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 343: Living Fully with Shyalpa Tenzin Rinpoche

Shyalpa Tenzin RinpocheWhat an amazing interview with Shyalpa Tenzin Rinpoche about his new book entitled “Living Fully“.  The essence of the Rinpoche’s book is the importance of each breath and the life force and joy in each breath.

Now I am aware that at the pace we move in the Western world, understanding the importance of our breath is so essential; but really how many of us pay attention to our breath or are aware of the gift of each breath.  When you distill the message of this book into these terms and the simplicity of what we all take for granted you begin to see the beauty and transformational power within the message of “Living Fully”.

As Rinpoche state in “Living Fully” “Whether we realize it or not, our deepest aspiration is to experience the richness and fullness of our being in every moment. Each of us has the capacity to live fully, but how do we recognize our potential? ”  In my interview with Rinpoche we discuss the many desires and attachment we have to the physical world and how these desires and attachments really are not bringing us happiness and joy and distract us from “Living Fully“.

Happiness and joy are fulfilled when we look deep inside and content with who we are regardless of all of our worldly possessions.  As Rinpoche mentions in “Living Fully” instant pleasure is not the true way to enjoy our freedom.  When we know how to surrender, we can truly appreciate our freedom. This ability to surrender comes from a disciplined approach to life.  Surrender is not submitting to a higher authority, like an army recruit saluting a drill sergeant.  Rather, we surrender when we give up trying to satisfy all of our hopes and expectations.

If we abandon our efforts to fabricate a “perfect” world, we all experience genuine freedom that is not corrupted by endless craving or something better.  Understanding the philosophy and practice of the Buddhist way is quite simple.  Finding our essence of our precious human nature is learning how to live in the moment, enjoying each and every breath and the joy that it brings.

While this might sound like utopia, because we are all aware the plethora of distractions our material world brings, it  would certainly be nice to not just capture these moments but to become one with them permanently without programming our brains to remember how to remember what it feels like.

So if you are so inclined and want to learn from a master then I would recommend that you read and emerse yourself in the teaching of Rinpoche.  His new book is delightful, and something all of us in the Western world need to become more aware of how important the aspect of something as automatic as our breath teaches us about the joys of life.

 

If you would like to learn more about the book click here to be directed to the Rinpoche’s website or listen to a YouTube interview with the publisher Marc Allen at New World Library by clicking. here. Enjoy this great and inspirational interview with a wonderfully compassionate man.

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 341: Work with Passion in Midlife and Beyond with Nancy Anderson

Nancy AndersonAuthor Nancy Anderson is probably the best career coach that I have every interviewed.  She not only seems to have a special intuition about what one’s career path should be, she has an amazing wise insight into our current career marketplace.  What I love about her book ” Work with Passion in Midlife and Beyond” is that it is easy to read and more importantly full of great advice and guidance.

What she conveys in our interview together is that when one reaches midlife the desire to have a vocation that is meaningful and on purpose is heightened.  As she states we have gone through our years of  raising kids, growing our bank accounts and now we want to focus on a vocation that will make a difference.

I would concur with her, for me personally this happened when I turned age 50.  I also have spoken with many of my friends and their seems to be a stirring and uncomfortable feeling that we don’t have much time and we need to change career course with more meaningful work.

Nancy states that change for the better takes place in three (3) stages.  The first stage is when you admit that what your’re doing is not working, and you ask for help if you need it.  Then comes the second and most difficult state, stopping what your’re doing that is not working.  If you persist in your efforts, you reach the third and final state, making choices that work for your.  Now this may all sound simple, but when you are in the middle of a career and considering a choice this can be scary.

Nancy says that identifying and facing our fears is the crucial step in the first stage of change.  She states that in the book “Think and Grow Rich” Napoleon Hill discribes six basic fears that keep you stuck in the past. These fears are as follows: 1) the fear of poverty 2) the fear of criticism, 3) the fear of loss of love 4) the fear of illness 5) the fear of old age 6) the fear of death.  I would say that about covers them all.

Nancy also recommends that when we are ready to take the next step that we rewrite our life story.  Now this is probably the best advice for anyone wanting to explore their authentic self and the core of their personality.  Going through this exercise is very revealing, and can be life altering–I know for I have completed this exercise and it is extremely empowering.  You see that once you do this exercise this much if revealed from your past, and frequently we are carrying emotional baggage forward into our life today and it is not serving us.

So, if you want to work with passion and live the life you want I think that Nancy Anderson book “Work with Passion in Midlife and Beyond” is the perfect reference.  She also is the author of “Work with Passion” which is also a great book on career coaching.  If you want to learn more about Nancy and how she can help you specifically please click here to be directed to her website.

 

I hope you enjoy my interview with this wonderfully insightful career and life coach–Nancy Anderson.  You can also watch a wonderful video at YouTube by clicking here.

Podcast 340: Patience: The Art of Peaceful Living with Allan Lokos

Allan LokosIn a recent interview with author Allan Lokos we discussed his new book entitled ” Patience: The Art of Peaceful Living“.

Allan’s book was born one summer evening when a dear friend made a comment “Just about every mistake I have every made and every unkind word I have ever spoken might have been avoided if I had been more patient.”  Allan thought that this was a stunning statement revealing remarkable insight, and it was the birth of this book.

The development of genuine, open-minded patience may very well lead one to also examine one’s experience of anger and its root causes.  Although impatience and anger are not the same, they live in the same neighborhood states Allan.  In fact, it is as if they live in the same house with barely a flimsy curtain between them, anger ready to join in when impatience shows the slightest interest in emerging from its thin-shelled cocoon.  Not coincidentally, the journey that develops patience is traveled along a path similar to that which undermines the deceiving appeal of anger and what at times can appear to be anger’s uncontrollable nature.

The development of patience requires an understanding of the  root causes of our stress, anxiety, and frustration.  Then we must be willing to relinquish the type of thinking that leads to the loss of patience.  Although anger and patience are not opposites, they can be thought of as two side of the same coin.  When one side is visible the other is hard to see.  When one side is active the other is unlikely to emerge.

Allan is a teacher of Buddhist practices and his approach is not to get attached to the emotions that anger and frustration stur up within one.  To become more mindful from moment to moment which includes being nonjudgmental.  Because of anger’s enormous potential for danger, it would be an exaggeration to say we call on patience to come to the rescue, to save the day, perhaps even to save a life.  The courageous act of starting to address one’s anger and develop greater patience is, to me , a sacred act.  The simple act of pausing invites the mind and body to stop, to allow fiery thoughts to cool and subside before giving them expression.

 

If you want to cultivate more patience and reduce the dangers of anger and frustration, then you ought to read and take in the very important message of “Patience: The Art of Peaceful Living“.  This is a book worth the read, and especially in the complex world we are living in today that frequently tests our patience.

If you would like more information about Allan Lokos and his new book please click here to be directed to his YouTube video.

Podcast 338: Tapping the Source with Bill Gladstone

Bill GladstoneOver the last several months I have grown to know author and literacy agent Bill Gladstone.   Bill a fascinating man, and  has a true passion for helping and serving people through great books, and connecting people for the greater good.  I recently interviewed Bill about one of his many co-authored book entitled ” Tapping the Source”

This book was written and co-authored with John Selby, Richard Greninger and Bill Gladstone and brings to light the works of Charles Haanel’s Master Key System combining short-form meditation techniques with new psychological insights assisting one in tapping their personal potential.

Charles Haanel never claimed to have invented the process of manifestation that he taught. In fact he often refers to classic sources in the Judeo-Christian heritage and Greek and Eastern traditions to highlight the ancient wisdom he’s drawing from and expanding upon.  But beyond classic parallels, his personal vision appears to be uniquely inspired with new psychological insights and remarkably clear elucidations of the core principles that drive our everyday lives:  ” What you and I desire, what everyone is seeking, is happiness and harmony.  If we can be truly happy, we shall have everything the workd can give. If we are happy ourselves, we can make others happy.”

The primary difference in the qualities of Haanel’s vision is that he’s not fixed on material possessions or giant bank accounts or a fleet of fancy cars in the garage.  Yes, he does fully support abundance, but he bases his teaching on the fact that what we really want deep down is to feel genuinely happy and in ongoing harmony with ourselves and the world.  He says “Harmony and happiness are states of consciousness, and do not depend upon possession of things.”

Haannel stated that ” creative power does not originate in the individual, but in the Universal, which is the source and foundation of all energy and substance; the individual is simply the channel for the distribution of this energy.” Haanel was not only a wise man, but very spiritually connected soul bringing awareness and light to the world.

If you want to learn more about Charles Haanel and Tapping the Source, please visit the Tapping the Source website by clicking here.  There is also a full featured DVD that is excellent and will provide you with insights from some of the greatest minds in the personal growth, spirituality and mastery  today.

 

Enjoy my interview with Bill Gladstone a wonderful author and compassionate man on a mission.  To learn more about Bill Gladstone please click here to be directed to his website.

Podcast 336: Just One Thing-Developing A Buddha Brain One Simple Practice at a Time with Rick Hanson Ph.D.

Rick Hanson Ph.D.Author Rick Hanson is one of my favorite authors, and he has created a great new little book entitled “Just One Thing, Developing a Buddha Brain One Simple Practice at a Time”.  Rick is right on when he speaks about practicing. In my estimation it is the operative word,  one must start the practice, because practice is the only thing that will continue our ability to improve and reach heightened states of consciousness.

In my interview with Rick we discuss the daily practices that Rick has articulated in his book.  These practices are mainly inside your mind and are designed to support and increase your sense of security and worth, resilience, effectiveness, well-being, insight, and inner peace.  Some of the practices include taking in the good, protecting your brain, feeling safer, relaxing anxiety about imperfection, not knowing, enjoying your hands, taking refuge, and filling the hole in your heart.

Rick states that it’s a two-way street: as your brain changes, your mind changes; and as your mind changes, your brain changes.  This means–remarkably–that what you pay attention to, what you think and feel and want and how you work with your reactions to things all sculpt your brain in multiple ways.  The details are complex, bu the key point is simple: how you use your mind changes your brain–for better or worse.  There’s a traditional saying that the mind takes the shape it rests upon; the modern update is that the brain takes the shape the mind rests upon.

For instance, you regularly rest your mind upon worries, self-criticism, and anger, then your brain will gradually tak the shape–will develop neural structures and dynamics–of anxiety, low sense of worth, and prickly reactivity to others.  On the other hand, if you regularly rest your mind upon, for example, noticing your’re all right right now, seeing the good in yourself, and letting go–three of the practices in this book–then your brain will gradually take the shape of calm strength, self-confidence and inner peace.

It is the beginning of a New Year, and we can all use great ideas to help us establish better patterns and habits that help and serve us.  I hope that you will read Rick’s new book “Just One Thing” because he provides the reader with 52 new practices to help you become more mindful, centered and develop peace and bliss in your life.  What a wonderful thing!!!

 

If you would like more information on Rick Hanson, please click here to be directed to his website or click here to go to his Facebook page.  He also has some great videos at Youtube.

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