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

In 2004, my friend and colleague Yanik Silver launched Mind Motivators, a course built through teleseminar recordings, notes, and executive summaries. This is before YouTube and social media channels, and we put a lot of time and effort into this launch. It was going great! Then we got an email from copywriting and direct response marketing legend Joe Sugarman.

At the time, Joe had recently released a book called Triggers, and the promise of his book was almost word for word the premise of our course. He emailed us to point this out and note that he was upset because he felt people might become confused over the similar messages. We went back to the drawing board, altered the message of the program, and then sent it back to him to make sure it met with his approval. All was well, he agreed that the issue was clarified, so we then asked him for an endorsement for our course.

You see, the only way to get testimonials and endorsements for your products and services is to ask for them. Listen in to learn how to properly ask for and use endorsements, case studies, and testimonials. This episode's three key insights are below, but really take them in and use the information provided to take your products and services to the next level of influence.

• How to get great testimonials from the thought leaders you admire.
• How to get heart-centered video testimonials and what questions to ask.
• How to separate: endorsements, testimonials, and case studies.

We as humans are more likely to purchase a product or service if someone else has already done so and approves. Properly obtaining and using testimonials, case studies, and endorsements will open up a whole new realm of sales opportunities for your business! What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week's three key insights.

In This Episode:

[03:45] - Alex shares the three key insights for this episode.

[05:10] - Learn how Yanik Silver's launch of Mind Motivators was altered by the interest of a big name in the marketing world.

[06:43] - Joe was upset because he thought that Yanik and Alex plagiarized his promise from the book Triggers.

[08:17] - Alex asked what they could do to fix the issue and then asked for an endorsement for their program and they are now great friends.

[10:50] - Learn how to get quality testimonials and endorsements.

[12:35] - What's the difference between a case study, endorsement, or testimonial?

[14:25] - The highest level of social proof is the case study and they should follow the P-A-R model. (Problem - Action - Result)

[15:16] - Which type of person is ideal for each level of social proof?

[17:02] - Learn the best way and the best type of testimonials to use and obtain for your business?

[17:50] - How do you get quality, heart-centered video testimonials?

[18:20] - Alex shares the four questions he asks his students to get quality testimonials.

1. Why is Alex a special teacher?
2. What roadblocks did he help you overcome?
3. What results do you now know are possible?
4. Why would you recommend Alex to your friends and colleagues?

[19:55] - How do you get these questions answered on video for a testimonial?

[21:11] - Want Alex's testimonial reel? Find it here: marketingonline.com/fan

[21:33] - Today's Alexism is, "Premise always precedes purpose. What you believe determines why you believe it. Once you change your premises, your life will change."

[22:24] - Alex provides a quick recap of the insights for this episode.

[24:07] - 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!

[25:47] - 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

Joe Sugarman

Triggers by Joseph Sugarman

All Selling Aside, Ep. 70: Give Reasons or ResultsAlex's Testimonial Reel

Harvey Mackay

Larry King

Jack Canfield

George Foreman

Ryan Levesque

Ryan Deiss

Vishen Lakhiani

Russell Brunson

Harv Eker

Bill Phillips

Ayn Rand

It's 2008, the heart of the Great Recession, and a couple of great friends of mine and I were trying to figure out how to sell more resources to fewer people. T. Harv Eker, Michelle Burr, and I were working to create a framework for creating more income in a very tight market. Out of that strategy session, Harv created the Reasons or Results coaching program.

Do you tend to get things done? Are you timely and results-driven? OR… are you the person who has great intentions, but also a million reasons for why things don't get done? You can see why a coaching program that focuses on the mindset of results versus reasons would be a big-ticket item right?

Ethical influence is built upon results. Listen in to learn why you can either have reasons or results and how that clarification can and will change the lives of your clients. The key takeaways for this episode are:

• What's the most important word for the question: Give reasons or results?
• Why the reasons or results mindset changes the lives of the people you coach.
• How to get more results versus reasons for achieving what you want and avoiding failure.

Ready to become results-oriented and lead your clients to greatness? Let me know what your biggest takeaway is from this episode!

In This Episode:

[01:27] - Welcome back to All Selling Aside! The show for coaches, speakers, and authors who hate to sell.

[03:45] - Learn the 3 key insights for this episode.

[04:59] - Alex's story for this episode starts in 2008 during the Great Recession, with him, T. Harv Eker and Michelle Burr trying to figure out how to sell more to fewer people.

[07:34] - T. Harv Eker came up with Reasons or Results coaching as a way to sell a recurring coaching program.

[08:28] - What is the most important word in the question, Reasons or Results?

[09:27] - How does this question change the lives of those you coach?

[12:58] - Alex shares the various names for the term leader and the definition and how this applies to coaching.

[14:45] - What are the reasons that you hear when someone underperforms?

[15:45] - How I.R.S. scoring works in Alex's company.

[18:55] - Today's Alexism is, "An incompetent person with a great attitude is still an incompetent person."

[19:49] - Alex provides a quick recap of the insights for this episode.

[21:15] - 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!

[22:36] - 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

Harv Eker

Michelle Burr

Roy H. Williams

Wizard Academy

I've referenced Dr. Robert Cialdini many times throughout the course of this podcast because of his impact on ethical influence. The pillars of influence Dr. Cialdini has provided the world have changed the way salespeople approach selling. Ready to learn what fuels the pillars? Listen in!

Have you ever picked up a really heavy box, set it down, and then picked up a lighter box, then thought to yourself that it felt like a feather? The actual weight of the lighter box didn't change but your perception of its weight did. This is called the Contrast Effect and it illustrates the how the human brain perceives the world around it.

This same concept applies in sales. In fact, you can apply the Contrast Effect to just about every negotiation you're involved in. In this episode we learn:

• What the Contrast Effect is and why it is so influential.
• How the Contrast Effect works with human buying decisions.
• Why the Contrast Effect works with pricing.

Are you ready to absorb one of the keys to successful selling? Then get comfortable and listen closely because this episode is for you!

In This Episode:

[01:26] - Welcome back to All Selling Aside! The show for coaches, speakers, and authors who hate to sell.

[03:44] - Learn the 3 key insights for this episode.

[04:56] - Alex gives a brief history of Dr. Robert Cialdini and his works.

[06:32] - What are the principles of persuasion per Dr. Robert Cialdini?

[07:34] - Learn about the Contrast Effect through real life observations.

[10:01] - Sales is driven by parallel comparison… why?

[13:03] - Why should you be using the contrast effect in sales?

[17:20] - How is The Contrast Effect is best used?

[19:59] - This is not a principle of persuasion, instead The Contrast Effect is fuel.

[21:52] - Don't forget the Power of Three!

[22:07] - This episode's Alexism is, "The best thing you can do for the ungrateful in your life is not be one of them."

[23:08] - Alex provides a brief recap of the 3 key insights and the episode.

[24:41] - 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!

[26:09] - 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

Ryan Deiss

Dr. Robert Cialdini

Richard BandlerJohn Grinder

Influence: The Psychology of Persuasion by Dr. Robert Cialdini

All Selling Aside Episode 65: Profit Down-Selling Tips

All Selling Aside Episode 66: Profitable Up-Selling Tips

All Selling Aside Episode 36: The Remarkable Power of Three

In this episode, I want to share with you the story of my student Phil. He is a musician, artist, and now novelist, but needed a way to expand his relationship capital in the world of novelists. He hired me to help with his networking strategy and I shared with him the F.I.T Formula that I recommend to all of my clients.

I asked him to start following three big-name novelists in the field and to interact with them daily. If he was unable to interact daily because they didn't post daily, then I asked that he at least take the time to check so that he could consistently bring his name to their attention. He did this and started a relationship with Stephen King.

Follow is the first step in the three-step F.I.T Formula and I look forward to sharing with you the other two steps in the course of the episode. Our three key insights for this episode will help define and explain the F.I.T Formula and why it works so well. We learn:

• What the F.I.T Networking Formula is and why it works so well.
• Why growing relationship capital is farming and not hunting mindset.
• How the "F" of the "F.I.T." Formula can take up to 90 days to take root.

Are you ready to increase your networking skills? Then this episode is the one to. Learn each of the three steps to the formula and then go out and implement. I want to hear how this formula works for you!

In This Episode:

[01:27] - Welcome back to All Selling Aside! The show for those who hate to sell.

[03:40] - Alex shares the three key insights for this episode.

[04:52] - Quick tip of the hat to one of our students Brian, who listens to each episode 4 to 5 times, and has become conversational in English.

[05:40] - Alex tells a story about Phil, a man from Brazil who paid Alex to mentor him.

[07:58] - Alex coached Phil to use the F.I.T. formula to expand his network.

[08:20] - Learn what the F, I, and T stand for and how they apply to networking.

[09:17] - Why the "F" can take 90 days or longer.

[12:01] - Alex shares why growing relationship capital is more like farming than hunting.

[12:42] - Once you are noticed, you "I" - invite them for an interview, then "T" tell the world.

[13:35] - This formula applies across industries — Alex provides the example of coaches, financial advisors, and doctors.

[18:10] - Pamper your relationship, don't pimp into it.

[18:38] - The persuasion principle of consistency is extremely important in this method.

[19:50] - The Alexism for this episode is, "It's better to grow deep roots than to pluck ripe fruits."

[21:26] - Alex provides a quick recap of the three key insights.

[23:17] - 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!

[25:06] - 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

Push Button Influence

Guerrilla Business School

Stephen King

James Patterson

J.K. Rowling

The 6 Principles of Persuasion

Clear Path Coaching

Sean Stephenson

Today I share how choosing who to lose opens up more doors than simply deciding on who to keep. In 2011 my mentor Roy H. Williams and I were at the Pathfinder Mastermind, and I had a question I was burning to ask him. I wanted to know how he managed to target his audience so effectively.

Roy's response was that I needed to, "Choose who to lose." When I asked for clarification he referred me to one of his Monday Morning Memos (specifically the one from 5/30/2005) discussing how deciding who not to target is more clarifying than deciding who to target. The memo goes on to discuss three other rules for properly targeting the right audience.

I also share an amazing case study of my own. I share an ad that I created with T. Harv Eker that made over $22 million dollars in just three years. Let me know if you can spot the four targeting concepts we discuss in the episode.

Our three key insights for this episode explore why narrowing your targeting creates more effective messaging and how to niche down. We learn:

• Why declaring who you DON'T want to sell 1st, clarifies who you DO.
• Why candor in messaging has the surprising power to grab attention.
• Why your message is a far more effective targeting tool than media.

You won't want to miss this episode if selling really isn't your thing. Why? Because when you're speaking to the right people and providing them the right content, selling becomes simple.

In This Episode:

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

[05:11] - The episode starts as Alex recounts asking his mentor, Roy H. Williams, how he targets his audiences when they were at the Pathfinder Mastermind in 2011.

[06:00] - Roy responded with four words, "Choose who to lose!"

[06:14] - "Creativity is the truth made fascinating." Not the Alexism for this episode, but today deserved a bonus.

[07:00] - After asking for clarification, Roy recommended Alex look up a Monday Morning Memo from 5/30/2005.

[07:32] - Alex reads the Monday Morning Memo he was referred to.

[08:42] - Target through the content of your message rather than the demographic profile.

[10:03] - After targeting through content, you have to gain attention.

[11:10] - Surprise your target with candor. Fascinate them with candor.

[12:43] - Make it make sense. Believability is the key.

[14:59] - The riches are in the niches. The more narrowly you define your ideal customer, the easier it is to speak to them.

[15:49] - Alex shares examples of niches that he targets naturally due to the content he creates.

[17:25] - He reveals one of his most successful ads to date for the Ultimate Internet Boot Camp.

[18:13] - Today's Alexism: Creativity in marketing is the truth made fascinating.

[19:09] - Alex provides a quick review of the episode and restates the three key insights for today.

[20:55] - 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!

[22:45] - 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

Roy H Williams

Monday Morning Memos

Jack Canfield

Ryan Deiss

Harv Eker

Today we learn the keys to upselling and how to make upselling work for you in your business. My friend and colleague, T. Harv Eker, started his paramount sales career in the women's shoe department of a store. Obviously, he went on to much bigger and better things, but it was while selling shoes that he learned one of the keys to sales.

One day young Harv was helping a woman try on shoes. She tried on several, decided on a few, and asked him to put them behind the counter while she shopped around the mall. He told her that was okay and put the shoes aside. He was very excited about this purchase because the woman was prepared to buy several hundred dollars in shoes.

Unfortunately, that woman never came back. When selling high-frequency, low-end products such as shoes, clothes, accessories, books, etc., remember one thing, the sale has to happen "now or never." Sell to your customers while you have their attention and then capitalize on that attention and upsell.

Our three key insights for this episode all involve the beauty and strategy of down selling your products and services. We discover:

• How up-selling is faster, better, and easier with micro-commitments.
• How to apply up-selling with high-frequency "retail" purchases.
• How to up-sell one-time offers with a free physical offer like a book or some sort of audio.

Tune in to learn how companies upsell you every day and how you can implement those same practices to greatly increase your margins in your day to day sales. These concepts work both with physical products and digital products, so you're covered no matter how you reach your customers!

In This Episode:

[4:05] - Alex reveals the three key insights for this episode.

[5:22] - Alex shares his history with today's story subject: T. Harv Eker

[6:22] - Harv started his sales career in the women's shoe department at the age of 17.

[7:51] - Learn one of the cardinal sins of sales through Harv's shoe sales experience.

[8:41] - With consumable high-frequency offers, like shoes and accessories, you want micro-commitments and then you want to upsell.

[10:57] - Most people don't know how to upsell, but with low-end products, it is a must.

[11:53] - Alex shares examples of upselling opportunities that dramatically increase profits.

[14:24] - Learn how to upsell by using special offers and programs.

[16:51] - Alex moves back to ladies shoes and how you can upsell with multiple colors and accessories.

[18:13] - Virtual upselling happens when you funnel your customers through trip wires and one-time offers.

[21:55] - The Alexism for this episode is this, "The ripest fruits on any tree are typically the hardest to reach."

[22:22] - Alex provides a quick episode review and restates the 3 insights for this episode.

[24:22] - 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!

[25:36] - 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

World's Greatest Marketing Seminar

Guerrilla Business School

Guerrilla Business Intensive

Harv Eker

Jeff Bezos of Amazon

www.supersmile.com

www.marketingonline.com/book

Today's story is about me, Ryan Levesque, and my P.L.U.S. marketing funnel. Here I was at the gym in my apartment complex when I receive a call from Ryan. He had just heard about my marketing funnel and gave me a call while he was going through the TSA pre-check at the airport.

The P.L.U.S. marketing funnel was formed when a launch when south. I created this formula and managed to make back all of the debt the launch created and then some, saving the launch and my relationship with several of my friends who were joint-venture partners.

Ryan was embarking on a launch later in the year and I was one of the joint venture partners. The launch was designed used the PLF formula, but Ryan heard about my success with my P.L.U.S. launch formula and wanted to know more. After his launch, Ryan only netted about 15% in profit. His goal was to increase his return on investment by employing a post-launch upsell strategy which my sales team and I created.

Ryan had two offers he was looking to sell but the cost margin on them wasn't significant enough for a true down sell. I dug out of Ryan that he had in the past provided a done-for-you service and the cost of that service was significantly higher than the other two services. I convinced him to offer that service even though it wasn't available, and then I mapped out how down selling would allow him to scale his business without ever having to sell the defunct done-for-you service.

Our three key insights for this episode all involve the beauty and strategy of down selling your products and services. We discover:

• Why down selling works faster, better, and easier than upselling.
• Why down selling is about designing and offering the highest-end offer first.
• Why down selling works with three different price points in a single-family offer.

Tune in to learn how Ryan managed to turn the profit margin on his launch around by starting at the top of the sales pyramid and working down. Use this information to further your selling success using Ethical Influence.

In This Episode:

• [3:47] - Alex reveals the three key insights for this episode:
• Why down selling works faster, better, and easier than upselling.
  • Why down selling is about designing he highest-end offer 1st.
  • Why down selling works with 3 price points in a single-family offer.
• [5:28] - Today's story starts off with Alex in his gym speaking with Ryan Levesque on the phone about my P.L.U.S. marketing funnel.
• [6:07] - Alex shares the meaning behind the P.L.U.S. acronym: Post, Launch, Upsell, Strategy.
• [7:36] - Ryan shared the details of his launch with Alex. After all was said and done, he only netted about 15%.
• [8:40] - Alex shares details about Ryan's post-launch upsell strategy.
• [10:07] - Ryan shares the different offers he was selling and why I had a problem with the cost of the programs.
• [11:22] - Alex shares the process of down selling and how it completely change the environment of Ryan's launch.
• [14:49] - Utilize the power of the 3 in the offer anatomy of down selling.
• [15:28] - Start high then go low with digital products. For physical products, you want to focus on upselling.
• [17:00] - Alex reveals the power of the cumulative trio — a concept he created in 2006.
• [20:54] - Learn how the Contrast Principle as explained by Dr. Robert Cialdini applies to down selling.
• [22:18] - Another advantage to down selling is the takeaway concept versus the add on.
• [24:18] - The Alexism for this episode is this, "The ripest fruits on any tree are typically the hardest to reach."
• [24:47] - Alex provides a quick episode review and restates the 3 insights for this episode.
• [25:53] - 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!
• [27:16] - 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
• ASK Method
• Ryan Levesque
• Dr. Glenn Livingston
• Power of Three
• Dr. Robert Cialdini
• Joe Polish

Today I share with you the story of a wise man in the Middle East who was challenged by a young ambitious man. The wise man was known for providing good counsel and solving disputes. He appeared to know the answer to every predicament brought before him and solved those predicaments over many years. When the young ambitious man heard of the wise man, he sought to undermine the wise man's authority and prove him wrong.

The young man hatched a vicious plan involving a dove and death. He would go to the wise man holding a dove in his hands and ask whether or not the dove was alive or dead. If the wise man said the dove was dead, the young man would release the dove and prove him wrong. If the wise man said the dove was alive, the young man would kill it in his hands. The young man felt his plan was foolproof.

Alex goes on to reveal the dilemma the wise man was put in by the young man. Rather than speaking immediately, the wise man ponders the question of the young man. When he was ready the wise man spoke. He told the young man that the choice in whether the dove was alive or dead rested solely within himself.

This story segues perfectly into the three key insights for this episode:

• Authority earned gradually is ethical. Authority gained instantly is typically unethical.
• Consistency and commitment, one of the 6 Laws of Persuasion by Dr. Robert Cialdini, are imperative in establishing authority.
• We define what wisdom is by definition and how it conflicts with ambition.

Don't miss this inspiring episode in which we explore how to build authority to drive ethical influence, and spread wisdom without falling to ambition.

In This Episode:

[3:55] - Alex reveals the three key insights for this episode.

[5:22] - Today's story is about a wise man in a Middle Eastern village who was challenged by an ambitious young man looking to prove the wise man wrong for the first time and gain notoriety.

[10:22] - The young man poses his question and receives wisdom from the wise man.

[16:10] - Consistently and gradually building authority over time is the ethical way to grow.

[16:55] - Alex talks about the bell curve of simplicity and complexity in knowledge.

[18:48] - Oliver Wendell Holmes is the most quoted chief justice in American history — he said, "I wouldn't give a fig for simplicity on the near side of complexity, but I would give my life for simplicity on the far side of complexity."

[21:03] - He discusses ethical influence as determined by Dr. Robert Cialdini and his 6 Laws of Persuasion: Reciprocity, Commitment and Consistency, Social Proof, Liking, Scarcity, and you'll need to research the final one. {Cialdini's Six}

[24:44] - Alex shares a quote from his friend Roy H. Williams, "Passion doesn't produce commitment. Commitment produces passion."

[27:55] - Alex discusses the 4 Laws of Karma - Expansion, Likeness, Effect, and Cause - and their relation to ethics.

[31:33] - The Law of Cause and Effect is very accountable, consistent, and committed to the Laws of Nature.

[33:11] - The Alexism for this episode, "Social Influencers replace the age-old 'Command & Control' political management with 'Engage & Enroll' servant leadership."

[34:03] - Alex runs back the episode in a quick review about the insights and implores that we all fight back against the disruption of dishonest people with our words and wisdom.

• Authority, when earned gradually, is ethical. Instant authority usually reveals a lack of ethics.
• Consistency and commitment are two of the most important in Cialdini's Six Principles of Influence.
• What wisdom is by definition and how it conflicts with ambition.

[36:35] - 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!

[38:07] - 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

Oliver Wendell Holmes Jr.

Influence (Principle of Ethical Influence) by Dr. Robert Cialdini

Cialdini's 6 Principles of Persuasion

Brendan Burchard

Tucker Max

Roy H. Williams of Wizard Academy

Mondaymorningmemo.com

Darren Hardy of Success Magazine

Darren Daily On Demand Podcast

All Selling Aside Episode 53: Avoid Bad Business Karma

Today I want to share with you the story of Jerry Acuff and the car buying experience that he shares in his book Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy, on pages 18-20. Jerry was considering buying a BMW, same brand of vehicle I own.

Jerry recounts walking into the BMW dealership and not being accosted by salespeople. Instead, he was able to walk about and check out the different vehicles. After a while, a salesperson approaches him and asks a series of questions. The questions lead Jerry and the salesperson to the ultimate conclusion that BMW is not the right fit for him, but the way in which it was done is supremely important.

In today's episode, I walk you through the steps of the D.E.L.T.A. sales process, why it is much more effective now than other sales tactics, and why connecting is better than closing. We also discuss the certainties which have to be true before a sale can be made. Sales is not about making the close, it's about making the connection that leads to several closes.

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then listen to this episode and learn how to make sales through connections and honest communication.

In This Episode:

[03:37] - Alex reveals the three key insights for today's episode.

[04:52] - Alex shares a story about Jerry Acuff, one of the authors of Stop Acting Like a Seller and Start Thinking Like a Buyer.

[06:43] - While looking at a BMW, Jerry is taken through a series of questions very similar to the Socratic Method of questioning.

[08:20] - When asked a question, consider asking another question rather than making a statement.

[10:13] - Alex talks about transparent honesty and how this salesperson sold with seeding through storytelling.

[11:07] - There is significant power in telling a potential buyer that the product is not for them. Alex solidifies this with a story about his own products and sales process.

[13:14] - Alex introduces the D.E.L.T.A. process and reveals that "D" stands for develop.

[14:11] - The "E" stands for engage; engage in meaningful dialogue.

[15:35] - "L" learn the prospects chief complaint. Alex admits this isn't in the book, but he feels this is an important step in sales.

[16:56] - "T" tell objection obliterating stories, the keys that unlock the doors to the barriers.

[18:03] - "A" ask appropriate commitments that advance the sale - don't go straight for the close.

[19:21] - Alex shares the reason he feels the D.E.L.T.A. sales process is much more effective than prior sales practices.

[20:22] - "ABC" does not stand for "always be closing" instead it stands for "always be connecting." This is a relational process, not a transactional one.

[22:08] - Alex shares this week's Alexism.

[22:28] - There are three different certainties that you need a 9 or 10 to make the sale. You cannot leapfrog or skip any steps in the process of intimacy.

[23:13] - The first level of certainty has to do with the product you are selling.

[24:00] - There must be a high level of certainty about the salesperson, you.

[24:33] - The third level is the potential of delight they buyer has when buying the product.

[25:24] - Alex recaps the three insights from today's episode about Jerry Acuff, his D.E.L.T.A. sales process, and why ABC should be about connecting rather than closing.

[27:14] - 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!

[28:31] - 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

Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy by Jerry Acuff and Wally Wood

Amazon.com

Socrates

The Socratic Method

How to Win Friends and Influence People by Dale Carnegie

Success Resources

Harv Eker

In December of 2000, I produced my first information product to sell online. It was called Marketing with Postcards, and I was selling it for $247. The ecosystem that I was in back then, the early days of the internet, was the time when people were selling $20 e-books, all digital, and my product was physical.

I decided to create a secondary offer when I realized that the profit margin on the physical course was not in line with the industry. So, inside the sleeve of the 3-ring binder which housed the Marketing with Postcards course, was a card offering two 30-minute post-course consultations. I answered any questions that my clients had about the course and then I offered a $5,000, 90-day coaching program, which became my primary offer.

All of this was made possible by the Wealth Creation Formula, the formula I used to generate my then annual income, monthly. What is the Wealth Creation Formula? It's a 4-part system outlining the steps to take when scaling your business. As my business grew, I did not change my Intention or Purpose, I changed my Strategy and how I Executed that strategy.

In today's episode, I'll take you through the Wealth Creation formula and how to use it to grow and scale your business. I'll also explore the three key insights related to the Wealth Creation Formula:

• What is the Wealth Creation Formula
• How I converted my annual income in 2001 into a monthly income in 2003
• Why revising two of the four-step Wealth Creation Formula is necessary for business growth

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Don't miss this inspiring episode documenting what it takes to convert your annual income into your monthly income.

In This Episode:

[3:40] - We learn about today's three key insights, which focus on the Wealth Creation Formula and its steps.

[5:04] - Alex shares a story about creating his first information product for sale online — Marketing with Postcards.

[7:30] - We hear about Alex's process for creating tiered services and driving prospects toward his primary offer.

[9:58] - Alex delves into the 4-part Wealth Formula he used to convert his annual income into his monthly income.

1. Intention - what do you want?
2. Purpose - why do you want it?
3. Strategy - how are you going to get there?
4. Execution - who is going to do it, and by when?

[12:15] - You need a different strategy once you leapfrog different stages of growth.

[13:15] - Alex discusses his intention when he started as an information marketer in 2001.

[15:10] - His intention was founded from the teachings of Bob Ross, who asked, "What if you could turn your annual income into your monthly income?" — and how he did it in 23 months.

[16:04] - We delve into Alex's purpose, and what was pushing him to achieve his income goals.

[16:34] - Never change your purpose or intention, change your strategy and execution as you reach new levels of growth.

[17:20] - Alex discusses his strategy within the Wealth Formula — consulting.

[18:04] - His execution was handled by him initially, but he had an assistant to help him schedule his appointments.

[18:56] - Alex gives you the key to the Wealth Formula — Tracking units rather than dollars.

[20:22] - Create a vision board to track your magic number.

[22:13] - When you hit the glass ceiling, revise your formula, keep your Intention and Purpose intact and update your Strategy and Execution.

[25:09] - Alex talks about creating his ascension model which occurred when he scaled his consulting business.

1. Phase 1 - Consulting
2. Phase 2 - Certification
3. Phase 3 - Become a Partner

[26:44] - This episode's Alexism is this: "Actions are better than words. Well done is better than well said."

[17:21] - Alex recaps the main points of the episode including the 4-part Wealth Creation Formula, using vision boards to maintain a clear vision of your goals, and when to change your strategy and execution.

[29:09] - 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!

[30:50] - 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

Ryan Deiss of Digital Marketer

Warren Buffett

Infusionsoft

TED Talks

Massage Envy

Bob Proctor - The Secret to Think and Grow Rich

Calendly

AppointmentCore

Harv Eker, "The Magic Number"

Dan Sullivan

7-Habits of Highly Successful People by Stephen R. Covey