128 Monday Musing: Continuous Improvement Does Not Equal Immediate Perfection

For the last Monday Musing of skills development month, Jeff is tackling what is perhaps the toughest skill to develop of them all…patience.

Selling effectively often requires you to manage the expectations of your clients. Making sure that you deliver or over-deliver on the promises that you make. But often salespeople are their own worst doctors and struggle to manage their own expectations of success. “Why can’t I be great today?!”

Listen and think about your own success journey. What skills can you start to develop now for the future and will you give those skills time to grow?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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127 Winging It with Kristy West

We’re winging it with our guest today, Kristy West, improvisation expert and business coach.

She founded BraveSpace in order to use a skill she’s been developing her entire life, improvisational performance, to help sales teams overcome the fears and stresses of rejection, quotas and networking.

Improvisation is a skill that most sales people use unconsciously every day when they are talking on the phone, meeting with a prospect or discussing a renewal with a current client. Kristy believes that consciously developing this skill and balancing “knowing what to say” and having the confidence to “say what you know” can be a major difference maker in your sales process.

You can watch how Kristy is changing lives and businesses through improv here.

On today’s podcast

4:00 – How did “the improv lady” get started in sales?
8:00 – What does “improv” really mean?
11:00 – Improv as an applied skill of “knowing” and “confidence”
16:20 – The techniques of applied improv facilitation in sales
20:25 – Feeling safe in the failure circle
31:12 – The Sales Enablement Society and how it can help you
39:20 – Kristy’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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126 Monday Musing: The Dip

You accomplish something amazing, life-altering, time consuming…only to find out that there is something even more challenging awaiting you. You feel exhausted. You may even feel like an imposter, like a fraud. You are experiencing what Seth Godin calls “The Dip.”

On this week’s Monday Musing, Christie describes the current dip that she finds herself in and how she’s plotting the way out. It’s honest, it’s thought provoking and it can help you out of your next career or personal valley.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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125 Simplifying Sales Acceleration with Mark Hunter

There are few people in the world who believe in the power and value of the sales profession more than Mark Hunter. He never set out to be in sales but a penchant for traffic tickets when he was young left him in need of income and set him on the path he still blazes today.

He’s the author of two books, 2012’s High-Profit Selling: Win the Sale Without Compromising on Price and his latest High-Profit Prospecting.

Mark digs down into the most basic and necessary skills every salesperson needs to develop and how to simplify your processes to maximize relationships and sales.

On today’s podcast…

2:17 – How Mark Hunter developed Outbound Sales Acceleration Conference with the help of other sales rockstars
7:34 – What turns people away from sales and why it shouldn’t
13:30 – Don’t assume every sale will be the “ultimate sale”
18:30 – Finding the point of entry
25:06 – There are different kinds of “first class customers”
30:10 – Mark’s ‘mark’ of a great salesperson
34:20 – The people that inspire Mark Hunter

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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124 Unlearning the Ropes with Phil Gerbyshak

Phil Gerbyshak cares about people more than anything else in the world. He has made helping business people develop the necessary sales skills and social media skills to grow their ideas and their income his personal mission and his “why.”

As a sales trainer and business/marketing coach, Phil is helping small businesses learn and develop skills that will help them breakthrough easy to break down barriers offline and online. But lately, he’s been thinking about what companies need to “unlearn.” What knowledge, habits and systems do people need to rethink and rework to maximize their productivity and personal relationships?

On today’s podcast

1:10 – An update on Christie’s coaching certification process

4:43 – Why Phil utilizes Facebook Live to develop his skills, develop his clients’ skills and grow his audience

8:41 – You are over-complicating the initial contact

12:49 – Time block, time sprint and THEN rest

16:38 – Dedication to learning starts at the top

21:40 – The biggest thing that companies that need to UNLEARN

27:35 – The ideal time to post digital content

31:19 – 1000 True Fans http://kk.org/thetechnium/1000-true-fans/

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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123 Monday Musing: Get a Podcast Partner

You need a podcast partner.  That doesn’t necessarily mean you need a podcast. Wait…what?

Today’s Monday Musing is all about finding people you can bounce ideas off of. Who do you commiserate with? Who do you brainstorm with? Asking and answering these questions are crucial for skills development. Sometimes you need to be heard. And sometimes you need to explain something foreign to someone who knows nothing about a subject. Why? Listen to find out.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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122 Sustaining Deep Referral Sources with Nick Weber

Our guest this week is, Nick Weber, Partner Owner and Physical Therapist at Team Rehabilitation in Dearborn, Michigan.

Nick has a great story to tell about a franchise opportunity that actually worked wildly to the benefit of his clients and to his own benefit. These types of stories are rare. Most people are more familiar with the franchise entrepreneur horror story. Find out why a focus on skills development through coaching and training allowed Nick’s team to do what they do best, take care of their customers.

On today’s podcast

5:00 – What keeps someone with an organization for 13 years this day and age?
9:00 – Making a product worth selling
13:37 – How to sustain deep referral sources
16:30 – How the concept of and focus on skills development helped build Nick’s business
20:11 – The value of training and coaching on customers
23:30 – The value of training and coaching on referral networks
27:30 – The benefits of having the C-suite involved on the front lines.
33:25 – Nick’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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121 Wrapping up June and Introducing July’s New Theme

We tapped our network to bring you some of the most fantastic and fascinating guests on the topic of networking that we’ve ever had. Listen for a look back on all of the sales wisdom and community building strategies we picked up in June. Plus, we reveal our theme for July as we continue to help you focus and excel into Q3.

On today’s podcast

:40 – We evaluate our own theme structure
4:51 – Kelly Roach helped us achieve unstoppable success
6:54 – Scott Ingram mapped out our network with a purpose
8:51 – Our thought leader of the month was Jen Gluckow and put a target on our networking skills
10:30 – We’re part of the Sell or Die Podcast Network!!
13:00 – Mike Simmons made us all network smarter
15:00 – Jeff Bajorek reluctantly guested on his own show and taught us all a lot
20:50 – Previewing July’s featured guests and our theme for the month

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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120 Monday Musing: Life is a Mixtape

Christie has skills development on her mind this week, not just because it our theme for July but also because she is closing in on the completion of her coaching certification. It’s been a long and enriching process and “the end” is only the beginning.

How much are you investing in the next phase of your career? Not just in terms of time but also in income. Christie has a number for you that will make you rethink the responsibility you have to yourself, your skills and your goals.

Where do you start when re-evaluating your direction in life or career? How about starting with a mixtape? Christie has a playlist of wisdom that will get you in a thinking mood this week.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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