification to the established process.We're in business for two reasons. One is for financial freedom. Another one is that you do a vocation that brings you joy and happiness. The majority of our waking hours are spent working. So if it brings us joy and financial freedom, we've won. Sadly, most businesses don't achieve financial freedom and people are stressed out beyond belief. So we're going to address those two elements. We're going to maximize your profit and revenue, and as importantly, if not even a little bit more importantly, we're gonna maximize your joy factor, the people you love to work with. So you love going to work.

How many times do we hold ourselves back worrying about what somebody else thinks? Do I really need to be like everybody else or can I be me?Our guest, Dana Pharant combines her 20 plus years experience in the wellness and stress management field with building a seven figure business. She's also a two times best-selling author. Dana shares keen insights about having those difficult conversations that are necessary to grow your business.Dana has been transitioning into coaching with helping people throughout the years but just hadn't been charging for it as coaching on its own. When she hit a really big roadblock in 2012, she went through a massive restructuring with her seven figure business and they had to lay everybody off.The handling of difficult conversations is something that all of us have to do in our businesses, in our day-to-day life. And you know, whether you handle it well or you don't can be a real turning point of the success of your business. So day to day when you're dealing with your employees, the people who are on your team, that ability to have the conversation that most needs to be had and handle it in a way that both of you come away feeling empowered, feeling lifted up is a way to actually propel your business forward. And same thing with having difficult conversations with suppliers or, maybe the haters who are coming out and saying nasty things. We have to handle situations all the time. So getting to this place where we can handle them with some grace and some ease is vital.One of the things Dana really wants to drive home at Immersion 2020 is this piece of how do we get into the state that we need to in order to be able to have these difficult conversations? She is going to pull in different tools to really lock it in. How do you get out of your monkey mind? How do you drop into this place of knowing that it's in their best interest and your best interests? Even though it feels awkward, even though it feels uncomfortable? She has lots of fun tools and techniques that she's going to dive into to make it easier to have these conversations that really need to be had. This as a huge piece that will propel a business forward if you are willing to have the conversations that you most need to have. Have them now and not 10 years from now or not waiting until the whole thing falls apart.

"Don't be afraid to get people's attention in a noisy world. In order to make an impact, you have to be remembered."Before Jesse Cole became the owner of Savannah Georgia's college level baseball team, Savannah had had a professional baseball team for over 90 years. So when he came in, he did what everyone else did to market the team. Guess how many tickets he sold in the first 2 months? Not 10, not 20, not 100. One. Just one! It wasn't until he got attention in name,the team of Savannah Bananas that people started taking noticeand saying, you know what? Who are these guys?Jesse is our special guest on today's episode of Black Belt Selling. He share how he turned a college level baseball team into a Fortune 500 company by his unique approach to sales and business. In this episode you will hear:1. How he created raving fans without spending a single penny on traditional marketing2. Three words to know what that you are creating an experience that people with talk about.3. What pink slippers, food trucks and a car wash can do to build your greatest business asset.Jesse will be one of the keynote speakers at the GROW 2020 Business Retreat in San Antonio, TX. To learn more, got to https://www.thegrowretreat.com/jesse-cole

On this episode of BlackBelt Selling with Anna and Stephanie Scheller they have a discussion about the importance of marketing trends that will shift your business.They discuss the way video recording is a key tool when it comes to your business marketing strategy. During this episode they make emphasis on making sure to stay ahead of the game and paying attention to the trends.Anna and Stephanie give us examples of companies that have not been able to stay ahead of the game and became success stories as well as others that have kept the same strategies for years and have not succeeded.So the key is to consider video recording as a fundamental part of your marketing for the immediate future and growth of your company.www.facebook.com/groups/blackbeltselling

Are you overwhelmed by trying to do everything yourself? Do you wish you could get more done without working longer or harder? If that’s you, then stay a while.Black Belts, Anna and Stephanie discuss the power of leverage to grow your business. Leverage isn’t just about starting a system; it’s about keeping things going so you can focus on what you do best! Extend your reach, build a team, and use technology.

A black belt is a white belt that never quit!Welcome to Black Belt Selling--the podcast where you can learn about the skills that will make you a Black Belt in Sales. Jeb Blount is a sales acceleration specialist, he is among the world's most respected thought leaders on prospecting, sales, leadership and customer experience.Thru his global training organization Sales Gravy, Jeb advises the “Who’s who” of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing activities.There’s no new school or old school, there’s only “The school” for sales, and it’s how to deal with other human beings, the way that humans deal with other humans, the art of the relationship and the way the human brain works has been baked into us for 40,000 years when the modern brain emerged in human beings.Thanks, Jeb, for joining us!

Special guest, Darryl Lyons, CEO of Pax Financial Group, focuses on how to build a feasible plan for financial freedom in the future as well as how to modify our buying habits to make this possible focusing on what we currently do that affects our financial situation.

In this weeks Black Belt Selling Stephanie and Anna Scheller talk to Ronan Leonard the founder of Eccountability.io about masterminds and finding your tribe.

In this weeks episode of Black Belt Selling Stephanie and Anna Scheller talk about the importance of scripting.

This is part 2 in the Best of Black Belt Selling series with special guest Mark Hunter and Art Sobczak.

This is Part 1 of the best of Black Belt Selling 2017 series with special guest Nigel Green and Anthony Iannarino

Join Anna Scheller as she interviews Jenny Butler who talk's about content marketing, podcasting and the power of one's voice.

Join Anna and Stephanie Scheller for their powerful interview conclusion with Mike Pierce. Otherwise known as Antarctic Mike who is known famously around the world as one of nine people to have run a marathon on the Antarctic continent and has written a book about his experience titled Leading At 90 Below Zero.

Join Anna and Stephanie Scheller as they have a powerful interview with Mike Pierce, otherwise known as Antarctic Mike. Mike famously became one of nine people to have run a marathon on the Antarctic continent and has written a book about his experience titled Leading At 90 Below Zero.

The Number One Lead Generation Strategy used by Sales MastersOn this week's episode, Anna and Stephanie talk about the #1 lead gen strategy used by sales experts to generate more sales: Public Speaking. More people would rather die than speak in public, yet it is a powerful tool that can change you from an average sales person to a sales superstar. In this week's episode, you will hear: The special relationship you have with your audience when you speak How public speaking multiplies your efforts some simple ways to get started and more! If the thought of cold calling dries your throat, or you have run out of people to talk to, then listen to this episode. Let Anna and Stephanie help you position yourself as an expert through public speaking.

Sales is an exhilarating, but brutal game that requires the traits and practices martial artists develop to become black belts. This may sound impossible, but the truth is, anyone can cultivate these keys to become a black belt in sales. In today's episode, you will learn: How a World War II airman used this trait to survive a Japanese concentration camp, and how you can do the same when sales is hard. The one practice Olympians, black belts, and sales masters practice to achieve their goals. This surprising quality that paves the way for closing more sales and more!  Join us for today's episode of Black Belt Selling

Matt is a former United State Air Force pilot and then became a corporate sales executive and entrepreneur. After realizing that corporate America was not for him, What started as a casual conversation between friends about gumball machines turned into a 10 year business quest for that has brought Matt’s company, School Spirit Vending, to the cutting edge of both the vending and school fundraising industries. Today, School Spirit Vending’s franchising program provides a proven and profitable business system for busy professionals and their families looking to develop secondary income streams with a limited time commitment.In this week's Podcast you will learn:How Matt got started and how long did it take him to achieve his current success.Some of the painful struggles Matt endured as he invested in his business.Mistakes most new entrepreneurs make when they get startedKey points to keep in mind when you are working to create secondary income.What it takes to make it as an entrepreneur.This is a real story of a real person who struggled and overcame. Please join us for Matt's insightful story and the lessons he learned.For more business and sales coaching, please visit https://www.annascheller.com

Sales is a game of psychology. It’s not enough to have a product. You must understand how to provide value to your customers where they spend their time to offer the solution they need. In this age of Facebook, Twitter, LinkedIn, and more, you might be tempted to start posting everywhere, but get nowhere at the same time. How do you find the right people on the right platform to help your customer find you? Our guest, Alan Hennessey, can help you do just that. Alan is the Head of Digital at Kompass Media, He is a Social Media Lecturer and Trainer, over 10 years experience in Digital Marketing, and has worked in association with various government initiatives in providing consultancy and strategies on social media. In this episode, you will hear. How to get into the heart and mind of your customer. The common mistake most people make when promoting their business on social media. What Alan did to get his foot in the door to sell to his customers. And more! To get in touch with Alan, go to his website: http://www.kompassmedia.ie/ Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling To sign up for our live event, Sales Bootcamp, in San Antonio, TX, go to http://schelleruniversity/sales-bootcamp

To be seen online, keep branding uppermost in mind. Elaine Lindsay, TroolmediaOnline presence is a must in today’s selling environment. It can be confusing, as it is important! There is so much to learn, and that is why our guest, Elaine Lindsay, can help you!In this episode, you will hear.A different way to look at social mediaThe surprising platform that gets indexed firstwhat a farrier can teach us about social mediaHow to rock your images in online to send people to you!And more!To contact Elaine, go to her website: https://troolmedia.comMusic by http://www.bensound.comRemember to join our Facebook group https://www.facebook.com/groups/blackbeltsellingMore Podcasts from Black Belt Selling https://www.youtube.com/playlist?list=PLc-D15KuHTDkeoLZkHbjYoPRUbWZmSlzH

What is the biggest mistake made by reps who are giving up on a lead? Not EVER calling or keeping in touch. ~ Art Sobczak Do you break out in a sweat when you reach for the receiver? Are you afraid to talk to prospects over the phone? If so, you are not alone! Today’s episode will help you overcome your fear of Telesales. Phone selling is NOT dead! In the age of social media, email and internet marketing, people have become more and more reluctant to pick up the phone. We cling to messages like “Cold calling is dead”, and look to other means to close the sale. But the truth is, more sales are made over the phone than any other medium. And Stephanie and Anna share facts to dispel the myths surrounding phone calling. In this episode, you will hear: Four keys to phone calling success How to raise your energy before the phone call What small steps lead to the bigger commitments We’d love to hear your take on phone calling. What are your successes? What are your failures? How will you change your phone calling habit? Comment below Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltsellingFor ongoing sales training, visit https://www.annascheller.com

Confidence is the greatest thing you’ll ever have. You wear it like a shield of invincibility. When you project confidence, nothing bad ever comes back to you. ~ Garth Delikan We’ve all heard the saying, when life gives you lemons, make lemonade. What would you do if you discovered that your business partner bankrupted your business and your spouse called to tell you she wants a divorce? All in the same day! Would you quit? Would you start to rebuild? Using black belt principles, our guest, Garth Delikan, chose to get back in the game, and rebuild his life. He shares his story, as well as important insights that you can use to be successful in business. Garth Delikan is The Lifestyle Guy, the UK’s leading lifestyle expert. He can help you achieve the lifestyle you’ve always wanted and feel 20 years younger in only 20 minutes a day! In this episode, you will hear. How audacity and confidence helped he create, then recreate his life after that devastating day. The missing piece that you need for creative visualization to work. The three mirrors to help you get unstuck (are these three keeping you from closing more sales?) Why he doesn't need to worry about competition, and how you don’t need to either! And more! To take advantage of Garth’s offer, go to http://www.garthdelikan.com To purchase his book, go to https://www.amazon.com/20s-Plenty-Plan-Younger-Minutes-ebook/dp/B072MJ53NH/ref=sr_1_1?ie=UTF8&qid=1503074537&sr=8-1&keywords=garth+delikan Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

“Livestreaming video is important because this is where marketing is going. Video gives a way for people to be entertained and educated.” Rick Cooper. Social Media Expert Livestreaming is nothing new. Before the days of Periscope and Facebook Live, Loral Langmeier and other well-known speakers connected with their followers using other platforms. Too costly for the small business owner, these platforms were only used by companies with large budgets and audiences. Social media livestreaming has changed all that, empowering the average person to share their expertise and create engagement for free! Our guest, social media expert, Rick Cooper, shares tips and insights about this marketing tool that can help you capture more leads from your social media profiles using livestream video. In this episode, you will hear. Why you should be livestreaming (Your competitors are!) First steps to get started How to get people to show up on your broadcasts Your role as a broadcaster (listen for this unusual insight toward the end of the broadcast) And more! Rick is an Author, Speaker, and Coach. He works with small business owners who want to generate more leads online and increase sales on the internet. Specializing in working with Coaches, Speakers, and Experts, Rick helps them leverage their expertise to attract clients online. He has provided marketing consulting and support to some of the top speakers in the world, including Eric Lofholm and Loral Langmeier. His insights will help any business of any size to leverage the power of social media to reach more of your ideal clients. To take advantage of Rick’s offer, go to email Rick at rick@socialmediaoutcomes.com and request the Livestream Video Planning Template. You can also visit Rick by going to his website at http://socialmediaoutcomes.com or follow him on Twitter at https://www.twitter.com/Rickcooper Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling not to mention our website: https://www.annascheller.com where you can book yourself for a free 30 minute coaching session.

As a seller, you need to translate the question “What do you sell?” to “What are they looking to achieve?” The answer has to be driven by the outcomes they are looking for. How will their world be different after they buy from you? Tibor Shanto Often in sales, we wait for events to trigger a need in our prospective customer in order to approach that person for a sale. But did you know that a small shift in your approach can create the trigger for your customer to buy? As Tibor says, “Nobody budgets for pain.” But they do budget for achieving their goals! If you want to close more sales, you must listen to today’s episode with Tibor Shanto of Renbor Sales Solutions. Tibor Shanto is a 25-year veteran of B2B sales, Tibor has developed an insider’s hands on perspective of successful sales execution. Called a brilliant sales tactician Tibor shows organizations and sales professionals how to leverage their sales process to shorten sales cycles and increase close ratios. Covered in this week's Podcast...How losing in the stock market led to a career in sales. The difference between customer satisfaction and customer loyalty (Did you know that satisfied customers will switch brands?) What focus can help you reach out to a satisfied customer and make a sale! Unique approaches to your ideal customer to get ahead of the sales crowd! And more! To get in touch with Tibor, you can call him at 855.25.SALES or email him at Tibor.Shanto@sellbetter.ca Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

“Connect, don’t convince.” Nigel GreenHave you ever heard someone say, “That person would be good in sales. They talk a lot!” Pretty common perception. Yet nothing could be farther from the truth! Good sales people listen, lead, and learn. And what makes a good sales person makes a good sales manager. And our guest on this week’s episode, Nigel Green, knows all about all three.After leading a national sales team just three years after college, he served as Vice President of Sales at Foundations Recovery Network. In three years there, he helped grow the business by 272%, from $94M to $350M. In 2016, he was the CEO at StoryBrand, where he honed his skills in strategic messaging and marketing. All of this success and experience has inspired the proven strategies at Evergreen to accelerate and sustain the growth of your business. What you will hear:One of the biggest mistakes we make when we think we are listening.The purpose of the first sales call (this will take the pressure off your next cold call)Where the best ideas for your team come from (and it’s not the CEO!)Where leadership starts, and the power of training for sales performance.After you hear Nigel, you will want to listen to this episode again and again, especially if you lead a sales team or are planning to build a sales team.To connect with Nigel directly, email him at nigel@findevergreen.comMusic by http://www.bensound.comRemember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

“Accountability is the glue that ties commitment to the result.” Accountability is a curious topic. Sales-force says it’s the missing link in sales. According to BusinessDictionary.com, it is “The obligation of an individual or organization to account for its activities, accept responsibility for them, and to disclose the results in a transparent manner.” If you hired someone and they only accomplished 60% of the work we assigned, would you keep them? Yet, we often do the same when it comes to our own goals and intentions. We know we need accountability to be successful, but we don’t want to do it. It creates the bridge between intention and accomplishment, but we avoid it. If we know it’s good for us, why do we avoid being accountable? In this episode of Black Belt Selling, Anna and Stephanie explore keys to help you incorporate meaningful accountability into your life so you can be successful. Listen as they discuss Two powerful reasons to be accountable for your goals. Why we avoid being held accountable (Ouch!) The value of paying someone to help you And more! At the end of the show, go to http://schellerenterprises.com/blackbeltselling for your free accountability sheet. Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

Brand yourselves people – not your company – because it is you that is attractive! ~ Danny Young. How do you draw people to yourself online? Become attractive! That’s what our guest, Danny Young, shares with our listeners in this episode of Black Belt Selling.Danny has a mission to help entrepreneurs learn how to successfully grow their business online using social media and the Internet. Escaping a 20 year career in the corporate world to work from home, Danny is passionate about home-based business and helping others understand what is truly possible if they follow their dreams. Listen as Danny shares: How he overcame the difficulties of leaving his corporate job to fulfill his dream of staying home with his family.. The important activity he engages in everyday to stay focused, especially when things are tough. How to generate leads for your home business using social media and the Internet on a budget. How to refine your personal brand And more! To download Danny’s free ebook, “6 Steps to Refining Your Personal Brand”, go to https://www.dannyyoungonline.com/branding. Music by http://www.bensound.com Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

To be a black belt in sales, you realize you’re a business person. Anthony Iannarino In today’s world, sales people face the challenge of building relationships, prospecting and closing deals. To effectively solve their clients’ problems, they must become a trusted advisor who can lead their customers as a peer to creative solutions. Our guest this week is Anthony Iannarino. Anthony is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to- business (B2B) sale. He is also a founder and managing partner of three businesses leading the entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. From his extensive experience, he shares his knowledge on How to achieve greater success in sales. In this week’s episode, you will hear: Two things you need to become a trusted advisor How being a peer empowers you to serve your client more effectivelyHow martial arts prepares you to handle the tension of a sales conversation.The mindset that enables you to ask for a higher price And more! This was an information packed show from a world leader in the arena of sales and business. To learn more about Anthony, go to https://thesalesblog.com/ and check out his daily show on https://www.youtube.com/iannarino Watch here for the information to preorder Anthony’s upcoming book, The Art of Closing. (Available for pre-order July 8th) Remember to join our Facebook group https://www.facebook.com/groups/blackbeltsellingMusic by http://www.bensound.com

What can crowdfunding teach us about sales?Our guest, Gret Glyer, shares why he started in crowdfunding and how donorsee is different from traditional charity giving. He shares great tips that can help you be more effective in sales. You will hear: ‍The 2 things that are important to sales and fundraising The importance of gratitude when it comes to charity The power of video in your marketing, and the pitfalls to avoid How to involve people and raise more moneyGret is authentic. You will enjoy hearing his unconventional take on Charitable giving, and the relationship to sales.‍To learn more about DonorSee, go to https://www.donorsee.com