• She started her sales career in retail: Lenscrafters
• She and Richard started a sales training company that facilitated 8-hour presentations. Only 1/2 hour was on the Go For No mindset.
• The discipline necessary to fill your pipeline
• The disappointment of losing deals, especially when your pipeline is empty
• If you are operating in fear you put pressure on prospects/clients
• The fallacy that today isn’t going to kill my business/career
• The need to change your mindset as it relates to rejection
• The old model of success says that failure is to be avoided at all costs
• The new model of success says that you must go through failure on the way to success
• The 5 Levels of Failure
• The ability to fail
• The willingness to fail
• The wantingness to fail
• Failing bigger and faster
• Failing exponential
• Set a goal for the number of no’s you are going to hear
• Don’t allow quotas to govern your activity
• We don’t manage to minimums
• The need to have a goal for no’s in all of your KPIs
• The script isn’t as important as the ability to put yourself in a position to hear no
• Disqualifying people quickly
• No, not now vs. No, not ever
• No is better than maybe
• Prospects have a hard time saying no. Make it easy for them… WHAT?!?!
• If you are going to fail, fail big!
• Don’t talk yourself out of going after a client because of self-limiting beliefs
• “Never make assumptions about what people are going to buy, do, or spend.” – Andrea Waltz (Tweet That)
• Sometimes as salespeople, we get too good.  HUH?
• Living bigger by not fearing failure

• You can be happy but not have fulfillment.
• The pain of staying the same has to be high enough to take action and make changes.
• You are the average of the five people you spend the most time with.
• The importance of being intentional about growth.
• How limiting beliefs almost kept him from talking to his now boss, Gary Keller.
• The two questions you can ask to serve others: What are you working on? How can I help?
• Look for people who have been where you want to go.
• The lie that everything matters equally and how it pertains to hiring and recruiting.
• If your business plan doesn’t fit onto one page, how are you ever going to get everyone on the same page?
• Don’t even think about the #2 and #3 items on your list until you’ve earned the right to by mastering #1
• The ONE Thing that matters to a new salesperson: Lead generation.
• The Pareto Principle and how people act like it doesn’t exist.
• Think big but act small.
• When you apply constraint, all of a sudden you get clarity.
• Time block so that your calendar matches your priorities.
• Most calendars look like a parking lot for everyone else’s priorities.
• The habit of asking deadly questions.
• Asking yourself, “What’s the one thing you are not doing?”
• “People don’t decide their futures. They decide their habits, and their habits decide their futures.” – F.M. Alexander
• What’s the ONE Thing you can do, such that by doing, it would guarantee that you get an absolutely incredible return on the investment of the time you just invested in this episode?

• It’s truly a global world.
• He held 35 jobs by the time he turned 35.
• He didn’t know what he wanted to be when he grew up.
• While helping other’s build their business he learned methodologies that he was able to turn into a consulting practice.
• Developed Getting Things Done as a package of best practices.
• The difference between outcome and action thinking.
• Execution comes down to the micro level.
• Water appropriately engages with its universe.
• GTD is about getting a clear head so you can stay appropriately engaged with your universe.
• The stress of opportunity – How many things could you be doing right now?
• Stress is defined as something I want to be true but isn’t true yet.
• Asking yourself, “What has your attention and why has it got your attention?”
• Deciding not to decide is fine as long as you have a decide-not-to-decide system.
• “Set a meeting” is not a next step.
• “Buy cat food” takes up as much space in your brain at 3:00am as “Create a life.”
• A lot of people are trying to wait until they know what to do before they’ve decided what doing looks like.
• The average person has between 30-100 would, could, should, or need to’s running around in their head.
• Keep your filing system simple or you won’t file. You will stack instead.
• When in doubt, throw it out… When in doubt, keep it… WHAT!?!?
• “Neat” and “Organized” are two entirely different things.
• You need as many files as you need.
• Most people live in “emergency scan modality.”
• Your ability to deal with surprise is, to a large degree, your ability to have zero backlog.
•  

• His dedication to sales as a profession and being a true pro.

• In 25 years he has made every sales mistake.

• Has had great success and great failure.

• His decision to leave corporate America and start his own company.

  • How tough it was.

  • The work it took.

  • Had to GRIND every day.

  • How he worked so hard he hurt physically.

  • How he got up at 2:00am to work on his business.

  • How his wife said that she believed in him, and knew he was doing the right thing, but would like to see some evidence. (The lovely Dizzy D says the same thing to me…)

  • It was intimidating and a blow to his ego to start over.

  • He was willing to take a step back to move forward.

  • The need to burn the ships. It leaves only one choice… to succeed!

  • It took him nearly six years to get his company on a very sturdy foundation.

• There is no secret to success. Just hard work! GRIND.

Fanatical Prospecting

• Why it has struck such a chord.

• There is a strong emotional connection with the readers.

• He wrote the book because he was pissed off at the charlatans who were telling salespeople they didn’t need to prospect.

• The tone and directness that someone would tell them the truth.

• “Prospecting is the price that you have to pay in advance, in sales, for the income you receive.” – Jeb Blount  (Tweet That)

• The fear of interrupting vs. cold calling.

• The greatest fear for people is rejection and how it is a biological problem, not a psychological problem.

• The people who say cold calling doesn’t work are the people that aren’t cold calling.

• Our job in sales is interrupting people and we need to do it a lot.

• The need to balance your prospecting across multiple channels.

• “All sales is, is bending win probability in your favor.”

Objections

• Why so little has been written about objections…..

• Why cheesy scripts don’t work.

• Why the advice, “Don’t take it personally” is dead wrong.

• “The awareness of why we do things is the mother of change.”

• Why buyers give you objections.

• We all have to face rejection and the fear that it creates. We can deal with it or run away.

• You can’t argue people into changing their mind. It brings out the inner brat in them.

• People are wired to pay attention to anomalies and ignore things that are the same.

• How objections create a physiological change in your body.

• The amygdala responds to real rejection and perceived rejection exactly the same.

• “In sales, it’s the person who exerts the greatest control over their emotions that has the highest probability of getting the outcome they desire.”

• What a ledge is and how it allows for the magic 1/4 second.

• Reflex responses help you gain control of your amygdala and engage your neocortex.

• Prospects are wired to argue with you. When you agree with them it totally shuts them down.

Micro-commitments

• Why we should get lots of small, low-risk micro-commitments.

• The investment effect – We tend to value that which we invest in.

• We want a yes or a no… Maybes kill you.

• Looking for how many micro-commitments can I ask for (within reason) to extend the sales process so that it isn’t too long but isn’t too short.

• You must get the next micro-commitment. If you walk out of any meeting with anybody and you don’t have a next step, you have failed.

• You have to get a next step and that next step has to be on their calendar and your calendar.

Buying Level Commitments

• Don’t introduce objections… That’s stupid.

• Being afraid to ask the hard questions because you might get an objection is just as stupid.

• Dealing with objections at the micro commitment level is much easier than at the buying commitment level.

• There are “impossible objections” that you will never get around.

• 80% of the sales process is creating an emotional connection and discovery.

• The difference between objections and negotiation.

Murder Boarding

• The process of killing your deals.

• Looking at every scenario that could kill the deal.

• The universal law of awareness of sales says, “You can’t be delusional and successful at the same time.” (Tweet that)

• Salespeople are often delusional about what is in their pipeline.

• The human confirmation bias.

• Going into a meeting thinking of every reason the prospect could say no to you and rehearsing your response. (So it loses it’s power over you.)

• The importance of Voluntary Benefits and why Jeb has a special place in his heart for Voluntary Benefits agents.

• Scott’s start in general marketing including direct response.
• How he started developing cold call scripts.
• How he was able to set over 2,00 appointments with CEOs of major companies.
• When you get the prospect on the phone, you have 7 seconds to earn the right to a 30-second conversation.
• Why it’s critical to get the prospect to choke on “I’m all set.” And how to do that.
• Why most sales teams miss one of the most important elements of a cold call script: Credibility
• The need to brutally eliminate every unnecessary word in your script, including your last name.
• Scott’s rule of 7.
• A big part of sales if just bumping into someone who meets your profile, has a need for what you do, and would benefit from your experience.
• Why phrases like, “How are you doing?” or, “Am I catching you at a bad time?” are dumb.
• Don’t make it easy for them to lump you in with the idiots.
• They don’t care if you are conversational. Just lay the value on the table and let them say yes or no.
• You can’t out-nice the completion.
• The importance of a CRM, segmentation, and why he (and I) use ACT.
• Everything has changed yet the drivers of success in sales haven’t changed at all.
• Understand that you don’t have as much wiggle room as you once did. Make sure you are executing when you get the chance.
• Don’t chase shiny objects. Work a solid plan.

The Questions

• What’s the best story from your life that has an underlying, valuable message?
• What’s the most valuable piece of information we should know that’s within your expertise/industry?
• What’s your best piece of overall business advice?
• If you could give your younger self one piece of advice, what would it be?
• In your opinion, what’s the key to happiness?
• What’s the best book you’ve read and what was the #1 thing you learned from it?
• What’s your favorite quote and why?
• What’s the best way for people to find you online? 

Fun

That was a blast… I had never been a guest on someone else’s podcast! Like I said earlier, I hope you will take a minute and answer Tyler’s questions for yourself. 

• Feeling like a fraud/over your head
• Give constant feedback during onboarding
• We hide what we don’t know
• It really is ok to be the person asking the dumb questions
• Create a dumb question book and use it for manager meeting icebreaker
• Teams need time to gel
• When flying, Dave (and I) want to see gray hair in the cockpit
• Have veteran people go through the new hire training to see if it is still appropriate
• Be clear with new hires exactly where they fit
• Most organizations lose their best candidates during onboarding, not after they have been there awhile
• The importance of re-recruiting your people for their first year
• Success can bread failure
• My strategy for success is I’m going to outwork you. ~ Pat Summit
• Pay the price!
• Go to work every day
• “Wake up early. Work hard. Strike oil.” ~J. Paul Getty
• Success doesn’t always come in predictable increments
• I’m ok being dumb and lucky. The luck happens when I put my business card in someone’s hand.

• How Dave got hired into the banking industry based on what he didn’t know.
• What he calls “Happy Accidents.”
• No one says as a kid they want to be a banker (or insurance agent) when they grow up.
• Following your heart. God only gave us so many days. If there is something you really want to do, get after it.
• His companies rallying cry: Engaged, Informed and Motivated
• Strategy is great, but everyone has a great strategy and great tactics. It comes down to the people.
• Good people win.
• If I have the right people I will always beat you.
• Best way to overcome challenges – Stop whining!
• Most of us if we made a list of the 3-5 things we were worried about the most yesterday, many people of the world would aspire to have our problems.
• Everything happens for a reason.
• The good old days are good only because you survived them.
• Why we can look back and laugh at the past: It’s a movie we have already seen.
• We often think we invented tension and stress in the past few weeks.
• The things I worry about at 3 am almost never happen.
• You need some stress to grow and achieve great things.
• If you don’t have butterflies you aren’t engaged.
• Dave’s advice to people who want to move up: Do your current job with excellence.
• The stress of the new job won’t always be there.
• Everything is hard until it isn’t hard anymore.
• If anybody introduces you as an expert, go with it. Experts get paid more!
• When hiring you oftentimes need to go with your gut.
• It boils down to finding someone who really wants the job.