All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He's on a mission to help his clients in a completely different way than he once did. Now, while we've been working together, we noticed a trend with his conversion rates after the initial consultation.

What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped.

The issue was that there was no determinant client avatar. His staff had no idea "who" they were speaking to and how to break through the roadblocks to a sale. I sat down with his office manager and we came together to develop a client avatar using the six key elements of avatar creation, and guess what, their sales have gone up significantly.

Many people fail to create client avatars out of the fear of limiting their audience. Instead, think of creating your client avatar as an exercise in targeted marketing. If you market to everyone, you market to no one. Listen in as I share:

• What an avatar persona is and why marketers fear creating one.
• How to create your company's avatar persona with the six key elements.
• What is an avatar narrative" and how can it generate more referrals?

So take a moment and think about your client avatar. Have you told their story yet? If not, it's time to get to work.

In This Episode:

[01:45] - Welcome back to All Selling Aside.

[04:42] - Learn the three key insights for this episode.

[06:38] - Hear Dr. Tim Zelko's story of transforming from an OB-Gyn to a cosmetic surgeon.

[08:35] - Despite studying the greats, Dr. Z failed to create his company's avatar persona.

[09:52] - Why do marketers fear creating an avatar persona?

[11:38] - Learn how Alex trained Dr. Z's staff to increase the office conversion rate.

[12:29] - What are the three elements of moving toward pleasure:

• Aspirations - who do they want to become?
• Attributes - who are they today?
• Affiliations - who do they routinely congregate with?

[14:50] - What are the three moving away from elements?

• Frustrations - what daily irritations do they face?
• Fears - what actions scare them?
• Foibles - what behavioral quirks do they publicly display?

[17:50] - Learn what an avatar narrative is and how to write one.

[20:52] - Once you've clarified your avatar, your referrals will start to flow in.

[21:33] - The Alexism is, "Beware of quitting too soon when identifying your avatar. Dr. Seuss was rejected by his first 23 publishers, but his 24th sold 6M books."

[22:35] - Hear a quick review of the key insights in this episode:

• What an avatar persona is and why marketers fear creating one.
• How to create your company's avatar persona with the six key elements.
• What is an avatar narrative" and how can it generate more referrals?

[23:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:00] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Kartra Test Drive

Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world.

You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn't build overly tall buildings and in general, nobody used elevators.

Elisha Otis found a way to create a braking system that stopped a plummeting elevator, even if there was no cable to support the car. He shouted to the world about his invention, but nobody took notice. Why? Because it was so ingrained in them not to believe that elevators could be safe. This all changed when Otis took his innovation to the Crystal Palace Exhibition.

Otis practiced the most important part of the 4-part persuasion equation. Listen in as I share:

• What the 4-part persuasion equation is and who created it.
• Why the persuasion equation is the ideal copywriting tool
• How the persuasion equation works and its most critical step.

No matter if someone knows you, likes you, and trusts you, they also have to have proof that what you say is true. Are you gathering proof to share with you potential clients and customers?

In This Episode:

[04:32] - Learn the three key insights you'll learn in this episode.

[06:07] - A tip of the hat and deep bow to Gary Bencivenga.

[07:31] - Hear the story of Elisha Otis and his amazing elevator innovation.

[09:52] - Why were builders prior to the 1850s scared to build tall buildings and use elevators?

[11:50] - Despite his amazing innovation, Otis's business did not take off… learn why.

[13:26] - Learn why being believable is the most important part of selling.

[14:23] - How did Elisha Otis finally gain believability?

[18:11] - From that single demonstration, people no longer feared getting into elevators that had the plaque.

[19:40] - What is the 4-part persuasion equation?

• Urgent Problem
• Unique Promise
• Unquestionable Proof
• User-Friendly Proposition

[22:39] - Why don't people buy from you?

[24:55] - The unique promise is not a solution, it's an intention.

[26:21] - Why you should start with proof.

[27:07] - The Alexism is, "Wild success in business is nothing more than doing ordinary tasks consistently that will ultimately produce extraordinary results."

[27:55] - Hear a quick review of the key insights in this episode:

• What the 4-part persuasion equation is and who created it.
• Why the persuasion equation is the ideal copywriting tool
• How the persuasion equation works and its most critical step.

[29:06] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:51] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Kartra Test Drive

Gary Bencivenga

Crystal Palace Exhibition

I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here's the thing, morning rituals are imperative if you're looking to achieve great success. Listen in to learn why.

My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my morning workout, get a good jog in, and then walk my dog.

I do the same thing every morning so that I can set the tone of my day. When you wake up and start checking emails or messages you allow other people to dictate the tone and direction of your day. This is not a formula for creating an insanely successful career.

By practicing a daily ritual that feeds into the Manifestation Formula, you set the tone for your life. The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:

• What daily rituals are and the ideal time to activate them.
• Why daily rituals are mission-critical habits for high-achievers.
• How to design custom daily rituals for maximum productivity.

Every high-performing individual has a daily ritual. For me this happens in the morning, you may prefer the evening, but no matter when you do it, you have to have one. So, what does your daily ritual look like?

In This Episode:

[01:57] - Nothing happens in your business until something gets sold.

[04:07] - Learn the three key insights you'll learn about daily rituals.

[05:25] - Do you OWN your morning?

[06:16] - Alex shares his exact morning ritual.

[09:42] - Learn which ads Alex is re-writing this year and why.

[12:12] - After writing copy, Alex works out.

[13:21] - What happens at night?

[15:33] - You need to own your morning even if you're a night person because it sets the tone for your day.

[17:06] - What is the Manifestation Formula?

• Intention
• Purpose
• Strategy

[19:34] - The intention is your "what," purpose is "why," and your strategy is "how."

[22:40] - Why it's mission-critical to understand the Manifestation Formula and what rituals do for your day.

[24:01] - How do you design a custom daily ritual?

[27:30] - What does Alex do for his clients and how does that affect his morning ritual?

[29:51] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low."

[30:19] - Hear a quick review of the key insights in this episode:

• What daily rituals are and the ideal time to activate them.
• Why daily rituals are mission-critical habits for high-achievers.
• How to design custom daily rituals for maximum productivity.

[31:35] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[33:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Kartra Test Drive

Michael PorterT. Harv Eker

Jim RohnGenius Network BIG Event

Joe PolishMuse MeditationsMCT OilThe Pathfinder Mastermind

Wizard Academy

Roy H. WilliamsGary HalbertEugene SchwartzDan KennedyPerry Belcher

Clate Mask

Jim Collins

Buckminster Fuller

Dr. Stephen Covey

Kane & Alessia Minkus

The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals.

How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, the how.

Valerie had to shift her mindset from being a one to one service provider and think bigger. She had years of training and multiple massage disciplines under her belt. Why not teach others to do what she did?

The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:

• What the manifestation formula is in three simple, actionable steps.
• Why the manifestation formula works for beginners and veterans.
• How to apply the manifestation formula in your business every day.

How could you make a small change to your current strategy and find huge results?

In This Episode:

[05:00] - Learn the three key insights you'll learn in episode 98.

[06:40] - Victoria was a massage therapist with big dreams or intentions. [08:18] - Intention, purpose, and strategy are the three steps of the manifestation formula.

[09:09] - To fulfill her intention, she was going to have to do over 14,000 massages in a year.

[10:30] - The manifestation formula allows you to maintain your intention and purpose while only changing your strategy.

[12:46] - If you're a massage therapist, what do you have to do to make over a million dollars?

[17:17] - The manifestation formula works for beginners and veterans alike. Learn how.

[18:14] - Why the seed cause of strategy is what "not" to do.

[20:18] - Monthly recurring revenue is where you really make your money. Alex shares this with the example of a razor.

[21:28] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low."

[22:00] - Hear a quick review of the key insights in this episode:

• What the manifestation formula is in three simple, actionable steps.
• Why the manifestation formula works for beginners and veterans.
• How to apply the manifestation formula in your business every day.

[23:23] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:22] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Clate Mask of Infusionsoft

Harv Eker

Jim Rohn

Secrets of the Millionaire Mind by T. Harv Eker

Michael PorterBuckminster Fuller

Kane & Alessia Minkus

Roland Frasier

Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue.

When you pre-frame your offer, you're letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini's 7-tactics, you can turn a cold audience into a hot audience, even if they wouldn't benefit from your offer.

By establishing trust upfront and letting your potential clients and customers know exactly what you're offering or what your message is about, you create a loyal following. For instance, if your offer of premium beef lands on the lap of a premium vegan-only eater, but you've told them to "stop-reading" if they don't like premium beef, you've created a sense of trust

Pre-framing your message is one of the most effective ways to reach your ideal client avatar. You cannot sell to everyone, that's one of the biggest marketing mistakes you can make. Instead, make sure your message is making it to the right people. Listen in as I share these three key insights about learnable skill secrets:

• What pre-framing is and how it is a pre-suasive tool to invite more sales.
• Why pre-framing is critical to every selling conversation you and your candidates engage in.
• How to apply pre-framing magic by modeling the masters who have done it before you.

As you craft your offers and the messaging around them, keep the pre-suasion framework in mind. I share all 7-tactics as well as how you can use them in your messaging. Listen in to learn more.

In This Episode:

[04:11] - Learn the three key insights for episode 97.

[05:38] - Alex shares the 4-scenarios of the perfect message-to-market match.

1. The right message to the right audience.
2. The right message to the wrong audience.
3. The wrong message to the right audience.
4. The wrong message to the wrong audience.

[07:10] - Can an audience be warmed up? Yes! With pre-framing.

[09:04] - What is pre-framing?

[11:07] - Listen as Alex quotes Dr. Cialdini's "pre-suasion" definition.

[12:47] - No matter what soil you start with, you can prepare the ground for planting. Alex shares how this applies to selling.

[13:47] - Learn the 7-tactics to creating pre-suasion magic.

1. Establish trust.
2. Direct their attention.
3. Unarguable truths.
4. Open loops.
5. Frequently asked questions.
6. Story seeding.
7. Commitment

[23:40] - It's no who you persuade it's how you pre-suade that denotes a good vs great marketing campaign.

[24:05] - Ask your clients for their advice rather than their opinion. Alex shares what this means.

[25:06] - Learn which frames matter.

[29:25] - The Alexism is, "Hiring a business mentor shaves off years of trial and error because you can never read the label from inside the jar."

[29:50] - Hear a quick review of the key insights in this episode:

• What pre-framing is and how it is a pre-suasive tool to invite more sales.
• Why pre-framing is critical to every selling conversation you and your candidates engage in.
• How to apply pre-framing magic by modeling the masters who have done it before you.

[30:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[32:35] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Dan Kennedy

Jeffrey Gitomer

Dr. Robert Cialdini

The 7 Habits of Highly Effective People by Dr. Steven Covey

Roy H. Williams

Ryan Deiss

Paul Jackson Pollock

Joel Bower

1. Harv EkerKane & Alessia Minkus of Industry RockstarGary Halbert

Buckminster Fuller

For many years I have implemented a morning routine to build my skills as a copywriter. Every single morning, I sit down for 33 minutes and 33 seconds, I have this set on a timer, and write out ads written by the great copywriters. I spend time studying the process and the words so that I can master copywriting.

Copywriting is one of the most learnable skills in business, but so many people don't want to do it. On March 9th, 2003, my birthday, I was reading the Gary Halbert Letter. The letter starts off with some person asking Gary if they could become a great copywriter in 30 days. Gary says "yes," and then goes on to explain how.

The moral of the story is that to become great at any skill, you have to immerse yourself in the skill. Whether you're writing out great ads, immersing yourself in a new language, experiential immersion is the key to fluency.

Keep in mind that you don't need to master a skill to use that skill. You simply need to be fluent in it. Listen in as I share these three key insights about learnable skill secrets:

• Why learnable skills lead to accelerated growth and profit.
• Why learnable skill secrets are transferable to your team.
• How learnable skills do NOT require mastery or fluency.

Once you've become fluent at a skill, you can transfer that skill to your team through experiential immersion and role-play. Listen in to hear how.

In This Episode:

[04:22] - Alex shares the three key insights for this episode.

[06:11] - It's March 9th, 2003, Alex's birthday, and he was reading the Gary Halbert Letter. Listen as he shares a quote.

[08:17] - Learn what characteristics Gary Halbert thinks good copywriters need.

[11:12] - Why you need to use the resources Gary provides for the rest of your life.

• Scientific Advertising by Claude Hopkins
• The Robert Collier Letter Book by Robert Collier
• Tested Advertising Methods by John Caples
• How to Write a Good Advertisement by Vic Schwab
• The Gary Halbert Letter (all back issues) by Gary Halbert
• The Boron Letters by Gary Halbert
• The Lazy Man's Way to Riches by Joe Karbo
• Breakthrough Advertising by Eugene Schwartz
• 7-Steps to Freedom by Ben Suarez

[14:06] - After you've studied the ads, you write them out by hand. Learn why.

[16:44] - Once you've written the great ads by hand, find ads in your niche and handwrite those as well.

[19:04] - Your first ad should take the longest. After that, you test it and continue to use these steps as a recipe.

[20:12] - Why are learnable skills transferable to your team?

[21:12] - Alex lists out several additional learnable skills and why experiential immersion is the best way to learn.

• Sales Copywriting
• High-End Selling
• Virtual Presentations
• Public Speaking
• Learning additional languages
• Curriculum Design
• Productivity

[23:48] - Mastery is not required for learnable skills. You only need fluency.

[27:09] - Before you can sell high-end products, become a high-end client. Learn why.

[28:09] - Learnable skills can be transferred to your team through role-play and experiential immersion.

[29:53] - The Alexism is, "Experience is not the best teacher. Experience is the only teacher."

[30:15] - Hear a quick review of the key insights in this episode:

• Why learnable skills lead to accelerated growth and profit.
• Why learnable skill secrets are transferable to your team.
• How learnable skills do NOT require mastery or fluency.

[33:08] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[35:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

WSGAT - What's so great about that?

Scientific Advertising by Claude Hopkins

The Robert Collier Letter Book by Robert Collier

Tested Advertising Methods by John Caples

How to Write a Good Advertisement by Vic Schwab

The Gary Halbert Letter (all back issues) by Gary Halbert

The Boron Letters by Gary Halbert

The Lazy Man's Way to Riches by Joe Karbo

Breakthrough Advertising by Eugene Schwartz

7-Steps to Freedom by Ben Suarez

"Do You Make These Mistakes in English?""What Everybody Should Know About This Stock and Bond Business"

"The Nancy L. Halbert Heraldry Letter""How to Burn Off Body Fat, Hour-By-Hour""At 60 Miles An Hour The Loudest Noice in this Rolls Royce is the Ticking of the Electric Clock"

"Why Men Crack""How to Collect from Social Security at Any Age" "The Admiral Byrd Transpolar Expedition Letter" "The Lazy Man's Way to Riches"

It's Saturday morning in November of 2017 and I'm in Scottsdale, AZ finally making the decision to join the Genius Network mastermind. You see, Joe Polish, the creator of the group, had been asking me to join since 2006 when he first established it. At the time I didn't see the value in paying money to network with people I already knew. That all changed in 2017 and I share why.

I was sitting at the Genius Network Big event and there was a panel of people hammering at my objections for joining the mastermind. This panel was made up of several mastermind members and they were sharing their stories on how the mastermind helped their businesses.

Now, none of the panelists were closers like me. After I joined the mastermind, I was put in charge of the breakfast panel close, but I altered it to make it more effective. Listen in as I share these three key insights about breakfast panel closes:

• What the breakfast panel close is and when it is best utilized.
• Why the breakfast panel close enrolls mastermind members.
• How the breakfast panel close works on a step-by-step basis.

This way of closing is extremely effective because of how soundly it defeats all objections. Do you have a big event coming up? How are you going to use this method to generate more sales?

In This Episode:

[04:22] - What are the three key insights you'll learn in this episode?

[06:17] - It's Saturday morning in November of 2017. Listen in as Alex shares the moment he decided to join the Genius Network.

[09:02] - Learn what the breakfast panel close is through the story of a Genius Network event.

[12:13] - Why Alex now handles the breakfast panel close for GN events now.

[14:53] - How to start off a breakfast panel close.

[15:50] - Alex shares why the breakfast panel close is so effective.

[18:17] - What are other options for enrolling people in your mastermind?

[20:32] - How does the breakfast panel close work?

[22:42] - The reason this works so well is that there are multiple people addressing objections.

[25:39] - Learn the methodology behind the breakfast panel close and what types of events this works at.

[28:44] - The Alexism is, "Purpose of storytelling is not to sell. It's to obliterate objections."

[29:15] - Hear a quick review of the key insights in this episode:

• What the breakfast panel close is and when it is best utilized.
• Why the breakfast panel close enrolls mastermind members.
• How the breakfast panel close works on a step-by-step basis.

[30:11] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[31:56] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Joe PolishDarren Hardy

Garret GundersonRussell Brunson

Genius Network

W. Clement Stone started life on the south side of Chicago, losing his father at the age of three, and hawking newspapers while his mother worked as a dressmaker. His was not an easy path. Early on he found innovative ways to hawk his newspapers. Rather than standing on street corners, he convinced local restaurants to let him sell to their patrons.

Soon enough he had his on newsstand and when he was 16 he moved to Detroit to sell casualty insurance for his mother. While Stone was charismatic with charm for days, he knew that not all of his employees had his skills. So he began teaching them how to close without selling through using case studies.

He was a firm believer in helping others out of the gutter to reach their success as well. The most notable example is Og Mandino, but he was also responsible for Jack Canfield finding his place in the business world.

Stone learned at an early age that human beings do not like being sold to. We love to buy, but we do not love to be sold. Instead of selling, he started his deals on the path to closure by using storytelling techniques. The three key insights you'll learn in this episode are:

• What closing is defined as and how it's different than selling.
• Why closing sales is the most lucrative skill in business to learn.
• How to close more sales without becoming a salesperson.

Storytelling is the key to selling with becoming a salesperson. The best stories to share? Case studies. Are you using them in your business?

In This Episode:

[04:35] - Learn the three key insights for this episode.

[06:19] - Alex shares the story of W. Clement Stone, a true rags to riches story.

[09:36] - How Stone helped Og Mandino, the publisher of Success Magazine, regain his life.

[10:51] - What happened when Stone learned how to close without selling through case studies.

[12:38] - Hear the epilogue to Stone's story.

[14:01] - What's the difference between closing and selling?

[16:14] - Why you should be using case studies in your sales presentations.

[18:21] - The Alexism is, "What type of pilot would you trust to fly with most? The one who loves to fly or the one who loves to land?"

[19:16] - Hear a quick review of the key insights in this episode:

• What closing is defined as and how it's different than selling.
• Why closing sales is the most lucrative skill in business to learn.
• How to close more sales without becoming a salesperson.

[20:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[21:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Horatio Alger AwardOg Mandino

Jack CanfieldThink and Grow Rich by Napoleon Hill

A hermit was sitting near a stream when a young man approaches him. The young man asks the hermit to help him find enlightenment. What happens next is somewhat scary. The hermit, who was actually a master, grabbed the young man and forced his head underwater.

The young man struggled for a moment and then the hermit pulled him. Listen in as Alex shares the meaning behind the story and why you rarely want anything as much as you want air. However, when you go all-in on something, you're essentially working toward something you want that is close in priority to the need for air.

The All-In Principle works because it helps leaders understand the importance of striving toward one goal and leading from behind. I share the story of "The Wall" from the book The All-In Principle to illustrate the difference between leading in front versus behind. Learn what makes a great leader out of a good one.

The All-In Principle is an important concept to master no matter what field or position you are in. While you can't go all-in forever, knowing when to dig deep and push through in business is a necessary skill. The three key insights you'll learn in this episode are:

• What is the All-In Principle by definition and why does it work?
• How the All-In Principle works for leaders from behind versus the front.
• What if you live into the All-In Principle and teach it to others?

Are you ready to go all-in?

In This Episode:

[02:11] - If you hate selling, then this podcast and specifically this episode, is for you.

[04:02] - Learn the three key insights you'll review in this episode.

[05:28] - A hermit was meditating by a river and was approached by a potential disciple. Listen to hear what happens next.

[07:30] - Hear the moral of the story and why you have to be all-in to master anything.

[08:14] - What does it mean to be "all-in" per the definition of the All-In Principle?

[10:29] - Alex shares his story about what it looks like to be All-In as a leader.

[11:37] - Listen to "The Wall."

[15:00] - How "The Wall" represents the All-In Principle and the different types of leadership.

[18:49] - Hear Alex's leadership lesson as told through swimming.

[20:42] - What you need to do to be a great trainer and why you should be training.

[23:17] - Keep in mind that people don't listen to what you say, they learn through demonstration.

[25:47] - Things change when you know the end is near.

[26:05] - The Alexism is, "Sloppy success is better than perfect mediocrity."

[26:40] - Hear a quick review of the key insights in this episode:

• What is the All-In Principle by definition and why does it work?
• How the All-In Principle works for leaders from behind versus the front.
• What if you live into the All-In Principle and teach it to others?

[27:42] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:21] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

The All-In Principle by T. Harv Eker

Have you ever been to a jewelry store and a salesperson approaches you with a stunning piece and one line about how it will make others see you? Usually, that one sentence makes you stop and think, oh yes, that's exactly why I want this piece. If you have, then that salesperson used a tested selling sentence on you and you didn't even know it.

What is a tested selling sentence? The concept was created by Elmer Wheeler, Mr. Sizzle. He was one of the greatest salespeople the world has ever seen and he did it by creating sentences with words specifically chosen to make buying easier. He created over 105,000 sentences in his time and tested them all to the point that only about 5,000 passed.

Listen in as Alex shares some of the sentences he created and how they were specifically designed to help the buyer take action. If you'd like to learn more about Wheeler's sentences, check out his book Tested Sentences That Sell. He spent over a decade refining his technique and then put his research together to teach others.

Wheeler's techniques are used still today throughout almost every industry. They've stood the test of time because they speak to the heart of the buyer. The three key insights you'll learn in this episode are:

• What tested selling sentences are and who created them.
• Why tested selling sentences can work well in any industry.
• How tested selling sentences are discovered and deployed.

Can you think of other instances in which you've noticed these sales principles? How can you use tested sentences in your business?

In This Episode:

[04:13] - Alex shares the three key insights you'll learn in this episode.

[05:40] - Learn about Mr. Sizzle, Elmer Wheeler, one of the greatest salespeople to have lived.

[09:35] - Hear Alex dig deeper into Wheeler's accomplishments and successes.

[11:12] - What are the practices Wheeler revealed in, Tested Sentences That Sell?

[16:12] - Wheeler created over 105k sentences, but only 5k were used. Why?

[20:08] - How changing the words in a sentence can change your life or your sales.

[21:08] - What is a tested selling sentence?

[24:15] - Why do tested selling sentences work so well?

[27:43] - The Alexism is, "Wildly successful entrepreneurs focus on progress, not perfection."

[28:03] - Hear a quick review of the key insights in this episode:

• What tested selling sentences are and who created them.
• Why tested selling sentences can work well in any industry.
• How tested selling sentences are discovered and deployed.

[28:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Tested Sentences That Sell by Elmer Wheeler