Podcast appearances and mentions of butch bellah

Butch Bellah is a superior salesman and former comedian who shares a ton of value in this show! I know Butch from the mastermind I participate in with Aaron Walker. Don’t know what a mastermind is … you can learn more here. If you think it’s the right fit, then I’d love to work with you.   Butch Bellah is the owner of B2 Training & Development where he works with salespeople and organizations to gain more appointments, win more business and retain more customers. From his first corporate job at 21, it took Butch only 4 years to be promoted to Division Sales Manager, then another short 5 years to Vice President of Sales. At 35, he and a business partner acquired controlling interest in the company he’d helped build from a $35 million local business to one of the largest wholesale food distributors in the nation with annual sales almost a quarter-billion dollars.     In May 2009, Butch underwent triple-bypass heart surgery at 43-years old, completed cardiac rehab and ran his first 5K 190 days after surgery. He’s since completed dozens of 5ks, 2-10k’s and two half marathons.   He has written two books, The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten and Sales Management For Dummies (John Wiley & Sons).   In this episode you will learn: comedy is great for sales and how that relates to ed leadership the importance of 1st impressions and how to speed up the process of getting people to like you why you should script what you present and how it helps you overcome objections delivering with passion people don’t care how much you know until they know how much you care success is just a decision away your location is not your destination a great gift idea for your significant other (you will thank me later!)   Resources   Procrastinate on purpose by Rory Vaden (one of my favorites)   Funny business by Butch Bellah (free gift)   Connect   Butch’s website   Butch on Twitter   Butch on LinkedIn   Do you need accountability? Text BETTERMASTERMIND to 33444 Daniel wants to work with you and help you accelerate your leadership development and increase your impact.   Follow Me and Get Behind the Scenes Access on SNAPCHAT!!!   BECOME A PATRON OF THE SHOW FOR AS LITTLE AS $1/MONTH DID YOU LIKE THE SHOW?  iTunes SUBSCRIBE HERE! SHOW SOME LOVE: PLEASE LEAVE A 5-STAR RATING AND REVIEW Grab your FREE 15 Phrases of Effective School Leaders  Text PHRASES to 33444 or click the link above.   Website :: Facebook :: Insta :: Twitter :: LinkedIn   

  Butch Bellah, of My Biz Coach,  loves life and laughter. He shares how a sense of humor and embracing humility make you more relatable, create better communication and thus yield success in life and in business. Butch gives some terrific tips about  juggling marriage, kids and business to create a successful and fulfilling life.  

Butch Bellah is a sales trainer and the author of Sales Management for Dummies, and his experience coupled with a realistic attitude towards sales is exactly what you need to get over your fear of that one small world. What does this all boil down to? Butch understands how and why people buy -- and he's sharing that expertise with you, Unstoppable Success Army!   In this episode, you will learn: - the mindset shifts you can make to start learning sales and start finally selling - how to change your language: stop searching for prospects, and start building contacts - Why being uncomfortable is the only way to grow and how to step out of your own comfort zone   Many entrepreneurs never pick up the phone to sell, and wonder why their businesses are going under. Don't let this be you!  This episode is the kick in the pants you need to start taking action, making sales, and seeing major progress in your business - no matter what stage of business you are currently in.   BONUS: Butch is giving away a special gift for listeners of Unstoppable Success Radio! Visit www.butchbellah.com/kelly to get your free copy of Butch's book, "10 Essential Habits of Sales Superstars"   Connect with Butch: www.butchbellah.com Sales Management for Dummies - available on Amazon and in Barnes&Noble stores   Connect with Kelly: www.kellyroachcoaching.com www.facebook.com/kellyroachinternational www.twitter.com/kellyroachint   Sign up for Kelly's upcoming FREE masterclass: check it out here and reserve your spot!

Mr. Butch Bellah (http://butchbellah.com/)!  is the owner of Dallas based B2 Training and Development, where he works with sales people and organizations to gain more appointments, win more business and retain more customers. He has a wealth of knowledge on this all important subject and a very clear and positive way of explaining key concepts. I know you'll get something valuable from this conversation to apply to your business, so enjoy the show! IN THIS EPISODE YOU'LL LEARN: * Some of the secrets that Butch gained in over 20 plus years of experience in sales and as a sales manager. * Butch's two favourite essential habits for success in sales. * What the PEG theory is and how it relates to contacts and prospects. * How being creatures of habit can work against ourselves. * How to introduce yourself in a different way that can create a mutually beneficial sales relationship. * The minimum amount of networking events that you want to be attending. * Perspectives and methods for good habit forming. * Why you have to get out of your comfort zone to stay on the road for success. * What Butch learned in his time as a comedian and how it translates to sales. * Courses and Mastermind groups that Butch offers. * Butch's opinion on the importance of sales over other features of a business. And quite a lot more!

  Everyone is in sales. The reason most businesses fail is not because they weren't good at their craft, it's because they aren't good at sales and marketing. Butch Bellah can help solve that. See below for a link to get your free copy of Butch's book- The 10 Essential Habits of Sales Superstars   Here's what we learned about Butch today: He has 40 years of sales experience. His mantra is- Learn, practice, teach. He wrote a "Dummies" book!- Sales Management for Dummies - http://www.amazon.com/Sales-Management-Dummies-Butch-Bellah/dp/1119094224/ref=asap_bc?ie=UTF8   And some great tips from him: Customers buy from people they know, like and trust. The first 2 are fairly easy, but trust takes time to earn. Don't lower your price, build your value. Even the best in the world have coaches, you need one too. When you teach, you are learning as well. He just launched his coaching website http://mybizcoach.biz/   Nice Guys listeners can download a free copy of The 10 Essential Habits of Sales Superstars here- http://mybizcoach.biz/niceguys/ Here's his link to get some other great free stuff- http://mybizcoach.biz/resources/   How to reach Butch:  Website- http://mybizcoach.biz/ LinkedIn- https://www.linkedin.com/in/butchbellah Twitter- @MyBizCoachButch    Want to get pinned on our listener map? Just go to http://www.dougsandler.com/podcast-by-the-nice-guys/ and answer the question, where are you from? And we'll add you to the map. You can see it here- http://www.niceguysonbusiness.com/services.html Subscribe to the Podcast Don't underestimate the Power of Nice.  

The Real Deal with Jason Silverman with Butch Bellah Welcome to this edition of THE REAL DEAL with Jason Silverman! Jason Silverman got a chance to catch up with Sales Expert and professional speaker…Butch Bellah for a fun and truly eye opening conversation about how business owners can (and should) improve their sales skills to help them grow!  If… The post SuperCharge Your Sales Skills with Butch Bellah appeared first on Jason M. Silverman.

The Real Deal with Jason Silverman with Butch Bellah Welcome to this edition of THE REAL DEAL with Jason Silverman! Jason Silverman got a chance to catch up with Sales Expert and professional speaker…Butch Bellah for a fun and truly eye opening conversation about how business owners can (and should) improve their sales skills to help them grow!  If… The post SuperCharge Your Sales Skills with Butch Bellah appeared first on Jason M. Silverman.

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen in as we talk about: What being a stand-up comic taught Butch about selling How to be rehearsed, but not scripted, for more effective sales conversations Why your voice, and how you use it, is your strongest sales tool Why it’s your fault if the prospect gives you their time, and you don’t win their order. And what you can do to eliminate your excuses! The most important lesson you need to learn to become a great sales manager. Looking for a fresh perspective on sales? Then this episode is a must listen for any CEO, sales leader or sales rep.

In this episode, I jump on the phone with Bill Caskey, a fellow subscriber and master of the mindset it takes to be able to sell your product or service. We discuss the various roadblocks most people make for themselves, making it harder to sell. We also discuss the mental shift you must make to push yourself forward in your business, regardless of where you're at now. It was a fantastic, can't-miss episode to get your mind right to take yourself to the next level, whatever that level might be! Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review.   Resources Mentioned BillCaskey.com BillCaskey.com/2x Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey guys and girls, this is Jeremy Reeves with another episode of the sales funnel mastery podcast and today I have a very special guest on the line, his name is Bill Caskey. We are going to talk about something pretty cool today. Bill is -- you can find him at billcaskey.com by the way. He is a sales and leadership trainer but the thing that I like about him is -- it is not the way that he teaches is not just about actually selling tactics. If you remember I had Butch Bellah a couple of months ago and we talked about, you know, actual selling tactics to help you sell, you know, better in your funnel. BillCaskey.com, by the way. He is a sales and leadership trainer but the thing that I like about him is -- it is not the way that he teaches is not just about actually selling tactics. If you remember I had Butch Bellah a couple of months ago and we talked about, you know, actual selling tactics to help you sell, you know, better in your funnel. So he goes beyond that and it is not just, you know, asking questions and things like that, you know, all the various selling tactics, but also in things like the mindset and positioning so that you do not have to struggle when you are selling, you know, it is kind of like, you know, pushing an uphill battle. So that is what we are going to talk about today. So real quick introduction, you know, again, his name is Bill Caskey, he is a sales leadership trainer. He also has a podcast which by the way, I highly recommend listening to. It is called the Advance Selling Podcast and he also has a couple of books out -- One is the Same Game New Rules; The Sales Playbook; Email It; and Rewire The Sales Mind, which that last one, I think, I might check out, because, you know, the mindset is so important and you know, one thing that I have realized is, as my own mindset expands, there is always room to grow, you know, you go from like level 1 to 3 and then all of the sudden when you are at 3, you realized that there is like a billion other levels above that. So there is always ways to go. So Bill, I want you to say Hi. Bill Caskey: Hey Jeremy, I appreciate you and the work you do. I have listened to your podcast and I am really looking forward to this. You have had some great guest on, I hope I can -- I hope I can measure up at least partially. Jeremy Reeves: Sounds good, yeah, I am sure you will. Yeah, so I mean, you know, tell everyone a little bit, you know, anything that I missed or, you know, kind of jut give a little, you know, quick little brief intro of yourself, anything that you want everybody to know before you jump in. Bill Caskey: Yeah, well, I am a sales coach and trainer and I do sales -- work with sales people, sales teams, leadership teams and I have done that for about 25 years. I think the best way to kind of kick things off though is to tell you a very quick story, I will try to keep it quick, and that is, you know, we all arrive at our professions in a variety of different ways and what is really interesting sometimes is you look back and say, what were some defining events in our lives that caused us to be who we are, and where we are today. And I am sure if I were to inquire there is probably some things in your past, maybe something you are not so proud of, some things you are very proud of, but we are all on the journey, you know, we are all on the pass somewhere. When I was on 8th grade, I live in Indiana, which is in the U.S. of course, and it is a hot bed of basketball, we love our basketball here, we always have, and I grew up with the ball in my hand. I was always playing, I was just playing summer, winter, or fall all year round and I do not know how good of a basketball player I was but I love the game. When I was on 8th grade, it was -- in 7th grade, we had 2 teams. We had an A and a B team, on 8th grade, it went down to 1 team for some reason. So I was pretty sure I was going to make to team and it was that day that the coach post the roster up outside his office. I do not know if you ever were an athletic, probably it is all digital today, but back then there was actually an 8.5 by 11 sheet of paper with everybody’s name on it of who is going to make to the team that year and we had a couple of weeks of practice. So I ran into the coach’s office down the hall and I was examining the list wondering not whether I made it, but who else made it besides me and lo and behold, guess whose name was not on that list, Bill Caskey. I had been cut from my 8th grade basketball team in a game that I just -- It was what defined me, I just love the game. And that was one of those moments that we have all had where it is almost like somebody sticks their finger in your chest and says, hey, you are just not good enough. You are insufficient, you are an adequate and when I tell the story people say, are you over it yet, 50 years later, yeah. I am over it but I do think that it was a defining moment because it kind of set the stage for this idea and I talked about this today that we kind of live in a pick me society, we are all always looking to be selected, to be picked that starts in elementary school it continues through sports, clubs. We are always looking to be on the team or to get selected. I think when -- when there is always so many slots on the team you cannot take everybody, but unfortunately, I think we take the same attitude toward life when we get in the college, we are hoping we get accepted, we are hoping we get the job after college, we are hoping we get the promotion if you are in sales on any kind of performance role, you are hoping that you achieve at a certain level, you are hoping to get the customer and over time I found that that is kind of a losing proposition. That is not really the right way to think and yet it is so ingrained that our business culture and I hear sales people all the time I go to Starbucks and I will sometimes sit next to somebody cause the tables are so close, I am really not trying to snoop, I just -- I cannot help it. Then I hear sales people pleading and hopeful and desperate and anxious and it is just -- it is so off-putting isn’t it. I mean it just so, it is so weak and wobbly. And so over the last 25 years, I have made a mission in my life in the training that I do is to stop that. Is to teach people how not to be that way because I do not think it is helpful. I do not think customers buy from us we are needy, I think it is the opposite, I think people buy from other people who they feel like can bring value. And so over the last 25 years I have created a business and a coaching programs, programs and program about how do you position yourself in a way that you are not, you are not being selected by them, you are selecting them. Jeremy Reeves: Yeah, I love that, I love that you put that, you know, you are selecting them and it is so, you know, it is so important, you know, we will get into -- we will talk about little bit about positioning, you know, and that is really part of positioning, is positioning you as the, you know, the price, so to speak versus the, you know, finding the client being -- oh my God, I cannot wait to work with them, oh it is going to be so exciting, you know, versus them looking at you and saying, oh my God I cannot wait to work without Bill, it is going to be exciting, you know. Bill Caskey: Exactly, exactly. And it is sounds easy doesn’t it, I am in the surface it sounds well, I just go, I will just go say the things I need to say to get them to want me more. Well, we all know how that works in dating and in life, it does not work very well. So I am convinced it is more than just what you say, it’s who you are and how you are and how you think and I know we will get into a little bit more of that, but I think -- we all say, oh that is great, when I can say this, the customer will want me, but unfortunately it does not work that easily. Jeremy Reeves: Yeah, so and that is actually a good starting point, you know. What are some of the things that, that you think and I know that -- I mean this topic alone is, you know, worthy of probably not only a podcast but a book you know. What are some of the things that you think people have to do and say and think to start shifting into that mindset of you know, them being the price versus their customer or client being you know, the price for them. Bill Caskey: Yeah, well there is -- I actually published a -- and your listeners are welcome to go get it if they want. We are not going to have time probably to talk about all 10 but the what I called the 2 X principles and that the idea there is that if you are going to double and it could be your income, it could be your business, but let us just say you want to double your results, you want to profoundly improve your results, then these principles will help you to shift that mindset. Let me go ahead and give you the email or the address. Jeremy Reeves: Yeah, go ahead. Bill Caskey: Okay, BillCaskey.com/2x and you can get a copy of this but it is just 10 things and there is a couple of paragraphs underneath each one. I would start with the first one that I think is probably the most important and that is, you need to have, we need to have an attitude of detachment. Sometimes we get so attached to the outcome that we lose our way and we start vaulting, we start jumping ahead and we got to understand the customer and sales especially, but in leadership too. The other person is always on the journey and they are on their journey, you are on your journey. You are usually hoping to influence their journey but you have to understand that the more attached you are, the more you want what you want the less they are going to get what they want or even feel like you care about what they want. Jeremy Reeves: Yeah. Bill Caskey: So principle number 1 is the idea of detachment. It is the idea that I am not going to be disengaged. I am going to be fully engaged. I am going to care about the customer’s problems but the instant I become more interested in the sale than they are and getting their problem solved is when I have jumped the shark, I am out of control and so -- we can talk more about that but the first one is just a healthy dose of detachment. Jeremy Reeves: Yeah, I love that you know, and I thought a lot of you know, like (inaudible 9:34.8) stuff like you know, that talks a lot about detachment you know, and it is one of -- not only like if you learn detachment, that is one of those things that it helps kind of like every area of your life because you do not get -- you know, I have been a lot of situations and not really anymore because I have learned to be kind of detached from you know, from things like that, but I remember you know, years ago when that was like a problem you know, I would actually get upset you know, and it ruins your day. It is kind of like you know, downward spiral where you have you know, let us say, you have this client and you think they are going to move forward and then for some reason they just never get you know, they just disappear which you know, I am sure anybody who has ever work to the client has had that happened you know, many many clients. What happens is, you know, you are (inaudible 10:25.3) because it is like, oh, that is going to happen you know, that not, that might happen, but that is going to happen and then when it does not happen, it completely throws you off your game. So then depending on how long you can kind of rebound it throws you off your game for that long you know, it might be 2, 3, 4, or 5 you know, a week, a month, whatever it is and you are in that kind of negative state and then you are stressed, you cannot think properly so then you are losing other sales and it is like, it is just a very, very bad situation to be. Bill Caskey: It is a bad spiral, yeah, it is. Jeremy Reeves: Yeah, yeah, it really is. Bill Caskey: You know, even in the sales process itself or when you are engage with this person that you are attempting to influence or convince is -- it is not helpful, it is not helpful for you -- you know, a lot of times, I will say to a person you know, tell me about your vision on the customer, well I really want to help them, I really want -- I want to help them solve a problem, I am really committed to solving problems and then I hear them 5 minutes later when they are talking about a deal that is not closing and it gets away from that more toward well. What do I need to do to get this deal and I say, what if, what if you are helping your customer by walking away, what if you are helping your customer by not selling them, maybe there is a better alternative well that is impossible, it is impossible, we have the best -- well then you really do not care about your customer do you. You say that, you know, you voice that from the mountain top it really what it gets down to is nah, you really are more interested in you. It is hard, I mean this whole detachment thing. We have grown up for 40 or 50 years in this world of we want to control the outcomes, and I got news for you. You are not in control of the outcomes. Yiddish, the Jewish folks, there is a yiddish thing that says, we plan God laughs. Jeremy Reeves: That is a good one, I like that. Bill Caskey: And it is that same thing you know, we make the plan, we want this customer, we want them really bad and sometimes it is not to be, but I think even in the process, the more attached you are, the more you will drive people away from you. Jeremy Reeves: Yeah, yeah. You know, there is something about -- even if you think about relationship you know, imagine walking up to a girl in a bar or if you are girl you know, walking up t a guy whatever and you are just that like needy you now, you like have to sit next to them, you get upset if they like walk away or whatever you know, versus the -- you know, the guy that goes and he is trying to you know, find a girl you know, and he is like kind of like does that hard to get thing you know, I am sure a lot of guys are familiar with the girls being hard to get, that is why you get so attached to the girls because they are detached from you You know, it is kind of the same thing like when you are a client, if you are trying to -- if you are being that needy person, well every time they feel that neediness, they just get -- it is like a magnet you know, you are kind of getting pushed away from them versus you know, versus if you say like, if they are like, oh hey you know, we are just not ready right now, and you are like, oh that is fine you know, just get back in touch whenever you are ready or whatever. Here are the couple of things you can do in the meantime you know, to keep you know, to keep -- or whatever. It is like, oh wow, you know, this guy really like actually cares about me you know, I am not even giving him money, but he is still trying to help you know, I know I have personally seen that situation come back and you know, have a positive outcome, I mean you know, I do not know how many times but a lot of times. It is the norm you know, so yeah, I mean I love that. Bill Caskey: Yeah, the problem a lot of times too is that we can have that healthy detachment, I say healthy because you do not want -- I do not want to play tricks on people. I am not trying to -- I am not trying to be somebody I am not that is why I like the inner game issues because if you really are detached, you do not have to play games with anybody. You just show up in this healthy form of detachment, but a lot of times we say that, but the further into the sale cycle we go, then we get more attach, that attachment starts growing and we have invested time and money and resources and effort and then at the 11th hour they say no, like you said earlier, that is when we come off the rail. But if you are detached all the way through and I have got a client who starts every meeting and he is in a fairly long selling cycle probably 7 or 8 sales calls calls. He will say at the beginning of each call, look you know, I realized we are 4 calls in and we are getting down the business here. There is a lot of good things happening, it feels good. If you are feeling -- if you ever feel in this process like it is not a fit, I want you to tell me, because I am not -- I do not want to be a pest. He rephrases it at the beginning of each call but it is the same kind of verbatim that he puts out there and he closes 80% of his business because by the time they are down to the 7th or 8th call they do not want to go anywhere, they do not want to start over with someone, but he has allowed them space to make a decision rather than him feeling like he has to coerce them into decision. Jeremy Reeves: Yeah, I like that. I am actually going to use that. That is good because I have a lot of clients where you know, they are spending a lot of money on our services and things like that and for a lot of people like the timing has to be right and I get a lot of people where they like, hey you know, we are (inaudible 15:35.7) I will send a proposal and it is like, oh that sounds perfect you know, but let us you know, kind of get in touch whatever 2 months, 3 months, 6 months you know, a month, whatever it is. So I follow up with them, like just kind of, hey, how are things you know, anything I can help you whatever. But I really like, I really like that thing of saying like, hey you know, if I never pass just like you know, you can just tell me when you are ready, I like that. I do it -- you know, I follow up because I genuinely trying to like you know, if they have questions I can answer for them, that kind of thing. But I can actually like now, I am thinking about it, I can see that coming across, it is like, oh you know, here he is, emailing us again. So I am actually going to think about how I can kind of tweak that on my own you know, on my own follow up on people. Bill Caskey: Yeah, and I want to make sure that we are clear. I am not suggesting that after your call you wait, you sit back and wait for the customer to call you, that is not the point. It is the -- in the email that you send is a follow-up. Make sure that your tone is not one of attachments. So, like you just said, hey, it has been a couple of weeks since we spoke, I am interested in helping you. If it feels like it is right for you, but if not, I understand. Give me a call sometime, let’s reconnect. But not, hey, you know, price goes up at the end of the month and I need the business and my kids need shoes and I know we say, oh, I would never say that. We do not say that, but we say things like that. We do not realize it. Jeremy Reeves: Yeah, it is not quite as obvious, but they still feel the same, do they still know that -- Bill Caskey: They do. Jeremy Reeves: Kind of implying that you know, there is definitely an energy that comes along with it that you pick up on. Bill Caskey: So the second -- so that is the first principle is detachment and does it take awhile to adopt, yes, it is constant work, but it will make you a lot of money and it is the core to the 2xing your business and it sounds kind of intuitive, you weigh 2 extra businesses as to not care. Well, I am not saying don’t care, I am saying care less than they do about getting their problem solve. That is really the -- that is really the metric you have to go by. The second element of this, these principles is what I call high intent. High intent or high intention is where your intention is about helping them solve the problem they have even if that means you are not involve in the solution which is kind of a side note to detachment, but I have got to make sure that my intention from the time I feel the call to the time I show up, to the time we did a proposal. My intention is totally focused on them, their problem, their dreams, their achievement and that becomes the intent, low intent, is where it’s all about me. Again, this slips, people can have high intent the first call and then as they go through the process that intent starts to lower and we started to think, well, geez, what is this going to mean to me, and how can I get this off to street. And then you go back to your sales manager and say, hey, we are -- I would say, it is about a 60% and he is like well, what do you need to do to get it to 90% you know, come on, let’s go. We need this in, you know, we got to -- we got numbers to meet, the board is frustrated, we are not making the numbers. And then all of the sudden what do you do. You have no way of taking that in without giving it back to the customer. Jeremy Reeves: Yeah. Bill Caskey: So we as sales professionals in business, whatever part of business you are in, we need to take that information but we cannot pass it on to our target audience because it is just not helpful. Jeremy Reeves: Yeah, yeah and I love that, and I have said before like, if you are not willing to have a client that you can help, but someone else can help better, if you are not willing to refer that person then your mindset is just not in the right place. Bill Caskey: That is exactly right. Jeremy Reeves: And I even had situations I mean you know, if anybody that has got in touch with me you know that like, I do not even take on projects unless I feel that, number 1, I can definitely help you and number 2, I am definitely the best person to help you. There has been a lot of cases where I would say like, hey, you know, I might not be the right fit just because a lot of times it is not price they got, I mean I have turned away you know, 5 figure projects because I did not have much experience in that area or I did not have passion for it. You know, a lot of people come with like network marketing type of stuff and I am just not really into that anymore, I used to be, but I mean that was you know, a long time ago but you know, I just do not really have a passion for that anymore so anybody that comes usually in that you know, in that kind of industry and there is a couple of them like this or even something like that is you know, I just do not have passion for it. I would not want to write about it. I always you know, refer them and say, hey, look you know, I could probably help you but it would not be anywhere near my best work, you know, I would not really feel comfortable taking on and I have had a lot of cases where they really appreciate to that and then they actually refer people to me you know. That has happened quite a bit. So you know, it always comes back to you, plus it makes you feel good that you are actually being you know, a genuinely, like authentic good person you know, that you are not just taking it for your own game but you are actually doing it because you have, you know, your clients and your customers in mind. Bill Caskey: Exactly. There is a quote that I like that is, who you are speaks so loudly, I cannot hear what you say. Who you are speaks so loudly I cannot -- in what you are saying I think that is the quote that follows intent is if you are intention is low, you can say, you can say that my intent is to help you, but if everything that you -- who you are is reeking of desperation, they are not hearing of what you say. They only determining how you are and who you are in that process. So intent is really important and here is a tip for your listeners if you want one. Sometimes it is good just to give voice to that by saying to the person you are with or talking to, you know, my intent Mr. prospect is to discuss this a little bit, find out what you are interested in, find out what are some of the issues throughout that you are struggling with. At the end, we can decide if it make sense to go further, if it make sense to abort or just -- or end it or we can decide what would the next logical step would be. When you are declaring that, A. It is good to -- it is good for the customer to hear, but B. It is good for you to reinforce that in your own mind, because we will remember things we say, and if you say it often enough, it will become part of you. So that is just a little verbatim tip that your people, your listeners can use when they are in this situations be at negotiation, be at sales, be at dating whatever. Is just to clear your intent verbally, it really helps. Jeremy Reeves: Okay, I like that, I like that. So one thing that I want to kind of -- I want to kind of switch a little bit to talk about is, you know, I talked to a lot of people that they are afraid to -- I am trying to think how to say this and it is -- you know, it kind of wraps around mindset you know, they are afraid to really put themselves out there and take a risk, you know what I mean like, they are playing, playing too simple. So just for example, someone got in touch yesterday and he really never had this mindset, it was more of that, he just was not there yet because he is working on other thing, but it just (inaudible 22:42.8) to what I was thinking about. So he had a frontend product that was $47 and then he had I think it was like a $147 upsale and then a continuity program for, I forgot what it was, like $15 a month. And one of the first things that I said you know, because he is doing well and he came to me and he was like, hey, you know, how do we kind of take this to the next level you know. And I said, well, what can you sell like -- what is something big that you can really help people with and deliver such you know, tremendous value that it does not just like kind of help their lives but transforms their life, you know what I mean, and basically coming out with a high end offer, you know, and we talked about it, I won’t go to the details what we come up with, but you know, we came up with something that is going to be somewhere in the range like a $1000 to $1500, whereas before, the highest price was $150. Like what do you think -- what do you think, because I see this thing come up a lot where people they just want to sell like low price products, they are kind of, you know, the main objection is, oh well you know, people are never going to pay you that money and my kind of objection to that objection is how do you make your value, how do you create more value so that they are going to pay it, you know what I mean, rather than saying, oh they won’t pay that, I always say, alright. Pick a price, it does not even matter what price, just pick. It could be five hundred, five thousand, a hundred thousand, a million dollars. I mean, what do you have to do either mentally you know, in your courses, how you deliver whatever it is -- what do you have to do to make the value you know, 5 to 10 times more than that price you know, and that is kind of the question that I post to people. So like, you know, from your experience, because this comes back to inner game really. Bill Caskey: It does, it does. Jeremy Reeves: Because most people you have to you know, it is a mindset you know, what your worth is. I mean, do you think that is some type of like inner you know, self worth like kind of conditioning you know issue or what are your thoughts on that. Bill Caskey: Yeah, it is self worth and I think about it in terms of value. So you have a value that you want to communicate and demonstrate to the world and often I do not think we think through that value very well. I think we launch at the first jumping off point and we say that is $97 ebook or $97 course. We do not really go deep and say, how can I transform and you said the word, how can I transform someone, how can I really change their life. Well, that is not the $97 course, that is probably a much higher end coaching training, whatever it is, but we do not give that -- I love Cal Newport, he has been on a couple of podcast. He wrote a book called, So Good They Can’t Ignore You. And he has a brand new book called, Deep Work, and deep work is about our total reluctance to do anything deep in terms of focus and concentration and we get so distracted by email and text and all that stuff. We cannot sit in a room. Most of us cannot sit in the room for 2 hours and map that out and yet that is exactly what you are describing is if somebody where to hand you $20,000 Mr. Prospect, what would you need to create for you to be happy with it and then to be ecstatic about paying $20,000 and it takes, it takes rolling up your sleeves and saying okay, how would we create something and yet we are reluctant to do that because like you say, our self concept jumps to that endgame (inaudible 26:15.0) who is going to pay that. I am having trouble selling $97 courses who is going to pay $10 grand for me to show up for 4 hours. Well, people will but not if you do not think, not if you do not believe in it and you can call a self or self concept but it is really a self believe. Do I have enough belief in the value of my product and I am going to go little side here. A lot of times we have belief in our product because of what its price at. We do not have belief at our product based on what it could be valued at. We get price and value all mixed up and I had a client here about 4 or 5 years ago, I went in and did -- it was an accounting firm. Accounting firms do not usually buy sales training and business development training. These guys did and every month they would fight me on -- it was a 1 year contract, so I was not going to change the price, but at the end of the first year, they have generated like 3 million dollars with the new clients and we came up for negotiation and he said, you know, Bill, we are really happy with the work, but we are going to have to -- we are going to have to cut back, and I said, why is that, because well you know, I just think this amount of money per month is crazy, and I said, okay compared to what, what do you comparing it to, well, you know, we have accounting trainers in and they do not charge nearly this much, I said look, I think we should end it and here is why. I just had delivered 3 million dollars on paper we could measure it, 3 million dollars of gross revenue at a 45% margin. I have delivered a million plus to you and you are fighting me for a thousand, I mean it was five thousand a month or something, he wants to lower it to 4. You are fighting me for $12,000. I said, obviously, you do not see the value, obviously, I have done a crappy job of demonstrating the value even though the numbers are there. I think we should just part ways, I love your guys but this is just not a fit anymore. And he looked, he kind of had his glasses on and he looked up from his page and he just started smiling and he goes, good answer. He goes, let us keep going then, but I do not like the price. Well, that is okay, you cannot like it, but you got to like the million and a half I put to your bottom line. You got to like that John. Yeah, you are right, I do like that. But I think that is the idea of what do you value your services at and that is an easy one because he was paying me $60 grand for you know, a million and a half dollars of profit, yeah it is easy, but a lot of times we do not have -- it is not quite that juxtapose, it is not that easy to assemble, but still, I think we need to be really thorough and one of the principles believe it or not, be thorough about analyzing your value and look back to where you have been valuable to people. If you do not believe it, you cannot get somebody else to believe it, you just cannot. Jeremy Reeves: Yeah and I just took, I just took a personality -- it is called strengths finder and it is funny you know, it is like $15, you can go out and buy you know, $15 book and it kind of tells you, because it is, it is I am in a little bit of period of you know, reflection and inflection whatever do you want to call it, figuring out that kind of stuff because I am kind of taking my own game to it, you know, to a whole another level. And I tend to do that about once a year, something shifts you know, like every -- some reason but -- Bill Caskey: Jeremy, you know that some people go through life, I never do that. It goes through 40 years of work and they never really sit back and say okay, I am earning and it is not always about earning isn’t it. I mean it is about a lot of things, but I am earning this amount of money and what do I need to do from a skills standpoint to bump that up or reinvent myself or to be, to find rare skills that nobody else has, but instead we go home or we watch Desperate Housewives and we watch Downtown Abbey and we watch the NBA game and another night 4 hours in front of the TV and we have not done, we have not done a crap for helping our skills. So anyway, I got off on a little tangent there. Jeremy Reeves: Oh no, it is okay. Yeah, I mean, -- you know what, one way to force yourself to do this is, if you are not going, if you are not waking up every day and you are a little bit scared about what is going to happen for your future not in terms of like scares and like, you know, oh my God, I do not know how to, going to pay my rent. Scares in, oh my God, I am coming out with this new program, this new whatever and I am not 100% sure I can live up to it you know like, I mean, I feel like you should be a little bit scare like pushing yourself outside your comfort zone. Bill Caskey: Absolutely. Jeremy Reeves: I feel like if you are not doing that, if you are not like you know, because if you are 100% confident, I feel like you are not, you know, you are not pushing hard enough. That is one of the things that I always try to do is like, okay, how can we you know, what do I have to do that is going to like kind of just do like what if you know, what if we did and what if we did that and then when something comes up, and it is like, oh men, that is going to be tough. That is the one that you -- Bill Caskey: That is the one. You hit on it. That is exactly right. And that gets back to if I might do a call back as we do -- we do not do in the comedy world, but probably well does call back to detachment. What happens is we think of the idea and we say, oh men, wouldn’t be cool if I had this or did this and then we talk ourselves right out of it because we are too attached to a perfect outcome and what would you know is the outcome is never perfect. The outcome is always a work in progress. So yeah, boy, that $97 thing, I mean we had a radio show back in, I do not know, early 2000 before we had the advance selling podcast and it was on at 12 o’clock noon on Saturday, 5,000-watt station. Well, nobody was listening to that, I mean, nobody called in, but guess what, we did it for a year (inaudible 31:53.6) I did it and we cut our teeth and we got good chemistry and we got good broadcasting, we got good at working off of each other and it turned into a podcast a year later. Now, if we wouldn’t have that idea, that man, this radio show is going to generate a million dollars and it didn’t, we would abort it and we wouldn’t gone into podcasting, but I think you have to just try these things, recognizing and being detach from the outcome and when you are detached, you will bring your whole self to the world everyday because you are not worried about what people think, how much I am earning, that kind of thing. Jeremy Reeves: Yeah, yeah. You know, a lot of people -- if you really sit down and think okay, like you know, if you are getting -- if you are going to try something were like, you have conceivably to scare the hell out of yourself and you are like, oh my God, like I do not even know if I can handle this. Just sit down and think, okay, what is the best possible outcome here and what is the absolute worst possible outcome and usually the best possible outcome is way above whatever you have now and usually the worst possible outcome isn’t that bad you know, it is like, oh you now -- like let us just say for example, I was going to come out with a new, I do not know, like a new service or something and it bond, right. Well then, I mean the worst possible outcome is you, you know, you embarrassed yourself a little bit, you came up with something that nobody really went for, you know, (inaudible 33:13.6) I mean, do you think people are really going to remember that a year from now, no. They are not going to -- Bill Caskey: You would not even -- Jeremy Reeves: Yeah, yeah. You probably won’t and even you know, you look at it and you are like, alright, well you know, someone like calls you out, and they like, oh you failed, and they are like making fun at you. I mean all you have to say is look, I tried, you know, what did you do. You know what I mean. You know, I would, you know, work a couple of hours a night putting this thing together, launch if it failed, well guess what, you know, I already tried the next thing, that failed, I already tried the next thing and I made you know, brand new 7-figure business. What did you do at that time. Bill Caskey: But don’t you think that is a function, a little bit of, I do not know, I have never heard it, I am just (inaudible 33:52.6) I have never said it, but this idea of self commitment, am I really committed to myself or am I committed to this pie in the sky result, but I am not committed to the work and the work ethic that is going to take to realize it. I think we say and I said this earlier, I hear this a lot is, you know, I said to a sales person, you know what, what are you committed to in 2016, well, I am committed, you know 30% increase in sales. Okay, what do you committed to doing to make that happen. Well, I just got to go and make more calls. Well, okay, but what else, are you committed to link in or are you committed to blogging. What if you did a video series for prospects who needed to know (inaudible 34:31.8). You have so much knowledge, why don’t you start to get that out there. Wehh, it is a lot of work, okay. So you are not truly committed to that because if you believe that a video service or a podcast or a blog or an article or something, what help you get there, you do it but you are not committed to it. You are not even committed to trying it and so I think a lot of these gets back to we are committed to the results but we are not truly committed to the actions required to get the results. Jeremy Reeves: Yeah, yeah. I like that. You know, and I think -- I think a lot of people, they kind of suffer from that and that is why, see I talk to a lot of people and there are so many opportunities and you know, I look at it, you now, I am not just saying just me but like I mean anybody else looks at it that has kind of a mindset that is bigger and it is like, why are you doing this, you know, why aren’t you doing this, it is like so simple. It is more of a function of getting them to believe themselves that they can do it, you know, that they can add a new program, a new service, a new product whatever it is, you know, work hard (inaudible 35:32.8) you know, whatever the case is. Bill Caskey: I had a guy in my office yesterday who came in for a coaching session. I usually do not do one off coaching but he was right around the corner and he kind of pleaded with me to do it. So we did a little 2-hour coaching and he had his whole -- he does whole marketing plan laid out, and it was really well done, I mean he just -- it was too much but he had it all laid out and he goes, what do you think of this, and I said, how long have you had this, and he said, oh, probably 6 months, and I said, what have you done, what of these things are in action right now, he said not one. I said, what are you waiting on, he goes, really, I am waiting on someone, like you, in this case, because he was paying me, but I am waiting for someone to say, this is good, go for it. And I think sometimes we get and I am guilty of this too Jeremy. I am guilty sometimes of talking myself into and out of something before I even test the market and sometimes I think you just need somebody else there whether it is a peer or a former coach, somebody who says, that looks awesome, go for it man, go for one of those things. But if we do not have that, and maybe that is a self worth thing, were reluctant, we play this reluctant performer and we are always coming up with these ideas, but we are never really putting them out into the world, that to me is probably more self worth than anything else. Jeremy Reeves: Yeah, yeah, I agree. You know, I kind of resonate with that because I am actually in when was that, I think the end of last week something like that. I talked to a prospect who I am going to do a funnel day with. It is basically like a full day consulting. So he is a partner in another business and then we got to talking and we realized that we should actually be partners in like a totally new you know, separate thing and you know, we went through and we came out and it is a lot of -- basically I am treading in a lot of uncharted territory, you know what I mean. It is basically a market that I am familiar with, but I have never like personally kind of gone after but it is a big opportunity and like and we are going to do like a whole weekend event and like you know, set up the whole big weekend live event kind of thing. Also, something I have never done. So it’s -- you know, I am kind of looking at myself going through the process and it really did like I actually kind of look for his validation too in most things you know. So it really is, but you know, and we kind of partner up on it because -- and this is also another lesson like, if you want to do -- if you have your mindset in a place where you want to do something but you do not know the logistics you know, of it, like so for example, setting up the whole like weekend, you know, I have never done, I have never set up live events that kind of thing but he has. So you know, if that is the case, if it is not a case (inaudible 38:27.3) mindset like allowing you to do it, you know, if you are not, like if you can get pass the part like the fear part, and you are just like, well I just -- I just do not know how to actually do that, then look for a partner you know, it does. And that is a good way to kind of overcome that and then be able to then move forward, you know. That is also another thing. Bill Caskey: Yeah, I like that, I like that and sometimes we are like I have told a lot of people about podcasting, I am a big fan of podcasting, I listen to yours, I listen to half dozen others. I have one, I am getting ready to launch another one called, The Bill Caskey Podcast, so I am really interested in this genre because I think it is just -- we are just on the forefront of it right now. But sometimes all half people who say, you know, I love your podcast, maybe I should do a podcast, and I said well, you know, let us talk about it. And what happens is unless you -- unless you tell someone how it works, there is always this feeling like it is too much. And I think what you are talking about too, let’s do a live event. I have never done live. Well, you would say to this person, well tell me how it works, you know, walk me through point by point, how would it work, how we get people in the room, how we would set up the room, how we charge, blah, blah, blah. And then when you -- when you talk about how it works, it demystifies it. So now it is not a vague, oh, I could never do that because I have not done it. Look at that list and say well, hell, I could do that in an afternoon, I mean, it is not that difficult. But if we do not go to how it works, then we are really letting our client or our partner down because the how it works is where it all happens isn’t it, I mean, it is not -- it is not the you know, I can think about having 500 people with $2000 each in a room but my mind first goes well I have never done that. I do not know how to do that, but if somebody were to come in and say, I am going to teach you how to do that in 30 minutes, I would probably say let’s do it. So how it works is a good question or how would it work. If I were to do this, what would it look like, how would it work is a really good question to get out of the inner resistance and get in to the tactics of how you could make it happen. Jeremy Reeves: Yeah and you know, one of the things that I am implementing with my team once a quarter, I am going to get them together and we are going to do kind of what if day you know, what if this for the case, what if we did things like this, what if we shot for this revenue goal, what if we you know, just kind of like let your mind like nobody is ever -- there is no judgment, there is no like just kind of let your mind go. Bill Caskey: Yeah, it’s good. Jeremy Reeves: And you know, what if you know, what if we just, what if we triple the next 6 months you know, how would that look, how would we do that you know, what would we have to come out with, what would be have to you know, whatever or you know, what if we got you know, 10 more employees you know, in 2 months from now you know, whatever the case is. Bill Caskey: I like that. Jeremy Reeves: Yeah and it kind of trains you and then if you with your team, number 1 you are teaching your team to kind of think bigger you know, which is always a good thing and then number 2, you are also kind of getting that validation from your team, you know what I mean. I think -- because I have done things like that in the past. What’s work the best for me is doing it like you know, because you are going to come up with things that are just completely off the wall and you have to make sure that you do the you know, here is what it would look like for every single one. Bill Caskey: Exactly, exactly. Jeremy Reeves: Because you can have something and it is like, okay, what if we quadruple next year you know, and then you are like, oh no, that cannot happen, you just pass up. Whereas if you say, well okay, how would we do that, okay well, you know, and let’s just say you are revenue, I do not know, just for simplicity sake, say a million dollars right, so you are making you know 80 grand a month. Well it is like okay, now then we have to make 320 grand a month you know, what if we charge -- what if we you know, did a $10,000 a month per client and we got 32 clients, okay, well how do you do that, where will we find them, what would we give them you know. And so it kind of like makes it more real. Bill Caskey: It does. That is exactly what it does. Hey, it is very inspiring for your team because so few companies do that were also rooted in the past and the present that were not looking for the future and when you start to do that with your team and everybody is going to recognize, cannot do it all, I would say you cannot do it all, but take the top 3 or 4 ideas, work through them. You know, you can get a lot done in 30 minutes, just work through it on the board and say okay, how would this happen and give yourself a time limit and by the end of 30 minutes, Dan Sullivan always talks about, he does a 5-minute filter, he puts his ideas through and he says, at the end of 5 minutes I am more excited then I will know it is something good. If it becomes a burden to me or if like I lose interest it is not worth it, and I will shove it and that is a good filter as well. Jeremy Reeves: Yeah, I like that. By the way if anybody is not in strategic coach you definitely should be, it is incredible. Bill Caskey: I am not, but I listen, I listen to everything that Sullivan does. I bought all of his books and he is a real stud. He has got a great mindset. Jeremy Reeves: Yep, yep, absolutely. Alright, well you know, we covered a lot of stuff today and you know, we really got into a lot of the you know, like I mean which we kind of set out to do, the inner game and I think there was a lot of stuff talk about today that a lot of people do not really talk about you know, which is -- which is (inaudible 43:52.3) it was not like the same old stuff that you hear every day. Bill Caskey: Well can I give you one more before we leave. Jeremy Reeves: Yeah, yeah. I was actually just going to ask you, you know, if there is one more thing you know, one more piece of advice, what would it be. Bill Caskey: I think the -- the one more is that we talked here a lot about mentality and mental state and inner game and all that shifting that has to happen, but I think the essence of all this is that, you are responsible for your thinking. Your boss is not, your spouse is not, you are responsible for it. So what you put into it is going to determine what you get out of it. So if you are struggling with detachment or you are struggling with you know, maybe your ego is out of control and you go into sales calls and you cannot stop talking, you have got to figure out how do I get my mind right and maybe it’s a morning exercises, maybe it’s meditation, maybe it’s additional reading, maybe it’s coaching, but you are responsible for your mental state and professionals in any business realized that your mentality is 90% of it. So, and yet, we do not work on our mentality very much. We work on our tactics and our physicality not our mentality and that is so important. So my last piece of advice would be to recognize that it is up to you. Nobody else can feed you stuff. You have got to figure out, okay, I have got an attachment problem, what am I going to do about it. It is your responsibility. Jeremy Reeves: Yeah, yeah, I love that. It is a good way to bring it home. Alright, so before we hop off, why don’t you tell everybody where they can find out more about you, where they can follow you, where they can get in touch to work with you and you know, whatever you want to tell them. Bill Caskey: I appreciate it Jeremy. Yeah, the best way to get a hold on me is go to BillCaskey.com it is my blog, there is a lot of free resources there. If you want to pick up a copy of this 2x principles were I go into a lot more detail about this 10 ideas, you can go to BillCaskey.com/2x and pop in your email address and you will get a PDF that has about 4 or 5 pages that kind of goes through these things and give you some ideas on how to implement them to. Jeremy Reeves: I love that, yeah, sounds good. As always, those links will be in the show notes. Bill Caskey: I appreciate it. Jeremy Reeves: Yeah, sure, so thanks for coming in today. I really appreciate it, I know I personally got a lot out of it and I know our audience does well. So I appreciate it you coming on and we will talk to you soon. Bill Caskey: Okay, keep up the good work buddy. Jeremy Reeves: Alright, thanks.

Butch Bellah is the author or "Sales Management for Dummies" and "The 10 Essential Habits of Sales Superstars", and in this episode he shares his journey from a 21 year old commissioned sales person to owner of the company. Today Butch is an author, speaker and sales consultant. Butch and Thom discuss the importance of sales in the success of any entrepreneur. If you think a great product or service is enough to grow your company, you will fall short of reaching your goals. Selling is the oldest profession, and getting right with the idea of being a sales person is key to the success of anyone in business.www.butchbellah.com

Today's interview is with Butch Bellah - Let's talk sales, franchising, sales skills for franchisees and much more. Download a copy of Butches book www.mybizcoach.biz/smartfranchisemarketingButch is the author of Sales Management for Dummies!, he's a comedian and owner of B2 Training & Development where he is a Speaker, Sales Trainer and Author.I wanted to get him on the podcast because He spent almost 16 years with a large regional wholesale distributor which he helped grow from $35 million in annual sales to more than $250 million before buying the company.Today he works with organizations and salespeople to help them get more appointments, land more business and retain more customers. Resources:FlipboardEvernotePipedriveSlackContact Butch on:butch@mybizcoach.bizTwitter: @mybizcoachbutch

Sales pro Butch Bellah walks us through the 10 Essential Habits of Sales Superstars, and gives Ziglar listeners a free download of his book that gives even more. Zig famously said, “Everyone is in sales”, because sales is influence. We all want to influence others, and we try to daily. We all need to become more effective, for our sake and those we care about! Learn more about your ad choices. Visit megaphone.fm/adchoices

Butch Bellah is the owner of B2 (B Two) Training & Development, where he works with salespeople and organizations to gain more appointments, win more business and retain more customers.  He has also written two books:  “The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten” and “Sales Management For Dummies”.

The sales department is responsible for generating revenue for a business organization.  As the head of this department, a sales manager must be able to devise strategies to meet sales targets, oversee inventories and finances, motivate sales team members, design promotions, seek sales leads, and maintain customer satisfaction.   In this week’s edition of the Top 100 Career Podcast, we’re graced …

Butch Bellah is a Speaker, Sales Trainer, Author and Coach and truly love helping others reach new heights, develop new skills or overcome obstacles and hurdles. He formed B2 Training & Development to specialize in sales training and coaching for … Continue reading → The post 147: Selling -Butch Bellah appeared first on ACT LOCAL.

Show notes for this episode: http://brightideas.co/182 Butch and I talked about some of the challenges he experienced after selling his company. Much to his surprise, it wasn’t all “beaches and margaritas” as many expect. Listen to this episode to discover how Butch has reinvented himself as a digi-preneur. Have a question about this episode? Record it at: http://brightideas.co/asktrent

Whether you like it or not, we’re always selling. We sold our parents on getting us our first car, we sold our spouses on marriage, and throughout our career to get jobs and promotions. Butch Bellah spent almost 16 years with a large regional wholesale food distributor and helped grow it from $35 million to $250 million before acquiring the company as a minority shareholder with a business partner. As former stand-up comedian with more than 25 years of hands on business experience in the trenches, Butch has a knack for helping others improve their salesmanship skills. He’s the author of The Ten Essentials of Sales Superstars: Plugging Into The Power of 10 and more recently, Sales Management for Dummies. Listen and learn why sales training and management are the key to every business. And how why the best salespeople aren’t always the best managers. Visit http://www.IanGarlic.com for more info.  See acast.com/privacy for privacy and opt-out information.

The RunRunLive 4.0 Podcast Episode 4-325 – Butch – Quadruple Bypass and Sales! (Audio: link) [audio:http://www.RunRunLive.com/PodcastEpisodes/epi4325.mp3] Link MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks - Hello my friends and welcome to episode 4-325 of the RunRunLive Podcast where we do talk about the transformative power of endurance sport.  How are you doing?  Getting your training in?  Did you have a good week?  It seems like everyone is in their full on fall racing season.  I've seen lots of reports and pictures coming in from Marine Corp and New York and all the other great fall races.  My training is going well.  It's had a couple bumps this past week but I'm on schedule for the most part.  I'm just finishing up weeks 5 and 6 of my 14 week plan.  I'm pretty strong.  I've been getting 5 runs in a week with 3 hard workouts, speed on Tuesday, Tempo on Thursday and long on Sunday with recovery runs on Wednesday and Friday.  I've been doing an easy 45 minute spin on Mondays as an active recovery from the long run and taking Saturday as a rest day.  I banged out a nice hilly 17 miler on Sunday with my running buddies.  My speedwork was going great until I had to travel this week and had a bit of a fail on Tuesday morning.  In the running section today we'll talk about how and why and what to do when you have to walk away from a hard workout.  I forgot to tell you something interesting that happened to Buddy and me when we were out running in the woods.  One of our routes is a rough single path trail that cuts behind an apple orchard.  It was a gloomy, rainy afternoon and as I was running down the trail there was a flash.  I figured it might be lightning but it didn't seem to be a lightning storm and there wasn't any thunder.  When we returned back through the same spot I paid more attention and sure enough it was a camera trap.  Maybe you've seen these in wildlife photos where they catch the elusive pink-spotted-highland-hyena or some such thing in a photo by rigging a camera along a jungle trail with a motion sensitive trigger.  Someone caught Buddy and me “In the wild”.  Might make the news as a Sasquatch siting. Maybe they were just trying to stop me from stealing apples.  It was a good year for apples in New England.  I even got some apples off my own trees in my garden.  The secret is that you have to prune them in the spring.  My wife said “You don't know how to prune an apple tree!” I said “Sure I do, I watched a YouTube video, I'm an expert.” In today's interview we talk with Butch Bellah who is a successful guy who came back from a quadruple bypass to become a runner.  We talk about lots of things including sales as a profession.  I've done a number of things in my career and one of the most rewarding has been running sales organizations.  I hope you enjoy it.  To balance all that selling frothiness and enthusiasm I'm going to include a piece on my experiences with meditation in section two. … I was down in Atlanta this week and Tuesday morning I had that speed work fail.  I rolled out and hit the hotel treadmill at 4:30 AM and from the start I was struggling.  I really had nothing.  I had to be at work for 7:30 so I was crunched for time as well.  I did a couple 800's and decided it wasn't my day.  It was still only 5:45 at this point and breakfast didn't open until 6:00.  When I walked by the breakfast area they had coffee out and there was a lady setting up breakfast.  I tapped a cup of coffee from the coffee dispenser. Now, here's something personal about me.  I like a dash of skim milk in my coffee. That's my first choice. That actually is the only milk or cream I ever drink is that dash in my coffee in the morning.  I'm not going to debate nutrition with you.  You can do what you want.  I don't drink milk, except that dash in my coffee. If I can't get that dash of milk I'll have my coffee black.  What I won't do, under any circumstances it use those little tubs of artificial creamer.  Again, you're welcome to your opinions but I that stuff is some sort of alien processed chemical concoction and I'm not going to drink it willingly.  I knew they had cartons of milk in the breakfast spread so I approached the breakfast lady and asked if I might not have some skim milk?  Her body language and countenance said something along the lines of “I hate my job, I hate you and breakfast doesn't open for 15 minutes.” But her words said “Give me a minute.”  I think you probably have had similar interactions. I gave her a minute and regaled her with my theories of alien creamers.  She eventually produced the milk carton.  I made a point to make a good connection and thank her for going out of her way when she didn't have to.  An hour later when I came back for breakfast cleaned up in my suit and tie she was still there running things. I made sue to thank her again and try to be human in my interactions.  Her body language and demeanor were still a bit surly and she wasn't effusive. The next morning when I came in from my run and wandered into the breakfast area for my carton she was there.  She said she missed me in the morning and how was my work out?  We had a nice conversation about how I ran outside and the weather.  What's my point?  My point is that if I was to rely on my body language sensors I never would have engaged.  I could make it through my stay and my day without engaging.  How many people like me come through there and treat the people like they are invisible? By making an effort to engage maybe you make someone's day better?  Maybe their job doesn't suck as bad that day?  It doesn't cost you anything.  As a matter of fact you profit from it.  I felt better about my day now that I managed to have a positive interaction with someone.  How many times have you gone through your day and have been so caught up inside your own head that you treated people like they were invisible?  What could happen if you made an effort to connect? On with the show! Section one - Running Tips When to walk away - Voices of reason – the conversation Butch Bellah - Running away from a quadruple bypass Butch Bellah B 2 SPEAKER-SALES Trainer-AUTHOR What makes great salespeople Superstars? Aren't certain people born salesman? How did being a professional stand-up comedian make you a better salesperson? Why are written goals so important to success? How did you turn unexpected open-heart surgery into a sales lesson? About butch... Butch Bellah is the owner of Dallas-based B2 (B Two) Training & Development where he works with salespeople and organizations to gain more appointments, win more business and retain more customers. From his first corporate job at 21, it took Butch only 4 years to be promoted to Division Sales Manager, then another short 5 years to Vice President of Sales. At 35, he and a business partner acquired controlling interest in the company he'd helped build from a $35 million local business to one of the largest wholesale food distributors in the nation with annual sales almost a quarter-billion dollars. During his rapid ascent to sales and financial success, Butch also spent 10-years as a professional stand-up comedian—honing not only his public speaking skills but enjoying what he calls “the best sales training I ever received.” In May 2009, Butch underwent triple-bypass heart surgery at 43-years old, completed cardiac rehab and ran his first 5K 190 days after surgery. He's since completed dozens of 5ks, 2-10k's and two half marathons. He has written two books, The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten and Sales Management For Dummies (John Wiley & Sons) due this fall. Butch is a guest who will entertain, educate and inspire your listeners. Connect: B2 Training & Development 3948 Legacy Drive, Ste 106 #339 Plano, TX 75023 Click  to schedule a FREE 50 Minute Sales Breakthrough Consultation Author of: The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten (2014) Sales Management For Dummies (October, 2015) The G.A.M.E. of Sales (Video/DVD)   Section two – Quiet Time - Outro - Closing comments MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks - Ok my friends this is when we choose to walk away from episode 4-325 of the RunRunLive Podcast. For our next show we're going to do something fun, or strange or maybe just ego pandering.  I'm going to have our friend Ann interview me.  So, if you have any burning questions you've always wondered about shoot them off to me and I'll hand them to Ann.  If you have any burning sensations that's another problem entirely and you should see a doctor. Here's my public service announcements.  When you search on RunRunLive in the Apple iTunes Store you will see that there are two feeds for the RunRunLive podcast. At the end of the year one of those is going to get turned off by the IT department at RunRunLive headquarters.  If you stop getting a new show every two weeks on Friday's it probably isn't because I was eaten by a Kraken it's because you subscribe to the wrong feed.  If you need further explanations shoot me a note or search my site for a post on feeds. I am going to race a 5K on Thanksgiving morning.  I'm going to treat it as a tempo workout as part of my training plan. I'm interested to see how I do after a couple months of speedwork.  After that I am going to run the JG 13.1 in Atlanta on the 13th of December.  I'm going to use it as a marathon pace training run and see how that feels.  Then December 27th I'm going to participate in the Groton Marathon as a long run.  Anyone who is around Groton Mass during the holidays can swing by and run all or part of that with us.  It's a good time.  I haven't pulled the trigger on a target race yet but I'm thinking about the Mississippi Blues Marathon in January with the Rock & Roll New Orleans as a backup in February.  I'm just now getting into the dark part of my training campaign and want to make sure I don't break before committing resources.   … The New York City Marathon just happened.  You may remember I ran it last year as a sponsored blogger for ASICS and had an epic time.  Of the many fine articles of running gear that ASICS showered on me were a pile of tech socks.  I love these tech socks.  They are awesome for running.  When I come back from running the trails with Buddy I'll kick my shoes off and walk around the house in these tech socks.  I've noticed that they have another interesting characteristic other than being awesome tech socks.  They pick up hair and lint like crazy.  They are the Swiffer sweeper of socks.  They must have little Velcro hooks at the microscopic level.  I'm not sure if this is a good or bad attribute but I do know there is someone else in my house that throws around hair like a professional.  When I take these socks off they are completely ensconced in dog hair.  And it's hard to get off.  Those socks really like the hair.  They don't want to give up the hair.  When they come out of the dryer the hair is still there but it is clumped together into little hair-balls which makes it easier to get off.  So, here's a billion dollar brand idea. Someone get P&G and ASICS on the phone and propose the Swiffer Sweeper Socks – combine it with a Fitbit tracker and an app and you've got a winner. And while you're prancing around your house in hairy socks I'll see you out there. MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks -

The RunRunLive 4.0 Podcast Episode 4-325 – Butch – Quadruple Bypass and Sales! (Audio: link) [audio:http://www.RunRunLive.com/PodcastEpisodes/epi4325.mp3] Link MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks - Hello my friends and welcome to episode 4-325 of the RunRunLive Podcast where we do talk about the transformative power of endurance sport.  How are you doing?  Getting your training in?  Did you have a good week?  It seems like everyone is in their full on fall racing season.  I’ve seen lots of reports and pictures coming in from Marine Corp and New York and all the other great fall races.  My training is going well.  It’s had a couple bumps this past week but I’m on schedule for the most part.  I’m just finishing up weeks 5 and 6 of my 14 week plan.  I’m pretty strong.  I’ve been getting 5 runs in a week with 3 hard workouts, speed on Tuesday, Tempo on Thursday and long on Sunday with recovery runs on Wednesday and Friday.  I’ve been doing an easy 45 minute spin on Mondays as an active recovery from the long run and taking Saturday as a rest day.  I banged out a nice hilly 17 miler on Sunday with my running buddies.  My speedwork was going great until I had to travel this week and had a bit of a fail on Tuesday morning.  In the running section today we’ll talk about how and why and what to do when you have to walk away from a hard workout.  I forgot to tell you something interesting that happened to Buddy and me when we were out running in the woods.  One of our routes is a rough single path trail that cuts behind an apple orchard.  It was a gloomy, rainy afternoon and as I was running down the trail there was a flash.  I figured it might be lightning but it didn’t seem to be a lightning storm and there wasn’t any thunder.  When we returned back through the same spot I paid more attention and sure enough it was a camera trap.  Maybe you’ve seen these in wildlife photos where they catch the elusive pink-spotted-highland-hyena or some such thing in a photo by rigging a camera along a jungle trail with a motion sensitive trigger.  Someone caught Buddy and me “In the wild”.  Might make the news as a Sasquatch siting. Maybe they were just trying to stop me from stealing apples.  It was a good year for apples in New England.  I even got some apples off my own trees in my garden.  The secret is that you have to prune them in the spring.  My wife said “You don’t know how to prune an apple tree!” I said “Sure I do, I watched a YouTube video, I’m an expert.” In today’s interview we talk with Butch Bellah who is a successful guy who came back from a quadruple bypass to become a runner.  We talk about lots of things including sales as a profession.  I’ve done a number of things in my career and one of the most rewarding has been running sales organizations.  I hope you enjoy it.  To balance all that selling frothiness and enthusiasm I’m going to include a piece on my experiences with meditation in section two. … I was down in Atlanta this week and Tuesday morning I had that speed work fail.  I rolled out and hit the hotel treadmill at 4:30 AM and from the start I was struggling.  I really had nothing.  I had to be at work for 7:30 so I was crunched for time as well.  I did a couple 800’s and decided it wasn’t my day.  It was still only 5:45 at this point and breakfast didn’t open until 6:00.  When I walked by the breakfast area they had coffee out and there was a lady setting up breakfast.  I tapped a cup of coffee from the coffee dispenser. Now, here’s something personal about me.  I like a dash of skim milk in my coffee. That’s my first choice. That actually is the only milk or cream I ever drink is that dash in my coffee in the morning.  I’m not going to debate nutrition with you.  You can do what you want.  I don’t drink milk, except that dash in my coffee. If I can’t get that dash of milk I’ll have my coffee black.  What I won’t do, under any circumstances it use those little tubs of artificial creamer.  Again, you’re welcome to your opinions but I that stuff is some sort of alien processed chemical concoction and I’m not going to drink it willingly.  I knew they had cartons of milk in the breakfast spread so I approached the breakfast lady and asked if I might not have some skim milk?  Her body language and countenance said something along the lines of “I hate my job, I hate you and breakfast doesn’t open for 15 minutes.” But her words said “Give me a minute.”  I think you probably have had similar interactions. I gave her a minute and regaled her with my theories of alien creamers.  She eventually produced the milk carton.  I made a point to make a good connection and thank her for going out of her way when she didn’t have to.  An hour later when I came back for breakfast cleaned up in my suit and tie she was still there running things. I made sue to thank her again and try to be human in my interactions.  Her body language and demeanor were still a bit surly and she wasn’t effusive. The next morning when I came in from my run and wandered into the breakfast area for my carton she was there.  She said she missed me in the morning and how was my work out?  We had a nice conversation about how I ran outside and the weather.  What’s my point?  My point is that if I was to rely on my body language sensors I never would have engaged.  I could make it through my stay and my day without engaging.  How many people like me come through there and treat the people like they are invisible? By making an effort to engage maybe you make someone’s day better?  Maybe their job doesn’t suck as bad that day?  It doesn’t cost you anything.  As a matter of fact you profit from it.  I felt better about my day now that I managed to have a positive interaction with someone.  How many times have you gone through your day and have been so caught up inside your own head that you treated people like they were invisible?  What could happen if you made an effort to connect? On with the show! Section one - Running Tips When to walk away - Voices of reason – the conversation Butch Bellah - Running away from a quadruple bypass Butch Bellah B 2 SPEAKER-SALES Trainer-AUTHOR What makes great salespeople Superstars? Aren’t certain people born salesman? How did being a professional stand-up comedian make you a better salesperson? Why are written goals so important to success? How did you turn unexpected open-heart surgery into a sales lesson? About butch... Butch Bellah is the owner of Dallas-based B2 (B Two) Training & Development where he works with salespeople and organizations to gain more appointments, win more business and retain more customers. From his first corporate job at 21, it took Butch only 4 years to be promoted to Division Sales Manager, then another short 5 years to Vice President of Sales. At 35, he and a business partner acquired controlling interest in the company he’d helped build from a $35 million local business to one of the largest wholesale food distributors in the nation with annual sales almost a quarter-billion dollars. During his rapid ascent to sales and financial success, Butch also spent 10-years as a professional stand-up comedian—honing not only his public speaking skills but enjoying what he calls “the best sales training I ever received.” In May 2009, Butch underwent triple-bypass heart surgery at 43-years old, completed cardiac rehab and ran his first 5K 190 days after surgery. He’s since completed dozens of 5ks, 2-10k’s and two half marathons. He has written two books, The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten and Sales Management For Dummies (John Wiley & Sons) due this fall. Butch is a guest who will entertain, educate and inspire your listeners. Connect: B2 Training & Development 3948 Legacy Drive, Ste 106 #339 Plano, TX 75023 Click  to schedule a FREE 50 Minute Sales Breakthrough Consultation Author of: The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten (2014) Sales Management For Dummies (October, 2015) The G.A.M.E. of Sales (Video/DVD)   Section two – Quiet Time - Outro - Closing comments MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks - Ok my friends this is when we choose to walk away from episode 4-325 of the RunRunLive Podcast. For our next show we’re going to do something fun, or strange or maybe just ego pandering.  I’m going to have our friend Ann interview me.  So, if you have any burning questions you’ve always wondered about shoot them off to me and I’ll hand them to Ann.  If you have any burning sensations that’s another problem entirely and you should see a doctor. Here’s my public service announcements.  When you search on RunRunLive in the Apple iTunes Store you will see that there are two feeds for the RunRunLive podcast. At the end of the year one of those is going to get turned off by the IT department at RunRunLive headquarters.  If you stop getting a new show every two weeks on Friday’s it probably isn’t because I was eaten by a Kraken it’s because you subscribe to the wrong feed.  If you need further explanations shoot me a note or search my site for a post on feeds. I am going to race a 5K on Thanksgiving morning.  I’m going to treat it as a tempo workout as part of my training plan. I’m interested to see how I do after a couple months of speedwork.  After that I am going to run the JG 13.1 in Atlanta on the 13th of December.  I’m going to use it as a marathon pace training run and see how that feels.  Then December 27th I’m going to participate in the Groton Marathon as a long run.  Anyone who is around Groton Mass during the holidays can swing by and run all or part of that with us.  It’s a good time.  I haven’t pulled the trigger on a target race yet but I’m thinking about the Mississippi Blues Marathon in January with the Rock & Roll New Orleans as a backup in February.  I’m just now getting into the dark part of my training campaign and want to make sure I don’t break before committing resources.   … The New York City Marathon just happened.  You may remember I ran it last year as a sponsored blogger for ASICS and had an epic time.  Of the many fine articles of running gear that ASICS showered on me were a pile of tech socks.  I love these tech socks.  They are awesome for running.  When I come back from running the trails with Buddy I’ll kick my shoes off and walk around the house in these tech socks.  I’ve noticed that they have another interesting characteristic other than being awesome tech socks.  They pick up hair and lint like crazy.  They are the Swiffer sweeper of socks.  They must have little Velcro hooks at the microscopic level.  I’m not sure if this is a good or bad attribute but I do know there is someone else in my house that throws around hair like a professional.  When I take these socks off they are completely ensconced in dog hair.  And it’s hard to get off.  Those socks really like the hair.  They don’t want to give up the hair.  When they come out of the dryer the hair is still there but it is clumped together into little hair-balls which makes it easier to get off.  So, here’s a billion dollar brand idea. Someone get P&G and ASICS on the phone and propose the Swiffer Sweeper Socks – combine it with a Fitbit tracker and an app and you’ve got a winner. And while you’re prancing around your house in hairy socks I’ll see you out there. MarathonBQ – How to Qualify for the Boston Marathon in 14 Weeks -

Episode 35 - Butch Bellah discusses Sales Management for Dummies and essential habits of sales superstars. Making the transition from sales to management can be difficult, and Butch outlines steps to take to drive your sales success and the success of your team. Stay tuned after the interview for five action items that you can do to take advantage of the ideas and advice in this interview, and hear bonus comments from Butch. Host, Kevin Craine   @Everyday_MBA

How can you become a superstar salesperson? Butch Bellah can help you be a winner!

What makes a salesperson a superstar?  Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.   They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process?  Butch says most salespeople are missing the opportunity in doing so.   Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers.   Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/ --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Anybody, selling anything, should be studying the craft of selling because if you don't understand how to sell in person, you'll never be able to sell online! That's why I brought Butch Bellah on the podcast to show us his secrets for selling. I even put him on the spot and force him to sell me something during the podcast itself! Regardless of what type of business you run, you need to understand the fundamentals of selling. Butch nails it, so listen in and leave a review! Check it out, share it, leave us a review and let me know what you think! Resources Mentioned http://www.ButchBellah.com - Butch's main website http://www.ButchBellah.com/salesfunnelmastery/ - 10 Essential Habits Of Sales SuperStars (free download) Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys this is Jeremy Reeves here back with another episode of the sales funnel mastery podcast and today, I have a pretty special guest on the line today. His name is Butch Bellah and Butch you are going to have to tell me if I got that right. Butch Bellah: No, you got it exactly right, that’s excellent. Yeah. Jeremy Reeves: Perfect. So, this is Butch Bellah and he is a speaker, he is a sales trainer, he is an author of couple of different books. In fact, he actually just launched one last week that I’m sure he will tell you about which is actually going to be going on my reading list and he is on a lot of different things that he will talk about, pretty impressive resume he has got actually. He has been featured in the Entrepreneur magazine, The Boston Globe, Fox News, NBC, and a whole bunch of CBS, and a whole bunch of other ones. He is, like I said, he is an author of two different books. He actually, at the age of 35, he acquired a controlling interest in his first company which he helps take from, what was it, $35 million to, what was the, I think it was around $250? Butch Bellah: Almost a quarter of a billion in sales when we ended up buying it. Jeremy Reeves: Yeah. So that’s pretty impressive. So instead of me talking about you, you know, tell our audience a little bit about yourself and some of the cool things you have been doing. Butch Bellah: Well, as you said, I’m a speaker, sales trainer, and an author. I have spent my entire life in sales. I will be 50 actually next week and my first sales job was, I was 10 years old selling grit newspapers. Jeremy Reeves: That’s nice. Butch Bellah: That was all I ever known. I was blessed to find my 152 at a very young age. I was always wanting to get out and, I mean, I was the kid that when he get a comic book, you know, a lot of kids, you know look back there for the decoder ring. I always looked back there for the things you could sell and it would just, it blew my mind that I could buy grit newspaper for 50 cents a copy and sell it for a dollar and I got to keep the other 50 cents. That was my introduction into the world of sales and was blessed to get hired by a gentleman who is still my mentor to this day at 21 years old into the wholesale distribution business, and as you said, just had a rocket ship right up the career path from, literally I had to get promoted twice before I could see the bottom rung of the ladder, and then I was division sales manager and then vice president of sales and then acquired the company with the business partner. Jeremy Reeves: Cool. Butch Bellah: I spent 10 years doing standup comedy professionally across the nation which was great public speaking training but it was the best sales training that I had ever had and I did not know it at the time. Jeremy was one of those things that as the years past, I went back and that’s all men this was, you know, what great sales training this was and from scripting to voice inflection to you know just ways to set up and deliver a punch line and it was so much like asking for a sale, so it was a lot of fun. So it has been a great ride and as you said, I just published my second book, Sales Management For Dummies, came out last week, you can get it at my website and so forth, that is really, really exciting, it was very flattering to be asked by Wiley & Sons to be on the for dummies lan and Zig Ziglar wrote Success for Dummies, Tom Hopkins wrote Selling for Dummies, and Butch Bellah wrote Sales Management for Dummies and I tell everybody it’s kind of like the old Sesame Street song, “One of these things belong here.” You know.. Jeremy Reeves: That’s funny. Yeah, it’s kind of interesting. You know, as you were talking about how you were a stand-up comedian and the kind of looking back, you know I have noticed that a lot of the biggest lessons that I have ever learned in life or be on a business, you know personally or on a business, kind of come in retrospect, you know, you don’t really notice them at the time but then you looked back and it’s like, “Oh yeah, that’s what happened, so it’s interesting you said that. You know, one of my audience basically, you know the average person listening to this has, you know, they have a business, they have either offline or online, a lot of times they are doing both things. It is primarily online business owners that I have write either from business. Butch Bellah: Sure. Jeremy Reeves: So, and one of the things that I like to talk about that a lot of people miss you know when they’re building sales funnels and you know building all these marketing campaigns is, you know when it comes down to it, what you’re doing is selling. You know, a lot of people tried to get off fancy and you know kind of only think of all they need a landing page and they need an autoresponder sequence and all that kind of stuff, but what you are really doing is just a selling process. But instead of doing it in person where you have a half hour or 45 minutes or whatever it is to sell the person on whatever you’re selling them, you do it overtime through emails and through a sales page and that kind of thing. So let’s talk about some of the -- I guess you know, do you have like a specific kind of formula you used or you know, if you were put in front of somebody and they say, “Butch, you know sell me on whatever, sell me this car or sell me this house, whatever it is. Do you have kind of like, either written down or just kind of internal formula that you used to take them from the point where you are starting to talk about it to the point that you are closing them? Butch Bellah: Sure, and it is all what we have learned our whole life but we get away from and that is asking questions and, I don’t know why this was reminded of the story I have not heard or told this story in probably 30 years, but I heard Zig Ziglar speak one time and he said, he checked into a hotel and his name was on the marquee and this was back when Zig was in his hay day probably the mid 80s and he checked into a hotel late and the front desk clerk says, “You’re the great Zig Ziglar, the greatest salesman that ever lived” and Zig said, “Well, you know, who am I to argue with everybody else” and the guy said, “Sell me something Zig.” Zig said, “Now, you look, I just want to go to my room” you know I just checked in. This is back in the days where you smoke everywhere and there was an ashtray on the check-in counter at the hotel. The guy said, “Sell me that ashtray” and Zig said, “Look, I just want to get” the guy said, “Oh, come on, I want to tell everybody I got sold something by the greatest seller around the world” and Zig said, “Well, why would you want that ashtray ?” and the guy said, “Well, because I smoke and it’s a nice ashtray” and Zig said, “Where would you put it?” and he said, “Well, it would look good in my den, I could put it right on my living room table” and Zig said, “Well, you know, what would you give for something like that?” and the guy said, “$10” and Zig said, “Sold.” Jeremy Reeves: (Laughing). Butch Bellah: So that illustrates Jeremy what we all have to do. Jeremy Reeves: Yeah. Butch Bellah: Is we have to ask questions and here is the thing that I tell everybody. We get so hung up with doing needs analysis. We forget that people don’t buy what they need. They buy what they want. Jeremy Reeves: Yep. Butch Bellah: So are you taking that need and converting it to get a want. In May 2009, I had triple bypass heart surgery at 43 years old. Now, I got lucky, I caught it before it caught me. So, I didn’t have a heart attack. If you would have asked me on May 18, 2009, “Butch, how would you like triple bypass open heart surgery, we have got it on sale.” I said, “Yeah, but I want it, I don’t need it and I cannot afford it.” That is the stuff we hear every day, but on May 19th, when they showed me I had a 70-80 and a 90% blockage, I changed my tone, I’m all in. Now, I want it. I don’t care what it costs and I want an expert doing it. Now, here is my question to you and your listeners. What changed? My heart didn’t change. I need it if we want to focus on needs. I needed that heart surgery probably 6 months or year before that. My heart didn’t get worse, my findings just didn’t get better. The only thing that changed was the information available to me, and they converted a need to a want by showing me the blockage and that’s what people on land, off land, up land, down land, wherever your business is, you’ve got to find the blockage for your customers. You have customers out there or perspective customers. I don’t care what you sell. Their business isn’t as bad as shaped as my heart was, they just don’t know it. So, in asking these questions and then these funnels you developed, you’ve got to take that need to a want and show them the blockage and once they find that you are the expert, they will gladly pay whatever it takes to solve their problem. Jeremy Reeves: Yeah, that is really a good point and one of the best things I have ever kind of figured out in my own business and selling either B to B or B to C, more B to B specifically for this one, but it is really not about all you can increase 30% or whatever it is. If you can show people what they are losing right now, that is usually you know, if they are already making, let’s just say, it’s a million dollars and you say, my projection is we can increase 25% this year. They just think of kind of 25% not the fact that they are losing $250,000 or $20,000 a month right now which means that after every week that they make a decision they just lost an extra $5,000 and then another $5,000 and another $5,000. That is kind of one lesson that I completely agree on that. Butch Bellah: Yeah, and it was proven a long ago. People are more motivated by the fear of loss and the desire of gain for some reason, most people are. You know, good sales people always want that desire of gain but if you really want to find what motivates somebody or what their internal motivation is, see if it is a fear of loss or a desire to gain. And for most people, it is a fear of loss. The health scare, you know, for me that was a fear of loss of life. That kicked me into gear. So, you are exactly right, most people will take more action on what they are losing than what they potentially could gain. Jeremy Reeves: Absolutely. So, with that and I think how you brought up the fact that it is just about questions and actually one of my neighbors here where I lived we were talking about that and he said the exact same thing. He sells and just to show everybody that this -- it doesn’t matter what you’re selling, it’s still the exact same thing. He sells multi-million dollar deals for like a health, for hospitals and stuff like that. They come in and they you know they have vendors that help the hospital save money, and he is one of their main salesman and he helps sell like multi-million dollar deals and he said it just comes down asking questions, finding their pain points and then showing them that you’re the best solution for the big thing that’s really hurting them and getting them to that one kind of place, you know in their mind. Butch Bellah: People want an expert Jeremy. They want an expert to help them figure out and find out how to get to where they want to get to. We all know that people, you know, when we do the “needs analysis” we are finding that gap of where they are and where they want to go. Well, guess what, you can point that out a million times but until they find out that you’re the person that can take them by the hand and lead them across that 1224 they are not going to take action. Jeremy Reeves: Yeah, exactly. So with that, you know one of the things that I have heard and I have my own opinions, I would like to hear yours on it and I have a feeling what is going to be but you know, I have always heard you know all people are you know “I’m just not a good salesman, I wasn’t born that way and that that kind of thing.” Yeah, so what are your thoughts. Do you think people are, do you think it’s like, is there a salesman gene or is it a learned skill? Butch Bellah: Every bit of it is a learned skill, but the problem is, is that we are not teaching it to people, and I have published a post on LinkedIn recently that you know the problem with the sales profession today is that people think, “Well I can’t get any other job. I guess I will just go be salesman.” Really?. You know, I cannot just go put on white coat and start pulling teeth , I go to jail. In most States, you have to be licensed to cut hair, yet you can just grab a box of business card and say, “Padda, I’m a salesman.” But you may not be a professional salesman and everything that we do is a learned skill. The problem is most people are not trained and they don’t take the time to learn it. The great thing about sales is that whether it is the initial process, the asking for the sale or whatever, at any given time you can get better at all of it and even the greatest sales people continue to learn, they continue to grow but to answer to your question, again, parking back to Zig Zigler, he was just an extremely influential person in my life and he said that you know, he would never opened up the newspaper and saw where Mr. and Mrs. Smith gave birth to a 8-pound, 9-ounce salesman. Everything we do is a learned skill but are you going to take time to learn it, that is the question. Jeremy Reeves: Yeah, okay, definitely and I 100% agree with that too. It is definitely something I know I definitely did not know how to sell in my early years and it is a very much a learned skill. Hey, actually, while you are talking, I actually got an idea, would you be up for kind of doing, I think it would be a really cool experience for everybody listening. Would you be up for doing a little bit of selling right now, we will just kind of pick something at random and then you can sell me on it? Butch Bellah: Sure. Jeremy Reeves: Alright, nice. Do you want to pick it? I have nothing in mind right now. Butch Bellah: You tell me. You pick. Jeremy Reeves: Okay. Just for all the listeners, this is not scripted, whatsoever. I just thought it right? Butch Bellah: Yeah. I just broke out a cold sweat. (Laughing). Jeremy Reeves: Let us say, having a new computer? Butch Bellah: Okay. So let me ask you Jeremy, how do you use your computer today? Jeremy Reeves: I actually have two computers, I have a desktop computer that I am on right now and I use it for my business. I write most of the day and do planning strategy, planning that kind of stuff for my clients and then I also have a standing desk and I use that for part of the day and typically my desktop computer is used for writing and then my stand up desk is used for more of the planning kind of stuff. Butch Bellah: Now, the computer you are looking at here today would it replace one of these or would it be an addition to what you have already got? Jeremy Reeves: I would say it would definitely replace one of them. Butch Bellah: Now which one? Jeremy Reeves: My standing desk probably because it is starting to get a little bit slow and I am kind of in that stage where I -- it has been getting slow and I know I have kind of needed a new one for a while and it is just laziness basically for you know, I have not gotten to look for another one. Butch Bellah: So tell me what you are going to use it for, because it sounds like it is a very important integral of your business What are you expecting this computer to do? What do you need it for? Jeremy Reeves: Yeah, for me, you know, because I could just use the one computer but it is more for just kind of, you know health, making sure I stand up and I am not just sitting for 10 hours a day and that kind of stuff, you know, kind of going up and down moving, because even when I stand a lot of times, I sit there and I will do squats or you know like kind of just move my feet around and get some blood flowing. Butch Bellah: So now I know that you write and you do podcast would you be doing that sort of production on this computer? Do you need it to perform in that manner? Jeremy Reeves: Yeah, yeah, so I kind of split up my tasks so that the one that I sit on is typically mostly for writing and then the standing desk I use that is for more of the things, I just get in the zone when I write so I like to have I have listened to like a certain music thing, kind of like classical music and that kind of thing and the standing one is more for after lunch, I kind of split up my day, the first half is more really, really intense writing and then the second half you know, either way before or after lunch then I kind of switch into more of like the planning mode that kind of thing, you know delegation to employees that kind of stuff where it is not -- I do not need quite as much you know brain power. Butch Bellah: Now, you said that your current one is getting slow, can you elaborate on that, tell me what is that -- does that slow you down in your business? Does it cause problems in your broadcast of your podcast? Tell me how is that affecting your business. Jeremy Reeves: Yeah. So it is more of -- since it started to get slow, and a lot of times like you know I turned it on and it is not coming on and there is errors, because it is like 4 years old, which for me is really long because I use the use the computer so heavy. I have noticed that I stopped using it as much because it is hurting my productivity because I will stand there for 20 minutes trying to get it to work. Butch Bellah: I hate to butt in, but when you say you stopped using it, does that mean you go back to the sit-down desk that you just said you did not need to be at? Jeremy Reeves: Yeah. Butch Bellah: Oh, wow. Okay, alright. So go ahead. Jeremy Reeves: The kind of the big thing is it is making me sit way more and it is when I do try to stand up I am losing productivity because I am spending 15, 20, 25 minutes just trying to like get to work right and not freezing, you know that kind of thing. It is a lot slower than my desktop computer because it is a little bit older one. So it’s kind of hurt my productivity there. Butch Bellah: Sure. Let me ask you a question because I know you do a podcast that a lot of people listen to. Who is again, because I love podcast, I have got tons of them on my phone. Who is the biggest name you have had or ever interviewed? The interview you are most proud of? Jeremy Reeves: Definitely has to be Butch Bellah. Butch Bellah: Oh, wow! Yeah, and who would not be proud of that. But now let me, and I just want to ask you this, I am not trying to scare you, because obviously the computer you have got is sounds like your getting by, you want to get better, but let me just ask you this question. Let us say you are in the middle of that interview and this computer crashes. What happens? Jeremy Reeves: That would be bad. It would be bad in several cases because even if it is not an interview with somebody else, I have actually had it happened to me where I actually was writing on that computer which I do not do all the time but it was at this time and it froze and I lost probably even an hour of work but you know, more typical things you know if I was doing a podcast or something like that. In fact, actually, I usually used to do podcast and I actually just realized now that I switched to the sitting one because I was afraid of that happening because it actually did happen probably about 6 months ago. I was on an interview, I think I was making my own and I got in about half hour and then it just froze and you know, so I lost that half hour and to be even worse if someone else is on the line because that not only do I lose the half hour then we have to redo it plus it makes me look like a moron. Butch Bellah: Say, you sound like me, I am a lot of times more concerned about putting the other person out than me and it sounds like if you have a guest on the line with a podcast interview you crushed your time and theirs too. Is that safe to say? Jeremy Reeves: Yeah, definitely. Butch Bellah: Well, now let me show you what I have got because based on what you have told me, we have got this model right here it is 47 gigabytes of memory. It has got all the built in features that you need for your podcasting and so forth, in fact, it is one that a lot of podcasters use. Now, it is normally $1,400, it is on for $999 right now, but here is the great part about it, it comes with a 12-month warranty. Watch this, turn this thing on, that bad boy fires right up. Now how much faster is that than the one you have got? Jeremy Reeves: Yeah, mine would still be loading and not even close to being done. Butch Bellah: Now, and here is the thing, you figure a few minutes here, a few minutes there. Here is the great thing about time, time is -- there is a paradox for time. We have got more than we think and less than we believe. We waste a lot of time and you going to wonder how much time are you wasting waiting on this piece of equipment that you want to use it. So if you look at this model, $999 you can take this thing home today. The great part about it is it some out of the box model, meaning that you take it out plug it in, it’s going to work for you. I can box this thing up for you and you can actually take it with you today. Jeremy Reeves: Yeah, 2201 basically be sold there. In fact, I’m actually -- you actually kind of did sell me because, that was all true too. Butch Bellah: But here is the thing that we did and one thing I want to point out for the listeners because we really, we honestly did not plan that, but I let you talk and you found your own pain point, because you talked about how slow it was, you talked about your need to stand up and here is the thing, I am not selling a computer. I am selling a solution. My computer just allowed you to save time and to stand up, it’s better for your health. It has absolutely nothing to do with that piece of hardware that is in that box and we get so many times I could have bored you with all the gory details about, you know, this gig, that gig, this monitor, this plugs, you didn’t care about that. Does it turn on fast and cannot stand up. Focus on what is important to the customer and again this is the all features versus benefits. You know, people buy it for what it does for them. You bought that computer because it solved a problem you had and all I wanted to do was I wanted to let you tell me in as much gory detail as possible how bad that problem was and the more you talked, the worse that problem got. Jeremy Reeves: Yeah, the more I put myself down in the rabbit hole. Butch Bellah: And here is the thing about it, that’s not unlike what happens every day. You go to any of the big box retailers that sell computer s and all they want to do is tell you about the latest greatest model and what all it will do, yet they have not asked what do you want it to do for you. Jeremy Reeves: Yeah, you know, and we could have even got into soft like, you know, asking like what I charge per hour, and you know, it’s like if you charge $300 an hour just how many hours do you think your losing a week. I do not know, maybe you know, an hour a week. Butch Bellah: But here is the other thing to point out is when I asked you what would happen if that crashed during an interview, now I knew what would happen but it’s much more powerful for you to say “Oh, it would be horrible” than for me to say, “Boy, it sure would be bad if it crashed during an interview, wouldn’t it? That has one meaning yet when it comes out of your mouth, it has a total other meaning and I trained B to B sales people all the time and here is the great thing about this and now you are going to get me to get off on a tangent a little bit. If you know something about a competitor, if you know of a weakness they have and we’ll just say that they have -- let’s say that they have, you know, trouble meeting delivery dates as far as production or something like that. If you know that about ABC Company and you are calling on somebody that is doing business with ABC Company, do not walk in and say, “I bet you are having trouble with delivery dates” because the first thing they are going to do is they are going to say, “No we are fine” because they do not want to look like an idiot because they are doing businesses with the ABC Company and you know they are having problems. The way to handle that is to say, “So, you are doing business with ABC Company, they are a very reputable company, tell me how is your delivery process, how is that working for you?” Because then they are going to say, “Oh, I am glad you brought that up, because let me tell know what they did last week.” Now, it is so much more powerful when they hear it from themselves yet you just as you said led them down that rabbit hole with the right question. Jeremy Reeves: Absolutely and like you said, in most cases you really don’t have to go into the details all that much you know it’s kind of just you let them get them to the place where they know they are going to buy and then, for example, I have a friend who, he is just like an electronic geek, so he would be the one that says, how many rams, and how of this, and how many that, but then you just kind of go in like question and answer mode but they have already sold themselves on getting it, it’s just picking up the specific one. Butch Bellah: And here is the other thing too is I knew when to hush, I knew when you were sold we didn’t take that conversation any further. Once you get them sold, don’t talk yourself out of the sale. Jeremy Reeves: Yeah, exactly. Butch Bellah: You know, we talked about doing a stand-up comedy and what I learned from it, I heard Jerry Seinfeld say one time that even for him and I think he is the one of the greatest that there is or ever was. He said at 45 minutes I think you are the funniest thing that I have ever heard. At an hour they are thinking is this guy ever going to shut up. So there is our fine line between getting them to that point and taking them too far. So once you get them to that point, go ahead and ask for the sale let us wrap this thing up and let you take it home today. Jeremy Reeves: Yeah, and I have done that in the past, you know, I have been in the situation where I over sold like kept asking questions or kept talking when I should not then and I realized that after -- it’s a terrible feeling when you know that you had it and then you basically lost it. Butch Bellah: And you kicked yourself. Alright, I’m glad that you brought that up 2723 to get off on another tangent. Anytime you lose a sale, it’s your fault. Do not get in the habit of blaming the customers or the prospects because here is what I will tell you in 30 plus, 40 years of experience, if they will listen and they give you their attention and they don’t buy, it’s your fault. Now, you can say well they could not afford it well let me go back and point out to you that you should have qualified them in the beginning and found that if they can afford it you are not even going to take them through the process. Let’s shake hands and part friends. But if you get all the way through to asking for the sale, if you have done your job correctly, you should close everybody and here is the thing about it is nobody is going to close everybody that is why I said earlier that even the greatest are always practicing in getting better, so where did you missed it at and you just talked about you knew when you done it, alright. The great part about that is a professional sales person will go look themselves in the mirror and go, “Oh, I blew that one, okay here is what I should have done, here is where I messed it up at,” and you will learn from that and there is nothing wrong with that, that’s how we get better. We are lucky. We don’t have to go through what our heart surgeon, they don’t get to practice, you know, I don’t ever want people practicing on prospects but if you missed a sale, go back and analyze your own performance and say, “Where could I have done better.” Don’t get into the habit of it’s the government, it’s the economy, it’s my company’s advertising, it’s this, there are too many people in this space online, it’s this problem, it’s that, no guess what? It’s you and I hate to be that blunt, but it just means you need to analyze where you need to get better. Jeremy Reeves: Absolutely, 100% agree. So one question it kind of just came up was you know, thinking in terms of taking everything we have been talking about over the last half hour or so, and putting it into a kind of like a systematic process for you know, for doing it online, you know, is there -- and you can actually relate to this with speaking you know, if your end goal is selling you know, whatever it is, consulting package or product or whatever it is your selling at the end, is there kind of like, like a formula or kind of a path that you take to get people from the start, the speaking engagement to the end where you are selling them because in that case, basically, in any case where you cannot -- where it is not one to one selling, it could be a webinar or it can be whatever that is where you can ask the questions. How do you kind of take those selling skills that we have been talking about and kind of transfer that. Butch Bellah: The great Stephen Covey always said, “begin with the end in mind” and here is the thing that I see too many people is they begin with the beginning in mind and then they get to the end and they think they will figure it out when they get there. No, start where you want to end up and then backed your way up from there. So understand what result do you want to come from this webinar, the sales funnel, the speaking engagement or whatever. Now, I have a speaking engagement today, my goal at the end of it is going to be, to hopefully sell some books in the back of the room and so what I will do is in that speech, I will sprinkle in some things about the book and get peoples appetite whetted so that when I ask at the end, “hey guess what, the books are $26.99 you can get them today for $25 unless you want two then they are $50, you know I always start a joke in there or something like that. I always tell, “hey I have got very limited supply but if I ran out, I got another limited supply out the truck or something like that. Begin with the end in mind, where do you want to take them and then the thing is, is to take steps backward and make sure that you are leaving a trail for them to follow that you are dropping little nuggets along the way that as they take each one of them from the beginning of that funnel that there is a reason that you are -- every step should have a reason. There should be no wasted process. There should be no wasted steps in the sale and whether it is from the initial prospecting to qualifying or whatever, the whole thing starts at the other end and that is why they are asking for the sale obviously getting a yes. But I tell you this, the greatest thing a prospect or customer or potential customer can say is yes. The second best thing they can say is no, because now you have got something to work with. You don’t have this, let me think about it, all this cost just tell me no, because guess what, I can work with that, because when somebody tells you no, here is the greatest, if you don’t hear anything else I say here is the greatest no close in the world. So Jeremy why do you say that? And then 3225 list all one of those why did you say no because number one, I’m going to learn something about you but guess what, I’m going to learn something about me. I may learn exactly where in that process I screwed this deal up. Jeremy Reeves: Yeah, as a quick aside, just to show everybody that that’s very, very true. I actually just did that this week actually. I had somebody and I send the proposal for one of my sales letter or sales funnel, they came back and said no, and I said, what is the reason, I’m just curious, and they told me and so I was then able to take that and overcome that objection and number one, I’m actually getting not that same project but a different project and then there is a $15,000 project so it was a good chunk of project and then the second part is I learned what was off in my sequence that I have for when I send proposals, and I noticed a couple of weak points in there so I can then go back and actually one of the things on my list this week is fixing that little weak point in there. So it’s definitely about kind of taking that and getting the feedback and making changes, even going back, if you are selling anything on the phone or even taking this online you can do surveys, you ask your audience why they didn’t buy, they have been on your list for 60 days or something. So hey, I’m just curious, why haven’t you purchased yet and obviously, you put a better language in that, I think it’s spot on. Butch Bellah: Here is the thing is that, let us just and we will take this a step further. Let us just ask Jeremy, why do you say that, and you say well, it’s just not the right time for me right now. Really, tell me more? I love that just really tell me more. There is nothing wrong with that. Now, because here is the thing, everybody says well I don’t want to make him mad, you don’t have a sale at that point, they have told you no. Don’t be afraid of that. So when you say, really why do you say that, well it’s you know, there is that at the other end and if it’s another spoke strain, really? Tell me more. Ask. We get to where we accept mediocrity. We accept something less than success too many times in this world and if you want something bad enough, find out what you did to find out how you could do it better and if they say “well, you know, what do you mean tell me more?” “Well, I always wanted to get better in what I do, and I really felt like this made a lot of sense for you to take ownership or it made a lot of sense for you to join this program or be in this master matter whatever the case may be and so I’m curious as to what part didn’t work for you. Jeremy Reeves: Yeah, that’s brilliant. It’s something a lot of people just don’t do the leg work. Butch Bellah: I use an inbound software I know a lot of people are using Infusionsoft or anything, I use Act-On and I love it because I get lead scores for people at my website and actually if they ever signed up for anything, I can track them through my website and everything and there is a task where I will send an email to people, say “Hey, I noticed you have been at the website lately and you were reading a couple of articles on this, I want to send you my top 5 blog posts on referrals or whatever and if you like to have a 30-minute phone call and say if there is something I can help you with, here is a link to my calendar. You would be surprised I mean people could “is this automated?” “No, this is really me.” I picked out a few people every week and I go through it, I just wanted to stay in touch with people that are at my website because if they are taking their time to come to your place of business or they are taking their clam to come to your website or whatever the case may be. It’s worth it for you to take the time to spend with them and I’m going to give you little tip and while I’m thinking about it because, Jeremy, I will forget, my first book is called, The 10 Essential Habits of Sales Superstars, and if your listeners will go to butchbellah.com, you can get a free copy, you can download a free PDF copy, go to butchbellah.com/salesfunnelmastery and there is a special page there sales funnel mastery, yes you are going to put in your email address as you may all know but you get a free copy of that book but there is one thing that I tell everybody in there and it’s called the top 10 list and David Letterman made millions of dollars for the top 10 list and I always ask people when I’m training them or coaching them, who are your top 10 prospects, you should know that, because guess what, everyday of the week you should get up and go how do I move these relationships forward. If they are a top 10 prospect if they are truly a top 10 -- and I’m not talking about a wish list or some 3733 would like to hit that deal or I hope you talk to them. Now these are people you have established some sort of relationship with. If they are truly a top 10 prospect, they deserve your attention in how to move the relationship forward, a phone call, a personalized email, maybe a Google hangout chat, maybe a Skype call, however you can touch that person. If they are truly a top 10 prospect that’s for tomorrow’s paycheck is coming from, but here is the great part about it what you will find is when you start focusing on how do I move the relationship with number 5 forward, you are going to start pushing on number 4 and then 4 starts pushing on 3 and number one becomes a customer, it’s the old ferris wheel example, but in the book there is a link there and the thing that you can download it at my site of top 10 list, it’s a PDF and you can use your own or build your own whatever, yeah if you go to butchbellah.com/salesfunnelmastery they can get a copy of my first book. Jeremy Reeves: Sounds good and I will put that in the show notes for everybody who wants to read. I know you have to run off and you are actually going to your speaking engagement, so let’s not 3843 fantastic episode and for anybody, if you are doing your own sales funnels or even if you are selling I mean anything at any manner whatsoever, I definitely recommend both of Butch’s books, go to that URL and then also pick up his new book. So Butch, we are kind of just talking about that but as kind of a final reminder, tell everybody where to go to find out more about you and that kind of thing. Butch Bellah: Sure, you can go to butchbellah.com over 400 blog posts there available free, video blogs, you can sign up for my weekly E-zine newsletter, you can order my Sales Management for Dummies which is the new book, you can order it direct from the website there, I would be happy to sign it for you, just click on store. I have also got a new DVD out called the Game of Sales and that is one that I’m really, really proud of and it’s about a 40-minute DVD and it goes through what I called game, goals, attitude, motivation, and education and that is the cornerstone on which every successful salesperson is built and when I always hear “she has got game or he has owned his game” and I found that that is what it stands for its goals, attitude, motivation and education, you could pick that up there. I would love to hear from you, you can drop me an email at butchbellah.com I’m on a link down you can find me on tweeter at salespowertips. Heck, I’m on even on Instagram at imbutchbellah and it’s because Butchbellah was already taken which is crazy because, but it was taken by me and I forgot the password. True story too man, so I had to come up with “imbutchbellah” so if you own Instagram and you want some daily motivational quote and stuff like that, you can follow me there. But Jeremy it has been absolute blast man, thanks so much for having me on and I love sales funnels, I love the thought process that goes into it because I love the psychology of selling and as I said earlier, if you would begin with the end in mind and think what I want that customer to do and then back up every step from there then you can create a much more productive funnel. Jeremy Reeves: Yeah, absolutely and before we sign off, I also want to agree very, very highly with that point, when I write sales letters I always start by writing out the offer first and then going backwards and coming that down to the offer and even when I’m building sales funnels like putting the structures together, I always think of, okay what is the end goal, and when clients come on, it’s different sometimes it’s just revenue, sometimes it’s revenue but they only want to work 8 hours a day, whatever it is and the sales funnel is going to be different based on that goal. So you have to know that first to then bring it from the beginning to the end, so I 100% agree. So with that said, thanks again for coming on, I loved putting you on the spot, that was really fun. Butch Bellah: Hey, that was fun, keeps me on my toes. Jeremy Reeves: I hope the listeners enjoyed that one, thanks again for coming on. Everybody, go to butchbellah.com and I will put all the links in the show notes for you and make sure because when you are building out sales funnels I mean if you want more sales, you have to become a better salesman it is just period end of story. There is no other -- there is nothing else to even say about it, you just have to do it. Butch is one of the best trainers in the world on it so I highly recommend that you head over to his site, get his books, go into his blog, go on various social media channels which, by the way, are on the -- they kind of pop up when you come in to the website I’m on there now. So, yeah, so that’s it. So I hope everybody enjoyed that and I will talk to you soon. Butch Bellah: Thanks Jeremy. Jeremy Reeves: Thanks again Butch. Butch Bellah: Alright.

Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It's a book he's written called Sales Management for Dummies. Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain […] The post TSE 203: Sales Management for Dummies with Butch Bellah appeared first on The Sales Evangelist.

Butch Bellah is the owner of Dallas-based B2 (B Two) Training & Development where he works with salespeople and organizations to gain more appointments, win more business and retain more customers. From his first corporate job at 21, it took Butch only 4 years to be promoted to Division Sales Manager, then another short 5 years to Vice President of Sales. At 35, he and a business partner acquired controlling interest in the company he’d helped build from a $35 million local business to one of the largest wholesale food distributors in the nation with annual sales almost a quarter-billion dollars.During his rapid ascent to sales and financial success, Butch also spent 10-years as a professional stand-up comedian—honing not only his public speaking skills but enjoying what he calls “the best sales training I ever received.”In May 2009, Butch underwent triple-bypass heart surgery at 43-years old, completed cardiac rehab and ran his first 5K 190 days after surgery. He’s since completed dozens of 5ks, 2-10k’s and two half marathons.He has written two books, The 10 Essential Habits of Sales Superstars: Plugging Into The Power of Ten and SalesManagement For Dummies (John Wiley & Sons) due this fall.

Radio show host, Gary Calligas will have Butch Bellah, national motivational speaker on his Saturday, September 19th The Best of Times Radio Hour at 9:05 AM on News Radio 710 KEEL to discuss how one can find ways to do things in their own community to help their neighbors and others. You can also listen to this radio talk show streaming LIVE on the internet atwww.710KEEL.com. For more information, please visit these websites atwww.thebestoftimesnews.com andwww.hebertstandc.com. This radio show is proudly presented by Heberts Town and Country of Shreveport featuring Dodge, Chrysler, Ram, and Jeep vehicles and service.

The 318 Now Podcast has reached the Silver Edition! Episode 25 welcomes Butch Bellah, Sales Expert, Speaker, Trainer and Author to the podcast. Butch discusses his extensive Sales career, which includes time spent in the 318 area! In addition, Butch details his special offer that's exclusive to the 318 Now Podcast listening audience! Don't miss out of this great offer that will provide valuable knowledge for your career! Thanks for downloading Episode 25 and your continued support of the 318 Now Podcast!

Butch Bellah  Click Below to Listen To Today's Show     Use Your GPS - Goal Positioning System Write Goals Down - use affirmative case: "I will", "I am" Read Goals Every Day - 10 Times / Day Read Every Day - Feed your mind something positive Visualization - Put yourself mentally where you want to be and how you will feel   Quote That Hangs On Your Wall I alone cannot change the world, but I can cast a stone across the water to create many ripples.  -- Mother Theresa   [bctt tweet="I alone cannot change the world, but I can cast a stone across the water to create many ripples. -- Mother Theresa"]   Butch's Recommended Book(s) See You At The Top by Zig Ziglar [amazon template=image&chan=goalgettingpodcast&asin=1565547063] How I Raised Myself From Failure to Success in Selling - Frank Bettger [amazon template=image&chan=goalgettingpodcast&asin=067179437X] Essentialism - Greg McKeown [amazon template=image&chan=goalgettingpodcast&asin=0753555166]   Butch's Books You Should Read Sales Management for Dummies [amazon template=image&chan=goalgettingpodcast&asin=1119094224] Butch's Gift to You 10 Essential Habits of Sales Superstars: Plugging into The Power of 10 - Digital Download   Butch's Website Butch on Twitter       Go out and Make Today A Great Day  Thanks for listening to Goal Getting Podcast. If you like this episode or any of the shows, please leave a comment below. I would love to hear your thoughts. Tell your friends they should come and listen. Please follow us below on your favorite social media channel.  We would love to hear from you there, too. Send us a Tweet, or Instagram Like. You can find the links on this page. Butch and I get a lot of great information from reading books. And if you like to listen to books on Audio like I do, I put together a deal with Audible to give Goal Getting Podcast listeners a FREE Audiobook of your choice AND a 30 Day Trial of Audible's service to try them out. Just click the link in the Blue Box to get to the Audible sign up! Get Your Free Audiobook Here     Subscribe to us on iTunes Like our Facebook page http://www.facebook.com/GoalGettingPodcast Follow us on Twitter: Podcast at @GoalsPodcast Tony Woodall, Your Host at @TonyWCMB Follow us on Instagram at @GoalGettingPodcast

  A former Arena League2 General Manager, Butch Bellah now spends his days developing and training sports sales staffs across the country. Bellah talks in terms of the sports sales person being a craftsman, ensuring that each understands that they should take pride in what they do. Bellah shares his philosophy on starting the work week off right while the competition is struggling, especially on Monday mornings and Friday afternoons, and how make sure that each sales call ends with progress toward a sale, not toward a no. Twitter: @SalesPowerTips

http://MakeEverySale.com What you'll learn in this episode... * How to hire great sales people * How to manage great sales people * How to lead great sales people * How to fire your lousy sales people * The importance of scripting, voice inflection, and humor * If it's possible to "professionalize the profession of selling" * The difference between inspecting and expecting * How you, as a sales manager, should handle blame and credit * The role of social media in building your brand * The importance of goals [Tweet "Hire hard, manage easy " says @SalesPowerTips w/@saleswhisperer"] Links Mentioned * Follow Butch Bellah on Twitter ( https://twitter.com/salespowertips ) * Get Butch's first book, "The 10 Essential Habits of Sales Superstars" for free ( http://butchbellah.com/saleswhisperer ) * Get Butch's newest book, Sales Management For Dummies (For Dummies (Business & Personal Finance)) ( http://amzn.to/1Q21PoF ) Tools To Thrive * *Automate Your Sales ( https://crm.isrefer.com/go/viewdemoicc/wschaeffer/ )* : Put your sales and marketing on autopilot like I have since 2008. Watch this ( https://crm.isrefer.com/go/viewdemoicc/wschaeffer/ ) to see how you can, too. * *Sell More In 30 Days* ( http://30daysalesgrowth.com ) : Use promo code "podcast" to get 30% off ( http://30daysalesgrowth.com ). * *Make Your Marketing Magnetic ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ )* : This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ ). Grow your sales with this book ( http://thesaleswhisperer.com/79-stories/ ). If you liked this episode, please let me ( https://twitter.com/saleswhisperer ) know on Twitter . Thank you for checking out this session of The Sales Whisperer® podcast. If you haven't done so already, I would love if you left a quick rating and review of the podcast on iTunes ( https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2 ) by clicking on the link below! It would be extremely helpful for the show! If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as: * Apply *Magnetic Marketing* ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ ) to your business and watch your business grow * Learn to put *Personality In Copy* ( https://gkic.isrefer.com/go/Personality/wschaeffer/ ) and watch your influence grow * Go where the money is: *Marketing To The Affluent* ( https://gkic.isrefer.com/go/MTA/wschaeffer/ ) * Hire The Best Keynote Speaker ( https://www.thesaleswhisperer.com/keynote-speaker/ ) * Ontraport Demo ( http://officeautopilot.com?ref=477363 ) Good Selling, Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy