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 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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 the world of sales and business. Nick dropped out of college to pursue a career in the US Army special forces as a Green Beret, one of the armed services most elite units. After his time in the Green Berets, he completed army helicopter pilot’s training, and then was selected to serve as a special forces pilot in the 160thSOAR, yet another unit considered to be amongst the most elite. Now retired from the Army and a partner in an investment firm, he comes on the podcast to share his short list of mindsets that power high performance. Nick also discusses the mental health challenges that high stress and top level performance can cause, and shares his own personal journey, which is thesubject of his book, “Stigma”, releasing in late 2025, aimed at changing the culture around mental health in the US Armed forces.

Nick O’Kelly’s investment firm - https://cadencewealthpartners.com/

Order Nick’s book, “Stigma” - thenickokelly.com/stigma

---------------------------------------------------------

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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 partners:  

www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA

https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 USA

https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 evolutionary biologist and stress physiologist. Shehas spent years researching and teaching others how the brain and body respondsto perceived danger and stress. She specializes in helping people leverage sciencebased insights to transform fear, stress and anxiety into rocket fuel forpersonal growth and success.

Order Dr Heiss’ book at the links below

https://www.barnesandnoble.com/w/springboard-rebecca-heiss/1146570914?ean=9781646871995
https://amzn.to/4lNLb1L

Find Dr Heiss online:

https://rebeccaheiss.com/
Instagram: @drrebeccaheiss
LinkedIn: https://www.linkedin.com/in/rebeccaheiss/

---------------------------------------------------------

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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

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.

Steven an “unconventional marketer” and the owner of Dekopon Solutions, a performance bases sales and marketing agency specializing in helping orgs scale up effectively. He’s also a former US Army Ranger and has several degrees incomputer science and digital marketing.

He can be found on Linkedin at https://www.linkedin.com/in/stevenwerley/

Steven’s company is found at closable.ai

---------------------------------------------------------

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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 the song and dance of human interaction.

---------------------------------------------------------

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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 at all levels of the sales ladder.

---------------------------------------------------------

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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/

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 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 doingbusiness easy with one solution/one connection with your prospective clients

---------------------------------------------------------

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/