There's a thinking problem out there. It's pervasive. It's potent. When you identify a thinking problem, you better start talking to a great thinker. That's what Mike is. I've seen Mike speak several times over the last decade. Mike heads up a Sandler training center in Oklahoma City. He always manages to lock down on the core elements of things and provides great clarity on them. Tim and I managed to get an hour of his time and we cover a range of sales thinking topics. Grab a notebook, prepare to write a bunch of good stuff down. Mike can be found on Linkedin - www.linkedin.com/in/mikecrandall/ Company Website = www.customgrowth.sandler.com/ --------------------------------------------------------- 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 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/

Fellow Sales Consultant and Trainer Rich Austin from Elite Sales Training and I hit the record button on one of our catch up calls. We talk about current market conditions, how to sell in them, and even hit a few prickly topics like voicemail and calendar links etiquette. Rich can be found on Linkedin - https://www.linkedin.com/in/riaustin1/ --------------------------------------------------------- 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 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 very nature of the role of a sales person is to cause change. We call on clients to change the way they feel about what they are and are not doing currently. Change is uncomfortable for most people. Humans create anchors and habits really fast, and often not through clear thinking. --------------------------------------------------------- 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 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/

Sometimes prospects act disinterested in the discovery and/or presentation meeting. They have no energy, show no interest, no enthusiasm and barely respond. I call these Eeyores. It has nothing to do with them being extroverts or introverts, and it is something you cannot ignore and must address if it lasts more than a minute or two. I discuss the psychology at work and different approaches to use to address the Eeyores in your sales demos. --------------------------------------------------------- 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 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/

Too often we are told that "Buyer are liars" but is this really true? And if it is, whose fault is it that buyers don't feel they can tell us the truth. Let's discuss the tactics to get buyers to tell the truth. --------------------------------------------------------- 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 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/

Everyone claims they have value, and because everyone claims it, many customers are suspicious of value claims. Enter the power of ROI, understanding our value as it compares to the investment needed to unlock it. The confidence from understanding that, and the power of communicating that effectively is astounding. Sales Fix partner Tim Wasman comes back on the podcast to discuss and expand on this concept. --------------------------------------------------------- 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 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/

Jamie Crosbie is the founder and CEO of Proactivate, a company using a well thought out process to help companies secure all star talent to power their revenue achievement. She's a gifted speaker, trainer, and leader. I first saw Jamie train in 2017, and I was immediately impressed with her presence and knowledge. She recruited and placed a friend of mine into a sales leadership position and her process caught my eye as being imaginative, outside the box, and highly effective at getting results, which is a big challenge in the world of sales hiring. Jamie's company can be found here: www.proactivate.net --------------------------------------------------------- This episode is brought to you by our promotional partners:   www.originmaine.com - Amazing top shelf clothes and work out gear all MADE IN THE USA "The best pair of jeans I've ever owned" https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients "It's a game changer"   --------------------------------------------------------- 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/

Sofia Rodriguez is a gifted executive coach and and trainer, with Miami Absolute Sales Development. I've sat in training seminars with her as a colleague and witnessed her train online and in person, and her energy and passion powers up people's performance in a compelling way. We spend some time discussing how to control our focus, and how to own and be accountable to ourselves and others in managing our sales efforts. I always enjoy speaking with people who have the right sales mindset, and from A to Z, Sofia is one of those people. Just like me, she applies a performance and communications background towards her sales efforts, and just like me, she did it wrong just long enough to learn the value of doing it right.  Follow her on Linkedin for more great content. https://www.linkedin.com/in/sofiamrodriguez/ Absolute can be found on line - https://www.absolute.sandler.com/ --------------------------------------------------------- Visit our promotional partners:  www.originmaine.com  www.ClientPoint.com 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/

Most organizations spend a lot of time on product training, but no time or not enough time on the actual sales skills or approaching people, relating to them, being good listeners and being skilled at getting customers to share. As a result, many sales people speak too much and listen too little, leading to sales killing cases of TMI.  --------------------------------------------------------- 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/

Many sales people think that sharing information is the key to sales success. The reality is that prospects often resist or suspect information that is pushed on them. If you can get them to ask though, the information you convey comes as a response to their question(s) and hence they are far more likely to be open to it. --------------------------------------------------------- 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/