//podcastplus.net/feed/podcast~4fe1212b66fcb40af2b729f66a452eba1c2f3d9aa4ecdede01c15ed19001e7a6 Welcome to 'Psyche of Sales,' your hub for exploring the compelling world of sales strategy and psychology. Each episode, seasoned professionals unpack complex sales topics, providing actionable advice for immediate application in your sales career. Subscribe for a unique journey into understanding sales success and mastering this dynamic field. Wed, 06 May 2026 01:23:48 +0000 https://content.rss.com/episodes/213413/2198873/psycheofsales/2025_09_04_03_40_45_30e32ac9-ecf6-40ff-b6ea-9cc47746f8cc.mp3 Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn Objections aren’t rejection — they’re usually a sign of engagement. In this episode, Johnny Lee and Rachael Valtwies reframe objections as opportunities to understand motivation, build value, and move the conversation forward. They cover how to spot the real issue behind surface pushback (“too busy”, “no budget”, “price”), how to reduce tension by getting on the same side as the client, and four practical techniques you can start using immediately. From first-call “busy” deflections and early price questions to pace mismatches and last-minute negotiations, Johnny and Rachael walk through real examples and show how preparation, presence, and practice change outcomes. Key Takeaways: Objections = engagement People don’t object to things they don’t care about. Treat objections as chances to clarify, add value, and progress. Diagnose before you respon... Sun, 07 Sep 2025 21:50:09 +0000 https://content.rss.com/episodes/213413/2198873/psycheofsales/2025_09_04_03_40_45_30e32ac9-ecf6-40ff-b6ea-9cc47746f8cc.mp3 https://content.rss.com/episodes/213413/2187517/psycheofsales/2025_08_27_23_10_06_c60c3444-8e20-44fd-a0df-1a335966605b.mp3 For many salespeople, the words role play can spark discomfort. But when done well, it’s one of the most effective ways to build confidence, sharpen skills, and prepare for the moments that really matter. In this episode of Psyche of Sales: Snapshots , Johnny Lee and Rachael Valtwies break down the role of practice in sales. From quick five-minute run-throughs before a call to team-based practice on objection handling, practice creates the muscle memory that ensures clarity under pressure. Johnny and Rachael share stories from the field, tips for structuring role-plays, and the dos and don’ts of feedback to ensure you’re building confidence, not breaking it. Key Takeaways: Practice before it counts. If you’re not practising with colleagues, you’re practising on clients. Role play shifts mistakes into safe spaces. It doesn’t need to be an event. Even a three-minute practice session with feedback can significantly improve performance across an entire team. Consistency beats... Wed, 27 Aug 2025 23:52:09 +0000 https://content.rss.com/episodes/213413/2187517/psycheofsales/2025_08_27_23_10_06_c60c3444-8e20-44fd-a0df-1a335966605b.mp3 https://content.rss.com/episodes/213413/2162534/psycheofsales/2025_08_11_23_16_43_26ee50c1-f86d-481b-aa12-fe30ae9db5c4.mp3 Mon, 11 Aug 2025 23:32:52 +0000 https://content.rss.com/episodes/213413/2162534/psycheofsales/2025_08_11_23_16_43_26ee50c1-f86d-481b-aa12-fe30ae9db5c4.mp3 https://content.rss.com/episodes/213413/2151566/psycheofsales/2025_08_04_23_12_16_9c88fcf0-d7be-4ea7-b5ea-117f8bb13d73.mp3 In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies explore a sales skill that’s often misunderstood, undervalued, and yet completely foundational: rapport building. Drawing on years of experience in live pitches, client conversations, and coaching sessions, they unpack what genuine rapport looks like, how to build it quickly and meaningfully, and why it’s not just about being ‘likeable’ or making small talk. This episode covers the basics for those getting started or brushing up, but also explores the nuances of separating friendship from business. Key Takeaways: Rapport is not surface-level charm: it’s about creating safety and trust, so clients share what matters, not just polite answers. Sales processes aren’t linear: in the real world, rapport doesn’t always come first. Sometimes you build it mid-meeting or even in the last few minutes. Tailor your approach to business styles: understanding stakeholder types (driver, analytical, amiable,... Mon, 04 Aug 2025 23:58:31 +0000 https://content.rss.com/episodes/213413/2151566/psycheofsales/2025_08_04_23_12_16_9c88fcf0-d7be-4ea7-b5ea-117f8bb13d73.mp3 https://content.rss.com/episodes/213413/2140080/psycheofsales/2025_07_28_02_15_50_49bcb1da-34f1-4615-8e3e-f6c5683d49ce.mp3 In the first of their new short-form series Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the anatomy of a great pitch. Drawing on real client experiences, they cover what separates a winning pitch from a forgettable one, from planning and preparation to mindset and message delivery. This 20-minute conversation is packed with insights you can apply immediately, whether you’re pitching for business, internal buy-in, or strategic influence. Key Takeaways: Start with the end in mind Reverse-engineer your pitch preparation — rehearse early, build momentum, and peak at the right time. Pitch as a team, not as individuals Align early, hold a kick-off meeting, and agree on the win themes together. Don’t dilute key messages with scattered handovers. Know your stakeholders Identify who makes the decision and what drives them — emotionally, politically, and practically. Build a focused executive summary Your pitch should hinge on 2–3 core reasons why you’re... Mon, 28 Jul 2025 02:15:58 +0000 https://content.rss.com/episodes/213413/2140080/psycheofsales/2025_07_28_02_15_50_49bcb1da-34f1-4615-8e3e-f6c5683d49ce.mp3 https://content.rss.com/episodes/213413/2098130/psycheofsales/2025_07_02_03_38_57_2a614030-4db6-4b97-966d-4db1adecfbcc.mp3 In this live-recorded episode of Psyche of Sales , Johnny is joined by Kyle Ross for a frank and practical conversation on objection handling: what it really means, why it’s often misunderstood, and how to do it well. This session unpacks why objections aren’t a bad thing, what they often signal beneath the surface, and how best sellers use them to build trust, deepen understanding, and move the conversation forward. What you’ll hear: Why objections are often requests for clarity rather than genuine problems What to do when a buyer says “we’re too busy” or “it’s too expensive” Four simple but powerful objection-handling techniques: Acknowledge & Explore Acknowledge & Ignore Explore the Opposite Ask: “How would you solve it?” How to remove tension (and avoid adding more) The importance of value-building before tackling objections Real examples from the field Handling objections isn’t about having the perfect rebuttal. It’s about staying curi... Wed, 02 Jul 2025 03:41:25 +0000 https://content.rss.com/episodes/213413/2098130/psycheofsales/2025_07_02_03_38_57_2a614030-4db6-4b97-966d-4db1adecfbcc.mp3 https://content.rss.com/episodes/213413/2077418/psycheofsales/2025_06_17_01_57_55_5a379aac-aa0a-4372-87a2-ae5115689d8b.mp3 In this raw and resonant episode of Psyche of Sales , Johnny sits down with Nick Gorman, founder of Equilibrium at Work , to explore what happens when high performance collides with mental health. Nick’s story is a blueprint for how to build something meaningful after burnout. A former institutional sales trader who thrived in the high-stakes world of investment banking, Nick opens up about his decades-long battle with anxiety, burnout, and the turning point that led him to walk away from a top job and into a life of purpose. Together, Johnny and Nick cover: The real drivers of burnout, and how to spot it before it breaks you Why traditional coaching models often fall short (and what to do instead) The quiet power of cold water therapy, non-negotiables, and real connection Why progressive organisations are embracing coach-led wellbeing without asking for performance reports Honest advice for leaders who are unknowingly creating the very problems they’re trying to fix This episode... Tue, 17 Jun 2025 02:07:43 +0000 https://content.rss.com/episodes/213413/2077418/psycheofsales/2025_06_17_01_57_55_5a379aac-aa0a-4372-87a2-ae5115689d8b.mp3 https://content.rss.com/episodes/213413/1914850/psycheofsales/2025_02_26_03_29_03_38b80344-e909-4968-83b8-96c818245be8.mp3 In this episode of Psyche of Sales , Johnny Lee is joined by filmmaker, technologist, and digital strategist Tim Nagle. Together, they explore the intersection of sales, storytelling, and the rapid evolution of AI in business. From their early days of deep conversations over wine to harnessing AI for efficiency and commercial impact, Johnny and Tim dive into the mindset, discipline, and innovation that drive success. They discuss: How AI is transforming sales, coaching, and business efficiency. The power of storytelling in video and why not all content is created equal. Overcoming option paralysis in a world overloaded with information. Why top performers don’t just show up—they prepare, practice, and execute with intent. Public speaking, sales as a profession, and the importance of getting comfortable quickly. Lessons from filmmaking, including leadership, emotional control, and crisis management on set. Throughout, Johnny and Tim share stories, practical insights, and even a fe... Wed, 26 Feb 2025 03:58:16 +0000 https://content.rss.com/episodes/213413/1914850/psycheofsales/2025_02_26_03_29_03_38b80344-e909-4968-83b8-96c818245be8.mp3 https://content.rss.com/episodes/213413/1758860/psycheofsales/2024_11_18_01_32_57_393cefb4-536a-42bb-8d32-71404b82e632.mp3 In this episode of Psyche of Sales , Johnny sits down with Scott Gibson, CEO of Pragma, to discuss his experience transforming a business that, historically, had struggled to hit its targets into a high-performing team. Scott shares candid insights into the challenges, strategies, and mindset shifts that led to this remarkable turnaround. They discuss: • Rebuilding from Within: Scott’s decision to focus on developing his existing team and refining processes rather than making personnel changes and how this choice shaped the outcome. • Tools for Success: How Scott and his team at Pragma utilised EnableIQ, alongside consulting support, as part of a multi-faceted approach to drive performance. • Lessons in Leadership: Scott’s perspective on leadership, trust, and the importance of investing in people to achieve long-term success. About the hosts: Follow Scott Gibson on LinkedIn Follow Johnny Lee on LinkedIn Johnny Lee is the Founder and CEO of Enab... Mon, 18 Nov 2024 01:33:30 +0000 https://content.rss.com/episodes/213413/1758860/psycheofsales/2024_11_18_01_32_57_393cefb4-536a-42bb-8d32-71404b82e632.mp3 https://content.rss.com/episodes/213413/1703937/psycheofsales/2024_10_15_03_53_04_5e4f7a0c-18ed-4234-806f-ebc63f4198d1.mp3 In this thought-provoking episode, Johnny and Prash challenge the idea of “box ticking” in sales team learning and development. They dive into how sales professionals and leaders alike can (and should) stop going through the motions and, instead, make intentional choices that lead to real progress. They explore the importance of spending just 30 minutes a week on high-value tasks and, for leaders, why carving out time with your team is essential. Johnny and Prash share actionable insights on how to find a way to develop your skills that works for you, turn your time into a genuine shift towards success and optimise your routine not just for work, but for your wider lifestyle. They discuss: The difference between simply ticking boxes and creating a genuine shift in your sales practice. How spending just 30 minutes a week on focused, valuable tasks can make a significant difference. As a leader, why dedicating 30 to 60 minutes with your team is critical to driving performance. The importance of... Tue, 15 Oct 2024 04:44:53 +0000 https://content.rss.com/episodes/213413/1703937/psycheofsales/2024_10_15_03_53_04_5e4f7a0c-18ed-4234-806f-ebc63f4198d1.mp3