Performance Tips you'll learn today on The Sales Podcast...

• Clinical Psychologist
• Psychology of injury rehab
• Sales support from a medical side
• Opened his own practice
• Performance expert
• How to get the last 1% out of people

We're terrified of success."

• We're afraid of the moment we realize we failed
• Success is never a conclusion
• We're good at bouncing back but not pushing the bar?
• We're not comfortable being in areas we can get exposed
• If you make the small habits, the big ones are easy "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones"

• Priming the person to be ready for change
• People always resist at first
• Get people to buy into why they need to change
• Find out what's important to them and listen genuinely
• Create dissonance
• • Popcorn kerneling (stuck in the back of your teeth so you remember me)
  • Challenge them indirectly
  • Prime the prospect to pay attention to their pain
• People take a while to open up
• There is always something back there
• We're afraid of opening-up
• We know if we open up we'll have to work on fixing it
• We think we won't be good enough
• We think we're coming for help for an "issue" vs. our character
• You need to see the big picture
• You're running your own race
• It's tough to admit "I'm a work in progress"
• Meet them where they are
• Take your time to get them to open up
• We're all in sales all the time
• Sports coaches have to sell every day (they should immediately hire a PR expert)
• We're always falling short of our dreams and what we think we can get to
• But you're getting better every day, so stop being so hard on yourself
• Life's not fair
• Not all good people win
• Not all assholes lose
• See your struggles and opportunities for what they are and change what you can
• "Iron Chef" and "Chopped" say "figure it out"
• Nick Saban connects psychologically with each player as they require
• He innovates
• It's all selling and PR
• Nick Saban was an early adopter of the psychological aspect of sports
• You can't change people
• Change yourself
• Be coachable
• Want to get ahead
• Be willing to do what needs to be done and admit you don't have all the answers
• Nick Saban leads from the front
• Be expansive
• The best leaders will have some anxiety/comfort for bringing in the best
• It's our own insecurities that lead us to throttle our brightest people or to seek all the credit
• Three levels
• • Present
  • Answer
  • Converse
• Great people journal every day
• Don't let your emotion of today guide you
• Detect trends
• Follow the greats
• Success leaves clues

Sales Growth Tools Mentioned In The Sales Podcast

• Get Dr. Bhrett McCabe's books
• • "Break Free From Suckville: How a Simple Mental Change Will Spark Your Performance"
  • "The MindSide Manifesto: The Urgency to Create a Competitive Mindset"
  • "The Game Plan: Managing Your Champ & Chump (The MindSide Manifesto Companion Series)"
  • "Elite Journal: Dr. Bhrett McCabe's Performance Enhancement Manual"

Performance Tips you'll learn today on The Sales Podcast...

• He was hitting the same walls as other therapists/coaches
• He'd run people through tests to see what's going on
• He had varying degrees of success with his clients
• For 14 years he has searched for how to create 100% success for his clients
• Shifted from the physical to the mental side of therapy and coaching
• Took an online business program (with big promises and big price tag)
• Showed up with a great attitude
• Did everything they taught
• "What's the blind spot here?"

What's the blind spot here?"

• He found not one but 40 blindspots!
• He met with people who failed in various business programs when others succeeded to find their blind spots
• Created and "If this, then that" flowchart
• Tried to create a "Perception Process" quiz so people can analyze themselves
• Willpower vs. Perception vs. Emotional
• • Willpower people need to be challenged to just do it once they accept they are willpower-based
  • Perceptive people need to change what they think about things and they'll become easy
  • Emotional people need to change how they feel about things and it'll become easy
• Found another blind spot
• Personality tests are skewed because we don't answer them honestly
• Ask them "What love languages are total bullshit?"
• Hard to become more proficient based on a personality test
• We must know how we process things to become effective
• Your personality changes over time as you grow and age
• Perception processes never change
• So he asks people how they struggle
• When we complain we show Chris a two-part formula for showing how they think
• Most of us have willpower-based tag lines, i.e., task-oriented
• Help Perceptives view it so they see it different
• Do you need time, tools/phone a friend, or just give up?
• 47 tools he can use
• Two guys
• • One makes steady, incremental progress
  • One blows it up then coasts then blows it up again
  • Learn how to create a steady state of productivity
• Three kinds of leads
• • Business owner
  • Coaches that want to help their clients
  • People who just want to be more productive
• Apply this to performance-based goals
• Some need to resolve their past but some need to have a better vision of the future
• When you're a perfectionist you must do something outside of your head to get into a flow state

Some need to resolve their past, but some need to have a better vision of the future."

• Why are you different?
• Selling is hard today
• It's hard to differentiate today
• You won't get a lower quota
• "Win more deals at the prices you want."
• 15 chapters with exact strategies
• Too many books are too complex to implement
  The buying experience matters."
  • The buying experience matters
  • Make people feel special
  • Don't make your clients feel like a number
  • Lee goes to the same restaurant because the waitress remembers them
  • "People buy you." Jeb Blount
  • How to sell up and down the chain
  • We've been taught to probe for pain but...
  • We need to probe a level deeper to find out if it's a problem or an inconvenience
  • You have pipedreams instead of a pipeline because you don't go deeper
  Sales Growth Tools Mentioned In The Sales Podcast
  • Get "Sell Different" book here by Lee Salz

   

• He's an emotions expert
• Not mind control
• It's a feedback loop
• We've all been lied to...hint...deflect...hold back
• Emotions, momentum, etc. matter
• Facial encoding
• Find a better course of action when you can read people
• Salespeople see what's happening at the grassroots level
• Body language is limited in its ability
• Facial coding can get you into seven emotions
• Two dominant emotions are happiness and anger
  • Approach emotions
  • Happiness: open to consideration
  • Anger: approaching to strike you
    • Maybe confused
    • Eyebrows come together and go down
    • Lips purse together so hard and you get a bulge on the bottom
    • Snake eyes: I'll defy you
    • He was trying to displace an incumbent in a sales opportunity but took a bad approach and saw the lip bulge and never recovered
    • He won another sale and in his euphoric state he missed some signals in his next sale and lost that one
  • If you talk too much you'll talk yourself out of the sale
  • Look for valence: onboard or not onboard
  • Leonardo Davinci
  • Contempt and trust are key in sales
  • A smirk can look like a smile if we're not paying attention
  • Look for the "Mona Lisa smile"
  • The face is the only place where the muscles attach directly to the skin
  • Writing is painful but forces you to learn
• • Focus on contrasts because we're simple creatures
  • Facial coding, "By the age of 50, a man has the face he deserves." George Orwell
  • Myers-Briggs is limited
    • Doesn't allow for neuroticism
    • About 40% of us are neurotic
  • The Big Five or OCEAN
    • Openness to Experiences
    • Conscientiousness
    • Extraversion
    • Agreeableness
    • Neuroticism
  Sales Growth Tools Mentioned In The Sales Podcast
  • Get his book, "Blah, Blah, Blah: A Snarky Guide to Office Lingo"
  • Get the "The Devil's Dictionary"

• Newsmax host
• Started at the bottom as a journalism major
• Must be willing to do anything and everything they ask of you
• You must put content out there
  • Blog
  • Videos
  • Got quoted as an expert and that led to more business
• Be passionate
• Does PR still work?
• Give people advice is the best way to market yourself."

• We're getting our news on social media
• It's good that your clients see that you are in the media
• It's social proof
• Your prospects will research you
• More people are visiting social media to see what's out there on you
• You can pitch yourself on different topics
• Start local
• Think of what's timely or trending
• Get creative
• Use Google to see what those in your industry are showing up for
• Local stations want to zoom in on national topics
• Use a simple pitch
• Local news will take a chance but they will Google you
• Local is not always live if it's for a typical segment
• Local news reporters will be kind and help you stay calm
• You do need to practice
• When you're being interviewed and they are interjecting little signals you need to know that you are probably running long
• Most reporters prefer email and do not prefer calls

• Reporters love texts if they know you
• Follow up because they get hammered with pitches
• Use smart angles to connect with reporters
• Find the assignment editor at a local station unless you know the reporter
  • Usually a day-side and a night-side editor
  • They want your stories
  • Some have beat reporters that focus on a topic
  • Reporters have to pitch stories to the editor/producer and good stories help them look good
• Marketing your book is harder than writing it
• Give people advice is the best way to market yourself
• Be yourself as you create the tips and content
• Show bloopers
• Video is king now and Reels are big on Instagram

• Get Alison Maloni's new book, "Breaking In The News"
• Follow Alison Maloni on Twitter
• Check out her PR website
• Follow Alison May PR on Instagram
• Connect with Alison May PR on Snapchat
• Connect with Alison Maloni on LinkedIn
• Like Alison May PR on Facebook

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

• Twitter
• LinkedIn
• Instagram
• Facebook

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

• Twitter
• LinkedIn
• Instagram
• Facebook

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

• Twitter
• LinkedIn
• Instagram
• Facebook

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

• Twitter
• LinkedIn
• Instagram
• Facebook

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

• Twitter
• LinkedIn
• Instagram
• Facebook