Podcasts about getting past no

Who is the most difficult person we'll ever have to negotiate with? Why is it so hard to change people's minds, and what's the most graceful way to do it? Is there a root cause to all conflict? Could a simple path hold the key to turning any conflict into peace—at home, at work, and even between nations? And what, ultimately, is the secret to world peace?Find out from William Ury, exclusively in conversation with Dr. Hitendra Wadhwa on Intersections Podcast.William Ury is a social anthropologist, award-winning author, and one of the world's leading thinkers on negotiation, with nearly fifty years of experience in helping address some of the world's toughest conflicts, “from the halls of Harvard to the depths of Kentucky coal mines, from the White House Crisis Center to the deserts of Botswana, from corporate boardrooms to war zones in the Middle East, Korea, and Ukraine.” With former U.S. president Jimmy Carter, William co-founded the International Negotiation Network, a nongovernmental body seeking to end civil wars around the world. At Harvard Law School, he helped found the Program on Negotiation and the Harvard Negotiation Project research center. He is also the founder of the Abraham Path Initiative, a non-profit that brings Middle Eastern communities together through a long-distance trail tracing the ancient journey of Abraham and his family. His books include the fifteen-million-copy bestseller Getting to Yes, Getting Past No, The Third Side, and his most recent work, Possible: How We Survive (and Thrive) in an Age of Conflict.

On today's Super U Podcast, Equalman offers tips and tricks on how to turn that "No" into a "Now". He shares the top 2 reasons your ideas never get past the brainstorming phase, practical advice on how to better sell your ideas, and lastly 3 stories about perseverance and pioneering.   Is there a topic you want Equalman to cover on the podcast? Do you have any questions you wish you could ask an expert? Send an email to our team with questions, concerns, or comments: Equalman@equalman.com   5x #1 Bestselling Author and Motivational Speaker Erik Qualman has performed in over 55 countries and reached over 50 million people this past decade. He was voted the 2nd Most Likable Author in the World behind Harry Potter's J.K. Rowling.   Have Erik speak at your conference: eq@equalman.com   Motivational Speaker | Erik Qualman has inspired audiences at FedEx, Chase, ADP, Huawei, Starbucks, Godiva, FBI, Google, and many more on Focus and Digital Leadership.   Learn more at https://equalman.com

  Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership. If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation! Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes. This is Jon Freeman's story: Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance. In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams. Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills. Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman This week's special guest is Jon Freeman Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales professionals seeking to navigate the challenges of objection coaching. In this episode, you will be able to: Master objection handling techniques to close more sales and boost team performance. Cultivate lasting customer connections that drive loyalty and repeat business. Navigate the fine line between managing a team and being a successful salesperson. Leverage cutting-edge technology to supercharge your sales approach and stay ahead of the competition. Embrace integrity as the cornerstone of successful and sustainable sales relationships.   The key moments in this episode are: 00:00:00 - Overcoming Objections in Sales Coaching 00:01:38 - Jon's Background and Innerspace.io 00:06:45 - Juicy Personal Story 00:09:56 - Coaching Sales Teams to Overcome Objections 00:13:33 - Practical Strategies for Sales Coaching 00:14:37 - Importance of Sales Guide and FAQ Document 00:15:26 - Dealing with Objections and Rejections 00:17:32 - Identifying Ideal Customers 00:20:23 - Testing and Iterating in Sales 00:25:49 - Selling New and Innovative Solutions 00:28:16 - The turning point in sales and statistics 00:33:24 - Importance of emotion in sales 00:35:09 - Building long-term relationships 00:36:56 - Balancing quotas and relationships 00:40:36 - Focus on the customer 00:41:33 - Challenges in Enterprise Sales 00:42:00 - Measuring Sales Team Performance 00:43:31 - Industry-Specific KPIs 00:44:15 - Tracking KPIs 00:45:04 - Connecting with Jon Timestamped summary of this episode: 00:00:00 - Overcoming Objections in Sales Coaching Jon discusses the challenge of coaching sales teams to overcome objections and emphasizes the importance of understanding individual mental maps and using the Socratic method to help sales reps navigate objections effectively. 00:01:38 - Jon's Background and Innerspace.io Jon shares his accidental journey into sales and introduces Innerspace.io, a company specializing in locationing using existing wifi systems to solve organizational challenges and improve productivity. 00:06:45 - Juicy Personal Story Jon reveals his background as a figure skater and being invited to the first U.S. luge team, highlighting his early competitive spirit and the decision not to pursue the opportunity due to family attachment. 00:09:56 - Coaching Sales Teams to Overcome Objections Jon emphasizes the need for sales leaders to understand and respect individual sales reps' unique mental maps, use the Socratic method, and focus on the prospect's point of view to effectively coach them in overcoming objections. 00:13:33 - Practical Strategies for Sales Coaching Jon provides practical strategies for sales coaching, including creating a list of common questions and answers, leveraging the knowledge of top sales reps, and encouraging active listening and empathy to understand the prospect's perspective. 00:14:37 - Importance of Sales Guide and FAQ Document Jon emphasizes the importance of including a QA document in the sales guide for coaching sales reps. He also highlights the misconception CEOs have about the sales guide. 00:15:26 - Dealing with Objections and Rejections Jon shares a humorous yet frustrating experience of facing objections and rejections, including an instance where a prospect responded with a rude message. Mario empathizes with the challenges of handling such situations. 00:17:32 - Identifying Ideal Customers The discussion shifts to the importance of not wasting time on "dumb" customers and using judgment to recognize unproductive interactions. Jon emphasizes the need to recognize when to give up on certain prospects. 00:20:23 - Testing and Iterating in Sales Jon draws insights from statistics and marketing courses, highlighting the significance of testing, especially when selling a new product or targeting a new audience. He stresses the need for continuous iteration and adaptation in the sales process. 00:25:49 - Selling New and Innovative Solutions Jon shares his experience of selling new, innovative solutions and highlights the unique skill set required for such sales. He advises managers to carefully select sales reps for selling new products and emphasizes the importance of early adoption in such scenarios. 00:28:16 - The turning point in sales and statistics Mario shares his experience of struggling in statistics and how it led him to realize his path in sales. He also talks about the importance of perseverance and seeking help when facing challenges. 00:33:24 - Importance of emotion in sales Jon emphasizes the significance of conveying genuine care and emotion in sales interactions. He discusses the impact of sincerity and emotional connection on customer relationships and decision-making. 00:35:09 - Building long-term relationships Mario reflects on the importance of building long-term relationships with clients, highlighting the lasting impact of genuine appreciation and maintaining contact with individuals, even beyond immediate sales transactions. 00:36:56 - Balancing quotas and relationships Jon discusses the balance between meeting sales quotas and building long-term relationships with clients. He underscores the importance of integrity, efficiency, and assertiveness in sales interactions, while also prioritizing long-term value and connections. 00:40:36 - Focus on the customer The conversation concludes with a focus on prioritizing the customer and recognizing the significance of understanding the sales cycle. Mario emphasizes the need to align sales efforts with addressing customer needs, while Jon highlights the role of prospecting, engagement, and problem-solving in sales leadership. 00:41:33 - Challenges in Enterprise Sales Jon discusses the challenges of selling to large enterprise customers, highlighting the lengthy sales process and the complexity of B2B sales. He questions the effectiveness of current sales metrics in this environment. 00:42:00 - Measuring Sales Team Performance Jon emphasizes the importance of tailoring metrics to the experience level and situation of sales reps. He suggests measuring prospecting for new reps and various funnel stages for different types of sales. 00:43:31 - Industry-Specific KPIs Jon stresses the importance of industry-specific KPIs, such as measuring contacts in a company for big ticket items or tracking funnel stages for single transaction sales. He advocates for competition and coaching based on KPI performance. 00:44:15 - Tracking KPIs Jon advocates for tracking as many KPIs as possible and ensuring transparency with reps. He advises using dashboards and discussing KPIs in weekly calls. Jon also emphasizes the need to promote good behavior and take responsibility for underperforming reps. 00:45:04 - Connecting with Jon Jon shares his contact information and willingness to connect with sales professionals. He encourages personalized connection requests and emphasizes the importance of reaching out with a clear purpose. Winning Customer Loyalty Building strong relationships with clients is essential for long-term success in sales, as loyal customers are more likely to make repeat purchases and recommend your business to others. Overcoming objections through effective coaching helps to establish trust and credibility with customers, ultimately winning their loyalty. Sales leaders must focus on coaching their teams to prioritize customer relationships over short-term gains. Leading vs. Selling Sales coaching should emphasize the importance of leading prospects through the sales process rather than simply focusing on making a sale. By guiding prospects with empathy and understanding, sales teams can create meaningful interactions that lead to conversions. Coaching sales reps to adopt a leadership mindset helps them build rapport, address objections, and ultimately close more deals. The resources mentioned in this episode are: Connect with Jon Freeman on LinkedIn and mention that you heard him on the Modern Selling podcast with Mario Martinez Jr. to establish a personalized connection request. Check out Jon Freeman's Twitter profile and follow him for valuable insights and updates on sales and sales management. If you're interested in reaching out to Jon Freeman, make sure to personalize your connection request on LinkedIn and mention whether you liked or hated the movie Megalopolis. Download FlyMSG at flymsg.io for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant. Watch the movie The Graduate for a classic coming-of-age story and immerse yourself in the timeless tale that Jon Freeman enjoys.

Parfois, nous en venons à croire qu'avec certaines personnes, il est tout simplement impossible de parvenir à des ententes. La personnalité ou la situation s'avère un obstacle beaucoup trop imposant à surmonter.   William Ury s'est fait d'abord connaître par son livre Getting to Yes en 1981 qui fut co-écrit avec Roger Fisher, un juriste. Leur livre est devenu une référence en matière de négociation dans une optique gagnant-gagnant. C'est à eux que nous devons le terme BATNA ( Best Alternative to a negotiated agreement)   William Ury est reconnu pour avoir travaillé avec le pentagone dans leur résolution de conflits politiques. Il a joué un rôle central dans les dossiers les plus chauds en Afrique.   Plusieurs critiques reprochèrent au livre Getting to Yes de présumer que les partis impliqués dans la négociation partaient de bonne foi. Que faire lorsque nous devons négocier avec une personne particulièrement fermée?   Dix ans plus tard, William Ury a publié Getting Past No en réponse aux commentaires. J'ai donc décidé de traiter de Getting Past No dans cet épisode qui m'apparaît encore plus complet que le premier livre Getting to Yes.   Le livre propose 5 stratégies de manière détaillée: Aller au balcon Faire un pas du côté de l'autre Recadrer Offrir un pont doré Utiliser son pouvoir pour éduquer À la suite de la publication de mon guide Relations difficiles au travail?, j'ai décidé de me spécialiser encore davantage sur le sujet afin d'approfondir mon offre de services (conférence formation coaching).   Je suis donc toujours à la recherche de livres autour de cette thématique. Parmi le très grand nombre de livres consultés jusqu'à maintenant, Getting Past No s'est imposé tout en haut de la pile. 0m23: Présentation 8m45 : présentation du livre 12m50 : La vision de William Ury en matière de collaboration 29m59 : Les 5 grandes stratégies de Getting Past No 1h03m18 : Réflexion personnelle

Ways To Bounce Back from Rejection Rejection is a part of life, but it's how we bounce back that defines us.

In today's episode, we explore the art of conflict resolution, negotiation strategies, and transforming challenging relationships with Dr. William Ury, a distinguished expert in the field of negotiation and conflict mediation. Dr. Ury is the co-founder of Harvard's Program on Negotiation and has nearly 50 years of experience in resolving some of the world's toughest conflicts. His seminal works include the bestsellers "Getting to Yes" and "Getting Past No," which have sold over 5 million copies worldwide. In this episode, we explore insights from his latest book, "Possible: How We Survive (and Thrive) in an Age of Conflict," available now. Join us for an enlightening discussion with Dr. William Ury, where he unravels the nuances of conflict resolution and high-stakes negotiation. How can you turn a seemingly insurmountable conflict into a collaborative opportunity? What are the key techniques to prepare yourself mentally and emotionally for tough negotiations? Dr. Ury shares his top strategies for avoiding common negotiation pitfalls and engaging constructively, drawing from his vast experience and groundbreaking work. Discover how to build a "golden bridge" in negotiations and the essential steps to transforming difficult relationships into productive partnerships. What to Listen For Introduction – 00:00 How does Dr. William Ury's extensive background in negotiation and anthropology shape his approach to conflict resolution? What drew Dr. Ury to the field of negotiation and conflict mediation early in his career? How does Dr. Ury define the concept of a "possibilist" and its significance in today's world? Understanding Conflict – 05:02 Why does Dr. Ury believe that more conflict is necessary for growth and change? How does he differentiate between destructive and constructive conflict? What is the importance of "going to the balcony" in managing conflict effectively? The Power of Pausing – 13:04 What role does pausing play in reducing emotional reactivity during negotiations? How can the simple act of pausing transform a negotiation's outcome? What is the magic question you can use to find the best compromise in a negotiation? Building the Golden Bridge – 25:15 What is the "golden bridge" strategy and how can it facilitate successful negotiations? How does listening actively help in building a golden bridge for the other side? Why is it crucial to understand your own objectives and the underlying interests behind them? How can you prepare effectively for a negotiation by considering the other side's perspective? What You Must Avoid in Negotiations – 30:14 What are the three common pitfalls in negotiation and how can you avoid them? What steps can you take to create a collaborative atmosphere in negotiations? Leveraging Curiosity and Creativity – 33:21 How does curiosity drive creativity in finding solutions during negotiations? What are some effective "what if" questions to ask that open up new possibilities? How can separating evaluation from creation enhance the brainstorming process in negotiations? Transforming Relationships through Conflict – 39:31 How does engaging in conflict with curiosity and respect transform relationships? Why is focusing on long-term relationship building more beneficial than seeking short-term wins? How can understanding and articulating mutual interests lead to successful conflict resolution? The Victory Speech Exercise – 52:23 What is the "victory speech" exercise and how can it shift the negotiation dynamic? How did Dr. Ury use this exercise to help de-escalate tensions between Donald Trump and Kim Jong Un? Why is envisioning the other side's victory speech a powerful tool in negotiation? Learn more about your ad choices. Visit megaphone.fm/adchoices

William Ury, a world-renowned expert in conflict resolution, has spent decades helping people come together in the most challenging situations imaginable. We dive deep into the art of navigating life's inevitable conflicts with grace, understanding, and effective strategy. William's approach is deeply rooted in the power of listening and the transformative potential of approaching every situation with curiosity rather than confrontation. Throughout his illustrious career, William has authored several groundbreaking books that have become essential reading for anyone looking to master the art of negotiation and conflict resolution. His classics, "Getting to Yes," "Getting Past No," and "The Power of a Positive No," have empowered millions worldwide to navigate disputes with confidence and poise. Today, we're especially excited to delve into his latest book, "Possible: How We Survive and Thrive in an Age of Conflict," where William offers fresh insights and practical strategies for turning conflicts into opportunities for growth and connection. As we explore the wisdom William has to share, you'll discover how shifting your perspective and embracing curiosity can open up new pathways to understanding, even in the most entrenched disagreements. So, whether you're facing challenges in your personal life, workplace, or the broader community, today's conversation promises to equip you with the tools you need to transform conflict into collaboration. 00:01:05 - Breaking Into Negotiating 00:02:56 - Universal Negotiation Principles 00:05:58 - Seeing the Balcony View 00:08:05 - Take a Walk 00:09:25 - The Learning Curve 00:12:00 - Negotiation With Yourself 00:14:14 - Negotiating vs Antagonizing 00:20:26 - Bridging the Conversation 00:22:07 - Practice in Business 00:26:49 - When Someone Won't Budge 00:39:08 - "Giving In" 00:43:13 - Inspiring "Possible" 00:46:04 - Conflict Resolution for Today 00:53:08 - Reacting with the World Around You 01:02:06 - All About Perspective 01:04:31 - Hassle Less Connect with William Ury: Website: www.williamury.com X: @WilliamUryGTY  Instagram: @william.ury LinkedIn Show Sponsors and Discounts: OneSkin - Get 15% with code GABBY at Oneskin.co Vionic Shoes - Vionicshoes.com and use code GABBY at checkout for 15% off your entire order when you log into your account  ThriveMarket.com/gabby for 30% off your first order, plus a FREE $60 gift! Quince - Quince.com/gabby for free shipping on your order and 365-day returns FATTY15: Get an additional 15% off their 90-day subscription Starter Kit by going to fatty15.com/GABBY and using code GABBY at checkout for an additional 15% off your first order.  shopify.com/gabbyreece - sign up for a $1 per month trial period Everything Gabby Reece: Instagram: https://www.instagram.com/gabbyreece/ TikTok: https://www.tiktok.com/@gabbyreeceofficial Facebook: https://www.facebook.com/OfficialGabrielleReece/ Gabby Reece Website - https://gabriellereece.com/ Gabby Reece Show Transcript: https://gabriellereece.com/podcast/ The Gabby Reece Show Podcast on Youtube: https://www.youtube.com/channel/UCeEINLNlGvIceFOP7aAZk5A Bio: Gabrielle 'Gabby' Reece is an American actress, podcaster, and former model and professional volleyball player best known for hosting a lifestyle, health & fitness podcast titled The Gabby Reece Show. Additionally, she is the co-founder of XPT | Extreme Performance Training and Laird Superfood alongside her husband and big wave surfer Laird Hamilton. The Gabby Reece Show talks to top experts with the goal of extracting the best information you will need to navigate the universe of health, fitness, relationships, parenting, and business. Gabby keeps it simple but gets to the heart of the conversation with the hopes of providing you with realistic takeaways. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, rachel, Kendall, and Seif talk about: * The pressures of what your parents want, in various cultures * Quitting a "good job" because they made you a manager * Bringing your team with you to the next company * Open source culture and the meritocracy * The tensions inherent between product management and innovators * Respective hirsuteness * When it's the right time to go off the rails * Acknowledging a need for the rails * A team as a functioning organism, nerdy giant robot references * The gravitational pull of excitement and going off-plan * Recommendations for "Getting to Yes," "Getting Past No," and "Drive" * Smelling things! * Reverse engineering what your kid wants You can find Seif on the Axiom Discord as "Seif" Special thanks to Mel Stanley for our theme music

One of the toughest challenges in a relationship is being able to forge our own individual selves. And it isn't always something that gets easier over time.  Our ability to create a strong separate self independent of a couple relationship is strongly influenced by how we grew up, and what our relationship with our parents was like. In this episode Andrew talks with psychosexual therapist Juliet Grayson about the question “Do I Have to Give Up Me to Be Loved By You? Juliet Grayson provides extensive training courses and workshops for therapists, including training in attachment informed couple therapy, creative writing in the therapeutic encounter, and the Pesso Boyden system of psychotherapy. Her website hosts many informative webinars, covering numerous topics including shame, death and relationships.  If You're Looking for More…. You can subscribe to The Meaningful Life (via Apple Podcasts, Spotify or Google Podcasts) and hear a bonus mini-episode every week. Or you can join our Supporters Club on Patreon to also access exclusive behind-the-scenes content, fan requests  and the chance to ask Andrew your own questions. Membership starts at just £4.50.  This week supporters will hear: ⭐️How to feel less guilty. ⭐️Three things Juliet Grayson knows to be true. ⭐️AND subscribers also access all of our previous bonus content - a rich trove of insight on love, life and meaning created by Andrew and his interviewees. Follow Up Read Andrew's new Substack newsletter The Meaningful Life, and join the community there. Read Juliet Grayson's book, Landscapes of the Heart . Juliet Grayson has the following websites: www.therapyandcounselling.co.uk https://jandw.thinkific.com/ www.landscapesoftheheart.co.uk www.sexuallyinappropriatebehaviour.org Read some of the books discussed in this episode: Kahlil Gibrain's The Prophet, Getting to Yes by Roger Fisher and William Ury, Getting Past No by William Ury, The Body Keeps the Score by Bessel van der Kolk. Learn more about the Pesso Boyden method  You might enjoy other episodes on relationship themes; including therapists Michelle Farris on Seven Signs You Might be Co-Dependent and Terry Real on The Five Traps that Undermine Your Love. Read Andrew's book I Love You But I'm Not in Love With You: Seven Steps to Saving Your Relationship  Andrew offers regular advice on love, marriage and finding meaning in your life via his social channels. Follow him on Twitter, Facebook and YouTube @andrewgmarshall   

Lightning Round:  Top 10 Ways to Deal with a Sales Objection Question from the audience: Andy from Seattle asks:  How do you deal with an objection when you know there's no way what you have to offer can overcome the issue? Book:   Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount

Lightning Round:  Top 10 Ways to Deal with a Sales Objection Question from the audience: Andy from Seattle asks:  How do you deal with an objection when you know there's no way what you have to offer can overcome the issue? Book:   Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount

《혼자 이기지 마라》 원제 : Getting Past No 윌리엄 유리 지음│이수정 옮김│스몰빅라이프☞ 책정보 https://book.naver.com/bookdb/book_detail.nhn?bid=10493414저자가 이 책에서 제안하는 인간관계의 핵심 원칙은 “사람과 싸우지 말고 문제와 싸우라” 는 것입니다. 대부분의 사람들은 인간관계를 이기고 지는 승패의 관점이나 얻고 뺏기는 이해득실의 관점에서 바라봅니다. 이것은 대단히 잘못된 접근이라고 저자는 말하는데요. 인간관계를 승패나 경쟁의 관점에서 바라보면 상대방은 싸워야 할 '적(敵)'이 될 수밖에 없기 때문입니다. 하지만 인간관계를 당면한 문제와 싸우는 것으로 생각한다면 상대방은 힘을 합쳐 문제를 해결할 수 있는 '동지(同志)'가 됩니다. 상대방을 적으로 생각하면 해결해야 할 문제는 부차적인 것이 되고 서로의 의견 차이를 좁히는 것이 매우 어렵게 되지만, 상대방을 동지로 생각하면 당면한 문제 해결에 집중할 수 있고 긍정적이고 생산적인 관계를 창출할 수 있다는 것입니다.이 책의 저자인 윌리엄 유리는 전 세계 누적 판매 500만 부를 기록한 하버드 석학으로 우리가 일상적으로 겪는 인간관계의 본질을 파헤치고, 다양한 형태로 나타나는 갈등의 원인과 해결 방법을 쉽고 명쾌하게 제시하고 있습니다.이 책에는 사람과 싸우지 않고 문제와 싸우는 전략으로 “마음의 장벽을 허무는 5가지 전략”이 제시됩니다.첫 번째, 반사적으로 반응하지 않는다.두 번째, 논쟁하지 않고 상대의 입장에 선다.세 번째, 거부하지 않고 게임의 틀을 바꾼다.네 번째, 몰아붙이지 않고 다리를 놓아 준다.다섯번째, 내 힘을 상대에게 실어 준다. 가 그것입니다.부부 사이, 부모 자식 사이, 상사와 부하 사이, 스승과 제자 사이, 친구 사이 등 어떤 관계라도 이 책에 제시된 원칙들을 한 가지씩 실천하다 보면 모든 인간관계가 긍정적으로 바뀌는 놀라운 경험을 하게 될 것입니다.#마음의장벽을허무는전략#문제와싸워라#책읽어주는여자#오디오북ART19 개인정보 정책 및 캘리포니아주의 개인정보 통지는 https://art19.com/privacy & https://art19.com/privacy#do-not-sell-my-info 에서 확인하실 수 있습니다.

Episode five of on your radar: Teens in Crisis is brought to you by WGN Radio and the doctors and clinical staff over at Rosecrance. In this series we focus on youth and their pandemic related recovery. Tune in while the Rosecrance Director of Outreach Mary Egan, CADC and Certified Intervention Professional Sandi Lybert join WGN's John […]

This episode talks about Vell's take Kwame Brown's reaction to the haters. The Good Read for this episode is Getting Past No: Negotiating in Difficult Situations by William Ury. Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don't have to get mad or get even. Instead, you can get what you want! What's popping in Vell's World consist of meeting Roy Jones Jr, visiting St Louis for a funeral, Juneteenth - National Recognition, and more. Follow on Facebook, Instagram, and Twitter @VellsWorldPodcast Email vellsworldpodcast@ldmonger.com with any comments, questions, or concerns you would like mentioned in our upcoming episodes. To sponsor an episode send us an email. Don't forget to subscribe, tell a friend, and follow on all social media platforms. You can leave a voice message and become a monetary supporter for as little as .99 cent on the anchor.fm. --- 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/vellsworldpodcast/message Support this podcast: https://anchor.fm/vellsworldpodcast/support

This week, sales experts Meridith Elliott Powell and Mark Hunter discuss actionable strategies for getting past "no" in sales and how you can optimize your time with clients. John in San Diego asks, "I have a client that has been my client for four years – they beat me up on price, take a lot of my time and frankly, I don't enjoy working with them. Can I fire a client? If so, how?" Book recommendation: Go for No by Andrea Waltz and Richard Fenton Lightning round: How to know when it's time to fire a client. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com

This week, sales experts Meridith Elliott Powell and Mark Hunter discuss actionable strategies for getting past "no" in sales and how you can optimize your time with clients. John in San Diego asks, "I have a client that has been my client for four years – they beat me up on price, take a lot of my time and frankly, I don't enjoy working with them. Can I fire a client? If so, how?" Book recommendation: Go for No by Andrea Waltz and Richard Fenton Lightning round: How to know when it's time to fire a client. Submit your questions at #SalesLogic or through our website: saleslogicpodcast.com

William Ury’s idea of going to the balcony helps in a challenging conversation. In his book Getting Past No he sets out the idea of Going to the Balcony. Trying that strategy can help you three ways: 1) you avoid a knee-jerk reaction; 2) you can a wider perspective; 3) you take a pause – of whatever length is best – in engaging in the conflict.  Do you have comments or suggestions about a topic or guest? An idea or question about conflict management or conflict resolution? Let me know at jb@dovetailresolutions.com! And you can learn more about me and my work as a mediator and a Certified CINERGY® Conflict Coach at www.dovetailresolutions.com and https://www.linkedin.com/in/janebeddall/.Enjoy the show on your favorite podcast app or on the podcast website: https://craftingsolutionstoconflict.com/And you can follow us on Twitter @conflictsolving.  

Jeb Blount is the founder of Sales Gravy and author of numerous best-selling books like "Fanatical Prospecting," which was the winner of ringDNA’s Sales Madness Bracket Challenge for most influential sales book. Today we talk about, well, pretty much everything. I had read Jeb’s latest book:, "The Ultimate Guide to Mastering Objections: The Art and Science of Getting Past No," I had a ton of questions prepared to ask him, and we didn’t talk about any of it! No worries though, just sit back and enjoy. I had a blast talking with Jeb. You’ll enjoy it too! _ Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy Learn more about your ad choices. Visit megaphone.fm/adchoices

BOOK OF THE WEEK CLUB WITH LUKE MENKESPLEASE SUPPORT THE SHOW SO WE CAN KEEP DOING IT! This week! How I Conquered Call Reluctance, Fear of Self Promotion & Increased my Prospecting! by Sidney C. Walker I've been doing these video book reviews on a weekly basis, so I decided to convert to audio and include in the I Love Kelowna Podcast. Executive Producer and Show Host: Luke Joseph Menkes​Executive Co-Producer and Co-Host: Kara Menkes​ PREVIOUS WEEKS (the first 10 are only available on my personal Facebook page - see link below):2/09/2020. Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount2/16/2020. Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection by Jia Jiang2/23/2020. Think BIG and Kick Ass in Business and Life by Donald J. Trump and Bill Zanker3/1/2020. Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear3/8/2020. Radical Focus: Achieving Your Most Important Goals with Objectives and Key Results by Christina R. Wodtke3/15/2020. Principles by Ray Dalio3/22/2020. Raising Private Capital: Using Other People's Money to Build Your Real Estate Empire by Matt Faircloth3/29/2020. Lost Connections: Uncovering the Real Causes of Depression and The Unexpected Solutions by Johann Hari4/5/2020. Sell it Like Serhant by Ryan Serhant10. 4.12/2020. SHIFT. How Top Real Estate Agents Tackle Tough Times by Gary Keller 11. 6/14/2020. The Universal Laws of Success and Achievement by Brian Tracy 12. 6/21/2020. How I Conquered Call Reluctance, Fear of Self Promotion & Increased my Prospecting! by Sidney C. Walker NEXT WEEK13. 6/28/2020. Ninja Selling by Larry KendallFollow me on Social Media:I Love Kelowna Podcast on FacebookInstagramLinkedinLuke Menkes Kelowna RealtorMy Personal Facebook PageSupport the show (https://paypal.me/lukemenkes)

Book of the Week ClubI've been doing these video book reviews on a weekly basis, so I decided to convert to audio and include in the I Love Kelowna Podcast. This week! The Universal Laws of Success and Achievement by Brian Tracy: https://a.co/6ytuo8WPREVIOUS WEEKS (the first 10 are only available on my personal Facebook page - see link below):2/09/2020. Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount2/16/2020. Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection by Jia Jiang2/23/2020. Think BIG and Kick Ass in Business and Life by Donald J. Trump and Bill Zanker3/1/2020. Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear3/8/2020. Radical Focus: Achieving Your Most Important Goals with Objectives and Key Results by Christina R. Wodtke3/15/2020. Principles by Ray Dalio3/22/2020. Raising Private Capital: Using Other People's Money to Build Your Real Estate Empire by Matt Faircloth3/29/2020. Lost Connections: Uncovering the Real Causes of Depression and The Unexpected Solutions by Johann Hari4/5/2020. Sell it Like Serhant by Ryan Serhant4.12/2020. SHIFT. How Top Real Estate Agents Tackle Tough Times by Gary Keller 6/14/2020. The Universal Laws of Success and Achievement by Brian Tracy NEXT WEEK6/21/2020. How I Conquered Call Reluctance, Fear of Self Promotion & Increased my Prospecting! by Sidney C. WalkerFollow me on Social Media:I Love Kelowna Podcast on FacebookInstagramLinkedinLuke Menkes Kelowna RealtorMy Personal Facebook PageSupport the show (https://paypal.me/lukemenkes)

Reading the book translated by Daw Aung San Suu Kyi (Getting Past ‘NO’ written by William Ury.)

Reading the book translated by Daw Aung San Suu Kyi (Getting Past 'NO' written by. William Ury.)

Reading the book translated by Daw Aung San Suu Kyi (Getting Past 'NO' written by William Ury.)

Reading the book translated by Daw Aung San Suu Kyi (Getting Past 'NO' written by William Ury.)

In today’s episode, we sat down with Dr. Randa Bascharon who is an Orthopedic Surgeon, a Board Certified Athletic Trainer, Founder of the Orthopedic and Sports Medicine Institute of Las Vegas, and the Sports Performance Institute of Las Vegas.In this episode, we discuss:What it’s like to work across so many different sportsOvercoming being told NOFiguring out your Why Dr. Bascharon has been involved in events in just about every sport you can think of and is incredibly well-rounded and knowledgeable. In her practice, her goal is to ensure her clients achieve excellence physically, nutritionally and mentally. Randa has cared for Olympic, professional, and amateur athletes of all ages, including many UFC fighters and world title boxing champions. She is a Certified Ringside Physician through the American Academy of Ringside Physicians and an Orthopedic Surgeon for competitive athletes for an extensive list of sporting events around the country.Connect with Randa Bascharon: LinkedIn | Instagram | Twitter Connect with Sergio Millas: LinkedIn | Instagram | Twitter

The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No  does a deep dive into the four objections you face in sales. You’ll learn techniques that you can use on your next sales call to skip past sales objections. On this episode, I have a conversation with Chris McDonough. He’s a talented and successful sales leader at ZoomInfo. Chris and I talk about why it’s stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. There’s four key types of objections that we run into in sales. And they’re not what you normally think about. So typically when we think about objections, we think about objections like, “I’m not interested,” or “It costs too much,” or “I’ve got to go talk to my boss.” Those are the things we typically fixate on. But if you think about sales as a process, all the way from prospecting into closing a deal, you get objections in the deal in four places. Prospecting Objections The first are prospecting objections. They typically become the most harsh objections. They’re the reason why people don’t prospect, because these objections can be tough. They can be difficult. And because you’re interrupting a stranger, they happen really, really fast, and you have to be good on your feet when you’re dealing with these objections. Red Herring Objections Then there are red herring objections, and these are not necessarily objections. They are things that prospects typically say at the beginning of a sales call that have a tendency to derail salespeople inside of a sales call. So for example, a rep is doing a demo and at the very beginning of the process gets interrupted, then off to the races, the rep goes, getting off of process, chasing down that red herring. Then you end up burning up the 30 minutes you had for the demo chasing something that didn’t really matter that much. So red herring objections are much more about getting control of the call. Micro Commitment and Next Step Objections Then there are a micro commitment and next step objections. And these are the objections that reps get when they’re trying to advance a deal through the pipeline. So where reps really mess up is, and you’ve probably seen this as a sales manager, you’ve got deals in the pipeline that are stalled. Almost every stalled deal in your pipeline exists because the rep didn’t secure a next step. And the next step is something that’s on the prospect’s calendar and on your calendar. So next step objections happen when you ask the person, “Hey, let’s set up this,” or “Let’s do a pilot,” or “Let’s talk to your boss,” or what have you. Whatever the next step is, you get those. Buying Commitment Objections And then finally there are buying commitment objections, and these are the objections that we traditionally get. These are the sexy objections, if you want to call them that. Usually they’re the objections that, when I ask for the deal, when I’m trying to close the deal, the person says, “Whoa, Whoa, Whoa, Whoa. I need to go think about it,” or “This costs too much.” Listen to the podcast to learn more about these objections and how to get past them.

On this podcast episode Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No  does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections.

As we come to the end of another year of the podcast, we look back on our favourite books we've read this season (so far). As we do at the end of every year then again at the end of every season, we each look back and rank all of the books we read, compile our respective 'Top 10' lists, then share the biggest lessons we took from each book. This is a great way to get a taste of all of the books and decide which ones you want to dive into further and listen to the full episode.    Adam Ashton's favourites: 10. Turning Pro - by Steven Pressfield 9. Getting Past No - by William Ury 8. Eat That Frog! - by Brian Tracy 7. How to Fail at Almost Everything and Still Win Big - by Scott Adams 6. Oh, The Places You'll Go! - by Dr Seuss 5. Grit - by Angela Duckworth 4. Ego Is The Enemy - by Ryan Holiday 3. Thinking, Fast and Slow - by Daniel Kahneman 2. Unscripted - by MJ DeMarco 1. Meditations - by Marcus Aurelius   Adam Jones's favourites:  10. Zero to One - by Peter Thiel and Blake Masters 9. Ego Is The Enemy - by Ryan Holiday 8. Quiet - by Susan Cain 7. Getting Past No - by William Ury 6. Unscripted - by MJ DeMarco 5. Oh, The Places You'll Go! - by Dr Seuss 4. Homo Deus - by Yuval Noah Harari 3. Collapse - by Jared Diamond 2. Thinking, Fast and Slow - by Daniel Kahneman 1. Antifragile - by Nassim Taleb   Read the full blog post here: https://whatyouwilllearn.com/best-books-we-read-in-2019/  Buy yourself a book for the new year: https://www.bookdepository.com/?a_aid=adamsbooks  Grab our free 'Top 50 best books of all time' document: https://whatyouwilllearn.com/top50/ Send us an email: podcast@whatyouwilllearn.com 

★DOWNLOAD THIS FREE PDF SUMMARY BY CLICKING BELOW https://go.bestbookbits.com/freepdf

Getting Past No by William Ury --- Support this podcast: https://anchor.fm/bestbookbits/support

Teen entrepreneurs traditionally have little-to-no experience selling, especially door-to-door. Nathan shows you how it's easy to sell to the decision-maker in the sales process, without even talking to the decision-maker first! This episode is for teen entrepreneurs that are selling B2B (business-to-business) items and are looking for help with their sales. --- Send in a voice message: https://anchor.fm/retirebeforecollege/message

Daily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car, your spouse thinks it's time but you say "we can't afford that right now" You arrive at work for a meeting with your boss, you present her with a carefully prepared proposal for a new project, but she interrupts within the first minute and says "we already tried that and it didn't work. During lunch you try to return a defective toaster you bought last week, but the store person refuses to refund or exchange the toaster because you don't have the receipt and that's "Store Policy" This book will show you how to "get past no" via a 5 step process: Step 1: Don't React (Go to the Balcony)  Step 2: Disarm Them (step to their side) Step 3: Change the Game (don't reject... reframe) Step 4: Build he Golden Bridge (make it easy to say yes) Step 5: Don't Escalate - Use Power to Educate (make it hard to say no) Grab a copy of the book here: https://www.bookdepository.com/Getting-Past-No-Roger-Fisher/9780712655231/?a_aid=adamsbooks

Author of Fighting for Love: Turn Conflict into Intimacy and radio host, Mari Frank interviews best selling author and speaker, William Ury. William Ury, co-founder of Harvard’s Program on Negotiation, is one of the world’s leading experts on negotiation and mediation. He is currently a Distinguished Senior Fellow at the Harvard Negotiation Project. He is co-author with Roger Fisher and Bruce Patton of Getting to Yes, a fifteen-million-copy bestseller translated into over thirty-five languages, and the author of Getting Past No, The Power of a Positive No, The Third Side, and, most recently, the award-winning Getting to Yes with Yourself. Over the past thirty-five years, William has served as a negotiation adviser and mediator in conflicts ranging from Kentucky wildcat coal mine strikes to ethnic wars in the Middle East, the Balkans, and former Soviet Union, and most recently in Colombia, where he serves as a senior advisor to President Juan Manuel Santos. With former president Jimmy Carter, William co-founded the International Negotiation Network, a non-governmental body seeking to end civil wars around the world. He has taught negotiation and mediation to tens of thousands of corporate executives, labor leaders, diplomats, and military officers around the world. During the 1980s, he helped the U.S. and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In that capacity, he served as a consultant to the Crisis Management Center at the White House. William is co-founder of the Climate Parliament, which offers members of congress and parliament across the world an Internet-based forum to address practical solutions for climate change. Time magazine described the organization as a “Google for global politics.” William is founder of the Abraham Path Initiative, which shines a light on the ancient path of Abraham, the legendary common ancestor of over half of humanity, celebrated for his kindness and hospitality toward perfect strangers. The initiative supports trails along this path and inspires walks that create unlikely connections across cultures, fostering local livelihood and global understanding. Christiane Amanpour calls the Abraham Path “an unprecedented initiative to break down barriers and foster communication in the most divided region of the world.” He has a popular TED talk about the Abraham Path, entitled “The Walk from No to Yes.” William is the recipient of the Whitney North Seymour Award from the American Arbitration Association and the Distinguished Service Medal from the Russian Parliament. His work has been widely featured in the media, including The New York Times, The Financial Times, CNN, and the BBC. Trained as a social anthropologist, with a B.A. from Yale and a Ph.D. from Harvard, William has carried out his research on negotiation not only in the boardroom and at the bargaining table, but also among the Bushmen of the Kalahari and the clan warriors of New Guinea.

Elle’s journey from a nurse to a hospital administrator to entrepreneur is nothing short of inspiring and informative. Elle was able to recognize how much value she was bringing as an expert in her work for the hospital. Over time she found a way to bring that to the market as a consultant. Those who are working a corporate job who are interested in going into business on there own will benefit from hearing how she gracefully and strategically exited her career and began her business. Consumerism has changed healthcare; the online forums and social media are avenues for patients to share both positive and negative experiences. Elle’s big ideas was to help healthcare providers manage online reputation and improve overall business. How she manages her business and her time is helpful guidance for business owners. App Recommendations: Asana for Teamwork Collaboration and Project/Workflow Management Zapier for software automation and integration. Audible for Audiobooks Book Recommendations Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount– for sales and marketing strategies

Need financing to make your REI dreams happen? Often it's a question of how far you're willing to go in pursuit of a "Yes" from the bank. Our guest in this episode (Juan Vargas) knows all about that, having made the rounds in pursuit of that elusive "Yes". Hear his inspiring story, along with his insights on topics like committing to generational wealth (*including what that even means), investing through syndications, and getting more speed from your BMW. Listen now by clicking "Play" in iTunes!

https://compasswave.com to streamline the bidding process for your cleaning business. Can you tell me how to bid a cleaning job when you hate to sell? I'm trying to grow my cleaning company and the #cleaning bid gets me every time. Angela Brown, The House Cleaning Guru answers "how to bid a cleaning job when you hate selling with a Compass Wave #ProductReview Compass Wave is maid service estimating software that gives instant price quotes for house cleaning and maid service. The cleaning estimates factor in your cleaning times and price and levels of cleanliness from the homeowner. Today's #AskaHouseCleaner sponsor is Compass Wave. (If you hate to sell but love to clean your #CleaningBid just got easy. *** COMPLETE SHOW NOTES FOR THIS EPISODE *** https://MyCleaningConnection.com/how-to-bid-a-cleaning-job *** MORE VIDEOS ON THIS TOPIC *** Bidding Residential Cleaning Jobs - Secrets and Tips - https://youtu.be/4N8tYG-2p1U How to Bid a Cleaning Job - https://youtu.be/3ZA1Icz5Qdk How to Price A Residential House Cleaning Job - https://youtu.be/Y6AP1jzGRxg? How to Bid on Cleaning Accounts - https://youtu.be/kERV4nRwZiU Price by The Hour or Job for House Cleaning? - https://youtu.be/gcYM-mQvlXw *** RESOURCES FROM THIS EPISODE *** CompassWave.com – Maid Service Estimating Software – https://CompassWave.com Joe Girard's 13 Essential Rules of Selling: How to Be a Top Achiever and Lead a Great Life - https://amzn.to/2S4Lt69 How to Close Every Sale - https://amzn.to/2S0p2yF Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal - https://amzn.to/2EyvoCq Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No -https://amzn.to/2S3gSWl We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon.com and affiliated sites. *** OTHER WAYS TO ENJOY THIS SHOW *** ITUNES - http://apple.co/2xhxnoj STITCHER - http://bit.ly/2fcm5JM SOUNDCLOUD - http://bit.ly/2xpRgLH GOOGLE PLAY - http://bit.ly/2fdkQd7 YOUTUBE - https://goo.gl/UCs92v *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** HOUSE CLEANING TIPS VAULT *** (DELIVERED VIA EMAIL) - https://savvycleaner.com/tips *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** FOLLOW ANGELA BROWN ON SOCIAL MEDIA *** https://Facebook.com/SavvyCleaner https://Twitter.com/SavvyCleaner https://Instagram.com/SavvyCleaner https://Pinterest.com/SavvyCleaner https://Linkedin.com/in/SavvyCleaner *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and Advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. Cleaning company expansion help. Time-saving Hacks for DIY cleaners and more. Hosted by Angela Brown, 25-year house cleaning expert and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry reach out to our promotional department info[at]AskaHouseCleaner.com *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com HOUSECLEANING360.COM – Connecting House Cleaners with Homeowners – https://housecleaning360.com COMPASSWAVE.COM – Maid Service Estimating Software – https://CompassWave.com

Our guest, Jeb Blount CEO at Sales Gravy joins Matt Heinz to discuss his new book,  Objections, The Art and Science of Getting Past No and a lot more!  Check out the full transcript starting Mon. 11/12/18, 6am PST on the Heinz Marketing Blog. "The one thing that every one in sales faces is objections ...You get objections when you prospect. You get objections when you ask for next steps. You get objections when you ask people to buy and no one's immune. So it doesn't make a difference what you sell, it doesn't make a difference if you're short cycle/long cycle, if you're enterprise, if you're less complex. It doesn't make a difference if you're an SDR or you're an AE or you have a full desk. It doesn't matter. Every single person that sells is going to face objections. So it's important that you understand how to deal with them and get past them so you can be successful in your role." "I think it applies to people from all walks of life."Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!  

Why is it so difficult for people to find compromise? Have we forgotten how to truly listen to opposing views? In this episode, we dive deep into these questions with Professor Walter Wright, an expert in mediation and conflict resolution, who takes the time to explain how to resolve differences with other people…or at least how to try.   In addition to talking about the basic principles of interests based negotiation, we also summarize and explain techniques used by professionals in the field of conflict resolution to help people recognize humanity in those with whom they disagree.  Every day, people who never thought they’d see eye to eye are able to reach compromises in a way that preserves relationships - it really is possible! But as Professor Wright explains, it takes work, and a big part of that is just learning how to approach conflicts in a different, more thoughtful way.    This was a wide ranging conversation, touching on Maslow’s hierarchy of needs, restorative justice in schools, and even how cultural norms impact the way we approach and resolve disputes. Choosing a new way to approach disagreements can truly be life changing.  As Professor Wright explains, it starts by taking the time to listen to each other…even when we disagree.   I hope you enjoy this show about finding the purpose in the process of resolving disagreements!  Links and More Information on this Topic: Click here for Professor Wright’s info and bio, and here for his extensive curriculum vitae.  The Kraybill inventory (used to help understand and reveal preferred style of conflict management). Getting to Yes by Fisher/Ury. We briefly reviewed the interests based process in this book, but there’s a lot of detail we didn’t have time to cover. If you want to take the next step in learning how to resolve disagreements in any environment (or even just how to negotiate better) I highly recommend it. Getting Past No is the follow-up book by Ury and is a good add-on for dealing with difficult people. Tribe by Sebastian Junger is the fantastic book I mentioned when we were discussing the importance of being accepted back into a community. That’s just one of the many interesting topics in this book that is totally worth your time. The Moral Imagination: The Art and Soul of Building Peace by John Paul Lederach is the author's latest book on faith based conciliation and mediation.  His work was highly recommended by Professor Wright!  If you’re interested in learning more about how cultural norms impact our approaches to each other, here’s a link to a well known book Cultures and Organizations: Software of the Mind by the Dutch father and son duo, the Hofstede’s (Prof. Wright briefly mentioned them toward the end of the interview when discussing how cultural norms impact dispute resolution). Do you live in Austin and want to learn more about community dispute resolution? Check out the Austin DRC at https://austindrc.org - this is where I met Prof. Wright and an entire class of fun folks who were all wanting to learn more about resolving disagreements. You can become a trained community mediator and volunteer your time (no, you don’t have to be a lawyer!).  If you’re outside of Austin, chances are there is some type of community dispute resolution center near you - just google “dispute resolution center” with your city and state. Finally, if you want to learn more about attorneys focused on offering an innovative, less relationally disruptive, and confidential way to resolve disputes, check out the Global Collaborative Law Council at https://globalcollaborativelaw.com/. I hope you enjoyed the show! You can sign-up to learn first about upcoming guests, special shows, and inside news at shilohcoleman.com.  Finally, forget to subscribe, share with your friends, and spread the news - thanks!!

Ryan Caligiuri speaks with New York Times Best Selling Author, Jeb Blount, the author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No, as they break down his book into a handful of golden nuggets!---Rate and Review the show and send a screen capture of your submission to Podcast@RyanCaligiuri.com and get entered for a draw to win a prize greater than $1,000 every quarter. Enter once and be entered forever!---Tweet any book recommendations you have for Ryan using the hashtag #CutTheCrap on Twitter and everywhere else. See acast.com/privacy for privacy and opt-out information.

The fear of rejection is common. And house cleaners face negativity every day. But how do you overcome the fear of rejection? Is it possible to reprogram your mind for a more positive outlook on life?  Angela Brown says yes. On today's Ask a House Cleaner she recommends overcoming the fear of rejection with self-help tapes while sleeping.  "You're going to get negative feedback but you can reframe your thinking. Reprogram your subconscious mind." Today's sponsors are Savvy Cleaner (house cleaner training and cleaning videos.) My Cleaning Connection (cleaning tips.) HouseCleaning360 (list your business and find clients to clean for.) And Savvy Perks (Bonuses and incentives for your employees.)   *** COMPLETE SHOW NOTES FOR THIS EPISODE *** https://askahousecleaner.com/fear-of-rejection     *** MORE VIDEOS LIKE THIS *** Haters, Bullies and Trolls. Oh, My! - https://youtu.be/XL9UG07cYEE Hardest Money I Ever Earned - https://youtu.be/NkvNR4WzHHQ Menopause and House Cleaning When You Just Don’t Care - https://youtu.be/q4tKE4vKEYw     *** RESOURCES FROM THIS EPISODE *** Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection - https://amzn.to/2Oa1Ahd Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No - https://amzn.to/2O8SUrl Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - https://amzn.to/2LunzRb The Thinking Trap: Reprogram Your Mind for Success - https://amzn.to/2OaNdcf The Tapping Solution for Manifesting Your Greatest Self: 21 Days to Releasing Self-Doubt, Cultivating Inner Peace, and Creating a Life You Love - https://amzn.to/2NAzoCQ Energy Strands: The Ultimate Guide to Clearing the Cords That Are Constricting Your Life - https://amzn.to/2LwGyL9 We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon.com and affiliated sites.     *** OTHER WAYS TO ENJOY THIS SHOW *** ITUNES - http://apple.co/2xhxnoj STITCHER - http://bit.ly/2fcm5JM SOUNDCLOUD - http://bit.ly/2xpRgLH GOOGLE PLAY - http://bit.ly/2fdkQd7 YOUTUBE - https://goo.gl/UCs92v     *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com     *** HOUSE CLEANING TIPS VAULT *** (DELIVERED VIA EMAIL) - https://savvycleaner.com/tips     *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z     *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/     *** FOLLOW ANGELA BROWN ON SOCIAL MEDIA *** https://Facebook.com/SavvyCleaner https://Twitter.com/SavvyCleaner https://Instagram.com/SavvyCleaner https://Pinterest.com/SavvyCleaner https://Linkedin.com/in/SavvyCleaner     *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and Advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. Cleaning company expansion help. Time-saving Hacks for DIY cleaners and more. Hosted by Angela Brown, 25-year house cleaning expert and founder of Savvy Cleaner Training for House Cleaners and Maids.   *** DISCLAIMER *** During the shows we recommend services, sites, and products to help you improve your cleaning and grow your cleaning business. We have partnerships or sponsorships with these companies to provide you with discounts, and savings. By clicking on and buying from these links we may receive a commission which helps pay for the production costs of the show. Support the show so we can continue to bring you free tips and strategies to improve your cleaning and help you grow your cleaning business.  THANK YOU!     *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry reach out to our promotional department info[at]AskaHouseCleaner.com     *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com   MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com   HOUSECLEANING360.COM – Connecting House Cleaners with Homeowners – https://housecleaning360.com   SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com  

Sending hourly invoices to your client can get awkward really fast. Same thing for project-based consultants. But what if you can secure a contract that says, “The contract value is this much, but you pay me over the period of time”? And what if as a consultant, you can deploy the assets as you go? Well now you can do so by making the switch to subscription-based consulting. Jeb Blount, CEO of Sales Gravy, says that subscription is just a monthly revenue. He has had an incredible experience with this type of service model, and so has his clients. Nobody resented anyone because both sides knew exactly what they were getting – and everybody was winning. Jeb Blount is the founder and CEO of Sales Gravy, a training development and self-acceleration advisory company that operates globally. He is the author of nine books, including an upcoming one called Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No. Their practice focuses primarily on customer-facing activities, whether in training or optimizing a company’s sales organization. Sales Gravy focuses on how human beings grapple with other human beings for influence. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

Sending hourly invoices to your client can get awkward really fast. Same thing for project-based consultants. But what if you can secure a contract that says, “The contract value is this much, but you pay me over the period of time”? And what if as a consultant, you can deploy the assets as you go? Well now you can do so by making the switch to subscription-based consulting. Jeb Blount, CEO of Sales Gravy, says that subscription is just a monthly revenue. He has had an incredible experience with this type of service model, and so has his clients. Nobody resented anyone because both sides knew exactly what they were getting – and everybody was winning. Jeb Blount is the founder and CEO of Sales Gravy, a training development and self-acceleration advisory company that operates globally. He is the author of nine books, including an upcoming one called Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No. Their practice focuses primarily on customer-facing activities, whether in training or optimizing a company’s sales organization. Sales Gravy focuses on how human beings grapple with other human beings for influence. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

Sending hourly invoices to your client can get awkward really fast. Same thing for project-based consultants. But what if you can secure a contract that says, “The contract value is this much, but you pay me over the period of time”? And what if as a consultant, you can deploy the assets as you go? Well now you can do so by making the switch to subscription-based consulting. Jeb Blount, CEO of Sales Gravy, says that subscription is just a monthly revenue. He has had an incredible experience with this type of service model, and so has his clients. Nobody resented anyone because both sides knew exactly what they were getting – and everybody was winning. Jeb Blount is the founder and CEO of Sales Gravy, a training development and self-acceleration advisory company that operates globally. He is the author of nine books, including an upcoming one called Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No. Their practice focuses primarily on customer-facing activities, whether in training or optimizing a company’s sales organization. Sales Gravy focuses on how human beings grapple with other human beings for influence. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/objections-jeb-blount

Our guest this week is a certified Sell or Die regular, Jeb Blount, author of a new book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No.  This episode is brought to you by "Japan Sales Mastery" the newest book by renowned international business expert Dr. Greg Story. If you need help with your international sales in Japan, this is a MUST read. Dr. Story heads Dale Carnegie Japan and hosts his own podcast "Sales Japan Series” We're starting a Sell or Die Book Club and you can join! Our first book is Stop Selling and Start Leading. Here's what to do: Buy the book using promocode SSSLP for 20% off! Join us on our Facebook Live group book discussion on May 10th! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. His last book, Fanatical Prospecting, has been the number one ranked Sales and Marketing textbook on Amazon since its release two years ago. Through his companies Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. He is the author of seven books. Topics Covered: Jeb’s books Why emotional intelligence matters in sales Why the sales profession finds itself in the middle of a perfect storm What ultra-high performers - the top 1% of salespeople - are doing differently How to align your selling process with the buying process The 5 most important questions in sales How to decrease corporate sales cycles Aligning stakeholder expectations The power of micro-commitments and reciprocity How to measure and increase your sales EQ Show Notes: Sales Gravy website: www.salesgravy.com Jeb on Twitter: @salesgravy Jeb on Instagram: @salesgravy Jeb on Linkedin: www.linkedin.com/in/jebblount Sales Gravy podcast: www.salesgravy.com/jeb-blount-sales-podcast Jeb’s website: www.jebblunt.com Get Jeb's books on Amazon: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling - https://amzn.to/2pcdTOJ   Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No - https://amzn.to/2xoho8a   Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - https://amzn.to/2OoeGHa   People Buy You: The Real Secret to what Matters Most in Business - https://amzn.to/2OxdRf6   People Follow You: The Real Secret to What Matters Most in Leadership - https://amzn.to/2OoeKqo   People Love You: The Real Secret to Delivering Legendary Customer Experiences - https://amzn.to/2OolB33   Sales Guy's 7 Rules for Outselling the Recession (Quick & Dirty Tips) - https://amzn.to/2xlp5MG   --- Join the conversation on Facebook: www.facebook.com/groups/futuresquared/where you can discuss episodes, request guests, propose questions for forthcoming guests and access exclusive content and special offers! Listen on iTunes @ goo.gl/sMnEa0 Listen on Spotify @ spoti.fi/2G2QsxV Listen on Stitcher @ www.stitcher.com/podcast/future Listen on Google Play @ bit.ly/FSGoog ‍ If you've got any questions on this podcast feel free to send an email to steve@collectivecamp.us or tweet me on Twitter @steveglaveski or @future_squared Follow me on Instagram: @thesteveglaveski Like us? ‍ It'd make our day if you took 1 minute to show some love on iTunes, Stitcher or Soundcloud by subscribing, sharing and giving us a 5 star rating. ‍ To sign up to our mailing list head to www.futuresquared.xyz For more information on Collective Campus, our innovation hub, school and consultancy based in Australia and Singapore check out www.collectivecampus.io ‍ ‍

Neste podcast, Ricardo nos explica a importância de entender a diferença entre o comportamento proativo e passivo nas negociações. Ele cita os livros "Getting Past No" e "Getting To Yes" de William Ury.

In this podcast, Ricardo explains the importance of understanding the difference between passive and proactive behavior in negotiations. He cites the books "Getting Past No" and "Getting To Yes" by William Ury.