Hi folks, Leigh Farnell here.

Now, this is a fantastic Leading Your Best Life podcast.

What I've done is, I've gone back into the archives and I wanted to share with you an interview I did with my father-in-law, the great Bill Fitzpatrick, a number of years ago just before he died.

Bill was an absolute legend in direct sales.

Talk about sell, serve, and prosper. Bill was a master of sales, a master of rapport, and it's an interview that I wanted to share with you even though it is going back in the archives.

When you are in the presence of a master, you want to share what they can teach you.

So, have a listen to this. Have a laugh and make notes.

You might want to listen to this again, I can tell you.

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🎙️ FROM SALES SNOB TO SUPER SALES COACH

Welcome to From Sales Snob to Super Sales Coach, the podcast that proves success in sales has far less to do with your degree and far more to do with your mindset, habits, skills, and willingness to improve every day.

Hosted by Leigh Farnell, international sales coach, business growth consultant, and author of Degrees Don't Close Deals, this podcast shares the lessons, strategies, stories, and breakthroughs that transformed a self-confessed sales snob into a three-time World Sales Champion and trusted advisor to hundreds of businesses across dozens of industries.

At the heart of this podcast is the Sales Kaizen Mindset — the belief that small, consistent improvements made every day create extraordinary sales and life results over time.

Whether you're a salesperson, business owner, leader, entrepreneur, or someone simply wanting to perform at a higher level, each episode will give you practical ideas, proven tools, inspiring stories, and action steps you can implement immediately.

If you're ready to sell more, lead better, think bigger, and become the best version of yourself, you're in the right place.

Remember...

Degrees don't close deals. Conversations do. Relationships do. Continuous improvement does.

Let's get started.

PS: Here is your free flipbook version of my ebook - Degrees Don't Close Deals --

https://designrr.page/?id=661431&token=3119081602&h=2978

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Podcast / YouTube Description

What separates businesses that successfully scale from those that struggle to grow?

In this episode, I sit down with entrepreneur, business leader and innovation expert Charlie Gunningham to explore the realities of building, growing and scaling a successful business.

We discuss the challenges founders face as their businesses grow, the mindset shifts required to move from start-up to scale-up, and the systems, leadership and strategic decisions that drive sustainable growth.

Whether you're launching a new venture, growing an established business, or looking to scale your sales and leadership capability, this conversation is packed with practical insights and real-world experience.

In this episode you'll discover:

✅ The biggest mistakes business owners make when trying to scale

✅ The difference between growth and sustainable scaling

✅ How founders must evolve as their business grows

✅ The role of leadership, culture, and systems in scaling success

✅ Why do some businesses plateau while others continue to grow

✅ Key lessons from working with successful entrepreneurs and scale-up companies

✅ Practical advice for founders, leaders, and business owners

If you're serious about growing your business and creating long-term success, this is an episode you won't want to miss.

🎙 Hosted by Leigh Farnell

🚀 Helping business owners, leaders and sales professionals unlock higher performance and better results.

#BusinessGrowth #StartUps #ScaleUps #Entrepreneurship #Leadership #BusinessSuccess #Innovation #SalesGrowth #BusinessStrategy #LeighFarnell #CharlieGunningham #ScalingBusiness

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

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Do a 2-minute quiz, then get a powerful 4 part Sales and Business Growth Report customised to your business.. today

FREE Sales and Business Growth Quiz Diagnostic

Want to identify the hidden gaps that may be costing your business sales and growth opportunities?

Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business.

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth.

In this episode, we dive into six of the most powerful selling lines ever taught by legendary sales trainer and motivator Zig Ziglar — and why they still work in today's world of business, leadership, influence, and sales.

Discover how simple words can:

• Build instant trust
• Lower resistance
• Increase influence
• Create emotional connection
• Help prospects make confident decisions
• Turn conversations into conversions

Whether you're in sales, leadership, business development, coaching, or customer service, these timeless Zig Ziglar principles will help you communicate with more confidence, authenticity, and impact.

You'll also learn:

• Why great salespeople master language
• How to make customers feel understood
• The psychology behind persuasive communication
• How to use questions and stories to influence ethically
• Why enthusiasm and belief still matter more than ever

This episode is packed with practical wisdom, memorable quotes, and real-world application you can use immediately in business and life.

Because, as Zig famously said:

"People don't buy for logical reasons. They buy for emotional reasons."

Tune in and discover how a few great lines can change your sales results — and your relationships — forever.

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This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.

Take 5 minutes to complete this form. Your honest answers will:

• Clarify expectations for our first conversation
• Help us tailor strategies and insights specific to your business
• Ensure we maximise the value of our time together

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FREE Sales and Business Growth Quiz Diagnostic

Want to identify the hidden gaps that may be costing your business sales and growth opportunities?

Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business.

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth.

"Somewhere in the Range: The Art of Ballparking Without Killing the Deal"

Most sales are lost long before the proposal is ever presented…
Not because of price—but because price was handled poorly.

In this episode, we break down the art and science of ballparking and trial closing—how to test a buyer's comfort with investment without triggering resistance, fear, or shutdown.

You'll learn how to:

• Introduce price ranges naturally and professionally
• Tie investment to outcomes (not just numbers)
• Read and respond to buyer reactions in real time
• Use soft language that opens conversations—not closes them
• Qualify serious buyers early and avoid wasted proposals

This is not about "closing harder"…
It's about guiding better decisions.

If you've ever had a deal stall, ghost, or collapse at the price stage—this episode will change the way you sell forever.

https://forms.gle/bGto8XswG5tw6Ftk9

CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application

Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too.

This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.

Take 5 minutes to complete this form. Your honest answers will:

• Clarify expectations for our first conversation
• Help us tailor strategies and insights specific to your business
• Ensure we maximise the value of our time together

https://forms.gle/bGto8XswG5tw6Ftk9

What if your next 10 deals were already sitting in your database?

Most salespeople spend their time chasing cold prospects—complete strangers with no relationship, no trust, and no context.

Meanwhile…
your old leads, past clients, and dormant contacts are sitting there—waiting.

In this episode, we break down why working your existing database is not just easier… it's smarter, faster, and far more profitable than traditional cold calling.

You'll discover:

• Why familiarity and past connection dramatically increase conversion rates
• The psychology of timing—why "no" often just meant "not now"
• How to re-open conversations without feeling awkward or pushy
• Simple frameworks to reconnect, re-engage, and re-sell
• How to turn your CRM into a consistent, high-quality pipeline

The truth is:

Cold calling is hard because you're starting from zero.
Reconnecting is powerful because you're starting from history.

If you're in sales, business development, or client growth—this episode will change how you see your pipeline forever.

Don't hunt for new opportunities…
Rediscover the ones you already earned.

https://forms.gle/bGto8XswG5tw6Ftk9

CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application

Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too.

This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.

Take 5 minutes to complete this form. Your honest answers will:

• Clarify expectations for our first conversation
• Help us tailor strategies and insights specific to your business
• Ensure we maximise the value of our time together

https://forms.gle/bGto8XswG5tw6Ftk9

Most B2B professionals are making one critical mistake…

They're trying to sell Step 3 to clients who are still stuck at Step 1.

In this powerful episode, we break down why even the best ideas, strategies, and recommendations fail—not because they're wrong, but because they're delivered at the wrong time.

You'll discover how to shift from being a reactive service provider to a strategic growth partner by building a clear Account Growth Blueprint that guides your clients step by step.

We explore:

• Why clients resist great advice (and how to remove that resistance)
• The importance of sequencing in client growth
• How to stay 1–3 steps ahead without overwhelming your client
• The "baby steps" principle that drives long-term success
• How to increase retention, revenue, and referrals without hard selling

Whether you're a digital agency, financial planner, accountant, business coach, or any B2B service provider—this episode will change the way you manage, grow, and lead your client relationships.

Stop pitching. Start guiding.
Stop reacting. Start leading.
Build the blueprint—and take your clients with you.

https://forms.gle/bGto8XswG5tw6Ftk9

CZ6 - PDC Sales and Business Growth Partner - FREE Sales and Growth Audit Application

Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too.

This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.

Take 5 minutes to complete this form. Your honest answers will:

• Clarify expectations for our first conversation
• Help us tailor strategies and insights specific to your business
• Ensure we maximise the value of our time together

https://forms.gle/bGto8XswG5tw6Ftk9

Should you jump on Zoom… or get in the car and go see the client?

It's a question every salesperson faces—and most get wrong.

In this episode, Leigh Farnell breaks down the real difference between virtual meetings and what he calls the Gemba prospect visit—being there, in the client's world, where the real work happens.

You'll discover:

• When Zoom is efficient… and when it quietly kills your chances
• Why being physically present changes the quality of the conversation
• How Gemba visits uncover insights you'll never get on a screen
• The hidden cost of "saving time" and how it impacts your close rate
• A simple framework to decide: Go or Zoom?

This isn't about old-school vs modern selling.
It's about understanding where trust is built, where problems are revealed, and where decisions are actually made.

Because sometimes the fastest way to win a deal…
is to slow down, show up, and step into the client's world.

www.leighfarnell.com

CZ6 - PDC Sales and Business Growth Partner Application

Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too.

This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.

Take 5 minutes to complete this form. Your honest answers will:

• Clarify expectations for our first conversation
• Help us tailor strategies and insights specific to your business
• Ensure we maximise the value of our time together

https://forms.gle/bGto8XswG5tw6Ftk9