The Sales Fix Podcast

People buy emotionally, and then use logic to confirm or lock in theirpurchase. But data and facts do belong on the table when selling. Reasonablemotivation is the mix of enough data to cover for the emotional side of buying.

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

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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/

BLUF. Bottom Line Up Front. That is a good concept that often getsinterpreted badly, with sales people using it as a rationale to drop price infotoo early, skip or shortchange the needs assessment and come off as highpressure and commissioned breath prima donnas. On this episode, I dig into theproper framework for a presentation and how to correctly leverage BLUF in salespresentations.

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

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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/

Success leaves clues. No one exemplifies picking up the clues and leveragingthem to success better then Rich Patterson. Rich shares the key distinctionsthat have powered his career as first a contributor and then a sales leader.

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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 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/

Time management is a challenge for most people and in sales, it can havedevastating consequences on results. The truth is most people manage tasks, nottime, and in this episode I share some best practices on setting up a time managementsystem that prevent you from getting overbooked and feeling busy andoverwhelmed, while not being productive and efficient.

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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 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/

The best part of being a sales trainer is watching someonetake the training and develop it to a whole other level. Shelton and I workedtogether over a decade ago, and since those days, he’s taken sales skill developmentand applied it to helping others solve life issues in his community. Schoolnever teaches us to “sell” in life, yet when we engage in a job search, or whenwe run a community organization, leaning on sales skills is how we achieve theresults we want.

Trust me, you want to follow Shelton on LI - https://www.linkedin.com/in/sheltonbanks/

Website - www.reworktraining.org

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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 easywith 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 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.

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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 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

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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 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.

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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 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.

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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 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