R. Shawn McBride interviewed Christi Redfearn, an entrepreneur, about what she learned at the Sandler Summit on March 10, 2017.
You can find the full interview here:
R. Shawn McBride: Hey there, everybody. Shawn McBride here. I’m with my friend, Christi Redfearn-
Christi Redfearn: Hi.
R. Shawn McBride: We’re hanging out at the Sandler Summit. We’ve just done two days of training to improve our selling skills and really our communication skills, talking to other people. What are some of your takeaways? What did you learn?
Christi Redfearn: Oh gosh, there’s been so many, but I really enjoyed Glen Madsen’s that we just got out of, “Feeding the Beast: Are you coming from a place of fear or are you coming from a place of growth?”
R. Shawn McBride: I thought what was really interesting about Glen’s talk is he was talking about a wheel. Basically, you start with taking responsibility, you take chances, you do things and then you get accountability, you learn what will work, what failed, what didn’t happen, then you feed back in and you start over, you take new chances. I thought it was a very interesting concept for what we as entrepreneurs do.
Christi Redfearn: I also really enjoyed the talk on Sandler Judo, as they were calling it. It was basically a tactic called negative reversing, but it’s … you want the business, but you don’t need the business and you have to be willing to walk away to do that and that’s really tough for a lot of sales people.
R. Shawn McBride: Right and I think I tell people when I talk about negotiations, I always say it’s a controlled communication and I also tell people the person who’s not willing to walk away is going to lose a negotiation.
Christi Redfearn: True.
R. Shawn McBride: I think that goes beyond just negotiating a contract or agreement, but it’s also the sale. If you’re not willing to walk away, you’re probably going to lose a sale because they’re going to sense the desperation or you’re going to get terrible terms.
Christi Redfearn: And another great point that I heard this morning was the first discount is a mental discount. The second you discount something in your mind or you back away, you’ve lost. You’re competing on price.
R. Shawn McBride: Right and most of us need to hold true on our value and also uniqueness. There’s something unique about each of us in business. We talk about what’s empowering you in a lot of my talks and what makes you, you and there’s things that are very uniquely you and the right customers are going to value what’s unique about you versus your competitor versus everybody else in the marketplace.
Christi Redfearn: Right and even if you work for a giant company with a huge name recognition, that might get you in the door, but ultimately, people buy from people they like and people they trust.
R. Shawn McBride: It’s all about the relationships. All right, any concluding ideas or remarks as you get ready to head off to the airport?
Christi Redfearn: As I get ready to head off to the airport, I am going to go back and pour over my pages and pages of notes and try and really refine what I’m going to start implementing next week, because it would be impossible to do all of it.
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About the Author
R. Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment (www.rshawnmcbridelive.com/3laws), gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can reach R. Shawn McBride at firstname.lastname@example.org or (214) 418-0258.
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