Pocket Sized Pep Talks

In this Pocket Sized Pep Talk, Rob discusses:

• The antiquated, but useful ways we sold in the past.
• The introduction of technology, and with it an abundance in information... perhaps, too much information.
• The ramifications of technology on selling.

See if you can listen to this podcast without being distracted by your technology! 

In this Pocket Sized Pep Talk, Rob looks at a replacement for one of the most simple, and effective ways to recommend a product. He specifically discusses:

• The definition of "Features, Advantages, and Benefits."
• A replacement model for the classic "FAB Statements" called a, "FABEC Statement."
• A reminder that this, and all processes are guides and not straitjackets!
• The key differences between Advantages, and Benefits.

Fear not my sales friends, the detergent company has no claims on FABEC Statements!

Have you ever been in a position where you want to change the mind of a boss, or founder, and perhaps based on your age, or position within the company, you felt intimidated?  In this Pocket Sized Pep Talk we not only go over a strategy, we go over a process... that's measurable.  Jen does a wonderful job as our guest host!  

• We talk about the fallacies of "pitching" someone an idea.
• We talk about creating trust.
• We talk about creating urgency.
• We even talk about a trial close to take a temperature read on just how well your strategy is working.

In this Pocket Sized Pep Talk, Rob talks about the one person we seem the most stingy with; YOU!  It may be natural to do, but that doesn't make it right.  If you have a tendency to be hard on yourself, this podcast is for you.

In this episode of Pocket Sized Pep Talks, Rob interviews Bill Hellcamp, and man who has dedicated the past 30 years to helping professionals maximize their capabilities.  You'll hear both men's comments regarding:

• The failings of our education system to help people with what some would call, "Soft Skills" but what should be referred to as their "Performance Skills."  More importantly, how to work around these failings.
• The reasons why Bill decided to become a trainer and what keeps him going in the profession.  This directly ties into how he has worked with others to help them with their anxiety issues.
• Proactive and reactive approaches to working with speaking anxiety using tactics such as "relay techniques" and 'opening tactics. 
• How  we apply some of these tactics to other challenges and aspects of our life. 

For more information on Rob's guest, Bill Hellcamp: http://reachdev.com 

In this Pocket Sized Pep Talk, we'll look at one of the oldest techniques used to help salespeople sell; sales scripts.  Specifically, we'll look at:

• Why salespeople avoid this form of sales aids
• The mistake sales managers make when using these sales aids
• How sales scripts are truly meant to be used
• The challenging negative perception that sales scripts carry with them

In this Pocket Sized Pep Talk, we learn from Peter Neuwirth, a man who has spent over four decades serving in significant leadership positions at a variety of firms. Peter discusses many key points from his recently published book, Money Mountaineering including: 

• Why he decided to write Money Mountaineering and his "holistic" approach all aspects of financial planning.
• How this book differs from his previous book, What's Your Future Worth.
• Six "foundational principles" for people to keep in mind as they think about their financial situation.
• How this applies to entrepreneurs and which of these six principles he or she should they keep uppermost in mind?
• Becoming "antifragile."

For more information on Pete Neuwirth, go to his website: https://peterneuwirth.com 

For more information on Pete's book, Money Mountaineering: https://www.amazon.com/Money-Mountaineering-Principles-Holistic-Financial/dp/1642938335/ref=sr_1_3?crid=12NB3GW61BL0Z&dchild=1&keywords=money+mountaineering&qid=1632501940&sprefix=money+mount%2Caps%2C136&sr=8-3 

In this Pocket Sized Pep Talk Rob and Scott break down the mystery of why some in sales succeed, and others struggle by looking at key factors including:

• The critical need for measurable process behaviors.
• The need for a true sales philosophy.
• The need for intelligent reinforcement.
• The consequences of the lack of accountability.
• Mistakes made by sales management, sales training, and salespeople themselves.

You'll enjoy the banter, the energy, and most importantly, the solutions offered!

In this Pocket Sized Pep Talk, you'll learn:

• An emotional appeal 
• A logical appeal
• A valuable transition for this conversation
• A clarification of an agenda for this conversation

In this Pocket Sized Pep Talk you'll be treated to a conversation with former TV host, John Monsul.  His show was dedicated to showcasing the many different ways people & organizations have of communicating with one another. Amongst other things, we talk about:

• John's background.
• His journey that led him to the Washington, D.C. area
• One of John's fellow graduates, Chuck Barris, and the odd connection John and Rob share with this most unusual man. 
• Retirement and the rebirth of John's career.
• What motivated John to move into TV and the show he successfully pitched.
• A life lesson that had the biggest impact on his career.

It's an enjoyable conversation, and possibly the rebirth of John Monsul yet again - this time as a podcaster!