The Sales Fix Podcast

Brian 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 sells advertising and software to the Automotive sales industry. 

His book, Making It Pencil can be found on amazon https://amzn.to/33iQgro

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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/

Human 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 then sell into solving that need. This Quick Fix is about leveraging that technique.

Visit our partner and check out their amazing sales training and monitoring system. Refract.AI

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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/

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 few of these principles and I inserted cuts of my application of those same principles in the sales world.

Link to his Academy online - https://www.facebook.com/pcbeachjiujitsu/

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

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

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/

What 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 good they qualify as a dessert (My specific favorite is "the darkness" chocolate flavor. It's like drinking a milkshake but with good nutritional value. 

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/

Jenny 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 list of non negotiable traits she looks for in building teams, Integrity, Respect, Transparency and Passion. Jenny is also on the board of the Penedo Charitable Organization, who's mission is to empower and educate at risk girls to become women of knowledge, faith and service in school, college and beyond.

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

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

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/

Trust 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/2OQ6u4j

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 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 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:

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

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

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 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 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 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 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 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.ai

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/