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Episode 295 What Makes Humans Tick with Tony Alessandra

On this episode of The Lead Up Podcast, Mike is joined by guest Tony Alessandra. They dig deep into company philosophies, the risk of predicting the success of people, the pros of assessments in tight labor markets, and much more. Make sure to grab a pen and notepad so you can take away some of the many knowledge bombs dropped in this episode!

Tony gives us an insight into his career over the years and how he was a Sales and Strategic Marketing Professor for two years before deciding to create a career in content-orientated speeches on non-manipulative selling which he has been successfully doing for 30 years now. Tony shares how he did 100 paid speeches a year all over the world in previous years but currently only gives speeches for his assessment clients and their clients.

Following his own advice, Tony says that the company philosophy is to build long-term customers not short-term sales, even if that means losing money on a transaction. He explains the long-term value of a customer is greater than any single transaction. Mike and Tony speak about his book, What Makes Humans Tick, and Tony shares some fantastic advice and real-life experiences he’s had where he learned that you have to be able to adjust to the needs of others.

Tony talks about some of the reasons behind why it’s risky business to predict people's success and shares the format of one of his assessments:

  • Look at the top salespeople
  • Create a profile of the top salespeople
  • Create a profile of the bottom performers
  • Use the above information to create a report/benchmark
  • After all, candidates have taken the assessment, match the results against the benchmark to create a percentage match

Mike and Tony also discuss the joy they find in the simplicity and practicality of the D.I.S.C Assessment. Tony shares that he is also currently working on a new D.I.S.C and EQ assessment so make sure you keep an eye out for that.

 

Links:

Reach out to Tony here on LinkedIn

Purchase Tony’s Book to gain a deeper insight into the best-validated assessments here.

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