SIV #064: Dov Gordon – Leading Elegant Sales Conversations

Dov Gordon: Success Is Voluntary Podcast Guest

I was introduced to today’s guest, Dov Gordon by Bob Burg. Bob appeared on the SIV podcast a couple of weeks back and I am thrilled to get Dov on so soon. Bob had him on his podcast and I found their conversation to be fascinating and couldn’t wait to get to dive in deeper into what Dov calls Leading Elegant Sales Conversations. Dov’s approach has nothing to do with scripts, tricks or hacks. I found it fascinating and I think you will too!

Things Dov And I Talked About

  • Leading elegant sales conversations.
  • How to package your expertise in a way people want to buy.
  • The two paths we can take.
    • Becoming a charismatic guru.
    • Path of mastery.
      • People don’t complete a path of mastery because:
        • They don’t know it exists.
        • They never start down the path.
        • That start down the path but stop when they hit an obstacle.
  • Working from a mindset of fear vs. creating.
  • We say we are aware of our comfort zones but rarely do we actually do anything about it.
  • We need to ask ourselves three questions about success:
    • What do I really want?
    • Why do I really want it?
    • What’s the next step I need to take to get me there?
  • The three doubts that creep in:
    • Am I doing the right thing?
    • Am I doing it right?
    • Why isn’t it working for me?
  • It’s not that you don’t know enough. It’s that you don’t deeply understand that which you already know.
  • The three steps to mastery:
    • Using a mentor/coach, identify what the 10% of the information that is critical to your success.  
    • Apply the 10% you have learned. (Some of your results will be good. Some will be bad.)  
    • Go back to the mentor and have them point you to changes you need to make.
  • The illusion that there is something other people have that I don’t have (characteristics, information, etc.) that makes them successful.
  • Don’t compare your rehearsal with someone else’s stage performance.
  • It’s not you the person. It’s your process.
  • Three questions every prospect asks:
    • Do you understand me?
    • What do you recommend?
    • Is your recommendation an offer I can’t refuse?
  • Sales is not about getting people to buy what you want them to buy. Sales is about leading people from where they are now to a better place.
  • Nobody wants to be led by someone that doesn’t understand them.

Books Dov And I Talked About

The Obstacle Is The Way –  The Timeless Art Of Turning Trials Into Triumph –Ryan Holiday

Breaking The Habit Of Being Yourself – How To Lose Your Mind And Create A New One – Dr. Joe Dispenza

The Power To Get In – Michael Boylan

Just click on the book cover to learn more!

Dov’s Incredibly Generous Offer

He is giving the SIV tribe a copy of his The Plenty Of Clients Manual – How To Systematically And Consistently Attract First-Rate Clients   Just CLICK HERE

I downloaded it and it is AWESOME!

Where To Find Dov

Your Turn

How are you going to make sure your prospect is ready to come over to “your side of the street corner?” Let us know by leaving a comment below or sending me a quick email to

Tim Martin

Author: 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.

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