Podcast appearances and mentions of steve jobs what

In this thought-provoking episode of Shark Theory, host Baylor Barbee challenges the notion that life and growth should become easier as we progress. He shares compelling insights on personal development and how embracing difficult situations leads to substantial growth. By drawing a parallel between life's challenges and the increasing difficulty levels in video games, Baylor passionately argues that getting comfortable leads to complacency, while striving for new challenges cultivates true potential. Baylor emphasizes the importance of continuously pushing boundaries in various aspects of life, including career, relationships, and personal health. Using Steve Jobs' aversion to focus groups as a case study, he illustrates how innovation often comes from seeking new paths rather than improving existing ones. Listeners are encouraged to self-reflect and identify areas where they might be ‘coasting' and to proactively seek new challenges to foster personal growth and development. Key Takeaways: Growth is inherently difficult and not meant to become easier; challenging oneself is essential for reaching true potential. Getting comfortable with routine tasks can lead to complacency, preventing further personal and professional growth. Embrace new challenges akin to navigating higher difficulty levels in video games to enhance skills and uncover hidden potential. Following Steve Jobs' innovative mindset, sometimes one should focus on pioneering original ideas rather than only improving current standards. Consistent reflection and pushing personal boundaries enable the discovery of individual strengths and capabilities. Notable Quotes: "It's not supposed to get easier because at the end of the day, growth is difficult." – Baylor Barbee "You're always in a race... the only race that you're ever really in life is you versus your potential." – Baylor Barbee "Life is about a continual pursuit of a better you... a difficult situation that allows me to grow." – Baylor Barbee "If you ask people, they want a little bit better version of what's already out there." – Baylor Barbee referring to Steve Jobs "What you're telling me is that you're afraid to reach new levels." – Baylor Barbee

Brad Lea is a successful entrepreneur, businessman, author, keynote speaker, and family man.  With extensive experience in sales, life, and business, Brad is dedicated to helping people become better individuals. He shares his insights as the host of the popular podcast "Dropping Bombs," where he discusses business and personal development strategies. His mission is to bridge the knowledge gap, connecting those who have valuable insights with those who need them. Brad is also known for his straightforward approach and common-sense wisdom. He's not only a successful CEO and investor but also a respected thought leader and philanthropist. We covered the following topics: Are We Living in a Matrix?  Why the Media is Full of it! When Google Doesn't Like You!   Why The Olympics Are Stupid! The Trump Assassination Attempt  Does Joe Biden Have a Body Double?  Who Really Runs Things?  The Global Control System The Biggest Mistake Entrepreneurs Make  The Best Money-Making Advice You Will Ever Hear Focusing on Your Habits The Impact of Steve Jobs What is Your Frequency? Every week, the RUN GPG Podcast aims to provide inspirational stories from people who made a mark in entrepreneurship, entertainment, personal development, and the real estate industry. It is produced by the GREATER PROPERTY GROUP to help the audience grow and scale their business and their life. Know more about GREATER PROPERTY GROUP and the RUN GPG Podcast by going to www.rungpg.com or by getting in touch with us here: info@greaterpropertygroup.com. Contact Brad Lea: Instagram: instagram.com/therealbradlea Website: bradlea.com Youtube: youtube.com/@therealbradlea Contact David Morrell: TikTok: tiktok.com/@morrellionaire Instagram: instagram.com/thegreaterdavid/ Twitter: twitter.com/fearofdavid Subscribe & Review The RUN GPG Podcast Thanks for tuning in to this week's episode of the RUN GPG Podcast! Please leave us a review on iTunes. This will help us continue delivering beneficial content for you and our listeners each week!  

Jim Irsay has been involved with the Indianapolis Colts for nearly his entire life. He took ownership of the franchise in 1997 after his father's passing. He's known as one of the most eccentric and outspoken owners, and notably open about his own life and struggles. Outside of football, he's invested over $100 million in historical artifacts and memorabilia in areas like music, pop culture, and American history. He's taking a portion of his collection on tour throughout the country and displaying them for the public to view, for free. In this special interview we discuss: -His fascination for collecting things like Jerry Garcia's Tiger Guiter ($957K purchase) -The most important lesson he learned from Steve Jobs -What advice he'd give for staying cool under pressure in order to pivot and move forward without panicking and more.. -- Visit www.omaid.me for the latest updates and please consider leaving a review!

Business Psychologist Michael Costello meets one of the most influential thinkers on leadership of our era…Mr Jim Collins (who rarely gives an interview!). Having authored or co-authored six books that have sold in total more than 10 million, Jim is releasing Beyond Entrepreneurship 2.0 to crack the challenge 'How do you turn your business in to an enduring great company?' Reed Hastings at Netflix stated that the original book had more influence on his leadership than any other person or any other book. Jim shares his thoughts on his time with Steve Jobs (during Jobs's wilderness years at 'NeXT') but also shares lessons from leaders at Xerox, Gillette and Netflix on what they did to grow personally & challenge their business. The conversation pulls on the leadership behaviours of George Washington, Winston Churchill and President Kennedy to break the challenging business issues of today & offer a perspective on what we need from the American President Joe Biden during the Covid Crisis. Agenda: Bill Lazier / The definition of leadership / Advice for Joe Biden John F Kennedy’s decision making / The artistry of leadership Why Joe Biden needs to confront the brutal facts….and why its “Stockdale paradox time” Don’t bet against the US and the UK’s “Deep Resilience” during Covid “Who Humility” Culture to drive action after debate & George Washington’s Silence Jim Collins’ time with Steve Jobs’ “Totally in the Wilderness” / Steve Jobs 1.0 and Steve Jobs 2.0 Abraham Lincoln’s Restraint (“Never Signed and Never Sent”) The Personal Touch in Leadership… “A Deep respect and love of your people” From IBM’s Thomas J. Watson Jnr’s Open Door to Tactile Leading by Zooming Around “The Window & the Mirror” of Steve Jobs What the greatest CEO’s do to get the Right People in the Right Seats Ever Forward…Alive & Kicking at Netflix & Amazon & the Future of Leadership Jim’s message to Business Leaders…Is this the time for Big Hairy Audacious Goals?! What’s the most important thing that Jim Collins has learnt? Podcast notes: Website: www.https://www.jimcollins.com & Twitter: https://twitter.com/level5leaders B.E. 2.0 (Jim Collins & Bill Lazier): https://www.penguinrandomhouse.com/books/538708/be-20-beyond-entrepreneurship-20-by-jim-collins-and-bill-lazier/ Jim Collins “Good to Great”: https://www.jimcollins.com/article_topics/articles/good-to-great.html John Gardner: https://www.brainpickings.org/2014/07/14/self-renewal-gardner/ The Stockdale Paradox / Jim Stockdale: https://www.amazon.co.uk/Love-War-Jim-Stockdale/dp/0553253166 Ron Chernow – George Washington: https://www.amazon.co.uk/Washington-Life-Ron-Chernow/dp/0143119966 In Search of Excellence: https://www.amazon.co.uk/Search-Excellence-Americas-Best-Run-Companies/dp/1861977166 Robert Kennedy: https://www.goodreads.com/book/show/342103.Thirteen_Days Ed Catmull: https://www.amazon.co.uk/Creativity-Inc-Overcoming-Unseen-Inspiration/dp/0593070097 Anne Mulcahy: https://discoveryourtruenorth.org/anne-mulcahy-just-keep-fighting/ Image Credit: MATT NAGER FOR THE WALL STREET JOURNAL --- Send in a voice message: https://anchor.fm/jointheevolution/message

In this episode, our guest Elizabeth talks about her entrepreneurial journey – from working with Steve Jobs in his garage to becoming a computer accounting system specialist working with 100's of small business owners. We talk about the early days of Apple, what success looks like, how business owners have to pivot, set benchmarks, look back and reflect, how to get those referrals, and so much more! We even uncover the hidden meaning behind the movie Toy Story. "Steve always recognized opportunities" - Elizabeth Holmes "Business is the best kept secret, it's so much fun!" - Steve Jobs -------- What's the best career advice you have ever received? "You have to change the underlying structure of your life to make real and lasting change." - Robert Fritz, The Path of Least Resistance "Identify your ideal client and don't settle for less." - Gail Ginder, Claros Group What is your proudest career accomplishment and why? I don't know how to answer this question! I'm grateful that hundreds of local businesses that have trusted my skill and discretion for over 35 years. I'm grateful to have had the opportunity to be photo editor on a book about the history of Healdsburg. I enjoyed serving on the executive board of directors of World-Voices Organization, an advocacy group for voice actors. I'm proud to have some of my billiard photos in the Library of Congress. I'm fortunate to have been part of the founding of Apple Computer. What has been the hardest career moment and how did you overcome it? My hardest career moment was giving up on being a CPA. I felt like a complete and utter failure for years. It took me a l-o-n-g time to realize that creating a unique niche and filling it served an important need and allowed me to avoid corporate America, which was a terrible fit for me. In the early days of personal computers, accounting software was not as easy to use as it is today. I was comfortable with accounting concepts and personal computers, so I was able to help entrepreneurs focus on what they did best, and delegate administrative tasks to me. Favorite quote: "If you want to be happy, set a goal that commands your thoughts, liberates your energy, and inspires your hopes." Andrew Carnegie Connect with Elizabeth at www.holmesandassoc.com and www.holmesvoice.com Find Elizabeth on Facebook: Accounting business and VoiceOver ------------------------------------------------------------------------------------------- Join The Yes to Entrepreneurship Network where we pair you up with the right resources – people, community, tools, and support – that help you START and we that make scaling your business online easier!

Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf Anne is the President & Founder of Wolf Communications.  She is a Chief Marketing Officer by trade, she has carried a bag, starting her career in sales.  Today, she works with entrepreneurs, many times in a Chief Strategy Officer role.   We met Anne through the TLDC18 conference. This week we cover a lot of ground, from the transition between sales and marketing, to Anne's time at Apple, to helping new entrepreneurs.  We hope you enjoy the discussion, and look forward to your feedback. Questions Addressed What is the difference between Brand Story & Authentic Story? What are some of the things a sales rep can do when trying to understand their story, or their customers' story? What was it like working with Steve Jobs? What are some common misperceptions among your students about entrepreneurship? What are some common challenges that you see when working with founders? What are some of the things that people do well when it comes to the exit?  Where do they fail? Key Takeaways Brand Story - sometimes this is confusing - entrepreneurs tend to focus on feature functionality vs why they are doing this. Authentic story - why they decided to focus on this issue, focus on this challenge.  This helps to convey your passion, helps with onboarding, and helps with keeping customers Mistakes happen when you think of the pitch as a focus on feature/functionality.   Investors want to hear the "why" behind it Your Authentic Story takes a lot of transparency, some people fear this.  Your customers are smart. SHaring the good, the bad, the ugly is better than painting the picture that everything is perfect) Reps tend to focus on presentation of the information, they should focus more on listening. Listen to solve problems.  Anne's success in sales was a function of understanding her customer's story Think of brands we admire - you usually can tell a great story - this is what makes them interesting. Start with the Why Go Where they Live? - Why? (pressure, Problems, Location, Put yourself in the customer's shoes) If you can't be on site - you can bridge the gap by using vocabulary, showing empathy, help the client see you as an extension of their team. Be Brutally Honest. When in Doubt, Tell the Truth. Be Trustworthy Changing human behavior is very difficult. Your brand is your promise.  When the thing breaks - is the company there, or do you regret the promise? - Follow the customer through the lifecycle In Steve's mind, Apple was breaking their promise, they were not delivering great technology. Working with Steve helped Anne recognize the value in "doing something great." Decisive Leadership - It is just as important to know what you are not going to do, as it is to know what you are going to do. This led to the "Think Different" Campaign The sales team was focused on product, the business was focused on changing behavior, changing mindset. This was about releasing something new, something different, which ultimately was the iMac. As reps, sometimes we have a tendency to color inside the lines, embrace the rebellious spirit, use your own story as a tool. Entrepreneurship - it's not as easy as you think. Know who the customer is. Know why will they buy. Know how will you fund it. One common challenge is when you have a CEO/Founder who is so married to their technology, that they can't see around the product. (i.e. the product does not do xyz).  The leadership "DOES NOT SEE THE REALITY" There is such a lack of communication across functions. CEO can be surrounded by people who just tell them what they want to hear. Do you feel awkwardly uncomfortable with what you are communicating? If so, that is a good thing. Over-communication can help with commitment.  Staff may feel awkwardly uncomfortable, communication can help overcome this. Great leaders do not create followers, they create other great leaders. Common theme - students, others, executives - you need to build a level of trust, the foundation of trust is based on intention. Exits are taking longer than in the past. ~70% of startups will fail, Crossing the Chasm takes longer than you think it will take, and many organizations will not get there. The ones who exit manage the exit successfully... Don't count their "coin" too early Maintain a maniacal focus Keep the exit as a closely guarded secret When everyone is talking about the IPO, it takes people off task Failure is an accomplishment Leverage mentors Build your personal brand Show Links LinkedIn Twitter Crossing the Chasm Think Different Campaign Call to Action Anne shared her LA County Unified School District story - How can you apply this in your role?  We'd like to hear how you can apply "being there" in the context of your customers. Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com  ---------------------- Thank you Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Sermon Questions Series: The Book of Proverbs Pastor Frank Wray “WHY WISDOM MATTERS” 1. What strikes you about the story of Steve Jobs? What kind of wisdom did Steve Jobs’ possess? 2. What kind of wisdom do you really demonstrate? 3. Read Proverbs 2:3-5. What are these verses saying? 4. Read Proverbs 2:10. What does the verse tell us? 5. Read Proverbs 2:11. What ultimately is wisdom? 6. Read 1 Samuel 23:1-13. What surprising lessons do we learn from this story? 7. What is essential to gain God’s wisdom or knowledge of a situation?

Kara Swisher (@karaswisher) has been called "Silicon Valley's most feared and well-liked journalist" by New York Magazine. Here's just one example: you can graph the impact on Yahoo's stock price by various posts by Kara. That's just the tip of the iceberg. She attended Georgetown's School of Foreign Service prior to changing course to journalism. It turns out many of the skills that would make a good spy are those that make a good journalist: developing sources, asking good questions, scenario planning, and much more. She forged her reputation at the Washington Post and the Wall Street Journal, and now she spends the majority of her time as Executive Editor of Recode and the host of the Recode Decode podcast. Over the last 11 years and alongside Walt Mossberg, she has also co-produced D: All Things Digital, a major high-tech conference with interviewees such as Bill Gates, Steve Jobs, and many other leading players in the tech and media industries. In this podcast episode, she and I cover a lot of subjects, enjoy quite a few laughs, and dig into details you can readily apply and test yourself. Topics include: The art and craft of good questions Lessons learned and favorite moments from interviewing Steve Jobs What separates good from great journalists War stories, missed opportunities, and "optimistic pessimism" I hope that you enjoy this episode with Kara Swisher! Show notes and links for this episode can be found at www.fourhourworkweek.com/podcast. This podcast is brought to you by Athletic Greens. I get asked all the time, "If you could only use one supplement, what would it be?" My answer is, inevitably, Athletic Greens. It is my all-in-one nutritional insurance. I recommended it in The 4-Hour Body and did not get paid to do so. Listeners of The Tim Ferriss Show get $100 worth of travel packs for free when placing an order -- that's twenty free additional travel pouches -- at AthleticGreens.com/Tim. This podcast is also brought to you by MeUndies. Does this year’s Valentine’s Day have you stumped? Skip the cliches and give a gift that looks great, feels amazing, and makes everybody happy: MeUndies. MeUndies knows that your special someone deserves a special fabric, which is why their underwear is made exclusively out of MicroModal, a fabric three times softer than cotton. I’ve spent the last six months wearing underwear from these guys 24/7, and they are the most comfortable and colorful underwear I’ve ever owned. If you don’t love your first pair of MeUndies, they’ll hook you up with a new pair or a refund. They offer free shipping and, for a limited time, listeners get 20% off their first order. Just go to MeUndies.com/tim. That’s MeUndies.com/tim. ***If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts/iTunes? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. I also love reading the reviews!For show notes and past guests, please visit tim.blog/podcast.Sign up for Tim’s email newsletter (“5-Bullet Friday”) at tim.blog/friday.For transcripts of episodes, go to tim.blog/transcripts.Interested in sponsoring the podcast? Visit tim.blog/sponsor and fill out the form.Discover Tim’s books: tim.blog/books.Follow Tim:Twitter: twitter.com/tferriss Instagram: instagram.com/timferrissFacebook: facebook.com/timferriss YouTube: youtube.com/timferriss

Abraham Lincoln, Lucy Stone, Martin Luther King, Jr., and Steve Jobs: What set them apart and helped them achieve such world-altering success? In his latest book, Originals: How Non-Conformists Move the World, Adam Grant  shares the research on the mindsets, behaviors, and emotional resilience that lead to incredible breakthroughs in innovation and creativity. He also explains how we can apply these findings to our own lives. Adam Grant is the youngest tenured, highest-rated professor of management and psychology at the Wharton School at the University of Pennsylvania. He is a contributing writer for the New York Times, and he’s consulted with organizations like Google, the United Nations, and the U.S. Army. He is also the bestselling author of Give and Take: Why Helping Others Drives Our Success. In this episode, we talk about: why Originals rarely accept the status quo breadth versus depth -- which one drives innovation and creativity? the role of risk in the mindset of Originals what Originals do differently when faced with the same fears as everyone else why we are the worst judges of our own ideas and who can help us the importance of status over power in rallying others around our ideas why enemies can become our biggest advocates what really causes groupthink and prevents innovation the power of getting pulled into leadership roles role models versus mentors and how it can be easier to find them why we need to rethink optimism, happiness, and contentment for achievement and innovation why your first 15 ideas are less original than your next 20 Adam also shares how he uses these ideas in his classroom. Selected Links to Topics Mentioned @AdamMGrant Adam Grant website Originals: How Non-Conformists Move the World by Adam Grant vuja de Albert Einstein Tiger Mom Galileo Galilei Dean Simonton Segway Steve Jobs Jerry Seinfeld and Comedians in Cars Getting Coffee Frenemies Basecamp David Heinemeier Hansson Abraham Lincoln Martin Luther King, Jr. Michelangelo Irving Janis and Groupthink Devils advocates and Charlan Nemeth at University of California, Berkeley Mark Cuban and Shark Tank and Mavericks Elon Musk Peter Thiel Lord of the Rings Sheryl Sandberg Jeff Bezos A Wrinkle in Time Mark Zuckerberg Enders Game Disney Michael Eisner The Lion King King Lear Hamlet Bambi Uber TED Talk If you enjoyed the podcast, please rate and review it on iTunes. For automatic delivery of new episodes, be sure to subscribe. Thanks for listening! Thank you to Emmy-award-winning Creative Director Vanida Vae for designing the Curious Minds logo! www.gayleallen.net LinkedIn @GAllenTC

In episode 5 of The Twenty Minute VC, we are joined by Kent Godfrey, General Partner at Pond Ventures. Prior to entering into the VC industry Kent was Chairman and CEO of Andromedia before merging it with MacroMedia. Kent was also CEO of Frictionless Commerce concluding with the sale of the company to SAP in 2006. Kent has previously served on the board of numerous companies including LiveRail (acquired by Facebook), TRM Corporation (Nasdaq:TRMM), HipBone Communications (acquired by Kana) and Vocal Point Inc (acquired by Telecom Italia). In this session you will learn:  What is the most challenging aspect of being a CEO? Should CEO's have a clear and precise strategy for the future? What can a CEO do to position themselves to be more successful? How can an individual develop the skills to be a successful CEO? What Kent learnt from his meetings with Steve Jobs? What is the most challenging aspect of transitioning from CEO to VC? What do VCs do when concerned about an investment? What is the best aspect of being a Venture Capitalist? Is it possible to go straight into the Venture Capital industry from University? We end the episode with a quick fire round where Ken describes the future of the Internet Of Things (IOT). Why Founders are better than a Founder? Plus, what the biggest misunderstanding of the Venture Capital industry is? For all the resources mentioned in today's show heav on over to www.thetwentyminutevc.com

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Everyone is listening for something * Give it to them and they'll lean towards you * Different than listening to you * Red Zone Communication, i.e. immediately relevant * How to think like Elon Musk * How to think like Steve Jobs * What you want to create is "Whoa. Wow. Hmm. Yes!" * Whoa: I can't believe..."could you say that again?" * Wow: that's astonishing * Hmm: that's too good to not use. * Yes!: sold * How to create "gotta have it." * Your bottleneck to success is having to do anything through people because people are messy * Execution is the key * People are afraid * Identify, stop, or get away from evil as soon as you see it * We're flawed humans * Buyers lie. Sellers lie. Why? We're all afraid. Why are we afraid? * Spoke in Moscow with Nobel Prize winner * Leading through change vs. leading through fear * It's tough to learn when you're afraid * Our minds and focus constricts when we're afraid * Give our people a non-fail tactic or tool to get immediate results * Make them curious to learn more * "The FUD/Crud Technique" * Imagine you're in a tiff with someone * You can't tell them to "calm down" * Let them vent * Look at them * Pause when they are done * Say, "hmmm" * "You seem frustrated and I think you're holding back." "I think you're frustrated, upset, and disappointed." * Peel those layers of the onion * "Give me an example." Don't get defensive. * Let them get things off their chest safely. * The upset point is the pivot. * They will calm down. * "What are you disappointed about?" "I can understand that, too." * "Let's discuss what we need to do so we don't have to go through this again." * FUD/CRUD in sales when you're getting push back * "Can I run something by you? It seems like things aren't going as well as we had hoped." * "When people think of sales, they think people are trying to pull something over on them. Where did we go sideways?" > > Everyone is listening for something." * The title of his talk in Russia was "One One One Six" * What's the least you can say that will make people say "What's that? Tell me more!" * Buyers are listening for one one one six. * "May I make an observation? I think what you're listening for is one one one six." * "Will you regret saying yes one day, one week, one month from now?" * "You're also listening for if you're regret saying no one day, one week, one month from now." * "You might also regret saying no if your competitor buys from us and they lap you because of this." * "The six is if you say yes to the wrong thing and your boss comes to you six months later and shares the pain with you." * "You're also hoping the boss shares the success six months later." * "Can you fill me in on this? What does this look like to make you a star six months from now?" * "May I share an observation with you? You and I have much more in common than we do with your CEO? Your CEO has a cushion. We're judged much more harshly. I will not sell you anything that gets you into trouble." * Four keys to sales success * Go for a great outcome for both * Be aware of your own blind spots * Go from your here to their there, i.e. let go of your agenda * After you've given enough, give more, i.e. over-deliver * What is surgical empathy? Chris Voss talks about tactical empathy but he has an issue with that. You start to cry when you're not in hell alone, which helps you relax, which helps you think. * Men in business are emotionally shy * They'll feel transactional vs. feeling like you care * They feel like things could go out of control at any time * How to make cold calls successfully * Everyone is so tense so get them to laugh * How to use a pattern interrupt in cold calling * How to disarm people via " Talking to Crazy ( https://amzn.to/2DBUCAX ) " * "Do you ever have one of those days and everything blows up in your face and you're hoping someone calls to put you out of your misery? Are you that guy?" * Don't beat yourself up. Get started and get good. * CEO of Kaiser Permanente said you have to forgive yourself when you get things wrong. If you don't, you won't take risks. * More on surgical empathy... * With suicidal patients they've heard people try to convince them too often * "At its absolute worst, how bad does it get inside you?" "You don't want to know." "You're probably right, but if someone other than you doesn't know how bad it is in there, you're going to go off the deep end." "I'm already there, pull up a chair." * In sales... * "May I make an observation? You've been burned before, haven't you? You've been disappointed...You're like all of us. They were tough to bounce back from. Now you question yourself. 'What was I thinking?' You may not even be aware of it." * The prospect is asking questions that don't fit. They're having a flashback they're not aware of. * "I'm not here to have you go through that again." * "Take it all the way to no" from " Just Listen: Discover the Secret to Getting Through to Absolutely Anyone ( https://amzn.to/3i9UKXo ) " * Unless you get a no, you're giving away too much * "What question did I fail to ask, what problem did we fail to address, that would have made this answer different?" * The other person respects you when you are calm and gracious when you handle a "no" now * Why don't we delegate? We don't have confidence in them? Ask them "How would you solve this?" * The difference between delegating and abdicating. * How to get your prospects to ask " When can you start and how do you like to get paid? ( https://markgoulston.com/when-can-you-start/ ) " * Great marketing makes selling easy. Great selling makes great marketing possible. Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). 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