The REthink Sales Show

The future of cars is changing fast. I share my perspective as both a dealer and someone who truly appreciates the art of driving—what’s coming with self-driving tech, and why the human side of the car business still matters. Grab your free copy of my weekly discipline journal—a practical worksheet designed to help you achieve your life’s most critical goals! https://www.resultsfromthinking.org/journal

Great salespeople don’t rely on memorized scripts—they understand how to think in real time. I walk through exactly how I would approach a sale from start to close. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life’s most critical goals! https://www.resultsfromthinking.org/journal

Storms are part of life and business—I don’t get to avoid them. I talk about why wise leaders don’t ignore that reality, but prepare for it with faith, discipline, and clarity. Not fear-driven—but grounded, steady, and ready. Grab your free copy of my weekly discipline journal—a practical worksheet to help you achieve your most important goals! https://www.resultsfromthinking.org/journal

Not all great investments look impressive on paper. Jim shares one of the best investments he’s made—whether it was in people, systems, or long-term strategy—and why it paid off more than expected. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.org/journal

Every leader talks about trusting their instincts—but what happens when your gut is wrong? Jim shares a decision he made based on instinct that didn’t work out, and how it reshaped the way he balances intuition with information.

Early in his career, Jim followed a piece of sales advice that everyone swore by—but it nearly cost him an important relationship and forced him to rethink how selling actually works.

Most salespeople believe they should always say yes to customers—but Jim shares a story where telling a customer “no” actually strengthened the relationship and led to better long-term results.

At one time, Kmart was actually ahead of Walmart. So why did Walmart eventually dominate while Kmart declined? In this episode, Jim uses his experience building businesses and leading organizations to break down the leadership, culture, and strategy decisions that separate winning companies from those that fade away.

Jim tells the story of a struggling salesperson he nearly let go—until something made him pause. That decision changed both their careers and taught Jim a valuable lesson about recognizing potential and coaching people effectively.

Many businesses show a profit on paper but still struggle to survive. In this episode, Jim breaks down the difference between profit and cash flow, why cash flow often matters more, and how business owners should pay attention to both if they want their company to grow sustainably. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.org/journal

The real impact of a powerful group session happens after the applause — in conversations, reflection, and changed behavior. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.org/journal

One simple question that consistently unlocks clarity, ownership, and growth in high-performing people. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.org/journal

A real moment that showed me why personal coaching creates clarity, honesty, and real change that group settings often can’t.

Learn why skepticism is natural in sales conversations, and how understanding this removes frustration, builds patience, and helps trust form faster without trying to “convince” anyone. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Learn the gap between real-life sales skills and what most training programs actually teach- revealing what truly builds confident salespeople and consistently produces great results. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Selling is reframed as coming alongside people in their decision-making process, showing how clarity, honesty, and patience lead to better outcomes for everyone involved. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Detachment is explored — and why letting go of the outcome in a sales conversation leads to more confidence, better conversations, and higher close rates. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

The strongest teams aren’t built on pressure or performance alone, but on shared victories. Celebrating wins together builds trust, strengthens morale, and creates a culture where people feel valued, motivated, and committed for the long run. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Sales scripts can backfire if misused. I will show you how to adapt scripts naturally to close more deals.

In this episode of The Rethink Sales Show, Jim and Jed explain why strong leaders never walk past problems. Whether you’re leading a team, a business, your family, or yourself, ignoring issues only makes them worse. This episode breaks down why facing problems early is essential to effective leadership and long-term success. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Sales isn’t just about numbers; it’s about energy, curiosity, and enjoyment. Jim Shorkey explains why top-performing salespeople thrive when they approach their work with fun and enthusiasm. Learn how shifting your mindset to enjoy the process can boost confidence, deepen customer connections, and naturally increase your sales results. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

In this episode Jed Reaggle breaks down the number one training technique he learned from working closely with Jim Shorkey. It wasn’t a script or a tactic. It was a mindset shift that changed how he approaches every customer: stay curious, stay engaged, and make it fun. Jed explains how Jim taught him that enjoying the process unlocks confidence, builds trust with customers, and naturally leads to better sales outcomes. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Use these psychological triggers to communicate with clients honestly and intentionally, sharing the real value of your product or service. By leading with integrity and truth, you’ll inspire trust, build stronger relationships, and naturally drive more sales, without ever pressuring anyone.

If I Could Interview Anyone…Sometimes less is more. Discover how top salespeople close faster by saying less and listening more.  Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Jim Shorkey reveals the one principle that lays the foundation for confidence, consistency, and career-long success. Whether you’re just starting out or mentoring new reps, this lesson will change how you approach every sales conversation. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Selling doesn’t have to be pushy. Jim Shorkey teaches how to guide customers ethically while closing more deals than ever. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

The truth is, most salespeople are mid — average at best. But you don’t have to be. Jim Shorkey and Derek Kelly reveal why so many salespeople fail, the reasons they get stuck in mediocrity, and the proven strategies you can use to break out, stay in the game, and win long-term. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Most salespeople fail because they follow the herd — chasing trends, copying others, and playing it safe. Jim Shorkey never quit because he refused to answer to sheep. In this episode, Jim and Derek Kelly break down how to build true independence in sales, develop mental toughness, and carve your own path to lasting success. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

After training thousands of salespeople, Jim Shorkey has seen one mistake ruin more careers than any other: lack of confidence. In this episode, Jim and Derek break down why most salespeople struggle, how to build true confidence, and the steps you can take to accelerate your sales career. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Jim Shorkey started at rock bottom and built one of the largest auto groups in his region. From deciding when to buy Kia to making bold business calls, Jim reveals the mindset shifts, strategies, and leadership moves that helped him grow from a struggling salesman to the owner of 17 dealerships. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Uncertain markets don’t have to kill your sales. Discover practical, battle-tested strategies for winning deals, creating value, and staying confidenteven when times are tough. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Trust is built (or lost) in seconds. In this episode, we share the exact words, actions, and scripts that help you win confidence and credibility before your sales pitch even begins. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

A full prospecting blueprint that shows you how to consistently generate leads and fill your pipeline. Jim breaks down his proven follow-up and outreach methods so you never run out of opportunities. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Learn how to build loyalty that lasts. We’ll cover when and how to engage customers after the first sale, creating repeat buyers, generating upsells, and turning clients into long-term fans. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Actionable tips for selling in a digital-first world — from delivering compelling Zoom presentations to confidently closing deals online. Derek leads with communication strategies, while Jim adds his proven sales twists.  Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

When we discount tomorrow for comfort today, we set ourselves back. Here’s how to flip that—and do the next right thing instead. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Jim and Dave reflect on how each next step draws strength from yesterday’s progress—and how your circle can keep you moving when you can’t do it alone. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Dave Long shares how losing control—and letting others in—became the key to staying sober for good. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Dave Long opens up about his son’s fight with bone cancer—and how asking questions, digging deep, and trusting their instincts made all the difference. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Expanding your business is exciting—but it also demands careful planning and cash management. From my experience, having strong working capital is the difference between growth and going broke during those costly training and marketing phases. In this episode, I reveal key strategies to help you confidently scale your business without risking everything you’ve worked for.  Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Most people think great salespeople only sell what they know — but I believe if you understand the process, you can sell anything. In this episode, Derek challenges me to role-play selling a house — something I’ve never done — and I walk him through the exact strategy I’d use to close the deal. This isn't just about real estate — it's about learning how to connect emotionally, create real value, and win trust in any industry. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

I never inherited my business—I bought my way in and learned everything the hard way. Starting from zero taught me the importance of cash, people, and processes. In this episode, I share the real lessons behind building a family auto empire from the ground up. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

In this episode, I walk you through how I scaled from one dealership to many—not by chasing every shiny opportunity, but by staying laser-focused on cash flow, people, and proven processes. I share the real numbers, the setbacks, and the mindset that helped me thrive even during recessions. If you're thinking about expanding your business, this is the conversation you need to hear first. Grab your free copy of my weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal  

“Is now a good time to buy a car?” Amid fears around tariffs, market shifts, and media noise, learn timeless business wisdom focused on what truly matters—controlling what you can, making principle-based decisions, and even how to lead your team through adverse times. This perspective will change how you think about decision-making in a society filled with noise and uncertainty. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

The Jim Shorkey Family Auto Group is more than a car dealership. By taking risks to prioritize the customer experience and help them feel as comfortable as possible, we built lasting loyalty with our customers. Through love, humility, and a drive to constantly improve, we created something truly memorable for every person who walked through our doors. Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Discover the hard lessons I learned from early failures and near bankruptcy—and how I rebuilt success through three core principles: loving the customer, valuing the team, and staying humble. Avoid the same mistakes I made—like arrogance, talking too much, and failing to truly listen. Grab your free copy of my weekly discipline journal, where I give you a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Dive deep with me into the overlooked but powerful technique of roleplaying in sales. Learn from real-world stories and mindset tips that have helped hundreds of salespeople sharpen their craft, improve their confidence, and ultimately close more deals. Whether you're a seasoned rep or just starting out, this conversation will change the way you approach training and self-development. Grab your free copy of my weekly discipline journal, where I give you a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

If you are struggling with sales, the problem is most likely not your pitch — it is most likely your mindset. Uncover the daily habits and prep routines that top performers and myself use to stay mentally sharp and prepared to succeed before the customer even walks in the door. Sleep, movement, music, and mental preparation will radically shift your sales success. Grab your free copy of my weekly discipline journal, where I give you a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

The most valuable lesson I’ve learned over 60 years of selling and leading sales teams: mastering the art of listening. Learn how intentional, nonverbal communication and genuine attention to your customer can transform your sales approach—and your relationships with your customers. Grab your free copy of my weekly discipline journal, where I give you a practical worksheet to help you achieve your life's most critical goals! https://www.resultsfromthinking.com/journal

Learn from Jim Shorkey as he dives into why personal growth should come before business expansion. Jim shares powerful insights on leadership, team development, and the dangers of growing too fast without the foundation to support it. Focusing on value, humility, and organic growth will lead you to lasting success! Grab your free copy of Jim's weekly discipline journal, a practical worksheet to help you achieve your life's most critical goals! 📓 https://www.resultsfromthinking.com/journal