A Personal Note From Orion

Welcome, stellar listeners! I am thrilled to bring you another enriching episode of the Stellar Life Podcast featuring Dr. Yaniv Zaid, renowned globally as “Dr. Persuasion.” Dr. Zaid is an expert in public speaking, marketing, sales, negotiation, and persuasion. He boasts extensive experience as a business consultant to government departments, private firms, and public organizations. 

During this conversation, Dr. Zaid shares invaluable insights from his personal journey and professional expertise. You’ll learn about the critical nuances of active listening, effective online and offline communication, and how to start conversations and relationships with a goal in mind. Dr. Zaid also dives deep into handling objections, networking, maintaining relationships, and establishing a powerful professional presence.

He uses a fascinating analogy of comparing Batman and Superman to assert that authenticity and relatability triumph over showcasing superhuman perfections. Dr. Zaid emphasizes the importance of love and positivity in communication, the art of delivering clear instructions, and the significance of crafting an engaging elevator pitch. Moreover, he provides practical tips and strategies to keep your professional connections warm and thriving over time.

Whether you’re looking to enhance your communication skills, improve your business negotiations, or foster long-term professional relationships, this episode is packed with actionable advice and thought-provoking concepts. So, without further ado, let’s dive into the show!

In This Episode

• [01:56] – Orion introduces Dr. Yaniv Zaid, also known as Dr. Persuasion, an economist, lawyer, and business consultant. Dr. Yaniv discusses his background and how debate competitions sparked his passion.
• [05:12] – Dr. Yaniv delves into the concept of active listening and highlights its significance.
• [08:25] – Dr. Yaniv offers communication strategies for building strong relationships with employees and outlines a formula for delivering clear instructions.
• [12:06] – Orion and Dr. Yaniv explore examples of improving communication in online environments.
• [16:02] – Dr. Yaniv contrasts the roles of Batman and Superman as metaphors for effective communication styles.
• [18:58] – Dr. Yaniv shares actionable advice for successful networking at events.
• [26:25] – Dr. Yaniv transitions to discussing techniques for selling high-ticket items.
• [31:06] – Dr. Yaniv concludes by sharing his three tips for living a stellar life and provides his contact information.

Jump to Links and Resources

About Today’s Show

Hi, Yaniv. Welcome to Stellar Life Podcast. Thank you so much for being here.

Hi, Orion. Thank you for inviting me. It’s a great privilege. I have heard many of your chapters and enjoyed them very much. Thank you for being here.

Well, thank you. I’m honored that you listened, and that’s awesome. Before we begin, please share a little bit about yourself and how you discovered your passion.

I’m Dr. Yaniv Zaid. My brand is Dr. Persuasion. I’m 47 years old. I live in Tel Aviv, Israel. I married for the second time. I have two kids from my first marriage and one on the way. I provide business consulting, lectures, and workshops worldwide on improving your marketing, sales, persuasion, and negotiation abilities. I learned my passion when I was a student. I studied law and economy at the University of Haifa, where I was born, a city in the north of Israel. 

I joined the debate society. Debate is when you have some subject, and two sides argue about it in front of professional judges or an audience. I have competed in many, many competitions worldwide, and I have had many achievements. Then I realized there is a really big gap between what they teach you in school and what you need to know in your life. For example, communication skills are very important, but nobody teaches you that.

Even in the digital era—when people tend to hide behind computers, emails, or WhatsApp—you need to know how to communicate with people online and offline and deliver your message better.

When I studied law, they taught me everything about law. They taught me public law, criminal law, agreements, etc. They taught me everything except three things. One is how to talk in front of judges, two is how to market myself, and three is how to write legal documents as a lawyer. Nobody taught me this. When I realized that most people don’t know how to communicate well, I decided this would be my mission for life: to narrow the gap between what you need to know in life regarding communication skills and public speaking, sales, and marketing, and what the formal education system actually teaches you.

So, what do we need to know as far as communication goes? What’s missing?

First of all, you need to know how to listen to other people. Most people know how to talk about what interests them, their comfort zone, and what subject they would like to discuss, but they don’t know how to adjust those messages to the other side and don’t know how to listen actively. To identify who is in front of you and adapt your message accordingly, you need to have this one thing. 

Another thing is you need to know how to communicate better with people. I will say that even in the digital era—when people tend to hide behind computers, emails, or WhatsApp—you need to know how to communicate with people online and offline and deliver your message better. You need to know what your purposes are. For example, if I provide a presentation or a speech, I need to know what I aim for. 

“Okay, if I were very good, what do I want the audience to do professionally and market-wise? Okay, what do I want them to do after my lecture? What do I would like to sell them? What is the next step if we’re talking about business after my presentation?” Most people haven’t defined their targets before when they come to presentations or sales and marketing meetings. They don’t know their objectives, how to handle objections and questions, or how to prepare themselves properly. They also don’t know how to establish long-term relationships with their clients, vendors, and colleagues.

Wow, that’s a lot. I want to dive deep into each one. One topic is active listening. What does active listening look like?

I would like to know what the client really cares about, not just my product because my product or my service is the solution.

I ask you questions, and you answer. Sometimes, you don’t give me direct answers right away. I need to take the information out of you. What are your hidden interests? Not just what you tell me in the first sentence, but what do you really want?

For example, I would like to know what the client really cares about, not just my product, because my product or my service is the solution. I need to identify the client’s problems. I need to identify the needs of the client. I am the answer to the needs. I am the solution to the problems.

But I need to identify, and only then I can sell better. So active listening, for example, if I’m in a meeting with a client and say, “Okay, Yaniv, what do you have to offer to us?” I’m not just starting to talk about myself. I would like to ask them, “What is important for you? What are your goals? What do you want to do?” And then, if they will tell me, I can say, “Am I right for them?” Second of all, I know how to sell it to them. Because I don’t need to talk about all the technical aspects of the product or service, I can only speak about the messages that are relevant to them. Then, the conversation is easier and shorter.

Your definition of active listening is asking a lot of questions, determining what the other person needs, and listening between the lines.

Yeah, and I really listen and write it to myself. Because sometimes people ask, but they’re not listening. They don’t write it down. They don’t pay attention to the small details that create the big results. I need to really listen and to really identify your needs. And, like you said, to read between the lines.

What is an example of an interaction you had when you read between the lines, something surprising that someone who is not actively listening would catch that you did?

Specific instructions lead to better outcomes, whether in business or personal life. This ensures everyone knows exactly what is expected, reducing misunderstandings.

I helped companies negotiate with talented employees. The employees wanted more money in their salary, but the companies couldn’t afford to pay more. So, obviously, we’re in a stuck situation. Probably, both sides will be angry at each other, and then the employee will leave. The company will lose a talented worker. But if you ask the employee, what do you really want? So, the formal interest is money, “I would like more money.” 

However, what they actually would like in most cases is to be recognized as talented employees and be respected, and maybe they would like better conditions. “I would like a room of my own, not to share my room with another person. I would like to have a better view from my room. I would like maybe a better car to get from the company. I would like a better cell phone,” or something like that. 

So, actually, if you dive into the hidden interest and read between the lines, you understand that the money is not the real issue. The real issue is that money reflects how people think about me at my workplace. So, if I can provide this employee with better personal attention, a better title, promotion, a better car, or something similar, then I won’t offer them more money in salary. Instead, I would answer their actual need: recognition and more fun or appreciation in the workplace. This is one example.

When you have great communication with your employees, they will work harder for you.

Nice. How do you communicate, for example, with an employee who has great potential but is getting too comfortable in their job? It feels like they’re slacking. You still like to have a great relationship with them, but some problems exist. What type of communication tips can you share?

The best way to solve a problem is to avoid it. If you have a great relationship with a worker, they will like you and their job and be better workers. When you have great communication with your employees, they will work harder for you, and we won’t have those kinds of problems. But if you have these kinds of problems, just talk about them. Don’t hide your feelings. Don’t hide your own frustration. 

Don’t wait until the last minute when you are angry at the employee, and you’ll fire them. You say, “Well, I’m frustrated because I told you this mission, and I expected you to do it in two days, and I rely on it. But then you didn’t do it. So it created a conflict with the client, and I felt bad about it.” Talk about your feelings. Tell the employees exactly what you want. I’m talking about my lectures and workshops. I talk about a call to action. Call to action means that if I want people to do something, I tell them exactly what to do. Be very specific. 

For example, when you go with your kids to a family event, and all the way you say, “Remember, behave nice. Be nice.” And all the way, you say, “Be nice. And then you probably say, “But I told you to be nice. Why didn’t you be nice? What happened to be nice?” It’s not a specific instruction. If I tell him, “When we come to grandmother and grandfather, immediately give him a hug and kiss, okay?” Or “You don’t get out of the table unless everyone finishes to eat,” or “You don’t hit your brother if he does something to you.”  

Those are clear instructions. I know exactly what to do. We are all human beings; we know exactly what to do. So, provide specific instructions, and then the workers will know exactly what you expect them to do, and they will know if they did it or didn’t.

Call to action means that if I want people to do something, I tell them exactly what to do.

Is there a certain way or formula for giving clear instructions?

Yeah. Be as specific as possible. There was this research decades ago in the United States on how to get people to get vaccinated. They took a group of students and showed them a presentation on why they needed to get a specific vaccination against something that they were in the target group and the risk group. They told them, “You need to take it half an hour presentation. It was very persuasive. You need to take the vaccination.”

Then, the call to action at the end of the presentation was to go and get vaccinated. There were 100 students. The researchers checked one month later, and only three out of 100, with only a 3% conversion rate, actually got vaccinated. So the researchers said to themselves, “How? But the presentation was so effective. What happened?” What happened is life happened. The students left the lecture and said, “Okay, I need to get vaccinated. It’s just that I have a test two days from now. I’ll just do the test and then get vaccinated.” 

Then you miss all the momentum. So what they did the next month was they took another 100 students. They gave them an exact presentation, half an hour, and they ended. They told them, “Go and get vaccinated.” But this time, they gave him a map of the campus, and they marked X where the clinic was located. They wrote them the number they needed to call the clinic, and they told them which hours the clinic was open.

After one month, they found out that 33, 11 times more than the last time, actually took the vaccine. Why? Because you told them exactly what to do and helped them do it. So, if you need employees to do something you would like, provide specific instructions. It also applies to your kids, spouses, colleagues, everything. Be very specific, and help people help you.

That’s great. What are some examples of better communication online?

I always suggest you use warm words and positive thinking. If you were interviewed for a job but didn’t get hired, I can write to you: 

“Hi, Orion. Unfortunately, you didn’t get the job. Best of luck. 

– The Department of HR.” 

I can also say, 

“Hi, Orion. I was very happy to meet you. It was a pleasure to interview you. Unfortunately, we can’t afford a job for you at this moment. We save ourselves the right to call you in the future if we need to. 

Best of luck, 

Yaniv, Head of HR department.”

Public Speaking by Dr. Yaniv Zaid

I wrote something personal, not a bot, but someone who talked to you. The result was no in both messages. But in the second message, you are a great ambassador for me. You will talk about the company. “I’ll save myself the right to call you again. If you are upset, I will call you one or two months from now.” “Hi. Do you still need a job?” Then you won’t come because you had a bad experience with me. 

When I write warm or positive words and provide specific information, you appreciate the personal attention. Then, you will be an ambassador for me. Maybe I don’t want you for my company, but I want your friends or colleagues. Then you can call back to the college, for example, and tell your friend, “I had an interview with a company, and they were great people. I enjoyed it very much.”

Other relevant people will come to be interviewed. I strongly suggest that sometimes people are very correct. They just use very formal messages and emails. So I say all the time, be specific, authentic, positive, and warm, and people will react to it.

My husband and I used to go to tons of conferences, and I was always dreading the part where you meet a lot of strangers, and you have to talk to them. I just felt so artificial. Other people felt artificial, too. I always find the one or two people that I connect with and stay with them in my comfort zone. So, what are your tips for networking?

First of all, when you come to the event and would like to network, you need to create a bigger net of personal, professional, and business connections, right? So when you come to an event, don’t just talk to the person next to you or to the person you came with. This is what most people do. If you want to meet new friends, colleagues, or customers, first of all, arrive early to the event and leave late because most people come for a very short time. 

Be specific, authentic, positive, and warm, and people will react to it.

However, most business or communication transactions are at the beginning and end of the event, where there are fewer people, and you have more time and attention to talk to other people. So, spend the time; don’t just go to the event. Second of all, think about what you’re going to say about yourself. They build the elevator pitch or elevator speech. Let’s say people ask you, “What do you do?” 

Then, you need to have a 40-to-50-second presentation or a small speech. The target of the speech is not to tell all the things you can say about yourself but to create interest in the other side. And then they will ask you, “Okay, what do you mean by this and this and this?” And then there is a conversation. Also, listen to people. We talked about listening. I would not just like to talk about myself; I would like to listen. You said that it sounds very artificial.

So it just seems like everybody’s saying their little elevator speech. Honestly, I find it a little boring. I’m like, “Oh my God, this is yet another elevator speech.” And a lot of time in networking, I feel like the most successful people are the people that are less pushy and give you their elevator speech, and they focus more on you. But then you feel this sharky energy of like, “Hey, this is what I am. I practiced this little elevator speech for 30 days in front of the mirror. And look at me now.”

I agree with you. There is a balance between talking about myself and listening to the other party. We talked about emotions, shared our emotions, and listened to other people. But we also found common ground. For example, if we can talk about our kids, we can talk about the reason we came to the event. If we are both business owners, let’s talk about our business and struggles and be authentic.

People have the fake radar. They won’t relate to you if you try to talk about success. But if you also talk about your struggles, then they can relate.

In my eyes, it means that you can also talk about failures, not about success. When you just talk about success, you sharpen your elevator speech and sound like Superman, and then people won’t relate to you because you’re not authentic. We’re recording this in 2024. People have the, I call it the fake radar or b*llsh*t radar. They won’t relate to you if you just try to talk about success. But if you also talk about your struggles and feelings, then people can relate. 

I always tell my clients that when you talk to people, you need to be Batman, not Superman. Now, what is the difference? They’re both superheroes, right? They both look like human beings. But Superman is not actually a human being. He came from another planet.

If Superman provides a workshop on how to fly, I will sit in the first row. I bought the best ticket. They will explain the exact details. “Go to the highest tower, go to the roof, check the wind, mind your first step,” or something like that. I will do exactly what he says, but I’m going to fall because he’s a superhuman, and I’m just a human being. 

But Batman can provide a workshop on how to fly. He can tell you, “I’m just like you. I even lost my life because the Joker killed my parents when I was young and fell into a cave. I was afraid of bats and afraid of darkness. But then I developed a way how to fly. Let me teach you.” I relate to him by saying, “Okay, we are the same. We have common ground. We’re above humans.” He’s not trying to fake success, but he can also share his failures. And then people can relate to you. 

If you want to network or meet new people, invest your time and energy. Come early and leave late. Listen to people, focus on people, and talk to new people, not just the ones you came with. When you talk to people, be authentic. Be the best version of yourself. Talk about yourself. 

Don’t bottle up your feelings or frustrations—address them early and openly. Honest communication creates stronger connections.

By the way, I teach how to make an elevator pitch. It’s very funny and very interesting. It’s not supposed to consist of technical facts one after another, which is what most people do. Instead, you can tell a very creative story. I teach how to do it. After you provide your elevator pitch, start communicating with the other side and really listening and then you can find common ground.

Great. So you went to the event and communicated greatly with many people. How do you build relationships? How do you maintain them? Some people have a lot of talent, and they are connectors. They remember people, like my husband, from 10 years ago, their names, their last names, and where they saw them. I don’t have this memory. They know how to maintain the relationships.

I will teach you some tricks. I think the first secret of sales, marketing, and networking is to love people and to really enjoy conversations with people. I enjoy talking to you now. It’s not like a job. I’m not saying, “Oh my God, when is it going to end?” Because then you feel it. So, if you talk to people, love them, and show interest in them, they will notice it. If not, they will also notice it again. They’re a fake radio. So love people and be curious. When you talk to people and try to gather new information, I don’t think you know everything. This is the first step. 

The second step is to always ask, “How can I help you?” If you come to networking and events and just try to take things from people, “How can I get more clients? How can you pay me the quickest way?” Then, people will notice it, and you won’t be able to establish a long-term relationship.

But if you come to an event or meet new people, you would like to give them something, to provide information, to provide value, to connect them with other relevant people, to share some tips with them or something like that, then at the beginning of the relationship is that you provide something to them, so immediately they would like to give you something back. So ask yourself, “What can you give to the other side? How can you help the other side? 

How do you do it? What type of responses did you get when you asked other people, “Hey, do you need help with anything?” Or what kind of help did you offer?

The 21st Century Sales Bible by Dr. Yaniv Zaid

First, I’m business consulting and consulting on marketing or sales. So if, for example, I ask you, “What do you do”? And you say, “I’m a business owner. I have a website. I have lectures worldwide.” So immediately say, “How can I help you?” Usually, people are surprised when I ask them this because most are used to being taken advantage of. So, immediately, we’ll say, “Okay, maybe you need me as a consultant. No, but I ask, “What do you need? How can I help you?” 

Again, we’re not talking about money or business; it’s about two human beings talking to each other and sharing their struggles. Then, you will be surprised. If they see an authentic person in front of them who actually cares about it, they will share.

As you said, in the event you were with your husband, maybe I noticed here that you were bored, and I came to you and said, “What’s your name? You feel like you don’t belong. Is it true? When I came here, I also didn’t know anyone or anything like that. So, how can I help? Would you like me to help you meet new people or something like that? What do you feel?” 

Then, you start sharing because you said, “Finally, someone is actually seeing me, not just talking to me and sharing their elevator pitch.” I guess when you are authentic, the best version of yourself, and when you really care about people, they will notice it and share information. And after, let’s say we talked for a bit during the event, and then I can take your information, share LinkedIn accounts, and your email, mobile, and name, obviously. 

I can send you all my contact information on my mobile. Most people don’t do this. They just talk to you and then go, and they don’t have enough details about you; they don’t have your mobile or mail. We need to gather information and document it. By the way, if it’s relevant for us in a business transaction in the future, I can also write, for example, “Orion, she has a business, she’s a lecturer, I can help her with providing lectures worldwide,” or something like that. And I write it not in front of you, but after our conversation. 

A follow-up can be the first thing to provide personal attention.

I finished the conference with 10 or 20 pieces of contact information. What can I do to follow up? My follow-up can be the first thing to provide personal attention. “Hi, Orion. It was great meeting you at the meeting when we were in this and this. I was very happy to talk to you,” and then I wrote something personal. I have attached some basic information about my activities. “If I can help you in any way, just let me know.” These are some general messages. 

I can also give you a link to my Linktree or my website or something like that. It’s not like, “Hi, Orion. I can help you. It costs this and this. Let’s schedule a meeting,” or something like that. But I offer you some information to read or some Zoom call, let’s say, further encounter with you. If it’s not relevant, then we just met. I’m on your contact info, and maybe one to two years from now, you’ll need someone like me, and you’ll remember, “Oh, this was this guy at the party. What was his name? Let’s find out in the contact. Let’s write lectures.” 

You can contact me, but if not, that would be great. We just met, and you may see some posts I write on LinkedIn. If it’s relevant for you, you can call me and say, “I actually need the help with my lectures or with my business, and with my marketing, and I remember you talked about it, so let’s talk more,” and then I can give you a call to talk about the business, not in a frightening or pushy way. You were the one who asked me, “What do you do? How can you help me? Or I remember you saying something about sales. I need to improve myself. So what to do?” And then we can talk about it.

How do you follow up down the road? How do you keep your leads hot? Do you have a system? Do you have a place where you write down everybody?

Persuade And Influence Any Audience by Dr. Yaniv Zaid

I write everyone in my contact info, and I write them on my CRM, and I save business cards. If it’s a digital business card, I write all the details, and I believe in a follow-up as a group and a follow-up individually. Follow up as a group is that if I took your details and put them in my mailing list and then I write to all of my mailing list newsletters once a week, then you hear my name, and you hear Dr. Yaniv Zaid each time you get a new video or article. 

They do this for tens of thousands of people each week about marketing, sales, negotiation, frustration, and public speaking. Let’s say for now it’s not relevant for you. But then you see another newsletter and another one. Sometimes you read, sometimes you don’t. But half a year from now you need something regarding sales and marketing. You approach me because I’m available to you all the time in your email. 

The same applies to LinkedIn, Facebook, and Instagram. If we are members on Facebook and I upload four or five posts a week about my area of expertise and you see it, then all the time, you remember me. But I can also share individual follow-ups, say once a month or once every two months, and I send you a personal email, WhatsApp, or personal messenger. I write, 

“Hi, Orion. This is Yaniv. We met at the party. I thought about you because I remember you said that you would like specific help with lectures in Germany. So, I met a German colleague yesterday, and I can share the details with you if they are relevant to you.” 

And then what do I say to you? I actually tell you it’s a reason to call—an RTC follow-up. I called you not because I want to say something to you or because I have a connection. I refer to you to provide you with something. And then again, if it’s irrelevant, it’s not relevant. But if it’s relevant, you say, “Okay, great. And by the way, do you still help lecturers or speakers who would like to spread the word?” I would say yes. And then, we can create a contact. 

So, there are two follow-ups: one in the newsletter, one on LinkedIn, and one on Facebook. The second one is the individual follow-up. In both cases, I provided you with something with value and personal attention. I remember things you needed for me, and then we can stop developing a long-term relationship. Sometimes, clients come to me after years that they are on my mailing list and say, “I read your emails for years, and now it’s the time I can call you.” 

Sometimes, I don’t even know they exist because they are somewhere in the system, but I never met them. And suddenly they come, and when they come, they’re very eager to take my business consulting events in even the pricier programs. They’re very eager because they got information from me for years, and they got value. They used some practical tools I provided for free, and then they were willing to pay.

How do you justify the value when you try to sell them on a high-ticket item? What are the secrets to selling a high-ticket item?

Sales Strategies That Actually Work by Dr. Yaniv Zaid

The secret is to sell the problem before the solution. Because, again, what you buy as a client, you don’t buy the solution. You buy your problems. If I take a regular bouquet and call it a regular bouquet of flowers, I can charge $100. But if I call it a bridal bouquet or flowers for the wedding, I can charge $300 to $500 for each product; it usually costs three to five times more than the actual cost. So why. People are happily paying for it. So why? I’m not buying flowers when I buy the bridal bouquet.

I buy the experience.

I am buying the one-in-a-lifetime experience—the feeling, the pictures- and I will look great as a bride. Ten years from now, we will sit with your groom and kids, and they will look at the photo albums. They will say how you look and how beautiful Mommy was. Forty years from now, you will sit with your grandkids and say how beautiful grandmother looked. And you would like to feel the million-dollar feeling of a queen for a day. All this is what you buy when you buy a bridal bouquet. So I need to understand your needs. And if I sell your exact needs, I can sell you my product as a solution to the problem, as an answer to the needs, or as the cure to your pain. The bigger the problem, the more I can charge you or the more likely I am to sell it to you.

What if somebody says it’s too much? That means you just didn’t show the value as well.

In my workshops and books, I always teach how to handle objections. One of the most common objections is, “It’s too pricey for me.” First of all, if I gather information and document it, I can use it. I can say, “Orion, but you actually said that it’s very important for you because 1 and 2 are free. So how much are you willing to pay to solve these problems? I can focus on your problems. This is one. Second, I can focus on the results you will gain.” 

The bigger the problem, the more I can charge you or the more likely I am to sell it to you.

Sometimes, people look at the short term, but I’m looking at the long term. So, for example, you come to my workshop to learn how to increase your sales and marketing abilities and say, “Okay, but when you have those tools, you can close more deals.” Now you told me that one deal for you is $1,000. So think about it: if you close three deals, you have already given yourself back the cost of the workshop. I can show you how you will invest money in me, but the money will come back to you, or you will get results. 

Or what does it mean that you are struggling with your business? For example, that means that maybe you have fights with your husband, perhaps you are not happy, or maybe you’re considering doing something else you are not satisfied with. I will help your business, but I will also help your happiness and the quality of your life. It’s not just about the business or the formal results. 

I can also share this information if I know you a little bit and understand what your needs are. But again, I can do all this, and eventually, some will be convinced to buy. Some will say, “It’s still too pricey for me.” I can say, “Okay, no problem.” “Well, it will be relevant.” “Great, I will be happy to assist you. In the meantime, you can enjoy my gift of free content on LinkedIn, the newsletter, and Facebook. If you need something, just call me.” 

I have many clients like this who haven’t paid me for years, or they pay me just for my books or for seminars, let’s say, not too pricey seminars. But then, when they are mature enough and the problem is strong enough, they buy expensive products.

So just put yourself out there. Keep sending good vibes, good things, and good communication. You played a long game, and things just came back to you. You just have to be patient.

We’re talking about long-term relationships. I think you and I both played the long game, the long-term relationship and provided free contact like we do now—also good vibes because we talked about our mission at the beginning of the conversation. Let’s end with the mission because my mission is to help businesses or business owners, authors, lecturers and speakers, and companies that I admire for their values. If I don’t like the company’s values or products, I won’t help them grow the business. 

But if companies bring good to the world, I will help them. If it’s my mission, then I’ll be a nicer guy, I will be a more curious guy when I talk to people, then I love my clients, and then I will be more eager to help them. So we start with the being, and then we do the doing. The doing is what to say when people say something to you, “How to build your elevator pitch? What to say to objection?” It’s surprising. For me, this is the doing. 

The secret to selling is to sell the problem, not the solution. Clients don’t buy solutions; they buy the answer to their problems.

But you need to be mentally strong, have a great mission, and know your why. You know we’re talking about this. Your audience loves personal development. There are many personal development, sales, marketing, and networking because they are all connected. The person, the professional, is connected.

I agree. Before we say goodbye, we have two questions. What are your three top tips for living a stellar life? Where can people find you, learn more about you, and connect with you through your book?

My three tips, first of all, are to love your audience, your surroundings, and your clients. For lecturers, I always say, “Love your audience, they will love you back.” For a salesperson, I say, “Love your customer, they will love you back.” 

Start with the being, and then do the doing.

The second thing is always to be positive and use positive words online when you talk and write to people. You can say the same message, but let’s say it correctly, positively, and warmly. 

Third, listen to people and really see people again. This is also relevant to spouses and kids. But we’re talking about colleagues and vendors and clients. If you listen to people, you will be one of the few people on earth who listen to them, but they will remember, admire, and help you. The universe will take action. The universe will be nice to you if you are nice to people. If you listen to people, they would also like to help you. If you sound different than your competitors, people will come to you, not to them, no matter how much you charge. 

So love people, be nice, listen to people, and focus, drpersuasion.com. There, you on your why. This is the way to live a great life, personally and professionally. If you love what I said, you can join my website. It’s drpersuasion.com. You can find many articles and videos on how to increase your sales, develop your business to success, build a brand and personal professional authority, increase or develop your sales and marketing capabilities, and build lectures. 

The universe will be nice to you if you are nice to people.

You can also find me on all social media if you search for “Yaniv Zaid” on Facebook, LinkedIn, Twitter, YouTube, Instagram, Telegram, TikTok, and other platforms. You can also email me, and I promise to answer any questions you may have: yaniv@nullyanivzaid.com.

Dr. Yaniv, thank you so much. It was a pleasure.

Thank you, Orion. It was a great privilege for me, too, and we’ll keep in touch.

Yes, and thank you, listeners. Remember to love your audience because they will love you back. Always be positive and use positive language. Listen to people, enjoy the reciprocity and have a stellar life. This is Orion till next time.

Your Checklist of Actions to Take

{✓}Be Batman, not Superman. Relate to your audience by sharing both your successes and failures. Authenticity builds trust and connection.

{✓}Ask questions, listen carefully, and read between the lines. Understand the deeper needs and interests of the person you’re communicating with.

{✓}Be clear and detailed in your communication. Specificity helps avoid misunderstandings and ensures desired outcomes.

{✓}Use positive and personal language in digital communication. It makes your messages more engaging and memorable.

{✓}Love your audience. Whether speaking to a group or an individual, genuine care and interest create a lasting positive impression.

{✓}Arrive early at events and stay late. These are the best times to make meaningful connections.

{✓}Have a concise and compelling pitch ready. Aim to spark interest, not to bombard with details.

{✓}Document contacts and follow up regularly. Use both group and individual follow-ups to maintain relationships.

{✓}Offer help and valuable insights before asking for something in return. This generosity fosters goodwill and trust.

{✓}Play the long game by providing consistent value and nurturing relationships over time. Patience pays off in long-term success.

{✓}Connect with Dr. Yaniv Zaid at drpersuasion.com to learn more about increasing sales and building a brand. You can also email him directly at yaniv@nullyanivzaid.com.

Links and Resources

Dr. Yaniv Zaid

Books

About Dr. Yaniv Zaid

Known to the world as “Doctor Persuasion,” economist and attorney Dr. Yaniv Zaid acts as a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others succeed.

Dr. Zaid is recognized worldwide as an expert in the fields of public speaking, marketing, sales, negotiation and persuasion, and placed 3rd in the 2003 world ranking of public speakers.

Following 20 years of international success, Dr. Zaid is the author of 11 best-seller books –including “Public Speaking,” “Creative Marketing” and “Sales Bible” –and is often invited to lecture and consult around the world.