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.
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.
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.
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.
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.
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
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.
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!
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.
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.
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.
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 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
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.
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
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.
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 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.
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.
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
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.
"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.
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 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!
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.
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"
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.
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.
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 (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
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!
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
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.
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:
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.
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:
Moving on to another really interesting topic, Mark will talk about some email marketing topics:
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:
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!
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.
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:
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!
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 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
Join Anna and Stephanie Scheller for their powerful interview conclusion with Mike Pierce. Otherwise known as Antarctic Mike who is known famously around the world as one of nine people to have run a marathon on the Antarctic continent and has written a book about his experience titled Leading At 90 Below Zero.
On this week's Black Belt Selling Episode, Anna and Stephanie talk about the number one lead generation strategy used by sales experts to generate more sales: Public Speaking.
More people would rather die than speak in public, yet it is a powerful tool that can change you from an average sales person to a sales superstar.
In this week's podcast, you will hear:
The special relationship you have with your audience when you speak
How public speaking multiplies your efforts
some simple ways to get started
If the thought of cold calling dries your throat, or you have run out of people to talk to, then listen to this episode. Let Anna and Stephanie help you position yourself as an expert through public speaking.
Don't forget, if you need one - one sales coaching, you can start with a free 30 minute consultation with Anna
Sales is an exhilarating, but brutal game that requires the traits and practices martial artists develop to become black belts. This may sound impossible, but the truth is, anyone can cultivate these keys to become a black belt in sales.
In today's episode, you will learn:
How a World War II airman used this trait to survive a Japanese concentration camp, and how you can do the same when sales is hard.
The one practice Olympians, black belts, and sales masters practice to achieve their goals.
This surprising quality that paves the way for closing more sales
Join us for today's episode of Black Belt Selling
Matt is a former United State Air Force pilot who later became a Corporate Sales Executive and Entrepreneur. After realizing that corporate America was not for him, he had a casual conversation between friends about gumball machines which turned into a 10 year business quest for that has brought about Matt’s company, School Spirit Vending, to the cutting edge of both the vending and school fundraising industries. Today, School Spirit Vending’s franchising program provides a proven and profitable business system for busy professionals and their families looking to develop secondary income streams with a limited time commitment.
In this week's Podcast you will learn:
How Matt got started and how long did it take him to achieve his current success.
Some of the painful struggles Matt endured as he invested in his business.
Mistakes most new entrepreneurs make when they get started
Key points to keep in mind when you are working to create secondary income.
What it takes to make it as an entrepreneur.
This is a real story of a real person who struggled and overcame. Please join us for Matt's insightful story and the lessons he learned.
In our second interview with Alan Hennessy from Kompass Media we discuss further the power of Social Media Management for your business. In this Age of Information and with most of your customers and staff on Social Media, you need to be in the thick of it! Promote what you do but in an informative and helpful way and in a way that gets people talking about you in a positive light. The idea of Social Media for business is that you can increase your sales through ENGAGEMENT.
The biggest problem with Social Media Management today from a business standpoint is that people underestimate the power of it. The second problem is that people think it’s easy and that for example their 15-year-old son who uses Social Media everyday can run the family business Social Media in the same manner. There is a science method, a right way and a wrong way when it comes to successful and fruitful Social Media Management. Our guest, Alan Hennessey, can help and guide you to do just that.
Alan is the Head of Digital at Kompass Media, He is a Social Media Lecturer and Trainer, over 10 years experience in Digital Marketing, and has worked in association with various government initiatives in providing consultancy and strategies on social media.
In this Podcast (Part 2 of a 2 part interview), you will learn.
Alan’s greatest success story with a Restaurant in Ireland
Why you should get all your Staff involved in your Social Media outreach
What is Disruptive Imagery and why you should use it
How to build trust and brand advocacy
Timing – When to post and how to post
To get in touch with Alan, go to his website: www.kompassmedia.ie/
Music by www.bensound.com
Don't forget to join our Facebook group www.facebook.com/groups/blackbeltselling
Sales is a case of psychology. It’s not enough to have a product or service. You must know how to provide value to your customers where they spend their time to offer the solution they need. In this age of social media such as Facebook, Twitter, LinkedIn, and others, you might be tempted to start posting everywhere, but get nowhere at the same time. How do you target the right people on the right platform to help your customer find you? Our guest, Alan Hennessey, can help you do just that.
Alan is the Head of Digital at Kompass Media, He is a Social Media Lecturer and Trainer, he has over 10 years experience in Digital Marketing, and has worked in association with various government initiatives in providing consultancy and strategies on social media.
In this podcast interview, you will hear.
How to get into the heart and mind of your customer.
The common mistake most people make when promoting their business on social media.
What Alan did to get his foot in the door to sell to his customers.
To get in touch with Alan, go to his website: http://www.kompassmedia.ie/
Music by www.bensound.com
Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling
To sign up for our live event, Sales Bootcamp, in San Antonio, TX, go to http://schelleruniversity/salesbootcamp
To be seen online, keep branding uppermost in mind. Elaine Lindsay, Troolmedia
Digital presence is a must in today’s selling environment. It can be as confusing, as it is important! There is so much to learn and do, and that is why our guest, Elaine Lindsay, can help you!
In this Podcast, you will hear...
A new way to look at social media
The surprising platform that gets indexed first
What a farrier can teach us about social media
How to rock your images online to send people to you!
To contact Elaine, go to her website:https://www.troolsocial.com/
Music by www.bensound.com
Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling