Latest / The SmallBizChat with Melinda Emerson / Understanding the Winning Mindset with Dan Stalp

Transcript

Understanding the Winning Mindset with Dan Stalp · The SmallBizChat with Melinda Emerson

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  3, 2, 1, 0, ignition.
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  Lift off.
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  Ending small business failure.
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  Welcome to the small biz chat podcast with the number 1 small business expert, Melinda
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  Emerson.
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  Melinda's goal is to end small business failure, and she'll give you the information
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  you need succeed and live the life you dream of.
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  Now here's your host, the small Biz chat lady herself, Melinda Emerson.
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  Have you subscribed to the small bizchett podcast?
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  Well, it's time every Wednesday we offer listeners bite sized actionable tips to start
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  and grow a successful small business.
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  And just 20 minutes or so a week you can get a ton of insight and resources to propel your
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  business forward.
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  Be sure to subscribe to the small beachhead podcast today.
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  Hi, everybody.
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  Welcome back to the small biz chat podcast.
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  I'm Melinda Emerson small biz lady, your host, and I'm America's number 1 small business x
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  vert.
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  You know, often times in business, we think we have a revenue problem when in fact, you might
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  have a mindset problem.
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  And my guest here today is gonna talk to us about what is a winning mindset and how you can
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  always reboot yours if you find yourself in a rut.
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  Let me introduce my guest.
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  His name is Dan Staup, and he is known as the energized entrepreneur.
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  He's a business mentor and a popular local and national speaker.
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  He's the award winning owner of Sandler Training of Kansas City.
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  Are now in business development coaching and sales training business.
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  Dan specializes in working with presidents and owners who sell and peak performer sales
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  professionals who wanna push through to their next level.
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  For more information, you can go to www.stout.sandler dotcom.
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  Dan, welcome to the small business chat podcast.
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  Thank you for having me.
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  Alright.
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  So let's jump right into it, Dan.
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  How do you define a winning mindset for a small business owner?
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  Sure.
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  Winning mindset is really about what you think a you know, there's the tale of the two wolves,
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  you know, that are competing against each other, and they always say which one's gonna
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  win, and it's the one that you feed.
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  So, we we are gonna have things that happen day in and day out.
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  You know, we're human beings, not human doings.
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  So it's not a matter of what happens to us.
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  It's more a matter of what we do with it.
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  So I I always say, you know, some people, they'll say, you know, it is what it is, and
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  that's a completely different statement than someone who says, it just is.
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  And I can get into that a little bit later.
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  Well, let's get into it.
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  I mean, what are the main components required for developing a winning mindset?
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  Sure.
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  So we'll get into some competencies, you know, and if this was so darn easy, everybody'd be
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  doing it.
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  But, but one of the the six ones that I'll talk about is, ambition and dry that internal drive
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  because if if you don't want something to change, it will not change.
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  And then but then the other part of that is, am I taking action on what I want to change.
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  So one is about passion, internal passion.
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  The other one is about commitment.
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  And you can have people that, a lot of people see those as 1 and the same, but they're not.
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  Because some people make things happen and others keep things happening, and some can do
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  both, and some can do neither.
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  So it's really about those 2 are a good are a good start, but also accepting responsibility I
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  don't know if you're familiar with the drama triangle, but if you feel like you're a victim,
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  it's not gonna change because it there's there's we don't wanna be a prosecutor.
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  We don't wanna be a victim.
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  We just wanna take responsibility.
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  And then, of course, positive outlook, but another one is just knowing where you are, you
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  know, knowing what your strengths are knowing what you're not so good at.
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  Because if I think I'm graded everything, I'm probably not, and I'm not gonna change.
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  On the other hand, if I think I'm bad at everything, I'm probably not, and I'm not to
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  change.
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  Right.
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  What you believe is true, no matter whether it's good or bad.
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  Right?
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  Right.
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  So how Can you share an example, you know, from your own experience where adopting a winning
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  mindset really made a huge difference in your business success?
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  Yeah.
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  So for me, it was really about, you know, I am a performance coach for sales and sales
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  leaders, and so I need to be eating my own dog food, so to speak.
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  And, so part of that is, you know, just working on myself and then be able to transfer and
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  leverage that.
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  And so one of the things that a lot of people think about winning my said is that they they
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  just have to think differently.
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  And that is part of the puzzle, but what really needs to proceed that is to act differently.
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  So one of the the the sayings I like to say is apt as if.
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  So if I'm, you know, a $500,000 per producer right now, and I wanna be a $1,000,000
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  producer.
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  You know, I can continue to tell myself I'm a $1,000,000 producer.
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  I'm a $1,000,000 producer, you know, positive mental attitude.
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  And it might happen But what might be worked better is I said, let's pretend I was a
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  $1,000,000 producer.
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  What would I be doing now that I'm not doing?
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  What would I not be in allowing that I'm allowing?
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  And what happens is when you start to act as if, that's the quickest quickest way to change
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  attitudes and attitudes take time to change.
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  So if it's not just about thinking, It's about acting and thinking.
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  Right.
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  It's about thinking and doing.
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  Right.
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  You know?
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  Right.
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  I I agree with that wholeheartedly.
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  But I but I gotta step back though and push back just a little bit on you because I'm I'm
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  like, okay.
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  How can you balance a winning mindset with really taking the time to learn from your
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  failures and mistakes.
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  Right.
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  Good one.
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  Absolutely.
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  Yes.
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  So first of all, 80% of us are more likely to modify our behavior to avoid a a pain.
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  So instead of seeing failure as the enemy, failure is our friend.
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  Now this is the unintentional person is more likely to do that.
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  Now only 20% of us are willing to modify our behavior for gain.
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  And I'm a big believer.
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  Let's just modify our behavior no matter what.
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  But the reality of it is failure can can be if we're intentional and if we step back to your
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  point and say, okay.
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  That did not go the way I wanted it to.
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  And this gets back to accepting responsibility, Melinda.
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  Now I'd say, hey.
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  How did I contribute to that outcome.
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  I'm not blaming.
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  Where would I have maybe done something a little bit differently next time?
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  Not here.
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  So we don't wanna focus on what we did didn't or did or didn't do that caused it.
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  We wanna talk more about next time.
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  So it might be, you know, that prospect brought this up.
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  I chose not to go there.
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  3 weeks down the road after we both spent a lot of time.
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  Here we are, and that's the reason I didn't get the deal.
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  So we could say, you know, well, I should have said something.
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  It's more about next time.
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  If that comes up, I'm gonna address it right then and there.
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  That would be an example.
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  Okay.
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  So you're, like, learn from, like, take the time to learn from why it didn't work out.
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  And don't just assume why it didn't work out.
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  And you wanna focus on next time, not what didn't go well.
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  It's kinda I don't know if you've ever loss before and you didn't have a map and you you
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  got there.
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  You go, oh, thank goodness.
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  I got there.
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  And then 2 weeks later, you're going there again.
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  You don't have a map.
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  You go, oh, that looks familiar.
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  Oh, I think I'm getting close.
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  I saw that, but what looks familiar is when you were lost.
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  So the reality of it is we we do need to make sure that we're saying next time I'm gonna have
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  a map next time, whatever, and follow that instead of, making the same mistakes over and
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  over again.
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  Well, but just because you're the business owner and you have a winning mindset, how do
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  you make that part of the culture of your organization?
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  Yeah.
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  So first of all, you, you know, you can say things come from the top down.
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  Right?
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  So in birds of a feather flock together, about all these different scenes.
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  So it does start at the top.
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  And what happens is if, if you're working on yourself.
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  Like, it's important for people at the top to continue to be working on themselves.
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  A lot of times, sometimes they get a little comfortable.
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  I've arrived.
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  I got this, and that's usually a slippery slope down.
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  So instead, we wanna always be working on ourselves, and then we will attract different
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  people to our organization.
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  So when I'm at a higher frequency, you know, where I'm seeing the positives, I'm not getting
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  down, I'm either gonna, a, attract more of those people at a higher frequency.
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  Some people will say, you know, I wish I was like that, and they're gonna come like that,
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  and then the low frequency people will be repelled.
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  And that's exactly what we want to have happen.
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  We don't wanna be attracting low frequency people.
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  So it's really important for those leaders to not just be developing their people, but as or
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  more importantly developing themselves.
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  So let's talk about salespeople for a minute because I know a lot of small business owners
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  struggle to hire manage and coach salespeople.
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  So how do you go about I mean, let's say I hire this you know, hot shot salesperson who came in
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  here with this great track worker from the last place they were, and they get to you and
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  they're, like, they're falling flat.
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  They're not converting.
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  Like, what do you what do you do?
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  Cause I I've been in this position myself a dozen times.
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  So I so I wanna understand What do you do when you hire, you know, you make this investment,
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  you give them a serious base and not make them a commission based Emerson, like, What do you
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  do when I mean, do you just like, oh my god.
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  They're not converting, get them out of here, or should you actually try to train them?
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  Yeah.
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  Those are, if I had a quarter for every entrepreneur, I wouldn't have to work.
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  But you're you're right.
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  It it is a conundrum, but there are some things that we can do.
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  Part of it is, a lot of smaller companies, maybe they're just looking to hire 1 or 2
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  people.
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  They don't have a transferable and repeatable sales process.
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  So what happens is they're able to get to do it because they're the owner.
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  They have a people business posture.
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  They just have uniqueness to them because they own the place, you know, they're paying all the
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  bills.
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  They just have a different posture.
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  And they assume that if I hire someone who's actually a salesperson, they'll opt for me.
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  And they can, but what happens is if there's no process, then what happens is you delegate your
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  sales process to this person that can lead.
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  And, I've had clients that had, you know, entrepreneurs at at 7 salespeople in 8 years,
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  and none of them have worked out.
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  And I and not blaming, but I say, what's the common denominator?
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  Youth.
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  Yes.
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  Right.
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  So something needs to change.
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  So having Sandler happens to be a repeatable transferable process.
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  It's not the only one.
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  The other thing is is people don't use outside assessments before they hire people.
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  I mean, salespeople are the hardest people to interview because they're used to being in
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  interviews.
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  And so if we don't have any data and actually those 6 confidence that I mentioned earlier are
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  part of that.
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  You actually get scores on it.
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  And some things are easier to help people through than others.
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  And, you know, if someone's not ambitious, you're both gonna be working really hard to get
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  that ambitious, and it's never gonna carry the day.
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  Interesting.
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  Well, I really appreciate that even if it's just a answer to a one question about it
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  because it's a very stressful It's a very special, stressful thing, you know, and and a
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  lot of business owners.
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  And then how can the you know, when you bring a new salesperson into an organization, how can
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  you help them through collaboration, you know, deliver a high performance?
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  Yeah.
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  So one of the things that a lot of people, owners aren't doing this either is they're
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  tracking their sales outcomes but they're not tracking the 5 or 6 key performance indicators
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  that lead to sales outcomes.
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  And in Sandler speak, we call that the cook cookbook.
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  It's your recipe for success.
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  And what a lot of peep a lot of people just do is they get 10 appointments a week or call
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  twenty people a day, and it's just based on nothing.
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  Mean, nobody ever questions it because they just assume you know.
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  But the reality of it is if we start to track these KPIs, like attempting to reach someone,
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  whether we actually talk to them, whether they actually meet with them, whether they actually
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  quote them and then actually sell them something, we can reverse engineer what their
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  new business goal is into daily behaviors.
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  And so when I don't know what my daily behaviors need to be, that's a that's a
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  development opportunity.
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  When I know what they are as a salesperson, I consistently don't do them.
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  That's an attitude issue.
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  And those are the folks that you wanna help them back out into the workforce because
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  they're just not gonna do the work.
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  Interesting.
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  Interesting.
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  Alright.
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  Last question for you, Dan.
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  What is the best business advice that you've ever gotten?
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  Best business advice.
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  You know, I I I feel like I'm break you know, kind of saying this too many times, but there's
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  a couple books out there that also support this is the little things done consistently well
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  over a period of time.
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  Lead to quantum leaps.
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  And, you know, we're in, you know, when I was younger, it was the microwave.
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  You know, it's so fast.
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  You know, now it's instant messaging and tips.
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  You know, everything's so quickly.
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  But there are certain things you cannot just skip over.
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  And so it's the little things that are oftentimes holding us back.
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  Thank you so much for that, Dan.
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  That is so insightful and helpful.
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  And I'm and I'm gonna think about that.
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  Thank you all for joining me for this episode of the Small Bishop podcast.
• 14:11
  If you are an author speaker coach or consultant looking to learn how to become a
• 14:15
  national brand, I want to help you attract corporate brands, media opportunities, and more
• 14:21
  at my Brandy Demand 6 month group coaching program.
• 14:24
  Which starts on March 20th.
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  I'm teaching a to z how to build a $1,000,000 brand, and I've worked with over a 150
• 14:33
  corporations and I wanna teach you how to do it too.
• 14:36
  So all you have to do is head over to smallbizladyuniversity.com for more details and
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  sign up today because space is limited.
• 14:44
  The mission of the small bitch tech podcast is to end small business failure.
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  And I wanna leave you with this.
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  You never lose in business, either you win or you learn.
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  God bless everybody.
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  Thanks for listening to the small biz chat pod cast with Melinda Emerson.
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  Subscribe to this podcast wherever you listen to podcasts and join us next Wednesday for more
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  fantastic information and interviews.
• 15:11
  You can find more sources and small business success strategies by visiting Melinda's
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  website succeed as your own boss dot com.
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  Thanks again for listening, and we'll see you next week.