Zander Media

Zander Media is a different kind of creative shop. Our videos introduce your customer to your product, service or company without  scaring them away.

Founder & CEO

Snafu: learn how to sell without being salesy

Snafu is a weekly newsletter about sales and behavior change. One high-value email every Saturday.

Writer

Responsive Conference

The Responsive Conference brings together leading practitioners on organizational design and human development to explore the Future of Work.

Executive Director

Hustle Fund

Angel Squad Member

Shift

Shift is a mission-driven talent development company powering successful career shifts for military veterans.

Investor & Advisor

Inside Circle

Strategic Advisor

Ursa Consultants Inc

Interim Chief Marketing Officer

Kinkor Consulting

Interim Chief Marking Officer

PeopleTech Partners

Zander Media served as strategy advisor and partner to PeopleTech Partners, a network of senior HR leaders. ZM supported with narrative strategy, video production, and event promotion.

Advisor

Robin's Cafe

Robin Zander opened Robin's Cafe (on 3 weeks) notice to support the very different communities that make up the San Francisco Mission district neighborhood. As a service-based organization served not only excellent food and drink, but the quality connection that makes up a quality food-service experience. The cafe was sold in late 2018 (on Craigslist), and is still open for service today.

Owner

Robin P. Zander is an entrepreneur, strategist and author. With experience ranging from management consulting to the circus, he has devoted his life and career to working with individuals and companies to improve and accelerate performance. 

Robin is the founder and CEO of Zander Media, a creative shop that makes irresistible explainer videos. He is also the executive director of Responsive Conference, an annual industry event about the future of work. 

Robin is the author of two books: "Responsive: What It Takes To Create A Thriving Organization" and "How To Do A Handstand,” a national bestseller in Japan.

Learn more at www.robinpzander.com.

What are the benefits of a well-executed sale?
… this example is going to surprise you.

The best example is the Santa in Miracle on 34th Street. 
He sends eager customers to a different store, simply because they have the exact product they’re looking for.

The store manager is furious that Santa is sending people elsewhere, until…
He sees people returning and buying more, because of the goodwill Santa created.

Positive word of mouth can decide your success.
When you keep doing the right thing, you will succeed.

It isn’t about the initial sale – it’s about the relationship and trust you build.

Robin P. Zander

There are between 7 and 8 billion people in the world.
… that’s plenty of people to sell to. 

As a salesperson, it’s important to have an abundance mentality. 
If the person you’re talking to isn’t a good fit, move on.

The best way to get better at sales is feedback.

And you know what’s the simplest way to get feedback?
Record yourself.

You’ll learn a lot about how you can improve by listening back to one call for every ten you make.

Selling is awesome.
… if you’re good at it, you can do anything in life.
And yet it has a terrible reputation.

I get it, though. 

Used car salesman, telemarketers, the Wolf of Wall Street.
Scammy salespeople have given us salespeople a bad name. 
None of us want to be treated like that – and very few of us want to be like that.

Most of selling is actually much less loud.

Good selling is done with consent. 
With the benefits for everyone involved.
Good selling is how you make an impact. 

I’m on a mission to claim “selling” back from the hucksters. 

We’re all afraid of asking.

Asking for a raise.
Asking someone on a date.
Asking your partner to do the dishes. (😉)

And I think it’s because we don’t want to force or pressure people.

The answer?
Know your emotional state.
If you’re not sure how you’re feeling, check in with yourself.

Any single sale isn’t worth the feeling of having pressured someone.

Everything is sales. Literally.

A job interview 			                                    			→ selling
Deciding what movie to watch with your friends 		→ selling
Asking your roommate to help clean the house		→ selling
Convincing someone to go on a date		        		→ selling

You get it by now. You’re in sales scenarios every day, which means there are plenty of opportunities to practice.

“Help people do things they already want to do.”
… it’s the easiest way to sell.

That’s a lesson by my old professor B.J. Fogg I’ll never forget.

You are going to be more successful if the idea you are selling is one the other person is already inclined to believe.


“It takes 20 years to build a reputation, and 5 minutes to ruin it.”

What an incredible quote.
… but it’s also a scary one.
And I think it keeps a lot of us from selling.

We’re too scared to ruin our reputation.

The solution is simple:
Only sell things you’re very confident in.
That way you can be honest about the risks and benefits involved.

“Facts tell. Stories sell.”

People buy from people. And your story is often what will push them over the edge. It should be:

- Brief
- Personal
- Relatable

A good story allows the prospective buyer to see themselves in you.

How to do meaningful work?
8 years ago, I started a business conference about:
… “the future of work” – whatever that means! 

A lot has changed since then. 

We use Zoom every day. 
DEI is a household phrase.
AI is commonplace.

But one thing hasn’t changed…

Doing meaningful work is more important than ever.

On this note, I have something incredibly exciting to share:

After a 5-year hiatus, two long-time collaborators and I are bringing back our annual event
🎤 Responsive Conference
Tickets are on sale now (link in comments)

I hope to see you in September!

Everyone is scared of rejection. 
… but I’m here to tell you: no need.

When I was in high school, I learned to juggle. 
And eventually, I became quite good. 

The interesting thing about juggling is:
You can be the best juggler in the world, but you’ll still drop a ball every now and then.

The same is true for selling. Everyone gets a “No” sometimes.
… it’s part of the game.

Don’t let that fear keep you from trying, rejection is part of the process.

When people tell me they can’t sell
… I tell them they’re wrong.
They’re already selling every day.

Hear me out:

A job interview → selling
Deciding what movie to watch with friends → selling
Convincing someone to go on a date with you → selling

Selling is everywhere.

So see that as an opportunity and make the most of it.
Use casual conversations as practice 
… and learn from them.

“The most powerful person in the world is the storyteller.” – Steve Jobs

Whether you’re recruiting talent, selling customers on your product, or raising money…

To be successful, you need to be able to tell your story.

I just got my tickets for the Responsive Conference happening this September! 

If you're interested in the #FutureOfWork and can be in Oakland in mid-September, join me and let's see the magic that Robin P. Zander and friends can come up with.✨✨💕 

Learn more about the event and get your own tickets at https://lnkd.in/ggDMmP68. 

responsiveconference.com • 1 min read

Messages like this are why I write a weekly newsletter!

I’m scared of failing.
… but I still opened up a cafe without very little knowledge, and with $50,000 in debt.

How?

I looked at the worst case scenario.
What allowed me to step into the unknown, was calculating how many hours it would take me to earn back that $50,000.

And that was the very worst case. It could get better from there.
The real outcome? I successfully sold the cafe (on Craigslist, funny enough)

The next time you’re scared of failing, look at the worst case scenario.

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