Evolutionary Sales: Integrating 21st Century Psychology with Ethical Sales Techniques

ES 030: You Are Perfect, But What is Your Market Value? Deepening Your Understanding of Your Self, Part 2 of 2

Mon, 20 Oct 2008 14:00:00 -0000

In this two part series, you’ll get a guided visualization for overcoming your fears about selling in Part One. Then in the second episode, Jason takes you deeper into the difference that makes the difference—especially in these economic times. Your ego; your esteem for yourself. Imagine only relating practically—not personally and emotionally hurtfully—to your results. Imagine never needing acknowledgement or praise from others to feel good about your Self. Imagine being the locus of your results and your power. Imagine creating results most people are stunned by in these times. Imagine laughing about people who think it matters who gets elected—because you know you produce the results YOU want to produce. Imagine you could do all of that…even now. That is the truth and the foundation of this series as Jason shifts his tone in his desire to contribute to you deeper and more effectively even than he has in the past…

ES 029: Deepening Your Understanding of Your Self; Positive Ego Development Part 1 of 2

Mon, 13 Oct 2008 12:00:00 -0000

In this two part series, you’ll get a guided visualization for overcoming your fears about selling. Then in the second episode, Jason takes you deeper into the difference that makes the difference—especially in these economic times. Your ego; your esteem for yourself. Imagine only relating practically—not personally and emotionally hurtfully—to your results. Imagine never needing acknowledgement or praise from others to feel good about your Self. Imagine being the locus of your results and your power. Imagine creating results most people are stunned by in these times. Imagine laughing about people who think it matters who gets elected—because you know you produce the results YOU want to produce. Imagine you could do all of that…even now. That is the truth and the foundation of this series as Jason shifts his tone in his desire to contribute to you deeper and more effectively even than he has in the past…

ES 028: Keeping At It; The Daily Grind and Your Thankless Job

Tue, 02 Sep 2008 05:37:00 -0000

In this episode of Evolutionary Sales, Jason gives you a moment to pat yourself on the back and encourages you to keep going—to play for the long haul. He also lets you know that while you may be in the grind and that while you have a thankless job, some people do understand you are ultimately trying to improve the lives of your prospects…aren’t you? Of course you are.

ES 027: Rebooting Your Sales Mastery--ES Version 3.5; Personal Work

Tue, 08 Jul 2008 14:00:00 -0000

In this episode of Evolutionary Sales, Jason delves into the first Module in Evolutionary Sales: Personal Work. He explains why this is the most overlooked—yet the most critical component of your sales success. Be it your ability to manage your emotions or to separate your results from your personal self-worth, your results are always impacted by your degree of personal awareness of facility with self. He also gives you the first taste of managing your mind and your emotions by making you aware of your internal self-concept.

ES 026: Rebooting Your Sales Mastery; ES Version 3.5 Intro

Tue, 01 Jul 2008 15:00:00 -0000

In this episode of Evolutionary Sales, Jason reminds you that we are rebooting the entire series. Making it tighter and more effective at assisting you in producing rapid results. In this podcast he lays out the episode progression by explaining the Evolutionary Sales Modules: Personal Work, Connecting, Engaging & Enquiring, Vision and Possibility, Opening [and reframing when necessary]. It is in mastering these modules that your success will always be under your control—that is internally controlled; you will be free from economic or political whims of the day. You will be the locus of your success and the locus of power in your own life—both personally and professionally.

ES 025: Evolutionary Sales v3.0: Rebooting the System

Mon, 26 May 2008 02:00:00 -0000

In this episode of Evolutionary Sales, Jason reboots the entire Evolutionary Sales system for you. Taking both listener feedback, as well as direction from the brilliant leadership at Personal Life Media, Jason McClain, your host and Your Guide in the 21st Century Marketplace, has created a whole new version of the Evolutionary Sales System for you. Not only will this version of Evolutionary Sales be tighter and more accessible, it is also retooled in more concise “packets” to better serve your learning and integration. Same system, same approach to the sales process, better format, better serving you in your success. Join your fellow listeners and us in the launch of Evolutionary Sales v3.0 and be rewarded with dramatically increased results in your business, and greater levels of fulfillment in your life.

ES 024: Retail Applications — Balancing Financial Quotas and Ethical Sales Techniques

Mon, 03 Mar 2008 01:01:00 -0000

In this episode of Evolutionary Sales, Jason answers a listener question about whether or not Evolutionary Sales can be applied to high-end retail department environments. In addition he explains how quotas can take a person off-center and that in the long run, if they keep sight of building relationships rather than each individual sale, in the long run, they will more than exceed those quotas as a result of referrals and the quality of experience the clients are having with you. He teaches a couple quick techniques to convert those relationships into additional business.

ES 023: Qualifying Over the Phone and In-Person Meetings

Mon, 25 Feb 2008 01:01:00 -0000

In this episode of Evolutionary Sales, Jason answers a listener question about when and how to qualify over the phone versus selling over the phone. He also covers when to set an in-person meeting and how much selling to do beforehand—or frankly, how little. While the questioner is a Mercedes Benz dealer in the UK, this information is critical to anyone selling any item—be it a product OR a service—of more than $1,000.

ES 022: Critical Changes in Show Format to Support Your Success More Effectively

Mon, 18 Feb 2008 10:17:00 -0000

In this episode of Evolutionary Sales, Jason D. McClain wraps up the previous format and given you critical insight into the future of the show, what value you can expect from it—and how important it is for you to share the previous episodes with your colleagues and to do it now. The future format will be tighter and cleaner—give you a higher level of value in a shorter period of time—included more guided exercises from Jason personally. This is also the end of an era—in a few weeks; a few episodes—and soon a new era will begin. The previous episodes will no linger be free in iTunes—they will be rotating off and the previous episodes [Episodes 1 through 20] will be for fee soon]. Take advantage of this free comprehensive sales system while it is available to you. Listen, learn, and prosper.

ES 021: How to Get the Decision Makers in the Room—and therefore avoid the pitfalls of not doing so

Mon, 11 Feb 2008 17:00:00 -0000

In this episode of Evolutionary Sales, Jason D. McClain answers an important listener question about how to deal with not being in direct contact with the decision maker especially in the case of it being a spouse or multi-party process. This is critical for any practitioner or small business person in that your success depends on getting in front of the person who holds the string to the “purse”; the one who holds the final sway over where and when the invest in yours or others’ services. Jason D. McClain not only tells explains to Debra of the Apple Real Estate Group how to overcome this—but explains how he is certain to avoid this pitfall for all sales professionals. Listen, learn, and prosper.

ES 020: Understanding the difference between knowledge and skill

Wed, 19 Dec 2007 12:03:00 -0000

In this episode of Evolutionary Sales, Jason gives you yet another mindset to assist you in achieving the success you deserve. This week’s mindset is about understanding the difference between knowledge and skill—that is insight, versus integration and the importance of practice. Jason also further ties this into your emotional experience as it relates to the chain of meaning as laid out in the previous 2 episodes as well as possible pitfalls in your thinking that can inhibit your success—and how to avoid them.

ES 019: Mindsets For (and Pitfalls to) Your Success and Learning; The Chain of External Meaning

Mon, 17 Dec 2007 19:00:00 -0000

In this episode of Evolutionary Sales, Jason continues the series on mindsets. In this episode he expands on the idea that you are responsible for your emotional experience&—and gives you additional access to the &“chain of meaning&” as it relates to how your beliefs are generated and how you create meaning regarding external events, people, and your experience of the world. You are also reminded to review a series of articles he has written to assist you in fleshing out this process and training your mind.& They are &“Emotional Freedom Techniques&”

ES 018: Mindsets For (and Pitfalls to) Your Success and Learning

Mon, 10 Dec 2007 19:00:00 -0000

In this episode of Evolutionary Sales, Jason continues the series on mindsets. In this episode he drills down on the idea that you are 100% responsible for your experience of your experience, which gives rise to your emotional &“atmosphere&”. In doing so, he teaches you the &“chain of meaning&” and how the process of interpretation and adding personal meanings are both access points you can tap into for your emotional choice&—and eventual freedom. He also points you to a series of articles he has written to assist you in fleshing out this process and training your mind.

ES 017: Mindsets For (and Pitfalls to) Your Success and Learning

Wed, 28 Nov 2007 20:02:00 -0000

In this episode of Evolutionary Sales, Jason begins a series of mindsets and in this first episode in this series, gives you additional mindsets about mindsets to optimize your learning, your life, and your personal and professional evolution. The first mindset is one of analog vs. binary thinking-that is, consider that to get the most out of your learning opportunities, that it is not have you learned something or not; rather it is to what degree have you integrated it and in which contexts? He will also answer a listener question about pacing the series and will get into the asymptotic nature of personal development and skill integration.

ES 016: Testimonials, Social Proof, and Learning Strategies

Tue, 25 Sep 2007 20:04:00 -0000

In this episode of Evolutionary Sales, Jason informs you about the importance of testimonials; not only as direct and indirect marketing tools, but also as an important feedback loop from your clients and prospects. He even tells you how and when to ask for them-and how to apprehend them from verbal or written communication with the client-with the client’s permission, of course--so the client is not burdened with a task-and you simultaneously acquire more testimonials. In addition, Jason provides you with additional perspectives on learning and deepening your behavioral integration of new distinctions so you can turn knowledge into action and action into results. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode016-testimonials.html

ES 015: Referrals and Referral Systems: Your key to a constant flow of prospects

Wed, 05 Sep 2007 19:10:00 -0000

In this episode of Evolutionary Sales, Jason teaches you how to create passive as well as active streams for referrals that will have your business build itself. You will learn that the best time to ask for a referral is at the point of opening the relationship. You also have other opportunities—especially in closing the relationship and completing your project, service run, or period of delivery. Additionally, you will learn how to turn money you would have used into advertising into relationships with clients and others who will acquire prospects for you—and you will all make more money as a result. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode015-refferals.html

ES 014: Final Perspectives on Objections: Optimizing Your Personal Resources

Wed, 29 Aug 2007 01:49:00 -0000

In this episode of Evolutionary Sales, Jason gives you some additional perspectives on objections-and frames on reframing-to assist you in creating a more resourceful mind-set around handling them. In addition, he gives you some real life examples from his own business for objections that are "impossible" to overcome-and tells you how he either re-frames them-or prepares for them in advance. Additionally, Jason leads you through a powerful exercise to assist you in unconsciously integrating your more resourceful self in the context of overcoming concerns into your self-image. More details on this episode go to http://www.personallifemedia.com/podcasts/evolutionary-sales/episode014-final-perspectives-on-objections.html

ES 013: Prologue: Reframing Concerns with Slight of Mouth Part 2

Tue, 14 Aug 2007 18:31:00 -0000

In this episode of Evolutionary Sales, Jason continues where he left off on reframing and the Slight of Mouth patterns. He again reminds you that if you are coming from service and from a grounding of contribution-it is your duty to assist your clients or prospective clients in overcoming their limitations. In this episode you will continue to learn how to reframe their concerns, should they arise, with power and elegance. Jason lays out the final six of 14 powerful language patterns and gives you tangible examples with the most common concern—money. Your ability to master this mindset and set of linguistic skills will be the difference that makes the difference for you in the 21st Century Marketplace as well as in the sales process-as this step is where the sale is actually made-and where the relationship can be opened effortlessly. Rather than relying on scripts, you are encouraged to learn the meta-pattern so that you can create your own variations and truly become a masterful sales professional and communicator. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode013-reframing-concerns-part2.html

ES 012: Prologue: Reframing Concerns with Slight of Mouth

Wed, 08 Aug 2007 08:59:00 -0000

In this episode of Evolutionary Sales, Jason reminds you that if you are coming from service and from a grounding of contribution-it is your duty to assist your clients or prospective clients in overcoming their limitations. In this episode you will learn how to reframe their concerns, should they arise, with power and elegance. Jason lays out the first 8 of 14 powerful language patterns and gives you tangible examples with the most common concern-money. Your ability to master this mindset and set of linguistic skills will be the difference that makes the difference for you in the 21st Century Marketplace as well as in the sales process-as this step is where the sale is actually made-and where the relationship can be opened effortlessly. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode012-reframing-concerns.html

ES 011: Creating a Vision and a Possibility for Your Prospects

Thu, 26 Jul 2007 05:53:00 -0000

In this episode of Evolutionary Sales, Jason explains how clients and prospects do not buy a service and they do not buy a product. What they purchase is a vision and/or a possibility. What they purchase is a solution to a problem. What they purchase is a result. In this episode you will learn how to tie in a vision for the prospective client to step into and relate it directly to what assisting them in achieving their desired outcome will create in their life and in their business. Your ability to master this mindset and set of linguistic skills will be the difference that makes the difference for you in the 21st Century Marketplace as well as in the sales process-as this step is where the sale is actually made-and where the relationship can be opened effortlessly. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode011-vision-possibility.html

ES 010: Creating Meaning and Conviction for Your Prospective Client

Fri, 20 Jul 2007 03:22:00 -0000

In this episode of Evolutionary Sales, Jason McClain continues to deliver the difference that will make the difference for you in the 21st Century Marketplace. The next step in the Evolutionary Sales Process is meaning and conviction. Using advanced linguistic techniques and conscious repetition, you will leanr how to generate conviction in your prospect that what your offering provides is the answer they are looking for. IN addition, Jason answers some listener email, giving you applications and clarifications opf previous distinctions as it relates to the telephone and getting past the "gatekeeper". As always, you will be exposed to powerful tools and distinctions, and learn critical information that will allow you to make the most effective use of this material for your financial success and professional fulfillment. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode010-units-meaning-conviction.html

ES 009: Gap Analysis: Gathering Information for Optimal Service

Wed, 13 Jun 2007 13:58:00 -0000

In this episode of Evolutionary Sales, Jason teaches you one of the most effective processes for determining how to best design and deliver what your client or prospect truly needs and desires. You will learn to distinguish precise sensory-based evidence for your success in assisting your client or prospect in delivering the product or service they seek and you are delivering. You will learn how to discover what has stopped them in the past from achieving or attaining it. In doing so, you will demonstrate and even greater level of skill implicitly to the client than any previous service or product provider. Learn more about the difference that will make the difference in the 21st Century Marketplace—and what is required to stay ahead in that environment. More details on this episode go to http://personallifemedia.com/podcasts/evolutionary-sales/episode009-gap-analysis.html

ES 008: Depth Selling: The Importance of Questions and Eliciting Values

Wed, 30 May 2007 03:39:00 -0000

In this episode of Evolutionary Sales, Jason takes you one step further in distinguishing yourself form the competition and opening a relationship with your prospect. He will discuss the importance of asking questions, rather than reading a script or launching into a monologue once you actually make contact with your prospect. This of course dovetails perfectly with permission-based selling discussed in previous episodes. Learn more about the difference that will make the difference in the 21st Century Marketplace including how informed and choosy your prospects are becoming and what is required to stay ahead in that environment. More details on this episode go to http://www.personallifemedia.com/podcasts/evolutionary-sales/episode008-depth-selling.html

ES 007: Levels Of Learning

Tue, 22 May 2007 18:51:00 -0000

In this episode of Evolutionary Sales, in service of your full integration of the material, Jason not only gives a comprehensive review of the material covered so far, but also teaches you about the four levels of learning. In Addition, he teaches you the the four aspects to modeling subjective experience and in doing so explains the purpose and benefit of distinguishing a flowchart for your business process allowing you to adjust and develop in precisely the area that will assist you in exploding your sales results.

ES 006: Permission-Based Selling and the Telephone

Tue, 15 May 2007 18:49:00 -0000

In this episode of Evolutionary Sales, Jason discusses the concept of permission-based selling and how it is a critical component of Evolutionary Sales and the 21st Century Marketplace. Learn the tools to always be receiving permission from your client or prospect making it all the easier to maintain rapport. Jason will then give you specific ways to not only think about your relationship to the phone, but also how to artfully deal with the non-critical people on the other end. Who are not-critical players? They are the individuals who are not qualified to make a decision about whether to connect you with the decision maker, but who are also, unfortunately, empowered to do so. Some people refer to them as the gate-keeper. Finally, Jason tells you how to respectfully and powerfully make the most of your time when you do get the prospect or client on the phone, turning every contact point into another step in the process towards opening the relationship.

ES 005: Rapport: Non-verbal Communication

Tue, 08 May 2007 18:26:00 -0000

Jason first reinforces the importance of following the instructions in the podcasts. He does this by emphasizing how the format, exercises, and instructions are in service of your learning and your success. If you want to make the most out of this series of podcasts, follow those instructions. He then gets into the art of rapport the nonverbal aspects of communication. Studies indicate that communication is made up of approximately 8% words or content, 38% body language, and 54% body language. Knowing that, the best way to enter into someone’s world is by matching the non-verbal aspects of their communication. Finally, Jason tells you how and gives you two powerful exercises to provide you with a direct experience, and proof of these ideas.

ES 004: Creating an Identity and Prospecting

Tue, 24 Apr 2007 11:45:00 -0000

In this episode, Jason discusses the power of creating a marketable identity that is literally making a name for yourself, but not in the way people used to think. Creating an identity will not only allow you to be memorable to clients, but will also positively convey what you do that is special that distinguishes you from your competition. In addition, Jason will discuss prospecting and how the specificity in defining your prospects will lead to a greater number of them rather than a smaller number of them Along the way, you will find out the critical role of self-esteem and ego-development for your ongoing success in the 21st Century Marketplace.

ES 003: Setting Goals and Understanding Your Unconscious Organization of Time

Tue, 17 Apr 2007 13:36:00 -0000

Jason teaches you more powerful tools for mental mastery. In this Episode, he discusses the well-formed conditions to achieving your goals. That is that they be S.M.A.R.T. goals. If you have goals or want to set goals, be sure to acquire these powerful distinctions for achieving them. Along the way, Jason demystifies the Secret and the Law of Attraction, and educates you around the reticular activator system to assist you in greater and greater levels of success and possibility. Finally, Jason teaches you powerful tools to assist you in both resolving fear and anxiety, but also to assist you in achieving your goals with greater ease using your unconscious organization of time that, until this episode, may have been out of your awareness. Find out how you can live the life you dream and want-and to create even greater dreams, by mastering the ability to navigate your own interiors.

ES 002: Mastering your Mind

Wed, 04 Apr 2007 00:21:00 -0000

In Episode 2 of Evolutionary Sales, Jason teaches you how the structure of your thoughts creates your emotional experience. Jason then leads you through two very impact full examples of this to demonstrate it to you. Additionally he will take you through two very powerful exercises so that you can learn and practice having emotional choice in any given situation, on any given day. One of those exercises will assist you in gaining mastery over your internal critic that negative self talk or internal dialogue that limits you and suppresses your inspiration and decreases your efficacy. These are critical applications for you to take on as a sales professional. Learn the foundational principles of emotional choice the kind of choice that is necessary for the 21st Century Marketplace. Learn the most important skill of all: your facility and mastery over your self--the ability to navigate your own interiors.

ES 001: Mindsets for Success and Your Personal Developmental Work

Fri, 16 Mar 2007 16:06:00 -0000

Jason explains how the only thing in your way of having the life you dream of is you and how the main block stopping you may simply be your thinking. From your limiting beliefs, your lack of emotional master, the way you "see" events in your minds eye, or your negative self talk. Learn the foundational platform necessary for the 21st Century Marketplace: your facility and mastery over your self as well as coming from a place of service and contribution. Learn to master your own mind so you can better serve your clients and prospects.

ES 000: Prologue: Laying the Groundwork for Your Sales Success

Wed, 07 Mar 2007 00:05:00 -0000

Jason lays out the overview of the Evolutionary Sales pod-cast series, from personal emotional mastery to reframing objections and all of the modules in between including Connecting [rapport], Engaging and Enquiring [selling to values and developing a Gap Analysis], Inspiring [using visionary language to intoxicate your clients with the value you will provide for them], and opening and continuing relationships [from overcoming concerns to formalized referral systems]. Learn the difference that will make the difference in the 21st Century Marketplace including how informed and choosy your prospects are becoming and what is required to stay ahead in that environment. You will be exposed to the major headings for the continuing series of episodes, and learn critical information that will allow you to make the most effective use of this material for your financial success and emotional fulfillment. Find out why you should be listening to Jason McClain and why he will be your trusted adviser and critical Guide in the 21st Century Marketplace. Be sure to listen to all of the Evolutionary Sales pod-casts and stay ahead of the competition and become indispensable to your clients. Bought to you by Personal Life Media

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