BRX Pro Tips

BRX Pro Tip: Discover Your Prospects True Motivation

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BRX Pro Tip: Discover Your Prospects True Motivation

Stone Payton: [00:00:00] And we are back with our BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk about how important it is, and maybe you can share some instincts on why it’s so important, to discover the prospect’s true motivation.

Lee Kantor: [00:00:19] Yeah. You really want to get to the heart of why the person wants to hire you for the job they’re trying to accomplish. And they might think they need a solution to a certain thing. But if you dig a little deeper, you can really get to the true, true motivation of why working together is the right fit for both of you. So, some of the questions that you want to ask your prospect are, if you were famous, what kind of fame would you like to have? You know, try to understand what success looks like to them in their words and their terms. These things don’t have anything to do really with what you’re actually selling, but you’re trying to get to the heart of what success looks like.

Lee Kantor: [00:01:04] You know, find out what they’re most grateful for in their career. Try to understand these kind of core motivations. You want to ask them about what the future looks like. If they could have the career that they dreamt of, how would that career end? What does the future look like for them? So, this helps you uncover their priorities. Are they more interested in money? Are they more interested in fame? Are they more interested in legacy? If you really understand those things, you can craft your selling message and make sure that you have the right fit between what you’re trying to offer your prospects and make sure that they get the success that they’re after.

Stone Payton: [00:01:49] Well, I definitely want to echo what you’re saying. There is a question along those lines that I’ve been using with quite a bit of success more recently. And it depends on the situation, exactly how you were at the front end of it. But a general version of it might be, if working with us could accomplish everything you could possibly hope for, what would that look like for you, Lee?

Stone Payton: [00:02:13] And, buddy, I just used your name at the end. But when you ask that question, it’s amazing what the hopes, and dreams, and fears that that will open up for you. And the conversation just becomes so much more practical, so much more real. And it allows you to do what you always hear me say, it really needs to be done in a professional sales call where there’s a true meeting of the minds at a mutually profitable point. It helps you tell the truth and get the truth. So, this discovering what their true motivation is, I mean, it’s core to everything, in my opinion and experience.

BRX Pro Tips

BRX Pro Tip: Winning Hearts Then Minds

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BRX Pro Tip: Winning Hearts Then Minds

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, talk to me a little bit about this whole idea of winning hearts and then winning minds.

Lee Kantor: [00:00:14] Yeah. I think when it comes to marketing, you’ve got to win the heart first and then the mind comes along for the ride. Buyers kind of create the logic to justify their purchase after the heart has already decided. So, there’s a lot of ways to win the heart. You can focus on the mission. You can communicate the big why with clarity and passion. You can give your prospect a chance to see themselves using or benefiting from your product or service. So, if you focus on those things and get them to emotionally buy what you’re selling, you’ll find it. After that, once that’s done, it’s pretty easy to create a logical rationalization for them to actually pull the trigger and complete the purchase.

BRX Pro Tips

BRX Pro Tip: Don't Confuse Hearing for Listening

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BRX Pro Tip: Don’t Confuse Hearing for Listening

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you, Lee, it’s important as a professional trying to genuinely serve that we’re having good, clear communication. But it’s so easy, I think, to fall into the trap of confusing hearing for listening.

Lee Kantor: [00:00:19] Yeah, I think this tip works for sales. It works definitely when you’re interviewing. But in either case, it’s important to truly listen. And when you’re truly listening, you are not thinking about what you’re going to say next. And that’s really hard for some people. You got to be actively listening for the beliefs, the truths, the pain, and the opportunity and really seek to understand what the person is sharing with you. That way, you can open up a dialogue, and you can probe, and you can clarify, you can dig deeper. You can truly understand and empathize with that person.

Lee Kantor: [00:00:57] If, on the other hand, all you’re trying to do is wait for your moment to squeeze in your brilliance or your sales pitch, if you have that mindset, you’re, by definition, not listening. You’re, like you said earlier, waiting. You’re just waiting to interject what you want to say into the conversation. So, rather than wait and rather than hear, start listening.

Stone Payton: [00:01:23] Well, and from a hosting mechanic’s perspective or a sales mechanic’s perspective, one of the things that will liberate you, equip you to genuinely listen to what the other person is saying is if you had the comfort of knowing you’ve always got a fallback question or two that if you need it, you can call it up immediately. You’re not going to get caught off guard when it is time for you to ask a question because even if one doesn’t come to you as a product of that part of the conversation, you’ve always got a handful of questions you can lean on that are always appropriate and always prompt further meaningful conversation that you, in turn, can again actively listen to.

BRX Pro Tips

BRX Pro Tip: Ways to Beat Procrastination

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BRX Pro Tip: Ways to Beat Procrastination

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you this afternoon. Lee, we can do this later if you want, but I thought maybe we’d talk about some ways to beat procrastination.

Lee Kantor: [00:00:13] Yeah. Procrastination is something we’re all battling every day. And I find that a way to kind of counteract procrastination is by creating a routine or habit that you kind of lean on every day. Like, these kind of rituals that happen kind of predictably and reliably kind of protect you from yourself when it comes to putting things off. So, one of these kind of rules that I try to use every day is I try to kind of identify before the day begins what is that most important thing that I want to accomplish tomorrow, really? So that when I start the day, I’m just heads down, I’m going to knock this thing out.

Lee Kantor: [00:01:00] I forgot, one of the sales kind of gurus has – what do they call it? – eating the frog or something, that you just deal with the thing you drag the most first and get it out of the way. So that even if nothing else gets done, at least you’ve done that, and you feel pretty good about yourself and you feel like you’ve done something, and move the ball a little bit that day.

Lee Kantor: [00:01:20] Another thing is, to focus only on that task at hand, because you win each day task by task, play by play. It’s like in sports you can only play that one play. It does no good to focus five plays from now, tomorrow, next quarter. All of that stuff is irrelevant. You just got to win the day, task by task, play by play.

Lee Kantor: [00:01:44] And then, thirdly, I think it’s important to have an accountability partner, check in with that person, use somebody else’s kind of peer pressure as a way to hold yourself accountable. And don’t forget to celebrate the wins. If you win a little bit every day, that’s going to compound over time and you’re going to win in the long run. And sometimes we lose sight of small wins. And you got to really celebrate the small wins because that’s the kind of energy and the gasoline that will help you get to the next win. Because you’re going to have ups and downs and you’re going to need to help sometimes to kind of get through those tougher times. And you got to remember those wins that you’ve had in the past in order to kind of push you forward to win in the future. So, do a little bit every day, put it in the calendar, mark it down, do it, knock out the hard stuff. And all those wins, over time, will compound and you will win and create the success you desire.

BRX Pro Tips

BRX Pro Tip: Start Finishing

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BRX Pro Tip: Start Finishing

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I heard you share an idea with one of our studio partners the other day. I’d like you to expand on it here. You said, “start finishing”.

Lee Kantor: [00:00:14] Yeah. I think it’s important when you, like, have a hypothesis and you start testing it, you got to test it all the way to the end. You can’t just throw it out there for a second and then it worked or it didn’t work. You got to kind of play it out all the way. And we’re lucky that we have an easier time starting things, but sometimes we don’t finish all the things because the finishing the thing is hard. So, it’s important to really be mindful about that.

Lee Kantor: [00:00:40] And to take the test all the way through the end, and then hold the results accountable. Then, you decide whether to continue or not, whether to tweak it or not. And in some cases, it’s better to just cut your losses when you see that it’s not working like you would like it to work. And rather than just keep losing time and spending money on stuff that, you know, you’re embarrassed to admit you made a mistake, just ignore the sunk costs, and call it a day, and move on to something else.

Lee Kantor: [00:01:06] But once you have something that is working a little bit, I think it’s important to play it all the way out. Focus on kind of continuously improving it, tweaking it, and kind of wringing out as much value as you can. But don’t be afraid to cut your losses and get rid of the ones that aren’t working and ride the ones that are working. Do more of what is working and do less of what is not, but play everything out until you know which is which.

BRX Pro Tips

BRX Pro Tip: Don't Under Estimate the Infuence of the People Around You

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BRX Pro Tip: Don’t Under Estimate the Infuence of the People Around You

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton Lee Kantor here with you. Lee, I think something to keep in mind, and I don’t know if it was you or Angi or who it was on the team that brought this to my attention just the other day, but man, don’t underestimate the influence of the people around you.

Lee Kantor: [00:00:20] Yeah. People aren’t aware. I forgot, it’s one of these original, the OG self-help people who said that you’re kind of the average of the five people you hang around the most. And I think that that’s true, and I think that you have to really make sure you’re hanging out with the right people because if you’re hanging around kind of go getters, people who are ambitious, people who are making an impact and doing amazing things, taking action, that’s going to push you to do those same things. It’ll push you to be a better you.

Lee Kantor: [00:00:53] And the reverse is true as well. If you’re hanging around negative people who are always making excuses, that never take action, whose lives are filled with drama and chaos, then they’re going to drag you down. So, really, choose your friends and your partners carefully because they have a bigger impact on your results than you might be aware of. And always tried to kind of improve the quality of the company that’s surrounding you because the more kind of winners you have around you, you’re increasing your chances to become a winner as well.

BRX Pro Tips

BRX Pro Tip: Asking Insightful Questions

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BRX Pro Tip: Asking Insightful Questions

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you, Lee, one of the things I enjoy about the work is I get a lot of strokes. I’m often complimented on the way the interview is conducted. Being involved in pre-interview calls with people, in post-interview calls with people who have been interviewed by you, I hear tremendous things about your interviewing. What counsel, if any, can you offer with regard to asking questions in general, I guess, but particularly asking insightful questions?

Lee Kantor: [00:00:35] Yeah. To me, an insightful question is something that kind of goes a little deeper than the superficial question that your guest might have submitted. And that’s really important too, is to not use your guest questions verbatim but to use kind of the spirit of what they’re putting down there as you ask the question.

Lee Kantor: [00:00:56] So, I think in order to really be good at asking insightful questions, you have to really be an active listener. You have to really hear what your guest is saying and help them articulate what makes them special and unique, if you can. So, in order to do that effectively, you really have to listen well.

Lee Kantor: [00:01:20] But the good news is, if you get good at being a really good active listener and getting good at helping your guest articulate what they really, really want and what the really, really are trying to say, that skill also transfers to sales. So, the better you are at getting clear on what your prospect wants and what they really need, it’ll make it easier for you to recommend the solution for them.

Lee Kantor: [00:01:50] So, this is a skill that we use every day in our work as hosts, but it also transfers perfectly to sales. So, if you can get good at active listening and really getting clarity from your guests, you should be able to take that same skill, move it into a sales call, and hopefully get better results.