2:54 “I was very fortunate to have great parents who lived their lives like very much what I would refer to as a go-giver, people who always look to give value to others.”
3:35 “People always show up at just the right times. I always took it upon myself to give value to them in whatever way I could and really try to make it worth their while. I think when you do that you attract people into your life.”
4:51 Why asking someone to mentor you out of the blue doesn’t exactly work.
5:14 “You can reach out to anyone you like, regardless of the medium, and just let them know you’re an admirer of theirs.”
6:53 Why a handwritten note to thank someone for their help, especially if they’re in a position of authority or thought leadership, is so important.
7:35 “Value is always in the eyes of the beholder.”
8:06 “A mentor-protegé relationship is just that, it takes time to build.
8:43 “This is really the key: shifting your focus from getting to giving.”
9:31 “Nobody is going to buy from you because you have a quota to meet.”
9:48 “They’re going to buy from you only because they believe they will be better off by doing so than by not doing so.”
11:12 “Value is the relative worth or desirability of something.”
12:17 “Selling is actually discovering what the other person wants, needs, or desires and and helping them to get it.”
14:03 Case study of two terrible salespeople who were incapable of giving the other what they wanted or needed.
14:23 “The first thing we need to do in any business or situation is to master our emotions.”
19:18 “That’s how we live our lives, we come from different belief systems, we see the world from different points of view.”
19:53 “Let go of having to be right.”
20:58 “Bias means that when you come across some new information that confirms your already held beliefs or biases, you accept them. But if they differ from your accepted beliefs, you ignore them.”
22:58 “Great influencers don’t push, they pull.”
23:42 Why it’s better to seek commitment than compliance.
24:14 “What we also want to do is understand our strengths.”
25:06 Why it’s common for so many salespeople and entrepreneurs to undercharge.
25:33 “When you sell on price, you’re a commodity, when you sell on value, you're a resource.”
26:46 Intrinsic vs. Extrinsic Value - “They tend to come down to 5 Elements of value. Those 5 are excellence, consistency, attention, appreciation, and empathy.”
28:29 Lightning Round
30:37 “I think the biggest misconception about influence is that you get it by pushing your will onto others, and you don’t. It goes back to attraction.”