Podcast 345: What Great Salespeople Do with Michael Bosworth

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.

Podcast 342: Smart Trust with Greg Link

Greg LinkI recently interviewed my good friend and co-author of “Smart Trust“, Greg Link.  Yet another great book from the Covey Link team.

Many of you may remember a book entitled ” The Speed of Trust” which sold more than 1 million copies in 2006  in which Stephen M.R. Covey wrote about the importance of preserving and restoring trust was one of the most important elements in business today..

In “Smart Trust” Greg and Stephen provide a lens to see how trust issues impact every situation, and how you can cut through traditional either/or thinking to extend what they call Smart Trust, enabling you to operate with hight trust in a low trust world.

Greg speaks with me during this interview about how high trust organization time and time again outperform low-trust organizations by nearly three times.  Moving from a low-trust organization has hugh implications and opportunity abounds.   Organization that can embrace “Smart Trust” have the benefit of having employees, customers and communities that support their organizations thus , employee engagement, profitability and innovation are just a few of the benefits of operating with “Smart Trust“.

Greg and I discuss what they refer to in the book at the “ 5 Actions of Smart Trust“, and how Smart Trust Leaders consistently take these actions.  1) Choose to Believe in Trust–this creates the foundational paradigm out of which all other trust-building behaviors flow. 2) Start with Self–focus first on developing the character and competence that enables them to trust themselves and to also give others a person–or a team, organization or country–they can trust 3) Declare their intent…and assume positive intent in others–they signal goals and intended actions—both what and why–clearly in advance, and generally assume that others also have good intent and want to be worthy of trust. 4) Do what they say they’re going to do–they follow through and act to carry out their declared intent; walk their talk. 5) Lead out in extended trust to others–they are the first to extend trust an initiate the upward virtuos cycle that leads to prosperity, energy and joy.

One thing that I know for certain is that “trust” and “fear” can not co-exist.  If we can move our people, businesses and planet to to understanding the importance of embracing “Smart Trust” we will certainly move toward more equanimity. We would have a world where we work in cooperation with one another without the conflict that fear creates.  Competition would be replaced with collaboration and wonderful synergies would emerge  benefiting humanity as a whole.

 

If you would like to learn more about Greg Link and Stephen Covey please click here to be directed to their website.

You can also check out this YouTube Video about the 13 behaviors of high trust people. I hope you enjoy this wonderful interview with Greg Link from the Covey Link Team.

Podcast 335: The One Minute To-Do List with Michael Linenberger

Michael LinenbergerIn the New Year I wanted to treat my listeners and supporters to better ways to manage their time and life.  This is my second interview with author Michael Linenberger, about this new book entitled ” The One Minute To-Do List“.

When Michael states that he can help you quickly get your chaos completely under control he is absolutely correct.  In my interview with Michael we discuss how he recommends his clients approach their to-do lists into urgency zones.  The first zone is referred to as the “Critical Now“.  These are items that you know are absolutely due today.  What is making you nervous and needs to get completed.

The next zone is what Michael refers to as the “Opportunity Now“.  You  list in this section of the worksheet those tasks that though not urgently due now, you would work on now if you had the opportunity.  Included things that may be due tomorrow, or later this week, even as far out as ten (10) days.

Now for the last segment of the list entitled ” Over-the-Horizon List“. On this list you will write down anything that is on your mind that can wait ten (10) days or more for you to get to it.   These are items that are obviously your slow-burn items.  These things are not troubling you right now as being at all urgent.

Michael states that we tend to overload our lists.  The first rule deals with how many tasks, and the maximum you should have in each section. The number one cause of a failed to-do list, particularly those that are automated, is that the list gets to big and overwhelming.  Michael suggest that we keep the “Critical Now” list to five (5) or fewer items, the “Opportunity Now” list should be fewer than 20 items.

If you are into automated systems Michael recommends a great program that is cloud based called “ToodleDo“.  I have provided the link to their website.  I started using is right after our interview and I have found it to be quite useful.  It is also simple, so give it a try you have nothing to lose.

 

I hope you enjoy my interview with Michael Linenberger about his new book ” The One Minute To-Do List”.  Michael website is loaded with resources and forms you can download, so click here to be directed to his website.  If you would like to see Michael in action, then click here to watch a great YouTube video.

Podcast 332: The Radical Leap Re-Energized with Steve Farber

Steve FarberI have known author Steve Farber for several years now, and this is my second podcast  with him. His new book entitled “The Radical Leap Re-Energized” is the subject of this interview The Radical Leap Re-Engerized is designed for those readers and leaders who do what they do because they love it,  and and they are in service to others.

Steve is extremely passionate about his work, and in this new book which is part non-fiction and part fiction Steve guides the reader to renew their excitement for what they do and encourage others to lead with passion.  What Steve refers to as the Radical Leap is associated with 1) cultivating love 2) generating energy 3) inspiring audacity and 4) providing proof.

Love is the ultimate motivation of the Extreme Leader: love of something or someone, love of a cause, love of a principle, love of the people you work with and the customers you serve, love of the future you and yours can create together, love of the business you conduct together ever day.  Without the calling and commitment of your heart, there’s no good reason for you to take a stand, to take a risk, or to do what it takes to change your world for the better.

Generate energy-the Extreme Leader is a generator, a powerful force for action, for progress, and an enthusiastic believer in people and in their capacity to do the awesome.    Steve asks ” what gets you out of bed and brings you to work?” If you are to be the generator, where does you juice come from?  In what well do you dip your cup to get the nourishment you need to meet the obstacles and challenges that you and your face every day.   So what generates energy–Love, Great Ideas, Noble Principles, Leaping Goals, Interesting Work, Exciting Challenges and a Compelling Vision.

Inspire Audacity– for the Extreme Leader, audacity is the bold and blatant disregard for normal constraints in order to change the world for the better.  Love-inspired audacity is courageous and fille with valor.  The Extreme Leader is audacious not to serve his or her own ego, but to serve the common good.  And to do so boldly and blatantly and let the naysayers be damned.

If you are a leader, and I am not just don’t referring to  someone in business.  Leaders are all around us, Mom’s, Dad’s, Sisters, Brothers we are all leaders.  Steve’s book will provide you the inspiration to lead with principle and integrity and to take the leap forward into a new way of perceiving your role as a leader.

 

I hope you enjoy my interview with author Steve Farber and for more information please visit his website by clicking here or you can watch some great video’s of him on YouTube by clicking here.

Podcast 325: Live Off Your Passion with Scott Dinsmore

Inside Personal Growth with Greg Voisen · Podcast 325: Live Off Your Passion with Scott Dinsmore I was recently introduced to author Scott Dinsmore’s work

Podcast 321: The Right-Brain Business Plan with Jennifer Lee

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.

Podcast 321: The Right-Brain Business Plan with Jennifer Lee

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.

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