Steven Sisler Explains Why The Psychopaths Make It To The Top

Feb 07, 2023

Wes Schaeffer

The Sales Podcast Professional Development Marketing Automation Digital Marketing Entrepreneur

Steven Sisler Returns

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Professional Sales Tips you'll learn today on The Sales Podcast...

"Energetics of Personality"
Found their original algorithm of DISC.
He goes deep, and his wording is raw.
He uncovers attitudes and allegiances.

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He doesn't sell assessments.
He's a behavioral analyst.
Axiology is the science of value.
A theoretical science based on mathematics, the Harman Value Profile.

Creatures, things, systems.
Systems are abstract and concrete.
He can determine how you think and what you value.
The outer world and the inner world.
My intrinsic value cannot be scaled.
What we do is our functional value.
Why I do and where I'm going.
Most people do this backward.
Humans are pack animals...we seek things and tribes...so groupthink pops up.
The internet revolution has changed things.

All the psychopaths are at the top."

Employees are more powerful and run companies now.
He's no longer working with the HR gatekeepers.
Slavery comes about when we see humans as things.
"The Angry Brain." Take all good things by force because they lie outside of us.
We see things we don't know we're seeing.
People only see what they believe; thus, palm readers can tweak you and steal from you.
The brain only justifies why it does what it does.
Ted Bundy was great at spotting vulnerable women.
Love languages.
This makes people open up to you.
You don't sell products. You influence people.
Find a need and fill it.

2,500 years ago, with Aristotle,
- I believe you're a messenger of goodwill.
- I have your best interest at heart.
- I believe you know what you're talking about.
He teaches high-probability selling.
We all just want instant gratification.
The first sale is always to yourself.
Be friendly, normal, and supportive of your customers. Motivate them.
His friend got paid to care about people.
We're looking for pleasure, not pain.

We're looking for pleasure, not pain."

The guy that knows how has a job.
The guy that knows why is the boss.
He does not cold call.
After 18 years, he's gotten his clients through referrals.
He over-delivers.
He's honest and keeps his word, so his clients become friends.
He created a F.R.A.N.K. list and gave free assessments to about 50 people.
Soon he started getting referrals.
"I don't suck!"

Understand yourself first."

People just want and need love and encouragement.
60% of his prospects/clients cry.
People work hard for people they believe love them.
Most managers don't manage people. They don't nurture. Their people wander with no mission, just a quota.
"There's More To Management Than A Big Desk: A tale of one man's journey into relationship management and how it changed his life forever"
You can only cascade meaning.
Your team must do meaningful work.
They must know your origin story.
Your people will work hard if people think you like them.
Enjoy what you're doing, who you're doing it with, and who you're doing it for.
The brain only justifies; it never verifies.
People only die for what they believe, not what they know.
Scientists and theologians are the most biased groups.
Principals and patterns are how the brain works.
We have rivers in our minds—neural networks—formed by our beliefs.
Evidence does nothing for most people.
Post-hoc storytelling.
It's nearly impossible to fix this.
Behavior 101: people do things for their own reasons.
Most people are benevolent because it makes them feel good.
We have to stop believing things that keep us safe.
Most people avoid controversy.
When dealing with people in a position of power, understand we are drawn to them.
People in power usually end up moving toward psychopathy.
It's hard to be high in control and high in sacrifice element.
To give at the expense of yourself is rare.
Giving from abundance is not a sacrifice. It's not benevolent in its true sense.
Relationships are built on deep friendships.
Life is work. Relationships are harder work.
We're emotional beings.
"Why does someone treat me the way they treat me? Because they can."
A lot of people farm out their destiny to other people, which is why they don't go anywhere.
I can't make you feel a certain way.
No. You feel that way.
Most people live in a "deserve" world. Change it to "desire."
Requests. Negotiations. Requirements.
Usually, we have requirements couched as requests.
If you don't love yourself, you'll do what you don't want for fear of repercussions.
Hope. Make. Imagine. Doubt.
- "Hope and doubt don't do. They're passive emotions."
- "Make and imagine are visionaries. They're active."
Passive people keep it going.
Predictable pain vs. unpredictable peace.
Romanticism. Dogmatism. Materialism.
When you're on a mountain, you're surrounded by valleys.
The reason you hire people who do nothing is because of how you feel about yourself.
Big entities want to save time, not money.

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