Dov Gordon – Elegant Sales Conversations – SIV #064 Shownotes
Go to their corner...
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.
- People don’t complete a path of mastery because:
- 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.
Dov's Incredibly Generous offer:
Your free copy of "The Plenty Of Clients Manual - How To Systematically And Consistently Attract First-Rate Clients."
Just CLICK HERE
The dov and i Talked About
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The Power To Get In – Michael Boylan
Where To Connect With Andy
NEXT WEEK
Join me next week when Gerry Sandusky, the voice of the Baltimore Ravens, stops by to discuss communication skills.
Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY…
