PODCAST · business
The Sales Fix Podcast
by Julien Recoussine
From quick tips to interviews and discussions, host Julien Recoussine guides you to better client conversations and a smart strategic approach to put the wind in your sales. All companies train their people about their product or service, but very few teach on how to actually sell. Leveraging what psychology and science tells us about human nature and interpersonal communications is crucial to selling effectively. Mixing in the "artistic" or showmanship aspect of human relations enables us to elevate our sales game even more.
Episodes
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Quick Fix 45 - Defining What We Are NOT!
Almost every sales person leads with communicating who they are, what they do, how they help clients, what problems they solve. That’s not a bad thing, but it is incomplete, because humans are pain avoidant and risk reluctant by default. To complete your value proposition, you need to clearly...
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45 - B2B Funnels and Fundamentals with Andrew Davis
When new technologies emerge, many assume the automatic demise of all the preceding techs, quite falsely. I invited Andrew Davis, with TextUs, a business messaging platform used by over 4000 companies, including Fortune 100 and Fortune 500 names, to discuss how fundamental alignment between sales...
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Quick Fix 44 - Listening Fundamentals
One of the most abandoned communication fundamentals by sales people is the concept of listening to understand, instead of listening to respond. In this Quick Fix Episode, we review theconcepts and share best practices to regain our fundamental mastery of being actual good listeners, instead of...
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44 - Maintaining Humanity in the Evolving AI World with Jordana Cole
As AI creeps into more and more areas of business and life, staying human, and maintaining the human to human trust connection is resurfacing as a huge priority, especially in sales. Automation creates some benefits, but it can come with a huge price if the focus on the human element is allowed…
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44 - Maintaining Humanity in the Evolving AI World with Jordana Cole
Discover how leadership, culture, and human connection playpivotal roles in navigating the AI revolution without losing our human touch. Jordana Cole, an expert in organizational behavior and leadership development, shares practical insights on cultivating a resilient, human-centered workplace...
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Quick Fix 43 - Know When To Fold Them
There’s an old Kenny Rogers song called the Gambler, where the refrain talks about “knowing when to fold em”. The concept of folding, or punting is very hard for most sales people. In this episode, we discuss the proper mindset and self-discipline involved in being able to walk away from non-fit...
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Quick Fix 42 - The AI monster under the bed
AI is currently the big monster under the bed in today’ssales business world. Everyone seems to think it is going to obliterateeverything in a matter of months or even weeks. Yes, some companies are alreadylaying off hundreds and handing their work to AI. In this episode I go over whyI don’t…
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43 - Elite Performance is Not Accidental - With Chris Harris
Chris Harris is a bestselling author who has written 14 books on leadership, sales, and mindset, including his newest release, "The Book of Mindset," which defines the mental frameworks behind elite execution under pressure. He spent years as an elite close-quarters combat instructor for U.S....
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42 - The Danger of Historical Assumptions with Sarah Romer
Sarah Romer (Romer to her friends) is an Austin based Strategic BusinessAdvisor with that rare mix of leadership and sales experience (Google, Paypal,Groupon, and the Washingtonian) and real world entrepreneurship. Rising upthrough sales into leadership, she quickly gained a rep as a results...
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41 - Shifting Mindsets and Behaviors for Sales Leadership with Bill Bartlett
When you hear most people's origin story into sales leadership, it often sounds like a traffic accident. Someone left or got promoted, leadership looks around, picks the top sales rep and then taps them on the shoulder with a sword while declaring, Rise a knight, sales manager. Proper leadership...
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Quick Fix 41 - Reasonable versus Rational
People buy emotionally, and then use logic to confirm or lock in theirpurchase. But data and facts do belong on the table when selling. Reasonablemotivation is the mix of enough data to cover for the emotional side of buying. --------------------------------------------------------- This episode…
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Quick Fix 40 - Using BLUF theory properly
BLUF. Bottom Line Up Front. That is a good concept that often getsinterpreted badly, with sales people using it as a rationale to drop price infotoo early, skip or shortchange the needs assessment and come off as highpressure and commissioned breath prima donnas. On this episode, I dig into...
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40 - Sales Success Principles with Rich Patterson
Success leaves clues. No one exemplifies picking up the clues and leveragingthem to success better then Rich Patterson. Rich shares the key distinctionsthat have powered his career as first a contributor and then a sales leader. --------------------------------------------------------- This…
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Quick Fix 39 - Calendar Centric Time Management
Time management is a challenge for most people and in sales, it can havedevastating consequences on results. The truth is most people manage tasks, nottime, and in this episode I share some best practices on setting up a time managementsystem that prevent you from getting overbooked and feeling...
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39 - Leveraging Sales For Life w Shelton Banks
The best part of being a sales trainer is watching someonetake the training and develop it to a whole other level. Shelton and I workedtogether over a decade ago, and since those days, he’s taken sales skill developmentand applied it to helping others solve life issues in his community.…
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Quick Fix 38 - What About the No?
Sales people often default to trying to avoid a "no". We think our job is to get a "yes", but really, it's actually to get a decision, and avoid the land of Maybe, and being ghosted. This episode covers the psychology in that distinction, as well as some suggested ways of saying that clearly....
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38 - The Mindsets of Elite Performers w Nick O'Kelly
Success in any area or field of study comes down to a few factors, none of which are more important than mindset. The elite in any area know this. First and foremost, they identify the default mindsets they need to adopt and consistently apply them to maintain elite level performance. Nick…
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Quick Fix 37 - Selling in Turbulent Times
When things around the world are hectic, or scary, or just dramatic, it gets into the minds of prospects, but it also gets into our minds. This episode is a quick list of things to do when you feel like the world is falling apart and no one will buy anything until things calm down....
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Quick Fix 36 - It's All About the Jellybeans
It’s very easy to get our ropes all tangled up when making cold calls. If you frame it correctly, you can establish the proper mindset and free yourself from all the ickyness and pressure of prospecting. --------------------------------------------------------- This episode is brought to you by…
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37 - The Way We Think with Dr Rebecca Heiss
I’m a huge believer in understanding human and leveraging neuroscience andpsychology to have better conversations with our clients and prospects. As muchas we like to believe our brains operate based on the safe and civilizedsociety of today (on a good day), the reality is that in many ways, our...
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36 - Leveraging AI basics with Steven Werley
AI means different things to different people, and to many, it means nothing at all. It’s confusing and scary. If you’re a sales professional, who like me, didn’t grow up with all this tech and social media stuff, this episode is for you. Steven Werley has that rare mix of a sales and tech mind,...
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Quick Fix 35 - The Acting Part of Sales
Sales techniques and sales tactics are great, but often WHAT we say is not asimportant as HOW we say it. There is a part of sales (and life) that isperformance. Not performance in a dramatic or deceptive way, but in the senseof leveraging tonality, body language and cadence to create the full…
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35 - Leadership and Growth with Haley Firetti
After knowing Haley as a colleague and then as a client, we recruited her on to the Sales Fix team last summer. Haley has been a top performer, an A list front line manager and an accomplished sales leader, guiding team through growth and change, and building up and mentoring leaders on her…
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Quick Fix 34 - The Pain/Pleasure Index
Understanding why prospects stay frozen in indecision comes down tounderstanding the baseline conflict in the brain when we make decisions. Thatcomes down to what psychology calls the pain/pleasure index. Avoiding pain andseeking pleasure (gain) drives all human decisions, including the decision...
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Quick Fix 33 - Tell Me a Story
They say a picture is worth 1000 words. But why is that? Pictures tell stories, and for thousands of years humans have communicated concepts through stories while sitting by the campfire. Stories create emotions and emotions create connection to data. Leverage stories to emotionally connect...
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Quick Fix 32 - The Power of Pattern Recognition
Success leaves clues, and a big one of those is the concept of pattern recognition. Spotting patterns allows us to lead instead of reacting all the time. It allows the calculated risks that pay off big. I peek back to early influences in my sales career to illustrate how we can leverage this...
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34 - Knowing Your Numbers w the Steve's
It's a new year, and everyone is making plans. Plans are great, but to plan effectively, you need to know the data and the numbers. --------------------------------------------------------- This episode is brought to you by our promotional partners: www.originmaine.com - Amazing clothes and work...
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33 - Railroad Tracks, Race Cars and Role Plays w Hamish Knox
Hamish Knox is the founder and owner of Sales4 Training and Consulting Inc, out of Calgary, Canada. An accomplished and award winning speaker, mentor, coach and consultant, his focus is on helping entrepreneurs sustainably scale their sales so they can exit for their number, not the number…
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Quick Fix 31 - Let Go of the Sales Luggage
No one likes to travel with a lot of luggage. Are you going on sales calls with luggage, specifically other people's luggage? It's important to understand what kind of baggage we drag into sales conversations and how to avoid allowing other people to give us beliefs or thoughts that we carry like...
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Quick Fix 30 - Persistence and Pain
We are often told of the power of persistence. The idea that continued effort in the face of failure breeds success. It is often a misunderstood concept though, because persisting in doing the wrong thing creates frustration, not success. Keep cold calling the prospect who says no, and you…
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32 - The Thinking Problem with Mike Crandall
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...
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31 - Sales Trainer Talk with Rich Austin
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...
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Quick Fix 29 - Agents of Change
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....
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Quick Fix 28 - Dealing with the Eeyores
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…
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Quick Fix 27 - Are the Buyers Liars?
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...
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30 - Exploring The Power of ROI with Tim Wasman
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...
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29 - Jamie Crosbie - Sales Leader, Speaker, Recruitment Specialist
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...
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28 - Proper focus and accountability with Sofia Rodriguez
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...
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Quick Fix 26 - Too Much Information
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,...
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Quick Fix 25 - Get Them To Ask You
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…
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Quick Fix 24 - Who's Process Are You In?
There is no such thing as a process neutral, or no process sales call. You are either in your process, or you are in the client's process. --------------------------------------------------------- Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast! Visit our…
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27 - The Money Mindset with Heather Hakes, Mindset Coach, Speaker and Author
Heather Hakes is a mindset coach, author, speaker and podcaster. After a corporate career, she made a sharp turn and built a business around her passionate pursuit of better understanding of the human mindset. I've always believed that all achievement and success starts with getting the mind…
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26 - Ramping up your people with Danny Leonard, Co Founder at Ramped
Danny Leonard co founded the company ramped, a "job skilling platform for early career professionals". I knew him as a top 1% sales performer in a company of over 1000 sales people. Danny was willing to try any approach, chase any client, and his track record proves him to be a top sales mind. We...
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25 - The Show Must Go On with Dan Jessup
There is an undeniable element of showmanship in great sales professionals. "Performing" or acting comes into play when we deliver a great presentation and even when we prospect. Sales is about connecting people, and nothing connects people like proper communications leveraging elements of acting...
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Quick Fix 23 - The ABCs of Sales
All of your prospects fall into on of three buckets. Understanding what those are, and what to do with each bucket is key to not wasting your time and frustrating yourself as a professional sales person. A's, B's and C's are the labels I use on these buckets, inspired by the great Stephen...
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24 - Leveraging social selling w Matthew Rolnick, VP Strategy & Innovation at Yaymaker
I've known Matthew for almost a decade, and outside of being a great guy and a ton of fun, he is always someone who's insight and take on things is valuable. I've learned a lot from getting exposed to how he thinks about things, but he's also constantly finding new tools and new ways to leverage...
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23 - Controlling your inner talk track w Rochelle Carrington, President at Bulletproof Management
Rochelle Carrington is an accomplished sales professional and entrepreneur. For well over a decade she's been at the very top of the sales training and consulting game, working with companies across many industries. I first met her in 2014 when she spoke at a sales conference and blew me away…
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Quick Fix 22 - Your Mom Isn't Allowed At Work
Every human being has rules, or "scripts" that govern their lives. We choose some of them, but many are handed down to us by our parents, and most of the baseline scripts come from our moms. That's a good thing. I love my mom and I know she had my best interests in mind when she was setting up my...
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Quick Fix 21 - Never Ask for the Order
You've often heard sales managers tell reps they need to "ask for the order". There is actually something really wrong with that wording, because it can cost you precious leverage. Clients don't buy because you ask for it. They buy because you've moved them to a point where they trust you enough…
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22 - What we owe the Prospects w Tom Rowe, VP Sales at Caroo
Tom Rowe, VP of Sales at Caroo, comes on to discuss how his experience as a high performing sales person and as a sales leader has affected his vision of the sales profession. We also briefly debate the offensiveness of Packers and Bears logos to fans of the other side of the rivalry and share a...
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ABOUT THIS SHOW
From quick tips to interviews and discussions, host Julien Recoussine guides you to better client conversations and a smart strategic approach to put the wind in your sales. All companies train their people about their product or service, but very few teach on how to actually sell. Leveraging what psychology and science tells us about human nature and interpersonal communications is crucial to selling effectively. Mixing in the "artistic" or showmanship aspect of human relations enables us to elevate our sales game even more.
HOSTED BY
Julien Recoussine
CATEGORIES
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Frequently Asked Questions
How many episodes does The Sales Fix Podcast have?
The Sales Fix Podcast currently has 82 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Sales Fix Podcast about?
From quick tips to interviews and discussions, host Julien Recoussine guides you to better client conversations and a smart strategic approach to put the wind in your sales. All companies train their people about their product or service, but very few teach on how to actually sell. Leveraging what...
How often does The Sales Fix Podcast release new episodes?
The Sales Fix Podcast has 82 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The Sales Fix Podcast?
You can listen to The Sales Fix Podcast on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Sales Fix Podcast?
The Sales Fix Podcast is created and hosted by Julien Recoussine.
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