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Servant Selling: How to Close a Sale Without Being Pushy – Episode 177 of The Action Catalyst Podcast

Sales

In this week’s episode of the Action Catalyst Podcast, Rory shares Southwestern Consulting’s tips and techniques to closing without being pushy. He also shares a new opportunity for you learn and grow by joining Southwestern Consulting’s Personal Monthly Mastermind with Rory Vaden. Check out RoryMastermind.com to find out more!

Show Highlights:

  • closing should also never be “hard”, “strong”, “forceful” or “pushy.” @rory_vaden
  • Closing should never be talking someone into something they don’t want. @rory_vaden
  • Selling is doing everything in your power to help someone determine what is right for them. @rory_vaden
  • Create a space where someone feels comfortable to tell you no. They will also feel comfortable to tell you yes. @rory_vaden
  • People love to buy but they hate to feel sold. @rory_vaden
  • If you’ve done a good job of guiding someone through the buying process, then closing should be a formality. @rory_vaden
  • Closing isn’t positive or negative; it’s neutral. @rory_vaden
  • Servant Selling is based upon the premise that earning a person’s trust is always more important than making a sale. @rory_vaden
  • Sales is about understanding the vision that someone has for their own life and then showing them how it can become possible. @rory_vaden
  • We think of salespeople as great talkers but actually the good ones are great listeners. @rory_vaden
  • We think of salespeople as those who are selfish but actually the great ones are selfless. @rory_vaden
  • Closing is a series of incrementally committal questions. @rory_vaden
  • Your confidence is inversely proportionate to your skill. @rory_vaden
  • It’s hard to be nervous when your heart is on service.@rory_vaden
  • Closing is not about you; it’s about what you can do to help others. @rory_vaden

Interested in training with Rory? Check out RoryMastermind.com to find out how!

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

 

How to Let Go of Feeling “Busy”

busy

“I’m SO busy.”

You hear it all the time.

In fact we hear it so much, we should all just assume that everyone is that way and we can all stop saying it.

Because there is a maximum level of busy.

There are only 168 hours in a week, and if every single hour is planned and occupied, then you’ve reached the maximum level of busy.

However, there is no maximum capacity to your mental toughness.

There is no maximum capacity to your peace of mind.

There is no maximum capacity for your ability to handle stress.

Which means that the mental capacity of what you can handle should far exceed the physical and finite time constraints of what you have available in your calendar.

Multipliers seem to have figured out that carrying stress isn’t a necessary prerequisite of having success.

Anxiety isn’t an automatic byproduct of achievement.

And busy isn’t a mandatory requirement of building greatness.

You don’t have to be stressed.

You don’t have to feel anxiety.

You don’t have to feel busy.

Those are all choices that you allow yourself to make.

Those are all emotions that you allow yourself to feel.

But you are bigger than your problems.

You are tougher than your challenges.

And you are stronger than your challenges.

So you can let those feelings die because they aren’t serving you.

You can stop telling yourself that “you’re so busy” because it’s not new information to you that your calendar is full.

And you can stop telling everyone how busy you are so that maybe we all can stop this invisible competition about who has the most going on.

Instead, all of us can move on to getting things done powerfully, productively, and peacefully.

All the while knowing that if we’re working as hard as we can, doing the best we know how to do with what we’ve been given, then no one – including ourselves – can ask us to do anything more.

No More Fear of Loss

worry

Sometimes I worry that everything I’ve worked for will be taken away.

That somehow it will all just vanish into thin air.

It’s a painful thought because I know how hard I’ve worked to get it.

But then I remind myself that even if you took away everything I had…

You can’t take away my character.

You can’t take away my conviction.

You can’t take away my commitment.

You couldn’t stop me from becoming successful before and so there is no way I would ever allow myself to be stopped in the future.

If it all disappeared…

If it all was taken away..

If it all was stripped out right from under me…

Then I would just step back, take a breath, and get it all back again.

Because I am not the result of my accomplishments, my prizes or my possessions.

They are the result of me.

And it is the me that will never change.

It is the me that will never go away.

I am who I am because I’ve fought, and struggled, and invested into becoming the person I am today.

And nothing short of death can ever take that away.

Finding Your Wingmen with Waldo Waldman – Episode 176 of The Action Catalyst Podcast

wingmen

Lt. Col. (ret.) Rob ‘Waldo’ WaldmanThe Wingman is a professional leadership speaker, executive coach, and author of the New York Times and Wall Street Journal bestseller Never Fly Solo.  He teaches organizations how to build trusting, revenue producing relationships with their employees, partners, and customers while sharing his experiences as a combat decorated F-16 fighter pilot and businessman.

He is a highly experienced combat veteran with over 2,650 flight hours and sixty-five real world combat missions, having flown both in Iraq enforcing the “No-Fly Zone” and in Yugoslavia during Operation Allied Force in 1999. Some of his military honors include five Air Medals, two Aerial Achievement Medals, four Air Force Commendation Medals, and two Meritorious Service Medals.

Waldo is a graduate of the U.S Air Force Academy and also holds an MBA with a focus on Organizational Behavior. He is an inductee into the Professional Speaker Hall of Fame, a prestigious award that honors speakers who have reached the top echelon of platform excellence, and has been bestowed on less than 190 speakers worldwide. He is also a Certified Speaking Professional (CSP) and his clients include Hewlett Packard, Verizon Wireless, New York Life, Siemens, The Denver Broncos, and Johnson & Johnson.

In addition to his speaking business, Waldo is also founder and President of The Wingman Foundation, a 501(c)(3) whose mission is to build funds and awareness for soldiers, veterans and their families in need.

He’s been featured on Fox & Friends, CNN, MSNBC, CNBC, The Harvard Business Review, Success Magazine, INC. Magazine, and Business Week.

Show Highlights:

  • Your passion has to be stronger than your fear.  @waldowaldman
  • If what you’re doing doesn’t get you out of bed, abort immediately. @waldowaldman
  • When you know people need you, you find meaning in your mission and don’t give up. @waldowaldman
  • I won’t allow my fear to keep me from doing what I need to do and helping people. @waldowaldman
  • A wingman is someone you feel comfortable going to for help and are confident in their ability to help you. @waldowaldman
  • Usually help from a wingman is a proverbial slap across the face. @waldowaldman
  • A wingman will tell you what you need to hear, not what you want to hear. @waldowaldman
  • You need people who will truly speak the truth to us. @waldowaldman
  • A good wingman will point out potential threats to you and you have to take action. @waldowaldman
  • You have to trust what your wingman is telling you because they can see the potential threats you cannot. @waldowaldman
  • Your work ethic is your most important asset. @waldowaldman
  • I would much rather fly with someone who is prepared than someone who I like hanging out with. @waldowaldman
  • Plan for the worst, expect the best. @waldowaldman
  • We have to overcome the things in life that are dragging us down. @waldowaldman
  • Who are your wingmen? @rory_vaden
  • A wingman is someone you have to trust. @rory_vaden
  • A wingman is someone who compliments your strengths. @rory_vaden
  • There will always be a chance to bail; find someone who is loyal. @rory_vaden
  • You know you’ve found a wingman when they’re really looking out for you. @rory_vaden

For more info about Waldo’s programs or his bestseller Never Fly Solo, visit www.yourwingman.com, e-mail info@yourwingman.com, or call 770-333-9867.

A special gift for The Action Catalyst Podcast listeners: Visit www.yourwingman.com/nfs  and use password: Wingman for a free copy of Waldo’s audiobook Never Fly Solo! 

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

You’re Gossiping and You Don’t Even Know It

GOSSIPING

People say all the time “I never gossip” but unfortunately many of them are mistaken. 

They do participate in gossip, they just don’t realize it. 

Because we think of gossiping as “telling” secrets we’ve heard; but there’s more to it than that. 

To listen to gossip is to participate in gossip. 

Why?

Because when you listen to gossip you create a clearing and an environment for an emotional person to propagate their story. 

In other words you give a gossiper an audience. And that invites and encourages them to continue talking about whatever it is that they are talking about. 

Listening to gossip will at minimum make the person feel more validated and at most fan their flame to share even more. 

Because it’s hard to listen to gossip and not be agreeable and supportive of the person you’re listening to. It’s human nature to want to empathize with another person- especially when they’re frustrated or complaining. 

But by doing that you become an active member of the gossip crowd. You are advancing what is being said. 

So how do you know if what you are listening to is gossip?

Simple: Gossip is anything even remotely negative being said about a person who isn’t there. 

The moment someone you are talking to starts talking negative about another person you have immediately crossed into the gossip zone. 

And remember if you’re listening to gossip then you are participating in gossip. 

So how should you respond?

Also simple: You interrupt the person as quickly and politely yet firmly as possible and say “Hey, hopefully you don’t mind but I actually made a resolution this year that I would not talk negatively about or listen to negative talk about someone who isn’t in the room with me. I do want to support you and be a good friend though and the biggest thing I’ve learned that helps is to go talk directly with ________. I think that would probably help.”

This of course is simple but not easy. 

And yes you may lose some friends over this. And the ones you lose will probably be vocal about you being on your high horse because misery loves company and misery often gets angry when their company moves on and leaves them alone. 

But it’s the best thing you can do for yourself, the person who isn’t there, and the person who is frustrated. 

Because, as Eleanor Roosevelt is credited with saying: Great minds discuss ideas; average minds discuss events; small minds discuss people.”

5 Stages of Success

Success starts with having a dream.

Then you have to work mentally to believe it’s possible.

Then you have to do the physical work necessary to make it a reality.

Then you realize you want to help and teach others.

Then you create a legacy by serving the world and making an impact.

This video by my friend Jeremy Cowart captures it so elegantly and emotionally.

It made me cry like five times! But also left me inspired to make a difference in the world.

I thought you might like it. (It has been viewed over 2 million times)