The Sales Fix Podcast

As AI creeps into more and more areas of business and life, staying human, and maintaining the human to human trust connection is resurfacing as a huge priority, especially in sales. Automation creates some benefits, but it can come with a huge price if the focus on the human element is allowed to slip. Jordana Cole joins Haley and Julien in discussing her work empowering teams and organizations t...

There’s an old Kenny Rogers song called the Gambler, where the refrain talks about “knowing when to fold em”.  The concept of folding, or punting is very hard for most sales people.  In this episode, we discuss the proper mindset and self-discipline involved in being able to walk away from non-fit clients (we call them suspects).  --------------------------------------------------------- Show Them...

AI is currently the big monster under the bed in today’ssales business world. Everyone seems to think it is going to obliterateeverything in a matter of months or even weeks. Yes, some companies are alreadylaying off hundreds and handing their work to AI. In this episode I go over whyI don’t think the end of the world of sales is here yet, and how AI canactually help us if we use it correctly.   -...

Chris Harris is a bestselling author who has written 14 books on leadership, sales, and mindset, including his newest release, "The Book of Mindset," which defines the mental frameworks behind elite execution under pressure. He spent years as an elite close-quarters combat instructor for U.S. military personnel and allied forces, shifting to another career when he applied mindsets of suc...

Sarah Romer (Romer to her friends) is an Austin based Strategic BusinessAdvisor with that rare mix of leadership and sales experience (Google, Paypal,Groupon, and the Washingtonian) and real world entrepreneurship. Rising upthrough sales into leadership, she quickly gained a rep as a results oriented,no nonsense performer with a knack for developing teams to high performance.  In 2015, she famousl...

When you hear most people's origin story into sales leadership, it often sounds like a traffic accident. Someone left or got promoted, leadership looks around, picks the top sales rep and then taps them on the shoulder with a sword while declaring, Rise a knight, sales manager. Proper leadership requires a different set of tools than even top performing contributor. No one has created and coac...

People buy emotionally, and then use logic to confirm or lock in theirpurchase. But data and facts do belong on the table when selling. Reasonablemotivation is the mix of enough data to cover for the emotional side of buying.   --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com - Amazing clothes and work out g...

BLUF. Bottom Line Up Front. That is a good concept that often getsinterpreted badly, with sales people using it as a rationale to drop price infotoo early, skip or shortchange the needs assessment and come off as highpressure and commissioned breath prima donnas. On this episode, I dig into theproper framework for a presentation and how to correctly leverage BLUF in salespresentations.   ---------...

Success leaves clues. No one exemplifies picking up the clues and leveragingthem to success better then Rich Patterson. Rich shares the key distinctionsthat have powered his career as first a contributor and then a sales leader.   --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com - Amazing clothes and work ou...

Time management is a challenge for most people and in sales, it can havedevastating consequences on results. The truth is most people manage tasks, nottime, and in this episode I share some best practices on setting up a time managementsystem that prevent you from getting overbooked and feeling busy andoverwhelmed, while not being productive and efficient.   ---------------------------------------...

The best part of being a sales trainer is watching someonetake the training and develop it to a whole other level. Shelton and I workedtogether over a decade ago, and since those days, he’s taken sales skill developmentand applied it to helping others solve life issues in his community. Schoolnever teaches us to “sell” in life, yet when we engage in a job search, or whenwe run a community organiza...

Sales people often default to trying to avoid a "no". We think our job is to get a "yes", but really, it's actually to get a decision, and avoid the land of Maybe, and being ghosted. This episode covers the psychology in that distinction, as well as some suggested ways of saying that clearly.   --------------------------------------------------------- This episode is brough...

Success in any area or field of study comes down to a few factors, none of which are more important than mindset. The elite in any area know this. First and foremost, they identify the default mindsets they need to adopt and consistently apply them to maintain elite level performance.  Nick O’Kelly has been an elite operator in a world where the consequences of failure are far more severe than in...

When things around the world are hectic, or scary, or just dramatic, it gets into the minds of prospects, but it also gets into our minds. This episode is a quick list of things to do when you feel like the world is falling apart and no one will buy anything until things calm down.   --------------------------------------------------------- This episode is brought to you by our promotional partner...

It’s very easy to get our ropes all tangled up when making cold calls. If you frame it correctly, you can establish the proper mindset and free yourself from all the ickyness and pressure of prospecting.   --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com - Amazing clothes and work out gear all MADE IN THE US...

I’m a huge believer in understanding human and leveraging neuroscience andpsychology to have better conversations with our clients and prospects. As muchas we like to believe our brains operate based on the safe and civilizedsociety of today (on a good day), the reality is that in many ways, our brainsare still driven by stone age defense mechanisms and danger signals. Dr. Rebecca Heiss is an evol...

AI means different things to different people, and to many, it means nothing at all. It’s confusing and scary. If you’re a sales professional, who like me, didn’t grow up with all this tech and social media stuff, this episode is for you. Steven Werley has that rare mix of a sales and tech mind, and walks us through how to start leveraging AI for effectiveness and efficiency in the sales world. St...

Sales techniques and sales tactics are great, but often WHAT we say is not asimportant as HOW we say it. There is a part of sales (and life) that isperformance. Not performance in a dramatic or deceptive way, but in the senseof leveraging tonality, body language and cadence to create the full scene and picturethat connects the prospect to the message we want them to receive. People findcomfort in...

After knowing Haley as a colleague and then as a client, we recruited her on to the Sales Fix team last summer. Haley has been a top performer, an A list front line manager and an accomplished sales leader, guiding team through growth and change, and building up and mentoring leaders on her teams. We discuss her sales origin story, and the perspective and outlook she has gained from her experience...

Understanding why prospects stay frozen in indecision comes down tounderstanding the baseline conflict in the brain when we make decisions. Thatcomes down to what psychology calls the pain/pleasure index. Avoiding pain andseeking pleasure (gain) drives all human decisions, including the decision tobuy. --------------------------------------------------------- This episode is brought to you by our...

They say a picture is worth 1000 words. But why is that? Pictures tell stories, and for thousands of years humans have communicated concepts through stories while sitting by the campfire. Stories create emotions and emotions create connection to data. Leverage stories to emotionally connect prospects to buying your solution --------------------------------------------------------- This episode is...

Success leaves clues, and a big one of those is the concept of pattern recognition. Spotting patterns allows us to lead instead of reacting all the time. It allows the calculated risks that pay off big. I peek back to early influences in my sales career to illustrate how we can leverage this concept to sale success --------------------------------------------------------- This episode is brought t...

It's a new year, and everyone is making plans. Plans are great, but to plan effectively, you need to know the data and the numbers. --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA https://go.clientpoint.me/claim-your-link/salesfixx  - Making doing...

Hamish Knox is the founder and owner of Sales4 Training and Consulting Inc, out of Calgary, Canada. An accomplished and award winning speaker, mentor, coach and consultant, his focus is on helping entrepreneurs sustainably scale their sales so they can exit for their number, not the number they're told to take. He is also the host of the Full Funnel Freedom Podcast and serves as an advisor for...

No one likes to travel with a lot of luggage. Are you going on sales calls with luggage, specifically other people's luggage? It's important to understand what kind of baggage we drag into sales conversations and how to avoid allowing other people to give us beliefs or thoughts that we carry like luggage into the next conversation --------------------------------------------------------- T...