ABC doesn't mean Always Be Closing anymore.

I’ve known Michael Gallagher for just over a year now, but I have gotten to really know him during the last couple of months.
I am incredibly impressed with his heart and desire to help coach and train salespeople. 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!

Things Michael and I talked about:

The difference between Always Be Closing vs. Always Be Connecting
The dreaded 6 words a salesperson 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 the same state as 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 they know, like, and trust.
  - Most salespeople 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.
  - THE DISTURBING QUESTION
- 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 a significant increase in results and referrals.