Carl-Gould-#70secondCEO-Problems Plus Solutions
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. Now this is gonna take discipline from you as a team member because, as their manager, because you can't allow them to come to you with just the problem. They have to come to you with not only the problem, well defined, and then more than one solution. So you can pick your max now. Your job is to have your team come to you, hey, we noticed this one problem, hey, there's a challenge with this one client. Hey, this client had a question or wants something new that...
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Carl-Gould-#70secondCEO-Process Over Preference
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. There's no way, especially as you get bigger, and there's no way anyone on the team is gonna like everything that's going on, you just have to advocate for the process. So in everything in your professional life that you don't like, are you guys familiar with the law of opposite values? You guys familiar with what that is? So have you ever heard the expression that you can't understand light until you know dark? You can't be cold unless you've been hot?...
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Carl-Gould-#70secondCEO-Stop Describing. Start Instructing
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 you've heard the term over-communicate. We have to over-communicate. That doesn't mean just talking more. That means being very, very specific in how we give instructions. Okay, and when we do the situational leadership, we'll talk about that some more because we need to stop being descriptive and we need to start being instructive. So as a manager, as a leader, that's what this group needs to do, right? So in other words, somebody's gonna go and if you...
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Carl-Gould-#70secondCEO-Why Handoffs Break Teams
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. Anytime there's a handoff, so if you're in sales and someone's engineering, someone's on the service desk, right, those handoffs have to be managed tight and you always cover your teammate's back, right? So that's where, so we have to define how that box runs, okay, and that'll be one of our challenges because we speak American English, that's our challenge, our English is so bad. You try handing it off to somebody who actually knows English and you'll find out...
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Carl-Gould-#70secondCEO-Think Like a Team, Not a Task List
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 if you're working on something as a team, whether you're the leader, you're the manager, whatever, doesn't matter. Take 100% responsibility for the outcome, which means if Nicole and I are working on something and Nicole has her tasks and I have mine, I'm going to take 100% responsibility for hers, she'll do the same for me, and what that is, that will give enough overlap that makes sure we're going to get this job done. So if she's struggling in an area, I'll...
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Carl-Gould-#70secondCEO-Finding the Trigger That Forces the Buy
Carl Gould #70secondCEO
Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Take a moment right down what is that--what is the top five complaints about your industry, maybe not about you as a company, maybe you as a company but maybe not, but about your industry so how would you know that? So think of the a customer negative customer--customers review you’ve gotten or competitors have gotten, the sales objection you get from a prospect when your telling them about your product or service and when you--when you win a project and they...
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CarlGould-#70SecondCEO-Visionaries vs. Operators: The Muddy and the Clean
Carl Gould #70secondCEO
Carl Gould here with your #70secondCEO - just a little over a minute investment everyday for a lifetime of results. Our topic today is - Are you a Muddy Fish or are you a Clean Fish? I wonder. So, a muddy fish. Are you the kind of person that is fast-paced and outgoing? You're not very detail-oriented. Youâre results-driven. You like things new, trendy, flashy. You tend to be on the business development and visionary side of the business. Or are you a clean fish? You like the water clean. You like systems and processes and predictability and consistency and high-quality. You're not...
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Carl-Gould-#70secondCEO-They Pay You Because They Think You’re the Best
Carl Gould #70secondCEO
Carl Gould here with your #70secondCEO - just a little over a minute investment every day for a lifetime of results. They're not going to pay a whole bunch of money on the off chance you're good. They're going to think you're really good already. They're going to think, and by the way, if you fire them, guess what they lose? You, and they think you're the best option, right? That's why I was in a position one time in my landscaping company where I was in a position where I had to give back the guarantee, but if I gave him back the check then I was walking off the job and he had two days...
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Carl-Gould-#70secondCEO-Pricing Is a Filter
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. Wouldn't it be nice to know and be able to categorize your clients based on their pricing? So I offer a success fee option and I offer a retainer option. Remember I said before that if the industry's sideways you gotta give something for free and you gotta bundle, right? And you say, well how am I gonna know where the industry is? You're not. You're gonna offer a menu of pricing and you're gonna let your clients are gonna tell you based on where they buy where...
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Carl-Gould-#70secondCEO-Stop Pricing Yourself Into Invisibility
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. A year, that means you're one in 600 people. That is 10 million or more, and we need to walk into a building that has 12,000 people in it to meet a peer. What we do is not easy, right? So you're doing all of this work only to price yourself to where you're invisible. That's got to change. It is unacceptable to me that you sit down with a client, you're as knowledgeable as you are, you teach them everything they need to know, and they get up and go buy from...
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.