Business
Influence Redefined: Lead, Connect, and Drive Results Every Day with Stacey Hanke
In this episode of the Sales Genius Podcast, Joe Ingram interviews Stacey Hanke, a Hall of Fame Speaker and best-selling author, about redefining influence in the workplace. They discuss actionable st...
Influence Redefined: Lead, Connect, and Drive Results Every Day with Stacey Hanke
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Interactive Transcript
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Hi, it's Joe Ingram here on the Sales Genius Podcast.
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Are you struggling to lead your team close more deals or get people to actually listen
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to you?
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Well, this week on the podcast, I'm going to sit down with Stacy Hunky, Hall of Fame
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Speaker, Executive Mentor, and best-selling author of Influence Refined to uncover
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the secrets of influencing without authority.
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We're going to learn how to communicate clearly and persuasively.
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Build trust, accountability in your team.
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Create a personal brand that drives sales and credibility.
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Turn workplace excuses into consistent excellence.
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Align mindset strategy and execution to hit your revenue goals.
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She runs the gamut of everything that has to do with influence, which is something we
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all need to move forward.
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So whether you're a sales leader and entrepreneur or a professional looking to boost your
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influence, this episode is packed with actionable strategies that will transform the way you
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lead, sell, and connect Monday to Monday.
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So listen now to start influencing, inspiring, and driving results like never before.
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Let's go ahead and get this show started.
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This podcast is for the sale professionals at every level.
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If you want to convert more prospects into paying customers, then you're in the right
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place.
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Because you spent the last three decades mastering buying behaviors, personality types,
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emotional and logical triggers.
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This is the sale genius podcast.
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It's only a number's game.
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If you want it, you can't.
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It's time to get educated.
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Let's go.
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All right, let's go.
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That's what the jingle said, right?
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And you know, it's always I am judging the heck at everybody down below.
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See if that heads Bob and while we're waiting.
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So let me bring up Jesse Ramo.
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He's a guest on the show with us today.
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He's going to be a guest trainer on the show with us to help me ask the right questions.
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But our guest trainer, the one who's here, the guest of honor, we are all here to learn
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from Stacy.
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Welcome.
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I'm going to move us around on the screen because I think it'd be much better if you took
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the big spot over here because we want to learn from you.
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So thank you so much for coming on.
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I'm grateful you took the time today.
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Of course.
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And thank you.
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I mean, I don't know.
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These are always a big deal.
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And thanks for trusting me with your followers.
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Nice intro.
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I'm loving the jingle.
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You get it.
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I'm going to be out there nicely done.
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That's good branding.
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Yes, that was, I think it was Joey Mac is the one who did it.
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And I got connected from a friend.
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He's like, you know, if you're anybody who's anybody in your podcast has to have the jingle
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done by him.
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I was like, I'll call Mr. Mac and see what's what happens.
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But it was.
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It works.
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And like, thank you.
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Thanks for the opportunity.
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I'm ready to just dive in and see how we can help out your followers.
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Fantastic.
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So I want to ask you a couple of questions.
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Again, I try not to make it an interview question answer question answer.
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I want you to take over and, you know, share what you can share.
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But I do want to throw us in a general direction.
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So your book, Influence Redefined, right, focuses on leading with influence rather than
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a forward.
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So how can professionals today, right, whether you run your own business, whether you're
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management in a business heck, even if you're just a person trying to, to sell something
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with someone in a company, you do need that.
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So how do they, how can they apply this approach to drive engagement and productivity with
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their teams?
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I wish it was just as simple as that.
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And it was like, just give you one word.
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I could give you one sentence.
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Yeah, I think why don't we just take a step back when you say, Influence Redefined,
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the title of that book is because I totally redefine influence.
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There's a lot of first, there's so much misperception of what influence is.
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If we don't even know what influence is, you're never going to achieve it anyway.
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Influence is, this is your first step, making sure that your body language and your messaging
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they are consistent Monday to Monday.
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Monday to Monday means who you are, your influence, your personal brand, doesn't take
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the weekends off.
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To me, influence is not about what you do some of the time.
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It's what you do all the time.
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So that's definition number one.
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The second, and this is so about speaking from a sales experience that I do every day
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to your followers, we all know that influence doesn't happen in one interaction.
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That's rare.
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We're suddenly first sales call and they buy your idea, right?
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Right.
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It's a series of interactions that are consistent over time.
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So that's step number one is really just taking that definition and checking in with yourself.
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Do you shop the same, whether you're sending off a social media post, a tweet if anyone
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still does that or whatever it is, are you always consistent?
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And that repetition over time is what people are going to really latch on to.
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Now, I know any of your followers right now, especially those that they've been running
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their own sales for a very long time, might be saying, oh, come on, seriously, that's
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what she's going to give us.
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What's common sense is not common practice.
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And when I see sales people and I'm with them as well here on a virtual platform and
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then I'll meet them in person or then I will see them in more of a personal setting.
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And I'm thinking, all right, how many different personalities are you showing up there?
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And I think now more than ever, it's very competitive to influence action because there's so much
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noise.
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Absolutely.
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There's right.
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I mean, there's so many ways we can connect.
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We're more connected now than ever before as far as ways we can connect.
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Yet we're more disconnected than ever before.
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My point being the way that we have communicated because I really think influence is created
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through our communication and how people experience us.
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The way we did that a year ago, two years ago, it doesn't work anymore because whoever
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you're trying to influence and get to buy your concepts, your ideas, your products, they're
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receiving so many messages.
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There's so much noise in their world.
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What are you going to do?
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How are you going to behave that you can really separate yourself from everyone else?
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And it's not just your product anymore.
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It's you come with the product.
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Excellent.
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You know, one of the things I saw that you mentioned that I laughed because I watched you
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on stage looking at your device, right?
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And it was an intentional example.
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I'm like, she's on stage looking at her phone right now.
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Then you said, no eye, no talking.
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Right.
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No eyes, no talking.
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And I was like, wow.
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And I just think that alone has to elevate your influence with the person you're dealing
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with.
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Right.
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If they can sit down and do this the whole time that you're talking to them for one,
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how much influence do you have?
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Right.
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And there's a study after study, Joe, that talks about multitasking where I'm trying to
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send off a text message while you're talking to me or having side conversations over
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here.
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When all that is going on, your brain is coming out of the University of London.
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Your brain's focus is as if you did not get sleep the night before.
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That constant back and forth at multitasking also minimizes our productivity 50%.
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That's huge.
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So what Joe is talking about, all of you might know it as eye contact or to look at people
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when you talk.
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I have so elevated that concept.
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And it's really eye connection.
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It's only staying connected, whether it's your camera, if you're a virtual or staying
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connected when you're in person with someone's eyes, you're looking at them when you're talking.
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Anytime you're talking and you're not looking at them, you start to create the distrust.
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They start disconnecting with you.
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You can't read their body language.
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Now you can't adapt the message on the fly.
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It is such a common sense concept.
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But now that we brought up, Joe, just kind of watch, watch this week.
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How many times you're in a conversation with someone and they're just having conversations
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with objects around them versus really connecting to build that consistency of trust.
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I love that.
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And I train to people all the time and explain.
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I mean, you realize that the pathway between the left side and the right side brain for
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a man and a woman are different.
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For men, it's a one-waying highway.
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So when I stop to text, I stop everything else.
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Where when you look, I've seen women that work in a call center that are logging the last
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call while they've answered the next one.
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And they're typing something different than what they're saying.
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And I'm like, how do you do that?
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Because I'm a guy.
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Whatever I'm reading, I end up saying out loud.
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I couldn't read something different.
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I'm like, that is amazing.
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But I think you're right.
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And again, this day and age, anywhere you look around, you see everybody staring at the
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phone.
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I think it's so great.
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Go to a Starbucks because people go out to socialize.
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No, they don't.
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They go out to sit where other people are staring at their phones.
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Right.
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And that's got to be so frustrating for somebody who wants to build connection and wants to,
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right, at least age with somebody.
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So I love that.
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It is the only behavior.
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There's like 10 behaviors that my team and I teach.
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It is the only behavior, think body language that communicates trust.
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It's important because if people don't like you, that's not going to be a determination
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on will they buy from you?
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Will you influence them?
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It's if they don't trust and respect you.
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Why would I buy from you?
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Because I don't know what I'm going to get from each interaction to each interaction.
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No.
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I already wrote down and now I'm going to go up on my wall because behind me I have other
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things that other guests have said, but what's common sense is not common practice.
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Yes.
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I know it hit Jesse because he actually made noise at that point.
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He was like, oh, I know some noise.
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Yeah.
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It is true though.
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Sometimes I'll tell my clients when we're trying to be proactive and get in front of them
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to teach their leaders how to elevate their communication.
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And they're like, well, we really don't need it yet.
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I'm like, well, that's going to be like you're not going to get your teeth cleaned for months.
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And suddenly you've got a toothache.
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And you should have went how many months ago, communications is the same concept, but there's
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this misperception, whether it's in sales, no matter what the industry I'm working with.
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But if my numbers are profitable, I'm good.
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I've been doing this a long time.
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I'm a good communicator.
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The other flaw is a lot of times, how many times have you asked, how did I do?
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How do you think I did the pitch?
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And it's usually followed up with good.
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You did great.
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And it's not feedback.
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So we get stuck.
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We get stuck and we think because I feel good, I'm comfortable.
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My years of experience, I am a good communicator.
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That is really when you should start taking a closer look at what your listeners see
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in here, rather than what you believe they see in here.
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There's usually a disconnect between those two.
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No, I love that.
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I've been working with several managers for me and I talk with them and they go, man,
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I just did the best training.
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I just did the best training with my guys.
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But what?
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And I'm like, did you?
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That's great.
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Okay, grab one of your guys, bring them up.
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And I'm like, okay, now tell me what he said.
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Don't tell me what he talked about.
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Say it as if I'm the customer now.
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And no one can do it.
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And I said, you watched somebody who's really good at delivering a pitch.
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And you're in your head, you watched it and went, yeah, that's great.
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Oh, yeah, I love how you overcame this and you said this and you brought this.
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I love that.
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But I didn't do it.
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But I think because I saw it somehow better for it.
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Yeah.
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And I'm like, yeah, no, you missed that.
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Everybody needs to.
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So let's say we got a sales team, right?
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And we're struggling to hit targets, right?
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What are some practical steps a manager can take to realign the team's mindset, accountability
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and daily actions?
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Yeah.
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I am a big believer, especially sales here at the profit center, you're the face of the
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company, the company, let's say you were Starbucks, Apple, whatever it might be, those companies
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have created the personal brand for you.
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But when it's just you and that client, it's your brand.
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So to really, I would highly recommend if it's not already in your organization this
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way, is you start recording yourself.
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You start recording your pitches.
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And all you need to do if it's virtual, it's so easy because you just take your phone
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and you set it below your virtual camera.
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And when you watch it, you pay attention to how you thought you looked and sounded versus
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what's true.
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You listen for the words, the words you thought you said and structure that message versus
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what you actually seen here.
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Because this is the eyes and ears of your listeners, right?
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This is the most truthful, honest feedback you'll ever get.
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And as salespeople, because you're the profit center, even if you're an entrepreneur and
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it's your business, if you're not watching yourself on a regular basis, how would you
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possibly know your level of influence?
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So that would be step number one.
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Step number two, I would start asking for feedback.
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Feedback from people you trust in your personal life and your professional life that are
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going to tell you the truth.
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You know, do you don't mean any extra sugarcoding?
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Now how I always like to get feedback from my team, say we're partnering up and we're
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getting on a virtual sales pitch before the client arrives, I will simply tell my team,
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here's what I'm working on, would you watch for that or would you listen for that?
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Or here's how I want to make sure I come across, would you watch for that?
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Then we have a sales pitch, client goes away, they complete the call and I literally have
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all these posts, you know, it's right in front of me right now that you can't see.
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And it's the feedback that I get from my coaches, my team, and we all have two minutes
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in a day to get ourselves to the evaluation.
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And it's really all it takes is your team telling you.
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And anytime Joe, someone says to you, you know, that was good, it was really good.
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If you really want to be able to use it, ask them, you know, what was good?
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Was it something sad or how I came across my word choice?
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And that's true, there's something that my team and I do internally, monthly, weekly.
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That's me is putting your development, which in this case, your sales on a very fast track.
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I love that.
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You just have to be consistent with it though.
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Keep practicing like an athlete.
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How do you think athletes get so good?
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It's not because they show up for the game and say, all right, had the week off, I'm ready.
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I practiced last night.
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And I did a lot of my clients, especially those at do sales pitches, they'll put all this
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time into the messaging, the PowerPoint deck, and they never practice the delivery in their
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natural authentic style.
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I love that.
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Yeah, I agree, because you're going to be you.
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You've said it, right?
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You're you are going to be you when it comes to delivering whatever you're going to deliver.
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And that's, are you the same Monday to Monday?
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Right?
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And so no, that makes okay.
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So what I've got so far is my body language and my messaging has to be the same all the time.
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Monday to Monday, be you and be that person.
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Right?
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I love the what's common sense is not common practice.
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Okay.
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When it comes to taking the steps, record yourself.
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Right?
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And so a lot of times what I'm coaching on is face to face as opposed to virtual.
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Yeah.
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Right?
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Same thing with Jesse.
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So, but that's good.
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But we do like I love phone sales because I look just like Brad Pitt over the phone.
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So I can totally go.
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That's easy.
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Right.
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Yeah.
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And so, but I love to where you were talking about was it the words I used?
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Was it like my tonality?
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Was it what was it?
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What was it that did it and dig deeper for the feedback?
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And that's right.
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Hopefully I'm going to tell you most people are too scared to get past the good.
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You did good.
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Right?
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I don't really want to know.
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But how would I how would I go in and create?
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Because this popped up in every listener's head that's watching this.
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Right?
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How do I create enough of a drive for someone to want the feedback and to want to dig
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deeper to get better?
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Because I think everybody goes to a training just to go to training.
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Right?
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They're like, yeah, yeah, I'll go to it.
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But yeah, I from my experience, because everything that we do, whether we're mentoring,
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even sometimes my key notes, I like live and breathe this, right?
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Because I know I can talk about body language and people are going to be like, really, seriously.
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But when you see it, and when you hear it, I just got to get that person that's not motivated.
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Or just chooses not to get feedback.
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Watch yourself once.
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And I even said this with people, you owe yourself, right?
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It's your development.
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Your name is on everything that you do.
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It's your personal brand.
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Watch and listen to yourself just once.
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Joe that usually is enough for them to say, okay, I think there's some things I can do here.
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And keep in mind, you may watch your playback on your video and say, whoa, I like that.
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I didn't even know that was me.
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I didn't know it was part of my personal brand.
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I think the other thing is those action steps that you were summarizing.
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It will be easy to say no.
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It always is.
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But what is the cost to say?
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No, what one of my coaches, I have plenty of them in my life.
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And it was a coach earlier in my life.
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And I remember watching myself for the first time.
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And we sat down after I was being recorded after a presentation that I had done.
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And we're watching the playback where maybe 15 seconds into the playback, Joe.
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And he looks at me and he says, what do you want to sit through that?
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I remember.
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Seconds.
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That was really a harsh.
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But the big, the big takeaway there was, I remember thinking,
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everyone says, I'm good.
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I feel good.
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I'm really good.
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I saw it and I realized, they're really is it just connect?
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And still to the state, there's times I watch my playback.
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So I'm thinking, whoa, where did I pick up that bad habit?
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Or wait, I thought I said this and that was not what I said.
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It made me realize early in my career that how I feel has nothing to do with truly
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help people see initially.
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Now here's the other benefit.
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You start getting that feedback.
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You start watching yourself listen to playback.
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Sound a continuous basis.
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Suddenly when you're in that high state situation or it doesn't have to be high
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stakes, you've seen yourself so many times that in the moment, you're coaching
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yourself, you're correcting yourself to make sure that you're not creating
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distractions for your listeners.
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It makes them feel like here's someone that gets what I need.
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They were making it all about me.
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Their message is so adaptable to what I need.
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That to me is communicating with empathy, which I don't think a lot of people are
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doing.
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Great.
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Without watching yourself, you just don't know that.
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No, I love that idea.
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I mean, I think truly sitting down and when you do a group train there, you do
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anything else, right?
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If everybody could watch how they look disinterested or how when it's their turn,
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because I think what's funny is the only way to get better, everybody says,
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I'm just going to wing it.
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So in the sales world, the answer is, I'm good enough.
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I can just wing it.
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And I know Jesse and I hear this from teams all day long.
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Dude, I got this.
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I got this.
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Then they walk out and say something.
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You're like, where did you come up with that?
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That's so wrong.
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That is nothing like anything we practiced with.
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But to sit back and look at somebody who's saying, Oh, I got it.
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Roll play is the safest and easiest way, right?
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For someone to actually do it and they don't want to do it.
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And I think what you brought up is let them present to somebody, right?
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And it's recorded, which means that they can now take it back and almost
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feedback coach themselves by watching it going, yeah, that didn't hit, right?
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That didn't, that didn't land anywhere.
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It was, why am I laughing and not?
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Because I'm going to give you credit.
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Everything I looked up online, every audience is laughing with you, right?
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And I am the guy who is the edutainment person.
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So a friend of mine said, dude, you're the personification of edutainment.
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I said, dude, thank you so much.
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But I don't know what that means, right?
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And he's like, you educate while entertaining.
spk_0
But education comes first.
spk_0
And I was like, okay, great.
spk_0
And again, every one of your, your talks, you have everybody laughing.
spk_0
You have them engaged.
spk_0
And I think that helps for them to absorb the information as opposed to the
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question on, yeah.
spk_0
And Joe, let's just face it, communication skills, influence, come on.
spk_0
Who needs that?
spk_0
And I know that's how so many of my people think because feedback has been
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flawed for a long time.
spk_0
They don't realize how communications the core to everything that they do.
spk_0
And we don't practice it.
spk_0
We don't think about it.
spk_0
I know I need to bring laughter in it.
spk_0
I know I need to have some fun with that topic for people to realize, well,
spk_0
maybe I should take a look.
spk_0
I want to have into something that you said about we don't like to roleplay.
spk_0
Something that has helped me over the years is I don't just practice my
spk_0
communication when I'm on like virtual calls or I'm on a stage.
spk_0
To me at that point, this is not the time I should be practicing.
spk_0
That's show time.
spk_0
Right.
spk_0
I am doing it when I'm with family, when I'm front with friends.
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Now, initially, early in my career, I was like really thinking about it.
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And I had my family coach me.
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Now I, I, I am who I am.
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I communicate the way I do that it's happy.
spk_0
My practice time is in my personal life more than it is here.
spk_0
For sales, it's the same thing.
spk_0
We're always selling something to our family, to our friends in some shape or
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form. We're all influencing that I don't want to make it difficult for your
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followers.
spk_0
Think of it as every interaction you have is an opportunity for you to
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practice.
spk_0
How you show up, how people experience you and what message you lead with them,
spk_0
every interaction you can be practicing.
spk_0
So that's great news.
spk_0
Yeah, absolutely.
spk_0
You don't have to put time on your calendar when you might be already living a
spk_0
really busy life.
spk_0
Okay.
spk_0
So take a bit of an interaction.
spk_0
I love that.
spk_0
I want to play something because I see things that of course can be the same
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between you and me.
spk_0
Right.
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It's my show.
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I'm on you.
spk_0
But I want to, I want to get your feedback on it in the, in the way that.
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So for me, I say, you know what, every personality study that goes out there,
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right, goes back and forth, back and forth, the government spent a million
spk_0
dollars back in 2019 to go come back and tell us there's still four
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personality types, right?
spk_0
Like there's four personality types.
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You do share all of them, but you're going to find yourself in the majority
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of, you know, one.
spk_0
And so that somebody can label you as whatever they want to call you,
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depending on the name of the study, right?
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And so with that, what I find funny is that people that always tell you how
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great they are in sales, when you check their sales statistics, they brag
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about a 20 to 25% closing percentage.
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So if four or five people get in front of me, I close one deal.
spk_0
Okay.
spk_0
And I look and I go, but isn't that just you selling to the one personality
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type that matched yours, right?
spk_0
And I teach more of adapt to the people that are there, pull that different
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part of yourself out to match their personality type.
spk_0
And where you're saying, you're you all the time.
spk_0
So I just want to, I want to get your take on it because I don't, I don't think
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if you're an ass being asked all the time, right?
spk_0
That's right.
spk_0
Right.
spk_0
Right.
spk_0
So let me clarify.
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I want you to have an analogy of think of a professional golfer tennis,
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you could use any, any sport.
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However, that tennis player practices is how they're going to perform at the big
spk_0
game.
spk_0
Right.
spk_0
For us, every day is game day, right?
spk_0
Yeah.
spk_0
We don't have, we have to practice all this time.
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Monday to Monday.
spk_0
Yeah.
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Right.
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Monday to Monday.
spk_0
So there are numerous core skills that I teach.
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One in particular is brevity.
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Get to the point, avoid all those extra words.
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The other one is eye connection.
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Those are core skills.
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When I am on my weekends with my family and friends, my evenings, I'm not having
spk_0
a conversation with them and just letting my eyes start all over the place and
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on, I start, you know, um, stumbling, you know, like over my words.
spk_0
Because if I do that, how will I authentically practice brevity?
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How will I authentically build trust for my eye connection when the stakes are
spk_0
high, which means I'm talking to my clients?
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So I teach the core skills and I tell people, if you want brevity, you need to have
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brevity all the time.
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You can't be long winded in your personal life and not in a sales pitch.
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It will not work.
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Now, when it comes to a variety of conversations your followers are having,
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you're obviously are adapting your style.
spk_0
For example, Joe, when you first got on, if you want a small talk, I'm going to
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small talk.
spk_0
But if Jess gets on, he's like, right to work, then I'll get right to work with him.
spk_0
You got to read the room.
spk_0
Yes.
spk_0
And I know sales professionals know this.
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With sales professionals, I work with those sometimes.
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I'll sit in and watch one of their sales pitches.
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And I'm like, you kind of forgot to read the room.
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You did all the talking.
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They should talk 80%.
spk_0
You take 20% of it.
spk_0
And then they're just going to feed you all the information anyway.
spk_0
That's what I mean by being consistent or sometimes I'll see my client show a
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very professional here and very stoic.
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And then I'll meet them at the event site.
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And they're totally vigorous and funny.
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And I'm like, okay, which one am I talking to?
spk_0
Right.
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Right.
spk_0
Which one of you is it that other multiple personality thing you were talking about?
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Yes.
spk_0
Yeah.
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And we see that a lot.
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I think virtually, especially we've gotten sloppy.
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And to me, I'm like, there's no more excuses.
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We've been in this space for way too long.
spk_0
Yeah.
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You should be showing up the best way that you possibly can show up.
spk_0
And that goes for in person, no two.
spk_0
Fantastic.
spk_0
Okay.
spk_0
I have occupied your time.
spk_0
I'm grateful for everything you shared.
spk_0
Again, body language matches the message, right?
spk_0
All the time.
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I just love your Monday to Monday.
spk_0
I'm sure I'm going to steal that from this point going forward.
spk_0
So as Jesse will agree, what's common sense is not common practice, right?
spk_0
So record yourself, right?
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How do you know your influencing?
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And if you're not recording and watching yourself,
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you don't know if you're influencing because a lot of times sales before just talking.
spk_0
And they believe that's them influencing, right?
spk_0
You need to be reviewing weekly for your feedback as a team.
spk_0
So it needs to be, let's talk about it.
spk_0
Let's practice something then let's all talk about it.
spk_0
Is it the words?
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Is it tonality?
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I need true feedback.
spk_0
Not just good job.
spk_0
Let's move on.
spk_0
Okay.
spk_0
And then I love the brevity part.
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Get to the point.
spk_0
Right?
spk_0
That's why I come back to my little list at the end.
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I love it.
spk_0
Right.
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This is what we're dealing with.
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Yeah.
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This one.
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And again, be consistent.
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The consistency is your brand, whether you want it to be.
spk_0
spk_0
Yeah.
spk_0
spk_0
So I love that.
spk_0
So Stacy Hunky, Inc.
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Dot comments been scrolling on the bottom of the screen.
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Is that the best place for people to to head up, look and see?
spk_0
I know there's going to be people with companies.
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There's going to be people with organizations that say we need her to come out
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and teach our people these skills that only work everywhere.
spk_0
Right?
spk_0
And there's there's tons of resources.
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You know, even if I can be help from a farge,
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there's a lot of complimentary video blogs and research paper.
spk_0
If there's a lot out there,
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then there's a round.
spk_0
There's free downloads on her site, people.
spk_0
Yeah.
spk_0
Don't don't bugger.
spk_0
And go grab you gone through all of it.
spk_0
So, but are you okay if I introduce you to other show hosts?
spk_0
Please do.
spk_0
Thank you so much, Joe.
spk_0
Thanks, Jesse.
spk_0
spk_0
Jesse, you got questions.
spk_0
Anything because you know me, I just dominate the conversation.
spk_0
So I created a show.
spk_0
Hi, Jesse.
spk_0
Thank you, Joe.
spk_0
Just a real quick question.
spk_0
Especially I've been dealing with some with this a little bit more than often
spk_0
with people that are a little bit sensitive or they don't want to do a certain thing,
spk_0
especially the recording part.
spk_0
What would be your approach?
spk_0
How can you do that with that kind of people that are maybe better, so
spk_0
shallow, I don't want to get put on the spot?
spk_0
I think it's how you definitely frame it.
spk_0
If there's someone, if it's someone that reports to you,
spk_0
you be the role model, right?
spk_0
And you start recording yourself and they see that you're recording yourself.
spk_0
And it just becomes a requirement.
spk_0
I think as a leader, you really need to be clear on what's the benefit?
spk_0
Why are you asking them to record themselves?
spk_0
Well, everything that we just talked about here.
spk_0
And it's,
spk_0
it doesn't get easier to watch your playback.
spk_0
No, I hate watching myself on a playback.
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I even have a hard time watching myself here.
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But what I do know that as much as it's uncomfortable,
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the benefit of watching myself in constantly development is worth the discomfort.
spk_0
So I don't want to lie and say the recording gets easier, Jesse.
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You just get better.
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So if your team's willing and they want to get better,
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this is going to be the fast track.
spk_0
I like it. So she's saying if you, if you bitch out,
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then that's what she's telling you, you're not getting better.
spk_0
That's what she's saying.
spk_0
That's right.
spk_0
That's how I'd frame it.
spk_0
I appreciate the clarification.
spk_0
Yeah, I threw the brevity right back into it right now.
spk_0
Right. Right.
spk_0
Yeah, if you don't like it.
spk_0
Okay, question completely off topic.
spk_0
We can consider this. Oh, it's over.
spk_0
But so where is your camera?
spk_0
Are you making?
spk_0
Where's my camera to look directly at the camera while you talk as opposed to the screen.
spk_0
Yeah. It's right in front of me.
spk_0
So I have a stand up desk and I will move it wherever my eyes are to make it easier.
spk_0
I also, you'll notice you can see a lot of me.
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And that just makes it so much easier for me to gesture.
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So you can see what I'm doing.
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I also have my laptop.
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It's sitting on top of, I don't know, maybe 10, eight books.
spk_0
So I really put thought into how can I make this easier so that you feel like I am looking right at you,
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no matter where you are on my screen.
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Because watch the difference.
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If I'm looking down at you on my right hand side and just see he's up on my left.
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And I got someone up right here.
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I think, well, hey, I'm connecting with all of you, but I've got to keep remembering you.
spk_0
I'm not connecting with anyone.
spk_0
Right.
spk_0
I also am not too close to the camera.
spk_0
So it gives me a little bit more wide angle view that I can see both of you off to my right hand side.
spk_0
I like it. No, I like it.
spk_0
So I actually bought a camera during COVID.
spk_0
So my camera is right here next to your head.
spk_0
Okay.
spk_0
So as I look at you, I'm literally looking at you.
spk_0
So my camera hangs down off because I have a TV in front of me, not a monitor.
spk_0
And so it hangs down in the front.
spk_0
It's called the center cam.
spk_0
But it's one of those things that I'm like, I'm like, I have to do this.
spk_0
I have to do this because I just did a sales call with another organization the other day that wants to sell me things.
spk_0
Right. And the guy was talking and I was over here and he's talking to me over here the whole time he's doing it.
spk_0
I was like, I can tell you right now I don't want whatever you're selling.
spk_0
Is you going to go to look at me and you're going, yeah, well, our organization we do this, this and I'm like, how am I over there?
spk_0
If your camera's over here, it's crazy.
spk_0
I had one of my clients that was, she's always been in the scene.
spk_0
She wasn't at the event site that I was at, but the entire time I had a side view, I never even saw her eyes, never saw.
spk_0
It's horrible. And that's why I mean, like feedback.
spk_0
No one's no one's told her yet.
spk_0
Right. Five years later.
spk_0
Yeah. Yeah. I told them when I got off the call.
spk_0
Did you?
spk_0
I was like, so you want to, I said, I don't want to move forward.
spk_0
And I'm just tell you right now the me staring at your ear, right?
spk_0
And the side of your head really breaks out any chance of connection whatsoever.
spk_0
And he was like, he's like, really?
spk_0
You the whole time like this every time you said something, he goes, oh, that makes sense.
spk_0
I go, but you're looking directly at me the whole time and you are making contact with me.
spk_0
Because even on my work computer and my laptops, I have these little cameras that hang down.
spk_0
So I can position them and I move the screen around so that the head is there.
spk_0
Like I'm not looking at Jesse, but I can go back ahead and I can look at Jesse and come back.
spk_0
But yeah, you, you did him the biggest favor ever.
spk_0
I'll guarantee you he has made that change because you said something.
spk_0
Yeah. I agree.
spk_0
Feedback sometimes is a gift we don't want to receive, but you get it anyway.
spk_0
And you get to choose right?
spk_0
You get to choose what you want to do with it, but what you don't.
spk_0
But I've learned over my career, the harsher feedback I've gotten just
spk_0
from random participants in my audiences was the best feedback that I got.
spk_0
Right. Because they, they have no reason to hold back.
spk_0
No, they don't.
spk_0
I mean, it ain't always great to hear, but yes, it isn't.
spk_0
No, it's not perfect.
spk_0
I want to say thank you, Stacy.
spk_0
You've dumped a lot on us and there's a lot to take away from this.
spk_0
And we've only scratched the surface of what Stacy can bring to your organization
spk_0
and your teams.
spk_0
So I'd say reach out to her and go dig deep through the website because there's
spk_0
a lot of stuff on there for you to look at.
spk_0
So thank you very much, Stacy.
spk_0
Thank you, Jesse, for joining us.
spk_0
Right. And I'll tell everybody right now, go out and sell something.
spk_0
So thanks, everybody.
spk_0
Let's talk about sales, baby.
spk_0
Let's talk about you and me.
spk_0
Let's talk about all the good things and the challenges that may be.
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Let's talk about skills.
spk_0
I let it a little bit.
spk_0
Oh, man, we're back.
Topics Covered
Sales Genius Podcast
influence without authority
communicate clearly and persuasively
build trust and accountability
personal brand that drives sales
consistent excellence in the workplace
align mindset strategy and execution
boost your influence
actionable strategies for sales leaders
engagement and productivity
effective communication techniques
eye contact in communication
overcoming multitasking distractions
importance of trust in sales
feedback in communication