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  • Jordan Ledwein: Optimizing Sales Through AI

    Jordan Ledwein: Optimizing Sales Through AI
    2024/10/23
    About Jordan Ledwein: Jordan Ledwein helps companies and sales teams improve efficiency and effectiveness through proven systems, processes, and technology. Widely known as The AI Sales Guy, Jordan is passionate about sharing his insights and proven best practices for AI- and automation-based selling to help sales professionals achieve new heights of success. After graduating from Clemson with a degree in Economics in 2017, Jordan took on a technical sales position with a manufacturing and engineering company. But almost 15 years after first listening to Sandler CDs in the back of his dad's car, Jordan rejoined Sandler full-time at the beginning of 2022. His focus within Sandler shifted to AI & automation as he realized the potential impact it could have on their own business and their current clients. With the release of ChatGPT in late 2022, Jordan decided it was time to start sharing what he had learned about AI and how he was using it in his selling process. He started by creating a newsletter on LinkedIn, The AI Sales Guy, then moved on to international Sandler webinars & podcasts. He began creating content for Sandler and has now created a sales-focused AI Automation Agency - Sell Smarter. His passion is to help others learn how to combine a proven sales methodology, AI, and automation to help them become more efficient and successful. Check out the latest episode of our Conversational Selling podcast to learn more about Jordan.In this episode, Nancy and Jordan discuss the following:Understanding commission-only salesJordan Ledwein's experience in using AI to enhance sales processesHow AI tools, like Humantic and Clay, help personalize and scale sales effortsThe importance of optimizing sales systems before integrating AIMisconceptions about AI's role in sales – it assists but doesn't replace human effortA case study showing AI improving productivity and quote acceptance ratesThe integration of Sandler methodology with AI platforms like HubSpotKey Takeaways: People want AI to be the easy button, but instead, think of it as, "How can it make me twice as efficient?".I think of AI that way, where it's assisting what we're doing, not replacing what we're doing. What's coming with Apple intelligence will probably be the most significant improvement we've seen with AI since chat GPTs were released.When it comes to building an AI-powered process, it doesn't happen overnight."Ialways talk about one of my first experiences with AI—it was with just a Google Home in my apartment, allowing me to turn on my lights or do simple things around the house. It started on a very personal level, and I just enjoyed playing around with it. I used a few different sales tools early on, even before ChatGPT was released, that incorporated some AI into them. I was amazed by how much time they saved me and how they improved my workflow and efficiency. Then, when ChatGPT was released, probably the week after it came out, I realized this was where things were heading. I researched AI and learned how to use it in my sales process. I also began explaining it to people in my network on LinkedIn and to clients in different professional contexts, helping them understand its potential as well." – JORDAN"A couple of different ways, and I'll do a webinar for Sandler. I don't even know if I've mentioned this to you, Nancy, but I'll be doing a webinar later in August of this year. I'm not sure if this will get up before or after that, but for Sandler and how we're using AI to bridge the gap, that is what we're saying between the methodology and the technology. The DISC portion is one way that we're doing it. Another big way is through HubSpot, right? What we're doing at SalesLift is building Sandler's methodology into HubSpot in the form of tools, playbooks, process sequences and properties, and all these different things. So, that's one thing we're doing that's been successful, and it's exciting to see how that has grown over the last year or two. But we're also adding in other tools, right? So, another tool we're starting to use is Attention AI. Attention AI is another note-taker, similar to Fathom, Sybil, Otter, or whatever people use nowadays. But we've paid attention to that and customized it to Sandler's methodology. So, it talks about the pains, investment criteria, and decision-making process we discussed on this call. And for those of you familiar with Sandler, those are the three pieces we look for to qualify for an opportunity. So, attention takes that exact transcript and pulls any of those pieces out of the call. Then, when we build a HubSpot that's kind of Sandler optimized, it has the same properties as HubSpot. So, we can actually use attention, and it pushes that deal information right into HubSpot so that reps using both don't even have to update their deals. These tools are doing it for them. It's making Sandler in the flow of work is kind of the terminology that we're using, but also just making it so ...
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    22 分
  • Doug C. Brown: The Power of Conversational Selling Techniques

    Doug C. Brown: The Power of Conversational Selling Techniques
    2024/10/04
    About Doug C. Brown: Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He has led client award-winning and high-performance teams as well as pioneered profitable development programs for companies. He has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationwide, Embassy Suites, Inc. 500 to 5000 companies, and thousands of other businesses and entrepreneurs. As an independent division head, Doug created, trained, and presented high-impact, results-oriented web seminars for prospects of Tony Robbins and Chet Holmes. Doug increased their division sales by 864% and close rate by 62% in just six months. Today, he helps companies and individuals increase their sales by incorporating sales revenue and profit growth strategies used by top 1% performers through the Top 1% Academy, Sales Revenue, and Profit Growth Masterminds. He also specializes in creating commission-only sales teams and advises companies on how to properly prepare for a high-performing sales team so they can attract and retain elite sales producers. Check out the latest episode of our Conversational Selling podcast to learn more about Doug.In this episode, Nancy and Doug discuss the following:Understanding commission-only salesOptimizing sales strategiesDoug’s experience in revolutionizing seminars for Tony Robbins and Chet HolmesHow does someone become a 1 % earnerThe definition and importance of sales optimizationWorking techniques to close the sale Why “Maybies” are the great start of salesKey Takeaways: Optimization is taking a look at everything that you're doing and then asking two questions: How do I make it more effective? How do I make it more efficient?There are no bad clients, there are bad sales and buying decisions that turn into bad clients.If you make mistakes, don't beat yourself up for it because multi-billionaires who are selling make mistakes too."I became a 1% earner firstly, through declaring and deciding that that's what's going to be. It's a mental game in that regard. A lot of people talk about wanting to become a 1% earner, they want to double their sales, but it's just an idea. It's not a committed idea. Firstly, it requires that commitment and, quite frankly, one's now asking to be in the top 1% of earners in the world. You know, that's a commitment, and it takes time, energy, a lot of studying, and a lot of practice—and frankly, money, right? Because we've got to, we must be investing in things and getting around people who are in the 1% and learning what they're doing and how they're doing it. You know, fortunately for us, we train on that. So, you know, somebody comes here, obviously, they'll learn that. But it's still about getting around, you know, and I still do the same thing today, Nancy. I mean, I search out people that I feel a little uncomfortable being around because of their place in life, right?” – DOUG"So, the conversation of selling is really about having a conversion conversation, and I'll explain what that is versus having a sales conversation, right? Conversion conversations are really doing three things. First, they’re boosting rapport continuously. So, you know, we’re working on trust, like, and respect. A little luck sometimes doesn’t hurt, but it’s really about promoting those three. Second, it’s constantly moving the conversation in the direction of the business return on investment or personal return on investment that the potential buyer is always looking for. I can expand upon that. And third, we’re always creating what we call "yes states." When we move from step to step in the buyer’s mind, they’re thinking, "Yes, this makes sense," "Yes, wow," or "I didn’t know that that’s good." You want to constantly create a state of yes throughout the process. Now, on business and personal returns, people buy for different reasons, but they all fall into two categories: What is my business return on investment? What is my personal return on investment? When we really understand that ideal client profile and the ideal buyer persona—their motivations, what they want, need, feel, fear, and value—we can construct our conversation to be more like what we’re doing right now: just having a conversation. It’s not about taking them step by step, like, "Well, hey, we built rapport here. Next step, let’s do a discovery session. Next step, let’s..." and so on. That’s a sales conversation. If you do conversational conversion the right way, in most cases, you never even do a presentation. They never ask for it." – DOUG"So, the other thing I wanted to say about that, Nancy, is if they’re getting a "maybe," I would suggest that through their conversational conversion, they haven’t been qualifying or disqualifying. When we’re thinking about creating these yes states, if we’re creating these yes states, but they’re turning out to be "nos," it’s like your radar ...
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    26 分
  • Drewbie Wilson: "Call the Damn Leads" Approach

    Drewbie Wilson: "Call the Damn Leads" Approach
    2024/09/25
    About Drewbie Wilson: Drewbie Wilson is the Founder of Call The Damn Leads®, where he empowers sales professionals through innovative tools like an e-commerce platform, a robust CRM, and educational resources designed to maximize success. Drewbie is a mindset and sales expert dedicated to helping individuals and businesses unlock their full potential. With a focus on personal growth and proven strategies, he has empowered countless clients to achieve remarkable success. Through his books "Crushing The Day" and "Social Media Mastery," Drewbie shares insights on overcoming limiting beliefs, implementing effective sales systems, and mastering marketing techniques. Check out the latest episode of our Conversational Selling podcast to learn more about Drewbie.In this episode, Nancy and Drewbie discuss the following:Description of the "call the damn leads" approachWhy people avoid picking up the phone and calling the leads How to crush the day by calling the damn leads and create a version of success that makes them happy The number of leads that should be called daily and the importance of tracking metricsThe importance of understanding the value of your time and using it wiselyDrewbie's advice to someone just starting in sales to overcome their fearsKey Takeaways: Everything in life has always come back to sales, for me personally.The one thing that I can always count on to get me a result in sales is to pick up the phone and call the damn leads.Sales is not always the most fun job, as there are many rejections and a lot of work.People want to do business with people. They don't want to deal with robots.You have to keep filling the pipeline because if you go and harvest everything without putting anything new in the dirt, there will be nothing to harvest a little bit later. "I like to take it one step further and look at it as I'm a servant first. We don't have to get too into the religion or spiritual side of things. But ultimately, I look at myself on this planet as a servant first. And so, I'm going into every conversation looking at how I can serve this individual and leave them better off than when I entered this situation, whether helping them with a product or service or sharing some wisdom or knowledge. And to me, I think that's a big differentiator; when you can get into a service-first mindset, you're not calling to sell someone. You're just calling to help. And it feels less transactional. And that's where you can build relationships. And I'm sure you've talked about this before, but people buy from people they know, like, and trust. And I think that trust comes from the ability to communicate, "Hey, I understand you, and I want to help you," because that's why people do business with anyone. They want to get out of pain or get into pleasure. And so, if you can help to be the conduit for that situation, then the transaction is easy to occur." – DREWBIE"So, I started thinking about time, where I'm spending it, and what I'm spending it on, which led me to understand that I get to choose my own work. I get to pick how much my time is worth, where I spend it, and where I invest it. The difference is I must have the skillset and the confidence to show up and deliver that to someone else who's going to be willing to pay me for my skillset, for my time, because time is our one true resource. You cannot buy it. You cannot win it in a poker tournament, as much as we'd love to get a box on Christmas or a card on our birthday. It never goes that way. So, that conversation sent me down a path of realizing that I get to decide what I do daily. And I get to decide where I spend my time, who I spend it with, and what I spend it on to know the kind of return I will get on that investment. As a sales professional, we aim to help prospects understand that the value of what they will receive far exceeds the price they will pay. So, when you can have that conversation with yourself about your time, it's amazing what you can truly start to accomplish." – DREWBIE"Know what your time is truly worth. At the end of the day, that is the one thing I can encourage anyone to take stock of. What is your time worth now? And what would you need it to be worth to live the life that you want to live? It's a matter of increasing your skill set or spending more time working doing what you do great. That's it. It's always a matter of what your time is worth. Where are you spending it? What are you spending it on? And who are you spending it with? Because that's what's going to end up being the recipe for the life that you get to live." – DREWBIEConnect with Drewbie Wilson:LinkedIn:https://www.linkedin.com/in/drewbiewilson/Call The Damn Leads: https://callthedamnleads.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter:https://twitter.com/...
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    24 分
  • Tom Latourette: The Secrets Behind High-Performing Salespeople

    Tom Latourette: The Secrets Behind High-Performing Salespeople
    2024/09/12
    About Tom Latourette: Tom Latourette has been a disciple of the M3 Learning process since 2000 when he was the VP of Sales and Marketing at SBR, Inc. With over 30 years of marketing, sales, and sales management experience, Tom can bring a unique, real-world perspective to your M3 Learning experience. His knowledgeable application of ProActive solutions can greatly impact your productivity as a sales manager or salesperson. Check out the latest episode of our Conversational Selling podcast to learn more about Tom.In this episode, Nancy and Tom discuss the following:The importance of practical, bottom-line sales tools for both sales reps and managers to improve performanceThe importance of understanding what activities top performers do daily to replicate success across the teamChallenges in managing senior salespeople and the importance of aligning their goals with their personal "why"Using proactive solutions, like the COD method (Cause, Outcome, Decide), to guide sales discovery calls effectivelyThe value of consultative selling over feature-based selling by focusing on uncovering client needs before pitching solutionsKey Takeaways: One of the biggest things is that space of really understanding what creates success in your organization.When I'm interviewing salespeople, I watch how they handle the interview because they will interview the same way that they will sell.Ask a few good outcome questions and ensure you're finding out their decision-making process.We've got to do kind of a yin and yang. Sometimes, we have to answer the question but ensure we're flipping. "And our answer was, well, Rich always hits his goal. That's what A players do. That's what high performers do. We didn't have to worry about Rich. And he goes, "Great. Great, I get it. But let me ask you guys a question. You're sitting here at this two-day leadership training program. We're going to be talking about a lot of great stuff. But what's Rich doing today? What's he doing to make success happen 12 months from now?" And, Nancy, we couldn't answer that question. We didn't know. We couldn't answer the question. Rich was already a really good salesperson. We didn't know. We didn't feel we could bring anything to the table for him. But what Skip helped us see was that if we couldn't articulate what success looked like, what the steps a successful salesperson was doing daily, then as a leadership team, or even as a company, we couldn't hire more Riches. We couldn't coach the rest of our people to be like Rich. And maybe we were going to lose Rich because he's watching us spend all of our time with our non-performers, trying to help them get better. Right? And that was a big moment. I remember midway through my career, I felt like my mind expanded and really got to that space of "What are things? How do I get my people to do the right things? And what are those things that they need to do? And how do we do more of them?" – TOM"Ithink, one, you know, probably one of the biggest things we have to do a better job of as leaders, not just of salespeople but leaders of humans, as other people, is. I think sales leaders often don't understand the "why" behind the humans we're working with. One of the questions I like to ask sales leaders I work with is, "Tell me why this person wants to perform better. What are they striving for?" You know, the great thing about Rich was that on January 1st of every year, Rich would take a picture of what he would spend his commission check on at the end of the year. And so, one year, it was a new truck. The next year, it was a hot tub. The year after that, it was a new deck. And so, as Rich's leader, every time I'd work with Rich, I'd go, "Hey Rich, what are we working towards today? What are we working towards this year?" And then I could get alignment on helping him achieve his goals, right? So, I think the first thing, Nancy, is we have to be better humans aligned with our people and understand their "why" better. What is it about this job? What about the goal they're setting for themselves that is important to them? I don't know if that makes sense, and it seems like a soft skill, but I see that too many leaders don't know the answer to that." – TOM"Think about your relationship with a client much like your relationship on a first date. A first date is not about telling you how great I am; it's about uncovering what you're looking for. The objective of a first date is to determine if a second date makes sense. Then, after a second date, you determine if a third date makes sense, and so on, until a strong relationship is formed. One of the things we talk about is getting salespeople out of the space where they think people want to be educated. People don't want to be educated; they want to be validated. Good discovery is about validating your needs and allowing you to be heard. I think salespeople have to get better at discovery, asking better, deeper questions, and being okay with asking ...
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    22 分
  • Adi Klevit: The Power of Processes

    Adi Klevit: The Power of Processes
    2024/09/06
    About Adi Klevit: Adi is the leader and visionary of Business Success Consulting Group. Her twenty-five years of knowledge and experience as a trained Industrial Engineer, management consultant, and business executive give her a unique understanding of the challenges businesses face. Adi utilizes her practical know-how and wisdom to help organizations and companies of any size dramatically improve their efficiency and performance. By leveraging her ability to understand business processes as well as people and drawing on her high-caliber skills in vital areas of personnel management, finance, and operations, Adi can help virtually any business owner achieve their goals and bring order to their lives. Check out the latest episode of our Conversational Selling podcast to learn more about Adi. In this episode, Nancy and Adi discuss the following:The importance of well-documented processesThe process of mapping and documenting client processesIdentifying pain points that signal the need for process documentation.The impact of documented processes on business efficiency and growthThe role of process documentation in employee training and retentionAdi's unique team approach and company scalingKey Takeaways: You will be surprised how many growing companies do not have processes and procedures in place.The adaptability that you have to have doesn't mean the processes are bad.Don't be afraid to start process documentation. Just start doing it. Don't make it complex."The first thing that we do is we make sure that they have the mindset that processes and procedures will be used throughout the company. That's number one. Number two is that we have to make sure that the documented procedures and processes are accessible and written in such a format that everybody can follow them. So that's very important because if they are stored somewhere, nobody knows where it's very hard to follow and implement them. Then, we have a rollout process. It's a five-step rollout process, very specific, that intends to train everybody on those procedures and also make sure that there is buy-in and that every person understands the importance of having those processes documented. The next step after that is ensuring those processes are being utilized and used in day-to-day management. In terms of what we also do, we ensure that there are regular reviews of those processes and that regular review is either driven by time." – ADI"I think what sets us apart is that we have a strong team. And my idea is that you know, I can't be a solo practitioner. I have a team—a team of writers, a team of consultants, marketing, and sales. You know, I feel like I need to walk the walk, not just talk the talk, right? And I managed to scale my company. I managed to increase it, to make it bigger. All of that allows us to take on more and more clients, and we continually improve our own processes. We want to deliver a great product for our clients, and we do. So that is pretty unique." – ADI"You know, I think it's important to have well-documented processes and procedures that all follow. I think that is extremely important. It's something that people should look at, and having somebody do it for you is going to make a huge difference. Because, as one of my clients just said—and again, you can also watch her video on our website—she said if she tried to do it herself, she would still be on procedure number four. And, you know, I hear it over and over again. So, in terms of expediting things and increasing the organization, I recommend that you document your processes and procedures. And if you need help, contact us." – ADI."Processes and procedures are not boring; they can actually be pretty exciting because they give you freedom, you know? That's another truism—it does give you freedom. And people sometimes think that it's restrictive, especially creative people. They might think that having processes and procedures is a restrictive activity, but the truth is, it's not. Because if you don't have your processes and procedures well-documented, that's restrictive because then you have to reinvent the wheel every single time." - ADIConnect with Adi Klevit:LinkedIn:https://www.linkedin.com/in/adiklevit/Business Success Consulting Group: https://bizsuccesscg.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
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    22 分
  • Roger Martin: The Power of Empathy and Influence in Sales

    Roger Martin: The Power of Empathy and Influence in Sales
    2024/08/27
    About Roger Martin: Roger Martin is a Co-Founder and Managing Member of the industry-leading health and wellness franchises, RockBox Fitness and beem Light Sauna. Prior to RockBox Fitness and beem Light Sauna, operated as the Chief Operating Officer of a solid oral dosage pharmaceutical development and manufacturing organization. Previously served as President of a large topical semi-solid and liquid CDMO, as a National Sales Director and Sr. Vice President leading sales and marketing teams of up to 500 sales representatives in the specialty and big pharma market. Extensive expertise in pharmaceutical sales management, leadership, sales force deployment, business development, strategic selling, contract negotiation, business-to-business service contracting, licensing, and pharmaceutical and contracted service marketing. Knowledge of myriad dosage forms and therapeutic classes, as well as regulatory environments and payer systems. Check out the latest episode of our Conversational Selling podcast to learn more about Roger.In this episode, Nancy and Roger discuss the following:The definition of high-impact communicationThe difference between persuasion, influence, and manipulation in salesThe importance of storytelling in sales, positioning the customer as the heroThe value of continual learning and personal investment versus traditional financial investmentsKeypoints from Roger’s book, An Insider’s Guide to BusinessKey Takeaways: The best way for a salesperson to make an impact in their industry, in the world, and on others is to start with genuinely understanding what their prospect needs.Buying behavior is this: you're telling a story, and the customer is the hero.People will buy from people they like, but more people will buy from people whom they trust to solve their issue."High-impact communication, by my definition, is when two individuals have a complete, thorough, and empathetic understanding of each other's wants and needs. And what do I mean by that? Whether it's a personal relationship, a family relationship, a business relationship, or even a vendor-customer relationship, it's about both sides understanding what each other needs to thrive in that relationship. Too often, especially in today's digital world, communication becomes overly transactional. I love how you started by saying that every business and everything else starts with a human interaction.” – ROGER"I appreciate the question because it will allow me to delineate the difference between persuasion, influence, and manipulation. And they are too often conflated. The consumer conflates them; even salespeople conflate the two when really persuasion and influence are about empathetically trying to understand what your pain point, your issue, your area of opportunity is—something that, you know, you're at point A and you're trying to get to point C, let's say. And then I help through persuasion, and I'm going to persuade you to understand that this problem needs to be acted upon. If you think about it for a long time, if you just keep wondering about it, if you stress about it, you're not going to solve your issue. So I'm going to persuade you that you need to take action. And I'm going to do that through very ethical means and just skillful means, but to help build that bridge—just think of, you know, in your mind, literally building a bridge over a small river from A to C, and my product or solution and support and services will help get you from A to C. Now, manipulation is, "Hey, I want to get you to C because I make a big commission off of it, but you really don't need C, and your A is just fine for you, or another vendor would get you to C a lot easier and cheaper than me. But I'm going to use, you know, tricks and slick lines and all that, you know, to get you there." […] People will always exchange money for a solution to a problem that is causing them pain or a solution to a problem that will help them grow to be even more successful. And too many times—and you know this—too many times a salesperson will boast about their company, they'll boast about their track record, about their service record, about their customer satisfaction record. You know what? Those are great. The customer couldn't care less. The customer wants to know, "Can you solve my problem?" You know, "Can you solve my problem?" – ROGER"I would challenge them to continue learning, listen to Nancy's podcast, you know, buy those $997 courses from genuine, great people that you can trust and who will deliver value. Go to that weekend seminar, invest the two grand to do that because you should be investing in yourself as much as you're investing in your business and investing in the stock market. I mean, the stock market is going to make 8 to 10% over the long run. You put that same two grand into yourself, you can quintuple that money in a year. You know, to me, it’s a no-brainer about continual learning." – ROGERConnect with Roger...
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    23 分
  • Jake Stahl: Blueprint for Sales Success

    Jake Stahl: Blueprint for Sales Success
    2024/08/16
    About Jake Stahl: Jake Stahl is a Fractional Chief Learning Officer who mixes innovation and mind science to redefine training and skill-building. The Chief Learning Officer (CLO) is the linchpin for organizational learning and development initiatives. Collaborating closely with key executives such as the Chief Revenue Officer, Chief Operating Officer, and Chief Marketing Officer, the CLO crafts and executes comprehensive training programs. With over 10,000 professionals trained in six countries, he has created more than 100 proprietary courses, facilitated thousands of workshops, and navigated the complexities of leadership development. His approach transcends traditional training, integrating value-based selling with the latest psychological techniques and neurolinguistic programming to offer personalized, high-impact solutions like his Adaptive Conversational Blueprint. Throughout his extensive career, he has doubled and tripled sales, sculpted award-winning sales representatives, and ignited leadership potential across ten distinct industries. His seven patents in the field force technology arena, the prestigious International Gold Award for Instructional Design, and invitations to speak nationally and globally on training and development highlight his dedication to excellence. With him, one isn't just investing in a program; they're embracing a custom-made experience that caters to specific needs, fueling growth and reimagining success. Check out the latest episode of our Conversational Selling podcast to learn more about Jake. In this episode, Nancy and Jake discuss the following:How does a fractional Chief Learning Officer differ from other traditional roles in salesDifference between adaptive conversational blueprint and standard sales scriptsJake's 2-10 ruleHow neuro-linguistic programming (NLP) can be used to adapt to a customer's communication style quicklyThe power of establishing trust and matching a prospect's communication styleNot selling is the best way to sellKey Takeaways: I teach representatives how to adapt to that quickly in a conversation so they don't need a sales script. If I could eliminate any phrase from the English language, it would probably be, "Hi, how are you?"Two five-year-olds are the best conversationalists on the planet.Remember, everybody wants to be heard."I've been doing this for 30 years across six countries. I've trained over 10,000 people. And to me, the baseline of a good conversation will be trust. I think our flaw is that we don't take time to build that trust in the beginning by listening, understanding the situation a person is in, and then being able to adapt our conversation accordingly. These factors are things like emotional intelligence and the company's perception of your company, and you are taking a lot into play. But conditioning and perception, to me, are huge. If we can understand the other person's position when it comes to conditioning and perception, and we can build trust, the sale typically follows." – JAKE"Yeah, when most people have a conversation or start with somebody for the first time, they're anxious to tell them about themselves because that's always our favorite topic, right? We talk about ourselves. So, when you get into that conversation, my theory—and it's really shown itself to be true over the past 30 years—is that the more time I can give you at the beginning of a conversation to talk about you, the more receptive you're going to be to me. And the more I check in with you during a conversation, the more receptive you'll be to me. So, I established something called the 2-10 rule, which says every two minutes, check in with the person you're talking to in some way, shape, or form. Make a statement, ask a question. So, every two minutes, you do this. And I have some of my clients set a stopwatch because this is really tough for some people to get a hold of. At the end of 10 minutes, regroup. So, Nancy, I've been talking for the past 10 minutes. I've really been let loose. Do you have any questions about what we've talked about so far? Is there anything you don't understand? So, every 10 minutes, you do that. And when you do that, it takes care of one basic thing: the Q&A people typically have at the end. This whole premise, Nancy, is based on the fact that for every 10 minutes you talk, you generate two minutes' worth of questions in the other person's head. So, the 2-10 rule flips it on its head and says every two minutes check-in, every 10 minutes summarize and ask for questions, and your call and your trust level will go through the roof." – JAKE"How it works is by being interested versus interesting. So, when I get on the phone with a potential client, let me give you a great example. When I reach out on LinkedIn and try to connect, my first four connections with that person have nothing to do with me. So, I'll reach out the first time and say, 'Hey, I see you're another fractional executive. Just curious if...
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    23 分
  • Stan Gibson: Secrets for Successful Leadership

    Stan Gibson: Secrets for Successful Leadership
    2024/08/05
    About Stan Gibson: Stan Gibson is passionate about guiding organizations to build thriving, human-centered cultures. Through his engaging keynotes and leadership coaching, Stan equips companies with frameworks and tools to put people first. He advises executives on adopting transparent, collaborative leadership styles that tap into teams' collective wisdom. Stan's actionable insights help leaders role model vulnerability, foster psychological safety, and unlock the full innovative potential of their people. Organizations that work with Stan soon benefit from improved trust, communication, and knowledge sharing. By focusing on developing a shared sense of purpose and community, Stan enables companies to boost engagement, agility, and performance.Check out the latest episode of our Conversational Selling podcast to learn more about Stan. In this episode, Nancy and Stan discuss the following:The critical role of emotional intelligence in leadership How emotional intelligence, well-being, and productivity are interconnectedStrategies for preventing burnout and maintaining balanceKey habits to optimize your mornings for a productive dayThe importance of balancing mind, body, and soulTechniques to manage energy levels for peak productivityKey Takeaways: I think that when leaders learn to coach, employees learn to lead. Emotional intelligence is one of the critical things that I believe.You've got to know your system; when you are green, yellow, or red, you work around that.Do things right up front and create a legacy."And so, I really work with many clients on how to start the day so that they have the energy, power, and passion to take care of everyone and everything they do. Despite being only 2.5% of our body weight, our brain consumes over 20 to 30% of our energy. When we spend a lot of time on Zoom, staring at our own reflection, it's like a 1.5 to 2X tax on our brain. Understanding these dynamics helps explain why an eight-to-nine-hour workday can feel like a 14-hour day. So, understanding the three-legged stool—emotional intelligence, well-being, and productivity—is crucial. Effective habits and systems that support asynchronous work, rather than endless meetings, are where I'm focusing my efforts with organizations, Nancy." – STAN"The first thing when you get up, is to thank God you are getting up. I think, "I'm alive, I'm well." The first thing I do is head out to get some water. Your body hasn't had any fluids for the last 10 hours, so it's important to hydrate. [...] The lemon juice comes in a glass bottle, which is better than plastic. This helps me get my electrolytes; even Olympic athletes hydrate first thing in the morning. The second thing I focus on is what I call "mind, body, and soul." You can tackle these in any order you prefer, but I believe you need to work on all three. If you want to work out next or go for a walk, that's great. I'm adapting my approach because, although I used to be a "no pain, no gain" type of person—an ex-athlete who pushed the limits—I understand the tremendous benefits of simple movement. Walking three miles or whatever you can manage in a day is incredibly valuable." – STAN"One tool I use is the Enneagram. I like the Enneagram—and for those who don't know, it's spelled E-N-N-E-A-G-R-A-M—because it identifies nine different personalities. This system is probably over 2,000 years old. The reason I like it is because it's part of your DNA. When you're born, you possess one of these nine types. Strength Finders is more about how you are in your current season of life, because it can change a little bit. But the Enneagram is so unbelievably accurate. It even delves into your fears, your stresses, how you act under stress, and how you react to fears. It explores a whole new element of things that I believe leaders really need to understand. For me, it's fantastic. It's just a real holy grail for self-awareness." – STANConnect with Stan Gibson:LinkedIn:https://www.linkedin.com/in/oxygenplus/Stan Gibson Speaks: https://www.stangibsonspeaks.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/ Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com
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