Podcast appearances and mentions of david sandler

The Superhuman Project - Insider Tips for Exploring Multiple Disciplines, Breaking-Into New Industries, and Living Your Full

Play Episode Listen Later Aug 26, 2021 17:21

If you walk into a bank, you do things the way that you are told, because those are the rules. What if you started running your business with the attitude of a bank manager? When every company begins, it's a necessity for the founder to be perpetually making exceptions. Flexibility and negotiation are imperative in order to sign up new customers and generate revenue; bend all the rules to get clients on board. But there comes a time when it's beneficial to be unbending, and say ‘no' to exceptions such as different payment terms, discounts and freebies. Today, I discuss why it's important have the confidence to say no to exceptions. Why making accommodations becomes a distraction from you fulfilling your core business' mission. I share insights and techniques from the book that every coach should read, and I debate why businesses have a tendency to negotiate. “Now is the time that you start to act like the bank manager and say, ‘that's not how we do things around here.'” - Matthew Kimberley This week on Book Yourself Solid® Marketing For Coaches Podcast: Why ‘acting like the bank manager' is essential for fulfilling your core business' mission Insights from David Sandler's ‘You Can't Teach a Kid to Ride a Bike at a Seminar' The benefits and disadvantages of making exceptions My thoughts on being stricter and harsher in the qualification and control of the sales process Wisdom from the Silicon Valley world Rules, rules, and more rules The importance of saying ‘no' People who have influenced me and what I have learned from them Details of my accountability program for grown-ups who run businesses Resources Mentioned: You Can't Teach A Kid To Read A Bike at a Seminar by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client enquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you're ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week's episode of Book Yourself Solid's Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

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Season 1 - Episode 10 – Active Listening. How to nail Job Interviews? Mike Myers

Play Episode Listen Later Jun 9, 2021 44:31

The goal of the Superhuman Project is to help professionals learn best practices on Self-Mastery & Self Development from Industry experts and become the best version of themselves. Season 1 of the podcast series focuses on Career Transition techniques. In Episode 10, Mike Myers, Managing Director at Sandler Systems Inc. shares insights on how Sandler sales methodology that has been guiding enterprise sales folks for decades can be used in our personal & professional relationships. Mike Myers has trained thousands of technology sales professionals across the world. The Sandler Selling System was developed in 1967 by David Sandler. It focuses on having sales reps act as a consultant rather than a pushy salesperson. Essentially, the Sandler approach to sales is unique because it prioritizes building mutual trust between salespeople and prospects. The concepts in Sandler teach scientific ways to build relationships. Majority of the Technology Software-as-a-Service SAAS companies use Sandler Sales Methodology as the foundation training for Inside Sales, Field Sales, Account Management, Customer Success, Pre-Sales and Sales Management.65% of all SAAS companies earn their majority business from existing clients. Maintaining existing customers is key. There is no differentiation following the script that everyone uses. Be comfortable being uncomfortable is the skills you want to learn using Sandler methodology. Mike Myers talk about the way we sell, transactional analysis, Sandler sales, Success triangle – attitude, behavior & techniques, belief system, mindset, virtual selling, interview preparation, how to nail a job interview, increase your probability of success in a job interview, put yourself in the best light, virtual interview preparation, networking for job search, relationship building, understanding the buying process, three levels of bonding with people – make them comfortable, build a relationship and earn trust, trends in direct sales, future of work, future workplace, active listening, how to differentiate yourself at work, handling unspoken objections.Reading list – You can't teach a kid to ride a bike at a seminar (David H. Sandler). Mindset (Carol Dweck) on growth mindset, Never split the difference (Chris Voss) on Negotiation, Switch (Chip Heath) on change and elements of change. Mike Myers can be reached on LinkedIn at https://www.linkedin.com/in/mikemyers3/, Email - mmyers@sandler.com #Networking #WorkFromHome #Employment #Transferableskills #jobsearch2021 #relationshipmanagement #Successtriangle #Growthmindset #Interviewpreparation #JobSearch #networking #relationshipbuilding #activelistening #diffrentiateyourself Apple iTunes - https://tinyurl.com/shponitunes Spotify link - https://tinyurl.com/tshponspotify ============================================================================= You can read about Amul Mago at www.amulmago.com or https://www.linkedin.com/in/amulmago/. You can reach Amul@amulmago.com. You can read more about The Superhuman project here - https://www.linkedin.com/company/superhumanproject ==============================================================================

David J Sandercott | Meditating his way into Modeling

Spiritual Dope

Play Episode Listen Later Jun 6, 2021 29:13

So much fun during this one, be sure to connect with David over at https://www.davidsandercott.com/ Insta: david_sandercott Brandon Handley 0:00 4321 Hey there spiritual dope I'm on today with David Sandercott a big thanks goes out they were just talking he, he and I were on together probably was about a month ago David and something in the ether chewed up. It's like, you know my dog ate my homework type of thing happened. And so Dave is back here again for a second round. I really appreciate coming back. So Dave is the author of 21 day meditation journey connect with spirit every day in a new way, a life and business coach and speaker, David is also excited to announce it he is now working with small businesses and large corporations. In 1998, David decided to be the shortest high fashion model ever. He also decided that he was going to meditate himself there. In 2001. David was the shortest male model ever to appear in Vogue magazine and the six page spread shot by Helmut Newton alongside supermodel Kate Dillon. Ever since David has been inspired to help others to achieve their dreams, David, thanks for being on today. How are you? Hey, thanks. David Sandercott 1:04 Happy to be your brand. You got the longer older bio there from the website? Is that right? Yeah, Brandon Handley 1:11 I did. I mean, I thought that was actually pretty short one I was I was happy. I was like, wow, you know, you don't have your whole life story there. Thank you. David Sandercott 1:17 Hey, good. I like I like short BIOS, Brandon Handley 1:20 is a good one. I enjoyed it. I enjoyed it. So well, you know, we start us off with the idea. Let's see if you remember everything that we did last time because it was perfect. The we start us off with the whole idea that source speaks through us for like just kind of this moment and purpose. And right now, you know, sources speaking through you to an audience member, and only the way that it can through you What does that message to that audience member today? David Sandercott 1:50 Wow, that's a great question. Brandon was gonna close my eyes and connect a little bit just to make sure I get it right. You know, I think that message is, you know, above anything is to believe in yourself, to love yourself. And to know that if you have the inspiration in your heart, if you have that reoccurring thought of this thing that you want to do, or that pool to do something, that you have everything you need within you to do that thing. And if you're using the excuse of I don't have the money, I promise you that's not what's stopping you from doing it. You know, you're most people think of capital is money. You know, Facebook, Steve Jobs, apple, they didn't have millions and millions of dollars to start, they started with the capital in their mind, which was an idea. And it's just like, just like them your idea is your true capital. Does that make sense? Does that sound like something they want to hear? I Brandon Handley 2:52 love I love it, man. Absolutely, absolutely. I think I think you know, you're being pulled to do it. And I think that that's something How can somebody recognize that they're being pulled to do it? And it's not just ego telling them that that's the thing? David Sandercott 3:04 Yeah, that's a great question. You know, that's part of the art of life of you know, how to be human is learning how to be a happy human is learning to decipher between that voice that speaks to you that, you know, let's say Bugs Bunny, right, Bugs Bunny used to have the angel pop up and like the devil on one side. And so you have to learn to differentiate between those. And what I can most to tell you is that fear is the is the devil. And, and when it feels good, and your heart opens, you know that that's God, that's the angel. You know, I don't think I can give you some sort of linear way to tell you how to decipher those voices. You have to do it through practice, through learning to love yourself and trust yourself and through meditation and contemplation. But usually it feels good and doesn't involve fear. And then what was the second part of the question? I don't remember I was so that's alright. It was a great question. But how do you decipher? And then the one thing you said that you're being led, you know, how do you know that you're being led? And it's, it's simple. So two things, like one exercise I did is I wrote down 10 goals every day for a year. And it was like, what those what goals of those were left at the end of the year. Those were the ones that were really important. They kept the ones that kept coming up over and over and over again. And again, it's like that in your heart and in your mind, what keeps coming up. What do you keep thinking about wanting to do what inspires you when you think about doing it? And that's, that's the poll that I'm speaking of, and, and to some degree, it's also easy it because it's not that there's not challenges or obstacles, but it's some it's easy, it's easy when it's right. It's easy. Brandon Handley 4:51 So being invoke was right and easy for you. Let's talk about that. David Sandercott 4:57 Yeah, you know, someone interviewed me for that reason. Recently are, you know, we're talking about manifestation, the art of manifestation. She's like, and I bet you that you had some some struggles or some challenges, you know, leading up to getting in vogue. I was like, No, it was so easy and effortless, you know, it was part of it. I think that I was I was so young, that I hadn't had much, you know, adversity in my life maybe. And I just decided to do something. And I decided to meditate. And I decided to visualize, I decided to read affirmations and I decided I was gonna do this thing. And it Honest to God was the most easy and effortless thing I've ever done in my life, I think because it was right, it was divine, it was it was to show me that you really can do anything you put your mind to, if you believe in yourself, and stick with it. Brandon Handley 5:50 You've got a lot of, you know, a lot of good stuff in there, right? I think that everybody feels like it's supposed to be a challenge, right? If it's worth it, it's gonna take work. If it's worth it, you're gonna have to put in the work and it's gonna be hard. And you know, you got to put in, like, you got to grind it out, and this other stuff. But when you do it in that manner, then you know, it's kind of like what you put out, there's what you get back. That's exactly what it's going to take, it's gonna take a grind, and it's gonna be hard and all this other stuff. But it sounds to me like what you did was you said, but here, here's another piece of this, too, that that I think we don't hear a bunch of and like the law of attraction world. If you don't know how to do it, and you just start doing it, then it the patches kind of opens up for you. Is that kind of how it went for you? David Sandercott 6:40 Absolutely. Because that's where I want to say action is the key to success. Now, there's all kinds of action involved, right? There is there absolutely was and yes, that is how it started. All I knew I needed to have pretty pictures of myself. You know, I knew I needed that. So that was that was the first step. I knew I needed to be in great shape. But that's what I loved doing anyway. So there was a lot of work in the gym. But you know what, I? There's nothing I would rather do in my life than that. And then yeah, there was x and you just had to talk to agents. You know, I mentioned I went to New York, and this guy is just Oh, looking. Cute. Haha, you want a bottle? And you that didn't faze me. I was just like, you know, oh, yeah, I'm gonna be a model. Brandon Handley 7:34 So when you're saying that to it when you said action, right, and I forget what I was watching. I was like another, you know, law of attraction, spin off, or the secret spin off for a bunch of people that were in there. And one guy's like, by the way, the word action is at the end of attraction, right? is in attraction. And I thought that that was pretty cool. But what you're also talking about too, and I'm hearing you say is like, you kind of had clarity and purpose and an intention. And you got behind it, you believed in yourself and you just aligned to it. Right? You did. And thank you for the recommendation, right? The dorthea brand, you know, um, you know, acted as if it actually as if it was impossible to fail. David Sandercott 8:21 That's right. That's right. It was it was Yeah, it's such a great book. And so anyways, I mentioned thinking Grow Rich before I read the book thinking grow rich. It told me I could do anything I wanted to do if I believed in myself made a decision to do it and I meditated. So those were the three things I did exactly what you said I made a decision and I think that is where so many people falter that's where so many people that the decision they make is not to make a decision or decision they make is to make an excuse on why they can't make the decision when it was I made a clear cut decision that was gonna be the world's shortest high fashion model. And now I Honest to God could probably get into the Guinness Book of World Records with with everything that I had for doing that you know, that didn't necessarily mean to me though get in the world Guinness Book of World Records You know, that's not it was just get something that only a six foot two you know, Blue Steel type model could do you know, and and that was it that's filled it but I made the decision to do it. So I had to succeed. And then I believed in myself and I followed up with action. So there's the non action action of the daily meditation and the daily visualization was was equally and probably more important than the other daily actions of going to castings meeting people, you know, always be doing something right. And not doing something for the sake of doing something like modeling jobs, photo shoots, you know, etc, etc. Brandon Handley 10:00 Sure, I think there's a lot of sounds to me what you're talking about is there's a lot of people that do these actions from this busy stuff. But there's no there's nothing behind it, right? There's no there's no intent, there's no alignment. There's like, Alright, well, I'm supposed to do these things, this thing, this thing, this thing and this thing. But if it's not aligned to an intention, or purpose or direction, or like this grand vision, I mean, we can call, we call what you had a vision of what you thought was possible for yourself. Right? Like, yeah, I think that I think another thing too, is that people are afraid to have a vision people are afraid to be visionary, because they think it needs to be something greater than it is right? You can, you can have many visions you can write, you can have these visions that these practice visions, we'll call them. Right. But you know, I think what you're talking about, too, is the idea of making a decision. Did you pull that out of thinking grow rich? And sub question, Are you a Bob Proctor fan? David Sandercott 10:59 I did pull it out of thinking Grow Rich, those were the three biggest takeaways make a decision, believe in yourself and meditate that that was the key in all my life that decision making has been key was a huge like Bob. Proctor was really inspiring to me like 15 years ago, I don't really I mean, walked around thinking Grow Rich, and you know, so he, I haven't really been cued into them for a long time. Brandon Handley 11:26 Now, fair enough. And the reason I bring that up, because he brings up the word decision, and the root of the word is like this David Sandercott 11:32 huge array cut off from thinking grow rich. So once I make the decision, there's no other option, you know, you have to pick yourself off from all other options. Brandon Handley 11:46 Well, look, I'm super impressed that you got that out of thinking Grow Rich, like even immediately, because it's a tough read. And if you're trying to read that on your own, without some kind of, I don't know, I want to say guidance, because it's a tough one to read. Like I certainly. And for me, I never I never pulled meditate out of there. Where did you pull that out? I'm like, I'm like, where'd you pull the rabbit out of the hat, bro. David Sandercott 12:08 You know, it's I read it sometimes. And I'm like, and it is in there. And I am convinced that the older of the edition of the book you can get, the better they've taken stuff out over the years. There's this beautiful poem in there. That's not in the original unabridged version anymore. I don't know why. And maybe I'm making it up. But it was just as loud and clear to me in that book was you've got to meditate if you want to be successful. That's just what I saw. And I remember asking Mr. Van Asch, who was sort of like a mentor of mine, and I said, Do you meditate? And he's like, Well, no, but I drive home silently. for like an hour, I do this drive. And that's sort of like my meditate. So he knew what I was talking about, when we're talking about the book, you know? And so I don't know, but I got it out of there. And it is in there. He does say the word meditate, you know, Brandon Handley 13:01 no doubt, I believe you, man, I believe you. 100%. And then you threw out a couple of words earlier there when we're talking about easy and effortless, right? The the idea of more meditation, but you talked about like, you know, kind of divine intervention, right? Like, when do you feel like you really flipped the spirituality switch for yourself? David Sandercott 13:26 Yeah, that's a great question. So I've honestly the effortless way. I said, I'm teaching June 19 is the effortless way. June 19. I'm having a prosper event. But anyways, so again, I the spiritual switch turned on for me. And when I was, Well, honestly, when I was in my teenage, or even preteen years, I remember thinking about wanting to find my higher self like that being my driving force I really wanted, I knew there was something more. And then when I read Think and Grow Rich at that time, that was it, man. I was, I mean, less than a year late after that, I moved to LA. I was meditating an hour a day I was visualizing, but it's, I mean, it was just as soon as I got sober from like, a four year you know, run of being drunk. 22 I just, I was immediately called the Spirit. And that doesn't mean I didn't like break up with it during certain times, or like, neglect it and forget about it. And to some degree, it's if I had a regret that would be there, Brett I had in my life. When my all of my good friends started moving out to LA, I sort of shifted back kind of into the role that I played more with them instead of just sticking to the celibate, spiritual, and just I was a machine I mean, I was I. Yeah, it happened very early on, and then again, in 2011 Brandon Handley 15:00 So I think that I think that it's interesting that you kind of found it you recalled toward such a young agent, I don't I don't think that I think that somewhere around 20 we get called to that, right? It's and it's kind of like, you know, a window of an opportunity, right? And we either heat it then where we don't, right? For those of us that don't, myself included, you kind of go about life in this default mode, right? And you just, you're like, Alright, well, let me go do all these other things everybody else is doing because that's what looks like I should be doing. And then to me again, and just just based off of personal experience, but the other window of opportunity kind of opens up round, you know, when you get close to 40. Right? There's like it still here. Still here, if you want to hang out, bro. Right? Like, I mean, and, and, and spiritualities like that. It's like I listen, I'm hope you had a good time. It's time to get serious again, right? Remember me like? word Have you been man? It's been crazy. So I think it's really cool that you know, you kind of took hold of it. And you talked about the breakups. And the other piece that you're talking about is when your friends show up. It's interesting, right? When you go home, you're like, well, this is who I was when I left. And so people are still expecting me to be that way. And that's probably what it was when your friends come out to visit you like, you're like, Oh, this is the Dave they know. Right. Let me like, let me remind you revert back to something that's acceptable for the people that you know that that kind of what happened? David Sandercott 16:25 Yeah, I just say it was unconscious, you know, to a to a large degree. But looking back now, yeah, I would say what I really want to express is the way not to fall in that trap is to really have a great deal of love and respect for yourself and recognize how what you're doing is working. Now, it was a lot of fun to fall back into that role, because my friends were all kind of like rich or had more money than me and at a beach house and hermoza. And I've seen we had I still I never drink or you know, but I still have a lot of fun with them. But they were all getting master's degrees and establishing careers. And I fell back into the guy who was just along for the ride, you know, not realizing that they're eventually going to get kids and not be able to take care of me get married have kids Unknown Speaker 17:19 out? Yeah, Brandon Handley 17:22 I get it, I get it. But what's interesting, though, too, is that it doesn't sound like you succumb to their way of living though either by feeling like it. Maybe you did. And like David Sandercott 17:35 No, I didn't. I mean, I gave him stuff for Well, a lot of a lot. Not really. But I mean, I'm definitely the guy that people talk to you they don't want to drink so much. Brandon Handley 17:45 I mean, not even just the drinking but like the the you know, the workforce, right, going back into the workforce, getting the education and doing you know, kind of doing that what's the social socially expected norm? Yeah, that's what your friend said, right? They finished school, got degrees, got married, have kids and fell into fell in line. David Sandercott 18:06 They absolutely did it. And it worked for them to the degree they're happy. I'll say this this is coming up for me is like sometimes I give teachers or education a bad rap. But I had a fifth grade teacher named miss a miss Afro carrion, she was, she was great. The rumor was that during lunch, she smelled doobies in her like 1970s docks, and in the in the dots in the corner of the parking lot. But anyways, at the beginning of class, every single day, we recited the road less traveled by Robert Frost. And I have no doubt that that completely impacted me in such a profound way. Because everything I've ever done in my life, was the road less traveled was taken the road less traveled. Brandon Handley 18:49 That's awesome. You know, I'm in agreement with you there, right, like, definitely, probably not as kind as I could be to the education system, but they're certainly the teachers that had a profound impact are the ones that you remember David Sandercott 19:04 that as MIT right, Mr. Ben, he just retired and I made him a video, you know, someone in and I just let him know that you inspired me to start reading angry reading changed my life, you know, I'm not the stuff they gave you in school. Brandon Handley 19:23 What do you what do you think the impact of doing something like that is reaching out to a past teacher? Did he reply to you? What, what are your thoughts there? David Sandercott 19:30 Well, it was sent in like a group thing, like someone put it together. And I don't know, but I know he saw it. And so I had a rubber band ball that was like this big and he took it away from me. And I had went back like five or six years later, and he still had it. And then I asked someone to ask so at his retirement, he still had the rubber band ball that I gave him. So I know he remembered me. And so I'm sure that he was grateful for that message, you know, is great. You know, I was happy to do it because teachers get, you know, they get pooped on a lot to Brandon Handley 20:04 it. And it's the same, um, you know, somewhere, and but, you know, to the idea that some of their for a job and some of their really impact lives and it sounds like you had a few that were there to really impact your life. Yeah, that's right. And, and I think, you know, I'm gonna segue that into kind of what you're doing right? You know, you're you're right now you're teaching some of these practices and principles that you've been able to find success with in your life. One of those is, I think that you initially kind of did a lot of work in the space by helping others to get their first You know, one grand five grand, and now you're working to help them get their first 10 grand, and in their, in their own respective faces. Let's talk a bit about that. What's your, what's your about in that space? David Sandercott 20:49 Yeah. So after I read, Think and Grow Rich for that first time, it was like, I knew that this is what I wanted to do, I didn't know there was a thing called a coach back then, you know, but I knew that that's what I want to do, and mentor people and, and I did it as a wrestling coach. And I had, I had athletes come back to me a decade later, say, you know, that thing that you said, or, or, you know, I read thinking Grow Rich, and it really made a big difference in my life, you know, so I got to start doing it back then. And then I was a fitness trainer, because really, that's something that I was really passionate about sharing. And, and then around mid 2000s 2007 2008, I got into direct sales, which was like building a sales team. And then, you know, network marketing, like you buy something, essentially, and then you teach other people, then you get someone else to buy it and teach them to sell it is essentially how that goes. And that was really where coaching started. And two big things happen there, I helped several people are in their first $1,000 as an entrepreneur, which was extremely rewarding, and maybe even more impactful. It was, I went to New Zealand, essentially, for a long weekend to bungee jump, because it was on my list of things to do, and to see a speaker. And you know, I was gone for five or six days, I came back with $5,000 more in my bank account than when I left, because the sale went through because you know, there was leverage in this business and the system I was in. And so it was like I was on vacation, and I made $5,000. And it was like, That's it, I'm hooked for the rest of my life. No matter what I have to work, it's just something they pay the bills until I figure this all out. You know, I was an entrepreneur for life after that. And so that's where I started. And then again, it took that that business eventually one of the partners joined Scientology, and unfortunately, that whole business went away. And I found myself depressed. I broke my foot in five places I gained 40 pounds. I didn't I didn't have the business identity. I didn't have the bodybuilder identity. I was lost. I literally just wanted to end my life fetal position for weeks. Brandon Handley 22:56 Yeah, let's pause on that for a second. Let's pause on the idea that getting caught up in our identity being what it is that we do. David Sandercott 23:06 Yeah. Well, that's a big mistake. I encourage nobody, I always say at the beginning of my medication classes, you are not your job, you are not your socio economic standings. You are not what you do for a living. Brandon Handley 23:18 So I mean, I guess you're sitting on the couch or in a fetal position, and you've lost your kind of sense of identity is what it sounds like. How did you how did you recover from that? David Sandercott 23:27 Yeah. Well, so I did two things. You know, I got on my knees I surrendered my life to God, I asked for guidance. And I listened and and that was my all means the number one thing and that's that that's what guided me, right. That's what pulled me. The second thing is equal importance that I stopped being a victim, I stopped blaming the outside world, you know, that was part about it is that I had so many opportunities in my life to be in such a better position than I was. And instead of taking responsibility for it, I was blaming it blaming society and blaming other people. I was like, if you notice, one of the biggest trophies in the world right now is who's the biggest victim? I assure you that that is not the game you want to play for happiness and success. You know, it was it was taking responsibility for my all of my, you know, mess ups and life situation current circumstances. Brandon Handley 24:25 Yeah, I mean, that's huge, right? When you can kind of recognize and I'm just kind of taking a leap here. But you can kind of recognize that all of your success or failure is coming from within, and it has nothing to do with what's outside of you. And when you do that, there's so much ownership, right? There's so much empowerment that comes from that because now you can be like, Oh, yeah, that was me. It wasn't me over here too. And, you know, these failures were me. But some of these successes, right? So you know, everything you know, is both both sides of the coin. Um, that's that's fantastic. So You know, we don't have a whole lot of time here, unfortunately but what you know you've got a course coming up right? What is the course called? What are you going to be teaching? What's it called? David Sandercott 25:10 Yet would you 19th is its prosper but prosper prosper virtual event I'll be teaching prosperity consciousness, helping spiritual entrepreneurs, coaches healer to create the mindset, the prosperity consciousness to have their first $10,000 month the first 10k month. Brandon Handley 25:28 Nice. Nice. And we'll share the link to that but the link is what again? David Sandercott 25:38 Ah. I actually bought a URL just for it. But it's like David Sandler comm forward slash brought I Brandon Handley 25:45 think, yeah, well, yeah, David Sandercott 25:47 that's right. You can if you go to david Sandler, God calm That's right. It's right there. Brandon Handley 25:51 Yeah, Paul's Frodo calm? I'll be sure to share that out. Right. And then, you know, this I told you before, this is kinda like a spiritual speed dating court like, right? And and the deal is, is like, there's 30 minutes, right? That's all we've got this, you know, somebody's gonna come on, and they're gonna decide whether or not they spiritual want to date David J. Sandra. So it's not a lot of time. And so one of the questions I'll ask is, is this one of our speed dating questions be? What does? What does it mean to live in the present moment? bachelor number one? Yeah. What David Sandercott 26:24 does it mean to live in the present moment? Well, it means that if you're living in the present moment, you're going to be happy, fulfilled, and at peace, you're going to be okay, with the way everything is, no matter what you're going to be living your life consciously. And that's what we're here to do is to evolve our consciousness and the best way to evolve your consciousness is to be more conscious. And if you're living in the moment, you're being conscious, Brandon Handley 26:53 elaborate on what you mean by conscious. David Sandercott 26:56 Well, being conscious of your consciousness, there's, there's that which can observe yourself think. And there's the brain that can think there's a subject and an object. So keep your attention on that part of yourself that can observe yourself thinking, and really go one step more and observe the observer observing. It's all a play of consciousness, we is all a field of consciousness and and we are that consciousness. So it's, it's coming to know yourself. It's being conscious of the consciousness, and of as yourself as the consciousness. Brandon Handley 27:35 Dave took us on a level guys like this to another level. there's a there's a great feeling when you become the observer to absolutely yeah, David Sandercott 27:45 I always go like this. You say, I want to go like, this is where you want to live life from like three feet three feet back, you know, above yourself. Brandon Handley 27:52 Yeah. Yeah. Well, dude, thank you so much. Again, David, for popping on, always enjoyed the conversation, you both of them. And we'll be sure to share this out. Is there anything that maybe we didn't touch on that you want to share out with the audience today? David Sandercott 28:07 One quick thing, the last question you asked me, I remember the first time we did got me a little bit and it was like, What do you wish for the world? And it was like, you know, Unknown Speaker 28:15 I didn't like my answer. I David Sandercott 28:16 thought about it a little bit and what I would world is the exact same thing that I wished for me, you know, happiness, peace, prosperity and abundance in all areas of your life. Brandon Handley 28:27 Yeah, yeah. No, that's, that's, that's great. That's funny. You remember the question? And I think that this is the part where some people get a little confused in the love thy neighbor as thyself kind of thing. Right? This has gotten me I look at it in the very same way, you know, so what you wish upon your neighbor is really what you're wishing upon yourself. And just in the same token, you just said, hey, what I wish on the world, what I wish upon myself, and when you do that, we look at the universe is kind of this force multiplier. What we put out comes back to us, I mean, right, so yeah, great answer. Thanks. Thanks for thanks for thanks for sharing that. And I definitely appreciate you being on. Yeah, I David Sandercott 29:09 love it. Thanks for having me, Brandon. Transcribed by https://otter.ai

The Essential Guide to Sales for Small Business Leaders

My Quest for the Best with Bill Ringle

Play Episode Listen Later Jun 3, 2021

Key Resources for Sales On My Quest for the Best, I've interviewed hundreds of published authors and business experts. Let me summarize some of the best ideas, strategies, tactics, and tools in the area of sales, specifically for small business leaders. A small business is different from a startup with one or two people and unproven sales. Small businesses at any stage, by metrics in the United States, are those managing a P/L of under $500 MM or including fewer than 500 FTEs. Table of ContentsThe Essential Guide to Sales for Small Business LeadersUse this table of contents to easily find helpful resources. Key Resources for SalesBy starting off defining sales, it is important to make these distinctions:Industry Leaders and Sources for Sales EffectivenessZig Ziglar from Alabama, United States, was an American author, sales expert, and thought leader.Neal Rackman is an Academic and pioneer from the United Kingdom best known for his writings about consultative selling.David Sandler is a leading sales expert, best-selling author, and the founder of the Sandler organization.David Mattson, a top sales expert from Maryland is the CEO of Sandler Training.Sales Resources on My Quest for the BestFeatured Interviews on SalesSales growth secrets revealed with guest expert Alex GoldfaynAdopt a Modern Seller Paradigm to Excel with guest expert Amy FrankoThe Road to Excellence: Featured Interview with guest expert David MattsonThinking Right Side Up – with guest expert David Fields By starting off defining sales, it is important to make these distinctions: Sales work with marketing and are distinct from marketing. Marketing involves identifying leads and prospecting for leads, moving people along the journey from suspect to prospect to lead. Sales pick up when the lead begins to ask questions about his or her specific situation and how the solution would solve a problem that meets a current need.As a business function, sales is responsible for generating top-line revenue from the exchange of funds for products or services.10 metrics that are commonly tracked in sales include: Cost per lead (CPL) - the amount it costs to acquire a prospective customer.Cost per acquisition (CPA) - take the marketing costs and divide them by the number of new customers gained during a month, quarter, or another period.Close-ratio: the percent of offers that are accepted and closed.Average deal size - the average of all sales made during a period of time.Customer Lifetime Value - what a new customer is worth to the company based not just on the first purchase, but on the full range of purchases forecast.Gross revenue - total revenue before expenses are deducted.Net Revenue - the difference between gross revenue and the CPA. Profit - What remains after costs are subtracted from your revenue is your profit. Gross profit is the Gross Revenue minus the Cost of Goods Sold. Another important metric is Net Profit, or the Gross Profit subtracting all interest; income and payroll taxes; and mortgage, utility or rent expenses of the business during the period.EBITA – earnings before interest, taxes, and amortization. Investors also use EBITDA, including the depreciation of assets into this metric.4 Industry Leaders and Sources for Sales Effectiveness Zig Ziglar from Alabama, United States, was an American author, sales expert, and thought leader. One of the best-known sales motivators and authors in the last 50 years, Zig Ziglar's work broke new ground. I met Zig Ziglar at an NSA Conference and in his 80's he was even more dynamic, persuasive, and electric in person than he comes across in his recorded materials. From 1970 to 2010, he traveled over five million miles across the world delivering powerful life improvement messages, and authored more than 30 books. His best-known books include: See You at the Top: 25th Anniversary EditionSelling 101: What Every Successful Sales Professional Needs to KnowSecrets of Closing the Sale ...

Improve Your Sales Performance With This Freehold NJ Business Training Course

UBC News World

Play Episode Listen Later May 18, 2021 2:10

Sandler Training has launched its updated Sales Foundation Training course. The company teaches the sales methodology developed by expert salesman, David Sandler. Go to http://www.maximumperformance.sandler.com (http://www.maximumperformance.sandler.com) to learn more.

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Your New Sales Technique That Will Get You Clients

Your Small Business Podcast

Play Episode Listen Later Apr 29, 2021 16:14

There are so many ways to market. Go to Google and you will find hundreds of thousands of articles about how to sell your product and services. Majority of those articles tell you to sell by telling all the benefits of what of your services and product. This is a good tactic to use. And it does work in most cases. I have discovered another tactic. And it is actually the complete opposite of leading with benefits. I have was doing research one day and stumbled upon The Pain Funnel. This is a systematic series of open ended questions to dig deep, and get the prospect to end up selling themselves the product. This tactic is part of the Sandler Sales System by the late sales guru David Sandler. You are leading with pain. Instead of making your content about benefits. Try a few with identifying the pain. When you get someone to stop the scroll on Instagram because you just came right out and said, “It totally suck you have spend so much money with that business coach and they still haven't helped you build your business.” Or “Is it taking you hours to come up with your posts for you to get no engagements?” Or “You have spent thousands on FB ads and now you can't pay make your car payment?” That is real emotional marketing right there! If you can get people to feel something when they look at your content, most of the job is done. Pain can help a client take action. Check out the podcast to get the ins and outs of The Pain Funnel. How To Get Sold Out On Your Products & Services Without Chasing The Sale course has this exact funnel and two videos in 1 of 13 lessons in this course. This 13 lesson course if full of videos, fillable questions and answers, and downloadable pdf's to get you to sold out! Use code PODCAST to get 80% off.

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How to generate more sales w/ Bob Burg

Successful Life Podcast

Play Episode Listen Later Apr 20, 2021 29:54

Bob Burg; Sales expert, Speaker, and Author. Today’s Episode Summary: On today’s podcast, I have a very special guest, Mr. Bob Burg; a sales expert, speaker, and author of several books on sales, marketing and influence, with total book sales approaching two million copies. Bob started his career 40 years ago with a sales system that changed his destiny in the world of sales forever and now he is helping other people to grow in sales. Bob also has a library and has turned the knowledge and wisdom of other people into his own through its right application. Today Bob is sharing with us his wisdom of 40 years on sales and he is also entertaining questions of our Clubhouse audience. Bob explains that selling a product/service is not just about going out and telling people about it. It’s about having a well-proven system that guarantees to generate more sales. Such type of sales system is usually based on logical and specific set of ‘how to’ principles which can help you to predictably achieve more sales. Secondly, don’t make “money” as your prime reason of sales. Rather focus on providing “value” to your customers because money is just a reward for hitting the target of serving others. If you will approach selling this way, people will willingly exchange their money with the value, they will also be your walking ambassadors, and they will refer you to everybody. As a salesperson, you should focus on the wants and desires of your customer. You should provide them value that THEY think is a value, not what YOU think is a value. If you are a Solopreneur or you are running a small company then you should focus on making enough money so that you could afford to hire people who could take care of your administrative work. And if you will not hire someone at some stage or point, you won't be able to grow sustainably. If you want that your employees, particularly young employees, follow the core values of your company then you should remind them again and again what your core values are and how your business wants them to work. Secondly, your own actions must be aligned with your core values otherwise your employees won’t follow these values either. If you want to increase charges for your service, first make sure you are providing a significant amount of value. Secondly, calculate the number of hours you are giving to a client (whose rates you want to increase); if you are investing X amount of time on a client, that X you can give to 2 clients, you should better increase your rates. These are few sales tips from our honorable guest & sales expert; Mr. Bob Burg. All of these tips have the potential to generate more sales and bring more money into your hands. If you are selling any product/service and your sales are stagnant and you want to grow them then don't miss this episode. You will get a mind-changing sales approach in this podcast and it will help you to generate more sales for your business. To learn more about “How to generate more sales”, take advantage of this podcast and listen to the 40 years of Bob's experience just in 1 hr &13 min. What You Will Learn from this Episode: How Bob discovered a well-proven sales system to boost his sales? Definition of a “sales system” that can give you the desired result? Why do salespeople fail? Relationship of personal development with sales. What is the best way to approach selling? Importance of providing value to the customer. Concept of ‘Price’ vs. ‘Value’. ‘Value’ from customer’s perspective vs. ‘value’ from a salesman’s perspective. Importance of ‘asking questions’ and ‘listening’ in the field of sales. Importance of Sandler’s sales model. Books of Bob and their impact on people’s lives. What you will learn from Q&A session b/w audience & Bob Burg How you can increase sales if you are a solopreneur or running a small company? How you can engage your employees with your company values? Is there any incongruence between “being a Go-Giver” & “having a targeted market”? How to balance “being good to everyone” & being strategically good? How to be authentically curious & genuinely ask questions in any meeting or conversation? When you should increase the rates of your product or service? How to reduce the communication gap with your clients? How to judge if you are providing value to your client are not? The Episode Timeline: [00:00]– Introduction of Bob Burg. [00:58]- How Bob discovered the system to step-up the game of his sales? [04:22]- Definition of a right SYSTEM that gives the desired result in sales. [05:34]- Personal development is part of sales. [06:29]- Books of Bob and their impact on people’s lives. [10:15]- Characters in Bob’s book- ‘Go-Giver’- and their link to Bob’s own sales story. [13:00]- The best way to approach selling: “do not focus on money, focus on providing the value.” [15:46]- People buy for their reasons, not for your reasons. [16:40]- Money is a byproduct of the value you are giving. [20:49]- Why salespeople fail? [21:06]- Concept of ‘Price’ and ‘Value’ explained. [22:08]- “Subjective truths of human beings vs. real truths”; concept explained in the context of sales. [24:24]- Importance of asking questions and listening properly for closing more sales. [26:06]- Last piece of advice from Bob for the listeners. [27:18]- David Sandler’s Sales Model. [28:09]- Contact detail of Bob and his resources. [29:41]– Q & A session with Bob Burg (introduction). [31:16]- Q1: How to increase sales if you are a solopreneur or running a small company? [35:23]- Q2: How to engage employees with company values? [39:14]- Q3: How to balance “being good to everyone” & being strategically good? [43:22]- Q4: How to be authentically curious & genuinely ask questions in any meeting or conversation? [46:25]- Q5: When you should increase charges of your service? [58:01]- Q6: How to reduce the communication gap with your clients? [1:00:40]- Q7: How to quantify if you are providing value to your client are not (particularly in a situation where it’s not quite obvious)? [1:03:31]- Q8: What is the one big thing in Bob’s career? Golden Nuggets from Episode: “If you want to make a lot of money in sales then don’t have ‘making money’ as your target. Your target is serving others. And when you hit this target, you will get a reward and that reward will come in the form of money. Remember that money is simply the reward for hitting the target of serving others.” –Bob Burg “Great salesmanship is never about the salesperson or product or service. Great salesmanship is about the other person. It’s about adding immense value to the lives of those you touch.” –Bob Burg “Money is simply an echo of value.” –Bob Burg “You don’t make money out of a hobby.” –Bob Burg “Money follows the value” –Bob Burg “If you are serving a client, your goal is to get them to the finish line; your goal is to get them the result that you agreed upon. That result doesn’t matter how much money they are paying you.” –Corey Berrier “Will it make money? It isn’t a bad question. It is a great question; it is just a bad first question. The first question should be does it serve? Will it bring immense value to other human beings?” –Bob Burg “Value is always in the eyes of the beholder. It’s not what we think is valuable about this OR what we think they should think is valuable about this. It’s what THEY think is valuable about this.” –Bob Burg “If you want to be curious, MAKE A DECISION TO BE CURIOUS. Because action inspires feeling.” –Bob Burg “Solopreneurs first do everything on their own and then little by little they find right people who can replace them in certain areas.” –Bob Burg Bob Burg’s Website: Website: https://burg.com/ My Website & Social Media Handles: Website: https://salesceo.co/ Facebook: @Corey Berrier https://www.facebook.com/corey.berrier Instagram: @coreyberrier https://www.instagram.com/coreyberrier/ @successfullifepodcast https://www.instagram.com/successfullifepodcast/ Twitter: @ successfullifepodcast https://twitter.com/success40324744 Linkedin: Corey Berrier- Successful Life Podcast https://www.linkedin.com/in/coreysalescoach/ YouTube: Successful Life Podcast https://www.youtube.com/channel/UCrPl4lUyKV7hZxoTksQDsyg/featured

Proposals for Coaches

The Insurance Coffee House

Play Episode Listen Later Feb 11, 2021 13:59

Do you even need to send proposals? While they are important for the corporate markets that need everything on paper, I see proposals as a limiter on a coach's ability to sign new clients. In my ideal world, coaches would not use proposals, but if you live in the real world there are still some steps you can take to make sure your clients agree to your proposals. In today’s episode, I talk about ways to improve your proposals. I share why I think coaches should not send proposals. I teach about what you should be asking the client before sending a proposal and why you need to include validity dates on your offers. I also give an audience shout-out to Divian Mistry for the wonderful review he recently gave on Apple Podcast. "As a general rule, if you're providing coaching services, I think the ideal situation is no proposal at all. - Matthew Kimberly This week on Book Yourself Solid® Marketing For Coaches Podcast: The audience shoutout to Divian Mistry The reasons for submitting proposals Situations where you don’t need a proposal When contracts should be signed during the closing process Why clients need to be emotionally invested before sending a proposal What to say to potential clients before sending a proposal What to clarify to potential clients if they don’t follow up on your proposal Resources Mentioned: Website: Headache Free Automations Website: Podcast Network Solutions Thrivecart Book: You Can’t Teach a Kid to Ride A Bike, by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client enquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

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Delivering Extensive Growth – with David Sandler, President of Risk Management at Everest Insurance

Play Episode Listen Later Feb 9, 2021 37:08

Season Two - Episode Fifteen This week on the Insurance Coffee House USA, we are joined by David Sandler, President of Risk Management at Everest Insurance. David joined Everest Insurance in April 2016 to head up the Risk Management Group and in that time they have achieved massive growth - hiring 900 insurance professionals, launching 150 new products / services and tripling the size of the business. Although David and his team have hired a significant number of staff during this time, David urges insurance business leaders to not compromise on quality when recruiting and only bring in high performers. This has quickly led to a culture of collaboration, high quality execution and autonomy for making decisions which empowers the team members and helps attract other good people to the business. As well as attracting high quality talent, bringing the latest technology into the business and working with insurtechs to provide client solutions is a further secret to their success and has also seen them win Insurtech Incubator of the year awards. David encourages insurance executives to take their time when considering their next move and think about the benefits and opportunities they are looking for that will be a good fit for them in a new role. He encourages listeners to reach out to him after the show with any comments or questions and you can do this via his LinkedIn page https://www.linkedin.com/in/david-sandler-20490411/ (https://www.linkedin.com/in/david-sandler-20490411/) The Insurance Coffee House is hosted by Nick Hoadley, CEO of Insurance Search, the Executive Search Consultancy for the Insurance and Insurtech sectors in the United States and UK. If you would like to contact Nick about the podcast or to discuss growing your leadership team, please reach out to him via LinkedIn https://www.linkedin.com/in/nick-hoadley-78a498143/ (https://www.linkedin.com/in/nick-hoadley-78a498143/), contact Insurance Search via http://www.insurance-search.com (www.insurance-search.com) or email him at nick.hoadley@insurance-search.com

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How To Make Selling Your Coaching Services Easier

b2b quer fica sandler vendas identifica acordo principalmente criada metodologia qualifica david sandler

Play Episode Listen Later Feb 4, 2021 15:18

Why is selling someone else's product easier than selling your services? So many people approach me asking for advice about this particular problem. While I am no psychologist, I find that many people tend to have personal problems disguised as business problems. The good news is that there are ways to overcome these personal struggles; you just need to know how to disassociate your own identity from the role you provide. In this episode, I look at why it's harder to sell your services instead of someone else's. I talk about the difference in standards we have when employed by someone else and when we are self-employed. I share some ways to help overcome the difficulty of selling your services. I also give an audience shout out to Otiti Jasmine for her wonderful review. "When you are employed by somebody else you have to hold yourself up to a certain standard. You have to do the marketing activity, or you get fired. You have to have the sales meetings, or you get fired. When you become self-employed you don't always hold yourself to the same standard."-Matthew Kimberly This week on Book Yourself Solid® Marketing For Coaches Podcast: An Audience Shout Out to Otiti Jasmine Reasons why people struggle to sell their services and not someone else’s My Action Based Coaching Plan Defining a sales job and how it reflects on our value Selling a persona instead of selling yourself How to determine what personal information you share contributes to your brand Why a patented intellectual process can help you overcome selling yourself Resources Mentioned: Podkite Otiti Jasmine The Coaching Industry in Crisis? Ruth Kudzi Weighs In A Red Velvet Rope Policy for Your Coaching Business How Coaches Should Answer the Question “Can I Pick Your Brain?” Mike Michalowicz Podcast Book Yourself Solid You Can’t Teach a Kid to Ride a Bike At a Seminar, by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client inquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

marketing crisis selling teach ride coaches easier seminar get more clients get more leads coaching services book yourself solid david sandler book yourself solid facebook group

How To Make Selling Your Coaching Services Easier

How To Get A Grip

Play Episode Listen Later Feb 4, 2021 15:18

Why is selling someone else's product easier than selling your services? So many people approach me asking for advice about this particular problem. While I am no psychologist, I find that many people tend to have personal problems disguised as business problems. The good news is that there are ways to overcome these personal struggles; you just need to know how to disassociate your own identity from the role you provide. In this episode, I look at why it's harder to sell your services instead of someone else's. I talk about the difference in standards we have when employed by someone else and when we are self-employed. I share some ways to help overcome the difficulty of selling your services. I also give an audience shout out to Otiti Jasmine for her wonderful review. "When you are employed by somebody else you have to hold yourself up to a certain standard. You have to do the marketing activity, or you get fired. You have to have the sales meetings, or you get fired. When you become self-employed you don't always hold yourself to the same standard."-Matthew Kimberly This week on Book Yourself Solid® Marketing For Coaches Podcast: An Audience Shout Out to Otiti Jasmine Reasons why people struggle to sell their services and not someone else’s My Action Based Coaching Plan Defining a sales job and how it reflects on our value Selling a persona instead of selling yourself How to determine what personal information you share contributes to your brand Why a patented intellectual process can help you overcome selling yourself Resources Mentioned: Podkite Otiti Jasmine The Coaching Industry in Crisis? Ruth Kudzi Weighs In A Red Velvet Rope Policy for Your Coaching Business How Coaches Should Answer the Question “Can I Pick Your Brain?” Mike Michalowicz Podcast Book Yourself Solid You Can’t Teach a Kid to Ride a Bike At a Seminar, by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client inquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

marketing crisis selling teach ride coaches easier seminar get more clients get more leads coaching services book yourself solid david sandler book yourself solid facebook group

Metodologia Sandler de Vendas

Coffee´n Growth

Play Episode Listen Later Jan 20, 2021 9:59

A metodologia Sandler é uma associação de técnicas que ajuda vendedores ao redor do mundo a bater meta há mais de 50 anos. Criada pelo vendedor David Sandler, essa técnica organiza o processo de venda em sete etapas. 1. Rapport A primeira etapa do processo ajuda a quebrar o gelo e criar uma conexão com o seu possível comprador 2. Acordo prévio O próximo passo ajuda o vendedor a assumir o controle da negociação e alinhar as expectativas do propect. 3. Qualificação da dor Nessa fase o vendedor faz perguntas para entender a dor do cliente e definir se o produto ou serviço resolve o problema. 4. Identificação dos decisores Principalmente em vendas B2B, é fundamental descobrir quem são as pessoas que influenciam na compra e tentar falar diretamente com essas pessoas. Quer saber quais são as outras etapas? Fica de olho no vídeo e pega caneta e papel para anotar essas dicas valiosas que podem te ajudar a vender mais. #mirago #insidesales #vendas Site: https://www.mirago.com.br Insta: https://www.instagram.com/mirago.com.br/ YouTube: https://www.youtube.com/c/MiragoBr

How and When To Set Rules For Your Coaching Business

The Awakened Heart Podcast with Nancy Walters

Play Episode Listen Later Nov 24, 2020 17:21

If you walk into a bank, you do things the way that you are told, because those are the rules. What if you started running your business with the attitude of a bank manager? When every company begins, it’s a necessity for the founder to be perpetually making exceptions. Flexibility and negotiation are imperative in order to sign up new customers and generate revenue; bend all the rules to get clients on board. But there comes a time when it’s beneficial to be unbending, and say ‘no’ to exceptions such as different payment terms, discounts, and freebies. Today, I discuss why it’s important to have the confidence to say no to exceptions. Why making accommodations becomes a distraction from you fulfilling your core business’ mission. I share insights and techniques from the book that every coach should read, and I debate why businesses have a tendency to negotiate. “Now is the time that you start to act like the bank manager and say, ‘that's not how we do things around here.’” - Matthew Kimberley This week on Book Yourself Solid® Marketing For Coaches Podcast: Why ‘acting like the bank manager’ is essential for fulfilling your core business’ mission Insights from David Sandler’s ‘You Can’t Teach a Kid to Ride a Bike at a Seminar’ The benefits and disadvantages of making exceptions My thoughts on being stricter and harsher in the qualification and control of the sales process Wisdom from the Silicon Valley world Rules, rules, and more rules The importance of saying ‘no’ People who have influenced me and what I have learned from them Details of my accountability program for grown-ups who run businesses Resources Mentioned: You Can’t Teach A Kid To Read A Bike at a Seminar by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client inquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

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Breaking Up and Breaking Through with Frank Clark

Play Episode Listen Later Oct 13, 2020 49:03

The emotion that can break your heart is sometimes the very one that heals it.~Nicholas SparksHeartbreaks are painful, but with some guidance and self-motivation, you can channel the pain you may be experiencing into a healing process. It is up to you to make the decision, but know that you are never alone in your journey. If there is anything I have learned is how to love myself through a broken heart. When a loved one's sudden departure has left me breathless I have learned how to breathe again and with time and patience in the process I come out with a whole new depth of compassion and understanding. Like the Phoenix rising from the ashes I am reborn. The only way to salvation is not stepping around the fire but walking straight through.In this week's pod we hear about just that from a man's perspective. Frank Clark shares with us how he navigated through the sudden and devastating loss of his 20 year marriage and the keys to coming out stronger than ever. We also touch upon dating in a COVID world, sexuality and true intimacy and how it's created and sustained.Frank Clark has been a serial Entrepreneur for over 50 years. He has started, created, and sold many multinational electronic service companies producing hundreds of millions of dollars. His flagship company, Lewis & Clark, Inc has serviced almost every major electronic manufacturing company around the world with high quality refurbished production equipment. His company was named by top marketing firms as the most innovative in its field. Frank has also been a strong student of personal development for over 30 years studying under the world's greatest teachers including Tony Robbins, Zig Ziglar, Brian Tracey, Keith Cunningham, and David Sandler. He has combined this knowledge plus his own Global entrepreneurial skills into The Orange Crushing It Movement: a Coaching, Training, and no nonsense results based Influence Company . He is a loving father of 2 children, resides in Tampa Bay, Florida and is a living example of how life at any age can be transformed, revitalized, healthy and vastly successful.You are sure to laugh, be inspired and enjoy this one!In This Episode, You Will HearWho is Frank Clark aka ”Mr. Orange” (6:00)A Date with Destiny (6:40)Moving through the different color levels of consciousness (8:21)How to overcome a breakup (15:27)How you don't “be happy” you “do happy” and how doing contributes to your actual emotional state (16:08)The importance of gratitude (16:52)How allowing the elements of emotions to cycle through and having patience with the process is crucial to the healing (18:46)Acceptance, taking responsibility, picking up the pieces and moving on (19:47)The positivities of dating during COVID (26:27)How sexuality evolves into intimacy (39:41)How communicating and being vulnerable are key steps to intimacy (41:44)Connect with FrankFacebookLinkedInWebsiteLet's Connect!WebsiteInstagramFacebookLinktree Our GDPR privacy policy was updated on August 8, 2022. Visit acast.com/privacy for more information.

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Estate Planning: The HUGE Mistake that 60% of Americans Make, Ep #13

RETIREMENT MADE EASY

Play Episode Listen Later Oct 1, 2020 16:32

What is the mistake that 60% of American adults are making? According to a 2019 study by Caring.com, nearly 60% of American adults don't have a will in place. You may be thinking, “Why is that such a big deal?” In this episode of Retirement Made Easy, I share WHY it's a HUGE mistake—and what you can do about it. Check it out! You will want to hear this episode if you are interested in... [1:23] The HUGE mistake that 60% of American Adults Make [2:03] Celebrities that passed away without a will in place [4:30] Estate planning is all about the details [7:13] Why the beneficiary is so important [12:34] Get the proper documents in place Celebrity examples of poor estate planning Numerous celebrities have passed away without proper wills in place. Jimmy Hendrix passed away in 1970. 34 years later, there was still a court battle happening over his estate. Bob Marley also died without a will. Dozens of claimants have come forward—from the US, Jamaica, and England—asking for an inheritance from his estate. It was left to the courts to vet them. Steve McNair built a house for his mother and it was taken away from her because it wasn't bequeathed to her in his will. Probate court is NOT a quick process for large estates. It can become a nightmare for your family and will cost a fortune—even if you're a celebrity. Estate planning is all about the details Years ago there was a news story about a man named David Sandler. He was about to get remarried and had children from a previous marriage. He wanted to make sure his assets were left to his children. So before he got married, his wife-to-be Debbie signed a prenuptial agreement. She waived her eligibility from inheriting the retirement pension. When David passed away, Debbie and David's children went to court over his estate. David's children had a copy of the prenup. Unfortunately, it wasn't good enough. According to ERISA regulations, only spouses can wave their eligibility to inheriting their spouse's retirement plan. But Debbie couldn't legally waive the right to his retirement pension because she was his fiance when the prenup was signed. So Debbie got everything and the children got nothing. The details matter. Why the beneficiary is so important There was a mother (let's say Nancy) who was married to someone (Gary) for a couple of years before they got divorced. They didn't have children. She got remarried to someone (Tim). Tim passed away before Nancy did. Nancy wanted her estate split evenly between her two daughters. But she forgot about a life insurance policy—it was still listed under Gary. When the daughters discovered the mistake, they brought Gary to court. The probate court decided that Gary got the money. Beneficiary designations will trump whatever is in your will. Look at who you have listed as the beneficiary of life insurance policies, retirement plans, Roth IRAs, and your 401K. Check and double-check the beneficiaries. Make sure it's right. If you don't make the changes, you can unintentionally disinherit your children. What if you don't have children? You can make your beneficiary a trust, an organization, a church, a charity, or even the Federal government. I share a cool story about a gentleman in Wisconsin who was creative with his will. Listen to hear what he did! Get the proper estate planning documents in place Planning out your will may not be the most exciting thing you can do, but it is important. Because of COVID-19, estate planning attorneys have been busier than ever. People are rushing to take care of the “what-ifs” in life. The pandemic has brought end-of-life planning to the forefront. What about you? Do you already have the proper documents in place? If so, does it need to be amended? Do you have the proper beneficiaries in place? Does your trust need to be amended? It's a good idea to re-evaluate everything because our personal lives are in constant flux. Don't put your friends, family, or heirs through probate court. Don't be part of the 60% living without a will. Resources & People Mentioned 2020 Estate Planning and Wills Study Employee Retirement Income Security Act (ERISA) ERISA Regulation Trumps Prenuptial Agreement Dennis Valstad's Will Connect With Gregg Gonzalez Email at: Gregg@RetireSTL.com Podcast: https://RetirementMadeEasyPodcast.com Website: https://StLouisFinancialAdvisor.com Follow Gregg on LinkedIn Follow Gregg on Facebook Follow Gregg on YouTube Subscribe to Retirement Made EasyOn Apple Podcasts, Spotify, Google Podcasts

How To Get Corporate Coaching Clients

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Play Episode Listen Later Sep 24, 2020 18:12

If you’re in the coaching market, chances are you’re not afraid of having direct sales conversations with business owners and entrepreneurs. But closing a deal with corporate coaching clients can be a little confusing, if not a tad daunting, for the first time. After all, coaching a group of enthusiastic entrepreneurs is strikingly different from coaching a group of corporate employees taking mandatory training. And, in an organization made up of several departments, who do you even talk to in an effort to make a sale? In this episode, I share the framework and strategies I use to successfully close coaching deals with corporate clients. I illustrate the challenges a coach can face when trying to get clients in a large organization and reveal one of the biggest mistakes they can make when getting corporate clients. I also describe how you can build relationships with your potential clients, get them excited, and entice them by offering free strategy sessions. “In the corporate world, there’s this idea that training is a chore. Give them an experience that lights them up and gets them talking about you around the water cooler.” - Matthew Kimberley This week on Book Yourself Solid® Marketing For Coaches Podcast: The big difference between coaching business owners and corporate employees Why I’ve stopped coaching corporate organizations The challenges of closing a deal with corporate clients Why you’d want to skip the HR department when selling your coaching programs Building relationships and starting conversations with corporate decision-makers What strategy sessions are, why you should offer them to your prospective clients, and how to make them say ‘yes’ The importance of giving prospective clients an enjoyable time during your strategy session Selling your one-to-one coaching sessions to C-suite executives How this framework for getting corporate coaching clients helped me close deals Resources Mentioned: The School for Selling You Can’t Teach a Kid to Ride a Bike at a Seminar: Sandler Training’s 7-Step System for Successful Selling by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client enquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

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How To Get Corporate Coaching Clients

How To Get A Grip

Play Episode Listen Later Sep 24, 2020 18:12

If you’re in the coaching market, chances are you’re not afraid of having direct sales conversations with business owners and entrepreneurs. But closing a deal with corporate coaching clients can be a little confusing, if not a tad daunting, for the first time. After all, coaching a group of enthusiastic entrepreneurs is strikingly different from coaching a group of corporate employees taking mandatory training. And, in an organization made up of several departments, who do you even talk to in an effort to make a sale? In this episode, I share the framework and strategies I use to successfully close coaching deals with corporate clients. I illustrate the challenges a coach can face when trying to get clients in a large organization and reveal one of the biggest mistakes they can make when getting corporate clients. I also describe how you can build relationships with your potential clients, get them excited, and entice them by offering free strategy sessions. “In the corporate world, there’s this idea that training is a chore. Give them an experience that lights them up and gets them talking about you around the water cooler.” - Matthew Kimberley This week on Book Yourself Solid® Marketing For Coaches Podcast: The big difference between coaching business owners and corporate employees Why I’ve stopped coaching corporate organizations The challenges of closing a deal with corporate clients Why you’d want to skip the HR department when selling your coaching programs Building relationships and starting conversations with corporate decision-makers What strategy sessions are, why you should offer them to your prospective clients, and how to make them say ‘yes’ The importance of giving prospective clients an enjoyable time during your strategy session Selling your one-to-one coaching sessions to C-suite executives How this framework for getting corporate coaching clients helped me close deals Resources Mentioned: The School for Selling You Can’t Teach a Kid to Ride a Bike at a Seminar: Sandler Training’s 7-Step System for Successful Selling by David Sandler Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client enquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straight-forward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you’re ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week’s episode of Book Yourself Solid’s Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches, like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

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Roles and Identities in Entrepreneurship- How to Succeed

FOOD ROBBERS

Play Episode Listen Later Jun 13, 2020 29:44

Tiffany, the CEO/Founder of Food Robbers, gives insight into her decision to start the Food Robbers company on the 3rd episode of the podcast while traveling in St. Joseph, Missouri.. Beyond making a living, Food Robbers is a passion. Leaving her secure salaried position at an arts center she leapt into full-time entrepreneurship. Traveling and eating. Recognizing power, overcoming self sabotage. You Can't Teach A Kid to Ride a Bike at a Seminar by David Sandler. Applying to Alchemist Accelerator program. Relating the roles we play to our identity and learning to separate those two. SBDC program. Enjoying the steps from A to B. Importance of pivoting. ------------------------ Food Robbers Info instagram: @foodrobbers email: foodrobbers@gmail.com email: foodrobbers@gmail.com ------------------------ The best of local f&b on the go. "WE WANT YOU TO HAVE YOUR CAKE AND EAT IT TOO" Food Robbers is an advocate and a platform for the growth of the local food and beverage (f&b) industry. We support local economies, communities, and entrepreneurs.

Episode 3

Nice Girls Don't Watch the Bachelor

Play Episode Listen Later Apr 16, 2020 52:20 Transcription Available

On episode 3 of NGDWTB, I have my very first guest on the show, a Googler and former teammate, David Sandler. We go deep into the topic of creativity, the pain of performance reviews, and the difference between campaigning and governing in the workplace.

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Why Is Compromise Harmful To You in Negotiations?

Welcome to TheInquisitor Podcast

Play Episode Listen Later Apr 11, 2020 50:45

#ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you will ever read, #StartWithNo. Jim was trained by David Sandler and evolved his negotiation system in line with core Sandler principles which is why I am so excited to bring you this interview. Todd shares real world examples of negotiation that delivers to #mission and #purpose. Mission & purpose are all about the what matter to the customer and how they need us to deliver it. They have nothing to do with you, your company or your needs. If you fall into the trap of delivering your proposal too quickly you do yourself harm. Great negotiators are willing to slow down to speed up. They usually get everything they want. Average negotiators give away their power, start from a position of fear or subservience and never get more than they are willing to ask for. Manage each negotiation ONE conversation at a time. Don't take yourself hostage by jumping to conclusions or you will be leaving money on the table. Don't give away your power. Realise you have equal business stature with your counter party. He crushes the myth of win-win in negotiation. Win-win is not compromise. He shares critical rules that prevent you from performing acts of idiocy and self-sabotage. He answers the question "What is a successful negotiation?" You can't manage results. You can only manage your behaviour. This interview is a MUST LISTEN for all CEOs, founders seeking funding, salespeople, channel managers. You can contact Todd through: Todd's LinkedIn Profile:linkedin.com/in/todd-l-camp-6903904Websites negotiator-pro.com (Company Website) campnegotiationinstitute.com (Company Website) Email: tcamp@campnegotiations.com

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Try This Tactic And You'll Never Have to Live Off Your Savings Again!!

The Property Agent Secrets Podcast with Yasser Khan

Play Episode Listen Later Mar 26, 2020 11:19

How Committed Are You? The biggest sign of your commitment to YOUR business is to GROW it. Yes, that's right. If you're not growing your business, then it's dying! But many agents might say, "Hey Yasser, I don't have the money to grow my business..." That might be because they're struggling to close deals, so they don't have enough money. Or they might be already living off their savings. So they think it takes money to make money... They think top agents stay at the top because they have the money to reinvest back into their businesses. Many agents are telling themselves that business is tough, and you've got to have the money to make a business work. Well, I've got news for you. There's hope for you yet! There's Still Hope For You It's not true that it takes money to make money. Anyway, that idiom is only relevant to the bankers. And we're not in the banking business. We're in the business of selling real estate. So, let me tell you what I was discussing with my mentor the other day. He told me the old-school definition of an entrepreneur was to solve problems for a profit. And I agreed with him. Let's think about it at a deeper level. What this means is that we always forget that we're problem solves first. The money comes later (after the problem is solved). Meaning, nobody pays us upfront! Have you seen any realtor getting paid BEFORE he provided his services? No right? That doesn't happen, ever. Yet, it's still so easy to forget. Well Known But Little Understood Don't you realise that, ultimately, our clients pay us to solve THEIR problems? It means we've got to come from the frame of mind of contribution; that is, solving their problems first, and expecting the money later. So what we should be doing is to focus on people who have problems to solve, and then serve them! Easier said than done, isn't it? Here's what nobody is telling you. Pleasure VS Pain I learnt this from my mentor David Sandler. He taught me that prospects are either: moving towards Pleasure or away from Pain. In boom times and prosperity, people are all thinking of looking good, feeling good and showing good. That's why they're busy buying cars, condominiums or luxury watches. Do they do that in a downturn? Nope. They're moving AWAY from Pain, that is, busy cutting losses, liquidating in cash, putting up defences. Sandler also taught me that people buy emotionally, but justify it intellectually. That is, I bought my expensive Rolex watch, because I wanted to look, feel and show good. I wanted to feel rich. But my wife was horrified. So I justified to her that Rolex watches stay in demand and increase in resale price. I bought my Rolex emotionally, then justified it intellectually. So, back to pleasure vs pain. Let me ask you, which emotion wins? Which emotion is stronger? Please or pain? It's pain. Pain is the STRONGEST emotion of all. People will do ANYTHING to avoid pain. Literally anything. That's why there are sellers who are willing to get rid of their property because it is bleeding them dry! And your prospects are doing the exact same thing; buying emotionally and justifying intellectually. So What Should You Do? It's as simple as this: Find a Big Pain your prospects or clients have Offer them a solution Repeat That's it. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/propertyagentsecrets/message Support this podcast: https://anchor.fm/propertyagentsecrets/support

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TSE 1229: Best Sellers In History Series 1 - "Jesus Christ"

The Sales Evangelist

Play Episode Listen Later Dec 25, 2019 40:41

Best Sellers In History Series 1 - "Jesus Christ" Disclaimer: This episode isn't a podcast to convince listeners to become Christians. This episode simply highlights how Jesus Christ persuaded people, an important trait in sales. There are so many individuals who have been great persuaders throughout history. This new series, The Best Sellers in History, will be a game-changer for salespeople of today. The best persuaders in history were people who could prompt others to take action and move toward a better way of life. Great salespeople who know they are guides for prospects and clients make great B2B sales reps. With the exception of social media, the way communication works in sales today is historically similar. This eight-episode series will begin with Jesus Christ, whose existence has been proven by history. In the sales spotlight - Jesus Christ It's the perfect time of year to put Jesus Christ in the spotlight. Today is Christmas, a day where people celebrate Jesus' birth. In his time, he was referred to as Jesus of Nazareth, the common way people were referred to. Men were known by their name and the place they were from. Donald would have been known as Donald of West Palm Beach. Jesus was a preacher, a rabbi or teacher, and a leader. Today, to Christians around the world, he is the Son of God and the Savior of all mankind. Jesus was baptized by John the Baptist and after his baptism, he began his ministry. Most of his preaching and teaching weren't done in Synagogues but in the countryside where most people lived. Jesus was teaching people they could repent, turn their lives around and return to God. His teachings were based on love. Jesus opened the path for many to know eternal life. People were astounded by his teachings and followed him. He was changing the minds of common people and undermining the wayward teachings of the Pharisees. Because of this, Jesus faced opposition from the leaders of the day. This conflict, and the outcry of many Jewish people, eventually led to his death by the hands of Roman soldiers. While he died long ago, his teachings did not die with him. His words became so influential, to this day, one-third of the world's population is associated with Christianity. By far, it is the largest religious group. There are seven reasons why Jesus was so persuasive and Donald is going to expand on each to show how they can be applied in B2B selling, even today. He Showed Sympathy and Built Rapport He Was a Skilled Storyteller He Shared a Vision He Challenged the Status Quo He Listened Effectively He Asked Powerful Questions He Invited People to Change He Showed Sympathy and Built Rapport The first reason for Jesus' persuasiveness was his ability to empathize and build rapport with the people he talked to. Jesus made the time to sit down with common people, who made up the largest portion of the population, as they do today. He talked to people who were marginalized by society and could relate to them. During his time, Romans had the power and ruled over many territories. They hired people to collect taxes from the citizens, including Jewish people, and this money funded the Roman empire. Because the work is done by tax collectors they were not approved of by the communities they lived in. At public gatherings, they were not welcomed to be among everyone else. As a result, they became marginalized citizens. The status put upon tax collectors didn't keep Jesus from them. Jesus sat down with them and had dinner with them. One of these tax collectors even became one of Jesus' disciples. His name was Matthew. Zacchaeus was a chief tax collector from Jericho. He was a wealthy man but hated by many. When Jesus went to Jericho, people flooded the town and swarmed him. Being a short man, Zacchaeus climbed a tree to see Jesus. Jesus noticed and asked the man to come down so he could be a guest at Zacchaeus' house, unheard of during this time. Jesus also showed sympathy toward Levi, another tax collector and the son of Alphaeus. Jesus saw him at his booth, invited Levi to follow him, and he did. People didn't understand these actions but Jesus shared that a physician comes to heal the sick, not the healthy. In the same way, Jesus was spending time with people who needed his help the most. He went out of his way to help the poor and heal the sick. Jesus wanted to make an impact by modeling how he wanted people to treat one another. As a B2B sales rep, how do you show your clients and prospects you empathize with their needs? Set yourself apart from others by taking the time to understand where they are coming from. Identify their pain points and tailor your message to their specific issues. An example of how a salesperson can distinguish himself or herself can be illustrated by two sales reps who want a nursing home to be a new client. Sales rep A sens a generic email to the chief administrator that says he can help them save more money. This same message, however, has been sent by many salespeople and it gets lost among the others. Sales rep b, on the other hand, has spent time reading trade magazines and learning about the industry. This sales rep sends a personalized message that talks about the losses the administrator may face when the new Medicare starts cutting back and what it is going to cost them. Sales rep B also talks about how their company has crafted a new service that could benefit the nursing home despite the cutback. In this case, sales rep B will surely get the deal because they have discovered a problem and are providing a solution. While it takes more time and effort to learn about your prospect or client by listening to their needs and hearing about their challenges, it will help you craft a more personalized message. In the sales training program, we call this a deliverance message. Share with your prospects the challenges they didn't know they could face. These are called blindside challenges. Distinguish yourself among other salespeople by studying, being prepared, listening, and offering a solution. Another way you can show empathy and create value is by writing a blog post or creating content that's related to the challenges your prospects are facing. When a potential client feels understood, sees you've done the work, and you're building rapport through your efforts, you'll find prospects are going to pick up the phone to talk to you. He Was a Skilled Storyteller The second reason for Jesus' persuasiveness was his storytelling ability. In one instance there was a lawyer in the crowd where Jesus was preaching and the lawyer wanted to trap Jesus. He asked Jesus how to receive eternal life, one of Jesus' core messages. In response, Jesus replied with a question about what was written in the law. In reply, the lawyer replied that the law states that one should love the Lord with all his heart, his soul, and strength. One also has to love his neighbor as he loves himself. He then asked Jesus who he should consider his neighbor and Jesus shared the story of the Good Samaritan. This story talks about a man robbed and attacked on a countryside road. There were several people who walked past him and didn't help him, including a priest, a Levite, and the good Samaritan. The first two men just passed by. The priest crossed to the other side of the road as did the Levite. It was the good Samaritan who took the injured man and tended to his wounds, brought him to an inn and told the innkeeper to take care of the man, paying for all the expenses. All the people who ignored the man were his people but it was the Samaritan who showed compassion and saved him. By sharing this story, Jesus was able to illustrate the actions of a neighbor. The story that Jesus told was relatable and the people listening understood the point he was trying to make. Selling to highly educated professionals, like doctors, can be unnerving. They can ask a question that may be out of your scope of expertise. You can navigate their questions by sharing a story. Understand the purpose of the question and solve their problem through a story that promotes rapport. If you need more information, ask a clarifying question and share a story that's similar to your clients' situation or problem and share how that problem was solved. Stories are a great persuasive tool. He Shared a Vision Jesus was skilled in promoting hope for the future. The people already knew the prophecy of the Messiah who would come and save mankind. The Messiah would deliver them from their enemies and the tyrannical rule of the Roman empire. People believed in Jesus because he fulfilled the prophecies laid out in scripture. When Jesus came and preached to people listened to hear his message of hope. As a sales rep, it's your responsibility to understand a prospect's pain, their struggles, and their challenges. As you get to know them and learn more about their needs, you have the opportunity and then to offer hope and solutions through the products and services you have to offer. For example, if you are selling digital marketing services, you may discover that a prospect's website is not functioning effectively. It's your job to convey to this potential client how you can help make their website work faster and appear on the first page of a Google search. Approach the client with the knowledge of their struggle and offer a vision of a better future by working with you. He Challenged the Status Quo Jesus treated women with care in a time when women didn't have much value in society. Women were separated from men in public and religious life. They were not allowed to participate in public prayers but they were encouraged to pray privately. In contrast, Jesus showed immense respect for women. An example of Jesus' compassion toward women was illustrated in the story of the Canaanite woman who yelled after Jesus to help her daughter. Jesus showed compassion to the woman, a gentile, and helped her after hearing her great faith. This was unheard of during Jesus' time. There are many examples in the Bible where Jesus pushed the boundaries of the status quo to create change. In sales, we can experience the status quo and many industries can get stuck in these familiar patterns. In many instances, the most daunting competitor isn't another sales rep but your client's comfort with the existing routine inside their organization. As salespeople, we have to face the status quo head-on. It would be easy to ignore the need for change. Very few people are willing to break the norm and face being rejected by society. Sometimes, even when we know that our prospect is doing something wrong and their system doesn't work in their best interest, it can be tempting to stay silent in order to avoid conflict. For example, Donald joined a sales training program with David Sandler about how to challenge the status quo. In that training, Donald learned that you can overcome the status quo by using off-the-record conversation. When things are dying down and everyone's starting to relax, hit up your prospect with your suggestions. Tell your prospects about the problems that you have found in their system and back it up with proof. Creating this margin allows prospects space to really see what you're trying to point out. The conversation may be bold but sometimes it takes boldness to get people to change. Push against the status quo and don't be afraid. He Listened Effectively Jesus knew how to listen to people and it became another tool in building rapport. Let's go back to the story of the woman who was bothering Jesus and asking for help. The lady was persistent despite the disciples' efforts to turn her away. Jesus listened to her and heard her troubles. Throughout his ministry, Jesus listened to the people and showed up to teach. He tuned in to their stories and showed mercy and compassion. As a salesperson, you can imitate Jesus by listening intently to your prospects. The act of listening comes in many forms. For example, you can listen through a phone conversation, or by reading LinkedIn posts and seeing what's going on under someone's profile. You can also listen by going through reports, annual filing, and quarterly earnings. When you're listening, don't let your mind roam. Focus on what they're saying instead of thinking of what you can say next. Listen for opportunities to ask a clarifying question that leads to a value-rich conversation. If a prospect is trying to decline your offer because it's not a good time, instead of just giving up or trying to force your own solution, try listening to what's between the lines and figure out what the prospect is really saying. Ask why it isn't a good time for them and get closer to finding out what the core of the objection really is. He Asked Powerful Questions Jesus was skilled in asking for effective and clarifying questions. When the lawyer wanted to trap Jesus, instead of answering his question, Jesus asked a question in return. In sales, sometimes you don't have to give your prospects the answers right away. Alternatively, additional questions may be needed. When you hear “I'm not interested” you don't have to take that at face value and end the conversation there. Ask them questions and let them talk. Your ability to ask questions can help you become successful in sales. In every objection you face, there is potential to learn more and get closer to helping your client find a solution. He Invited People to Change The last reason why Jesus was persuasive was his ability to ask people to do hard things. Jesus began gathering his disciples early on in his ministry. Some of his first were Peter, James, and John, who were all fishermen. Jesus told them to leave their livelihood and invited them to become fishers of men. His invitation was a much bigger vision than they had ever seen for themselves. Peter, James, and John recognized that Jesus was the Messiah and they gladly left their lives behind to follow Jesus. More would soon follow. When salespeople ask clients to use their products or services, you are inviting change to take place. You can successfully do this when you ask the right question, are a good storyteller, and when you show empathy. Never assume a potential client is going to come to the conclusion to work with you on their You are their guide to finding solutions through your products and services. Always be proactive, ask for the change, and be prepared to show them the action steps. Jesus showed us how to be persuasive in order to offer a better way of life. Do the same for your clients. The act of selling is persuading someone to do something that is in their best interest. #SalesTips Best Sellers In History Series 1 - "Jesus Christ" episode resources Selling is not complicated but you have to have a strong foundation. Learning fundamental practices and implementing them will offer potential clients hope for positive change based on what you have to offer. Watch out for the next episode in this series. You can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. This episode is brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound.

How to Succeed at Following Up on Referrals

Play Episode Listen Later Oct 15, 2019 7:21

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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How to Succeed at Following Up on Referrals

Play Episode Listen Later Oct 15, 2019 7:21

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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How to Succeed at Following Up on Referrals

Play Episode Listen Later Oct 14, 2019 7:21

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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Marc Mawhinney - Thick Face, Black Heart - The Cold Star Project

Cold Star Project

Play Episode Listen Later Aug 12, 2019 29:06

Thick Face, Black Heart by Chin-Ning Chu is an operations manual for realists. It's a field guide for people who want to develop a thicker skin. It's all about the art of stopping being a people-pleaser and becoming just a little more ruthless in the pursuance of your goals. Marc Mawhinney is the founder of Natural Born Coaches and the connected group The Coaching Jungle on Facebook, a 16,000-strong container for coaches of all kinds. After having a real estate business implode under him (discussed in a previous appearance on this show), Marc dusted himself off and moved in a different direction. Using Thick Face, Black Heart as his guide, Marc has created new success while "keeping his belly covered" as sales trainer David Sandler would say. If you're a fan of The Secret, you owe it to yourself to see the contrast available in Thick Face, Black Heart. Join Marc Mawhinney and Jason Kanigan for this fun discussion of entrepreneurship "behind the scenes." You can find the Coaching jungle via thecoachingjungle.com Talk to Cold Star: https://coldstartech.com/bookcall

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Quality Sales Training

SMT Marketing Podcast

Play Episode Listen Later Apr 23, 2019 15:59

Today, Dave shares his Top 10 sales trainers. You have to find the right sales trainer for your business. Here is Dave's list of top trainers.... Zig Ziglar, Brian Tracy, Tom Hopkins, Jeffery Gitomer, Greta Schulz, David Sandler, Patrick Valtin, Grant Cardone, Jack Daly, Chet Holmes

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How to Succeed at Having a Selling System with David Sandler

Play Episode Listen Later Mar 19, 2019 9:23

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his... The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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How to Succeed at Having a Selling System with David Sandler

Play Episode Listen Later Mar 19, 2019 9:23

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his... The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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How to Succeed at Having a Selling System with David Sandler

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Play Episode Listen Later Mar 18, 2019 9:23

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his... The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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Review: Sandler Sales System

Sales Leadership Radio

Play Episode Listen Later Mar 9, 2019 12:49

The Sandler Sales System was developed in 1967 by David Sandler. 50 years later, with millions trained, the Sandler system is still very effective. What is unique about Sandler its emphasis on the qualification stage rather than the closing stage. And, if done correctly, the prospect will close themselves and move the transaction forward.

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C-UAS - Tracking the Threat

Drone Beat

Play Episode Listen Later Mar 7, 2019 28:15

What measures can be legally deployed to detect and track UAS threats in both Europe and the United States? In Episode #2, Craig Marchinkowski, Director at Grypon Sensors and David Sandler, ISR System Specialist at Rohde & Schwarz explore the various technical solutions that enable the identification and tracking of a UAS with hostile intent.

David Sandler Was My Dad: Here's What I Learned

Welcome to TheInquisitor Podcast

Play Episode Listen Later Nov 11, 2018 25:54

This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation. Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame. Doug is a big boy now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First". Get in touch with Doug at doug@dougsandler.com. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you. We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more. Let me know if you have questions for Doug for my next conversation with him early next year.

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Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar ' (4)

IRC Book Club

Play Episode Listen Later Jul 29, 2018 39:57

In this episode of Book Club we discuss chapters 7, 8 and 9 of 'You Can't Teach a Kid to Ride a Bicycle at a Seminar' by David Sandler.

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How to Succeed at Getting Your Sales Antenna Working

Play Episode Listen Later Jul 25, 2018 9:09

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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How to Succeed at Getting Your Sales Antenna Working

Play Episode Listen Later Jul 25, 2018 9:09

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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How to Succeed at Getting Your Sales Antenna Working

My Quest for the Best with Bill Ringle

Play Episode Listen Later Jul 25, 2018 9:09

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

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183: The Road to Excellence: Featured Interview with David Mattson

Play Episode Listen Later Jul 16, 2018 31:50

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183: The Road to Excellence: Featured Interview with David Mattson

My Quest for the Best with Bill Ringle

Play Episode Listen Later Jul 16, 2018 31:50

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Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (2)

IRC Book Club

Play Episode Listen Later Jul 16, 2018 39:12

In this episode we discuss chapters 3 and 4 of 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler

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Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (1)

IRC Book Club

Play Episode Listen Later Jul 9, 2018 33:22

In this episode we discuss the first two chapters of the legendary book 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler

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How to Succeed at Selling with Self-Esteem

Play Episode Listen Later Jun 28, 2018 6:03

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Succeed at Selling with Self-Esteem

Play Episode Listen Later Jun 28, 2018 6:03

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Succeed at Selling with Self-Esteem

Play Episode Listen Later Jun 28, 2018 6:03

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Succeed at Avoiding Free Consulting

Play Episode Listen Later Jun 12, 2018 11:38

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Succeed at Avoiding Free Consulting

Play Episode Listen Later Jun 12, 2018 11:38

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Succeed at Avoiding Free Consulting

Growth Now Movement with Justin Schenck

Play Episode Listen Later Jun 12, 2018 11:38

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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How to Become More Persuasive/Sell More with Jody Williamson, PART 2

Rich Cleaner Podcast

Play Episode Listen Later May 21, 2018 25:13

Episode Summary In this episode Jody Williamson helps you to see the right approach to selling and persuasion. This follows the discussion on the wrong approach that came in Rich Cleaner episode #68. Show Notes The Sandler Sales System Bonding & Rapport Upfront Contracts Pain – Center Point Qualification Process Decision Process Fulfillment (presentation) Post Sale (confirming the sale) 70/30 rule (Listening vs. talking) “Showing up vs. Throwing up” “Wimp Junction” – avoid it! Books mentioned The Contrarian Salesperson by Jody Williamson You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler Rich Cleaner is a program for Cleaners, Restorers and other entrepreneurs who want to take their business to a higher level of success. It’s the place you can go for collaboration, contribution, and connections. Members get marketing strategies, business building tools, tactics for exponential growth and more. It’s easy to join, and very affordable. You can learn more about the Elite Cleaners at www.RichCleaner.com

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"How to Become More Persuasive" with Jody Williamson, Part 1

Rich Cleaner Podcast

Play Episode Listen Later May 4, 2018 22:21

Episode Summary In this episode Jody Williamson helps you to see the wrong approach to selling and persuasion. This prefaces the right approach to selling and persuasion that will come in Rich Cleaner episode #69. Show Notes “ELF Marketing & Selling “The Moveable Middle” in selling “Old, Traditional Selling Model” (you can do better!) Prospects have a “system” for dealing with salespeople What is “unpaid consulting” and how to avoid it “Prospect is parent, and salesperson is the child” is NOT good How are you positioning yourself in selling situations? People Mentioned Joe Polish David Sandler Books mentioned The Contrarian Salesperson by Jody Williamson You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler Rich Cleaner is a program for Cleaners, Restorers and other entrepreneurs who want to take their business to a higher level of success. It’s the place you can go for collaboration, contribution, and connections. Members get marketing strategies, business building tools, tactics for exponential growth and more. It’s easy to join, and very affordable. You can learn more about the Elite Cleaners at www.RichCleaner.com

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073: Being a Nice Guy Doesn't Suck with Doug Sandler

Play Episode Listen Later Nov 27, 2017 43:03

Doug has over 30 years of business experience as an entrepreneur, business owner, manager and staff member. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. He specializes in making connections, building relationships and strengthening bonds both inside and outside organizations.. In this episode doug and I talk about goal setting, what it means to be a nice guy, authenticity, relationship building and so much more. Doug opens up about his relationship he had with his father David Sandler who was the founder of Sandler sales training and things get real. I think you guys will really love this episode and like me, you will become a big fan of Doug as well. Make sure to check out more about Doug at www.dougsandler.com Looking to start your own podcast? Check out www.beginpodcastingnow.com for an affective, proven, method to do so. Follow us on social: Facebook: www.facebook.com/gnmpodcast Facebook Group: www.facebook.com/groups/growthnowmovement Instagram: www.instagram.com/gnmpodcast Twitter: www.twitter.com/gnmpodcast

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044 : Using the Customer Experience to be Effective and Productive with Glenn Mattson

Navigating the Customer Experience

Play Episode Listen Later Mar 21, 2017 36:37

As Founder and CEO of Mattson Enterprise, Inc. Glenn oversees an elite team of practice development consultants who provide solutions to agency leaders and salespeople facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. Glenn is an extremely sought after keynote speaker, a gifted and respected platform trainer, coach, advisor and author. He stated, “My business is helping my clients transform their business into a more efficient, productive and profitable one” Glenn’s background is that he helps his clients build a successful business comes from successfully building and selling his first business while he was still an undergraduate student. Glenn was so effective at generating new revenues for his business that it dominated the marketplace and was later sold for a multiple of annual revenues. After college, Glenn joined the Sandler Training organization. His early career was nothing to brag about. He made mistakes. Some costly. But, using the same systems he uses with his clients today, he became the #1 Sandler associate both nationally and internationally. His personal success was a difficult, deliberate, and demanding journey. One of Glenn’s philosophy is, “I believe once you are crystal clear on WHY you want something, finding HOW to do it won’t be far behind. Being successful isn’t difficult. Thinking and acting successful, IS!” Question Tell us a little bit about yourself and your journey How do you believe that customer experience supports efficiency and productivity, give some examples of why customer experience is important? As a customer, how do you feel about customer experience? As part of Sandler Training, could you share with us a little bit about the customer experience section that focuses on customer service and what that program is about? How do you change the mindset of persons who believe unless you are in customer service, customer service doesn’t apply to them? Highlights Glenn Mattson stated that like most people if you were asked how they are on a personal level, he thinks the great balance is the golden rule which is to do unto others as you want to be done unto you and that usually in the last 40 years has been a really good rule for him among others, so the golden rule is an important one for them and it does help traumatically making sure you’re doing the right ethical thing and instead of thinking what’s right for you, if you’re in their shoe, what’s right them and that always works. He stated that the flip side is that he was asked about what really makes a difference in his life, one of it is among other things is literally having a very clear picture of what you’re trying to build and with that very clear picture is being incredible motivated to the actions not the results but the actions you need to have to achieve those results and unfortunately in this day and age everyone wants everything quickly and time needs to be apart of the success. He stated that one of the greatest things were patience and grit and long-term dedication to doing the daily behaviors. Glenn Mattson stated that if you look at the pure numbers, 80% of the people that don’t go back to rebuy is because of a bad experience, so when we look at it, your experience is what you dictates repeatable sales. Your marketing and selling will get you the first one, your selling and everything will get you the second and third but your client experience is really a true testament on your second, your third, your forth, the ease of the sale afterwards is the direct proportion, so if you look at it, 80% that decide not to go back, decide not to buy again is due to poor experience. Glenn stated that we spend so much time and energy trying to get in front of the right people and then we forget about how to keep them and unfortunately that’s just as important as finding them. Glenn stated that the way he looks at it is depending on what your expectations are because experience is historically for most is that they didn’t get what they expected and for more times than not you have to ask yourself what are you explaining, what are you conveying, what’s the message you’re giving, what kind of experience can they have. There are plenty out there that are very inexpensive products that tell you that you’re going to buy it cheap but you’re not going to get a great customer experience, meaning that you’re saving on all fronts, so others that have more value, they have the ability of heighten level of experience so they feel that the money they are investing is worth it. When people spend a premium or spend a dollar amount and they don’t get the service they are looking for, that is the number one reason people leave, they expected A but they got B. Glenn stated that we all have experience bad customer service. He stated that most people want attention, we want value, we want to have respect in a lot of ways, we want resolutions when something goes wrong, we want you to fix it but we also want to make sure that you follow up. When he looks at his own experiences with service, everyone makes mistakes and that’s understandable, it how you handle the mistakes that are critical. Glenn shared an experience he had, there was service issue that he had with a client where he was the customer and someone was going through it and instead of just flat out saying, “we made a mistake, I apologize, this was what he can do to fix it” it was more of the questions they were asking was trying to make it seem like he made a mistake and what was happening is that they were reducing his level of respect, so more times than not, that’s usually what gets us is that respect, that integrity, it’s the “I did what you told me to do and it didn’t work” “I got that, I understand it, let’s just fix it, let’s not try to figure out why, I’m the one to blame when it came out this way” that piece was probably the one that left the biggest taste in his mouth which is they didn’t accept responsibility. Glenn stated that when we take a look at efficiency and effectiveness which means that they have some type of process in place and within that process, the sequential steps but also there is competencies and skills in that part of it, once they have that done, how you get better at it, it becomes efficiencies and effectiveness in terms of results, so when they look at what they call their customer care program, it’s not just external customers, it’s also how do you do treating your internal customers, how you do treating your staff because your staff is a direct portion to you, to your client base. He stated that it’s interesting when he has conversations with people and they talk about what a successful mindset is, a successful mindset is someone who takes responsibility or accountability or ownership, people don’t realize that 87% of your staff learns how to deal with clients, how to deal with each other and how to deal with stress based on how their boss does it, they are one person above them. So when they look at customer care, they have a 12 module program that they run people through and a lot of it has to deal with understanding a couple of things, one is what is the backdrop of what’s happening, do you really have the skills, the patience, listen, questioning skills, are you getting emotionally involved, are you getting defensive because if that happens, you cannot be a successful customer service person. They look at what do you need and then they turn around and say, “now let’s take a look at the process itself, how do you create the right attitude, how do you develop trust really quickly, how do you take control, how do you have ownership of the situation and what are the best ways to follow up and if there is, how do you identify opportunities for potential future sales. Glenn agreed that people think that customer service is a title and not necessarily a culture or an attitude. He shared that Harvard University did a study that will tell you that the majority of companies will fail in achieving their goals is because the individuals don’t understand one of two things; one is what is the direction of the company, what are the rules. The other is they don’t know how to tie their personal into the company, so when you talk about sales people, sales people desperately needs customer service and so does IT, that’s usually one of the biggest areas that people have issues with. Once you realize that everyone’s role is to maximize or heighten the client experience. He shared an example, down in Florida, at a resort in Tampa and the person who owns it is well known for his artwork inside and it has to do with the oceans. He is at the resort and is there for 4 days with his daughter, his wife and his son, he’s at an essence lost in looking for where to find the tennis courts, simple easy, piece of cake. Walking down 7:00 am in the morning and he asked a woman who is clearly leaving one building to go to another for something else, she’s kind of moving fast, he said, “I don’t mean to bug you but can you point me in the direction to where to the tennis courts are?” she said, “absolutely, are you running late for a lesson?” and he said, “yes I am” and she said, “follow me then” she walked him right to the tennis courts versus telling him where to go and as they talked, she asked him all about his family, they talked about why he was down there, what is experience was, she has been apart of that hotel for 25 years. The hotel was a nice place but what he’ll remember about it and why he would recommend people to go there is because of the feeling he got from her. That was the home run, the mere fact that a woman who has been there for awhile, who had no interest in helping him find something, could have just pointed in the direction and just said, “it’s over there, keep moving until you find it” but she walked him over and they had a great conversation, he had a connection to the hotel now through a person and it made his experience. Yanique shared that she had a similar experience when she went to a hotel for an All You Can Eat Pizza Night, it was extremely disorganized because they had a book launch before and they didn’t advice the persons who where coming for the All You Can Eat Pizza Night that they was a launch before and so these events were merged together and so those persons who didn’t know of the launch came famish and completely ready to engage in pizza and the waitress they got, she was extremely courteous, friendly, she really came down to there level, spoke with them candidly. It felt like she was a friend at the end of the evening, she knew her name. She told her if she came back to the hotel, she would definitely come back and deal with her again, it really boils down to the feeling, the connection she gave to them, she’s not sure if everyone at the location had the same experience but she certainly left feeling much better than she when she just arrived. Glenn stated that most people want to be better but most have never been trained on how to be better. Yanique agreed and stated that she had an experience in a supermarket and her girlfriend was there with her and she was by the fruits and vegetable section and there was a young man packing out sweet peppers in the fridge, he referred to her in a very informal term, she can’t recall what he said and she said to him, “you really shouldn’t refer to your customers like that, you should say to them excuse me miss or sir or madam” and he said to her, “no one has ever told me that before” what was extremely a BFO (Blinding Flash of the Obvious) to her was that how can you have someone working in your organization, even if they are just packing things in an area in the supermarket and you have not even brief them on how it is that are to interact with your customers because you can’t just hire people and put them to work. Glenn shared that most unfortunately don’t realize who might touch a customer, one of the first things they do in one of their modules is who is the front line, receptionist, sales, billing, accounting, technical people, installers, drivers, warehouse people, anyone who has any interaction with a client at any level and for most they realize that, why would you train a driver for instance that delivers things on customer care. The reality is that they have some of the best ears and eyes that others don’t have, so who is really that person, how do we effectively communicate, how do we effectively understand our clients or customers and then you get into one the best questioning techniques because customer service is not about information you give, it’s about the information you can obtain, you need to understand what’s going on in the world to provide good customer service. Customer service is not talking; customer service is exceptionally great ears and being very good at asking questions so you can get to the root of the problem. You add the attitude piece to it, which is a lot of time when you deal with customer service issues, people aren’t the happiest all the time, so how do you deal with difficult people, how do you make sure that you don’t get emotionally involved, how do you make sure that we don’t get stuck in the emotional game, meaning that when they do something or say something, we take it personal, we get defensive, our brain shuts down, we panic, we start doing self talk to ourselves, we forget everything they say, for some people they block out and when they hang up the telephone, everything that we’re suppose to say, should have said, could have said pops in their head. So it’s not a problem of not knowing, the problem was in the heat of the battle you panicked so mentally you left the battle and after you have the chance to regain your composure, all the techniques came to you. Glenn shared that what he finds is that most of us is that our goals create motivation, motivation creates a sense of ownership which is responsibility because when we do goals, one of the things that he found for years is that everyone may say that they have a goals program and 80% of the people walking planet earth have no goals whatsoever. Sixteen percent of the people that are walking planet earth have an idea of what they want, less than 4% actually have goals, have them written down and less than 1% look at them but where the numbers get crazy, is the people that are at 16% who just have an idea of what they want in life, they are 10 times more effective than those who don’t have any idea and the people that have the goals written, they are 3 times more effective than those who just have a concept, now they translate it into action now this is the staggering thing about motivation, people who have goals, they look at them every week and they do their plan, they earn 9 times more than those who don’t. When you look at motivation, it is what are you really trying to build, are what are you willing to give up to get it. They are very clear on what they trying to do, they are trying to maximize the client experience, and they are reducing the cost to sale. How do they give their clients what they want the fastest, easiest, most productive, most effective way possible? They are never sitting on their roles, they are never sitting back saying, “we did really good that year” the question always become is how do they get better and they do it more efficiently, more effective. He is and he has to be a pure representation of what they trying to get their clients to do. Glenn stated that there are about 3 apps that he couldn’t live without, it’s one of their own, it’s an app that he uses for managing his behavior, it’s called an Arbs a behaviour and Accountability app, once you have your plan and your action steps it tracks it everyday, you can’t hide from it, he finds it fantastic. The two other apps that he uses, one is because he travels, it’s called Flight Tracker and he finds it very effective. The third app that he thinks is phenomenal, it has transformed itself, it use to be a service where they read emails to you way back before we had cellphones, it’s called Copytalk, Copytalk transformed itself into a dictation service, so every time he’s on the phone with someone, it could be a prospecting call, it could be a client call, it could be a service call, it could be a training meeting, anyone. He could do a Copytalk and it transfer his memory from his head to his mouth and they transfer it from his mouth to typed, so at the end of the day he’ll get 10 or 15 or 20 emails from Copytalk on all his summaries of everything he did that day. For instance he says to someone during a quick call, “that sounds like a good idea, let me send you that slide” or “that’s great let me put that book into the mail for you” if he hangs up and jump right into another call, that goes to his to do list and those to do list get big fast, it works best for him for follow ups, for efficiency and effectiveness, it’s not relaying on his memory. When he Copytalk he tells people on his staff, “I need you to do this or can you do that or make sure that gets to so and so”, so now they have a memory jogger too and it gets transferred to the to do list. They have found it to be the best ways to internally communicate within the team on where they are with progress and statues. Glenn shared that he has a couple books that has had the biggest impact and one is The Formula for Success by Napoleon Hill, the other one that he found to be quite useful but it’s his background but he’s a big proponent of Eric Berne, he is a psychologist that transformed or created something called Transactional Analysis in Psychotherapy and it’s a theory that says all of us have 3 different egos states in us, so child, adult and a parent and we have to speak with them independently. So if someone comes to us very angry in a customer situation, that’s their 4 year old inside of them that is angry, so you need to hear the 4 year old but you need to fix the adult, because it’s the adult one that’s going to tell everyone about it, if you try to fix the adult without talking to the child, you’ll never get to the true emotional bonding part. The book is powerful and understanding human nature. The third book that is fantastic is a Sandler book, You Can’t Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute’s 7-Steps System for Successful Selling it is basically saying that if you do really want to expand, if you do really want to get great at your profession, you’re not going to figure this thing out at a one day seminar, so it does take time and energy. He had a lot of problems when he just started, a lot of head trash, a lot anxiety, a lot of fears, a lot of issues with people thinking he was a sales person versus an account rep or a service person, but what he found is that once he started working on his beliefs, his fears, his anxiety, his scripts and then understanding how to put plans together, understanding that the majority of people don’t in the world do that and those who do are really more successful than he was so why would he buck the system, so he just became a product of his own process and it worked. Glenn shared that one of the things that they are doing right now is spending a lot of time and energy into distant learning. That’s helping individuals all around the world learn versus just having him present face to face, so one of the exciting things is how they can really maximize technology today and how they can help more people around the country versus only helping those he can get face to face or get time to go to conventions. Glenn shared that listeners can find him at - www.mattson.sandler.com Glenn Mattson LinkedIn Sandler Training YouTube Glenn shared the quote that inspires him in times of adversity is “Today I will do what others won’t, so tomorrow I can do what others want but can’t.” In other words, do what most won’t do to have a life that most want. Glenn stated that for persons listening or starting a business or thinking about starting a business, one of the beautiful thing about business is that you can start, you just need to do your due diligence, find out about your product, find out about your plan, find out about your finances, do as much diligence as you can and do the best you can to take you and have you number 3, your clients number 1, your staff number 2 and you’re number 3 or 4. If you remember that it makes building a business a little easier. Links Transactional Analysis in Psychotherapy by Eric Berne You Can’t Teach a Kid to Ride a Bike at a Seminar: The Sandler ales Institute’s 7-Step System for Successful Selling by David Sandler

How to Succeed at Creating Equal Business Stature

Play Episode Listen Later May 23, 2016 24:31

Al Simon, a 15-year Sandler trainer shares his thoughts about how to succeed at creating equal business stature in a relationship. You will learn how to get to the top and stay there as we explore: Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success Al Simon's greatest success, biggest failure, and favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com. If you like this podcast, you may also like this Sandler book from David Sandler, himself: You Can't Teach a Kid To Ride a Bike at a Seminar (2nd Edition)

How to Succeed at Creating Equal Business Stature

Play Episode Listen Later May 23, 2016 24:31

Al Simon, a 15-year Sandler trainer shares his thoughts about how to succeed at creating equal business stature in a relationship. You will learn how to get to the top and stay there as we explore: Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success Al Simon's greatest success, biggest failure, and favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com. If you like this podcast, you may also like this Sandler book from David Sandler, himself: You Can't Teach a Kid To Ride a Bike at a Seminar (2nd Edition)

How to Succeed at Creating Equal Business Stature