Podcast appearances and mentions of Jeffrey Gitomer

Billion-Dollar Sales Coach Ryan Dohrn shares proven strategies to close deals faster! With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. RyanDohrn.com Watch now and transform your close rates. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to close deals faster! With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. RyanDohrn.com Watch now and transform your close rates. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

What if going alcohol-free wasn't about restriction, but about expansion? In this episode, Coach Matt sits down with Adam Chin, co-creator of the Enlifted Method and longtime student of human optimization, to explore why alcohol-free living is becoming a powerful trend in health and wellness. With a background studying under Jeffrey Gitomer and decades of experience in mindset and language work, Adam shares tools for cutting the drama and getting clear on what truly matters. Learn more at enlifted.me.   Download my FREE guide: The Alcohol Freedom Formula For Over 30s Entrepreneurs & High Performers: https://social.alcoholfreelifestyle.com/podcast ★ - Learn more about Project 90: www.alcoholfreelifestyle.com/Project90 ★ - (Accountability & Support) Speak verbally to a certified Alcohol-Free Lifestyle coach to see if, or how, we could support you having a better relationship with alcohol: https://www.alcoholfreelifestyle.com/schedule ★ - The wait is over – My new book “CLEAR” is now available. Get your copy here: https://www.alcoholfreelifestyle.com/clear

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn Sales Training with Ryan Dohrn Learn more online at RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

In this video, Billion Dollar Sales Coach Ryan Dohrn shares proven strategies to STOP losing clients—even when your main contact leaves the company. With over 35 years of experience in media sales training, ad sales training, and corporate sales training, Ryan reveals how to build strong, lasting business relationships that survive internal changes. Whether you're in media, advertising, or corporate sales, this is essential sales training that will help you boost client retention and protect your revenue stream. HTTP://RyanDohrn.com ✅ Learn how to future-proof your client relationships ✅ Understand the common mistakes that cost you clients ✅ Discover retention tactics used by top-performing sales teams Don't let turnover kill your deals. Watch now and transform your client retention game. #salesskills #salestraining #adtraining #mediasales #corporatesales #RyanDohrn Sales Training with Ryan Dohrn Learn more online at RyanDohrn.com or SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

In this episode, Steve Fretzin and Jim Ries discuss:Why business development is a critical yet often overlooked skill for lawyersThe role of networking in long-term professional successHow adopting a giver's mentality leads to stronger professional relationshipsBest practices and common mistakes in networking and relationship-building Key Takeaways:Taking a few minutes to research a common connection before meetings and using the "FORD Method" (Family, Occupation, Recreation, Dreams) leads to more engaging and productive networking conversations.Effective networking is about quality over quantity, so instead of collecting business cards, aim for three meaningful conversations that lead to valuable follow-ups.Trust is built through consistent action, so always follow through on promises like introductions or shared resources to strengthen credibility and relationships.Business development requires patience and persistence, as long-term success comes from continuously nurturing relationships and staying top-of-mind for future opportunities. "The phrase I like to use is not "give to get"—that sounds like expecting something in return. The phrase I use is "give to give"—give because you want to… because it feels good… and just keep giving. That's when people know you, like you, and trust you." —  Jim Ries Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Go-Giver by Bob Burg and John David Mann: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288The Little Red Book of Selling by Jeffrey Gitomer: https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601The Sales Bible by Jeffrey Gitomer: https://www.amazon.com/Sales-Bible-Ultimate-Resource-Jeffrey/dp/B00DEK8F8M About Jim Ries: Jim Ries, Director of Business Development at Offit Kurman, connects business owners with the right attorneys across 30+ practice areas. Known as the "Legal BD Guy," he ensures clients aren't underserved, overcharged, or ignored. As a trusted legal concierge, he helps business owners frustrated with their current representation. A passionate networker, Jim loves one-on-one Zoom meetings to build connections and provide legal solutions. Connect with Jim Ries: Website: http://www.offitkurman.com/Email: jries@offitkurman.comPhone: 410-733-6133LinkedIn: https://www.linkedin.com/in/jimrieslegalbdguy/ & https://www.linkedin.com/company/offit-kurman/Facebook: https://www.facebook.com/jim.ries Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What is your sales process? DRIVE Your Sales Higher with These 5 Simple Steps - Sales Training with Ryan Dohrn Learn more online at http://RyanDohrn.com or http://SalesTrainingWorld.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Ryan shares a simple acronym for sales training success, DRIVE. This month sales training advisor Ryan Dohrn digs deep on this important topic. Learn more online at http://SalesTrainingWorld.com or http://RyanDohrn.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

Ryan shares a simple acronym for sales training success, DRIVE. This month sales training advisor Ryan Dohrn digs deep on this important topic. Learn more online at http://SalesTrainingWorld.com or http://RyanDohrn.com . If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt or Gary Vaynerchuk you will love this podcast too.

“When you are working on your own, you just have to make sure that you do the behind the scenes things that need to be done to create your own success.” – Lois Creamer Today's featured bestselling author is a consultant, renowned speaker, and industry expert who works with speakers, consultants, and experts wanting to book more business, make more money, and monetize their message, Lois Cramer. Lois and I had a fun on a bun chat about her new book, “Book More Business: Make MORE Money Speaking”, some strategies for monetizing your speaking career, and more!Key Things You'll Learn:Why it pays to have a formal launch for your bookSome of the challenges of being a professional speaker and the importance of your intellectual propertyThe game-changing concept of "aftercare" and its value when supporting your client post-engagementThe valuable marketing lesson that Lois learned from Jeffrey Gitomer that she still applies todayWhat Lois does to remain organized and productive as a solopreneurLois' Site: https://www.bookmorebusiness.com/Lois' Books: https://www.amazon.com/stores/author/B07R75YR16/allbooksThe opening track is titled, "Set Sail" by Sparks Dynamite. To listen to and download the full track, click the following link. https://planetastroproductions.bandcamp.com/track/set-sail-intro Please support today's podcast to keep this content coming! CashApp: $DomBrightmonDonate on PayPal: @DBrightmonBuy Me a Coffee: https://www.buymeacoffee.com/dombrightmonGet Going North T-Shirts, Stickers, and More: https://www.teepublic.com/stores/dom-brightmonThe Going North Advancement Compass: https://a.co/d/bA9awotYou May Also Like… Ep. 835 – Turn Words Into Wealth with Aurora Winter, MBA (@AuroraWinterMBA): https://www.goingnorthpodcast.com/ep-835-turn-words-into-wealth-with-aurora-winter-mba-aurorawintermba/Ep. 645 – “How to Build a #Profitable Speaking Business” with Bret Ridgway (@bridgway): https://www.goingnorthpodcast.com/ep-645-how-to-build-a-profitable-speaking-business-with-bret-ridgway-bridgway/Ep. 313 – “Ask Uncle Neil” with Neil Thompson (@teachthegeek): https://www.goingnorthpodcast.com/ep-313-ask-uncle-neil-with-neil-thompson-teachthegeek/216 – “The Write Way” with Amy Collins (@askamycollins): https://www.goingnorthpodcast.com/216-the-write-way-with-amy-collins-askamycollins/Ep. 680 – “The Influence Lottery Ticket for Having High Impact” with Kelly Swanson (@motivationspkr): https://www.goingnorthpodcast.com/ep-680-the-influence-lottery-ticket-for-having-high-impact-with-kelly-swanson-motivationspkr/Ep. 400 – “How to Become a Multimillionaire, but Not Act Like It” with Tom Antion (@TomAntion): https://www.goingnorthpodcast.com/ep-400-how-to-become-a/ Ep. 583 – “How to Be the Face of Your Business” with Tonya Eberhart (@brandfacestar): https://www.goingnorthpodcast.com/ep-583-how-to-be-the-face-of-your-business-with-tonya-eberhart-brandfacestar/Ep. 510 - "Lights, Camera, Action" With Amy Scruggs (@amyscruggssd): https://www.goingnorthpodcast.com/ep-510-lights-camera-action-with-amy-scruggs-amyscruggssd/86 - "Stepping Into the Spotlight" with Tsufit (@Tsufit): https://www.goingnorthpodcast.com/86-stepping-into-the-spotlight-with-tsufit-tsufit/141 - "Thou Shall Be Successful" with William Winfield (@Willisblessed38): https://www.goingnorthpodcast.com/141-thou-shall-be-successful-with-william-winfield-willisblessed38/Ep. 348 – “Bring Inner Greatness Out” with Dr. Mansur Hasib, CISSP, PMP, CPHIMS (@mhasib): https://www.goingnorthpodcast.com/ep-348-bring-inner-greatness-out-with-dr-mansur-hasib-cissp-pmp-cphims-mhasib/Ep. 424 – “Thoughtfully Fit” with Darcy Luoma (@DarcyLuoma): https://www.goingnorthpodcast.com/ep-424-thoughtfully-fit-with-darcy-luoma-darcyluoma/Ep. 610 – “Are You Open To…” with Merit Kahn, CSP (@MeritKahn): https://www.goingnorthpodcast.com/ep-610-are-you-open-to-with-merit-kahn-csp-meritkahn/

In this episode of the Big Success Podcast, sales expert Jeffrey Gitomer shares the principles behind his remarkable career. Known for his best-selling books on trust, customer service, and sales, Gitomer reveals his formula for success: giving value first, striving for excellence, fostering long-term relationships, and enjoying the process. He highlights the importance of helping customers win, building loyalty through proactive service, and embracing the digital transformation in sales. Through memorable stories and practical advice, Gitomer discusses leveraging AI, enhancing the customer experience, and his bold guidance for salespeople: “Pick up the phone.”About Jeffrey Gitomer:Jeffrey Gitomer is a celebrated sales expert, speaker, and author of more than a dozen best-selling books, including "The Little Red Book of Selling." With a career spanning decades, he is widely regarded for his innovative strategies in sales, customer loyalty, and personal development. Gitomer's approach focuses on delivering value, building meaningful relationships, and inspiring success with humor and authenticity. Known as the “King of Sales,” he continues to motivate individuals and organizations to excel in an ever-changing business landscapeLearn more: https://www.gitomer.com/Watch the full episode here: https://youtu.be/Ou6ftnT6RE0?si=T3FqD1t2t_n9ROzSAbout Brad SugarsInternationally known as one of the most influential entrepreneurs, Brad Sugars is a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multimillion-dollar franchise ActionCOACH®. As a husband and father of five, Brad is equally as passionate about his family as he is about business. That's why, Brad is a strong advocate for building a business that works without you – so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road. But if you can learn from those who have gone before you, it becomes a lot easier than going at it alone.Please click here to learn more about Brad Sugars: https://bradsugars.com/Learn the Fundamentals of Success for free:The Big Success Starter: https://results.bradsugars.com/thebigsuccess-starter

The "King of Sales," Jeffrey Gitomer, is the author of 17 bestselling books on sales and personal development, including How to Make Sales Forever and The Little Red Book of Selling. He is an icon in the personal growth and development industry so when he said he would cut out some of his time to record a podcast with me, I was all in. Having written 16 e-books and thousands of columns, blog posts, and articles in addition to his bestsellers, Jeffrey has produced a ton of content over the decades. His materials can help anyone become a better salesperson.  You still have got to do the work, and if you don't love what you do, using artificial intelligence programs like ChatGPT, Microsoft's Co-Pilot, or X's Grok won't improve your mastery of your profession. It can't close a sale. That's going to be on you.  That's why Jeffrey created his own AI program out of the mass of materials that he has written.   "I created my own AI platform based on observing and realizing that ChatGPT is just a large hole," he said.  If you haven't tried AI yet, I can tell you, it is great for accessing information quickly. But you have to know what to ask it and you have to understand the answer that it gives back to you. And be forewarned: The answers may sound authentic, but they may be nonsensical. The programs even admit that the information may not be useful.  That's not the case with Jeffrey's AI program because he and his team input all of the information themselves. He even suggested it could come in handy right in the middle of a sales call. "The value of my AI Is you don't have to read my book anymore. Just ask me and I will tell you in 10 seconds or less," he said. "I will guarantee that it's accurate." Jeffrey said he gets asked all the time whether AI will replace salespeople in the future. Short answer, no. But the right platform may be what separates you from your competition.  With his Philly accent and accompanying charm, Jeffrey shares how AI can make you great at what you do — as long as you love what you do.  Want to check out more about Jeffrey or his program? You can get additional information on his website, gitomer.ai. Meantime, I hope you enjoy this week's episode of Chiseled.

“This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed” – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I could generate ongoing referrals, and my close ratio was off the charts because I was a trusted resource before I met the referred client.    It's simple, yet many people who need to engage and sell as part of their responsibilities still consider sales icky and sleazy. My motto is: If you are not selling from love, care, and respect, you need to stop!    YouTube: https://youtu.be/CakpwY1A9xA   About Jackie Joy:  Jackie is a dynamic Leadership Coach and Sales Trainer at Selling From the Heart. With over 25 years of experience in various sales leadership roles, she is passionate about transforming the sales culture into a community of trust, authenticity, and credibility. Jackie's unique approach combines her rich sales experience with her love for psychology and learning, making her an inspiring coach. Her vision is to elevate the sales profession and positively impact society.   How to Get in Touch With Jackie Joy:  Email:  jjoy@sellingfromtheheart.net Website:  http://sellingfromtheheart.net/ Gift:  Sellingfromtheheart.net/Freepass    Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Creating Urgency With Clients with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Creating Urgency With Clients with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Standing Out in a Noisy Sales World with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing!

Click here to register for the FREE Trusted Webinar Live on November 13th @ 10:30am Eastern featuring Jeffrey Gitomer and Natalie Oldfield! Natalie is the author of The Power of Trust: How Top Companies Build, Manage and Protect It and President of Success Through Trust. She's been named one of the world's Top Thought Leaders in Trust for 5 consecutive years in a row by Trust Across America. Other leaders who have been named include Howard Schultz founder and CEO of Starbucks and author Stephen M.R. Covey. Natalie is recognized as one of Canada's Most Inspiring Women Business Leaders and Entrepreneurs and has been nominated for the 2024 RBC Canadian Women Entrepreneurs Award of the year award. She's on a mission to help business owners and leaders grow their companies by helping them build relationships of trust with their customers and colleagues. Natalie's training programs, trust measurement system, tools and her proprietary Trust Building framework are based on science and evidence. A regular podcast guest and writer, she is a contributor to Forbes and featured in Economist Impact as a ‘Business Trust Expert.” Natalie founded Success Through Trust in 2013 and resides in Halifax, Nova Scotia. Contact information: Email: NOldfield@successthroughtrust.com Website: www.successthroughtrust.com LinkedIn: linkedin.com/in/nataliedoyleoldfield   How We Can Help You Close More Deals: Join GITOMER.AI to have Jeffrey in your back pocket on every sales call. The only AI platform to give you the RIGHT sales answers at the RIGHT time from the RIGHT source.  If you want Jeffrey to help you write your book, email Helpme@gitomer.com with "Book" in the subject and your name and phone number and he will call to see if you are a good fit to work together. Gitomer Books and Courses Here Sales Mastery Program Here

Selling Value to Advertisers Fixated on Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:28 Understanding Value-Based Selling 01:17 Three-Step Process to Value-Based Selling 02:04 Practical Examples of Value-Based Selling 04:34 Exercise: Identifying Features and Benefits 09:23 Using AI in Sales 13:33 Effective Email Subject Lines 17:27 Conclusion and Final Thoughts

“Would you rather your spouse be satisfied or loyal?”In this conversation, Jeffrey Gitomer, a leading authority on sales, customer satisfaction and customer loyalty, and renowned best-selling author, highlights the need to rethink traditional sales methods. Gitomer, whose work has had a major impact on the sales industry, believes that customers prefer to make their own buying decisions rather than being pressured into a purchase. He argues that high-pressure tactics often lead to regret and don't build lasting relationships. Instead, he promotes a customer-focused approach where genuine conversations and understanding the customer's needs naturally lead to a sale. By asking thoughtful questions and truly engaging with customers, salespeople can create a comfortable environment that encourages buying.Gitomer also talks about the power of capturing moments of customer satisfaction and using them as authentic testimonials. He explains that real success in sales goes beyond just closing deals; it's about creating memorable experiences that build customer loyalty. This loyalty, which Gitomer views as more important than just satisfaction, leads to repeat business and referrals, which are key to long-term success. Gitomer, who has influenced many sales leaders, also points out that managers should focus on inspiring their teams, as true inspiration, centred on the customer's experience, has a lasting impact.Additionally, Gitomer discusses the importance of effective sales training and the role of AI in personalising customer interactions. He emphasises that good training should not only teach sales techniques but also help salespeople understand the reasons behind customer decisions. Gitomer, known for shaping modern sales training, also highlights the value of continuous learning and self-improvement, drawing lessons from classic business books. He encourages listeners to take action, learn from successful people, and apply those lessons to their own paths while staying true to their strengths and values.Take Your Business to New Heights: Book Your Spot at the UK's Biggest Business Event to hear from Global Thought Leaders and Industry Pioneers in 2025: https://thebizx.co.uk/Powered By ActionCOACH Business Coaching: The Help You Need to Grow Your Business: https://business.actioncoach.co.uk/ Hosted on Acast. See acast.com/privacy for more information.

How To Sell Almost Anything To Anyone At Almost Any Price with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too. For more actionable advice and to send in your questions, email ryan@ryandohrn.com. Subscribe and stay tuned for more tips on sales and marketing! 00:38 Key Sales Strategies: Building Trust 02:15 Proving Relevance in Sales 03:33 The Goldilocks Principle in Pricing 05:58 Summary of Key Sales Principles 08:34 Listener Questions: Follow-Up Strategies 13:32 Listener Questions: Handling Ghosting 360adsales.com/ nichemediaevents.com/ ryandohrn.com/

Stop Being Yourself to Sell More! with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

The premise of tonight's theme is how we position ourselves for the client before we even meet them. With the advent of social media, people will know they are going to meet you and will check you out. That wasn't possible before, but it certainly is now. So, how do we put ourselves in the best light, in the best position before we meet the buyer or the client? That's what I'll be looking at tonight. A bit about Dale Carnegie: we're a very well-established company, 112 years old, originating in New York, and we've been in Japan for 61 years. We have 200 offices around the world and are quite well known. These are our locations, so wherever you're coming from, we're probably there. We have eight million graduates and 100,000 in Japan. Warren Buffett is a graduate, as is Chuck Norris, one of my favourites, and the current president of Shiseido, Uotani san, is also a graduate. These books are very well known: How to Win Friends and Influence People, Hito Wo Ugokasu, How to Stop Worrying and Start Living, Michi Wa Hirakeru, all very well-known books. They sell well. Dale Carnegie's book, How to Win Friends and Influence People, is consistently in the top ten business books in every language every year around the world. In the publishing industry, they say there are two massive long-sellers: one is the Bible, and the second one is Dale Carnegie's book, which is just incredible but true. So it does very well. My theme here is that in business, know, like, and trust are some fundamentals. People have to know you to do business with you. They have to like you, generally speaking. While we might do business with people we don't like, it's not our preference, and they have to trust us. Now, I'm not going to deal with like and trust tonight. That's too much, but I'll deal particularly with getting to know you, and we'll look at that. So, how do I build credibility before I meet the buyer? How do I establish that remotely? That's what we'll be looking at. In 2010, I was scared of social media. I wasn't on any social media at all, and these are the themes I was worried about. It was an unknown thing to me. I didn't understand it. I thought, oh, my identity will be stolen. They're going to hack my credit card. Trolls will hammer me if I post something. I was scared. At that time, social media was fairly limited. LinkedIn was the longest-running, but it was really a recruiting site for people posting their resumes. Facebook was mainly in America. Twitter was only four years old by that time, and Instagram was only one year old. It was all very new, and I was scared of it. Then something happened. I met Jeffrey Gitomer, an American, a very famous author on sales, and an interesting character. He attended our Dale Carnegie International Convention in San Diego, which, by the way, is a beautiful place. I was very impressed by San Diego. He said to the convention delegates, all Dale Carnegie people, "How many people are on Twitter?" Nobody was on Twitter. Trust me, nobody. At that stage, he had 30,000 followers on Twitter, and he basically said to us, "You are all idiots." He didn't say that directly, but that was the message. "You should get onto social media." I thought, well, okay, he's probably right. I should check this out. So that's where I started. I also got into a thing called content marketing. I had never heard this expression before, and there was a very good podcast with Joe Pulizzi and Robert Rose called This Old Marketing, which was really pioneering and promoting the whole concept of content marketing. I started listening to these guys and learning about content marketing, which was a revolutionary idea at the time: you put your best stuff out there for nothing. At that time, people were protecting their IP, hiding their details, their data. But they said, no, you put it out there. That was not a typical idea at that time. So I was studying that. Today, I have 27,680 followers on LinkedIn and 3,383 articles and blogs published on LinkedIn. On Facebook, I have 4,200 friends. I'm not really big into Facebook, to be honest. On Instagram, I have 536 followers. I only started Instagram recently. On Twitter, I don't have many followers. I've never quite come to grips with Twitter myself. I post on it but never look at it, basically. As mentioned by Jeff, we started YouTube in 2013 and called it Tokyo Japan Dale Carnegie TV. Now, we have 1,920 subscribers. It has taken a long time to get over 1,000 and close to 2,000. Very hard work. We have 2,500 videos on YouTube, which is a lot. And of course, we're a training company, so we have lots of content in the areas we cover. Another big influence on me was Grant Cardone, another American, a very famous hardcore sales guy, very successful. He makes this point: we are all invisible. I was talking about know, like, trust. But if you're invisible, how do you build a business? People don't know you, and that's what he's on about. People don't know you. You have to make a big effort to get out there and be known. So I took that on board and said, okay, I have to become more visible. I have to work on that. Social media is one of the big content marketing delivery mechanisms. We're trying to get attention. Where is the attention on social media? Are we where the buyer's attention is found on social media? Are we where they're looking on social media? In Japan, YouTube kills everything with 102 million. Next is Line, of course. X, formerly known as Twitter. Instagram, Facebook, TikTok, Pinterest, and LinkedIn. LinkedIn has very low numbers, just three million. But if you're in the expat community, it would be an incredibly high proportion of people on LinkedIn. My personal main target is expat leaders because I have all these Japanese working for them who need training. If I can get to the expat leader, maybe I can get the whole company. So that's one of my targets. Yes, it's true. Facebook is basically Japanese. The comment was that Facebook is like LinkedIn for Japanese, and very true. I post all my stuff on Facebook. I post on all these things except for Pinterest. I don't do Pinterest, and I can't work out how to use Line. If I could work it out, I'd probably do something there, but I haven't yet. We are trying to dominate our niches as a training company. This gets tricky because we have three main curriculum areas: leadership, presentation, and sales. If we were only doing leadership, that would be one level of content we need to produce. But we're not just doing leadership, so we have to produce a lot of content to compete with others who specialise in leadership. We have to produce a lot of content to compete with people who specialise in presentations and the same for sales. So we are tripling what would be a normal company's requirement, which is why we're pumping out so much content. What about AI? You might think, "No problem, AI will produce this presentation for tonight." In thirty seconds, you've got it. How easy is this? AI will write some posts for LinkedIn, and bingo, out comes the content. We are redundant as content creators because AI will do it all for us. Well, maybe. Your rivals might be using it. Maybe you're using it. But how can we differentiate our content? Here are some ideas. First of all, it doesn't know your stories. It hasn't been able to scrape those. Your personal stories are only known to you. You have a hundred percent control of that. When you write LinkedIn posts, AI tends to be a bit generic in the way it creates content. You look at the outputs, and they all have a similar style. But if you write as you speak, in the vernacular, that's very much you. Very authentic, very individual, and with your own point of view. AI will scrape all of the world's viewpoints on a topic, but you have your own individual viewpoint. That's unique. You must become highly skilled in presenting. You can get the best content from AI, but you still have to stand up here and deliver it. AI might do this online with an avatar, but in the real world, no. It can't do it. Have your own personal style, which is hard to duplicate. Some of my differentiation approaches include using my title, Dr. Greg Story. I have a PhD, and I use that distinctly because I'm in the training business. You'd rather be taught by Dr. Story than someone with just a basic degree, right? So I use that as a differentiator through my education as branding. I use a lot of alliteration when I write: "super sushi service." It's alliteration. I use that style for my writing and use words in unexpected ways, normal words but in slightly unexpected ways. When you're reading, it feels a bit different because it's me. Others won't do it. AI certainly won't do it. I try to use unusual words to differentiate and have a style that's recognisable. I hope that when you see my stuff, you'll say, "Oh, that's written by Greg Story" as opposed to anyone else. I also try to include personal stories to connect with my audience and make the content relatable and memorable. So, AI is a tool we can use, but to truly stand out and make our content unique, we have to infuse it with our personal touch, experiences, and style. That's something AI can't replicate.   Again, to differentiate, to have a style that's recognizable. I hope that when you see my stuff, you'll say, oh, that's written by Greg's story as opposed to it could bewritten by anybody. And then try to include personal storiesto connect with my Now, I I avoided that. And I broadcast, as Jeff said, video. I broadcast audio. And then, what's your message? And then, you can have a story with a lesson, a parable, something that you've learned. Something happened. You've learned a lesson from that and you share that lesson. So these are some typical storytelling themes we can use when we're putting together our content. But I finally broke through as a presenter. I started sharing my personal information. I found I could connect with people in a way I wasn't able to connect so well before. But we have these self limiting beliefs. The point is we've got to get over those. If we're going to project ourselves into the market and be credible with clients before we meet them, they've got to know us. We've got to get out there.So let's work on that. But we've got some self limiting beliefs. For example, I had a meeting with the president. I had a meeting with Suzuki Taro, the president. I hate being recorded on camera. I'm an introvert. I knew where to hit certain words and phrases, key ideas,and bring my energy to that point in the sentence. Very hard for AI to know how to do that. So these are things that differentiate. I think the name Story, someone can correct me here, but it's actually originally a Scandinavian name. I try to make the client the hero. I try to use my own cadence, my own rhythm. When I'm highlighting key ideas and phrases, which again, it's going to be very hard for AI to replicate that because it's my definition. For example, I've recorded one of my books,Japan Sales Mastery, whichn just about killed me, I've got to tell you. I can't believe how hard narrating your own damn book is. I used to be scared of the camera, but I've managed to get over that and I am an introvert, actually. So this is very taxing for me tonight to have all these people in the room with me. I'll have to go home later and lay down for quite along time to recover. I'm a very private person, Jeff. I don't share much. If you look publicly online, you find very little about me personally.You will find a lot of stuff about presentations, leadership, sales, not a lot about Greg's story. I'm not beautiful enough or handsome enough to appear on video. I'm not photogenic at all. I always look terrible in photographs. I'm not photogenic. I'm the guide. I've got a very raspy voice from ten million kiais in the karate dojo, actually. In this room, we put a green screen set over there. We set up the camera here and I will record myself on green screen video. Include the names. Even if you have a code name for someone, include the names. It automatically sent to my YouTube channel with the audio podcast and also, the podcast video goes to YouTube. It was and I didn't do anymore after that. It's exhausted me. But someone else could narrate it. But I wrote it, so I knew where to put the emphasis. It wasn't planned. It's out there about a very small amount. Much better. There's got to be a context. Something'shappening in the background. Something's going on. What is it? Bring out that background. My Saturday mornings are writing every week. Saturday morning, I write. I write one on presentations, one on sales, one on leadership. My voice sounds terrible. Now I'm not handsome. So I can multipurpose my one piece of content very, very effectively. So I start, in my case, always with a blog text. So include the people in the story. So my copywriting structure looks like this. So that text gets turned into podcast audio. So this is multipurposing of content. So we have different stories. We have the warning story, we can writeabout that. Bad things are coming. So we're going tell some stories. Now, someone said to me tonight, oh, your name's Story. That's handy if you're gonna be in the storytelling business. So, we need, I believe, to master video and audio and text in this modern age. So, who are we according to what does Google say about you? Who are you when you look up Google? Story, which got anglicized in the great Viking invasion of England, I believe in the eighth century. So there we go. That audio will go to the podcast and will go to a place called Libsyn, Liberated Syndication, which hosts podcasts on Apple Podcasts.  It's got a huge list of different podcasts they get my content out to. That's what all those little green arrows mean. But it also turns up on my YouTube channel as audio. The opportunity cost of no action because in a lot of cases, people think no action means no cost. That's not true. The plan, let's get rid of the villain. Let's fix thatproblem. The villain, client's problem. Then I'll record those for my podcast. Then, this is important. Then, we have the narrative arc. There'll be certain characters in the story. There'll be some conflict, some problem, or a big opportunity. What is that? Set the context with the opportunity. Then there's gonna be a resolution. Could be good, could be bad, but there'll be a resolution one way or another. There's a teleprompter behind here and I'll be reading theteleprompter of what I've written and I'll take that text and I'll turn it into video. There's an opportunity cost there. And then finally, the solution, the happy outcome. We talk about that. We can have the success story, hey, we did well. We can have a humorous story, something amusing. We can have a branding story, talking about your company and how great you're doing and how you're helping save the world, etcetera. What's the learning? What's the thing you want to get across to people? So that's an arc in the narrative. When you're writing a story, you're putting stuff together to think about. What do you find? Yahoo, Bing, ChatGPT, YouTube, Amazon. If you search yourself on these items, what does it tell us about you? Who are you? I'm possibly going to be your client. I want to know about you. This is where I'm going to look. This is where I'll go. And what will I find? Now, a lot of Americans have said to me that they can't use Facebook for business because there are a lot of embarrassing frat house photographs of them in very compromising positions, drinking very exotic-looking drinks with umbrellas in them, in very bad locations with very dodgy people. So they are excluded. But I said I was terrified of social media. I came late to the party. What you'll see on these mediums is me in business all the time. You're not going to see me casual very often. I control it. So if you look up Greg Story, there are seventy-one entries on Google, forty-four on YouTube, ninety-one on Bing. I stopped at page ten. Chat GPT, one entry. I did a presentation last December for the American Chamber Sales Committee. At that time, I wasn't even existing on Chat GPT. So finally, I made it. I'm there. And it's actually correct. It wasn't hallucinating. I'm actually there. And then YouTube, there are fifty entries. I stopped at fifty. There's a lot more. And then Amazon, one entry. What's going on here? I've got, well, seven books already published, and the eighth one is with Amazon right now. So Amazon's search engine is not very good. So anyway, I don't know how that works. So what has been useful for me to become known and credible with my potential buyers? LinkedIn is my main medium for business, and this is what my front page looks like. You see lots of me in action. I'm running a soft skills training company. So what am I doing? I'm teaching or I'm speaking, naturally. And then, here I am. My name is not Dr Greg Story. The name in LinkedIn is Dr Greg Story, franchise owner, master trainer, executive coach, leadership sales, presentations, Tokyo, Japan. That is what's in my name bracket on LinkedIn, not just Dr Greg Story. And then, it talks about global master trainer, executive coach, three-time best-selling author, global business expert, leadership, sales, presentations and communication president. There's a lot of propaganda about me on that one page, and then you have all of my postings would come after that. Massive numbers. In this case, on LinkedIn, three thousand three hundred and fifty of them. And then, as I said, twenty-seven thousand six hundred and eighty followers. Post impressions, seven thousand thirty-two in the last seven days. In the last ninety days, seven hundred and sixty-four people looked at my profile. Eight hundred and seventeen people searched for me. How many people are searching for you? You go to your LinkedIn, have a look at your number. How many people are searching for you? When I see that number's high, I'm happy. It says that what I'm doing is working. They're searching for me. I'm trying to find them, of course, but they're looking for me. I may not know who they are, but I'm giving them what I want them to find. I'm packaging it up. I'm saying, this is me. I'm credible. I can do everything on leadership, everything on sales and presentations. I've got it. That's what I'm saying. So Roberto DeVito was the editor of the American Chamber Journal, and I used to submit articles to the journal. I made a big mistake. When I first submitted them, I thought, you've got Dale Carnegie on the wall over there. I thought, well, Dale Carnegie, he's the icon. I can't compete with the icon. So I never put my name and photograph with the articles, only my name. Until one day, I was at an event. I gave someone my card. “Are you the guy that writes those articles in the American Chamber Journal?”,  I said, yes. I realised, you idiot. You should have put your own face and name, so people could recognise both instead of just the name. Trust me, my face and name is on everything I can find now, to catch up. But I met, actually, I bumped into Roberto across the road in front of the Ark Hills building one day just by accident. I'm having a quick chat, because he's editing my articles. I'm putting them up there. He said, “Greg, why don't you start a podcast?” Here's my response. “What's a podcast?”. I'd sort of heard of it. In the 1990s, there were podcasts, and they sort of disappeared, and they came back in the mid-2000s, right? 2013. So and I thought, wow, a podcast. Okay. So I'll take that on board. So this was a re-creation, but this would have been me back in 2013, 2014 actually, with this exact mic recording my podcast. I had zero idea. I was clueless. I didn't even think about the mic, you know. I didn't know the quality. But now, for the techy people here, and I'm sure there's a lot of techy people here. I use a Shure SM58 microphone. I use a Zoom H6 handy recorder, which actually is recording this presentation right now. I use Adobe Audition for the editing, and I use Libsyn to host my Apple podcasts. So that's some of the tech. Now, I'm not going to discuss what we do for the videos because there's a lot of lighting and camera and stuff for that, but we have a lot of gear for all that stuff. So I'm better organised now. So what did I learn about podcasting? First of all, don't be an idiot like me. Spend the money and get a good quality microphone. Straight up. Don't muck around. Get the right gear. Find a platform which can upload your content to multiple areas like Libsyn. You need something like that. If you're gonna do interviews, the guest provides the IP. Jeff has been a guest on my podcast, Japan's top Business Interviews, and he provided all the IP. But if you're doing it yourself, then you need to have content. And I have a lot of content, as I'll talk about in a minute, because I can do that because we're in the business of doing training. So we know about leadership, presentations, sales, communication. And you got to be like clockwork. We say weekly. It's got to be weekly. You can't miss. And if you're going to do it, commit to it. There are so many podcasts that fail within the first ten episodes and they quit. Don't be one of those people. If you're going to commit to it, keep going with it. Don't worry about the numbers. Keep going with it. You'll eventually get the numbers you want. So, this is my first podcast, August the second, 2014. Every Thursday, Leadership Japan Series. This is where I started. So now, we've got nearly seventy-four thousand five hundred ninety-nine downloads. Five hundred and fifty-nine episodes weekly. Now, in 2016, I'm following this content marketing. The guru says, niche down. Right. But, get ready to ride the tiger's back. Because what I thought was, okay, niche down, I am going to break them out. The Leadership Japan series had content about sales. It had content about presenting. I know, I'll break them out and separate them. I'll niche down. “How hard could that be”,  I said to myself. Well, once you jump on to the tiger's back, as soon as you jump off, you get eaten. So you have got to be careful what you do here. So I started with one and then I presented this one. This is November third, 2016. Every Tuesday, this has twenty-three thousand nine hundred and fifty-two downloads. We're up to episode three eighty-five on this one. And then I did this one, which was the Sales Japan series. It's every Wednesday, three thirty-one thousand three hundred and sixty-seven downloads, three hundred and eighty-five episodes. But the work to produce these additional two was much bigger than I expected. But remember, we are a training company. We are doing all of these areas, so we have to have content in each of these areas to compete with companies who only do sales, only do leadership, only do presentations. So we just triple our workload immediately and we're prepared for that. Now, in 2018, Google said, we are going to now do voice-based search as well as text, and I believed them. And I thought, bingo. Because how many blogs were there in the world in 2018? Major, major, major number of blogs around the world. How can you compete with so many millions of people producing billions of people producing blogs? And I thought, ah, audio. I have a lot of audio. Maybe I can win in the audio market. It's hard to win in the text market. So I know, I know, I got a great idea “Why don't I create more audio?”, I said to myself and try and dominate that voice-based search. Well, guess what? You Google Greg Story, you're not going find much in the vocal department from Google. Thank you very much. Where's my voice-based search, Google? Still not there. So anyway, but I didn't know that. I believed them. So I was inspired by, some people might remember the show, Tokyo on Fire from Tim Langley. It was a very good program on politics. So, yeah, I was inspired by this. I said, “you know what? I'm going do video”. So this is how I got started. The first one, my weekly podcast. So December 28th, 2018, I started doing my weekly podcast, and then I converted it into a video and put it on YouTube. So now we've got nine hundred and ninety-three videos, nine hundred and twenty-four subscribers, not a big number, nine hundred ninety-five episodes weekly. So if you look at this, I'm doing six podcasts a week, fifty-two weeks a year. I'm doing three videos a week, fifty-two weeks a year. It's a machine. I've got a machine behind me. It wasn't there when I started. I was terrified of social media. My colleagues, who were twenty years younger than me, had social media. I said, yeah, it's a fad. I was wrong. I was wrong. Now, I don't have twenty years to play catch up, so I have to run hard. And these are some of the lessons I learnt from all this. So first, don't be afraid of social media. Second, repurpose content. So once I created all this, I realised the power of having all this content. So I turned it into books, as Jeff mentioned. These were the four books that were done. These three were audiobooks and Kindle. This is the latest one, done on audiobooks and Kindle. It's a lot of work, but you can turn it into other things. So what I did was, I took the content from the podcast. The podcasts are turned into transcriptions. The transcriptions are turned into books. And I've done, as I said, seven books like that. This is an example of repurposing the content. Take the content and put it everywhere. Don't be afraid of social media. It is a gold mine. Don't worry about the numbers. Don't worry if you have no viewers, no followers. Keep producing, because people will start to come to you. But be like clockwork. Every week, deliver. Don't be afraid to get on social media. Don't be afraid to put your face out there. And, very importantly, get a high-quality microphone. It makes all the difference.  Then, I wrote this one, Japan Presentations Mastery because we teach presentations and we want to get more business. So, we wrote this and then we did Anata Mo Purezen No Tatsujin. We translated it, so we have a Japanese version. I rewrite the books for a Japanese audience. I write it for a foreign audience first, for the expats, the CEO, who's going to buy training, and then I rewrite it for a Japanese audience. Then I wrote this book. Stop Wasting Money On Training. I think that's a bit counterintuitive for a training company.Subtitle, “how to get the best results from your training budget in Japan” because I realized you couldn't find any books on on how to pick a training company. We are experts in training. So I wrote a book, a neutral book. It's not a propaganda piece for Dale Carnegie. If you read it, it's not like that at all. It's very, very neutral,very objective, but it talks about the things you need to think about. When I go to see the client, I've got two books.This is one of them. Now, theres presentation and sales and very shortly leadership and I give them both. Do I care if they read them? No. This says, we are expertson training. That's enough for credibility. Okay? This is my new book. I say, we're waiting for Amazon to give us the thumbs up. Could be tonight. Could be tomorrow morning. It's that close. I have never seen any books in English about leading in Japan written by foreigners. If you can find one, let me know. I couldn't find any. I believe this is the first book ever written on this topic. And the target audience are expat CEOs who are leading here to help them because these are the people who pay for our training, who have the decision making power or at least get me in front of the HR team to try and convince them to take us on as a training company. So very, very fresh. Very, very fresh. And I call it your complete leadership toolkit and it is a very complete book. So now, I have soon to be eight books, right? Coming up will be eight books. Then, I will rewrite that leadership book for a Japanese audience and we'll translate that. That'll be number nine. So everyone's heard of Gary Vaynerchuk, I presume. He's a legend. He's an amazing business person, incredible entrepreneur. He took reality TV, combined it with motivation, and he combined it with education. And he has another trading name as Gary Vee. He had a guy following him around, video him all day long, which they cut up and brought out. He's unbelievable volume producer. But Gary Vee or Gary Vaynerchuk has thirty people working in team Gary, chopping all this stuff up. He's a legend. He says, I heard this recently, you have got to post twelve times aday. I'm like, “that's ridiculous”. How could you do that? Well, guess what? I'm posting twelve times a day. I counted them up. The blog goes to LinkedIn. It automatically goes to Facebook and Twitter. Now, purists would say,you're a very bad boy, Greg. You should be recrafting that for Facebook and you should be recrafting that for Twitter instead of sending in the same stuff. Hey. Do I have that sort of time? No. I've got three areas, presentation, sales, and leadership to cover. I'm busy. So I just flick a switch and bingo. It's there. Done. I upload something I'll talk about in a moment called Fare Bella Figura. I'll talk about that shortly. It goes to, to LinkedIn and I share it also to Facebook, Twitter, TikTok, Instagram. I upload video shorts to LinkedIn, then they get switched over to TikTok, threads, and Instagram, which is actually twelve a day. So I'm actually doing what Gary Vaynerchuk said to do. I thought it was impossible, but I'm actually doing it. Amazed me. So we need a mindset shift here. We need to be agnostic about the funnel that brings the client to us. But we got a brace for trouble. We're doing something new. We should try it anyway. And if it doesn't work, well, you know, retreat if you have to and don't say no for the buyer in terms of trying something new. And if it works, go all in and ignore the critics and hammer it. So this is something that I was thinking about. There are some fundamental business truths. People judge us when they first meet us based on our bodylanguage, how we're standing, how we move. The second thing they judge us on is how we're dressed. They look us up and down. They're checking us out. They're making judgments. We haven't even opened our mouth yet, but they're making judgments, first impressions about us. So we have to control that first impression and we mustbecome more knowledgeable about image control in business. So I had some innovation considerations. I found people often complimented me about the way I'm dressed. I thought, can I drive that as a differentiator against my competitors in the training industry? Can I take that and drive it harder? I didn't see any businessmen blogging about what they wear except for people who are in the clothing business.They got their own boutiques or whatever. I didn't see any business people blogging about men's clothing. So I needed to execute though in a very light low touch manner, because I'm pretty busy and I have to have the guts, right, to court trolls, mockery, derision, abuse and hatred by putting myself out there and I was scared to do it. I thought, you know, if I put out what I'm wearing, man, I'm going get hammered by these people. Well, I'm just going to be abused all day long. So I took a deep breath. I said, okay, I'll go for it. Here's my premise and every one of my blog starts like this. I run my own soft skills training franchise business here in Tokyo. And many years ago, I decided to dress for success. Each day, I consult my schedule and that day's work content drives my sartorial choices. Before I head out the door every day, I check myself in the mirror and ask, do I look like one of the most professional people in my industry? That's the premise, okay? Then, this comes up. This is the Fare Bella Figura.  In Italian, it means make a good impression. I use Italian because I think it's pretty cool. Sounds better. Fare Bella Fugira. Sounds pretty good in Italian,bright? So, master your first impressions. Be a sharp dressed man. Now, which is the band we know about being a sharp dressed man? ZZ Top. You know that song, Be a Sharp Dressed Man. I thought, that's pretty cool. I'll use that. So I put in Be A Sharp Dressed Man. Now, this is what they get. I put in very detailed comment on what I'm wearing. You can see all the stuff on LinkedIn. This is just what I'm showing you. It's like wallpaper. And I have a photograph of me. But guess what's in the background? Nineteen twelve. Dale Carnegie. I'm taking it right here. So, I'm promoting the company and the longevity of the company at the same time I'm promoting what I'm wearing. Right? So, I'm getting double value there. So, now, here's the distressing part. Here's the results. My handcrafted, really carefully written blogs, which I work really hard on every Saturday morning and come up with these eight hundred thousand word pieces, I get two hundred impressions on LinkedIn. The first Fare Bella Figura,  when I put up, sixteenhundred impressions. I felt like crying.I couldn't believe it. Like, just show me in a suit and I get sixteen hundred. I'm writing all this stuff on leadership and presentation and sales and I get two hundred. And it continues to outrank my other blogs. Still. So, at the end of my blogs, there's a sales funnel. There are three lead magnets and then the description about my podcasts and my books and about me and all the propaganda is there. Guess what? On the end of all these posst, that same propaganda is there.It's there. It's a funnel to get people to come to our websitethrough these lead magnets. So here's some takeaways. Observe trends. I've noticed, and this audience is not very good representation of that, but suits are coming back for men. Suits are coming back for men. Ties are going to come back for men. Shoes, serious shoes, not sneakers. It's coming. Check me in five years to see if I'm right. But I feel it'smoving in that direction. I might be an early mover maybe in this trend. I don't know. I don't know. I might be totally wrong. Let's see. There's a gap in the market. No men are putting themselves out there talking about what they wear every work day. I only do it five days a week. I only do Monday to Friday when I'm at work. Right? So what's my point of view and experience here? Got to embrace that, some new ways to engage an audience.   How do I differentiate myself from my rivals? Try something new and stop if it doesn't work. So these are some ideas for you on how to control your image, your message, your content to hook into the client's mindset before they meet you. So you're crafting their expectations about who you are and what they can do with you before you even meet them. Now, I don't know everything about digital marketing. This is only what I've done myself and I'm sure there are many things I can improve which I don't even know about. So if you see something tonight and you say, what are you doing, you idiot? You should be using this and you should be doing that and don't you know about this? Tell me, because I'm still educating myself about this stuff. I'm a boomer, but in here, I'm still nineteen. So with that, I'd like to invite you, who has the first question? Thank you.  

How To Make Cold Calling Really Work with Sales Training Coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

#226 Today we're talking about a topic that I've barely mentioned but is important to me. In 2012 I was in Todd Durkin's mastermind. At that time, he had a “Book of the Month” which was recommended.  One of those books was a Jeffrey Gitomer sales book. In the book, Gitomer recommended that readers join Toastmasters International if they were serious about communication and leadership.  I joined immediately and have been a member for 12 years.  We'll be talking about what Toastmasters is and isn't, how it benefited me, and my suggestions for you! Listen to this episode, apply what you learn, and teach it to others. By the way, be sure to connect with me on Instagram! Listen and grow! Your Financial Coach, Billy  P.S. If you or someone you know is looking for a plan to dial in their finances and achieve some financial freedom, book a short call with me here!  P.P.S. You can book a call at that same link if you are interested in getting your financials dialed in and efficient with bookkeeping.    

“This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed” – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I could generate ongoing referrals, and my close ratio was off the charts because I was a trusted resource before I met the referred client.    It's simple, yet many people who need to engage and sell as part of their responsibilities still consider sales icky and sleazy. My motto is: If you are not selling from love, care, and respect, you need to stop!    YouTube: https://youtu.be/CakpwY1A9xA   About Jackie Joy:  Jackie is a dynamic Leadership Coach and Sales Trainer at Selling From the Heart. With over 25 years of experience in various sales leadership roles, she is passionate about transforming the sales culture into a community of trust, authenticity, and credibility. Jackie's unique approach combines her rich sales experience with her love for psychology and learning, making her an inspiring coach. Her vision is to elevate the sales profession and positively impact society.   How to Get in Touch With Jackie Joy:  Email:  jjoy@sellingfromtheheart.net Website:  http://sellingfromtheheart.net/ Gift:  Sellingfromtheheart.net/Freepass    Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Episode Summary Randy Welch talks about mission-driven sales in the education sector. He discusses his background in school psychology and administration, and how it led him to a career in education technology focused on school safety solutions. He emphasizes the importance of truly understanding customer needs through active listening. Randy also provides insights into navigating the challenges of the education market by prioritizing safety over sales numbers. The interview covers Randy's vision for developing a holistic safety ecosystem and recommendations for incorporating learning into a sales mindset. About the guest Randy Welch is an educator at heart but found his way into the technology sector through his passion to ensure the safety and security of school students and staff. At Motorola Solutions, Randy oversees the education focused Sales efforts for the North America region and highlights the technology, safety, and security solutions schools need to solve their biggest safety challenges. Prior to Motorola Solutions, Randy served for more than 20 years as a school psychologist, special education director, Chief Program Officer, and board member for multiple public and charter schools. Randy has also spoken nationally and internationally about a variety of education topics. Connect with Randy Welch Key takeaways- Understand customer needs through active listening, not just hearing what they say - Prioritize solving customer problems and mission over making sales numbers  - Develop a holistic, integrated ecosystem approach to school safety rather than isolated systems - Keep focus on the mission of keeping students safe even during budget cuts or challenges - Incorporate continuous learning into sales through recommended books and shared learning - Bring an educator's passion for learning to the sales field Quotes"Someone has a problem, your job is not to solve their problem, your job is to help them find a solution to that problem." - Randy Welch on drawing connections between education and sales. Recommended Resource Books-"New Sales. Simplified." by Mike Weinberg. -"Sales Management. Simplified." by Mike Weinberg. -"Selling in a Crisis" by Jeb Blount. -"Sales EQ" by Jeb Blount -"The Little Red Book of Selling" by Jeffrey Gitomer. ⁠Connect with Randy Welch⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

Polishing Your Pitch: Sales Presentation Mastery with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Today, I'm in conversation with the amazing Debbie Allen!   Debbie is an award-winning entrepreneur, bestselling author of eight books, and the world's #1 authority on expert positioning. She has been featured in four motivational movies and dozens of publications, including Entrepreneur Magazine, Personal Branding, Sales & Marketing Excellence, Forbes, The Washington Post, and USA Today.   Debbie has four decades of “in the trenches” entrepreneurial wisdom and business-building experience that she now shares with business owners, speakers, coaches, consultants, and experts across many industries.   In this episode, we'll explore:   How Debbie became one of the highest-paid female speakers in the world The importance of finding your authentic voice and using it to create a deep connection with the audience Why speakers, especially women, need to overcome the fear of self-promotion The value of investing in mentors and continuously learning, even when you've achieved success Debbie's current favorites: Books: The E-Myth and Maximum Influence: The 12 Universal Laws of Power Persuasion, Speakers: Barbara De Angeles, Jeffrey Gitomer, Joe Girard, and Zig Ziglar, Podcast: Sell or Die  More from Debbie Allen Website: https://expertmarketpositioning.com/  Facebook: https://www.facebook.com/DebbieAllenInternational/  LinkedIn: https://www.linkedin.com/in/debbieallenspeaker/  YouTube: https://www.youtube.com/user/dallen7001    More from Tricia  Join my Free Transformational Masterclass for Speakers  Explore my content and follow me on YouTube Follow me on Instagram  Connect with me on Facebook  Connect with me on LinkedIn  Visit my website at TriciaBrouk.com 

In an era where sales and marketing are often seen at odds, three titans are stepping forward to bridge the gap.  In this week's episode, The King of Sales, Jeffrey Gitomer, Marketing Genius, Jay Abraham and the Master of NeuroLinguistics, Wyatt Woodsmall are joining forces and talking about their upcoming, groundbreaking The Laureates Mastermind. One designed to revolutionize the way you think about business growth. Discover strategies that foster sales and marketing synergy, directly from the masters of the trade. This session is more than a meeting of the minds. It's a catalyst for transformation, tailored for entrepreneurs ready to leap towards a decade of unparalleled success. For more information on the Laureates Mastermind, click here to apply and schedule a call.    How We Can Help You Close More Deals: Gitomer Books and Courses Here Sales Mastery Program Here Gitomer Sales Certification Here

In this episode, Jeffrey Gitomer shares insights and advice on sales, personal development, and attitude. He emphasizes the importance of doing what you love, being the best at it, and having a positive attitude. He also discusses the impact of social media on our perception of success and the need to invest in oneself. Jeffrey Gitomer announces an upcoming mastermind with Jay Abraham and Wyatt Woodsmall, a unique opportunity that aims to merge sales and marketing. This episode highlights the value of mindset, continuous learning, and taking action. Takeaways Do what you love or get out of it. Life is too short to do something you hate. Strive to be the best at what you do. Mastery comes from passion and dedication. Develop a positive attitude that is contagious and inspires others. Invest in yourself by continuously learning and improving. Be mindful of the impact of social media on our perception of success and focus on your own journey. Merge sales and marketing to create synergy and maximize profitability. Give value first and provide resources and insights to others. Surround yourself with inspiring people and create a supportive network. Chapters 00:00 Introduction and Lightning Round 05:25 Jeffrey's Journey and the Power of Personal Development 13:15 Overcoming Challenges and Developing a Winning Mindset 25:42 Final Thoughts and Where to Find Jeffrey Gitomer Keywords sales, personal development, attitude, social media, success, mindset, continuous learning, action For more information visit: www.henrybiemann.com

Mastering Time: Boost Sales with Efficiency with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

he Global Sales Leader Podcast Unveiling the Secrets with Jeffrey Gitomer

In this exclusive interview, Jeffrey Gitomer shares invaluable insights on achieving extraordinary success in sales without resorting to traditional selling tactics. With over 40 years of experience and having closed an impressive 2,500 clients, Gitomer unveils his secrets to building genuine connections, fostering trust, and ultimately sealing the deal. Delve into Gitomer's unconventional approach as he discusses the power of authenticity, relationship-building, and delivering exceptional value. Whether you're a seasoned sales professional or an aspiring entrepreneur, this interview is a must-watch for anyone seeking to revolutionize their approach to sales and achieve unparalleled results.

Putting the HUMAN back in sales with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Ryan sits down with sales guru Jeffrey Gitomer to discuss his secrets for long-term success. With over 25 years of experience, 13 bestselling books, and 2,500+ corporate events under his belt, Gitomer shares invaluable insights on leveraging social media, AI, and unwavering consistency to boost sales and build a thriving business.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Consistently post valuable content and testimonials on social media to attract customers instead of making cold calls Leverage AI to organize and distribute your content, making it easily accessible to salespeople seeking advice Invest time in yourself by reading, writing, thinking, preparing and creating during the first hour of each day The top 1% of salespeople love what they do, maintain a great attitude, and genuinely believe in their company and products Provide social proof and focus on the customer's needs rather than giving lengthy demos or pitches Embrace AI as a tool to eliminate poor salespeople while enabling the best to provide even greater value to customers Develop a strong online presence across multiple platforms to maximize reach and impact BEST MOMENTS "People don't like to be sold, but they love to buy." "If you have content, you're going to win. If you don't have content, you're not going to win. Just that simple." "AI is going to eliminate shitty salespeople and the good ones will capture it, take advantage of it, use it in everything that they do and be able to provide value to the customer in a way that's higher than ever before." "This is your time. Invest time in yourself and your business so that you can reap the reward, not make the payment." "There's no second place for sales. It's you either win or you have nothing." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Today I'm thrilled to have Adam Chin, the co-founder of Enlifted, on The Path podcast. Adam is a driving force behind the scenes at Enlifted, brings a wealth of experience from his early days in sales training, working alongside Jeffrey Gitomer for major players like Apple and Ford Motor Company. In this episode, we get into not only the intricacies of money and business but also the profound journey of self-discovery. We'll discuss overcoming the fear of selling, shaping our characters, and the intertwined paths of personal and business development. Let's go!Timestamps00:00 Intro03:50 Adam's Biggest Take Away In Sales Training07:03 Advice For Other Coaches15:01 Adam's Motivation For His Trip?24:23 Finding A Place In The World29:19 Key Moment Of Adam's Life41:47 Why Do We Relate With Money?57:27 A Key Takeaway For The AudienceMike Salemiwww.mikesalemi.ioEmail: support@mikesalemi.ioInstagram: @Mike.SalemiAdam Chinwww.enlifted.meInstagram: @enliftedcoaches @enlifted.app @adamschin

The Truth Behind Email Subject Lines with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

Chapter 1 What's The Sales Bible Book by Jeffrey GitomerThe Sales Bible is a book written by Jeffrey Gitomer, a well-known sales expert. This book is a comprehensive guide to sales, covering various strategies, techniques, and principles that can help individuals become successful salespeople. It provides practical advice on prospecting, presenting, closing deals, handling objections, building relationships, and more. The Sales Bible is considered a classic in the field of sales and is often recommended for anyone looking to improve their sales skills.Chapter 2 Is The Sales Bible Book A Good BookThe Sales Bible by Jeffrey Gitomer is widely regarded as a valuable resource for individuals in the sales profession. It provides practical advice, techniques, and strategies for improving sales skills and achieving success in the field. As with any book, its effectiveness may vary depending on the reader's specific needs and preferences. However, it has received positive reviews and has been praised for its comprehensive content, actionable insights, and engaging writing style. It is often recommended as a go-to guide for sales professionals, making it a potentially good book for those interested in enhancing their sales abilities.Chapter 3 The Sales Bible Book by Jeffrey Gitomer SummaryThe Sales Bible Book by Jeffrey Gitomer is a comprehensive guide to sales success. In this book, Gitomer offers practical advice, techniques, and strategies for all aspects of the sales process.The book begins by emphasizing the importance of a positive attitude and personal motivation in sales. Gitomer explains that having a belief in yourself and your product is essential for success. He also highlights the significance of building trust and strong relationships with customers.Gitomer provides tips on prospecting and generating leads, such as using social media, cold calling, and referrals. He then delves into the art of making effective sales presentations and overcoming objections.Throughout the book, Gitomer stresses the importance of fully understanding the needs and desires of customers. He encourages salespeople to ask probing questions and actively listen to their customers in order to provide personalized solutions.In addition, Gitomer offers advice on negotiating and closing deals. He provides specific techniques for dealing with difficult customers and objections, and emphasizes the importance of creating win-win situations.The Sales Bible also covers topics such as managing time effectively, setting goals, and maximizing productivity. Gitomer provides practical strategies for organizing sales activities and staying focused on achieving sales targets.Overall, The Sales Bible by Jeffrey Gitomer is a comprehensive resource for anyone involved in sales, from beginners to experienced professionals. It offers practical advice, techniques, and strategies for all aspects of the sales process, and emphasizes the importance of a positive attitude, strong relationships with customers, and a deep understanding of their needs. Chapter 4 The Sales Bible Book AuthorJeffrey Gitomer is a well-known sales expert, speaker, and author. He released his book "The Sales Bible: The Ultimate Sales Resource" in 1994. The book is considered a comprehensive and practical guide for sales professionals and has gained widespread popularity in the sales industry.Apart from "The Sales Bible," Jeffrey Gitomer has written several other books on sales, leadership, and personal development. Some of his notable works include:1. "The Little Red Book of...

CLICK THIS LINK -->>> SIGN UP FOR THE NEW BUILT NOT BORN BLOGJeffrey Gitomer returns for his second appearance on the Built Not Born PodcastJeffrey and I discuss the creative process, how to earn trust, the mindset of an elite sales person, and how to build your personal brand.Jeffrey Gitomer is a New York Times Best Selling author of 18 books, including The Sales Bible and The Little Red Book of Selling,.The Little Red Book of Selling is the #1 all-time selling book on the topic of sales, has sold more than five million copies and been translated into 14 languages.Jeffrey has given over 2,500 paid speeches and has worked with the likes of Apple, Comcast, Microsoft, NY Yankees, Barnes & Noble and Coca-Cola to train their sales forces.Jeffrey is the host of the "Sell or Die" podcast which has over 3 million downloads.Connect with Jeffrey Gitomer:Podcast: Built Not Born #64: Jeffrey Gitomer - Sell or Die Website: www.Gitomer.comPodcast: Sell or DieLinkedIn: Jeffrey Gitomer"Life is Built, Not Born."Joe Ciccarone#Episode130

3 Steps to Increase Your Happiness and Your Sales in 2024 with sales training coach Ryan Dohrn. More about Ryan online at RyanDohrn.com . Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

In this Classic Rewind episode, podcast host and master business coach Erica Ross-Krieger presents her interview with Bill Carmody. Bill is a TEDx Speaker, Bestselling Author, and Chief Coaching Officer for Positive Intelligence.This upbeat and inspirational episode showcases Bill's entrepreneurial journey, success tips, and his passion for bringing the Sagely gifts of mental fitness to coaches and entrepreneurs worldwide. In the interview, Bill shares:• His own journey into entrepreneurship.• How once upon a time, even the highly successful businesses he built, the financial success he achieved, and the outer picture of “success” he had, still left him unfulfilled...and how he turned things around.• How he's now able to remain in a state of Ease and Flow as he simultaneously reaches new layers of success and accomplishment.• Why busting Saboteurs and bringing Sage wisdom to coaching and entrepreneurship is important.• His big “why” of bringing mental fitness worldwide.• Tips for entrepreneurial success.• How you can take a free Saboteur Assessment and get a free debrief. Connect with Bill Carmody:• Social Mediahttps://www.linkedin.com/in/billcarmody/https://twitter.com/billcarmodyhttps://www.facebook.com/billcarmody • Websiteshttps://positiveintelligence.com/assessmenthttps://www.threerulesofmarriage.com/http://billcarmody.com/• Take the Positive Intelligence free Saboteur Assessment:http://EricaRossCoach.com/Assessment• Then forward results to Erica's email for a free 20-minute debrief of results: tapwithErica (at) gmail (dot) com Bill CarmodyTEDx Speaker | Bestselling Author | Chief Coaching Officer for Positive IntelligenceBill Carmody is the Chief Coaching Officer for Positive Intelligence and oversees the application of mental fitness for thousands of coaches worldwide. He is also responsible for the creation and rollout of the Sage Business Development program and has a passion for supporting coaches elevating the business end of their coaching business.From becoming a Top 100 sales influencer to standing next to Tony Robbins as he rang the opening bell for NASDAQ to dropping 50 pounds and finishing in the top 50% in his first 140.6 mile Ironman. He was even flown to Brazil to interview Sir Richard Branson. Bill's pronouns are he, him, his and he is a Diversity, Equity, Inclusion + Belonging Ally In Training.Bill Carmody has founded and successfully exited two highly profitable and award-winning multimillion-dollar marketing agencies. With over 28 years of marketing experience, he has been in the digital marketing industry since its inception in 1994. Bill Carmody built the first commercial websites for AT&T, CBS, MasterCard and Coors Brewing Company. The purpose of Bill's life is to be an inspirational leader who solves problems and creates breakthroughs for himself and others. His second book, the Three Rules of Marriage, is a bestseller and he is on a mission to bring mental fitness to at least 10 million people by 2029. To date, more than 35,000 coaches (about half of all coaches) have participated in Positive Intelligence's foundational work in mental fitness. Bill Carmody is a former columnist for both Inc and Forbes Magazines, having written over 350 articles. He has spoken at dozens of industry conferences across the globe and has had the opportunity to interview many high-profile industry professionals such as Tony Robbins and Grant Cardone (both of whom follow him in Twitter) as well as Sir Richard Branson, Malcolm Gladwell, Stephen M. R. Covey, Seth Godin, Jeffrey Gitomer, Tim Sanders and many others. Bill is a highly sought-after trainer and a Professional Certified Coach (PCC) with the International Coaching Federation (ICF). He works with world-changing visionaries who are brave enough to build a better future. You are in good hands with Bill. 

King of Sales Jeffrey Gitomer, renowned sales expert and author of 'The Little Red Book of Selling,' joins John Barrows on this podcast to dive deep into sales strategies and cold calling. They cover value-driven sales ideas, gaining insights from sales teams, and the significance of building trust. Jeffrey and John also discuss AI in sales, highlighting that while it can assist, it cannot replace the human touch. Collaborating with AI is key, as it lacks emotion and humor, which are vital for connecting with clients. Learn the importance of research, resilience, and ethical selling for achieving success in the competitive world of sales.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Jeffrey on LinkedIn: https://www.linkedin.com/in/jeffreygitomer/

Master the Art of Closing the Sale: The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals by Benjamin Brown https://amzn.to/47WomB7 360salesconsulting.com As if channeling Zig Ziglar, Frank Bettger, and Jeffrey Gitomer, Ben Brown shows you exactly how to achieve a radical improvement in your sales process to dramatically close more sales, develop long term clients, and enjoy more referrals. Straight forward and clearly written, business expert Ben Brown provides a high impact sales strategy based on his years of successful sales training and experience. Whether you are a sales representative who wants to take your business to the next level or a manager looking for a complete step-by-step sales system for your staff, this is the game-changing book you have been looking for! • Discover the secrets for turning skeptics into buyers and buyers into referral machines. • Learn how to stop wasting time with those who will never purchase from you and quickly identify those who will. • Use a proven step-by-step sales strategy that will skyrocket your success and give you rock solid confidence in selling. • Improve your communication skills and ability to influence others, both in business as well as your personal life. Put your sales process on steroids with Master the Art of Closing the Sale and reap the benefits you and your business deserve. “Sales is an art, when done right it's a beautiful thing.” -- Ben Brown

In this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry. Bajorek delves into step five of his 'Seven Steps to Sell Like You,' drawing upon Gitomer's profound wisdom and personal anecdotes. This episode is a treasure trove of knowledge for anyone looking to elevate their sales game. As Bajorek himself puts it, Gitomer's unique approach to conversations and his ability to direct them to where they need to go is nothing short of enlightening. Join us for an episode filled with practical advice, heartfelt appreciation, and the kind of wisdom that only a seasoned expert like Gitomer can provide. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions

I'm gonna let the Zoom recap do the notes this week because I like how they refer to "The middle wife." (They? He? She? I don't want to offend Zoom by using the wrong pronouns, he/she/they may stop doing my job for me.)1. Strickland and Doug compared their podcast to Mike Rowe's show, discussed Mike's net worth and income, and struggled with balancing audio levels during their recording. 2. Strickland and Doug discussed their podcast, daily routines, age gaps in relationships, experiences with Jeffrey Gitomer, and business growth challenges. 3. Strickland and Doug shared experiences with Emily and the middle wife during their Yosemite trip, Emily's Portland, Maine trip, and the possibility of meeting her in Las Vegas. 4. Doug and Strickland expressed dislike for marketing, shared negative experiences with marketing companies, and discussed business growth challenges. 5. Strickland and Doug planned for their upcoming podcast, discussed show content and strategy, and agreed on the importance of being topical and up-to-date. 6. Doug and Strickland discussed the origins of the names of the months in the calendar, different attitudes towards dressing up, taking breaks, and an upcoming old-school buffet event. Leave a voicemail for the Nice Guys: 424-2DJ-DOUG - (424) 235-3684Need help podcasting? www.TurnkeyPodcast.comJoin our Nice Guys Community. www.NiceShortCut.com No time to get to this, but you can read the blog here: 12 worries that every entrepreneur has Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

Improving Your Sales Decks to Close More NOW! with sales training coach Ryan Dohrn. Sales training, sales tips, and sales advice in one podcast. If you like Brian Tracy, Grant Cardone, Jeffrey Gitomer, David Hoffeld, Dan Waldschmidt, or Gary Vaynerchuk you will love this podcast too.

In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bras, this conversation unravels the common mistakes that can stall progress and kill deals, emphasizing the necessity of evoking the right mix of emotional triggers to drive a sale forward. --- Links mentioned in the show https://www.linkedin.com/in/mariabross/ https://www.jeffbajorek.com/posts/the-important-difference-between-roi-and-coinbsp --- Building on the idea that purchases are made emotionally first and justified logically after, Jeff outlines the importance of creating a nuanced approach to sales tension. He advises against the excessive emphasis on pain points, advocating instead for a balanced approach that interweaves the negative with the potential positive outcomes. This episode promises to reshape your understanding of the sales narrative, offering actionable insights into how sales professionals can craft more compelling, balanced arguments that resonate on an emotional level and lead to successful conversions. Plus, stay tuned for an exciting preview of an upcoming interview with sales guru Jeffrey Gitomer, which promises to offer even more transformative sales strategies. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions

Drive Better Results through Personalization in Sales Jeffrey Gitomer, the charismatic King of Sales, challenges the notion that sales professionals should solely focus on selling by delving into the world of Taylor Swift's extraordinary success, igniting a lively football rivalry with the host, and introducing an AI tool, all while exploring the importance of personalization and emotional connection in driving sales. Jeffrey, a renowned sales expert and best selling author, believes that the key to success in modern selling lies in understanding the past and building genuine relationships. In a conversation with Vengreso's CEO Mario Martinez Jr. on The Modern Selling Podcast, Gitomer emphasizes the importance of personalization in sales and the value of turning relationships into friendships. He shares how he has made more sales after midnight than anyone else by focusing on being a value provider, not just a product pitcher. Gitomer challenges young salespeople to embrace the depth of personalization and move away from relying on shortcuts like AI. He encourages them to go back to their roots, tap into their family and business values, and invest time in truly understanding their customers' needs and desires. According to Gitomer, sales are made by engaging customers emotionally and proving their credibility socially. By customizing and personalizing their approach, salespeople can build trust and win more deals. The past will predict the future every single time. Study what happened, and it'll tell you what's going to happen. - Jeffrey Gitomer Jeffrey Gitomer is not your typical sales expert. With a charismatic personality and a no-nonsense approach, he has earned the title of the "King of Sales." As an international sales trainer, President of Buy Gitomer, keynote speaker, and bestselling author, Jeffrey has revolutionized the way sales professionals approach their craft. His most recent book, "Get Sh*t Done," is a testament to his belief in the power of productivity. Jeffrey understands that success in sales is not just about closing deals, but about building genuine connections and providing value to customers. With a deep understanding of the history of sales and the importance of personalization, Jeffrey challenges salespeople to go beyond the convenience of technology and truly connect with their customers. His insights and strategies have proven to be game-changers for countless sales professionals, making him one of the most sought-after voices in the industry. In this episode, you will be able to: Unlock the secrets to Taylor Swift's music and business success. Discover the power of personalization in sales and skyrocket your results. Master the art of building relationships and trust in the sales process. Understand cultural preferences to create winning sales strategies. Harness the potential of AI technology for revolutionary sales prospecting. The key moments in this episode are: 00:00:08 - Introduction 00:01:35 - The Importance of Understanding Sales History 00:03:58 - Jeffrey Gitomer's Background and Recent Book 00:08:41 - The Use of AI in Sales 00:10:51 - Embracing AI and the Future of Sales 00:16:30 - The Importance of Customization 00:19:05 - The Role of Emotional Engagement in Sales 00:20:12 - Adding Personal Voice to AI Responses 00:22:26 - Leaving an Emotional Impact 00:24:26 - Challenging the Sales Process 00:32:09 - How to Help Customers 00:34:45 - Understanding Why People Buy 00:36:05 - Jeffrey's Dream Jobs 00:37:24 - Upselling and Emotional Connection 00:39:03 - Quality Forever and Customer Loyalty 00:46:47 - Taylor Swift's Influence in Music and Business 00:47:30 - Eagles Games and Football Rivalry 00:48:18 - Friendly Hamburger Bet 00:48:29 - Call to Action 00:49:30 - Conclusion and Product Promotion Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Jeffrey Gitomer, known as the King of Sales. 00:01:35 - The Importance of Understanding Sales History Gitomer emphasizes the importance of understanding the history of sales and how it influences modern selling. He highlights the value of building relationships and emphasizes the need for salespeople to connect with customers on a personal level. 00:03:58 - Jeffrey Gitomer's Background and Recent Book Gitomer talks about his most recent book, "Get Shit Done," which focuses on productivity. He mentions how he drew inspiration from a 100-year-old writer named Orison Sweat Martin. Gitomer also shares anecdotes from his early writing career and the impact his columns had on readers. 00:08:41 - The Use of AI in Sales The conversation shifts to the use of AI in sales. Gitomer criticizes a company's policy that banned the use of AI in sales communication. He believes that AI can be a valuable tool for salespeople, as long as it is used effectively and personalized for each customer. 00:10:51 - Embracing AI and the Future of Sales Gitomer expresses his openness to embracing AI in his own work and future endeavors. He believes that protecting proprietary information is becoming increasingly difficult in the digital age. Gitomer also emphasizes the value of building personal connections in sales, rather than relying solely on technology. 00:16:30 - The Importance of Customization The guest emphasizes the need to customize AI responses and not rely solely on generic messaging. He suggests that personalized responses based on the recipient's background and needs can lead to better engagement and sales success. 00:19:05 - The Role of Emotional Engagement in Sales The guest highlights the importance of emotional engagement in sales. He emphasizes the need to invest time in understanding the customer's needs, desires, and circumstances, and to respond with positive emotions to create meaningful relationships and trust. 00:20:12 - Adding Personal Voice to AI Responses The guest discusses the importance of adding personal voice to AI-generated responses. He gives an example of how he would modify a generic response to make it more personalized and engaging for the recipient, based on their background and achievements. 00:22:26 - Leaving an Emotional Impact The guest explains that at the end of a call or meeting, people will remember one of five things about you: something great, something good, nothing at all, something bad, or something really bad. He emphasizes the importance of leaving an emotional impact, even if it's a negative one, rather than being forgotten. 00:24:26 - Challenging the Sales Process The guest shares his frustration with the traditional sales process, particularly the need to go through a qualification call with an SDR before having an intelligent conversation with a salesperson. He believes in providing upfront pricing or directly booking a meeting with an account executive for a more 00:32:09 - How to Help Customers Jeffrey emphasizes the importance of understanding how to help customers and shares his approach of asking, "How can I help you the most?" He shares a recent conversation with a customer from India and how he provided valuable insights and recommendations, even though his own company couldn't fulfill their needs. 00:34:45 - Understanding Why People Buy Jeffrey believes that understanding why people buy is more crucial than teaching sales techniques. He emphasizes the importance of uncovering the customer's motives and needs before presenting any sales materials. By focusing on the customer's personal goals and challenges, salespeople can build a stronger emotional connection and increase their chances of making a sale. 00:36:05 - Jeffrey's Dream Jobs Jeffrey shares his dream jobs, which include being a Starbucks barista, a Walmart greeter, and a waiter at a high-end restaurant. He believes that these roles provide opportunities to connect with people on a personal level, upsell products, and make a positive impact on customers' experiences. 00:37:24 - Upselling and Emotional Connection Jeffrey discusses the power of upselling through emotional connection. He shares a personal experience at a restaurant where the waiter's detailed descriptions of desserts made him salivate and increased his willingness to spend more. By understanding customer preferences and using persuasive techniques, salespeople can upsell effectively and enhance customer satisfaction. 00:39:03 - Quality Forever and Customer Loyalty Jeffrey praises The Apple Pan, a restaurant with a motto of 00:46:47 - Taylor Swift's Influence in Music and Business The guest highlights Taylor Swift's success in both music and business, emphasizing that she has created her own country and economy. He mentions her high ticket sales, with the lowest price being $1,000, and praises her ability to generate billions of dollars. 00:47:30 - Eagles Games and Football Rivalry The conversation shifts to discussing their shared love for the Eagles football team. They talk about the excitement of watching games together and the upcoming Eagles-49ers game. They exchange playful banter and express confidence in their respective teams. 00:48:18 - Friendly Hamburger Bet The guest challenges the host to a bet on the outcome of the Eagles-49ers game, suggesting a private hamburger meeting if he loses. They jokingly negotiate the terms of the bet and plan to have their teams face off in a friendly competition. 00:48:29 - Call to Action The host encourages listeners to reach out to the guest and mention the podcast. He also promotes an AI technology called Flymsg.IO that can help with prospecting and engaging with target buyers. The episode ends with a request for a rating and review on iTunes. 00:49:30 - Conclusion and Product Promotion The host wraps up the episode, thanking listeners and reminding them to download Flymsg.IO for increased productivity. He signs off with a closing statement and encourages good selling. Tap into Cultural Preferences Being sensitive to cultural differences can also significantly enhance the efficacy of the sales process. As Jeffrey points out, cultural nuances can shape the business engagement and preferences of a potential customer. By showing respect and understanding toward these differences, sales professionals can foster positive business relationships and open avenues for prospective sales within different markets. Boost Sales with Personalization Sales professionals can see a remarkable difference in their results with the strategic use of personalization. Tailoring the approach to each prospect's specific needs and circumstances forms genuine connections and stands out in a sea of generic pitches. Jeffrey Gitomer's insights on avoiding generic AI responses emphasizes the need for this tailored interaction, forming a central part of the modern selling process. Build Strong Relationships and Trust Establishing and nurturing trust with prospects plays a pivotal role in sustainable sales success, as emphasized by Jeffrey. Not only does this foster long-lasting business relationships, but it also facilitates in-depth understanding of customer needs and motives for buying. The interaction that follows, therefore, becomes less of a sales pitch and more of a consultation - a collaborative process aimed at effectively addressing the customer's needs. The resources mentioned in this episode are: Visit the website of Vengreso to learn more about their free personal writing assistant and auto text expander application, FlyMSG. Subscribe to the Modern Selling podcast to hear from sales leaders, practitioners, and influencers who can help you grow your sales numbers at scale. Check out Jeffrey Gitomer's books, including his most recent publication Get Sh*t Done, which focuses on productivity. You can find it on popular online bookstores. Consider studying the history of sales, like Samuel Smiles' book Self Help and Character, to gain a deeper understanding of modern selling techniques and buyer expectations. Reflect on the value of turning relationships into friendships in sales. Remember that personal connections can lead to more sales opportunities, even outside of traditional business hours. Embrace the use of AI in your sales communication and processes. Explore AI tools and technologies that can enhance your productivity and effectiveness as a salesperson. Don't be afraid to share valuable content and knowledge with your customers. Utilize social media platforms like LinkedIn and Twitter to provide helpful insights and ideas that can resonate with your audience. Recognize that protecting proprietary information in today's digital age is challenging. Focus on building strong customer

Mergulhe nas profundezas de "A Bíblia de Vendas" de Jeffrey Gitomer neste episódio explosivo do Analogias Atômicas. Descubra os sete princípios universais que irão transformar você em um mestre das vendas, apto a conquistar mercados e corações. De estratégias de relacionamento a táticas de persuasão, este episódio é um mapa do tesouro para todo vendedor que busca excelência e sucesso duradouros. Não é apenas uma escuta; é uma experiência transformadora que irá equipar você com as ferramentas necessárias para navegar pelos mares turbulentos do comércio moderno. ResumoCast Ventures está disponível no YouTube, Spotify e outras plataformas de podcast. Descubra nosso ecossistema repleto de startups, investidores, e oportunidades em resumocast.com.br --- Send in a voice message: https://podcasters.spotify.com/pod/show/resumocast/message