Episode 9 The Power of Validation: Lessons from Hendricks the Horse
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Episode 9 The Power of Validation: Lessons from Hendricks the Horse
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In this episode of The Savage Edge, I takes you back to the round pen—this time with Hendricks, a calm and observant quarter horse who teaches us something most salespeople forget: the power of validation.
You’ve done the pre-call planning. You’ve built rapport. You’ve asked good questions. But before you ask for the business—have you validated?
I unpacks how validation isn’t about pitching harder, it’s about showing the client you’ve truly understood their needs, backed your recommendation with evidence, and earned enough trust to keep the conversation going—even through objections.
You’ll hear:
Why “let me think about it” isn’t a brush-off (unless you made it one)
The difference between reinforcing trust and defending ego
How working with horses reflects the same dynamics of human connection in sales
The simple mindset shift that will make your objections less frustrating—and more productive
Whether you sell medical devices or coaching packages, this episode will challenge you to slow down, validate well, and move forward with integrity.
🐴 Hendricks makes a special appearance—and might just be your favorite new sales coach.