Business Podcasts - Black Belt Sellers and Expert Guests

Every Friday evening, Black Belt Sellers Anna & Stephanie Scheller interview an expert in business in their business podcasts. We have a new guest every week and each new guest brings something new to the table! Our guests are specifically chosen due to their proven track record of success in their field.

Don't miss our business podcasts because you never know who you will miss! There may be some words of wisdom that will change your business and change your life!

Below are all our previous podcasts. Subscribe to our newsletter to be alerted of all our educational material as it is published.

Latest episode

Kate Frank, Ghostwriting

Kate Frank is a book coach and ghost writer. Has written more than 1,100 pieces of content over the past 7 years. She’s contributed to five published books and dozens of articles in national magazines.

Previous Episodes

Sales Objections with Jeb Blount

Jeb Blount is a sales acceleration specialist, he is among the world's most respected thought leaders on prospecting, sales, leadership and customer experience.

Thru his global training organization Sales Gravy, Jeb advises the “Who’s who” of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing activities.

There are not that many books out there on objections, there’s a lot of them out there on scripts, “if the buyer says this, then say this”, but there’s really nothing on the psychology of all the emotional aspect, then providing frameworks that are usable no matter what context you’re in or dealing with objections.

A lot of the books that are out there are really dated. What Jeb’s found is that a lot of this is cheating, old school stuff from the past century that didn’t really work anyway but sounded very good so it’s more manipulative, tie down mechanisms, things like that vs. dealing with the way modern buyers go to market and the way great sales people have always dealt with objections. This isn’t new for people who are really good at the craft.

There’s no new school or old school, there’s only “The school” for sales, and it’s how to deal with other human beings, the way that humans deal with other humans, the art of the relationship and the way the human brain works has been baked into us for 40,000 years when the modern brain emerged in human beings.

The discipline of the “Ask”

It’s the most important in sales, asking is the beginning of receiving, you have to ask to get. The problem for most sales people is beating around the bush of asking, it happens all the time. The only way that you’re going to get what you want is to ask for what you want, that is a fact that won’t change. Asking is a pretty simple thing, you ask with confidence and allow the other person to answer you. Most sales people don’t ask with confidence, if they do ask they keep talking, and they end up talking themselves out of whatever they want.

We’re asking for all kinds of things, we always think we’re asking for the sale, we are also asking for micro commitments along the way, we are asking for appointments, we’re asking for information, we are asking to level up to a decision-maker, we are asking all the time.

And because emotions are contagious human beings can feel what other human beings are feeling. We are able to transmit our emotions to another person, this is the science of selling and over the past 30 years neuroscientists have been able to prove that emotions are contagious.

The most powerful position for a sales person is the position of relaxed confidence, and by asking with confidence you can change everything. With every objection you have to be confident, begin with that process. Sales people deal with a lot of emotions, our destructive emotions in sales are what hold us back more than anything else out there.

Part of what “Objections” does is that it shows you why you feel the way you do, why you lack the confidence, why you feel insecure or fearful, why that happens. The way you feel the moment you’re facing an objection is real, those emotions do happen to you, and if you have control over it you have to have a ledge or you have to become rejection proof so that you can handle that.

The confidence paradox

There’s a paradox with confidence, that is when you feel confident you ask. Saying we don’t want to be too pushy, it’s at that inflection of asking for something, we are asking for someone to comply with the request or asking them to do business with us.

The paradox with that is that if you try not to be pushy you create more resistance because that’s how human beings work. Showing insecurity makes people push back, they become more resistant. The key is what you say and how you say it, your tone of voice your body language, asking with confidence. If you learn appropriately how to ask in a different way the results are incredible. By transferring relaxed confidence to your buyer the probability that they’re going to comply with your request goes up exponentially.

The moment we think about objections we have to break them apart into where the objection happens in the sales process, that begins with prospecting. Prospecting is essentially asking for time, and that’s the hardest thing in sales because nobody has any.

There’s a few ways that you can become a rejection proof, one way is creating mechanisms to know how to deal with rejection. You also want to build the ability to rise above at the emotion, you choose your response, this is developing obstacle immunity. Put yourself in a situation where you have to be rejected, where you have to ask, do that over and over again so that if people say no, you know how to deal with that and when the time comes choose your response.

Jeb Blount's Official Website

The psychology behind buying habits

The psychology behind buying habits

Darryl Lyons is a certified financial planner and behavioural financial advisor, who is considered to be an expert in the area of personal finance as well as authoring several books. His latest book, “18 to 80: A Simple and Practical Guide to Money and Retirement for All Ages”, his company, PAX Financial Group has made the Inc. 5000 fastest growing companies in the country. He’s an author, entrepreneur, community leader as well as a family man. He knows what it takes to plan for financial freedom, which is what his first book is about.

In the book “18 to 80: A simple and practical guide to money and retirement for all ages”, and every single chapter of the book is an age, so if you go to 40 it explains what you need to be thinking about at age 40, then at 23 what you need to be thinking about, 50 and 70, and so on, it gives you a playbook and how to think about your money.

When it comes to behavior, studies show that we have only 13% of results and the remaining 87% are based on decisions we make, they are things that we can control, we have to then consider why we are making bad decisions and how can I make that decision making, and there’s only so much we can blame others.

Many of the decisions we make are based on a point of reference from our Facebook friends or Pinterest pictures, how much of that influences the way we buy things or where we go or what we eat, and the research is clear, it influences us much more than we would’ve ever given it credit.

Every age has hope, you have to recreate the way of thinking and work through some of the challenges, and the book is written in a way in which you can open any page of the book and say, “I can do this”.

The idea of budgeting is a bit overwhelming, especially at a young age, so at 18-19 years of age the book talks about creating a new habit, basically creating a pause in our purchasing, stopping and thinking “do I need it?”, “do I love it?”, “will it make me money if it’s a business decision?”. A lot of financial mistakes we make are not rational.

Money behavioral mistakes

  • Overconfidence: I’m sure I can pay it off.
  • Emotional biases: I buy it because I grew up with it.
  • Selective perception: I look for information that backs up my decision to purchase.
  • The gender gap: Women are better investors than men.

Your financial behavior really impacts your marital relationship, your friendship, finance is not a separate thing from who we are, it’s an integral thing to who we are. When start to come to grips with some of these things and begin to understand them and make the changes necessary you’re going to find more openness and honesty in your other relationships as well because our relationship with money is so foundational to who we are.

The love of money is the root of all evil, not money itself, that’s important to differentiate, but we can’t ignore money, we have to recognize that historically humans and money, currency and transactions play an integral role, we have to be mature about having very difficult conversations, ignoring them is not the answer and then we have to take inventory of some of our behavior and biases.

One of the filters we have to use when making a difficult decision can be “Did I ask a child, a friend and a Sage?”, the reason this question is important is because if you’re making a financial decision and you can articulate that decision to a child in a simple way, then you’ve grasped it pretty well, if you’ve asked a friend, someone who knows you, and then if you can ask a sage, somebody who’s wise, then collectively you should get an answer that’s more rational not emotional.

One of the key elements of being a business owner that helps is beginning with the end mind. Many business owners have no idea on how to exit the business. Beginning with the “end in mind” means that you can start with something transferable, that may be changing the name.


Creating a business that has accelerating positive net income for three years is much more attractive to an acquirer than a good name or a clean office, or a bunch of customers, it shows a trend and they'd want to jump on, they'd want to be able to take advantage of it.

It all starts with an attitude beginning with the end in mind.

paxfinancialgroup.com

4th Anniversary Show

A very special episode of Black Belt Selling brings us the best of five of our most exciting interviews.

On this episode we talk to Ben Gay III who is a contemporary of Zig Ziglar and is a master of referrals, Mark Hunter a follow up artist, Art Sobczak talks to us about important tips on prospecting over the phone, Sonny Melendrez who speaks to us on how to adapt to a conversation, and last but not least, Tom Hopkins who shows us the importance of becoming a master asker.

Ben Gay III

Referral master Ben Gay III did one cold call in his entire sales career, from there he went on and built a highly lucrative sales career thru referrals. He went to a Doug Edwards seminar and he said, "you should never leave an appointment without five referrals at least".

He made one cold call, knocked on the door, made an appointment and came back the next day and he was scared to death, it’s the only one he ever made. But he made a sale and got five referrals.

He got five referrals, went and called those people, from there he got ten referrals, from here he got three and from there he got six and so on, and then called on them and got their referrals. And referrals get easier in a circle of influence because once you’ve been referred around in the circle and you get referred to somebody they go “Oh yeah! I’ve heard of you”, versus when it might be a little colder the first time you got referred, or the first time they heard your name.

He was in the industry for 40 years, he made one cold call his entire career that first night. Every call he made for 40 years thereafter, you could trace back through the family tree to that first time, and you could trace that back to Doug Edwards telling him “get five referrals”. And that’s how powerful it can be. And now with the internet and social media it keeps getting easier.

Mark Hunter, apart from speaking about referrals, also gives us important insight on follow ups. Whatever you feel is the frequency you can follow up with somebody, you can double that. If I have a conversation with you, my objective coming out of that conversation is to have next step. My objective would be to have a time set up for the next conversation.

Mark Hunter

The speed with which I call you back is going to depend upon the product or service you sell and who you’re selling to. For example, working with companies that sell industrial supplies to contractors Mark says “you can call that person back tomorrow” because they’re buying every day. If you are selling something that the person only buys once a month, I might call them back every three or four days.

His philosophy is that he always waits either 4 to 6 days for the next communication. The reason he goes every 4 to 6 days is because it automatically flips to a different day of the week. So if there's a call every 4 days, he's going to call on Monday, then again on Friday, again the following Thursday, then the following Wednesday and then the following Tuesday.

A lot of people say "I can’t call people on Monday’s or Friday’s"… why?... that’s a perception and belief that people have. That’s your own mental block. What you’re trying to do is to find an excuse so you don’t have to cold call. Just do it.

Art Sobczak

Art Sobczak is a true master at phone calling. How do you help people feel good about the phone? We create resistance with our messages. We help by speaking about the mechanics, this being our messaging, what we’re saying and how we’re saying it, and most sales people use bad messaging, they use techniques that really insight resistance and cause resistance.

A myth of sales, prospecting and using the phone is “you should love rejection” and you have to get used to it. Let’s completely remove the word "rejection" from our vocabulary because rejection is not the experience itself, the experience being getting “no”, we’re going to get “no’s” playing the game. If we get a “no” on the phone, we shouldn’t call it rejection.

Let’s look at it differently, let’s look at it as it being something that didn’t work, let’s figure out what we can learn from that situation and then we can do something proactively to get a win on every call, maybe we can leave the door open, or maybe it can be a question we can ask every time, so at the end of the day saying “I got rejected 30 times”, we can say “I accomplished my primary 3 times and I planted a seed the rest of the time”, that's a pretty good day.

Sonny Melendrez

Sonny Melendrez speaks to us about how the people who are top sellers in any company are the people who have relationships, they are not selling, they’re serving. They serve whoever they want to sell to, and if they have something that they really believe in, all of a sudden there’s a whole different relationship that’s going on there and that person, or company, can be a client for life. This thought is opposed to make a dollar now and go by the numbers.

You have to think who it is you’re talking to, what it is you can do for them and how it is you can fit into their plan, and if you don’t fit, find or suggest somebody who can. It is important being present to the customer, being present to their needs, being present to the situation so that you can respond appropriately and build the right relationship to help people.

We tend to memorize our pitch and then deliver it no matter who it is you’re talking to, so consequently it comes off as just that. If I were talking to you thru points I had written down you’d know it, but instead we’re having a conversation and that conversation is driven by that give and take, not unlike a tennis match, if you hit a ball on a certain side I have to go there, but If I stay in the same spot I’m never going to hit the ball.

Tom Hopkins

Tom Hopkins started in real estate, he was a sales failure and rose to become one of the best. The art of sales is to become a master asker not a talking teller. One of the biggest mistakes was that when he started the thought he had to be really talkative, then realizing that the art of sales is more questioning and listening than talking and telling.

In the beginning he was trying to fill any void of silence with talk, he didn’t really master the art of asking questions. The most successful of his mentors said "stop talking and telling and start asking and listening". That’s when he said he was going to become a master asker. We, as sales people, talk too much and end up losing sales.

If people would open their minds up to the fact that selling is not a pushy aggressive situation, it’s an artform that is very learnable if you are coachable. Find coaches that you relate to, you feel the way they come across with you and you take their ideas.

Tom would listen to Doug Edwards’ records, hour after hour, take notes, write down his phraseology, and then it started to become him. That’s when you start growing, when you internalize what you learn from others and then it’s not them anymore it becomes you, and you become more effective at not only communicating, establishing rapport, helping bring down defence barriers and people that are afraid of being sold.

Visit us at our Black Belt Selling Facebook group.

Profit first with Mike Michalowicz

The author and entrepreneur Mike Michalowicz talks to us about how to prioritize profit in our business

Mike Michalowicz is the entrepreneur behind three multimillion-dollar companies as well as the author of “Profit first”, “The pumpkin plan”, “Surge”, “The toilet paper entrepreneur”, and his new book that’s coming out “Clockwork”.

Former small business journalist for the Wall Street Journal, and regularly travels the world as an entrepreneurial advocate.

He launched three multimillion-dollar businesses before his 35th birthday. He was awarded the New Jersey SPA’s young entrepreneur of the year award when he was just 26. He sold his first company to private equity and his second firm to Fortune 500, among many other things.

The basic principle of business is that profit comes last, according to the classic formula you have to have sales, you subtract your expenses and what’s left over is profit.

According to studies, 83% of businesses are not profitable, they’re always surviving check by check. After looking at the formula, Mike noticed that it was flawed, because when profit comes last, we’re saying it’s insignificant. It’s like saying that if you had a health scare, you’d put your health last.

The formula should be “sales minus profit equals expenses”

Logically nothing has changed in the formula, but behaviourally there has been an extraordinary change.

When money comes into your business, immediately take a predetermined percentage for profit, and whatever that percentage is, take the money out, put it into a separate account and store it away, ideally out of sight, out of mind. Then you run your business off the remainder.

This will force you to run your business responsibly because you’ve taken your profit first. What you have left for your business is what you have to run your business. So now you know what to operate with, and as you always have, you’ll find a way to make it work. You never put that money back in the business because that’s an expense.

The more time you have to do something, the longer it takes to complete. In business the exact same effect happens, the more your profit grows, the more your expenses grow. As a resource contracts in its availability, then we consume less because we have to, and we also become very innovative in its use.

By Mike writing all those books, what he’s really doing is correcting something in himself, for example, he had no clue how to handle money, so he found and worked out something that worked naturally for who he is and not the traditional method.

On the book “Toilet paper entrepreneur” Mike talks about how many entrepreneurs when starting business believe they need education, resources, contacts, money, the need all these different things to get this business off the ground. When doing his research, he found that the lack of money that causes innovation, when you don’t have experience you become the industry rule breaker, which is the best person to be.

“The pumpkin plan” tells us about how changing the plan when growing a colossal pumpkin by somewhat changing the process, the growth changes, and in business sometimes we change many things and the business remains the same, so he found that by fixing a few things can put the business in a position for colossal growth.

On “Surge” he speaks about catching momentums of markets equated to surfers. You swim towards the wave, when you’re upon the wave it raises you for the ride. In business, we have to identify the next imminent wave, the next opportunity that’s shifting thru the market that’s very easy to spot when you focus on a niche, when you see the wave of the market you get on top of it and go for the ride, catching the momentum of the market.

The book “Clockwork” is about designing a business to run itself. When owning a business, we compromise a lot of time, missing time with ourselves, with family, missing life. That’s why we need to find a way to design our business in a way that it can operate without us, thus giving us the freedom to do what we want in life.

You can get Mike Michalowikz’s books at his website: mikemichalowicz.com

LinkedIn Advertising

In this episode we talk to the LinkedIn Marketing specialist, AJ Wilcox

The founder of B2Linked.com, AJ Wilcox has managed hundreds of accounts and a combined 100 million dollars in adspend on LinkedIn. He has worked directly with several of the top 10 LinkedIn accounts.

AJ Wilcox got recruited into a technology company in Utah to run all their digital marketing. On his first day he went out and presented his marketing plan, she said that it was great and to go ahead and execute it and let him know that they started a pilot using LinkedIn ads, and told him to see what he could do with it. Said yes, and then asked himself what he'd gotten himself into. He'd never heard of LinkedIn ads.

Went into the platform, tried to figure things out, and within about two weeks one of the sales guys came up to him and said that they had no idea what he was doing but that they loved his leads, they were fighting over them, and to keep it up.

Went into their CRM (Sales Force), looked at all the leads that this was dispositioning, and all of them that he was talking about were from LinkedIn. At that time, it was not the only channel he was running. Kept investing and growing in LinkedIn, until he grew to become the world's largest LinkedIn advertiser.

What can you do on LinkedIn ads that you can’t do on other platforms?

  • Specific targeting.
  • You can reach specific people by their job titles, company sizes and industry among other things.

Even though the clicks on LinkedIn are much more expensive than on other platforms, the leads are of much higher quality. It’s the same people are using both platforms, but on other platforms (like Facebook) it’s more difficult to find a professional person because it contains a lot of personal information and little to no business information.

If you’re looking to reach a CEO that works for a company with more than 500 employees in the United States, you know that you’ll find specific targets that fit that criteria, and thus creating a high-quality lead. The approach on Facebook is very wide, therefore getting a lot of unqualified people.

Websites are not enough anymore, now you need a website like you used to need a storefront, but now with social media you have to be engaged and you have to reach people through social media.

Bring your AMO to social advertising (Audience, Message and Offer)

  • Audience: Nailing down your targeting.
  • Message: How are people actually seeing your add, imagery, video, what your add copy is like.
  • Offer: What is it that you're offering to someone in order to get their attention.

Who LinkedIn ads are for

If you don't fit in this category, then you should save your dollars. AJ has launched hundreds of accounts so that we can find out what works and what doesn't work.

Three verticals that work really well:

  1. High value B2B lead generation. To close deals that are worth $15,000 dollars or more to you over the lifetime of that deal.
  2. White collar recruiting. If you're a technology company trying to fill in 30 or 40 new seats this year, then using LinkedIn ads is probably a really good thing to use.
  3. Higher education. MBA programs, PhD programs trying to recruit students. LinkedIn has very good targeting in regard to education. What they study, what degree they have, what degree they don't have to be able to target.

To keep up-to-date with our weekly podcasts at Black Belt Selling, join our Facebook Group. We interview business leaders and achievers - someone new every week!

Podcast about Podcasting

This is a Podcast about Podcasting and we interview the best man to talk about it - Rob Greenlee

In today's Black Belt Selling episode, it is a podcast about podcasting. We interview Rob Greenlee - Head of Partnerships at Voxnest. Voxnest provides podcasters with business solutions for their broadcasting needs. Whether you’re looking to distribute, monetize, analyze or manage your podcast’s administration, they have it all.

rob greenlee

Rob Greenlee is the former founder and lead host of WebTalk World Radio Show and Zune Insider podcast. He clearly knows a lot about Podcasting and has done for many years now. He also works for spreaker.com as Head of Podcast Content.

Rob along with his company Voxnest help people to develop a career in Podcasting and they work with media companies to help develop their programs.

Here are some notes we took during the podcast about podcasting interview but we encourage you to listen to the podcast itself so that you get all the information in its context.

What is Podcasting?

Episodic series of digital or audio files which a listener or user can download and listen to.

Podcasting and its current state

  • Half million of shows have been created globally in this medium; half of which is currently active today and produced by the United States in terms of global expansion, but also within Europe, Australia and other countries around the world.
  • There is also a life in other countries in terms of Podcasting and more people are embracing this kind of medium and producing content for their local countries.
  • Podcasting today is evolving and permeating to other media types.
  • Podcasting is also produced in TV shows, stories in movies.

Before now, Podcasting had slightly less attention and was put in the backseat due to social media attention, but later on due to the violation of trust and experiences in privacy issues on social media, many are using Podcasting now because it is a safer medium and people are putting more energy into creating content via a podcast.

Now, there is a new evolution of listening experiences. Example: dash ports in cars for podcast listening, smart speakers etc.

Advantages of Podcasting

  • Podcasting platforms is a great way to meet a lot people and interview people from across the world and be part of one show.
  • It’s a great contributor for advertising trends and is inexpensive.
  • You can make money from Podcasting.
  • Helps Hosts of the program make money from the show by endorsement and get paid (example: like radio Ad endorsement).
  • Building relationships with people.

Three Trends in Podcasting

  • Dynamic Ads – preformed ads adapted by advertising agencies.
  • Host Endorsement
  • Crowdfunding  

How to start a Podcast

  • Set your goals and what your accomplishments will be by having a podcast.
  • Know what you want to start doing and what you want to bring focus on.
  • Know what show or ads you want to build. If it is selling, advertising, consultancy etc.
  • Know your listeners.
  • Know what the listener wants
  • Build relationships with people

To keep up-to-date with our weekly podcasts at Black Belt Selling, join our Facebook Group. We interview business leaders and achievers - someone new every week!

Organizational Tools and Business Automation

Organizational Tools for Booking Your Sales Calls

Zachary Sexton
Zachary Sexton 

In today's Black Belt Selling Podcast episode, we interview Zachary Sexton - Productivity and Automation Consultant. Zachary sourced and experimented with various automation and organizational tools out of necessity to make his own business run more smoothly and effortlessly and now he teaches others how to do the same.

When you want more clients but don't have the time to get them. He has developed systems and tools to help you automate client acquisition.

Here are the organizational tools that are discussed during this Black Belt Selling Episode

Trello

trello - organizational tools

Trello is a great and easy to use project manager, communication tool and delegation tool. It is free to sign up for Trello.

Ask Siri

ask siri

You can ask Siri : "Siri remind me to follow up in a week" That is a super simple reminder tool. If you have an iPhone 6s or later, hold down the Home button, then say what you need. If you say, "Hey Siri" you can activate Siri without pressing the Home or Side button. You can even talk to Siri in your car!

Boomerang

Boomerrang

Boomerang works with Outlook and Gmail. You can schedule emails to go out at a later date You can also configure it in such a way that you are notified if an email recipient has not read the email or clicked a link on the email. This will prompt you to follow up.

People are usually organized enough to do their sales presentations but so many fall down with follow up. How can we improve in our follow up? Followup is the same as any other sorts of work. We just need to create a system that brings awareness to it Trello is a good reminder tool but it's manual and you have to remember to check.

Drip-freed helpful information or an entire course through a system like MailChimp. This is good for when people are not ready to talk to you, you can nurture them by engaging them with regular information.

TextExpander

TextExpander

TextExpander helps you to create email templates and keyboard shortcuts to send them out. TextExpander lets you instantly insert snippets of text from a repository of emails, boilerplate and other content, as you type – using a quick search or abbreviation.

Setting up Meetings

Easiest system is Calendly

calendly

Utilize a scheduler. Put the link in the footer of your email, your bio of LinkedIn, the header of Twitter - everywhere you can. It's great to allow them to pick a time. They have the freedom and head space to book with you at a time that fits their calendar. Often when we ask for an appointment, people get defensive because they are so busy. Let them book with you rather than you book with them. With a scheduler, you can't double book yourself because it refreshes itself so often.

Some of the schedulers will automatically send your prospect reminder emails as the appointment approaches. This way, you don't have to worry about remembering to do it or spending time doing it. This feature makes meeting automation a great organizational tool.

How to avoid booking appointments with people who you don't want an appointment with

TypeForm

Before inviting people to book with you ask them a few questions. Some of the scheduling tools such as Calandly also allow you to ask questions at the point of booking, "TypeForm" is a good tool for this but there are many. Typeform is an online tool that specializes in online form building and online surveys. Its main software creates dynamic forms based on user needs

Return on Investment in Time

If you are small and rarely book appointments then a scheduler is hardly worth setting up. However, let's say you spend around an hour a week on admin booking appointments and issuing reminders. An automated system would save you a lot of time over time.

Test your systems regularly and make sure they are doing what you want them to do.

For more information, visit Zachary Sexton's site: automateyourbooking.com and sign up for the free 5 lesson course.

Life Skills for Success in Business and Sales

Life Skills for Success with Interviewee Stephen Warley

In today's episode of Black Belt Selling, Stephanie Scheller interviews Stephen Warley - a self-employment and self-management coach on the topic of: Life Skills for Success in Business and Sales. Steven Warley's mission and that of his company "Life Skills That Matter" is:

To relieve people of their work anxieties by empowering them to design their own work.

Stephen Warley - Life Skills for Success in Business and Sales

During the interview he tells us:

There is a much larger population of people who can work for themselves but they are limited by the belief that only special people who are born with these life skills can do it. However, life skills CAN be taught.

He goes on to say:

The best way to teach people about business and sales is to teach them about life skills for success first

‍The most important life still is self-awareness. We need to track ourselves and learn from the data. We need to stop everything we do at least once a week for reflection and course correction.

The Sales Process of the Top Performers

1. They do their homework - Who am I trying to reach and why? How are they feeling? Where can I find this information? Who can I talk to? Understand their problem better than they can.

2. They are constantly reaching out - This means different things to different people. What is your communication habits? Do you like to talk a lot, are you more of a listener? Are you online or offline?

Learn how to design sales in a way that will work for you. You will have your own version of communicating with others and solving their problems even if you are an introvert, you can fashion how you are going to reach out to the world.

These are not "To Do" list items, these are habits we need to create.

‍A 3 Step Formula

  • See it
  • Have the confidence to fix it
  • Make it a habit

Here are some more snippets from the interview in no particular order

  • The 20th Century selling method of  "selling ice to Eskimos" anymore - If it's not working, move on.
  • Understand yourself and then create that alignment
  • Sales is like dating - you can't date everybody, you have to find the people who "get you"
  • Life skills are timeless
  • Learn how to manage yourself and manage your relationships with other people
  • EVERYBODY is in sales whether they know it or not. Every time you negotiate with someone - even if it is what restaurant to eat in - you're selling
  • Are there a limited number of jobs in the world? You may think there is a limit. How many problems are there in the world? Most people would say an unlimited number of problems. If there are unlimited needs met then there are an unlimited number of jobs and opportunities out there
  • The beginning of the sales process is more important than the end
  • Sales come in the end because of work put in first.
  • When sales are going well, that is the time to work harder
  • When things are going well people will sense your confidence and enthusiasm
  • When you are desperate for a sale, people sense that too no matter how hard you try to mask it
  • They are buying you, your product and your enthusiasm for their mission
  • If you are not enthusiastic about their mission they will smell it. Move one, find someone you are in alignment with

We strongly urge you to listen to the whole business podcast. Stephen Warley has very important points that can help you improve your life skills for success. If you like what you hear, you should check out his website lifeskillsthatmatter.com

For more great business and selling tips and to interact with us, join our facebook group facebook.com/groups/blackbeltselling

For business coaching, book an appointment with Anna Scheller

Selling with Emotional Intelligence

Become a better salesperson by selling with emotional intelligence

Black Belt Selling weekly Business Podcast
Black Belt Selling with Anna and Stephanie Scheller

In today's podcast, Anna and Stephanie Scheller discuss the topic of selling with emotional intelligence. Emotional selling will definitely get you more deals if you can improve this area of your selling skills.

Emotional Selling is totally applicable to business to business sales

There are 2 kinds of sales B2B (Business to Business) and B2C (Business to Consumer). While it's immediately logical to assume that B2C emotional selling is useful, when it comes to B2B sales we tend to think that emotion is not relevant and that it's more about figures, profits and spreadsheets.

48% of people in a B2B environment may want to buy but they are afraid of risk
74% will see the value but will not move forward because they are afraid

So there you have it - the feeling of fear is an emotion!

Business Value vs Personal Value

There are 2 kinds of value that people perceive - Business value and Personal value. Business value is more logical and rational. Personal value is more emotional. Our presentations will have twice as much impact on someone who perceives personal value even if this is in a B2B environment.

When Money is the issue of the sale

Once people perceive personal value, they are 68% more likely to purchase at a higher price because they see the value. It's the value they are looking for that counts and not the value that we think they need. When there is not the emotion or value then money becomes an issue and a talking point. If you tend to offer discounts a lot, this could be an indication that you need to be selling with emotional intelligence.

The key is to listen and to interpret not only the surface level stuff but connect on the subconscious level.

  • If we are talking, we are not selling
  • Only by listening can we find out what their needs are
  • Don't get so caught up in your script that you fail to listen and respond accordingly
  • Know the right time to close. Don't close before the relationship is ready
  • Sales is a tough job, learn to connect emotionally with people to be more successful

Hit that play button and listen to Anna and Stephanie on this week's Black Belt Selling Business Podcast as they discuss emotional intelligence in selling. For more great selling tips, join them n their Facebook Group. If you would like some 1 to 1 sales training then book a consultation with Anna.

The Keys to Success and Long Term Fulfilment

Damion Lupo talks to us about the keys to success and long term fulfilment

In this week's episode of Black Belt Selling, we have a very special guest - Damion Lupo talking about the keys to success and long term fulfilment and how fulfilment should be sought first and success will follow.

Damion Lupo on Black Belt Selling Business Podcast - The Keys to Success and Long Term Fulfilment

Damion is a Sensei. "Yokido" Martial Arts founder and 5th Degree Black Belt. He is the Financial Mentor to Transformation Nation and best selling author in personal finance - Rewriting the rules and plan for retirement. Check out his book "Reinvented Life".

Damion Lupo explained during the interview that Reinventing is about asking questions to find the truth about yourself and then asking where you want to go from there.

He goes onto explain that If you try to get something quick, you're going to lose it quick. People who take steroids get quick results but it's bad in the long term. When you want something, you have to put the time in and that is the key to success and long term fulfilment.

If I give you $1m you may lose it in a month or a year. If you work for it then you build muscle around it and are likely to keep it

3 key things for business startups:

  • You have to know the truth, have humble pie, get feedback from people outside of you and your emotions
  • Money is not the mission, it's the side effect
  • Decide who the people around you are going to be or else you will absorb all sorts of random people

You need to look "under the hood" of the people you absorb. Just because someone has a lot of expensive things and loads of money does not mean that you want to become like them.

Usually, when you ask the question "If I gave you $10M what would you do with it?" Most people would say "I would give a bunch to charity, buy my mom a house etc". This is why people don't have $10M - because they want to repel it! We must live our lives "on purpose". I would hire more people to carry out my mission. Nothing about me would change, I would just have more money to carry my mission out.

More points that are discussed during the Podcast

  • Wealth is freedom of choice
  • Money is a tool
  • Money does not free you, wealth does
  • Don't focus on success but on fulfilment
  • Being broke and being poor is different.
  • Being poor is a mindset
  • Being broke is having no money
  • Are you working as a whore for cash?
  • When we are chasing money we are selling. We should be serving. When we serve there is fulfilment.
  • Fail faster so that you can grow faster

We know that if you hit that play button and listen to our interview with Damion Lupo, you'll be pleased and you'll take something out of it! To hear more insightful interviews with successful business men and women, join us on our Black Belt Selling Facebook Group

Failure to Success

If a person is more successful than you are, they have probably failed more times than you have

You Fail, You Learn, You Grow, You Succeed. Always Fail Forward - Miha Matlievski

This week on Black Belt Selling, our business podcast is with Miha Matlievski. Miha is a "Fail Coach" - a Business Coach but with emphasis on helping people to learn from their failures and move from failure to success. Miha's business today is inspired by a very dark time in his past when he failed in his business and his life. During the podcast, Miha tells his story...

Miha failed 4 companies and lost $20 million in 2 weeks. If anyone can talk about failure, Miha can. Milha's life went off the rails. He owed money all over and he got nasty phone calls daily about money he owed. He spiralled into depression and suicidal thoughts. In the face of such adversity, he still managed to move from failure to success.

The daily threatening phone calls were making Miha feel increasingly depressed every day until one day he came to an agreement with people what he would phone them once a month to report on his progress. This way he only had to deal with them once a month and this gave him some breathing space. It took 5 years to "bounce back". Listen to the podcast to hear Miha tell his story.

There are a lot of people who have failed in business and had even bigger failures. Many don't learn from their failures.

How to go from Failure to Success

It's all to do with your mindset on how you view failure. As long as you have a negative view of failure, you won't try or experiment with things due to fear of failure. We must change our view of failure through mindfulness, emotional intelligence and other techniques.

Keep a Failure Journal

Keep a failure journal and write each daily failure into it. On the weekend, read your week's failures and ask yourself questions such as "What could I have done differently?" "How could I have approached this client differently?" "How could I prepare my offer in a different way?" "How can I improve my techniques for closing?" "Can I enrol in a course that can help?"

Remember that no one has a 100% track record.

Questions are more important than answers

In addition to the questions, you ask yourself. Apply this also in your business dealings with others.  People love to answer questions and give their opinions. When selling we focus on the things that we think are good. We need to ask the clients what they want. The best way to sell is to not sell. Let the client arrive at their own conclusion through the questions you ask.

Find 15 - 20 people that you will pay extra attention to. Give them something extra in return for their knowledge.

Try different methods in sales and see what works, if something works, keep doing it. Always leave time to try new things.

You can connect with Miha Matlievski by joining his Facebook Group.

Tips for Selling from Ben Gay III - Master Closer

We get these amazing tips for selling during our interview with the Master Closer Ben Gay III

selling tips from Ben Gay III

Today on Blackbelt selling we interview Ben Gay III, learn some awesome tips for selling and get to hear the wisdom that comes from a proven track record of many sales legends. Ben Gay III has a wealth of experience and success that started many years ago before even Zig Ziglar become a legend. In fact, Ben trained and worked with Zig Ziglar. Ben Gay and Zig Ziglar both responded to the same employment ad in the newspaper. It turned out to be a business opportunity meeting and not an employment interview. From there they both worked successfully with the company.

During the interview, you will hear Ben's stories and wisdom that span back decades in time and up to the present day. Below are a few snippets but we encourage you to listen to the entire podcast carefully and apply what you hear.

Scripting Vs Building Relationships and Sales Infiltration

  • Scripting is the effective way to present something after testing
  • Sales Infiltration is about building relationships, quickly.
  • Most sales are made or lost in the 1st 10 - 15 seconds. They can be saved after that in relationship building.

Pick up referrals from every appointment and never Cold Call again

A man went to a Doug Edwards seminar. He was told to never leave an appointment without at least 5 referrals. If you get get a person's church directory, you'll have up to 2,000 referrals! He made his first cold call, made a sale and got 5 referrals. He met with these referrals and picked up more referrals. At one appointment he would pick up 5, another, 3, another 6 and so on. Referrals get easier as you go because of the circle of influence. People start to know your name. This man was in the business for 40 years and in all that time he only made 1 cold call!

Now with the internet and social media, it's even easier to get referrals. It's not "Old School" The only thing different today is that we have more options for prospecting. After that, selling is the same as it has always been.

The only difference between a salesman and a conman is the belief in the product

"Con Man" comes from the word "Confidence Man"  - You win the confidence and trust of the prospect and then they give their money. The difference is, is it a useless product or a product you believe in? The technique is the same! Like a gun - you can use a gun to protect your family or feed them or you can use it for evil.

The 4th Man Perspective

There are 4 walls. On a stage, the 4th wall is known as where the audience sits. The 4th wall is the audience perspective looking at you.

When Ben would give talks on public speaking he discovered that if he could show people a video of them speaking so that they could see themselves, they would cure all their bad habits immediately. Ben quit cigarettes by seeing himself smoke on video and realising how bad it looked and how it distracted him.

Suggestive Selling - 1 Egg or 2?

Suggestive selling caused a national egg shortage when a large retailer taught their staff to ask "1 egg or 2?" Even when the customer had not intended on getting ANY eggs.

Take time today to listen to the podcast discussion between Anna, Stephanie and Ben Gay III, you'll be glad you did and you'll derive some great tips for selling that will take your career/business to new heights!

If you enjoyed this, then please join our Facebook Group for more Sales training: facebook.com/groups/blackbeltselling

Mastermind Groups

Join or create a Mastermind Group - Collective thinking and brainstorming

Deliberately seek the company of people who influence you to think and act upon building the life you desire - Napoleon Hill in his book, “Think and Grow Rich"

Today we interview Ronan Leonard - founder of Eccountability.io. It's about finding your tribe.

Ronan says:

99% of your problems have already been solved. Crowdsource the collective wisdom from smart, driven entrepreneurs to overcome the challenges you’re facing in your business.

Ronan Leonard is passionate about helping small business, entrepreneurs and anyone who feels isolated by creating a tribe. He believes that peer to peer connections is more valuable than paying external people to help you with your success.

Ronan has had a colorful past having been a Casino Manager on a cruise ship that sank! He personally saved 23 people that day and in spite of this experience, he continued sailing the seas!

Ronan explains that the Mastermind concept is the collective coming together of minds to create a "super-mind"

What is a Mastermind?

A Mastermind group is supposed to help you to overcome business challenges with help from the collective expertise and skill-sets of others within a similar niche as you. A group can meet monthly, weekly, or even daily to share support, advice, resources, and troubleshoot problems together.

An example of a Mastermind and a very early one is as follows...

If you have been to an Art Gallery and seen Renoir, La Gare & Monet. They created one of the first Masterminds. When they were all in Paris together, they would meet up in a Cafe almost nightly and they would share paints, canvasses and ideas. Effectively, they all worked together to create the Impressionist movement. They created something out of all their collective ideas and experiences.

A few tasters from the interview...

  • Small businesses are failing rapidly. There is more information available now that ever before in history and yet the rate of failed businesses has not fallen. The number of failed businesses today is the same as 30 years ago!
  • Entrepreneurs tend to work in isolation. We need a sounding board and we need a network beyond only our spouse. A Mastermind group will help you to connect the dots. Highlight things you hadn't thought of and identify with your struggles - you'll take comfort in knowing you are not alone.
  • When in a Mastermind group, someone will always have an answer to something
  • A new entrepreneur with only a little or no experience is valuable to a Mastermind group. Everyone has life experience. A new business person does not carry the same baggage as others and they are not stuck in the same old same old way of doing things. They can bring fresh ideas.
  • There needs to be an equal value exchange in a Mastermind group. There needs to be a wide spectrum of levels and experience that everyone can take value from.
  • You can get a fresh perspective on everything you do
  • When you label yourself an "expert" in a field, you may think that you can't learn anymore. When we are not learning and growing, we are stagnating.
  • You don't have to necessarily join a formal Mastermind group. You can start by finding someone who is a few years ahead of you in your career who you like and respect.
  • You don't know what you don't know
  • Business owners should collaborate more together. Collaboration is the only way you will grow
  • There is a section in the bookshop on "Self-Help" but there is nothing on helping others

Join us on facebook.com/groups/blackbeltselling and you will see our podcasts as soon as they go live

If you want to connect with Ronan Leonard, LinkedIn is the best platform.

Goal Setting

S.M.A.R.T Goals Vs S.M.A.C.C Goals

Most of us are familiar with the S.M.A.R.T method when it comes to goal setting. SMART is an acronym as follows:

S - Specific

M - Measurable

A - Achievable

R - Relevant

T - Timebound

The SMART way is a good recipe for achieving your goals but the S.M.A.C.C way is an improved method of goal setting. On today's episode of Black Belt Selling, I interview Stephanie Scheller on the topic of Goal Setting using the SMACC method.

S - Specific

M - Measurable

A - Achievable

C - Compatible

C - Consistency (Executed with consistency)

Stephanie says that while the SMART method is for sure a good one, not all goals are necessarily timebound for us. There are goals that we want to accomplish but not necessarily by a particular date.

She says "The world is not going to end if you don't go on your dream vacation before the end of the year, you simply would like to do that at some point in your life".

On the other hand, some goals are timebound and they would be defined in the "Specific" and/or "Measurable" part.

Stephanie claims that with the SMACC method, so long as we put in the effort, we are guaranteed to fulfil our goals within a margin of error. This is due to the very important "C" (Consistency) part. When we execute with consistency we hold ourselves accountable to take action daily toward fulfilling our goals.

Goal Setting is a skill set we need to develop

Goal setting (and achieving goals) is something that we can get better at in time. It's much like when you go to the gym. There are guys at the gym lifting 100lb weights. Perhaps you can't even lift 20lbs so you start with 10lb weights. As you gain strength you progress to 20lbs, then 30, 40 and so on. The guys doing 100lbs started where you are at when they first joined the gym. It's very much the same thing when it comes to our goals.

Here are a few points you will hear in the podcast...

Setting goals is the first step in turning the invisible into the visible - Tony Robbins

  • If you don't reach your goal then you have not truly SMACCed it
  • Specific - Make your goals as specific as you can
  • Measurable - It gives you the ability to determine if you have been successful. It makes your goals black and white - there is no doubt whether you achieved it or not
  • Achievable - "Most people drastically overestimate what they can accomplish in 1 year and underestimate what they can accomplish in 10 years" - Tony Robbins. For example "I will do a $1M in sales next year" but you did $10K in sales last year! - not realistic
  • When we set ourselves up to fail then our brain starts to associate goal setting with failure. Then we avoid goal setting.
  • Better to miss a big goal by 1% than to hit a small goal 200% - big goals inspire us
  • Compatible - Your goals need to work together.
  • Are you going in too many different directions? Does focus on one goal pull you away from the focus on another? Perhaps you need to cut some goals out. What is most important?
  • Consistency - Are you willing to execute your goal consistently? If you are then you will always achieve your goal within a margin of error. If not - don't lie to yourself. Work on it every single day.

We know you will enjoy this week's podcast. For more on Stephanie, visit thestephaniescheller.com

To interact with us and to get more valuable content on business and sales training, join our Facebook group facebook.com/groups/blackbeltselling

We wish you all the best in making your goals a reality. We believe in you. There is greatness in you!

Spiritual Selling with Joe Nunziata

Transform your Sales Career with Spiritual Selling Principles

In today's black Belt Selling Interview, Anna will host Joe Nunziata, he is a best selling author and a professional speaker. He's been doing conferences since 1992 and creating enlightening programs that have help lots of people over the years. Some of his books are:

• Chasing Your Life

• Karma Buster

Spiritual Selling

In the interview, we talk about one topic in particular which is "Spiritual Selling". Why is this important? Well, because in order to make permanent decisions, you will have to clear your negative energy first. This way, you'll not only follow an established process but you also will make a change in life.

On this podcast you'll find information regarding the following bullet points:

• Spiritual Selling

• If your energy is not aligned, you won't get where you want to go.

• How did Joe Nunziata decide that he wanted to do this for a living?

• Most people attack the effect and don't deal with the cause.

• People only try to get through the day or week. they are just "surviving".

• Why some people put a band-aid on a broken bone instead of healing it?

• It's not about just learning, it is about shifting the way you live.

• Feelings that hold people back

• Unresolved negative ego

• Recurring issues

• What is the “victim mentality"?

• How do you feel when you present your product?

These and other topics are discussed in today's black belt selling interview. Pay attention to all the details and learn why Joe Nunziata is the best one you can listen to about this topic.

Finally, Anna, Stephanie and Joe leave us with some incredible life lessons:

• Remember to always empower your people instead of hitting them with a stick until they bleed and can't do it anymore.

• The less I think, the more I do.

• The only thing standing between you and your success is you.

Scripting

Sales Call Scripting - How and Why you should do it

In today's podcast, Anna and Stephanie are discussing a certain topic that some people are scared of or just won't use it: Scripting

Why so? Mostly because people think that scripting will make them sound robotic and boring, just as a waitress that has everything perfectly memorized but this couldn't be further from the truth. Scripting is actually very helpful and, contrary to what people think, it'll give you the chance to be creative on how you sell your product or service.

Therefore, in this podcast you'll listen to amazing content discussing the following points:

  • What is scripting?
  • Finding the words that work best for you
  • Why do some people write a very powerful script but end up not using it?
  • Scripting is organizing how we're leading people
  • We are used to not following a line or structure
  • Even if it wouldn't seem so, we crave predictability
  • Scripting allows constancy as well as creativity
  • Every successful person in sales uses a script, even if they say they don't
  • When a tennis player loses a match, they learn from it and move on. It's just the same with sales.
  • Scripting will kill excuses such as "I didn't know what to say"
  • Fear of scripting? We don't want to be unauthentic
  • NPL (Neuro-linguistic Programming) - Select words that generate what you're looking for

These all are important points that will help you understand why every salesperson should have a script. Of course, these key points will also help you to generate a great script in order for you to not sound robotic, repetitive and therefore, unauthentic at all. Also, don't think for a moment that if you use a script, you're going to be untruthful and manipulative as you will talk perfectly about your product or service. Remember, if you believe in what you're selling, then you're not being manipulative.

Finally, after listening to the podcast, you'll for sure always remember that scripting develops confidence and success.

Mark Hunter and Art Sobczak

Mark Hunter on High Profit Prospecting

In today's interview, they are going to discuss an important: Prospecting.

For this, there will be two guests that are professionals on the topic who have tried and tested these methods we are discussing in their respective areas of business.

The first guest is Mark Hunter, better known as the man who wrote the book "High Profit Prospecting", a very clear and useful guide on sales that should be a must in every salesman's library. Mark will tell us about the following points:

  • Why should you be so passionate about prospecting?
  • Most people don't stay in sales because of prospecting
  • Be aware of the big outcomes we provide people with
  • If you believe in what you're selling, then you'll want to get out and talk about it

Moving on to another really interesting topic, Mark will talk about some email marketing topics:

  • The biggest challenge when it comes to email prospecting
  • Subject lines of interest
  • We tend to think about prospecting from our own perspective
  • Prospecting is not talking about us

Master of Cold Calling - Art Sobczak

If that isn’t enough knowledge for one podcast, Anna will be hosting another guest: Art Sobczak, the master of cold calling. He'll cover the following points:

  • How to handle resistance
  • Most salespeople use bad messaging
  • We are going to get "No's" if we are playing
  • The process of sales calling
  • Smart Calling
  • The first 10 seconds of the call
  • Get them to talk and get to the Questioning Part

After listening to the whole podcast, we hope that your own sales will improve. We invite you to listen again and do not miss any of the points as the most important advice could be hiding between lines!

Nigel Green and Anthony Iannarino

A Double Treat with Two Black Belt Selling Guests - Nigel Green and Anthony Iannarino

In today's interview, we'll be able to listen to Anna talk with two professionals: Nigel Green and Anthony Iannarino. They'll be discussing really interesting topics that you won't get to listen to every day as many of us didn't even know they were actually that important when talking about sales.  

The first interviewee is Nigel Green who has built his career on scaling sales teams, therefore, he's able to advise us on some sales listening topics we might have never thought of before. In summary, he will cover the following:

When we are selling, we tend to find a need for our product/service instead of listening what our customer problem is and how to solve it.

  • We tend to confuse "listening" with "giving our client space to speak".
  • A salesman usually is just waiting to attach the product to something that the client said.
  • How to know if you're actually listening? Rephrasing the statement.
  • Clients buy based on how the problem makes them feel.

Moving on to the next topic, the second interviewee is Anthony Iannarino, who will open a very interesting discussion about how misconceptions affect our ability to sale:

  • Lots of people think that a salesperson has to serve the client and nothing more.
  • Businessmen are giving you their time, you can't waste it all talking about your product.
  • Peer to peer? Yes, equal basis with our customers.
  • Higher price? Also yes, you are worth paying more for.

Finally, after listening to both interviews, we can say that there are at least 3 important factors we should pay attention to: 

Listen better, become an advisor instead of just a salesman and understand the value you add to the table. 

Anna invites you to listen again to any part of the podcast that resonated with you so you make sure you didn't miss a single detail!

John Dini talks about Exit Strategy

When you know nothing ever lasts forever - have your Exit Strategy

In today's Black Belt Selling interview with Anna and Stephanie, they interview John Dini, the Exit Strategy Expert. Get to know John as he will tell you how he ended up doing what he really wanted to do and to get profits out of it! Why is it helpful to have an exit strategy? Well, we as entrepreneurs must know that everything comes to an end so we should always know how to get profits when leaving our company to somebody else's hands.

• In this podcast, you'll find the following key points discussed by experienced experts:

• Who are we selling our product/service for?

• Understand who your competition is.

• Millenials, the generation we should sell to

• Why do boomers not pay attention to upcoming competitors?

• What do I need an exit strategy for?

Anna and Stephanie will tell you their favourite part of the interview as well as their personal thoughts about it. Anna gives some good advice which will be really helpful. One thing you should focus on more when you are starting a business, or even if you already have one, is that just because you love your product or service doesn't mean that everybody will love it as well.

Finally, talking about one of the most extreme exit strategies, we'll leave you with the question: What should your company be in order for someone to want to buy it?

Jenny Butler on Podcasting and Content Marketing

Jenny Butler loves Inbound Marketing, travelling and her dogs. She works at Hubspot which has been dominating the internet for years, it seems that every time you look something up on the internet, Hubspot will be there!

In this interview, Anna and Jenny discuss Content Marketing and Content Scaling with a very particular point of view that will for sure answer some of your everyday questions as well as motivate you to maybe even start your own podcast. How? Keep reading!

The interview starts by talking about the value of content marketing and why are you actually doing it? First of all, the content market starts with your very first words to your audience and keeps going even with the interaction that you have in your blog comment section. That is where you can even turn a blog into a podcast, maybe you'll connect with a professional in a particular topic that you can invite over and start a podcast!

It doesn't stop there, your content's value grows with time so you should be always reinvesting in it and reinventing it. This way your content marketing will reach levels that you would've never imagined. But remember, you must never underestimate a podcast. Maybe some people will tell you that they don't listen to podcasts anymore but you have to believe Jenny Butler when she says that there are people that like podcasts, therefore you'll have to focus on that niche instead of worrying about the 2 people on the supermarket line that said that the podcast era was over.

There is no such thing as a secret for podcasting, you'll just have to engage, bring quality and you'll be building rapport without bombarding your audience with useless content.

Moving on to the next topic, what about thought leadership?

Thought Leadership is the art of sharing your knowledge and what you are learning. If you are not sharing then you're cheating. It doesn't matter if you feel that you will never be like those leaders that appear on TV or Radio, you don't have to be precisely an extrovert and do massive talks. Remember, all the quality can get lost in the lack of confidence. You may know something that someone needs to hear!

People tend to underestimate the power of their voice. Podcasting is the opportunity for you to introduce the world to your actual voice. Do not only write about it, talk about it!

Finally, what can we say about the content market?

Firstly, it is a perfect representation of how sales have shifted over the years. It is a way of building relationships and to approach it we could either write or speak our voices out loud as podcasting is not even expensive. And last but not least, what can you take from Jenny? Well, according to Anna Scheller, the idea that you need to develop your voice, scale your content and get out there. Don't wait to be perfect, just do it!  

If you'd like to connect with Jenny Butler, follow and message her on twitter! @radiojbutler