All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

Stories B4 Statements

September 28, 2020 07:00 - 28 minutes - 16.7 MB

Which comes first, the story or the statement? When you’re trying to implement ethical influence into your sales process, the best way to start is with a story. I’m not sure if you’ve noticed but that is exactly how I start each and every one of my episodes. First, what is the difference between a story and statement? A story is a narrative intended to engage, amuse, or instruct listeners or viewers. Statements are written or spoken expressions intended to persuade listeners or viewers...

Dale’s Magic Formula

September 21, 2020 07:00 - 29 minutes - 17.3 MB

When you’re looking to sell your products or services, it’s not the head of your customer that you’re trying to win. Instead, you’re trying to win their hearts. What’s the best way to do this? By telling a story that has your client or customer demanding to work with you. Dale Carnegie came from humble means but he was driven to be and do more. He completed high school and went on to college, but in that time he learned all about the art of selling. He’d always been an influential spe...

Calculate Your Worth

September 14, 2020 07:00 - 30 minutes - 18 MB

Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter? Back in 2003 I had just come off of making my first million dollars online. It was during this time that I would take a limo to and from the airport when I was leaving on business trips. The limo driver was a friend of mine and I enjoyed my time on the trips, but the ...

History’s Greatest Salesman

September 07, 2020 07:00 - 34 minutes - 20.2 MB

Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman? Saul of Tarsus was a tentmaker and a Jew who was staunchly against the movement of Christianity. In fact, he likely was responsible for the deaths of several people. It wasn’t until he was traveling to Damascus that...

Anatomy of Movements

August 03, 2020 07:00 - 35 minutes - 20.6 MB

When you create a movement you create a community of members who are highly engaged with you and amongst themselves. Creating a movement is significantly more lucrative than finding a market because of that engagement. I’m sharing everything you need to know about the elements of a movement, why they outperform markets, and how you can monetize them. I didn’t truly realize the significance of creating a movement until the end of 2008. We were in the middle of the Great Recession and I...

Accelerated Learning Tips

July 20, 2020 07:00 - 28 minutes - 16.6 MB

Despite being completely down and out after a failed business venture that was financed by my family, my love of learning was the key to my healing. I was depressed and felt like a complete failure, but I knew that I could learn and overcome. The teaching of Nightingale-Conant became my lifeline. What I realized was that my teaching in school never taught me HOW to learn which is important. I was never taught to read the summary first and actually read the table of comments so that I c...

The New 3M Sequence

July 13, 2020 07:00 - 30 minutes - 18.1 MB

In 2006 I ran the first of many Teleseminar Secrets Challenges. Those challenges changed the lives of thousands of people but more importantly we created a movement of people making money through making connections. The old 3M sequence was market, message, and media but that model no longer works. You’re not looking to identify or create a market any longer. No, in this day and age you have to create a movement. You have to engage and connect people so that they feel as if they are part of...

A Tale of Two Mindsets

July 06, 2020 07:00 - 29 minutes - 17.6 MB

It’s the year 2012 and I’m in Kuala Lumpur, Malaysia after a 5-Day Guerilla Business Intensive event. During this event, like so many others, I noticed the difference between people who took action and changed their lives and those who stayed safe. What I was contemplating however was what the distinction was between them. Did one person simply believe that they could and the other that they could not? Was one hardwired to be successful and the other not? I didn’t believe that, but wh...

How to Find Your Mentor

June 29, 2020 07:00 - 37 minutes - 21.7 MB

The term mentor is grossly misused in this day and age and I’m here to tell you why. Now, as I have grown in entrepreneurship and business, I have had many people that I consider mentors come into my life. It wasn’t until I heard Roy H. Williams’ definition however, that I realized the number was smaller than I thought. You see a mentor is a person who is invested in your life and your work, in depth, over a period of time. They are not flighty people who are invested episodically...

The 5-P’s of Effectiveness

June 22, 2020 07:00 - 31 minutes - 18.3 MB

For many people in the world, not just entrepreneurs, but human beings in general, there is a constant need to be more productive… but what does that mean? Better yet, why do we work so hard to be productive, but not necessarily effective? Peter Drucker defined efficiency as doing things right but effectiveness as doing the right things. Dan Sullivan defines productivity as doing as many things as possible in as little time as possible but priority as doing the right things at the rig...

Misdiagnosing Your Progress

June 16, 2020 15:05 - 37 minutes - 21.6 MB

The rise and fall of nations, racism, and even genocide can be explained by a misdiagnosis of progress. This is also called the progress fallacy and it is one of the riskiest assumptions that you can make in life and business. Rather than thinking of progress as a noun, think of it as a verb. You are progressing along your path in entrepreneurship which means that for every failure you are doubling your success rate because you now know what NOT to do. Here is the thing, in alm...

The APP Power Revealed

June 09, 2020 05:48 - 30 minutes - 17.8 MB

What does accountability mean to you? For the ancient Romans it was the process of being accounted for so that the senators could vote for important laws. For your business, it means being held accountable to making change. The accountability partner program power is having your clients be accountable to each other. Here’s the thing, are you more likely to keep a promise to yourself or to others? If you’re like most humans, you’re going to keep your promises to others more frequently. ...

Was Einstein Wrong?

June 01, 2020 15:35 - 30 minutes - 17.8 MB

Einstein was one of the most brilliant scientists of his day. His work on the Theory of Relativity changed the path of atomic research and opened up an entirely new way to view space and time. But did he get it right? The Theory of Relativity is based on a fairly simple contact, but is it really a theory or is it a relationship. Essentially our experience is relative to the world around us. A car moving a 65 MPH is only doing so relative to the car next to it or the pedestrian on the sidew...

Aim At “Bullseye” Clients

May 18, 2020 07:00 - 30 minutes - 18 MB

Have you ever watched Olympic archery? Picture the target and the rings as they get smaller and smaller toward the bullseye. The best archers know that aiming for the bullseye is the goal, but as long as they consistently hit the target they will win. The same applies in marketing. Your bullseye client is the ideal of the ideal. They are the client that your messaging should always be speaking to when you shoot the arrow of marketing. However, if you miss and you hit one of the rings, you...

Persona Selling Formula

May 11, 2020 07:00 - 35 minutes - 20.9 MB

Last week I shared with you the sequence for selling to each buyer persona. This week I want to dive a little deeper and explain the persona selling formula. The sequence of selling still remains vital, but the personas themselves need to be further defined. The four personas derive from Hippocrates and his four humours. They are competitive, spontaneous, humanistic, and methodical. These same four personas speak to what makes a hit TV show, a best-selling book, or an Oscar-worthy movi...

Why ‘Sequencing’ Sells

May 04, 2020 07:00 - 46 minutes - 27 MB

In February of 2018, I was on stage at Guerrilla Business Intensive testing the “persona” theory from the stage. I was testing out the theory of sequencing to see how it would impact my sales. Before we get too deep into this, just know that I saw an insane increase in units sold. So what is sequencing? First you need to understand the concept of personas. Most people fall into one of four buyer personas. People either want to know what you’re selling, why it works, who else has it, and ho...

Down-Selling Made Easy

April 27, 2020 07:00 - 46 minutes - 27.2 MB

Imagine a fish swimming upstream. There are several fish in the world that do this, the most easily recognized would be salmon. Imagine how hard they work fighting the current to get to their desired location. This is what happens when you upsell. You’re fighting against gravity working to pull people up your offer ladder. Instead you could be down-selling. Present your highest tiered offer first and then slowly but surely step people down and show them what happens as the price points fa...

Open Loop Influence

April 20, 2020 07:00 - 41 minutes - 24.2 MB

Have you ever had someone start a story by presenting several scenarios and leaving them open ended. For instance, have you ever told your kids to grab their shoes and coat and get in the car… you have a surprise for them. What was their reaction? If they started breathlessly asking you about the surprise and you had their complete and utter attention, then you successfully opened a loop. Once you get the kids in the car, you’ll either drag out the surprise or you’ll close the loop an...

H2H Selling Power

April 06, 2020 07:00 - 33 minutes - 19.9 MB

The concept of H2H or human to human selling was introduced to me at the Traffic and Conversion Summit in 2017. Ryan Deiss, a former mentee turned mentor, was speaking on the power of understanding the humanity of business. When you’re selling anything, you’re selling an emotion. When something goes wrong, it’s due to a human failing. When a sale goes right, it’s because of a human connection. So many times we get caught up in whether a company is primarily B2B, B2C, etc… and we forget ...

Three Keys to Biz Growth

March 30, 2020 07:00 - 29 minutes - 17.3 MB

Most people, including me, think that increasing business is a complex, giant burden of thousands of possible tactics that one can try. Thankfully, Jay Abraham has taught me how to take the complex and make it simple. There are three keys to growing your business, and as long as they are used in the right sequence, growth is inevitable. Now the three keys are increasing new client transactions, increasing transaction price, and increasing transaction frequency. But these keys are out of o...

Six Avatar Distinctions

March 23, 2020 07:00 - 28 minutes - 16.9 MB

One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He’s on a mission to help his clients in a completely different way than he once did. Now, while we’ve been working together, we noticed a trend with his conversion rates after the initial consultation. What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped. ...

The Persuasion Equation

March 09, 2020 07:00 - 33 minutes - 19.4 MB

Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world. You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn’t build overly tall buildings and in general, nobody used e...

What’s Your Daily Ritual?

March 02, 2020 08:00 - 35 minutes - 20.6 MB

I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here’s the thing, morning rituals are imperative if you’re looking to achieve great success. Listen in to learn why. My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my...

The Manifestation Formula

February 24, 2020 08:00 - 27 minutes - 16.4 MB

The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals. How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, t...

Preframing Magic Reveal

February 17, 2020 08:00 - 34 minutes - 20.5 MB

Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue. When you pre-frame your offer, you’re letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini’s 7-tactics, you can turn a cold a...

Learnable Skill Secrets

February 10, 2020 08:00 - 38 minutes - 22.3 MB

For many years I have implemented a morning routine to build my skills as a copywriter. Every single morning, I sit down for 33 minutes and 33 seconds, I have this set on a timer, and write out ads written by the great copywriters. I spend time studying the process and the words so that I can master copywriting. Copywriting is one of the most learnable skills in business, but so many people don’t want to do it. On March 9th, 2003, my birthday, I was reading the Gary Halbert Letter. The...

Breakfast Panel Close

February 03, 2020 08:00 - 34 minutes - 20.5 MB

It’s Saturday morning in November of 2017 and I’m in Scottsdale, AZ finally making the decision to join the Genius Network mastermind. You see, Joe Polish, the creator of the group, had been asking me to join since 2006 when he first established it. At the time I didn’t see the value in paying money to network with people I already knew. That all changed in 2017 and I share why. I was sitting at the Genius Network Big event and there was a panel of people hammering at my objections for joi...

Close Without Selling

January 20, 2020 08:00 - 23 minutes - 33.1 MB

W. Clement Stone started life on the south side of Chicago, losing his father at the age of three, and hawking newspapers while his mother worked as a dressmaker. His was not an easy path. Early on he found innovative ways to hawk his newspapers. Rather than standing on street corners, he convinced local restaurants to let him sell to their patrons. Soon enough he had his on newsstand and when he was 16 he moved to Detroit to sell casualty insurance for his mother. While Stone was charisma...

The “All-In” Principle

January 20, 2020 08:00 - 31 minutes - 18.6 MB

A hermit was sitting near a stream when a young man approaches him. The young man asks the hermit to help him find enlightenment. What happens next is somewhat scary. The hermit, who was actually a master, grabbed the young man and forced his head underwater. The young man struggled for a moment and then the hermit pulled him. Listen in as Alex shares the meaning behind the story and why you rarely want anything as much as you want air. However, when you go all-in on something, you’re ess...

Tested Selling Sentences

January 13, 2020 08:00 - 32 minutes - 44.9 MB

Have you ever been to a jewelry store and a salesperson approaches you with a stunning piece and one line about how it will make others see you? Usually, that one sentence makes you stop and think, oh yes, that’s exactly why I want this piece. If you have, then that salesperson used a tested selling sentence on you and you didn’t even know it. What is a tested selling sentence? The concept was created by Elmer Wheeler, Mr. Sizzle. He was one of the greatest salespeople the world has e...

Five Qs of Teamwork

January 06, 2020 08:00 - 28 minutes - 39.5 MB

I learned one of my most valuable business lessons at a time when I was at my lowest both personally and in my business. I was reminded of this lesson this past November while listening to Perry Belcher’s talk at the Genius Network BIG EVENT. He stated that 70% of your success in business is due to your team. Not your marketing, your operations, your production, or your cash flow, but the team that you surround yourself with. After listening to Perry’s talk, I was reminded of a time when I...

Find Your 3rd Place

December 30, 2019 08:00 - 25 minutes - 14.8 MB

We all have our places in the world. The places we go to do various activities such as live, work, and play. Ray Oldenburg, a sociologist who wrote about the 3rd place in the late 80s, revealed that we all have our 1st place, home and a 2nd place, work, but we need a 3rd place for our souls. For many, the 3rd place is church or a rec center or another social area, but you can create this for your clients and customers. When creating the business model for Starbucks, Howard Schultz too...

First Domino Principle

December 16, 2019 08:00 - 33 minutes - 19.5 MB

Have you ever heard of the Domino Effect? Gary Keller and Jay Papasan discuss this effect in their book The ONE Thing. Linked to the Domino Effect is the 1st Domino Principle. On November 13th, 2009, in the Netherlands, 4,491,863 dominos were lined up and toppled down with just one flick of the finger. This made the Guinness Book of World Records for the greatest sequential domino fall in history. The first domino toppling into the next resulted in 94,000 joules of energy being expended ov...

Experiential Selling

December 09, 2019 08:00 - 22 minutes - 13.3 MB

Many years ago, in northern Asia, a samurai approaches a monk to discern the difference between good and evil. The monk replies by stating that he will have nothing to do with the samurai, which enrages him. The monk’s response to the samurai’s behavior is enlightening. The anger shown by the samurai is considered an evil. The samurai went so far as to pull out his sword and threaten the monk’s life. His anger was the epitome of evil in that moment. When the monk pacified the samurai w...

The 3 Inner Voice Qs

December 02, 2019 08:00 - 29 minutes - 17.4 MB

Roy H. Williams, the Wizard of Ads, wrote a fantastic piece in his April 10, 2010 Monday Morning Memo. Listen in to learn how relevance and credibility come together to realize the creation of dynamite ads. What is it that most ad copywriters lack? The ability to marry relevance and credibility to inspire the reader to make a purchase. Many times ad copywriters stray too far toward relevance and forget to strengthen their words with credibility. This same conundrum plays out in many socia...

Your Confirmation Bias

November 25, 2019 08:00 - 32 minutes - 19.2 MB

We’re traveling back to the 1930s in New York City. At the time, the country is gripped by the Great Depression and many people lost everything they had ever had. One day, on a bench in central park, a printer was considering taking his own life. This printer was in dire straights because he was losing everything of importance to him. He was unhappy and had lost all hope so his wife was leaving him, his kids were angry with him, his business was floundering and his employees were halfway o...

The COI Principle

November 18, 2019 08:00 - 32 minutes - 19.3 MB

Imagine this, you’re flying over the largest desert on Earth, the Sahara, in a single prop plane, with just you and a pilot on your way to Marrakesh. Everything is going fine but then you hear the telltale sign of engine failure... putt… putt…. putt… Your pilot is a highly experienced individual and manages to land the plane in the sand and you both survive. However, you have a problem. You and your pilot have to get to Marrakesh before you run out of water. In this case, what is the most...

The Eightfold Path

November 11, 2019 08:00 - 36 minutes - 21.1 MB

Do you know the story of the Buddha? He grew up in a family marked by wealth. He was a prince among men and knew no hardship. One day he left the palace to walk among the people in the village and he saw all the stages of life. He later met an ascetic who, though he had no true worldly possessions, had the greatest sense of contentment radiating off of him. Buddha began to wonder and ruminate on what it is that allows humans to feel true happiness. Obviously, true happiness was not gained ...

Important, But Not Urgent!

October 28, 2019 07:00 - 26 minutes - 15.4 MB

The late Dr. Stephen Covey wrote several very important books, most notably The 7 Habits of Highly Effective People. This, however, is not my favorite of his books. My favorite is his book on how habits affect productivity called First Things First. Dr. Covey created the 4 Covey Quadrants to describe various tasks and actions and how prioritizing them makes a huge difference in your productivity levels. In my mind, there is no such thing as time management. You have no ability to manage ti...

What’s Your Origin Story?

October 21, 2019 07:00 - 32 minutes - 19.3 MB

It’s 1972, at Allendale Elementary in Pasadena, California, and an 8-year-old Alex is participating in his Cub Scouts fundraiser. The goal was to sell as many boxes of chocolate chip cookies as possible because the scout with the top sales got to go to Disneyland with a friend. Alex’s friend Billy, a neighbor from down the street, was also in his troop and so they came together to create their first joint venture opportunity. If Billy sold the most boxes of cookies, he’d take Alex to Disneyl...

Objection Obliterator Template

October 14, 2019 07:00 - 31 minutes - 18.6 MB

Imagine a pathway. You’re at point A and you are looking to get to point B. It sounds simple enough, but dividing the pathway is nine locked doors. There are big locks, little locks, ancient locks, you name it, but each lock requires a different key. Your mission is to craft the keys that unlock each door, one by one. What’s at point B you ask? Well, it’s a sale. That illustrious construct that means the difference between running a business and having a hobby. What if, instead of having ...

Root Meaning of “Nice”

October 07, 2019 07:00 - 29 minutes - 17.4 MB

Being nice means different things in different cultures. In the world of sales, being nice means not closing the deal. I was reading Closer’s Survival Guide by my friend and colleague Grant Cardone and he discusses the root meaning of nice and how the word is defined in other cultures. Nice in Middle English means stupid, in Old French it means to feel good but have no impact. The problem with being nice in sales is that you create no tension. There is no immediacy and you fail to reveal ...

A Sale is Always Made

September 23, 2019 07:00 - 27 minutes - 16.3 MB

Jeffrey Gitomer, one of my colleagues, friends, and an amazing salesperson, wrote a book called the Sales Bible. In his book, he writes that a sale is always made. Either you sell your prospect on the yes, or your prospect sells you on the no. Such a simple concept but one that will forever alter how you approach sales. There are four decision-making personas that one must consider when entering a sale. Each of these decision-makers need to be approached in different ways. For instance...

Connect with Connectors

September 16, 2019 07:00 - 30 minutes - 17.7 MB

What is a connector? I can’t think of a better way to explain this than by sharing the story of my friend Joe Polish. Joe is now known as the founder of the Genius Network, but he started out with nothing. I share how he rose from nothing to achieve overwhelming success by learning how to connect people. Joe started out in the carpet cleaning industry. He taught carpet cleaners how to grow their network thereby growing their businesses and their profits. He took what he learned in that...

What’s Your NPS?

September 09, 2019 07:00 - 31 minutes - 18.4 MB

Ever heard of Fred Reichheld? He’s written several books and hundreds of articles on why loyalty marketing is the lynchpin of any business. Fred is a Harvard BA and MBA graduate who has been named the priest of loyalty marketing and for good reason. Fred is the creator of the Net Promoter System (previously Net Promoter Score.) Have you ever been asked if you would refer a friend or family member to a certain company? Then you have participated in establishing some company’s NPS. This que...

Stick Strategy Profits

September 02, 2019 07:00 - 28 minutes - 16.7 MB

In 2004, my friend Joe Polish and I put our heads together to build a system for creating lifetime clients. After all, selling and marketing to people you are already affiliated with is much easier than appealing to a new audience. We created “stick strategies” to boost maximum profits, minimize losses, and increase the lifetime value of our customers and clients. Stick strategies are ways to pamper your clients and make them feel invaluable. We have found more than 45 different strate...

Truths About Discipline

August 26, 2019 07:00 - 29 minutes - 17.1 MB

Have you ever considered space travel? How about what it takes to get a rocket ship to the moon? As a rocket ship is leaving the Earth, it takes 85% of its fuel just to breach the outer layers of the atmosphere. From the ground to the sky it’s 75 miles. Do you know how far it is to the moon? About 239,000 miles. 85% of the ship's fuel is used to go an unbelievably short way because the rocket is going against gravity. This is why I believe that it requires more discipline to start a habit...

Is Passion Over-Rated?

August 19, 2019 07:00 - 30 minutes - 17.9 MB

Passion does not beget commitment, rather commitment begets passion. When Gabriel Alex Mandossian was a sophomore in high school he decided he was going to get into an ivy league school and he was passionate about attaining this dream. He was a champion rower and received several leadership awards in relation to the sport. His passion however did not feed any commitment. His schedule was packed with school, rowing, and travel, but his desire was to be admitted into an ivy. He was a stellar...

Reasons Why” Selling

August 12, 2019 07:00 - 29 minutes - 17 MB

In May of 1904, the young John E. Kennedy walked into the saloon at the Lord and Thomas Advertising Agency, the most powerful of its day. John sent a note upstairs via bellboy to Ambrose Thomas, a co-founder of the agency. The note read, “I am in the saloon downstairs. I can tell you what advertising is. I know you don’t know. It will mean much to me to have you know what it is, and it will mean much to you too. If you wish to know what advertising is, send the word “yes” down by the bellboy...

Obliterate Their Objections

August 05, 2019 07:00 - 26 minutes - 15.8 MB

It’s October 26th in the year 2000 and I’m at Mt. Sinai Recovery with my then-wife Amy looking at our brand new baby boy. He was expected three weeks later, but because her doctor was going on vacation and he was getting bigger and bigger, they went ahead and induced her. Sounds fantastic right? I had my new baby boy right there! But because I wasn’t expecting him for three more weeks, I had a teleseminar scheduled for that evening… Rather than simply taking up my post in the requisite bed...

All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

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