Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

I think lastly and most important is what I call self reflection and analysis. I spend a lot of time trying to look at what I do everyday and make sure that what I’m doing is the most efficient and most effective thing I can be doing. I think by nature we get into just a process and a routine, and sometimes routines can be very good and they’re very important in our business, but sometimes we don’t want to shake up the routine. We just kind of go about doing the things that we do every single day. Some of those things are intentional, and some of those things are unintentional. We develop our day because our kids go to school at a certain time so we have to drop them off at school and we do this and we do that. So, I really spend a lot of time looking back and trying to assess the choices I’m making and especially what is taking up the majority of my time. Especially my non-selling time. When I look back and I reflect and I try to do an analysis it’s: ‘What am I spending time doing that’s not helping me grow my sales or not making me money?’ and how can I eliminate that or at least reduce the amount of time I’m doing those things.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

Hard work. All the techniques, and all the strategies, and all the different things we can implement in our business. If we don’t work hard. If we don’t do the road work, and we don’t put in the hours we’re not going to see success. I once saw Sugar Ray Leonard speak. What I took away from that was he just talked about road work. No matter how good he was at boxing, he still had to run the miles, he still had to spar, he still had to do every single little thing every day. So he knew he would be prepared for the fight. First and foremost, that hard work – there’s nothing that you can substitute that for

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

I believe that there’s going to be a lot of days where I don’t feel like it. As we constantly say within Tony’s organization: negotiate with your mind. Your mind wants to keep you exactly where you’re at, and so as soon as you hear that voice that’s telling you to stay somewhere. That’s a two million year old brain that’s conditioned you for survival. Not about progress, not about evolution. I mean we’re all evolving, but really when you hear that voice. That voice of reason will keep you stuck. I think that it has to be beyond motivation. It has to be conditioning. When you look at the best athletes. They’re well conditioned. When you look at the best thinkers in my opinion. They’ve conditioned their mind. There’s some way that they think. There’s some conditioning process and they’re training never stops. I will choose discipline and training over motivation everyday. Yes, you do need to have a vision and the vision is part of what motivates you. But motivation says that I need to rely on my feelings. Where discipline says: Screw my feelings!

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

That’s what people buy. People don’t buy your product or service. They buy feelings, and they’re doing things for emotional reasons. All sales is is a transference of emotion. So there’s an emotion inside of that person that gets to: your words don’t even mature so much because of who you are. So who we are is predicated by our values and our emotions. That’s how people associate you. So I go in there in such a caring, loving, certain state, and people end up buying me. I would sell people who really didn’t know who Tony Robbins was, back then, now everybody knows who he is. But they didn’t by Tony, I knew they were buying me. Most people in their presentations would edify them self by edifying Tony. They’d be like: Oh, Tony’s worked with this President, or I’m the top trainer for Tony of I’ve done 3,000 presentations and they would edify them self. Which is good to do, and edify Tony. Which is good to do, but I wanted to shine a spotlight on the people and on their problems. So it became about creating an emotional response out of them in that moment and anchoring that to the event. To what I wanted them to do. People that are very good at sales and NLP, they got a sense of what I was doing on a technical aspect, but they also felt that I was doing it for the right reason. Motive matters.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

I just ask the question when they’ve creates some pain, and I can see that they’re not comfortable. I ask them: ‘How much long is this going to be OK?’ OR ‘How much longer do you want to stay exactly where you’re at?’ ‘How much longer is it going to be cool for you to keep on doing exactly what you’re doing?’ and I say it without judgement. People say: ‘well not another minute.’ and I say: ‘well what do you plan to do about it?’ it’s almost like I’m pushing back. Most people at that point say: ‘well hey, here’s my fancy shiny thing.’ I ask questions that create space. There’s a lot of books that talk about this concept it’s High Intention, Low Attachment. HILA. High Intention, Low Attachment. So I am just authentically having a conversation with somebody, but I am guiding them and I am putting them in pain. I’m attaching pain to their situation for real, and also showing them how they can have pleasure by doing something different. I’ll ask them: ‘So what do you plan to do about this?’ and they’ll usually say something like ‘that’s why I’m talking to you, that’s why I feel so lucky that you’re here today.’ So before I get into the close I’m setting up the close, and I start to ask questions around scale of 1-10 how much more money do you think you could make if you had this? So I ask questions that are always putting a number on them. I’m monetizing the pain. What would that be worth to you if you were were able to overcome this? So I ask lots of questions around that as it gets deeper into the process.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

It’s coming in as somebody who’s diagnosing, not demonstrating. So you can come in with your product or your service and think oh my god this is so great. Demonstrating value it’s like me saying to you: ‘hey look how good I am, look at my nice car, look at my nice house.’ It’s great that I have that, but I’m putting myself in an inferior position because I’m trying to prove to you my worth. I’m trying to prove to you the worth of my product or service. But when you’re in a superior frame, and you’ve got to take that role sometimes. You come in there with a strategy of preeminence that your stuff is the best and you’re only going to accept the best for your clients. So you come in there with this authoritative kind of tone. Where you’re friendly, but you know your stuff.   You go in there not demonstrating value, but diagnosing problems.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

Based on just the information I’ve paid for. It’s true what they say. When people pay, they pay attention. So I don’t consume any information that’s low value.  I enjoy spending lots of money on my self development and coaching. So I’ve got some coaches that I work with and that’s pretty much everything that I do is context specific right now.

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

We live in a consumer society. We consume books. We consume food. We consume information. We consume, but the most successful people in the world don’t just consume things. They’re producers. That process of what I’m going through now and the most productive times of my life I think about not consuming things but I think about producing things and everything that I do consume is only setting me up to be more productive or to produce more and that goes down from how I eat, how I sleep, to how I communicate, how I structure my day. Everything has an outcome

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