Relationships, Market, Trust, Dating, Coaching

Summary

There’s nothing more important to a business than having the trust of the market you serve. We’ll look at that in our Thought of the Day. And in our interview segment, Sarah Jones shares some powerful thoughts on how to earn the trust of that market. That and more on today’s show.

Bob's Thought of the Day

• Why we often choose something that we know is negative rather than something that might be positive.
• A key step to establish trust with your target market. {Not sure this is true - 99?}
• A powerful reminder from direct response expert Brian Kurtz on finding your niche.

Interview with Sarah Jones

You’ll discover:

• Sarah’s journey from a writer and artist to a successful dating coach and entrepreneur.
• What Sarah means by “market trust,” and how to earn it.
• The difference between getting someone to do something and inviting inviting them.
• How Sarah uses Google search to attract people to her site.
• The importance of respecting your customer.
• How Sarah is continuing to expand her business.

Click to Tweet

• On this episode, @IntrovertdAlpha reveals how to connect your #passion and strength with a specific market.
• If you want to earn your market’s #trust, you must respect your customer. @IntrovertdAlpha #business
• Sarah Jones went from writer/artist to founder of premier dating coaching co. for #introverted men @IntrovertdAlpha  

Interview Links

Why PUA Doesn’t Work for Introverts and What Works Instead (free ebook)Introverted Alpha CoachesIntroverted Alpha BlogConnect with Introverted Alpha on FacebookConnect with Sarah on LinkedInFollow Introverted Alpha on Twitter

Follow Introverted Alpha on InstagramResources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Success, Immigrants, Coaching, Resources, Attitude

Summary

Could it possibly be true that when it comes to attaining success, a penniless immigrant actually has an advantage over someone native born? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll speak with someone who indeed emigrated to the U.S. at a very young age with his family. He had no money and didn’t speak English, but he has truly realized the American Dream. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• Inspiring examples of modern immigrants, many of who escaped communism, poverty, and even Nazi persecution.
• Americana stories of my friends Svetlana Kim, Ha Tran, and my dry cleaner, Chan--all immigrants who have built successful lives.
• Why many immigrants who come into this country without much money, hardly a grasp of English, and from a country in which people are not at all free, actually have an advantage.

Interview with Bedros Keuilian

You’ll discover:

• What it means to have the “immigrant edge.”
• Why we can appreciate what we have in this country even despite economic downturns.
• Sage advice from Bedros’ father: “As long as you serve this country it will serve you and give you the opportunities you want.”
• How to be resourceful when you don’t have the resources.
• Why we are the barrier to our own success.
• How Bedros went from getting paid $13/hour as a trainer in a big box gym to owning his own personal training studio in only 8 months.
• The value of having a great mentor who can coach and teach you.

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• Be like an #immigrant and get resourceful. @bedroskeuilian #success
• If you keep #serving then this country will let you succeed. @bedroskeuilian #success

• The grass isn’t greener on the other side. The grass is greener where you water it. @bedroskeuilian #success

Interview Links

BedrosKeuilian.comMan Up by Bedros Keuilian (to be published July 2018)MasterMind ProgramsEmpire Podcast ShowBedros’ BlogConnect with Bedros on LinkedInFollow Bedros on Twitter Connect with Bedros on FacebookResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Entrepreneurship, Focus, Leadership, Navy SEALS, Success

Summary

What was the overarching lesson of Sun Tzu’s classic, The Art of War? It’s different than what many think it is. We’ll look at that in our Thought of the Day. And in our interview segment, former Navy SEAL turned entrepreneur Brandon Webb connects the pressure of Special Operations Forces with success in the business world. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• Why the ruthless, take-no-prisoners types of business leaders who claim to have read The Art of War actually don’t understand the book’s major lesson.
• A powerful quote from the book revealing the very best of skills in terms of overcoming others’ armies.

Interview with Brandon Webb

You’ll discover:

• The gripping first paragraph of Brandon’s book TOTAL FOCUS: Make Better Decisions Under Pressure, and how it relates to business lessons he learned many years later.
• Why you should remove as much emotion as possible from decisions.
• How to use “front sight focus” to skyrocket your success.
• The power of “no” and how it can help you maintain focus.
• A lesson from the story of three American men who stopped a potential terrorist attack on a high-speed train headed to Paris in 2015.
• The value of practicing situational awareness in business.
• A fascinating story about Brandon’s friend Hoby Darling.

Seven Principles#1 Front Sight Focus#2 Total Situational Awareness #3 Violence of Action#4 Excellence Matters#5 Embrace The Suck#6 One Team, One Fight#7 Lead From The Front

Click to Tweet

• Former US Navy SEAL sniper @BrandonTWebb reveals how to use front sight #focus to skyrocket your #success.
• We are who we hang out with. @BrandonTWebb #relationships #success
• How can total #focus help you win in life and business? Former US Navy SEAL sniper @BrandonTWebb shows you how.

Interview Links

Hurricane.Media

BrandonTylerWebb.com

Follow Brandon on Twitter

Connect with Brandon on FacebookThe Red Circle by Brandon Webb and John David MannThe Making of a Navy SEAL by Brandon Webb and John David Mann Among Heroes by Brandon Webb and John David MannThe Killing School by Brandon Webb and John David MannThe Power of Thought by Brandon Webb

Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Attitude, Perspective, Relationships, Coaching, Business

Summary

Does our attitude really affect the attitudes and actions of others? And, if so, why? We’ll look at that in our Thought of the Day. And in our interview segment, Joan Endicott will share with us a powerful way of reframing our perspective. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• The best way to bring out a positive response in a person whom you want to meet your needs.
• A powerful example of how to use this principle in a real-life situation.
• Why it’s so important to be sincere when adjusting our attitude with others.

Interview with Joan Endicott

You’ll discover:

• A story about a heart-wrenching event that changed Joan’s perspective.
• How the phrase “I have to” induces physical stress.
• How the phrase “I GET to” improves your physical and emotional health.
• The importance of letting go when you can’t fix, change, or control a situation.
• Joan’s ice hockey experience and the shoulder surgery she GOT to have.
• Why you are the only one who has the power to choose how you look at every circumstance in your life, even tragedies.

Click to Tweet

• What part of this can I fix, change, or control? If I can’t … I “get to” let go of it. @JoanEndicott #attitude
• How can the phrase “I GET to” change your life? @JoanEndicott shows you how on this episode. #perspective
• I am the only one who has the power to choose how I look at every #circumstance in my life, even tragedies. @JoanEndicott

Interview Links

JoanEndicott.com

I Get To® (A Fresh Perspective That Will Change Your Life) by Joan Endicott (Plus bonuses!)

Joan’s BlogCoaching Program : A David Mentality in a Goliath World©The Joan Endicott Podcast

Follow Joan on Twitter

Follow Joan on Instagram

Connect with Joan on Facebook

Connect with Joan on LinkedIn Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Success, Golden Rule, Happiness, Relationships, Giving

Summary

Life is really like a mirror, isn’t it? A reflection of what we show it. And, what we give … we really do receive. We’ll look at that in our Thought of the Day. And in the second segment, a slight add-on … to the Golden Rule.That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• An introduction to one of my all-time favorite books, Worldwide Laws of Life by Sir John Marks Templeton.
• How and why the Golden Rule--“Do unto others as you’d have done unto you”--is such an effective way to live a life of joy, peace, and overall happiness and success.

Segment #2

You’ll discover:

• Why we should apply the Golden Rule as a universal law that is simply part of who we are, rather than looking at each individual interaction and being emotionally attached to the results.
• A little amendment to the Golden Rule, what Tony Alessandra and Jim Cathcart call the “Platinum Rule”--“Do unto others as THEY’d like to be done unto.”

Click to Tweet

• Do you seek a life of joy, peace, happiness, and #success? Live by the Golden Rule. #relationships
• What is the Platinum Rule? On this episode, learn what it is and why it’s a perfect complement to the Golden Rule.
• #Value is always in the eyes of the beholder. #Go-Giver #relationships

Resources

Worldwide Laws of Life: 200 Eternal Spiritual Principles by John Marks Templeton

Templeton Foundation Press

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Communication, Relationships, Influence, Sales, Decisions

Summary

Is what we THINK we know about communication really true? We’ll look at that in our Thought of the Day. And in our interview segment, Phil Jones will help us be a lot more influential with the words we use. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• A famous case study on communication that has been taken out of context
• The correct origin of the 7-38-55 ratio, and why it does NOT apply to normal communications.
• Why words count for much more than 7% of our communication.

Interview with Phil Jones

You’ll discover:

• The biggest difference between highly successful people and everyone else.
• How to create an environment for a non-threatening conversation.
• The value of asking someone if they are “open-minded.”
• The background of the term “motivation” and how it relates to human decision-making.
• How to use “just imagine” as the grown-up version of “once upon a time.”
• Why we look for safety in numbers when it comes to decision-making.
• A gentle but powerful way to help your customer comfortably move to the next step.

Click to Tweet

• Discover how to create a rejection-free approach to conversation that increases a listener’s comfort. @PhilMJonesUK #communication
• On this episode, @PhilMJonesUK shows you the magic words for #influence and impact. #communication
• People make #decisions based on what feels right first. @PhilMJonesUK

Interview Links

PhilMJones.com

Exactly What To Say: The Magic Words for Influence and Impact by Phil JonesTips for Smarter Selling BlogConnect with Phil on Facebook

Connect with Phil on LinkedIn

Follow Phil on Twitter

Resources

This Just In: Words Matter by John David Mann

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Sales, Business, Closing, Success, Relationships

Summary

Has closing the sale moved from being the most difficult part of the process … to the easiest? We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s top sales authorities is back with us to reframe everything we think we know about the purpose of a close. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• What one of my sales heroes, Harry Browne, had to say about closing sales.
• How the sales process has changed to become more collaborative.
• Why the close should be a natural conclusion of the sales interview, rather than its own event.

Interview with Anthony Iannarino

You’ll discover:

• Why an enterprise sale is different than a sale to a consumer or small business.
• A brief history of the term “close” and how it has changed over time.
• Why the close is the easiest part if you do the rest of the sales process correctly.
• How to know when you have created enough value for the other party.
• How Neil Rackham’s book, SPIN Selling, inspired Anthony to create his Ten Commitments.
• An explanation of the Ten Commitments.

The Ten Commitments

#1 The Commitment for Time

#2 The Commitment to Explore

#3 The Commitment to Change

#4 The Commitment to Collaborate

#5  The Commitment to Build Consensus

#6 The Commitment to Invest

#7 The Commitment to Review

#8 The Commitment to Resolve Concerns

#9 The Commitment to Decide

#10 The Commitment to Execute

Click to Tweet

• To be a trusted advisor, you need trust + advice. @iannarino #success #sales
• On this episode, discover the Ten Commitments that drive #sales. @iannarino #business
• #Closing is the easiest part of the #sales process if you do the rest correctly. @iannarino #success

Interview Links

TheSalesBlog.com

The Lost Art of Closing: Winning The Ten Commitments That Drive Sales by Anthony Iannarino

The Only Sales Guide You’ll Ever Need by Anthony Iannarino

In The Arena Podcast

The Sales Blog

Anthony’s Sunday Newsletter

Free Resources

Connect with Anthony on Facebook

Connect with Anthony on LinkedIn

Follow Anthony on Twitter

Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Success, Yes, Opportunities, Business, Fear

Summary

How advisable is it to say yes before we might feel we’re READY to say yes? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll speak with Tricia Brouk and discover why saying YES is so often a very powerful success strategy. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• An inspiring quote from Richard Branson on seizing opportunities.
• What it means to have a “bias toward action.”
• Examples of taking action (before knowing) from a successful restaurateur and a television sports anchor.

Interview with Tricia Brouk

You’ll discover:

• What can happen when you say YES.
• When Tricia first realized the power of saying YES.
• How to deal with the fear of saying YES.
• Why it’s important to put the work in and do your homework after saying YES.
• A situation when saying YES backfired.
• When to say YES, and when to say NO.
• How to frame a NO.
• How Tricia’s “The Big Talk” podcast is making a difference.
• Tricia’s new project, “Mothers and Daughters.”

Click to Tweet

• Discover why saying #YES is a powerful strategy for business #success. @YourBigTalkNYC
• Choreographer and producer Tricia Brouk shares how to manage your #fear after saying #YES to big opportunities. @YourBigTalkNYC
• Sometimes you must say NO in order to say #YES to yourself. @YourBigTalkNYC #success

Interview Links

TheBigTalkNYC.com

The Big Talk Podcast

The Extraordinary Power of Collaboration (Inc. Magazine feature)

Follow The Big Talk on Twitter

Connect with The Big Talk on Facebook

Connect with Tricia on LinkedIn

Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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Emotional Intelligence, Sales, Business, Relationships, Influence

073 Sales EQ - Jeb Blount

Summary

Emotional intelligence might just be the ultimate difference-maker in terms of living a successful and influential life. We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s top sales authorities shows us why and how emotional intelligence is the difference-maker in sales as well. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• Why talent and ability can now be considered more of an entry-level to success rather than an indicator of success.
• A definition of emotional intelligence.
• The key to long-term, sustainable influence.
• Why there’s nothing more potentially dangerous than a bad person with good people skills.
• An insightful reminder from Dale Carnegie’s classic How to Win Friends and Influence People.

Interview with Jeb Blount

You’ll discover:

• How Jeb defines emotional intelligence, and why he wrote Sales EQ.
• Why the relationship between buyer and seller is different than any other relationship.
• Who has the greatest control in any sales conversation.
• The difference between ultra-high sales performers and others salespeople.
• Two stories from Sales EQ that illustrate how ultra-high performing salespeople distinguished themselves from their competitors.

Why it’s not about how you (the salesperson) are different from your competitors, it’s about how your prospective client is different from their competitors. 

Click to Tweet

• When you speak someone’s language, it causes them feel more connected to you. @SalesGravy
• The very best salespeople look at the relationship as an opportunity to serve another person rather than taking something from them. @SalesGravy
• When you speak your prospect’s language, your probability to win the deal goes up. @SalesGravy

Interview Links

SalesGravy.com

Sales EQ by Jeb Blount

Fanatical Prospecting by Jeb Blount

People Buy You by Jeb Blount

Sales Gravy Podcast

Jeb’s Blog

Connect with Jeb on Facebook

Connect with Jeb on LinkedIn

Follow Jeb on Twitter

Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Mentoring, Business, Success, Coaching, Networking

Summary

When seeking out a mentor, there are both correct and incorrect ways to go about it. We’ll look at that in our Thought of the Day. And in our interview segment, mentor extraordinaire Dondi Scumaci shares some fantastic (what else?) mentoring with us. That and more on today’s show.

Bob's Thought of the Day

You’ll discover:

• The benefits of seeking out a mentor.
• The proper way to approach a potential mentor, as well as techniques to avoid.
• Several key actions to take after you have been mentored.

Interview with Dondi Scumaci

You’ll discover:

• Why mentoring is vital to individuals, leaders, and organizations.
• The difference between coaching and mentoring.
• The qualities of a good protege.
• Why the best mentoring is fueled by the initiative and goals of the protege.
• The story of one company’s new employee who discovered the secret to seizing future opportunities.

Click to Tweet

• #Mentoring ushers you into the work you love. @DondiScumaci #success
• On this episode, @DondiScumaci shows you how to become the natural choice for the opportunities you seek.
• When you you think about the future, how will your #network need to change? #mentoring

Interview Links

DondiScumaci.com

Mentor-in-a-Box

Career Moves by Dondi Scumaci

Ready, Set … Grow! By Dondi Scumaci

Designed for Success by Dondi Scumaci

Follow Dondi on Twitter

Connect with Dondi on Facebook

Connect with Dondi on LinkedIn

Resources

Sell The Go-Giver Way Webinar

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

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