The Weekly Sales Meeting Podcast

Episode 194: Busy or Effective?

Sun, 29 Mar 2026 17:00:00 GMT

Busy feels productive. Effective actually pays. If your calendar is full but your pipeline isn’t moving, this episode will hit close to home. Activity doesn’t close deals. Conversations do.

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Episode 193: How You Do One Thing

Sun, 22 Mar 2026 17:00:00 GMT

How you prepare, follow up, plan, and finish tells everyone exactly who you are as a professional. Busy isn’t the goal. Effective is. If your results feel stuck, listen to the why and we can show you where to tighten the screws.

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Episode 192: Becoming the Top One Percent

Sun, 15 Mar 2026 17:00:00 GMT

This is the truth about the habits, disciplines, and decisions that separate elite sellers from everyone else. No hype. No shortcuts. Just the truth about what it really takes.

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Episode 191: Don’t Fiddle While Rome Burns

Sun, 08 Mar 2026 17:00:00 GMT

Sales slowdowns don’t kill careers. But your silence can. When the market gets tight, here is the framework for what to do next.

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Episode 190: If Sales Are Down….

Sun, 01 Mar 2026 18:00:00 GMT

When sales dip, most sellers pull back. They wait. They explain. They rationalize. Professionals do the opposite. Here is what disciplined sellers do when numbers are down.

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Episode 189: Discounts Are Easy, Value Is Work

Sun, 22 Feb 2026 18:00:00 GMT

Strong brands don’t survive on coupons. Strong sellers don’t either. Learn why value lasts, discounts rot, and how to stop training buyers to wait you out.

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Episode 188: Push Through the Plateaus

Sun, 15 Feb 2026 18:00:00 GMT

If your numbers are steady but not improving, you’re not safe. You’re stalled. A sharp look at why plateaus quietly end sales careers and what disciplined sellers do differently.

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Episode 187: Don’t Compete on Price

Sun, 08 Feb 2026 18:00:00 GMT

Cheap wins don’t build loyalty. They build exits. Learn how to hold your ground, tie price to results, and stop racing competitors to the bottom.

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Episode 186: Zero Talent

Sun, 01 Feb 2026 18:00:00 GMT

Talent gets talked about. Discipline gets results. Learn why the habits that require zero talent are the real edge most people continue to ignore.

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Episode 185: Words Have Meanings

Sun, 25 Jan 2026 18:05:00 GMT

Your words either build trust or break it. They move a deal forward or quietly kill the momentum. This week’s lesson is simple: tighten your language and you tighten your sales process.

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Episode 184: Crazy. Stupid.

Sun, 18 Jan 2026 18:05:00 GMT

We all make choices that defy logic. We know better, yet repeat the same patterns. Success in sales rarely requires brilliance. It requires the courage to stop doing what is crazy and stupid.

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Episode 183: It’s More than Coffee

Sun, 11 Jan 2026 18:05:00 GMT

Starbucks didn’t win because of better beans. They won because every detail made people feel something. When sellers adopt that mindset, they stop pitching and start becoming unforgettable.

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Episode 182: No Sleep ‘Till Brooklyn

Sun, 04 Jan 2026 18:05:00 GMT

Great sellers don’t win by copying someone else’s playbook. They win by stripping away the noise, trusting their instincts, and creating something original that connects.

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Episode 181: A Steady Diet of Contact

Sun, 28 Dec 2025 18:01:00 GMT

Many sellers think their pipeline problem is strategic. But nine times out of ten, it is a contact problem. If you want more movement, more momentum, and more money, start by mastering the one habit that separates producers from pretenders.

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Episode 180: Manufacturing Good Luck

Sun, 21 Dec 2025 18:01:00 GMT

In sales, we often attribute our results to luck. But the truth is our “luck” is built, or lost, in the habits we repeat each week. If you want a real edge in media sales, start by mastering the five practices that quietly shift every revenue variable in your favor.

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Episode 179: The Selfish Ear

Sun, 14 Dec 2025 18:01:00 GMT

Business owners aren’t tuning you out. They are filtering every word through their own pressure, risk, and reality. If you want more conversations to land, start by understanding the one instinct that shapes how every buyer listens.

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Episode 178: Becoming Self-Aware

Sun, 07 Dec 2025 18:01:00 GMT

Most sellers think they know themselves, but the gap between who we are and who we think we are can cost us deals, trust, and growth. If you want to level up your career, start with the one skill that separates average performers from elite sellers.

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Episode 177: Growth Is Optional

Sun, 30 Nov 2025 18:05:00 GMT

Growth doesn’t happen just because tools and training are available. Real growth is a choice, driven by belief, purpose, and the decision to change.

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Episode 176: The Dangers of Seeking Approval from Others

Sun, 23 Nov 2025 18:05:00 GMT

The need for approval quietly erodes confidence and stalls deals. Strong sellers don’t chase validation. They lead with conviction and value.

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Episode 175: The Courage to Take Risks

Sun, 16 Nov 2025 18:05:00 GMT

Confidence is contagious. Buyers don’t want doubt; they want certainty. Learn to use language that projects success instead of doubt to reduce risk and make decisions feel natural.

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Episode 174: Frame the Customer’s Problem

Sun, 09 Nov 2025 18:05:00 GMT

Too many sellers jump straight to pitching before they even define the problem. If you frame the customer’s challenge first, you build trust, credibility, and urgency. And it is an urgency that is not manufactured.

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Episode 173: Speak with Purpose, Not Pressure

Sun, 02 Nov 2025 18:05:00 GMT

Buyers can spot the difference between pressure and purpose in seconds. When you speak with clarity and intent, you earn trust. That is the true currency of closed deals.

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Episode 172: Who Are You Competing With?

Sun, 26 Oct 2025 17:05:00 GMT

Chasing someone else’s success will only distract you from your own. Learn why the only competition that matters is the one in the mirror, and how focusing inward leads to stronger sales and lasting growth.

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Episode 171: Leverage Your Available Resources

Sun, 19 Oct 2025 17:05:00 GMT

Most sellers walk into meetings using only a fraction of the tools they have. Learn to leverage every resource at your disposal to build trust, win confidence, and increase your average order.

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Episode 170: Beware Benchmarking Others

Sun, 12 Oct 2025 17:05:00 GMT

Benchmarking feels safe, but copying others often kills originality and stalls growth. See why the best results come from discovery, not imitation. See how you can win by trusting your own path

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Episode 169: What Color Is the Grass on the Other Side of the Fence?

Sun, 05 Oct 2025 17:05:00 GMT

It’s easy to believe the grass is greener on the other side, but in sales that mindset can drain focus and confidence. See why real growth comes from tending your own ground and investing in what you already have.

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Episode 168: Start Where You Stand

Sun, 28 Sep 2025 17:05:00 GMT

Waiting for perfect conditions will keep you stuck while opportunities pass by. Find out why starting where you stand creates momentum, builds confidence, and drives real sales results

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Episode 167: Are You Set Up for Success or Set Up for Failure?

Sun, 21 Sep 2025 17:14:26 GMT

The line between sales success and failure is thinner than you think. See how mindset, habits, and systems decide which side you end up on, and why alignment matters more than effort.

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Episode 166: The Impact of Your Words

Sun, 14 Sep 2025 17:05:00 GMT

The words you choose decide whether doors open or close. See how the right language builds trust, value, and turns conversations into contracts.

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Episode 165: Use Labels for Discovery

Sun, 07 Sep 2025 17:05:00 GMT

Use Labels for Discovery. Uncover the hidden thoughts of your buyers with the powerful tool of labeling. Discover how to put this tool to work for you.

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Episode 164: Clear the Path of No’s

Sun, 31 Aug 2025 17:05:00 GMT

Clear the Path of No’s. Why Top Sellers Seek Rejection Early. The fastest way to win more deals is to clear out the ones that will never close. In this episode, you’ll learn why top sellers actively seek early “no’s” to save time, sharpen focus, and create a smoother path to the real “yes.”

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Episode 163: Outrun the Lion

Sun, 24 Aug 2025 17:05:00 GMT

Outrun the Lion. How Self-Competition Drives Sales Success. The real race isn’t against your competitors. It is against who you were yesterday. Discover how focusing on self-improvement and consistency can help you outrun the lion and build unstoppable momentum.

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Episode 162: The Focus Group of One

Sun, 17 Aug 2025 17:05:00 GMT

The Focus Group of One: How to recognize and overcome the focus-group-of-one mindset that derails sales decisions. Discover how to use smart questions, real data, and compelling stories to expand a buyer’s perspective

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Episode 161: Control the Value Proposition

Sun, 10 Aug 2025 17:05:00 GMT

Control the Value, Control the Sale. The best sellers lead the conversation, shape the narrative, and prove why their solution is worth it. Are you controlling your value proposition, or letting price define you?"

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Episode 160: Change is Choice

Sun, 03 Aug 2025 17:05:00 GMT

Most sellers know what to do. Few do it. The gap? Choice, not chance. Change will always look like failure in the middle. Choose change and see it through to the end.

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Episode 159: The Whale

Sun, 27 Jul 2025 17:05:00 GMT

Your pipeline is your identity. Are you filling it with minnows or building it for whales? Every team needs a list of high-value dream accounts, big, bold targets that stretch your skills, sharpen your strategy, and raise the bar on what’s possible.

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Episode 158: Work or Busy Work?

Sun, 20 Jul 2025 17:05:00 GMT

Busy work doesn’t build teams—it breaks them. Some tasks waste time, drain morale, and destroy motivation. Here’s why.

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Episode 157: Never Quell Enthusiasm

Sun, 13 Jul 2025 17:05:00 GMT

Enthusiasm is one engine that can power the team. Don’t put a damper on it.

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Episode 156: What Happens Next?

Sun, 06 Jul 2025 17:05:00 GMT

Many deals stall in the follow-up as buyers don’t know the next steps.

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Episode 155: Would You Be Opposed to That?

Sun, 29 Jun 2025 17:05:00 GMT

It’s Not Magic. It’s Psychology: The Soft Ask That Drives Serious Results.

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Episode 154: Damage Joy

Sun, 22 Jun 2025 17:05:00 GMT

What Makes Us Cheer When the Mighty Fall? The Psychology of Schadenfreude.

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Episode 153: Pursue Progress Not Platitudes

Sun, 15 Jun 2025 17:05:00 GMT

This Is What Happens When You Confuse Activity with Achievement.

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Episode 152: Ergo, Ego.

Sun, 08 Jun 2025 17:05:00 GMT

Learn to use the role of ego in your sales conversations.

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Episode 151: Stir the Pot

Sun, 01 Jun 2025 17:05:00 GMT

Which is the better parallel for outside sellers, a detective or a chef?

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Episode 150: Work-Life Imbalance

Sun, 25 May 2025 17:05:00 GMT

Make sure you balance your work and your life. You have control over this.

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Episode 149: Double Your Revenue.

Sun, 18 May 2025 17:05:00 GMT

If you want to double your revenue in the next three years, here is a road map to get that done.

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Episode 148: Subscription Fatigue

Sun, 11 May 2025 17:05:00 GMT

Let’s face it, we all have way more subscription services than we need. Some we forgot we have.

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Episode 147: Meet the New Boss

Sun, 04 May 2025 17:05:00 GMT

Pete Townsend didn’t know how right he was back in 1971, or did he?

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Episode 146: Seamless Transitions

Sun, 27 Apr 2025 17:05:00 GMT

Focus on improving transitions to ensure conversations progress toward your desired end goal.

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Episode 145: Two Kinds of Problems

Sun, 20 Apr 2025 17:05:00 GMT

There are two kinds of problems. Learn how to keep them isolated.

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Episode 144: The Pricing Spiral

Sun, 13 Apr 2025 17:05:00 GMT

The pricing spiral is learned behavior. You can prevent this value collapse with value-based selling.

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Episode 143: Failure Is a Part of Your Success.

Sun, 06 Apr 2025 17:05:00 GMT

Failure is part of growth; it is part of success. Don’t run away from it; don’t be afraid of it.

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Episode 142: The Risk of Doing Nothing

Sun, 30 Mar 2025 17:05:00 GMT

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Episode 141: Re-Think the Family Four Pack

Sun, 23 Mar 2025 17:05:00 GMT

The last time the average family head count was near four was the 1960s. Maybe it is time to re-image a promotional mainstay

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Episode 140: Keys to Success in Outreach

Sun, 16 Mar 2025 17:05:00 GMT

Persistence and consistency are two of the many keys to successful customer outreach. See what else will help you succeed.

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Episode 139: Diversity in Thought, Unity in Action

Sun, 09 Mar 2025 17:05:00 GMT

See how your diversity is a net positive for your sales team. Use it to create unity in action.

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Episode 138: Social Proof or Peer Validation?

Sun, 02 Mar 2025 18:05:00 GMT

Two methods to create influence are social proof and peer validation. Learn to use either or both in your sales conversations.

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Episode 137: Don’t Sell Your Soul to Make the Goal

Sun, 23 Feb 2025 18:05:00 GMT

Have a compass of true north to guide your sales franchise. Make sure you do not compromise your integrity.

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Episode 136: Giving Up Too Soon

Sun, 16 Feb 2025 18:05:00 GMT

Press on. Many of us give up way too soon, sometimes right before we break through. Persistence needs to be part of your arsenal.

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Episode 135: How Much Is Too Much Contact?

Sun, 09 Feb 2025 18:05:00 GMT

Don’t worry about contacting your prospects too much. For most, you are barely on the radar.

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Episode 134: Make an Offer or Solve a Problem

Sun, 02 Feb 2025 18:05:00 GMT

Are you peddling the latest product or are you offering to solve a customer problem? Consider the lasting impact of creating customer solutions.

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Episode 133: Who Would Claim to Be That Who Was Not?

Sun, 26 Jan 2025 18:05:17 GMT

Selling is a noble profession. Be proud of what you do and how you do it. Approach your sales career with both honesty and integrity. Remember, nothing happens until someone sells something

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Episode 132: Your Product Is Not on Trial

Sun, 19 Jan 2025 18:05:44 GMT

Switch from playing defense attorney to becoming a prosecutor. You are charged with making a case for why, not defending the position.

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Episode 131: Because It Was Doesn’t Mean It Is

Sun, 12 Jan 2025 18:05:49 GMT

History may be a great teacher of lessons, but don’t let it get a vote on future success. Use it as a guide but not as an absolute benchmark.

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Episode 130: Make It Easy to Do Business with You

Sun, 05 Jan 2025 18:05:36 GMT

How easy is it to do business with your company? I dare say our business processes were built for internal convenience rather than customer experience. Perhaps that should change?

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Episode 129: Your Actions Say the Words

Sun, 29 Dec 2024 18:05:46 GMT

Be sure your words and deeds act in concert. While you may utter platitudes, they rarely translate into truth. Your actions say all the words necessary to know who you are.

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Episode 128: A Wish or a Plan?

Sun, 22 Dec 2024 18:05:33 GMT

There is an old saying about wishing that we won’t repeat here. But wouldn’t it be better to have a real plan of action? One that increases your rate of success.

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Episode 127: What’s In a Habit?

Sun, 15 Dec 2024 18:05:24 GMT

Create lasting habits to drive your sales franchise. Build your good habits and make them stick.

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Episode 126: Fool’s Prospecting

Sun, 08 Dec 2024 18:05:53 GMT

Put the time and effort into this critical top-of-the-funnel job. Otherwise, be the fool on the other end waiting for success to call you.

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Episode 125: Come to Grips with Reality

Sun, 01 Dec 2024 18:05:11 GMT

Don’t be delusional in your prospecting. Be diligent and militant about who and what gets on your list.

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Episode 124: Get Rid of the Options

Sun, 24 Nov 2024 18:05:29 GMT

Narrow the options to speed up the decisions. When too many choices are presented, your customers suffer from choice overload.

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Episode 123: Outreach Is a Custom Job

Sun, 17 Nov 2024 18:05:10 GMT

Customize all of your customer outreach. In the day and age of technological advances, simple personalization can win the day.

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Episode 122: Substitute When for If

Sun, 10 Nov 2024 18:05:25 GMT

Make a change in your approach. Switch from possibilities to certainties. A simple swap of words and phrases can project infectious confidence.

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Episode 121: The Dopamine Yo-Yo

Sun, 03 Nov 2024 18:05:19 GMT

Stay off the dopamine drip. Learn to curb your addiction to reaction.

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Episode 120: Persistence Makes Perfect

Sun, 27 Oct 2024 17:05:44 GMT

Most sellers give up way too soon. After two to three contacts with a prospect without a response, we move on. The best among us realize it takes much more than that

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Episode 119: Overly Positive or Genuinely Authentic?

Sun, 20 Oct 2024 17:05:30 GMT

Be yourself. Some fake sincerity. But what people want today and have always wanted is real. Be authentic. Learn to let your true self shine through. And then back it up with effort.

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Episode 118: Let Go of the GNPWs

Sun, 13 Oct 2024 17:05:10 GMT

Beware the Great Non-Purchasers of the World. They have been sent to suck time out of your day, week, and month. Learn to spot them and avoid them.

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Episode 117: Beware the Lies You Tell Yourself

Sun, 06 Oct 2024 17:05:15 GMT

You cannot be delusional and successful at the same time. Quit lying to yourself. Give each day an honest effort.

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Episode 116: Are the Optics Right?

Sun, 29 Sep 2024 17:05:54 GMT

Make sure your external outreach matches the consumer experience. Evaluate this often.

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Episode 115: Handling Uncertainty

Sun, 22 Sep 2024 17:05:49 GMT

Make a plan to handle what is coming. Look for patterns of predictability. Learn from other. Help someone along the way.

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Episode 114: The Benefit of the Benefit’s Benefit

Sun, 15 Sep 2024 17:05:38 GMT

Draw a road map for your customers and your audience. Don’t assume they will make the leap on their own.

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Episode 113: You Can Say ‘No’ and Get to ’Yes’

Sun, 08 Sep 2024 17:05:06 GMT

Practice the art of saying no, in order to prepare yourself for the big YES.

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Episode 112: ‘Still’ Is a Weak Argument

Sun, 01 Sep 2024 17:05:13 GMT

Stop using the word ‘still’ in the fight for relevance. Broadcasters should lead with strengths. Own them and shout it from the rooftops.

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Episode 111: A Crisis of Creativity

Sun, 25 Aug 2024 17:00:00 GMT

Harness one of our biggest strengths. The future of the art is creativity.

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Episode 110: Two Month’s Salary

Sun, 18 Aug 2024 17:05:17 GMT

Advertising can shape cultural norms if done correctly.

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Episode 109: In Search of Problems or Possibilities?

Sun, 11 Aug 2024 17:05:59 GMT

Those who search for problems always find them. Those who create possibilities find success. Which will you be?

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Episode 108: Timing Meets Opportunity

Sun, 04 Aug 2024 17:05:33 GMT

These are serendipitous moments where those prepared for success can connect the dots.

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Episode 107: The Local Media Ecosystem

Sun, 28 Jul 2024 17:05:07 GMT

Where does the money go? Online money leaves the market. Local investment money gets recirculated. Is this a competitive advantage?

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Episode 106: Trust Me, I’m a Doctor

Sun, 21 Jul 2024 17:05:16 GMT

There is an art to convincing customers to change their investment levels. Want to know how to do it?

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Episode 105: Always Show the Rolex

Sun, 14 Jul 2024 17:05:23 GMT

Make a mindset change. From this point forward, lead with your best.

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Episode 104: Learn to Tell Your Story

Sun, 07 Jul 2024 17:05:22 GMT

Learn to craft your business story. Stories bond and make you relatable. Be a master storyteller.

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Episode 103: The Avis Mentality

Sun, 30 Jun 2024 17:05:04 GMT

The lessons we can learn from the world’s number two car rental company.

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Episode 102: Sales Velocity

Sun, 23 Jun 2024 17:05:53 GMT

Keep yourself in motion. It will be harder to slow you down. Beware of coming to a complete stop.

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Episode 101: The UX is Terrible.

Sun, 16 Jun 2024 17:05:20 GMT

We should be forced to do business with ourselves. Do you have an office of business assistance or business prevention?

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Episode 100: Don’t Become Unlikeable.

Sun, 09 Jun 2024 17:05:56 GMT

How we carry ourselves on every call goes a long way to determining who wants to do business with us.

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Episode 99: Be Willing to Walk

Sun, 02 Jun 2024 17:00:09 GMT

Draw a line in the sand and be willing to hold it. Decide what your true value is.

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Episode 98: The Price Anchor

Sun, 26 May 2024 17:00:58 GMT

First impressions matter, especially when it comes to pricing.

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Episode 97: What Is Your Blind Spot?

Sun, 19 May 2024 17:00:32 GMT

Beware your blind spot. Learn to identify and overcome these potential pitfalls.

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Episode 96: Spend Less Time on Non-Selling Activities.

Sun, 12 May 2024 17:00:20 GMT

As much as 64% of prime selling time is occupied by non-selling activities. Change that percentage and change your trajectory.

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Episode 95: One Year from Now, You Will Wish You Started Sooner

Sun, 05 May 2024 17:00:53 GMT

Remove the mental obstacles for success. The biggest landmines often are self-made.

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Episode 94: Brand Specific. Platform Agnostic.

Sun, 28 Apr 2024 17:00:49 GMT

Determine the message first, before defining the medium. Strategy first, then tactics. Don’t let the tail wag the dog.

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Episode 93: The High Cost of Inaction

Sun, 21 Apr 2024 17:00:59 GMT

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Episode 92: Transference

Sun, 14 Apr 2024 17:00:11 GMT

Your ability to transfer confidence and emotion will make the difference between being an average seller and an exceptional one.

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Episode 91: Control the Conversation

Sun, 07 Apr 2024 17:00:08 GMT

You will reach the top of your profession when you become comfortable in any conversation. Get there with practice and patience.

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Episode 90: Creative Versus Innovative

Sun, 31 Mar 2024 17:00:18 GMT

Creative and Innovative are related. Foster an environment that encourages new ideas and the framework to see them become reality.

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Episode 89: Persuasion

Sun, 24 Mar 2024 17:00:45 GMT

Is selling persuasion or manipulation? It is a matter of ethics.

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Episode 88: Price is Four-Letter Word

Sun, 17 Mar 2024 17:00:38 GMT

Don’t let price live in a vacuum. Price and value must be intertwined.

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Episode 87: Plain is Palatable

Sun, 10 Mar 2024 17:00:38 GMT

The human brain is complicated. It is interested in the new and exciting and shuts down when it drifts outside of accepted norms.

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Episode 86: Watch Your Language

Sun, 03 Mar 2024 18:00:08 GMT

Don’t over complicate the simple. Make sure your words and phrases are simple and easy to understand. And incapable of being misunderstood.

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Episode 85: Take the Cold Out of Cold Calling

Sun, 25 Feb 2024 18:00:09 GMT

The telephone can be a powerful weapon. Learn to remove the cold from the cold call.

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Episode 84: Get It in Writing

Sun, 18 Feb 2024 18:00:09 GMT

Get your agreements in writing. When possible, be the author of the document.

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Episode 83: Do the Basics. Really Well.

Sun, 11 Feb 2024 18:00:13 GMT

Master the fundamentals. If you go off the rails, go back to the fundamentals.

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Episode 82: The Importance of the Pause

Sun, 04 Feb 2024 18:00:09 GMT

Do you have the patience to let your conversations breathe?

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Episode 81: Be Like Grey Goose.

Sun, 28 Jan 2024 18:05:55 GMT

Grey Goose made a small fortune by charging more for a better story.

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Episode 80: We’re on Offense. All the Time.

Sun, 21 Jan 2024 18:05:46 GMT

Go on offense rather than play defense. In business, more often success goes to the aggressor.

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Episode 79: Why Aren’t We First to the Party, More Often?

Sun, 14 Jan 2024 18:05:43 GMT

Put yourself on a path to success. Be proactive and not reactive.

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Episode 78: Stretch the Field.

Sun, 07 Jan 2024 18:05:05 GMT

Learn to move the goalposts in your favor.

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Episode 77: When You Don’t Know What Good Looks Like, Anything Looks Good.

Sun, 31 Dec 2023 18:05:02 GMT

This is the framework for bigger orders and higher revenues.

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Episode 76: Why Doubt Yourself?

Sun, 24 Dec 2023 20:00:04 GMT

Fear kills more opportunity than failure ever will. Overcome your self-induced fear factor.

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Episode 75: Reluctant Closers

Sun, 17 Dec 2023 20:00:01 GMT

Often, we get close to the finish line, and we get timid. We develop a sudden lack of confidence, which prevents us from moving forward. Stop it, now.

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Episode 74: We’re Talking About Practice?

Sun, 10 Dec 2023 20:00:56 GMT

Professional athletes practice as much as 20 hours a week for a 1-hour game. How much time do professional sellers spend on practice? Let’s ask Allen Iverson.

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Episode 73: If Not Now, When?

Sun, 03 Dec 2023 20:00:53 GMT

Why do we put things off, especially those activities we know are good for us? Sometimes it is best to roll up your sleeves and get to work.

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Episode 72: Simplicity Is Sophistication

Sun, 26 Nov 2023 20:00:00 GMT

If you can’t explain what you do simply, you will find it difficult to convince others of its worth.

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Episode 71: What Is Your Process?

Sun, 19 Nov 2023 20:00:32 GMT

If we are just winging it, we leave everything to chance. A process allows us to predictably control the outcome. Which do you think is better?

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Episode 70: What Do You Recommend?

Sun, 12 Nov 2023 20:00:17 GMT

We take recommendations from people we trust. How many customers do you have with that level of trust, where they rely on you to make a recommendation?

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Episode 69: What Are Your Future-Horizon Goals?

Sun, 05 Nov 2023 20:00:30 GMT

Are we planning for the future, thinking beyond the today? Or are we treading water?

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Episode 68: It Worked So Well We Quit Doing It

Sun, 29 Oct 2023 19:00:06 GMT

When we are successful, we start to drift. We stop doing the things we did to become a success in the first place.

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Episode 67: Increase Your Win Rates

Sun, 22 Oct 2023 19:00:17 GMT

There are some things you can do to increase the probability of winning. Want to know what they are?

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Episode 66: The Rate Conversation

Sun, 15 Oct 2023 19:00:12 GMT

I get tired of having the rate conversation. It is as if the laws of capitalism don’t get to apply to those who sell advertising. That price is supposed to decrease, magically.

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Episode 65: Believe in You and What You Can Do

Sun, 08 Oct 2023 19:00:16 GMT

The best person you can believe in is yourself. Trust in your abilities.

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Episode 64: Learn the Customer’s Language

Sun, 01 Oct 2023 19:00:46 GMT

When you speak like they speak, your credibility level shoots upward. You no longer need a translator to get a seat at the advisory table.

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Episode 63: Why Do We Talk Like That?

Sun, 24 Sep 2023 19:00:41 GMT

Learn to talk like real human beings. Not like truckers or air traffic controllers but a friend in business, in your next client conversation.

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Episode 62: The Authenticity Contract

Sun, 17 Sep 2023 19:00:41 GMT

This is a conversation you should have with every prospect and every client.

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Episode 61: The Be-All and End-All

Sun, 10 Sep 2023 19:00:48 GMT

Everyone wants the magic bullet. The single-can’t-miss tactic which works one hundred percent of the time. It is not that simple.

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Episode 60: If You Have a Hundred Problems….

Sun, 03 Sep 2023 19:00:59 GMT

If sales is one of your hundred problems, you only have one problem. Sales cures all ills.

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Episode 59: The Power in Sales Conversations

Sun, 27 Aug 2023 19:00:03 GMT

In solid, sales conversations the balance of power is always shifting. How can you maintain control of the direction and the outcome?

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Episode 58: The Difference Between Average and Excellent

Sun, 20 Aug 2023 19:00:00 GMT

It may only be a little more effort.

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Episode 57: We Want Gain Without Pain

Sun, 13 Aug 2023 19:00:56 GMT

Too often we are searching for the shortcut, when putting one foot in front of the other would be more effective.

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Episode 56: Never Screw Up Two Things to Fix One

Sun, 06 Aug 2023 19:00:57 GMT

How often do we make decisions from expediency rather than the seeing big picture? What are the unintended consequences of these decisions?

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Episode 55: A Sense of Entitlement

Sun, 30 Jul 2023 19:00:43 GMT

Make this your right when selling anything.

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Episode 54: Who Gets Credit for the Last Mile

Sun, 23 Jul 2023 19:00:13 GMT

Consumers often misassign credit for the point of impact when it comes to advertising media.

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Episode 53: The Cluster Selling Fallacy

Sun, 16 Jul 2023 19:00:52 GMT

What was supposed to raise the value of mass media advertising may have had the opposite effect.

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Episode 52: You Can Charge a Premium for Original Ideas

Sun, 09 Jul 2023 19:00:46 GMT

When you come up with unique solutions for your customers, you are well within your rights to raise the price.

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Episode 51: People Are Bad at Math

Sun, 02 Jul 2023 19:00:35 GMT

Never underestimate the power of mass ignorance.

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Episode 50: The Pattern Disruptor

Sun, 25 Jun 2023 19:00:31 GMT

Use this phraseology to interrupt predictable patterns and stay out of traps.

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Episode 49: Do You Suffer from Telephobia?

Sun, 18 Jun 2023 19:00:43 GMT

Don’t fear the telephone. Embrace its usage.

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Episode 48: A Grand Objection Buster

Sun, 11 Jun 2023 19:00:34 GMT

Add this to your vernacular to overcome most client objections.

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Episode 47: The Unreasonable Man

Sun, 04 Jun 2023 19:00:47 GMT

How to move forward in periods of uncertainty

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Episode 46: The Wounded Buffalo Theory

Sun, 28 May 2023 19:00:51 GMT

It is a key element to look for in your discovery calls. It is not what your prospect’s like doing but what they don’t like that is available to you.

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Episode 45: Overcoming Everyman Syndrome

Sun, 21 May 2023 19:00:35 GMT

People enter the conversation from their own point of view. Often, it clouds the decision-making process.

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Episode 44: Sell Strength or Accept Weakness

Sun, 14 May 2023 19:00:15 GMT

You can lead with what you are good at or be defined by perception, your choice.

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Episode 43: Reluctant Buyers or Raving Fans?

Sun, 07 May 2023 19:00:28 GMT

Every business should be forced to do business with themselves to map the customer experience.

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Episode 42: Simple Upsell Techniques.

Sun, 30 Apr 2023 19:00:38 GMT

Look around at other industries; they have all mastered the art of the upsell. We are often afraid. Prepare for closing and have upsell options in your arsenal. Learn from other industries how to do it.

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Episode 41: Add Value. Don’t Give Away Added Value.

Sun, 23 Apr 2023 19:00:00 GMT

Added value has become a common ask but you can push back on this, tactfully, and have an honest transaction based on real value.

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Episode 40: The Two Guarantees of Every Sales Call

Sun, 16 Apr 2023 19:00:51 GMT

There are two things that happen on every sales call. Are they happening to you?

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Episode 39: You Haven’t Arrived Until You Have Fired a Client

Sun, 09 Apr 2023 19:00:05 GMT

We are not suggesting that you do, but only that you can when your book of business becomes so robust you can select your partners.

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Episode 38: Ten. Five. Two.

Sun, 02 Apr 2023 19:00:13 GMT

Prospecting Methodology for a Healthy Sales Franchise.

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Episode 37: Forget What You Don’t Have, Monetize What You Do

Sun, 26 Mar 2023 19:00:16 GMT

No sense complaining about what you don’t have. Pay attention to what you do have and make your case for that.

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Episode 36: Your Value Is Not Set By Others

Sun, 19 Mar 2023 19:00:44 GMT

Know your worth. Hold the line on your true value.

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Episode 35: The Future Cost of Short-Term Decisions

Sun, 12 Mar 2023 19:00:13 GMT

Today’s choice of expediency could cause problems down the line.

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Episode 34: They Said No, Now What?

Sun, 05 Mar 2023 20:00:17 GMT

Prepare for the next steps.

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Episode 33: Depth of Assortment

Sun, 26 Feb 2023 20:00:52 GMT

Do you have a growth strategy for your current customer roster?

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Episode 32: Inversion

Sun, 19 Feb 2023 20:00:56 GMT

Instead of thinking about what you do want, you can think about what you don’t want and work to avoid it.

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Episode 31: Work For or Work With?

Sun, 12 Feb 2023 20:00:51 GMT

A simple change in wording with define your importance to your company.

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Episode 30: Relentless Tenacity

Sun, 05 Feb 2023 20:00:29 GMT

What you can learn sitting on the beach.

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Episode 29: Kabuki Theater

Sun, 29 Jan 2023 20:00:13 GMT

Are we playing a game rather than addressing issues, directly?

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Episode 28: Chaos for the Sake of Movement

Sun, 22 Jan 2023 20:00:51 GMT

Some create chaos to mask other issue.

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Episode 27: Leading with a Boogeyman

Sun, 15 Jan 2023 20:00:59 GMT

In any transition, how will you focus your team?

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Episode 26: The Mark of a Healthy Organization

Sun, 08 Jan 2023 20:00:21 GMT

A common characteristic of a healthy company you can spot on day one.

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Episode 25: 60/40

Sun, 01 Jan 2023 20:00:54 GMT

How to control your emotions

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Episode 24: Mind The Gap

Sun, 25 Dec 2022 20:00:36 GMT

Cut the time gap between customer contacts.

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Episode 23: Know Your Number

Sun, 18 Dec 2022 20:00:58 GMT

Do you know your own metrics?

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Episode 22: Don’t Sell Advertising, Sell Ideas

Sun, 11 Dec 2022 20:00:46 GMT

Ideas sell for real money, advertising is more of a commodity.

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Episode 21: Fair is Often One-Sided

Sun, 04 Dec 2022 20:00:12 GMT

Do we want fair or do we really want equitable?

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Episode 20: Does the First Person to Mention Money Really Lose?

Sun, 27 Nov 2022 20:00:28 GMT

At what point do you bring pricing into the conversation?

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Episode 19: You Get One Chance to Make a Lasting Impression

Sun, 20 Nov 2022 20:00:44 GMT

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Episode 18: Do It Later Means Do It Never

Sun, 13 Nov 2022 20:00:17 GMT

The more we put off, the more we won’t do.

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Episode 17: The Half-Life Waiting Trap

Sun, 06 Nov 2022 20:00:00 GMT

Simple techniques to add to your tool kit to significantly cut down the gap between presentation and closing.

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Episode 16: Desperation is a Bad Perfume

Sun, 30 Oct 2022 19:00:13 GMT

Avoid common acts of desperation in your sales asks.

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Episode 15: Getting Your Clients Their Fifteen Minutes of Fame

Sun, 23 Oct 2022 19:00:26 GMT

What is the one thing that makes your customer famous?

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Episode 14: The Framework for F/U

Sun, 16 Oct 2022 19:00:21 GMT

Get a good plan for follow-up and watch your sales increase.

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Episode 13: Get Dirty but Stay Clean

Sun, 09 Oct 2022 19:00:38 GMT

There is no substitute for field experience. It helps you distinguish the good from the terrible.

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Episode 12: Treat the Symptoms or Cure the Disease

Sun, 02 Oct 2022 19:00:37 GMT

We can continue to treat the symptoms or look to cure the greater disease.

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Episode 11: Infectious Charisma and Supreme Confidence

Sun, 25 Sep 2022 19:00:22 GMT

Here the two things that can give any seller supreme, contagious confidence.

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Episode 10: Be Known for the Questions You Ask

Sun, 18 Sep 2022 19:00:15 GMT

People will tell you everything you need to sell them if you ask the right questions and listen long enough for the answers.

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Episode 9: Don't Live with Regrets

Sun, 11 Sep 2022 19:00:58 GMT

Today is about regret and how to avoid living with regrets.

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Episode 8: Silence is the Great Negotiator

Sun, 04 Sep 2022 19:00:01 GMT

Most times that best course of action is to zip it.

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Episode 7: Nine Liars and One Friend

Sun, 28 Aug 2022 19:01:51 GMT

These are the people you meet while prospecting.

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Episode 6: Sell with the Confidence of an Old-School Waiter

Sun, 21 Aug 2022 18:59:57 GMT

Today's Topic is Selling with Confidence.

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Episode 5: Desire and Curiosity

Sun, 14 Aug 2022 19:00:07 GMT

There are two characteristics which cannot be taught.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit chrisfleming.substack.com/subscribe

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Episode 4: What is Wrong with Micromanagers?

Sun, 07 Aug 2022 19:00:36 GMT

Learn what causes micro-managers and what cures them.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit chrisfleming.substack.com/subscribe

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Episode 3: The Cure for Call Reluctance

Sun, 31 Jul 2022 22:00:00 GMT

Learn a technique for breaking the fear of the telephone.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit chrisfleming.substack.com/subscribe

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Episode 2: Time. Effort. Money. Prestige.

Sun, 24 Jul 2022 19:00:30 GMT

We all make trade-offs. Most are age dependent.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit chrisfleming.substack.com/subscribe

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Episode 1: The Failure Triangle

Sun, 17 Jul 2022 19:13:30 GMT

All about introducing the concept of failure into our sales conversations. Tap into the predisposition of the human brain.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit chrisfleming.substack.com/subscribe

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