November 6, 2025 • 24 mins
Most business owners think they have a sales problem — when in reality, they have a system and mindset problem.
In this powerful episode, Dr. John Oda — business growth strategist, performance psychologist, and trainer for Tony Robbins and Chet Holmes — reveals why 80% of sales are driven by only 20% of performers, and how the top achievers think, act, and sell differently.
You’ll discover why empathy without confidence kills conversions, why most teams burn money chasing leads they don’t need, and how to shorten your sales cycle by 25%, raise your prices by 25%, and close 25% more deals — all by rewiring your mindset and installing a system that actually works.
Dr. Oda combines hypnotic storytelling, neuroscience, and proven business frameworks from his BSSM-1 Model and Neuro-Business Conditioning (NBC) method to help you and your team sell with confidence, precision, and purpose.
🎯 Learn the mindset of elite sales athletes.
⚙️ Discover the real reason your team isn’t closing more deals.
💡 Fix the illusion… and unlock your next level of growth.
Follow Dr. John Oda for weekly insights on mindset, performance, and business mastery.
Become a supporter of this podcast: https://www.spreaker.com/podcast/dr-john-oda-method--5470630/support.
Dr. John Oda is an International Best-Selling Author and Business Growth Strategist who has helped businesses uncover hidden millions by blending neuroscience and business mastery. Get a free chapter of his book *Unlimited Business Growth* plus $10,000 worth of online courses at https://ubgp.pnbcgroup.com/book. Connect with Dr. Oda on LinkedIn and discover more at DrJohnOda.com
Find all my articles, books, and downloads
https://drjohnoda.com/pr-media
Double Your Sales Using NLP
https://ubgp.pnbcgroup.com/
Sport performance ( mind coach) If you want to take your game to the next level,
https://sports.pnbcgroup.com
Six-Hour Business Assessment to find hidden millions in your business
https://drjohnoda.com/new-executive-coaching
Need a speaker at your next event
https://drjohnoda.com/keynote-speaking
In this powerful episode, Dr. John Oda — business growth strategist, performance psychologist, and trainer for Tony Robbins and Chet Holmes — reveals why 80% of sales are driven by only 20% of performers, and how the top achievers think, act, and sell differently.
You’ll discover why empathy without confidence kills conversions, why most teams burn money chasing leads they don’t need, and how to shorten your sales cycle by 25%, raise your prices by 25%, and close 25% more deals — all by rewiring your mindset and installing a system that actually works.
Dr. Oda combines hypnotic storytelling, neuroscience, and proven business frameworks from his BSSM-1 Model and Neuro-Business Conditioning (NBC) method to help you and your team sell with confidence, precision, and purpose.
🎯 Learn the mindset of elite sales athletes.
⚙️ Discover the real reason your team isn’t closing more deals.
💡 Fix the illusion… and unlock your next level of growth.
Follow Dr. John Oda for weekly insights on mindset, performance, and business mastery.
Become a supporter of this podcast: https://www.spreaker.com/podcast/dr-john-oda-method--5470630/support.
Dr. John Oda is an International Best-Selling Author and Business Growth Strategist who has helped businesses uncover hidden millions by blending neuroscience and business mastery. Get a free chapter of his book *Unlimited Business Growth* plus $10,000 worth of online courses at https://ubgp.pnbcgroup.com/book. Connect with Dr. Oda on LinkedIn and discover more at DrJohnOda.com
Find all my articles, books, and downloads
https://drjohnoda.com/pr-media
Double Your Sales Using NLP
https://ubgp.pnbcgroup.com/
Sport performance ( mind coach) If you want to take your game to the next level,
https://sports.pnbcgroup.com
Six-Hour Business Assessment to find hidden millions in your business
https://drjohnoda.com/new-executive-coaching
Need a speaker at your next event
https://drjohnoda.com/keynote-speaking
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome to the Doctor John Older Method or a neuroscience
is made business mastery Guys today, I am your host,
Doctor John Oldle. I'm an international bestselling author. I'm a
business growth strategist. In each episode, I reveal strategies and
filmworks from help you do breakthroughs. For example, we focus
on how to hit hitting millions sales of UH leadership,
(00:25):
break you mental barriers every aspect of your business. Guys today,
I am so excited for this new topic. If you're
in sales, you're gonna love this with It's called the
the illusion of a sales problem. But let me break
it down and I tell people from if you are
in sales unless it's change the word fromselves. And if you're influence,
(00:47):
you need this right. An influence to me is you
you can be a parent of kids. If you can't
influence your kids, somebody else will you? Allurys, guys realize
I spent was it thirty eight years working with my
talk for twenty three of those years of working without
a lot of sent some teenagers in the Chicago Land area.
So I've seen literally everything, but I've seen them parents
could not influence their kids, and what and what took place,
(01:08):
was the prayer pressure did, right, the gangs did, and
all this other stuff.
Speaker 2 (01:12):
I worked around literally every aspect of that.
Speaker 1 (01:14):
So I understand the system extremely well because that was
pretty much the population I worked with. Right, So when
the parents can't influence your kid, the gangs will because
in the in the gangs, they hit this same need
to as pretty much as the family does. We'll get
in that little bit later on, right, But the biggest
thing about it is is called influence. So it's not
(01:36):
it was not really a sales problem that's this person had.
It was an influence problem. And we'll get more into that.
So let's go back to it. So it goes on.
And when you hear this podcast your first time, thank
you so much for joining me. Subscribe and give me
seven stars. I know it's five stars, but tell them
I'm just five freaking phenomenal.
Speaker 2 (01:56):
Okay, So my dum.
Speaker 1 (01:58):
When outcomes to help more entrepreneurs, as I said, burst
it for the flock together. If you know somebody who's
a business owner, I want to reach them, send this
to them and please do a download of is my
last book that I wrote. It's called Unlimited Business Growth.
Life's Guarden presents limited business growth right, and when you
buy the book, you get ten thousand dollars of online
(02:21):
courses and online courses off took we got from I
do one on goal setting, on being the expert inside
your field. We have one on automation of your business.
We have one on leadership, we have one on the
emotional intelligence. We have also one on addictions. I wanted
to focus more on what's going on in the workforce,
(02:43):
So guys, let's.
Speaker 2 (02:44):
Hit to the program now.
Speaker 1 (02:47):
So the outcome of this podcast is every week and
sometimes you guys are do this three times a week.
Speaker 2 (02:52):
Right.
Speaker 1 (02:53):
For the last I have to say you. For the
last three weeks, I've been working on my new business
life planner, and oh my god. When I took out
the job about maybe six weeks ago, I'm thinking that
I'll be done in about a week or two. Eight
weeks later, I'm done, and now we're getting everything done
some pretty jask.
Speaker 2 (03:13):
So the planner is literally eight.
Speaker 1 (03:16):
By five eleven and it's gonna be was it thirty
three hundred and fifty four undred pages, But it's a
planner of your life and how to get every area
of your life better and there's a couple of weeks.
I've wanted to do a planner now for about the
last Jesus twenty years now, and I haven't really pulled
the trigger. And most people who know me, I'm a
gym rat. I go to the gym literally every day,
(03:38):
literally seven about seven days a week. I might miss
maybe once or twice, right, so six seven days a week,
right to my gym rat, I would just like that.
I like the atmosphere of the gentlemen. As they always say,
once a marine, always a marine. My theory is once
an athlete, always an athlete, so I still have an
athletic go mindset. I have modified some of my work,
(04:00):
but and the reason why I got this life management
in the business planner that I'm having right because sometimes
I go to the gym and some of these guys
just look freaking amazing, I mean talking about ripped up,
looking great.
Speaker 2 (04:12):
But then I started talking to them, you know, you.
Speaker 1 (04:15):
Know, and then their families messed up, their business messed up,
all they things messed up. So I wanted to create
a life planning program where we can hit on okay, yes,
your business part, but we can also attack every area
of your life. Some pretty jazz about that. Hopefully, by
the grace of God, that would come out middle to
the end of November. And it's a two weeks it's
(04:35):
a two years program because if you focus on one area,
you can get it quickly. If you focus on every
area of is of your life, it's completely different. So
I'm pretty jazz about that. So that's why you've been
having I'm not been being on. But since this thing's
almost done, I'm gonna start doing my podcast at least
three times per week. I like to do it Tuesdays, Thursdays,
(04:56):
and Saturdays for the business one we do with a
parenting team one as well. It'll also Tuesdays, Thursdays, and Sundays. Right,
So just on. We're gonna tweak them up a little bit,
but my time's gonna be free. That I'm telling you,
I really felt like I was writing a book. I
literally felt like I was writing But anyway, so let's
go on. Is with the show today, guys, is the
(05:16):
powerful topic the illusion of.
Speaker 2 (05:18):
The sales problem. As you, guys realize, I.
Speaker 1 (05:21):
Have over thirty years of business coaching, thirty seven years
mental health performance in psychology, I partnership with guys like
Tony Robbins and Chet Holmes and Jay Abraham and all
of these great guys, which is completely honored.
Speaker 2 (05:38):
Right.
Speaker 1 (05:39):
I found the truth that most leaders never see and
mostly just think it's a sales problem, but they don't
know or they don't want to realize it's really a
system problem, and it's a mindset problem. If you ever
(06:01):
say to yourself, in which they did. They said, the
doctor John, we need more leads. And I smiled at
them and no, you know, we can't find good salespeople anymore.
And then it was like on and on and on.
You know, they're complaining and griping and complaining, gripping about
(06:26):
the salespeople not the greatest. We need more leads, we
need everything else. And I said, okay, and I said,
we got it. And what I told them was listen
to me, man, I do understand that, I said. I've
been in this field for the last thirty years. I've
seen literally every aspect when it comes to business. I
work with fortunately five different companies, mid sized companies, small companies.
(06:48):
I worked for you know, gyms from Gold's gym to
different gyms, to training the sales representatives to actually close
more deals or training trainers to close more deals because
most of them don't have a clue. I don't really
do it the proper procedure, and I just watched them. Look,
but I don't really say much.
Speaker 2 (07:06):
Right.
Speaker 1 (07:06):
And I worked with literally one hundred and fifty different
industries in the last thirty years. Right, So I've been
blessed to work with different industries. Also been blessed to
work with mental health field because it taught me so
much about sales and business.
Speaker 2 (07:18):
Right.
Speaker 1 (07:20):
So what I told them was, you don't have a
sales problem, you have a reflection problem.
Speaker 2 (07:28):
I said.
Speaker 1 (07:28):
Sales is nothing but a mirror of your beliefs, and
it reflects your systems, and it reflects your leadership and
your energy. If your beliefs your weeks, your system is
gonna be chaotic and your team is gonna be emotionally drained,
and your numbers will echo in the weakness back to you.
Speaker 2 (07:49):
And when I told them, man, the speed of leaders
speed the pack. If you're complaining about you you got bad.
Speaker 1 (07:54):
Salespeople, you can do more leadings in your X, Y
and Z AMM They're gonna reflect you. If you're playing
your B game, your team's gonna play see game, if
you're gonna go in there and play your A plus
game when your teams don't play your A game. But
here go to speed, the leaders, to speed of the pack.
And that's why leadership is so huge. So then he says,
you know, sales put I said, sales performance. It doesn't
(08:16):
start in the CM system. I said, it starts with
the mind. It starts with the culture. How does your
people feel about what they're doing? So that's all my
solicit man, I just don't train entrepreneurs. I've been training
the athletes for the last thirty years. I've trained the
professional basketball teams. I trained college athletes, high school athletes.
(08:39):
I've literally trained everybody. But I don't train them physically
the heads up. I trained them mentally, all right. And
the first thing, I don't work on mechanics because most
of these guys are in crazy shape.
Speaker 2 (08:55):
When I work on his mindset. To me, everything is
mindset for me getting.
Speaker 1 (08:59):
Up every morning, you know, five four o'clock in the morning,
doing a rich one, hitting to the gym. It's mindset,
as I said, once an athlete, or I said athlete,
So here it goes went.
Speaker 2 (09:10):
Now I'm working with a division one.
Speaker 1 (09:12):
A picture and the fact that you call it to
a during good school. On the list, he's probably.
Speaker 2 (09:18):
Number ten out of the pictures of that they have, right.
Speaker 1 (09:22):
So when he came to me last year, he did decent,
he did really great job. And what took place he
got hurt. So you know, we had to stop working together.
So we's working together right now.
Speaker 2 (09:33):
And he came to me.
Speaker 1 (09:34):
He says, you know, I got to John, I'm throwing
eighty three miles per hour. I said, okay, that's good.
He says, I want to be getting up. He says,
you know, if I want to go to pros, you know,
I gotta be through on between ninety two and ninety five.
He said, okay, he said, do you think you can
help me out? He said absolutely so. In the last
three days, what I did was I reprogrammed his his
(09:59):
mental condition and using vigilation affirmations and steroids incantations sometimes.
Speaker 2 (10:07):
I showed him how to get inside the zone and
anchor that. Right. So by the end of the month
he's now throwing. Guys, guess what it is. If you
said eighty.
Speaker 1 (10:19):
Eight Miles Prower, absolutely right, eighty eight. Yeah, I think
he said. When I spoke to him today. He said
that he talked in about ninety so I said it.
I'm pretty jazzed about that. About eighty eight miles, says
Prower and his and write this down. I didn't change
his arm, I.
Speaker 2 (10:40):
Changed his mindset. I changed his police systems.
Speaker 1 (10:44):
I showed him how to get inside the zone automatically.
Speaker 2 (10:48):
Now that sometimes guys said, anybody ever played sports?
Speaker 1 (10:51):
And you know, one time I went my mouth playing
sports that I was playing and I scored thirty forty
points in one game.
Speaker 2 (10:57):
All right, I was.
Speaker 1 (10:58):
On fire, touched the ball, do it just went in?
Next thing, I was shooting bricks, right. Why I didn't
know how to get inside his own So what I'm
saying is that's the power of mindset.
Speaker 2 (11:14):
And yet and the.
Speaker 1 (11:16):
Sales word was really shocked. Almost no one teaches us.
I teach us a complete To me, it's all about mindset,
and it's all about getting inside that mind and to.
Speaker 2 (11:25):
Figure out how you guys should close the deal.
Speaker 1 (11:29):
So he goes, if you walk into cells, I see
a lot of people who walk in the cells.
Speaker 2 (11:37):
They want to they want double the price, or.
Speaker 1 (11:41):
Else they got fear of rejection, or they're hoping and
sound like you know they already lost. He's working for
a dealership for cars, and the guys just say, man,
I'm swart man, I'm just Seward. And if you look
at the metaphor of a Seward, isn't seward like I
got COCKA got urn and this nasty.
Speaker 2 (12:00):
But that's where your mindset is. It's amazing to me. Right.
Speaker 1 (12:05):
What I tell people is your tongue is a two
edged sword. It can bless you or it can curse you.
So if you're in cells, are you being blessed or
also are you letting the negativity or the economy or
something that you really can't control. I tell people, we
I can c We have two economies. I tell people
(12:26):
this all the time. Right, my is my business.
Speaker 2 (12:28):
Guys. We have the economy, we have your economy.
Speaker 1 (12:32):
If you're the top one percent makeing a million dollars,
well then you got two economies. Most of us are
not doing it yet, so you have one economy. I said,
focus on your own economy. Focus on what you can
do to your t for your own business, for your
own mindset, to get your mindset where you need to be.
You know, so your nervous system follows your dominant thought.
Speaker 2 (12:56):
And check this out. Guys, watch this, you clients feel it.
Speaker 1 (13:02):
So the company I was talking to, you know, he said,
you know, I'm spending about right now in about twenty
five thousand dollars a month on that. I'm convinced I
need more leads, you know. But when I looked, let
closer to the truth was really simple.
Speaker 2 (13:26):
First they weren't following up. Second, they just had too
much empathy not enough confidence.
Speaker 1 (13:36):
So let's look at the data, and you guys are
gonna be all actually shocked about this. Right, when the
salespeople hear the word no, right, you know, when when
a client give them the objection, right, and most sales
people who haven't worked on themselves.
Speaker 2 (13:50):
To hear the word no, I don't want nothing no.
Speaker 1 (13:55):
So here's what happened. Forty eight percent of salespeople quit.
I'm the first rejection. Now, let me get this right.
This is your profession, that's how you make your money.
And when someone give you an objection, forty eight percent
of them they quit. Twenty percent of them is stop
after after the second time, so they get rejected once,
(14:18):
they get rejected twice and they're done.
Speaker 2 (14:21):
Well, this guy didn't want it anyway, and no, it
could be a little bit ego.
Speaker 1 (14:26):
No change his up seven percent, Try three times and
five and five percent, try try four times as four
times under they quit. I've been seeing the fifth follow up.
So here's the biggest thing about it and what I
(14:46):
explained to this guy. Right, it's not a lead problem.
It's not any things about it. These guys don't have
enoughing confidence. They have too much empathy, so think so
so watch this. If you have too much empathy your
doormat ay, you have too much ego or confidence, you're
a jerk. You don't have their bonds and act and
(15:07):
for a great salesperson, my belief is you'd have thirty
three percent empathy. I can listen to your story. I
don't have to goal with it. You have to have
thirty three percent ego or confidence. You have to know
your what you're doing, you're selling your products, your services,
and work on yourself. But here's the last one that's huge. Guys,
write just down you have thirty four percent charisma.
Speaker 2 (15:28):
You have to be the pipe piper.
Speaker 1 (15:30):
You have to be able to lead people right, and
you have to be able to influence people enough to
see your products or your services.
Speaker 2 (15:37):
So they can say yes, yes or yes right?
Speaker 1 (15:42):
Does that make sense? As a great chet Home said,
most people have. Most of those people have too much
empathy and not enough ego. So once I lined them
with what I call the BSSM one model, I install
what I call neurobusiness Conditional condition and that's NBC. Their
(16:07):
sales increased by thirty two percent in sixty days. Why
I changed the mindset, changed the system. I I had
to systemize what's actually taking place inside this that they
didn't have a h A system when it came to sales.
They would n they would meet a person, and some
people would meet the person. Theydn't talk to them. They
didn't game report with them anything else. They're don't game
(16:28):
report with me. I'm not gonna do business with you.
So back in seventies and eighties, they're just trying to
focus on the close, the objection to close.
Speaker 2 (16:34):
Well, today a little bit different.
Speaker 1 (16:36):
We gotta focus on gain relationship, having these people be
your soul made that didn't actually take place.
Speaker 2 (16:42):
And I see this a lot.
Speaker 1 (16:44):
I see it a lot when I'm looking at people
who were watching people when I'm like interesting, Right, So
it wasn't really y your is your system drives your behaviors,
and your behavior drives your results. Most companies focus on
what to do more cars, more emails, more clothes, but
(17:09):
they never address and write this down how the team
is wired. So the bss M models is really quick.
Do it quickly for you guys. The D s end
for the business structure. What's the structure of the business? Symptoms?
We hit on what's the leadership style? Which is huge,
(17:29):
remember the speed of leaders speed of the pack. We
will focus on the culture. If the culture is toxic,
talking about seword and all this NaSTA stuff every Time's
it be toxic?
Speaker 2 (17:37):
Right? Or else? If you have a poor.
Speaker 1 (17:39):
Leadership and we hit on leadership again because it's so huge,
right will workers a lot of companies though the leadership
is completely terrible. I mean that the people can say
something and the leadership does not do no investigation and
they believe of what the workers are saying.
Speaker 2 (18:00):
Leadership to me is really huge.
Speaker 1 (18:01):
They're three taps a leader, get the book and you
get it as a phenomenal. So the symptoms, right, and
then the team. But how's my team and my team
working as a team. Some teamwork individually and they gotta
work as a team together, everyone achieve more. And that's
about not least mental health, whereas yoursues in ment health.
Are you burnt out? Are you stressed out? Are you
(18:23):
doing addictions?
Speaker 2 (18:23):
Right?
Speaker 1 (18:24):
All that stuff plays and having your business skill and grow. Systemize.
We have to systemize the sales prossps and of course
amount of times that's how you guys make money. That's
how you get that's how you get your commission. That's
why sales people make the most money. The reason why
they make the most money is because you know, if
they sell a high ticket item that can make some
(18:45):
crazy amount of money, right because they have to. But
the best first thing about they got to work with themselves,
you know what, So it's not always a lead problem.
So then when I I tell people say, let's hit
to you the NP the U six logical steps that's
c created by one of the legends, Roberts Dilates. These
(19:05):
are lowls to strive how the transformation happens. And when
we can understand this, we can change performance inside out.
So the first time that we focus on is first.
Speaker 2 (19:17):
Of the environment. Right, I mean, so let me give
you the example.
Speaker 1 (19:22):
Right, It a hot summer day back in Indiana, right,
And if you see just a garbage around a place, right, Well,
if you see garbage around a place, what do you
get is gonna see bugs and all this crazy stuff?
Why cause the environment is not great. So let's go
back to this one. Where are you performing?
Speaker 2 (19:43):
What are you around? Who are you with?
Speaker 1 (19:48):
So the first time I work with anybody when it
come to sports, I look at first and foremost what's
their environment like, cause your environment's gonna dictate everything.
Speaker 2 (19:58):
My second thing is.
Speaker 1 (19:59):
Your behavior years. What are you doing daily? Are you
working in your presentation? Are you working? Are you a
working at yourself? What actions define? What are you doing
on a consistent basis? The third step is capabilities? How
are you doing it? What are your skill setting? Are
(20:19):
are you guys doing training? I tell people for sales,
yes to training at least once a week, and hot
to see them. It's must because here's what's gonna happen.
You're gonna train them on something and they're gonna improve
just said by five six percent. Then n three or
four days is gonna go down maybe two or three percent.
You train them begins and go up another four or
five percent and you're gonna keep on going through that stuff.
(20:41):
But if you train them once and don't train them
again until next month to cover lose everything. And I
see so many companies are just shocking. I was talking
to a twenty nine dollars company. They don't do sales training.
They do it once a month and they think that's enough,
and that's why their sales is not the greatest.
Speaker 2 (20:57):
Right.
Speaker 1 (20:58):
The fourth step right, values and beliefs. Right, you need
to figure out who are you as a person, what's
your belief system? And here's here's what a belief is.
A belief is a flu uncertainty. You feel certain about something,
you can actually do it.
Speaker 2 (21:14):
So what are you doing? Why are you doing it?
Speaker 1 (21:18):
And what do you believe about selling, about success and
about rejection?
Speaker 2 (21:24):
Because your beliefs are gonna dictate everything.
Speaker 1 (21:27):
If you believe that what you're doing is bad, you're
not gonna really sell a lot of deals. Right, So
your belief is huge. The fifth step identity, Who are you?
I tell people, man, I'm a closer. I am the
closer you come to me, I'm the closer. That's my
(21:48):
identity is when it comes to sales, I'm the closer. Right,
but what do you what's your ideaity when it comes
to sales or when it comes to influence, how were
that you want to call it?
Speaker 2 (21:56):
Are you the creator? Are you the closer? You're the coach? Right?
Speaker 1 (22:02):
And then the sixth step right, The sixth step is purpose,
mission and spirituality. I hit out more on on the
spiritulogy depart man my number one God, my No. One
outcome is to be one of God?
Speaker 2 (22:12):
And God?
Speaker 1 (22:13):
Is everything right? Or if people can focus on what's
your mission or what's your purpose? What's the reason why
you're doing this and for whom? So when I train
executives and athletes, I start with the environment. I start
with the first and in the environment, and then I
go down and then we will change here and there
(22:33):
til we can get a phenomenal result. Most people, when
they do in cells or they do erics, Y and Z,
they don't really go through the whole process. They skip around,
and that's why they get the results of the of
that they're getting right now.
Speaker 2 (22:50):
So here it goes. If today's message reson't it with
you in any possible way.
Speaker 1 (22:54):
If you're tired of working hard and and not really
selling smarter, it's time to take at you schedule a
chemistry goal.
Speaker 2 (23:03):
What's me?
Speaker 1 (23:04):
It's a session that we can examine your mindset, your systems,
and your performance and chanches out.
Speaker 2 (23:09):
Guys. It's even free. Transformation begins with the commitment.
Speaker 1 (23:18):
We pinpoint where your team and l for losing the
confidence uh uh identity of profit leaks. Uh. We design
a ninety game plan. We boost conversion right by ninety
five percent.
Speaker 2 (23:30):
So here it goes.
Speaker 1 (23:31):
Book a phone call and let me explain you this
will completely totally change the quality of your life. Here
it goes out of the session. When you like it again,
hook a brother up with five stars and I'll be
back on uh today's Thursday, literally Thursday. Uh, and I'll
be back again on Saturday.
Speaker 2 (23:48):
Guys.
Speaker 1 (23:48):
Until next time, UH, take care of If you guys
have any uh questions about what topics that you wanna hear,
let me know and I would do a show on
that as well. When I'm one, job is to serve
you guys in the highest way. And next time, take
care and blessings.
Speaker 2 (24:02):
Good bye for now.
Welcome to the Doctor John Older Method or a neuroscience
is made business mastery Guys today, I am your host,
Doctor John Oldle. I'm an international bestselling author. I'm a
business growth strategist. In each episode, I reveal strategies and
filmworks from help you do breakthroughs. For example, we focus
on how to hit hitting millions sales of UH leadership,
(00:25):
break you mental barriers every aspect of your business. Guys today,
I am so excited for this new topic. If you're
in sales, you're gonna love this with It's called the
the illusion of a sales problem. But let me break
it down and I tell people from if you are
in sales unless it's change the word fromselves. And if you're influence,
(00:47):
you need this right. An influence to me is you
you can be a parent of kids. If you can't
influence your kids, somebody else will you? Allurys, guys realize
I spent was it thirty eight years working with my
talk for twenty three of those years of working without
a lot of sent some teenagers in the Chicago Land area.
So I've seen literally everything, but I've seen them parents
could not influence their kids, and what and what took place,
(01:08):
was the prayer pressure did, right, the gangs did, and
all this other stuff.
Speaker 2 (01:12):
I worked around literally every aspect of that.
Speaker 1 (01:14):
So I understand the system extremely well because that was
pretty much the population I worked with. Right, So when
the parents can't influence your kid, the gangs will because
in the in the gangs, they hit this same need
to as pretty much as the family does. We'll get
in that little bit later on, right, But the biggest
thing about it is is called influence. So it's not
(01:36):
it was not really a sales problem that's this person had.
It was an influence problem. And we'll get more into that.
So let's go back to it. So it goes on.
And when you hear this podcast your first time, thank
you so much for joining me. Subscribe and give me
seven stars. I know it's five stars, but tell them
I'm just five freaking phenomenal.
Speaker 2 (01:56):
Okay, So my dum.
Speaker 1 (01:58):
When outcomes to help more entrepreneurs, as I said, burst
it for the flock together. If you know somebody who's
a business owner, I want to reach them, send this
to them and please do a download of is my
last book that I wrote. It's called Unlimited Business Growth.
Life's Guarden presents limited business growth right, and when you
buy the book, you get ten thousand dollars of online
(02:21):
courses and online courses off took we got from I
do one on goal setting, on being the expert inside
your field. We have one on automation of your business.
We have one on leadership, we have one on the
emotional intelligence. We have also one on addictions. I wanted
to focus more on what's going on in the workforce,
(02:43):
So guys, let's.
Speaker 2 (02:44):
Hit to the program now.
Speaker 1 (02:47):
So the outcome of this podcast is every week and
sometimes you guys are do this three times a week.
Speaker 2 (02:52):
Right.
Speaker 1 (02:53):
For the last I have to say you. For the
last three weeks, I've been working on my new business
life planner, and oh my god. When I took out
the job about maybe six weeks ago, I'm thinking that
I'll be done in about a week or two. Eight
weeks later, I'm done, and now we're getting everything done
some pretty jask.
Speaker 2 (03:13):
So the planner is literally eight.
Speaker 1 (03:16):
By five eleven and it's gonna be was it thirty
three hundred and fifty four undred pages, But it's a
planner of your life and how to get every area
of your life better and there's a couple of weeks.
I've wanted to do a planner now for about the
last Jesus twenty years now, and I haven't really pulled
the trigger. And most people who know me, I'm a
gym rat. I go to the gym literally every day,
(03:38):
literally seven about seven days a week. I might miss
maybe once or twice, right, so six seven days a week,
right to my gym rat, I would just like that.
I like the atmosphere of the gentlemen. As they always say,
once a marine, always a marine. My theory is once
an athlete, always an athlete, so I still have an
athletic go mindset. I have modified some of my work,
(04:00):
but and the reason why I got this life management
in the business planner that I'm having right because sometimes
I go to the gym and some of these guys
just look freaking amazing, I mean talking about ripped up,
looking great.
Speaker 2 (04:12):
But then I started talking to them, you know, you.
Speaker 1 (04:15):
Know, and then their families messed up, their business messed up,
all they things messed up. So I wanted to create
a life planning program where we can hit on okay, yes,
your business part, but we can also attack every area
of your life. Some pretty jazz about that. Hopefully, by
the grace of God, that would come out middle to
the end of November. And it's a two weeks it's
(04:35):
a two years program because if you focus on one area,
you can get it quickly. If you focus on every
area of is of your life, it's completely different. So
I'm pretty jazz about that. So that's why you've been
having I'm not been being on. But since this thing's
almost done, I'm gonna start doing my podcast at least
three times per week. I like to do it Tuesdays, Thursdays,
(04:56):
and Saturdays for the business one we do with a
parenting team one as well. It'll also Tuesdays, Thursdays, and Sundays. Right,
So just on. We're gonna tweak them up a little bit,
but my time's gonna be free. That I'm telling you,
I really felt like I was writing a book. I
literally felt like I was writing But anyway, so let's
go on. Is with the show today, guys, is the
(05:16):
powerful topic the illusion of.
Speaker 2 (05:18):
The sales problem. As you, guys realize, I.
Speaker 1 (05:21):
Have over thirty years of business coaching, thirty seven years
mental health performance in psychology, I partnership with guys like
Tony Robbins and Chet Holmes and Jay Abraham and all
of these great guys, which is completely honored.
Speaker 2 (05:38):
Right.
Speaker 1 (05:39):
I found the truth that most leaders never see and
mostly just think it's a sales problem, but they don't
know or they don't want to realize it's really a
system problem, and it's a mindset problem. If you ever
(06:01):
say to yourself, in which they did. They said, the
doctor John, we need more leads. And I smiled at
them and no, you know, we can't find good salespeople anymore.
And then it was like on and on and on.
You know, they're complaining and griping and complaining, gripping about
(06:26):
the salespeople not the greatest. We need more leads, we
need everything else. And I said, okay, and I said,
we got it. And what I told them was listen
to me, man, I do understand that, I said. I've
been in this field for the last thirty years. I've
seen literally every aspect when it comes to business. I
work with fortunately five different companies, mid sized companies, small companies.
(06:48):
I worked for you know, gyms from Gold's gym to
different gyms, to training the sales representatives to actually close
more deals or training trainers to close more deals because
most of them don't have a clue. I don't really
do it the proper procedure, and I just watched them. Look,
but I don't really say much.
Speaker 2 (07:06):
Right.
Speaker 1 (07:06):
And I worked with literally one hundred and fifty different
industries in the last thirty years. Right, So I've been
blessed to work with different industries. Also been blessed to
work with mental health field because it taught me so
much about sales and business.
Speaker 2 (07:18):
Right.
Speaker 1 (07:20):
So what I told them was, you don't have a
sales problem, you have a reflection problem.
Speaker 2 (07:28):
I said.
Speaker 1 (07:28):
Sales is nothing but a mirror of your beliefs, and
it reflects your systems, and it reflects your leadership and
your energy. If your beliefs your weeks, your system is
gonna be chaotic and your team is gonna be emotionally drained,
and your numbers will echo in the weakness back to you.
Speaker 2 (07:49):
And when I told them, man, the speed of leaders
speed the pack. If you're complaining about you you got bad.
Speaker 1 (07:54):
Salespeople, you can do more leadings in your X, Y
and Z AMM They're gonna reflect you. If you're playing
your B game, your team's gonna play see game, if
you're gonna go in there and play your A plus
game when your teams don't play your A game. But
here go to speed, the leaders, to speed of the pack.
And that's why leadership is so huge. So then he says,
you know, sales put I said, sales performance. It doesn't
(08:16):
start in the CM system. I said, it starts with
the mind. It starts with the culture. How does your
people feel about what they're doing? So that's all my
solicit man, I just don't train entrepreneurs. I've been training
the athletes for the last thirty years. I've trained the
professional basketball teams. I trained college athletes, high school athletes.
(08:39):
I've literally trained everybody. But I don't train them physically
the heads up. I trained them mentally, all right. And
the first thing, I don't work on mechanics because most
of these guys are in crazy shape.
Speaker 2 (08:55):
When I work on his mindset. To me, everything is
mindset for me getting.
Speaker 1 (08:59):
Up every morning, you know, five four o'clock in the morning,
doing a rich one, hitting to the gym. It's mindset,
as I said, once an athlete, or I said athlete,
So here it goes went.
Speaker 2 (09:10):
Now I'm working with a division one.
Speaker 1 (09:12):
A picture and the fact that you call it to
a during good school. On the list, he's probably.
Speaker 2 (09:18):
Number ten out of the pictures of that they have, right.
Speaker 1 (09:22):
So when he came to me last year, he did decent,
he did really great job. And what took place he
got hurt. So you know, we had to stop working together.
So we's working together right now.
Speaker 2 (09:33):
And he came to me.
Speaker 1 (09:34):
He says, you know, I got to John, I'm throwing
eighty three miles per hour. I said, okay, that's good.
He says, I want to be getting up. He says,
you know, if I want to go to pros, you know,
I gotta be through on between ninety two and ninety five.
He said, okay, he said, do you think you can
help me out? He said absolutely so. In the last
three days, what I did was I reprogrammed his his
(09:59):
mental condition and using vigilation affirmations and steroids incantations sometimes.
Speaker 2 (10:07):
I showed him how to get inside the zone and
anchor that. Right. So by the end of the month
he's now throwing. Guys, guess what it is. If you
said eighty.
Speaker 1 (10:19):
Eight Miles Prower, absolutely right, eighty eight. Yeah, I think
he said. When I spoke to him today. He said
that he talked in about ninety so I said it.
I'm pretty jazzed about that. About eighty eight miles, says
Prower and his and write this down. I didn't change
his arm, I.
Speaker 2 (10:40):
Changed his mindset. I changed his police systems.
Speaker 1 (10:44):
I showed him how to get inside the zone automatically.
Speaker 2 (10:48):
Now that sometimes guys said, anybody ever played sports?
Speaker 1 (10:51):
And you know, one time I went my mouth playing
sports that I was playing and I scored thirty forty
points in one game.
Speaker 2 (10:57):
All right, I was.
Speaker 1 (10:58):
On fire, touched the ball, do it just went in?
Next thing, I was shooting bricks, right. Why I didn't
know how to get inside his own So what I'm
saying is that's the power of mindset.
Speaker 2 (11:14):
And yet and the.
Speaker 1 (11:16):
Sales word was really shocked. Almost no one teaches us.
I teach us a complete To me, it's all about mindset,
and it's all about getting inside that mind and to.
Speaker 2 (11:25):
Figure out how you guys should close the deal.
Speaker 1 (11:29):
So he goes, if you walk into cells, I see
a lot of people who walk in the cells.
Speaker 2 (11:37):
They want to they want double the price, or.
Speaker 1 (11:41):
Else they got fear of rejection, or they're hoping and
sound like you know they already lost. He's working for
a dealership for cars, and the guys just say, man,
I'm swart man, I'm just Seward. And if you look
at the metaphor of a Seward, isn't seward like I
got COCKA got urn and this nasty.
Speaker 2 (12:00):
But that's where your mindset is. It's amazing to me. Right.
Speaker 1 (12:05):
What I tell people is your tongue is a two
edged sword. It can bless you or it can curse you.
So if you're in cells, are you being blessed or
also are you letting the negativity or the economy or
something that you really can't control. I tell people, we
I can c We have two economies. I tell people
(12:26):
this all the time. Right, my is my business.
Speaker 2 (12:28):
Guys. We have the economy, we have your economy.
Speaker 1 (12:32):
If you're the top one percent makeing a million dollars,
well then you got two economies. Most of us are
not doing it yet, so you have one economy. I said,
focus on your own economy. Focus on what you can
do to your t for your own business, for your
own mindset, to get your mindset where you need to be.
You know, so your nervous system follows your dominant thought.
Speaker 2 (12:56):
And check this out. Guys, watch this, you clients feel it.
Speaker 1 (13:02):
So the company I was talking to, you know, he said,
you know, I'm spending about right now in about twenty
five thousand dollars a month on that. I'm convinced I
need more leads, you know. But when I looked, let
closer to the truth was really simple.
Speaker 2 (13:26):
First they weren't following up. Second, they just had too
much empathy not enough confidence.
Speaker 1 (13:36):
So let's look at the data, and you guys are
gonna be all actually shocked about this. Right, when the
salespeople hear the word no, right, you know, when when
a client give them the objection, right, and most sales
people who haven't worked on themselves.
Speaker 2 (13:50):
To hear the word no, I don't want nothing no.
Speaker 1 (13:55):
So here's what happened. Forty eight percent of salespeople quit.
I'm the first rejection. Now, let me get this right.
This is your profession, that's how you make your money.
And when someone give you an objection, forty eight percent
of them they quit. Twenty percent of them is stop
after after the second time, so they get rejected once,
(14:18):
they get rejected twice and they're done.
Speaker 2 (14:21):
Well, this guy didn't want it anyway, and no, it
could be a little bit ego.
Speaker 1 (14:26):
No change his up seven percent, Try three times and
five and five percent, try try four times as four
times under they quit. I've been seeing the fifth follow up.
So here's the biggest thing about it and what I
(14:46):
explained to this guy. Right, it's not a lead problem.
It's not any things about it. These guys don't have
enoughing confidence. They have too much empathy, so think so
so watch this. If you have too much empathy your
doormat ay, you have too much ego or confidence, you're
a jerk. You don't have their bonds and act and
(15:07):
for a great salesperson, my belief is you'd have thirty
three percent empathy. I can listen to your story. I
don't have to goal with it. You have to have
thirty three percent ego or confidence. You have to know
your what you're doing, you're selling your products, your services,
and work on yourself. But here's the last one that's huge. Guys,
write just down you have thirty four percent charisma.
Speaker 2 (15:28):
You have to be the pipe piper.
Speaker 1 (15:30):
You have to be able to lead people right, and
you have to be able to influence people enough to
see your products or your services.
Speaker 2 (15:37):
So they can say yes, yes or yes right?
Speaker 1 (15:42):
Does that make sense? As a great chet Home said,
most people have. Most of those people have too much
empathy and not enough ego. So once I lined them
with what I call the BSSM one model, I install
what I call neurobusiness Conditional condition and that's NBC. Their
(16:07):
sales increased by thirty two percent in sixty days. Why
I changed the mindset, changed the system. I I had
to systemize what's actually taking place inside this that they
didn't have a h A system when it came to sales.
They would n they would meet a person, and some
people would meet the person. Theydn't talk to them. They
didn't game report with them anything else. They're don't game
(16:28):
report with me. I'm not gonna do business with you.
So back in seventies and eighties, they're just trying to
focus on the close, the objection to close.
Speaker 2 (16:34):
Well, today a little bit different.
Speaker 1 (16:36):
We gotta focus on gain relationship, having these people be
your soul made that didn't actually take place.
Speaker 2 (16:42):
And I see this a lot.
Speaker 1 (16:44):
I see it a lot when I'm looking at people
who were watching people when I'm like interesting, Right, So
it wasn't really y your is your system drives your behaviors,
and your behavior drives your results. Most companies focus on
what to do more cars, more emails, more clothes, but
(17:09):
they never address and write this down how the team
is wired. So the bss M models is really quick.
Do it quickly for you guys. The D s end
for the business structure. What's the structure of the business? Symptoms?
We hit on what's the leadership style? Which is huge,
(17:29):
remember the speed of leaders speed of the pack. We
will focus on the culture. If the culture is toxic,
talking about seword and all this NaSTA stuff every Time's
it be toxic?
Speaker 2 (17:37):
Right? Or else? If you have a poor.
Speaker 1 (17:39):
Leadership and we hit on leadership again because it's so huge,
right will workers a lot of companies though the leadership
is completely terrible. I mean that the people can say
something and the leadership does not do no investigation and
they believe of what the workers are saying.
Speaker 2 (18:00):
Leadership to me is really huge.
Speaker 1 (18:01):
They're three taps a leader, get the book and you
get it as a phenomenal. So the symptoms, right, and
then the team. But how's my team and my team
working as a team. Some teamwork individually and they gotta
work as a team together, everyone achieve more. And that's
about not least mental health, whereas yoursues in ment health.
Are you burnt out? Are you stressed out? Are you
(18:23):
doing addictions?
Speaker 2 (18:23):
Right?
Speaker 1 (18:24):
All that stuff plays and having your business skill and grow. Systemize.
We have to systemize the sales prossps and of course
amount of times that's how you guys make money. That's
how you get that's how you get your commission. That's
why sales people make the most money. The reason why
they make the most money is because you know, if
they sell a high ticket item that can make some
(18:45):
crazy amount of money, right because they have to. But
the best first thing about they got to work with themselves,
you know what, So it's not always a lead problem.
So then when I I tell people say, let's hit
to you the NP the U six logical steps that's
c created by one of the legends, Roberts Dilates. These
(19:05):
are lowls to strive how the transformation happens. And when
we can understand this, we can change performance inside out.
So the first time that we focus on is first.
Speaker 2 (19:17):
Of the environment. Right, I mean, so let me give
you the example.
Speaker 1 (19:22):
Right, It a hot summer day back in Indiana, right,
And if you see just a garbage around a place, right, Well,
if you see garbage around a place, what do you
get is gonna see bugs and all this crazy stuff?
Why cause the environment is not great. So let's go
back to this one. Where are you performing?
Speaker 2 (19:43):
What are you around? Who are you with?
Speaker 1 (19:48):
So the first time I work with anybody when it
come to sports, I look at first and foremost what's
their environment like, cause your environment's gonna dictate everything.
Speaker 2 (19:58):
My second thing is.
Speaker 1 (19:59):
Your behavior years. What are you doing daily? Are you
working in your presentation? Are you working? Are you a
working at yourself? What actions define? What are you doing
on a consistent basis? The third step is capabilities? How
are you doing it? What are your skill setting? Are
(20:19):
are you guys doing training? I tell people for sales,
yes to training at least once a week, and hot
to see them. It's must because here's what's gonna happen.
You're gonna train them on something and they're gonna improve
just said by five six percent. Then n three or
four days is gonna go down maybe two or three percent.
You train them begins and go up another four or
five percent and you're gonna keep on going through that stuff.
(20:41):
But if you train them once and don't train them
again until next month to cover lose everything. And I
see so many companies are just shocking. I was talking
to a twenty nine dollars company. They don't do sales training.
They do it once a month and they think that's enough,
and that's why their sales is not the greatest.
Speaker 2 (20:57):
Right.
Speaker 1 (20:58):
The fourth step right, values and beliefs. Right, you need
to figure out who are you as a person, what's
your belief system? And here's here's what a belief is.
A belief is a flu uncertainty. You feel certain about something,
you can actually do it.
Speaker 2 (21:14):
So what are you doing? Why are you doing it?
Speaker 1 (21:18):
And what do you believe about selling, about success and
about rejection?
Speaker 2 (21:24):
Because your beliefs are gonna dictate everything.
Speaker 1 (21:27):
If you believe that what you're doing is bad, you're
not gonna really sell a lot of deals. Right, So
your belief is huge. The fifth step identity, Who are you?
I tell people, man, I'm a closer. I am the
closer you come to me, I'm the closer. That's my
(21:48):
identity is when it comes to sales, I'm the closer. Right,
but what do you what's your ideaity when it comes
to sales or when it comes to influence, how were
that you want to call it?
Speaker 2 (21:56):
Are you the creator? Are you the closer? You're the coach? Right?
Speaker 1 (22:02):
And then the sixth step right, The sixth step is purpose,
mission and spirituality. I hit out more on on the
spiritulogy depart man my number one God, my No. One
outcome is to be one of God?
Speaker 2 (22:12):
And God?
Speaker 1 (22:13):
Is everything right? Or if people can focus on what's
your mission or what's your purpose? What's the reason why
you're doing this and for whom? So when I train
executives and athletes, I start with the environment. I start
with the first and in the environment, and then I
go down and then we will change here and there
(22:33):
til we can get a phenomenal result. Most people, when
they do in cells or they do erics, Y and Z,
they don't really go through the whole process. They skip around,
and that's why they get the results of the of
that they're getting right now.
Speaker 2 (22:50):
So here it goes. If today's message reson't it with
you in any possible way.
Speaker 1 (22:54):
If you're tired of working hard and and not really
selling smarter, it's time to take at you schedule a
chemistry goal.
Speaker 2 (23:03):
What's me?
Speaker 1 (23:04):
It's a session that we can examine your mindset, your systems,
and your performance and chanches out.
Speaker 2 (23:09):
Guys. It's even free. Transformation begins with the commitment.
Speaker 1 (23:18):
We pinpoint where your team and l for losing the
confidence uh uh identity of profit leaks. Uh. We design
a ninety game plan. We boost conversion right by ninety
five percent.
Speaker 2 (23:30):
So here it goes.
Speaker 1 (23:31):
Book a phone call and let me explain you this
will completely totally change the quality of your life. Here
it goes out of the session. When you like it again,
hook a brother up with five stars and I'll be
back on uh today's Thursday, literally Thursday. Uh, and I'll
be back again on Saturday.
Speaker 2 (23:48):
Guys.
Speaker 1 (23:48):
Until next time, UH, take care of If you guys
have any uh questions about what topics that you wanna hear,
let me know and I would do a show on
that as well. When I'm one, job is to serve
you guys in the highest way. And next time, take
care and blessings.
Speaker 2 (24:02):
Good bye for now.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
My Favorite Murder with Karen Kilgariff and Georgia Hardstark
My Favorite Murder is a true crime comedy podcast hosted by Karen Kilgariff and Georgia Hardstark. Each week, Karen and Georgia share compelling true crimes and hometown stories from friends and listeners. Since MFM launched in January of 2016, Karen and Georgia have shared their lifelong interest in true crime and have covered stories of infamous serial killers like the Night Stalker, mysterious cold cases, captivating cults, incredible survivor stories and important events from history like the Tulsa race massacre of 1921. My Favorite Murder is part of the Exactly Right podcast network that provides a platform for bold, creative voices to bring to life provocative, entertaining and relatable stories for audiences everywhere. The Exactly Right roster of podcasts covers a variety of topics including historic true crime, comedic interviews and news, science, pop culture and more. Podcasts on the network include Buried Bones with Kate Winkler Dawson and Paul Holes, That's Messed Up: An SVU Podcast, This Podcast Will Kill You, Bananas and more.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com