Podcasts about sales trainers

In this week's episode of "The Maximize Business Value Podcast," Dave Casey and Scott Schilling continue their discussion on leading multigenerational communications. This episode is part two of a two part series, for more information be sure to listen to part one of the podcast - released last week! To learn more about Scott, visit his LinkedIn and check out the website. Tune in weekly to hear more from Mastery Partners and to receive relevant key content on your journey to maximizing your business value!        #maximizebusinessvalue #masterypartners #multigenerationalcommunications #businesssuccess #scottschilling GET THE BOOKS: Start with Maximizing Business Value by Tom BronsonLearn More about Dave CaseyDave Casey is a seasoned business owner with deep expertise in all aspects of organizational behavior and a passion for helping entrepreneurs reap the full rewards of building their companies. He understands that a truly valuable business isn't just profitable—it's secure, scalable, and transferable. In addition to his work with Mastery Partners, Dave actively gives back to the entrepreneurial community through leadership roles with organizations like Business Navigators, Biz Owners Ed, and Liberty Ministry. Whether advising on strategic growth or mentoring the next generation of business leaders, Dave brings clarity, integrity, and decades of real-world experience to every interaction. His mission goes beyond exit planning—he's committed to helping owners build lasting legacies.Learn More about Scott Schilling: Scott Schilling is a bit of a unicorn—a unique combination of new school innovation, technology, methods, and tools, including AI, mashed up with old school, boots-on-the-ground, face-to-face presentation skills. As the Sales Trainer at Schilling Sales and Marketing, Inc., he helps individuals, organizations, and sales teams learn to sell more with less effort by reframing the sales process as an act of serving. He is passionate about sharing messages of hope and inspiration and is dedicated to utilizing his skills to grow God's Kingdom while delivering the results his clients truly deserve and desire. Connect with Scott today by emailing him at: Scott@ScottSchilling.com, by phone at: 817-239-7732, or learn more at:Mastery Partners Elevating Businesses to Achieve The Business Owner's Dream Exit The unfortunate reality is that for every business that comes on the market (for whatever reason), only 17% of them achieve a successful exit. You read that right. 83% of attempted business transitions never reach the closing table. Mastery Partners is on a mission to change that. We ELEVATE businesses to achieve maximum value and reach that dream exit. Our objectives are simple - understand where the business is today, identify opportunities for dramatic improvement, and offer solutions to enhance the business, making it more marketable and valuable. And that all starts with understanding the business owner's definition of his or her dream exit. Mastery has developed a 4-Step Process to help business owners achieve their dreams. STEP 1: Transition Readiness Assessment STEP 2: Roadmap for Value Acceleration STEP 3: Relentless Execution STEP 4: Decision: Now that desired results are achieved, the business is ready for the next step in the journey! CONNECT WITH MASTERY PARTNERS TO LEARN MORELinkedInWebsite© 2025 Mastery Partners, LLC.

Leadership is the single most important factor in a sales team's success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales Trainer, puts it on this episode of the Sales Gravy Podcast: "You have to model the behaviors that you want your team to live out. When you model those, you get a lot of credibility. You have respect. You have influence.” In today's hyper-competitive sales environment, your team has choices. Top performers can work anywhere. Average reps will coast if you let them. But the teams that consistently crush quotas, retain top talent, and create cultures where everyone wants to win all have one thing in common: a leader who has mastered the fundamental skills that turn potential into performance. Here are five leadership skills every sales manager must master to drive their team to the next level.  1. Clear Communication: No Confusion, No Excuses Sales teams don't fail because of a lack of talent—they fail because of unclear expectations. Leadership starts with communication. If your reps don't know exactly what you expect, how you measure success, or where they're falling short, you're setting them up to miss the mark. Clarity means: Defining priorities: What activities matter most (calls, meetings, proposals) and why. Eliminating ambiguity: No mixed signals, no “read between the lines.” Giving feedback in real time: Don't wait for quarterly reviews to correct course. Practical tip: After every meeting, send a short recap of agreed actions and timelines. It reinforces expectations and removes excuses. Vague leadership creates vague results. 2. Goal Setting & Vision: Building Direction, Not Just Numbers A sales leader isn't just a scoreboard watcher. Your job is to give your team something bigger to aim at than just “hitting quota.” Without a clear vision, teams drift into reactive mode and lack initiative. People perform better when they're chasing a clear, meaningful vision.  Effective goal setting requires more than revenue targets. It's about: Tying team goals to organizational strategy. Breaking big objectives into manageable activity benchmarks. Painting a picture of what winning looks like so reps can see themselves in it. Practical tip: Start every month by walking your team through why their goals matter and how success impacts the company, the customer, and their own careers. When reps buy into the vision, they push harder to achieve it. 3. Coaching: From Boss to Builder Micromanagers kill momentum. Coaches create it. Leadership in sales means shifting from telling people what to do to building people who can do it themselves. Great sales coaching involves: Observation: Ride-alongs, call reviews, pipeline inspections. Targeted feedback: Specific, actionable, focused on behaviors, not personality. Development mindset: Every interaction is a teaching moment. Practical tip: Block weekly one-on-one coaching sessions that focus on skills and pipeline health. Ask questions that uncover roadblocks instead of delivering lectures. Consistently coached reps outperform those left to figure it out alone. 4. Adaptability: Leading Through Change Markets shift, customers evolve, and strategies that worked yesterday won't guarantee tomorrow's success. The best leaders view challenges as opportunities. Adaptability looks like: Adjusting sales strategies with confidence. Staying ahead of industry trends, not reacting late. Modeling resilience when things don't go according to plan. Practical tip: Hold monthly “market pulse” sessions where you and your team discuss shifts in buyer behavior, competitor activity, and emerging tools. This keeps your team agile and ready to move, rather than stuck waiting for direction. 5. Accountability & Recognition: The Performance Balance Leadership is about balance, not being a cheerleader or tyrant.

In this week's episode of "The Maximize Business Value Podcast," Dave Casey and Scott Schilling discuss leading multigenerational communications. This episode is part one of a two-part series. Be sure to tune in next week to hear Scott and Dave continue their conversation.Tune in weekly to hear more from Mastery Partners and to receive relevant key content on your journey to maximizing your business value!  #maximizebusinessvalue #masterypartners #multigenerationalcommunications  #scottschilling Learn More about Dave CaseyDave Casey is a seasoned business owner with deep expertise in all aspects of organizational behavior and a passion for helping entrepreneurs reap the full rewards of building their companies. He understands that a truly valuable business isn't just profitable—it's secure, scalable, and transferable. In addition to his work with Mastery Partners, Dave actively gives back to the entrepreneurial community through leadership roles with organizations like Business Navigators, Biz Owners Ed, and Liberty Ministry. Whether advising on strategic growth or mentoring the next generation of business leaders, Dave brings clarity, integrity, and decades of real-world experience to every interaction. His mission goes beyond exit planning—he's committed to helping owners build lasting legacies.Learn More about Scott Schilling: Scott Schilling is a bit of a unicorn—a unique combination of new school innovation, technology, methods, and tools, including AI, mashed up with old school, boots-on-the-ground, face-to-face presentation skills. As the Sales Trainer at Schilling Sales and Marketing, Inc., he helps individuals, organizations, and sales teams learn to sell more with less effort by reframing the sales process as an act of serving. He is passionate about sharing messages of hope and inspiration and is dedicated to utilizing his skills to grow God's Kingdom while delivering the results his clients truly deserve and desire. Connect with Scott today by emailing him  at: Scott@ScottSchilling.com, by phone at: 817-239-7732, or learn more at: https://ScottSchilling.com.  Mastery Partners Elevating Businesses to Achieve The Business Owner's Dream Exit The unfortunate reality is that for every business that comes on the market (for whatever reason), only 17% of them achieve a successful exit. You read that right. 83% of attempted business transitions never reach the closing table. Mastery Partners is on a mission to change that. We ELEVATE businesses to achieve maximum value and reach that dream exit. Our objectives are simple - understand where the business is today, identify opportunities for dramatic improvement, and offer solutions to enhance the business, making it more marketable and valuable. And that all starts with understanding the business owner's definition of his or her dream exit. Mastery has developed a 4-Step Process to help business owners achieve their dreams. STEP 1: Transition Readiness Assessment STEP 2: Roadmap for Value Acceleration STEP 3: Relentless Execution STEP 4: Decision: Now that desired results are achieved, the business is ready for the next step in the journey! CONNECT WITH MASTERY PARTNERS TO LEARN MORELinkedInWebsite© 2025 Mastery Partners, LLC.

When should a manager step in, what should they say, and how do you do it without burning trust? In this episode I sit down with trainer (and ex-sales manager) Stuart Wallbanks to break down “second-facing” the right way - why it must feel organic (never “before I can let you leave”), the quick “first-face” intro that makes later manager conversations effortless, and the exact language that keeps deals (and relationships) intact. We cover praising your salesperson in front of the customer, using authority without ego, and simple word-tracks like “we work within a market” that reset expectations fast. If you've been buried in reports, this is your nudge to get back on the floor and enjoy the bit of the job that actually moves the needle. About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon's words ‘real world', it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal. To find out more visit: www.symcotraining.co.uk

Thanks for listening!I appreciate you taking the time to listen and subscribe to The Daily Sales Message. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠James⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠====Got a specific Selling issue?Check out my actionable, affordable ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Practical Sales Training™⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  courses.Find it hard to communicate your offering?You might benefit from a ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Clear Sales Message™   ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to. Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year, Sales World Magazine lists him as a Top 50 Speaker, and BigSpeak highlights him as an internationalTop 10 Sales Trainer. He's also the founder of Introvertu.com and the bestselling author of The Introvert's Edge book series, which has sold over 100,000 copies and been translated into 15 languages.Learn More: https://matthewpollard.com/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-matthew-pollard-the-rapid-growth-guy

Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to. Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year, Sales World Magazine lists him as a Top 50 Speaker, and BigSpeak highlights him as an internationalTop 10 Sales Trainer. He's also the founder of Introvertu.com and the bestselling author of The Introvert's Edge book series, which has sold over 100,000 copies and been translated into 15 languages.Learn More: https://matthewpollard.com/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-matthew-pollard-the-rapid-growth-guy

What if sales weren't about selling at all? In this episode of Medical Sales U, Paul Kesig shares how loving people, not just products, can transform your career in medical and pharmaceutical sales, believe it or not. From breaking into the industry to building real connections, this conversation flips the script on what success looks like in sales.

The Unvarnished Truth About Sales: Lessons from the UK's Most Hated Sales Trainer, Benjamin DennehyIn the world of sales, few voices are as candid—or as controversial—as Benjamin Dennehy, widely known as the UK's most hated sales trainer. In this episode, hosted by Josh Elledge, Benjamin pulls no punches as he exposes the uncomfortable realities of sales, debunks persistent myths, and offers actionable strategies for founders, salespeople, and small business owners. This blog post distills the key themes and expert advice from their conversation, providing a comprehensive guide for anyone looking to elevate their sales game.The Realities of Sales and Building Repeatable SuccessBenjamin starts by addressing an uncomfortable truth: most people in sales didn't choose the profession—they stumbled into it. This lack of passion often leads to mediocrity, with many salespeople operating at a “seven out of ten” level, performing just enough to get by. To break through this, Benjamin advocates for treating sales as a craft that demands continuous improvement and investment in proper training. He emphasizes the importance of building a repeatable sales process, focusing on long-term relationships rather than just closing deals.Benjamin also talks about the “founder-led sales trap” where entrepreneurs, passionate about their products, often dread the sales process. Founders frequently hesitate to delegate or hire the right salespeople, leading to burnout and stagnation. He encourages founders to invest in structured sales training, create a clear sales process, and treat sales with the same importance as product development or finance. This shift in mindset is crucial for scaling a business beyond the founder's efforts.Finally, Benjamin discusses the common pitfalls businesses face when hiring salespeople. He warns against hiring based on charisma alone and stresses the need to look for candidates who demonstrate solid sales processes and results. Without a clear and documented sales approach, businesses will continue to struggle with underperforming teams. He advises on setting clear metrics and ensuring new hires are onboarded with proper training to drive predictable and repeatable sales success.About Benjamin DennehyBenjamin Dennehy is the Founder of Sales Matrix Courses, a platform offering comprehensive training and coaching for sales professionals. Known for his blunt, no-nonsense approach, Benjamin helps businesses confront uncomfortable truths about sales, break through mediocrity, and achieve repeatable success.About Sales Matrix CoursesSales Matrix Courses is a sales training platform created by Benjamin Dennehy. The courses are designed to help professionals and businesses develop stronger sales foundations, overcome common challenges, and create repeatable, predictable sales outcomes.Links Mentioned in This Episode:Sales Matrix Courses WebsiteBenjamin Dennehy on LinkedInEpisode Highlights:Why most salespeople fall into the profession without passion or preparationThe “founder-led sales trap” and how to avoid itThe importance of treating sales as a craft and investing in ongoing trainingWhy hiring the right salesperson requires more than just charismaHow big companies fail at...

You're not afraid of rejection—you're afraid of judgment.That's the hard truth Benjamin Dennehy, the UK's Most Hated Sales Trainer, is here to deliver.In this raw, no-fluff episode of Journey To Legacy, Benjamin flips everything you thought you knew about sales on its head. From nearly becoming a lawyer to building a global sales training brand from his living room, Benjamin shares how ditching the need for approval is the first step toward becoming a fearless, high-performing closer.He exposes why most salespeople lose before they even start the pitch—and what it takes to reprogram your brain to win. If you've ever felt awkward making cold calls, desperate to land a deal, or trapped in imposter syndrome… this episode is your wake-up call.

Ian SpandauI rescue dogs and salespeople!Ian Spandow is a seasoned Enablement Leader & Sales Trainer with extensive global and intercultural expertise and over 35 years of experience.He has a proven track record of upskilling Sales Teams to high-performance through his unique and somewhat radical sales training. Ian has held several leadership roles in the technology industry, including Director of Sales Training & Enablement at Riverbed, Senior Director of Sales Training & Enablement at Marin Software, and Director of Training & Development at MongoDB and Global Field Readiness Leader at WalkMe. Hosted on Acast. See acast.com/privacy for more information.

  Listen to today's episode featuring Matthew Pollard, bestselling author of 'The Introvert's Edge to Networking.' Discover why introverts have a natural advantage in networking, and how even the most introverted can thrive without feeling fake or overwhelmed. Learn the importance of leveraging introverted strengths such as listening and empathy and introduces strategies to authentically network and advance in careers.    Timestamps 02:57 Key Skills for Introverted Networkers 05:23 Matthew Pollard's Personal Journey 10:14 Creating a Unique Professional Identity 16:07 Strategies for Career Advancement 25:14 Evolving Views on Introversion and Leadership 34:21 Final Thoughts and Advice   About Matthew Pollard Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to. Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year, Sales World Magazine lists him as a Top 50 Speaker, and BigSpeak highlights him as an international Top 10 Sales Trainer. He's also the founder of Introvertu.com and the bestselling author of The Introvert's Edge book series, which has sold over 100,000 copies and been translated into 15 languages. Connect with Matthew: https://matthewpollard.com/theintrovertsedge/book https://matthewpollard.com/    _________________________________________________________________ Connect with Me Connect with me on LinkedIn From Zero Responses to Multiple Offers: Download The 5 Essential Steps Checklist Click here to learn about coaching

Unlock the Most Dangerous Sales Weapon Ever Created | Andy Elliott's Digital MindClick the link and try it for FREE before it disappears:http://elliott247.com/digitalmindThis is not your average sales tool.This is Andy Elliott's Digital Mind! This is a 24/7 AI closer built from 25+ years of elite objection-handling, high-pressure role plays, and high-ticket closing techniques. If you're not using this, your competition will.Say goodbye to lost deals and hello to: • Instant objection-handling across any industry • AI role-play simulations with real-world pressure • Andy's exact closing tactics, now on-demand • 24/7 sales training that never sleeps • Confidence that closes even the hardest buyersWhether you sell cars, real estate, solar, or services — this is your unfair advantage.But here's the truth…This free access is exploding and will not last.If you're reading this, it means you're already behind.If you are looking for the BEST SALES TRAINING on YOUTUBE you've found it!Follow Andy Elliott on other socials HERE:  / officialandyelliott    / theandyelliott  https://www.tiktok.com/@officialandye...General Disclaimer:https://elliott247.com/general-8652

If your sales training not getting traction with prospective clients? In this discussion, find out how you can build a strong personal brand and attract more sign-ups using savvy content marketing. Find out more: https://clippership.clientcabin.com/app/info Clipper Ship Marketing City: Melbourne Address: 1709 N Harbor City Blvd Website: https://clippership.clientcabin.com/app/info

The Biology of No-Selling: Stop Errors that Sabotage Sales Guest: Beth Johnston Synopsis: Beth Johnston will introduce her new course, The Ultimate Sales Academy, which breaks down the essential elements of a successful sales process. In her course, you'll learn how to stop errors that sabotage your sales. Her comprehensive program is designed to give you the tools and strategies you need to excel in sales and reach your highest potential. Bio: With over 25 years of experience as a Sales Trainer and Coach, Beth Johnston is passionate about helping women in sales achieve their full potential by selling more in less time—all while increasing profitability. Her mission is to help women succeed so they can have more freedom to live life on their own terms. Beth's leadership journey began early in her career, where her natural abilities quickly propelled her to the top. As a standout performer on her sales team, she became the highest producer and was swiftly promoted to Sales Trainer and Manager. Drawing on her innate skills, practical strategies, empathy, and exceptional listening abilities, Beth revamped sales training programs and systems—resulting in significant revenue growth, increased profits, and helping countless individuals surpass their earning expectations. “Women have incredible strengths—they're intuitive, practical, and naturally gifted problem-solvers. These qualities make them uniquely suited to thrive in sales,” Beth shares. “My goal is to empower women to leverage these talents so they can achieve extraordinary success. I truly believe I can guide them toward growing their sales careers and increasing their bank accounts.” To further her mission, Beth has created The Ultimate Sales Academy for Women, an innovative online course featuring interactive lessons and weekly coaching sessions. Designed to help women reach their highest sales potential, the program is tailored for those who want, need, and deserve lasting success in their careers. Ready to take the first step toward transforming your sales performance? Join Beth's FREE MASTERCLASS to start your journey and “Put the Wind in Your Sales.” Register for the course here: https://bethjohnston.idevaffiliate.com/102.html Beth Johnston Website: https://www.theultimatesalesacademyforwomen.com/ Video Version: https://www.youtube.com/live/7p_L3utN5hg?si=Nslfz1nlFlamf2pw Chat with Teresa during Live Show with Video Stream: write a question on YouTube Learn more about Teresa here: https://www.webebookspublishing.com    http://authenticendeavorspublishing.com/

In this video, top sales trainers Jack Frimston and Zac Thompson from We Have A Meeting react to viral sales tips from renowned sales coach Andy Elliott. With years of real-world sales experience, Jack and Zac break down Andy Elliott's most popular sales training clips — including his controversial closing techniques, high-pressure tactics, and motivational advice — and give their honest, unfiltered feedback.Andy Elliott is known for his aggressive sales coaching style and bold training programs like Elliott Group Sales Training. But does his advice actually work in the real world? Jack and Zac dive deep into Andy Elliott's methods, offering practical analysis for anyone interested in high-ticket sales, closing strategies, car sales training, and professional development.Whether you're a fan of Andy Elliott, curious about the Elliott Group, or just looking for authentic insights from working sales leaders, this video breaks it all down.Learn what works, what doesn't, and how to apply sales techniques the right way — without the hype.Pre Order our Book - Sales Is Therapy: https://shorturl.at/qZB70 Hosted on Acast. See acast.com/privacy for more information.

On this episode of Money Mondays, I sit down with Daniel G, the #1 sales trainer who has helped over 1.5 million salespeople achieve success. We dive into his proven strategies for training top sales performers and discuss how anyone can apply these techniques to make more money and level up their sales game..---Daniel G is a highly successful sales trainer and entrepreneur known for his expertise in coaching salespeople to achieve exceptional results. With over 1.5 million sales professionals trained, Daniel has built a reputation for delivering impactful strategies that help individuals and organizations boost their sales performance. He focuses on providing practical, actionable advice to help people succeed in competitive sales environments.---Like this episode? Watch more like it

Summary In this conversation, Anthony Iannarino emphasizes the critical role of conversations in sales, arguing that technology cannot replace the value of direct communication with clients. He discusses the importance of understanding client needs, creating value through informed discussions, and building confidence in sales professionals. The conversation also touches on the future of sales in […] The post Sales Trainer: Your sales tech is worthless without conversations! AI won't save bad salespeople. appeared first on Salesman.com.

Dan Peña is an entrepreneur, business man, and high performance executive business success coach. He is known as the "Trillion Dollar Man", having coached individuals who have collectively generated over $2.3 trillion in business deals.Dan shares insights on high performance, perseverance, and achieving success, and emphasizes the importance of hard work, passion, and staying focused. We explore themes of leadership, generational differences in work ethic, and how technology impacts personal growth. If you're looking to succeed in business in today's fast-paced world and are willing to embrace hard work, you'll want to listen to this episode with Dan.Dan's WebsiteDan's InstagramCheck out my Online Men's Coaching Community We Are The They and see how it's changing men's lives across the globe!Get my FREE guide with 45 Days of Simple Tips to Become a Better ManPick up my USA Today bestselling book Be One: How to Be a Healthy Man in Toxic TimesJoin the Real Men, Real Conversations Facebook Group

Drew and Jay look to improve their Sales Pitch with The Sales Trainer. The Sales Trainer is an oganization founded by Stuart Pearce who also happens to be a Bristol Flyers fan and Sponsor. Stuart Pearce has spent 25 years coaching people. He tries to work his magic as Drew and Jay look to sell their early season MVP. https://thesalestrainer.uk

“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.

Today we are re-sharing one of our most controversial episodes so far, with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy. Benjamin joins Dominic as they discuss the art of selling and the common misconceptions about sales. This is truly a sixty-minute conversation that will change how you look at sales!Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.Timestamps(04:00) Book Recommendations and the Misconception of Sales Books(07:19) Why the UK's Most Hated Sales Trainer is Hated(09:08) The Problem with Traditional Sales Approaches(23:19) The Art of Asking and Answering Questions in Sales(28:44) Creating Comfort and Lowering Walls in Sales Conversations(31:25) Getting Prospects Emotional: The Purpose of a Prospecting Call(33:44) Consultative Selling: Asking Probing Questions and Understanding Pain Points(35:42) The Future of Cold Calling and the Rise of AI(39:03) The Myth of 'People Buy People'(45:49) The Risks and Rewards of Entrepreneurship(50:40) Mastering a Methodology: Continuous Improvement in Sales(51:33) Critical Thinking, Communication, and Emotional Control in Sales(59:51) Knowing When to Quit and When to Persevere in BusinessFollow Benjamin DennehyWebsite: https://www.uksmosthatedsalestrainer.com/LinkedIn: https://www.linkedin.com/in/benjamindennehy/?originalSubdomain=ukYouTube: http://www.youtube.com/c/UKsMostHatedSalesTrainerInstagram: https://www.instagram.com/benjamindennehy/Mentioned in this episode:Get Mind Your F**king Business

We know that there are a lot of salespeople who are totally untrained.  They have cobbled together bits and pieces of the sales process but they don't have the whole picture in their brains.  I remember when Dave Stearns, a Carnegie Master Trainer came to Tokyo to certify us a Sales Trainers. He started with the top right hand corner of the whiteboard and then he slowly outlined every single aspect of the sales process and the flow filled the whiteboard from top to bottom, from left to right.  It was an amazing tour de force from someone who is a real master.  At the time, was sitting there thinking that I could never do that. Well today I am using our sales process and doing the exact same thing in my head when I sit across from the client. The only difference is that in Japan it is rare to get through the whole process in one sitting.  Here it is more likely we get up to the point of the questioning model and the explanation of the solution comes in the next meeting as we present our proposal.  At this point we go into handling any objections and then closing the sale.  Again in Japan, that closing of the sale part of the process may not trigger an agreement, but it will set off an internal process to look at what we are suggesting.  The decision-making process here is complex and glacial with many actors involved.  Most of the key decision makers we will never meet, and it is up to the people sitting in front of us to become our champions and push the deal though.  This internal harmonisation process though takes a lot of time and we have almost no leverage.  Telling our champions to “speed it up” is a like a sick joke, because they don't have any capacity to do that as they seek internal agreement to move forward. In the Ringi Seido decision-making system, the Section Leaders and Division Heads who will be impacted by the deal though the changes it will trigger attach their hanko or seal on the proposal document to signal agreement.  When there are enough of these achieved the document gets elevated to the Directors level and usually they rubber stamp approve it because they know all the due diligence has been completed down below. To bridge between the questioning component and to be invited to propose our solution, we have to move into the suggestion phase.  There is no great detail required at this point.  What we are doing here is to try and make sure that what we are thinking will be a good fit for what they are after.  We have heard their story, we know what they want to achieve and mentally we are rummaging around our magic solutions box to see if we have what they need. We explain in rough terms what would be involved and check to see if that sounds directionally correct. If we do get it right, then we talk in general terms about the outline of the possible solution and see if they think that is a match for what they want.  If it is and they think that will work then we are invited to submit our proposal along with the other potential rival suppliers they are talking to. The Proposal will go into much greater depth and detail about what is involved and how it will work in practice.  It may not be precise enough, but if we are most of the way there, we can still refine it further according to their feedback and we are not out of the running yet.  Naturally pricing has to be attached and it we are higher than our rivals, which hopefully we are, because our quality is better, then we submit and see if they go for our ideas. This is important because at this point they are just ideas and until we get the business and can execute, the buyer has to take our word for it that we can do what we say we can do and at the quality level we say we can provide.  There is a lot of trust included at this point. This is why the way we present has to be very well executed.  We have to be making suggestions and constantly checking back to see if there is a match.  If it isn't we need to know that information early and redirect to something else we think may.  The level of confidence we have and the degree of detail we can provide off the top of our head, without referring to any materials is important.  It sends a message to the buyers that we know what we are doing, we have done this before and we know they results we can deliver.  Mentioning previous projects for other clients is important because it means we are not using them as the test bed.  Japanese firms don't want to be the guinea pigs for anything.  They want to know that it works already. We may not be able to drop the names but when we describe what we did and what happened they are relieved to hear there is a track record of successful implementation already. The way we describe it is so key. We have to do it with supreme confidence, belief and knowledge to demonstrate we know our stuff.

Surgical smoke is the dangerous byproduct of the energy-generating devices used in surgical procedures. During laparoscopic cases, surgical smoke must be removed to maintain field of vision and to protect patients and staff from exposure, but how do you evacuate surgical smoke and still maintain the pressure needed for the laparoscopic procedure? We're going to find out in today's First Case Vendor SpotlightTM with Paul Fowler, Director of Engineering, and Calvin Hersom, Sales Trainer at Northgate Technologies, Inc. (NTI). In this exciting discussion, we'll uncover the risks of exposure to surgical smoke, discuss the realities of smoke evacuation, and learn about a safer, more efficient system for the operation room – the Nebulae® SRS. The Nebulae® SRS is a quiet, closed-loop laparoscopic smoke removal device that maintains the pneumoperitoneum, removes surgical smoke and 99.999% of contaminants, while also reducing your CO2 gas usage. This allows the surgical case to move forward without pauses for reinsufflation, for smoke to clear, or for staff to change CO2 tanks.​ Northgate Technologies, Inc. is a worldwide leader in the design and production of minimally invasive software controlled medical devices. Their high-quality products have been enhancing clinical performance, providing safe surgical environments, and reducing costs in healthcare for over 30 years. To learn more about the Nebulae® SRS, you can call (847)608-8900, email sales@ntisurgical.com, or visit their website at www.ntisurgical.com. You can also follow them on LinkedIn and Facebook! #operatingroom #surgicalsmoke #laparoscopy #surgeon #ornurse #scrubtech #perioperative #vendorspotlight #podcast

In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.   In this episode of Grow a Small Business, host Michael Denehey interviews Benjamin Dennehy, founder of The UK's Most Hated Sales Trainer. With over a decade of experience in sales training, Benjamin shares how he's helped countless businesses improve their sales techniques and performance. He also discusses building a successful team and the strategies that have led to his business growth. Tune in for expert advice on transforming your sales approach. Key Takeaways for Small Business Owners: Master the Art of Asking Questions: Sales success is rooted in asking the right questions. It's not just about what you ask but how you ask it, to uncover true client needs.   Embrace Discomfort in Sales: Being direct and upfront in sales can be uncomfortable, but it's essential to build trust and gain respect from potential clients.   Understand Rejection: Rejection is part of the process. Learning how to handle and grow from rejection will make you a stronger and more resilient salesperson. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   Be Prepared to Challenge Prospects: Don't be afraid to challenge prospects' assumptions. This can differentiate you from competitors and position you as a trusted advisor.   Focus on Process, Not Outcome: Focusing too much on the end goal can lead to failure. Prioritize following a strong sales process, and the results will naturally follow.   Build a Strong Sales Team Culture: Investing in your team's sales training and fostering a culture of accountability will improve overall performance and business success. One action small business owners can take:   One action small business owners can take is to revamp their sales approach by incorporating Socratic questioning. This technique involves asking insightful questions to guide prospects toward recognizing their own needs and challenges, rather than directly pitching your solutions. It helps in uncovering deeper insights and building stronger, more trust-based relationships with potential clients. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.

Meet our guest for this episode, Danny Creed. Danny grew up on a Kansas farm in what can only be called a very rural area. Even so, he clearly grew up with lots of drive and imagination. After high school, he entered radio broadcasting where he remained for 20 years. Like many in the industry he bounced around from station to station doing broadcasts, selling and whatever else that was asked of him.   In the late 1980s he left radio after 20 years and became an entrepreneur working with 15 startups. As he tells us, they all were successful.   He then spent a bit of time working at the pentagon and the department of defense again putting his entrepreneurial skills to work. One of the military leaders with whom Danny worked urged him to think about helping others by entering the new career of business coaching. He did and met some of the great motivational and business coaching leaders like Zig Zigler and Brian Tracy.   Danny is the author of several books and has received many accolades and awards through his coaching career.   About the Guest:   Danny Creed is a certified Master business and executive coach. He is a noted sales and leadership trainer, best-selling author, international keynote, and workshop speaker who is an acclaimed business turnaround expert.   Danny's personal coach and mentor is the legendary Brian Tracy. He is a certified Master Business Coach, Executive Coach, and Sales Trainer with over 15,000 logged coaching hours. In addition, he's an entrepreneur with 15 successful start-up businesses to his credit and over 400 business turnarounds. Coach Dan is the unprecedented Seven-time recipient of the FocalPoint International Brian Tracy Award of Sales Excellence and CXO Outlooks “10 Most Inspiring Transformational Coaches, Globally – 2022”   Danny Creed is an internationally best-selling author of six business and motivational books, including the bestseller CHAMPIONS NEVER MAKE COLD CALLS and THRIVING in BUSINESS.   Dan is involved in community and volunteer work and, when time allows, a professional musician.     Ways to connect with Danny:   LinkedIn:   Linkedin.com/inbusinesscoachdan YouTube: Bit.ly/2F8exoh Facebook: https://www.facebook.com/mrluckyinc1952   About the Host:   Michael Hingson is a New York Times best-selling author, international lecturer, and Chief Vision Officer for accessiBe. Michael, blind since birth, survived the 9/11 attacks with the help of his guide dog Roselle. This story is the subject of his best-selling book, Thunder Dog.   Michael gives over 100 presentations around the world each year speaking to influential groups such as Exxon Mobile, AT&T, Federal Express, Scripps College, Rutgers University, Children's Hospital, and the American Red Cross just to name a few. He is Ambassador for the National Braille Literacy Campaign for the National Federation of the Blind and also serves as Ambassador for the American Humane Association's 2012 Hero Dog Awards.   https://michaelhingson.com https://www.facebook.com/michael.hingson.author.speaker/ https://twitter.com/mhingson https://www.youtube.com/user/mhingson https://www.linkedin.com/in/michaelhingson/   accessiBe Links https://accessibe.com/ https://www.youtube.com/c/accessiBe https://www.linkedin.com/company/accessibe/mycompany/   https://www.facebook.com/accessibe/       Thanks for listening!   Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below!   Subscribe to the podcast   If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can subscribe in your favorite podcast app. You can also support our podcast through our tip jar https://tips.pinecast.com/jar/unstoppable-mindset .   Leave us an Apple Podcasts review   Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.       Transcription Notes: Michael Hingson ** 00:00 Access Cast and accessiBe Initiative presents Unstoppable Mindset. The podcast where inclusion, diversity and the unexpected meet. Hi, I'm Michael Hingson, Chief Vision Officer for accessiBe and the author of the number one New York Times bestselling book, Thunder dog, the story of a blind man, his guide dog and the triumph of trust. Thanks for joining me on my podcast as we explore our own blinding fears of inclusion unacceptance and our resistance to change. We will discover the idea that no matter the situation, or the people we encounter, our own fears, and prejudices often are our strongest barriers to moving forward. The unstoppable mindset podcast is sponsored by accessiBe, that's a c c e s s i capital B e. Visit www.accessibe.com to learn how you can make your website accessible for persons with disabilities. And to help make the internet fully inclusive by the year 2025. Glad you dropped by we're happy to meet you and to have you here with us.   Michael Hingson ** 01:20 Well, hello once again, I'm your host, Mike Hinkson, and we want to wish you a great welcome to unstoppable mindset, wherever you may be. Thanks for being here with us, and I want you to meet our guest, Danny Creed, who is a major certified business coach, among other things, with more accolades and awards than I can count. And if he wants to tell them all to you, that'll be up to him, because he probably knows them all without memorizing them. But we've been we were supposed to start this podcast a little while ago. We've been busy talking about mystery books that we both like and sharing stories of being around the Pentagon and Department of Defense and other things before and after September 11. So, ah, lots of stories. I'm sure we're going to have fun this next hour. But Danny, I want to welcome you to unstoppable mindset.   Danny Creed ** 02:10 Thank you, Mike. I'm really happy to be here. I really am.   Michael Hingson ** 02:14 Well, really appreciate you taking the time to do it. Why don't we start by you telling us kind of about the early Danny, growing up, that's always a fun place to start.   Danny Creed ** 02:24 Oh, yeah, and I've told you this. And okay, so I, I come from very humble beginnings. I was raised in a town of 120 people in southern Kansas. I was raised on a farm. My family's still on that farm 130 some years later, I had, I joke, I had, I had 16 kids in my senior class. I had seven girls, and five of them were cousins and but I knew, I knew that that wasn't what I was meant to do. So I left the farm, and only member of our clan for a long time to have left the farm and I went into broadcasting. Spent about 20 years in the great era of being in radio and TV. And from that, I learned a lot about I got bit by the entrepreneurial bug. Did my first entrepreneurial startup in the late 80s, and just, gosh, it was so exciting. Yeah, it went crazy. It was exciting. It was risky. It was CR everything.   Michael Hingson ** 03:30 Yeah, did you go to college?   Danny Creed ** 03:32 I well, I went to two years of college. There you go. And then my father died, and he died very young. And I always joked that we didn't know we were not poor, but we didn't know we didn't have much, you know, but we were on the farm, we always had a cow and a pig, and, you know, we were, we were happy, you know, but I had to go to work, and one thing I'd always done is sell and use my creativity, even when I was on the farm. And so I took off on a on a on a knowledge search of self education that you know, great, great minds, you know, of great creators in our in our world, in the our history, were people that Louis LaMoure, one of the greatest self of all time, had the equivalent of a Third grade education, but when he died, he had three honorary PhDs for his he credits that to reading 100 books that were very specific. And I found that list one day. So I just spent a lot of time reading, putting in a lot of hours. I went from I worked with a general who or an admiral who said, you know, based on your experience, based when I was at the Pentagon, you ought to go out and do something to help businessmen and women be successful, and not redo mistakes over and over again. Because I had been there, I'd been a business owner, I'd done startups. And so that's when I found my way. And I, by the way, I did 15 startups, which is. Why I don't have any hair today, but I really learned a lot about all kinds of businesses, and I became a business coach, partnering with some of my mentors, Brian Tracy and Zig Ziglar and some other people you might not be familiar with and and since then, I've been a business coach going on 17 years. I've got over 15,000 hours of log coaching time, business coaching time and and been very, very successful, because my clients have been successful. So I've been really blessed with that. And just a year ago, I was, I was honored by being listed in the top 10 in the world of the most transformational, inspiring coaches, wow, I'm a really a blessed guy, and it's all based on my drive to help people, as corny as that may sound as though, well,   Michael Hingson ** 05:54 and it's also an issue of being humble about it and not thinking that you're the greatest thing in The world and have an ego, and that clearly comes through that you're you're not that way, and I think that that really means a lot. When did you first go into radio,   Danny Creed ** 06:11 it was right out of off the farm. Literally, I walked off a farm. I was going to junior college, and one of the more inspirational people in my life. Was a journalism instructor there, and he goes, I know exactly you want to go on radio. I can get you a job as a copywriter. And that was 1971 and so I went in. During the day, I would write commercials, and at night, I did an airship from 8pm to 2am oh my gosh, turn around and do it again the next day. But I learned creativity in short bursts, which helped me my whole life, helps in writing blogs. And it was I would have never thought that I I went through I learned it was on the air. Learned communication. Then I got into sales and management and radio was really it was all selling, Michael, it was all about selling, learning to sell the intangible, sure, and that's one thing that a lot of people struggle with today. They have to have something in their hands. They have to have that app or something in their hands, where, if people would learn, and I try to teach this my clients how, how to sell an idea, a product, anything, sell the intangible side, which is, look here, touch it, feel it, smell it, versus how would you feel if you were sitting on a on a on An island next to the ocean, and the waves, warm waves, were coming in, and you wanted to relax and see, I'm selling an intangible feeling. I'm selling, how does it make you feel? And that was a big deal, and I still teach, if you want to be an entrepreneur, you want to be successful in business, you got to learn to communicate, and good communication, contrary to what a lot of people teach, good communication is all about really being able to sell a concept in the intangible side of it. How does it make you feel? What's your why versus here it is. Here's how it feels, here's how it smells. See, I can talk to you and make you smell something and   Michael Hingson ** 08:25 I and I appreciate that. I love to tell people that after September 11, when people started calling and asking me to come and speak and so on, I realized pretty quickly and made the choice to do this, but I chose to believe it's a whole heck of a lot more fun to sell life and philosophy than it is to sell computer hardware. Yeah, it's all about intangibles, and I also talk a lot about blindness and disabilities and so on, and probably need to do more writing and all of that. But it's true that that everything really, no matter, even with even with the the physical stuff, any good salesperson will realize that it's not selling the physical stuff. Ultimately, you have to want to emotionally buy into it. And I also need to, as a salesperson, understand where you are, where you're coming from, to know whether what I can sell you is what you need to have, or whether I need to help you find other places to go.   Danny Creed ** 09:30 Amen. I I've always said that the mistake that a lot of people in my industry do is that they come in and try to sell stuff. They tell people, here's what, here's why, you ought to buy my product. I firmly, honestly believe you can tell all your listeners right now that if you ever work with me or talk to me about working with you, I will never sell you stuff. What I'm going to sell is I'm going to listen to your needs from your point of view. Of and then I'm going to, if it there's a fit, because I'm not right for everyone, but if there is a fit, I'm going to, I sell hope. Yeah, think about that's what every good product should be sold on. I still hope that this will work, that I hate it when I go in to make a major purchase and they're asking me what I think? Well, look, when I had triple bypass heart surgery, which I did, and they told me I had 48 hours to live. You think, you know? And well, how would you feel if the doctor then said, So, how do you think we ought to do that surgery?   10:39 Yeah, well, I   Danny Creed ** 10:40 don't know that's you're the Pro, yeah. And that's the way people look at anyone, you know, that's why they look at anyone selling an idea or a concept or a product. They want to help me understand if my needs fit what you're selling. And then maybe we can work together. Maybe we should work together. I'm always   Michael Hingson ** 11:01 amazed with reporters and so on, when they interview somebody who's in the middle of a tragedy and so on, and they go, Well, how do you feel about that?   11:12 Yeah, hello, yeah,   Michael Hingson ** 11:16 well,   Danny Creed ** 11:17 yeah, how do you think I feel about it? Yeah, really. I   Michael Hingson ** 11:19 mean, I'm I'm still waiting for the first person to say that.   Danny Creed ** 11:23 But yeah, you know, Michael, you mentioned books earlier. I collect books, autograph books, and and I was, I've rather than go, you know, fall all over some of my heroes in writing, I always try to have one question that I asked him, and I asked him the same question here at the time. And the one I asked, have asked some really famous guys, as you know, what makes a great, best selling book, and one of the more famous thriller crime writer guys told me one that I've always remembered. He goes, You gotta, you gotta hook them. If you can't hook them on the first paragraph of the first page of that book, they're gonna, they're gonna close it up and go to another book. Yeah, you know. And that's selling. Hope that, okay, this is good. I get it, I feel it, I understand it, I'm excited about it. I'm gonna turn the page. And it's the same in business. I mean, you've got to sell. You've got to understand what people need and then talk to them about fulfilling that need rather than telling them what they need. You know doesn't happen.   Michael Hingson ** 12:33 Ultimately, they probably know what they need and how to get it, at least subconsciously, and your job is to help them ferret that out.   Danny Creed ** 12:44 Yeah, yeah, it is, you know, and, and again, a lot of that comes with, I, that's why I was intrigued with your show. And, and, you know, it's a great show, is this, is that mindset thing i I'm telling you right now that I work with clients all over the world. And again, I've I'm blessed enough that I can, I can work with lot of different people. I can help a lot of different people and and I'm telling you the one thing that that that helps people win or helps assist them in losing their business, their their success, or anything like this is where their mind is at, where they keep your mind at, I'm telling you, it comes down to, and I know you're you're kind of the expert on it. You do this great show, but I have it broke down. I really believe there's two mindsets to break it down, as simple as you can get. One is a mindset of survival, and the other one's a mindset of possibilities. Now survival is one where you're worrying about, what if, during covid years, 2020 21 and 22 I'm proud to say that 100% of my clients that I work with had growth while the rest of the world was on their head. Woe is me. But the secret to what I did is no secret. But I would go into every coaching session every day and say, Where's your head at today, because I can find when somebody has a survival mindset, all I have to do is say, Hey, Mike, how you doing today? Oh, just getting by, just making it.   Michael Hingson ** 14:32 I never say that.   Danny Creed ** 14:35 I had a guy one time i i One of my books I wrote, I was interviewing people on if they have goals or not. And this one guy just said, Oh yeah, I've got goals. And I and I won't do it all, but he I've got goals, and I read them every day and I believe in them. I said, What's your goal? Then, if you do it every day and it's that deep in your heart, he goes, my goal is go to work every day and break even. And I said, why? Okay. He goes, Yeah, you know, it's tough out there. Well, the people who won and what I tried to do with my clients were the ones that said, Look, you can't control the what if, yes, covid, good, kill everybody. Yes, we might have a government overthrow. Yes, there could be war and all this stuff. And you can worry about that, but that's nothing you can control. Hello. You can control the what is, yeah, and the what is, is what you have in front of you and what you can control. And you can manage that then. And if you think about the possibilities then that are part of what is, instead of the what ifs that cause survival, thinking you're going to be in the top 3% in the world, and people will come to you because all your other competition is in hiding, simply because the differences of your mindset   Michael Hingson ** 16:00 absolutely true. I know that during the whole covid period, we locked down my wife and I did. She had rheumatoid arthritis, so she had a lowered immune system anyway, because she had to take meds to keep the RA kind of at bay, and that lowers the immune system. So I was sensitive to that, and that was a good motivator, but I also knew that traveling wasn't going to happen in it, and it didn't, and we just plain locked down. We We did choose not to ingest bleach or Lysol like some politicians suggested. Sorry,   16:41 yes,   Michael Hingson ** 16:41 I know, but we we we didn't even fret about it. We did it, and we knew it was the right thing to do, and didn't contract covid. But I also believe if I have one goal every day, it's to have fun. And whatever I do, I've got to find ways to have fun, to make it happen. And and I always worked at doing that even, you know, even if it's in my own mind, finding a way to have fun. But I agree with you all too often people are so worried about all the things over which we have no control. You know, after September 11, I kept hearing people say, We got to get back to normal. We got to get back to normal. And it took me a while before I realized, and finally started to articulate, first of all, normal will never be the same again, and if we really got back to that, then we're going to have the same problem. So we're not going to get back to the same normal that we had. And people kept talking about what they were worried about, and I and I finally realized that the most important thing that I could say to people, and still say to people, is don't worry about the things that you can't control. Focus on what you can control, and the rest will take care of itself. And when you read thunderdog, you'll you'll see where that came from, because that's actually an integral part of the story, and for for people listening out there, Danny told me when we first started, that he has thunderdog on his desk, and he hasn't started to read it yet. So chapter 10, I think, is where you'll find it, but don't skip ahead, but it's   Danny Creed ** 18:16 there. You made me reach for it, but I'm not   Michael Hingson ** 18:20 sure you can hold it up, but we've got to not worry about the things that we don't have control over. And it's so very frustrating with all the stuff going on, like today in politics and all that, and it is easy to get very frustrated at some of these clowns, and I get frustrated, and two seconds later I go, Oh, that's not going to do any good. So forget it, you know, and just believe and have faith that that things work out because we don't have we don't have ultimate Well, we do have ultimate control. We have the right and the ability to vote, and that's the best thing that we can do.   Danny Creed ** 18:57 Well, you know, Michael, you said to have fun. Well, I have a lot of fun in possibility thinking,   Michael Hingson ** 19:03 Mm hmm.   Danny Creed ** 19:04 Because if you're, if you have that possibility mindset, and you're an entrepreneur, an executive, a business owner, and you're thinking of possibility, it's a lot of fun to go, Holy cow, everybody else is in hiding, and there's an opportunity. Yeah, I can help my clients. I can, I can, holy cow, that's going to be fun. That's going to be exciting. Because I've never thought of that before. You know, the possibilities are out there. They're, you know, the analogy of the old boat analogy, you know that some guys don't, don't see the boats come by. They're on a desert island, they choose not to see the boats come by others, others see them, you know. And you've got to be able to see the opportunities, because if you're so negative and you're only thinking survival, you're not going to see the opportunities. And one of the books I wrote, I based. On me almost dying. And the one thing I learned out of that is a lot of people set back and they wait for their second chance. And they're set back and wait for somebody to come along, you know, and say, I'm going to give you a second chance. And the fact that that I realized was everybody can give themselves a second chance and a third chance and a fourth chance and a fifth chance. You've got to understand you can create that, that you can go out. We have the ability to do it every day, if we're thinking about possibilities others are happy with right now, and happy with moaning and groaning and whining and crying, and they're happy with where they're at, and they don't want it to get any better, because they're happy with the whining. And I just, honestly, I'm sorry to say that I just, I don't even want to breathe the same air as people, yeah?   Michael Hingson ** 21:04 Well, I know for me, yeah, I know. I know for me the idea of the second chance, you know, I like to live in the moment, and I think that worrying about what's going to happen tomorrow. I mean, there, there is a place and a time for strategizing, but living for the moment and looking at what's going on in the moment, saying, How do I maximize what I can do and need to do, which is all part of the possibilities. Issue is, was what needs to happen, and I think that more people should do that. I know for me, I learned some time ago to spend time every night just thinking about what happened during the day. How did it go, what really worked well, and oh, by the way, could I have even done anything better about what went well and the things that maybe didn't work as well. Why and how do I deal with it? Going forward, I've learned that I have to teach myself. I shouldn't, you know, I used to say I'm my own worst critic, as I've told people on this podcast many times, and I've changed that I'm not my own worst critic, I'm my own best teacher, and I have to really learn and do work hard at teaching myself. And that's one of the lovely things I've learned from talking to so many people on this podcast, yes,   Danny Creed ** 22:24 yes, I have to share with you, because you bring to mind, and I can't use his name, but he was one of the most successful businessmen in history, one of the wealthiest men in the world. That I had a chance to sit and talk to this gentleman three or four times, and I asked him one time I said, Do you do anything every day in your mindset, or how you think, how you act you? What do you is there anything you do every day that keeps your company growing and you growing, no matter what, no matter how much money you have, and because he has billions, and he I didn't even get it out of my mouth until he had an answer. And he said, there's three things. Dan, number one, protect your money. He says, what I mean by that is, fail fast. If you're going to fail, fail fast, have metrics in place so that you don't drag things out. And I say this to every business person. I say, You better know when advertising is working or not, when a strategy is working or not, when an employee is working or not, and get rid of it quickly and replace it with something better. So that's one the second thing he said was, I try to go to work every day in my multi 100 billion dollar plus company, and I try to have the same mindset and have my staff have the same mindset as we had on our first day of business. That point is that, well, that's work hard, you know, work smart, fail fast. He said, that's really important to keep in our minds. And the third thing I do is want kind of long lines what you said? He said, and when I go to bed every night, I sit back and say his name, he said, I sit back and go me, I could be broke tomorrow. Something happens tonight, stock drops, whatever I could be broke tomorrow. So what did I do today to prevent that from happening. That's long lines, what you said you if you looked at and I've never forgot that that was 2023, years ago when I told me that. And I think about it every day, and I actually teach the concept in a bigger form to every client I have, because it's powerful stuff. And you're right on, Michael, you're right on contemplating looking at what happened. You know, 1928 the great book Think and Grow Rich by Napoleon, identified that that the best time to plan your next day is the night before, because you're thinking about. What happened, what worked, what didn't, and then you're thinking about, what do I need to do tomorrow? And if you're thinking clear enough, it's going to send a message out to the universe. And it is everybody I know has had a great idea in the morning in the shower, yeah, well, that's because you were probably thinking about it with clarity the night before, and the powers out there sent you an answer, and that works just as well on personal success, professional success, and just living a good life and a happy life and having fun,   Michael Hingson ** 25:34 and that's really what it's all about. You know, the whole idea of regrets. You can feel bad about something not working out. Okay, I accept that, and now I'm going to work on figuring out what happened so it won't happen again. But my gosh, if we, as you say, spend all of our time whining and grousing about stuff, then we don't get anywhere. And I think it's so important to take the time at the end of the day to really think about what what happened and and anyone who says I don't have time, clearly doesn't know how to think, because, of course, you have time.   Danny Creed ** 26:15 That's right. Damian, that's exactly right. Yeah, and some regrets there i They just stay. There's no good that comes from regrets. Yeah, no good I tell, I tell my clients, and I do a lot of charity work. I work men in prison. I teach them personal and professional development. Fact, I was there last week at a major penitentiary working with minimum maximum security. But I tell them all the time, I said, look, it's only a mistake, because a lot of these guys sit and think about regrets. So why are they in there? This and that? But anybody? Business owners, you know your regrets? Just, they they just think it doesn't go anybody but, but you can't do anything about so I always said there's, it's only a mistake if you didn't learn something from it, which is your story. So   Michael Hingson ** 27:10 well, I and it wasn't a mistake until it happened. That's right. Anyway, go ahead.   Danny Creed ** 27:18 No, I you're, you're, right, you're you're filling in the blanks here. So I use a four step process, what happened, be real, honest, not to point fingers, but what happened? Hey, very honestly. Number two, why did it happen? So analyze it. What happened, not to point fingers or blame, but what happened that caused this to happen. Number three, how will it never happen again? So watch your solution that you're going to learn from, and then number four is, see you later. I'm not going to face this again, because I learned something. So that's the way I live, and I and I teach my clients that, because so many people live in the past, and it doesn't get them anywhere.   Michael Hingson ** 28:01 And if I don't know the answer to what happened or how to address it, I'm going to go out and take the time to interact with others and seek answers. And invariably, someone will have an answer that you may not have, and it's perfectly reasonable to do that.   Danny Creed ** 28:19 That's right, that's right. Well, you learn. You know the old line I read about 50 years ago, Ope, you can learn so much from other people's experiences. And again, that's why I got into coaching, because so many people still do. They make mistakes over and over and over again. That costs 10 bucks or ten million and they keep making them Oh and, and they're so surprised. Oh, holy cow. When back to what we were talking about earlier. If you learn something from it, it won't happen again. So I my practice is based on, let's let's work on foundational stuff. Let's work on the basics of everything. Let's understand what we keep making mistakes on and learn from it. And create a rule. Create something that goes in your rule book, you know, in your business plan. But let's not make those mistakes again. And sometimes we've been able to 1020, 3040, 40x that grow their business just by correcting those mistakes and learning something from it. So you're you're right on and on what you say. Michael,   Michael Hingson ** 29:30 well, and you know, it all. It all comes from thinking about it. I was going to say it all comes from experience, and that's true, but ultimately, it comes from thinking about it and learning. And I think that's and that that gets back to I'm my own best teacher, and should be, but I have to be open to learning and letting me teach me to do what needs to be done.   29:55 Well,   Michael Hingson ** 29:56 you bring up a   Danny Creed ** 29:56 good point, because I had a guy in a seminar. I do a lot of seminar. Work and such and and I could tell he just didn't want to be there, and he was disruptive. And so finally I just stopped. I was in Atlanta, Georgia, where this happened, and I said, Sir, I mean, what's going on? Other people want to learn what's going on. I know this. He was in sales. I know this. I'm the best salesman, you know, I I've been, you know? And I said, Look, let me ask you one question, have you been in sales? I said, How long you been in sales? 30 years. I said, Have you been in sales 30 years or one year, 30 times? And it well, well, that goes back to your statement. He went to one seminar 30 years ago and says, I know it all. I I'm not willing to learn anymore. That's the operative part about it. I'm not willing to learn anymore. But I see people in all walks of life, you know, I see them, you know, they try out these hot apps and they try it out and say, okay, yeah, that one worked. Are you still using it? No, no. I went on and I went, I'm trying out a new one now. I don't get it. If it works for you, and it works really well. Why aren't you? Didn't you add it into your curriculum, your vocabulary, your daily routine, and it is just, it's, it's very frustrating. But I also teach people how easy it can be to be successful today, if you're disciplined enough to find what works, to learn from mistakes, to learn from your history, and grow every day, it's really not that hard to be successful, you know, you just gotta apply those basics   Michael Hingson ** 31:42 when, when you're coaching people, do you teach them, in one way or another, how to vision   Danny Creed ** 31:47 absolutely that I, I've, I've learned a very complex way to learn it of goal setting and achieving. And I've, I've simplified it, but it's, it's a real tough course that I put executives entrepreneurs, through. But one of the key elements of that goal setting and achieving, course, one of the key elements is visioning and and I'm telling you, that's one of the hardest things, Mike, that that I can do in that process. And here's why, that so many people don't have a vision, because so many people have forgot how to dream. Mm, hmm. I work with a lot of corporate executives and such, and they flat forgot how to dream, because the only dream they have is one that they they received from the corporation they were working for, and they only have one goal, and that's the goal that the corp gave them. They don't have family goals, they don't have personal goals, they don't have personal income goals, they don't have charitable goals. They don't have any of that because the only thing they do is that one goal that the corporate gate given and that nullifies dreams, and dreams are nullified for fear, and so I really force them. I'm going through that right now with a very valued client in Arizona, and once we learned, I got them to just dream a little bit, drop the ego, forget about what is people analyze too much. You know what is potentially Well, that's impossible. Well, yeah, tell that to Edison. Tell me, you know, the Wright brothers. Tell that to Elon Musk. Tell that to you know, a lot of these people, you know, but if I can get them to create a vision, because vision is the starting point for goals, and I don't care how goofy and crazy that vision might be, tell anybody. You don't have to tell anybody what your vision is, but you can be in the back of the room laughing, going, Yeah, someday, someday, this is going to happen. What happened yesterday? Someday, we're going to put a chip in somebody's brain, and that chip will help them talk and run computers by thinking, you know, two years ago, people went, You're nuts. You know, I always go back to Edison again. Can you imagine that guy going around selling the light bulb to people going, look what this is going to do is replace that candle. You got to believe me, every household in the world will have one. Can't Get out. You're crazy, you know, but that vision is the key. Vision is the start of goal setting. And goal setting is the start is based on, well, dreaming equals vision. Equals a start for your goal setting. A goal setting is everything,   Michael Hingson ** 34:45 and visioning can be accomplished in so many ways. A lot of people say, write things down, write it down, put it up on a chalkboard, or create a paper, or do whatever I don't because if. I write it down, still out of sight, can be out of mind. So I learned that that rather than writing it down, I need to think about it, although if I really need to make sure I don't forget something, I'll tell my lovely little Amazon Echo device to remind me about something, but I will make sure that I remember things. On the other hand, we do abuse Thomas Edison because he invented the electric light bulb. And as I love to tell people, and this is something I figured out last year, the biggest problem with most people is they don't recognize their own disability of being light dependents because Thomas Edison made electric light so on demand and available, especially over the last 146 years that now light is everywhere, but it doesn't mean that people still don't have that disability of being light dependent. So it's fun to have discussions about that, but, but, but still, the the bottom line is that visioning and dreaming are so important, and anyone who knocks it is really missing such an invaluable opportunity.   Danny Creed ** 36:04 You're right on the target again. Simply the way I teach visioning as part of the goal setting process is i This is the way I learned it from a very famous guy, and that is, you sit in a room, have as quiet as possible. Shut off your phone, shut off everything Have and Have a recorder of some sort. You can have a digital recorder. You can have, you know, AI now, or whatever, but shut off all surrounding noise. Kill the noise. Warren Buffett says the number one cause of failure today is people don't learn how to shut out the noise. Oh so true. And and so the noise. Shut off all that. Lock yourself in a room for 15 minutes, 30 minutes, however, you can stand and just and no one's around. No one's going to laugh at you. No one's going to point fingers, turn on the recorder, whatever that is, and just go nuts. That's hard for certain personality profiles, but just go nuts and talk, you know. And I'll give you a personal example, if I may, if we have i The one I teach, because I don't like to release my goals and everything to people, but I will tell one way this works. I always wanted my wife and I always wanted a house in the mountains. So I visualized this house, and I had the vision for 15 years. But the vision was I could close my eyes right now. I can do it as we talk, I can close my eyes and tell you the positioning northeast, southwest of this house has the backside of it as a giant plate glass window. It's all made of pine logs. You walk in through the front door and there's a kelly green carpet with a elk antler chandelier hanging down, and I can be that specific. And we finally, we were driving around in northern Arizona, Northeastern Arizona in the mountains where we lived at the time, and we were driving around one day up there just for a long weekend. And we came up and there was the house in my vision, exactly as I laid it out and we bought it, and the only thing we had to do is replace the carpet. But I had this vision in my head of what my perfect getaway home would be in the mountains and my son, both of my sons, actually do this. One of them says, He manifests stuff, you know? He says, I need a new couch that I can't afford the full price. So he goes, he sets and visualizes it and what it looks like, and everything else. And he did that the other day on a couch. And his his his roommate, they have a big old house. His roommate goes, you know, I got a couch in the basement that I'm gonna I'm gonna give away. It's almost new. So would you like it? And Brett, my son, says he went downstairs and that was the couch He visualized. Wow. Now the point is, it's fun, but let yourself go. There's no ego. Shouldn't be any ego involved, you know. Just believe that the line that I use, that that one of my mentors taught me, is, how big would you allow yourself to dream if you knew you couldn't fail, how big would you allow yourself to dream? And people will go, oh, that's, that's baloney. That's, I don't care. Play with me. If you knew you couldn't fail, how big would you allow yourself to dream? And that usually gets people think, and I'm telling you, that's the key to success. You cannot be a success in business or life unless you can dream of what what makes a perfect life a better life for you? You've gotten to do that. And   Michael Hingson ** 40:01 the on the operative part about it is when you're visioning and so on, it is also important not to put a timeline on, well, it didn't happen in the time I put, put out and specified. Well, okay, that's no surprise, because, as you pointed out you, you dreamed about that house for years,   Danny Creed ** 40:21 yep, yep. Now in goal setting, I think I know psychologically that you can put a timeline on some things, sure, but psychologically again, they've proven that just to be a starter, it just puts a deadline in there, and if you don't make it at the end of the year, change the date. But you've got to have something that that you're working towards all the time. So it's always good to have, you know, have something there that says that by the end of 2024 I'm going to I will have done this, and if you don't, we'll change the day. Yeah, you're right.   Michael Hingson ** 41:05 Yeah, if you you try to put timeline on a vision, unless you develop more skills than most of us have, you aren't going to accomplish, most likely, what you think. And if you do, then relish that and go on.   Danny Creed ** 41:22 Well, most visions, really, we find most visions are actually rewards for accomplishing other things, like like, like that cabin. We couldn't get it unless I was successful in business and earned a certain amount and saved a certain amount and did those things, and then when I found that house, I go, I can afford that. Now I can do that, you know. So it's that starting point, you know. But again, I will share with you, Michael that we find that a lot of people, and I love to find people like that have all this ability and possibilities in their mind and everything else, but they nobody's led them to be think it's okay to visualize, yeah, because there's so much fear people have. I know, personally, for a long time, I said, Well, you know, I come from the farm, I'm not supposed to be real successful. Oh, I didn't go to college. I'm not supposed to be real successful. Oh, I didn't do this or that, or this or that, and that's a fear in me. And if you eliminate that, say, you know, I can learn anything I need to learn. I have the ability to work my rear end off and work harder than anybody else, and learn from my mistakes, learn from my lessons and grow. I can do that. I can give myself that second, third, fourth, fifth chance. If you can get your mind in that mindset, I'm I believe you can achieve anything you can,   Michael Hingson ** 42:51 of course, absolutely, and I think that more of us should take that to heart, and we will, we will be all the better for it. Do you still have the house?   Danny Creed ** 43:07 Now? When we had to help family out and we moved, I we split our time between Arizona and Kansas. We built a house in Kansas, where our family's from, and we helped out, help out family while we're here, and it was just to use the house only three or four times a year. We had a chance to really sell it in the real estate boom out there. So we sold it in but I plan to have, I'm now visualizing a lake home. I want to have a home on a lake so I can go fishing every day.   Michael Hingson ** 43:42 There you go. And that will happen. Yo, yeah, I   Danny Creed ** 43:47 know it will. And I've got, I've got the whole thing. I know what color the house is and where it sets near the lake, and how far away for water it is, and what the dock looks like. I've already done all that.   Michael Hingson ** 43:57 There you go. Cool. So what did you do after radio? You were in radio for 20 years, and then what did you do?   Danny Creed ** 44:05 Well, I then I got into entrepreneurship. I had the chance in the late 80s to go into one of the entrepreneurial startup that really was quite successful. We were very successful to me again, it was exhilarating, because I was the one non technical guy usually in the business. I I was the sales guy and the idea guy. And I'd come to all the technical guys and go, What if we could do this? And they'd go, let's see if we can do it. And they'd go out and build the product. And then I take off in the world and go try to sell it and and it was just so exciting. And we did our first startup, and that was really successful. And that's what got me to Arizona. We went out to do a startup there, and we we took it public three, three years after. Start up, and then we sold it three years after that to McKesson pharmaceuticals for it was a really good sale. We didn't always make money, Mike, but we, I don't remember us ever losing any money for an investor or anything. You know, because we were, we'd been around the block. We learned from our mistakes, thank goodness. And again, we were very blessed in how we learn to run businesses, particularly startups. So that gave me and then I told you about the Pentagon, one of the admirals I work with pulled me over and said, Man, you really there's a new industry called business coaching, and you really ought to think about that, because with your background you have, there's a lot of people this whole entrepreneurship thing. There's a lot of people doing well, there's a lot of people losing money. Because, you know, the statistics still is 90 I think last year, 92% of all startups will be broke in five years or less, and that's because they underestimate the amount of time, effort and money involved. They always underestimate it, and you know, or they don't know anything about the business they're going into, how to run a business, and so they go broke. So a lot of people go broke, and some are quite successful, but the suggestion to me was, help these people not make, you know, help help teach them. Help them protect their investment, give them hope for, you know, the thing that they have, a dream on, a vision on. And so I went from radio, which was very creative, into entrepreneurship, which was really creative in the side, because I didn't specialize in anything. I mean, if it was sounded fun and exciting, I count me in. And fortunately, my family stuck with me. But we did startups in healthcare field. We did military health. We did startups in the telephone, independent telephone industry, telephone publishing industry. We did startups and training and and we did startups and just all kinds of stuff, and if it was exciting and fun, because again, there are foundational rules to business. I didn't have to be the expert in any of them, but I understood the foundational rules of business. So that's what we would bring to the table. We'd make sure the basics we had them right. Because no matter what business you're in in the world, they all share the same 13 or 14 foundational needs. And there are things like clarity, time management, priority management, goal setting, visioning, sales, leadership. There are all these things that it doesn't matter what business you're in. I personally believe I can coach any business anywhere in the world, in any economy, because I am a master of understanding the foundational things that make a business work, make someone successful. So that was a natural progression. It was almost like for me, coaching was inevitable, and everything I done in my life led to doing this. So that's that was, that's my was my route.   Michael Hingson ** 48:17 So how did you get started in coaching? What did you do that that gave you that foundation from a coaching standpoint, well,   Danny Creed ** 48:25 I already a part of us. What you were talking about earlier is is, and I think a lot of people fail in business because they don't honor their past. I was smart enough because of some of my mentors. I was smart enough to say, Okay, I had some royal mistakes in my life, but what did I learn from and so I could relate to almost any business person or any executive to the issues they were having, because most of them are foundational. It's people problem, it's a money problem, it's a time problem, it's an effort issue, you know. So I learned from all those, I'm telling you, I did 15 startups, and then before that, I, you know, all the radio stations I worked for as a salesperson and Sales Manager. In a single day, I'd make sales calls on a lumber yard, a funeral parlor, a ladies dress shop, a shoe store, a Cadillac dealership. So I learned a lot about business, and I think everybody has a lot of this knowledge. Again, they don't they don't honor their past. They don't honor their mistakes and their successes by remembering them.   Michael Hingson ** 49:43 And a lot of people don't go into so you went to a dress shop, you went to a Cadillac dealer, and so many places, and you observed, and you learn things while you were there. And so many people just go in and never observe and never learn and take that knowledge with them. Yeah. Yep. Well, I   Danny Creed ** 50:00 tried to, I realized I had all this foundational and the admiral directed me that way. I'll be forever indebted to him for making me be aware of what you know and in that. And then I had some mentors, and Brian Tracy was one of them. And and Brian Tracy was putting together a coaching organization, and I got in very early with that and helped them build that. And from the standpoint of just my knowledge and successes and and I had access to a lot of, like I said, I didn't have the college, but I had, you know, I had quadruple PhDs in business because of what I've learned, the mistakes I made, and the people around me so blessed with the angels that put their arm around me said, Come on, let's, let's learn from this. I learned from Brian Tracy Zig Ziglar, people that weren't as famous in the public, but one of the greatest sales trainers of all time. He was a good friend of mine, one of the great coaches he's quoted at Harvard was was one of my mentors, and I had the luck to surround myself not be egotistic enough to say, look, there's people out there that know what I need to know. So I need to learn. I need to set at their feet. So it was just again, that never ending search for knowledge and but I always was very confident, and that's that's the key. Today, a lot of people just have lost their confidence and or don't have any, and you've got to be confident, because people are searching for people, for experts. They're searching for trusted advisors that act confident. You know, I always example I use is I, you know, I was faced with situation where I I was I was told I had 48 hours to live because my heart was dying. Now I make joke of that by using example. I said, if you found yourself in that situation and you had the choice of doctors, which one would you choose? The first doctor guy comes in and says, I am the head of cardiothoracic surgery for all of America, for this hospital system, I have the best team in America. Or the other guy sitting over here with a laptop and YouTube up on how to how to do a triple bypass. So which guy would you choose? Well, you choose the cardiothoracic surgery, right? Why? Because he's an expert, because he's an expert, and he told you he's an expert, versus the guy who just has, well, I'll give it a shot. Yeah, so much of that is perception. I try to have confidence that a lot of people don't have, and I think anybody can do that, because people are looking for people to help them that have the confidence they don't have, but you've   Michael Hingson ** 52:55 got to have the confidence, and not just the ego, it's you've got to have the confidence and the knowledge. And that's the real issue, of course. Well,   Danny Creed ** 53:04 that's the follow up side. Yeah, you better be able to deliver. But again, I found, you know, Michael, I found the the lost art in American business, worldwide. Business actually, is art of listening. Nobody listens to anybody more. Nobody acts like they're listening. That I read someplace that the actual that the average attention span of the teenager up to middle age today is seven seconds. So nobody listens. So I try very, very hard to and I'm working on it, but I tell people I'm a world class listener, so let me try to understand your needs from your point of view. And I'm telling you that gives people confidence. And I don't have to be the expert in everything, Mike, I just have to ask the best questions   Michael Hingson ** 54:00 well. And you also, I am sure, say to people, let me make sure I understand what you're saying.   Danny Creed ** 54:05 Absolutely that that's part of question. That's part Sure. And feeding back and asking questions, let me help you understand. If I can help you, because I'm not right for everyone, and if I can, we ought to do business, right? Yeah, you know. And people go, Oh my gosh, I can't tell you. I'm not. People go, Oh my gosh, here's somebody's actually listening to me, trying to understand, really, on a simple form, is the difference between telling and asking. You know what? Michael, people don't need told anymore. They don't want to be told anymore. You know why? Because of this little device here called a cell phone, a communication device. I read someplace that today, the the modern day cell phone has replaced, like 140 other products, they've replaced. Replaced the telephone. They've replaced a recording device. They replaced the game thing. They've replaced everything you can think of it. They've replaced, you know, GPS. They it's just crazy. People have access to knowledge instantaneously. They don't need to be told anything. But yet, some of the great training organizations of the world today will come in and teach you to tell let me tell you all the reasons you ought to buy me. Well, look, I can teach people to come in and go. Let me ask you some questions and see if we ought to be working together, because I'm really good at some things. And so let's talk. I understand what that you're facing. And people go, Wow,   Michael Hingson ** 55:48 somebody. And the reality is, of course, you end up by doing it that way, telling them things, but you're not really telling them. You're you're relating, well,   Danny Creed ** 55:58 I'm relating and telling based upon what they've told me, right? I might say the way I understood standard is, this is an issue for you. Am I right? I might have a solution for you. Can I share that it's way different from let me tell you, Oh, absolutely you need to do. Let me tell you what you ought to be thinking. Let me tell you what, people just I don't need it. Yeah,   Michael Hingson ** 56:25 and, and we have gotten so far away from listening. We've gotten so far away from conversing. In general, people are afraid to have conversations today.   Danny Creed ** 56:35 Oh, it just makes me sick. Go to a restaurant and see a family of four sitting there, and everybody's looking in their laps. We forgot how to converse. We forgot how to talk. So I'm saying and that that's fine for them, but I'm saying that one of the things I teach is that's one of the keys to success today, if you can just learn to listen. Here's my rule, ask a question, shut up, listen, feedback what they're telling you, and then solve the problem.   Michael Hingson ** 57:12 One of my favorite lessons of all times came from someone who worked with me. We were both in sales, and he told the story of selling some products in Washington, DC, and I don't remember where or whatever, but was something relating to the government. And he was invited to come in and do a presentation, which he did. And he eventually got to the point of saying, as he described it to us, and now it's time for me to ask for the order. And he said, so I made my presentation, and then I asked for the order, and then I shut up and didn't say a word. And the guy I was talking with sat there on the other side of his desk not moving, and my friend John sat on his side of the desk not moving. And they sat that way for about 10 minutes, and then the guy he was talking with said, well, don't you have anything else today to say? And John said, No, I asked you for the order, and there wasn't anything else for me to say. And he got the order because of that. It was a trick that the guy used, but rightly so, and it's wise not to always have to talk. Well,   Danny Creed ** 58:28 it is you'll talk, you know, it's true in sales, it'll talk yourself out of an order. Yeah,   Michael Hingson ** 58:32 I've seen it happen so many times. You know?   Danny Creed ** 58:35 I actually did that one time and I set for 42 minutes. No one said anything. In fact, my my my client, actually picked up the newspaper and read the newspaper, because the old axiom is, whoever speaks first solutions, you know? So, yeah, yeah, I agree with that. But you know, it just comes back to people, general courtesy. People want to work with people, whether you're a coach or a counselor or a minister or a school teacher. People just don't need to be told anymore. They They want somebody to listen to them, and the world is crying out for people to listen to whether it's a child in school or big time executive. I tell you, I work with a lot of executives, because this isn't the right word, but, but they're lonely. They don't anybody talk to they can't talk to directors, they can't talk to their spouses, they can't talk to their employees, and they don't anybody talk to about business issues. And I gladly will work with them. I'll gladly listen to them and help them make better decisions. I don't have to have all those answers, ask questions and help them make a better decision.   Michael Hingson ** 59:53 That's what a coach does, yep. Which is, tell me about some of the book code. Go ahead. Go ahead. No. So tell me about some of the books you've written, if you would please. I read   Danny Creed ** 1:00:03 a book called A Life best lived, a story of life, death and second chances. That was about the lessons I learned in that process where I was almost died, and it's been very successful, particularly in like prisons, soldiers, veterans coming back and that just need to believe that they can get a second chance and a third chance and everything else, and it's done really well. I have another book called champions. Never make cold calls. It's a I love that title. It's a business, business book that can be applied to anybody who owns any kind of business, whether you're multi level, or you're selling medical supplies or printers or copiers or selling coaching. It's just about how ripe the market is for you to leverage who you know and who they know to get referrals. I created this concept about 40 years ago, the champions concept, and then I put it into a book eight years ago, and, and I've had a white paper on it, but I figured somebody's going to steal it. My idea, gotta put it in a book. And, but it's, it's all I've ever used in 16 years of coaching, 100% of my clients have came from referrals. My whole idea is to create an army of people that will refer me so I, you know, I talked to a guy a while back that a businessman, and I said, So of all the things you do, if you could spend 100% of your time doing it, which would be the number one thing? He said, Well, sales. I said, So how much of your current time do you spend doing that? He says, 20% I said, What do you do with the other 80 and he goes, Well, I got meetings, and I gotta run things, and I gotta pick up the mail. And I go, whoa. So what would it mean to you if we could make 80% of your time selling and 20% your time all that other stuff? He goes, it'll mean millions. Okay, so that's way a lot of people in sales or or most business owners don't know how to sell, but if you're in sales, you need to quit going to networking meetings and quit doing all going to planning meetings and marketing meetings, all that stuff. You need to be out swinging the bat for home runs. So I wanted to figure out, how could I do more of that in less meetings, and I created the champions concept. And the champions is leveraging who I know and then who they know. So that's been, actually, it's still selling after seven years, and it's a great book if you're in any form of selling, even if you're just selling your ideas or trying to ask the boss for a raise, it's just it's helped so many people. I've used it and taught it worldwide. So that's another one. And then I have one called Straight Talk on thriving in business. And then I've done two or three other books that are collaborative books, where I've asked to be with two or three other offers authors and do a book. And those have been fairly successful, but the ones under my name are the the Straight Talk series, and then champions, and then life best lived   Michael Hingson ** 1:03:31 well, and we have pictures of book covers in the show notes. So I hope people will go out and and get some of those books, because clearly there's a lot of neat information here. What do you think are some of the most challenging issues for entrepreneurs and business people, and then people in life today?   Danny Creed ** 1:03:51 Work ethic. Most people don't have a work ethic at all, and that's again, where I draw from the farm. I learned how to work there. I learned how to work on the farm, and a lot of people will work hard for a little while, and then they'll quit, and they'll stop, or they don't, they give up to quit. So I actually teach this to a lot of entrepreneurs things. So you got to have, you got to have a work ethic. Number two, you've gotta understand what success looks like for you, cuz so many people put themselves up against people other people that they're highly successful, but you don't share any of the same standards or anything like that, and everybody's definition is different of success. So you need to understand exactly what what you want and what that looks like, because everybody's debt like, you know, some of I've got friends on the farm that their definition of wealth is much different than some of my people. And Silicon Valley friends, you know their definition of well, but that's okay. I You can't say you're not successful. You're not a wealthy person. If you don't make a half a million a year, you may be very happy and just absolute, living the best life ever, making 50 grand a year, but you got to know what you want out of it. Be satisfied with that so and be happy with that, but know exactly what you're looking for. So have metrics in life. The the third, the third thing is that I always tell people is, learn to sell. I don't care what you're doing, you've got to sell, whether you like it or not. And I used to have people go, Yeah, well, I'm not a salesman. I you know, they had to. Everybody thinks the old thing that if you're in sales, you're like the the old, goofy used car sales, if you're if you're going to do anything, particularly if you're an entrepreneur, or you're trying look, you have to sell from the day you're born, you've got to scream if you want to eat, you've got to scream louder if you want your diapers change, you've got to sell your mom to go out and do things. You've got to sell people to, you know, sell a girl or a guy to go on a date. You have to go sell yourself to get a job. That's right, you have to sell, to earn a living, you've got to sell your ideas to a banker or an investor. Learn how to sell. Get rid of that old crap, out crappy idea of well, you know, I'm the salesman. Yes, you are everybody. You have to   Michael Hingson ** 1:06:33 learn everybody's a salesperson. Yeah, um, phase up. Find   Danny Creed ** 1:06:37 a good course. I mean, but you've got to learn to sell. Because a lot of the people who fail today in business with their entrepreneurial ideas fail because they can't sell their idea. They can't sell. Let's go back about 30 minutes. They can't sell their vision. Yeah, you've got to be able to sell. So again, I stay on pretty much those foundational things. The other thing that I talk about is you gotta have goals. You gotta written goals. And so here's the statistic, 70% of our society has absolutely zero goals. 28% of our society says they have goals, but they're not written. 2% and that's arguable, have written goals, Oxfam, the International Organization for tracking wealth in the world, will just put out a paper that says the 2% of our 2% of the wealth of the world, or 98% of the wealth of world, is held by 2% you know, and, and I choose to believe. And if you talk to some of the great people, like Brian Tracy and such a lot of them will say that's the people who have written goals, you know, again, you've got to have a division. You can't just go, Well, you know, I want to my brother in law's a minister, and he used to tell me one of the biggest issues that he had is getting people to pray clearly, because they will say, there, I pray to be rich. Okay. What does that mean? Yeah. You know, everybody's definition is different. How does God or whoever know what to deliver by saying, I want to I want to be rich, you know, so be very which I guess, could tie into another issue, but you got to be clear on what you're looking for, what you're asking for, and and that's where goals are. Very important to be very clear. Don't say I want to be rich. I want to go to Hawaii. I want to what, how you how? What does that mean to you? And I will, again, Michael, when I work with people, a lot of businesses just have no clarity. Yeah, they have no clarity on what they want. So they're upset, they're frustrated, they're, you know, I I talked to a lot of salespeople. I worked wit

“Balance is not something you find, it's something you create” – Jana Kingsford. I'm often asked how I have created balance while running and growing a business, especially when my kids were babies. The simple answer is that it wasn't easy. The better answer is that even though it wasn't easy, it depended on how my husband and I managed our work and home lives.    It was a team effort for us. When I would go into heavy work mode and not come up for air, he'd come into my office, shut my computer off, and tell me to come upstairs to hang out with him and the kids. After five minutes, I would always look at him and thank him because he knew what I needed more than I did. I believe that creating such balance takes deliberate strategies and working together.    YouTube: https://youtu.be/TRGjvDLC12o   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: Free book just pay S&H - Email Jackie CTG Podcast Link – Common Myths Around Selling: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000659362665   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Enlightenment of Change podcast on your favorite podcast streaming service or YouTube.  New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems you may have. 

Sales – the lifeblood of business, but the thing that makes most Spa CEOs shrink back for fear of being too salesy, slimy, pushy, insert any other cringe-inducing adjective here. Even if you've forced yourself to bite the bullet with selling and muscle through it, I promise sales conversations don't need to be something you fear or white-knuckle your way through.  I want you to have a total reframe on what it means to sell, and here to guide you through it is my guest, and a beloved member of Team Addo, Eugene Vassilas. Eugene is a Sales Trainer and Growth Consultant who helps overthinking Spa CEOs shift into confident leaders who approach sales strategy through empathetic communication, and if you've ever had the pleasure of having a call with him through our Team Addo channels, you know how he embodies this practice of sales as service.  Tune in as we discuss:  Detaching yourself from the outcome of sales conversations and how to view sales as a form of service through empathy and empathetic listening Developing your sales mindset and tangible practices for how to show up for a sales call  Approaching sales conversations with an evidence-based strategy, which allows you to dig deeper with your client or potential client  The importance of personal self-care practices and boundary-holding for successful sales conversations as well as tips for overcoming the fear of sales calls, leading sales conversations when a client asks for “everything,” and getting clear on goals and intentions through selling To read the full show notes for this episode, visit: https://www.addoaesthetics.com/blog/390 Keep the conversation going inside the Spa Marketing Made Easy Community by clicking here.

Miranda Martin, Executive Vice President at Symmetry Financial Group, started in the Financial Services as a single mom of two boys ages 3 and 5 in 2015, after a successful career as a Sales Trainer for a Nationwide furniture wholesaler. Her first year, she capped $425 in personal production earning her the #3 overall agent of the year as well as the prestigious Julie Ranali Award for Top Female of the Year. It took her 3 years to get to the top contract level with a team of 13 Agency Owners that supercedes 7 million in revenue per year. She is a 3 time Mercedes Benz of excellence award winner, was named Businesswoman of the Year Finalist Tampa Bay, has won numerous Leadership Awards and currently serves on the Advisory Board. 

After 35+ years leading sales trainings all over the world with organizations like Disney, NBA, NHL, NFL, Starbucks and more, Greg sits down with Kaity to discuss his top tips you can apply today that will change the trajectory of your sales career. This episode is worth documenting from start to finish because we promise you, there ARE strategies and methods you will want to revisit again and again. Stay tuned for the end where Greg opens up and gets a bit more personal - some fun facts are even revealed!Connect with us:Follow Kaity on Instagram @thebrand.5Follow Greg Bennett on LinkedInLearn more about the Brand5 and Take Five. No Filter. on our website

“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.

The 300th Episode! In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales. This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.04:00 Book Recommendations and the Misconception of Sales Books07:19 Why the UK's Most Hated Sales Trainer is Hated09:08 The Problem with Traditional Sales Approaches23:19 The Art of Asking and Answering Questions in Sales28:44 Creating Comfort and Lowering Walls in Sales Conversations31:25 Getting Prospects Emotional: The Purpose of a Prospecting Call33:44 Consultative Selling: Asking Probing Questions and Understanding Pain Points35:42 The Future of Cold Calling and the Rise of AI39:03 The Myth of 'People Buy People'45:49 The Risks and Rewards of Entrepreneurship50:40 Mastering a Methodology: Continuous Improvement in Sales51:33 Critical Thinking, Communication, and Emotional Control in Sales59:51 Knowing When to Quit and When to Persevere in Business

Join Andrew Sardone, a veteran Sales Trainer and an expert in electric vehicles (EVs), for insightful discussions on navigating technology in the automotive industry. In this week's AutoKnerd episode, Andrew tackles the challenge of explaining complex tech features to individuals who are less familiar with modern technology. Whether you're a sales professional looking to enhance your communication skills or someone seeking to understand automotive innovations better, this episode offers practical tips and strategies. Andrew breaks down complicated features into manageable concepts, guiding listeners through the process of effectively explaining technology to customers. Discover how to bridge the gap between tech-savvy enthusiasts and those new to advanced automotive technologies. Tune in and gain valuable insights into simplifying tech explanations for a diverse customer base. Subscribe to AutoKnerd and accelerate your understanding of technology in car sales!

Today's conversation is with Benjamin Dennehy. Benjamin is the UK's Most Hated Sales Trainer and today we unlock his sales secrets which you can action. Expect to learn where the title of UK's most hate sales trainer comes from, and how Benjamin built his brand, business and service to escape a life he didn't want to live. I ask about the biggest mistakes sales people make, why sales isn't treated like a profession, how to be trusted rather than liked, the fundamentals of a good cold call, and just how Benjamin is so good at bouncing back questions to direct conversations where he wants them to go. This episode is packed with sales insight, but will also help you when it comes to understanding your psychology and that of those around you, and some great career and business advice from Benjamin on living life on your terms. This episode is brought to you by MyPodcastMasterclass, the video learning platform I've built to help you start, sustain, and scale your own podcast. Over the last 4 years, I've grown the show to the top 1% globally and along the way it's unlocked opportunities for my business, my personal brand, added incredible contacts to my network, and so much more. Most podcasts that start fail, over 90% don't make it past episode 8 and many that do never build a consistent high quality show with the guests they want. My podcast masterclass will give you the foundations, systems and processes to smash through those early barriers and build an impactful podcast in your niche. The link to enrol is in the show notes at https://mypodcastmasterclass.thinkific.com/courses/PodcastMasterclass Connect with Benjamin: LinkedIn - https://www.linkedin.com/in/benjamindennehy/ Sales Matrix - salesmatrixcourses.com YouTube - https://www.youtube.com/channel/UC50DMoaZxVftPQ14kLHpVMg Connect with Col: Instagram: https://www.instagram.com/col.cambro/ Email List - https://mailchi.mp/548e38ba5942/colincambro Support me: buymeacoffee.com/ColCamBro

Welcome to a special series where I interview industry leaders LIVE during the NADA Show! The dynamic sales expert, Steve Roessler with Drive Centric is slaying the sales game with his modern and fun sales tactics focused on what he terms "conversational commerce."  Reflecting on the seismic shift in the sales landscape, Steve discusses the transition from the stagnant 2023 vibes, reminiscent of waiting for opportunities like Jabba the Hutt, to the proactive and engaging approach required in 2024 - the era of conversational commerce and building customer retention. Unpacking the essence of relational selling in the current sales climate, Steve emphasizes the importance of getting to know the customer on a personal level and steering away from traditional transactional approaches. Drawing parallels between effective communication and a Christmas tree, he illuminates the significance of modern CRM tools in fostering lasting relationships with clients. Delving deeper, Steve shares insightful tips on leveraging memes for improved communication, embracing two-way interactions, and infusing fun into texting to engage customers effectively. Furthermore, he sheds light on the power of video sales games and the evolving landscape of video conferencing in the sales process. Join Steve and I as we laugh and make jokes while unraveling the secrets to unlocking sales success in 2024 through innovative communication strategies, customer-centric approaches, and a dash of fun that will transform salespeople into Jedi masters of the conversational commerce realm. Tune in to discover how you can elevate your sales game and cultivate meaningful connections with your customers in the digital age!

People are most interesting... when they are interested.Could you be a degree more fascinated in your own status update?Could you marvel at the team's achievement more?Could you show more interest in other peoples' ideas?What else makes a person interesting? Deep dive into your delivery style and your way of structuring your ideas. Maybe a quote, story, analogy, or humor bit could grab peoples' attention faster.When you share something unexpected, the audience leans in. When you are an interesting person, you also get talked about. It helps you expand your network and increase visibility. Learn how to "Be Interesting" in Lesson 7.If you want to work with a private coach on these skills, join us at the beginning of the month in Speak by Design University: https://www.speakbydesign.com/joinIf you are interested in becoming a coach, sign up for our Coach Certification waitlist, https://www.speakbydesign.com/certification

We are excited to welcome Chuck Winkles to today's episode of Out of the Hourglass! Chuck is a Sales Coach at Nolan Consulting Group and the former President of New Life Companies in Santa Maria, CA. With over 45 years of experience, Chuck has grown passionate about the role of Sales in a  Business and the significance in investing in your sales professionals and their continued training as they are one of the core pieces of the organization that keep the engine running! A facilitator of four Sales Rep Peer Groups and individual Sales Trainer, Chuck enjoys nothing more than connecting with people, understanding their challenges and helping them improve their numbers and their confidence. To learn more about Nolan Consulting Group's Sales Coaching and Training Programs, reach out to info@Nolancg.com 

See Thousands of Actual Client Success Stories from Real Clay Clark Clients Today HERE: https://www.thrivetimeshow.com/testimonials/ Schedule a FREE 13-Point Assessment with Business Growth Consultant Clay Clark Today At: https://www.thrivetimeshow.com/need-business-coach/ Clay Clark Testimonials | "Clay Clark Has Helped Us to Grow from 2 Locations to Now 6 Locations. Clay Has Done a Great Job Helping Us to Navigate Anything That Has to Do with Running the Business, Building the System, the Workflows, to Buy Property." - Charles Colaw (Learn More Charles Colaw and Colaw Fitness Today HERE: www.ColawFitness.com) Download A Millionaire's Guide to Become Sustainably Rich: A Step-by-Step Guide to Become a Successful Money-Generating and Time-Freedom Creating Business HERE: www.ThrivetimeShow.com/Millionaire See Thousands of Case Studies Today HERE: https://www.thrivetimeshow.com/does-it-work/  

Estee Jaacovi has spent more than 16 years in the HVAC world, filling numerous different roles. It's in sales where she shined, having been a 3x HVAC Sales Crown Champion.  Today, Estee is a coach for CertainPath and a trainer to hundreds of multi-million-dollar producers, including some of the highest performers in the industry today.    In this show, Estee shares insights on how senior service technicians should conduct service calls. She emphasizes the importance of mental and physical preparation, making a good first impression, and building rapport with homeowners. Techniques like using a value statement, observing body language, and adapting communication styles are discussed to ease homeowner concerns and build trust. The conversation covers walking homeowners through pricing, educating them on system performance, and using visual evidence from the system for informed decisions. Estee talks about how to offer multiple repair and replacement options, use tools like the True Cost Calculator, and involve homeowners in the Comfort Survey and heat load calculations for transparency. She also talks about the psychology of presenting options, handling objections, creating urgency, and the importance of ongoing training for technicians. The goal is to ensure a professional, empathetic service visit that educates and guides homeowners through decision-making regarding their HVAC systems.   Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way.   With CertainPath, Success is Made Certain.  Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/  Thank you to our sponsors: Amana. Amana® brand is a premium brand from Daikin, the world's #1 indoor comfort solutions company with over 20,000 employees in just North America!   Originating eight decades ago, the Amana brand is synonymous with long-lasting, premium-quality products. Chances are, you and generations before you have enjoyed the dependable performance and longevity that the Amana brand continues to deliver. Today, Amana brand systems, like the new S-Series side discharge system with inverter technology, are manufactured with high-quality materials and innovative technologies. The unique design and excellent energy-efficient performance of the S-Series is a fraction of the size of other Amana brand systems. Because of its slim design, it is easy to transport and install. The Amana brand S-series system is available in AC, heat pump, and dual fuel configurations. Every Amana brand indoor comfort product is built to our highest standards. The S-series is no different. Take comfort with its 10-year parts and Lifetime Unit Replacement limited warranties*. For more information on the Amana S-Series, “Follow” the Amana brand on LinkedIn, Facebook, Instagram and YouTube.   PremierOne. PremierOne's hi-output germicidal UV is the scientifically correct solution to indoor air quality problems used by hospitals and food manufacturing facilities world-wide. We offer a complete solution to all three phases of indoor air pollution.  Produced in North America, our products have a 99.9% sucess rate due to live testing.  Each unit goes through a rigorous testing procedure during the  manufacturing process. CertainPath members earn a generous rebate when PremierOne products are purchased ONLY from authorized CertainPath distribution partners (HD Supply, Ferguson, Winsupply, Baker, R.E. Michel, and Wolseley). This allows you to double-dip the rebates too! For more information, contact Mark Mariucci at (800) 982-1840 or go to www.premieroneproducts.com.   Dynamic Air Quality Solutions - Since 1982, Dynamic has been the leader in designing, manufacturing, and distributing IAQ products to the commercial and residential markets through authorized HVAC contractors.  CertainPath members receive the exclusive value add Clean Air Defense System private label to drive your brand in the market you serve. Our commitment starts with support. We provide you with World Class Industry Leading technical and communications training, face to face and online. Become a Clean Air Defense System Indoor Air Quality partner and dominate your market! Visit CleanAirDefenseSystem.com for more information. 

This is episode 648. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Cara Pacific Campbell, founder of Kusi Nuna, Holistic performance management training and coaching for sales teams. She is also a chronic Lyme disease survivor. Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here. CARA'S ADVICE:  "Make a conscious decision about what voice you're using and realizing that you have that power. This is something you're telling yourself. You have control over what you tell yourself, and you have control over how you describe your obstacles and how you experience what's happening to you. We can immediately change the conversation and drop complaining about how ridiculous our quota is and how we'll never hit it, and how stupid our customers are, and how tired we are, and how dumb everything is, and how we never get enough help. All of a sudden, those are fantastic challenges for this amazing hero who somehow always manages to thrive despite ridiculousness thrown his way."

Tune in to this podcast episode for a thought-provoking exploration of life, authenticity, and successful sales strategies. In the episode, Christine has a compelling conversation with Kandis James, a seasoned sales advisor and trainer. Listen in as Kandis shares insights into her diverse life experiences, from early entrepreneurial ventures to living in different countries and overcoming near-death situations, shaping her unique perspective on life. And stay tuned as Christine and Kandis discuss the importance of authenticity, breaking free from societal expectations, and finding the courage to pursue one's passions. With over 23 years of sales and marketing experience, Kandis helps experts, coaches and course creators increase their sales call conversions so you can spend more time focusing on the part of your business that you love - helping people. No sleazy sales tactics or push energy required.Timestamps: •[7:15] Kandis talks about overcoming obstacles in her life, including a near-death experience at age 3 and being heavily bullied in school.•[10:05] Kandis shares how she overcame challenges by embracing her true self and making decisions that feed her soul, leading to personal growth and increased capability.•[17:50] Christine and Kandis discuss embracing authenticity and living life to the fullest.  •[23:50] Kandis views sales as an act of compassion, getting to know the prospect and offering help where needed, rather than trying to sell something unnecessary.For more information on the Make Time for Success podcast, visit: https://www.maketimeforsuccesspodcast.comGain Access to Dr. Christine Li's Free Resource Library where she offers you 12 downloadable tools and templates to help you bypass the impulse to procrastinate. CLICK HERE NOW TO CLAIM YOUR FREE RESOURCES: https://procrastinationcoach.mykajabi.com/freelibraryTo work with Dr. Li on a weekly basis in her coaching and accountability program, please register for The Success Lab here: https://www.procrastinationcoach.com/labConnect with Us!Dr. Christine LiWebsite: https://www.procrastinationcoach.comFacebook: https://www.facebook.com/groups/procrastinationcoachInstagram: https://www.instagram.com/procrastinationcoach/TikTok: https://www.tiktok.com/@procrastinationcoachThe Success Lab: https://maketimeforsuccesspodcast.com/labKandis JamesWebsite: https://www.kandisjames.com/salespodcastFacebook: https://www.facebook.com/Kandis.K.JamesInstagram: https://www.instagram.com/kandisjames.kj/

Andy Elliott is the #1 rising sales trainer in the world, and built a 9 figure business in 3 years with his company, The Elliott Group. He incorporates fitness and physical discipline into his training, and is partnering with Wade to break into the moving industry to build out the #1 moving training platform in the world.  Andy will be performing a live and in person day long training at the next Moving Titan Retreat, March 22nd, 2024.    Learn more about Andy and the Elliott Group https://elliott247.com/    Listen to Andy's podcast https://www.youtube.com/playlist?list=PLzgaXQEOfgqhwapKpyhr2rgBh3pH0qC2-    Become a MOVING TITAN at the next Moving Titans Retreat https://www.movingtitanretreats.com/     This episode is Sponsored by: Move Up Consulting - We help moving and storage companies hire quality movers and drivers, then scale and expand their businesses. https://moveupconsulting.com/ Moversville . com - an online marketing company and resource for movers, consumers, and those involved in the moving process. https://moversville.com/      About the Show Wade Swikle is the CEO of 2 College Brothers Moving, Storage and Franchising, currently with locations in Tampa, Gainesville, and Orlando, Florida.

Aldo Gomez discusses the significance of self-understanding and acceptance in improving sales performance. Aldo shares his journey from being a service advisor to a sales trainer, emphasizing the importance of practicing presentation scripts and handling customer responses. He also differentiates between coaching for performance and development, highlighting the value of personal growth. Aldo reassures introverted individuals that they can be successful in sales and stresses the importance of a strong work ethic. Aldo Gomez, Business With Purpose, Sales Trainer, http://www.bwpcoach.com Show Notes: Watch Full Video Understanding and Accepting Yourself (00:01:48) Aldo discusses the importance of understanding and accepting oneself in sales training, particularly when it comes to delivering presentations and scripts. Practicing the Presentation (00:03:59) Aldo shares his personal experience of practicing the sales presentation in various locations, such as in front of a mirror and in the car, to become comfortable and natural with the script. Being a Better Listener (00:04:48) The script is not meant to oversell or undersell, but to give confidence and allow the salesperson to focus on being a better listener during interactions with customers. The struggle that got you to where you are (00:09:57) Aldo shares his experience of starting as a service advisor and the challenges he faced. The importance of being a good student (00:13:16) Carm and Aldo discuss the significance of being a good student and learning from experienced mentors. Reading and its benefits (00:16:18) Aldo talks about the importance of reading, how it develops the mind, and the impact it has on vocabulary and personal growth. The importance of being a better person for better performance (00:19:15) Coaching for performance focuses on making salespeople better individuals to improve their motivation and job performance. Embracing introversion in sales (00:20:06) Being an interesting introvert can be advantageous in sales, and it is better to focus on listening skills rather than being an exciting extrovert. The value of personalized and interactive training (00:21:16) The training provided by Aldo Gomez and Barry Barrett is unique because it is tailored to individuals or small groups, allowing for more personalized attention and overcoming shyness. They also use role play and review actual phone calls with customers for effective learning. The importance of being grateful for your job (00:28:04) Discussion on working as a service advisor and the benefits of the job. Aldo's journey from service advisor to sales trainer (00:28:57) Aldo's background and experience working in various jobs before becoming a sales trainer. Training for development and changing perspectives (00:31:08) The approach to sales training, focusing on personal development and changing perspectives to improve performance. Thanks to our Partner, Dorman Products. Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour

Sometimes as salespeople we tend to think that we know how a deal is going to progress and we end the process before it even had a chance to succeed or fail. Never give up on the del until management and the banks say it is no longer a deal. Keep the process moving positively and what you will see is a sale coming from out of the blue that you were certain had zero cjance of happening based on what the customer has told you right up front. Never say no or goodbye until it is one hundred percent hopeless.

Why having a sales trainer is a good idea? In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you're ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness! Why Listen to Donald on Sales Training? He has years of experience as a sales representative, sales leader, and individual contributor. Based on his three levels of experience within the sales industry, he will share the difference between those who do and don't receive sales training.  Donald shares his experience working with two companies that didn't provide sales training. He had to figure out how to make sales independently and often struggled to close deals. When he started working with a company that provided sales training, he received a $30,000 deal within his first three months of working with them. Thanks to the third company investing in a sales training program, they were able to help their representatives improve their process. Sales Training Brings New Ideas A great sales trainer will bring fresh concepts to improve sales. Donald noticed after receiving sales training, he started to come up with different ideas on how he could improve his techniques. Companies can work with other organizations to understand what works and is not working within the industry. The ideas they receive help them create a sales process to win over potential customers. However, you must work with a sales trainer who is up-to-date with today's methods and can provide fresh ideas. The new ideas give sales representatives the confidence to apply different techniques.  A Sales Trainer Helps Improve Your Process Remember, sales fundamentals don't change, but the process will!  Don't make the mistake of working with someone using an outdated sales process. Once again, you need someone skilled in using today's digital methods. 50% of potential customers are millennials, so it's essential to have a sales process that will connect with them. Sales Trainers Can Help You Save Time As a leader, you can't do everything on your own. You want your sales team to have the proper training, but you can't provide one-on-one care to them.  A sales trainer will help you save time and provide the proper training to your representatives. Listen to Donald explain how a sales trainer can effectively organize and guide your team. Generate ROI With Sales Training A good sales trainer will be able to provide examples of how they have helped other companies. Look at their case studies to see how they improved the sales process for others. Find a sales trainer that is actually selling! A proven track record will let you know the effectiveness of their work. These are the four benefits of working with a sales trainer. Donald Kelly still provides sales training and has a proven track record; visit the Sales Evangelist website to learn more. Also, don't forget to subscribe to the Sales Evangelist Podcast! Resources The Sales Evangelist Donald C Kelly LinkedIn Donald C Kelly Instagram Donald C kelly TikTok Sponsorship Offer This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we're not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It's a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[02:08] - Breaking a rule that got him his first ever sale: The backstory of his incredible sales career.[05:30] - The WHY behind how he pursued a career in sales even when he was told he couldn't do it.[08:47] - His philosophy on sales training and development.[11:14] - Why it's better to deliver sales training in two to three hours a day.[14:18] - Coaching your sales team to 10X your revenue.[17:53] - Helping organizations understand that the sales manager cannot also be the sales coach.[22:21] - Training the salespeople who are coachable top performers instead of your entire sales force.[26:55] - The number one strategy for becoming a LinkedIn superstar.[31:46] - Increasing your sales by building your personal brand.[35:58] - What inspires Jarrod to help others become the best salespeople they can be.In this episode of the Transformed Sales Podcast, I interviewed Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession, Jarrod Best Mitchell. He has been in sales roles since 2006 and with the years of experience he acquired, he has been sharing his knowledge with individuals and organizations to help them improve their sales performance and achieve their goals. He worked for international companies such as Digicel, DHL, Nokia, Microsoft and Samsung. His company, Help Me Sell, offers sales team coaching, sales process auditing, and helps C-level executives optimize their LinkedIn profiles. Jarrod is a sales expert with a proven track record, boasting over 2 million organic views of his content in under two years. Emphasizing that "nothing happens until a sale is made," he explores crucial sales topics including the significance of a sales-focused mindset, debunking sales personality myths, mastering the art of selling, leveraging content to address customer inquiries, and the pivotal role of video content in establishing trust and authority. For sales leaders and professionals seeking transformative insights to enhance their sales performance and meet targets, listening to this episode is very essential.Quotes“I don't think all-day sales training makes sense” - Jarrod Best Mitchell“There is a difference between sales training and sales coaching” - Jarrod Best Mitchell“If you have a sales team, there should be a manager and a coach who work side by side” - Jarrod Best Mitchell“You can't expect a sales manager to coach when they have 8 billion tasks to do” - Jarrod Best Mitchell“You would 10X your revenue if you hired a good sales coach for your sales team” - Jarrod Best Mitchell“Sales training is a band aid, coaching is actually fixing the problem” - Jarrod Best Mitchell“I don't think you should train salespeople who don't want to be trained” - Jarrod Best Mitchell“It's better to train people who are coachable top performers” - Jarrod Best Mitchell“The most important thing you can do to increase your sales, is to build your personal brand” - Jarrod Best MitchellLearn More About Bryan Charleau in the Links Below:LinkedIn - https://www.linkedin.com/in/jarrodbestmitchellWebsite - https://www.jarrodbestmitchell.com/Connect...