Podcast 603: The Science of Selling with David Hoffeld

I recently had the pleasure of interviewing David Hoffeld the author of a newly released book entitled “The Science of Selling“.  If you are someone who is in sales or marketing, then I would highly recommend you reading David’s new book.

David spent ten years studying what effects the buying patterns of consumers.  During this time David learned about the behavioral science behind “why” someone purchases goods or services from you versus from someone else.  He refers to this as the Six Whys, which starts with “Why Change?”, second is “Why Now?, third “Why Your Industry Solution?”, fourth “Why You and Your Company?”, fifth “Why Your Product or Service? sixth “Why Spend the Money“.

These are obviously great questions and throughout the book David answer the questions that will make you a better salesperson.  You will literally learn how to sell the way the brain constructs a buying decision, how to ethically sell to your potential customers emotions , how to ask questions the way our brains intuitively disclose information, how to boost your ability to influence other.

If you want more information about David Hoffeld you can check him out at his website by clicking here, or you can watch a great video at YouTube by clicking here.

I hope you enjoy this great interview with a thought leader in the area of sales and selling.

 

Podcast 589: Scrappy-A Little Book about Choosing to Play Big with Terri Sjodin

Terri Sjodin is not only a great author, but is scrappy. I recently interviewed her for her new book entitled “Scrappy-A Little Book About Choosing to Play Big“. I am sure that most of you know what scrappy means, but just in case: scrappy is someone who is full of fighting spirit-synonymous with having moxie, being feisty, enthusiastic. So how many of you choose to play big when is comes to trying to meet someone new you really want to meet? Someone that might make a difference if you met them both personally and professionally? Terri’s book is loaded with amazingly courageous people with great stories about how they went the extra mile to meet that someone special, or did something out of the ordinary to capture the attention of their customers or investors.

Terri has three pillars of scrappiness: 1) Attitude 2) Strategy 3) Execution. I know it sounds simple, and it really is–it just takes lots of courage to act on the things in life that can make a significant difference. What is holding you back? Fear and Uncertainty? If so I encourage you to listen to my interview with Terri Sjodin and get yourself a copy of “Scrappy” you will be glad that you did, you just might break a cycle of belief that is holding you back. If you want to learn more about Terri and the book Scrappy just click here. Thanks for listening.

Podcast 572: World Famous How to Create a Kick-Ass Brand with David Tyreman

Most of us are aware that branding ourselves  or our companies can be a challenging task.  It is as if there is a magic formula that when you have the correct ingredients your company can blast off into the stratosphere where customers are clamoring to subscribe to your service or purchase your products.

David Tyreman has authored a book entitled “World Famous-How to Create a Kick-Ass Brand.  David has worked with some of the biggest companies like Banana Republic, Nordstrom, Macy’s, Nike and many others.  In my interview with David we explore the components that are required to create a kick-ass brand.  David explains there are five of them and they are:  1) Dare 2) Learn Why People Buy 3) A Defined Differentiation 4) Adding Value 5) Ready, Set Engage.  These steps make up the roadmap for someone wanting to develop their brand.

We also discuss the power of a super niche, defining what you do best and not spreading yourself too thin that your customers are confused by your offering or service.   You also need to be concerned and do you research on the demographics and psychographics of your target customer.  Remember not everyone is your customer, so develop a plan and research your customer profile so you know what makes them tick.

David is a master at helping people brand themselves or their company.  His book “World Famous-How to Create a Kick-Ass Brand” is loaded with stories, examples and advice that can assist both the newbie or the experienced marketer.

I would recommend that you check out David Tyremen at his website by clicking here.  World Famous also has a great branding course that you might want to consider taking.  If you are interested finding out more about the course please email David at david@worldfamouscompany.com.

 

Podcast 569: Built To Sell with John Warrillow

Do you own a business?  Are you thinking about venturing out and becoming an entrupauner?  Then you need to listen to this podcast with author John Warrillow and our discuss about his new book entitled “Built to Sell-Creating a Business that Can Thrive Without You.”  I know many of your reading this might be thinking, wouldn’t that be great.  According to John having a business that will thrive without you, is entirely possible.

John’s book revolves around a parable about an advertising agency where the owner is doing many of the wrong things to attain the ultimate of having a business that will thrive without him.  He meet a business guru who provides him with some sound advice, and his business starts to turn around.  Are you wondering what some of that advice was?

Well, here you go:

Tip#1, Don’t generalize;specialize. If you focus on doing one thing well and hire specialists in that area, the quality of your work will improve and you will stand out among the competitors.

Tip#2, Relying too heavily on one client is risky and will turn off potential buyers of your business.  Make sure that no one client makes up more than 15% of your revenue.  

Tip #3, Owning a process make it easier to pitch and puts you in control.  Be clear about what you are selling, and potential customers will be more likely to buy your product.

Tip#4, Don’t become synonymous with your company.  If buyers aren’t confident that your business can run without you in charge, they won’t make their best offer.

Tip#5, Avoid the cash suck. Once you’ve standardized your service, charge up front or use progress billing to create a positive cash flow cycle.

If you are looking to create greater value for your customers, and develop a business that is salable at the highest price then I highly recommend that you listen to my interview with author and businessman John Warrillow “Built to Sell“.  His advice and wisdom when it comes to developing a business that is salable and can thrive without you being present are extremely important to you not becoming a slave to your business.  I see to many people that this happens to, and it does not have to be the case if you develop your personal blueprint and follow John’s advice.

If you want more information about the book and John’s company click here for Value Builders System, or please click here to be directed to the book website.

I hope you enjoy this wonderful interview with someone who can lift most business people out of the doldrums of being chained to their businesses.

 

Podcast 564: The Birth of a Brand with Brian Smith

There is probably not a person tuning into the podcast that has not been exposed to “Ugg Boots” or might even own a pair or two.

Brian Smith the author of a new book entitled ” The Birth of a Brand” lives in a neighboring city and is the original founder of “Ugg Boots”, and has quite a story about how this organization became what it is today.

In my interview with Brian about “The Birth of a Brand”  we explore the early days of Ugg development, the ups and downs and struggles.  I don’t think I have met a person with as much tenacity, perseverance and persistence all of which were required in double doses to launch “Ugg Boots”.

The Birth of a Brand  is for any entrepreneur that wants to better understand the trials and tribulation of owning your own business and launching a new product into the market.  To state that “Ugg Boots” had a rocky start is an understatement, but despite the adversity Brian was faced with he succeeded and made “Ugg” a household name in the United States.

I hope you enjoy this wonderful interview about the early days of “Ugg” and learn from the master of innovation, Brian Smith.  If you want more information about Brian Smith please go to his website by clicking here.

 

Podcast 558: Shareology-How Sharing is Powering the Human Economy with Bryan Kramer

I had the pleasure of interviewing Bryan Kramer about his newest book, “Shareology-How Sharing is Powering the Human Economy.”  In his book, Bryan talks about how to figure out what kind of sharer you are and how you can connect with others like you.  He also tells us that you need to speak “human” to become a better sharer.

Bryan Kramer is a renowned global speaker, consultant and trainer.  He is also one of the world’s foremost leaders in the art and science of sharing, with over 300,ooo social fans and followers.

Find out more about Bryan Kramer and his book “Shareology-How Sharing is Powering the Human Economy” here.  You can also follow Bryan on Twitter and Facebook.

 

Podcast 541: Cloze Customer Relationship Cloud Based Software with Alex Cote

If you follow my blog then you know that I am a bit of a geek and someone who is always looking for better ways to build relationships, stay in touch and do it more effectively.   I recently stumbled across a new cloud based platform called “Cloze“.  I happen to have tried out the 14-day free trial of the software, then purchased the software for my personal use.

So what makes Cloze different from all the thousands of CRM systems out on the internet?  Simply stated is aggregates data and information about your friends, clients and prospects from across several social media platforms and has a user friendly user interface that really makes is intuitive to use and become more productive.  Believe me this cloud based system is not like any other CRM you have encountered, but once you give it a whirl you will see what I am speaking about.

In this interview with Alex Cote one of the founder of Cloze we discuss the differentiators in the software and some of the new things in development.  I know everyone who enjoys staying on the cutting edge of technology, and wants to start using as system to make them more productive then you will certainly appreciate Cloze.

If you want to download the 14-day free trial please click here, ( for a 10% discount when you are ready to purchase, please use this code tun3pam2ok6wyb9n) if you want to read some of the Tweets click here to be directed to the organization’s Twitter page and read what users are raving about!!!!

I hope you enjoy this great interview with Alex Cote co-founder of Cloze.

Podcast 540: Beyond Referrals with Bill Cates

I certainly review a variety of books for my podcast interviews, and I am always looking for authors and content that can be applied to real work applications.

I have to say that Bill Cates  and his new book entitled ” Beyond Referrals” is one of those books that almost anyone in the business world can read and gain useful insight into building relationships, and getting referrals to perpetuate their business.

Bill speaks with me in our interview about building what he refers to as a “Referral Mindset”  Bill states that beliefs and awareness of referrals is ultimately what will determine your success in obtaining more referrals.  If you believe something is possible, then you will see the opportunities.

Bill asks the reader to ask themselves three (3) questions: 1) Are you committed to referrals?  2) Do you believe asking for referrals is safe?  3) Do you have a process to generate referrals?  In our interview together we explore these questions and more about building a business based on referrals.

I hope you enjoy this wonderful interview with the master of referrals Bill Cates about his new book “Beyond Referrals” , if you want more information about his book please click here to be taken to his website, or click here to go to his Twitter landing page.

Podcast 527: Captivology: The Science of Capturing People’s Attention with Ben Parr

Have you tried to capture someone’s attention these days? Do feel like to have to set off a flair in front of their face just to get a few minutes of their focused attention? That is the way that I feel sometimes.

I am certain that in our world today many of us has a bad case of Attention Deficit Disorder, and it is not all the fault of the individuals.  Our world and the things in it that require our attention has increased exponentially.  As a matter of fact we use to speak about Moore’s Law and that the computing power would double every two years, now who know how frequently it is doubling today?

Google receives 4,000,000 searches every minute.  For more fun stats on the amount of data we deal with daily,  just click here to be directed to Data Never Sleeps 2.0 graphic and article. 

Ben Parr the author of Captivology: The Science of Capturing People’s Attention has been studying how to capture people’s attention.  He has come up with some very interesting facts, there are three types of attention-immediate, short and long term attention.  He also states that you can capture all three of these types of attention with what Ben refers to as the “seven captivation triggers.  In my interview with Ben we explore the captivation triggers and the research behind them.

I recommend that you listen to and get a copy of Ben’s book if you are in the business trying to capture the attention of your customers, or just your fellow workers.

I hope you enjoy this wonderful interview with Ben Parr on his new book “Captivology“.   You can learn more by visiting his website by clicking here, or Facebook or Twitter.