The Sales Fix Podcast

There is no such thing as a process neutral, or no process sales call. You are either in your process, or you are in the client's process.

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Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!

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.org/licenses/by/4.0/

Heather Hakes is a mindset coach, author, speaker and podcaster. After a corporate career, she made a sharp turn and built a business around her passionate pursuit of better understanding of the human mindset. I've always believed that all achievement and success starts with getting the mind right. Heather's Linkedin posts are truly inspirational and thought provoking, so I finally reached out and invited her to come on the podcast and chat with me.

Mindset can be a tricky thing, and Heather is a personal trainer for the mind. The biggest mindset challenge I see in sales people comes down to how we think of money. It's a subject rife with difficulty for most people. Heather offers some great insights and tactics to reset your mind around the subject of money, and how we communicate about it. I have to admit that she caused me to seriously re-evaluate my beliefs around what was possible. I attempted an exercise she suggests towards the end of our time, about visualizing an amount of money coming to you, and I was really shocked at how effective it was. I hope you find this as interesting of a conversation as I did.

Heather on Linkedin = www.linkedin.com/in/heather-hakes-64ba0914/

Heather's website = www.heatherhakes.com

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Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/

Danny 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/

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Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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 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) and also carries 10+ years of live event hosting and interviewing. You've seen him on Chicago Fire and you've also seen him in countless commercials and other works. Some of us lucky ones have seen him train recruiters, sales people, and HR employees on taking their communications to the next level. You'll love the energy he brings to this conversation.

Dan on Linkedin = https://www.linkedin.com/in/danjessup/

Dan on IMDB = https://www.imdb.com/name/nm3557030/?ref_=nv_sr_srsg_0

Dan's website = danjessup.com

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Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/

All 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!

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Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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'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 the alive and well status of Dan Jessup, Bill Bartlett, Jenny Floros, Kevin Petry and several others. :-)

Yaymaker.com is the website to get more info on the great virtual events they can provide.

Matt's book can be found HERE - https://www.amazon.com/Find-Your-Yay-Voice-Social/dp/1637351216/ref=sr_1_1?crid=3J9TKYQ8WXFKT&dchild=1&keywords=find+your+yay+matthew+rolnick&qid=1633632868&sprefix=find+your+yay%2Caps%2C241&sr=8-1

Matt on Linkedin = linkedin.com/in/mattrolnick

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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.org/licenses/by/4.0/

Rochelle 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 how to take control of our inner voice, which is often negative and destructive to our goals, and Rochelle also shares some wonderful ideas on how to make journaling a habit (something I have struggled with for years) and how to use journaling to master our thoughts. Rochelle currently runs Bulletproof management, a smart lead sourcing solution for getting qualified appointments and skipping all the noise. She can be reached at [email protected]. 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/

Every 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. 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/

You'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.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/

Tom 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.com

Info on the book Tom recommends can be found at https://hbr.org/books/watkins

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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

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/