Episode 194 - Sales Strategies of Top Producers– Scott Ingram
Release Date: 06/20/2017
The Blind Spot To Goals - The Science of Success
Maximize Your Influence
Goal setting isn't just a feel-good exercise—it's the fuel that propels top performers to 10X their results. Mastering goal setting gives you the edge to influence outcomes, close deals faster, and skyrocket your personal and professional growth. As Brian Tracy teaches, success is no accident—it's the direct result of setting specific, actionable goals that drive relentless action. Without it, you're drifting; with it, you're unstoppable. But hold on—goal setting isn't all sunshine and rainbows. If mishandled, it can backfire, leading to burnout, bad shortcuts, and a narrow focus that...
info_outline
What Spam Teaches Us About Influence And Human Nature
Maximize Your Influence
There is a free, billion-dollar persuasion laboratory running 24/7 that most influencers completely ignore - and it’s teaching the truth about human nature. Top persuaders don’t guess what works; they study what already moves millions of people every day. That laboratory is your spam folder. Once you understand the brutal psychological triggers spam exploits - and how to adapt them ethically - you will never struggle to get attention, build desire, or close deals again. This is how you influence, negotiate, and sell at the highest level. Spam exposes the raw buttons of human...
info_outline
The Hidden Reason Prospects Say “I’ll Think About It”
Maximize Your Influence
There is one invisible enemy that destroys more sales, negotiations, and influence attempts than any objection, competitor, or recession combined. Top producers don’t suffer from it because they’ve learned to crush it. That enemy is Decision Fatigue—and once you understand and conquer it, you will influence faster, and negotiate better with less effort than ever before. Here’s the brutal truth: Decision Fatigue is the mental exhaustion that hits after making too many choices, causing your brain to slow down, avoid decisions, or pick the easiest option -like doing nothing at all. Your...
info_outline
The One Brain Glitch That’s Costing You Deals
Maximize Your Influence
There is a hidden psychological trap that 99% of salespeople, negotiators, and leaders fall into every single day—and it is silently hurting your closes, your relationships, and your bank account. This one mental error is called the Fundamental Attribution Error (FAE), and once you master it you will never take rejection personally again and your income will explode. When you master the Fundamental Attribution Error you stop fighting people and start solving situations. You turn the “NO” into “YES.” Discover additional ways to how this hidden bias can be turned to...
info_outline
Rejection Proof - Resistance into Revenue
Maximize Your Influence
If you want more YES in your life, there is ONLY ONE SKILL that separates the average from the top 1%, and the frustrated from the fulfilled. That skill? Mastering rejection, crushing resistance, and turning the pain of “NO” into rocket fuel for your success. Champions don’t fear rejection – they FEED on it. This isn’t theory. This is how you sell, influence, negotiate, and win in the real world – whether you’re closing a million-dollar contract, asking for the promotion, or getting your kids to clean their room. Master rejection and resistance and you master money, power,...
info_outline
Street Smarts Decoded - Influence Secrets the Books Don’t Teach
Maximize Your Influence
Street smarts is the REAL currency—the raw, gut-level intelligence that turns weak negotiators into deal-closers, and average salespeople into legends. This isn’t theory. This is survival-level dominance—the kind that reads a room in 3 seconds, flips objections into yeses, and makes people beg to buy from you. Without it? You’re getting eaten alive. With it? You can increase your income, your influence, your LIFE. Street smarts defined: It’s your social IQ —reading people like a book, adapting in chaos, and making split-second moves that win. It’s not EQ. It’s not book smarts....
info_outline
Beat Prospect Procrastination - Close Deals Faster
Maximize Your Influence
Let’s talk about the silent killer of sales, influence, and motivation: Inaction Inertia. This psychological trap is costing you deals, delaying decisions, and keeping your prospects stuck in neutral. Inaction Inertia happens when someone misses an opportunity and becomes less likely to act on similar ones later. It’s not just hesitation—it’s psychological sabotage. Studies show that when people pass on a good deal, they feel regret, and that regret makes them avoid future decisions to protect themselves from more disappointment. This isn’t just psychology—it’s persuasion...
info_outline
How Poker And Other Games Can Help Us Influence And Negotiate
Maximize Your Influence
Poker - Your Secret Weapon to DOMINATE Influence & Negotiation Most people think poker is about luck or counting cards. WRONG. The game of poker is a masterclass in influence—reading people, and understanding human nature. If you can’t influence at the table, you’re getting crushed in the corporate world, sales calls, and life. Poker is influence training on steroids. Want to crush negotiations and close bigger deals? Discover tools and techniques that will help you become a power persuader.
info_outline
Cognitive Defusion for Smarter Decisions and Stronger Influence
Maximize Your Influence
In today's fast-paced world, your mindset is the ultimate game-changer. It shapes how you respond to challenges, build meaningful connections, and influence others. But what if you could step back from the mental chatter that holds you back? Understanding cognitive defusion—a powerful psychological tool—can transform your inner dialogue, triggering increased motivation, and personal growth. It's not about suppressing thoughts; it's about mastering them to live more intentionally and effectively. Beyond personal benefits, cognitive defusion can be a secret weapon for influencing others. By...
info_outline
The Deal Killer: Top Negotiation Mistakes to Avoid
Maximize Your Influence
The Biggest Negotiation Mistakes Negotiation skills are essential in both personal and professional life, empowering individuals to resolve conflicts, and secure better deals. Whether closing a business contract, discussing salary raises, or navigating family disputes, effective negotiation leads to win-win outcomes, fostering trust and efficiency. Poor negotiation, however, can result in lost opportunities, financial setbacks, or damaged partnerships. Failing to prepare adequately undermines even the strongest positions, turning potential successes into regrettable failures. By...
info_outlineThis episode features guest Scott Ingram -
In this episode learn all about why mindset and belief in yourself is absolutely fundamental. And the tips and tricks in getting yourself there. And how to show your customers/prospects that you truly care.
Kurt and Scott discuss how important it is to be constantly learning, absorbing and surrounding yourself with the best.
They also discussed how most top sales people are more than willing to talk you about their sales process and share the information that they’ve learned. People want to give back and know that they were once at the beginning too.
Who is doing it the best in your organization/niche? Figure out what they are doing and do the same thing.
Scott points out the one of the most important things is understanding who you are, your unique strengths and what the unique value is that you bring to the way you sell, and do more of that. “
Play up those unique strengths and values and be a more authentic and magnified version of yourself.
Scott Ingram is the host of the Sales Success Stories podcast where he interviews top sales people. Not just high ranking sellers either, everyone Scott talks with on his show is #1. He's also an active sales professional himself.
I’m in sales, and I have always looked for ways to improve myself and achieve more but have been frustrated by the source of most of that content. Instead of hearing from “sales experts” who aren’t currently in sales (somebody selling themselves or some form of sales training doesn’t count); I want to learn from salespeople who are the best of the best. What are they doing to achieve more than anybody else
While this is a very selfish project for me to learn and improve myself, I hope that you can benefit as well. Please subscribe to the podcast, and I invite you to join our Sales Success Community where you’ll find a growing group of like-minded sales achievers.