Explore every episode of the podcast All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Stories B4 Statements | 28 Sep 2020 | 00:28:27 | |
Which comes first, the story or the statement? When you're trying to implement ethical influence into your sales process, the best way to start is with a story. I'm not sure if you've noticed but that is exactly how I start each and every one of my episodes.
First, what is the difference between a story and statement? A story is a narrative intended to engage, amuse, or instruct listeners or viewers. Statements are written or spoken expressions intended to persuade listeners or viewers.
In my opinion, stories need to come first because they are designed to engage the heart before bringing in the head. Sales are not made with the head. They are made when you manage to entangle the heart with the head.
Stories also help you to stay top of mind in people's memories and there are so many that help to put various situations into perspective.
Listen to learn the three key insights:
Which stories should you be telling in your business?
In This Episode: [01:33] - Welcome back to the weekly podcast for coaches, consultants, and service providers. [04:33] - The three key insights you'll learn in this episode. [06:42] - Stories are narratives. Learn more about the intention behind them. [09:08] - What is the right sequence between statements and stories? [11:33] - Why doubt is the silent assassin of influence. [14:07] - Ethical influence starts with stories and ends with statements. [14:35] - The story of indecision explained. [15:55] - A story that obliterates the objection of hesitation. [19:21] - Stories create rapport. [19:50] - How to start an influential story in 6-words. [20:56] - Statements equal data but stories equal data with soul. [21:33] - The Alexism is, "Something terrible happens when you fail to engage your prospects to become long-term buyers...NOTHING!" [21:57] - Hear a quick review of the key insights in this episode:
[23:30] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [25:34] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
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| Dale's Magic Formula | 21 Sep 2020 | 00:29:32 | |
When you're looking to sell your products or services, it's not the head of your customer that you're trying to win. Instead, you're trying to win their hearts. What's the best way to do this? By telling a story that has your client or customer demanding to work with you.
Dale Carnegie came from humble means but he was driven to be and do more. He completed high school and went on to college, but in that time he learned all about the art of selling. He'd always been an influential speaker and he realized that it was his ability to speak that helped him become an in demand salesperson.
He went on to create an entire school to help others learn the power of oration and he built out a magic selling formula that hinged on one particular skill. The one skill that all successful business people have.
Listen to learn the three key insights:
Have you brushed up on your public speaking skills lately?
In This Episode: [02:02] - Selling is fun when you know how to do it properly. [03:44] - Learn the three key insights reviewed in this episode. [05:17] - Why Dale Carnegie changed the spelling of his name. [07:48] - What he did after high school and how he worked on his oratory skills. [10:25] - Why he started teaching public speaking classes for adults. [12:35] - The one skill all successful business people have. [15:00] - How he learned the success secrets of history's finest. [16:25] - Learn more about two great orators of antiquity, Demosthenes and Cicero. [18:16] - What is Dale Carnegie's Magic Formula? [20:18] - The correct order of the magic formula. [21:37] - Why is this formula so heart winning? [24:53] - The Alexism is, "You can't be 100% committed to any behavior sometimes!" [25:21] - Hear a quick review of the key insights in this episode:
[26:16] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [27:39] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
How to Win Friends and Influence People by Dale Carnegie
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| Misdiagnosing Your Progress | 16 Jun 2020 | 00:37:00 | |
The rise and fall of nations, racism, and even genocide can be explained by a misdiagnosis of progress. This is also called the progress fallacy and it is one of the riskiest assumptions that you can make in life and business.
Rather than thinking of progress as a noun, think of it as a verb. You are progressing along your path in entrepreneurship which means that for every failure you are doubling your success rate because you now know what NOT to do.
Here is the thing, in almost any given scenario, event A did not necessarily cause event B to happen. Think about it, you download a new software and sometime later your computer crashes. Was event A the root cause of event B? Not necessarily right?
This same concept can be carried throughout all levels of life and business.
Listen in to learn about the root cause and why finding that root is the most important thing you can do. Your three key insights are:
Don't let root cause misdiagnosis stop you from succeeding in sales, business, and life!
In This Episode: [04:45] - Learn the three key insights Alex shares in this episode. [07:05] - Progress is important but is it a noun or a verb? [08:56] - Why do you go the wrong direction enthusiastically? [09:50] - What is the progress fallacy? [11:44] - Why you should ignore the simple logic of progress fallacy. [12:56] - Learn why progress misdiagnosis can cause suffering for humanity as a whole. [14:47] - The progress fallacy has impacted the rise and fall of civilizations across time. [17:08] - Genocide is borne out of the progress fallacy. [17:56] - How is this reflected in business? [19:32] - Making wrong turns is a part of entrepreneurship… a necessary part. [22:38] - If you believe that all martians steal… [24:17] - Alex shares a personal story in which the progress fallacy changed his life. [26:56] - Why does root cause misdiagnosis cause suffering. [29:35] - How do you stop progress misdiagnosis? [30:20] - The Alexism is, "The only thing worse than going in the wrong direction is to go in the wrong direction enthusiastically." - Dan S.: "Progress not perfection." [31:13] - Hear a quick review of the key insights in this episode:
[32:43] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [34:19] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
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| Why Selling Is Marketing Oxygen | 06 Aug 2018 | 00:24:50 | |
Somewhere in Asia, a hermit was meditating by a river when a young man interrupted him to ask to become his committed disciple. "Why?" the hermit asked. The young man answered, "Because I want to find enlightenment." The master grabbed the young man by the scruff of the neck and plunged his head underwater. After a long moment of the young man kicking and struggling, the master released him and asked gently, "Young man, what did you want most of all when you were underwater?" "Air!" the young man replied. In response, the master instructed the young man, "Go home, and come back to me when you want enlightenment as much as you wanted air." If you don't immediately All businesses do three things: production, operations, and marketing. As you'll probably recognize, most people don't want to sell as much as they want to breathe! And yet, sales is marketing oxygen; without it, you suffocate your business. In fact, I recommend allocating 50% of the total amount you spend on your business to marketing, with 25% each going to production and operations. When I'm thinking about what my sales proposition will be, I use a simple three-part sales formula that works like magic. Ask three questions:
As you're selling, you'll encounter objections. In my experience, there are five to nine objections to every sale, and it's most productive to approach each potential objection as if it's a lock. You need the right key for each lock. Tune in to learn more about these topics, as well as why you should begin with the end in mind, how using a story can eliminate objections, Alex's five-part formula, the three necessary factors in creating a movement, and much more!
In This Episode: [02:45] - We learn about which three key insights Alex will cover over the course of today's episode. [03:39] - Alex shares an insightful and powerful story that reveals the importance of wanting something as much as oxygen. [04:50] - We learn about how Alex's story relates to sales. [06:30] - Alex recommends changing the percentages you spend on production, operations, and marketing to 25%, 25%, and 50% respectively. [07:08] - We hear about a simple sales formula that Alex has used over the years that works like magic. [08:19] - The toughest sale is the front-end sale, or the first sale, Alex explains. The second and third sales, and onward, are a lot easier. [09:57] - Alex talks about the sales plan in creating a process where the sale becomes easier and you want the sale as much as the young man in his story wanted oxygen. [11:01] - There are 7 (+ 2) objections to every sale, Alex explains, and talks about how to address them. [13:28] - Alex shares a story to illuminate his point about the power of storytelling in selling. [16:29] - We hear about five-part formula that Alex starts with: support their dreams, allay their fears, confirm suspicions, justify failures, and identify enemies. [18:49] - Alex gives listeners another helpful nugget about the three necessities for creating a movement. [20:50] - Alex offers a quick review of the specific points and insights that he has covered in today's episode. [22:01] - If this episode helped you out, please take a moment to help Alex out in exchange! It's simple; just go to this link and write down the biggest takeaway you got from this episode as a review. [23:18] - In honor of this 21st episode of the podcast, Alex offers listeners a final gift: a completely free copy of his book Alexisms! To learn how to get your completely free copy, tune in to the episode.
Links and Resources: Skipio - where mass business texting gets personal! The 7 Habits of Highly Effective People by Stephen R. Covey | |||
| What Makes Leaders Weep? | 30 Jul 2018 | 00:29:08 | |
Herman Miller was founded by D. J. De Pree in 1923 and is one of the most profitable in the Fortune 500. While it's #456 in revenue, it's #7 in profit. Isn't that incredible? This is because revenue never equals profit. Revenue is top-line, and profit is bottom-line. Are you wondering how to get more profit, and why Herman Miller has been so profitable relative to its revenue? The answer is leadership, specifically servant leadership. At Herman Miller, the concept is that leaders don't inflict pain. Instead, leaders bear pain. In other words, leaders aren't command and control, they're engage and enroll. Another reason I love using Herman Miller as an example is that Max De Pree, one of my mentors, taught me the three responsibilities of a leader. Let's shift gears for a moment and talk about agreements, their three functions, and the three ways to handle them. The functions of an agreement are who's in charge, what's getting done, and when is it due (or who, what, and when). The first way to handle an agreement is to keep it. The second way to handle an agreement is renegotiate the agreement. The third way to handle an agreement is to un-make it. You may be surprised to learn that Max De Pree, former CEO of Herman Miller, didn't make agreements with his team members. Instead, he made something even more powerful: he made covenants. Tune into this powerful episode to learn more about agreements and covenants, what the nine reasons are that a leader should weep, what the Mona Lisa's value can teach you about leadership, and much more.
In This Episode: [03:01] - Alex introduces today's three key insights, which he'll explore throughout the rest of the episode. [04:04] - We hear about Herman Miller, the iconic furniture company. [04:55] - Alex returns to the concept of servant leadership, which he talked about in a previous episode. [05:56] - Let's talk about agreements. You've probably thought about these, but have you clearly defined their three elements? [08:44] - Alex learned all of this about agreements from his mentor David Allen, he explains. [09:31] - We learn that Max De Pree didn't make agreements with his team members. [11:30] - Why is the original of something, whether it's a painting or an incredibly well-made designer chair, so much more valuable than a knockoff or a copy? [13:32] - Alex explains what his explanation about the value of something means for you as a leader. [14:02] - The Alexism for today's episode is this: the most terrifying feeling an entrepreneur can have is thinking about fulfilling their default future. [15:02] - Alex explores the nine reasons why leaders should weep, including lacking dignity, unexpected gifts, and confusing pleasure with meaning. [22:55] - There are three responsibilities for any leader. First, to define reality. Second, to protect confidences. Finally, communicate compassionately. [24:10] - Alex digs into the word "compassion," and the three words it contains: "compass," which means direction, "passion," which means having heart, and "ion," which is the smallest source of an element. [25:21] - Leadership is an art, Alex explains, as part of his review/recap of the points he's covered in this episode. [26:26] - Did this episode help you out, or teach you something meaningful? If so, it would mean a lot if you'd take just a moment to go to this link and write down your biggest takeaway from this episode as a review. [27:30] - Alex gives away a gift in honor of the 20th episode of this podcast! If you enjoyed the Alexism in this episode, you'll love learning many more in the book Alexisms! To learn how to get your completely free copy, listen in to the episode.
Links and Resources: Skipio - where mass business texting gets personal! | |||
| Four Ways To Play The Game | 23 Jul 2018 | 00:23:53 | |
In 2010, in Los Angeles, my good friend Dave Buck (the CEO of CoachVille) taught a session to my students at the Ultimate Internet Bootcamp. While on stage, he talked about how life is a game, and in all coaching, the best way to coach someone is to identify what game they're playing and how they're playing it. The most noble, easy, and consistent way to develop permanent change in your life is by changing the game you're playing, and the way you're playing it.
Answering this question lets you take the step from unconscious incompetence to conscious incompetence. That eventually evolves to conscious competence, and finally flow state or unconscious competence.
You probably won't be surprised to learn that playing to win is the best option. But that alone isn't enough; you also have to choose a winnable game. If you're playing a winnable game, there are only two results. First, you might win. Can you guess what the second result is? If you guessed "lose," that's not it. In fact, you either win or you learn. (If you guessed wrong in this little game right now, remember that you didn't lose; you learned!) Tune into today's powerful episode to learn much more about the games involved in the selling process, how selling through storytelling fits into this framework, the value of identifying the game you're playing, Albert Einstein's three rules of work, and much more. In This Episode: [02:43] - Alex introduces today's three key insights, which he'll explore throughout the rest of the episode. [04:47] - We learn that Alex (along with some of the best coaches in the world) teaches his clients how to play the game of their personal or professional life. [06:58] - What are the four ways to play any game in your personal or professional life? [08:48] - Alex explains why playing to win isn't enough. [11:35] - We learn what the only two results are in a winnable game. [14:24] - Here's the Alexism for this episode: the most important rule of any game is to play by its rules. [15:35] - Alex quotes Albert Einstein about the three rules of work. #1. Out of clutter, find simplicity. #2. From discord, find harmony. #3. In the middle of difficulty lies opportunity. [16:32] - We hear about something that T. Harv Eker taught Alex. [19:16] - Alex quickly recaps the specific insights that he has been discussing throughout this episode. [21:23] - If you enjoyed this episode and learned something valuable, please take a moment of your time to go to this link. Once you're there, write down the most valuable thing you learned from this episode as a review. [22:22] - In honor of this 19th episode of this podcast, you're welcome to have a completely free copy of Alex's book Alexisms! To learn how to get yours, listen in to the episode.
Links and Resources: Skipio - where mass business texting gets personal! | |||
| How to Sell Less & Net More | 16 Jul 2018 | 00:29:09 | |
In 2016, my friend Ryan asked me if I would support him for his first product launch, The Ask Method Training. It ended up being pretty successful, and generating over $3 million in revenue in just two weeks. The problem, though, was his profits. After the fees, advertising, joint venture payouts, refund requests, and affiliate contest payouts, the typical profit margin is about 20%. Ouch! I prefer to be in the 50% to 60% range. In my own launch, I used the PLUS Method, which stands for Post-Launch Upsell Strategy. This term was coined by one of our top producers of sales. Jeff Walker created a powerful formula for the front end of a product launch. It involves two weeks of creating pre-launch content, typically three videos, followed by a final video that leads to the cart opening and closing. Here's the problem: when the cart closes and you're done, 15% to 20% profit is considered good. Typically, at this point when the cart closes, the game is over. I knew there had to be a better way. Jeff's powerful formula is fantastic for the front end, but there needs to be a back end too. This is why I came up with the PLUS method for my own launch. Imagine doing $350,000 in a failed product launch, and then generating over $1 million the back end. This is how powerful the PLUS method can be. The net profits on a PLUS campaign are generally 60% to 70%. Compare that to the 15-20% I mentioned for a typical front-end launch, and you'll see why this is so important! Back to my friend Ryan, who has perfected the art of surveying and asking question. His offer was a $35,000 mastermind and a $10,000 intensive. The $35,000 mastermind included the intensive, but that wasn't good enough for me. Tune into the episode to learn how we moved forward, why I was reluctant to work with someone who I see as being smarter than me, how things turned out for Ryan, and how you can apply these methods to your own business.
In This Episode: [02:56] - We learn about the three key insights that Alex will explore in depth throughout this episode. [03:44] - Alex shares a story about a friend asking for help with his first product launch. [05:42] - We hear about an opportunity that Alex used in his own launch, The PLUS Method. (FIND AND LINK THIS) [10:03] - Alex returns to the story of his friend Ryan, and explains why he was reluctant to work together. [13:20] - We hear more about the cumulative funnel that Alex has been talking about, in which everything at the top includes everything below it as bonuses. [14:20] - Alex talks about what ended up happening with Ryan after the cart closed. [17:14] - What's important is that the back end didn't involve affiliate commissions or prizes, Alex points out. [18:10] - Alex covers the impressively successful results of the story he has been talking about involving his friend Ryan. [19:53] - The Alexism for this episode is this: entrepreneurship is like skydiving. You don't need a parachute to skydive. You just need a parachute to skydive more than once! [21:51] - For most people, cart close day is the beginning of the end. With PLUS, it's the end of the beginning! Alex explains this, then walks listeners through the five stages of conversion. [24:38] - We hear a quick review of the insights and wisdom that Alex has covered throughout the course of this episode. [26:22] - Did you take away something valuable from this episode? If so, please head over to this link and write down that takeaway as a review! [27:22] - Alex offers listeners a completely free copy of his book Alexisms in honor of this 18th episode! To learn how to get yours, listen in to the episode.
Links and Resources: | |||
| Why Socrates Avoided Rejection | 09 Jul 2018 | 00:26:41 | |
In 2002, I tapped into a 2400-year-old technology that the most revered universities across the globe embrace: the Socratic Method. This method involves asking questions. When you're thinking about applying this to your sales presentation, keep this in mind: the question mark looks like a hook. It draws people in. The exclamation point, on the other hand, is like a spear that can shoo people away. Back to 2002: my children were very young, and so I didn't want to travel as frequently as my colleagues did. Instead, I focused on teleseminars and creating courses online, on CDs, and in three-ring binders. The teleseminars were free, but the recorded interview and transcripts available afterward became a course for sale. In this process, I created a database that became my secret weapon. It would take data after surveying someone, put the data into the database, and make it keyword-searchable. For example, if I wanted to do a teleseminar with Brian Tracy, we would set up a time. He would ask what we would talk about in terms of selling, but instead of answering him myself, we would survey our lists using my database to find out what they wanted to learn from him. Do you see how this ties into the Socratic method of asking questions? Tune into this episode to learn exactly how well this strategy worked out! (Hint: it was successful.) You'll also learn about other ways of using this method, why trying to give people what you think they want is problematic, how porcupines are related to the sales exchange, and much more.
In This Episode: [02:13] - Alex introduces the three key insights that he'll be exploring in more depth in today's episode. [03:17] - We hear about Alex's views on the Socratic Method, as well as why the question mark is a more powerful sales tool than the exclamation point. [04:43] - How can you create shared excitement and energy? [05:50] - Back in 2002, Alex did lots of teleseminars because his daughter had just been born and his son was a toddler. [08:33] - Alex began to create a list and then a series of leaders, and this database became his secret weapon. [09:17] - We hear an example of what Alex is talking about, and how the Socratic method applies in this case. [11:57] - This allowed Alex to create Socratic content, we learn. [14:10] - Alex also used the Socratic method using his database for book tours. [14:42] - We learn more about Socrates' life. [16:17] - The Alexism for this episode is this: there is no such thing as a self-made successful entrepreneur. [17:20] - In the world of asking questions, remember the porcupine. [18:17] - Alex offers listeners three world-class questions: "What don't I see?" "How do I make money when others steal from me?" and "What are we split-testing today?" [22:06] - Alex explains what a split test is. [22:57] - Alex reviews the specific insights that he has covered throughout this episode. [23:49] - Please take a moment to go to this link. Once you're there, take a moment to write down your biggest takeaway from this episode as a review. Of course, a five-star rating would also be appreciated! [24:49] - In honor of this 17th episode, Alex is giving away his book Alexisms completely free! To learn how to get yours, listen in to the episode.
Links and Resources: | |||
| Four Learning Styles to Greatness | 02 Jul 2018 | 00:33:06 | |
In 2006, I sat in a converted office in my home in California. My wife and children were asleep, and I wondered what the topic should be for the next course I wrote. In 2001, I had developed the course Marketing With Postcards, which earned me nearly $1 million. At that point, I wasn't great at creating traffic, but I was very good at converting traffic. The success of this course led to my next course, Traffic Conversion Secrets, which I sold for $1,800. That course, in turn, led to TeleSeminar Secrets, which made over $14 million in under six years. These courses brought me great students, some of whom are now my teachers. They also taught me about the different types of students. There were those who asked "what" questions. Others asked, "Why?" Others asked, "How?" And still others asked, "What if…?" Going back to 2006, I created the course Web Communication Secrets. In that course, I developed something that I've been utilizing ever since: shifting the curriculum to appeal to all four of these learning styles. I did a lot of research, and studied David Kolb's theory of the Experiential Learning Model. It includes four different styles: concrete experience (the style of feeling), reflective observation (the style of watching), abstract conceptualization (the style of thinking), and active experimentation (the style of doing). To clarify these for myself and make them easier to remember, I described them with different words (which you may already have noticed if you've been actively paying attention). These are the "what?" learner, the "why?" learner, the "how?" learner, and the "what if?" learner. As you teach all of these learning styles, though, you should do so in a specific order, taking care of the "what" and the "why" learners first. Tune in to learn the details of all this, and much more! In This Episode: [02:31] - Alex introduces the three key insights that he'll explore in more depth throughout today's episode. [03:14] - We hear about a specific day in 2006, as well as a course that Alex created in 2001. [05:25] - Marketing With Postcards was the course that got Alex on the map, and led to Traffic Conversion Secrets. [06:28] - Alex talks about the different types of students he got during his courses. [08:04] - We learn about how Alex responded to learning about the four different types of learners. [10:34] - Which of the four styles of learning do you have a bias toward? [12:10] - Alex explains why understanding and being aware of the four styles of learning is so important. [13:57] - There's a sequence between the what, why, how, and what if, Alex points out. [15:39] - We hear about audio scripting, including the audio script that Alex has for this episode. [18:29] - What could happen in your life in the future if you learn these four learning styles, and change the way you teach or communicate accordingly? [21:42] - Alex shares his method for remembering the four learning styles. [22:30] - Today's Alexism is this: what makes a good entrepreneur great is their ability to manage uncertainty. [24:47] - Alex talks about selling media for infomercials in 2002 and 2003. [26:43] - Alex explores what it means to have high intention and low attachment. [28:40] - The context of your presentation or course is more decisive than the content, Alex explains. [29:20] - We hear a review of the topics that Alex has covered in this episode. [30:16] - Did you enjoy this episode and learn something valuable? If so, please take a moment to head to this link, and type in your biggest takeaway from this particular episode as a review. [31:18] - In honor of this 16th episode, Alex is giving away his book Alexisms completely free! To learn how to get yours, listen in to the episode. Links and Resources: Skipio - where mass business texting gets personal! | |||
| Public Speaker's Magic Formula | 25 Jun 2018 | 00:19:52 | |
Dale Carnegie was the author of the book How to Win Friends & Influence People, one of the best-selling self-help books of all time. Perhaps surprisingly, Carnegie was born into poverty in Missouri. As a boy, Carnegie won friends through his knack with words. At various assemblies he attended in high school, he became inspired by speakers, and joined the school's debate team. During his horse rides to college, he practiced his speeches and style. After graduating, Carnegie's various jobs as a traveling salesman earned him enough to quit his job and move to New York City to try his luck as an actor. He landed a leading role in Polly of the Circus, which allowed him to continue practicing his public speaking skills. However, he hated acting itself, so he enlisted in the army instead, before working as a business manager of a traveling lecture course taught by Lowell Thomas. When Carnegie realized that his skill at public speaking was what helped him succeed as a traveling salesman, he successfully pitched the idea to teach public speaking to adults at the YMCA in New York. His classes were an immediate success because he focused on their personal stories. Importantly, Carnegie realized that the most successful business people in any given industry weren't those with the most technical know-how, but rather those with the best people skills. He noticed that no textbook existed on the subject, and after years of intense research, he finally published his famous book How to Win Friends & Influence People. In today's episode, you'll learn Carnegie's three-step magic formula. First, incident: what's the specific incident that you want to be talking about? Second, action: what's the action you want your audience to take because of what they learned from that incident? Third, benefit: what's the benefit your audience will gain as a result of taking that action? Tune into this conversation to learn more about how this formula works, why Carnegie was so successful at what he did, and much more! In This Episode: [02:40] - Alex talks about the three critical insights that you'll learn all about in today's episode. [03:31] - We learn a basic biography of Dale Carnegie, the author of How to Win Friends & Influence People. [04:45] - Alex continues the story of Carnegie, talking about the high school assemblies that he attended. [06:08] - After college, Carnegie took a job as a traveling salesman. Alex explores the next steps of Carnegie's life. [07:49] - Alex talks about why Carnegie's classes were an immediate success. [09:10] - We learn that Carnegie spent the next two decades gradually refining his curriculum to meet the needs of his students. [10:04] - Alex talks about where the title of Carnegie's famous book came from. [11:15] - Any time Alex is feeling low or in a rut with his business or mindset, he watches biographies of successful people. [12:10] - What was the magic formula that Carnegie taught thousands, and now millions know? [13:12] - Alex explores one of the biggest challenges that he has with many TED Talks. [14:22] - We hear a story about two speakers of antiquity. [15:03] - Here's the Alexism for today's episode: you can't be 100% committed sometimes. [15:42] - Alex goes through a quick review of the insights that he has explored throughout this episode. [16:54] - Please head over to this link, where you can type in your biggest takeaway from this episode as a review, as well as rate the episode. [17:58] - In honor of this 15th episode, you're welcome to a completely free copy of Alex's book Alexisms! Why pay for it when you can get it for free? To learn how to get yours, tune into this episode! Links and Resources: Skipio - where mass business texting gets personal! How to Win Friends & Influence People by Dale Carnegie Public Speaking and Influencing Men in Business by Dale Carnegie Lincoln the Unknown by Dale Carnegie Little Known Facts About Well Known People by Dale Carnegie Five Minute Biographies by Dale Carnegie Biographical Roundup by Dale Carnegie | |||
| The 'ALL IN' Principle | 18 Jun 2018 | 00:23:06 | |
In the summer of 1992, I learned an important fact that has stuck with me ever since: leadership is a choice. On the day I learned this, I was climbing a wall in an obstacle course as part of a team-building exercise. I was dripping with sweat, my shoulders were aching, and my legs were throbbing. I felt battered, but ready to take on the challenge. (This feeling probably sounds familiar to you, even if the battering is a mental or emotional rather than physical one!) The pain didn't matter to me. If I could prove my mettle and see the competition through, I knew I would impress both my fellow competitors and myself. There I stood, with over 20 other people all equally bent on climbing that wall. There was no way to get over but through physical strength, stamina, determination, and help from the others. My instincts told me that if I scaled the wall first, I would inspire the others to do the same. That was leadership, I believed. Within seconds of being told, "Go," I made it over the wall. There I was, all alone. Everyone else was on the other side, trying to get over the wall, and I couldn't do anything to help them. In other words, I put myself in a powerless position, and my "leadership" turned out to be just cheering people on from the sidelines. In contrast, one of my closest friends in the competition stood at the base of the wall and help others climb the wall and reach the other side. Once everyone else was over, he made a leap of faith, and others' hands clasped him and pulled him over the wall. Do you see the lesson here? My choice in attempting to be a leader left me feeling inadequate and ineffective. This became a defining moment in my life, and sparked a new way of thinking about leadership. Back then, I tried to lead from the front, by command. The sustainable way is to lead with the "engage and enroll" style of leadership, or leading from behind. Tune into this episode to learn much more about leadership, the key insights listed above, and more! In This Episode: [02:13] - Alex introduces this episode's three key insights. [03:13] - We hear about a day in 1992 when Alex learned a specific lesson. [05:06] - Alex continues his story, explaining that there were two dozen other rivals bent on climbing the same wall. [08:13] - Alex shares what he felt and learned after his incorrect leadership decision. [09:16] - Leading from the front is the classic leadership position. Servant leadership, or leading from behind, makes you more sensitive to the immediate needs of the people you are leading. [11:06] - Many leadership books ignore the leader from behind. Alex explains why this is the case. [13:01] - On the day Alex described, he learned what "all in" means. [14:41] - In 711 AD, the Muslim commander Tariq ibn Ziyad ordered his ships to be burned. In 1519 AD, Hernán Cortés did something similar. Alex explores how this concept relates to what he's been talking about. [15:56] - Alex shares this episode's Alexism. There are two types of problems entrepreneurs face each day: the ones you currently have, and the ones you will have. [16:37] - We hear a quick review of the specific insights that Alex has covered in this episode, and shares the story of the cliff divers in Acapulco. [19:58] - Did you like this episode? If so, please take a moment to head to this link and write down your biggest takeaway as a review! [21:28] - As a final gift, Alex offers listeners a complimentary copy of his book Alexisms! Tune into the episode to learn how to get your free ebook. Links and Resources: Skipio - where mass business texting gets personal! | |||
| Transform Ice Blocks Into Steam | 11 Jun 2018 | 00:28:11 | |
I want to introduce you to someone I like to call Coach Carla. Most of my list is made up of Coach Carlas. These women are consultants or service professionals, typically in their 40s, and typically making under $100k. Coach Carla hates to sell. She's not very good at technology. She has fears, frustrations, and foibles, but she's a really good coach. She lives a simple lifestyle, but spends rich for continuing education and has a habit of hiring mentors. She's proud of the quality of her work. She desires a passive income, but her business model forces her to consistently trade dollars for hours. If you're Coach Carla (or Coach Carl), you probably recognized yourself in the paragraph above. If you're ready to stop trading dollars for hours, you're in the right place. You're probably so busy working in your business that you don't have time to work on your business. Through All Selling Aside, Coach Carla (or Carl) learns that seeding through storytelling is the new selling. Many of my colleagues and many very smart sales trainers have taught three stages of conversion: candidates go from cold to warm to hot. I believe that this isn't enough, but rather that there are five stages of converting candidates to cash-paying candidates. The key is to move prospects from one stage to the next instead of trying to skip stages. Imagine the process as converting an ice block into steam. First, you melt the block of ice into cold water. Next, you convert the cold water into warm water. From there, you convert the warm water into hot water, like a spa. Finally, that hot water turns to steam. When you get to steam, that translates to making a sale. It's important to keep in mind that a new customer or client may cool down a bit. If that happens, you need to bring them back through the stages, not just try to head straight back to steam. Tune into this episode to learn much more about this, as well as the other key insights of the day! In This Episode: [02:13] - Alex introduces this episode's three key insights into becoming an ethical influencer. [03:07] - We hear the story of Coach Carla. [05:12] - Alex describes a few more of Coach Carla's aspirations, affiliations, and attributes. [07:17] - Coach Carla has yet to develop a proven conversion process to grow and sustain her business, but she really wants one! [08:06] - Carla, like Alex, loathes manipulative sales techniques. [09:36] - Alex refers back to the story of pigeons in a previous episode. [10:24] - If Alex could offer listeners one piece of advice today, it would be what he describes here. [11:20] - Unlike many of his colleagues, Alex believes that there are three (not five) stages of conversion. He describes what these are, comparing the stages to the process of melting a block of ice into steam. [15:35] - When you make a sale, that customer or client cools down a bit, Alex points out. [17:07] - Alex asks people to be like bamboo when he's on stage, and explains what he means by this. [20:28] - We hear how eucalyptus differs from bamboo in important ways. [22:08] - The Alexism for this episode is this: your professional life is always a projection of your personal life. [23:34] - Alex offers a quick review of the insights that he has explored in today's episode. [24:37] - Please take a moment to head to this link! Once you're there, write down your biggest takeaway from this particular episode as a review. [25:55] - Alex offers listeners a gift in honor of this 13th episode: a completely free copy of his book Alexisms! Tune into the episode to learn how to get your free copy. Links and Resources: | |||
| The 3 WHYs of "Ethical Influence" | 04 Jun 2018 | 00:19:01 | |
In 2016, in Sao Paulo, Brazil, in front of 850 crazy, outrageously influential and enthusiastic Brazilians. I was there for the first time for what's called Guerrilla Business Intensive. It's a three-day intensive that starts at 8 AM and goes until 10 or 10:30 PM each day. On day two, I was making a mention that Brazil is the 8th largest sovereign nation in terms of GDP, but 1st in natural resources. In other words, Brazil is a testament to unmet potential. The key to any nation's success is entrepreneurship. I asked everyone in the audience to raise their hands if they believe that Brazil is a first-world nation. Only about 20% of the hands went up. I then asked them to raise their hands if they believe that Brazil is a third-world nation, and the majority of the hands went up. This is a problem, because believing that you live in a third-world nation gives you mental constraints to never meet your potential. Finally, I asked them to raise their hands if they were passionate and committed. All the hands went up. At this point, I explained to them that passion doesn't produce commitment. Instead, commitment produces passion. The lesson you should take away from this is that to meet and exceed your potential, you need templates to make your life easier when you're presenting ethical influence strategies or opportunities to an audience. Let's move onto my three-part formula, which I've been using successfully for over a decade. It starts with "why," and involves three questions. First, ask yourself, "why this?" In other words, why this offer or presentation? Second, "why me?" This is about why you're uniquely qualified to offer this. Finally, ask yourself, "why now?" Why is now the right time, instead of next week or next month? Tune into this episode to learn more about all of these points, and how following the principles I describe throughout this podcast will spare you the frustration and disappointment of being rejected by future prospects. In This Episode: [02:13] - Alex introduces this episode's three key insights into becoming an ethical influencer. [03:03] - We hear a story about Alex's experience in Sao Paulo, Brazil, in 2006. [04:48] - Brazilians have enthusiasm and influential outlooks of what could happen in their lives, Alex points out. [06:40] - Commitment produces passion instead of the other way around, Alex explains. [07:43] - Alex explores why the story he has just told about his experience in Brazil is so important. [08:13] - Alex shares his three-part formula that has worked for him for over a decade. [10:07] - The most important oversight is the third question, Alex reveals. [11:24] - The Alexism for this episode is this: you are not as good as you think you are. You're better! [12:57] - One of the promises of the patterns that you'll learn in this podcast is that if you follow them, there will be no rejection. [13:37] - Alex talks about the program that he and Joe Vitale offer. [15:27] - Alex goes over the specific insights that he has covered in this episode in a quick review. [16:22] - If you enjoyed this episode, please take a moment to head to this link and type in your biggest takeaway as a review! [17:18] - Alex offers listeners a gift: a completely free copy of his book Alexisms! Tune into the episode to learn how to get your free copy. Links and Resources: Skipio - where mass business texting gets personal! | |||
| The APP Power Revealed | 09 Jun 2020 | 00:30:15 | |
What does accountability mean to you? For the ancient Romans it was the process of being accounted for so that the senators could vote for important laws. For your business, it means being held accountable to making change. The accountability partner program power is having your clients be accountable to each other. Here's the thing, are you more likely to keep a promise to yourself or to others? If you're like most humans, you're going to keep your promises to others more frequently. So when you incorporate the APP into your programs you're putting the role of accountability partner onto peers in the program. Then you build in consequences to not attending those meetings. Nobody wants to be kicked out of a program right? Listen in to learn more about how you can start implementing in your programs. Your three key insights are:
Are you ready to build a tribe of clients or students who can't get enough of your programs? In This Episode: [01:38] - What are your thoughts on selling things? If you hate it, then keep listening. [04:04] - Learn the three key insights you'll learn in this episode. [05:44] - When did the concept of accountability first appear in history? [07:14] - Why we are more willing to give than receive. [09:12] - How accountability was baked into Teleseminar Secrets. [09:53] - What is APP power? Why is it critical for building a tribe community? [12:09] - Why the critical driver is the fear of banishment. [14:53] - How the APP works with any group. [16:32] - Put APP power to work for your business. [18:37] - Learn the five questions you need to have your partners address between each other.
[22:23] - A quick review of the five questions. [24:21] - The Alexism is, "Imagination was given to us as humans to compensate for what we are not. A sense of humor was provided to console us for what we are." [25:05] - Hear a quick review of the key insights in this episode:
[26:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [28:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
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| Experience Is Not Best Teacher | 28 May 2018 | 00:24:57 | |
Many years ago, in northern Asia, an arrogant samurai warrior challenged his Zen master to explain the difference between evil and goodness. The master's response had a sense of mockery, even disgust, as he said, "I will not waste my time with such scum as you." The arrogant samurai reacted by pulling out his sword and screaming in a rage, "Little man, I will cut you into pieces for your insults!" The Zen master responded, "That, my dear friend, is what evil is like." When he heard this response, the samurai calmed down and began to understand the deep wisdom that the master was teaching him. He thanked the Zen master for the insight, and went down on one knee in gratitude. "That, my dear warrior," the master replied, "is what goodness is like." The moral of this story is that experience is not the best teacher. Rather, experience is the only teacher. Think of the words "empathy" and "sympathy." Imagine trying to describe the difference to someone just using descriptions. This probably seems pretty tricky, right? Now, think of it through the lens of a story. You're on a boat fishing with one of your friends. As the boat rocks, your friend gets seasick and starts vomiting over the side of the boat. Sympathy is putting your arm around your friend and reassuring him or her that it'll be okay. Empathy is putting your arm around your friend and then vomiting with them. Suddenly the difference between empathy and sympathy is clear, all through the power of storytelling. In today's episode, you'll learn that stories reach all four levels of consciousness. The first level is the mind, or the mental level of consciousness. This is the logical level. The second level of consciousness is the emotional level, or the heart. The third level is physical, which you can think of in terms of what you want your candidate to physically do. This might be writing something down, for example. The fourth and final level is all about spirituality. To be clear, this isn't religious, but it's ethereal; it's something outside the mental, emotional, and physical. Tune into this episode to learn more about all this and much more. If you want to become a world-class ethical influencer, everything begins with a story, and I'm ready to teach you how to how to use the power of storytelling. In This Episode: [01:59] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:47] - We hear an insightful story that illustrates why experience isn't the best teacher, but rather the only teacher. [04:12] - From this story, Alex explains, we learn that we can understand things better through stories or experience than descriptions. [05:18] - Alex explores the difference between empathy and sympathy as an example of what he has been talking about. [07:10] - Alex recounts a story from early in one of his children's lives, making it clear again why experience is the best teacher. [08:35] - When Alex was four years old, he had a death experience (not just a near-death experience). He remembers exactly what he saw and felt. [09:48] - Alex talks about some of the great storytellers, and points out that we learn most (and sell best) from great storytelling. [10:41] - A story hits four levels of consciousness, Alex explains. [13:47] - Movement is life, Alex points out, and that's what stories offer. [15:11] - Alex talks about how often and effectively some of the greats told stories. [16:25] - Alex doesn't believe it's necessary to offer the "why" for your story before you tell it. Instead, just launch into the story without distractions. [19:04] - Many influencers don't use ethics, and use tricks while lacking sincerity. [19:55] - Alex talks about propaganda, which uses stories that are called narratives. [21:27] - Alex offers listeners a quick review of the specific insights that he has covered in this episode. [22:09] - Did you enjoy this episode? If so, please type in your biggest takeaway from the episode as a review at this link! While you're there, please rate the episode too. [23:30] - Listeners who want a free gift are welcome to a free copy of Alex's book Alexisms. To learn how to get your free copy, tune into the episode! Links and Resources: | |||
| Power of Ruthless Compassion | 21 May 2018 | 00:23:51 | |
Once, I was speaking on stage in front of hundreds of other thought leaders and entrepreneurs. I wrote down the word "compassion" and asked what it said. When we unpacked it, they learned that the word "compassion" has three other words inside of it. Compass, the first word, is about knowing which direction to go. Passion, the second word, is about the heart (whereas compass is about the head). Ion, the third and final word, is the smallest substance that we can study. It represents the small action that you take when you're thinking big with passion. The word "accountability" comes from the Roman senate, when it meant nothing more than showing up, so you were able to be accounted for. As you'll learn in this episode, accountability is the derivative of compassion. When you're accountable, you're showing up for the task and taking responsibility. This is your most reliable path to execution intelligence and getting extraordinary results. In this episode, I'll talk about three of a leader's biggest responsibilities. The first is to define reality, which means assessing where you are, not just where you're going. The second is to protect confidence, both your own and that of your employees. For example, reprimanding or shaming your team (or your kids) publicly isn't protecting their confidence. The third responsibility of a leader is to communicate compassionately. This means to communicate in a way where the receiver gets you, and feels gotten. You'll also learn that an agreement has three considerations: when, what, and who. You can think of this as who's doing it, what's getting done, and when it's due. There are also three ways to handle agreements. The first way to handle an agreement is to keep it. The second option is to renegotiate the agreement, typically changing the who or the when. The final way to handle an agreement is to unmake it. To be clear, if you're unmaking or renegotiating an agreement, it has to be before the deadline. In This Episode: [01:59] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:49] - We hear a story about Alex unpacking the three words that lie within the word "compassion" for an audience. [05:43] - Accountability ends up being the derivative of compassion and is your most reliable path to execution intelligence, Alex explains. [06:35] - Alex explores the root of the word "accountability." [07:42] - Alex digs into the responsibility. As he explains, the leader's number one job is to define reality." The leader's second responsibility is protecting confidence. [11:05] - The third responsibility of a leader is to communicate compassionately. [11:51] - Today's Alexism is this: the three responsibilities of a leader are to define reality, protect confidences, and communicate with compassion. This is borrowed from three great thought leaders, as Alex explains. [13:17] - Alex takes a moment to talk about agreements, covering their considerations and the ways to handle them. [16:09] - Alex gives a specific example of what unmaking an agreement can look like to clarify the concept. [17:53] - The team that gets along the best usually outperforms the team with the most talent, Alex explains. [19:13] - Alex quickly reviews the insights that he has explored throughout this episode. [20:46] - If you enjoyed this episode, please head to this link and type in the biggest insight you got from the episode as a review! (If you've done this for a previous episode, you won't be able to review the show again.) [21:41] - Can you believe we're already ten episodes into the podcast?! In honor of this episode, you can get your own free copy of Alex's book Alexisms. To learn how to get your free copy, tune into the episode! Links and Resources: Skipio - where mass business texting gets personal! The Servant as Leader by Robert Greenleaf | |||
| 5 Famous Influencer Dropouts | 14 May 2018 | 00:25:31 | |
Sir Richard Branson, who you may know for his Virgin companies, is dyslexic. While he may not be known as one of the great speakers of all time, he'll absolutely be remembered as one of the greatest entrepreneurs of all time. He's a perfect example of how someone who's willing to try more things (despite potential public embarrassment) is more likely to be successful. Barbara Corcoran, who you've seen if you've watched the show Shark Tank, is one of 11 children, and has been fired from many jobs. Even so, she became the queen of New York City real estate. This is partly because she isn't concerned about looking bad, and doesn't judge herself for making mistakes. Mark Cuban's father was an auto upholsterer. Mark was a bartender for a while, but got fired from that job. Next, he got into the software business. Mark is fearless when it comes to taking calculated risks, and is great at thinking big and acting small. He also makes sure he has the right people around him. General Colin Powell was born in Harlem to Jamaican immigrant parents. Instead of caring what other people thought about him, he expanded his comfort zone. By expanding your comfort zone instead of breaking or bursting through it, you'll be much more familiar to stay beyond your original comfort zone. Steve Jobs was given up for adoption, and was fired from the company he started with Steve Wozniak. He made a comeback, though, and turned his company into one of the most valuable companies in the world. He had a knack for not worrying what other people thought about him or his ideas, and for driving people to create powerful teams. Join me today to learn about these incredible dropouts, the traits they have in common, and the lessons they can teach all of us about being successful in our own lives and businesses. In This Episode: [02:08] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:57] - Alex was taught not to let his schooling interfere with his education. This was clearly the case for the five dropouts he'll talk about today! [03:43] - Today's first dropout is Sir Richard Branson, who has a knack for aligning himself with smart people. [06:35] - Sir Richard Branson is a brand-builder, Alex points out. [07:24] - Our second famous dropout is Barbara Corcoran, who you may recognize from the show Shark Tank. [08:37] - Next up is Mark Cuban, another star investor on Shark Tank. [09:38] - The fourth dropout in today's episode is General Colin Powell. [12:30] - One thing our four influencers who are dropouts have in common is that they have high intention and vision, but low attachment to what happens along the way. In other words, they give themselves permission to make mistakes. [14:03] - Alex currently has three mentors, which he points out is a different thing than formal education. [14:31] - Our fifth and final dropout for this episode is Steve Jobs. [16:37] - This episode's Alexism is that the secret to wildly successful entrepreneurship is the blind willingness to look bad in public more often. [17:35] - Alex shares a trick that he plays on his mind and heart every night to accomplish things that scare him. [20:25] - After Alex has done the scary thing he identified in his exercise, he saves the card on which he had written it down. [21:41] - We hear a quick review of the specific insights that Alex has covered in this episode. [22:51] - Have you already reviewed this podcast for a previous episode? If not, please take a moment to do so now! Type out your biggest aha moment from this episode as your review at this link. [23:38] - In honor of this ninth episode, Alex offers listeners a gift: a copy of his book Alexisms. To learn how to get your free copy, tune into the episode! Links and Resources: Skipio - where mass business texting gets personal! | |||
| Sam's Dirty Little Secret to Billions | 07 May 2018 | 00:22:02 | |
You may be surprised to know that one of the world's wealthiest men rarely showed up on the lists, because he had children and his fortune was divided among them. The man in question is Sam Walton, the founder and owner of Walmart and Sam's Club. The story of how this man from a modest background created such a profitable company is fascinating and provides incredible insights. Sam would fly a small plane over the parking lots of other five-and-dime stores, looking for parking lots full of cars. When he found them, he would land his plane and go inside the store to learn what his competitors did. Through this process, he learned what worked for his competitors. Once he figured this out, he used the knowledge that he had gleaned to go into small cities, open a Walmart location, and become the biggest employer in town. This story illustrates the idea that originality is the most dangerous principle in sales and marketing, as Rosser Reeves thought. It was through deeply researching what his competitors were doing well that Sam was able to create his empire. The only way to have a competitive advantage is to observe the competition, learn exactly what they're doing, and then do it better! I remember going to Disneyland and Disney World. On some of the thrilling rides, you'll have your picture taken at the most exciting moment. You then have the choice of whether to buy that picture. At other amusement parks, you're not allowed to take pictures of the screen showing your picture. At Disneyland, though, you're actually encouraged to take these pictures, even if it means you won't pay for the original photograph. The reason is that you'll send out these pictures to your friends, and suddenly other people want to go to Disneyland. This illustrates another of my points for this episode: one of the keys to success is figuring out how to make money when people steal from you. Tune in to learn all about this, and much more!
In This Episode: [02:06] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [03:07] - We hear the beginning of the story of Sam Walton, the founder of Walmart and Sam's Club. [03:54] - Observation is your best friend in business or as a marketer. Alex talks about how Sam Walton observed and did his research. [05:24] - Many people think that being original is the key to having a competitive advantage. Alex explores why this isn't the case. [06:47] - Alex returns to the story of Sam Walton, explaining how successful his strategy was. [08:42] - We hear some of the specific things that Sam learned from observing his competition, such as having a greeter at the front door. [11:04] - This episode's Alexism is that experience is not the best teacher. Experience is the only teacher. [12:46] - Alex brings up a question you should ask: "How do I make money after other people steal from me?" He then shares a specific example that makes this point very clear. [15:53] - When Alex had a $2,500 product, people would steal the username and password to access the product for free. Alex explains why he had no problem with this. [17:28] - Alex offers a quick review of the insights he has explored in this episode. [18:39] - If you haven't already reviewed this show after listening to a previous episode, please take a moment to head to this link and type in your biggest takeaway from this episode! [19:51] - Alex offers listeners a gift in honor of this eighth episode (and this will be the last time he does this, so jump on it now if you haven't before). You can get a free copy of his book Alexisms, which took him 25 years to write. To learn how to get yours, tune into the episode.
Links and Resources: Skipio - where mass business texting gets personal! | |||
| Power of the Rockefeller Effect | 30 Apr 2018 | 00:25:11 | |
Around the time of the Depression, a young entrepreneur was the number one printer in New York City. However, his attitude was bad, and he started to lose clients, team members, and even his family. Before long, he couldn't sustain being in business, and found himself unable to pay his bills. Things got so bad that he even considered suicide. While sitting on a bench in Central Park, he encountered a distinguished elderly gentleman. The young entrepreneur told the story of what was wrong in his life, and the elderly gentleman handed him a check for $1 million, asking him to come back in a year and explain what he had done with the money. He looked at the check, saw the name John D. Rockefeller Jr. in the corner, and excitedly thought that his life was finally changing for the better. Instead of cashing the check, he carefully tucked it away in his safe, resolving to see what he could do without it. Over time, he won back his customers, his children, his vendors, and eventually his wife. The important thing to note here is that his skills hadn't changed at all; the only difference was his attitude. Within a year, he was number one again. He brought the uncashed check back to the park bench a year later, only to find that the man who had given him the check was not actually John D. Rockefeller Jr. As this shows, belief can be just as important as reality. This story illustrates the be-do-have scenario: you become the person you need to be, do the things that person would do, and finally have the things that person would have. The idea that you need to have before you can do or be is backwards. In this episode, you'll learn about all of this, as well as how to get A-players to join your team (believe it or not, salary is reason #5!), why beliefs determine behavior instead of the other way around, why B-players and A-players don't like each other, why attitude isn't learnable, and much more. Tune in to learn all these powerful insights that you can apply to your business! In This Episode: [02:06] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:50] - We hear a story (that may or may not be true) that illustrates the importance of having a good attitude. [04:58] - Within the story Alex is telling, the young entrepreneur encounters an elderly man who will change the course of his life. [07:34] - Alex takes a quick break from his story to point out that more millionaires were created during the Depression than at any other time during the history of the United States. [11:15] - The young entrepreneur came back to the bench a year later, as planned. Alex explores the surprising turn of events that happened then. [11:56] - Alex talks about the moral of the story, and what we can take away from it. [10:19] - One of the keys is "going first" and being vulnerable with the people you want to change your relationship with. [13:30] - Alex brings up Nelson Mandela, Dr. Martin Luther King Jr., Mahatma Gandhi, and Mother Teresa as examples of the point he has been making. [14:18] - The Alexism for this story is this: you don't need a parachute to skydive. You just need a parachute to skydive more than once. [15:14] - How does this story and its lessons apply to your business? [16:32] - Alex offers advice he learned from Brad Smart, the author of Topgrading. [19:18] - We hear about Jack Welch's strategy to encourage high performance, as well as the story of Jim Carrey's check to himself. [20:35] - Alex recaps the insights that he has covered in today's episode, as well as the story of a team winning due to their attitude. [22:30] - Speaking of reviews, if you haven't already reviewed a previous episode of this podcast, please go to this link and type in your biggest takeaway from this episode as a review! [23:20] - Alex offers listeners a final gift in honor of this seventh episode: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode. Links and Resources: | |||
| Why Indecision Assassinates Innovation | 23 Apr 2018 | 00:25:57 | |
Remember Aesop's fables? These stories were full of political points and lessons for listeners to learn. As you know if you've been listening to this podcast, storytelling is central to selling through ethical influence. So, let's explore one of Aesop's stories! Once upon a time, there was a donkey who was starving. To his left, he saw an apple on the ground. To the right, he saw a pear. He looked back and forth between the two. Should he eat the apple? The pear? The apple? The pear? Before he managed to make a decision, he collapsed from hunger and died of starvation, all from his indecisiveness. The could have tasted the apple and then tasted the pear to see which he liked, instead of trying to permanently choose one or the other. From there, he could have stuck with the second fruit, gone back to the first fruit, eaten one after the other, or even decided to go back and forth between the two fruits, one bite at a time. This is the sort of thing that happens to us as parents, as children, and as ethical influencers. Your indecisiveness becomes a decision and you surrender your responsibility. The better option is to act small, by figuratively trying a bite each of the apple and pear. In the world of ethical influence, being decisive is the most lucrative skill, even (and sometimes especially) when those decisions are small. One way to guide your small decisions is to do split-testing each step of the way. As you'll remember from a previous episode, this is when you test multiple options against each other to see which one to pursue further. Split-testing isn't just for sales, either. You can use it throughout your life, by finding something that works better and doing that until you find the next thing that works better. Every day, ask yourself, "What am I split-testing today?" Mistakes are great! The more you make, the smarter you get. Big innovations come from many micro-decisions. We make 200 to 300 micro-decisions every day, which can drain your willpower. The most effective way to combat this is by making fewer decisions, which you can do by setting up systems. is what we do in the ethical influence game. In This Episode: [02:02] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:50] - We hear about the importance of storytelling, specifically in storytelling and ethical influence. [04:21] - Alex shares Aesop's donkey fable, and draws out some lessons from the story that are important for ethical influencers. [06:45] - If the donkey had taken a small bite each of the apple and pear, he would have been able to make one of several decisions. [08:33] - Great ethical influencers take small steps, dip their toes in the water, and only then decide whether to jump in. [09:04] - Alex reveals that we make hundreds of decisions every single day, and discusses how we can relieve ourselves of some decision-making. [11:18] - We learn about breadcrumb navigation toward a sale, as well as the role of split-testing in selling. [12:46] - Alex gives an example of using split-testing to illustrate how the concept works. [16:09] - You can use this split-testing technique everywhere, not just in sales. It applies in civic leadership, politics, parenting, spousal support, and just about every other aspect of your life. [18:22] - We take a moment to look at split-testing as far as it relates to Darwin and the theory of adaptation. [19:33] - The principle of priority involves knowing the difference between what is important and what is urgent, and doing what is important first. [21:43] - Alex offers a quick review of some of the insights that he has covered in this episode. [23:11] - If you haven't already done so for a previous episode of this podcast, please go to this link and type in your biggest takeaway from this episode as a review! [24:16] - Alex offers listeners a final gift in honor of this sixth episode: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode. Links and Resources: Skipio - where mass business texting gets personal! | |||
| Galileo's Famous 3.4-Sec. Sales Pitch | 16 Apr 2018 | 00:22:17 | |
Let me share a quick story from several hundred years ago: people used to believe that a heavier object would fall faster than a lighter one. One day, Galileo dropped two cannonballs and found that they landed at the same time. This was significant because one of the cannonballs weighed twice as much as the other. If it's hard to believe, try this yourself! Take two things that weigh different amounts (like an almond and a bottle of water) and drop them from the same height. They'll land at the same time. What this taught the world about gravity was important. Far more important, though, was what the incident represented: a new problem-solving method based on the authority of experimentation and observation. Today, we apply this scientific method to marketing as well as physics. Picture a marketing funnel for a moment. Because it's a metaphor rather than a physical funnel, gravity doesn't apply. Instead, the gravity that pulls leads through the funnel is your ability to ethically influence them. There are several barriers that can prevent you from making a sale or influencing anyone. If someone doesn't know you, like you, or trust you, they won't buy from you. Other barriers come into play when they don't understand you, don't believe you, or it's not the right time. (If you want to hear about these topics in more detail, listen to the previous episodes of this podcast!) This means that you can control all but one of these barriers, and you can screen for the last one (whether it's the right time). In addition to hearing many more details on all of these topics, you'll learn about why believability is the toughest of the six barriers, how to conquer this particular barrier through selling an emotion rather than a product, how the role of an ethical influencer is more closely related to storytelling than selling, and more! Tune into this episode, and don't forget to subscribe so you can keep learning every week. In This Episode: [02:02] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode. [02:47] - We hear a story about a warm 16th-century afternoon, when Galileo climbed the Leaning Tower of Pisa to drop two cannonballs. [04:25] - If you drop a feather and a cannonball, the feather will drop slower because of wind resistance. [05:19] - Galileo's experiment was important because it was the day the scientific method was born. Until then, people thought that something twice as heavy would fall twice as fast, because Aristotle said so. [06:38] - Alex explores how the points he has been making relate not only to gravity, but also modern marketing. [07:43] - Ethical influence is more about storytelling than about selling, Alex explains. [10:41] - Alex brings up the six barriers that prevent you from influencing anyone or making a sale. [12:00] - We learn what the most difficult of the six barriers is: believability. Unfortunately, telling the truth alone isn't enough to guarantee people will believe you. [13:47] - Alex likes to start addressing believability with emotion. [16:14] - In coaching, you're fundamentally selling the emotions of clarity and certainty, Alex explains. A theme park sells fun and joy. Facebook sells a sense of belonging. These are examples of selling an emotion as a way to get people to believe you. [17:37] - Alex provides a quick review of the specific insights covered in this episode. [18:43] - If you haven't already, please go to this link and type in your biggest takeaway from this episode as a review! (If you've done that for a past episode, write it down on an index card instead to help you remember it.) [20:28] - Alex offers listeners a final gift: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode. Links and Resources: | |||
| Three Reasons Why People Won't Buy | 09 Apr 2018 | 00:24:26 | |
In 2016, a former partner and I had launched a product that we had worked on for about a year. We grew a list of 85,000 people, and during our two-week launch based on Jeff Walker's Product Launch Formula, we expected to generate $2 million to $3 million. Instead, we generated less than $400,000 in gross sales—and we were over $400,000 in debt! To break even, we would have needed to make almost double that amount. I was embarrassed, demoralized, and humiliated, and nobody seemed to care. So what went wrong? As you'll learn today, there are three reasons why people won't buy from you: they don't understand you, they don't believe you, or it's not the right time. In this case, our specific mistake was that we didn't start with the end in mind, namely starting with the offer. Our audience liked and trusted us, and it was the right time, but they didn't understand us because we didn't make the offer clear. Let's talk about context. Without context, pushing an elderly person is always problematic and wrong. But we probably all agree that pushing an elderly person out of the way of a bus is a good choice that warrants the push! Context is decisive, which means that how you frame your offer determines the response. Today, I'll also talk about selling as scary work. In selling, the anticipation of the response (or rejection) from the other side can be terrifying. As Darren Hardy says, though, scary work pays well! That's where ethical influence comes in. By selling through storytelling, you can attract and convert more premium clients without the fear of traditional selling. I'll also discuss how taking scary steps expands your comfort zone, how to make selling fun, and the simple thing you can do every day to change your life!
In This Episode: [01:59] - Alex talks about the three key insights, critical to making you a highly skilled ethical influencer, that you'll learn in this episode. [02:47] - We hear a story that illustrates the point that context is more important than content; $400,000 sounds like a lot, unless you need $800,000 to break even! [05:12] - Alex brings us to the specific moment that he was under the covers, in bed, with his face buried in his hands, trying to figure out why his launch didn't work. [06:55] - There are three reasons why people won't buy from you. Alex explains what these are, and then talks about which one they failed at when their disastrous launch happened. [09:00] - Alex discusses how they should have sold the product to make it clearer for the audience, so that they would understand it. [09:20] - How did Alex make up the $400,000 in debt that he owed after the launch failed? His answer reveals all of the good that ultimately came from the failure he talked about. [12:03] - The moral of the story is to make sure you're focusing on what's really important, Alex explains. [14:47] - If you want to successfully ethically influence others, always start with your offer and know that the context is more important than the content. [15:48] - Alex explains that he's hired to do high-end offers in a panel setting these days. [17:08] - Alex shares something that flipped a switch for him, and may flip a switch for you as well: scary work pays well. [19:29] - We learn what Alex did with the idea that scary work pays well, and how it helped him find success by doing things that scared him. [21:14] - Alex quickly reviews the specific insights that he explored in this episode, and recaps a recommended daily task. [23:01] - Alex offers listeners a final gift: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.
Links and Resources: Skipio - where mass business texting gets personal! Jeff Walker's Product Launch Formula | |||
| Three Reasons Why People Buy | 01 Apr 2018 | 00:23:00 | |
I'm friends with David Perdew, who runs Novice to Advanced Marketing System (NAMS). In 2015, David hired me to coach him to do two new things: to get pre-registrants for the following year, and to sell a high-end offer. When it came time for him to make the offer, people asked, "What's in the offer?" My response was, "What difference does it make?" If you know, like, and trust David, then what's in the offer shouldn't matter, because you already know it will be something good. If you have enough relationship capital, then people will buy on command. This is what I mean when I say that the who is more important than what, how, when, where, and why. Tune into the episode to learn how David's high-end offer turned out, and why the unusual way we went about doing it (by allowing the students to create the offer) was so powerful. Today's Alexism from my book Alexisms is this: you don't need a parachute to skydive. You just need a parachute to skydive more than once! This ties into today's topic because getting someone to know, like, and trust you is also a long-term game. If someone knows you, they're a suspect. If they like you, they're a prospect. And, if they trust you, they're a client or a customer.
Today, I'll also talk about the relationship between passion and commitment. Many people believe that you need to have passion first, and the commitment will come naturally. In fact, it's the other way around; commitment is the wood that you need to build the fire of passion. If this surprises you, you'll enjoy hearing more in this episode!
In This Episode: [02:03] - Alex introduces the three key insights, critical to making you a highly skilled ethical influencer, you'll learn in this episode. [02:53] - We hear a story about David Perdew, who runs NAMS. [05:13] - In his own life, Alex has over eighty people who will say yes to him without him even making the request. This is because they know I would never risk our relationship on something where they wouldn't get the better end of the deal. [06:12] - One person not in the list is Alex's mother, he points out, and explains that sometimes you can't get that level of relationship capital with the people you're closest to. [07:10] - Alex talks about an offer he and David made, which involved meeting them in a room after that segment in the seminar. [08:32] - Alex relates what he has been saying to David to you as a listener. You, too, can create a situation like this and build powerful relationship capital. [10:10] - People buy because they know, like, and trust you, Alex points out. [11:22] - You are your message, Alex explains. The message isn't a book, email, or membership site. Your podcast isn't even the message. You are the message. [13:49] - Alex takes us back to his story about David Perdew, and explains that he allowed his students to create the offer they wanted. [14:27] - People support what they helped to create. Alex ties this into some topics he's brought up in previous episodes of this podcast. [15:44] - Alex explains that passion doesn't produce comment. Rather, commitment produces passion. [16:55] - Transparency is the ultimate trust lubricant, Alex points out, referring back to a previous episode. [17:46] - Alex sums up his point and advice by pointing out that being vulnerable first is a lot better than skydiving without a parachute. [18:17] - Alex offers a quick review of the specific insights that he has explored in this episode. [19:32] - Speaking of reviews, Alex asks a quick favor: could you go to this link, leave a review with your most valuable takeaway from the episode, and rate the show? Thank you! [20:32] - Alex offers listeners a final gift: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.
Links and Resources: | |||
| Why Seeding is the New Selling | 01 Apr 2018 | 00:22:57 | |
Consider this story: in the 13th century, there was a Turkish trader who would go to the border with the Orient. When the border guards asked what he was smuggling, he'd shrug and point at his donkey. The border patrol burned the hay in the donkey's cart and search the donkey closely to figure out what he was smuggling. When they found nothing, they let him pass. Later, he returned empty-handed, without a donkey. The next day, the same thing happened. Over the course of 30 years, he became a wealthy trader. After this time, the retiring chief of the border patrol asked the trader what he was smuggling and swore not to punish him. Only then did he admit to smuggling... donkeys. Do you see what he did there? He was so transparent, and did his smuggling in such plain view, that everyone was too busy looking deeper to see what he was actually doing. When we tie this back to today's three insights, you'll see that the trader was also designing his offer first, before focusing on being as transparent as possible. When you think of seeding, imagine an apple. The seeds are inside the fruit when it falls to the ground. The seeds then take root, grow into new trunks, branch out, and produce new fruit. Because the seeds are in the middle of the fruit (which is the offer, in this metaphor), you can see why it's so important to design the offer first so that it contains the seeds. One specific way you can seed is by using your module names as seeds within your speech, pitch, or presentation. For example, you might have a module called "Quick and Easy Ways to Learn Wordpress." As part of your presentation, you might say, "We'll be talking about some quick and easy ways to learn Wordpress even if you're a tech dummy." Notice how this line incorporates the exact language of the module without sounding unnatural. Tune in to learn more about all of these points, and ways you can apply them to your own skills in selling through storytelling!
In This Episode: [01:59] - Alex introduces the three key insights that you'll learn all about in today's episode. [02:50] - To get things going, Alex shares the story of Nasreddin Hodja, a Turkish peasant who rode around on a donkey telling stories in the 13th century. [06:43] - Alex relates the moral of the story he has just told to one of the Seven Habits of Highly Effective People, which involves beginning with your offer. [07:43] - When Alex is about to enroll someone, he explains that his intention is to do everything in his power to inspire and influence that person to say "yes" to what he is offering. He explains how well this has worked out for him. [08:50] - Alex describes a question that he asks people who take part in one of his intensive programs, and uses this question to demonstrate what seeding is. [10:09] - "The shortest distance between two points is not a straight line … is the path of least resistance," Alex points out. [11:05] - Alex shares a lesson he learned from his friend Lisa Sasevich, and describes the importance of letting your students know what the ascension path is. [13:52] - We learn why it's so important to have language consistency throughout your offer, instead of using synonyms. [14:42] - Alex shares the WSGAT technique from Bob Circosta, and explains that you're often not actually selling the item you think you're selling. [16:38] - A specific way you can seed is by using the names of your modules as you talk, Alex explains. He also discusses the difference between pimping someone into a sale and pampering them into a sale. [18:04] - You've been selling all your life, Alex explains, and gives some examples of instances in which you probably tried trial closes when you were a kid. [18:30] - Alex returns to the Hodja story he shared earlier and points out that the shortest distance to two points is the path of least resistance. [18:52] - Alex offers a quick review of the specific insights he has explored in this episode, discussing transparency, beginning with the end in mind, and seeding as being like breadcrumb navigation. [19:54] - Speaking of reviews, Alex asks listeners to head to this link to leave a comment and rate the show. [21:00] - Alex offers listeners a gift in honor of the second episode of the podcast: a free copy of his books Alexisms! Tune into the episode to learn how to get yours.
Links and Resources: | |||
| Was Einstein Wrong? | 01 Jun 2020 | 00:30:21 | |
Einstein was one of the most brilliant scientists of his day. His work on the Theory of Relativity changed the path of atomic research and opened up an entirely new way to view space and time. But did he get it right? The Theory of Relativity is based on a fairly simple contact, but is it really a theory or is it a relationship. Essentially our experience is relative to the world around us. A car moving a 65 MPH is only doing so relative to the car next to it or the pedestrian on the sidewalk. Time moves only as fast as our perception. Think about it. When you're bored out of your skull, time moves like molasses. If you're having a great time, it seems that time moves faster than the speed of light. How does this apply to sales? Your relationships and metrics are only capped by who you seek to compare yourself to. If that's the case, should you even indulge in comparison Listen in to learn:
If you want to become better, model someone who is the best in his or her field. Your performance is limited only by your own relationship to relativity. In This Episode: [01:34] - Welcome back to All Selling Aside. [04:27] - Learn the three key insights Alex is sharing in this episode. [06:15] - Hear the story of how Einstein found the Theory of Relativity and how it has been applied. [08:33] - How the Theory of Relativity relates to atomic science and why it changed science. [10:23] - Why space and time are relative… and other relative relationships. [12:46] - Listen as Alex shares how relativity applies to sales. [15:01] - Stop putting a ceiling on your performance by using relative comparison to your competitors. [17:57] - Is your goal to be better or be the best? [18:55] - The Theory of Relativity suggests that tiny equals huge amounts of energy. The same is true in sales. [20:10] - What is faster than the speed of light squared? [21:01] - The relationship of relativity as applied to sales. [23:17] - Why Einstein's theory is wrong and how to make it better. [23:58] - The Alexism is, "Wise entrepreneurs simplify the complex. Foolish ones make simple things complex. True intelligence is about simplification." [24:45] - Hear a quick review of the key insights in this episode:
[26:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [27:26] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook | |||
| Confessions of a Serial Entrepreneur | 28 Mar 2018 | 00:22:56 | |
The reason this podcast is called All Selling Aside is that it's not about selling. Instead, it's about building rapport and relationships. If you hate to sell, keep listening, because I'll teach you painless methods to attract and convert more premium clients and win the game of sales conversion. Whether you're a coach, consultant, or other service professional who wants more premium clients but doesn't enjoy the selling process, this is the podcast for you. In this first episode, you'll learn three key insights that are critical to making you a highly skilled ethical influencer. You'll learn the greatest sales lesson I ever learned -- from a park bench in Los Angeles! I'll share the time-tested sales strategy I stumbled upon in the QVC green room, and you'll learn how Socratic selling stops embarrassing sales encounters. In 1989, I found myself sitting devastated on a park bench in MacArthur Park, Los Angeles. 18 months before, I had started a brand new frozen yogurt shop and bakery. That day, I had watched an auctioneer sell my equipment for cents on the dollar. On my way home, I stopped in MacArthur Park and sat on that fateful bench where, to my surprise, I learned everything I needed to know about selling, persuasion, marketing, and influencing others. While sitting on that bench, I saw an old woman buy birdseed and walk toward the pigeons holding it in the palm of her hand. What do you think the pigeons did? They walked away! They didn't walk toward her until she started walking away from them. She repeated this dance, and I noticed the pigeons got closer and closer every time. Finally, she knelt, and a pigeon plucked birdseed from the palm of her hand. Soon, there were pigeons everywhere, eating what she was offering. Next, a young boy wanted to achieve the same results as the woman had. He bought birdseed, held it in his hand, and ran at the pigeons. Of course, they flew away. He threw the birdseed at them in frustration, and left. This is exactly how sales works. For the old woman, making the first "sale" was the hardest. After that, the second, third, fifth, and twentieth pigeons were easy! The dance, too, is important; you need to establish trust first. This is where the young boy failed. A few years later, I was I was working for Guthy-Renker in the infomercial and direct sales spot TV business. I had a theory that if something worked on television, it might sell even better on one of the home shopping networks like QVC, so I flew to QVC and made a presentation for a VHS video by Ray Stevens. QVC accepted the offer of putting him on the station. During that QVC presentation, the product sold out. More importantly, I was able to use the experience to glean valuable information on why we weren't having any luck making sales in big cities on the coasts. You can do the same thing online, and increase sales while saving yourself embarrassment. If you find that saying a certain thing leads to sales, keep saying that thing. Here's a quick recap of the three main points we covered in this first episode:
In This Episode: [01:05] - Alex welcomes listeners to the podcast and explains who will benefit from tuning in. (Hint: if you want to influence others, make more sales, hate to sell, and/or want to attract more premium clients, this is for you!) [01:38] - Ethical influence is central to our discussions, Alex explains, and addresses some of the other topics that will be explored. [02:51] - Alex shares a story about an event in the summer of 1989. He talks about an old woman who lured pigeons to her hand with birdseed. [06:55] - After the old woman lured in the pigeons, a young boy wanted to achieve the same outcome. Alex explains what happened, and why this second attempt was nowhere near as successful as the first. [08:24] - Alex didn't realize the lesson at the time when he was $242,000 in debt in 1989. It wasn't until a decade later that he learned the lesson that the woman and pigeons had inadvertently taught him. [09:39] - In 1992, Alex was back on his feet and doing well in another business. He shares the story of the next steps of his career and learning process. [12:37] - Alex describes what he did after he made a successful presentation to QVC for Ray Stevens. He explains how he figured out which things that Ray said made the most difference in terms of making actual sales. [14:23] - They hadn't had any luck selling Ray's video in the big cities or on the coasts; it only sold in the South. Alex used the information he figured out from the QVC experience to tweak a commercial, and started selling in the big cities. [16:09] - You can do the exact same thing on the internet, Alex points out. This is how Socratic selling works! [16:32] - We learn about one of Alex's Alexisms in his book Alexisms: "the only thing worse than going in the wrong direction is going in the wrong direction enthusiastically." He explains how this relates to selling, and reveals what he asks when he starts with a sales team. [17:51] - Alex explains the reason that this podcast is called All Selling Aside. [18:18] - Alex offers a quick review of the specific insights he has revealed in this episode. [19:27] - Please go to this link and write a review with your biggest takeaway or "ah hah!" moment from this episode. [20:30] - Alex has one final gift for listeners: a complimentary copy of his book Alexisms. Tune into the episode to learn how to get your free copy! [21:29] - Alex wraps things up with a special thanks to his friend Michael Lovitch of the Baby Bathwater Institute. [22:10] - Don't forget to tune in next week for an episode explaining why seeding is the new selling!
Links and Resources: | |||
| Aim At "Bullseye" Clients | 18 May 2020 | 00:30:39 | |
Have you ever watched Olympic archery? Picture the target and the rings as they get smaller and smaller toward the bullseye. The best archers know that aiming for the bullseye is the goal, but as long as they consistently hit the target they will win. The same applies in marketing. Your bullseye client is the ideal of the ideal. They are the client that your messaging should always be speaking to when you shoot the arrow of marketing. However, if you miss and you hit one of the rings, you're actually expanding your reach. Why? Because as long as you've landed on the target, your message has been heard. Ready to learn more? Listen in to learn:
In This Episode: [02:24] - Learn how to sell by obliterating objections. [04:27] - Alex shares the three key insights you'll learn in this episode. [06:15] - How Olympic level archery applies to sales and marketing. [09:12] - The arrow is your message, the bow is your media sources, and the target is your market. [13:38] - Who is the bullseye client for GBO? [15:45] - Why you can have different bullseye clients for each of your offers. [18:52] - If you aim for the bullseye and miss, you've actually expanded your reach. Learn why. [19:46] - How do you attract more bullseye clients with your messaging?
[20:56] - Alex recaps the moving away from keys:
[22:26] - The Alexism is, "The secret to wildly successful entrepreneurship is the willingness to look bad in public more often than your competitors." [23:41] - Hear a quick review of the key insights in this episode:
[25:41] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [27:38] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook | |||
| Persona Selling Formula | 11 May 2020 | 00:35:46 | |
Last week I shared with you the sequence for selling to each buyer persona. This week I want to dive a little deeper and explain the persona selling formula. The sequence of selling still remains vital, but the personas themselves need to be further defined.
The four personas derive from Hippocrates and his four humours. They are competitive, spontaneous, humanistic, and methodical. These same four personas speak to what makes a hit TV show, a best-selling book, or an Oscar-worthy movie.
Our personas are really just preferences, but they heavily impact our buying decisions. So listen in to learn:
In This Episode: [01:53] - Welcome back to All Selling Aside. [05:14] - Learn the three key insights being shared in this episode. [06:42] - Alex shares the four humours as studied by Hippocrates and how they apply to selling. [09:03] - You can perform outside of your preferences but it is still important to understand. [11:26] - How does marketing correlate with the 4 principles? [14:05] - In every crowd you will find each of the 4 preferences so you must speak to them all. [16:47] - It's virtually impossible to have a hit series without all 4 personas. [19:24] - Hear a rapid review of the 4 personas and which sequence you should speak to them in. [20:57] - Which of the 4 personas are you most closely associated with? [22:28] - What is a persona selling formula and where did it come from? [25:04] - Why does persona selling have such amazing impact with little resistance? [27:30] - The Alexism is, "The risk of insult is the price of clarity." [28:25] - Hear a quick review of the key insights in this episode:
[29:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [32:03] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
Carl Jung Hippocrates Meyer-Briggs DISC | |||
| Why 'Sequencing' Sells | 04 May 2020 | 00:46:27 | |
In February of 2018, I was on stage at Guerrilla Business Intensive testing the "persona" theory from the stage. I was testing out the theory of sequencing to see how it would impact my sales. Before we get too deep into this, just know that I saw an insane increase in units sold. So what is sequencing? First you need to understand the concept of personas. Most people fall into one of four buyer personas. People either want to know what you're selling, why it works, who else has it, and how it works. This means that during any presentation, you are selling to four different types of people. It's the order in which you sell them that will be the most impactful to your success. This order is what I call sequencing. You need to have a system for sales, but when you add in proper sequencing your sales will almost certainly increase. So listen in to learn:
Take a look at some of your recent sales presentations… could you make any tweaks to increase your success rate?
In This Episode: [03:34] - What skills you learn with Alex aside from ethical influence. [04:43] - Learn which three key insights Alex is focusing on with this episode. [06:31] - How I tested the "persona" theory from stage. [08:54] - What is a world-class presentation? [12:20] - How sequencing increased Alex's buying units. [16:32] - Alex shares how influence applies to sequencing. [17:48] - Leadership versus persuasion… defined. [20:32] - Hear the sequence Alex used in his test.
[23:51] - The step-by-step of selling with this sequence. [25:52] - What is a persona and how does it impact sales? [27:46] - How does one learn what type of persona they embody? [29:43] - We all embody a little bit of each of the personas but we also have a bias towards one. [33:59] - The personas broken down in the four quadrants. [36:13] - Answer what, why, who, and how in that order and see your sales increase. [38:06] - The Alexism is, "The first step to ethically influencing others is to define reality. The second step is to accept that reality. The third and final step is to co-create reality!" [38:52] - Hear a quick review of the key insights in this episode:
[41:20] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [43:04] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
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| Down-Selling Made Easy | 27 Apr 2020 | 00:46:47 | |
Imagine a fish swimming upstream. There are several fish in the world that do this, the most easily recognized would be salmon. Imagine how hard they work fighting the current to get to their desired location. This is what happens when you upsell. You're fighting against gravity working to pull people up your offer ladder. Instead you could be down-selling. Present your highest tiered offer first and then slowly but surely step people down and show them what happens as the price points fall away. I've worked very closely with Jack Canfield, the author of Chicken Soup for the Soul, and during one of our last recessions he needed to re-evaluate his business model. Now Jack is not a natural salesman. He is a teacher. Getting him into the habit of making the offer was difficult, but it was made much easier by down-selling rather than upselling. I'm sharing the step by step process you should use to downsell and why it is so much more effective than upselling. You'll learn:
People love to buy things, but they hate being sold. When you upsell, you're constantly selling people on why they should elevate their purchase. As you downsell, you're simply presenting them information and allowing them to choose. It may surprise you how many people opt for your higher priced offers simply because you found a way to better reveal the value of that offer!
In This Episode: [01:33] - Hate selling? Then this podcast is for you! [05:03] - The three key insights you'll learn in this episode. [06:44] - How down-selling versus upselling changed an entire business. [09:40] - Why Jack and Alex started working together. [11:49] - … then Clear Path Consulting was born. [12:28] - The difference between down-selling and upselling. [15:36] - What is a funnel? [17:03] - Why Alex flips the funnel and downsells instead. [21:05] - There is no motivation when you're upselling. [23:11] - As you down-sell you simply remove benefits as you go down the value ladder. [26:55] - Easier and faster to down-sell versus upsell because it's organic. [29:24] - How down-selling works… step by step.
[37:20] - A quick recap of "how" to upsell. [39:09]] - The Alexism is, "Don't stress over setting goals you don't achieve because they are too high. Be more concerned over goals you achieve set too low." [39:44] - Hear a quick review of the key insights in this episode:
[40:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [42:57] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
The Success Principles by Jack Canfield Chicken Soup for the Soul by Jack Canfield | |||
| Open Loop Influence | 20 Apr 2020 | 00:41:29 | |
Have you ever had someone start a story by presenting several scenarios and leaving them open ended. For instance, have you ever told your kids to grab their shoes and coat and get in the car… you have a surprise for them. What was their reaction?
If they started breathlessly asking you about the surprise and you had their complete and utter attention, then you successfully opened a loop. Once you get the kids in the car, you'll either drag out the surprise or you'll close the loop and give up the ghost. This same principle applies in sales. When you're speaking with someone about your product or service, you open loops to keep them hanging onto your every word. As you go through your spiel, you start closing loops, one by one.
Listen in as I share:
You don't have to create new loops every single time you try to sell something. You can use templates and just make sure that the loops make sense with your new product or service. I'm using Success Resources Virtual summits as an example. What kinds of loops will you start using?
In This Episode: [03:51] - Alex shares the three key insights for the episode. [05:08] - Listen as Alex recounts the first big action he took when the pandemic came to the U.S. [07:19] - Come late March Alex thought up Success Resources Virtual. [09:37] - He knew exactly what they should do thanks to the open loop principles. [11:10] - What is the open loop principle and why is it ethical? [13:26] - Why is the open loop principle so enticing? [15:48] - The biggest diservice you can do is to forget to close a loop. [16:58] - How do you map out your loops to move your audience along the story? [19:05] - Alex shares an example of the open loop principle in effect with a diamond ad. [22:51] - Listen as Alex breaks down the ad and why it is so effective. [25:35] - How did he apply this principle to the Success Resources Virtual program? [28:44] - Alex reveals the second open loop for SRV. [30:55] - Learn more about the third loop and how it was closed. [33:45] - What was the 10-second intro template used for each summit? [35:14] - The Alexism is, "Unlearning old habits is harder than learning new ones!" [35:37] - Hear a quick review of the key insights in this episode:
[37:08] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [39:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
Alessia & Kane Minkus The Monday Morning Memo
How to Win Friends & Influence People by Dale Carnegie How to Stop Worrying & Start Living by Dale Carnegie The 7 Habits of Highly Effective People by Stephen R. Covey
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| H2H Selling Power | 06 Apr 2020 | 00:33:58 | |
The concept of H2H or human to human selling was introduced to me at the Traffic and Conversion Summit in 2017. Ryan Deiss, a former mentee turned mentor, was speaking on the power of understanding the humanity of business. When you're selling anything, you're selling an emotion. When something goes wrong, it's due to a human failing. When a sale goes right, it's because of a human connection. So many times we get caught up in whether a company is primarily B2B, B2C, etc… and we forget that all sales are human to human interactions. Would you rather purchase a high-end product or service from a machine or from a human who has been in your shoes and understands the solution? Never forget that caring is the competitive advantage of the 21st century. In an ever more disconnected world, showing your followers, customers, and clients that you care is imperative. Listen in as I share:
So, what processes in your business need a more human touch?
In This Episode: [01:39] - Welcome back to All Selling Aside. [05:04] - Learn the three key insights you'll find on this episode. [07:02] - Listen as Alex shares his experience from Traffic & Conversion in 2017. [07:43] - The key point was about H2H interaction. Learn what that means. [10:56] - Why give credit where it's due? [13:47] - Alex breaks down what various companies are selling with their products or services. [16:39] - How has status changed over time? [17:20] - What do people lack in business?
[20:24] - Your level of community status is what counts most. [20:54] - Strengthen what you're already stong in. [22:49] - Every organization has five dysfunctions as well. The aggregate of what individuals are lacking. [25:17] - Why caring is the competitive advantage of the 21st century. [27:30] - The Alexism is, "Don't look for your business hero… just become one!" [28:00] - Hear a quick review of the key insights in this episode:
[29:36] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [31:15] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| Three Keys to Biz Growth | 30 Mar 2020 | 00:29:28 | |
Most people, including me, think that increasing business is a complex, giant burden of thousands of possible tactics that one can try. Thankfully, Jay Abraham has taught me how to take the complex and make it simple. There are three keys to growing your business, and as long as they are used in the right sequence, growth is inevitable. Now the three keys are increasing new client transactions, increasing transaction price, and increasing transaction frequency. But these keys are out of order. Of the three keys, which do you think is the most expensive tactic? Generating new leads and nurturing new clients of course. This is why, when you are looking to grow, you should first focus on increasing your prices, then your sales frequency, and lastly focus on new clients. A flawed execution with a brilliant strategy will always win the day. Listen in as I share:
If you stay to the end, I give you the price increase strategy that is proven to increase your revenue without impacting your client retention. Focus on the backend nurturing of your clients and you'll see dramatic growth in your business. In This Episode: [01:33] - Welcome back to All Selling Aside. [04:12] - Learn the three key insights you'll learn by listening to this episode. [06:04] - Most people feel that increasing business is complex. Learn why. [08:13] - What are the three keys to growth?
[09:00] - Learn the correct sequence for business growth. [11:00] - Which is the most difficult and costly key? [12:40] - What is the key sequence to grow your business? [15:13] - Why you should focus on your backend strategy before their front-end. [16:14] - Take a quick pop quiz to determine which scenario leads to gross. [18:39] - How to properly increase your prices. [23:00] - The Alexism is, "Actions are better than conversations. 'Well done is always better than well said.' Ben Franklin." [23:41] - Hear a quick review of the key insights in this episode:
[25:20] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [26:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra. Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| Calculate Your Worth | 14 Sep 2020 | 00:30:43 | |
Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter?
Back in 2003 I had just come off of making my first million dollars online. It was during this time that I would take a limo to and from the airport when I was leaving on business trips. The limo driver was a friend of mine and I enjoyed my time on the trips, but the trips cost about $6,000 per year.
My bookkeeper at the time, Denise McIntyre let me know that she wasn't comfortable with those rides so she said if I could monetize them, I could keep them. I created a Limo Consulting hour where I would do coaching calls on my rides to and from the airport.
Guess what. I had a waiting list that went on for weeks. Learn why the cost of those Limo Consultations was actually not equal to my actual worth and why knowing yours is so important. The three key insights we'll review are:
So, what is your magic hourly number? Is it more or less than you thought?
In This Episode: [01:59] - Welcome back to the show for coaches, consultants, and other service professionals. [05:30] - The three key insights reviewed in this episode. [07:38] - It's 2003 and Alex just made his first million dollars online. [10:25] - Learn more about Denise McIntyre and how she helped Alex monetize his limo rides. [13:20] - How Limo Consulting resulted in profitable limo rides to and from the airport. [17:13] - What does calculating your worth look like? [18:23] - Why is calculating your worth so important to your self-worth? [20:32] - Move from hourly to project-based billing. Learn why. [23:41] - Alex shares some of his client wins. [24:05] - How to calculate your worth on a step-by-step basis. [26:00] - The Alexism is, "Great entrepreneurs don't wait for their ship to come to them, they swim out to it." [26:14] - Hear a quick review of the key insights in this episode:
[27:06] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [28:50] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
Editing and show notes for All Selling Aside by Pro Podcast Solutions. | |||
| Six Avatar Distinctions | 23 Mar 2020 | 00:28:45 | |
One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He's on a mission to help his clients in a completely different way than he once did. Now, while we've been working together, we noticed a trend with his conversion rates after the initial consultation. What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped. The issue was that there was no determinant client avatar. His staff had no idea "who" they were speaking to and how to break through the roadblocks to a sale. I sat down with his office manager and we came together to develop a client avatar using the six key elements of avatar creation, and guess what, their sales have gone up significantly. Many people fail to create client avatars out of the fear of limiting their audience. Instead, think of creating your client avatar as an exercise in targeted marketing. If you market to everyone, you market to no one. Listen in as I share:
So take a moment and think about your client avatar. Have you told their story yet? If not, it's time to get to work. In This Episode: [01:45] - Welcome back to All Selling Aside. [04:42] - Learn the three key insights for this episode. [06:38] - Hear Dr. Tim Zelko's story of transforming from an OB-Gyn to a cosmetic surgeon. [08:35] - Despite studying the greats, Dr. Z failed to create his company's avatar persona. [09:52] - Why do marketers fear creating an avatar persona? [11:38] - Learn how Alex trained Dr. Z's staff to increase the office conversion rate. [12:29] - What are the three elements of moving toward pleasure:
[14:50] - What are the three moving away from elements?
[17:50] - Learn what an avatar narrative is and how to write one. [20:52] - Once you've clarified your avatar, your referrals will start to flow in. [21:33] - The Alexism is, "Beware of quitting too soon when identifying your avatar. Dr. Seuss was rejected by his first 23 publishers, but his 24th sold 6M books." [22:35] - Hear a quick review of the key insights in this episode:
[23:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [26:00] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| The Persuasion Equation | 09 Mar 2020 | 00:33:08 | |
Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world. You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn't build overly tall buildings and in general, nobody used elevators. Elisha Otis found a way to create a braking system that stopped a plummeting elevator, even if there was no cable to support the car. He shouted to the world about his invention, but nobody took notice. Why? Because it was so ingrained in them not to believe that elevators could be safe. This all changed when Otis took his innovation to the Crystal Palace Exhibition. Otis practiced the most important part of the 4-part persuasion equation. Listen in as I share:
No matter if someone knows you, likes you, and trusts you, they also have to have proof that what you say is true. Are you gathering proof to share with you potential clients and customers? In This Episode: [04:32] - Learn the three key insights you'll learn in this episode. [06:07] - A tip of the hat and deep bow to Gary Bencivenga. [07:31] - Hear the story of Elisha Otis and his amazing elevator innovation. [09:52] - Why were builders prior to the 1850s scared to build tall buildings and use elevators? [11:50] - Despite his amazing innovation, Otis's business did not take off… learn why. [13:26] - Learn why being believable is the most important part of selling. [14:23] - How did Elisha Otis finally gain believability? [18:11] - From that single demonstration, people no longer feared getting into elevators that had the plaque. [19:40] - What is the 4-part persuasion equation?
[22:39] - Why don't people buy from you? [24:55] - The unique promise is not a solution, it's an intention. [26:21] - Why you should start with proof. [27:07] - The Alexism is, "Wild success in business is nothing more than doing ordinary tasks consistently that will ultimately produce extraordinary results." [27:55] - Hear a quick review of the key insights in this episode:
[29:06] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [30:51] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
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| What's Your Daily Ritual? | 02 Mar 2020 | 00:35:11 | |
I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here's the thing, morning rituals are imperative if you're looking to achieve great success. Listen in to learn why. My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my morning workout, get a good jog in, and then walk my dog. I do the same thing every morning so that I can set the tone of my day. When you wake up and start checking emails or messages you allow other people to dictate the tone and direction of your day. This is not a formula for creating an insanely successful career. By practicing a daily ritual that feeds into the Manifestation Formula, you set the tone for your life. The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:
Every high-performing individual has a daily ritual. For me this happens in the morning, you may prefer the evening, but no matter when you do it, you have to have one. So, what does your daily ritual look like?
In This Episode: [01:57] - Nothing happens in your business until something gets sold. [04:07] - Learn the three key insights you'll learn about daily rituals. [05:25] - Do you OWN your morning? [06:16] - Alex shares his exact morning ritual. [09:42] - Learn which ads Alex is re-writing this year and why. [12:12] - After writing copy, Alex works out. [13:21] - What happens at night? [15:33] - You need to own your morning even if you're a night person because it sets the tone for your day. [17:06] - What is the Manifestation Formula?
[19:34] - The intention is your "what," purpose is "why," and your strategy is "how." [22:40] - Why it's mission-critical to understand the Manifestation Formula and what rituals do for your day. [24:01] - How do you design a custom daily ritual? [27:30] - What does Alex do for his clients and how does that affect his morning ritual? [29:51] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low." [30:19] - Hear a quick review of the key insights in this episode:
[31:35] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [33:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
Jim Rohn Joe Polish Roy H. Williams | |||
| The Manifestation Formula | 24 Feb 2020 | 00:27:48 | |
The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals. How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, the how. Valerie had to shift her mindset from being a one to one service provider and think bigger. She had years of training and multiple massage disciplines under her belt. Why not teach others to do what she did? The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:
How could you make a small change to your current strategy and find huge results? In This Episode: [05:00] - Learn the three key insights you'll learn in episode 98. [06:40] - Victoria was a massage therapist with big dreams or intentions. [09:09] - To fulfill her intention, she was going to have to do over 14,000 massages in a year. [10:30] - The manifestation formula allows you to maintain your intention and purpose while only changing your strategy. [12:46] - If you're a massage therapist, what do you have to do to make over a million dollars? [17:17] - The manifestation formula works for beginners and veterans alike. Learn how. [18:14] - Why the seed cause of strategy is what "not" to do. [20:18] - Monthly recurring revenue is where you really make your money. Alex shares this with the example of a razor. [21:28] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low." [22:00] - Hear a quick review of the key insights in this episode:
[23:23] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [25:22] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
Secrets of the Millionaire Mind by T. Harv Eker | |||
| Preframing Magic Reveal | 17 Feb 2020 | 00:34:58 | |
Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue.
When you pre-frame your offer, you're letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini's 7-tactics, you can turn a cold audience into a hot audience, even if they wouldn't benefit from your offer.
By establishing trust upfront and letting your potential clients and customers know exactly what you're offering or what your message is about, you create a loyal following. For instance, if your offer of premium beef lands on the lap of a premium vegan-only eater, but you've told them to "stop-reading" if they don't like premium beef, you've created a sense of trust
Pre-framing your message is one of the most effective ways to reach your ideal client avatar. You cannot sell to everyone, that's one of the biggest marketing mistakes you can make. Instead, make sure your message is making it to the right people. Listen in as I share these three key insights about learnable skill secrets:
As you craft your offers and the messaging around them, keep the pre-suasion framework in mind. I share all 7-tactics as well as how you can use them in your messaging. Listen in to learn more.
In This Episode: [04:11] - Learn the three key insights for episode 97. [05:38] - Alex shares the 4-scenarios of the perfect message-to-market match.
[07:10] - Can an audience be warmed up? Yes! With pre-framing. [09:04] - What is pre-framing? [11:07] - Listen as Alex quotes Dr. Cialdini's "pre-suasion" definition. [12:47] - No matter what soil you start with, you can prepare the ground for planting. Alex shares how this applies to selling. [13:47] - Learn the 7-tactics to creating pre-suasion magic.
[23:40] - It's no who you persuade it's how you pre-suade that denotes a good vs great marketing campaign. [24:05] - Ask your clients for their advice rather than their opinion. Alex shares what this means. [25:06] - Learn which frames matter. [29:25] - The Alexism is, "Hiring a business mentor shaves off years of trial and error because you can never read the label from inside the jar." [29:50] - Hear a quick review of the key insights in this episode:
[30:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [32:35] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
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| Learnable Skill Secrets | 10 Feb 2020 | 00:38:12 | |
For many years I have implemented a morning routine to build my skills as a copywriter. Every single morning, I sit down for 33 minutes and 33 seconds, I have this set on a timer, and write out ads written by the great copywriters. I spend time studying the process and the words so that I can master copywriting.
Copywriting is one of the most learnable skills in business, but so many people don't want to do it. On March 9th, 2003, my birthday, I was reading the Gary Halbert Letter. The letter starts off with some person asking Gary if they could become a great copywriter in 30 days. Gary says "yes," and then goes on to explain how.
The moral of the story is that to become great at any skill, you have to immerse yourself in the skill. Whether you're writing out great ads, immersing yourself in a new language, experiential immersion is the key to fluency.
Keep in mind that you don't need to master a skill to use that skill. You simply need to be fluent in it. Listen in as I share these three key insights about learnable skill secrets:
Once you've become fluent at a skill, you can transfer that skill to your team through experiential immersion and role-play. Listen in to hear how.
In This Episode: [04:22] - Alex shares the three key insights for this episode. [06:11] - It's March 9th, 2003, Alex's birthday, and he was reading the Gary Halbert Letter. Listen as he shares a quote. [08:17] - Learn what characteristics Gary Halbert thinks good copywriters need. [11:12] - Why you need to use the resources Gary provides for the rest of your life.
[14:06] - After you've studied the ads, you write them out by hand. Learn why. [16:44] - Once you've written the great ads by hand, find ads in your niche and handwrite those as well. [19:04] - Your first ad should take the longest. After that, you test it and continue to use these steps as a recipe. [20:12] - Why are learnable skills transferable to your team? [21:12] - Alex lists out several additional learnable skills and why experiential immersion is the best way to learn.
[23:48] - Mastery is not required for learnable skills. You only need fluency. [27:09] - Before you can sell high-end products, become a high-end client. Learn why. [28:09] - Learnable skills can be transferred to your team through role-play and experiential immersion. [29:53] - The Alexism is, "Experience is not the best teacher. Experience is the only teacher." [30:15] - Hear a quick review of the key insights in this episode:
[33:08] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [35:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
WSGAT - What's so great about that? Scientific Advertising by Claude Hopkins The Robert Collier Letter Book by Robert Collier Tested Advertising Methods by John Caples How to Write a Good Advertisement by Vic Schwab The Gary Halbert Letter (all back issues) by Gary Halbert The Boron Letters by Gary Halbert The Lazy Man's Way to Riches by Joe Karbo Breakthrough Advertising by Eugene Schwartz 7-Steps to Freedom by Ben Suarez "Do You Make These Mistakes in English?" "The Nancy L. Halbert Heraldry Letter" "Why Men Crack" | |||
| Breakfast Panel Close | 03 Feb 2020 | 00:34:59 | |
It's Saturday morning in November of 2017 and I'm in Scottsdale, AZ finally making the decision to join the Genius Network mastermind. You see, Joe Polish, the creator of the group, had been asking me to join since 2006 when he first established it. At the time I didn't see the value in paying money to network with people I already knew. That all changed in 2017 and I share why. I was sitting at the Genius Network Big event and there was a panel of people hammering at my objections for joining the mastermind. This panel was made up of several mastermind members and they were sharing their stories on how the mastermind helped their businesses. Now, none of the panelists were closers like me. After I joined the mastermind, I was put in charge of the breakfast panel close, but I altered it to make it more effective. Listen in as I share these three key insights about breakfast panel closes:
This way of closing is extremely effective because of how soundly it defeats all objections. Do you have a big event coming up? How are you going to use this method to generate more sales?
In This Episode: [04:22] - What are the three key insights you'll learn in this episode? [06:17] - It's Saturday morning in November of 2017. Listen in as Alex shares the moment he decided to join the Genius Network. [09:02] - Learn what the breakfast panel close is through the story of a Genius Network event. [12:13] - Why Alex now handles the breakfast panel close for GN events now. [14:53] - How to start off a breakfast panel close. [15:50] - Alex shares why the breakfast panel close is so effective. [18:17] - What are other options for enrolling people in your mastermind? [20:32] - How does the breakfast panel close work? [22:42] - The reason this works so well is that there are multiple people addressing objections. [25:39] - Learn the methodology behind the breakfast panel close and what types of events this works at. [28:44] - The Alexism is, "Purpose of storytelling is not to sell. It's to obliterate objections." [29:15] - Hear a quick review of the key insights in this episode:
[30:11] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [31:56] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show | |||
| Close Without Selling | 20 Jan 2020 | 00:23:46 | |
W. Clement Stone started life on the south side of Chicago, losing his father at the age of three, and hawking newspapers while his mother worked as a dressmaker. His was not an easy path. Early on he found innovative ways to hawk his newspapers. Rather than standing on street corners, he convinced local restaurants to let him sell to their patrons. Soon enough he had his on newsstand and when he was 16 he moved to Detroit to sell casualty insurance for his mother. While Stone was charismatic with charm for days, he knew that not all of his employees had his skills. So he began teaching them how to close without selling through using case studies. He was a firm believer in helping others out of the gutter to reach their success as well. The most notable example is Og Mandino, but he was also responsible for Jack Canfield finding his place in the business world. Stone learned at an early age that human beings do not like being sold to. We love to buy, but we do not love to be sold. Instead of selling, he started his deals on the path to closure by using storytelling techniques. The three key insights you'll learn in this episode are:
Storytelling is the key to selling with becoming a salesperson. The best stories to share? Case studies. Are you using them in your business? In This Episode: [04:35] - Learn the three key insights for this episode. [06:19] - Alex shares the story of W. Clement Stone, a true rags to riches story. [09:36] - How Stone helped Og Mandino, the publisher of Success Magazine, regain his life. [10:51] - What happened when Stone learned how to close without selling through case studies. [12:38] - Hear the epilogue to Stone's story. [14:01] - What's the difference between closing and selling? [16:14] - Why you should be using case studies in your sales presentations. [18:21] - The Alexism is, "What type of pilot would you trust to fly with most? The one who loves to fly or the one who loves to land?" [19:16] - Hear a quick review of the key insights in this episode:
[20:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [21:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| The "All-In" Principle | 20 Jan 2020 | 00:31:42 | |
A hermit was sitting near a stream when a young man approaches him. The young man asks the hermit to help him find enlightenment. What happens next is somewhat scary. The hermit, who was actually a master, grabbed the young man and forced his head underwater. The young man struggled for a moment and then the hermit pulled him. Listen in as Alex shares the meaning behind the story and why you rarely want anything as much as you want air. However, when you go all-in on something, you're essentially working toward something you want that is close in priority to the need for air. The All-In Principle works because it helps leaders understand the importance of striving toward one goal and leading from behind. I share the story of "The Wall" from the book The All-In Principle to illustrate the difference between leading in front versus behind. Learn what makes a great leader out of a good one. The All-In Principle is an important concept to master no matter what field or position you are in. While you can't go all-in forever, knowing when to dig deep and push through in business is a necessary skill. The three key insights you'll learn in this episode are:
Are you ready to go all-in? In This Episode: [02:11] - If you hate selling, then this podcast and specifically this episode, is for you. [04:02] - Learn the three key insights you'll review in this episode. [05:28] - A hermit was meditating by a river and was approached by a potential disciple. Listen to hear what happens next. [07:30] - Hear the moral of the story and why you have to be all-in to master anything. [08:14] - What does it mean to be "all-in" per the definition of the All-In Principle? [10:29] - Alex shares his story about what it looks like to be All-In as a leader. [11:37] - Listen to "The Wall." [15:00] - How "The Wall" represents the All-In Principle and the different types of leadership. [18:49] - Hear Alex's leadership lesson as told through swimming. [20:42] - What you need to do to be a great trainer and why you should be training. [23:17] - Keep in mind that people don't listen to what you say, they learn through demonstration. [25:47] - Things change when you know the end is near. [26:05] - The Alexism is, "Sloppy success is better than perfect mediocrity." [26:40] - Hear a quick review of the key insights in this episode:
[27:42] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [29:21] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| Tested Selling Sentences | 13 Jan 2020 | 00:32:23 | |
Have you ever been to a jewelry store and a salesperson approaches you with a stunning piece and one line about how it will make others see you? Usually, that one sentence makes you stop and think, oh yes, that's exactly why I want this piece. If you have, then that salesperson used a tested selling sentence on you and you didn't even know it.
What is a tested selling sentence? The concept was created by Elmer Wheeler, Mr. Sizzle. He was one of the greatest salespeople the world has ever seen and he did it by creating sentences with words specifically chosen to make buying easier. He created over 105,000 sentences in his time and tested them all to the point that only about 5,000 passed.
Listen in as Alex shares some of the sentences he created and how they were specifically designed to help the buyer take action. If you'd like to learn more about Wheeler's sentences, check out his book Tested Sentences That Sell. He spent over a decade refining his technique and then put his research together to teach others.
Wheeler's techniques are used still today throughout almost every industry. They've stood the test of time because they speak to the heart of the buyer. The three key insights you'll learn in this episode are:
Can you think of other instances in which you've noticed these sales principles? How can you use tested sentences in your business?
In This Episode: [04:13] - Alex shares the three key insights you'll learn in this episode. [05:40] - Learn about Mr. Sizzle, Elmer Wheeler, one of the greatest salespeople to have lived. [09:35] - Hear Alex dig deeper into Wheeler's accomplishments and successes. [11:12] - What are the practices Wheeler revealed in, Tested Sentences That Sell? [16:12] - Wheeler created over 105k sentences, but only 5k were used. Why? [20:08] - How changing the words in a sentence can change your life or your sales. [21:08] - What is a tested selling sentence? [24:15] - Why do tested selling sentences work so well? [27:43] - The Alexism is, "Wildly successful entrepreneurs focus on progress, not perfection." [28:03] - Hear a quick review of the key insights in this episode:
[28:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [30:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| History's Greatest Salesman | 07 Sep 2020 | 00:34:34 | |
Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman?
Saul of Tarsus was a tentmaker and a Jew who was staunchly against the movement of Christianity. In fact, he likely was responsible for the deaths of several people. It wasn't until he was traveling to Damascus that he had a vision that changed his life and thus he became Paul the Apostle.
He then paints a picture of who the Unknown Deity is and why He is the greatest of all. By the end of his speech they were enthralled by the dramatism of his story and the vivid experience he created. He took their already extant beliefs and gave them a new point of view to see them from.
Listen in to learn more about these three key insights:
This is not an episode meant to dig into the foundations of Christianity but instead to see how Paul made the spread of Christianity possible through expert salesmanship. What are your thoughts? Was Paul one of the greatest salespeople in history?
In This Episode: [01:31] - Welcome back to All Selling Aside. [04:22] - Learn the three key insights you'll review in this episode. [06:09] - Hear a story of selling through collaboration versus confrontation. [08:53] - Alex shares his vote for the greatest salesman in history and what he sold. [11:01] - What did Paul really sell? [13:54] - Every great salesperson needs this quality. [16:33] - How Paul approached the Grecians with the message of Christianity. [18:17] - Why using pictorial verbiage and building a story is so important when selling. [22:21] - What is the definition of being a great salesperson in your field? [23:37] - The 3 Why Formula and why it is more lucrative than any other skill. [25:45] - You are either making a sell or killing a sale. Learn why. [27:34] - The Alexism is, "You know if you're a true business leader because after your job is done, all of your followers say, 'We did it ourselves!'" [28:36] - Hear a quick review of the key insights in this episode:
[30:00] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [31:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series
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| Five Qs of Teamwork | 06 Jan 2020 | 00:28:25 | |
I learned one of my most valuable business lessons at a time when I was at my lowest both personally and in my business. I was reminded of this lesson this past November while listening to Perry Belcher's talk at the Genius Network BIG EVENT. He stated that 70% of your success in business is due to your team. Not your marketing, your operations, your production, or your cash flow, but the team that you surround yourself with. After listening to Perry's talk, I was reminded of a time when I was going through a divorce, spiraling downhill emotionally, and then realized that my team members were stealing from me. You see at that time, I had a roster poisoned by "B" players, and had I known Perry prior to this, my roster would have been filled with only "A" players. Perry's talk summarized the 5 key questions you should ask your team members to recalibrate and make sure you're on track. The boat only moves forward if all of the rowers are in tune, so you have to have a way to measure your synchronicity. The three key insights for this episode are:
Richard Branson famously said, "Clients do not come first. Employees come first. If you take care of your employees, they will take care of your clients." Ask your team these questions and then take their answers and develop training and development tools. Also, don't be afraid to let go of those "B" players. They will only drag you down! In This Episode: [04:06] - Alex shares the three key insights you'll learn in this episode. [05:57] - Listen as Alex relates a talk from the Genius Network BIG EVENT in November. [08:12] - Learn why over 70% of your success is due to your team per Perry Belcher. [09:34] - Alex describes a time when his team was misaligned and he realized why his employees and team come first. [13:05] - How do you align everyone so that they are one team going in one direction? Ask these five questions:
[14:56] - Alex digs deeper into the 5 questions you should ask your team and why. [17:55] - What it means if your team doesn't respond to the questions. [18:25] - Why are these questions a critical first step to identifying "B" players? [19:41] - Learn how you can adopt these 5 questions. [20:45] - The Alexism is, "During the start-up phase of any business, there is no such thing as a 'little' mistake." [21:49] - Hear the quick review of the key insights in this episode (and how they apply to your pets):
[23:10] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [25:31] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series | |||
| Find Your 3rd Place | 30 Dec 2019 | 00:25:00 | |
We all have our places in the world. The places we go to do various activities such as live, work, and play. Ray Oldenburg, a sociologist who wrote about the 3rd place in the late 80s, revealed that we all have our 1st place, home and a 2nd place, work, but we need a 3rd place for our souls.
For many, the 3rd place is church or a rec center or another social area, but you can create this for your clients and customers. When creating the business model for Starbucks, Howard Schultz took great pains to make the coffee shop a 3rd place for millions. He was familiar with Oldenburg's work and sought to create a place where people could relax, unwind, and meet for social gatherings.
When you've developed a course or consultancy, many ask, what next? What do they do once they've gone through the course or finished their round of consultations? How do they keep working with you and staying in your space? Creating a 3rd place is the best way to maintain a relationship and build a community.
The three key insights for this episode are:
Would a 3rd place compliment your business model? My guess is that it would. I wish I'd thought to create this space for my clients and customers sooner!
In This Episode: [04:31] - Learn the 3-key insights you'll learn from this episode. [06:02] - What is the 3rd place? [07:34] - Why do you need a separate 3rd place? [10:25] - How does the 3rd place apply to Starbucks? [11:42] - The 3rd place has a place with your clients and customers. Learn how. [13:22] - Alex reveals why the 3rd place is the perfect stick strategy for your clients. [17:31] - The Alexism is, "Never confuse your activities with your accomplishments." [18:09] - Hear the quick review of the key insights in this episode (and how they apply to your pets):
[20:31] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [22:10] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show
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| First Domino Principle | 16 Dec 2019 | 00:33:18 | |
Have you ever heard of the Domino Effect? Gary Keller and Jay Papasan discuss this effect in their book The ONE Thing. Linked to the Domino Effect is the 1st Domino Principle. On November 13th, 2009, in the Netherlands, 4,491,863 dominos were lined up and toppled down with just one flick of the finger. This made the Guinness Book of World Records for the greatest sequential domino fall in history. The first domino toppling into the next resulted in 94,000 joules of energy being expended over the course of the line, which equals 545 pushups by the average human. The effect that first domino had on the whole line of dominos was truly astounding. Over 25 years prior to this event, Lorne Whitehead wrote a piece in the American Journal of Physics that he'd discovered that a domino can topple dominos 50% larger than themselves. Using Whitehead's research, if the 1st domino is 1" in height, the 10th domino would be the size of a 6' tall man. The 18th would be the height of the Leaning Tower of Pisa. The 23rd would be taller than the Eiffel Tower in Paris. The 57ths would bridge the distance between the Earth and the moon. But how does this apply to business growth and sales? Listen in to learn how understanding the lineage of your 1st domino results in building sequentially, over time a business the size of the 57th domino. Hold onto your patience and confidence as you learn the three key insights for this episode, which are:
Who is your trim tab? Who is your first domino? How will that first domino impact your last? Things to think about as you review this episode and the insights you learned. In This Episode: [04:17] - Alex shares the three key insights for this episode. [06:08] - Every transformation in life starts like falling dominos. Learn more. [06:52] - What is the 1st Domino Principle? [08:46] - Learn more about the Domino Effect as discussed in The One Thing, Chapter 2. [11:30] - How this correlates with The Compound Effect. [13:07] - Why is the 1st Domino Principle relevant in business and sales? [15:12] - What is the 1st Domino Principle and why does it impact change?
[17:37] - Alex shares the dominos in the mental aspect of his life. [19:02] - Why Buckminster Fuller was Alex's first domino for thinking. [20:10] - How does your first domino impact your final domino - your epitaph? [22:08] - What is a TRIM TAB and what does it have to do with sales? [25:09] - The Alexism is, "Entrepreneurial success is defined by two words: Delayed Gratification." [26:27] - Hear the quick recap for the three key insights of this episode:
[28:47] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [30:33] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course! Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show The One Thing by Gary W. Keller and Jay Papasan | |||
| Experiential Selling | 09 Dec 2019 | 00:22:33 | |
Many years ago, in northern Asia, a samurai approaches a monk to discern the difference between good and evil. The monk replies by stating that he will have nothing to do with the samurai, which enrages him. The monk's response to the samurai's behavior is enlightening.
The anger shown by the samurai is considered an evil. The samurai went so far as to pull out his sword and threaten the monk's life. His anger was the epitome of evil in that moment. When the monk pacified the samurai with another response, the samurai apologized and revealed the core of good within.
Experience is not the best teacher, it is the ONLY teacher. Which is exactly what the samurai learned from the monk. The three key insights you'll learn by considering the monk and the samurai are:
Seeding through storytelling is the way to increased sales. By selling through experience you increase your credibility and appeal to more potential buyers. Listen in to learn how you can use experiences to appeal to a larger audience.
In This Episode: [04:12] - Learn the 3 key insights for episode 88. [05:47] - Many years ago, in northern Asia… the beginning of a story about good and evil. [07:39] - How have demonstrations been used to propel sales? [09:23] - Learn how to use your origin story for experiential selling. [10:36] - What is the greatest of all credibility builders? [12:22] - Why the only way to sell something unfamiliar is to first sell something that is familiar. [13:02] - Alex provides another example of experiential selling through fishing. [15:49] - The Alexism is, "Experience is not the best teacher, experience is the only teacher." [16:25] - Hear the quick recap for the three key insights of this episode:
[18:00] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [20:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook | |||
| The 3 Inner Voice Qs | 02 Dec 2019 | 00:29:38 | |
Roy H. Williams, the Wizard of Ads, wrote a fantastic piece in his April 10, 2010 Monday Morning Memo. Listen in to learn how relevance and credibility come together to realize the creation of dynamite ads. What is it that most ad copywriters lack? The ability to marry relevance and credibility to inspire the reader to make a purchase. Many times ad copywriters stray too far toward relevance and forget to strengthen their words with credibility. This same conundrum plays out in many social areas of our world today. Relevance is emotion and credibility is truth. Truth without emotion, and vice versa, lead a reader to question why they're considering their purchase. However, when you combine truth and relevance, the result is a no-brainer offer the reader cannot refuse. The three key insights you'll learn by considering the Wizard's memo are:
Truth and credibility are the base to your fiery pier, but what is that last element that results in an ad explosion? Listen in as Alex ads the match to the powder that will ignite your ads. In This Episode: [04:26] - Learn the 3 key insights you'll learn from this episode. [06:06] - What are the two ingredients to explosive ads? [08:13] - You're a buyer, consider your ads through the lens of being a buyer. [09:39] - Hear the steps to writing explosive ads. [11:47] - What questions should you ask yourself to overcome the inquiries of your prospective client? [14:18] - Learn the three innervoice questions your prospects are asking themselves and how they contribute to the formula for ethical influence. [16:05] - When someone feels understood, then they're willing to understand. [17:22] - How to turn innervoice questions into frequently asked questions. [19:42] - Create case studies to boost your credibility and obliterate objections. [22:22] - Learn the three part formula to structuring your next ethically influential presentation. [22:57] - The Alexism is, "Ethical influencers succeed by working in the trenches. It's easy to be brave from a distance. Scary work always pays well." [24:21] - Hear the quick recap for the three key insights of this episode:
[25:30] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link! [27:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources: Alex Mandossian Fan on Facebook Marketing Online 4-Part Video Training Series Alex Mandossian's free live Friday show The Monday Morning Memo - Roy H. Williams | |||