Why You Hate Sales

If other people can’t easily remember or refer to you, it becomes impossible for them to help you sell.

On this episode of Why You Hate Sales, I’m joined by Michael Roderick, CEO of Small Pond Enterprises, to talk about how experts can turn their best ideas into something people remember, refer, and ultimately pay for.

Michael went from high school English teacher to Broadway producer in less than two years and now helps thoughtful givers become thought leaders who are more memorable and referrable by default.

On today’s episode, we’ll discuss things like:

• Why smart experts struggle to explain why people should hire them

• How to turn your natural skills into ideas people easily remember

• How to know if you’re speaking to right buyers or not ready ones

If you’ve ever thought, “People understand how valuable I am once they work with me. I just wish more of them did BEFORE they hired me,” this episode is for you.

Get ready to make your expertise easier to understand, your ideas harder to forget, and your name a whole lot easier for other people to bring up in the right rooms.

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Michael Roderick is the CEO of Small Pond Enterprises which helps thoughtful givers become thought leaders by making their brands referable, their messaging memorable, and their ideas unforgettable.

He helps niche up, package and position ideas to get people talking about you when you're not in the room (in a good way). 

Michael’s unique methodology came from his background as a High School English teacher to a Broadway Producer in under two years and studying exactly how it was possible.

To learn more about him, visit smallpondenterprises.com.

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me on IG @SellWithJustine, LinkedIn, or at thefastyes.com!

You've been told “get more leads” is the response to every sales problem as an entrepreneur...and yet, when you do why doesn't it skyrocket your results?

On this episode of Why You Hate Sales, we’re challenging every entrepreneur’s favorite solution of "more leads" because, let's face it.

Getting leads isn’t necessarily the hard part.

The harder question is how to get the right leads paying attention and buying your offers, not just collecting names.

On today’s episode, we’ll discuss things like:

• How to diagnose your actual sales problem fast
• The simple math behind leaking sales (+ how to fix it)
• Why more leads isn't a catch-all solution for businesses
• How solving for “more” can accidentally lose you sales

If you’re scrambling to post more, launch another funnel, run ads, or fill your calendar because revenue isn’t where you want it, this episode will help you figure out whether you’re solving the right problem in the first place.

Get ready to stop assuming more is the answer and start seeing exactly where you need to focus to for real ROI.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me on IG @SellWithJustine, LinkedIn, or at thefastyes.com!

You tell them the price, they pause, then you hear “That’s a little more than I expected.”

Suddenly, you’re scrambling.

Lowering your price, adding a payment plan, and making your offer bespoke...again.

On this episode of Why You Hate Sales, we’re talking about why the objection you hear at the end of a sales call often isn’t where the sales problem actually started.

Because the price objection might show up at minute 47, but the uncertainty that created it might have shown up long before.

On today’s episode, we’ll discuss things like:

• What “that’s too expensive” actually means
• How to make your pricing feel like a no-brainer
• Buyer comments you never want to overlook or ignore
• Why adding bonuses or discounts can kill sales

If you’ve ever lost a sale you were SURE was going to close and immediately blamed your pricing, this episode will show you how to rewind the conversation and find where the hesitation actually began.

Because the objection is often just where the sales problem becomes visible. It isn’t necessarily where it started.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me on IG @SellWithJustine, LinkedIn, or at thefastyes.com!

You’ll wait 45 minutes for a restaurant you REALLY want to try, but give a confusing website 45 seconds?

Absolutely not!

On this episode of Why You Hate Sales, we’re talking about why buyers aren’t nearly as impatient as we’ve been led to believe.

Sometimes the problem isn’t friction.

It’s that you haven’t given them enough certainty to believe the friction is worth it.

On today’s episode, we’ll discuss things like:

• Why buyers happily wait, click, apply, and pay more
• How to know if you're problem is friction or certainty
• Why making something easier doesn't always help
• The real role of social proof in decision making

If you’ve been shortening forms, changing buttons, adding CTAs, or trying to make your sales process easier and people STILL aren’t moving, this episode will help you diagnose what might actually be missing.

Get ready to stop asking, “How can I make buying easier?” and start asking, “What's making my buyer unsure whether continuing is worth it?”

Because buyers will tolerate a surprising amount of friction when they’re certain it'll be worth it.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me over on Instagram @SellWithJustine or search for me on LinkedIn!

More choices don't necessarily create more sales, and sometimes they can kill the sale right in front of you.

On today's episode of the Why You Hate Sales podcast, we talk about:

• Why more options can make your business harder to buy from

• How to make multiple offers feel like a cohesive customer journey

• The magic phrase you can use to build instant trust with any buyer

If you've ever shared different ways someone could work with you and ended with, “Which one sounds best?” this episode will show you why that might be creating more work for your buyer instead of making them feel empowered to say yes.

Get ready to simplify your life and sales process with simple shifts you can implement immediately.

Because the best sales process doesn't pressure people into buying more.

It makes the next decision feel like a no-brainer.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me over on Instagram @SellWithJustine or search for me on LinkedIn!

Your buyers can get answers to almost anything in seconds, especially using AI. So...why do they still need you?

On this episode of Why You Hate Sales, we’re talking about why access to more information is actually making real experience more valuable.

Because your buyers don’t necessarily need someone with more answers. They need someone who can recognize which answer matters most to them.

On today’s episode, we’ll discuss things like:

• Why AI isn't able to fully solve any of our problems
• How experts view solutions, versus bots and tech
• The skills becoming more valuable to consumers
• How to demonstrate your expertise quickly

If you’ve been wondering how to position your expertise in a world where your buyers can ask AI practically anything, this episode will be a game-changer.

It's time to stop competing on the wrong things and lean into your expertise more than ever.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me over on Instagram @SellWithJustine or search for my name on LinkedIn!

Your buyers are doing a lot more digging than you might realize.

They Google you, read reviews, stalk your LinkedIn, listen to your podcast, check out your website, and ask around about you before they ever book a call.

And you shouldn't need to care...because everything is set-up to work for you behind the scenes.

Except...does it?

On this episode of Why You Hate Sales, we’re talking about what your buyers need to see before they ask to talk to you.

On today’s episode, we’ll discuss things like:

• Tiny inconsistencies that quietly create doubt

• The purpose of truly effective marketing

• What matters most to a buyer early on

If you’re still wondering why qualified buyers aren’t moving as quickly as you’d expect, this episode will help you see what they’re seeing.

Get ready to make every interaction they have with your business drive them to think, “Yep. This is exactly who I thought they were!”

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let’s get social! Find me over on Instagram @SellWithJustine or search for my name on LinkedIn!

Most networking advice teaches you how to make asks.

This is a good skill to master, but it often comes with bad or no guidance around timing.

On this episode of Why You Hate Sales, we’re going to talk about the real purpose of networking.

It isn’t all about collecting contacts, booking coffee chats, or asking for referrals but about making you a magnetic person people don’t easily forget.

On today’s episode, we’ll discuss things like:

• When and how to make asks people actually say yes to

• One thoughtful question that will make you instantly memorable

• How to build trust in minutes, not months “nurturing” relationships

If networking has started to feel like an endless cycle of coffee chats, awkward pitches, and forced follow-ups, this episode will show you a completely different way to approach it.

Get ready to stop asking your network for opportunities and start having the kinds of conversations that make opportunities come looking for you.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let's get social! Find me over on Instagram @SellWithJustine or search for me on LinkedIn!

The sales strategy working brilliantly for someone else could be the exact reason yours stops working.

On this episode of Why You Hate Sales, we’re unpacking why copying successful sales strategies fails so often, even when you follow them perfectly.

On today’s episode, we’ll discuss things like:

• The reason so much sales advice seems contradictory
• The importance of knowing why people buy from you
• Why it always feels like you're the exception to the rule

If you’ve ever watched someone else sell out, launch big, or fill their calendar and thought, “Maybe I should be doing what they’re doing,” this episode will help you figure out what actually makes sense for your buyers.

Get ready to stop looking for the perfect sales recipe and start building a process around the context that matters most: why your specific buyers love to buy from you.

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Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let's get social! Find me over on Instagram @SellWithJustine or search for me on LinkedIn!

Your buyers don't need more information.

They need more confidence that your offer is the right fit for them.

That’s right, this week on Why You Hate Sales, we're talking about overexplaining as a way of unselling your offer. Because the more details you pile on, the harder you make it for buyers to make a decision.

On today's episode of the podcast, we'll discuss things like:

• Why smart buyers prefer minimal feature explanations

• How you’re accidentally building hesitation, not desire

• The #1 reason people say yes to offers at any price

We’ll even talk through how to simplify your messaging without watering down your expertise.

If you've ever finished explaining your offer only to hear, "I need to think about it," this episode will show you why—and how to make buying feel a whole lot easier.

Get ready to stop overwhelming buyers with information and start giving them exactly what they need to confidently say yes.

—

Hey, wait! Don’t forget to hit “subscribe” so you never miss an episode!

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Love this episode? Give us a 5-star rating + review on Apple Podcasts.

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Oh, and let's get social! Find me over on Instagram @SellWithJustine or search for me on LinkedIn!