The Sales Fix Podcast

We are often told of the power of persistence. The idea that continued effort in the face of failure breeds success. It is often a misunderstood concept though, because persisting in doing the wrong thing creates frustration, not success. Keep cold calling the prospect who says no, and you quickly become a stalker. How do we address that balance? ---------------------------------------------------...

There's a thinking problem out there. It's pervasive. It's potent. When you identify a thinking problem, you better start talking to a great thinker. That's what Mike is. I've seen Mike speak several times over the last decade. Mike heads up a Sandler training center in Oklahoma City. He always manages to lock down on the core elements of things and provides great clarity on th...

Fellow Sales Consultant and Trainer Rich Austin from Elite Sales Training and I hit the record button on one of our catch up calls. We talk about current market conditions, how to sell in them, and even hit a few prickly topics like voicemail and calendar links etiquette. Rich can be found on Linkedin - https://www.linkedin.com/in/riaustin1/ --------------------------------------------------------...

The very nature of the role of a sales person is to cause change. We call on clients to change the way they feel about what they are and are not doing currently. Change is uncomfortable for most people. Humans create anchors and habits really fast, and often not through clear thinking. --------------------------------------------------------- This episode is brought to you by our promotional partn...

Sometimes prospects act disinterested in the discovery and/or presentation meeting. They have no energy, show no interest, no enthusiasm and barely respond. I call these Eeyores. It has nothing to do with them being extroverts or introverts, and it is something you cannot ignore and must address if it lasts more than a minute or two. I discuss the psychology at work and different approaches to use...

Too often we are told that "Buyer are liars" but is this really true? And if it is, whose fault is it that buyers don't feel they can tell us the truth. Let's discuss the tactics to get buyers to tell the truth. --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com  - Amazing clothes and work ou...

Everyone claims they have value, and because everyone claims it, many customers are suspicious of value claims. Enter the power of ROI, understanding our value as it compares to the investment needed to unlock it. The confidence from understanding that, and the power of communicating that effectively is astounding. Sales Fix partner Tim Wasman comes back on the podcast to discuss and expand on thi...

Jamie Crosbie is the founder and CEO of Proactivate, a company using a well thought out process to help companies secure all star talent to power their revenue achievement. She's a gifted speaker, trainer, and leader. I first saw Jamie train in 2017, and I was immediately impressed with her presence and knowledge. She recruited and placed a friend of mine into a sales leadership position and h...

Sofia Rodriguez is a gifted executive coach and and trainer, with Miami Absolute Sales Development. I've sat in training seminars with her as a colleague and witnessed her train online and in person, and her energy and passion powers up people's performance in a compelling way. We spend some time discussing how to control our focus, and how to own and be accountable to ourselves and others in mana...

Most organizations spend a lot of time on product training, but no time or not enough time on the actual sales skills or approaching people, relating to them, being good listeners and being skilled at getting customers to share. As a result, many sales people speak too much and listen too little, leading to sales killing cases of TMI.  ---------------------------------------------------------...

Many sales people think that sharing information is the key to sales success. The reality is that prospects often resist or suspect information that is pushed on them. If you can get them to ask though, the information you convey comes as a response to their question(s) and hence they are far more likely to be open to it. --------------------------------------------------------- Visit our promotio...

There is no such thing as a process neutral, or no process sales call. You are either in your process, or you are in the client's process. --------------------------------------------------------- Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast! Visit our promotional partners at www.originmaine.com and refract.ai/salesfix ---------------------------------------------...

Heather Hakes is a mindset coach, author, speaker and podcaster. After a corporate career, she made a sharp turn and built a business around her passionate pursuit of better understanding of the human mindset. I've always believed that all achievement and success starts with getting the mind right. Heather's Linkedin posts are truly inspirational and thought provoking, so I finally reached out and...

Danny Leonard co founded the company ramped, a "job skilling platform for early career professionals". I knew him as a top 1% sales performer in a company of over 1000 sales people. Danny was willing to try any approach, chase any client, and his track record proves him to be a top sales mind. We discuss his company ramped, as well as developing the proper sales mindset, in yourself and in your pe...

There is an undeniable element of showmanship in great sales professionals. "Performing" or acting comes into play when we deliver a great presentation and even when we prospect. Sales is about connecting people, and nothing connects people like proper communications leveraging elements of acting and improv.  I invited Dan Jessup on to the show to discuss how he uses his actor side to teach a...

All of your prospects fall into on of three buckets. Understanding what those are, and what to do with each bucket is key to not wasting your time and frustrating yourself as a professional sales person. A's, B's and C's are the labels I use on these buckets, inspired by the great Stephen Schiffman's writings on prospects.  Find the A's. Help the B's buy. Identify the C's and move on! -------...

I've known Matthew for almost a decade, and outside of being a great guy and a ton of fun, he is always someone who's insight and take on things is valuable. I've learned a lot from getting exposed to how he thinks about things, but he's also constantly finding new tools and new ways to leverage the old tools.  We talk about the correct mindset and approach in sales, bringing the fun to the s...

Rochelle Carrington is an accomplished sales professional and entrepreneur. For well over a decade she's been at the very top of the sales training and consulting game, working with companies across many industries. I first met her in 2014 when she spoke at a sales conference and blew me away with her perspective on controlling self talk. Her influence on me has gone well beyond just that subject...

Every human being has rules, or "scripts" that govern their lives. We choose some of them, but many are handed down to us by our parents, and most of the baseline scripts come from our moms. That's a good thing. I love my mom and I know she had my best interests in mind when she was setting up my scripts. That said, choosing a career in sales necessitates deleting a couple of key scripts most of u...

You've often heard sales managers tell reps they need to "ask for the order". There is actually something really wrong with that wording, because it can cost you precious leverage. Clients don't buy because you ask for it. They buy because you've moved them to a point where they trust you enough to follow a suggestion to buy, not as a favor to you, but as a response to a consultative recommendatio...

Tom Rowe, VP of Sales at Caroo, comes on to discuss how his experience as a high performing sales person and as a sales leader has affected his vision of the sales profession. We also briefly debate the offensiveness of Packers and Bears logos to fans of the other side of the rivalry and share a few sales war stories. It's a nice casual chat about the sales world.  More info on Caroo can be f...

The dreaded cold call. Maligned and hated by sales people all over the world. There is actually great value we get from making cold calls. I defend the cold call and explain why we should all be doing them. --------------------------------------------------------- Visit our promotional partners at www.originmaine.com and refract.ai/salesfix ---------------------------------------------------------...

Steve the Producer and I address some questions submitted by the audience. If you'd like to submit questions for future episodes, info@salesfixx.com or our CO linkedin page is the best way to do that. --------------------------------------------------------- Visit our promotional partners at www.originmaine.com and refract.ai/salesfix --------------------------------------------------------- Show...

Brian Bar is a talented sales leader and entrepreneur. His current company, Victory Lap, based in Chicago has set a new bar for setting up entry level sales people for success (78% of Victory Lap graduates stay in their sales job past one year). I've worked with Brian as a both a colleague within a large corporation and in partnership with Victory Lap on sales training projects. Brian and I discus...

Perspective is often the culprit to feeling stuck. Like a rock climber that has hit a point where they can neither move forward or go back. A different perspective can often be found by taking one step back (figuratively) and that can often unlock the door. I share some personal experiences on the subject, and how it applies to dealing with clients and prospects. ----------------------------------...