Scott Welle: The Daily Rituals of the Most Productive, Persuasive Sales Outperformers in the World

Professional Sales Association Meeting on February 3, 2017

Summary by Sue Filbin
Scott Welle, M.S., ITCA, CSCS, PES, PFT
Masters degree in kinesiology (sports psychology emphasis)

Take-Aways

Define your “what” and your “why.”

Do the things that matter.

Establish blocks of time or “airplane mode” to concentrate on tasks without multitasking or being interrupted.

“Airplane Mode” includes:
1. A clearly defined outcome (what needs to get done)
2. Completely unplugging (unless some type of connection is needed for your highest-value tasks)
3. A sense of urgency with a distinct time frame

Develop your USP: unique selling proposition. Uniqueness is important. How is your product/idea/service different from everything else that is out there? This makes it scarce…and also makes it valuable.

Become an authority in your industry.

Sales is a series of micro commitments.

Make it easy for people to take the first step.

Productivity

Define your outcome; your “what.”

GPS example. First you define your destination, then you find the route. Many people miss this step; “it is a lot of work,” but it is essential.

Brian Tracy said, “Failing to plan is planning to fail. One minute spent planning saves 10 minutes later.”

Define your purpose; your “why.”

Why do you want to grow your business, to succeed? To support yourself and your family? To contribute to your customers, your community, your country? The answer to this question can provide the drive you need to succeed.

Look at your productivity. What does it show? Results. Better results give you motivation to work hard. Your hard work results in satisfaction as well as more time out for fun.

What do most people admit at the end of their life?

Not that they wish they had worked more, but that they had

Spent more time with people they loved
Taken more risks
Had more fun

In your work, do the things that matter – the high-level activities such as working on the most difficult tasks first, prospecting, and scheduling more time with customers.

What are two extra-productive times?

– Early morning

– “Airplane Mode.” When someone is on an airplane, there are no distractions and no interruptions. Scott recommends we implement “airplane mode” in our daily life, blocking off a designated amount of time to concentrate on one task—without phones, social media, or other interruptions.

Scott also recommended blocking out time for designated, related tasks. In school, we were productive due to the structure of specific time periods that were dedicated to one subject.

Persuasion

Persuasion is not manipulation.

Scott interpreted six premises from the book titled Influence: The Psychology of Persuasion by Robert Cialdini, Ph.D.

Pillar 1: Likeability

People buy from those they know, like, and trust.
Focus on our first impression: eye contact, smile, handshake.
Be relatable. People want to know we’ve been where they are.
Be present.
Bring the joy: positivity, enthusiasm.

Pillar 2: Scarcity and urgency

Less of something makes it more valuable.
Uniqueness is important. Develop your USP: unique selling proposition.
Fear of loss is more important than the strength of gain. (What will people miss out on if they don’t use your product/idea/service?)

Pillar 3: Social proof

Name drop. People will think, “If it worked for them, it will work for me, too.”
People want what everyone else has or is doing.
“Facts tell; stories sell.” Stories (ours or others’) are memorable and relatable.
Testimonials are powerful and meaningful. They tell our story for us.

Pillar 4: Reciprocity

We feel indebted to someone who does something for us. (We feel guilty for trying the grocery-store sample and not purchasing it.)
Add value: information, gifts, favors. Add an article to your email to a prospect or client.

Pillar 5: Authority

People respect authority and want to follow the leader’s lead.
Be an expert on your service or industry. Positioning is key.
Post articles on LinkedIn, write a book, produce a video. Be an authority.

Pillar 6: Commitment plus consistency

People want to be consistent and true to their commitments.
Sales is a series of micro commitments. Football analogy: move the football down the field play-by-play with small gains, seldom with an 80-yard “Hail Mary” play.