Pocket Sized Pep Talks

About twenty-two years ago, I gave a keynote to over a thousand hostage negotiators. I taught them some critical steps that only a salesperson could teach them. But in this Pocket Sized Pep Talk, I'll tell you what these hostage negotiators taught me about closing!

In this Pocket Sized Pep Talk, you'll learn: About the book, Change Champions – and its focus. What makes this book and Fred's ideas different than other approaches?   Examples of the impact of using Change Champions. Approaches to getting buy-in from Senior Leader about implementing Change Champions and some of the most important things that they have to be willing to do. How this book found Fred...

In an economy that continues to limp along, networking has never been more important. In this Pocket Sized Pep Talk, I’ll tell you two ways to make your networking meetings more productive, and one simple question can help you to perform a basic task; ask for help.

In this Pocket Sized Pep Talk, you'll learn: The unusual way Aaron and coauthor Steve Grasse came together to pursue the writing of their book, Brand Mysticism: Cultivate Creativity and Intoxicate Your Audience How they crossed over from lessons in branding alcohol to lessons in branding for businesses. How to cultivate your own inspiration, mine it, and then turn it into something truly unique an...

It’s a common scenario; we develop experience in a given area, and then decide there is little else we can learn. In this Pocket Sized Pep Talk, I’ll tell you how this recipe for failure almost caused me to miss one of the most important lessons I ever learned as a coach.

In this Pocket Sized Pep Talk, you'll learn: One of the biggest killers of good ideas; Cognitive biases. Why transformation is so hard on companies. What a ReM Score™ score is, and how it's utilized. Understanding the blind spots we have when it identifying and implementing ideas. Why leaders struggle in realizing their transformation vision. How you can make data driven decisions that produce bet...

For over seven years I taught ever trainer at Xerox how to give a presentation, and have a Bestselling book on the topic in it’s 4th edition and on the shelves for over 25 years. Ah, but in this Pocket Sized Pep Talk, I’ll tell how even big-shots like me can still make ridiculous and embarrassing mistakes that I don’t want you to make!

In this Pocket Sized Pep Talk, you'll learn: Just how important resiliency is NOW! What started Eileen on this path?  Actual process behaviors to address both resiliency and hope.   An intimate look at Eileen's personal  resiliency journey. The impact the pandemic has had, and the necessity for resiliency.   The vast variety of applications for this topic.  One single piece of advice Eileen offers...

Like most people who sell, I’ve had some sales I’m pretty proud of, and a few that I’d rather forget. In this Pocket Sized Pep Talk, I’ll tell you a story about the one client that I was unable to close… and to this day, I still think I could have changed their rather public approach to selling!

In this Pocket Sized Pep Talk, you'll learn: How Marcia's approach is different than other leadership books. What it means to pivot?  Why do some leaders do it and others don’t!  How her book was put together and how that benefits the reader. Some of the traits many leaders are missing today. How can leaders pivot. What are some foundational strategies that leaders are missing today. To learn more...

There have been a lot of advances in the science of selling, but none as important as the one discovered in the late 70’s by a man I greatly admire. In this Pocket Sized Pep Talk, I’ll tell you a story about how even your host Rob can be a bit overwhelmed when he finally had his chance to meet one of his hero's in selling!

In this Pocket Sized Pep Talk, you'll learn: What you can  do to build trust? The most important element of trust. How he applied his work in Afghanistan. How you can apply his techniques in any selling situation.  How you can apply his techniques in an interview situation for job seekers. What sets his work apart from others building trust. How you can apply his techniques with an estranged manag...

If you want to influence the action of others, you need to study the process others go through when they truly consider change. Within that process is one, crucial decision point that is an Achilles heel for so many of us. In this Pocket Sized Pep Talk, I tell you exactly what it is and why it desperately deserves our attention when we sell.

In this Pocket Sized Pep Talk, you'll learn: How Majora's book found her.   What makes this particular book different from all the others on this subject. The connection between talent-retention, and reclaiming your community. The, "unintended consequences" of the civil rights successes of the 1960's. Gentrification, and the challenges it has had on poor urban areas. How to truly improve housing i...

It’s been said, “It’s hard to teach an old dog new tricks.” When it comes to the widely used personality models out there, I was that old dog. In this Pocket Sized Pep Talk, and I’ll tell you the new trick I really did need to learn... and why you need to learn it too!

In this episode of Pocket Sized Pep Talks, you'll learn: Myths behind how we train salespeople.   Myths behind how we coach and develop salespeople.  Myths behind whether great salespeople are born, not made.   Myths behind the best time to negotiate.  Spoiler Alert: It is NOT at the close! Myths behind closing techniques. Myths behind hiring great salespeople right now! 

Vince Lombardi left a legacy of success with his passing, but his most remembered message was one we actually all got wrong. In this Pocket Sized Pep Talk, I’ll set the record straight, and provide you with a much better lesson!

 In this Pocket Sized Pep Talk, you'll learn: How his actual name, Ben Gay III, has been an asset in his career. How he became the #1 salesperson in every organization he worked for, and his secrets in accomplishing that. A GREAT story of how Ben beat the great Zig Ziglar himself in a sales contest, and the bizarre prize that he earned in that contest. What drove him to the training side of sellin...

There are many tactics that can be used to influence another person. In this Pocket Sized Pep Talk, I'll tell you about one of the most valued sales tactics I possess, and how I learned it almost by accident.

In this Pocket Sized Pep Talk, you'll learn: How you can cope with the pressure and anxiety that many have when speaking. Some powerful techniques to engage the audience.  Adjustments that need to be made when speaking virtually. Two of the biggest mistakes amateurs make when making presentations. A couple of tricks of the trade picked up along the way. A couple of key mentors that influenced Ian'...

It's clear there is a difference between quality communication and too much communication. In this Pocket Sized Pep Talk, you'll learn a key lesson that will impact the way you speak, the way you use social media, and even the way you podcast. Spoiler Alert: That lesson is in the title!

In this Pocket Sized Pep Talk, you'll learn: How not just accountants, but small businesses can dramatically increase their income. Why getting paid upfront is important, and how to do it.  How to avoid negotiation, and what to do if you are pulled into a negotiation by your client.   How to deal with price as an objection. avoid negotiating price.   The value of paying attention to warning signs,...

There’s a battle that goes on between what we do, and the respect we are given when recognized for it. In this Pocket Sized Pep Talk you'll learn the damaging results and significant casualties that can be a direct result of failing to understand just how important recognition can be. You'll also learn an easy, three-step model for recognition so you never make this mistake as a leader!

In this Pocket Sized Pep Talk, you'll learn: “A Book Finds You” because my listeners have heard this a few times.  How did this book find you? How this book found him.  Spoiler Alert: His four year old daughter had a hand in this! It doesn’t take a genius to get a hint of what that documentary is about.  (I love you, you hate me.) is that why they solicit donors?  Letters  Tips Larry provides to f...

Five days without any power in your home, office, and community can provide a lesson or two in empathy. In this Pocket Sized Pep Talk, I’ll tell you a story about a different kind of empathy: Real empathy!