The Mindset Shift Successful Salespeople Make with Douglas Cole, Ep #385

<p>What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we’re lucky enough to discuss them in this episode of Negotiations Ninja. </p> <h2>Outline of This Episode</h2> <ul> <li>[1:45] Learn more about Douglas Cole</li> <li>[2:20] Learn more about Douglas’s book: The Sales MBA</li> <li>[5:51] How you can become a change agent </li> <li>[8:58] The energy of where change is</li> <li>[13:28] Becoming a decision architect</li> <li>[16:32] The principle of self-interest</li> <li>[19:56] Levers to create influence</li> <li>[23:37] Why people forget to leverage unity</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li><a href= "https://www.amazon.com/Sales-MBA-Influence-Corporate-Buyers-ebook/dp/B09ZPSZVDM/ref=sr_1_1?hvadid=621369210396&hvdev=c&hvlocphy=9010594&hvnetw=g&hvqmt=b&hvrand=4672542595023685060&hvtargid=kwd-1760664067868&hydadcr=6621_13207670&keywords=the+sales+mba&qid=1690468241&sr=8-1" target="_blank" rel="noopener">The Sales MBA: How to Influence Corporate Buyers</a></li> <li><a href= "https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X" target="_blank" rel="noopener">Influence: The Psychology of Persuasion</a> </li> <li><a href= "https://www.amazon.com/Pre-Suasion-Revolutionary-Way-Influence-Persuade-ebook/dp/B01C36E2YS" target="_blank" rel="noopener">Pre-Suasion: A Revolutionary Way to Influence and Persuade</a></li> </ul> <h2>Connect with Douglas Cole</h2> <ul> <li><a href="https://www.thesalesmba.ca/" target="_blank" rel= "noopener">The Sales MBA</a></li> <li><a href="https://www.thesalesmba.ca/newsletter" target="_blank" rel="noopener">Subscribe to The Sales MBA newsletter</a></li> <li>Connect on <a href= "https://www.linkedin.com/in/sholtodouglas/?originalSubdomain=ca" target="_blank" rel="noopener">LinkedIn</a></li> <li>Follow on <a href= "ht