Why "Covert Contracts" Kill Your Sales | Salesman Podcast

In this episode of the Salesman Podcast, Dr. Robert Glover explains what a covert contract is and why “nice guy syndrome” is killing your ability to get deals done. Robert, an entrepreneur, writer, coach, public speaker and the author of three bestselling books. He is also recognized as the leading authority on tackling the “Nice Guy Syndrome”. Resources: Dr.Glover.com Dr. Glover on LinkedIn Book: No More Mr. Nice Guy Book: Dating Essentials for Men: The Only Dating Guide You Will Ever Need Book: The Road Less Traveled by M. Scott Peck Book: The Subtle Art of Not Giving a F*ck Transcript Will Barron: Hi, my name is Will, and welcome to today's episode of the Salesman Podcast. On today's episode, we're going to be talking how covert contracts kill your sales effectiveness and today's guest is Dr. Robert Glover. Robert is a entrepreneur, writer, coach, and public speaker, and is the author of three bestselling books. Robert is recognised as the leading authority on nice guy syndrome, which I'm sure we're going to cover in this episode and with that, Robert, welcome to the show.   Dr. Robert Glover: Well, thank you for the invitation.   The Recovering Nice Guy · [00:36]    Will Barron: You more than welcome, sir. Just before we click record, I've read all your books. I'm a huge fan. Is there a way to describe someone who was a nice guy, who had nice guy syndrome and now no longer, well, hopefully no longer suffers for it. You can diagnose me in this episode mate and give me some feedback. Is there a way to refer to someone who is through some of these pain points?   Dr. Robert Glover: Well, I refer to myself as a recovering nice guy because I started working on this stuff in myself before I knew it was nice guy syndrome, about 25 years ago. And what's interesting to me is that layers keep peeling off of this whole nice guy thing and mine show up mostly in relationship, but I see it in work and everywhere else as well. So what I found about any, I believe nice guy syndrome, a lot of it is due to maybe partly natural temperament and partly due who internalised conditioning in childhood.   Dr. Robert Glover: So that means is pretty deep into our emotional operating system. So I've noticed that the anxiety or shame I tend to associate with nice guy syndrome still arises from time to time, but I notice it quicker, I can soothe myself, I can take action, I can move forward. So as I refer to myself as a recovering nice guy, if you like that term, you can use it, it just means that you notice this stuff a lot quicker, and it doesn't seem to take control of your life, especially in those unconscious hidden ways that you're not aware of what's driving t...