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About Me

March 25, 2024

Today’s post assignment in the 30-Day Branded Blogging Challenge is to tell you a bit about me, so here goes:

I am a communication and leadership trainer and coach, certified as a John Maxwell Trainer, B.A.N.K. Trainer, Codebreaker IOS Coach, and NLP Master Practitioner. I help business owners, particularly those starting out in business or transitioning from the corporate world, become more self-reliant, resourceful, and successful. Clients in this space typically face frustration connecting authentically with enough of their prospects in a timeframe that enables sales momentum. 


They struggle with inconsistent sales revenue, and as a result, worry about staying in business. My training and coaching programs help them get more “yes’s” and fewer “no’s” in a shorter time frame so they increase their sales up to 300%. Many of these business owners also need to build strong support teams, which requires leadership skills, also a key component of my curriculum.


I was born and raised in Northern New Jersey, received a Bachelors Degree in Education from the University of Maryland in 1975, and a Masters in Music at what was then Trenton State College in 1981. My initial career was Instrumental Music Education which I pursued for 10 years in the West Orange New Jersey Public Schools. My wife, Eleanor and I, live on the beautiful Treasure Coast of Florida and we are the very fortunate parents of five and grandparents of six.


I found my voice as a result of looking back at the painful journey I took learning how to sell. As a music teacher there was certainly persuasion, sales in a sense, convincing that enthusiastic but and not particularly musically gifted french horn player that perhaps he/she might want to begin with the trumpet instead, or that many of the great rock musicians they hear on the radio began by learning to play classical music. There was, however, no requirement to ask my young proteges for money, other than private lessons for which their parents gladly paid. 


So when it came to the sales process I was unprepared for what was to come. The early mentors I had in sales taught me concepts such as “The contract close”, “The assumptive close”, “The Ben Franklin Close” and that it was important to qualify the prospect. I learned the difference between features and benefits. And I learned that Sales is a Numbers Game. 


I spent many years learning how to get better and practiced……until I learned that all of that was ineffective and that I was asking the wrong questions all along. When I learned the right question it all changed. I came to realize that all the people like me could avoid the pain that I had endured, including a lot of very mixed success in business, and replace it with massive success if I could teach them the right question and the skills and strategies behind the question. I’m loving the journey, especially when my clients report on the new success they are enjoying.


Wondering “what’s that question” or know someone who might be? Schedule a discovery session at https://martygreene.info.

The Pistachio Effect

October 25, 2024
Recently, I was in an event with about 6,000 other people, and the keynote speaker was Jack Canfield. Jack taught us many things from his best-selling book “The Success Principles”. One of the concepts that really stood out was a formula he shared which guided how to take personal responsibility, which was E, an event, plus R, responsibility equals O, which is outcome. So E plus R equals O. And what does that mean? It is not an event that happens to us that really makes a difference, It's how we respond to it. And by taking personal responsibility for the Response, we have control of the Outcome and you can improve it. On the flight home I was considering Jack’s formula. Almost every weekday I begin my day by journaling the people to whom I am grateful and the things I grateful for. I do this in a study group with a friend. One of the things we journal about in that study group is sending positive vibes even to somebody with whom I might have a disagreement. Well, I thought about a person who's very dear in my life, which is my wife. Occasionally, my day will be going along just great and seemingly out of nowhere she will throw a criticism at me for something. An example is on the golf course and we are playing together when she says, “Tuck in your shirt, your tummy is showing” because my shirt came out while I was swinging, or maybe I loaded the dishwasher incorrectly, or something of that nature. Another mentor of mine, whose name is Robert Dilts, in his book, “Coach to Awakener”, said that when somebody's criticizing you, there is almost always a positive piece to that because unless the person is evil, they are coming from a place of being helpful. If you view the Event through that frame and you are grateful for the help then okay, what is that criticism all about? I thought about it on the plane ride home from the event, in terms of taking personal responsibility, and I named it the Pistachio effect. Why the Pistachio Effect? Well, when you look at a pistachio, you wouldn't eat the outside of it. If you bit on it, the taste and texture would be terrible. But, when you open it up, there's the sweet fruit inside. Visualize the shell of the pistachio as the criticism, the sharp object on the outside. And if you just bit on it, it would be pretty bitter and be harsh on your mouth metaphorically and your psyche for real. Yet, if you open it up and taste the sweet fruit (the positive message) inside, well, there you go. So the principle basically is remembering when we are being criticized to pause a second or two, open the nut and recognize the positive message inside.
A man with a beard is standing in front of a building with his arms crossed and smiling.

Genesis

August 23, 2024
I don’t use the word “Every” lightly because it tends to be an exaggeration in many cases. Having said that, I believe it’s accurate to offer that literally every action has a starting point as an idea.

True Energy of Sales

October 24, 2024
Science was not my favorite subject in elementary school because it often involved blood. I hate the sight of blood, particularly mine. Other than that I’m told I would have made a great doctor NoBody lol. But the one science experiment I always loved was when Mr. Dellelis would make a volcano erupt. Fireworks! I don’t light them myself but I love to watch them. Always have! The energy, the creativity, the timing, the beauty! Art only works when science does. Sales is also an art only when we understand the science. Yesterday I had one of those moments when energy was abundant and created by the chemical process of human connection. With my training partner, Valerie Johnson, we taught three awesome students the secrets, the science, and the system that will increase their ability to persuade and increase their sales by up to 300% in less time. The emphasis of yesterday’s training was on business and particularly sales situations. There is true energy when people connect in a common language. As our students began to understand and demonstrate the first level of fluency in the global B.A.N.K. language of BUY-Ology, the energy in the Zoom room was built geometrically. Next week we build on that facility with the power of B.A.N.K. to improve personal relationships. With their higher level of emotional intelligence, I am excited to hear how their results translate in Harvest Time!
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