Michael BosworthI had the pleasure of interviewing Mike Bosworth, a personal friend and someone who is always on the cutting edge innovating around sales and selling.  His new book “What Great Salespeople Do” really hits at the heart of selling as far as I am concerned.  It is about the emotional connection and the power of story.

I know that many of you who are in sales might think that you are really good at connecting with your customer or prospect, but what Mike and Ben reveal in their new book really can transform the way you sell and connect with your clients.

As long as I can remember we have been using stories to convey wisdom from generation to generation.  And in some respect, that is what great salespeople do.  They know how and when to use compelling stories to connect with their clients and prospects.

In “What Great Salespeople Do” you will learn how to : 1) relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connectons are forged. 2) use the power of story to influence buyers to change 3) make your ideas, beliefs and experiences “storiable” using a proven story structure 4) build a personal inventory of stories to use throughout your sales cycle 5) tell your stories with authenticity and real passion.

This new book is truly groundbreaking and will help the experienced storyteller as well as the novice, begin to convey their stories with convection and authenticity which is the foundation of making a deep emotional and personal connection with their clients and prospects.  You will also learn the importance of empathic listening which embodies, awareness, encouragement and reflection which is a big key in getting the agreement of the buyer.

When I say this is a hugh leap for the sales industry, that is an understatement.  Gone are the days of programmed selling and thank God for the wonderful heartfelt approach that Mike and Ben are teaching in “What Great Salespeople Do“.
I hope you enjoy this wonderful interview with Mike Bosworth—if you want to learn more about his company Story Leaders please click here to learn more.

Right Brain

If you are anything like me, you are going to love ” The Right-Brain Business Plan” with Jennifer Lee.  Jennifer Lee’s new book is exactly what I needed and is the first book of it’s type that I have ever seen that is designed to help people like me ( and maybe you) who are predominately right brained put together a creative business plan.

I can’t tell you how many years I have struggled with the linear approach to business planning, forecasts and all of the traditional approaches to building a business plan.  Well, you don’t have to follow that linear approach anymore.  Jennifer has made is easy to utilize your creative juices and still get everything you need in your business plan.

I used to think that creativity and business were words apart, especially after a decade of diligently climbing the corporate ladder while I stuffed my under appreciated creative spirit into the corner.  When I finally listened to my heart and took the bold leap of quitting my day job to follow muy dreams full-time, I discovered a much better way to live and work states Jennifer.

The left-brain thinking has dominated the business world for centuries;fortunately, though, dramatic shifts in our social and economic environment are leveling the playing field.  As we move from a knowledge economy based on information and analysis to a creative economy built on innovation and ideas, right-brain thinking will prevail.

As you might already guess the right-brain business is visual, creative and fun.  It looks more like a mind map for your business success.  Typically a business plan has yawn-inducing subheads such as ” Executive” Summary”, and “Company Overview”.  Jennifer has taken the liberty to come up with catchy creative titles for these sections like “Hearty Highlights” and ” Business Vision and Values”, and “Managing the Moola” I love her creative approach.

Jennifer shows the right brain individual how to have fun building their business plan, while thinking out of the box and giving them permission to ignite their creative side while developing their business plan  .  I know you are going to love my wonderful interview with Jennifer Lee about her new book entitled ” The Right-Brain Business Plan“.

If you would like to learn more about Jennifer you can click here to be directed to her website.  She also has a home study e-course that you can learn more about by clicking here.

Go for it, step out of your comfort zone and lean how Jennifer Lee can teach you to be extremely creative in the business planning process.

Jennifer LeeIf you are anything like me, you are going to love ” The Right-Brain Business Plan” with Jennifer Lee.  Jennifer Lee’s new book is exactly what I needed and is the first book of it’s type that I have ever seen that is designed to help people like me ( and maybe you) who are predominately right brained put together a creative business plan.

I can’t tell you how many years I have struggled with the linear approach to business planning, forecasts and all of the traditional approaches to building a business plan.  Well, you don’t have to follow that linear approach anymore.  Jennifer has made is easy to utilize your creative juices and still get everything you need in your business plan.

I used to think that creativity and business were words apart, especially after a decade of diligently climbing the corporate ladder while I stuffed my under appreciated creative spirit into the corner.  When I finally listened to my heart and took the bold leap of quitting my day job to follow muy dreams full-time, I discovered a much better way to live and work states Jennifer.

The left-brain thinking has dominated the business world for centuries;fortunately, though, dramatic shifts in our social and economic environment are leveling the playing field.  As we move from a knowledge economy based on information and analysis to a creative economy built on innovation and ideas, right-brain thinking will prevail.

As you might already guess the right-brain business is visual, creative and fun.  It looks more like a mind map for your business success.  Typically a business plan has yawn-inducing subheads such as ” Executive” Summary”, and “Company Overview”.  Jennifer has taken the liberty to come up with catchy creative titles for these sections like “Hearty Highlights” and ” Business Vision and Values”, and “Managing the Moola” I love her creative approach.

Jennifer shows the right brain individual how to have fun building their business plan, while thinking out of the box and giving them permission to ignite their creative side while developing their business plan  .  I know you are going to love my wonderful interview with Jennifer Lee about her new book entitled ” The Right-Brain Business Plan“.

If you would like to learn more about Jennifer you can click here to be directed to her website.  She also has a home study e-course that you can learn more about by clicking here.
Go for it, step out of your comfort zone and lean how Jennifer Lee can teach you to be extremely creative in the business planning process.

Guy KawasakiI recently interviewed Guy Kawasaki about his new book entitled ” Enchantment-The Art of Changing Hearts, Minds, and Actions“.  I thoroughly enjoyed my interview with Guy, and I think you will enjoy listening to this interview as well.

Enchantment as Guy states is ” not about manipulating people.  It is about transforming situations and relationships into experiences where people want to come back again and again, while telling others about the amazing experience.  Guy argues that in business and personal interactions, your goal is not merely to get what you want but to bring about a voluntary, enduring and delightful change in other people.  By enlisting the own goals and desires, by being likable and trustworthy, and by framing a cause that other can embrace, you can change hearts, minds, and actions.

In the book all of the tactics you need to prepare and launch an enchantment campaign are available; to get the most from both push and pull technologies; and to enchant your customers, your employees and even your boss. It shows how enchantment can turn difficult decisions your way, at times when intangibles mean more than hard facts.  It will help you overcome other people’s entrenchment habits and defy the not-always-wise “wisdom of the crowd.”

There are two key elements to becoming enchanting, likability and trustworthiness.  Guy states that step one is achieving likability, because jerks seldom enchant people.  In the book several aspects to likability are covered, from smile to handshake to using the right words.  It is important to understand these elements for they are paramount to creating a personality that is likable.

Secondly, it trustworthiness.  People who don’t trust others have often had bad experiences that cause them to embrace a distrusting, kill-or-be-killed philosophy.   The first step is to trust others.  In the book Guy speaks about “Mensch” it is a German word for “human being”, but its Yiddish connotation far exceeds this definition.  If you are a mensch, you are honest, fair, kind, and transparent, no matter whom you’re dealing with and who will ever know what you did.

This book is for people who see life for what it can be rather than what it can’t.  They are bringing to market a cause–that is a product, service, organization, or idea–that can make the world a better place.  If you want to become “enchanting” and change the hearts, minds and actions of the people you interact with or who are your customers then I highly recommend that you read “Enchantment: The Art of Changing Hearts, Minds, and Actions“.  If you would like to learn more about Guy Kawasaki you can click here to be taking to his website.  There are great references and videos as well at the website for your viewing.
Enjoy this wonderful interview with a very “enchanting man” Guy Kawasaki.

Beth ZiesenisEveryone loves free!!!  In my interview with author Beth Ziesenis we explore the the free applications and software for your computer and mobile devices.   Now some of you just might we wondering what in the world does this have to do with personal growth?  Considering many of my listeners are information workers and most of us spend our lives in front of the computer we are always looking to find ways of making our lives easier and improve our  levels of productivity.

In Beth’s new book ” Upgrade to Free” she has compiled the information that is highly useful by providing a description of the application as well as a QR Bar Code so that you can easily scan the page and automatically be directed to the applications website .   “Upgrade to Free” organizes your  search by categories, for instance  “Tools for Efficiency at Home and on the Road” features “Nutshell Mail” a very useful program that condenses all of the chatter and send you one snapshot e-mail of your online activity.  Since completing this interview with Beth, I have signed up for the application and love it.  It condenses all of my Twitter and Facebook post and I get it twice per day, vs getting updates throughout the day from Facebook and Twitter.

Beth has also included a section on Personal Organizational Tools.  So for my personal growth and mastery aficionados  you will enjoy exploring the many applications listed in this section of the book.  Some of the cool applications include Evernote, MyStickies, Google Reader, Know Your Stuff, Mint.com and many others.  Needless to say Beth’s new book “Upgrade to Free” is a wonderful resource complete with a guide and reference to some of the most useful applications you will ever use.
I hope you enjoy this podcast with Beth Ziesenis a true guru when it comes to helping you find the application you need for any reason.  If you would like to learn more about Beth’s services please visit her website by clicking here.

Mary Anne Davis

I recently had the pleasure of interviewing Mary Anne Davis the author of a new book entitled ” The Sales Messager“.  If you are involved in the sales profession then you will certainly want to listen to this podcast from Mary Anne which has a practical message that will improve your sales performance.

We speak about the fundamental habit of “planning your work and working your plan”.  There is not a salesperson who does not know just how important this simple yet what seemingly can feel like a monumental task.  Planning your day and time is probably one of the most important fundamental tasks that a salesperson and has the highest payoff.  Mary Anne talks with me about the use of color coding your calendar, using Green, Red, Blue and Orange to indicate the specific activities that one will perform on specific days.  Our dialogue together reminded me of something that I was taught to do sometime ago, but had stopped doing for some reason—and I need to get back to it, for it really works.

The sales process is mades up of many different elements, and Mary Anne has specific advice about answering objectives, developing qualifying questions, looking at the pain/problem and remedy/solution. A very important element of the sales process is in developing qualifying questions, it has been said that the salesperson that can qualify his or her prospects through the use of good qualifying questions will most likely be miles ahead of his or her competition for they know the prospects needs.    If the salesperson is able to get his or her prospect to trust them, and engage in answering the qualifying questions they can find out the pain/problem and identify the remedy/solution that their product or service will provide.    Even if the sale is not made, the opportunity to ask for referrals and get them is highly likely due to the time and energy they put into developing the relationship with the prospect.

If you are a seasoned veteran  or a new salesperson just getting started, I can highly recommend Mary Anne’s new book “The Sales Messenger“.  The message is one that any salesperson could hear a thousand times, and each time you read it you most likely would be reminded of things you can do to make yourself a better person, and is so doing become a better salesperson.

Please click here to be directed to her website for more information about the book.  Enjoy this interview with a seasoned sales master!!!!

Maribeth KuzmeskiI thoroughly enjoyed my interview with Maribeth Kuzmeski.  She is one of the most knowledgeable authors that I know working with business marketing professionals to sharpen their connection skills.

You might be asking just what are connector skills, well it is that wisdom that you posses within to reach out at the right time and speak with someone who you think just might be able to help you jump start a project or a business idea.  Maribeth says to forget marketing tactics or business school best practices.  Those are handy, but its’ really people–and the relationships you build with them–that form the cornerstone of long-term success, sales growth and excellence.  Whether you’re a salesperson, an entrepreneur, or an executive, your ultimate job is to bring in clients and keep them.

Maribeth’s new book, “The Connectors“,  presents a five-step methodology that helps you to build the kind of high-quality relationships that lead to lifelong clients, repeat customers and endless referrals.

Inside her book you’ll learn how to:

  • Stop networking and start truly connecting
  • Create an avalanche of referrals and an army of happy customers
  • Become a “connector”, even if you’ve never been a “people person”
  • Find your social IQ–and improve it
  • Put relationship-building principles to work daily
  • Focus on others and reap the rewards yourself
  • Ask the right questions–and sell without selling
  • Differentiate yourself through the impact you have on others

These skills and more are revealed in “The Connectors“.  My interview with Maribeth also reveals many of the benefits of learning how to become a better connector.  I recommend that you listen, and learn from this master in her field.

If you are looking to build relationships, and make more meaningful connections then this is a must read book. If you would like more information about Maribeth and her services I recommend that you visit her website by clicking here to learn more.  Enjoy this wonderful interview.

Lou CassaraI have been a personal friend with Lou Cassara for over six years.  We met at a Spirit in Business conference in Santa Fe, NM.  Lou was attending the conference to better understand the concepts behind the triple bottom line for business. If you are not aware of the triple bottom line, it is people, planet and profits.

Lou has always been a trendsetter when it came to working with his financial services clients.  He is part of a very prestigious group of men and women who make up the top one half of one percent in the insurance industry.

His book, “From Selling to Serving“, is about the process that Lou has developed to help him stay in the top of his industry, and he explains the very important aspects of how to better understand and work with clients/customers in any business.  His “Client Creator Process” has been taught to thousands of sales and marketing people throughout the financial services and has helped so many sales people understand the simplicity of attracting and retaining customers.

Lou has found out that how you communicate with your clients accounts for 85% of the relationship.  Yet most sales professionals spend only 15% of their time developing these vital skills and abilities.   People buy from people.  Relationships, not products are the key.  Changing the way you think about these relationships, and moving from a selling to serving mindset creates unlimited opportunity.

I hope you enjoy this interview with a true master in his profession, and someone who will teach you how to attract, connect and commit by aligning intention with actions.

If you would like to know more about Lou Cassara and his book “From Selling to Serving” please click here to access his website.  Enjoy our interview together.

Lisa NirellAre you interested in learning how to energize growth in your business?

If this interests you then you are going to love my interview with author and business consultant Lisa Nirell.

Her new book entitled, “Energize Growth Now”,  is all about how you can make a shift in your business growth by working smarter and not harder.  I know that for most entrepreneurs the hours dedicated to launching a new business are endless, and then when you get momentum, often the zest you had for the business is lost because you are not using as much of your creative energies.  Your business becomes more process and procedure without creative energy.

Lisa says that it takes clear vision and enduring principles to succeed over the long term.  Her new book “Energize Growth Now” shows you how to:

  • Avoid the pitfalls of running a growth company.
  • Tackle the common misconceptions that distract from your goals and sabotage good ideas.
  • Create a vision of your business’s future that keeps everyone focused and energized.
  • Develop a strategic growth plan that actually works
  • Adopt quickly to changes in your market and your business.
  • Link your brand to your growth plan to maximize market traction.
  • Launch online communities and social networks that foster long-term relationships and develop true customer evangelists.

In her book, Lisa addresses how beliefs can pose one of the biggest threats to our business growth.   You see our brains process the incoming data and decide if it is important or not to our success.  As a result of our filters we form our own reality, and as a result of our realities we begin to believe or not believe what may play an important role in our personal and business success.

If you are interested in moving your business to a whole new level of creativity, innovation and growth, then I highly recommend that you listen to my interview with author Lisa Nirell.  Her book, ” Energize Growth Now“,  is a wonderful read, and she is an inspiring consultant and coach.

If you would like to learn more about Lisa and her services please click here to access her website.  Enjoy our interview, and if you have additional questions please email Lisa through her website.