No Broke Months For Salespeople - How to Be the Best Manager and Salesperson You Can Be - Dr. Yaniv Zaid

Episode Date: December 12, 2024

Dr. Yaniv Zaid, also known as "Doctor Persuasion," is an economist and attorney who is a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others succeed. Following 20 years of international success, Dr. Zaid is the author of 11 best-seller books - including "Public Speaking," "Creative Marketing"" and "Sales Bible."   Join us this episode as Dr. Yaniv discusses how to become the best manager and salesperson you can be and brand yourself as an Expert.You can find Dr. Yaniv in these links below: WebsiteLinkedInInstagram To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

You know, there are four steps in order for the client to buy from you or for people to be persuaded. First, they need to get to know you, okay? And then they need to like you and then they need to trust you. And only then, step number four, will buy from you and they will invest in you and they will vote for you. If you try to persuade someone, they talk about their problems and their needs, not about your needs and your problems. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show,

you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell method. Get ready to transform your approach and achieve unparalleled success. Dr. Yaniv Zaid, also known as Dr. Persuasion, is an economist and attorney who is a business consultant to government departments, private firms, and public organizations. He holds a Ph.D. in law and utilizes his rich knowledge and experience to help others succeed. Following 20 years of international success, Dr. Zaid is the author of 11 bestseller books, including Public Speaking, Creative Marketing, and Sales Bible. Join us this episode as Dr.

Yaniv discusses how to become the best manager and salesperson you can be and brand yourself as an expert. Hello friends, my name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast where you learn how to teach to sell, which is the new way to persuade human behavior. And when you teach yourself, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment, and you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal linguistic programming to influence and handle difficult people. Welcome to the show.

So talk to us about how to be able to persuade. Like what are the key ingredients to persuasion? First of all, you mentioned before that if you try to persuade someone, you know, sometimes there is a negative aspect to it. But the positive aspect is only if you think it would be better for the other party, not just for you. And, you know, it's legal, it's authentic, it's something that creates value to the other side, because we're talking about long-term relationship. We would like to have long-term relationship with your clients, your vendors, your family, or your friends, your colleagues. So if you do something by force, you know, maybe it will

succeed in the short term, but in the long term, you will lose by force you know maybe it will succeed in the short term but in the long term you will lose friends you lose colleagues and you lose clients so yeah first of all you need to to think for the long term and do only thing only if it's better for the other side second of all be authentic you know the the key to be persuasive today is to be authentic to be the best version of yourself but don't't try to copy others. You know, you have your style, I have my style, everyone has their own unique perspective. So if I try to

say words that doesn't suit my personality or try to copy some other's messages or something like that, it won't work. You know, we recorded on 2024 and today I believe the people that have the fake radar and bullshit radar, that if you say something that's not relevant for you, they will notice.

So be authentic and just try to be the best version of yourself. Thirdly, if you try to persuade someone to talk about their problems and their needs, not about your needs and your problems, because people always try to sell the solution when you need to sell the problem to the client or to sell the problem to the other side. So if I try to sell something, either an idea

or product or service, I need to tell you what's wrong with the current situation, you know, because if there is nothing wrong, then you don't need to change anything. And if you don't need my product, then you won't buy it or you don't need to buy it so sell the problem before the solution and the the worst the problem is then more are you willing to pay for this product or service and i can give you an example if i take a regular bouquet of flowers and i will call it a regular bouquet of flowers i can charge

let's say 100 but if i call it a bridal bouquet a bouquet flowers for the wedding then i can charge 300 to 500 right because because everything for the wedding costs in average three to five times more now those are the same flowers so what is the change the need because if the client buys flowers for the wedding a bridal bouquet they don't actually buy flowers they buy the winning image or winning picture of a queen for a day of the bride and the photos album that the bride will look great. And then 10 years from now, she will sit with the groom and with the kids and they will say, oh, look how beautiful mommy was. And 30 years from now, they will sit with their grandkids and say, oh, look how beautiful grandmother was. So this is why I'm willing to buy flowers for the wedding three to five times more.

So if I understand as a client the need, if I understand why are you offering me this and how can I have a problem, how can you solve it, then I'm willing to be persuaded or to buy from you or to invest in you or to vote for you or everything. So you need to talk about the problem and not the solution.

And another thing is you need to convince me that you know what you're talking about, that you're an expert because people are more persuaded when they talk to someone who actually knows more than them about this kind of area or area of expertise. So you need to become an expert. Now, by the way, my definition of expert is very wide. You know, if you go to a restaurant, for example, and you go to and you don't know the restaurant, you get the menu from the waitress and then you ask her, what do you recommend? Right. So why do I ask her what I recommend? I don't know her. So I immediately tell someone I don't know. Maybe she's younger than me and she has obviously represented the restaurant's interest. And I asked her, please decide for me. Why do I do it? Because I don't know anything. And the waitress, she knows because she walks here.

So immediately she becomes the expert. And I asked her, so if people think that you're an expert, that you know what you're talking about, they will be more persuasive. What I heard you say is be of service, be a servant and be somebody that you're helping so that the solution that you're providing is in their best interest. Be authentic. Talk to the problem first before you get to the solution and then and then have credibility. Yeah. Did I hear you correctly on that? Yeah. Yeah. And credibility, you know, there is a great marketing tool.

It's called social proof. Social proof means that if I will tell you that I am an expert and I know what I'm talking about, then it doesn't sound objective. It sounds subjective, right? Because I'm talking about myself. So obviously I'm going to speak highly of myself. But if I would show you objective evidence, objective evidence that I am an expert. Now, why do I do this quotation, the objective evidence? Because I choose what to show you. So if I will sell you a product and I will tell you, you know, this product is being sold in 40 countries worldwide,

then there are other 160 countries that is not being sold, right? But I focus on the positive. And if I tell you, I studied this and these degrees, okay, or I have this and this formal education, then I have other degrees I didn't study or other subjects I didn't study other

subject i don't know anything about but i focus on what i do know and what i do have so uh formal clients you know testimonials celeb clients uh the amount of years i've been doing this uh all of this the data are social proof so you need to to gather information about yourself you need to provide this information to the other party either it's with marketing writing or to speak about it when you talk to someone and people when they hear a experts they trust experts okay we trust experts we trust brands brand names so immediately the the odds that i'm going to be persuaded is much higher uh zuneeb if you kid about building authority and expertise through content you know that there are four steps a in order for the client to buy from you

for people to be persuaded there are four steps first they need to to get to know you okay and then they need to like you and then they need to trust you and only then step number four will will buy from you and they will invest in you and they will vote for you. So to get to know you, you do it by creating a content. You know, you provide lectures, you provide presentations, you participate in podcasts like we do now. You know, you create, you know, posts and videos and blogs and everything. You need to be in as many platforms as possible. So you will be in the game, you know, that people actually consider you when they're looking for a supplier supplier or vendor or or someone okay and then step number one is to get to know you once i know

you i need to like you now how can i like you if you don't didn't met personally or if i didn't buy from you yet i can like you if i saw a video of you i can like you if i heard a lecture of you i can like you if you i heard the chapter episode in your in your podcast I can like you if I read an article and I agreed with you. Okay, so you need to provide the personal attention and you need to provide chemistry with people in order for them to buy from you or to trust you, to

relate to you. And then step number three is trust. Okay, so I say, okay, so I know this guy. I know that he exists and I like him. He sounds like a great guy, but how can I know he's the expert he promises he is? Then comes, here enters the social proof. And like we mentioned, the recommendations,

you know, the testimonials, you know, the track record, the formal achievements, all of this data, I need to know it about you. So even if I didn't know you personally, I didn't buy from you yet, I know all this record, track need to know it about you. So even if I didn't know you personally and didn't buy from you yet, I know all this track record, then I trust you. I say, okay, if he already worked with 1,000 clients,

if he's already, let's say, have a PhD, if he already worked with this friend of mine that I know, then probably he's not only a great guy, but he's also an expert. Then I'm willing to move to step number four, which is buy from you, invest in you, vote for you, to be persuaded in whatever you sell to me.

Ideas, service, or product. Hey, excuse me for interrupting my own show, but this is really important. Do you want to know how to teach to sell? If yes, I invite for you to visit www.nobrokemonths.com. That's nobrokemonths.com to be able to get your exclusive electronic swag bag when you pre-order my upcoming book, Teach and Grow Rich. In Teach and Grow Rich, you're going to learn how to

increase your influence, avoid the number one sales mistake. You'll learn about that when you read the book and get what you want. And when you get the book, I'm going to give you that swag bag, which is going to include 11 ways to be able to believe in yourself. If you've ever had doubt before, this document is going to show you the scientific way that you can then believe in yourself. The swag bag is also going to include to you a document that's going to show you how to get people to call you back, how to get people to call you back. How to get people to call you back guaranteed. We'll show you the proven strategies to make sure that that call gets returned.

And my good friend Janine Driver, who is a New York Times bestselling author and a body language expert, is going to give you a chapter of her book, You Can't Lie to Me, so that you can sharpen your BS detector so that you can learn to be able to understand truthful emotions and the difference between that and deceptive reactions. So you're also going to get a whole bunch of other cool stuff in the swag bag. So visit now www.nobrokemonths.com. That's nobrokemonths.com to be able to pre-order your book, Teach and Grow Rich. Nobrokemonths., and I look forward to helping you. God bless. So what you're talking about is it works on a one-on-one basis, and we also want to get

it to scale, right? Or I'm going to assume that people want to get it to scale, right? To get it to as many people as possible. So how do we spark buzz by viral marketing strategies? Can you share with us a little bit about that? Yes. First of all, the messages are the same messages. It doesn't matter if I'm talking to one-on-one or to one person

or to 10 or 20 or 100 persons. Sometimes it's easier to talk to 100 people than just one-on-one or to 10 people because if you talk to 10 people, immediately you see their faces, you see their reactions, you are intimidated by it or something like that. You have stage fright. But if you talk to 100 people, 1,000, or the picture behind me, 3,000 people, this is in Tel Aviv, the biggest conference hall in Tel Aviv. I participated in front of 3,000 people there. So if you talk to 3,000 people, you don't see, you know, people, you see they're just you know where the you see you see

them from from the from far you don't you don't suffer from a stage fear so yes you're talking talk in front as many people as possible put yourself in front so you can talk to people in pot in many platforms you know podcasts and facebook and youtube and uh you know where podcast and lectures and and and presentation, et cetera. And the messages are the same. If you read my marketing writing or if you hear me talk, then you probably hear the same messages. And you need to be in as many platforms as possible.

You need to repeat your messages over and over again. And then you create a community, create a tribe of people that, again, they know you, they like you, they trust you, and they talk to you, they become great ambassadors for you. So you said how to do viral marketing. Okay, viral marketing, meaning that you have a tribe or community of clients,

of people around you, that are great ambassadors for you. Sometimes you didn't ask them to talk about you. You didn't pay them commission, but they actually are going to talk about you because they actually market themselves. Okay, so if a client feels that talking with you is a good reflection about him or about her,

then they will talk about you. And, you know, I can hire a marketing person or salesperson. I can give them a car and a mobile and they can run away and go to meetings on my behalf. And I will pay them a salary and commissions and everything. Okay. But once, one, I pay the money. And two, when they talk about me, it doesn't sound objective, but they sound subjective because the client knows that they are representing me.

But if my clients will talk to their friends about me, then first, it doesn't cost me money. but they sound subjective because the client knows that they are representing me. But if my clients will talk to their friends about me, then first, it doesn't cost me money because they do it because they want to. And second of all, it sounds objective because people will rely on them. And we talked about the model of know, like, trust, and then buy. So referrals are very, very good in viral marketing because if, for example, I'm looking for a contractor and I ask you, you know, Dan, do you know a contractor? And you say, yeah, you know what?

David is my friend. He's a great contractor. You should call him. Then I don't know David, but I know you. And I know you and I like you and I trust you. So I said to myself, okay, Dan is a serious, serious dude. He chooses his vendors very, very carefully. So if Dan tells me that i can rely on

david i probably can rely on david and then when i talk to david okay i i am you know a 20 percent persuaded you know you just need not to mess it up because i already would like to buy from him because i already did the four steps of no like trust with you not with him because i already you already build a trust with a professional trust, personal trust with me. And then if you recommend on someone, probably I'm going to buy from your guy as well. So this is why referrals are so good. And this is why viral marketing is so effective in marketing.

Yeah. So in that case, David just has to now screw it up. Just don't screw it up, Dave. Usually I say to clients, clients you know if you refer just just tell tell a little bit about me and give me the phone i will i will continue the conversation i don't want to rely on you to to sell me i will do it myself yeah i mean and if you're teaching people how to refer you it's it's not in my opinion it's not necessarily to say use david's services it's more have a conversation with dave he's the guy right so it's almost like you're someone the conversation not necessarily the service that's for david to do yeah you know because he knows his service he

knows his uh expertise and in basketball there's a term go go-to guy, okay? Because you play five on five, and then you have the last seconds for the offense, for the attack, and then immediately the ball will go to the go-to guy. Usually he's the best scorer in the team or something like that. So you need to be in your areas of expertise. You need to be the go-to guy or go-to girl that people will ask you questions. Do you know, I would like to have to do a digital campaign. Do you know someone who will do a digital campaign?

And then I can tell them, okay, I do it. Or, okay, I can write to the marketing, we are writing, but for the campaign itself, I have another guy or something like that. But the most important thing, they approach me first and they ask me the question and then I have the lead. They didn't run to my competitors or my colleagues. They asked me the question and then I have the lead. They didn't run to my competitors or my colleagues. They asked me first.

When you become an entrepreneur, a business owner, you have to start out with so much optimism. And that's quickly taken over by fear. Because you soon realize, man, this is so much harder than I thought it was going to be. More money, more time, more skill and energy. It takes so much more. And often we encounter that number one sales mistake, which is the feeling of not good enough.

It's that self-doubt that holds so many people back from achieving their sales goals. And with so many ups and downs, the biggest thing that you need is faith. Faith in yourself that you can keep going. But you don't have to manufacture that faith. It's why I wrote the book, Teach and Grow Rich. How to increase your influence, avoid the number one sales mistake, and get what you want. I invite for you to get your copy and visit www.teachtoselnow.com. That's teachtoselnow.com, teachtoselnow.com.

Go ahead and visit that site and claim your copy. Chris, do you have any news about sales and negotiation, mastering that? What can you share with us about that? First of all, in negotiation, you need to understand the other side, to learn as much information as you know about the other side. Because if you come to a negotiation and you don't know information, then you're in a bad position. And today, the information is open. we are in 2024, digital era. Everything is online.

If you'd like to know about someone, I have many examples about it. You know, LinkedIn, Facebook, YouTube, Google, Amazon. You know, to ask people, of course, but online you will find any information you would like. And then you know the person's habits, you know, where the vacation, where he was in vacations.

You know where he is employees. You can ask employees about him. You can ask colleagues about him. You can ask your colleagues about him. So the more information you come to the negotiation, the better for you. So first of all, he's gathered the information. And then use the information during the negotiation

and try to understand what their exact needs, because if you understand the needs, if you understand the interest, then it will be easier for you. And usually when you start negotiation and you talk to people, you ask them what they want, usually they won't tell you immediately what they want. They will tell you some of their interests, but there is always hidden interests that

you need to find. For example, if an employee comes to his boss and they say to the boss, I would like a raise, okay? And then we're talking about money, right? So if we're just talking about money, then the boss will say, okay, I don't have money now to give you. And then the negotiation explodes and then maybe the worker will leave the company, et cetera.

But if we understand that the instinct, the interest is money, but the actual interest, the hidden interest is pride, is honor, is being valuable for the company, being appreciated, stuff like that, then I can solve it not with more money.

I can solve it with, you know what, take your wife for a vacation on us, okay? I will pay for it or get a larger room or I will give you a company car or something like that.

I didn't give you more money in the salary, but I gave you what you wanted that would like to be presented as more important in the salary, but I gave you what you wanted that would like to be presented as more important in the company or something like that. You need to be recognized. So I addressed your interest and this is how we can do a win-win situation

in negotiation that I'm happy, you are happy, and we continue working together. Really getting to the root of what is it that the other person, and it could be an internal desire or an external desire and i find that often the internal desires are more powerful than the external desires right so me feeling valued me feeling important me feeling like i matter

is sometimes more important than another twenty thousand,000. Guess what? I'll take the 20 grand. Don't get me wrong. Yeah. Personal attention is always better than money. And in many workplaces, you know, you don't pay people enough, but if you treat them well, they will stay with you. And on the other hand, if you have, you know, a high-tech company that pays very well, but, you know, the boss always shouts on the employees, they won't stay. Because we don't want to be where you feel lousy. You would like to get up in the morning and feel great with yourself. By the way, I always tell people about personal attention that you need to, everyone you meet, you need to have

a good interaction and you need to make them feel better after the interaction with you than what they felt before the interaction and you need to to make them feel better after the interaction with you than what they felt before interaction with you so so either it's a can be can be a smile a compliment you know where something you told them some value provided some connection you did for them but always when you meet someone make them feel good and they will do everything for you 11 books that you've authored and you mentioned that you have one that's your newest. Can you tell us about that? Yeah, the 21st Century Sales Bible is my new release book. It's now published in 12 languages so far, including the United States and North America, India, China, Vietnam, Russia, more countries, Spain, Germany, France. I think this is my biggest achievement that the same book, I managed to sell the rights to many different countries, including the superpowers, you know, China, Russia, United States. So obviously, it will be an adaptation in each country and each publishing house changed a little bit the book, but the same book, meaning that the principles are universal. So the 21st Century Sales Bible is actually 10 commandments,

10 chapters with lots of sub-chapters, how to be the best salesperson and manager you can be, how to create a community of clients and grow it, how to increase your sales and income, how to become a brand and a personal authority, how to create confidence in your clients' eyes, and more chapters. how to become a brand and a personal authority, how to create confidence in your client's eyes and, and, and more,

more chapters. And I give hundreds of stories and examples. I love this book. This, I think it's my best book so far. And I think it creates a lot of value for the readers. I was a listener or a viewer of this. How do I get a copy of that book?

First of all, I will, I provide that for you especially i provide a free gift i will say amen and you can find it on amazon just write yaniv zaid y-a-n-i-v-z-a-i-d or the 21st century says bible you can buy it on amazon as print book as audiobook and as a ebook and also you can find in the bookstores in North America and other places worldwide. And also you can contact me. My email is

yaniv at yanivzay.com Y-A-N-I-V at Y-A-N-I-V-Z-A-I-D dot com. You can write me an email and you can ask me questions about what you heard here and I will be happy

to answer any questions you may have. Those Americans at Z is a Z. A Z, yeah, yeah. Yanivzay, yeah, yeah. way by the way if you check all social media and you write yaniv zaid you can find me you know instagram telegram tiktok youtube linkedin facebook whatever so i will have i have there hundreds of articles and youtube videos with lots of content on how to,

let's say, improve your marketing abilities, sales abilities, and marketing abilities. Niv, I appreciate you sharing your insight today and your knowledge about influence and persuasion. It's very profound and astute and useful to me. And one of the things that I said, you know, this is around my thousands, there's more than a thousand episodes

for the No Broke Month podcast. Now, one of the things that I said early on, this is probably about the seventh episode in, like the first seven or so, I said, I'm going to make the best show for salespeople, for entrepreneurs, for, you know, for people who want to inspire and move and get things done.

And around the seventh or eighth episode, I realized I'm not going to make a show for anybody. I'm going to have some really cool conversations and I'm going to ask what I want to know. And, you know, so and I, what I found is that, you know, that's going to be valuable to the right audience and it's certainly going to be valuable to the right audience. And it's certainly going to be valuable to me and hopefully valuable to you. So I really appreciate our conversation today and I enjoyed learning from you. Thank you very much, Dan.

It's the beginning of a beautiful friendship between us. And I'm very happy to be here. And thank you all the listeners. And we'll be in touch. Thanks so much for listening to the show. And I want to tell you about Teach to Sell, the new way to persuade human behavior. Because I'd love to be able to meet you face to face. And because I want to be able to help you unlock consistent and predictable income,

I invite for you to join us for one of our free trainings upcoming. And to be able to find out details, go ahead and visit www.nobrokemonths.com. That's nobrokemonths.com and find out how you can have no broke months. Hey, I just had the best 45 minutes interviewing Dan Rochon. He's from Virginia, right outside the DC area. He's been in a stable market for a long time. Within 18 months, he created so much success. He was actually able to buy the brokerage as a real estate agent. Dan is a leader of vision, focus, and passion. His enthusiasm is truly infectious. He just came out with a book for real estate agents to kind of help people pivot. We went through and talked about how to succeed in adversity, some of his big traits out there.