Transform Ice Blocks Into Steam
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
English - June 11, 2018 07:00 - 28 minutes - 16.6 MB - ★★★★★ - 91 ratingsMarketing Business Entrepreneurship Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
I want to introduce you to someone I like to call Coach Carla. Most of my list is made up of Coach Carlas. These women are consultants or service professionals, typically in their 40s, and typically making under $100k. Coach Carla hates to sell. She’s not very good at technology. She has fears, frustrations, and foibles, but she’s a really good coach. She lives a simple lifestyle, but spends rich for continuing education and has a habit of hiring mentors. She’s proud of the quality of her work. She desires a passive income, but her business model forces her to consistently trade dollars for hours.
If you’re Coach Carla (or Coach Carl), you probably recognized yourself in the paragraph above. If you’re ready to stop trading dollars for hours, you’re in the right place. You’re probably so busy working in your business that you don’t have time to work on your business. Through All Selling Aside, Coach Carla (or Carl) learns that seeding through storytelling is the new selling.
Many of my colleagues and many very smart sales trainers have taught three stages of conversion: candidates go from cold to warm to hot. I believe that this isn’t enough, but rather that there are five stages of converting candidates to cash-paying candidates. The key is to move prospects from one stage to the next instead of trying to skip stages. Imagine the process as converting an ice block into steam.
First, you melt the block of ice into cold water. Next, you convert the cold water into warm water. From there, you convert the warm water into hot water, like a spa. Finally, that hot water turns to steam. When you get to steam, that translates to making a sale. It’s important to keep in mind that a new customer or client may cool down a bit. If that happens, you need to bring them back through the stages, not just try to head straight back to steam. Tune into this episode to learn much more about this, as well as the other key insights of the day!
In This Episode:
[02:13] - Alex introduces this episode’s three key insights into becoming an ethical influencer.
[03:07] - We hear the story of Coach Carla.
[05:12] - Alex describes a few more of Coach Carla’s aspirations, affiliations, and attributes.
[07:17] - Coach Carla has yet to develop a proven conversion process to grow and sustain her business, but she really wants one!
[08:06] - Carla, like Alex, loathes manipulative sales techniques.
[09:36] - Alex refers back to the story of pigeons in a previous episode.
[10:24] - If Alex could offer listeners one piece of advice today, it would be what he describes here.
[11:20] - Unlike many of his colleagues, Alex believes that there are three (not five) stages of conversion. He describes what these are, comparing the stages to the process of melting a block of ice into steam.
[15:35] - When you make a sale, that customer or client cools down a bit, Alex points out.
[17:07] - Alex asks people to be like bamboo when he’s on stage, and explains what he means by this.
[20:28] - We hear how eucalyptus differs from bamboo in important ways.
[22:08] - The Alexism for this episode is this: your professional life is always a projection of your personal life.
[23:34] - Alex offers a quick review of the insights that he has explored in today’s episode.
[24:37] - Please take a moment to head to this link! Once you’re there, write down your biggest takeaway from this particular episode as a review.
[25:55] - Alex offers listeners a gift in honor of this 13th episode: a completely free copy of his book Alexisms! Tune into the episode to learn how to get your free copy.
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