Arsenio’s Business English Podcast | Season 6: Episode 15 | 5 Skills Entrepreneurs Need

Welcome to another Business English Podcast! This blog is a full write-up in regards to what skills entrepreneurs need. I decided to write the blog out because I know a lot of people will be interested. So let’s dive into the five skills!

Communication

The Art of Communication is absolutely essential. I’m not talking about insincere flattery, a very bad approach to doing business, but I’m talking about hearing someone while asking the right follow-up questions. There have been a number of times that I’ve failed in regards to communication and communicating with the other party, but I’ve gotten better at it. In the business world, you need to be top-notch and reply promptly. Facebook, YouTube, Instagram and other titans have failed MISERABLY at communicating with people. I’ve sent emails to ZOOM and they had stunk up the show in replying to me. However, great communication, such as calendly and my podcast hosting site, Buzzsprout, is superior. And that’s why they’ll always be the top of the game.

Sales

I want to be clear, no one likes to be sold to. Stop doing that. Also, pitching is not good, either. If you have to pitch to someone, that means they’re unaware of who you are and they’ll judge you predicated on your presentation.

My podcast sells. My words sell. My power of influence sells. These are two things that I developed by creating a podcast 5 years ago. People follow my podcast and they’re willing to pay anything at all costs because they know how great I am. However, some people ask a number of questions through Facebook, completely unaware of the number 1 podcast that I have. I don’t need to sell to anyone, and if you try haggling me, that’s when I’d cut you off.

Build your product and influence in a way that people are willing to pay and that you don’t have to try to convince anyone that your product is #1.

The other three skills in the podcast down below!

Podcast

Trust Tips for Clarifying Expectations

A VERY AMAZING Thursday. A woman I used to work for invited me to an interview at a bank because she knew I could sell like crazy. She needed to give a presentation to four women and I was there looking at the every move of them.

When we sat in the room, we waited for about 10 minutes and then came in 4 women: no handshakes, eye-contact, hello, anything. Everything was forced, and then I felt a knot in my stomach, “oh, this isn’t going to be good.”

My ex-colleague, without small talk or anything, went straight into a formal presentation. This is scary because if you want to get a client, you shouldn’t do any speaking — only listening. She spoke for a solid 15 minutes without feedback and I watched the women across the table. Two young generation and two older. One in particular was very fidgety. In the first three minutes, I felt her mind had left the room. She was playing with her papers, phone, and looked as if she wanted to walk out. I felt embarrassed.

Just before that…

My ex-colleague told me that she hadn’t gotten any special projects because the competition is stiff. However, I don’t believe in competition…..you’re your own competition, and let me break this down.

As someone who wants to be heard (the client), they should do the talking in the beginning. Who cares about you, your track record, or your accolades. They need help, and you’re supposed to help them.

For the first 15 minutes, they were disengaged. They were given a ton of papers, and to add insult to injury, they were given the price quote (face palming the shit out of myself at this very moment). So what does this sound like? a win-lose situation. She was doing everything so structurally that she forgot this is supposed to be a win-win situation. Hell with the money, tell me how you can help us! — is what I would’ve said.

In the end, I was able to ask them straightforward what they wanted.

  • How to respond effectively, and with soft language, to complain emails.

See, instead of the presentation and given pre-courses, this is what she should’ve asked right out the gates, and that would’ve been a sure client. Because she didn’t, she was after the money and NOBODY likes money-grabbers because it’s a win-lose.

They opened up. They smiled. They laughed. She said, “what you guys have on the paper isn’t what we want.”

“It’s just the things that we offer,” I said. ” We create customizable courses for our clients to get maximum speed and cost from the training.”

Her eyes lit up.

Was it enough? Not sure, but if it was, it’s because I clarified expectations and everything in general.

Trust Tips

Reaching the “sweet spot” in Clarify Expectations takes Integrity (being honest and courageous about setting expectations and communicating with others). It takes Intent to create expectations that represent a “win” for all involved. It takes Capabilities, including the ability to organize the elements of the agreement, to set up accountability, and to execute with excellence. And it takes the ability to identify the desired Results in a way that everyone involved understands.

– When you communicate with others, recognize that clarity is power. One way of checking to see if your communication has been clear is to “check for clarity” by asking a few simple questions.

1) What have you understood from this conversation?

2) As a result of our interaction, what do you see as your next steps? What do you see as mine?

3) Do you feel that others are clear regarding expectations?

4) What can we do to make things more clear?

– The next time you have a project at work, create a clear project agreement in advance. If you’re in charge, call everyone together and encourage them to express any ideas and concerns. Work to come up with a clear agreement that is realistic and represents a win for all stakeholders.

Podcast

Gerri Cortes: Scaling a Business

Super excited to have brought Gerri on again to throw some BOMBS down. In terms of scaling a business, you want to be able to scale comfortably so you can focus on big picture stuff. Example, if you have a soap making business, you don’t want to continue making soap, right? You want to promote your business, so this is going to take you hiring someone and showing the ropes of how it’s done. Lots of gems in this podcast, so hit the link down below! Also, here are some show notes of what we talked about to give you an idea of what’s on there.

Links:

Things we discussed

How to scale a business and what ways you can go about doing that.

How to sell and stop being demanding.

Looking for the right audiences when you run your Facebook advertising.

Be patient for your first sales.

You need to build an offline relationship.

When should business owners start to sell.

Market research, know your products and services, know your business models and know your customers.

Figuring out why people want to buy your products or services.

Mistakes people do in their business.

Not repeating the same mistakes in business over and over.

Which social media platforms would be suitable and knowing your market. Knowing your customers and your competitors.

Focusing on less platforms by repurposing.

How to scale a business in 3 steps. (HUGE)

Time management is the utmost importance in building a business.

Talking about the power of affiliate marketing and how to utilise it.

Online presence and image on other social media platforms.

Marketing on other platforms.

How to engage and create value for other audiences.

Podcast

http://Listen to “Gerri Cortes: Scaling a Business” on Spreaker.

Thank you for listening!

 

Links:

  1. Facebook page: https://www.facebook.com/thearseniobuckshow/
  2. Instagram: https://www.instagram.com/thearseniobuckshow/?hl=en
  3. YouTube: https://www.youtube.com/channel/UCIzp4EdbJVMhhSnq_0u4ntA
  4. Podcasts: https://www.spreaker.com/user/thearseniobuckshow, https://itunes.apple.com/us/podcast/the-arsenio-buck-show/id1181794790?mt=2, https://open.spotify.com/show/0x39CEN5tHvfRtfZaAMTgQ?si=8cpdu1rTTjKHogufXh91Cw
  5. Website: https://thearseniobuckshow.com/
  6. Twitter: https://twitter.com/arseniobuckshow?lang=en

How Your Enthusiasm Will Affect Others – Part 1

I first need to tell you a bit about auto-suggestion and how it works (from Lesson Two).

Suggestions is a principle through which your words and your acts and even your state of mind influences others.

Your words can influence someone in a positive or negative way, right?

The way you act can also influence an individual.  For instance, look at the sports world where a simple catch, made basket, pitch, and hit can send millions into a euphoric state of mind.

Moving forward….when your mind is vibrating at a high rate, because it has been stimulated by enthusiasm, that vibration registers in the minds of all within its radius, and especially in the minds of those with whom you come in close contact with.  When a public speaker “senses” the feeling that his audience is “en rapport” with him, he merely recognises the fact that his own enthusiasm has influences the minds of his listeners until their minds are vibrating in harmony with his own.  Look at some of the greatest speakers in human history such as Winston, Martin, even Tony Robbins.  They can move an audience, get a rousing ovation, make them cry, and even force them to do things.

Lets shift focus to salesmanship.  When a salesman “sense” the fact that the “psychological moment for closing a sale has arrived, he feels the effect of his own enthusiasm as it influences the mind of his prospective buyer and places that mind (in harmony) with his own.

When you’re enthusiastic over the goods you are selling or the services you are offering, or the speech you’re delivering, your state of mind becomes obvious to all who hear you, by the tone of your voice.  It’s the tone which you make the statement that’s important more than the statement itself.  Another prime example of that is Ray Lewis.  People have said that he can get an audience amp’d up by preaching about Cheerios.  Literally.

No mere combination of words can ever take the place of a deep belief in a statement that is expressed with burning enthusiasm.

So, what you say, and the way you say it conveys a meaning that may be the opposite to what is intended.  This accounts for a lot of failures by salesman who presents his arguments in words which seem logical enough, but lack the colouring that can come only from enthusiasm.

Listen to my podcast if you want more knowledge on enthusiasm!

Podcast: https://www.spreaker.com/episode/12192765

Napoleon Hill: Lesson Six – Enthusiasm

Enthusiasm is a state of mind that inspires and arouses one to put action into the task at hand.  It’s contagious and could affect the people you come in contact with.  Have you ever seen anyone who was/is enthusiastic about their job? Big smiles, saying good morning, high-energy, willing to do anything to help their fellow work mates? I’ve worked with only a handful on three continents in the past 7 years, so it’s a quality that not many people possess – but I do compel you to start developing it.

If you mix enthusiasm with you work, it won’t seem boring and monotonous.  It can energize your body and you can get work done in half the time without any fatigue.

“For many years I have done most of my writing at night.  One night, while I was enthusiastically at work over my typewriter, I looked out of the window of my study, just across the square from the Metropolitan tower, in New York City, and saw that seemed to be the most peculiar reflection of the moon on the tower.  It was of a silvery gray shade, such as I had never seen before.  Upon closer inspection, I found that the reflections was that of the early morning sun and not that of the moon.  It was daylight! I had been at work all night, but I was so engrossed in my work that the night had passed as though it were but an hour I worked at my task all that day and all of the following night without stopping, except for a small amount of light food.” – Napoleon Hill

Here’s a great illustration of how ‘zoned in’ you can be when letting the vital force of enthusiasm push you.  Some people are  blessed with natural enthusiasm, and others can develop it by doing a simple procedure.  Listen to my podcast down below to know the procedure!

Podcast: https://www.spreaker.com/episode/12162995

Face What Isn’t Working

There was a time last year where I had a wonderful friend who lied to me about her being from Thailand (she was in fact from Myanmar), and in that lie were promises of starting a wonderful, healthy-food catering business that would deliver clean food all around Bangkok.

In this plan, I wrote so many action steps down on a monster poster board and then I suddenly started seeing her slipping.  She was hiding something and I didn’t know what it was because she did a great job covering it up.  I started seeing signs from even Thai people who would speak English to her instead of Thai BECAUSE they thought she wasn’t Thai.  None of these things started clicking until one morning I received a phone call from her asking me for $6 dollars because she didn’t have money.

If you don’t have $6 dollars to your name, there’s a much bigger problem then not actually having $6 dollars.  By that time I scrapped the plane and in the ensuing weeks the big question came, “can I borrow a large sum of money to pay off old debt.”

BLOCKED.

I knew that there was too much problem and not enough action…but I didn’t face what wasn’t working in the beginning until I let it fester to the big question.

If you are going to become more successful, you have to get out of the denial like I was in, and I’m sure you’ve been in throughout your life in certain situations.

Do you defend or ignore how toxic your work environment is?  After reading this particular principle, I made a podcast (which I will still post down below for anyone who’s interested in listening) which a blackmailer went sniffing through some of my dirty laundry, found it, and began implicating and inferring that I was talking about specific individuals in my work place, although I was just stating facts about different age groups I’ve came across here in Thailand.

How about marriage? Do you make excuses for how bad it is?

Are you in denial about your lack of energy, your excess weight, your ill-health, or your level of physical fitness?  Are you failing to acknowledge how bad sales are at work? How bad one coworker is with finishing tasks on time?  The loud music that’s being played late at night that keeps you up 50% of your sleep time?

You have to begin facing these circumstances squarely, heed the warning signs, and take action, no matter how uncomfortable or challenging it might be.

Don’t Ignore The Yellow Signs

Your child comes home late from school again.  Strange notices start showing up in your mailbox.  You hear noises coming from across the hall and no one is there (ok, that might be a bit over the top, but it happens).  A friend, neighbor, classmate or anyone makes a very odd comment.  We just simply ignore them.

Why? Because to face what’s not working in your life usually means you’re going to have to do something uncomfortable.

Podcast: https://www.spreaker.com/episode/11785866

Ask! Ask! Ask!

Why are people so afraid to ask for help. Well, maybe looking foolish, needy, or lack of better term – dumb.  Listen, we’re just all afraid of experiencing rejection.

Herbert True, a special from Notre Dame found that…

  • 44% of all salespeople quit trying to sell to a prospect after the first call.
  • 24% quit after the second call.
  • 14% quit after the third call.
  • 12% quit trying to sell their prospect after the fourth call.

This means 94% of all salespeople quit by the fourth call.  However, 60% of sales are made after the fourth call.

You have basically nothing to lose and everything too gain. Whatever situation you go into you’re going into it without “it,” right? So, if you leave without “it,” have you actually lost anything? On the other hand, if you leave with something, you gained.  So, why do we continue to better ourselves thinking we’re an absolutely failure when it comes to rejection.  Being rejected, in all cases, is part of life.  It most of the time separates the winners from the quitters because the quitters will just say, “this doesn’t work!”

How to ask for what you want

  1. Act as if you expect to get it.  That positive expectation.
  2. Assume you can.  Don’t start with the assumption that you’re not good enough, beautiful enough, or handsome enough to get the promotion.  If you’re going to assume anything, assume you can get an upgrade, a promotion, etc.
  3. Ask someone who can give it to you.  Qualify the person.   You wouldn’t ask an NFL player for basketball type skills, right? Ask the people who have already done it.
  4. Be clear and specific.  Don’t just say, “I want a lot of money” because no one knows what a lot means? A lot could mean 20$ to more than 50% of the world because most people live on 2.50$ a day.  See? Be specific!
  5. Ask repeatedly. How? Different day, when someone is in a better mood, when you have new data to present, after you’ve proven your commitment. We never gave up asking mommy for the pack of skittles to that bicycle, right? We would ultimately get it.  Practice perseverance!

 

Podcast – https://www.spreaker.com/episode/8913062