There is much more to language than the words we speak, or the way we move our body – and that’s where John Klymshyn comes in. Author of 11 books on the topic, John teaches that the power of language can truly inspire those around us to create massive gains in life.
In episode 181, you’ll hear John share his best advice for car sales people, and dealership managers about how to effectively use language to inspire growth and forward momentum.
Noteworthy Topics from this Episode:
01:01 – Language is more than the words we speak. It’s music.
05:07 – When we start to talk about something that is deeply meaningful to us, we immediately reach for our heart.
13:03 – How does one develop skills to be a better essentially communicator?
15:36 – There’s been a disconnect between perception and intent. Maybe that’s not what you meant, but that’s what I heard, received or perceived.
17:09 – Where we start is by narrowing the gap between perception and intent.
17:32 – What you think you want people to walk away with may not be what they feel as a result of what you say or ask or demand or request or instruct.
18:00 – If you want anything done, it is going to have to be done with or through other people.
18:33 – If you want to speak to someone’s head, speak in a language that they understand. If you want to speak to their heart, speak in a language that they speak.
20:37 – As a general manager, it is your responsibility to inspire your people, to feed them hope and to point them towards a compelling future.
23:22 – As a CEO, your role is not to get people to do stuff. Your role is to inspire them so that they will do things you do did not expect.
23:45 – The ultimate sales manager will hire people who they hope will surprise them and they develop them into people who surprised themselves. Sales management is about releasing the potential of our folks.
24:29 – What we want today is different from what we wanted 90 days ago.
25:29 – Number one reason salespeople show up is for public recognition. If they do something and they do it well, they want everyone to know about it.
25:41 – The second motivator is private recognition of their leader, their boss, their manager, the general manager, pulling them into a private office, looking them in the eye and saying “We are really excited about what you are doing here.”
26:52 – Recognizing somebody’s efforts in a way that’s not necessarily monetary.
27:13 – You become a manager. Essentially you get a title that suggests you’re a leader. But let’s be honest, it’s really an invitation to become a leader.
28:22 – You’re not doing any favors to yourself by learning how to become a better salesperson so that you can teach your team how to sell better. Become a source of inspiration for your team.
28:43 – Sales management is different from any other management. You’re talking about people who at the core of their soul are psychotic.
30:26 – Competition. Some people just like to compete.
31:04 – Growth and money as motivators.
32:23 – Money is not what drives me to go and do more. If you are working for money – you are underpaid.
34:59 – I believe that anybody has the ability to make money. You can MAKE money. Having is a possessive, having is controlling. Creating is releasing.
36:15 – Wars have started because of the wrong words. If you’re writing only to communicate, it is your duty to become the best writer you possibly can be to narrow the gap as much as you can.
39:32 – I love this parallel between spoken word and music because I can listen to music with no lyrics and have it inspire me to move.
42:16 – Write down and answer this question: “What am I truly capable of?”
John says that if you are a manager or C.E.O., it is your invitation to become a leader. It is now your responsibility to inspire your people, to feed them hope and to point them towards a compelling future. Your role is not to get people to do stuff. Your role is to inspire them so that they will do things you do did not expect. Become a source of inspiration for your team.
TOP FIVE MOTIVATORS.
John adds that if you want anything done, it is going to have to be done with or through other people. There are five motivators that help you inspire people. Public recognition, private recognition, competition, growth and money. Understanding these motivators and desires of your team will help you to release their full potential.