Skip to main content
Black Belt Selling Podcast

Black Belt Selling Podcast

By Black Belt Selling

Hi, I'm Anna Scheller, Speaker, Author and Executive Producer. My daughter, Stephanie Scheller, and I cohost this podcast for business owners and sales professionals.
Available on
Apple Podcasts Logo
Google Podcasts Logo
Overcast Logo
Pocket Casts Logo
RadioPublic Logo
Spotify Logo
Currently playing episode

Best of Black Belt Selling - Mark Hunter and Art Sobczak

Black Belt Selling PodcastFeb 16, 2018

00:00
21:49
Black Belt Selling With Special Guest Nigel Green

Black Belt Selling With Special Guest Nigel Green

Nigel Green is back on our podcast with his new book "Revenue Harvest". This is a great book for sales leaders and managers. It takes the intangible idea of sales and ties them to tangible examples, giving us pictures in our heads and making it stick. With the current pandemic of Coronavirus, and there being so much of what we can't control, Nigel talks about things we do have control over while our harvest isn't coming in.


Dwight Eisenhower said that when it comes to preparing to go to war, he's always found that the plans are useless, but planning is indispensable. Planning allows you to do is to know where you're deviated off course and how and when to intervene. We all know that you can write a plan down it's not going to happen, but that's not the point. The point is that planning challenges you to think about contingencies, to think about the "what ifs" and think about what adversity you should anticipate along the way.

This is a crazy time. This is a crazy time to be going through everyone saying this is unprecedented. We've never been through anything like this. We've been through stuff like this before. We've gotten through it before. What matters now is come back to your roots, come back to what is going to get you through. Stay dedicated to growth and to learning and to getting yourself to the other side. You got this. Go out there and make it a great week.

Mar 30, 202035:39
GROW 2020--Get Ready-Stephanie-Anna-Scheller
Dec 31, 201921:22
Black Belt Selling - Larry Levine

Black Belt Selling - Larry Levine

Nov 20, 201927:15
Black Belt Selling - GROW 2020 Interview: Cindy Ashton

Black Belt Selling - GROW 2020 Interview: Cindy Ashton

Cindy is CEO of Minerva Enterprises, LLC, an elite level presentation strategist, professional speaker, singer and award winning TV show, host of Cindy Uncorked on E360 TV. With 20 years of experience, she's an authority on presentation skills, speaking voice, body language, content delivery and leadership experience. She's going to bring so much to the Grow Retreat and whether you're networking in a sales conversation, pitching the media or onstage or speaking to your team, how you present yourself will make or break the sale. Isn't that the truth? So even the most confident person can lose a sale by unconscious habits. Little things we don't know that we're doing. And that's what Cindy is going to be helping us with during the Grow Retreat.<br /><br />People either come across as overly aggressive or overly insecure. So there's a few things Cindy always teaches business owners and one of those things, the first thing, is that we need to learn to take time every day to breathe and ground. And that sounds really strange, but when you're present in your body, then you can hear and listen to others. Because one of the things that's really interesting, and we're going to do Improv at the Grow Retreat because it's not just fun, but when you do comedy Improv, you can tell who's losing sales and why they're losing sales, because you can watch the interactions of how they're listening, how they're responding. For example, if we do the storytelling one, you can always see the people who are thinking ahead when they're listening to the other about what the response is and they are actually stopping listening to others.<br /><br />At the Grow Retreat we're going to be doing some really fun posture exercises. We're going to be up and moving, releasing all the habitual tension that we all live with. These things actually affect how you come across. So when we have a lot of stress that we're holding in our body, it actually changes our speaking voice and our posture and our body language and our energy. And those are the things that are the subtle pieces that will make or break the sale.<br /><br />The power is in your voice. Let your voice be heard. The world needs you. This isn't about self aggrandizement. This isn't about building a six or seven or eight figure business. This is about giving the world your gifts in a way that they want what you have. It's a powerful, powerful tool.
Nov 13, 201923:07
Black Belt Selling - GROW 2020 Interview: Mike Michalowicz

Black Belt Selling - GROW 2020 Interview: Mike Michalowicz

We're so excited to have Mike Michalowicz back with us on Black Belt Selling. Mike is the only speaker from GROW 2019 that we have invited back to the stage in 2020. Mike has been an entrepreneur his entire adult life. He had some great successes early on, but it also set him up for his greatest failure. <br /><br />Mike up on a mission, a life's purpose, to eradicate entrepreneurial poverty. The day you start your business, the world thinks you're wildly successful. You're a millionaire. You sit at the beach drinking margaritas. The reality is we're not making money. We're working ridiculous hours. We're under constant stress. In this gap is what he calls entrepreneur poverty and living it. His life's mission is to now fix that, to resolve that.<br /><br />At this Grow Retreat, Mike will be talking about Pumpkin Plan, his recent book. It is a methodology to grow your business healthily and organically. That's the part many people miss. We want to grow our business, but we think that it requires investment that we have to run those Facebook ads, that there's certain processes we have to do, that sales is an extraordinary effort and what he found, ironically or interestingly, is that there's a faction of pumpkin farmers, these colossal pumpkin farmers that grow these massive gourds and they follow a simple modification to the established process.<br /><br />We're in business for two reasons. One is for financial freedom. Another one is that you do a vocation that brings you joy and happiness. The majority of our waking hours are spent working. So if it brings us joy and financial freedom, we've won. Sadly, most businesses don't achieve financial freedom and people are stressed out beyond belief. So we're going to address those two elements. We're going to maximize your profit and revenue, and as importantly, if not even a little bit more importantly, we're gonna maximize your joy factor, the people you love to work with. So you love going to work.
Nov 06, 201925:10
Black Belt Selling - GROW 2020 Interview: Dana Pharant

Black Belt Selling - GROW 2020 Interview: Dana Pharant

How many times do we hold ourselves back worrying about what somebody else thinks? Do I really need to be like everybody else or can I be me?<br /><br />Our guest, Dana Pharant combines her 20 plus years experience in the wellness and stress management field with building a seven figure business. She's also a two times best-selling author. Dana shares keen insights about having those difficult conversations that are necessary to grow your business.<br /><br />Dana has been transitioning into coaching with helping people throughout the years but just hadn't been charging for it as coaching on its own. When she hit a really big roadblock in 2012, she went through a massive restructuring with her seven figure business and they had to lay everybody off.<br /><br />The handling of difficult conversations is something that all of us have to do in our businesses, in our day-to-day life. And you know, whether you handle it well or you don't can be a real turning point of the success of your business. So day to day when you're dealing with your employees, the people who are on your team, that ability to have the conversation that most needs to be had and handle it in a way that both of you come away feeling empowered, feeling lifted up is a way to actually propel your business forward. And same thing with having difficult conversations with suppliers or, maybe the haters who are coming out and saying nasty things. We have to handle situations all the time. So getting to this place where we can handle them with some grace and some ease is vital.<br /><br />One of the things Dana really wants to drive home at Immersion 2020 is this piece of how do we get into the state that we need to in order to be able to have these difficult conversations? She is going to pull in different tools to really lock it in. How do you get out of your monkey mind? How do you drop into this place of knowing that it's in their best interest and your best interests? Even though it feels awkward, even though it feels uncomfortable? She has lots of fun tools and techniques that she's going to dive into to make it easier to have these conversations that really need to be had. This as a huge piece that will propel a business forward if you are willing to have the conversations that you most need to have. Have them now and not 10 years from now or not waiting until the whole thing falls apart.
Oct 30, 201919:05
Black Belt Selling - GROW 2020 Interview: Jesse Cole
Oct 23, 201926:40
Black Belt Selling Objection - Handling Episode 3

Black Belt Selling Objection - Handling Episode 3

Sep 20, 201920:40
Black Belt Selling - Objection Handling Episode 2

Black Belt Selling - Objection Handling Episode 2

Aug 24, 201914:34
Black Belt Selling - Objection Handling Episode 1

Black Belt Selling - Objection Handling Episode 1

Jul 01, 201914:16
Black Belt Selling - Work on Your Business

Black Belt Selling - Work on Your Business

Apr 29, 201931:18
Black Belt Selling - Eukairia: The Fitting Time and the Perfect Opportunity.

Black Belt Selling - Eukairia: The Fitting Time and the Perfect Opportunity.

Jan 28, 201920:01
Marketing Trends That Will Shift Your Business
Dec 21, 201833:01
Creating More Profit through Leverage

Creating More Profit through Leverage

Are you overwhelmed by trying to do everything yourself? Do you wish you could get more done without working longer or harder? If that’s you, then stay a while.<br /><br />Black Belts, Anna and Stephanie discuss the power of leverage to grow your business. Leverage isn’t just about starting a system; it’s about keeping things going so you can focus on what you do best! Extend your reach, build a team, and use technology.
Dec 10, 201827:14
Black Belt Selling - Kate Frank - Ghostwriting

Black Belt Selling - Kate Frank - Ghostwriting

Nov 09, 201836:10
Black Belt Selling - Jeb Blount

Black Belt Selling - Jeb Blount

A black belt is a white belt that never quit!<br /><br />Welcome to Black Belt Selling--the podcast where you can learn about the skills that will make you a Black Belt in Sales. <br /><br />Jeb Blount is a sales acceleration specialist, he is among the world's most respected thought leaders on prospecting, sales, leadership and customer experience.<br /><br />Thru his global training organization Sales Gravy, Jeb advises the “Who’s who” of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing activities.<br /><br />There’s no new school or old school, there’s only “The school” for sales, and it’s how to deal with other human beings, the way that humans deal with other humans, the art of the relationship and the way the human brain works has been baked into us for 40,000 years when the modern brain emerged in human beings.<br /><br />Thanks, Jeb, for joining us!
Nov 02, 201847:13
Black Belt Selling - Darryl Lyons

Black Belt Selling - Darryl Lyons

Special guest, Darryl Lyons, CEO of Pax Financial Group, focuses on how to build a feasible plan for financial freedom in the future as well as how to modify our buying habits to make this possible focusing on what we currently do that affects our financial situation.
Oct 12, 201844:51
Black Belt Selling 4th Aniversary Episode

Black Belt Selling 4th Aniversary Episode

Sep 27, 201827:16
Black Belt Selling - Mike Michalowicz

Black Belt Selling - Mike Michalowicz

Aug 17, 201833:54
Black Belt Selling - A.J. Wilcox, LinkedIn Advertising

Black Belt Selling - A.J. Wilcox, LinkedIn Advertising

Aug 04, 201840:27
Black Belt Selling - Rob Greenlee, Podcasting

Black Belt Selling - Rob Greenlee, Podcasting

Jul 20, 201837:13
Black Belt Selling - Zachary Sexton

Black Belt Selling - Zachary Sexton

Jul 06, 201847:04
Black Belt Selling - Stephen Warley

Black Belt Selling - Stephen Warley

Jun 22, 201838:33
Black Belt Selling - Emotional Selling

Black Belt Selling - Emotional Selling

Jun 08, 201825:08
Black Belt Selling - Damion Lupo

Black Belt Selling - Damion Lupo

May 25, 201839:33
Black Belt Selling - Miha Matlievski

Black Belt Selling - Miha Matlievski

May 11, 201842:56
Black Belt Selling with Master Closer, Ben Gay III

Black Belt Selling with Master Closer, Ben Gay III

Apr 27, 201851:09
Black Belt Selling - Ronan Leonard
Apr 13, 201843:23
Black Belt Selling - Goal Setting

Black Belt Selling - Goal Setting

Apr 06, 201833:53
Black Belt Selling - Joe Nunziata

Black Belt Selling - Joe Nunziata

Mar 23, 201835:55
Black Belt Selling - Scripting

Black Belt Selling - Scripting

In this weeks episode of Black Belt Selling Stephanie and Anna Scheller talk about the importance of scripting.
Feb 23, 201825:33
Best of Black Belt Selling - Mark Hunter and Art Sobczak

Best of Black Belt Selling - Mark Hunter and Art Sobczak

This is part 2 in the Best of Black Belt Selling series with special guest Mark Hunter and Art Sobczak.
Feb 16, 201821:49
Best of Black Belt Selling - Nigel Green​ and Anthony Iannarino

Best of Black Belt Selling - Nigel Green​ and Anthony Iannarino

This is Part 1 of the best of Black Belt Selling 2017 series with special guest Nigel Green and Anthony Iannarino
Feb 09, 201821:45
Black Belt Selling - John Dini

Black Belt Selling - John Dini

Feb 02, 201844:30
Black Belt Selling - Jenny Butler

Black Belt Selling - Jenny Butler

Join Anna Scheller as she interviews Jenny Butler who talk's about content marketing, podcasting and the power of one's voice.
Jan 26, 201829:30
Black Belt Selling - Antarctic Mike Part 2

Black Belt Selling - Antarctic Mike Part 2

Join Anna and Stephanie Scheller for their powerful interview conclusion with Mike Pierce. Otherwise known as Antarctic Mike who is known famously around the world as one of nine people to have run a marathon on the Antarctic continent and has written a book about his experience titled Leading At 90 Below Zero.
Dec 22, 201726:12
Black Belt Selling - Antartic Mike Part 1

Black Belt Selling - Antartic Mike Part 1

Join Anna and Stephanie Scheller as they have a powerful interview with Mike Pierce, otherwise known as Antarctic Mike. Mike famously became one of nine people to have run a marathon on the Antarctic continent and has written a book about his experience titled Leading At 90 Below Zero.
Dec 15, 201728:33
The Number One Lead Generation Strategy

The Number One Lead Generation Strategy

The Number One Lead Generation Strategy used by Sales Masters<br /><br />On this week's episode, Anna and Stephanie talk about the #1 lead gen strategy used by sales experts to generate more sales: Public Speaking. <br /><br />More people would rather die than speak in public, yet it is a powerful tool that can change you from an average sales person to a sales superstar. <br /><br />In this week's episode, you will hear: <br /><br />The special relationship you have with your audience when you speak <br /><br />How public speaking multiplies your efforts <br />some simple ways to get started <br /><br />and more! <br /><br />If the thought of cold calling dries your throat, or you have run out of people to talk to, then listen to this episode. Let Anna and Stephanie help you position yourself as an expert through public speaking.
Nov 04, 201730:48
7 Keys to You Must Cultivate to Become a Black Belt in Sales

7 Keys to You Must Cultivate to Become a Black Belt in Sales

Sales is an exhilarating, but brutal game that requires the traits and practices martial artists develop to become black belts. This may sound impossible, but the truth is, anyone can cultivate these keys to become a black belt in sales. <br /><br />In today's episode, you will learn: <br /><br />How a World War II airman used this trait to survive a Japanese concentration camp, and how you can do the same when sales is hard. <br /><br />The one practice Olympians, black belts, and sales masters practice to achieve their goals. <br /><br />This surprising quality that paves the way for closing more sales <br /><br />and more! <br /><br />Join us for today's episode of Black Belt Selling
Oct 27, 201731:22
Matt Miller on Home Based Business Success
Sep 29, 201730:07
Be social! Alan Hennessey, Kompass Media
Sep 16, 201727:31
Online Presence with Elaine Lindsay, Troolmedia
Sep 08, 201734:58
Do you Smile while you Dial? Telesales is Still Effective Today
Sep 01, 201728:10
Confidence - The Greatest Thing You'll Ever Have - Garth Delikan

Confidence - The Greatest Thing You'll Ever Have - Garth Delikan

Confidence is the greatest thing you’ll ever have. You wear it like a shield of invincibility. When you project confidence, nothing bad ever comes back to you. ~ Garth Delikan

We’ve all heard the saying, when life gives you lemons, make lemonade. What would you do if you discovered that your business partner bankrupted your business and your spouse called to tell you she wants a divorce? All in the same day! Would you quit? Would you start to rebuild?

Using black belt principles, our guest, Garth Delikan, chose to get back in the game, and rebuild his life. He shares his story, as well as important insights that you can use to be successful in business.

Garth Delikan is The Lifestyle Guy, the UK’s leading lifestyle expert. He can help you achieve the lifestyle you’ve always wanted and feel 20 years younger in only 20 minutes a day!

In this episode, you will hear.

How audacity and confidence helped he create, then recreate his life after that devastating day.

The missing piece that you need for creative visualization to work.

The three mirrors to help you get unstuck (are these three keeping you from closing more sales?)

Why he doesn't need to worry about competition, and how you don’t need to either!

And more!

To take advantage of Garth’s offer, go to
http://www.garthdelikan.com
To purchase his book, go to https://www.amazon.com/20s-Plenty-Plan-Younger-Minutes-ebook/dp/B072MJ53NH/ref=sr_1_1?ie=UTF8&qid=1503074537&sr=8-1&keywords=garth+delikan

Music by http://www.bensound.com

Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling
Aug 18, 201736:27
The Power of LiveStreaming with Rick Cooper

The Power of LiveStreaming with Rick Cooper

“Livestreaming video is important because this is where marketing is going. Video gives a way for people to be entertained and educated.” Rick Cooper. Social Media Expert

Livestreaming is nothing new. Before the days of Periscope and Facebook Live, Loral Langmeier and other well-known speakers connected with their followers using other platforms. Too costly for the small business owner, these platforms were only used by companies with large budgets and audiences. Social media livestreaming has changed all that, empowering the average person to share their expertise and create engagement for free!

Our guest, social media expert, Rick Cooper, shares tips and insights about this marketing tool that can help you capture more leads from your social media profiles using livestream video.

In this episode, you will hear.

Why you should be livestreaming (Your competitors are!)

First steps to get started

How to get people to show up on your broadcasts

Your role as a broadcaster (listen for this unusual insight toward the end of the broadcast)

And more!

Rick is an Author, Speaker, and Coach. He works with small business owners who want to generate more leads online and increase sales on the internet. Specializing in working with Coaches, Speakers, and Experts, Rick helps them leverage their expertise to attract clients online. He has provided marketing consulting and support to some of the top speakers in the world, including Eric Lofholm and Loral Langmeier. His insights will help any business of any size to leverage the power of social media to reach more of your ideal clients.

To take advantage of Rick’s offer, go to email Rick at
rick@socialmediaoutcomes.com and request the Livestream Video Planning Template.

You can also visit Rick by going to his website at http://socialmediaoutcomes.com or follow him on Twitter at https://www.twitter.com/Rickcooper

Music by http://www.bensound.com

Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling not to mention our website: https://www.annascheller.com where you can book yourself for a free 30 minute coaching session.
Aug 12, 201734:04
Shorten Sales Cycles and Increase Close Ratios - Tibor Shanto

Shorten Sales Cycles and Increase Close Ratios - Tibor Shanto

As a seller, you need to translate the question “What do you sell?” to “What are they looking to achieve?” The answer has to be driven by the outcomes they are looking for. How will their world be different after they buy from you? Tibor Shanto

Often in sales, we wait for events to trigger a need in our prospective customer in order to approach that person for a sale. But did you know that a small shift in your approach can create the trigger for your customer to buy? As Tibor says, “Nobody budgets for pain.” But they do budget for achieving their goals! If you want to close more sales, you must listen to today’s episode with Tibor Shanto of Renbor Sales Solutions.

Tibor Shanto is a 25-year veteran of B2B sales, Tibor has developed an insider’s hands on perspective of successful sales execution. Called a brilliant sales tactician Tibor shows organizations and sales professionals how to leverage their sales process to shorten sales cycles and increase close ratios.

Covered in this week's Podcast...

How losing in the stock market led to a career in sales.

The difference between customer satisfaction and customer loyalty (Did you know that satisfied customers will switch brands?)

What focus can help you reach out to a satisfied customer and make a sale!

Unique approaches to your ideal customer to get ahead of the sales crowd!

And more!


To get in touch with Tibor, you can call him at 855.25.SALES or email him at
Tibor.Shanto@sellbetter.ca

Music by http://www.bensound.com

Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling
Jul 28, 201735:39
The 3 “L’s of Sales” with Nigel Green

The 3 “L’s of Sales” with Nigel Green

“Connect, don’t convince.” Nigel Green

Have you ever heard someone say, “That person would be good in sales. They talk a lot!” Pretty common perception. Yet nothing could be farther from the truth! Good sales people listen, lead, and learn. And what makes a good sales person makes a good sales manager. And our guest on this week’s episode, Nigel Green, knows all about all three.

After leading a national sales team just three years after college, he served as Vice President of Sales at Foundations Recovery Network. In three years there, he helped grow the business by 272%, from $94M to $350M. In 2016, he was the CEO at StoryBrand, where he honed his skills in strategic messaging and marketing. All of this success and experience has inspired the proven strategies at Evergreen to accelerate and sustain the growth of your business.

What you will hear:

One of the biggest mistakes we make when we think we are listening.

The purpose of the first sales call (this will take the pressure off your next cold call)

Where the best ideas for your team come from (and it’s not the CEO!)

Where leadership starts, and the power of training for sales performance.

After you hear Nigel, you will want to listen to this episode again and again, especially if you lead a sales team or are planning to build a sales team.

To connect with Nigel directly, email him at
nigel@findevergreen.com

Music by http://www.bensound.com

Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling
Jul 15, 201735:49
Accountability - Anna & Stephanie Scheller
Jul 08, 201741:17
Internet Marketing with Danny Young
Jun 30, 201743:42
How to Achieve Greater Success in Sales - Anthony Iannarino

How to Achieve Greater Success in Sales - Anthony Iannarino

To be a black belt in sales, you realize you’re a business person. Anthony Iannarino

In today’s world, sales people face the challenge of building relationships, prospecting and closing deals. To effectively solve their clients’ problems, they must become a trusted advisor who can lead their customers as a peer to creative solutions.

Our guest this week is Anthony Iannarino. Anthony is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to- business (B2B) sale. He is also a founder and managing partner of three businesses leading the entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. From his extensive experience, he shares his knowledge on How to achieve greater success in sales.

In this week’s episode, you will hear:

Two things you need to become a trusted advisor

How being a peer empowers you to serve your client more effectively

How martial arts prepares you to handle the tension of a sales conversation.

The mindset that enables you to ask for a higher price

And more!

This was an information packed show from a world leader in the arena of sales and business.

To learn more about Anthony, go to
https://thesalesblog.com/ and check out his daily show on https://www.youtube.com/iannarino

Watch here for the information to preorder Anthony’s upcoming book, The Art of Closing. (Available for pre-order July 8th)

Remember to join our Facebook group https://www.facebook.com/groups/blackbeltselling

Music by http://www.bensound.com
Jun 23, 201743:20