In David Roberts´ 47th episode of his CALM leadership series, he looks at how to create a win-win in a sale, or a relationship. How to provide your buyers with something that helps them on a human level, while delivering business improvements. He covers how to identify those needs and business improvements.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Nobody is really happy when they have given their time or money and gotten back less in return, over the long term. That is why creating a win-win is important.
• Win-wins create trust and long-term partnerships.
• Delivering a personal win while improving business results for your customer is the golden ticket. It is the type of sale that is a big win.
• You need to meet the human needs of each buyer, e.g. a wish to impress and be promoted or less stress.
• Delivering better business results for the buyer like better productivity or reduced costs is a big motivator for potential buyers.
• User buyers are looking for reliability and improvements in productivity.
• Ask open questions and build rapport to work out what each type of buyer is looking for.
• Never guess what wins each buyer is looking for.
• When you demonstrate that you look for a win-win potential buyers trust you and buy repeatedly.

BEST MOMENTS

‘They might want to stay in power, achieve a promotion...get more time for leisure or less stress.’

‘There will be perhaps a stronger connection to a personal win for the coach than for a business result.’

‘If there is a business result and a personal win, you're into that golden ticket territory.’

‘Are you in a win-win with all of those buying influences?’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

For today’s episode, David is joined by Ashlie Marshall, the Chief Financial Officer of Tier Level Digital Marketing. As a child, she and her family moved regularly. An experience that shaped who she is today, helping her to develop resilience and the ability to respond proactively and positively to uncertainty.

She explains how she stays organized and thrives even when things don´t go smoothly. As well as sharing why she opted for a people-first leadership style and how taking that approach has fed into her success.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Crap happens you have no control over a lot of things. Accept this and prepare yourself to make informed decisions.
• Take a breath, look at the bigger picture and manage things calmly.
• Put your people first. Invest in them and if they fail pick them up and equip them to succeed next time.
• When you develop your team, much of the burden of running your business is lifted from your shoulders.
• Always do the right thing by other people, even when it is hard.
• Word-of-mouth referrals are a huge source of new business. Ashlie explains how to leverage that.
• Reach out to clients and speak to them. This massively grows your understanding of what they need.

BEST MOMENTS

‘My business counterpart says that my brain is like a waffle, and everything has a box.’

‘Not having a knee-jerk reaction to anything is important.’

‘I encourage you to fight for it.’

‘Commit? Make a decision, know what side of that fence you're on and commit to it.’

GUEST RESOURCES

https://www.tierlevel.com/
https://podcasts.apple.com/us/podcast/c-suite-chicks/id1739866465
https://www.linkedin.com/in/ashliemarshall

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

In this episode, which is the 46th in David´s CALM leadership series, David continues to take a deeper look at influence. Today, he covers how to deeply understand your customers' needs so you can tailor what you offer to fully meet them. Particularly when you are dealing with a complex sale where there are different buyer influences in play because the decision whether to buy does not rely on a single individual.

He explains how to draw up a buying influencers chart and how to work out whether the buyers are in growth, in trouble, even keel or overconfident mode.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Influencing as part of a selling process is a core skill for leaders as well as for a salesperson.
• Create a strategy for making the sale.
• Work out who has the most influence when it comes to deciding whether they buy or not.
• Pull together the information each person will want to know before being in a position to agree to the sale.
• Look for your strengths and identify any red flags that might stop someone from agreeing to the sale.
• You need to look at things from the perspective of the buyers. Don´t dismiss their worries as being silly, prepare to address them instead.
• Listen to the language the buyer uses. It tells you whether they are in growth mode and ready to buy.

BEST MOMENTS

‘All influences and influencers in the sale they must be sold to.’

‘You're looking for ways to meet the needs that the customer has got.’

‘They need to believe that you and what you're offering can bridge that gap.’

‘As you go through a sales process, what you're looking to do is to create Win-Win’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

For this episode, David is joined by Ernesto Mandowsky an entrepreneur and author who now helps service businesses become seven-figure money machines. He and David discuss his story, including the role of having a vision and being open to what the universe is telling you. They cover overcoming negativity from others, staying focused, being brave, and taking consistent action.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Put yourself out there and continuously pursue your purpose.
• Expose yourself to new things, so you can cross-pollinate and improve your business.
• Most people are so overwhelmed by the current state that they don't even give themselves the potential to listen to what's in front of them.
• Don´t accept the status quo - chase excellence.
• The CEO is the embodiment of the purpose or of what a company is trying to do.
• Look ahead and have the courage to experiment to futureproof your business.
• When you work smarter, when you feel good, having fun and creating results fast, you're in a flow. When you're in a flow, you're generating power within.
• Systemise as much as you can.
• Working in 90-day cycles keeps you focused and moving fast.

BEST MOMENTS

‘There's no right time. Anyone can start today.’

‘They can't even see the needle in the haystack, because the haystack is the size of Mount Everest.’

‘If you are not having fun along the way, you are a recipe for disaster.’

‘The work starts within.’

EPISODE RESOURCES

https://www.themilliondollarmachine.com

https://www.instagram.com/ernestomandowsky/

New Bee Book - https://www.amazon.co.uk/NewBee-Cross-Pollinating-Discovering-Passions-Creating/dp/B094Q3X29H

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

In this episode, the 45th in his CALM leadership series, David continues to look at the role influence plays in making sales. This time around, he looks at how to identify the 4 buyer types and which one the person in front of you is. Something that is especially important when you are trying to make a complex sale. A sale that involves more than one decision-maker saying yes to your product or service.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• There are four buying influence roles present in every complex sale.
• You need to know who fills each of the 4 key roles in the company you are selling to.
• The economic buyer looks at ROI, bottom line impact and price.
• Never assume the economic buyer is the most senior person involved in the purchasing decision.
• The user buyer is the person who is responsible for the process of your product or service that is being bought for. They are pivotal.
• The technical buyer is a gatekeeper, they can´t say yes, but they can say no.
• The coach acts as the guide for the sale.

BEST MOMENTS

‘Understand whose role is to give the final approval to buy.’

‘The user buyer is kind of pivotal even if they're not the final decision maker.’

‘Sometimes the technical buyer poses as the economic buyer.’

‘Without a coach … your ability to influence the outcome is going to be severely hampered.’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

For this episode, David is joined by Dr Rana Al-Falaki, a leadership coach and speaker who is the co-founder of NAIL-IT, which helps high achievers achieve professional success while keeping balance in other areas of their lives. Enabling them to avoid the burnout and failed relationships many successful people experience at some stage of their journey.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• NAIL-IT is a performance optimisation system that enables people to avoid the downside of being a high achiever.
• Identify where your priorities are, and who you are to avoid working hard to achieve something that ultimately does not bring you joy.
• Not being your true self, leads to stress, which makes you ill. Being authentic is vital.
• The way you behave becomes habitual, providing you with deep roots that make you unshakeable.
• Emotional intelligence is critical.
• You cannot change the person, but you can change how you feel and respond.
• The filters you use to deal with life can be destructive e.g. anger, blame, victimhood, or you can process life experiences through positive filters.
• Communication skills are key.
• Find the commonality in the things that turn you on to uncover your purpose.
• Look for win wins.

BEST MOMENTS

‘It starts with changing your thoughts and making those thoughts habits.’

‘People have said, it's the best personal development training they've ever had because it's so personalized to them.’

‘Your purpose is often your deeper drive.’

‘You have to love yourself before you can love anybody else or love what you're doing’

EPISODE RESOURCES

https://nail-it.uk/

WhatsApp - +44 781-259-5264

https://www.linkedin.com/in/dr-rana

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

In this episode, which is the 44th in David Roberts's CALM leadership podcast series, he provides you with a selling strategy workshop. One that will equip you with the skills to successfully navigate a complex sale process, where you have to consider the needs of multiple decision makers.

David provides a 5-step approach you can use to review a complex sales scenario and come up with alternative solutions or positions, should you need to. He explains the important role emotions, both yours and those of the buyer, play in the selling process.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Check your perception of the current position, e.g. how market conditions have changed, regulation updates and what expectations or needs clients now have.
• Put in place a single sales objective that is specific, measurable and time limited.
• When necessary, consider alternative approaches to consolidate your position and reassure decision-makers.
• Regulate your own emotions during the sale. Don´t become overwhelmed by excitement, confidence, panic, frustration, or impatience.
• Being well prepared will help you to get off on the right foot and to regulate your emotions.
• Be ready to adapt to changing circumstances e.g. a key decision-maker leaving a business before the sale is agreed.

BEST MOMENTS

‘Whether you're selling a product, a service or an idea how you influence people is important.’

‘Define your single sales objective.’

‘Where are you on that panic-to-euphoria scale.’

‘Examine alternatives, get creative with solutions,’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

For this episode, David is joined by Matthew Krayton, the founder of Publitics, which is an agency consultancy, specialising in PR and strategy in the world of politics, the public and private sectors. He helps all of these organisations to navigate their way through the digital space so they can communicate effectively.

They discuss how to break through and deliver your political or business message in today´s world. Including how to use social media.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• When people feel threatened or fearful they look for a strong leader.
• Authoritarianism usually comes from a place of relative weakness.
• Check your emotions, and question why you feel that way.
• Humans are driven by their emotions, which is why they often vote irrationally.
• On social media, things that inspire anger are shared more.
• Being authentic works. People do not like being tricked.
• Figure out your message and how to share it compellingly on each platform.
• Successful businesses and political parties sell a vision of the future that includes what they have to offer.
• Selling an idea, product or service is an aspirational exercise. Tell a story that convinces people that what you offer improves their lives.

BEST MOMENTS

‘You have to figure out a way to communicate on the battlefield you're given.’

‘A lot of it is aspirational ... helping people see a better future for themselves’

‘It is critical to develop a sense of empathy…resist the urge to other.’

GUEST RESOURCES

https://www.publitics.com/

https://www.linkedin.com/in/mkrayton

https://x.com/matt_krayton

https://www.instagram.com/publiticspr/

https://www.linkedin.com/company/publitics-solutions-llc/

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live