Listen to “#545 What to Consider Before You Say Sorry” on Spreaker.
On this episode of The Small Business Radio Show…
SEGMENT 1, starting at 0:00: Last month, the New York Times posted an interesting article that there is a new trend of people not apologizing for any mistake or wrongdoing. This trend has been popularized by Donald Trump who distracts and deflects from any mistakes being made. But can this work in business? Or do we still need to find the right way to apologize when things go wrong? Communication expert Stacey Hanke is here to help us sort things out.
SEGMENT 2, starting at 19:15: The finances for a lot of small businesses are a mess. But it’s not totally your fault. We are never taught in business how to deal with financial statements – I remember that I had $1M taken off the purchase price of my last company because I didn’t understand every number on the balance sheet. CPA and Entrepreneur Spencer Sheinin is here to help with the essentials of what you need to know.
SEGMENT 3, starting at 36:15: There is a popular belief that cold calling is dead, but my next guest believes nothing could be further from the truth. David Walter become one of the top calling reps for MBNA American Bank while attending college where he set 15 B2B appointment a day for six months straight!
More on each segment below.
Segment 1: Stacey Hanke is the founder of Stacey Hankey, Inc. She is a communication expert and author of “Influence Redefined: Be the Leader You Were Meant to Be”, “Monday to Monday”, and “Yes You Can! Everything You Need From A to Z to Influence Others to Take Action”. Stacey and her team have delivered thousands of presentations and workshops for leaders of Fortune 500 companies, including Coca-Cola, Nationwide, FedEx, Kohl’s and AbbVie. Learn more about her team and company at http://www.staceyhankeinc.com and connect with her on Twitter, @StaceyHankeInc.
1:15 – In business, should we apologize or should we follow the trend of never apologizing as seen in politics?
4:00 – How do you balance over apologizing with never apologizing? How do you give authentic apologies versus giving superficial apologies loaded with excuses and blame that we see many leaders give?
6:45 – What can go wrong when we rush into an apology?
9:45 – What if you’re not sure you should make an apology? How do you decide what to do?
12:15 – The method of apology is as important as the message itself. Why you should always apologize in person, if possible.
14:00 – What would you say to CEOs who are afraid to apologize?
15:30 – What do you think of people saying “my bad”?
Segment 2: Spencer Sheinin is a CPA at Shift Financial and has a unique background with over 15 years as an entrepreneur combined with extensive financial experience as a CPA, CA and investment banker. Spencer has previously owned businesses in manufacturing, construction, cold storage and real estate with an aggregate of over 300 employees. He has been recognized as winner of the Business in Vancouver’s Top 40 Under 40 awards and finalist in various other Business Excellence Awards.
21:00 – Why are small business owners so uncomfortable with the financial part of their business?
23:15 – How to get financial information that makes sense and is intuitive to you as a small business owner.
25:30 – Who should be pulling the financial information for your business?
26:45 – How to get a free sample reporting package that you can use to show your bookkeeper or accountant what you need.
27:30 – How often should you review your financials to make sure there aren’t any surprises?
30:00 – What key metrics should business owners be looking at on their balance sheet?
Segment 3: David Walter become one of the top calling reps for MBNA American Bank while attending college, taking over 40 credit card applications on average during each four-hour shift. After College, he took over the marketing for his father’s HVAC business and was able to generate over one million dollars in revenue by running Radio and Newspaper Ads! He has now revealed his secret cold calling formula in his # 1 Best Selling Book, “Million Dollar Rebuttal”.
36:15 – What has been your key to success with cold calling?
38:30 – Grant Cardone is wrong, cold calling is NOT a numbers game! Why?
40:00 – How do you call people multiple times without seeming like a stalker? Should you leave a voicemail when cold calling?
42:00 – The problem isn’t getting a hold of people. The problem is that you don’t actually want to talk to them!
43:00 – When cold calling do you reach out to cell phones?
44:45 – David says you can sell more to prospects that DON’T have a need. How does this work?
47:00 – How do you get people to take an appointment with you if they don’t have a need?
48:45 – What is the Million Dollar Rebuttal?
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