Developing Persuasive Employees to 10x Your Sales

The Home Service Expert Podcast

Tommy Mello

Business, Management

4.8 • 705 Ratings

🗓️ 4 November 2022

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

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Summary

Michael Bernoff is the President and Founder of Human Communications Institute, a company that specializes in working with people whose success depends on communication clarity. He is also a leader in the personal and professional development industry, and has worked directly with individuals as well as corporate executives who desire to transform their corporate culture in an ever changing marketplace. Michael is a seasoned public speaker who specializes in direct sales, corporate recruitment, and sales training.

In this episode, we talked about self-development, personal transformation, psychology, sales, employee training and retention…

Transcript

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0:00.0	This is where people have it wrong.
0:01.4	So like most people, they think training is like school, like they're educational bulimics.
0:05.1	They go to an event.
0:05.8	They learn Spanish like we all learned or French in school and they puke it out at the end of the test.
0:09.1	They get rid of it.
0:10.1	Real training is the application of what you do.
0:12.5	It's a role playing.
0:13.4	It's role playing and it's using.
0:15.2	So I'm less even interested in training. What I'm really interested in is practice being great. Does that make sense? And that is
0:22.5	really what I know that you're really doing. So you want to get trained and then you practice.
0:26.6	Because training alone, like I say to all people all time, learnings for losers, implementations for
0:30.2	winners. Because I know a lot of people that you and I know that can tell you everything, but they
0:34.7	don't know how to do it themselves. So it isn't training really
0:37.7	you're after. Really what you're after is getting better. So I go to these things to get better.
0:42.5	So it's how someone actually frames the training. So at the beginning of a training, you're working
0:47.0	with your people. You've got to go as, hey, listen, we're all going to get better in the next hour.
0:51.7	Not you're going to learn something. We're all going to get better than
0:54.5	we are right now at the opening line in the next hour. And you're getting them to realize that's what we're
0:59.4	doing. Because training as a part in our brain like, okay, I got to go through my corporate training.
1:03.1	In the next hour, we're going to do a training. What that means for our company is everyone in this room is going to be better at opening lines,
1:14.3	or whatever you want to call it, or prospecting in the next 20 minutes,
1:16.9	and you're going to walk away with a few things you're more comfortable with and that you're better at.
	...

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