What Modern Sales is Missing with Bryan Flanagan

Doug interviews Bryan Flanagan, a sales legend with an extraordinary journey from IBM to becoming a key figure at the Zig Ziglar Corporation. Bryan gives his advice on goal setting, sales ethics, and personal growth, drawing from his 14 years at IBM and 29 years working alongside Zig Ziglar himself. He also shares his experiences and knowledge about consistency, relationship building, and the balance between personal and professional goals. KEY TAKEAWAYS You cannot consistently perform in a manner inconsistent with how you see yourself - this fundamental principle transformed Bryan's career from a struggling salesman to a successful trainer. Goal setting requires evaluating both benefits and obstacles, if the obstacles outweigh the benefits, you need to find more benefits or reconsider the goal's viability. Personal growth must come before professional growth, investing in yourself and maintaining intentionality in daily goals is crucial for long term success. The intent behind your technique determines your ethics, and understanding this principle helps maintain professionalism and integrity in sales. Successful goal achievement requires involving and communicating with all stakeholders, especially family members who will be impacted by your pursuit. The POGO system (Person, Organisation/Occupation, Goals, Obstacles) provides a structured approach to building meaningful business relationships. Real selling is about relationships, not just digital interactions. Modern sales professionals need to balance traditional relationship building skills with new technology. Setting realistic deadlines is crucial, understanding your obstacles and required skills also helps establish achievable timelines for your goals. BEST MOMENTS "You cannot consistently perform in a manner that's inconsistent with the way you see yourself. You can't perform here if you continue to see yourself here." "If you don't set goals, somebody will set them for you. Obstacles are what we see when we take our eyes off our goal." "My job is to make salespeople more dangerous than they are right now but in a very integrity based way." "I teach what I have to learn. I teach what I need to learn the most." "You can have everything in life you want if you will just help enough other people get what they want."   ABOUT THE GUEST https://www.flanagantraining.com/ https://www.linkedin.com/in/bryanfl https://www.facebook.com/bryanflanaganpersonal VALUABLE RESOURCES Website: http://dougbennett.co.uk/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/financialdoug/ Twitter: https://twitter.com/FinancialDoug Facebook Wealth Tribe: https://join.dougbennett.co.uk/ Download Your "Ten-Step Guide To Financial Freedom" Here: https://bit.ly/Struggle-Success BOOKS: Goals Do Come True is now live and available to buy on Amazon: https://amzn.to/3phcy6Z Think Simple, Win Big is now live and available to buy on Amazon: https://www.amazon.co.uk/Think-Simple-Win-Big-Business/ Enjoy, and come back for the latest podcast each Wednesday. Thank you for listening.