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Join Jackie Zach and Mike McKay as they delve into the critical topic of asking for the sale in their latest podcast episode. They discuss a common issue among sales professionals: doing all the groundwork but failing to explicitly ask for the sale due to the fear of rejection. Emphasizing the importance of using effective scripting and purpose statements to

Today on the podcast, Jackie Zach and Mike McKay explore the nuances of scripting in sales and how it can enhance your team’s performance. They argue that while scripting can sometimes be seen as robotic or stifling, its purpose is to provide a structured framework that allows salespeople to bring their own personality into their interactions. They emphasize that just

In today’s discussion, Jackie Zach and Mike McKay dive into the concept of a purpose statement within sales. They explain that a purpose statement is crucial for setting the tone and structure of sales meetings, helping to clarify the agenda and manage customer expectations. By asking for permission and outlining the process, sales professionals can give buyers a sense of

In this episode of the Tough Love for Business podcast, Mike McKay and Jackie Zach delve into the essentials of selling. They emphasize that selling is a perishable skill requiring regular practice to avoid becoming rusty. Effective selling is less about elaborate techniques and more about genuinely understanding and addressing the prospect’s needs. Role-playing and ongoing training are highlighted as

Tune in as Jackie Zach and Mike McKay explore the natural law of entropy and how it might be affecting your business. Mike explains that entropy is the tendency of systems to move towards disorder over time, using the metaphor of a drop of food coloring dispersing in water to illustrate how processes, if not regularly maintained, can lose their

In another insightful episode, hosts Mike McKay and Jackie Zach focus on the critical role of mindset in personal and professional growth. They discuss how mindset shapes identity and influences everything from business decisions to team interactions. Mike emphasizes that mindset affects how we perceive challenges and opportunities, often reflected back at us through our experiences. Jackie shares her own

In today’s discussion, hosts Mike McKay and Jackie Zach tackle the concept of perturbation, a state of discomfort and resistance that occurs when someone is pushed to the edge of their comfort zone. Mike likens perturbation to the phase change of water from liquid to steam, highlighting the intense energy and growth potential that come from pushing through discomfort. They

Discover how Jackie Zach and Mike McKay faced and overcame substantial changes in their business, and how involving your team in the process can lead to success. They reflect on their own experiences, particularly focusing on the transition from a traditional marketing approach to a more digital strategy. Mike shares a pivotal moment from 2014 when they had to rethink

Listen as hosts Mike McKay and Jackie Zach share the transformative changes in their business and the lessons learned along the way. They delve into the challenges and revelations from their journey, emphasizing the importance of transparency and honest communication. Mike shares insights from their transition, including the decision to shift from being “doers” to focusing on true ownership and

The first step in the buying journey is the customer identifies a problem and what do they want. Listen as we discuss the customer buying journey and how you can help to influence it. Want to learn more about how to influence the customer buying journey in your business? Take advantage of a complimentary business strategy session to discover the