The Sales Fix Podcast

Prospects will often ask about price before you've even discussed their needs. Understand that this is a trap, and don't fall into it.  Episode brought to you by Refract. www.refract.ai Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode License: http://creativecommons.org/licenses/by/4.0/

A very common question I get from sales reps and sales leaders alike is how to handle prospects that showed interest or even requested a proposal before freezing up and not responding. I cover the concept of "Tonic Immobility" and how it is likely making extreme attempts to reach your prospects ineffective and counter productive. Understanding what is happening at a very primal level allows us to...

Kevin has been in sales for many years, leading national sales organizations, as well as running the Sales Training and Development department of the fastest company to a billion dollar valuation in US history. He currently works as the central sales and business development brain for a venture capital group started by the founder of Audible.  Kevin and I discuss some fundamental sales succes...

You sometimes have to handle objections based on your customer's past experience, and sometimes that negative experience isn't even with you, or your company. Here's my LOC process to help reset the conversation before addressing these kind of objections. Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode...

Show  Producer Steve Corda and fellow sales professional Steven Davis join me to discuss what the purpose of a good "Discovery" or "Needs Assessment" is and on understanding the psychology of what is going when we ask the right questions and solicit the right answers. The basic positioning of a sales interaction is crucial to having healthy and ethical conversations with prospects. Show Theme...

We all wear masks in our daily lives. Understanding that and accepting the purposeful wearing of masks in our sales roles allows us to keep the rejection we face as sales people away from who we are as human beings. I share my "Travis" mask with all of you. Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mod...

There's a worldwide economic downturn right now, caused by the COVID-19 pandemic. Many people and many companies are reacting based on panic and not based on clear thinking and understanding of the total economic implications of this situation. Bill advises on his approach and mindset during these scary times. Many of you have already been furloughed or let go. What do you do now? What should your...

Is manipulation a bad thing? Its often one of the labels put on sales people, and not in a complimentary way. Some quick thoughts on understanding the impact intent has on something like manipulation. Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode License: http://creativecommons.org/licenses/by/4.0/

Tim and I first met in 2003, when he hired me for a sales position. He's been my boss, my friend, my mentor, my coach and my business partner. I ask him the standard three questions: How did you get into sales? What do you love about sales? What do you think the biggest mistake(s) to avoid are in sales? Then I ask him custom question on how he interviews, how he gives people the hard feedback. It'...

The Corona Virus and how different people are reacting to it differently is a powerful moment in sales learning. Everyone has different "tripwires", or tipping points. Just look how some people panicked early, and some have yet to really react at all. That's a great observation to apply to your sales game. Show music courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompe...

Show Producer Steve Corda and fellow sales professional Steven Davis join me for a discussion around the fundamental beliefs and clear thinking necessary for success in sales. Believing the myth that sales people are an intrusion and that customers will find what they need without sales people is the first land mine not to step on if you want to be in sales. We reference the classic and seminal sa...

What is the intent of a prospecting call? Many people make these calls with the intent of making a sale, but that's skipping a crucial step, and causing many prospects to freeze up or cut you off, because their most precious commodity isn't money. It is time. Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-m...