Terry Hansen was once on the verge of running away to join the circus. Literally. He's now an established sales trainer. It didn't happen overnight. In this interview, Terry shares his story, and how to prevent objections instead of trying to overcome them.

Plus, learn Terry's PIMAT shorthand to make sure you've got a strong deal that won't get sabotaged by last minute objections.

Michael Zipursky didn't mean to start consulting with giant Japanese corporations in his early 20s. It just happened. Hear how he pulled it off, and how he started multiple businesses, including his most recent venture helping consultants learn from his mistakes (this should sound familiar to long time listeners). Plus, learn to improve your results by improving your mindset, from the author The Elite Consulting Mind. In this episode, learn how:

• Michael set himself up for success in his early 20s before he got on a plane for  Japan. (He found a niche for helping Japanese companies market to the North American market.)
• Why he's fascinated with languages and cultures.
• Why people try to rush sales before relationships, and what to do instead (and a time Michael made a bad mistake in this area).
• How many consultants make the opposite mistake, and never try to actually sell anything. (“No one buys consulting, unless someone makes an offer.”)
• What's holding people back? Usually fear. Fear of making a mistake, the unknown, and being rejected.
  • The Catch-22 is that confidence and competence come from taking action, while people don't take action because they're afraid.
  • Taking action gives you the only feedback that really matters-- from the market.
• When we do "take action", a lot of the things that make you feel productive, because you’re spending time on them, are not actually moving your business forward. Drop those things, and spend more time on the smaller fraction of things that actually create lots of value. We often do things that are easy or comfortable, rather than the things that are hard and actually productive. For example, spend time to meet with people, or, at a minimum pick up the phone and have a two way conversation. Don’t fall into the trap of sending the quick email.
  • Think you don't have time? Follow the 80/20 rule. Document your process and pinpoint where you are really required. Offload repeated tasks (and your ego).
  • What you can’t outsource— marketing! You have to define your audience and your message.
• Bonus tip: If you really want to build a thriving practice, stay in touch and make introductions when you *don’t* have the solution they need right now. This is a great way to build trust.

"Author" is the root of "authority". In this episode, young media mastermind Rusty Shelton shares tips for gaining authority and control over your own marketing channels, moving beyond other people's social media platforms, plus mistakes people make with their marketing. Plus, he gets me to commit to write a book.

Consultant and consultant to consultant David A. Fields shares wisdom from his latest book, The Irresistible Consultant’s Guide to Winning Clients, including how to think "right side up", how to price deals, how he got started in sales, and more.

Justin Foster grew up on a ranch in Oregon, got married and had a kid at 18, and accidentally learned B2B sales. Then he started his own firm and focused on "spiritual branding".

In this episode, Justin tells his story, and provides practical tips for discovering and communicating your deeper mission, and inviting others to the journey.

Chris Wike has an amazing conference room that he uses to great effect, but you don't need this kind of conference room to use his great networking strategy. Plus, check out his rules for networking, why he doesn't like retainers, and more.

How he started sales in elementary school, started (and sold) his first business in high school, and much, much more.