We Have A Meeting

In this episode of We Have a Meeting, hosts Jack Frimston & Zac Thompson sit down with Richard Harpin — founder of HomeServe, investor, and author of Secrets to Building a £Billion Business.

He reveals the 9 principles that helped him go from early failure to building one of Britain’s biggest success stories. Whether you’re a founder, leader, or scaling operator — this is the episode you share, save, and watch twice.

🧠 What You’ll Learn:

How Richard nearly lost it all in Year One
Why “copy and pivot” often beats innovating first
How to choose the right investor (not just any money)
The value of a CoachMent (yes — both a mentor and a coach)
Why paper, post, and catalogues are still king in marketing
When and how to replace yourself as CEO
Going global without going bust
Why evolution, not revolution, drives real growth
The single most underrated leadership tool: a Not‑To‑Do list
These are real, repeatable strategies from 45+ years of wins, losses, and lessons — now passed directly to you.

🎙️ Listen to We Have a Meeting Anywhere:

🎧 Apple Podcasts
🎧 Spotify
🌐 Acast
📺 Subscribe right here on YouTube for new episodes weekly
🔗 Follow Richard Harpin:

Website: https://www.richardharpin.com
Growth Partner: https://www.growthpartner.co.uk
X (Twitter): @richard_harpin

Buy his book here: https://www.amazon.co.uk/How-Make-Billion-Nine-Steps/dp/0349445389
📣 Share this with a founder or business builder — they’ll thank you.
💬 Drop a comment below: Which of Harpin’s 9 rules hit hardest with you?

#RichardHarpin #StartupLessons #WeHaveAMeeting #HomeServe #Entrepreneurship #BusinessPodcast #ScaleUp #BillionaireAdvice #BusinessStrategy

Most deals die in the fog of “maybe.” If you’ve ever walked away from a sales call wondering where the hell you stand, this episode is for you.

In this episode of Sales Is Therapy, Jack and Zac reveal how top reps gain total clarity in sales conversations, using it to close faster, qualify better, and avoid ghosting.

🧠 You’ll walk away knowing how to:
✅ Spot real buying intent vs polite interest
✅ Ask questions that reveal the full picture, fast
✅ Read emotional buying cues most reps miss
✅ Prevent stalls and indecision before they happen
✅ Turn “I’ll think about it” into a confident yes or no

📈 If you're trying to shorten your sales cycle, close high-ticket deals, or get brutal clarity on every call, this one’s unmissable.

👇 LINKS & RESOURCES:
📘 Get the book, Sales Is Therapy: https://shorturl.at/qZB70
📺 Subscribe for real, psychology-backed sales strategies: https://www.youtube.com/@WeHaveAMeeting

💬 What’s your go-to move for getting clarity on a call? Drop it in the comments.

#SalesClarity #SalesTraining #B2BSales #SalesPsychology #DiscoveryCall

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

The Psychology of Persuasion with Dr Chris Phelps — Cialdini Institute Faculty, Speaker, Influence Expert

What if the difference between a “maybe” and a “yes” had nothing to do with your pitch — and everything to do with science?

This week on We Have A Meeting, we sit down with Dr Chris Phelps, one of the leading global experts on the psychology of persuasion and faculty member of the Cialdini Institute — to decode the real science behind why people say yes, and how to ethically influence with integrity.

Chris doesn’t just talk about Influence — he’s worked alongside Dr. Robert Cialdini himself. If you've ever read Influence: The Psychology of Persuasion, this is your chance to go one level deeper.

We explore:

🧠 The 7 Principles of Influence — and why they work on the brain, not just in the boardroom
🎯 Why salespeople misuse reciprocity, and how to apply it without sounding transactional
🛑 How scarcity, social proof, and authority really affect buyer decisions in 2025
🗣️ Practical ways to build trust, reduce resistance, and create genuine persuasion
📚 What most people misunderstand about Cialdini’s work — and how to fix it

This episode is essential listening for founders, sales leaders, marketers, and anyone trying to persuade without pressure.

🎧 If you’ve ever Googled “how to be more persuasive,” “what are Cialdini’s 7 principles,” or “how to sell without being pushy” — this one’s for you.

🔗 Follow Dr Chris Phelps: https://www.linkedin.com/in/drchrisphelps
📘 Learn more about Cialdini’s Influence Principles: https://www.influenceatwork.com/
🎥 Watch the full episode now: [Insert YouTube Link]
📖 Read Influence: The Psychology of Persuasion (a must for every salesperson): https://amzn.to/3RNTrBU

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#Cialdini #InfluencePsychology #DrChrisPhelps #SalesIsTherapy #WeHaveAMeeting #RobertCialdini #PersuasionScience #InfluencePrinciples #B2BSales #SalesEthics #FounderTips #PsychologyOfSelling #Reciprocity #SocialProof #EthicalInfluence #SalesTraining #SalesPodcast

📘 Grab Sales Is Therapy, your guide to human-first selling: https://shorturl.at/qZB70
📺 Subscribe for more no-fluff sales strategies: https://www.youtube.com/@WeHaveAMeeting

🎧 Flashback: How To Close A Sale – Increase Your Closing Rate

Most sales fall apart in the final 10 minutes — not because you messed up, but because you didn’t close like a human.

In this episode, Jack and Zac break down what it really takes to close a sale. No manipulative tactics. No pushy closing lines. Just practical, psychology-backed methods that help buyers say yes — for the right reasons.

You’ll learn:
✅ Why closing starts at the start of the call — not the end
✅ How to read emotional cues and buying signals like a pro
✅ The 3 most common reasons deals stall (and how to unblock them)
✅ How to make “the close” feel like a mutual decision — not a pitch
✅ What the best closers do differently (that no one talks about)

Whether you’re chasing enterprise contracts, booking high-ticket deals, or just want to stop hearing “Let me think about it,” this episode will sharpen your sword.

🎯 Close with clarity. Close with confidence.

💬 More from Sales Is Therapy: https://shorturl.at/qZB70

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

The Art of Listening in a Noisy World with Julian Treasure — Author, TED Speaker, Sound Communication Expert

What if the secret to better sales, stronger leadership, and deeper relationships wasn’t in what you say — but how well you listen?

This week on We Have A Meeting, we sit down with Julian Treasure — five-time TED speaker and the global authority on communication and sound — to uncover why listening is a superpower in business, and how to actually master it.

This isn’t about gimmicks or fake nodding on Zoom calls. This is about tuning your attention, refining your voice, and changing how people respond to you forever.

We dive into:

👂 The 5 levels of listening — and how most people never go past level 2
🧠 Why true communication starts in silence, not speech
💬 How to use your voice so people want to listen
🎯 The cost of bad listening in sales, leadership, and life
🛠 Practical ways to train your ears, your voice, and your message

Whether you're a founder, SDR, sales leader or speaker — this episode will help you communicate with impact, cut through the noise, and finally be heard.

🔗 Follow Julian: https://www.linkedin.com/in/juliantreasure
🌐 Learn more: https://www.juliantreasure.com
🎤 Watch his TED Talks (100M+ views): https://www.ted.com/speakers/julian_treasure
📘 Check out How to be Heard: https://amzn.to/3RNTrBU

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#JulianTreasure #WeHaveAMeeting #CommunicationSkills #SalesListening #Leadership #VoiceMatters #TEDTalks #B2BSales #FounderTips #EmotionalIntelligence #SalesIsTherapy #ListeningIsPower #SalesPsychology

📘 Grab Sales Is Therapy, your guide to human-first selling: https://shorturl.at/qZB70
📺 Subscribe for more practical sales strategies: https://www.youtube.com/@WeHaveAMeeting

🎧 Trench Tips: Master Objection Handling with the ACES Framework

Struggling with sales objections? Whether you are facing cold call rejection or tough customer conversations, it is rarely just your script holding you back. It is how you think.

In this episode, Jack and Zac break down the ACERS framework for handling objections (Accept, Clarify, Explore, Redirection, Summarise) and show you how to strengthen your sales techniques using clear communication skills, effective listening and practical problem-solving.

You will learn:
✅ How to accept objections without resistance and reduce tension in the conversation
✅ Why clarifying objections helps uncover the true reasons behind a ‘no’
✅ How exploration reveals deeper customer needs and hidden opportunities
✅ The importance of summarising to confirm understanding and move towards agreement
✅ How real-world examples and analogies can make objection handling easier to apply

This is ideal for anyone in B2B sales, cold calling or customer relationship management who is ready to stop guessing and start using proven strategies.

👂 Listen like your future targets depend on it.

💬 Find out more about Sales Is Therapy: https://shorturl.at/qZB70

Ancient Wisdom for Modern Business with Donald Robertson — Author, Stoicism Expert, Cognitive Behavioural Psychotherapist

What if the answers to today’s business challenges have been around for over 2,000 years?

In this episode, we sit down with Donald Robertson — one of the world’s leading voices on Stoicism — to explore how ancient philosophy can help you lead, sell and live with greater resilience and clarity. This is not about fluffy quotes. This is the practical mindset that shaped emperors and can shape your success too.

We dive into:

💭 How Stoic principles can transform the way you handle objections and rejection
⚡ Why emotional resilience is the ultimate business superpower
🏛 What Marcus Aurelius can teach us about modern leadership
🛡 How to stay calm and focused in high-stakes sales and business situations
📚 The real-life Stoic techniques that can help you thrive in 2025 and beyond

Whether you are a founder, consultant or sales leader, this episode will help you cut through the noise and build a mindset fit for any challenge.

🔗 Follow Donald: https://www.linkedin.com/in/donaldrobertson
💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#Stoicism #DonaldRobertson #BusinessMindset #SalesResilience #EmotionalIntelligence #Leadership #MarcusAurelius #SalesIsTherapy #WeHaveAMeeting #B2BSales #MindsetMatters #FounderLife #BusinessStrategy

📘 Grab Sales Is Therapy: https://shorturl.at/qZB70
📺 Subscribe for more sales sanity: https://www.youtube.com/@WeHaveAMeeting

🎧 Trench Tips: 5 Mindset Shifts to Help You Reach Your Full Potential

What’s holding you back in sales — skill... or mindset?

In this episode, Jack & Zac explore the 5 mindset shifts that separate struggling reps from high performers. These aren’t fluffy affirmations. These are the internal rewires that help you stay consistent, bounce back from rejection, and stop riding the emotional rollercoaster of sales.

If you’re tired of surface-level sales hacks and ready to transform how you think (and win), this is your wake-up call.

👂 Listen like your future self is depending on it — because they are.

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#SalesMindset #SalesTraining #PersonalGrowth #Resilience #SalesPsychology #B2BSales

#SalesIsTherapy #WeHaveAMeeting

📘 Grab the book Sales Is Therapy: https://shorturl.at/qZB70
📺 Hit Subscribe for more world-class conversations: https://www.youtube.com/@WeHaveAMeeting

🎤 How to Make Money on LinkedIn with Lara Acosta — Founder, Creator, LinkedIn Growth Expert

What if everything you’ve been told about LinkedIn… is holding you back?

In this episode, we sit down with Lara Acosta — the mastermind behind some of LinkedIn’s fastest-growing personal brands — to uncover how she turned content into cash, built a thriving business, and created a movement.

This isn’t another “post daily and hope” strategy. This is how to own LinkedIn and turn attention into income.

We dive into:

💸 The exact playbook Lara used to go from zero to LinkedIn influencer
👀 How to build a personal brand that attracts leads without feeling salesy
📈 The LinkedIn growth hacks that actually work in 2025
🔥 How to create content that drives business — not just likes
🚀 What founders, creators, and consultants get wrong about LinkedIn monetization

Whether you’re looking to drive inbound leads, build your brand, or run a business from your laptop — this episode will change how you show up online.

🔗 Follow Lara: https://www.linkedin.com/in/laraacosta
💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#LinkedInGrowth #PersonalBranding #LaraAcosta #MakeMoneyOnline #SalesIsTherapy #WeHaveAMeeting #InboundLeads #ContentStrategy #FounderLife #MarketingTips #BusinessGrowth #LinkedInInfluencer

📘 Grab Sales Is Therapy: https://shorturl.at/qZB70
📺 Subscribe for more sales sanity: https://www.youtube.com/@WeHaveAMeeting

🎧 Trench Tips: Discovery Call Disasters — And How to Avoid Them

Why do discovery calls so often feel like a therapy session... for the rep?

In this episode, Jack & Zac dissect the biggest mistakes they see in discovery calls — the ones that make prospects mentally (or literally) hang up.

This isn’t fluff about asking "open-ended questions."
This is real talk from the trenches — where deals are won, lost, or ghosted into the void.

🔍 In this no-holds-barred breakdown, we cover:

🚩 The one question that guarantees a fake answer
🪦 How reps accidentally kill the call in the first 2 minutes
🎭 Why your tone matters more than your script
🔁 The psychological traps reps fall into — and how to avoid them
🎯 How to actually earn insight instead of interrogating for it

Whether you’re running cold outbound or chasing warm leads, this episode will slap you in the CRM and make you rethink how you show up.

👂 Listen like your quota depends on it — because it probably does.

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70

#SalesMistakes #DiscoveryCalls #SalesTraining #SalesPsychology #ColdCalling #SalesTips #B2BSales #SalesIsTherapy #WeHaveAMeeting