This from my wonderful new-TENOR-friend,
Dean Minuto, a man of enormous energy, wit
and charm ... and a master at sales
technique-in a nutshell-by discerning the
exact needs of a client and furnishing him
with the ultimate answer he has been seeking
... even though he/she possibly didn't even
know it existed, for him/herself!
This is a fascinating and motivational read:
Dean's The One-Page Sales Coach (New and
Revised) as reviewed by JOHN DAME, VISTAGE
CHAIR: "Every once in a while a book comes
along without padding, frills, or two many
semicolons and gets right to the point, The
One-Page Sales Coach is like getting the
playbook for the Super Bowl Championship
before the game and finding it is only one
page long ... then winning with that game
plan. Dean lays out a readable, step-by-step
process to get yes from anyone, anyplace,
anytime. I could not put it down."
GET TO YES FASTER.® G
Thursday, April 24th
Next Tuesday: Chicago
(As of today, 7 Seats remain for Chicago)
YESCALATE® is a series of best practice tips
that you (and your Team) can use today to
GET TO YES FASTER® and more often.
(This email tip now goes out to 3,679
Executiveswho have requested to stay in
contact with me.)
In this Tip:
It's your PURPOSE.
How your Purpose helps you Get to Yes
And can even get people to sing for you.
Email four in a 4-part series on what I'm
calling The NEW Four P's of Marketing and
The last 3 Tips have focused on People,
Practice & Problems...
Today let's focus on PURPOSE.
Last week I was singing, a full-out
beautiful opera note,in the Los Angeles home
of the former Principal Baritone
of the Metropolitan Opera.
Me? SINGING?? It is impossible.(Just ask any
member of my family.) But then again,
nothing is impossible when you meet a Master
who understands the mechanics.
When you meet someone with Purpose-Suddenly
you believe the impossible is possible.
And it is.
On my westbound flight last Tuesday night, a
Veteran boarded late and sat next to me
wearing a black hat with the gold letters
indicating the name of the ship he had
served on... I asked him about his time on
And then I thanked him for his service to me
and my family.
The man's name, I quickly learned, is
Richard Fredrick's, And he is the former
Principal Baritone with the Metropolitan
We then discussed our shared love of music.
Richard has performed around the world. We
talked about the great performers he knew
and the great performers he's helped with
their voices over the years.
As Richard shared with me even the great
performers sometimes lose their voices
because they never really understood the
mechanics underneath their voice that made
Richard had studied the mechanics (the
mechanics of sound...Sonar on a
submarine...Singing on stage...)and he was
convinced that everyone could sing.
Richard said "You know what?
Everyone can sing!
I believe everyone can sing and I believe
everyone has a great voice inside them if
they only knew how to set it free!"
(Not me. I thought to myself...)
And then he looked at me and said "YOU,
Dean, you have a great voice inside you!And
I want to help you free it.I want you to
hear it for the first time.You won't believe
it!I will teach you, and you will be singing
within 30 minutes.You'll be singing the most
beautiful Opera note you ever heard! And
it's going to be so much fun!"
Richard's passion for what he does was
Manifest. His Belief in Positive Outcomes.
And when it comes to influence, to
persuasion, to Getting to Yes with
People-Purpose beats Price, ALWAYS.
Think about the great products and great
companies that people love to buy from and
to work for...
They thrill people with their products and
services. And nobody buys from them because
They are clear on their purpose.
They focus on making a difference-the
positive outcomes they create.
Is your purpose so clear, so evident, that
people you interact with can feel it?Is it
manifest to your Team?
Better than sell 'em can you get 'em to
I gave 5 Talks in 5 days last week... Five
different cities...on two Coasts...Ending
with a sold out Workshop in Mission Viejo.
(True, not a bad place to end an exhausting
week... but it was a hard and awesome
week.)And in the middle of that week while
in LA,after speaking for 6 Hrs straight,I
had a singing Lesson from the great
Baritone, Richard Fredricks.
Richard has sung on stages all over the
world with his famous voice-He sang on The
Tonight Show with Johnny Carson,
He even appeared as himself and several
episodes of The Odd Couple back in the 70s.
His enthusiasm for singing and his complete
and total Belief that anyone can sing
brought me to his home for a lesson.
Your Purpose becomes manifest to others When
people feel the passion you have for what
you do and what you have done for
othersSelling is a transfer of emotion.
When you're clear on your purpose When
you're clear on what you can accomplish and
why you're doing what you're doing People
can feel that, and it is infectious.They
want to say YES to you.
"Anyone can sing. It's about understanding
By the end of the lesson he had me singing
It was one perfect note. He was singing with
me and he recorded it.
If you were to play that tape back you would
hear my voice and the pure sound of his
voice-And the sound was beautiful.
Because he is a Master at what he does and
what he does is get people to release that
He reveals the voice that you never knew
that you had within you.
So here are a few questions for you and your
Team: What do you release for your
clients?In what way do you empower your
clients? In what way are you manifesting
It's not about price it's about purpose.
"Anyone can sing. It's about understanding
And guess what? "Anyone can sell. It's about
understanding the mechanics."
Selling is about the transfer of emotion
What is the source of that emotion? It is
belief. Your belief in the positive outcomes
that you and your Team create in the World.
Some people call that faith There is an
ancient phrase Found in nearly every book of
religion or philosophy "They themselves are
makers of themselves."
And here is another "For those who have
faith even more shall be given."
Focus on your purpose Forget about the
The more clear you and your team are on your
purpose the more clear your customers will
be on why they should buy from you ...why
they should say yes to you.
And you can learn to Get to Yes Faster®
If you understand the mechanics of getting
I teach those mechanics in my YESCALATE®
Talk I help people focus on the outcomes
they can create with those they want to
I hope you find these tip emails of
value.Thank you for allowing me to