Episode 24 - Ed Wallace | Human Capital, AchieveNEXT
In this episode, Brian is asked by Managing Director of Human Capital, AchieveNEXT, Ed Wallace - “What made you guys successful?”
As a best selling author of four books, Ed consults with and speaks for corporations and associations across the globe, and explains to Brian that “people don’t love to be sold but they love to buy stuff.” As a matter of fact, Ed talks about how he landed a Fortune 500 company (DOW Chemicals), as a client by not selling.
Ed also walks Brian through “Ask, Ask, Ask, Tell” - a process created to help you learn someone’s GPS to build or strengthen relationships - after all, relationships are everything,
Listen to hear the most common mistakes Fortune 500 company professionals make in attempting to build relationships.
Key Takeaways:
- Asking great questions is part of having a great relationship
- The secret to success is in the "little extras"
- People don't like to be sold to, but they do love buying stuff
- Businesses can be commoditized, but relationships can't
If you only have 10 minutes:
2:31 - Some history on Ed and how he got his start (spoiler alert, it involved a traumatic experience when his son fell off a skateboard)
4:00 - What happens when you don't make plans?
7:15 - How did Ed come up with the ideas for his books, and what does a cab driver named Max have to do with it?
9:19 - Ed turns the tables and asks Brian the questions and once again, it's all about relationships and what Ed calls "Relational G.P.S" - Goals, Passions, Struggles
22:00 - Common mistakes made by professionals when trying to strengthen relationships
29:30 - Getting started with Fortune 500 (DOW Chemicals) was all about NOT selling
31:43 - Which came first, the business or the book?
34:30 - What's the difference between and consultant and a thought-leader, and which one is Ed?
36:00 - Delivering keynotes during COVID
39:00 - How did Ed feel about selling his business, and will he ever retire?
HAPPY ½ HOUR DRINKS:
Pills Mafia by Thin Man Brewery - Brian gave it a 3.5 out of 5
Learn more about Ed
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