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

I learned one of my most valuable business lessons at a time when I was at my lowest both personally and in my business. I was reminded of this lesson this past November while listening to Perry Belcher's talk at the Genius Network BIG EVENT. He stated that 70% of your success in business is due to your team. Not your marketing, your operations, your production, or your cash flow, but the team that you surround yourself with.

After listening to Perry's talk, I was reminded of a time when I was going through a divorce, spiraling downhill emotionally, and then realized that my team members were stealing from me. You see at that time, I had a roster poisoned by "B" players, and had I known Perry prior to this, my roster would have been filled with only "A" players.

Perry's talk summarized the 5 key questions you should ask your team members to recalibrate and make sure you're on track. The boat only moves forward if all of the rowers are in tune, so you have to have a way to measure your synchronicity. The three key insights for this episode are:

• What are the 5 questions that can quickly align your business team?
• Why are the 5 questions a critical 1st step to unearth "B" players?
• How can you adopt the 5 questions to easily align your team?

Richard Branson famously said, "Clients do not come first. Employees come first. If you take care of your employees, they will take care of your clients." Ask your team these questions and then take their answers and develop training and development tools. Also, don't be afraid to let go of those "B" players. They will only drag you down!

In This Episode:

[04:06] - Alex shares the three key insights you'll learn in this episode.

[05:57] - Listen as Alex relates a talk from the Genius Network BIG EVENT in November.

[08:12] - Learn why over 70% of your success is due to your team per Perry Belcher.

[09:34] - Alex describes a time when his team was misaligned and he realized why his employees and team come first.

[13:05] - How do you align everyone so that they are one team going in one direction? Ask these five questions:

• What business are we really in?
• Who is our ideal client?
• What do our clients value most from us?
• What results do we have so far?
• What's our plan for the future?

[14:56] - Alex digs deeper into the 5 questions you should ask your team and why.

[17:55] - What it means if your team doesn't respond to the questions.

[18:25] - Why are these questions a critical first step to identifying "B" players?

[19:41] - Learn how you can adopt these 5 questions.

[20:45] - The Alexism is, "During the start-up phase of any business, there is no such thing as a 'little' mistake."

[21:49] - Hear the quick review of the key insights in this episode (and how they apply to your pets):

• What are the 5 questions that can quickly align your team?
• Why are the 5 questions a critical 1st step to unearth "B" players?
• How can you adopt the 5 questions to easily align your team?

[23:10] - 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!

[25:31] - 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

Perry BelcherRichard Branson

We all have our places in the world. The places we go to do various activities such as live, work, and play. Ray Oldenburg, a sociologist who wrote about the 3rd place in the late 80s, revealed that we all have our 1st place, home and a 2nd place, work, but we need a 3rd place for our souls.

For many, the 3rd place is church or a rec center or another social area, but you can create this for your clients and customers. When creating the business model for Starbucks, Howard Schultz took great pains to make the coffee shop a 3rd place for millions. He was familiar with Oldenburg's work and sought to create a place where people could relax, unwind, and meet for social gatherings.

When you've developed a course or consultancy, many ask, what next? What do they do once they've gone through the course or finished their round of consultations? How do they keep working with you and staying in your space? Creating a 3rd place is the best way to maintain a relationship and build a community.

The three key insights for this episode are:

• What is the 3rd place and why is it a client stick strategy?
• How can you create a 3rd place for your clients, members, and customers?
• Why creating a 3rd place for all buyers can maximize lifetime values.

Would a 3rd place compliment your business model? My guess is that it would. I wish I'd thought to create this space for my clients and customers sooner!

In This Episode:

[04:31] - Learn the 3-key insights you'll learn from this episode.

[06:02] - What is the 3rd place?

[07:34] - Why do you need a separate 3rd place?

[10:25] - How does the 3rd place apply to Starbucks?

[11:42] - The 3rd place has a place with your clients and customers. Learn how.

[13:22] - Alex reveals why the 3rd place is the perfect stick strategy for your clients.

[17:31] - The Alexism is, "Never confuse your activities with your accomplishments."

[18:09] - Hear the quick review of the key insights in this episode (and how they apply to your pets):

• What is the 3rd place and why is it a client stick strategy?
• How can you create a 3rd place for your clients, members, and customers?
• Why creating a 3rd place for all buyers can maximize lifetime values.

[20:31] - 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!

[22:10] - 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

Ray Oldenberg

Howard Schultz

Have you ever heard of the Domino Effect? Gary Keller and Jay Papasan discuss this effect in their book The ONE Thing. Linked to the Domino Effect is the 1st Domino Principle. On November 13th, 2009, in the Netherlands, 4,491,863 dominos were lined up and toppled down with just one flick of the finger. This made the Guinness Book of World Records for the greatest sequential domino fall in history.

The first domino toppling into the next resulted in 94,000 joules of energy being expended over the course of the line, which equals 545 pushups by the average human. The effect that first domino had on the whole line of dominos was truly astounding. Over 25 years prior to this event, Lorne Whitehead wrote a piece in the American Journal of Physics that he'd discovered that a domino can topple dominos 50% larger than themselves.

Using Whitehead's research, if the 1st domino is 1" in height, the 10th domino would be the size of a 6' tall man. The 18th would be the height of the Leaning Tower of Pisa. The 23rd would be taller than the Eiffel Tower in Paris. The 57ths would bridge the distance between the Earth and the moon.

But how does this apply to business growth and sales? Listen in to learn how understanding the lineage of your 1st domino results in building sequentially, over time a business the size of the 57th domino. Hold onto your patience and confidence as you learn the three key insights for this episode, which are:

• What is the "1st Domino Principle" and why does it impact permanent change?
• How to uncover the 1st Domino in 4 fundamental aspects in your life.
• What if the 1st Domino revealed the three words on your gravestone? What would they be?

Who is your trim tab? Who is your first domino? How will that first domino impact your last? Things to think about as you review this episode and the insights you learned.

In This Episode:

[04:17] - Alex shares the three key insights for this episode.

[06:08] - Every transformation in life starts like falling dominos. Learn more.

[06:52] - What is the 1st Domino Principle?

[08:46] - Learn more about the Domino Effect as discussed in The One Thing, Chapter 2.

[11:30] - How this correlates with The Compound Effect.

[13:07] - Why is the 1st Domino Principle relevant in business and sales?

[15:12] - What is the 1st Domino Principle and why does it impact change?

• Mentally who had the most impact on you?
• Emotionally who had the most impact on you?
• Physically who had the most impact on you?
• Spiritually who had the most impact on you?

[17:37] - Alex shares the dominos in the mental aspect of his life.

[19:02] - Why Buckminster Fuller was Alex's first domino for thinking.

[20:10] - How does your first domino impact your final domino - your epitaph?

[22:08] - What is a TRIM TAB and what does it have to do with sales?

[25:09] - The Alexism is, "Entrepreneurial success is defined by two words: Delayed Gratification."

[26:27] - Hear the quick recap for the three key insights of this episode:

• What is the "1st Domino Principle" and why does it impact permanent change?
• How to uncover the 1st Domino in 4 fundamental aspects in your life.
• What if the 1st Domino revealed the three words on your gravestone? What would they be?

[28:47] - 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!

[30:33] - 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

Joel Bower

The One Thing by Gary W. Keller and Jay Papasan

Bard Press

The Compound Effect by Darren Hardy

Michael Gerber

Buckminster Fuller

Marshall Thurber

Bobbi DePorter

Blair Singer Harv Eker

Many years ago, in northern Asia, a samurai approaches a monk to discern the difference between good and evil. The monk replies by stating that he will have nothing to do with the samurai, which enrages him. The monk's response to the samurai's behavior is enlightening.

The anger shown by the samurai is considered an evil. The samurai went so far as to pull out his sword and threaten the monk's life. His anger was the epitome of evil in that moment. When the monk pacified the samurai with another response, the samurai apologized and revealed the core of good within.

Experience is not the best teacher, it is the ONLY teacher. Which is exactly what the samurai learned from the monk. The three key insights you'll learn by considering the monk and the samurai are:

• Why experiential selling is emotional, not logical, and how to demonstrate it
• Why the only way to sell the unfamiliar is to sell the familiar first
• Why stories and metaphors obliterate most common objections

Seeding through storytelling is the way to increased sales. By selling through experience you increase your credibility and appeal to more potential buyers. Listen in to learn how you can use experiences to appeal to a larger audience.

In This Episode:

[04:12] - Learn the 3 key insights for episode 88.

[05:47] - Many years ago, in northern Asia… the beginning of a story about good and evil.

[07:39] - How have demonstrations been used to propel sales?

[09:23] - Learn how to use your origin story for experiential selling.

[10:36] - What is the greatest of all credibility builders?

[12:22] - Why the only way to sell something unfamiliar is to first sell something that is familiar.

[13:02] - Alex provides another example of experiential selling through fishing.

[15:49] - The Alexism is, "Experience is not the best teacher, experience is the only teacher."

[16:25] - Hear the quick recap for the three key insights of this episode:

• Why experiential selling is emotional, not logical, and how to demonstrate it
• Why the only way to sell the unfamiliar is to sell the familiar first
• Why stories and metaphors obliterate most common objections

[18:00] - 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!

[20:13] - 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

Roy H. Williams, the Wizard of Ads, wrote a fantastic piece in his April 10, 2010 Monday Morning Memo. Listen in to learn how relevance and credibility come together to realize the creation of dynamite ads.

What is it that most ad copywriters lack? The ability to marry relevance and credibility to inspire the reader to make a purchase. Many times ad copywriters stray too far toward relevance and forget to strengthen their words with credibility. This same conundrum plays out in many social areas of our world today.

Relevance is emotion and credibility is truth. Truth without emotion, and vice versa, lead a reader to question why they're considering their purchase. However, when you combine truth and relevance, the result is a no-brainer offer the reader cannot refuse.

The three key insights you'll learn by considering the Wizard's memo are:

• What the 3 Inner Voice Questions prospects silently ask before buying.
• Why answering those 3 Inner Voice Questions can obliterate objections.
• How to structure your next ethically influential presentation.

Truth and credibility are the base to your fiery pier, but what is that last element that results in an ad explosion? Listen in as Alex ads the match to the powder that will ignite your ads.

In This Episode:

[04:26] - Learn the 3 key insights you'll learn from this episode.

[06:06] - What are the two ingredients to explosive ads?

[08:13] - You're a buyer, consider your ads through the lens of being a buyer.

[09:39] - Hear the steps to writing explosive ads.

[11:47] - What questions should you ask yourself to overcome the inquiries of your prospective client?

[14:18] - Learn the three innervoice questions your prospects are asking themselves and how they contribute to the formula for ethical influence.

[16:05] - When someone feels understood, then they're willing to understand.

[17:22] - How to turn innervoice questions into frequently asked questions.

[19:42] - Create case studies to boost your credibility and obliterate objections.

[22:22] - Learn the three part formula to structuring your next ethically influential presentation.

[22:57] - The Alexism is, "Ethical influencers succeed by working in the trenches. It's easy to be brave from a distance. Scary work always pays well."

[24:21] - Hear the quick recap for the three key insights of this episode:

• What the 3 Inner Voice Questions prospects silently ask before buying.
• Why answering those 3 Inner Voice Questions can obliterate objections.
• How to structure your next ethically influential presentation.

[25:30] - 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!

[27:20] - 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 Monday Morning Memo - Roy H. Williams

Les Brown

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

Darren Daily by Darren Hardy

We're traveling back to the 1930s in New York City. At the time, the country is gripped by the Great Depression and many people lost everything they had ever had. One day, on a bench in central park, a printer was considering taking his own life. This printer was in dire straights because he was losing everything of importance to him.

He was unhappy and had lost all hope so his wife was leaving him, his kids were angry with him, his business was floundering and his employees were halfway out the door. His vendors refused to continue doing business with him. He was truly at the end of his rope.

So there he sits, on a park bench in Central Park, and an elderly gentleman sitting next to him remarks on how down he looks. The printer then tells the stranger the story of losing everything and the stranger does something unimaginable. He pulls out his checkbook and writes out a check for $1M. Learn how this check completely changes the path the printer was on and how he manages to change his circumstances completely because of a slip of paper.

The three key insights for this episode are:

• What is confirmation bias and how can it prevent change?
• How confirmation bias looks like a fact, but is really an interpretation.
• Why confirmation bias prevents you from learning and growing.

What would you have done in the printer's place? What confirmation biases are you dealing with right now? As they say, there are no facts only interpretations. Are you ready to change how you interpret the world and start making your business the most successful it has ever been?

In This Episode:

[04:20] - Learn the 3 key insights you'll learn from this episode.

[06:06] - Alex paints the picture of a printer during the Great Depression who is considering taking his life.

[07:53] - Listen as a stranger talks him out of committing suicide.

[09:26] - Find out who the stranger was and how he gave the printer hope in hard times.

[12:38] - Hear how just having hope can change your circumstances.

[15:28] - Who was that stranger really and what does this story have to do with your business? [17:44] - What is the definition of confirmation bias?

[18:32] - Alex shares examples of confirmation bias.

[23:23] - Objectivity is the way to discovering your confirmation biases.

[24:36] - If you're unhappy in any area, then confront your confirmation biases.

[25:31] - The Alexism is, "It's not what you're selling that's most important… it's what your prospect wants to buy that's what's most important."

[26:33] - Hear the quick recap for the three key insights of this episode:

• What is confirmation bias and how can it prevent change?
• How confirmation bias looks like a fact, but is really an interpretation.
• Why confirmation bias prevents your learning and growth.

[27:57] - 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!

[29:53] - 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

Personal Power by Tony Robbins

Imagine this, you're flying over the largest desert on Earth, the Sahara, in a single prop plane, with just you and a pilot on your way to Marrakesh. Everything is going fine but then you hear the telltale sign of engine failure... putt… putt…. putt… Your pilot is a highly experienced individual and manages to land the plane in the sand and you both survive. However, you have a problem. You and your pilot have to get to Marrakesh before you run out of water.

In this case, what is the most important question you should be asking yourself? Should you be wondering where Marrakesh is? Or should you instead be more concerned with where you are right now? This parable illustrates the relationship between COI and ROI.

The cost of inaction or COI principle is where you should focus 80% of your time. Figure out your clients' pain points and then show them how your product or service will save them from the pain of inaction. The three key insights for this episode are:

• What is the COI principle and how is it different from the ROI principle?
• Why the COI principle is the only ethical way to enroll new clients.
• How to express the COI principle to prequalified prospects.

Once you've figured out where your client is, you can help them get to where they're going much more easily. While everyone typically focuses on the return for their investment, learn how to be the one that points out the issues that arise from taking no action at all. In the case of your plane trip to Marrakesh, if you were to take no action, the cost would be death. While the actual level of pain may vary, inaction may lead to the death of one's business.

In This Episode:

[04:25] - Learn the 3 key insights you'll learn from this episode.

[05:39] - Picture yourself in a single prop plane, flying over the Sahara desert, and the engine goes out.

[06:59] - If you're in this scenario, what's the single most important though that you should have?

[07:37] - Why is knowing where you are more important than knowing where you're going?

[09:00] - Focusing on where you want to be is irrelevant if you have no idea where you're at.

[10:20] - What is the COI principle?

[11:31] - Learn why you should not skip the prequalification process with your clients.

[13:00] - Diagnosis is the most critical part of any sale. A misdiagnosis will kill the sale.

[15:07] - Alex shares why the COI principle is in direct contrast to the ROI principle and what he guarantees his clients who want to know what their ROI will be.

[18:17] - Why is the COI principle the only ethical way to enroll new candidates?

[20:30] - How do you express the COI principle to prequalified prospects?

[23:53] - Don't forget to suss out the other alternatives your client has used. Learn why.

[25:14] - The Alexism is, "Never confuse activity with accomplishment."

[25:41] - Hear the quick recap for the three key insights of this episode:

• What is the COI principle and how is it different from the ROI principle?
• Why the COI principle is the only ethical way to enroll new clients.
• How to express the COI principle to prequalified prospects.

[27:34] - 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!

[29:37] - 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

7 Habits of Highley Effective People by Dr. Steven Covey

Do you know the story of the Buddha? He grew up in a family marked by wealth. He was a prince among men and knew no hardship. One day he left the palace to walk among the people in the village and he saw all the stages of life. He later met an ascetic who, though he had no true worldly possessions, had the greatest sense of contentment radiating off of him.

Buddha began to wonder and ruminate on what it is that allows humans to feel true happiness. Obviously, true happiness was not gained by wealth alone. The ascetic was happy and content and had nothing to call his own. Buddha then developed the eightfold path as a way to navigate the journey to enlightenment.

The eightfold path is all about having the "right" tools at the "right" time. Learn how the eightfold path can help you better develop your sales conversations each and every day through these three key insights. Learn:

• What the elements of the eightfold path are by definition.
• Why the eightfold path is important to ethical influence.
• How to undertake the eightfold path in sales conversations.

This episode is not meant to be a study in religion, but instead a correlation between ethical influence and selling with integrity. Buddhism and the teachings of Buddha have lasted more than 2,500 years and is currently practiced by over 600million people. It is a system of belief with teachings that apply heavily to seeding through storytelling. Listen in to learn how you can apply these ancient teachings to your everyday sales dialogue.

In This Episode:

[03:59] - Learn the three key insights you'll learn in this episode.

[05:31] - Alex shares the story of Buddha.

[06:57] - What is an ascetic?

[08:47] - Alex reveals the eightfold path and why it is important.

[09:38] - Create a buying environment and you will become a great salesperson.

[12:11] - How Buddhism and sales communication intersect.

[12:45] - Learn the eight elements of the eightfold path and how they apply to sales.

1. Right understanding
2. Right thought
3. Right speech
4. Right action
5. Right livelihood
6. Right effort
7. Right mindfulness
8. Right concentration

[20:05] - Alex shares the stories of Cicero and Demosthenes, great orators in history.

[21:12] - Why is the eightfold path important to ethical influence?

[21:59] - What does "right" mean?

[24:29] - How do Albert Einstein, Buddhism, and ethical influence all tie together?

[26:54] - Learn how you can take the eightfold path in a sales conversation.

[28:30] - The Alexism is, "The three responsibilities of every salesperson are: 1) Define reality, 2) Protect confidence, and 3) Communicate with compassion."

[29:58] - Hear the quick recap for the three key insights of this episode:

• What the elements of the eightfold path are by definition.
• Why the eightfold path is important to ethical influence.
• How to undertake the eightfold path in sales conversations.

[31:23] - 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!

[33:20] - 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

Jim Collins

Keith Cunningham

The late Dr. Stephen Covey wrote several very important books, most notably The 7 Habits of Highly Effective People. This, however, is not my favorite of his books. My favorite is his book on how habits affect productivity called First Things First.

Dr. Covey created the 4 Covey Quadrants to describe various tasks and actions and how prioritizing them makes a huge difference in your productivity levels. In my mind, there is no such thing as time management. You have no ability to manage time. It goes in one direction and everyone has the exact same number of minutes and hours in the day.

Time management should instead be called "action" management because you can control your actions and how you spend your given time each day. Are you living in a state of crisis in your business every day? Or have you taken the time to plan and prepare?

The three key insights for this episode are:

• What the 4 Covey Quadrants are and why they are important.
• Why living into the Priority Principle can change your life forever.
• How to know the difference between Productivity and Leverage.

In order to live in the proper quadrant, you need to understand the Priority Principle and how to apply it to your business. Listen in to learn how the Priority Principle and the 4 Covey Quadrants can help you make it to a place of leverage rather than simple productivity.

In This Episode:

[04:14] - Learn the 3 key insights for this episode!

[05:44] - Alex reminisces about meeting the late Dr. Stephen Covey, and why 7 Habits is not his favorite book.

[06:34] - Why doesn't Alex believe in time management?

[08:17] - The 4 Covey Quadrants:

1. Urgent and important
2. Important but not urgent
3. Not important but urgent
4. Not important or urgent

[08:54] - Learn more details about which activities belong in each quadrant.

[10:18] - Buddhism and activity management… how are they correlated?

[11:44] - Quadrant 1 can consume you, how do you avoid it?

[13:37] - What belongs in Quadrant 3 and how do you move out of it?

[15:47] - Learn what the priority principle is, who penned it, and why it's important.

[17:34] - What actions are important to take so that you can live in Quadrant 2?

[19:29] - Alex shares the difference between productivity and leverage.

[20:57] - The Alexism is, "The single biggest failure of your life is NOT ignoring your daily distractions."

[21:37] - Hear the quick recap for the three key insights of this episode:

• What the 4 Covey Quadrants are and why they are important.
• Why living into the Priority Principle can change your life forever.
• How to know the difference between Productivity and Leverage.

[22:42] - 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!

[24:11] - 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

Dr. Stephen Covey

The 7 Habits of Highly Effective People by Stephen R. Covey

First Things First by Stephen R. Covey

The War of Art by Steven Pressfield

Good to Great by Jim Collins

It's 1972, at Allendale Elementary in Pasadena, California, and an 8-year-old Alex is participating in his Cub Scouts fundraiser. The goal was to sell as many boxes of chocolate chip cookies as possible because the scout with the top sales got to go to Disneyland with a friend. Alex's friend Billy, a neighbor from down the street, was also in his troop and so they came together to create their first joint venture opportunity. If Billy sold the most boxes of cookies, he'd take Alex to Disneyland and vice versa.

Billy proceeded to try door-to-door sales. He approached over 50 houses and only managed to sell five boxes of cookies. It was then that Alex realized the trip to Disneyland was up to him. He took a moment and thought about the best place to find people in the mindset to buy cookies, and realized selling door-to-door wasn't going to cut it. Instead, he had his mom take him to a grocery store and positioned himself in front of the entrance.

He also crafted several different offers. He'd start by asking for a $50 donation, for which he expected to receive a no. From there he offered a 5 box bundle, then 3, then just 1. At the age of 8, he was already practicing his sales and marketing techniques. Listen in to learn how his tactics fared over Billy's and whether or not they made it to Disneyland!

Creating an origin story is the beginning of creating a relationship with your ideal client or customer. Listen to learn how to obliterate objections through these key insights:

• Why origin stories are the storytelling seeds to get more sales.
• Why composing a compelling origin story requires 6 simple steps.
• Why your followers forget your name, but not your origin story.

Crafting a compelling origin story is tantamount to creating the perfect offer. Your origin story gets you as close as possible to your ideal client and as such is foundational to your business. Listen to learn all about crafting the right origin story for your product or service. Keep in mind that you shouldn't have just one. If you have multiple offers, you should probably have multiple origin stories.

In This Episode:

[04:26] - Learn the three key insights for why origin stories are so important to selling.

[05:59] - Hear Alex share a story about his Cub scout troop and their fundraising competition.

[08:52] - Alex and his next-door neighbor Billy make their first JV deal.

[09:54] - Billy hops on his bike and goes door to door, with very little success in selling cookies.

[11:24] - Learn what 8-year-old Alex decided to do instead and why.

[15:01] - Alex shares the moral of his story.

[17:45] - Hear a very vulnerable story that describes the wrong market at the wrong time.

[19:47] - Learn more about crafting the right message for your market through down selling.

[21:27] - Did Alex win the fundraising contest? How is his process realized in today's world?

[24:43] - What is the formula for creating an origin story? (When, Where, Who, What, How, and Why)

[26:40] - Why your followers will remember your origin story but forget your name.

[27:16] - The Alexism is, "Great entrepreneurs teach their customers, suppliers, and team members HOW to think, not WHAT to think."

[27:52] - Hear the quick recap for the three key insights of this episode:

• Why origin stories are the storytelling seeds to get more sales.
• Why composing a compelling origin story requires 6 simple steps. (When, Where, Who, What, How, and Why)
• Why your followers forget your name, but not your origin story.

[29:12] - 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!

[30:41] - 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

Dr. Robert Cialdini

Start With Why by Simon Sinek