My guest today is a master strategist, trainer, and expert closer with years of experience running his own businesses, generating tens of millions in revenue, and helping others learn how to do it too in the process..He is a recognized leader in personal and professional development, and has a proven track record helping companies scale over 1,000% to multiple 7- and 8-figures. His personal mentorship has been coined “the invaluable element” that professionals can use to fortify their minds and realize their deepest aspirations.He is a highly sought after adviser to thousands, helping motivate professionals to gain a competitive advantage. He has expertise in driving referrals, mastering objections and fostering a bullet-proof mental resiliency. From upper management and ownership, to starting staff and sales and professionals alike, his private clients receive tangible and actionable knowledge with the sole purpose of elevating their life and their earning potential.

Resources

  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. Loss in your potential doesn’t start with not knowing how to do sales. Your potential comes from clarity in knowing who you are, what that means, why it matters and how it’s applicable to your life and your life’s work.
  2. A transaction should not be the goal of the relationship, a transaction should be a by-product of a mutually vested relationship. People and companies don’t have sales problems, they have people problems.
  3. Re-listen to this episode and unpack for yourself the concepts of inspiration, fascination and motivation. What specifically about your life does and does not inspire you, fascinate you and motivate you? Look at the identity piece of who you are, what are you created to do? What does that mean? and Why does it matter to you and the people around you?

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How Healthy Obsession, Purpose, Calling & Giftedness Play Into Your Ability to Be Top 1% – with Evan Stewart

4:28 Where did this idea of becoming obsessed come from and what does it mean?

  • Evan was raised in a house of entrepreneurs.
  • In order to accomplish what you want, you have to help enough other people accomplish what they want.
  • Real estate business was his launching pad.
  • Obsession – comes from being a teacher.
  • Most people are living short of where they could be.

7:00 What’s the difference between Healthy and Unhealthy Obsession and can you share with our listeners a few examples?

  • In order to know what something is, it’s helpful to know what it is not.
  • Obsession is an all consuming passion.
  • Unhealthy obsession – comes from a relationship split. You are overcompensating for loss, shame and guilt.
  • Healthy obsession – recognition of the cycle of stages (emotion, moment of revelation knowing you can do more.) Example: knowing your team has more potential but you haven’t struck it yet. 
  • Emotion – which is a revelation
  • Mindset – which is a discipline (discipline is the longest part of your work)
  • You can’t prosper where you are planted unless you first take root where you are placed.
  • A transaction should not be the goal of the relationship, a transaction should be a by-product of a mutually vested relationship. People and companies don’t have sales problems, they have people problems.
  • Selling is being of service. It’s not about picking someone’s pocket so you can manipulate them.
  • Every interaction with a client needs to do 2 things:
    • Needs to be client-value driven
      • Clear and measurable and distinct 
      • How does the client’s life get better because of the interaction
    • Reinforce your professionalism
      • People do not buy based on whether they like the salesperson. People buy based on who they think can get them the best result.
      • We don’t sell on opportunity anymore. We sell now by solving problems.

19:27 How does someone develop long-term, sustained obsession as opposed to something that dissipates after a short period of time?  How can this apply to sales professionals?‌

  • Know where you are at in the Obsesion Cycle? – Emotion -> Mindset -> Discipline
  • It’s not as much about staying in as it is about not falling out (burning out)
  • Burning out = a loss of joy and passion vs. prolonged misalignment between an individual's daily actions and their purpose.
  • How do we “stay in”?
    • Inspiration
    • Fascination
    • Motivation
  • You have to be obsessed with being the best in your profession
  • You have to be obsessed with learning

25:56  What’s one of the most important question’s every salesperson should be asking  their prospect to get them to want to change their situation?  

  • Start with belief. 
  • “What specifically…” vs. “Why specifically…”
  • “What specifically do you believe about your internal environment would need to shift in order for you to feel fulfilled when you come home from a long day of work ?”
  • Consequence questions.
  • Solution awareness questions.

32:02 How did you come up with the idea for your Obsessed Academy and what it is exactly?

  • Build a life you can be obsessed about.
  • How to increase your revenue sustainably.
  • How to build vested relationships with high-quality people.
  • How to build structures that don’t break at scale.

33:33 What are your Obsessed Conferences?

  • Unique experiences.
  • Loss in potential doesn’t start with not knowing how to do sales. Your potential comes from clarity in knowing who you are, what that means, why it matters and how it’s applicable to your life and life’s work..
  • Sales is what’s taught – your identity and your convictions and your purpose and your giftedness and your calling is what’s known.  If that’s not known, you won’t fully embrace what you are learning.
  • Discover how your skillset and your work and your occupation really play into your vocation (what you were born to do).
  • Renewed confidence, clarity and conviction.

36:01 Your wife Brittany is very obsessed and driven, how do 2 highly-driven people drive life together without driving apart? 

  • The answer is simple: communicate.
  • Evan’s first date they unpacked what people who have been married for years haven’t done.
  • 2 whole people are better together. No whole because we are together.

38:19 Do you have any final thoughts or advice for our listeners?

  • Re-listen to this episode and unpack for yourself the concepts of inspiration, fascination and motivation. What specifically about your life does and does not inspire you, fascinate you and motivate you?
  • Look at the identity piece of who you are, what are you created to do? What does that mean? and Why does it matter to you and the people around you?

40:45 Where can our listeners learn more about you and your company so they can start learning these skills?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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