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

Imagine a pathway. You're at point A and you are looking to get to point B. It sounds simple enough, but dividing the pathway is nine locked doors. There are big locks, little locks, ancient locks, you name it, but each lock requires a different key. Your mission is to craft the keys that unlock each door, one by one.

What's at point B you ask? Well, it's a sale. That illustrious construct that means the difference between running a business and having a hobby. What if, instead of having to craft new keys every time you made the trek down that hall, you had a mold ready for every specific lock? A mold, that you could replicate and provide to all of your salespeople who are also making the trek?

Objections aren't the end of a sale; they are the beginning. By preparing your salespeople and yourself to deal with those objections, you are creating the mold that will help you craft the keys to unlocking sales objections every time. Listen in to learn the method that I use to obliterate objections every single day in my business.

In this episode, I share with you three key insights into how to obliterate objections and provide that information to your sales teams. Listen to learn:

• What the Objection Obliterator Template is by definition.
• Why the Objection Obliterator Template can boost more sales.
• How the Objection Obliterator Template works, step-by-step.

Remember, if there is no objection, then the sale hasn't begun. By creating an appropriate template, you save yourself and your team from remaking the wheel every time you or they are on a call with a potential client or customer. In every communication, a sale is being made. Are you going to be the one to win?

In This Episode:

[03:55] - Learn the three key insights for this episode.

[04:51] - Alex reveals the perfect metaphor for the objections your prospects will give you on the path to a sale.

[06:00] - The sale begins when you get your first rejection, so embrace them!

[06:39] - What if you had an objection handbook to provide to your salespeople?

[08:00] - Learn how to create your Objection Obliterator Template and why!

[09:31] - Alex shares the metaphor of an apple tree that represents the growth of a sale.

[10:50] - Your Objection Obliteration Template should be a "growing" document.

[11:43] - Hear the objections that Alex faces in his business.

[13:14] - The roots of the tree are the "frequently asked questions" in the template.

[15:02] - Listen as Alex answers the FAQs.

[16:48] - What comes after the FAQs? Your origin story!

[19:46] - How case studies strengthen your Objection Obliterator Template.

[23:29] - The leaves of your tree are metaphors. Listen to learn more!

[25:04] - The fruit, your apple, is your irresistible offer. (What's in an apple? More seeds!)

[25:59] - The "Alexism" for this episode is, "Don't just look for business heroes, become one!"

[26:41] - Alex provides a quick recap of the key insights reviewed in this episode.

• What the Objection Obliterator Template is by definition.
• Why the Objection Obliterator Template boosts more sales.
• How the Objection Obliterator Template works, step-by-step.

[27:38] - 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!

[29:23] - 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

Raiders of the Lost Ark

Aesop

Being nice means different things in different cultures. In the world of sales, being nice means not closing the deal. I was reading Closer's Survival Guide by my friend and colleague Grant Cardone and he discusses the root meaning of nice and how the word is defined in other cultures.

Nice in Middle English means stupid, in Old French it means to feel good but have no impact. The problem with being nice in sales is that you create no tension. There is no immediacy and you fail to reveal why your product or service is necessary for the person you are speaking to. A sale should result in either a "yes" or a "no," but being nice leads to the dreaded and costly "maybe."

I share with you three key insights on the word nice and how to eliminate it from your sales vernacular. The three insights are:

• Why being nice doesn't create enough tension to "close" sales opportunities.
• What the root meaning of nice is and why it suppresses sales opportunities.
• How to create sales with genuine authenticity but without being nice.

Do not lead your potential buyers into the world of Aesop's donkey. Be sure that they make a decision so that you can either close the sale or move onto a person who is ready for your time and services.

In This Episode:

[03:55] - Alex shares the three key insights for this episode.

[05:15] - Learn the root meaning of the word "nice," and why it doesn't work in sales.

[07:19] - What does it take to make the sale?

[08:10] - How Aesop's story about a donkey applies to sales and decision making.

[09:37] - Being nice has no sales tension, a person doesn't NEED your product or service.

[10:54] - Flip the funnel to avoid fighting gravity.

[12:53] - Learn your customer's self-talk and how you can beat objections.

[14:37] - Why your self-esteem directly impacts your ability to sell your product or service.

[16:14] - Downselling is more effective in an online environment. Learn why!

[17:38] - Your pricing barriers are in your head!

[19:37] - Rather than being nice, focus on the anticipated objections.

[20:28] - Objections are like locked doors, and you just have to find the right keys.

[22:33] - Start with the resistance and objections!

[22:54] - The "Alexism" for this episode is, "The difference between an amateur and a professional is making the first dollar."

[23:15] - Alex provides a quick recap of the insights for the episode.

[24:55] - 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!

[26:54] - 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

Closer's Survival Guide by Grant Cardone

Jeffrey Gitomer

All Selling Aside Episode 79 - A Sale is Always Made

Joe Polish

Dan Sullivan

Jeffrey Gitomer, one of my colleagues, friends, and an amazing salesperson, wrote a book called the Sales Bible. In his book, he writes that a sale is always made. Either you sell your prospect on the yes, or your prospect sells you on the no. Such a simple concept but one that will forever alter how you approach sales.

There are four decision-making personas that one must consider when entering a sale. Each of these decision-makers need to be approached in different ways. For instance, the competitive decision-maker processes things fast and logically. This would be me. I want to quickly know what I'm being sold and why it makes sense for me.

Once you've dialed into the type of decision-maker you're working with you can anticipate their needs and objections and obliterate them. This all starts with first realizing that both sides are selling the other at the same time.

Listen in to learn more about the three key insights for this episode:

• What are the 4 decision-making personas you'll meet in any sale?
• Why is seeding through storytelling the easiest way to get more sales?
• How do you obliterate objections without manipulating prospects?

Some people ask how these concepts don't equate to you changing yourself for each sale. Well, are you the same person to your grandparents as you are with your friends? Are you the same with your mother as you are with your wife? No! You change how you act and communicate based on those around you. This is the same concept!

In This Episode:

[04:09] - Learn the three key insights for this episode.

[05:29] - Alex reveals the topic for this episode - why a sale is always "made".

[06:10] - Hear more about Jeffrey.

[06:54] - What makes life easier for you if you don't like to sell? Hint: it's not the Golden Rule.

[07:32] - It's the Platinum Rule: Do unto others as they would be done unto.

[08:36] - What are the 4 decision-making personas?

1. The competitive decision-maker. (What?)
2. The spontaneous decision-maker. (Why?)
3. The humanistic decision-maker. (Who?)
4. The methodical decision-maker. (How?)

[11:04] - Why closing a sell starts with storytelling.

[11:57] - Your origin story should obliterate objections.

[12:20] - Turn objections into FAQs, case studies, etc.

[13:46] - Use the same language throughout your messaging to better obliterate objections.

[15:45] - Alex reveals a story about a 6-year old and a 90-year old who signed up for his masterclasses and how he worked that into a story he uses.

[19:56] - After you create FAQs, turn them into case studies that follow the P-A-R formula.

[21:14] - This episode's Alexism is this: "Seeding through storytelling is the new selling."

[21:53] - Alex recaps the three key insights for this episode.

[24:25] - 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!

[25:45] - 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 Sales Bible by Jeffrey Gitomer

The Platinum Rule by Dr. Tony Alessandra

What is a connector? I can't think of a better way to explain this than by sharing the story of my friend Joe Polish. Joe is now known as the founder of the Genius Network, but he started out with nothing. I share how he rose from nothing to achieve overwhelming success by learning how to connect people.

Joe started out in the carpet cleaning industry. He taught carpet cleaners how to grow their network thereby growing their businesses and their profits. He took what he learned in that industry and then applied it to many others. He learned that being able to connect people is a wonderful skill to have and a necessity in business.

Today I share how connecting with connectors directly affects your business by shining some light on Joe's background and what I learned when he started the Genius Network. See, I was supposed to be one of the original members, but the value was lost on me at the time. Hear why I changed my tune, and how connectors have affected my business.

The three key insights for this episode are:

• What are connectors and why do they boost social influence?
• How to approach connectors so they help increase your status.
• What are the 3 common mistakes people make when connecting with connectors?

Connectors are not in and of themselves the key to fortune, but they are certainly the maps to those keys. Check out the Alexism for today's episode for an even better quote. Have you connected with connectors? Did you make any of the classic mistakes?

In This Episode:

[05:00] - Alex shares the three key insights for the episode which will help you connect with connectors.

[06:28] - Listen in as Alex shares his connection with Joe Polish, a coach who started with carpet cleaners.

[08:42] - How the "Better Your Best" model has affected Alex's businesses.

[09:27] - In 2006, Joe approached Alex to be one of the first connectors in his new program.

[10:23] - Learn why Alex said no to Joe's offer.

[12:27] - What are connectors?

[13:21] - Know the boundaries in connecting with connectors.

[14:21] - You have to know what kinds of connections you want.

[14:59] - Why knowing connectors will keep you from cold calling ever again.

[15:40] - Keep in mind that connecting with connectors does not automatically make you more money.

[19:36] - Give connectors testimonials! Learn why this is so important!

[21:11] - What are the three common mistakes people make when connecting with connectors?

1. Keeping score.
2. Slow follow up.
3. Focusing on monetization.

[24:04] - This episode's Alexism is this: "Tapping into a business network is not having a treasure map that leads to a chest full of golds and riches. It's like having a treasure map that leads to a treasure chest full of other treasure maps."

[24:52] - Alex recaps the main points of the episode including what the ultimate question is and its value, how to determine your NPS, and when you should ask the ultimate question.

[26:00] - 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!

[28:00] - 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 Polish

Jim and Mimi Dew

Genius Network

Ivan Misner - Business Network International

Robert Cialdini - The 6 Principles of Persuasion

Ever heard of Fred Reichheld? He's written several books and hundreds of articles on why loyalty marketing is the lynchpin of any business. Fred is a Harvard BA and MBA graduate who has been named the priest of loyalty marketing and for good reason.

Fred is the creator of the Net Promoter System (previously Net Promoter Score.) Have you ever been asked if you would refer a friend or family member to a certain company? Then you have participated in establishing some company's NPS. This question is the ultimate question!

"The Ultimate Question 2.0," Fred's latest book, guides you through what the ultimate question is, when you should ask it, who you should ask it of, and why you should ask it. He also shows you how to calculate your NPS. You should definitely read the book, but for now, listen in as Alex dives into the NPS and how you can calculate it for your business.

The three key insights for this episode are:

• What is the ultimate question and what true value does it yield?
• What is your company's net promoter score and why is it important?
• When do you ask the ultimate question to get more referents?

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then learn why increasing your NPS leads to a healthier business and let me show you how to do it.

In This Episode:

[03:58] - Learn the three key insights for this episode which aim to reveal the importance of your NPS.

[05:49] - Alex shares a bit about Fred Reichheld and Vilfredo Pareto and their work on how humans choose and refer things to others.

[06:49] - Bonus Alexism!

[06:56] - Fred created the net promoter score which is now the Net Promoter System. (He's also written several books!)

[07:33] - Learn what good profits and true growth really means, and how Fred expanded on this concept in The Ultimate Question 2.0.

[08:25] - Fred is hailed as the person who put loyalty economics on the map.

[11:17] - What is the NPS, true growth, and the most effective way to grow a company?

[11:41] - What IS the ultimate question?

[12:19] - Who are the three types of people the ultimate question reveals and where do they fall on the NPS?

[14:52] - What is a referent and why are they so important?

[16:17] - Learn what questions you should ask next and to whom.

[20:36] - Where is your company in their NPS? How do you calculate your score?

[23:01] - Loyalty marketing is the key when you have new customers or clients!

[23:27] - When should you ask the ultimate question and subsequent questions?

[26:44] - This episode's Alexism is this: "You don't need a parachute to skydive… You only need it to skydive more than once."

[26:10] - Alex recaps the main points of the episode including what the ultimate question is and it's value, how to determine your NPS, and when you should ask the ultimate question.

[27:20] - 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!

[29:04] - 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

Fred Reichheld

Vilfredo Pareto

Fred Reichheld's Amazon Author Page

Peter Drucker

Ryan Deiss

In 2004, my friend Joe Polish and I put our heads together to build a system for creating lifetime clients. After all, selling and marketing to people you are already affiliated with is much easier than appealing to a new audience. We created "stick strategies" to boost maximum profits, minimize losses, and increase the lifetime value of our customers and clients.

Stick strategies are ways to pamper your clients and make them feel invaluable. We have found more than 45 different strategies that are effective, but today I want to share with you just 5 of them. Listen in as I describe the strategies and why they are effective.

Once you've enacted your stick strategies, it is time to indoctrinate your clients. Learn why stick strategies work, how they apply in your marketing funnel, and how to indoctrinate your newly sticky customers. The three key insights for this episode are:

• Why do stick strategies maximize the lifetime value of clients?
• What are 5 time-tested stick strategies any business owner can utilize?
• How can stick strategies become part of a marketing sales funnel?

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Does this speak to the actions you are taking in your business?

In This Episode:

[04:01] - Learn the three key insights for this episode.

[05:32] - Why Stick Strategy Secrets was created and how it was marketed without social media.

[06:51] - What is a stick strategy?

[09:20] - The 5-stick strategies that propelled Stick Strategy Secrets to success.

1. The callback.
2. Creating confirmation page videos.
3. Recorded phone messages.
4. A glossary of terms.
5. Create folders with "! " to put at the top of their email inbox and keep you top of mind.

[19:06] - Stick strategies are about pampering your clients and customers. Learn why!

[20:21] - How to indoctrinate your customers in 3-steps:

1. New language.
2. A place for the community either online or in person.
3. New leadership.

[21:57] - How much more profitable business be if you kept clients for life? Hire a "stick manager!"

[22:54] - The Alexism for this episode is, "In the business world, you're either 'growing' or 'dying' — period."

[23:15] - Hear the quick review of the insights you rediscovered in this episode.

[24:37] - If you've already given Alex a review, write down a specific 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!

[26:06] - 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

Joe Polish

Stick Strategy Secrets

Have you ever considered space travel? How about what it takes to get a rocket ship to the moon? As a rocket ship is leaving the Earth, it takes 85% of its fuel just to breach the outer layers of the atmosphere. From the ground to the sky it's 75 miles.

Do you know how far it is to the moon? About 239,000 miles. 85% of the ship's fuel is used to go an unbelievably short way because the rocket is going against gravity. This is why I believe that it requires more discipline to start a habit rather than to maintain one.

In this episode, I share three key insights that I want you to consider regarding discipline, forming habits, and why willpower is needed for disciplinary actions rather than habitual actions. The Three key insights for this episode are:

• Why discipline is only necessary when you're shaping a new habit.
• How to identify the 4 levels of consciousness and why they're relevant.
• Why getting started requires less willpower than getting down.

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Does this speak to the actions you are taking in your business?

In This Episode:

[04:58] - Learn the three key insights for this episode.

[06:44] - How space travel and discipline apply to creating habits.

[09:40] - Once a habit takes over you don't need as much discipline to continue.

[10:19] - The 4-levels you should be conscious of when shaping habits.

1. Unconscious incompetence (Ignorance)
2. Conscious incompetence (Learning)
3. Conscious competence (Teaching)
4. Unconscious competence (Flow)

[16:28] - The power of creating habits is about creating a ritual and flow.

[17:33] - Discipline is only needed when there is a conscious shift at the beginning of habit-creating.

[19:09] - More willpower is needed to switch and multitask.

[19:52] - Why you should start with the hardest task first.

[21:43] - The Alexism for this episode is, "Wildly successful entrepreneurs don't burst through their comfort zones, they expand their comfort zones."

[22:33] - Hear the quick review of the insights you rediscovered in this episode.

[24:57] - If you've already given Alex a review, write down a specific 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!

[26:29] - 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

Lionel Messi

All Selling Aside Episode 74 - Is Passion Over-Rated?

Passion does not beget commitment, rather commitment begets passion. When Gabriel Alex Mandossian was a sophomore in high school he decided he was going to get into an ivy league school and he was passionate about attaining this dream. He was a champion rower and received several leadership awards in relation to the sport.

His passion however did not feed any commitment. His schedule was packed with school, rowing, and travel, but his desire was to be admitted into an ivy. He was a stellar rower but needed equally stellar grades to obtain his dream. Unfortunately, he didn't make the time to study like he should have, and while his grades were good, they weren't great.

His inability to create a habit of study along with his habit of practice kept Gabriel from being accepted into his school of choice. His story certainly hasn't ended and he's doing very well at his junior college, but no matter the level of passion he had, his passion did not create commitment. These same principles apply to your sales habits.

Society focuses heavily on passion and desire without realizing that those things are attained with commitment first. Learn how today's three key insights help make you better at selling through creating habits and commitments that spur your passions.

• Why passion doesn't produce commitment, commitment produces passion.
• What you do has a greater impact on your destiny than how you feel about it.
• How your motion (commitment) ultimately causes emotion (passion.)

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Let me know how these principles have helped you in your business!

In This Episode:

[05:06] - Learn the three key insights for this episode.

[07:11] - Alex shares the inspiration for his story in this episode, his son Gabriel.

[10:01] - Learn what Gabriel was willing to do to be accepted into an ivy league school.

[11:06] - Why passion is not enough to produce commitment or results.

[13:09] - Was Gabriel passionate or committed? How did he show it?

[15:33] - Learn the effect that habits have on your commitments.

[16:27] - How Gabriel's story applies to sales and life.

[17:51] - Despite the passion he had, Gabriel did not make it into an ivy league school.

[20:51] - Why recidivism applies to this concept.

[21:19] - The three things you need to maintain high commitment and high passion:

1. Create a new language.
2. Create a new community.
3. New leadership.

[23:45] - The Alexism for this episode is, "The most important attitude of a wildly successful entrepreneur is their ability to commit to relaxed intensity."

[25:27] - Alex shares a quick recap of the three key insights for this episode.

[26:36] - If you've already given Alex a review, write down a specific 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!

[28:06] - 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

Business Network International

Ivan Misner

Roy H. Williams

Wizard Academy

In May of 1904, the young John E. Kennedy walked into the saloon at the Lord and Thomas Advertising Agency, the most powerful of its day. John sent a note upstairs via bellboy to Ambrose Thomas, a co-founder of the agency. The note read, "I am in the saloon downstairs. I can tell you what advertising is. I know you don't know. It will mean much to me to have you know what it is, and it will mean much to you too. If you wish to know what advertising is, send the word "yes" down by the bellboy."

Kennedy was a 20-year-old Canadian Mountie who was also a copywriter and looking for a job. In the room with Ambrose Thomas was Albert Lasker, the man who eventually took over the agency. Mr. Thomas was not impressed by Kennedy's stunt, but Lasker found himself intrigued. He asked for permission to chat with Kennedy and Thomas gave in, so they bring the kid up and have a conversation.

The discussion turned into a test in determining the true definition of advertising. Kennedy slowly drew Lasker in by asking questions in a Socratic method and then debunking each definition by stating that there was more. Finally, Lasker asked Kennedy what his definition of advertising was. Kennedy's response? 5-words. Advertising is salesmanship in print.

While this story discusses the sales and marketing techniques of the early 20th century, the concepts still apply. In today's world, not only must you sell, but you must also market yourself to build credibility and believability and give your prospect the reason why they should work or buy with you. Learn how today's three key insights help make you better at selling through appropriate marketing.

• What Gary B's 4-Step Persuasion Equation is and why it works.
• Why believability is the single toughest barrier to overcome in selling.
• How to win the heart with stories and engage the head with reason.

No matter if you're new to sales or a long-time professional, this episode provides amazing insights into the principles of ethical influence. After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Let me know how these principles have helped you in your business!

In This Episode:

[04:08] - Alex shares the three key insights for this episode.

[05:36] - Learn about John E. Kennedy, the first direct response copywriter, (in Alex's opinion.)

[09:06] - Kennedy's 5-world definition of advertising.

[11:47] - Relearn the 3 "Why's" of ethical influence and how they apply to persuasion.

[12:56] - Learn Gary B's 4-Part Persuasion Equation.

1. What is their urgent problem?
2. What is your unique promise?
3. How can you provide unquestionable proof?
4. Provide a user-friendly proposition.

[15:44] - Alex shares the first three of the six-barriers. Those that you move your prospect toward.

[17:24] - Learn the three barriers you need to move your prospect away from.

[18:23] - Which one of the six is out of your control?

[19:27] - Why you win the heart with stories and the head with reasons.

[21:15] - Why the sale is the best way to provide unquestionable proof?

[23:38] - The Alexism for this episode is, "The difference between an amateur and a professional in any business, is the ability to make their first dollar."

[23:58] - Alex shares a quick recap of the three key insights for this episode.

[25:27] - If you've already given Alex a review, write down a specific 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!

[26:49] - 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

All Selling Aside Episode 17. Why Socrates Avoided Rejection

Jim Rohn

All Selling Aside Episode 12. The 2 "Why's" of Ethical Influence

Famous Amos Cookies

Gary Bencivenga

It's October 26th in the year 2000 and I'm at Mt. Sinai Recovery with my then-wife Amy looking at our brand new baby boy. He was expected three weeks later, but because her doctor was going on vacation and he was getting bigger and bigger, they went ahead and induced her. Sounds fantastic right? I had my new baby boy right there! But because I wasn't expecting him for three more weeks, I had a teleseminar scheduled for that evening…

Rather than simply taking up my post in the requisite bedside chair, I decided to go ahead and proceed with the teleseminar by taking the hospital phone into the bathroom. I did what I did and made my offer, but during the teleseminar, the room speakers kept going off announcing the end of visiting hours. I ended up confessing my situation on the teleseminar, let them know what was going on, and then hung up after making my offer. Want to know what happened next?

I sold over $13,000 in that one day. It occurred to me then that if I could sell that much in one day whilst sitting on a bathroom toilet at Mt. Sinai Hospital, then everyone should be able to do at least a 10th of that in the comfort of their own home or office. And so, my origin story was born. In this episode you'll learn:

Why you must use stories to each objection you have with the 6-step formula.

• Why you must embrace objections as buying signals from prospects.
• Why you must convert emotional objections into logical questions.

You'll walk away with actionable steps on how to implement the 6-step formula, why it's important, and why a sale doesn't start until an objection is posed. What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week's three key insights. Are you ready to start obliterating objections?

In This Episode:

[03:49] - Learn the three key insights for this episode.

[05:25] - It's October 26th of the year 2000…

[09:29] - Alex shares the steps in the 6-step formula: When, Where, Who, What, How, and Why.

[11:57] - How to embrace the objection and recognize what it represents.

[13:31] - Why Alex forbids his sales teams to sell during the first two weeks of a new campaign.

[14:15] - Learn the 5-9 authentic objections that typically come up during a campaign.

[15:32] - How to change objections into logical and frequently asked question.

[19:32] - Tackle the objection from all sides. Learn how!

[20:01] - The Alexism for this episode is, "Nothing is as persuasive as the truth."

[21:00] - Alex shares a quick recap of the three key insights for this episode.

[22:17]] - If you've already given Alex a review, write down a specific 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!

[24:20] - 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

Start with Why by Simon SinekGrant Cardone

Russell Brunson