PsychAndSales

Do you wear stress and exhaustion like a badge of honor? Or are you tired of the rat race... Like a shark swimming, are you propelled by anxiety with a fear of what will happen if you stop? If this sounds like you, it's time you meet Brandon Fluharty We've made the introduction easy by interviewing him for you :) Brandon founded his company, Be Focused Live Great, on the philosophy that it's time we stop normalizing feeling bad, and start taking a holistic approach to sales We've talked about this often on our show; there are two sides of the coin, Skills + Health. There needs to be a focus on both to fully maximize your personal potential. Brandon takes a technical approach to wellness, teaching them how to use data from their lives to determine their own personal "thrive score" Allowing them to prioritize health, be more successful, and "become an optimized human being" You'll learn things like PREP (Plan, Rest, Effort, Perform) and how to structure time to fit your natural rhythms Excited for you to give it a listen!

Is there a difference between working hard to hit a goal and "Hustle Culture"? The always on, always "Hustle" way of life has not served the sales profession well as it relates to our mental health Anything important in life often takes consistent hard work to get there But, where is the balance? And, what happens when we don't force ourselves to have that balance? I see the sales community shifting away from the "suck it up, "bro", "hustle" approach, because there is a better way On this episode of PsychAndSales we speak with Francois Bourdeau about these topics, and he gives actionable advice around: Blocking schedules Setting the day up on a positive note before jumping into work Setting reasonable/reachable goals And enjoying the journey by looking for positives, even when things are difficult These things can protect us from the burnout, and natural stress of our profession

How do you eat the frog? In as few bites as possible, getting it out of the way, or many painful bites? We interviewed Jake Dunlap, CEO of Skaled, to discuss areas of destressing the sales process Jake talks about some killer best practices, like: Building a system of daily habits, blocking the time, and doing the hardest things first Confronting discomfort, asking the tough questions, "I'd rather have an awkward 20 seconds, than a day of regret" Letting go of pride, ego, and things that aren't serving you - being honest with yourself and then doing something about it This was a super fun talk with a ton of meaningful takeaways, excited for you all to give it a listen

How's your mental fitness? When was the last time you went to the mental gym and worked out? (No, you can't will yourself into a better physical form in your mind -- I tried) The conversation around mental health often focuses on the lack of mental health As if mental health is a given that only needs attention when it fails But, just like physical health and fitness, mental health and fitness require ongoing attention What if you could learn to improve not only your sales, but also your overall wellbeing through mental fitness exercises? Things like Transcendental Meditation, visualization, and connecting yourself with a greater purpose These skills can lead to a Matrix-like response to the world, they give you the ability to slow time, see what is coming at you, step to the side of it so it no longer is coming at you, and you can choose your response to it -- imagine the power of that in your conversations! These are things Kevin Bailey teaches with his mindset coaching at Dream Fuel

Is community in sales important to you? What about a strong support structure that wants to give back? Do you feel like sales is both a game of hard skills, but also mastering the mental game? In this episode of PsychAndSales we speak with Jared Robin, co-founder of RevGenius, a community by sales people for sales people Jared is kind enough to share his personal journey, why he started RevGenius, and life practices that have made the difference for him We get deep on meditation, working through your feelings, and lifestyle changes that ultimately lead to a happier sense of self

When Amy wrote, The Greatest Competitive Advantage You'll Ever Know: Mental Health, for Sales Hacker. We knew we had to have her on the show! And boy oh boy did we talk to Amy about all the things! She breaks down her personal story Key themes include: Embracing your emotions not freezing them out - mindset and the importance of talking about it Top performance is not indicative of strong mental health - sometimes the people at the top struggle the most Toxic work environments and the impact of micro managing - The Peter Principle - Which highlights the flaws in how people are promoted, and how to treat the next step as a new starting point This was a great discussion that covers many important topics Excited for you to give it a listen!

"The obstacle is the way" How do we demand our own self-confidence? How do we stay in a state of abundance when each month/quarter we start back at zero? In this episode of PsychAndSales, Ryan Jander, the top Corporate AE at Outreach for 3 years in a row, shares his experiences with taking big leaps and ways to demanding your own self-confidence to create a successful sales career. Ryan has had an inspiring journey! Always a sales person at heart (He sold rocks as a child!) He used his natural passion for sales to get his band, "Eclectic Approach" to play on Jimmy Kimmel, at large festivals, and at launch parties for Microsoft products before breaking into tech sales at DocuSign. Along the way, he has developed repeatable practices and daily routines to get into a mindset of success and views challenges as a path for learning and uncovering new opportunities for abundance in all areas of life.

It's Mental Health Awareness Month! What is your perception of mental health? How do you show up at work and in your life outside of work? How can you bring your best self to all areas of your life? Being a sales professional can take over your life. It can start to feel like you are only as good as what you can produce. But what happens to the rest of your life when you do that, in good months and in bad? In this interview, DeJuan Brown reminds us, "If you live by people's acceptance of you, you'll die by their rejection." And shares some of his insights from his journey to mental wellness. Things like: Having fun and rediscovering the joys of activities from childhood Finding a community that will not only support you, but also challenge your negative thoughts and give you perspective Being a servant leader And working on yourself to "find freedom from the enslavement of other people's ideas or opinions of you."

If someone asked you to name 10 sales skills, could you do it? What if they asked you to name 10 things you do for fun? When you love what you do, it can have a sneaky way of taking over your life. You get into the flow. You're excited about what you're accomplishing. People look up to you. It's invigorating! Who needs anything else? In this episode of PsychAndSales, we talk to @MorganIngram about how easy it can be to forget that your job is what you do, not who you are. To get caught up in the image you create and lose track of your authentic self. Morgan shares his personal experience with this and the steps he's taken to create balance in his life.

I remember my first job in sales. It was a month of product training, and zero training on how to actually sell. I quit after 3 months... Almost quit sales for good When we enter a new role, or aren't seeing the success we want It is easy for negative thoughts to creep in "What's wrong with me" Or for feelings like being scared or anxious to come up In these moments, it requires being vulnerable, not going at it alone, and seeking support from the world around you In this episode of PsychAndSales, Ehrin Lovria Weiss Ph.D. & I, speak with David Masover. We cover these topics, and how solid sales training, leaning into coaches and mentors, and working on #mindset can increase your chances of success, and the ability to handle some of these insecurities to build strengths Excited for you to give it a listen!

How do you wake up? Do you jump right on email, or read the news... Are you creating a fight or flight response in your brain from your first waking breath? Do you intentionally develop healthy habits BEFORE you need them? The mindsets, gratitude, attitude that shape our day start from the moment we wake up We can control this frame of mind through the choices we make We can also take time to recognize physical responses to emotional stressors and do something about those Doing these things puts us in a better frame of mind to adapt to life's changes To learn new skills and use the ones we already have To be better and do better In this episode of PsychAndSales, Ehrin and David Weiss talk to Dale Carnegie trainer @Stephen Holgate about the importance of "attitude control" and "dealing with emotional baggage" in skill development Stephen shares his personal experiences with this, what he's seen as a trainer, and steps people can take for themselves Great insights from Stephen!

"You will only be as successful in your career, as the amount you work on yourself" - @Scott Barker Ehrin Weiss and David Weiss had the pleasure of speaking with Scott Barker on this episode of PsychAndSales In this episode we talk about the ups and downs of Scott's career Being intentional with your career, and aligning your decisions to your value system Scott has been through a lot in his unconventional journey to where he is today There were sleepless nights on friends couches Decisions to take major steps backwards to take huge leaps forwards Even some soul searching with Shamans in the rain forest This was a super fun episode with a lot of takeaways We are excited for you to give it a listen

Are you a boiling pot about to spill over? Are you able to turn down the temperature on your emotions when things start to heat up? Do you feel like you're just barely managing to get by? How do you handle it when something unexpected happens? In this episode we talk with Galem Girmay, cofounder of RevGenius--a community for sales professionals--about handling emotions as they come up, dealing with overwhelming life situations, and developing healthy coping mechanisms so your pot doesn't boil over. Galem shares her experiences and the journey she took to build resilience and coping mechanisms to continuously turn the temperature down so when life's unexpected things happen they feel more manageable Galem, it was amazing having you on our show, and we appreciate you sharing your story with our audience You have overcome so much, and are doing amazing things for our community Thank you!

How will you be remembered? How do you make meaning in your life when tomorrow isn't guaranteed? How do you define success? In this episode of PsychAndSales, Ehrin Weiss and David Weiss talk to Scott Leese about: Dealing with life threatening illness and depression by Making the most of the time you have Leaving a legacy And recognizing the moments you're getting depleted

Do you know your sales style? Do you understand the irrational triggers that drive your buyer's decision to buy? Are you treating your own difficult emotions as problems to be solved? In this episode of PsychAndSales, Ehrin and David talked both psychology of sales and mental health as a sales professional with Darcy From The Sales Game to managing grief and burnout, this conversation covers it all!

Are you a critical parent leader? Are you as a sales person submitting to the critical parent client? Are you maybe the rebellious child sales person? If you are in a leadership role, when you are coaching your salespeople, are you directing, judging, and telling people what to do, like a critical parent? Or are you nurturing, building strength, and making the journey fun? As a sales person, how is that making you feel, and how are you responding to that? When our clients are being critical of our product or proposal, are we being submissive, or responding defensively, like we would when our parents were critical of us? Or, are we staying calm, and responding like a nurturing parent where we ask questions, elevate the conversation, and flip it back to data, facts, and strategy? In this episode of Psych&Sales Ehrin Weiss & David Weiss speak to Richard Harris about different ego states and how they play into how we hear and respond to the world around us Give it a listen, it was a fun conversation!

Are you scaring your customers? Does this sound familiar... You do deep discovery around pain You uncover lots of impactful problems You develop a clear "Why Change" statement But there is tension, there is friction, the system is fighting your great idea Although all of these things are often necessary in sales But...have we stopped to think: The business chose a different solution for a reason Is the person that made the decision still there, and how will this look on them Did our "Why Change" statement cause fear in the business (laying people off, massive change management) In this episode of PsychAndSales David Weiss & Dr. Ehrin Weiss speak with the founder of Demo Solutions, Ed Jaffe about the Triune Brain Theory which focuses on the different centers of the brain and how the thing we say, colors we show, words we use, the pictures and themes we present trigger different sections of the brain For instance it may be hard: For someone to hear your amazing pitch when they are scared of being fired To envision a change when someone is already feeling burnt-out In this episode we talk about better positioning, de-risking deals to get past fear, knowing your audience, speaking their language, and preparing for these situations so your message lands better with your audience

Sales is an emotionally challenging career for everyone But what happens when you are predisposed to stronger ups and downs? Can you still have a successful sales career? How can you manage the emotional swings? In this episode of PsychAndSales, Ehrin Lovria Weiss Ph.D. and David Weiss talk to Patrick Downs about managing a successful sales career with mental health challenges We cover important topics that impact many sellers, things like: Imposter Syndrome Existential Dread The impact of identity vs role on mental health And how to make helpful shifts in your perspective to thrive as a sales person This is such an important conversation and covers struggles so much of our community goes through in their sales journey Thank you Patrick Downs for having it with us Give it a listen folks and let us know your thoughts and if we can help you with anything, David, Ehrin, and Patrick are here for you!

What are you working for? I ask myself this question often Sometimes its to hit certain goals, to afford toys, or win trips These "things" really drove my motivation in much of my early sales career But, as I achieved those goals, getting "more" didn't have the same impact on my happiness My motivation My purpose Changed Today, my greatest joy, the thing that I get excited to wake up and do, is helping others Hit their goals Get their boat Afford college for their kids Buy their significant other something nice Helping others achieve brings me more joy than achieving myself On this episode of PsychAndSales, Ehrin Weiss Ph.D. and David Weiss talk with Silvia Li Silvia is on a similar journey She is pouring herself, her energy, her knowledge, into others with the focus on helping them hit their goals We cover: Fixed vs. Growth Mindset Finite vs. Infinite Games And the path of self discovery, that transformed her into someone that is dedicating their life to helping others with a sense of purpose Silvia is helping others live a life of "being" vs just "doing" Give it a listen and let us know your thoughts!

Do you hold yourself to unfair standards and beat yourself up when you don't reach them? Do you base your self with on your results? Sales is a results oriented game Which can make it hard to know what “fair” standards really are And create inner turmoil when factors beyond your control prevent you from achieving your goals In this episode of PsychAndSales, David Weiss and Ehrin Weiss talk to Jeff Bajorek about finding the balance between high standards and what's fair as a sales professional The importance of being kind to yourself Learning to focus on controlling only what you can control And not judging yourself on what you can't

Our Goals, shouldn't just be about our number and our metrics As Marcus Chan says, "You need to manage the territory between your ears, it all starts and stops between your ears" The best goals are nothing if you can't execute them And, when we struggle with burnout, depression, and when the thoughts and feelings that swirl around our get in the way of this execution, we will never perform to the levels we desire This year as you are doing your goal setting Are you adding into your goals, and making a plan around your #mentalhealth? In this episode of PsychAndSales, David & Ehrin dive into these topics with Marcus Chan As we move into 2021, keep an eye on both sides of the success equation. Side 1 - Skills & Fundamentals Side 2 - "The Territory Between Your Ears" You need both!

Are you afraid of committing career suicide? Does taking about mental health seem too taboo? When you're judged on your “work ethic” As we often are in sales These conversations can feel scary and dangerous to have But what happens if you don't have them? The chronic stress of being always on Always judged And the feeling that you are crazy and alone in your struggles Can have an impact on your body and mind That can lead to a downward spiral In this episode of PsychAndSales, Dr. Ehrin Weiss and I talk to Belal Batrawy about Dealing with bad managers Finding safe spaces to get support And making sure you have a life beyond your desk If you want straight talk with no fluff, you won't want to miss this interview!

“Anxiety in sales is not optional” -Jeff Riseley ...but we all like to pretend it's not important. Sales is a largely mental game But we're taught to focus on honing our craft The mental piece is largely ignored This is one of the reasons we started PsychAndSales And why Jeff started the Sales Health Alliance In this interview, we talk to Jeff about the mental game, dealing with micromanagement, and continuing to grow during the COVID pandemic.

I seem to have a lot of "I thought I knew a lot until..." stories. At least I'm willing to admit when I have more to learn! For today's "I thought I knew a lot" story... Negotiation! So, I thought I knew a lot about negotiation when I started working at ADP Then they trained me in Ron Hubsher's approach Now, I say "Everything I know about negotiation, I learned from Ron Hubsher" Ehrin Weiss and I had the pleasure of interviewing Ron for this episode of PsychAndSales Ron talks about his tenants of negotiating And layers in an important aspect for our audience of knowing the mental state of our buyers before entering a negotiation How often are we doing that? Ron's advice in this episode is straight fire! Excited for you all to listen!

Are you battling inner demons? Struggling with things like addiction, anger, depression? Looking for ways to escape those vicious patterns through faith, communication, love and community? You can't miss this episode with the leader of The Sales Rebellion, Dale Dupree. Heavy Metal rocker turned sales saint.

In this episode you will hear from James "Say What Sales" Buckley about burnout. Burnout is a systemic issue in sales. We are always on, always pushed to do more, and have an internal thought that says "If I just work harder, if I just hustle more, I will be more successful". This thought is a great driving force...until it isn't. This episode will help you see when burnout may be approaching for you, what to do about it, and how to strike a potential balance in your life to stay productive without going too far. Thanks for listening, and if we can ever do anything for you, let us know.

Are you too nice? Do you feel like you should always feel positive and in control? Do you avoid negative emotions in an attempt to keep everyone happy? Do you feel like others are overly demanding? That you have to impress people or run the risk of everyone looking down on you? Do you ever feel like you have to worry obsessively about things or run the risk of something going very wrong? What do all of these questions have in common?? In the final installment of the Self-Defeating Beliefs series, we cover the 7 core beliefs Dr. David Burns has listed as leading to anxiety. How can these beliefs help you? How might they be hurting you? And what can you do about it? Listen to find out. Plus, an exciting announcement at the end!

Do you ever feel like you don't matter? That you can't do anything right? That things can never get better? Do you find that, even when you're feeling good, setbacks can throw you way off? In this week's episode of PsychAndSales, hosts David Weiss and Ehrin Weiss talk about Dr. David Burns's category of Self-Defeating Beliefs relating to depression, how they may be impacting your sales career, and steps that can be helpful for dealing with them. What steps have you found demodulation when you're feeling this way?

This episode is all about the pros & cons around the belief of demandinessness. Things like, what is the value of blaming others? Is entitlement a good thing? What about the idea of needing to be right and speaking your truths. We will unpack these ideas, and discuss if they are helping or hurting you.

In this episode we cover three Self Defeating Beliefs related to submissiveness, and specifically how this can both help and hurt you in your sales career, as well as what you can do about it. Give it a listen, there are some very common areas we discuss that can be hurting your potential.

In this week's episode, we address another of Dr. David Burns's categories of self-defeating beliefs - those relating to love. Turns out these beliefs could impact your sales career. Listen to find out how, and some steps for what you can do about it.

In this episode we introduce the idea of self defeating beliefs. We start with the Achievement category which is internal & external need for perfection, followed by Achievement Addiction, which is an affliction of many successful people. Link to the Self Defeating Beliefs List - https://feelinggood.com/wp-content/uploads/2018/11/f1e61-self-defeating-beliefs-list-v-1.pdf

What to do if you just lost your job

Tips and Tricks for working from home

How to deal with feelings of being alone during Covid19

In this episode we talk about Uncertainty and how to mentally manage through it.

Listen to this to get past mental blocks of motivation, and then tactically how to get started to accomplish your goals

In this episode we discuss what it is, why it is important, and how to build yours to recession proof your career.

How to manage the top two stressors in sales - Micromanagement & Missing Plan

In this episode of PsychAndSales Ehrin Weiss and I dive into the Amygdala & Cortex and their role in the old saying, "People Buy Emotionally and Justify Rationally" and how to apply that to the sales process.