Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.
[1:28] Ryan talks about his highly unusual sales background. Definitely worth a listen.
[4:30] Ryan has overcome addiction, prison, divorce, and more to become a successful entrepreneur. Learn how he discovered how to shake off failure to achieve his goals.
[8:18] Learn how to deal with alpha personality types -- and walk the line between being tough, and being too tough.
[10:04] What is the main area of improvement Ryan believes most salespeople need to work on?
[13:33] Ryan discusses core habits of great salespeople. [14:54] Prison taught Ryan about real stress. How do we determine what is really important, and what is not?
[16:25] People who find success are the ones who tap into hard-wired natural motivations.
[19:15] Learn how to listen to your inner self.
[23:40] What do salespeople need, instead of more sales training?
What’s your most powerful sales attribute?
His sales script, from which he never deviates. It is a series of ‘Seven Magic Questions,’ that lead the prospect to being a client.
Who is your sales role model?
What’s one book that every salesperson should read?
Influence, by Robert B. Cialdini, PhD.
What music is on your playlist right now?
Anthrax, “Sound of White Noise.”