Carl-Gould-#70secondCEO-Respect Comes From Knowing Whose Goals Matter
Carl Gould #70secondCEO
Respect Comes From Knowing Whose Goals Matter Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. We need two things going at the same time at a high level, and they are trust and respect. So trust we defined as having common goals or interests. So there you are, you're talking to another person, whose goals or interests matter? Yours or theirs? Who thinks it's yours? Like, it's really important that everyone knows what I like to do so they can talk about it when I want to talk about it. Or theirs? Not a trick...
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Carl-Gould-#70secondCEO-Why Common Ground Makes You Instantly Likable Pt 2
Carl Gould #70secondCEO
Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Low performers, who complains about not being accountable. Low performers, you're getting it, right? Go to battle with those that you could do that. All right, so now I'll give you some of the trends that I'm seeing. All right, so we do business and we've advised companies in 78 countries. One of the advantages of that is we see trends before they come here and we also, for our other than US clients, we see the trends here and we can run over there...
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Carl-Gould-#70secondCEO-Why Common Ground Makes You Instantly Likable
Carl Gould #70secondCEO
Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. So now business owners, I won't embarrass you by asking you to stand up if there's somebody in your business you would need to fire because you would all stand up, but you need to let that person go. Who you say no to on your team is equally as important to who you say yes to on your team. I would rather have a smaller team of high performers than a larger team that has mid or lower performers. High performers don't like low performers. Low performers don't like...
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Carl-Gould-#70secondCEO-Speak Their Style, Build Real Influence
Carl Gould #70secondCEO
Speak Their Style, Build Real Influence Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Why do we care that we have rapport? Why do we care that we have influence? Well, first off, we need rapport because we need to build a relationship. I'm going to ask you a couple of questions in a moment, but we need to build a relationship with other people. And there are only three styles out there. You're one of them. There are two others. And for our purposes, you are basically wired like one-third of the population...
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Carl-Gould-70secondCEO-Are you committed
Carl Gould #70secondCEO
Are you committed? Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. And the bet was that if you win, I give you an additional $100,000, right? But if I win, I get your entire net worth, all of it. I get the car, I get the house, I get the 401k, all of it. It's all gone if I win. And all you have to do is bring in one more deal by the end of August. How many of you think you would probably do that? If all of that was on the line, how many of you think you would do that? I think most of you would, if not...
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Carl-Gould-70secondCEO-Minimize the Gatekeeper Maximize Access
Carl Gould #70secondCEO
Minimize the Gatekeeper, Maximize Access Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Between 7 and 9 a.m. The reason why I do that is that I minimize the gatekeepers that keeps me away from my prospects. I know at 7 a.m., business owner, decision makers, get their phone, it's arm's distance away, and they can't help themselves. They'll see that phone ring and they're like, Oh, my assistant isn't around. Someone has got to answer this phone. Ring number three, ring number four. Drives them crazy. Go to that...
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Carl-Gould-70secondCEO-Take an Honest Assessment
Carl Gould #70secondCEO
Take an Honest Assessment Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Too good at what you do to not have the lead flow that you need. You're too good at what you do. So I know darn well if you went to every trade show and if you were at every event and you were typing in every time I asked and you were going for it 100%, you'd have your leads, right? And so July is a great opportunity to say, all right, yeah, yeah, yep. I went to go see the 4th of July fireworks on the 2nd of July. Also, instead of doing...
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Carl-Gould-70secondCEO-Commitment Over Convenience
Carl Gould #70secondCEO
Commitment Over Convenience Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Are you in the committed mode? Are you in the convenient mode? And here's what we find out almost 100% of the time. You're not getting the results you want, you probably fell into the convenient mode. And I understand. I live in a shore state, New Jersey. We have a beach, backs right up to the Atlantic Ocean. And guess where everybody is from now until Labor Day? There. Guess where they're not? At networking events, schlepping...
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Carl-Gould-70secondCEO-Referral Party
Carl Gould #70secondCEO
Referral Party Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Now I'm trying to make it sound fun, like, yay, referral party, but we also call it a one-to-one house call. It's a meeting with somebody where you sit down and you say to them, Here's what's going on in my world. And here's what a good introduction looks like for me. Tell me what's going on in your world and what a good introduction makes for you. And we don't get off the phone until we make at least one introduction for each other. You do...
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Carl-Gould-70secondCEO-Talk to 24 PeopleGet One Referral pt.2
Carl Gould #70secondCEO
Talk to 24 People—Get One Referral pt.2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. I don't know where the universe or the volcanic activity that regulates this is, but when I have 12, I get no leads. When I have 36 or 48, leads, the quality of them goes down. Somewhere in that bubble of 24, and here's what I think, I think it's because I stay in touch with them, their frequent dinner or networking people, I see them on a regular basis, we tend to talk a lot, we tend to have deep conversations, something...
info_outlineWho are your sellers and closers? Are they doing their jobs? Carl talks about why it matters. #70secondCEO
Read full transcript:
Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.
Now one of the quickest ways you can impact your sales function, is to understand who are your sellers and who are your closers, so when that sales book that I told you about, Biz Dev Done Right and again I’m happy to get you guys a copy so let me know in the comments and I’ll send you a copy. We distinguish between two sets of skills, there are sellers who are the relationship builders, they're the door openers, they're the lead generators, they’re the ones that work the booth at the trade show and then there’s the closers. Closers are the ones that ask for the money, negotiate terms and conditions and force you to make a commitment. Those are opposing skills and what makes you good at one gets you on the way of being good at the other and we are all more wired one way than the other, we are wired more like a seller or more like a closer. And what we find, and we evaluate sales teams, is we find out sellers are doing closing, closers are doing selling. One of the quickest ways to accelerate your funnel is to get the sellers doing selling, closers doing closing and if you could separate the two that would be great but if not then team them up.
Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.