Which comes first, the story or the statement? When you’re trying to implement ethical influence into your sales process, the best way to start is with a story. I’m not sure if you’ve noticed but that is exactly how I start each and every one of my episodes.

First, what is the difference between a story and statement? A story is a narrative intended to engage, amuse, or instruct listeners or viewers. Statements are written or spoken expressions intended to persuade listeners or viewers. 

In my opinion, stories need to come first because they are designed to engage the heart before bringing in the head. Sales are not made with the head. They are made when you manage to entangle the heart with the head. 

Stories also help you to stay top of mind in people’s memories and there are so many that help to put various situations into perspective.

Listen to learn the three key insights: 

• What ethical influence has to do with stories and statements. 
• Why ethical influence relies more on stories than statements. 
• How to start an ethically influential story in 6 simple words. 

Which stories should you be telling in your business? 

In This Episode: 

[01:33] - Welcome back to the weekly podcast for coaches, consultants, and service providers.

[04:33] - The three key insights you’ll learn in this episode. 

[06:42] - Stories are narratives. Learn more about the intention behind them. 

[09:08] - What is the right sequence between statements and stories? 

[11:33] - Why doubt is the silent assassin of influence. 

[14:07] - Ethical influence starts with stories and ends with statements. 

[14:35] - The story of indecision explained. 

[15:55] - A story that obliterates the objection of hesitation.

[19:21] - Stories create rapport.

[19:50] - How to start an influential story in 6-words. 

[20:56] - Statements equal data but stories equal data with soul.

[21:33] - The Alexism is, “Something terrible happens when you fail to engage your prospects to become long-term buyers...NOTHING!” 

[21:57] - Hear a quick review of the key insights in this episode: 

• What ethical influence has to do with stories and statements. 
• Why ethical influence relies more on stories than statements. 
• How to start an ethically influential story in 6 simple words.   

[23:30] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!

[25:34] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra. 

Links and Resources: 

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex’s Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

When you’re looking to sell your products or services, it’s not the head of your customer that you’re trying to win. Instead, you’re trying to win their hearts. What’s the best way to do this? By telling a story that has your client or customer demanding to work with you. 

Dale Carnegie came from humble means but he was driven to be and do more. He completed high school and went on to college, but in that time he learned all about the art of selling. He’d always been an influential speaker and he realized that it was his ability to speak that helped him become an in demand salesperson.

He went on to create an entire school to help others learn the power of oration and he built out a magic selling formula that hinged on one particular skill. The one skill that all successful business people have. 

Listen to learn the three key insights: 

• What the Dale Carnegie Formula is and where it came from.
• Why the Dale Carnegie Formula wins hearts like magic.
• How the Dale Carnegie Formula can be structured in 3 steps. 

Have you brushed up on your public speaking skills lately?

In This Episode: 

[02:02] - Selling is fun when you know how to do it properly.

[03:44] - Learn the three key insights reviewed in this episode. 

[05:17] - Why Dale Carnegie changed the spelling of his name.

[07:48] - What he did after high school and how he worked on his oratory skills.

[10:25] - Why he started teaching public speaking classes for adults. 

[12:35] - The one skill all successful business people have. 

[15:00] - How he learned the success secrets of history’s finest. 

[16:25] - Learn more about two great orators of antiquity, Demosthenes and Cicero.

[18:16] - What is Dale Carnegie’s Magic Formula? 

[20:18] - The correct order of the magic formula.

[21:37] - Why is this formula so heart winning? 

[24:53] - The Alexism is, “You can’t be 100% committed to any behavior sometimes!” 

[25:21] - Hear a quick review of the key insights in this episode: 

• What the Dale Carnegie Formula is and where it came from.
• Why the Dale Carnegie Formula wins hearts like magic.
• How the Dale Carnegie Formula can be structured in 3 steps.  

[26:16] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!

[27:39] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra. 

Links and Resources: 

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex’s Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Dale Carnegie

How to Win Friends and Influence People by Dale Carnegie

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter? 

Back in 2003 I had just come off of making my first million dollars online. It was during this time that I would take a limo to and from the airport when I was leaving on business trips. The limo driver was a friend of mine and I enjoyed my time on the trips, but the trips cost about $6,000 per year. 

My bookkeeper at the time, Denise McIntyre let me know that she wasn’t comfortable with those rides so she said if I could monetize them, I could keep them. I created a Limo Consulting hour where I would do coaching calls on my rides to and from the airport. 

Guess what. I had a waiting list that went on for weeks. Learn why the cost of those Limo Consultations was actually not equal to my actual worth and why knowing yours is so important. The three key insights we’ll review are: 

• What calculating your worth is in your personal and professional life.
• Why calculating your worth is important and relevant to self-worth.
• How to calculate your worth on a step-by-step basis and share it. 

So, what is your magic hourly number? Is it more or less than you thought?    

In This Episode: 

[01:59] - Welcome back to the show for coaches, consultants, and other service professionals.

[05:30] - The three key insights reviewed in this episode.

[07:38] - It’s 2003 and Alex just made his first million dollars online. 

[10:25] - Learn more about Denise McIntyre and how she helped Alex monetize his limo rides. 

[13:20] - How Limo Consulting resulted in profitable limo rides to and from the airport. 

[17:13] - What does calculating your worth look like? 

[18:23] - Why is calculating your worth so important to your self-worth? 

[20:32] - Move from hourly to project-based billing. Learn why.

[23:41] - Alex shares some of his client wins. 

[24:05] - How to calculate your worth on a step-by-step basis. 

[26:00] - The Alexism is, “Great entrepreneurs don’t wait for their ship to come to them, they swim out to it.” 

[26:14] - Hear a quick review of the key insights in this episode: 

• What calculating your worth is in your personal and professional life.
• Why calculating your worth is important and relevant to self-worth.
• How to calculate your worth on a step-by-step basis and share it.   

[27:06] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!

[28:50] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra. 

Links and Resources: 

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex’s Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Editing and show notes for All Selling Aside by Pro Podcast Solutions.