In the final part of our three-part series, sales coaching legend Gordon Wilson gets personal about what truly motivates him as a coach and shares his unfiltered thoughts on managing younger generations. Discover his "elevator coaching" philosophy, why he prefers questions over statements, and his surprising regret about not starting his own consulting business earlier. This episode delivers raw wisdom from decades of transforming underperforming sales teams.What You'll Learn:Gordon's surprising source of motivation - why helping others succeed fills his cupThe "elevator coaching" method - meeting people where they are mentally and emotionallyHis lightning-round preferences: mindset vs. product knowledge, framework vs. script, questions vs. statementsWhy Gordon doesn't read sales books (and his reasoning makes perfect sense)The infamous "19-year-old employee" story that shows generational workplace challengesGordon's approach to hiring: experienced vs. inexperienced salespeopleHis philosophy on the influences that shape us (plus his addition to the traditional "books, music, people" formula)Key Takeaways:True coaching fulfillment comes from seeing others succeed, not personal achievement"Elevator coaching" means adapting your communication to each person's levelQuestions always beat statements in sales and coaching situationsDon't mess with what already works - protect your successful methodsEvery business owner is ultimately a salesperson, whether they admit it or notAuthenticity wins over polished presentations every timeLightning Round Results:Mindset vs. Product Knowledge: Mindset wins - attitude and desire to learn beat technical expertiseScript vs. Framework: Framework - allows flexibility while maintaining structureQuestions vs. Statements: Questions - you can't help someone without knowing what they needCigars: It's a tie between Ashton VSG and Arturo Fuente SharkThe 19-Year-Old Story:Gordon shares his most recent "crazy coaching experience" involving a defiant 19-year-old who went from being "offended" by accountability to achieving top performance - before ultimately falling back into old patterns.Gordon's Biggest Regret:If he could start over at 32, Gordon would have started his own consulting business helping companies perform better, recognizing that "you can't always help from the inside."Personal Insights:Gordon's unique take on work-life balance and cigar relaxationHis musical background and preference for smooth jazzWhy he avoids reading sales books to protect his proven methodsHis addition to the "books, music, people" influence theory: the desire to changeGuest Bio:Gordon Wilson is a veteran sales coach with over 30 years of experience across multiple industries. He has consistently achieved 100-200% over quota and currently serves as a coach of coaches, specializing in individual development approaches that address both professional and personal growth.Series Recap:Part 1: Why most small business owners struggle transitioning from technician to leaderPart 2: Managing high-performers and the personal side of professional developmentPart 3: Personal philosophy, generational challenges, and authentic coaching methodsSponsors:This episode is brought to you by Wizard Academy (WizardAcademy.org), offering classes like Tower Talks where business leaders can share their expertise from the Wizard Tower's "plaid rug" area of authority.Free Consultation Offer:Dennis and Leah offer free 60-minute consultations for small business owners. Contact [email protected] or...

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