#013: Serve and Synergy – Michael Gallagher Interview [Podcast]

I’ve know Michael Gallagher for just over a year now, but I have gotten to really know him during the last couple of months.

Michael Gallagher

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I am incredibly impressed with his heart and desire to help coach and train sales people. His techniques and the sales processes he teaches will have a dramatic impact on your business! So buckle up and get ready to learn.  If you get a third as much knowledge from this podcast as I feel I did, your sales can’t help but improve!

During this episode Michael and I talk about:

  • The difference between Always Be Closing vs. Always Be Connecting
  • The dreaded 6 words a sales person hates most: “I need to think about it.”
  • Michael’s S.E.R.V.E. acronym.
    • Synergy
      • The Powers of Synergy
      • The Power of Acceptance
      • The Power of Approval
      • The Power of Empathy
    • Effective Communication
      • Being in state with your prospect.
      • Mirroring
      • Understanding social styles
      • Body language
      • Why it’s so important to have your sales process down so you can concentrate on what is going on around you.
      • Practice, practice, practice.
      • Clean slate versus grizzled veteran
      • Sharpening you saw.
        • “It’s what you learn after you know it all that counts.” – Dr. John C. Maxwell
        • “The day I think I have arrived is that day I put one foot in the grave.” – Michael Hyatt
        • Brain-science and how learning something new releases massive amounts of dopamine in your brain.
        • “All growth starts with personal growth.” – Les Heinsen
        • TED Talks
        • Do things you love to do. Inside and outside of work.
    •  Relationship Building
      • Effective listening.
      • Finding common ground.
      • If done effectively everything else just falls in place.
      • People like to do business with people the know, like, and trust.
      • Most sales people are afraid to ask multiple probing questions until you have no more questions to ask.
    • Various Influencing Techniques
        • Instant Influence by Michael V. Pantalon.

       Synopsis-If you want to motivate your employees to be more productive, convince your customers to use more of your products and services, encourage a loved one to engage in healthier habits, or inspire any change in yourself, renowned psychologist Dr. Michael Pantalon can show you how to achieve Instant Influence in six simple steps. Drawing on three decades of research, Dr. Pantalon’s easy-to-learn method can create changes both great and small in 7 minutes or less. This scientifically tested method succeeds in every area of work and life by helping people tap into their deeply personal reasons for wanting to change and finding a spark of “yes” within an answer that sounds like “no.”

      • The What.
      • The Why.
      • The How.
      • The Feeling.
      • The Experience.
      • The Commitment.
      • How to influence with an addict in 14 minutes.
    • Entering Into Agreement
        • If you have done everything right so far this is the easiest part.
        • Reinforce their decision.
        • Refocus on the feeling, the why, and the outcome.
        • Get them to live in the state that this has already happened, it’s done and now how to you feel?
        • The Art of War – Sun Tzu

        • The War of Art –Steven Pressfield

        • The Sandler Rules – You can never get mad at a prospect for doing something you didn’t tell them they couldn’t do.

        • How the maybes can kill you in this business.
        • It’s comfortable to talk to people who don’t tell you know.
        • Moving the maybes back to suspects.
          • We don’t want to spend too much time with suspects.
        • The Challenger Sale – Matthew Dixon

  • Reaching for a 25% increase every year.
  • Why you will make more money when you stop chasing it. We get paid in direct proportion to the quality of service we give and the number of people we serve.
  • How to see significant increase in results and referrals.

Michael can be found on his blog at www.fitbodymindandsoul.com and has offered a free, one-hour consultation to my listeners.

He is also very active on LinkdIn and can be found here: linkedin

Tim Martin

    Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary."

    Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

    Please note: I reserve the right to delete comments that are offensive or off-topic.

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    22 thoughts on “#013: Serve and Synergy – Michael Gallagher Interview [Podcast]

    1. I like the (ABC) Always Be Closing and Always Be Connecting. I feel that you should Always be Connecting and Closing at the same time because you are striving to build a lasting relationship that should lead to referrals and other business relationships. I like the disturbing Question and I can not wait to use it. Thanks

      • @Edward, Thanks for your kind words. I am encouraged that the new ABC (Always Be Connecting) is resonating with so many people. I promise the disturbing question is incredibly powerful.

    2. Tim,

      I love your podcasts. I have a team of about 25 new agents and we use your podcasts in our MMM. Looking forward to hearing more. Please send me the questions. Thanks.

      • @ Brandon. Thank you for your kind words! I am humbled that you would make me part of your weekly training!!! Is there a specific subject that your team needs right now? I can probably get it in the cue in the next few weeks. I will get those disturbing questions to you tomorrow. Keep an eye on your email inbox.

    3. Tim, I sold voluntary benefits in the early 90’s and I wish I had known you then. I now do retirement planning and your coaching is great for any type of sales. Connecting on an emotional level is so important.

    4. Hi Tim,
      As always, good stuff. This is going to be required listening for all new ASR’s. Please send me the Disturbing Questions. I want to put them in my training bible. ~ Thanks, Andy P.

      • Thanks Andy! Humbled that you would make me required listening!!! Keep an eye out for the disturbing questions in your email inbox.

    5. there wasn’t a player offered when viewing this page in the Chrome browser; was visible in Internet Explorer.

      interested in the list of Disturbing Questions from prospects as well.

      • Wink, I fixed the challenge with the player not working in Chrome. Thank you for letting me know! Keep an eye out for the disturbing questions in your email inbox.

      • Leesa, I have great news for everyone asking for more disturbing questions. (And I have been inundated with people wanting more disturbing questions!) Subscribers to my blog will be getting an exciting announcement in their email inbox this weekend!!! Have you subscribed yet?

    6. Tim,
      As always, great content! I am so greatful for your dedication to sharing and delivering all the wonderful insights you have. This venue is a goldmine of knowledge growing daily. (Can you also please share moore disturbing questions?) Thank you!

      • Thanks James! I have great news for everyone asking for more disturbing questions. (And I have been inundated with people wanting more disturbing questions!) Subscribers to my blog will be getting an exciting announcement in their email inbox this weekend!!!

    7. Good afternoon Tim,

      I am very much enjoying your blogs and podcasts.
      I am especially interested in your “disturbing questions”.
      Here is my question. In disturbing question #1, you outline the scenario of me being the decision maker’s favorite employee. When you asked him the question of how long he would/could continue to pay me if I were injured or took the time off to care for a spouse or child, what if his answer was, “if you are that close/important to me, I would continue to pay you as long as it takes”?

      Thank you,
      Lonny Schonfeld
      Dallas, Texas

      • Lonny,

        Thank you for your kind words and interest in my blog. I appreciate you taking the time to listen and read.

        You ask a great question! In fact, from time-to-time, you will get the Decision Maker say exactly that: (“If you are that close/important to me, I would continue to pay you as long as it takes.”) Or they may even bring up a scenario where they did take care of someone in the past. Your response should be, “Are you prepared to do that for all of your employees? Because if you do if for me, you have to do it for that kid you just hired to sweep the shop, when he wraps his Kawasaki Ninja around a telephone pole because he was drunk. The IRS clearly states that you can’t discriminate on benefits and there is a ton of case law that has been upheld on appeal. Not only will you have to pay that kid as long as you paid me (as your favorite employee) but you will have to pay him until he can come back to work, or he turns 65, which ever comes first. And oh by the way, if you don’t pay him, he can sue you. He will win, and you will probably be hit with treble damages, meaning you will have to pay that kid three times his salary until he can come back to work. (http://www.workplacefairness.org/damages) So let me ask you again, how long are you continued to pay me (as your favorite employee) when I am out taking care of my injured child or sick spouse?”

        I hope that helps. This Disturbing Question is one of my absolute favorite, go-to questions. I hope you have great success using it!

        Also, please keep your eye on your email inbox this weekend for an exciting announcement regarding 13 more disturbing questions.

        Thanks again for listening to the podcast!


    8. Great Podcast. I read your blogs and watch your podcasts regularly, and try to implement your advice in my own sales effort, as well as relay to my team. Thank you.