Shows
FSU PC College of Entrepreneurship2023 Sept - Julien RecoussineFor more information about the FSU PC Entrepreneurship Program: https://pc.fsu.edu/entrepreneurship
Julien Recoussine has been training and coaching sales professionals for over 25 years. He immigrated to the United States from France in 1985, completing his schooling in New York and Miami. After a career in sales and sales management at Amazon, mostly in advertising, he began is entrepreneurial journey into the training field working with large companies like SalesForce, Groupon, Cannon Solutions, as well as building out sales departments for numerous start ups. He continues to help CEOs and sales leaders build or improve sales team...
2024-01-031h 25
The Sales Fix Podcast26 - Ramping up your people with Danny Leonard, Co Founder at RampedDanny 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 people. Danny on Linkedin = www.linkedin.com/in/danielpleonard/Ramped website = https://www.rampedcareers.com/---------------------------------------------------------Get your Sales F...
2022-03-1654 min
Level Up - The Podcast For Realtors111 - The Psychology of SalesIn this special live episode, we discussed the psychology of the sales process with Julien Recoussine!
Julien has been helping CEOs and sales leaders achieve better results for over 20 years. He now consults with fortune 500 companies and start-ups alike, building out sales departments and training salespeople to sell from a consultative approach, as well hosting his own Podcast.
In this interview, we dive right into the behaviors and patterns that you need to know to make yourself a more effective salesperson. Tips on building trust, dealing with objections - it’s all here.
See...
2022-02-211h 04The Sales Fix Podcast25 - The Show Must Go On with Dan JessupThere 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 and train people in business on better communications. Dan is a skilled improv guy and actor, having spent 15 years honing improv and sketch comedy skills in Chicago (The Second City, The Annoyance, iO) a...
2021-11-161h 03The Sales Fix PodcastQuick Fix 23 - The ABCs of SalesAll 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!---------------------------------------------------------Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!Visit our promotional partners at www.originmaine.c...
2021-11-0923 minThe Sales Fix Podcast24 - Leveraging social selling w Matthew Rolnick, VP Strategy & Innovation at YaymakerI'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 sales world, and about the people who've impacted how we do things and how we look at the world. Conveniently, we also confirm t...
2021-10-0756 minThe Sales Fix Podcast23 - Controlling your inner talk track w Rochelle Carrington, President at Bulletproof ManagementRochelle 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 though. There are over a dozen techniques and processes that I use every week that came directly from her talks and mentoring. We discuss the power of self talk, and h...
2021-09-2759 min
The Sales Fix PodcastQuick Fix 22 - Your Mom Isn't Allowed At WorkEvery 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 us got from our moms. ---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
2021-06-2426 minThe Sales Fix PodcastQuick Fix 21 - Never Ask for the OrderYou'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 recommendation based on their need.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show...
2021-06-1723 minThe Sales Fix Podcast22 - What we owe the Prospects w Tom Rowe, VP Sales at CarooTom 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 found at www.caroo.comInfo on the book Tom recommends can be found at https://hbr.org/books/watkins
2021-06-1042 minThe Sales Fix PodcastQuick Fix 20 - Defending the Cold CallThe 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---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2021-05-2113 minThe Sales Fix Podcast21 - QnA from the audienceSteve 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 Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2021-05-121h 22The Sales Fix Podcast20 - Brian Bar, Founder/CEO of Victory LapBrian 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 discuss his vision of professional sales education and the current status of the sales profession. He is a thoughtful and meticulous professional who brings some very interesting ideas to the...
2021-04-3054 minThe Sales Fix PodcastQuick Fix 19 - Take a Step BackPerspective 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.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin...
2021-04-2025 minThe Sales Fix Podcast19 - Persistence, job hunting in today's world and a bad charlie horse incidentThe two Steves and I discuss sales persistence, the right approach to looking for sales jobs right now, and I get a really bad charlie horse---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2021-04-091h 22The Sales Fix PodcastQuick Fix 18 - Prospecting MistakesMany sales people see prospecting as a huge negative. It feels awkward and intrusive and involves lots of harsh rejection and conflict. Prospecting doesn't have to be that way, and if you avoid these common mistakes, you can make prospecting an experience that isn't painful, for you or the prospect.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http...
2021-03-1825 minThe Sales Fix Podcast18 - Evolutions in Prospecting with David Kreiger, President of Sales Roads2020 caused a lot of changes, many of which are not likely to change back, but instead become permanent new realities. That said, some aspects of prospecting are fundamental and must be considered when adapting to new times. David Kreiger is the founder and president of Sales Roads, a pipeline creation service for companies seeking a simple but effective solution. He joins me on the podcast to discuss prospecting fundamentals and share insights of the new selling reality.Check out Sales Roads at SalesRoads.com---------------------------------------------------------Visit our promotional partners at www.originmaine.com...
2021-03-021h 04The Sales Fix PodcastQuick Fix 17 - The One ThingLike anyone who teaches, I am often asked what the "one thing" is that ensures success. I have a love/hate relationship with that question, but waht Dr J, Mozart, Bill Gates, Tom Brady and many others have taught me is that there is an ingredient that influences success above all others, even if it isn't a silver bullet. ---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://i...
2021-02-1229 minThe Sales Fix Podcast17 - Debating the Tools of SalesSales tools like automated calendar links, email campaigns and lead generation messaging services are a subject of great controversy in the sales world. The two Steves and I discuss the ups and downs of these tools and how to use them, as well as how to NOT use them.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org...
2021-02-121h 13
The Sales Fix Podcast17 - Debating the tools of salesSales tools like automated calendar links, email campaigns and lead generation messaging services are a subject of great controversy in the sales world. The two Steves and I discuss the ups and downs of these tools and how to use them, as well as how to NOT use them.
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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
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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...
2021-02-031h 13The Sales Fix Podcast16 - Data Driven Sales with Richard Smith from Refract.AISales is a science, with a touch of art. All science is based on data, and how that data is interpreted to draw valid conclusions. I know what I know but I also like to know WHY what I know is right. Richard Smith has a blend of technical and sales expertise and experience, and he comes on the Sales Fix Podcast to share insights from his work at Refract and to promote his new book, Problem Prospecting, co-authored with two of his colleagues. I've been a fan and promoter of Refract for a while, mainly because o...
2021-01-1458 minThe Sales Fix Podcast15 - Bad Beats and Lucky RiversThe two Steves and I kick off 2021 talking about some of worst bad beats and best lucky wins sales stories, reviewing why those things happen and how we navigated them. I also get their sales "origin" stories. Nice mellow chat to kick of 2021.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2021-01-061h 08The Sales Fix PodcastQuick Fix 16 - Mark Twain and AssumptionsMark Twain had a great saying around what you think you know and what you know you know that ain't so. There are 4 very dangerous assumptions to avoid in sales, and understanding them is key to not wasting time chasing wild geese. ---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-12-0419 minThe Sales Fix PodcastQuick Fix 15 - The Branding Issue on SalesEver told someone you are in sales, only to see that look of pity and sorrow on their face? Sales, and what it takes to be good at it often suffers a bad brand image, but sales professionals know that good sales people are leaders. They influence the world in a positive way, based on understanding that pushing for a decision not the same thing as pushing for a yes, and that "intent" matters.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------...
2020-11-2017 minThe Sales Fix PodcastQuick Fix 14 - Matching the Core BeliefsYou can't sell someone something without agreeing on a few core concepts. Qualified prospects need to be in agreement on a few key premises or they are not qualified prospects and represent a huge waste of time and effort. Identify the main beliefs you need to be aligned with your prospects on, and start the conversations by making those exist.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink...
2020-11-1216 minThe Sales Fix Podcast14 - Bryan Grobstein and the Written WordIn today's world, the written word is doubly important. As more and more sales efforts rely on online connection through email or social media platforms, the unintended consequences of bad writing habits have never been higher. Corda and I invited Bryan Grobstein, sales enablement and operations professional to discuss some really bad examples of the written pitch, and identify the best practices of emailing or prospecting on Linkedin.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song courtesy of IncompetechEdm...
2020-11-061h 38The Sales Fix PodcastQuick Fix 13 - The Power of the Status QuoIt's easy to think you are selling against the competition, but your greatest competitor isn't another company. It is the fear of making a change. Your prospect live in their status quo for a reason, and most of the time you are not competing against doing something else, you are competing against doing nothing. Understanding that and knowing how to address it is a powerful tool when dealing with prospects hesitant to embrace change.---------------------------------------------------------Visit our promotional partners at www.originmaine.com and refract.ai/salesfix---------------------------------------------------------Show Theme Song...
2020-10-3021 minThe Sales Fix Podcast13 - Darren Schwartz, Business Development and Leadership Expert. CEO of M3Linked Chicago.I've worked directly for Darren Schwartz and seen him create and recreate the most amazing sales culture across all levels of management that fueled the fastest growth to a billion dollar valuation in US history. He's a master at leading and inspiring people. His ability to connect with subordinates on a personal level and leverage that connection to get people working at their best is second to none that I have witnessed. He understands both sales and operations, and how to bridge the gap between them, and his genuine love of people, energy, sense of humor, approachability and ability t...
2020-10-221h 09The Sales Fix Podcast12 - Jenny Foss, Job Search Strategist, Author, Career CoachJenny Foss is an accomplished recruiter and career coach. I've known her for almost 20 years and she's my go to expert for all matters relating to interviewing, job hunting, resume writing and the best way to use Linkedin. Jenny has built her business on helping people maximize their job searching efforts and coaching people in a direct, effective way. She's a true professional who gets to the point, executes and gets results. There could not be a more opportune time for me to get her sharing her insights into the world of job searching.www.jobjenny.com
2020-10-131h 12The Sales Fix Podcast11 - Listener Q and A session and not annoying your prospectsProducer Steve and I handle questions submitted through the website and social media. Follow us on Twitter, Facebook or Parler to submit questions. We kick off with a discussion around common ways Sales people mess with in their interactions with prospects and clients.Visit our promotional partners at www.originmaine.com and refract.ai/salesfix=========================================Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-09-291h 20The Sales Fix Podcast10 - Brian O'Kelly, Author, Entrepreneur and Sales ProfessionalBrian and I met over 20 years ago. We've worked together, sold together, been business partners and friends. I highly respect his mind and his way of thinking, and doubly so on the subject of sales. We discuss a few key topics on the concept of sales, but especially noteworthy are his thoughts around the "why that's important to you" aspect of customer centric sales. When we take care of customers, it takes care of most everything else we need to worry about. He also really nails the approach to handling customers who hold bad or false positions. Brian currently...
2020-09-111h 19The Sales Fix PodcastQuick Fix 12 - Baiting Prospects to Ask You the Right QuestionHuman Behavioral Science tells us that people are far more willing to accept new information when they perceive it as part of their agenda, vs part of the agenda of the person conveying the information. That's a fancy way of saying that we all prefer to ask for something, instead of having it pushed on us. The great sales guru Jeffrey Gitomer coined the phrase "People love to buy, but hate to be sold". There exists a very nice tactic to bait customers into asking you the questions that lead to the answers that help you identify need, and...
2020-08-2615 minThe Sales Fix Podcast9 - Thor Shaffer, Brazilian Jiu Jitsu Professor black belt and Owner of Emerald Coast Jiu Jitsu Academy.Thor Shaffer is the owner of the BJJ Academy I attend and one of my mentors. In the years I have been studying with him I've seen some compelling parallels between core Jiu Jitsu principles and proper sales science and mindset. Thor holds black belts in multiple martial arts, and has won many tournaments. in 2018, he was ranked #1 in the US and #4 in the world by the UAEJJF. He's been competing for decades and has a long list of impressive fighting credentials, but what you'll appreciate the most about him is his mindset and solid thinking. We discuss a...
2020-08-2055 minThe Sales Fix PodcastQuick Fix 11 - Attila, Falling from horses and the fall of the Roman empireWhat does a Chinese girl falling off her horse have to do with the fall of the Roman empire? A lot. The same chaos theory applies to your prospecting. You often will not feel like prospecting is working until you look at it in hindsight. Activity breeds results and Chaos theory math proves it.Episode brought to you by Originmaine.com If you're looking to get great nutrition, I highly recommend their line of products. I personally use Krill Oil, Joint Warfare for staying limber and flexible, and their MOLK line of protein shake powder taste so go...
2020-08-0519 minThe Sales Fix Podcast8 - Interview w Jenny Floros, extraordinary sales leader and executiveJenny Floros has many years of experience working in sales and leading sales teams to excellence. She's currently the Regional Vice President of sales at Groupon, INC. in Chicago, IL. and was also a VP of Marketing at Ticketmaster for 10 years. I've personally worked with Jenny and am in awe of her ability to run teams and build incredible loyalty from the people who work for her. I personally know of several instances where employees have turned down promotions because they wanted to stay on Jenny's team. Jenny and I discuss sales and sales philosophy, and she explains her...
2020-07-281h 04The Sales Fix PodcastQuick Fix 10 - Protecting the Logical trust with your clientsTrust is an essential element of winning sales. Trust wobbles come from many places, but for sales people, the logical or data based trust wobbles are the most common for sales people. I cover the four pillars of creating logical trust with prospective clients. I refer to Prof Frances Frei's work at Harvard University. Check out her Ted Talk on the subjects. https://bit.ly/2OQ6u4jEpisode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in Am...
2020-07-2317 minThe Sales Fix Podcast7 - Interview w Dillon Kalkhurst, Author and Speaker on generational communication gapsI interview Dillon Knight Kalkhurst, author and speaker and expert on generational communication styles and gaps. For the first time in human history, there are 5 generations in the workplace, leading to many misunderstandings and mistakes in management and in sales. We discuss these patterns and the awareness needed to navigate them both for customers and co workers.Dillon's Books:"GENERATION EVERYONE! A Guide to Generational Harmony @ Work, School & Home”“WHAT THE HELL ARE THEY THINKING? Understanding Your Kids, Grandkids & America’s Future Leaders"He also Founded,The Center for Interg...
2020-07-151h 25The Sales Fix PodcastQuick Fix 9 - What Drives Decision MakingSales people tend to focus on features and benefits, showing clients what they stand to GAIN by buying. Sadly, most clients make buying decisions and all decisions in fact on avoiding pain. Episode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in America from American grown cotton. Support American manufacturing. My Origin jeans are the best pair of jeans I've ever owned!Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeo...
2020-07-0815 minThe Sales Fix PodcastQuick Fix 8 - Setting a specific next stepThe road of "sometime" leads to the town of "nowhere" in the state of "Not gonna happen". Every interaction with a prospect should end with setting a specific next step. Episode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in America from American grown cotton. Support American manufacturing. My Origin jeans are the best pair of jeans I've ever owned!Show Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeod...
2020-06-1610 minThe Sales Fix Podcast6 - Q and A and the "How Are You" dilemna.The two Steves and I handle questions submitted through the website and social media. Top question is the validity of opening up conversations with "How are you?" or something similar.Visit our promotional partners at www.originmaine.com/nutrition and www.refract.aiShow Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-05-271h 10The Sales Fix PodcastQuick Fix 7 - The Price Bear TrapProspects 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.aiShow Theme Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-05-2114 minThe Sales Fix PodcastQuick Fix 6 - When Your Prospects Freeze UpA 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 pick a different approach to unfreezing those stalled sales.Episode brought to you by Origin Maine Company www.originmaine.comShow Theme Song courtesy of Incompetech...
2020-05-1413 minThe Sales Fix Podcast5 - Interview with Kevin Petry, Director of Growth at Newark Venture Partners.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 success concepts, such as combating the status quo trap, AKA the cost of doing nothing, and mapping out your sales success plan using backward math. Visit our promotional partners at www.originmaine.co...
2020-05-061h 12The Sales Fix PodcastQuick Fix 5 - A process for Prior Negative Experience (PNE) objectionsYou 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 IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-04-2813 minThe Sales Fix Podcast4 - Understanding the psychology and purpose of the discovery/needs assessmentShow 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 Song courtesy of IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-04-201h 10The Sales Fix PodcastQuick Fix 4 - Wearing Your MaskWe 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 IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-04-1313 minThe Sales Fix Podcast3 - Interview with Bill Bartlett, CEO of Corporate Strategies and Solutions, Inc.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 thinking be like? We discuss these concepts and Bill offers some great suggestions on controlling your thinking and making sure you focus on actions that help you in the long term.
2020-04-071h 04The Sales Fix PodcastQuick Fix 3 - Embracing ManipulationIs 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 IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-04-0111 minThe Sales Fix Podcast2 - Interview with Tim Wasman, Sales Professional and mentorTim 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's a good informal talk on some solid sales concepts.
2020-03-2459 minThe Sales Fix PodcastQuick Fix 2 - Finding the Tripwires of DecisionThe 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 IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-03-2113 minThe Sales Fix Podcast1 - Proper Fundamental Sales ThinkingShow 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 sales book "The Sandler Rules" by Dave Mattson during the show. Highly recommend it if you make a living in sales. Show Theme Song courtesy of I...
2020-03-1859 minThe Sales Fix PodcastQuick Fix 1 - Prospect For Time FirstWhat 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 IncompetechEdm Detection Mode by Kevin MacLeodLink: https://incompetech.filmmusic.io/song/4987-edm-detection-modeLicense: http://creativecommons.org/licenses/by/4.0/
2020-03-1310 min