How to Succeed Podcast

The One Skill You Need for Success in Sales: Emotional Intelligence

In this episode, we sit down with Phil Johnson, the founder of the Master of Business Leadership program, to discuss the importance of emotional intelligence (EQ) and how influential it is to drive revenue, productivity, and profitability. He offers some of his tried-and-true tactics on how EQ can set you apart from the competition and how to cultivate it.

We'll also be talking about some of the high-end companies that are generating exorbitant revenues by primarily focusing their hiring on emotional intelligence.

Timestamp:

• 00:00:50 What is emotional intelligence (EQ) and how is it used in business?
• 00:02:47 What errors do people frequently make?
• 00:03:55 How does the development of your EQ help you?
• 00:04:28 Call-to-action regarding the employment of EQ
• 00:06:10 Inquiries concerning a person's emotional intelligence (EQ)
• 00:08:43 How EQ supports change.
• 00:10:38 What exact role does EQ play in raising revenue?
• 00:15:20 Beginning point for developing EQ
• 00:16:45 How does EQ differ from IQ?

Key takeaways:

• Emotional intelligence is the ability to perceive your own emotions and those of others, manage them, and use them for personal growth. It's also known as EQ or EQD, and it's a pillar of self-awareness and interpersonal effectiveness.
• The development of our emotional intelligence guarantees career, personal, and organizational success. It is a crucial part of your success in any industry or business, and it's something that you can develop and improve.

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Find Phil at: https://www.linkedin.com/in/philipjpjohnson/

Tips and strategies to find a new career for veterans and other life changes.

In this episode, we sit down with Michele McManamon to discuss her inspiring journey as the CEO and co-founder of Operation New Uniform. A former Sandler trainer and owner of a business powered by the renowned training program, she shares how veterans can successfully transition from military service into their new careers. Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world!

Veterans and those enduring a career reset frequently face daunting challenges. Our discussion emphasizes the importance of maintaining a positive attitude, speaking persuasively about one's resume, filling any gaps through volunteer experience or training opportunities available to those who are determined, all while having confidence in oneself for having gained valuable knowledge along the way that makes them uniquely qualified.

Timestamps:

• 0:02:14 Top Challenges Faced by Vets and Others Seeking a New Career
• 0:04:06 The Benefits of Sandler Training for Professional Athletes
• 0:05:31 Attitude and Behaviors for Career Success
• 0:09:02 Finding a Career and Networking for Success
• 0:10:28 Strategies for Landing a New Job
• 0:14:37 Leveraging Your Skills and Talents to Find a New Job
• 0:22:04 Supporting Veterans Through Sandler Training Programs

Key Takeaways:

For successful career growth and personal satisfaction, it is critical to find supportive mentors who can provide guidance in understanding goals. In addition, having a balance of work and enjoyment along the journey will lead to greater success in life.

In order to be successful in sales, it's important for individuals to take steps that will effectively position them as credible professionals. This could include setting up a personal LinkedIn profile and being mindful of certain behaviors so they are seen positively rather than coming across as sleazy or pushy.

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The Solutionary Mindset with Michael Mathews, VP for Innovation and Technology, Oral Roberts University

Join us as Michael Mathews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues. By understanding that there are no one-size-fits-all solutions for everything but rather tailor-made answers for each problem at hand, Mike outlines how this concept is key in assisting clients and employees to reach better outcomes. Whether you're working in sales or leading an organization, it is worth tuning into our episode!

Michael Mathews is a solutionary, or a problem solver, who drives innovation, sales, and results. He believes that a common mistake people make is trying to boil the ocean or doing too much too quickly. Anything is possible, but it's important to understand the timing and the season of the problem. Michael advises to use third-grade logic, pay attention to people's emotions, have compassion, and find a solution to the problem.

Timestamp:

• 0:02:24 Understanding the Ideal Attitude of a Solutionary
• 0:03:59 Understanding How to Solve Problems and Meet Quotas
• 0:05:28 Solutionary Strategies for Driving Innovation and Results
• 0:08:30 Finding Solutions to Difficult Problems
• 0:09:45 The Impact of Virtual Reality in Reducing Opioid Addiction
• 0:11:28 Behavior and Doing the Right Thing at the Right Time as a Solutionary
• 0:13:59 Benefits of Relaxed Selling and Celebrating Later
• 0:16:51 Building Professional Relationships and Finding Innovative Solutions
• 0:18:08 The Benefits of Skinware for Immersive Learning
• 0:20:19 Exploring the Benefits of Fluid Education
• 0:24:21 Reflection on Career Success
• 0:25:37 Attitude and Actions for Being a Solutionary

Key Takeaways:

You can bring a lot more value with intelligence by synthesizing that data, telling them what it means, or using it to solve a problem than you can with anything else.

A solutionary is someone who is willing to invest time, intellect, emotion, and passion to find solutions for today's problems. There is no silver bullet for every issue, but there is a solution for every problem.

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In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now!

He'll explain why it's so important to have clarity on what you want and how to ACTUALLY achieve it.

Timestamps:

0:00:03 Exploring the Science of Future Self

0:02:27 Shifting Identity and Visualizing Your Future Self

0:04:05 Powerful Attitudes for Learning, Growth, and Change

0:07:37 Long-Term Goals and Behavior: Reflections from Ben Hardy's Ten-Year Journey

0:11:55 Self-Evaluation and Future-Focused Decision-Making

0:13:35 Raising Standards and Building Resilience

0:21:03 The Benefits of Being in the Right Set and Setting for Bigger Commitments

0:26:27 Setting Milestones for the Future and Achieving Family Goals

Key Takeaways:

• We need decisions and choices that make our future self and future life better.

• One of the most useful tools or techniques when you're thinking about your past, present and future selves are regularly recognizing and framing even your current versus your past self.

Quote:

"The main takeaway is that people's passions and purpose can change over time and that they should think about who they want to be, rather than what they want to be, in order to achieve success, happiness, and fulfillment."

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In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal.

Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same.

Timestamp:

0:00:02 Sales Lessons from the Movie Tommy Boy

0:02:56 The Benefits of a Good Attitude in Sales

0:04:22 The Importance of Being Yourself in Sales

0:06:11 Sales Coaching: The Good, The Bad, and The Ugly

0:10:16 The Importance of a Good Debrief

0:11:50 Sales Techniques from the Movie Tommy Boy

0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology"

0:17:59 The Power of Being Yourself in Sales

0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel

Key Takeaways:

The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like.

A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them.

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In this episode, Chris McDonell discusses how to use Sandler's upfront contract to increase rapport. We will talk about how an upfront contract can help with bonding and rapport and how it can be used to ensure that objectives are clear. You will learn the importance of having an upfront contract in order to build rapport with a prospect.

It is important to be clear about what each party wants to accomplish in the meeting and to have an understanding of the prospect's priorities. Outcomes should be determined upfront in order to make the meeting more productive.

Timestamps:

• 0:00:02 How to Succeed at Using Sandler's Upfront Contract to Increase Rapport
• 0:02:09 The Different Types of Communication Styles and How to Best Handle Them
• 0:03:38 The Benefits of an Upfront Contract
• 0:05:16 The Benefits of an Upfront Contract
• 0:06:48 Upfront Contract, Bonding, and Rapport: The Three C's of a Successful Meeting
• 0:11:15 The Benefits of a No-Pressure Sales Approach
• 0:15:09 The Benefits of Slowing Down the Sale
• 0:16:49 The Impact of AI on the Landscaping Industry
• 0:18:14 The Benefits of an Upfront Contract
• 0:20:49 The Benefits of an Upfront Contract
• 0:23:53 Upfront Contracts: What You Need to Know

Key Takeaways:

Some people are very outgoing and friendly and may not like to stick to an agenda. The best way to communicate with each type of person is to be aware of their preferences and adjust accordingly.

The upfront contract and bonding through the upfront contract, we're there to determine if there's a fit or if there's pain. We're talking about a lot of potentially very serious stuff, depending on what it is and what's going on, and that goes well below the surface level.

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In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.

Motivation is more important than fear, and communication is often seen as a chore. Make sure to watch the full episode to find out how your life would change if you were a better communicator.

Find Brenden Kumarasamy at https://www.rockstarcommunicator.com/ or on YouTube at MasterTalk: https://www.youtube.com/channel/UCBYFP4mZLQovr7W6Si6sueA

Timestamps:

• 0:00:02 How to Succeed at Public Speaking with Brendan Kumarasamy
• 0:01:54 The Power of Motivation in Public Speaking
• 0:03:26 The Power of Communication in Sales
• 0:07:44 The Three Best Tips for Salespeople
• 0:09:05 The Benefits of Being a Good Talker
• 0:12:43 The Importance of a Strong Introduction and Conclusion
• 0:14:09 The Power of Public Speaking: How to Nail the Opening, Middle, and Close
• 0:15:29 The Power of Effective Communication with Brendan Kumarasamy
• 0:18:12 The Power of Communication: An Interview with Amanda Russell
• 0:19:18 The Relationship Between Success and Failure

Key Takeaways:

The most important one that encompasses all of that is understanding that the relationship that successful people have with failure is very different from the one that unsuccessful people have with failure.

It's important to be proactive rather than reactive when communicating. When people are asked questions, they often don't know how to answer them. In order to be a better communicator, it is important to be prepared with questions in advance.

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In this episode, Jonathon Blackburn will talk about the importance of having a clear sales process and perspective when speaking with buyers, and how sales enablement can help sales reps to sell more effectively. We will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Quiller to progress conversations.

The goal of creating a better buying experience is to make it easier for people to buy. This can be accomplished by providing more options for buyers to consider, as well as making it easier for them to make a decision.

Find Jonathan Blackburn and Qwilr at https://qwilr.com/.

Timestamps:

• 0:00:03 How to Succeed at Creating a Better Buyer Experience
• 0:03:24 The Benefits of Quiller for Client Communications
• 0:04:59 The Advantages of Selling Remotely
• 0:08:39 The Importance of Creating a Positive Buying Experience
• 0:10:06 The Benefits of a Good Follow Up Process
• 0:16:14 Sales Cycle Management: How to Ask Your Prospect What They Want to See
• 0:17:29 The Importance of Creating a Good Buying Experience
• 0:18:59 The Importance of a Professional Appearance in Sales
• 0:21:08 The Importance of Presentation in Business Deals
• 0:23:04 The Biggest Hurdle or Lesson Learned in Career Success

Key Takeaways:

A good follow-up process should really follow your sales process, meaning you build along with it. As you continue to have conversations, continue to add to them.

Have a really clear understanding of how you can help and to make sure that the prospect clearly understands the value you provide in relation to what their gap is, what they're trying to achieve, and what their ideal state or pain is.

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Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage.

In this podcast, we'll talk about how sometimes small goals can be more motivating than big goals, and how having a clear plan with specific and measurable goals is important for success.

Timestamp:

• 0:00:02 How to Succeed at Measuring and Managing Productivity
• 0:02:31 The Different Types of Goals and Measurements
• 0:03:50 The Importance of Tracking Sales Behaviors
• 0:11:45 The Importance of Goal Setting in Sales
• 0:13:35 The Impact of Consistency on Sales
• 0:17:30 The Benefits of Blocking Time and Moving Calendar Blocks
• 0:19:09 The Importance of Tracking Sales Behaviors and Metrics
• 0:20:50 The Importance of a CRM in Sales
• 0:22:36 The Different Ways That Salespeople Can Find Prospects
• 0:24:04 The Importance of Managing Your Team's Individual Productivity Plans
• 0:25:29 The Sandler Summit: A Conversation with Sandler Trainer Paul McCord

Key Takeaways:

The quantity metrics keep us honest on our behaviors, but the quality metrics help with leadership and your sandler coach knowing what might we need to lean into and increase our effectiveness in terms of our techniques.

Two people with two completely different plans can land at the same number of conversations, the same number of prospects, the same number of proposals, and the same number of closed deals.

Productivity is one that many people struggle with. In this podcast, we will teach you the different types of goals and measurements, and how having the wrong goals can throw you off.

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Mike Montague shares the Top 22 Lessons for Salespeople and Sales Leaders from Sandler from 2022 as collected from around the world by our clients, trainers, and prospects.

1. Modernize your Sales Approach with Hybrid Selling
2. Scale Your Sales Coaching
3. Use 21st-Century Prospecting
4. Keep Top Performers During the Great Resignation
5. Questioning Strategies to Improve your Selling
6. Start More Interesting Sales Conversations
7. Diagnose Unrecognized Pain
8. Finding the Right Hire
9. Sell to the Modern Buyer Aligned with the Buyer's Journey
10. Manage your Sales Pipeline
11. Level-Up your Sales Coaching with Better Questions
12. Align Your Customer Success and Sales Teams
13. Find Unrecognized Pain with Better Discovery
14. Improve Your Personal Presence
15. Succeed with Virtual Selling
16. Expand Accounts with Customer Success
17. Start a Journal
18. Make Real Progress by Tracking Behaviors
19. Recruit and Hire Great Salespeople
20. Labeling Emotions for Better Communication
21. Overcome Anxiety with the Success Triangle
22. Succeed Vocally by Monitoring Your Tone

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