139 Adjusting our Swings with Marc White

Golf. Arguably no other sport in the world requires a greater attention to mindset. The timing of your swing. The ability to recover from a bad hole. The pressure of every putt long and short. It’s all about mindset.

Today’s guest is Marc White, PGA member and professional golf instructor and golf mindset expert. He’s here to share with us his coaching methods that have his students excelling on golf courses around the world. Listen as Jeff, Christie and Marc discuss the parallels between coaching how to play the 18th hole and how to make that 18th cold call.

On today’s podcast

:43 – Jeff gives Christie putting tips
3:54 – Distilling multiple errors into one unifying concept
6:28 – Teaching is a two way street, the collaborative effort of coaching
13:21 – How Marc uses training aides to get feedback from his students
15:50 – What mindset do the greatest golfers have and how much of that can be trained?
23:54 – Marc White’s why

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

134 Answering the Disconnect with Christie Walters

Turnabout is fairplay this week. Jeff was the guest on a show a few weeks ago during networking month. Now that it is mindset month, sales coaching month, it’s time to have our resident sales coach and podcast host Christie Walters on as a guest.

Christie is in the hotseat discussing why she decided to step into the world of sales coaching. She sees a sales world that is filled with companies that have disconnects between management and people who are on the ground everyday making appointments. Whether it’s quotas, meetings, values, accountability, CRM or any of the hundreds of things that a VP of Sales and a rep have to work together on, the ties that bind can easily become unraveled. Christie is here today with strategies for both sides if you have ears to listen and a mind to open.

On today’s podcast

3:00 – When did Christie realize that she had something to offer the world through sales mindset coaching
7:00 – When is a company ready for a VP of Sales?
11:49 – Connecting meaning to the activity of sales
15:50 – The difference between self-awareness and perspective
19:00 – You have permission to ask for help
25:31 – The accountability disconnect
29:50 – The values disconnect
32:25 – Christie’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

129 Sales Coaching 101 with Dave Tear

This week we’re going back to sales school with Dave Tear, owner of Sales Coaches’ Corner. Dave has been in the sales, sales management & sales training arena for the past 33 years. His passion for selling & helping others understand the sales process is what drives his “why.”

Dave brings energy to the sales training environment that is contagious. He captures people’s attention – & keeps it! Paying attention & “staying awake” are not issues when Dave is facilitating a training session. He uses “sticky messages” & believes that if you aren’t laughing you aren’t learning.

In this episode, Dave decodes the sales process and helps us understand how to apply sales training and actually makes it stick.

On today’s podcast

2:00 – Dave Tear’s journey from paint cleaning to sales coaching
6:10 – How a professional sales coach develop’s their material
8:56 – The common themes of sales training systems and processes
14:00 – Responding to sales blind spots
18:00 – The key to making change AFTER sales coaching
24:00 – Dave’s multiple “why”s

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

122 Sustaining Deep Referral Sources with Nick Weber

Our guest this week is, Nick Weber, Partner Owner and Physical Therapist at Team Rehabilitation in Dearborn, Michigan.

Nick has a great story to tell about a franchise opportunity that actually worked wildly to the benefit of his clients and to his own benefit. These types of stories are rare. Most people are more familiar with the franchise entrepreneur horror story. Find out why a focus on skills development through coaching and training allowed Nick’s team to do what they do best, take care of their customers.

On today’s podcast

5:00 – What keeps someone with an organization for 13 years this day and age?
9:00 – Making a product worth selling
13:37 – How to sustain deep referral sources
16:30 – How the concept of and focus on skills development helped build Nick’s business
20:11 – The value of training and coaching on customers
23:30 – The value of training and coaching on referral networks
27:30 – The benefits of having the C-suite involved on the front lines.
33:25 – Nick’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes