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 STS Capital partners. I've personally heard him speak numerous times over the past decade, and I invited him on the podcast to cover some of his favorite sales coaching topics.

Follow him on Linkedin = https://www.linkedin.com/in/hamishknox/

Find Sales4 Training online =

https://www.hamish.sandler.com/howtosandler

Book him as a speaker =

http://www.hamish.sandler.com/speaker

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one

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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.org/licenses/by/4.0/

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

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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?

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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 them. Tim and I managed to get an hour of his time and we cover a range of sales thinking topics. Grab a notebook, prepare to write a bunch of good stuff down.

Mike can be found on Linkedin - www.linkedin.com/in/mikecrandall/

Company Website = www.customgrowth.sandler.com/

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This episode is brought to you by our promotional partners:  

⁠www.originmaine.com⁠

⁠https://go.clientpoint.me/claim-your-link/salesfixx⁠ - Making doing

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

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/

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/

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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.

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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 to address the Eeyores in your sales demos.

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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.

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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 business 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/

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 this concept.

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This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing

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

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/

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 her process caught my eye as being imaginative, outside the box, and highly effective at getting results, which is a big challenge in the world of sales hiring.

Jamie's company can be found here: www.proactivate.net

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

This episode is brought to you by our promotional partners:  

www.originmaine.com

https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one

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

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/