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This episode of The Selling Podcast continues the five-part series on sales discovery by tackling a practical, foundational question for newcomers and career switchers: How do you actually break into sales?

Summer Sales as a Testing GroundThe hosts explore the role of high-difficulty entry-level positions, such as summer door-to-door sales:

• Low Barrier to Entry: These roles often hire almost anyone, making them accessible for anyone looking to get a foot in the door.
• The Ultimate Grit Test: Pushing through grueling environments (like summer sales in Phoenix) acts as a real-world testing ground to discover whether you genuinely enjoy the profession before committing to it long-term.

The Four Keys to Getting Into SalesScott and Mike break down the core pillars required to land a quality sales role:

1. Luck (and Focused Luck): While timing and luck play a part, you create your own luck by placing yourself in the right environments (such as industry meetings or professional lobbies) and naturally starting conversations.
2. Strategic Networking: True networking goes beyond mass-blasting on LinkedIn. It relies on curating genuine connections, reaching out through mutual contacts, and building authentic human relationships.
3. Persistent Testing: Sales leaders and hiring managers often use delayed responses and interview hurdles as tests. Demonstrating resilience, follow-through, and hunger proves your work ethic.
4. Training and Shadowing: Utilizing sales workshops, training dojos, and shadowing opportunities (like ride-alongs) allows you to evaluate the day-to-day realities of a job before jumping in.

Finding a Meaningful Career FitWhile low-barrier, "churn-and-burn" sales jobs are easy to find, securing a meaningful, long-term sales career requires careful evaluation. Using a checklist and conducting ride-alongs helps candidates vet company culture, daily responsibilities, and structural realities (such as compensation models) to ensure a true mutual fit.

SEO Tagssales career, sales discovery, selling podcast, how to get into sales, sales networking, sales training, sales interview tips, sales shadowing, career shift to sales, sales fundamentals

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This episode of The Selling Podcast continues the five-part series on sales discovery by exploring a fundamental question: Why in the world would anyone choose sales as a career?

Why People Fall Into SalesThe hosts discuss how most people don't actively map out a linear career path to sales; rather, they naturally fall into it out of necessity or everyday human interaction.

• The Power of Human Nature: Even without heavy methodology, striking up a casual conversation and relating to people will inherently build trust and lead to sales over time.
• Desperation and Career Pivots: Many enter the field by accident or out of desperation when transitioning from entirely different industries (such as entertainment or technical fields) because every single company ultimately needs people to sell their products.

Common Misconceptions: Reasons NOT to Get Into SalesScott and Mike break down several misconceptions about what type of person succeeds in sales:

1. Wanting to Manipulate People: If your goal is true manipulation for control, sales is the wrong profession. While short-term tricks might work, long-term success and peace of mind require a customer-centric approach.
2. Believing You Must Be Extremely Outgoing: Being an extrovert with the "gift of gab" is not a requirement. In fact, talking too much hurts you because sales requires listening more than speaking; many top performers are introverts.
3. Being Unable to Stand Being Alone: Sales can be an isolated business where you spend most of your time working independently. You must be self-driven, though reaching out to peers and the home office prevents you from becoming truly lonely.

Why Choose Sales? (The Pros) Every Company Needs Sellers: Nothing happens in business until something gets sold. Because every industry needs sales professionals, you can pivot to an industry you genuinely care about. * Helping Others Succeed: Great sales is not a zero-sum game. By providing tools and resources, you make your customers wildly successful, which in turn grows the entire business ecosystem. * High Risk and High Reward*: Sales carries significant professional and emotional risk (dealing with slumps, economic downturns, and variable income), but the financial upside and the dopamine rush of closing a hard-fought deal make it uniquely rewarding.

SEO Tagssales career, sales discovery, selling podcast, why choose sales, sales profession, introverts in sales, sales risk and reward, sales mindset, business growth, sales fundamentals

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This episode of The Selling Podcast kicks off a five-part series on sales discovery by tackling a foundational question: What is sales, and how does it differ from persuasion, buying, or simply pitching an idea?

Defining Sales vs. PersuasionThe hosts debate the core nature of sales and where persuasion fits into the process:

• Scott's Definition: Sales is fundamentally about helping solve a problem using a solution you possess. He views selling as encompassing everything from commercial transactions to pitching an internal idea to colleagues in a business meeting.
• Mike's Definition: Sales is the facilitation of acquiring a good, service, or idea that an individual or organization genuinely requires. He draws a distinction between buying (customer-driven acquisition) and selling (interrupters, outsiders, or door-to-door reps introducing a need).
• The Role of Persuasion: While persuasion can sometimes lead to regret (such as talking a height-fearing spouse into a hot-air balloon ride), the hosts agree that helpful, ethical persuasion is a vital mechanism used to open the door for a true, mutually beneficial sales solution.

The Four Pillars of SalesTo execute a successful sale, a seller must establish four critical elements:

1. Trust: Not just blind trust, but a deep enough understanding of the buyer's actual situation to know the offering is truly in their best interest.
2. A Solution: Providing the best alternative available to solve the problem at that given moment.
3. Communication: Clearly conveying why this solution fits the buyer's needs.
4. Conviction: Having the absolute belief that what you are offering is the right path forward, steering clear of bad sales tactics.

The Ultimate Test of a SaleWhile sales can involve pitching internal ideas or shifting perspectives, a true commercial sales transaction ultimately relies on a mutually agreeable exchange of value, goods, services, or currency where both parties walk away satisfied.

sales definition, sales discovery, sales vs persuasion, sales strategy, selling podcast, sales profession, sales fundamentals, buyer vs seller, sales trust, business communication, sales mindset, sales training

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This episode of The Selling Podcast features hosts Scott and Mike as they discuss the critical, often misunderstood art of follow-up timing and the importance of maintaining trust in client relationships.

The Three Speeds of Follow-UpThe hosts outline three distinct speeds of communication that help maintain momentum without crossing the line into desperation or pressure:

• Immediate Response (The First Speed): When a prospective customer reaches out via email or a website, an immediate response is crucial. This initial touchpoint is not for selling; it is solely for acknowledging the inquiry and setting clear expectations for when they can expect a full answer.
• Progress Updates (The Second Speed): These are essential when you cannot meet an initial deadline or are working on complex requests. They are vital for saving trust, as they show the client you are still working on their behalf and haven't forgotten them.
• Value-Based Follow-Up (The Third Speed): This involves "dripping" relevant content—such as articles or ideas—to the client to add value. This keeps the conversation moving forward and opens doors for cross-selling and upselling.

Building and Saving TrustAccording to the hosts, the key to successful follow-up is understanding that customers primarily seek certainty rather than constant contact. They categorize the state of the client-advisor relationship into three outcomes based on your actions:

• Building Trust: Delivering exactly what you promised by the time you promised it.
• Saving Trust: Proactively communicating when a delay is inevitable, thereby preventing the erosion of confidence.
• Losing Trust: Failing to communicate or missing deadlines without prior notice.

The Follow-Up FormulaTo streamline your communication process, the hosts recommend following this five-step structure:

1. Acknowledge: Confirm receipt of their message immediately.
2. Set Expectations: Clearly state the next steps and when they will hear from you again.
3. Provide Updates: Keep them informed of your progress along the way.
4. Deliver Value: Share something useful, like a relevant article, to keep the engagement high.
5. Ask for Action: Define what the next logical move is for both parties.

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This episode of The Selling Podcast features hosts Scott and Mike as they discuss the critical mid-year ritual of analyzing your sales pipeline to set the foundation for next year’s success.

The Mid-Year Pipeline AuditTo ensure consistent growth, the hosts argue that you should always be planning at least two quarters ahead. They recommend a structured approach to auditing your current business:

• Analyze Success: Start by identifying what is actually working regarding your strategy, tactics, and product mix. Once identified, double down on those successful areas rather than trying to fix everything that isn't working.
• Evaluate Enjoyment: Reflect on which parts of your job bring you satisfaction and which do not. While you cannot avoid the "vegetables" (the necessary, less enjoyable parts of the job), you should identify if you are simply in the "wrong restaurant"—meaning you are working in a space that doesn't align with your strengths or preferences.
• Check Alignment: Determine if your desired direction aligns with the industry's trajectory and your company's business model. If your personal goals don't match the company's path, you will likely encounter friction.

Mastering Momentum and ProspectingThe conversation highlights that even when your current process is working, you must remain adaptable to avoid the "Blockbuster" effect—the danger of failing to pivot when the market shifts.

• The Power of Soft Introductions: Summer is identified as an ideal time for "soft prospecting." Because offices may be quieter or more relaxed, it is a prime opportunity to introduce yourself and gather information before the high-intensity fall season begins.
• Keep Your Foot on the Gas: While planning is essential, the hosts emphasize that you cannot "slack off." Sales is about building and maintaining a flywheel of momentum; constant input into the pipeline is required to keep that wheel turning in the right direction.

SEO Tagssales pipeline, pipeline management, sales strategy, sales success, prospecting, mid-year review, sales performance, sales growth, the selling podcast, sales mindset, business planning, sales process, sales career, quota achievement

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This episode of The Selling Podcast features guest Jerry Gregory, a high-performing healthcare sales professional and multi-time President’s Club winner, discussing the discipline required to maintain a customer-centric approach.

Core Principles of Customer-Centric Sales Servant Leadership: Success is not about the individual salesperson, but about serving the client (physicians, administrators, and patients). By keeping the focus on helping accounts and patients achieve their goals, the financial rewards follow naturally. * Understanding Stakeholder Needs: Every interaction must be tailored to the specific person in the room. + Physicians: Focus on patient care, efficiency, and reducing "clicks" in the electronic medical record (EMR). + Administrators: Focus on cost, revenue, and workflow optimization. * The Power of Discovery*: Sales professionals must move beyond the "status quo" by uncovering how their solution can provide tangible value.

Mastering Time and BoundariesA significant portion of the conversation focused on the discipline required to manage a busy territory effectively:

• Strategic Time Blocking: To avoid being overwhelmed, Gregory utilizes strict time-blocking on his calendar. He checks emails only at three specific times throughout the day (e.g., 8:00 a.m., noon, and 5:00 p.m.).
• Managing Expectations: Clients are informed that emails will be answered within 24 hours, but that urgent matters should be handled via text or phone call for immediate attention. This protects the salesperson's ability to be fully "present" with the person currently in front of them.
• Perception vs. Reality: Service is often a matter of perception. By being attentive and reliable during visits—even if those visits happen every 7–10 days—a salesperson can be perceived as being "always there" to support the team.

The Value EquationGregory emphasizes that cost should not be the primary focus of a sales discussion, as it is a relative term. Instead, he advocates for focusing on the value behind the product. When discussing costs, he notes three primary levers: price, logistics, and quality. He explains that while a customer might desire all three, they must often choose two, and it is the salesperson's job to align the solution with what the customer values most.

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Just like a rocket consumes the majority of its fuel in the first minute of flight to break gravity, building momentum in sales requires significant, upfront energy. Once established, however, that momentum acts like a flywheel, making every subsequent action—from prospecting to closing—easier and more efficient.

Three Strategies to Sustain Sales Momentum 1. Get Out of Your Head: Overanalyzing rejection and worrying about the "what ifs" is a primary momentum killer. To stay out of your own way, focus exclusively on objective, controllable activities—such as the number of calls made, emails sent, or discovery meetings booked—rather than obsessing over the immediate outcome of a single interaction. * 2. Never Neglect Your Pipeline: A common trap is pausing pipeline-building activities when you are experiencing a "win streak" because you are too busy finalizing paperwork. This is a recipe for a future lull. Professional sales reps recognize that they must "tend both ends of the stick"—celebrating current successes while simultaneously planting the seeds for future business to ensure sustainability. * 3. Adopt a "Goldfish Mindset": Whether you suffer a bad day or a crushing loss, avoid letting negative experiences compound. Instead of ruminating on what went wrong, ask: What happened? What did I learn? What am I going to do next?* By maintaining a short memory and focusing on the next task, you prevent a single bad day from turning into a bad month or quarter.

Key Takeaways for Sales Professionals Normalize the Highs and Lows: Sales is a long game. Do not let one "best day ever" lead to overconfidence, nor let one bad experience derail your entire week. Stay consistent with your daily routines. * The Best Time to Dig a Well is Before You’re Thirsty: Never wait until your pipeline is empty to start prospecting. Consistent effort in building your future opportunities ensures that when one deal closes, another is ready to take its place. * Maintain Balanced Confidence:* To succeed in sales, you need enough self-confidence to bounce back from rejection without becoming arrogant. This internal drive is what keeps you moving forward, even after setbacks.

SEO Tagssales momentum, sales pipeline, sales success, sales mindset, prospecting, sales strategy, sales routine, overcoming rejection, sales growth, the selling podcast, sales performance, lead generation, sales professional, sales psychology

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Are you struggling to fill your pipeline? Many sales professionals are hesitant to ask for referrals because they fear it comes across as self-serving or uncomfortable. In this episode of The Selling Podcast, Scott and Mike break down the three most effective strategies to turn satisfied customers into your best advocates, proving that asking for referrals doesn't have to be forced—it just requires the right timing and approach.

The Three Keys to Asking for Referrals 1. Capitalize on the "Success Moment": Timing is everything. The best time to ask for a referral is during the "euphoria" phase—that moment when your customer is experiencing a successful outcome and is genuinely excited about the solution you provided. Don't wait for a follow-up call; seize the moment when the client is already praising your work. * 2. Ask for Specific Individuals: Avoid being vague. Instead of asking if a company knows of other organizations that could use your services, ask for the names of specific individuals. This makes it easier to draw a personal connection and target someone who may have moved to a different department or organization. * 3. Facilitate a "Soft Introduction": Lower the risk for your client by requesting a low-pressure connection, such as a LinkedIn introduction, an email copy, or even a casual lunch. When asking for this, encourage the client to share the emotion they felt—how they felt before you solved their problem versus how they feel now*.

Pro-Tips for Seamless Referrals The "Soft Open": Set the stage early. Within the first ten minutes of a conversation, gently mention that you help others in similar situations. This prepares the client for the eventual request once they achieve their own "success moment". * Lead with Emotion: People connect with stories, not just stats. When a client refers you, it is far more powerful when they share their emotional journey: "I was frustrated, but now I feel free". Teach your clients to frame their recommendations with that same passion and feeling. * Be Sincere:* Authenticity is your best tool. Your clients know you are in business to make money, but if you focus on genuinely sharing the success and solving problems for others, the referral becomes a natural, helpful extension of the relationship.

SEO Tagssales podcast, referral marketing, sales pipeline, sales tips, lead generation, customer success, sales strategy, relationship building, consultative sales, business growth, The Selling Podcast, professional development

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In this week's episode of The Selling Podcast, we dive deep into the extraordinary life and career of JB Fetzer, a man who's seen and done it all. From humble beginnings as a ninth-grade dropout to becoming a top-tier sales strategist and a powerful voice in the entertainment industry, JB's story is one of relentless pursuit and unfiltered truth.

Inside this Episode, You'll Discover: The Military Mindset: How JB's time in the US Army shaped his character, discipline, and ultimately, his approach to sales success. * The High-Stakes World of Sales: JB shares stories from his time in the auto, stereo, RV, and furniture industries, highlighting the fundamentals and hard work that led him to consistent success. * Mastering Your Mindset: JB explores the pervasive nature of self-defeating attitudes in sales and provides actionable advice on how to build a resilient and positive mindset for enduring success. * Life on the Road: Get a unique look behind the scenes of the entertainment industry, with JB sharing gripping tales of his time as a road manager for legendary bands like Korn, Twisted Sister, and Disturbed. * Leading with Purpose: Discover JB's passion for mentorship, particularly for veterans, through his Americans Invest in American Initiative*, and his commitment to building a better future through purposeful work.

JB Fetzer's Blueprint for Success: Key Takeaways Authenticity is Paramount: JB's unfiltered and honest approach is a breath of fresh air in an industry often plagued by gimmicks and manipulation. * Listening is Everything: The importance of active listening and genuine connection as the cornerstones of impactful sales interactions. * Give Obediently Daily: JB's unique philosophy of service, both to his clients and his community, is a powerful reminder of the true meaning of success. * Your Name is Your Number: A clever branding hack from a true sales veteran! * A Fist and Thumb Trick:* A simple yet profound exercise to help you regain control of your thoughts and unlock your potential.

About JB FetzerJB Fetzer is a serial entrepreneur, sales strategist, and author of the forthcoming book, "A Fist and Thumb Trick: A Guide to Regaining Your Potential." With a diverse and impactful career spanning decades, JB's mission is to help individuals and organizations unlock their potential and achieve their goals through hard work, authenticity, and a commitment to service.

Don't miss this opportunity to learn from a true industry icon. Tune in now to The Selling Podcast and get ready to be inspired by the raw and powerful journey of JB Fetzer.

SEO Keywordssales podcast, JB Fetzer, sales strategist, sales success, sales mindset, sales motivation, sales tips, sales training, sales professional, entrepreneurship, leadership, personal development, motivation, inspiration, military veteran, army veteran, Korn, Twisted Sister, Disturbed, music industry, entertainment industry, road manager, Americans Invest in American Initiative, mentor, Fist and Thumb Trick, Regaining Your Potential.

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Scott and Mike tackle a fundamental hurdle in sales: Why do reps need to ask questions?

Scott initially challenges the process, suggesting a rep could just hand a prospect a list of answers. But Mike explains how genuinely curious questions can guide customers polite to their own conclusions—helping them see potential "gaps" in their current business that might be keeping them from their ideal situation.

The hosts delve into the delicate balance. Questions that are "too strong" or "poignant" can trigger a prospect's "BS meter" or appear manipulative, causing them to check out immediately. Mike emphasizes that effective question-asking should be politeness, not malicious, and framed from the customer's perspective (not the sales rep's need for a commission).

The final goal: politely creating clarity and doubt in a prospect's mind—without changing their whole business model—by uncovering gaps from their viewpoint.

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Unlocking Peak Performance: Zack Lutz on Failure, Fundamentals, and the Road to the MLBWhat does it take to make it to the pinnacle of professional baseball, and more importantly, how do you sustain success once you arrive? On this week's high-octane episode of The Selling Podcast, we’re pulling back the curtain on the world of elite sports with professional baseball player and performance coach, Zach Lutz.

A former standout for the New York Mets and a product of Alvernia University’s famed Division III program, Zach brings a wealth of knowledge that transcends the diamond. From the gritty fundamentals to the razor-sharp mental capacity required to compete at the highest level, Zach breaks down the winning processes that every listener can apply to their own professional career.

In this deep dive, we explore:

• The Mental Reset: A pro player only has 20 seconds to recover from failure. Discover the proven techniques to "flush it" and approach your next pitch—or sales call—with a clean slate.
• Simplifying the Complex: Why gimmicks fail, and why a relentless focus on core fundamentals and repetition is the single biggest predictor of long-term greatness.
• Grit Over Talent: The incredible journey of navigating double-digit strikeout streaks and multiple career-threatening injuries (including eight screws in his foot!) and turning a setback into a legendary comeback.
• Expectation vs. Honesty: Setting a development plan for sustained success, whether you're a parent, a baseball coach, or a sales manager.

Stop chasing gimmicks and start mastering your attitude and effort. Join us for a powerful masterclass on resilience, dedication, and the remarkable power of staying simple.

Zach Lutz is Ready. Lutz Go.

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Visit Jason here at AfterTheLead.com

In this episode of The Selling Podcast, hosts Scott and Mike dive into the often-dreaded world of Customer Relationship Management (CRM) systems. They welcome Jason Kramer, founder and CEO of Cultivize and self-proclaimed "CRM Whisperer," to discuss why CRMs are often despised by sales teams and how to transform them from an administrative burden into a powerful tool for driving revenue.

Why CRMs are Often Hated

Jason begins by explaining that the negativity surrounding CRMs stems from a lack of process and proper training. Many salespeople view them merely as tools for data entry rather than aids to make their jobs easier. Companies often hire salespeople and expect them to naturally know how to use these complex tools without providing a clear playbook or defining the necessary processes.

Common CRM Mistakes and the Importance of Nurturing

A major hurdle for sales reps is the failure to follow up effectively. Salespeople get busy and postpone following up with leads who aren't ready to buy immediately, causing potential deals to fall through the cracks.

Jason emphasizes the critical importance of "nurturing" leads, which he defines not as bombarding them with weekly emails, but as educating them. By providing valuable resources (like relevant articles or insights) that help solve their problems, you build rapport and educate them to make better decisions when they are ready to buy. Studies show that 63% of leads who enter the funnel will eventually buy if properly nurtured.

Practical Advice for Sales Reps

1. Block Time on Your Calendar: The "I don't have time" excuse is common. Jason and the hosts strongly advise allocating rigid time blocks on your calendar specifically for Business Development. Treating CRM updates as part of business development makes it less likely to be pushed aside.
2. Define Your Process: Take a step back and literally write down the steps in your ideal sales cycle. This defines the standard activities that need to happen at each stage.
3. Utilize "Lead Scoring": Most CRMs track prospect activity (website visits, email opens, etc.). Leveraging lead scoring allows sales reps to prioritize leads who are actively showing interest, telling you who to call today.
4. The 15-Minute Rule: When responding to new inbound leads, speed is everything. Statistically, waiting more than 15 minutes to reach out can cause you to lose the deal to a competitor who responds faster. If you cannot call immediately, utilize automated auto-responder emails to set expectations and maintain the conversation.

The Role of AI in the Future of CRM

The conversation concludes with insights into how AI is impacting CRM usage. AI tools can analyze transcripts of calls and meetings to identify pain points, detect tonality, and provide actionable highlights. Furthermore, AI can help salespeople articulate follow-up communications more clearly and effectively by analyzing the customer’s concerns and suggesting the best language to overcome them.

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Have you ever turned down an invitation from a customer or colleague, only to realize later that they stopped asking you to events altogether? In this episode of The Selling Podcast, hosts Scott and Mike tackle the difficult art of saying "no" without burning bridges. Using a simple, four-step formula, they discuss how to decline requests and invitations confidently while ensuring you remain on the guest list for future opportunities.

The "Golden Formula" for Saying NoScott outlines a definitive process to decline an invitation gracefully while maintaining future warmth:

1. Meet with Appreciation: No matter the invitation, always start with sincere, heartfelt gratitude. Thank the person for thinking of you and acknowledge the effort they made to extend the offer.
2. Give a Clear Answer Early: Avoid bury the "no" in the middle of a paragraph or conversation. Do not waffle, use "maybes," or say you will "try" if you already know you cannot make it. stringing people along prevents them from inviting others and damages trust.
3. Provide Short Reasoning: While you should almost always provide a reason (unless the request is illegal or unethical), keep it brief. Avoid "dissertation" or "TED Talk" answers. A simple, honest sentence is usually sufficient. Crucially, never lie or invent excuses, as this will eventually damage trust.
4. Future Warmth: Separate the rejection of the event from the rejection of the person. Close by expressing a genuine desire to connect in the future to keep the door open.

Mike’s Tweak: The Follow-UpMike adds a critical fifth step to the formula to maximize your chances of a reinvitation: The Follow-Up Note.

A day or two after the event took place, send a quick message asking how it went. For example: "How was the dinner Friday night? I thought about you guys and hope you had fun." This shows continued interest and reinforces that you value the relationship, even if you couldn't attend that specific event.

Key Takeaways & Nuances The Power of Confidence: When saying no, be confident. If you sound hesitant, a customer may sense a "chink in the armor" and try to pressure you into changing your mind. Do not sound guilty for having other commitments. * Handling Unethical/Illegal Requests: If a customer asks for something illegal, immoral, or unethical, the formula changes. There is no need for appreciation or future warmth regarding that specific request. A confident, definitive "no" is required immediately. * Turning Down Activities You Dislike: If you are invited to an activity you genuinely do not enjoy (e.g., poker night), use appreciation, a clear no, and then politely state that the activity isn't your thing. Offer an alternative activity you do enjoy to steer future invitations toward things you will accept. * Don't "Ghost":* One of the biggest mistakes is sitting on a request because you really want to go but know you probably can't. Procrastinating only frustrates the inviter. Reply confidently as soon as you know your status.

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In this episode of The Selling Podcast, we dive into the world of leadership development with Val Ries, executive coach and author of Chief Inspiration Officer at Executive Muse. Val breaks down her core frameworks for building thriving, motivated teams, starting with a quiz that holds up a mirror to your own leadership style. We explore the balance between encouragement and high standards, the psychological needs of employees, and how to bounce back from difficult interactions.

Key Episode Highlights:1. The Three Hats of LeadershipVal’s assessment categorizes leaders into three main archetypes:

• The Encouraging Cheerleader (The Cheerleader): Approachable, supportive, and great at boosting morale during tough times.
• The Intentionally Passive Leader (The Space Giver): Steps back to let employees "swim" (and potentially fail), fostering autonomy and trust.
• The High Standards Leader (The Challenger): Communicates clear expectations, pushes for excellence, and challenges the team to improve. The Goal: A balance of all three (33% each). Leaders often lean too heavily on one, which can create imbalances in team dynamic and productivity.

2. Leading When Your Job Is on the LineVal addresses the immense pressure young or new leaders face to produce numbers. The constant worry about job security often causes leaders to show up as terse, irritable, or micromaging, which stifles the team. The Fix:

• Refinement and Mindset: Leaders must first "inspire themselves." If you don’t hit goals, what are you making that mean about you ("I’m not good enough")?
• Self-Reflection: Identify the core emotion you are leading from (fear, worry) and reframe it. A calmer, more confident leader brings out the best in others.

3. Getting Out of "The Cave""The Cave" is Val's metaphor for getting stuck in a negative, defensive, or unproductive mental state following a trigger (like a lost sale or harsh criticism). The C.A.V.E. Acronym:

• Criticism (external/internal)
• Assumptions
• Victim Mindset ("I’m not good enough")
• Enclosed Patterns (behavioral retreats: shutting down, second-guessing) The Takeaway: It’s not if you get into the cave, but how long you stay. The book provides specific exercises to identify when you are in the cave and how to get out quickly.

4. What Employees "Crave" From YouVal explains that employees rarely just want to be "left alone." They crave a psychological foundation to thrive. The C.R.A.V.E. Acronym:

• Connection & Community
• Reliability (a boss they can count on)
• Appreciation (feeling recognized for their work and value)
• Value (meaningful work, understanding the "why")
• Effective Communication (proactive and respectful)

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In this episode of The Selling Podcast, Scott and Mike tackle the human tendency to avoid difficult tasks and waste time under the guise of "productivity." Whether it’s wandering through a sporting goods store to avoid a tough sales call or spending hours "tweaking" an AI bot, avoidance is a self-defense mechanism that can derail a sales career. The hosts provide four actionable strategies to stop stalling and start generating revenue.

Key Episode Highlights: The Avoidance Trap: Why we hide behind emails, social media, and "research" to delay uncomfortable or challenging work. * Anticipation vs. Reality: Mike shares a lesson from his father: the anticipation of a task (like doing dishes or mowing the lawn) is always worse than the actual event. Once you start, it’s rarely as bad as you feared. * Hard Work vs. Challenging Work:* A mindset shift. While roofing in 115°F heat is "hard," sales is "challenging and complicated"—a distinction that makes the work feel more manageable.

Four Ways to Cut the Time Wasting1. Front-Load the Uncomfortable"Eat the broccoli" first thing in the morning. By tackling the most daunting, urgent, or unpleasant tasks (like compliance paperwork or cold calls) at the start of your day, you clear your mental queue and set a productive tone for the remaining hours.

2. Apply the Revenue Generation FilterAsk yourself: "Is what I am doing right now contributing to revenue?" * Delegate: Can someone else do this?

• Batch: Group meaningless administrative tasks together and knock them out all at once.
• Drop: If it doesn't add value or drive revenue, stop doing it.

3. Time-Box Your DistractionsYou will never eliminate distractions, so manage them.

• Utilize "Dead Time": Use your commute for mandatory training audio or hands-free messaging.
• Schedule Routine Tasks: Set a specific 30-minute block for non-critical emails rather than letting them interrupt your high-value work throughout the day.

4. Track and Measure AccomplishmentsFocus on objective numbers. When performance is measured, it improves. Highlighting your daily wins—no matter how small—builds the momentum needed to tackle larger goals.

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In this episode of The Selling Podcast, we sit down with Russ Ferguson, a seasoned sales leader with over 40 years of experience spanning from "stamp lickers" (mailing machines) to complex medical devices. Russ shares his evolution from a young graduate seeking "easy money" to a veteran who understands that true success is built on integrity, soft skills, and helping others.

Key Episode Highlights: The "Soft Skill" Master Traits: Russ identifies the core DNA of a successful sales professional using the acronym M.A.S.T.E.R.: + Motivated + Ability to think + Self-starter + Teachable/Coachable + Ethical + Resourceful/Reliable * Emulation vs. Plagiarism: How to "plagiarize with pride" by taking successful techniques from mentors and adapting them into your own authentic voice. * The "Help Me/Teach Me" Approach: A powerful tactic for building rapport with experts (like doctors or engineers). By positioning yourself as a student, you lower their guard and turn the sales process into a collaborative problem-solving session. * Money is the Shadow: Russ explains that if you lead with integrity and focus on helping the customer, money will naturally follow you like a shadow. * Navigating the OTE (On Target Earnings):* Practical advice for mid-career professionals on discussing compensation, understanding the "Hunter vs. Farmer" dynamic, and why you must ask what percentage of the team is actually hitting their numbers.

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"If you don't take care of yourself, you can't help other people."

In this high-energy conversation, Jon Cheney returns to the podcast to discuss his latest project, Moon Command, a game built entirely through the power of Generative AI. Jon challenges the traditional business dogma of "always charge for your time," arguing instead that in the modern economy, attention is the ultimate currency. Key highlights include:

• AI as an Equalizer: How Jon used tools like Replit to build apps and games without writing a single line of manual code.
• The GaryVee Strategy: A deep dive into Day Trading Attention and why "giving it all away" leads to massive inbound success.
• The "5 Priorities" Hierarchy: A radical approach to management where the job is ranked 5th, behind self, family, beliefs, and hobbies.
• The Flow State: How music and kayaking fuel professional "sprints" and why you don't have to do everything all at once.

AI Game Development, Moon Command, Jon Cheney, Replit, Generative AI, Gary Vaynerchuk, Business Philosophy, Personal Productivity, Flow State, Time Management, Entrepreneurship, Giving Value, SEO Strategy, Software Development, Work-Life Balance, Digital Marketing.

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In this episode of The Selling Podcast, Jon Cheney, CEO and Chief AI Officer of GenAIPI, explains how he leveraged AI and veteran sales skills to build a million-dollar business in just six months with a $400 startup cost. The conversation explores the revolutionary concept of "vibe coding"—using natural language to develop production-ready software via platforms like Replit without writing a single line of code. Cheney breaks down how AI is leveling the playing field for entrepreneurs by closing traditional knowledge gaps in law, medicine, and engineering. Key highlights include the importance of selling a product before it’s built, using AI as an "interviewer" to sharpen business conviction, and why the "post-work world" narrative is a threat to human agency. This episode is a masterclass in compressing the entrepreneurial timeline and using AI as a force multiplier for sales-driven growth.

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This episode of The Selling Podcast features a masterclass in leadership and career longevity with medical device sales veteran and business owner Tony Schneider. With over 26 years of experience—spanning from his roots as a commercial pilot to leading a top-tier distributorship—Tony shares the "secret sauce" that kept him at the top of the leaderboard and how he successfully transitioned from a high-performing rep to a servant-leader manager.

In this episode, we discuss: The Pilot’s Pivot: How a single, jarring conversation with a colleague changed Tony’s life path from aviation to a 20+ year career in medical sales. * The "Servant" Mindset: Why Tony views sales not as "selling," but as a professional commitment to serving and consulting for others. * Hiring for Character over Credentials: Why Tony stopped requiring four-year degrees and started looking for "like-minded individuals" who possess the innate gift of service. * The AI Interview Trap: A cautionary tale about the dangers of remote hiring and how some candidates are using AI tools to "game" the interview process. * Managing People, Not Processes: Insights into why the hardest part of management is managing personalities—and how to identify and utilize the unique gifts of every team member. * The "Father Figure" Leadership Style:* Tony’s philosophy on building a business as a "family," where constructive criticism is given with the heart of a mentor.

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This week, we tackle the silent killer of sales productivity: Analysis Paralysis. As the old saying goes, "Nothing happens until something is sold," yet many sales reps find themselves stuck in the "basement office," over-strategizing while their prospects move on to competitors.

Scott and "Old Dude" break down why we get stuck in the parking lot, the difference between preparation and procrastination, and how to build the "Ready, Fire, Aim" mindset required to actually close deals.

In this episode, we discuss: The 70% Rule: Why a "bad plan" violently executed today is better than a perfect plan that never launches. * The Fish Hatchery Strategy: How to contain "collateral damage" by testing your pitch in small, safe ponds (like friends, family, or mentors) before hitting the big stage. * The Imposter Syndrome Trap: Overcoming the "White Coat Syndrome" and realizing that most prospects aren't looking for perfection—they’re looking for action. * Measuring Activity vs. Preparation: Why your CRM should reflect how many times you "dipped your toe in the water," not how many hours you spent researching. * The 5-Minute Rule:* If a sales action (an email, a follow-up, a quick intro) takes less than five minutes, do it immediately.

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This week, we bridge the gap between the classroom and the closing room. We are joined by BJ Allen, Professor of Marketing and Sales at Brigham Young University (BYU). BJ isn't just a theorist; he’s an expert in the "Silicone Slopes" tech scene, a researcher, and a mentor to the next generation of sales superstars.

We dive deep into the evolution of sales—from the "old school" days of Xerox and IBM to the modern "SaaS Machine." BJ explains why sales is no longer just "artistry" or "fluffy" talk—it’s a data-driven process where the best learners always become the best earners.

In this episode, we discuss: The "Spin" Revolution: Why the Spin Selling methodology changed the game by proving sales is a repeatable process. * The "Frenemy" Relationship: How marketing and sales are finally aligning through Account-Based Marketing (ABM). * LinkedIn as Your Personal Website: Why 90% of B2B buyers vet you online before they ever take your call—and how to brand yourself as a content expert, not just a "President’s Club" winner. * The Power of Micro-Testing: Why you should A/B test your subject lines and intros like a scientist to see what actually moves the needle. * AI and the Authenticity Gap:* Why the rise of automation is actually a "golden ticket" for salespeople who double down on human, personalized interactions.

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Hiring is a gamble, but you don't have to play with blinders on. This week, we welcome back Tim Germann, Chief Commercial Officer at Carterra, to pull back the curtain on how he builds world-class commercial teams. Tim breaks down his "Three Pillars" for identifying top talent: a documented history of success, a relentless work ethic verified by deep-dive references, and the ability to articulate every career transition with ownership rather than excuses.

We explore the "Razor’s Edge" of the interview—finding that rare individual who is infinitely confident in their past results but appropriately humble about the challenges ahead. Tim also shares a powerful lesson on self-awareness and social anxiety in leadership, and why even a "corporate flame-out" can be the germination point for a future superstar. If you are a hiring manager looking to lower your risk or a candidate looking to stand out, this masterclass in interviewing is for you.

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Have you been in the same sales territory for so long that you think you know everything? This week on "The Selling Podcast," Mike and Scott (and Bob A. Ganoosh, the technical guy) tackle a critical issue for seasoned reps: how to maintain genuine curiosity when calling on the same accounts for years. They argue that assuming you have all the answers is a fatal mistake that kills deals.

They break down three essential, actionable strategies to refresh your mindset, deepen your customer relationships, and keep your pipeline flowing:

1. Approach Every Meeting Like It's Your First: Forget what you think you know. Go in with humility and genuine curiosity, asking open-ended questions (the power questions like "how" and "why") to get to the root of your customer's current situation. Scott shares a humorous story about his standardized first date approach to highlight controlling the "controllables" while maintaining focus on the person.
2. Keep Learning Outside Your Lane: To connect with a broader range of customers, you need more than just deep product knowledge. Mike and Scott advocate for expanding your interests outside your industry (like welding or pet grooming) to gain crossover knowledge and depth. The rule: The more you understand their reality, the better you can serve it.
3. Reflect After Every Call (Deconstruct the Meeting): Don't let your brain forget crucial details! Take two minutes immediately after every meeting to deconstruct the conversation. Ask yourself: What did I learn? What do I still not know? and most critically, What should I ask the customer next time? This reflection process forces planning, provides continuity for the customer, and helps build evidence of success.

Tune in to discover how injecting genuine curiosity can revitalize your sales approach and transform long-term client relationships.

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Do you ever sabotage your own sales momentum before you even pick up the phone? This week on "The Selling Podcast," Mike and Scott tackle the pervasive enemy of every sales rep: self-doubt. They argue that doubt (the "D" in FUD) isn't just a tactic you use on competitors; it's a "terrible disease" that kills momentum and plagues even the most experienced sellers, often showing up as the feeling of "I'm not good enough."

Mike and Scott break down the mental game of sales and provide four foundational strategies to replace uncertainty with unwavering confidence (not arrogance!).

1. Build Confidence Through Clarity: Stop worrying about the outcome and start by simply clarifying your objectives for the day or the call. A clear, simple plan removes ambiguity and eliminates doubt.
2. Replace Doubt with Evidence of Prior Success: Fight the negative internal monologue by focusing on minor accomplishments—even as simple as getting out of bed. The key is finding something that worked and building on it. Don't be afraid to pull from past successes to give yourself and the customer evidence that their decision is sound.
3. Don't Chase Metrics—Coach the Process: Escape the "chasing the quota" trap, which leads to doubt and burnout. Instead, focus on the artfulness and process of sales—the fundamental blocking and tackling you can control. Results, they argue, will follow the process, not the quota.
4. Lead with Certainty (Not Arrogance): Mike defines confidence as "knowing that I can do it," and arrogance as "saying I can do it better than you." Learn to internalize the certainty that you have an objective and a valuable solution, using techniques like the "make your bed" speech philosophy to set a positive precedent for the day.

Tune in to learn how to conquer the "what ifs" and ensure your mindset is your strongest sales asset.

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The only constant in sales is change, but what happens when the change is your entire career landscape? This week on "The Selling Podcast," Mike and Scott welcome back strategic expert Jim Hanlon to tackle the crucial topic of "Life After ______"—the transition following a career move, whether you quit or were let go.

Jim shares candid insights into the emotional and strategic challenges of moving on from a company. He stresses that while moving is hard, having clarity is essential. We discuss the critical importance of knowing exactly what you want to do next and having a clear reason why you are leaving your current role, even if the decision wasn't yours.

Jim provides actionable advice on recognizing and utilizing your transferrable skills. Since all business boils down to dealing with people, your success in sales, leadership, and relationship management makes you incredibly adaptable. The key, he argues, is to focus on what you can change and always keep your energy directed toward people and opportunity.

Tune in for an empowering conversation that will give you the confidence and focus to strategically navigate any career transition and ensure your next chapter is your best one.

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Are you managing your business or truly leading it? This week on "The Selling Podcast," Mike and Scott welcome strategic expert Jim Hanlon to discuss a powerful, often overlooked truth: the best CEOs are often the best CE-'NO's.

Jim breaks down the mindset required to run your business with laser-like focus. He explains that great leadership often requires the courage to say "no" to distractions and opportunities that, while tempting, don't align with your core mission.

The central lesson is clear: look critically at what is making money and what is not. Jim argues that if an activity, product, or service isn't generating revenue, you must have the discipline to stop it. We discuss how to strategically analyze your offerings and ensure everything you do aligns perfectly with your existing strengths and goals.

Tune in to learn how to stay focused, remain true to your vision, and adopt the strategic discipline of a CE-'NO' to maximize profitability and drive genuine business growth.

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Think a deal is dead? Think again! This week on "The Selling Podcast," Mike and Scott welcome legendary long-time seller Tim Germann to share his game-changing philosophy: no sale is ever too far gone.

Tim reveals the counterintuitive phrase that has saved countless deals when a client says they’re moving in another direction: "And that is exactly why you should stay with us." He breaks down why this phrase instantly catches prospects off guard, buys you crucial time, and allows you to pivot and offer the perfect, tailored solution they haven't yet considered.

But Tim’s wisdom goes beyond tactics. He argues that sales is mostly art, not science, and that every person is fundamentally built with the innate ability to sell, even if they need a little training to unlock it. Tune in to learn how to tap into your natural selling ability and gain the confidence to flip a "no" into a definite "yes." This episode is your guide to mastering the ultimate sales comeback.

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Ever wondered what it really takes to turn a great idea into a profitable business—all while keeping your day job? This week on "The Selling Podcast," Mike and Scott are thrilled to host Justin Kress from Justinhomecare! Justin is here to share the blueprint for building a thriving business from absolutely nothing.

Justin dives into his compelling personal story, detailing the journey from having a brilliant idea to successfully transforming his side hustle into a full-fledged, growing business. He reveals the practical strategies he uses to keep pushing his dream forward without sacrificing the stability of his current job.

The core of this conversation centers on two essential steps for any entrepreneur: finding your niche and then providing the perfect solution. Justin breaks down his process for identifying an underserved market within home health, creating a specialized service, and delivering value that sets him apart.

Tune in for an inspiring and actionable episode that proves you don't need to quit your job or secure massive funding to start building your business success today.

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We've all been there: staring at the phone, dreading the next cold email, and suddenly the urge to organize your sock drawer is overwhelming. This week on "The Selling Podcast," Mike and Scott tackle the universal sales struggle: how to reach out when you really don't want to.

They dive straight into the psychology of sales avoidance, breaking down the seven major traps to avoid. Stop waiting for motivation, quit apologizing, and delete that novel-length message! Mike and Scott explain why overthinking and letting fear of rejection dictate silence are the real quota killers.

Then, they flip the script with seven powerful, actionable strategies to build outreach momentum:

• Start Small: Forget the huge task list and commit to just one outreach a day.
• Be Curious, Not Perfect: Use simple templates and focus on asking a genuine question about them, not pitching yourself.
• Shift Focus Outward: Learn how framing your outreach as giving value or opportunity melts away the fear of rejection.

Finally, they share the ultimate mindset shift: celebrate the attempt, not the outcome. Success is simply hitting "send." Tune in for the funny banter and practical advice that will help you conquer procrastination and consistently fuel your pipeline.

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Are your conversations in networking events and client meetings leading straight to dead ends? This week on "The Selling Podcast," Mike and Scott tackle a critical skill that separates master networkers from awkward noodlers: the difference between "Nothing" and "Great" conversation starters.

Mike and Scott break down the safe, lazy phrases that kill rapport (yes, we’re looking at you, "How's the weather?" and "Busy day?"). They reveal why these are just statements about facts that give your prospect nothing to build on, wasting valuable time.

Then, they pivot to the powerful framework of Great Conversation Starters. Learn to swap boring small talk for open-ended questions that spark genuine connection, interest, and depth, such as:

• Personal & Relational: "What’s keeping you excited lately?"
• Situational: "How did you get into what you do?"
• Deeper & Engaging: "What’s a project or goal you’re working on right now?"

The golden rule is simple: Nothing starters are statements; Great starters are questions about stories, emotions, or choices. Tune in to get the exact cheat sheet for transforming your introductions into meaningful dialogue that builds trust and ultimately drives your sales pipeline.

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It’s the conversation every sales professional avoids, but the one you desperately need to hear. This week on "The Selling Podcast," Mike and Scott pull no punches on a critical question: when is it time to fire a client? They reveal that holding on to a bad customer can be more damaging than letting them go, costing you not just revenue, but your time, your team's morale, and your business's future.

In this episode, we break down 12 unmistakable red flags that signal a toxic relationship. We’re not talking about minor annoyances; we’re talking about a client who:

• Costs more than they make, draining your support and time.
• Constantly disrespects you or your team, making every interaction a source of dread.
• Demands unrealistic expectations and causes endless scope creep without paying for it.
• Chronically pays late, wreaking havoc on your cash flow.

Mike and Scott provide a simple but powerful rule of thumb: if a client consistently ticks three or more of these boxes, they are a bad fit. This episode is your playbook for identifying unprofitable relationships and having the confidence to cut them loose, freeing up your pipeline for better, more aligned opportunities.

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Ever feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage.

They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask:

1. "Why are we stopping here?" to avoid the easy but pointless meetings and focus on genuine opportunities.
2. "Who are we going to see here?" and "What questions are we going to ask them?" to stop flying blind and start planning for a truly impactful conversation.
3. And the most critical question of all: "Why is that information you are after important?"—the secret to tying every detail back to a bigger business outcome.

This isn't just about asking questions; it's about building a feedback loop where your daily actions directly feed into your overall sales success. Tune in to transform your calls from busywork into purposeful, revenue-driving conversations.

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Are your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.

In this episode, you’ll learn how to:

• Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.
• Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.
• Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.

Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.

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Is cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call.

On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why, in industries like medical and B2B services, the phone still reigns supreme and is an essential "boot camp" for building a new rep's pipeline and resilience.

On the other side, they don't shy away from the harsh realities. They dissect the frustrations of navigating gatekeepers and voicemail graveyards, the low ROI compared to highly targeted social selling, and how the modern buyer's behavior has made cold calls feel like an interruption. They also confront the real issue of burnout and morale that constant rejection can cause.

This episode is a balanced, no-BS look at both sides of the argument. Mike and Scott's signature banter will have you laughing as you re-evaluate your own prospecting strategy and decide for yourself if cold calling is a vital tool or a relic of the past.

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Is the elusive "work/life balance" a myth? This week on "The Selling Podcast," Mike and I get real about a topic that plagues every ambitious professional. We argue that true balance is impossible and that the real key to success lies in a radical reframe: work/life is a trade-off, not a balance.

Mike lays out a powerful truth: work is an obligation, but family is a non-negotiable responsibility. With this perspective, we explore the concept of work/life integration, a more realistic and effective approach. We challenge you to stop trying to fit your family life into your work schedule and, instead, strategically find how to fit your career into your family life—the second most important thing into the first.

This episode is packed with candid insights and practical advice on how to navigate this trade-off with intentionality. We share our own struggles and successes in creating a life where you can be a top-performing professional without sacrificing what truly matters.

Tune in to learn how to change your mindset, make the right choices, and create a sustainable model for success in every area of your life.

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Ever wonder what separates the good sales reps from the truly great ones—the ones who consistently meet and exceed their quota, quarter after quarter? This week on "The Selling Podcast," Mike and Scott pull back the curtain on the top three things elite sales professionals do to achieve consistent success. No guests, no fluff, just actionable wisdom you can implement immediately.

We dive deep into three core principles:

1. They Own Their Pipeline Like a CEO: Elite reps don't sit back and wait for leads to land in their lap. We'll show you why the best in the business act like the CEO of their own sales territory, taking full ownership of their prospecting. Learn to understand the value and velocity of every opportunity in your pipeline, ensuring a steady, predictable flow of business that you control.
2. They Sell with Purpose, Not Just Products: Quota crushers are more than just product experts—they are customer-centric problem solvers. We explain why focusing on features is a rookie mistake. Instead, learn how to ask smart, situational questions that uncover your prospect's pain points and allow you to tailor your pitch to their specific needs. Remember, people buy outcomes, not options.
3. They Follow Through and Follow Up Relentlessly: The final secret to success isn't just about closing, but about finishing. We reveal why the most successful sales reps are masters of follow-up. Discover how to set clear next steps in every interaction and relentlessly circle back on old leads. We'll prove that in a world full of distractions, your persistence is your most professional asset.

Tune in to learn the three habits that will transform your sales game and help you start crushing your own quota.

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On "The Selling Podcast" we're celebrating our 5-year anniversary! To mark the occasion, Mike and Scott take an unforgettable look back at half a decade of hard-won sales wisdom, funny banter, and unforgettable guests. But this isn't your typical retrospective.

In a first for the show, Mike and Scott get a little help from the future, using AI personalities generated by NotebookLM to help them revisit and distill the most impactful moments from past episodes. It was a blast to make, and the result is a potent "best of" that's perfect for both new listeners catching up and longtime fans ready for a trip down memory lane.

We'll re-explore some of our most popular topics, revisit key strategies for overcoming objections, and reinforce the core principles that have defined the podcast from day one. If you've ever wondered how to apply practical, no-nonsense advice to your sales career, this episode is a powerful reminder that the fundamentals are timeless.

Tune in to celebrate five years of helping you sell better, live better, and most of all... enjoy more!

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How many times has a deal gone sour because of a simple miscommunication about expectations? This week on "The Selling Podcast," Mike and Scott welcome Pete Howland to break down the critical skill of setting and managing client expectations. This isn't just about good manners; it's about building trust, avoiding disappointment, and ensuring a fantastic customer experience.

Pete reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a few hours," give a concrete time of day. "I'll have that to you by 3 PM" is a game-changer that eliminates ambiguity and shows you're in control.

But the real secret, Pete argues, is asking the right questions to uncover the expectations your client already has—and you just don't know about yet. We dive into how to have these crucial conversations upfront to align on goals and build a collaborative, transparent relationship from the very start.

This episode is your blueprint for moving beyond vague promises and into a world of clear, confident communication. Tune in as Pete breaks down how mastering this skill will not only save you from headaches but also consistently help you deliver an exceptional experience that keeps clients coming back.

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Ever feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair, a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen.

In this insightful episode, Ryan reveals his battle-tested tips and tricks for guiding people through the change process. He shares how to quickly and accurately identify the person who's simply not interested in your message and how to avoid wasting precious time on lost causes.

But more importantly, Ryan breaks down how to strategically set up your sales and service process so that prospects are not just willing, but eager to change and implement your solution. He explains how to build a case for change that resonates on a deep level, turning resistance into enthusiasm.

Tune in for a powerful conversation filled with actionable strategies on how to become a true change agent, not just a salesperson. Mike and Scott bring their signature blend of sharp wit and hard-hitting sales wisdom to make this a must-listen for any sales professional looking to get a "yes" from even the most change-averse clients.

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It's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time.

In this episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just surviving, but thriving after a major loss. We explore the initial feelings of shock or denial and the inevitable spiral into anger or blame—whether directed at a colleague, the client, or yourself. Mike and Scott share a critical "don't": do not get angry at someone's decision to move on. They explain why recognizing this as a business decision, not a personal attack, is the first step toward a healthy recovery.

We then address the dangerous feelings of self-doubt that creep in, making you question your own abilities. But most importantly, we equip you with a plan for what not to do next. We’ll show you why you should never panic and frantically call your other clients to offer unnecessary discounts just to keep them. We share a powerful mantra: "Don't let panic poison your position." Instead of creating unneeded commotion, learn how to keep the situation isolated and contain the emotional fallout.

Ultimately, this episode is a guide to getting back to business. Mike and Scott emphasize the importance of managing your own emotions, avoiding stressing out everyone around you, and immediately focusing back on your pipeline. The key to recovering from a major loss isn't dwelling on the past, but channeling that energy into the future and getting back to the business of winning.

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Ever find yourself dreaming big about your sales goals, but those dreams feel more like a fantasy than a plan? This week on "The Selling Podcast," Mike and Scott tackle a crucial distinction that separates successful sales pros from those perpetually chasing rainbows: the difference between a pipeline and a pipedream.

We dive into what makes a pipedream – those exciting, often unrealistic aspirations that live only in your head. While creativity and big thinking are great, a pipedream, by definition, isn't written down, isn't grounded in reality, and often leads to disappointment rather than achievement.

Then, we introduce the power of the pipeline – your tangible, realistic, and written blueprint for the future of your business. Mike and Scott break down why your pipeline isn't just a list of opportunities; it's a living document that controls the future of your business. They emphasize that if you dread certain aspects of your work, you have the power to curate your pipeline to avoid those very things, ensuring you're building a future you're excited about.

Discover how a truly solid, well-defined pipeline directly translates into increased confidence and greater fluidity in your sales process. When your goals are clearly articulated and genuinely achievable, you'll approach every interaction with more conviction and adaptability.

Tune in as Mike and Scott share their signature blend of hard-hitting sales wisdom and engaging banter, helping you ditch the pipedreams and start building a robust, realistic, and profitable pipeline that empowers you to control your destiny in sales.

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Ever feel like there aren't enough hours in the day to truly build the business of your dreams? This week on "The Selling Podcast," Mike and Scott are joined by an incredible trio: Aaron Skinner, Alex Skinner, and PJ Howland, the brilliant minds behind UnsexyBusinessmen.com!

This episode is a goldmine for aspiring and current entrepreneurs who are tired of the hustle culture narrative and want practical strategies to regain control of their time. The UnsexyBusinessmen founders reveal their unique philosophy on utilizing the correct resources to effectively give you the time to create, build, and run your own business.

They dive into:

• Identifying and leveraging overlooked resources that free up your most valuable asset: time.
• How to streamline operations to focus on growth, not just daily tasks.
• The critical balance between working in your business and working on your business.
• Real-world insights from their own experiences in building and managing ventures, including the story of Aaron's successful janitorial business exit that proves "unsexy" can be incredibly profitable.

If you're looking for honest, actionable advice on how to stop trading hours for dollars and start building a truly sustainable and thriving enterprise, Aaron, Alex, and PJ bring the goods. Mike and Scott ensure the conversation is packed with their signature humor and sharp questions, making complex business principles accessible and engaging.

Tune in to discover how to strategically reclaim your time and put it to work building the business you've always envisioned.

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Ready to ditch the dream and actually start that business you've been thinking about? This week on "The Selling Podcast," Mike and Scott are joined by the incredibly generous Aaron Skinner, the mastermind behind unsexybusinessmen.com! If you've ever felt overwhelmed by the first steps of entrepreneurship, this episode is your personal blueprint.

Aaron doesn't just talk about starting a business; he gives away the essential information for free! He pulls back the curtain on how to get started and drive your venture to success, sharing the exact knowledge and practical steps you need to take action today. Forget expensive courses or confusing jargon – Aaron’s philosophy, mirrored on his unsexybusinessmen.com website, is all about providing clear, actionable guidance to get you going.

He shares the real-world story of how he built and successfully sold his own janitorial business, proving that you don't need a "sexy" idea to achieve monumental success and a profitable exit. Aaron's journey highlights the power of fundamental business principles, grit, and smart execution.

Tune in for an unfiltered conversation packed with insights on:

• The absolute essentials for new entrepreneurs.
• Why free, actionable information is often the best way to kickstart your business.
• The unvarnished truths of building a service-based business from the ground up.
• Lessons learned from selling a successful venture.

Mike and Scott bring their signature blend of humor and hard-hitting sales wisdom as they dive into the nitty-gritty of entrepreneurship with Aaron Skinner. If you're ready to stop dreaming and start doing, this episode is your first (and best!) step.

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Ever dreamt of starting your own business, but feel overwhelmed by where to begin? Or maybe you're already in the trenches, navigating the inevitable growing pains? This week on "The Selling Podcast," Mike and Scott cut through the noise and get real with Aaron Skinner, the mastermind behind unsexybusinessmen.com!

Aaron isn't just talking theory; he's lived it. He shares the raw, unfiltered journey of how he built a seemingly "unsexy" janitorial business from the ground up, driving it to remarkable success and eventually a profitable exit. Forget the glamorous startup stories for a moment – Aaron brings practical, actionable insights from the world where grit meets strategy.

In this episode, Aaron walks us through everything needed to start and successfully run a business, drawing directly from his own triumphs and challenges. He'll share:

• The initial steps to take when launching a new venture.
• Common growing pains to anticipate and overcome.
• Strategies for driving consistent success in any industry.
• The ultimate rewards of building something from scratch, including what it takes to achieve a successful exit.

If you're looking for honest, no-nonsense advice on entrepreneurship, sales, and scaling a business – even one that might not seem "sexy" on the surface – this episode is your blueprint. Join Mike and Scott for their signature blend of sharp insights and engaging banter as they extract the wisdom of a true business builder.

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In this essential episode of "The Selling Podcast," your hosts Mike and Scott tackle a critical yet often mishandled aspect of sales: the framework of effective follow-up. We've all been there – a great initial conversation, but then the follow-up falls flat, or worse, pushes the prospect away. This week, we break down how to master your follow-up strategy to keep deals alive and ultimately, close more sales.

We dive into three common pitfalls and how to avoid them, ensuring your follow-up is always impactful and professional:

1. Don't Act Overly Grateful or Apologetic: We discuss why expressing excessive gratitude or apologies in your follow-up can inadvertently undermine your position and value. Mike and Scott explain how to convey appreciation and professionalism without appearing desperate or weak, maintaining a strong, confident posture that reflects your expertise.
2. Don't Go Into Sales Mode Too Fast: The biggest mistake? Immediately launching into another pitch. We emphasize the importance of pacing your follow-up. Learn how to nurture the relationship, provide value, and build continued rapport before pushing for the next step or reiterating your offering. This approach keeps the conversation relational and prevents you from becoming just another sales rep.
3. Keep It Relational: At its core, effective follow-up is about building and maintaining a genuine connection. Mike and Scott share tactics for keeping your communication human, relevant, and focused on the prospect's needs and context, rather than just your agenda. Discover how to provide helpful insights, share relevant content, or simply check in thoughtfully to demonstrate ongoing value and interest.

This episode provides a clear, actionable framework for sales professionals to refine their follow-up techniques, ensuring every touchpoint builds momentum, reinforces value, and moves the sales process forward with grace and effectiveness.

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Get ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results.

Damien shares one of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He emphasizes that true success comes from focusing relentlessly on the specific activities that directly drive revenue, cutting through the noise of busywork to prioritize what truly moves the needle.

But it's not just for managers. Damien passionately argues that sales reps can and should take an active role in team leadership, regardless of their title. He outlines the essential qualities of an effective leader in a sales context: the profound ability to listen intently, to observe behaviors and patterns that others miss, and to cultivate humility as a foundational strength. Damien reveals how a great leader possesses a clear vision – not just of where the team is, but where each individual and the group as a whole can get to.

Tune in for a powerful conversation packed with actionable leadership tactics, strategic insights, and the signature engaging banter from Mike and Scott. Discover how Damien Cooke's principles can help you lead yourself, your team, and your sales career to unprecedented heights.

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In this crucial episode of "The Selling Podcast," Mike and Scott sit down with Eddie Dix and Brandon Hoover, the visionary co-founders of RepPrep.ai. For anyone in medical sales, or frankly, any sales professional serious about meticulous preparation, this conversation is a game-changer!

We've often stressed the absolute necessity of doing your homework before a sales call – understanding your prospects, their needs, and the market. Eddie and Brandon reveal how RepPrep.io is revolutionizing this process, providing medical sales reps with the cutting-edge information and insights they need to walk into any conversation fully equipped and confident.

They discuss the common pitfalls of inadequate preparation and how their platform empowers reps to:

• Quickly access critical medical industry data and insights.
• Understand physician and facility needs before the meeting.
• Identify key talking points and potential objections.
• Tailor their sales pitches with precision and relevance.

Discover how RepPrep.io helps sales professionals move beyond generic pitches to truly personalize their message to a client's specific issues, just as we've advocated in previous episodes. Eddie and Brandon explain how their solution helps reps cut through the selling noise by focusing on specifics, ensuring that every interaction is impactful and value-driven. This conversation underscores how vital specialized preparation is for dominating the competition and ultimately closing more deals in the complex medical sales landscape.

Tune in to learn how RepPrep.ai embodies the spirit of doing the proper work, enabling sales teams to be more efficient, effective, and consistently prepared for success.

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Get ready for an electrifying episode of "The Selling Podcast" as your hosts, Mike and Scott, sit down with an absolute sales legend: Aaron Lewis! In a candid and incredibly insightful conversation, Aaron pulls back the curtain on his remarkable career journey, from being a 6-time Presidents Club winner at Salesforce to embarking on an exciting new role at a rapidly growing young company.

Aaron dives deep into the strategic thinking behind his significant career transition, openly discussing why he made the move and how he navigated the complexities of shifting to a new environment. This isn't just a story about changing jobs; it's a masterclass in strategic career management for any sales professional looking to advance.

Beyond his personal journey, Aaron reveals the core transferable skills that make a top seller successful, regardless of the product, industry, or company size. He shares invaluable tips, proven strategies, and the mindset secrets that propelled him to consistent elite performance at Salesforce and are now guiding his success in a dynamic new venture. If you've ever wondered what truly sets the best apart, Aaron's insights on high performance, adaptability, and maintaining an elite sales mindset are unmissable.

Tune in for a powerful blend of hard-hitting sales wisdom and the signature engaging banter from Mike and Scott, as they extract actionable advice from a true industry titan. This episode is packed with the practical knowledge you need to elevate your own sales game, understand strategic career moves, and discover what it truly takes to be a top seller.

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In this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale:

1. The Price/Cost Objection: "It's too expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about perceived value. They'll teach you how to reframe the conversation, instantly increasing trust by acknowledging their concern. Then, pivot to demonstrating return on investment (ROI) and how your solution truly saves time/money, moving the discussion to a compelling ROI-focused breakdown.
2. The Need Objection: "We're doing fine without it." This objection often stems from a lack of awareness of untapped potential. Mike and Scott show you how to respond with respect and curiosity, avoiding defensiveness. The key is to acknowledge their current success while gently introducing the idea of optimization and improvement, effectively transitioning you into consultative selling.
3. The Trust/Timing Objection: "I need to think about it." This classic objection often masks underlying concerns or a lack of clarity. Mike and Scott reveal how to respond with empathy and a strategic question to uncover the real blocker. Learn how to show understanding and then directly address their core hesitation, helping to uncover the true objection and keeping the conversation moving forward decisively, preventing stalls.

This episode isn't just about scripting responses; it's about developing the mental fortitude to handle objections with confidence and clarity, ensuring you can navigate any sales conversation effectively and turn every objection into an opportunity for a deeper connection and a closer deal.

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Unleashing Sales Potential: The Behavioral Edge with Mike Crotta & Geoff Miller (Part 2)

In this powerful follow-up episode of "The Selling Podcast," we once again welcome insights from former professional baseball player Mike Crotta and Geoff Miller, author of "Intangibles," as we delve deeper into the psychological and behavioral aspects of sales success. Building upon our previous discussion on mental toughness, we explore how understanding and leveraging behavioral assessments can unlock untapped potential and drive winning performance in sales teams.

Mike and Geoff share their expertise on how to identify and match potential hires and existing team members to roles where their natural behavioral tendencies will thrive. They discuss the importance of recognizing individual strengths and tailoring coaching and development strategies accordingly. This moves beyond simply looking at past performance and focuses on inherent traits that predict future success in specific sales functions.

We then shift our focus to the crucial distinction between playing to win versus playing for fun. Drawing parallels from the competitive world of professional sports, Mike and Geoff emphasize the importance of a results-oriented mindset in sales. While enjoyment is valuable, the ultimate goal is to achieve and exceed targets. We explore how to cultivate a winning mentality within sales teams and align individual efforts with overarching business objectives.

The conversation then turns to the challenges of overthinking and getting "stuck in your head." Mike and Geoff highlight that when facing pressure or complex situations, it's essential to take a step back and focus on the long-term perspective. By visualizing the ultimate goals and understanding that short-term anxieties are often transient, sales professionals can regain clarity and make more strategic decisions.

A key element for effective team management and individual performance is the explicit expression of expectations. Mike and Geoff underscore the importance of clearly articulating what is required of each team member, leaving no room for ambiguity. Once expectations are clearly understood, holding individuals accountable for their performance becomes a fair and necessary step in driving results and fostering a culture of responsibility.

Finally, we address the common pitfall of overanalyzing the "right" way to do things. Mike and Geoff explain that excessive focus on theoretical perfection can often paralyze individuals and hinder their ability to execute the fundamental aspects of their roles effectively. The key lies in understanding the core principles of sales and then allowing individual strengths and styles to flourish within that framework.

Throughout the episode, Mike and Geoff emphasize the importance of maintaining a balanced drive – a focused determination to succeed without succumbing to burnout or neglecting other crucial aspects of professional and personal well-being. This episode provides actionable strategies for sales leaders and individual contributors alike to leverage behavioral insights, cultivate a winning mindset, and optimize performance for long-term success.

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In this powerful episode of "The Selling Podcast," Mike and Scott dive deep into the critical role of mental toughness in achieving sales success. We're thrilled to welcome two exceptional guests: Mike Crotta, a former professional baseball player with the Pittsburgh Pirates, and Geoff Miller, the acclaimed author of "Intangibles," a book that breaks down the mental game in baseball and beyond. Together, we draw direct parallels between the mental fortitude required in professional sports and the resilience needed to thrive in the demanding world of sales.

Mike shares his firsthand experiences navigating the pressures of professional baseball, highlighting the mental strategies he employed to stay focused, overcome setbacks, and maintain a winning mindset. Geoff, drawing from his expertise in the "intangibles" of athletic performance, unpacks key mental skills such as focus, composure, and the ability to bounce back from adversity.

We then bridge these insights directly to the sales arena, exploring how sales professionals can cultivate similar mental toughness to:

1. Handle Rejection: Learn techniques to view rejection as a learning opportunity rather than a personal failure, building resilience and preventing discouragement.
2. Maintain Focus: Discover strategies to stay present and laser-focused on the task at hand, especially amidst distractions and long sales cycles.
3. Manage Pressure: Understand how to perform effectively under pressure, whether it's facing a tight deadline or a high-stakes negotiation.
4. Build Confidence: Explore methods for cultivating unwavering self-belief and maintaining a positive attitude, even during challenging periods.
5. Stay Persistent: Learn how to develop the mental stamina to consistently follow up and persevere in the face of obstacles.

Mike and Geoff provide actionable strategies and real-world examples, drawing from their experiences in high-pressure environments, to equip sales professionals with the mental tools needed to stay in the game, overcome challenges, and ultimately achieve peak performance. This episode is a masterclass in developing the mental edge that separates good salespeople from the truly great.

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In this energizing episode of "The Selling Podcast," Mike and Scott delve into the often-underestimated superpower of passion in the world of sales. We explore how genuine enthusiasm for what you sell can be a game-changer, influencing trust, resilience, and ultimately, your success. We break down four key ways passion fuels sales excellence:

1. Passion Instantly Increases Trust: We discuss how genuine excitement about your product or service is contagious and immediately builds rapport and trust with prospects. When your belief shines through, it reassures potential customers that you are not just trying to make a sale, but that you truly believe in what you offer. This authenticity is a powerful trust-builder.
2. Your Persistence and Resilience Go Up Proportionally to Your Passion: We explore how passion acts as an internal engine, driving your persistence in the face of rejection and fueling your resilience when deals don't go your way. When you genuinely care about what you're selling, setbacks become less discouraging and more like opportunities to learn and improve. Your passion becomes your unwavering motivation.
3. Passion Fuels Continual Improvement: We highlight how a deep passion for your product or industry naturally leads to a desire for continuous learning and improvement. You're more likely to stay informed, seek out new knowledge, and refine your sales techniques when you are genuinely invested in what you do. This proactive approach keeps you ahead of the curve and enhances your effectiveness.
4. People Like Speaking with People Who Are Passionate About a Specific Topic: We emphasize the simple human truth that enthusiasm is engaging. Prospects are more likely to be receptive and even excited when speaking with someone who genuinely loves what they do. Your passion becomes a point of connection and makes the entire sales interaction more positive and memorable.

The key takeaway is that while passion is powerful, it needs to be focused and coupled with perspective. Understanding your audience and tailoring your enthusiasm to their needs is crucial. This episode provides insights on how to cultivate and effectively channel your passion to become a more influential and successful sales professional.

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In this insightful episode of The Selling Podcast, Mike and Scott dive into a powerful topic: how to be both kind and assertive in the sales process. It’s a delicate balance; being customer-centric while still driving toward a timely close. And this episode is packed with practical strategies to help you master it!

We break down five proven techniques to help you close with confidence and compassion:

1. Friendly Framing
Start strong by establishing a warm, authentic connection. When you approach the conversation with trust and goodwill, your prospect is more open to hearing about timelines or next steps. It’s about earning the right to create urgency by showing you care first.

2. Permission to Close
Rather than pushing, ask. By checking in on your prospect’s readiness and getting their buy-in to move forward, you make closing feel collaborative and not pressured. It keeps the momentum going while honoring their autonomy.

3. Gentle Deadlines
Deadlines don’t have to be harsh. We talk about how to communicate time-sensitive opportunities in a helpful, transparent way—whether it’s limited availability or a promotion—so the prospect understands why action matters now, without feeling pushed.

4. You Deserve This Close
Frame the decision around them. Help the prospect see how saying yes now benefits their goals, outcomes, and success. When you position the close as something they’ve earned and deserve, it shifts the conversation from selling to serving.

5. The Friendly Walkaway
Sometimes the most powerful move is knowing when to pause. The “friendly walkaway” gives the prospect space while gently highlighting what they might miss by waiting. It’s a respectful nudge that shows you understand their timing, but don’t want them to lose out.

This episode is all about closing with integrity and demonstrating that it’s absolutely possible to drive results without compromising relationships. If you're looking to become more effective and empathetic in your sales approach, this one's for you.

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Let’s face it, every sales rep, no matter how experienced, falls into bad habits from time to time. In this critical episode, Mike and Scott unpack three of the most common and most damaging mistakes that quietly derail opportunities and slow down your sales success.

These aren’t just theoretical. These are the real-world errors we hear about in coaching calls, ride-alongs, and deal reviews every single week.

Here’s what we cover and why it matters:

Mistake #1: Talking Too Much, Listening Too Little
It’s easy to fall into pitch mode, especially when you’re passionate about your product. But too many reps fill the air with features, facts, and company background, without ever truly listening to the prospect.
We explore the power of active listening and how asking the right questions can unlock your customer’s real needs, priorities, and buying triggers. You’ll learn how to stop guessing and start discovering—so your pitch becomes relevant, timely, and on target.

Mistake #2: Leading with Features Instead of Value
Your product might be incredible, but unless the customer sees how it makes their life easier, better, or more profitable, they won’t buy.
In this section, we talk about how to shift your mindset from “here’s what it does” to “here’s why it matters.” We’ll show you how to translate technical specs into business value, emotional resonance, and ROI—because that’s what actually moves the needle in a buying decision.

Mistake #3: Failing to Follow Up
You’d be surprised how many great conversations go nowhere simply because the rep didn’t follow through. Whether it’s slow responses, unclear next steps, radio silence, or a lack of follow-up sends the wrong message.
We’ll cover simple, effective follow-up strategies that keep deals warm, demonstrate professionalism, and help you stay top of mind, without being annoying.

Why You Need This Episode
If you’ve ever wondered why a great opportunity went cold—or why your deal didn’t close when it should have—there’s a good chance one of these mistakes was in play. The good news? All three are fixable, and this episode gives you the tools to turn them around immediately.

• Real stories
• Actionable advice
• No fluff. Just proven tips to help you close smarter and sell more.

Tune in now on Apple Podcasts, Spotify, or wherever you get your podcasts!
And don’t forget to leave us a review, share with a teammate, or even provide feedback. We want to hear from you!

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In this thought-provoking episode of "The Selling Podcast," Mike and Scott challenge the conventional wisdom that consistency is always key in sales. We argue that while predictability can be beneficial, blind adherence to routine can stifle growth and lead to stagnation, especially if that consistency is "consistently good" but not great, or worse, consistently underperforming. We dissect five critical reasons why sales professionals need to break free from rigid consistency to achieve peak performance:

1. Double Down on What Works (For Individuals): We explore the idea that while a universal process is helpful, top performers often have unique strengths and approaches that yield exceptional results for them. The key isn't uniform consistency, but identifying and amplifying what works best for each individual on the team. This might mean allowing a rep's unique style to flourish, even if it deviates from the standard playbook.
2. Don't Be Over-Scripted: Embrace Experimentation and Evolution: We argue against the dangers of being overly reliant on rigid scripts. While frameworks are important, true sales mastery lies in the ability to adapt, experiment with new approaches, and evolve your techniques based on real-world interactions. Too much consistency breeds predictability and hinders the discovery of more effective strategies.
3. You Need a Coach: We emphasize the crucial role of a sales coach in identifying areas for improvement and pushing reps beyond their comfort zones. A good coach can spot patterns of ineffective consistency and guide individuals towards new, more successful behaviors. Consistency without feedback and guidance can reinforce bad habits.
4. You Can't Ignore the Data: Look Beyond What You Want to See: We stress the importance of data-driven decision-making. Blindly sticking to a consistent approach, even if it feels comfortable, can be detrimental if the numbers don't support it. We discuss the need to objectively analyze sales metrics, identify what's truly working (and what isn't), and adjust strategies accordingly, even if it means abandoning a previously consistent method.
5. Mandatory Adaptation: Continuous Improvement Trumps Stagnant Consistency: The sales landscape is constantly changing. Customer needs evolve, new technologies emerge, and the competition adapts. We argue that a commitment to continuous improvement and adaptation is far more critical than simply being consistently "okay." Sales professionals must be agile and willing to change their approach to stay relevant and successful.

This episode challenges sales professionals to critically examine their routines and embrace a mindset of continuous improvement and strategic adaptation over rigid consistency.

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In this forward-thinking episode of "The Selling Podcast," Mike and Scott explore the transformative power of Artificial Intelligence (AI) in revolutionizing sales strategies. They tackle the burning questions sales professionals have about integrating AI into their workflows, moving beyond the hype and into practical application. They delve into three crucial aspects of maximizing AI's potential in sales:

1. Where Do I Start Using AI? We break down the initial steps for incorporating AI into your sales process. From identifying pain points to selecting the right AI tools, we provide actionable guidance for those new to AI in sales. We discuss practical applications of AI, such as lead generation, customer segmentation, and personalized outreach. We look at different AI tools that can be used in the sales process.
2. What Do My Prompts Need to Be and How to Expertly Use Them? We demystify the art of crafting effective AI prompts. We emphasize the importance of using natural language and providing clear, concise instructions to get the desired results. We look at the art of creating effective prompts that will drive the AI to provide the best results. We give examples of prompts that will help sales professionals.
3. If You Have a Good Conversation with AI, Just Continue It: We explore the concept of ongoing AI interactions. We highlight the value of building rapport with AI tools and continuing the dialogue to refine outputs and achieve optimal results. We discuss how to use AI as a collaborative partner, rather than just a tool. We look at how to use AI to generate ideas, and to help in the sales process.

This episode provides a practical guide for sales professionals looking to leverage AI to enhance their productivity, personalize their outreach, and ultimately, close more deals. We provide real world examples of how to use AI.

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In this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance:

1. Controlling the Conversation: This isn't about being pushy or aggressive; it's about guiding the narrative. We explore techniques for asking strategic questions, framing discussions, and leading prospects to the realization that your solution is the superior choice. We discuss how to effectively steer conversations away from price-centric comparisons and towards value-driven discussions. We look at specific techniques to keep control of the sales process.
2. Turning Competitors' Strengths into Weaknesses: We reveal how to analyze your competition's perceived strengths and reframe them as potential weaknesses. This involves understanding the nuances of your product or service and highlighting how your unique selling proposition addresses the limitations of your competitors. We analyze how to strategically position your product to highlight the benefits of your product and how it is better than the competition.
3. Dominating the Relationship Game: In today's sales landscape, relationships are paramount. We discuss how to build genuine connections, foster trust, and create lasting partnerships. We analyze how to build strong relationships. We discuss how to go beyond transactional interactions and cultivate long-term loyalty. We also look at how to maintain and grow those relationships.

This episode provides actionable insights and real-world examples to help sales professionals elevate their game and consistently outperform their competitors. We also discuss how to stay ahead of the competition.

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This podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential.

PJ also shares his personal story of being let go from a job and how this event became his "personal liberation day," ultimately leading him to unlock his full potential and achieve greater success. He emphasizes that setbacks can often be catalysts for growth and self-discovery.

PJ discusses key considerations for determining if SEO is the right strategy for your business:

1. Search Volume: Are people actively searching for the products or services you offer?
2. Keyword Research: What are the specific keywords your target audience is using?
3. Revenue Potential: Does your business have the capacity to handle increased sales volume generated by SEO?

For more information and insights from PJ Howland, visit his website at pjhowland.com.

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Stop losing sales within the first 3 seconds.

This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount.

The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from "selling" to "understanding." The podcast emphasizes the importance of asking targeted questions that are tailored to the individual and their specific situation. These questions should build upon each other, guiding the conversation towards the decision-maker and uncovering valuable insights about the prospect's needs.

The podcast warns against generic, company-focused questions that can alienate the prospect. Instead, it encourages sales professionals to ask creative, engaging questions that demonstrate genuine interest in the individual. The goal is to create a connection and build rapport, establishing a foundation for a productive conversation.

Here are some starter questions focused on the individual:

• "What's been the most rewarding part of your role lately?"
• "What are some of the biggest challenges you're currently facing in your day-to-day work?"
• "What are you most passionate about in your field?"
• "How do you typically approach [relevant industry challenge]?"
• "What's one thing you'd like to accomplish in the next quarter?"
• "What does a successful day look like for you?"
• "How has your experience been with [relevant industry topic]?"
• "What is one thing you are working on to improve?"

The podcast concludes by emphasizing that by prioritizing genuine connection and asking thoughtful questions, sales professionals can captivate prospects from the very beginning and avoid losing the sale within the first few seconds.

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This podcast episode tackles the common productivity killer: procrastination. It acknowledges that sales professionals often find themselves trapped in a cycle of delaying important tasks, ultimately hindering their success. The episode provides actionable steps to recognize and break free from this loop.

The core message emphasizes the importance of intentional action and accountability. The podcast outlines three key strategies for overcoming procrastination and maximizing productivity:

1. Prioritize Revenue-Generating Activities: The first step involves clearly identifying and prioritizing tasks that directly contribute to revenue generation. This means focusing on activities like prospecting, client meetings, and closing deals. By focusing on these high-impact activities, you can ensure that your time is spent effectively. This step helps to cut through the clutter of less important tasks that often lead to procrastination.
2. Find Your Power Hour: The podcast encourages listeners to identify their "power hour," the time of day when they are most focused and productive. By scheduling their most important tasks during this time, they can maximize their efficiency and minimize distractions. This allows for focused effort, and breaks up the feeling of the "to-do" list being too large to tackle.
3. Find an Accountability Partner: The podcast emphasizes the crucial role of an accountability partner in breaking the procrastination cycle. By having someone to report to, sales professionals are more likely to stay on track and meet their goals. The accountability partner provides external motivation and support, helping to overcome the internal resistance that often leads to procrastination. The podcast states that if you want the reward, you need to be held accountable.

The episode reinforces that procrastination is a habit that can be broken with intentional effort and strategic planning. By prioritizing revenue-generating activities, maximizing productivity during power hours, and leveraging the support of an accountability partner, sales professionals can break free from the procrastination loop and achieve their sales goals.

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This podcast episode focuses on the often-overlooked aspect of sales performance: mental and physical well-being. It argues that sales professionals frequently become their own biggest obstacles, hindered by stress, burnout, and negative thought patterns. The episode provides practical strategies for overcoming these self-imposed limitations.

The core message centers on the importance of intentional breaks and mental resets. When feeling overwhelmed or stuck, the podcast recommends a multi-pronged approach:

• Take a Timeout: Acknowledge when you need a break. Step away from your work environment, even for a few minutes. Disconnecting from the immediate pressure allows for a shift in perspective.
• Recentering: Find a quiet space to recenter your thoughts. This can involve mindfulness techniques, deep breathing exercises, or simply focusing on the present moment. The goal is to regain clarity and focus.
• Oxygenate Your Body: Physical well-being is intrinsically linked to mental clarity. Take a brisk walk, do some light stretching, or engage in any activity that increases blood flow and oxygenates your body. This physical activity can help release tension and improve cognitive function.
• Mentally Refresh: Engage in activities that revitalize your mind. This could include listening to uplifting music, reading an inspirational quote, or visualizing a successful outcome. The goal is to shift your mindset from negativity to positivity.

The podcast emphasizes that these techniques are not a luxury, but a necessity for sustained sales success. By prioritizing mental and physical well-being, sales professionals can overcome self-imposed limitations, improve their performance, and achieve greater job satisfaction.

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This episode is all about something every sales rep deals with: objections. Instead of seeing them as roadblocks, the episode encourages us to view objections as chances to better understand our prospects and build stronger relationships.

It focuses on five common objections — price, need, trust, competition, and timing — and walks through a clear, step-by-step approach for handling them effectively.

The main takeaway? Don’t just react — prepare. Successful reps don’t wing it when objections come up. They follow a plan, and they stick to the process.

Here are the four key steps:

1. Listen First (Really Listen):
   Let the prospect talk. Don’t interrupt or jump in with a solution too soon. Try to understand what’s really behind the objection — what they’re feeling, what they’re worried about. When someone feels heard, they’re more open to hearing you out.
2. Acknowledge and Show Empathy:
   Let them know you understand where they’re coming from. Even if you don’t fully agree, recognize that their concern is real to them. Simple responses like “I get why you’d feel that way” go a long way in building trust.
3. Ask Thoughtful Questions:
   Now’s the time to dig a little deeper. Ask open-ended questions to uncover the real reasons behind the objection. This helps you avoid assumptions and gives you the clarity you need to respond in a meaningful way.
4. Present Your Value:
   Once you know what matters most to the prospect, show how your product or service solves that specific problem. Don’t just list features — connect the dots. If they’re concerned about cost, explain the return on investment or long-term savings.

The episode makes it clear: You can’t skip steps. Rushing through this process or jumping to the pitch too soon usually backfires. Great salespeople are ready ahead of time. They expect objections, and they know how to respond without sounding scripted or defensive.

Bottom line: Objections aren’t the end of the conversation; they’re often the beginning of real progress. With the right mindset and preparation, objections can become your best opportunities to win trust and close the deal.

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In this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It’s not just an email tool—it’s a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game.

We’ll break down three game-changing Outlook strategies:

• Effortless Email Templates – Stop rewriting the same messages over and over! We’ll show you how to create and save templates for common sales emails—whether it’s cold outreach, follow-ups, or thank-you notes—so you can respond faster and stay consistent.
• Scheduling Like a Pro – Say goodbye to endless back-and-forth emails. Learn how Outlook’s scheduling tools, calendar sharing, and smart reminders can help you book meetings with ease and keep your sales pipeline moving.
• Smart Automation – Timing is everything in sales. Discover how to schedule emails for the perfect moment, use inbox rules to cut through the clutter, and automate repetitive tasks to free up more time for selling.

By mastering these Outlook features, you can streamline your workflow, strengthen your communication, and ultimately drive more sales. Tune in and learn how to turn Outlook into your personal sales accelerator!

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In today’s crowded sales landscape, standing out is tougher than ever. Generic pitches? They’re dead on arrival. If you want to break through the noise and truly connect with prospects, you need a smarter approach—one that’s hyper-personalized, highly specific, and strategically multi-channel.

In this episode, we unpack the key strategies for sales success in 2025:

• Personalization That Matters – It’s not just about using someone’s name in an email. We’ll explore how deep discovery and insightful questioning can help you uncover real pain points and craft solutions that resonate.
• Multi-Channel Mastery – Relying on a single communication channel is a missed opportunity. Learn how to combine email, social media, direct mail, and other touchpoints to stay visible and engage prospects where they are.
• Adapting to Stay Ahead – Sales is always evolving, and those who keep learning win. We’ll discuss how staying on top of new trends, technologies, and best practices can give you a competitive edge.

If you're ready to cut through the noise and make a real impact in sales, this episode is for you. Tune in and start selling smarter!

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This episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life.

The episode introduces the "BEAM" framework for effective networking:

• Build:
  • Focus on Quality over Quantity: Prioritize building genuine relationships with individuals who share your interests and values.
  • Ask Powerful Questions: Go beyond superficial conversation and ask insightful questions to deepen connections and understand others' perspectives.
  • Embrace Awkwardness: Recognize that networking can sometimes feel awkward, but embrace these moments as opportunities for growth.
• Expand:
  • Share Your Network: Introduce valuable connections within your network to each other, fostering collaboration and mutual support.
  • Seek Introductions: Leverage your existing network to gain introductions to new individuals and expand your reach.
  • Attend Industry Events: Participate in conferences, workshops, and other events to meet new people and expand your professional horizons.
• Maintain:
  • Stay Connected: Regularly engage with your network through social media, email, or phone calls.
  • Reciprocity: Be a valuable asset to your network by offering support, sharing information, and making introductions.
  • Friends for Life: Don't Reintroduce yourself if you haven't connected with someone in a while. Once they are in your network, you are friends for life.

By consistently building, expanding, and maintaining your network, you can create a powerful support system that will benefit you throughout your career and personal life.

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In this episode, we tackle a challenge every sales professional faces at some point—losing leads. It’s frustrating when promising prospects slip through the cracks, but the good news is that there’s a practical way to reconnect and turn things around.

We start by addressing the emotional side of it. Losing a lead can feel discouraging, even embarrassing. It’s easy to beat yourself up over what went wrong. But here’s the thing: mistakes happen to everyone. What really matters is how you respond. The episode dives into how to shift from feeling stuck to taking action, learning from the experience, and putting strategies in place to avoid similar pitfalls in the future.

One key takeaway is the power of honest, transparent communication. If there’s been a gap in follow-up, own it. A sincere apology can go a long way in rebuilding trust. Prospects appreciate authenticity, and acknowledging the slip shows you’re serious about making things right.

Consistency is another major focus. Once you’ve reconnected with a lead, don’t let the momentum fade. Regular, meaningful follow-ups show that you’re committed—not just to closing a deal, but to building a real relationship.

The episode also encourages you to lean into challenges. Give prospects space to voice concerns or hesitations. This isn’t a bad thing—it’s actually an opportunity to show how well you handle objections and prove your value.

Finally, we talk about the importance of setting clear deadlines and following through. Reliability builds trust, and when you consistently deliver on your promises, it speaks volumes about your professionalism.

By applying these strategies, you’ll not only recover lost leads but strengthen your sales process overall—rebuilding trust, deepening relationships, and increasing your chances of closing deals.

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This podcast episode explores the power of hyper-personalization in modern sales. It emphasizes that truly effective sales strategies go beyond generic pitches and focus on deeply understanding individual customer needs.

The podcast highlights the importance of asking insightful discovery questions to uncover unique pain points and identify specific opportunities. It emphasizes that hyper-personalized solutions can only be developed through a thorough understanding of the customer's unique challenges and goals.

Recognizing that true hyper-personalization requires significant time and effort, the podcast explores the role of AI in streamlining the process. AI-powered tools can analyze data, identify patterns, and generate insights that help sales professionals understand their customers more deeply. This allows sales teams to focus on high-value interactions while AI handles the heavy lifting.

The podcast also discusses the importance of leveraging SEO to attract niche audiences and drive targeted traffic to your website. By optimizing your website content for specific keywords and search terms, you can attract potential customers who are actively seeking solutions to their specific challenges.

In conclusion, this podcast emphasizes that hyper-personalization is not just a trend; it's the future of sales. By embracing data-driven insights, leveraging AI, and focusing on deep customer understanding, sales professionals can build stronger relationships, close more deals, and achieve greater success.

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This podcast episode challenges the notion of sales as an artistic endeavor where every interaction is a unique masterpiece. Instead, it emphasizes the importance of a structured sales process for consistent success.

The podcast argues that viewing sales as an art form can lead to inconsistency and unpredictability. Without a defined process, sales interactions can become haphazard and lack a clear direction. This can result in missed opportunities and decreased efficiency.

In contrast, a well-defined sales process provides a framework for consistent success. It outlines a clear path, from initial contact to closing the deal, ensuring that key steps are not overlooked. This allows sales professionals to adapt and adjust while maintaining a consistent approach.

The podcast draws a parallel between sales and manufacturing. Just as Henry Ford revolutionized manufacturing with his assembly line process, sales professionals can benefit from a structured approach that maximizes efficiency and predictability.

While acknowledging the importance of creativity and adaptability, the podcast emphasizes that a strong foundation of process is essential. This allows sales professionals to focus on building relationships, understanding client needs, and delivering value, while maintaining a consistent and effective approach.

Ultimately, the podcast encourages listeners to embrace a process-driven approach to sales, recognizing that while artistry and creativity have their place, consistent execution is key to achieving long-term success.

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Nick Cannon shares how to create loyalty with customers. One of the keys to customer loyalty is communication. Too many times we think that loyalty comes when there is a gift, contribution or some remarkable event. The key to customer loyalty is simple... communicate consistently.

Authenticity ensure that you are being yourself. This includes standing up for yourself and not being afraid to express your needs to the client as well. The key to sales that that it works not only for the client but also for your company as you as an individual. When you are comfortable there is a great ability to have the continuity.

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This podcast episode challenges the traditional notion of making New Year's resolutions in sales. It argues that these resolutions are often vague, unrealistic, and ultimately ineffective.

The podcast outlines three key reasons why sales professionals should AVOID setting traditional New Year's resolutions:

1. Vague and Unrealistic: Many New Year's resolutions are overly broad and lack specific, measurable, achievable, relevant, and time-bound (SMART) goals. This lack of clarity often leads to discouragement and failure.
2. Success Requires Continuous Adaptation: The sales landscape is constantly evolving. Successful sales professionals must continuously adapt their strategies, learn new skills, and refine their approach. Focusing on immediate, incremental changes is more effective than waiting for a new year to make sweeping resolutions.
3. Short-Term Goals are Key: Short-term, achievable goals provide a roadmap for success. They offer a sense of accomplishment and motivation to continue striving for improvement. Long-term goals are important, but they should be supported by a series of smaller, more manageable steps.

The podcast emphasizes that true success in sales comes from a commitment to continuous improvement. Instead of waiting for a new year to make drastic changes, sales professionals should focus on making small, consistent improvements throughout the year. This approach is more sustainable and ultimately more effective in achieving long-term goals.

The podcast concludes by encouraging listeners to ditch the traditional New Year's resolution and embrace a mindset of continuous improvement. By setting realistic goals, focusing on small wins, and adapting to the changing needs of the market, sales professionals can achieve lasting success and build a fulfilling career.

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Mike and Scott wish you all a Merry Christmas!

Naughty and Nice List of Sales

Naughty List

1. Pushy
2. No Service
3. Don't Understand Me at All (Don't allow me to talk)

Nice List

1. Allow Me to Decide
2. Treat Me Like a Person (Respect and ensure I understand)
3. Meet/Address All My Needs

There are several Christmas buying behaviors that we should look for and how they work in our industries:

• Last minute rush - Too many times we work towards buying on a deadline even though nobody likes buying under pression.
• Social media or Influencer - Find ways to have reviews or testimonials to potential clients. People like knowing other's experience.
• Campaigns or Deals - Buyers like feeling as though they have won. Ensure that you allow space for a buyer to feel that they are winning.

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George S. Patton (1885–1945) was a legendary U.S. Army general known for his bold leadership during World War II. He was tough, passionate, and had a knack for winning battles. Patton grew up in California, went to West Point, and had a lifelong love for military strategy. He became a tank expert before tanks were even widely used in war.

During World War I he helped create the Army’s tank corps and showed courage and creativity on the battlefield. And then during World War II, Patton shined as a commander. He led key victories in North Africa, Sicily, and Europe. His quick action during the Battle of the Bulge, especially rescuing troops in Bastogne, is one of his most famous moments.

General Patton was intense. He inspired his soldiers with fiery speeches and strong discipline, but he also stirred controversy, like when he criticized soldiers dealing with stress. Despite his flaws, he’s remembered as one of America’s greatest generals, known for his fearless style and quotes like, “Lead me, follow me, or get out of my way.”

Patton’s story of courage, determination, and ACTIONS, provide lessons that can still inspire sales representatives today.

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This podcast challenges the common notion that moving into management is the ultimate career goal for sales professionals. While it may seem like an attractive option, it's essential to weigh the pros and cons carefully.

The podcast explores the potential benefits of management, such as reduced stress, increased control, and the opportunity to influence a larger team. However, it also highlights the drawbacks, including the loss of autonomy, the inability to directly impact sales numbers, and the challenge of motivating and managing others.

The podcast emphasizes the importance of understanding your motivations for pursuing a management role. Are you seeking a change of pace, increased responsibility, or a higher level of influence? It's crucial to align your aspirations with the realities of management.

For those who do decide to take the leap into management, the podcast offers valuable advice:

1. Shield Your Team: Be willing to take the heat and protect your team from external pressures.
2. Foster Transparency: Build trust and open communication with your team by being transparent about expectations, challenges, and opportunities.
3. Seek Guidance: Don't be afraid to ask for advice and learn from experienced managers.
4. Balance Determination with Understanding: Be determined to achieve results, but also be empathetic and understanding of the challenges faced by your team and clients.

Ultimately, the decision to move into management should be a thoughtful one. It's important to weigh the pros and cons and consider your personal goals and aspirations. By making an informed decision, sales professionals can make a successful transition into management or continue to excel in their current roles.

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This podcast tackles one of the biggest challenges in sales: managing your time effectively. With so much to juggle, it’s easy to feel overwhelmed, but the truth is, that mastering your time can be a game-changer for your productivity and success. The key? Prioritize what matters, plan your day intentionally, and let technology do the heavy lifting where it can. Here’s how:

1. Prioritize Your Actions

2. Identify What Drives Results: Focus on activities that directly boost your revenue and make your clients happy. These are your bread and butter.

3. Use the Eisenhower Matrix: Break tasks into four categories:
   • Urgent & Important
   • Important but Not Urgent
   • Urgent but Not Important
   • Neither Urgent nor Important
     Then zero in on what truly moves the needle—ditch or delegate the rest.

4. Stay High-Impact: Spend your energy on tasks with the biggest payoff, like closing deals or building strong client relationships.

5. Time Block Like a Pro

6. Plan Your Day: Assign specific time slots for your key activities—prospecting, client calls, admin work. Block these on your calendar like non-negotiable appointments.

7. Use Smart Tools: Apps like Google Calendar or time trackers can help you stay on top of your schedule and prevent overbooking.

8. Eliminate Distractions: Mute notifications, set up in a quiet space, and give yourself the freedom to focus. You’ll be amazed at how much more you get done.

9. Automate Routine Tasks

10. Work Smarter with Tech: Let automation tools handle repetitive tasks like email follow-ups, scheduling, or data entry. This frees you up to focus on selling.

11. Delegate When Possible: If you have a team or resources, hand off tasks that don’t need your personal touch—things like research or admin work.
12. Batch It Together: Group similar tasks (like writing emails or making calls) into one session. You’ll be faster and more efficient when you’re in the zone.

By using these simple strategies, you’ll not only free up more time for what matters most but also lower your stress and get closer to hitting your sales goals. Time is your most valuable resource—this podcast will show you how to make the most of it!

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This episode takes a close look at something every salesperson should have in their toolkit: gap analysis. It's not as complicated as it sounds—it's about finding those hidden opportunities in the accounts you're already working with. By understanding where your clients are now and where they could be, you can uncover ways to help them (and boost your sales in the process).

The secret sauce? Asking better questions. Not just the "check-the-box" kind, but the ones that really get to the heart of your client’s needs. When you take the time to dig deeper, you’ll start to see where their current setup isn’t cutting it and how you can step in with solutions that actually make a difference.

But it doesn’t stop there. The episode also encourages you to think creatively. Sometimes the best opportunities come from looking at things from a fresh angle. Like teaming up with a partner or even incorporating a competitor’s product to complement yours. It’s about adding value in ways your client didn’t even know were possible.

And let’s not forget the power of data. By taking a closer look at sales reports or reviewing client interactions, you can spot trends and patterns that might not be obvious at first glance. Those little nuggets of insight can lead to big wins.

Of course, relationships are key. If you already have a strong connection with a client, that’s a huge advantage( but don’t rush things). The podcast reminds us that it’s worth slowing down to truly understand what the client needs and to explain how your solutions will make their life easier. That extra effort can make all the difference when it comes to closing the deal.

This episode is packed with real, practical advice to help you uncover more opportunities and build stronger client relationships. Give it a listen. You won’t regret it!

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This podcast dives deep into the intricacies of landing complex medical sales, a challenging endeavor that requires a unique blend of strategic thinking, technical expertise, and relationship-building skills. Chris and JJ, seasoned professionals in the field, share their insights and experiences on how to navigate this complex landscape.

The podcast highlights the importance of understanding the intricate dynamics of the sales process. This includes comprehending the decision-making processes, key stakeholders, and regulatory hurdles that can significantly impact the sales cycle.

Chris and JJ discuss the essential role of building strong relationships with key decision-makers, such as physicians, hospital administrators, and procurement officers. They emphasize the importance of trust, credibility, and effective communication in fostering these relationships.

Furthermore, the podcast emphasizes the importance of a long-term perspective. While closing a single deal can be rewarding, building a strong pipeline of opportunities and nurturing long-term relationships is essential for sustainable success.

By sharing their experiences and insights, Chris and JJ provide valuable guidance for sales professionals seeking to excel in the complex world of medical sales.

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In this episode, we dive into a topic that doesn’t get enough airtime: breaking up with clients. Yes, client breakups are a thing—and spoiler alert—they can be just as awkward as a middle school breakup. The key is handling it with the right mix of grace, strategy, and maybe a dash of humor (but only if your client can handle it).

Sometimes, it’s not you or them—it’s life. Business mergers, acquisitions, or sudden left turns in strategy can mean a breakup is inevitable. When that happens, honesty and open communication are your best friends. Think of it as “it’s not you, it’s our strategic pivot” instead of ghosting them. (Pro tip: Ghosting is for bad dates, not business relationships.)

And then there are the toxic client relationships—drama-filled, draining, and completely unproductive. These are the ones where you know it’s over, but you keep hoping things will magically change (spoiler: they won’t). It’s okay to admit when it’s time to cut ties. Sometimes breaking up frees you up to find that dream client who pays on time and actually reads your emails.

The episode also serves up some solid advice on how to break up. Step one: don’t send a breakup email with the subject line “Bye, Felicia.” A thoughtful face-to-face or phone conversation goes a long way. It’s like ripping off a Band-Aid—uncomfortable but necessary. And hey, you might even walk away with mutual respect intact.

Another important nugget: clear expectations. Think of it as your pre-nup for client relationships. When everyone knows what’s expected, there’s less drama. But if a client keeps pushing boundaries and missing the mark, it might be time for a “we need to talk” moment. Just maybe skip the dramatic “we’re done here” speech unless you’re channeling your inner soap opera star.

At the end of the day, this episode reminds us that client breakups don’t have to be messy. With honesty, good communication, and a sprinkle of professionalism, you can walk away with your reputation—and your sanity—intact. Plus, you’ll have a great story for the next networking event: “So, this one time, I had to break up with a client…”

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This podcast challenges the traditional perception of sales as a manipulative or pushy profession. It argues that sales is an integral part of human interaction and is present in every aspect of our lives.

Everything we love, need, and want has been sold to us in some way. From the products we purchase to the ideas we embrace, there's always a persuasive element at play. This doesn't mean deception or manipulation, but rather the art of effective communication and persuasion.

The podcast highlights the importance of honesty and integrity in sales. By avoiding deceptive practices, sales professionals can build trust and long-lasting relationships with clients. When people feel valued and understood, they are more likely to make positive purchasing decisions.

The podcast encourages listeners to embrace sales as a noble profession. By mastering the skills of persuasion and communication, individuals can positively impact the world. Whether it's advocating for a cause, inspiring others, or simply convincing someone to try a new product, sales is a powerful tool for creating positive change.

The podcast concludes by urging listeners to lean into sales and embrace its potential. By honing their sales skills, individuals can achieve their personal and professional goals while making a positive impact on the world.

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Thinking Globally, Acting Locally: A Sales Perspective

This podcast delves into the importance of striking a balance between global thinking and local action in the world of sales. While globalization has interconnected markets and created opportunities for businesses to expand their reach, it's equally crucial to understand and cater to the nuances of local markets.

The podcast highlights the following key points:

1. Understand Global Trends:

• Stay Informed: Keep abreast of global economic trends, technological advancements, and cultural shifts.
• Identify Opportunities: Leverage global trends to identify niche markets and untapped opportunities.

2. Adapt to Local Realities:

• Cultural Nuances: Respect local customs, traditions, and business etiquette.
• Language Barriers: Effectively communicate with clients and partners in their native language or through skilled interpreters.
• Regulatory Compliance: Adhere to local laws and regulations to avoid legal and ethical pitfalls.

3. Build Strong Local Relationships:

• Networking: Develop strong relationships with local businesses, industry associations, and key decision-makers.
• Community Involvement: Participate in local events and initiatives to enhance your brand reputation.

4. Leverage Global Tools and Technologies:

• CRM Systems: Utilize customer relationship management tools to manage and track global clients efficiently.
• Communication Platforms: Utilize advanced communication tools to connect with clients across time zones and borders.
• Data Analytics: Leverage data analytics to gain insights into global market trends and customer behavior.

5. Adapt Your Sales Approach:

• Customize Your Pitch: Tailor your sales pitch to the specific needs and preferences of your local market.
• Localize Your Marketing: Use localized marketing materials and campaigns to resonate with your target audience.
• Build Trust and Credibility: Establish trust and credibility with local clients by demonstrating a deep understanding of their unique challenges and opportunities.

By effectively balancing global thinking with local action, sales professionals can maximize their impact and achieve long-term success.

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This podcast episode explores the transformative impact of gratitude in sales. It highlights five key areas where gratitude can significantly enhance your sales performance:

1. Fosters Trust: When you approach your interactions with genuine gratitude, you demonstrate that you value the opportunity and respect the client's time. This builds trust and establishes a strong foundation for future interactions.
2. Cultivates Loyalty: Clients who feel valued and appreciated are more likely to remain loyal to you and your company. Gratitude fosters a sense of connection and loyalty that can lead to long-term relationships and repeat business.
3. Creates a Positive Mindset: A grateful mindset allows you to approach sales interactions with enthusiasm and optimism. This positive energy can influence your clients' perspective and increase your chances of success.
4. Sets You Apart: Gratitude offers a unique selling proposition. By demonstrating genuine appreciation, you can differentiate yourself from competitors and build stronger relationships with clients.
5. Encourages Positive Word-of-Mouth: When you show gratitude, clients are more likely to talk positively about your brand and recommend your services to others. This can lead to valuable referrals and increased business.

In conclusion, this podcast underscores the transformative power of gratitude in sales. By fostering trust, loyalty, a positive mindset, differentiation, and positive word-of-mouth, gratitude can significantly enhance your sales performance and build lasting relationships with clients.

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The Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve.

The podcast outlines five key strategies for adapting to change in sales:

1. Maintain a Growth Mindset: Cultivate a genuine eagerness to learn and develop your skills, regardless of your experience level. Stay curious, seek out new knowledge, and be open to feedback.
2. Seek Guidance from Leaders and Coaches: Recognize the value of mentorship and seek guidance from experienced professionals who can provide a broader perspective. Leaders and coaches can offer valuable insights and help you navigate the complexities of the industry.
3. Listen to Customers: Pay close attention to customer feedback and industry trends. By understanding the evolving needs and expectations of your target market, you can anticipate changes and adjust your sales approach accordingly.
4. Embrace Course Correction: Be proactive in identifying areas for improvement and making necessary adjustments. Don't hesitate to course-correct your strategies early on to avoid costly mistakes and stay aligned with changing market dynamics.
5. Implement Incremental Change: Avoid drastic overhauls and focus on making gradual, incremental changes. This approach allows you to test new strategies, gather feedback, and refine your approach over time.

By adopting these strategies, sales professionals can become more adaptable, resilient, and successful in navigating the ever-changing landscape of the industry.

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This podcast delves into the importance of building a strong personal brand in sales. It differentiates between:

Reputation - which is often shaped by hearsay and beyond a sales rep's control vs
Brand - which is a proactive approach to crafting a narrative.

The podcast outlines eight key steps to create and develop a personal brand:

1. Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your expertise, experience, and the value you bring to clients.
2. Craft Your Message: Focus on your target audience and create an authentic message that resonates with them. Develop a clear mission statement that reflects your values, goals, and the unique value you offer.
3. Establish Your Online Presence: Actively manage your online presence to control the narrative and communicate your brand effectively. Create a professional website, maintain an active social media presence, and contribute to industry forums and blogs.
4. Build Your Network: Surround yourself with like-minded individuals who can support and promote your brand. Engage with the community both online and offline by attending industry events, joining professional organizations, and participating in networking groups.
5. Demonstrate Expertise: Showcase your knowledge and skills through positive interactions, content creation, and thought leadership. Share your insights through blog posts, articles, webinars, or speaking engagements.
6. Build Trust: Develop strong relationships by showing empathy, understanding your clients' needs, and delivering on your promises. Be transparent, honest, and reliable in your interactions.
7. Keep Learning: Seek feedback, learn from your experiences, and continuously strive to improve your skills and knowledge. Attend industry conferences, take courses, and stay up-to-date on the latest trends and best practices.
8. Leverage Testimonials: Collect and share positive testimonials from satisfied clients to reinforce your brand and reputation. Encourage clients to provide feedback and share their experiences with others.

By following these steps, sales professionals can create a powerful personal brand that sets them apart, builds trust with clients, and drives long-term success. Remember, building a personal brand is an ongoing process that requires consistent effort and dedication.

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This podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process.

The episode highlights the tendency to overthink and procrastinate, allowing valuable time to slip away. It emphasizes that the most important factor is to simply begin and take action. By starting the process, even with an imperfect product or idea, you can gather valuable feedback, iterate, and refine your approach over time.

The podcast delves into the psychological reasons why people often get stuck in analysis paralysis. Fear of failure, perfectionism, and the desire for certainty can all contribute to this mindset. The episode emphasizes that it's important to recognize these limiting beliefs and challenge them.

Furthermore, the podcast discusses the concept of "good enough." It highlights that striving for perfection can be counterproductive, as it can lead to endless revisions and delays. Instead, the episode encourages listeners to focus on creating a product or idea that is "good enough" to get started.

The podcast also provides practical tips for overcoming analysis paralysis. These include setting deadlines, breaking down tasks into smaller, more manageable steps, and seeking feedback from others. By taking these actions, listeners can break free from their own limitations and move forward with their projects.

This podcast emphasizes the importance of taking action and overcoming analysis paralysis. By simply "just moving" and starting the implementation process, individuals can turn their ideas into reality and achieve their goals.

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This podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.

The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask questions. By positioning yourself as an expert advisor, you can create a sense of curiosity and intrigue, prompting the buyer to seek your guidance.

To achieve this, the podcast suggests two strategies:

1. Frame the Conversation: Use your personality and humor to engage the buyer and create a comfortable atmosphere. Clearly communicate your intentions and let them know that you are offering valuable insights.
2. Ask Deficit Questions: Pose questions that highlight the buyer's knowledge gaps or challenges. This approach encourages them to take ownership of the conversation and seek your expertise.

By adopting these strategies, sales professionals can avoid the pitfalls of unsolicited advice and effectively guide buyers towards making informed decisions.

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This podcast explores the topic of motivation, with co-hosts Mike and Scott debating the primary drivers behind human behavior. Mike initially proposes pleasure and pain as the main motivators, suggesting that we are naturally drawn to activities that bring us joy and avoid those that cause discomfort.

However, Scott challenges this perspective, arguing that fear and greed are the underlying forces that shape our actions. He defines greed as pursuing our own self-interest, and explains that while we may be motivated by the desire for pleasure, it's ultimately driven by a selfish desire for personal gain.

Scott further elaborates that fear plays a significant role in our decision-making. We may avoid certain actions or make choices based on fear of negative consequences, such as embarrassment, disapproval, or financial loss.

The podcast concludes by highlighting how both fear and greed can influence our behavior in the realm of sales. Sales professionals may be motivated by the greed of achieving financial success and personal recognition, while also being driven by fear of failure or rejection.

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This podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies:

1. Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs and demonstrate expertise. This approach helps to establish trust and credibility.
2. Avoid Price-Based Competition: Focusing solely on price can lead to a dangerous game of one-upmanship with competitors. Instead, emphasize the value and unique benefits your product or service offers. By highlighting the differentiation and competitive advantage, you can position yourself as the preferred choice, even if your pricing is slightly higher.
3. Walk Away from Unprofitable Deals: It's important to recognize when a deal is not mutually beneficial. While maintaining a pipeline of potential customers is crucial, wasting time on buyers who are not interested or ready to commit can be detrimental. By walking away from unprofitable deals, sales reps can focus their efforts on opportunities that align with their goals and objectives.

By implementing these strategies, sales professionals can effectively navigate buyer tactics, avoid common pitfalls, and increase their chances of closing successful deals.

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This podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.

The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your data analysis with management's perspective to ensure a shared understanding of key performance indicators.

Beyond identifying trends, Scott and Mike highlight the value of incorporating relationship details into data analysis. By considering factors such as customer loyalty, engagement, and purchase history, sales reps can gain a more nuanced understanding of their performance and identify opportunities for improvement. This can involve tailoring sales strategies to specific customer segments, strengthening existing relationships, and addressing potential concerns proactively.

Furthermore, they discuss the importance of using sales reports to measure the effectiveness of different sales strategies and tactics. By tracking metrics such as conversion rates, average deal size, and customer acquisition costs, sales reps can identify what works well and what needs to be adjusted. This data-driven approach can help optimize sales efforts and maximize results.

This week's episode emphasizes that sales reports are a valuable tool for understanding customer behavior, identifying trends, and driving performance. By effectively analyzing and leveraging sales data, sales reps can make more informed decisions, optimize their strategies, and ultimately achieve greater success.

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In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.

Fear: The Silent Saboteur

Fear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:

• Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.
• Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.
• Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.

Uncertainty: Navigating the Unknown

Uncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:

• Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.
• Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.
• Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.

Doubt: The Internal Critic

Doubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:

• Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.
• Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.
• Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.

Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.

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This podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period.

1. Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year.
2. Break It Down: Divide your overall goal into smaller, more manageable milestones to track progress.
3. Create an Action Plan: Develop a detailed plan outlining the necessary steps and timelines to reach your goals.
4. Seek Feedback: Share your plan with a manager or peer to get valuable insights and suggestions.
5. Prioritize Time: Block out dedicated time on your calendar to focus on your end-of-year sales activities.
6. Find an Accountability Partner: Partner with a colleague to provide mutual support and motivation.
7. Avoid Unethical Practices: The podcast strongly discourages the practice of sandbagging or pulling forward orders, as these tactics can have negative long-term consequences.

By following these steps, sales reps can increase their chances of successfully meeting their end-of-year quotas and achieving their professional goals.

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This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.

• Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.
• Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.
• Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.

The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.

By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.

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The Importance of Sales Preparation Starts with PreparationThe podcast underscores the alarming reality that most sales reps are unprepared for their interactions with potential customers. It emphasizes the distinction between being ready to respond and simply sharing a sales pitch. True preparation involves understanding the customer's needs, rather than forcing your solution on them.

While the risk of over-preparing for an unengaged prospect exists, the podcast argues that it’s better to be over-prepared than caught off guard. For cold calls, the key is to gather information gradually and avoid overwhelming the prospect with too much information upfront. If time constraints are an issue, securing a follow-up visit is crucial.

The podcast concludes by stressing the importance of engaging the prospect through thoughtful questioning, while avoiding premature solution-pushing. By focusing on the customer and being prepared for any scenario, sales reps can significantly enhance their chances of success and stand out from the competition.

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Common Negative Behaviors in the Face of Adversity

Avoidance and Disengagement

• Ignoring the situation: This can be a form of denial, where salespeople pretend the problem doesn't exist, hoping it will resolve itself.
• Shutting down: Salespeople may withdraw emotionally and physically, becoming less responsive and engaged in their work.

Counterproductive Coping Mechanisms

• Too outgoing (fake): To mask their internal struggles, salespeople might overcompensate by being overly enthusiastic or friendly, which can come across as inauthentic.
• Negative emotions: These can range from frustration and anger to sadness and despair. When unchecked, they can cloud judgment and hinder problem-solving.

Other Negative Behaviors

• Procrastination: Delaying tasks or decisions due to fear of failure or overwhelm.
• Blaming others: Shifting responsibility for setbacks onto colleagues, managers, or customers.
• Perfectionism: Setting unrealistic expectations and becoming paralyzed by the fear of making mistakes.

These behaviors, often rooted in fear, insecurity, or a lack of resilience, can significantly impact a salesperson's performance and job satisfaction.

Would you like to explore strategies for building resilience and overcoming these negative behaviors?

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We share another some of our favorite moments. Two episodes stand out:

Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.

Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.

Why You Need to Be Your Biggest Promoter:

• Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.
• Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.

Crafting Your Story: Don't Wait to Be the Hero

• Taking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.
• Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.

This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!

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In this week's episode, we review some of our greatest hits. The focus this week is on:

• Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business.
• Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct.
• Closing - James Muir highlights the 7 Deadly Sins in sales. Some of these we are doing wrong. There is a better way to close to improve the experience for everyone.

There are more top hits from some of our favorite guests. Join us next week for more top hits.

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You might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it!

You are in sales if:

• You speak to a client or prospect
• You are trying to push your point

There will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales.

Why does sales get a bad reputation?

• Negotiation - most people don't like to negotiate. One of the reasons is that in a negotiation, you typcially don't get everything that you want. You will likely have to compromise on something. Needing another example? - Most of your friends will enjoy the same things that you like. We don't typically hang out with people that don't have similar interests. To hang out with them, we have to give up too much. Most people don't want to give up or compromise. This compromise gives sales a bad reputation.

There is a better way to sell than an old fashioned negotiation. Sales is about enhancing the client/prospects way of life. There is a better way to sell that is current. You are not in the old way of sales and that is okay. You are in the new way of sales.

Now get out and sell!

Scott SchlofmanMike Williams

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Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.

Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".

Contact Fred on LinkedIn or through this website: Fred Copestake

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On this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure?

• Don't stop talking
• Condecending
• Code Jibberish
• Fidgeting
• Others not listening
• Dont care / Lack of relevance
• Choose wrong time
• Lack of specificity
• Speaking above level of listener
• Embarrased and don't understand

Out of these listed here, which do you feel is the biggest communication failure in sales?

Who is the winner? Reach out and let us know which one is the biggest failure in communication.

Scott SchlofmanMike Williams

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This episode dives into the difference between ambition and work ethic.

The Difference Between Ambition and Work Ethic

• Blind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve.
• Work Ethic Defined: This is the embodiment of "getting things done" - putting in the consistent effort to see tasks through to completion.

Why They Both Matter in Sales

• Ambition Without Work Ethic is a Recipe for Stalemate: Chasing grand ideas without the dedication to make them reality leads nowhere.
• Work Ethic Without Ambition Lacks Direction: You can be a busy bee, but without focused goals, your efforts might not contribute to meaningful sales growth.

The Ideal Salesperson

The sweet spot lies in having both ambition and work ethic. However, when building your team:

• Consider This: Would you rather hire someone with ambition who you can teach work ethic, or someone with work ethic you'd need to inspire ambition in?

Arguments for Hiring Ambition:

• Coachable individuals with a hunger for success can be molded into high performers with the right training.
• Their inherent drive can create a positive and competitive energy within the sales team.

Arguments for Hiring Work Ethic:

• A strong work ethic is a foundational skill. They'll be reliable and see tasks through, even when the going gets tough.
• They can provide a solid base to build ambition on top of, potentially leading to long-term success.

The Takeaway

Both ambition and work ethic are crucial for success in sales. The ideal candidate will possess a healthy balance of both. However, the best path for your team might depend on your company culture and investment in coaching and development.

Scott SchlofmanMike Williams

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This episode will captivate you with an extraordinary tale of resilience and triumph as we welcome Zach Kauflin to the show this week. Zach generously shares his remarkable journey in the realm of sales, serving as an example of inspiration for all aspiring sales professionals and managers.

This episode promises to reignite your passion and drive for success. Zach's narrative is a testament to the power of perseverance and determination, leaving an indelible mark on all who tune in.

After hearing Zach's story, if you don't feel invigorated and more determined than ever to excel in the field of sales and sales management, it may be time to reassess your aspirations. This episode is guaranteed to leave you not just motivated, but positively fired up, equipped with the tools and mindset to maximize your career potential.

If Zach's journey resonates with you or if you have insights to share, don't hesitate to reach out. We would love to talk with you and continue the conversation.

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Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!

During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.

You can reach Brad at Clarus Leadership Partners and tap into his network.

As always, reach out to Scott or Mike with your questions, suggestions, or any feedback you may have. Join the conversation!

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Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!

During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.

You can reach Brad at Clarus Leadership Partners and tap into his network.

As always, reach out to Scott or Mike with your questions, suggestions, or any feedback you may have. Join the conversation!

Scott SchlofmanMike Williams

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Overcoming Technical Glitches: Stay Focused on What You Can Do

This episode tackles how to stay effective when technical difficulties disrupt your sales process, using Mike's internet issues as an example.

The key takeaway? Focus on what you can control. While reaching out for help is okay, prioritize actions that don't rely on technology:

• Double down on core skills: Leverage your sales expertise through relationship building, active listening, and clear communication.
• Prepare low-tech alternatives: Have sales collateral and talking points ready for offline presentations.
• Reschedule strategically: If necessary, reschedule calls but minimize disruptions by offering alternative communication methods.

Remember, overcoming challenges shows resilience - a valuable quality for salespeople.

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Mike William

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Info Brokers to Personal Guides: The Evolution of Sales

This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor.

The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything.

The Shift to Value: The internet changed everything. Suddenly, information became readily available. Salespeople had to adapt, moving beyond simply sharing knowledge. The focus shifted to understanding the customer's needs and demonstrating how a product or service could provide specific value.

The Multi-Factor Approach: Today's sales landscape is even more complex. It's not just about showcasing value, but understanding how a product integrates with a buyer's entire process and ecosystem. Salespeople need to be strategic consultants, considering the bigger picture and offering solutions that seamlessly fit into the customer's world.

The Future: Personal Transformation: The future of sales might involve a focus on personal improvement. Winning salespeople will show how their offerings can make buyers not just better professionals, but also more well-rounded individuals.

Tune in for this insightful discussion and discover how to adapt your sales approach to thrive in the ever-evolving business landscape!

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Tenacious + Determination = Success

Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo.

Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough.

Determination, on the other hand, is your unwavering focus. It is being firm in your purpose, keeping your sights set firmly on your goals. It's the unwavering commitment that guides your actions and ensures you stay on the path to achieving your aspirations.

The magic truly happens when you combine these two forces. Tenacity equips you to weather the inevitable storms you'll encounter on your journey. Determination ensures you don't lose sight of your destination amidst the challenges.

So, tune in and learn from Mike as he explores how to harness the power of both tenacity and determination. This episode will equip you with the tools to achieve anything you set your mind to!

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Mike William

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There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart.

What Really Matters - Where are you Moving

In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going.

This Venn diagram is divided into four circles:

• Want To Do: Activities that bring joy, fulfillment, and excitement.
• Like To Do: Activities that are enjoyable but not necessarily passionate pursuits.
• Obligated To Do: Activities required by work, family, or society.
• Hate To Do: Activities that are unpleasant and draining.

Areas of Overlap:

• The Sweet Spot (Want To Do & Like To Do): These are ideal activities that combine enjoyment and passion. People naturally move towards spending more time here.
• The Grind (Obligated To Do & Like To Do): Tasks that may be necessary but are also somewhat enjoyable. People may try to optimize these to be more efficient.
• The Burden (Obligated To Do & Hate To Do): Unpleasant tasks that must be done. People will move away from spending too much time here and may seek ways to minimize them.
• The Pull (Want To Do & Hate To Do): These tasks are one where you get to decide which way youy go. Often times these are defining moments that shape othere areas of your life and who you are.

Action Areas:

• Do Quickly (The Sweet Spot and The Pull): Activities that are interesting and enjoyable. These are usually the ones that are done first and done quickly.
• Drag Out (The Burden and The Grind): These activities usually are ones that we put off and take time doing. They become low on the priority because there are no overlapping "want to" areas.
• Don't Complain (The Sweet Spot and The Grind): We don't complain because we know that we need to get these activities done. There is some enjoyment in these activities.
• Do complain (The Pull and The Burden): Although these activities can be life altering, there is often complaining in the growth areas. We either complain because we don't want the activity or we don't want to grow.

Overall Movement:

The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions.

Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become.

Scott Schlofman
Mike William

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Struggling to Connect on LinkedIn? Try a Personalized Message!This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection.

Here's what you'll hear:

• Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and genuinely care about connecting.
• Be Yourself: Don't try to craft some overly impressive persona. People respond to authenticity. Be yourself, be friendly, and be clear about why you're reaching out.
• The Power of Voice: Text and email lack the warmth and personality you can convey in a direct message. A personalized LinkedIn message allows you to show your enthusiasm and build rapport in a way written communication simply can't.
• Stand Out from the Crowd: Personalized messages help you cut through the noise. People get tons of generic connection requests, but a message that shows you've taken an interest is much more likely to get a response.
• Avoid the Spam Trap: There's a fine line between personalization and being spammy. Focus on building a connection, not a sales pitch.

By following these tips, you can leverage the power of personalized messages to build meaningful connections on LinkedIn and expand your professional network.

Scott Schlofman
Mike William

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If you are in any sort of sales role, you are going to love this conversation!

Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program.

Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise recognized by the National Speakers Association and the International Federation for Professional Speakers. He's an internationally recognized expert, author of "20 Days to the Top" and "PRECISE Leadership," and has been featured in numerous publications.

In his spare time... he co-hosts the Golf Underground radio show/podcast with MLB Hall of Famer George Brett, interviewing achievers in sports and life. We HIGHLY recommend the podcast!

In this episode, Brian highlights some of the PRECISE Selling points and explains what you can do to become better at selling.

PRECISE Selling Formula
P-Prepare
R-Respect and Trust
E-Engage with Questions
C-Convey Solution
I-Indecision
S-Secure Agreement
E-Explore

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Mike William

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There are 3 types of curiosity that will impact the questions that are asked.

When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions:

1. Genuine - The focus here is on the customer. The genuine curiosity is all about what the customer is desiring. Client's needs and concerns are in the forefront and there is nothing else that gets in the way of that.
2. General - While there is nothing bad about this type of curiosity, there is also not a client focused outlook. Many times this just comes through as "I am asking questions because that is what I need to do or should do." Too many times, we find ourselves in this version and this is where our sales stall.
3. Selfish - If we don't care about the client, then we will likely find our curiosity to be selfish. How can I maximize the sale or outcome in my behalf? This is a terrible reason for sales or asking questions. Have you ever found yourself in this type of curiosity?

How do you keep your curiosity genuine? We want to hear from you. Please reach out.

Scott Schlofman
Mike William

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We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales.

The following is a list of all 12 steps.

Here are the best steps in sales negotiation:

1. Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful.
2. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am.
3. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value.
4. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation.
5. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest.
6. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)
7. Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch.
8. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from.
9. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.)
10. Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands.
11. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then they can’t push any harder. Physical li

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Mike William

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There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different.

The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation.

Here are the best steps in sales negotiation:

1. Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful.
2. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am.
3. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value.
4. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation.
5. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest.
6. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)
7. Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch.
8. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from.
9. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.)
10. Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands.
11. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This el

Scott Schlofman
Mike William

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When nothing is working, here is what you can do. Let's define our sellers slump.

There are two types of slumps that we encounter:

1. Difficulties that arise what are out of our control.
2. Challenges that we create for ourselves.

A few weeks ago, we spoke about things that you can do to help sell when things are out of your control. This episode is to get out of the challenges that you create yourself.

This time of year (end of winter and beginning of spring) is a common time to have a slump because there are bad times, too many vacations or it's not front of mind.

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Mike William

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Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale.

• Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before presenting. This will help you eliminate and mitigate distractions.
• Reaction - Use the science of sales to create the intended reaction of the prospect/client. There will be several tips or words that will be stated in the sales process that signal that you are on the right track. While you might be new in this process, a manager or an experienced rep will be able to point these out.
• Satisfaction - This is the focus of the whole sales process. Is the client satisfied? The client should always be satisfied. Understanding the client's needs is key in every sales connection. Keep sales simple and always ensure that the client is satisfied. Don't hold back information from the person you are selling to.
• Traction - Help your prospect/clients with traction for what they are trying to accomplish. It is this traction that will help create organic referrals. When the people you are selling to are feeling completed, then they will want to include others in their success.

Don't be distracted or be the distraction. This comes through practice. Then you will want to listen for the right reaction or sales triggers. These will lead towards client satisfaction. From there, you will want to encourage the account to speak to others because they are benefit from what you have sold.

What are we missing? Reach out to us with a better acronym!

Scott Schlofman
Mike William

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Why do we choose not to use our CRM? Too often we complain about how we need more sales help, resources or benefits from the company. What can a CRM do for you? This is what we discuss in this episode.

Challenges using CRM that we tell ourselves:

1. Save time by not using your CRM - it takes too much time. While you might think that now, it is when you are at the follow up meeting and can't remember the next steps, you should have taken more time writing down notes.
2. Notes put in are not clear enough - be detailed enough that someone else reading can understand what is happening.
3. Not reviewing the notes taken - ensure you go back to the notes after taking them.
4. Leverage the analytics - if you are taking the time and reviewing the notes, then you should also maximize the data it provides.
5. Accountability exists even if you don't write it down - even if you do not write down your goals, you will still be held accountable. The CRM helps because it is an actual note. Without a detailed note, goals can be modified without your approval.
6. You can't get rid of me if I don't keep a CRM - You are not replaceable if you are good. You have relationships that will take someone significant time to cultivate. You can be replaced but it make take time. Writing down the information on the CRM doesn't change the speed of being replaced.

We spend the time talking about practical ways to utilize the CRM effectively. Using the CRM correctly, by using administrative time correctly, will help you improve efficiency and greatly benefit your sales.

Save yourself time by writing down clear notes that you review, allow them to feed into the larger data, create accountability and make you a better sales rep that will help you not be replaceable!

Scott Schlofman
Mike William

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Are you struggling to keep your sales pipeline consistently full? In this episode, we dive into the essential strategies for ensuring a steady flow of prospects and closing more deals.

Key Takeaways:

1. The Updated, Tracked Funnel: Stop dreading the funnel and instead embrace it as your progress tracker. Consistent updates are crucial for visibility and success.
2. Pipeline Matchmaking: Play matchmaker between your prospects' desired outcomes and your solutions. A good fit leads to better results for everyone.
3. The Pipeline Roadmap: Visualize your pipeline as a map outlining your sales journey. Avoid shortcuts – technology like your CRM is your trusty sidekick, not a cheat code.

Commit to using your pipeline It's the key to boosting sales and making lasting improvements in your business.

Scott Schlofman
Mike William

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Welcome to the not-so-typical "A" personality spectrum where you'll encounter our fab five of "A" personality types: Adversarial, Antagonistic, Agnostic, Apathetic, and Advocate. And every complex sales call encounters at least three of the personalities. But fear not, for every "A", there's a way to sway!

First up, we've got the Adversarial bunch. These are the folks who are "negatively vocal." They're openly opposed to you or your product for some reason, but fear not, your mission is to reassure them that you're not here to steal your competitor's lunch money. You're offering something that others just can't match. It's like persuading someone not to buy all their baked goods from the dark side because you have the best cookies.

Next, meet the Antagonistic crew. These sneaky folks are trying to undermine your efforts and kick you out without even saying a word. Finding them is like searching for a needle in a haystack, but with patience and a lot of coffee chats, you might just uncover them and learn about their hesitations.

Now, the Agnostic gang. They're like the indifferent teenagers of the bunch. They don't care either way, but your job is to make them care. Show them how your product can make their lives easier, like telling someone that adding bacon to anything makes it better.

Moving on, we've got the Apathetic pals. They're cool with you but not so much with your product. It's like they're at a party, but not really vibing with the music. Don't leave them hanging, though. Get them involved, maybe even ask them to be your product spokesperson. Who knows, they might just become your biggest cheerleader!

Last but not least, the Advocates. These are the champions, the folks who spread the word like wildfire. Once you've got them on your side and you keep them enthused and happy, referrals start rolling in faster than you can say "sales superstar."

So there you have it, the "A's" of the Account Spectrum and how to navigate them. It's like a game of emotional chess, but with bigger payoffs than just checkmate.

Scott Schlofman
Mike William

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Justin Ashby serves as the Vice President of Marketing at Alysio, and also assumes the role of host for the "Great Day in Sales" Podcast. Besides that, he is a lot of fun! His insights, knowledge, and experience can't hold a candle to his sarcasm and humor!

In our interview, we delve into two primary subjects:

1. Alysio aims to redefine the concept of exceptional sales practices. As sales reps, we find ourselves neglecting to monitor the appropriate leading indicators. Alysio introduced a gamified approach to tracking the right key performance indicators, which prompts action on the metrics that truly impact results. Explore Alysio to ensure your focus is on the right metrics.
2. Secondly, the "Great Day in Sales" Podcast boasts an impressive array of guests who share diverse perspectives on sales. The podcast consistently features insightful discussions with industry experts with Justin the host. Check it out!

And please, share this episode with your friends, teams, and even your relatives. And don't forget to leave us a review and a 5-star rating.

Scott Schlofman
Mike Williams

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Scott Schlofman
Mike William

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Mike tries to convince Scott that no pipeline is needed. This episode has a small role play and brings out the excuses we have all used or wanted to use when it comes to creating a pipeline.

Feeling overwhelmed by the idea of a sales pipeline? You're not alone! This episode tackles common excuses like "I'm already swamped" and "more clients = stress," revealing the hidden potential that pipelines hold.

While it's true that growth can bring challenges, we'll bust the myths and show how a pipeline can actually:

• Free up your time: Pipelines create structure and accountability, helping you prioritize leads and avoid last-minute scrambles.
• Scale smoothly: Instead of feeling overloaded, focus your efforts on qualified leads, driving healthy, strategic growth in targeted areas.
• Benefit everyone: Contrary to your worries, a pipeline doesn't burden the company. It helps manage expectations,plan resources effectively, and potentially secure additional support as you scale.

Ready to unlock the power of a pipeline? Tune in for practical tips and insights to build a system that works for you,not against you. Remember, pipelines aren't about adding more clients, it's about adding the right clients in a sustainableway. Let's grow together!

Scott Schlofman
Mike Williams

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Scott Schlofman
Mike William

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Skip the Pitches and Sprint to "Yes" with This Podcast Hack!

Feeling like your requests land with a resounding "no" more often than a "heck yeah"? Buckle up, friend, because this episode is about to turn your "ask to task" ratio upside down. Forget the traditional sales song and dance – we're ditching the ditch and taking a shortcut straight to the "yes."

Turns out, people are actually more likely to help when you simply ask. But hold your horses, eager beavers! Just throwing out your ask willy-nilly won't work. Here's the secret sauce:

1. Don't Bury the Treasure: Imagine hiding a golden "yes" at the bottom of a deep, dark hole. Don't be that person! Put your request front and center, clear as day. No need to weave a web of pleasantries first – be upfront and respectful.

2. Skip the Problem-Solving Superhero: While you might be bursting to swoop in and solve everyone's problems, resist the urge! Let them come to you. This builds trust and makes the "yes" more meaningful.

3. Respect the Gatekeepers: Think of them as friendly dragons guarding the castle of decision-making. Don't try to sneak past – ask for their help in navigating the process. They hold the key to the "yes" door.

4. Back of the Line? No Problem! Don't jump the queue with a sales pitch. Instead, ask insightful questions and offer genuine value. This builds rapport and positions you as a trusted advisor, not a pushy salesperson.

5. Forget the Fast Talk: Ditch the manipulative tactics and focus on building genuine connections. People can sniff out a forced "yes" a mile away. Be open, honest, and let the relationship naturally lead to a joyful "yes."

By following these tips, you'll be amazed at how quickly you can transform your "no"s into "yesses." Remember, it's about collaboration, not domination. So embrace the ask, and watch those "yesses" roll in!

Now go forth and conquer your "yes" goals!

Scott Schlofman
Mike Williams

winwin #sales #podcast #customerfirst #relationships #success

Scott Schlofman
Mike William

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Bust Your Sales Slump: 5 Steps to Reignite Your Fire

Hitting a sales wall? Feeling defeated after a new territory, crushing quota pressure, or losing a big client? You're not alone. Even top performers face slumps, but the good news is, you can bounce back stronger than ever. In this episode, we'll dissect the common causes of sales slumps and equip you with five actionable steps to reignite your fire and crush your goals.

Step 1: Expand Your Prospect Pool:

• First things first, you need leads! Diversify your outreach, explore new channels, and attend industry events. Remember, fresh opportunities can reignite your own enthusiasm.

Step 2: Invest in Yourself:

• Slumps are a chance to level up. Hone your sales skills, master new product knowledge, or even refresh your presentation style. Continuous improvement breeds confidence and sets you apart.

Step 3: Stay Motivated:

• Don't let negativity take root. Surround yourself with positive influences, revisit past successes, and set small, achievable goals to celebrate along the way. Remember, motivation is a muscle – keep flexing it!

Step 4: Embrace Routine:

• Structure your day with dedicated prospecting, qualification, and follow-up time. Consistency builds momentum and helps you maximize your precious sales hours.

Step 5: Seek a Mentor:

• We all need guidance sometimes. Don't be afraid to reach out to a seasoned colleague or sales leader for advice and support. Their experience can be your secret weapon.

Remember, sales slumps are temporary. By proactively addressing these five steps, you can transform this setback into a springboard for future success. So, dust yourself off, embrace the challenge, and get ready to conquer your sales goals once again!

Share your own slump-busting strategies in the comments below – let's support and empower each other on the path to sales greatness!

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Mike Williams

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Mike William

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Mike and Scott, the dynamic duo of sales, dive into the world of "Win-Win Strategies," proving that closing deals doesn't have to be a cutthroat competition.

Mike's point is that if you don't maximize the sales, then it is a compromise. Scott's focus is that as long as the compromise is favorable for the party, then it is a win. We ended up changing the "win-win" verbiage to "both needs were met".

Buckle up for some banter as they tackle these key points:

1. Win-Win? Why settle for anything less?

2. Forget about ruthless victories! Mike and Scott paint a picture of a sales landscape where everyone walks away feeling like they just hit the jackpot. Customers get solutions that fit their needs like a glove, and salespeople score happy clients. It's a win-win buffet of success, and they're serving up the tastiest strategies.

3. From "Me, Me, Me" to "We, We, We"

4. Mike and Scott show you how to ditch the winner-take-all tactics and build genuine relationships with your clients. It's all about understanding their needs, listening like a champ, and crafting solutions that make them do a happy dance. When you make the personal realtionship, then you will be able to understand what they need. Think of yourself as a matchmaker, pairing clients with the perfect products or services, and watch the "win-win" fireworks.

5. Losing? Who needs it? Embrace the Win-Win Waltz!

6. Taking the occasional "L" is the end of the world. Mike and Scott explain why losing can lead to burnout and, frankly, some pretty awkward interactions. Learn to gracefully waltz away from deals that don't feel right, knowing that the next client out there is waiting for their perfect match (aka you!).

7. Winning at all costs? Stop or you will be stopped.

8. Mike and Scott throw shade at the "winning at all costs" mentality, likening it to that awkward uncle who always wins at Monopoly by cheating (we've all got one, right?). They show you how a collaborative, win-win approach leads to long-term success, loyal clients, and a reputation that shines brighter than a disco ball.

9. Keeping the Win-Win Flame Alive: A Recipe for Success

10. The final chapter? Mike and Scott sprinkle in some actionable tips to keep the win-win spirit alive. From effective communication to celebrating each other's successes, they'll have you high-fiving your clients and colleagues like you just won the lottery (which, hey, with these strategies, you might as well!).

So, ditch the sales pressure and join Mike and Scott on a hilarious journey through the world of win-win strategies. You'll learn, you'll laugh, and you might just discover that the key to sales success is making sure everyone feels like they just won the jackpot.

Be prepared for some outrageous analogies, Scott's questionable dance moves, and Mike's uncanny ability to be loveable come out victorious. This podcast is guaranteed to leave you with a smile (and maybe a few new sales tricks up your sleeve).

Reach out to us and let us know.
Scott Schlofman

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Mike William

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In this episode, we're not just talking about closing deals – we're diving into the art of creating partnerships that make everyone feel like a winner. Say goodbye to the old-school win-lose mentality, because in sales, it's all about embracing the undeniable truth: win-win is the only way to go.

We'll break down why those win-lose strategies often lead to lose-lose situations. No one aims for failure, but chasing short-term victories at the expense of long-term value can seriously backfire.

So, how do you escape this trap and unlock the magic of win-win? It's all about focusing on what truly matters. By setting clear priorities and understanding your customer's needs, you pave the way for a journey that ends happily for everyone involved.

Tune in to discover:

• Why win-win isn't just a nice idea – it's strategically essential for building lasting relationships and ensuring repeat business.
• How to shift your mindset from chasing short-term wins to cultivating long-term partnerships.
• Practical tips for identifying mutual priorities and crafting solutions that benefit both you and your customer.
• The secret to navigating negotiations and striking win-win deals that leave everyone on top.

Remember, a sale isn't a zero-sum game. Embrace the win-win approach, and get ready to watch your sales soar to new heights, creating a harmony of success for both you and your customers.

Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Scott Schlofman
Mike William

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Finding Your Tribe and Loving the Sales Hustle

Have you ever felt like you're casting your sales net into a vast ocean, hoping to snag some random fish? This podcast episode is about throwing on your scuba gear and diving deep into a vibrant coral reef – a niche teeming with your ideal customers.

We're talking about finding your people. That passionate, engaged group who not only needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely enjoy, work stops feeling like a chore and starts resembling a joyful treasure hunt.

Now, authenticity is key here. Don't try to be something you're not. It's okay to start broad, to test the waters and see what resonates. But remember, the sooner you identify your "tribe," the quicker your sales will sing and your work will sparkle.

Here's the recipe:

1. Ditch the Scattergun: Stop spraying and praying! Hone in on who your product genuinely helps. What are their struggles? What makes them tick? Get specific!

2. Niche Down, Love Up: Embrace the power of micro-communities. Find the online groups, forums, and events where your ideal customers hang out. Dive into their conversations, understand their language.

3. Be Real, Be You: Don't put on a mask. Speak your truth, share your passion. Your tribe will connect with your genuine enthusiasm, not some manufactured sales pitch.

4. Fast-Track Your Tribe: Don't wait passively for them to find you. Actively engage, contribute, offer value. Become a trusted member of their community, not just a salesy intruder.

This episode is your roadmap to ditching the drudgery and finding the fun in sales. Remember, riches aren't always found in vast, generic markets. Sometimes, the greatest treasures are hidden in the vibrant, passionate niches waiting to be explored. So grab your goggles, dive into your ideal audience, and get ready to discover the joy of selling to your people.

Share your own niche-finding journey in the comments below! Let's learn from each other and build a thriving community of passionate sellers.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Mike William

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Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass.

Part 1: Price Battle Royale - Keeping Calm When You're the Prize

Imagine this: you're the latest tech marvel, and two sales giants are duking it out over your exclusivity. Your price tag becomes a bargaining chip, tossed back and forth like a metaphorical beach ball. It's tempting to get fired up, to feel like you're just an object in their game. But hold on! Remember your value. You're not just a price tag, you're a solution, an innovation, a game-changer.

Staying Grounded:

• Know your worth: Before any negotiation, have a clear understanding of your product's true value proposition. What problems does it solve? What makes it unique? Quantify your impact, and don't let anyone lowball you.
• Set boundaries: It's okay to say no to fire sales or predatory tactics. Don't be afraid to walk away from a deal that undervalues you or compromises your integrity.
• Communicate strategically: Be transparent about your value, but avoid getting drawn into emotional arguments. Stick to facts, data, and the positive impact you bring to the table.

Part 2: Playing the Transparency Game - When Comparing Deals is the Name of the Game

Okay, let's be honest, sometimes we all shop around. We compare features, services, and yes, even prices. And if another rep throws you a tempting offer, it's natural to leverage that information to negotiate a better deal with your current provider. But how do you do it without burning bridges or looking like a disloyal jerk?

Transparency with a Twist:

• Open communication: Be upfront with your current rep about your research. Explain that you're committed to them, but you need to ensure you're getting the best value.
• Focus on value, not just price: Don't just play the price game. Highlight the specific features or services that the competitor offers that you find attractive. This opens the door for your rep to counter with their own unique value proposition.
• Win-win solutions: Approach the conversation as a chance to collaborate, not compete. See if there's room for your current provider to match or even improve the competitor's offer. Remember, a happy,long-term partnership benefits everyone.

Being used as leverage in sales can be tricky, but by staying grounded in your value, communicating strategically, and embracing transparency, you can navigate these situations with confidence and integrity. Remember, you're not just a product, you're a valuable asset. So, leverage your worth wisely, and never lose sight of what truly makes you a game-changer in the marketplace.

Bonus Tip: Don't be afraid to inject some humor or lightheartedness into the conversation. A little disarming honesty can go a long way in building trust and fostering productive negotiations.

Now go forth, leverage your awesomeness, and close those deals with a smile!

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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You might feel that your sales pitch and process is good. However, what does it sound like from the prospect or client's point of view. Flip your script to ensure you are targeting exactly what the customer is looking for and wanting. Sell how they would like to be sold and not how you like selling. What pushes client engagements?

Let's focus on when we are pushing the sale as finding the customer versus the customer coming to us. Here is the more complicated scenario of us taking our product to the prospect.

When we take a look at sales, look at it from the client's point of view. There are some things to consider:

• When are you approaching the prospect (time of day and mindset)
• How low is the barrier to entry (free samples)
• Is it clear what problem they are solving
• Can the prospect envision how their life will change with you
• What deliverables are they receiving (expertise)

Your pitch could be amazing in your mind. What does it look like for your client? Look at it from the client standpoint. How easy is it to do business with you?

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Everyone says that they want to help people. But there must be more than that. Helping people is not a distinguishing feature nor a competitive advantage. Coming into sales will have many different paths. However, there are 3 indicators that sales might not be the right profession for you.

1. You don't get excited for the opportunities of that day.
2. Always feel like you are on an island.
3. Start second-guessing management

Each one of these will likely creep into your life. It is okay if these come into your thoughts but if you accept these 3 thoughts, then sales is not right for you. Many times we might not agree with management, feel like we are alone in our territory or get excited to start the day. The problem is when you get stuck in this thinking.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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When asking the perfect question, it is crucial to be sincere. Here are some steps:

1. Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?
2. Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have to learn from the misses or mistakes.
3. Don't Make People Feel Bad - When you ask people a question, ensure that you don't put them in the defensive position. Instead, try: "what were you using before trying 'x' product?"
4. Write Down Question in Advance - Don't be lazy with the questions that you are asking. Ensure that the question pushes you quickly to your end result.
5. Never Ask a Question Beyond Their Expertise - This will ensure you are being respectful to the person asking. We don't want someone to feel that we are trying to get past them.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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REFERRALS COME FROM THOSE WHO PAY. THE PERSON PAYING FEELS OWNERSHIP AND ARE WANTING OTHERS TO HAVE WHAT THEY NOW OWN.

When we give product of services for free, there is not a sense of ownership. Without a sense of ownership, then there are not referrals.

For a sale to happen, there must be a transfer of ownership. Along with this transfer of ownership comes a transfer of value. When we don't transfer value, then there is no real transfer of ownership.

Why is it important for the transfer of ownership in sales?

• The receiving party MUST feel that they own what is now in their possession.
• If there is no ownership transfer, then the receiving party does not feel what they are receiving is actually theirs. This allows them to freely give it up when they face complications.
• The receiver feels that they can adapt what they are receiving to make it work when things get difficult.

What is an appropriate transfer of value?

• Easiest form of transfer is money.
• Trading services can be done but putting an equal value becomes more difficult.
• Hardest form of transfer is a future payment.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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6 Beneficial Effects for Showing Gratitude

1. Decreases Cortisol Level
2. Warm and Fuzzy or Pleasure Sensor
3. Connecting with Others
4. Rewire the Brain - Mindfulness
5. Improves Reslience
6. Removes the Blues - Negative Feeling

Humility is the underlying piece in gratitude.

We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. It will take focus and persistence. When you show actual gratitude, then you will be able to receive these listed benefits.

Gratitude will change your perspective and awareness of who you are and who you want to become.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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What are the actions that you can take to start out 2024 in the best way?

1. Technology
2. Personalize It
3. Data Decision Making
4. Think Value
5. Look at Industry

Technology - Leverage AI for projects that are repetitive. There is still space for personalization with artificial intelligence.

Personalize It - One size does not work anymore. The client/prospect now has unique needs. With the ability to self-serve, the current sales reps are needing to customize in order to sell in this environment.

Data Decision Making - Rely on the statistics and not just your gut feeling. Find the published data with statistical significance to make decisions and create the position.

Think Value - Providing a service must be worth it to the customer. This is something that has significant worth to the client.

Look at Industry - What are the common future trends you are seeing in the industry? Look around and see how

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Scott's theory is that people buy stuff to help save themselves time. Mike not only proves Scott wrong but expounds on other reasons people buy. This is one of the greatest breakdowns of why people buy.

How will this help you in sales? Ensure that you know which of the E's of sales your customer is focused on. Don't try and sell something that they are not needing.

These are the FOUR E's of Sales:

• Efficiency - Saving a client time
• Effectiveness - Purchasing cannot only be fast, but it must be good.
• Emotion - Feeling something will drive people to buy
• Ego - Wanting status or boost themselves

Efficiency - Many of the products we buy are designed to save us money. Since we can't buy time, we try to buy everything around it. We try and come close to the only thing that we can't buy.

Effectiveness - If it doesn't matter how long it takes, as long as it is done right, then your buyer values effectiveness above the other E's. This purchase needs to work and be better than anything else.

Emotional - These types of purchases do not make rational differences. However, they are purchases that are made to feel good. These types of purchases do not save you time nor should they be seen for effectiveness. Emotional purchases are typically made to feel good.

Ego - When someone buys to look good or because they want to look good, it is an ego purchase. There are items that make you feel good or better than other people. There is a fine line between emotional and ego.

• Efficiency and Effectiveness - lower likelihood of buyers remorse.
• Emotional and Ego - higher likelihood of buyers remorse.

These are also the two sets that are most closely related.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Anticipation is too often more fearful than the event. Many times we are dreading the event far more than the stress of the actual event. Don't let the fear, anxiety and secondary fear stall you from moving ahead!

Here are some things to help with the anxiety:

• Prepare for the event.
• Find a way to be comfortable with not knowing certain things. Put a finish line on how much you will study.
• Count backwards by 100 by threes. This stops your brain from spiraling.
• Understand the complexity of the situation
• Put something on the calendar.
• Face your fears continually and just do it.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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In sales, having a quota is like having a golden ticket to job security. Take Scott's example for instance. His boss once said, "Everyone's got a quota in sales, except Scott, 'cause, well, he's got no job."

So, embracing your quota is basically embracing your job in sales. Here's the lowdown on how quotas come to life:

1. Ground-Up Approach: Management looks into your territory, figures out what's cooking, and tailors a quota based on the potential for sealing the deal.
2. Top-Down Equal Weight: Bosses set a metric they want to hit, then sprinkle the growth goals evenly among the crew.
3. Top-Down Weighted: They've got a metric, divvy up the growth number proportionally to current business or area growth. Usually means a nod to the seasoned or top-performing reps.

Now, as your business grows, brace yourself for territory cuts. It's like a delicate dance – plenty of ways to do it right, but a ton more ways for things to go south. Oh, and heads up, your best sales rep might not be your office's best manager. Go figure!

Talking quotas is no walk in the park. Tricky stuff, for sure.

So spill the beans – how're you hitting your sales quota, and what's the end-of-year chit-chat like for you?"

Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Standing on the shoulders of giants. How are you utilizing successful people before you to ensure you are becoming better by using their help?

Too many times we feel that we want to do everything ourselves. The pride and ego inside of who we are pushes us to do it alone. However, it is when we utilize the teachings of those around us to improve who we are.

You are a beneficiary of everything that has happened before you. Be grateful and humble when you are selling because you are standing on the shoulders of giants. If you want to become the best at what you are doing, understand what industry leaders are saying. If you are able to use their teachings, you will get to where you want to go faster than you would on your own.

Copying - taking what someone has done and making it your own.
Discovery - taking something and adding to it.

Discovery is important when you are wanting to build out something special. Start with what people have innovated and then build on it. Great people start by standing on the shoulders of others.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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When are customers wrong? We have been taught that the customer is always right but here are some items when customers might be wrong. Here are the ways the customer might be wrong. It is when the customer asks for something that is:

• Illegal
• Immoral
• Unethical
• Unreasonable

Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:

• Might be short sighted
• Doesn't have all the inside information
• Best self-interest is not involved

When you have the customer's best interest at heart, you might find that you are protecting the customer from their own bad decision. While the customer might be frustrated in the short-term (maybe even a longer timeframe) and hopefully the customer will come to see how you are trying to serve their best interest.

What are we missing? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Quick sales here are not sales in desperation. These fast sales are just to pick up momentum. If you haven't sold anything and need a quick sale, try these things:

1. Apologize to sale you messed up on and ask to try again
2. Review your target list - usually some follow up you have forgotten.
3. Ask clients for referrals
4. Ask manager for ideas and then follow through. Usually doesn’t work because you know your business best but the perspective if okay.
5. Don’t try and create something new. No new process, marketing strategy or innovative idea to attract new buyers will get you there fast enough. Stop! This is important but not for new sales.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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When you are not selling, there are several things that you can look at to ensure that you continue to sell. Here are a list of several things that you should try before you give up.

Check these when sales are not good...

1. Get out of your own head... breathe!
2. Talking too much.
3. Don't have a conviction of your product.
4. Not discovering client't true issue
5. Not providing space for buyer to choose to purchase.
6. Not asking for the sale (rarely hitting the list)
7. Product knowledge (not hitting the list)

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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There are several words that we have been taught that should not be used in sales. However, there are times when certain words may be used. Mike insists that all words are okay to use in sales as long as they are a profanity, vulgar, dishonest or mean. On the other hand, Scott sees that there are times when certain words or forbidden phrases may be used.

Here is the list of the words/phrases that are okay to say in sales:

1. No
2. I don't know
3. We are going to have to separate ways
4. I'm going to suggest my competition of that one
5. I might not be the right fit
6. I don't have what you need

Don't be afraid to use or suggest your competitor in these circumstances. Your clients/prospects are looking for solutions. While you may have a product that solves that problem, they are not looking for an object but they are looking for someone who can fix the issue. As long as you are that issue, the client/prospect will keep coming back to you because you have the answers.

Please reach out to us:
Scott Schlofman
Mike Williams

Scott Schlofman
Mike William

sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Mike and Scott discuss 3 things about ACTIVELY COMMUNICATING. There are items that will help improve your sales. Here is Scott's list to help you communicate more effectively with your clients.

Here are the three items to work on with your prospects and clients:

• Typically, no news is good news. However, to a client, no news feels like no action. Call even to say there is nothing happening.
• Plan out the communication or it gets missed. Don’t be afraid to schedule random check-ins. If the client is waiting, don't try and add another sale when they haven't even received the first one.
• Give a follow up time and make the call when it is that time. Habits form with clients early. It is like tie training and the crease.

Deals can be broken when no action is taken. Ensure that you are constantly communicating with clients. In this day and age, we can track the Amazon driver or see order status and that is the expectation of clients and prospects. Ensure that you are proving the level of service that your prospects are seeking.

What other items of communication are we missing? We want to hear from you...
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Too often we delay doing things that we are supposed to do. There are times when we are asked to do something but we don't get to it. Unfortunately, when we don't, then we feel bad and we push off the embarrassment or guilt for another day. 

When we are delaying, act by doing the following:

• Suck up the pride and follow-up when you think about it... even if it has been a while and you should have done it earlier.
• Do your part and play your game. When you find that you are caught up in the formula, it is okay to go off script and fill in the parts your prospect is missing.
• If you are dragging your feet, is it because you are not uninterested or dreading to do it? If so, then you should probably move on. If you don't enjoy the client, then this will be a continual issue and you should end the relationship.
• Don't do nothing until it all goes away. It will likely not resolve itself in your favor. Ensure that you take actions in your own hands and do the follow up the way you feel that it should be done.

If you are delaying to do something for someone, just get it done! They likely won't remember, but if they do... they will likely be pleased that you are doing something you should have done a long time ago. ACT!

Reach out to us and let us know what you are missing:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike and Scott discuss 3 actions to stop doing immediately in sales.

1. Stop settling for being average - Too often in sales we get content on how things are going. Keep pushing yourself forward. Look at your sales and activities, then adjust the downtime and make is more productive.
2. Stop focusing on your agenda - Analyze why you want to make the sale. Are you doing it because you are needing it or it is going to push you forward? Or, is your focus on how the client can benefit. The order to look at things are a) how this will help the client b) how this will help the company and c) what this will do for you. You should always be the last one in the relationship.
3. Stop begging for the business - We might be begging for sales because we don't trust our product or we are needing something for our personal gain. If you find yourself consistently begging for the business then move on to the next thing (company or client.)

Reach out and let us know what we missed:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike adds RANCHERS to the Hunting and Farming mix. The rancher lives and dies on how well the livestock do. Here is how to ranch:

• There needs to be food and shelter. They are needing to take the cattle through the whole life cycle. You take the herd through the process and it keeps growing.

Hunter and Farmers are constantly being discussed. Here are our definitions:

• Hunters are focused on one target. This would be a sale every now and then. The focus is the one or maybe two individuals. Hunter closes with the kill and there is no hunting again.
• Farmers are people who are working the ground and planting seeds all over. They will then water the crop and always looking because the target is many. In the farming world, you are planting the seeds. There is continual planting the seed and then harvesting.
• Gatherers are order takers. They are not hunting nor farming.

Farmers are doing the same thing. It is planting, tilling and harvesting. Then they do it again. It is cyclical. However in ranching, there is more complexity because you are constantly moving the animals around and cultivating different areas.

If you think we are missing something or if you have another addition, please reach out to us:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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There are a few things to watch out for when you are interviewing or being interviewed. Here are the dos and don'ts when you are interviewing. The following is a list of our suggestions:

What to Make Up

• When an interview is scenario based, you can make up so many things.
• Ensure that you are not making the interview more difficult than it needs to be. Take advantage of the situation and put it in your favor by making a few key assumptions that help you out.

Red flags in an interview will be red flags after they are hired

• Don't make up things about yourself.
• Don't lie about your skill set. It will not be good for you in the future or your employer.
• When you feel that someone is not being open with you, you will find that the interview issue will not go away but only gets larger.
• Be quick to notice the red flags and faster to understand that they will not be a good fit for you. Don't give them benefits at the interview because you will continue to give them benefits until they are let go.

What are you seeing when you hire or are being hired? What do you think you can make-up and what can't be made up?

Reach out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike shares the story of him going skydiving for the first time. While most people typically jump tandem for the first time, Mike just jumped out with minimal training and rough equipment.

As you start sales, you will be provided with so much more than what Mike got his first time skydiving. However, one thing is the same. The moment that you decide to do it, you just need to take that first step and make it happen.

When you make that first jump here are some things you will need to know:

• It is going to go really quickly.
• You are going to question your judgement.
• After that first time, the adrenaline will get going and you will want to do it again.
• When the first time is past, you will want to do it again because you understand the process.
• The first couple of calls you will be emotional and you will want to get those out of your system and do it with accounts or prospects that are not of significant size.
• After you do it a couple times, the emotion will ware off and you will be more involved in the process.
• That rush of adrenaline can happen every time you make a cold call if you just lean into it.
• Lean all the way into it. If you are hesitant, you will crash!

If it is legal, moral and doesn't violate your own standards,... try it... you might like it!

What are you going to try this week that is something new? We want to hear from you!

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Everyone faces "Imposter Syndrome" at some point. The feeling that you don't deserve to be the expert in a given situation. You may be feeling that way now about your job or other scenarios. It's normal.

We all want to become better in general. The phrase "fake it until you become it" was coined by  Harvard social psychologist Dr. Amy Cuddy, and while this holds true, it sounds a bit like Imposter Syndrome. Itis not.

There are many times when we need to push forward on topics where we may not know everything, but we do know more than most. And that makes you the "expert" in the room.

You don't have to know everything all the time, however. Being the "know-it-all" is a symptom of Imposter Syndrome.  Here are some other indications that you are being perceived as a potential poser:

• Being a perfectionist
• Doing everything "solo"
• Assuming you have a natural genius
• Presenting yourself as superhuman
• Making yourself the expert at everything

Let us know what are we missing with Imposter Syndrome. What are the ramifications? Where have you encountered imposters? How has it affected your sales? Let us know!

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Top 3 Actions for Sales Success - How to make a fortune in sales!

Mike shares the secret to selling a lot. We run a lot of these lists but Mike says that this is the final list. Here are the Top 3 Actions for Sales Success:

1. Sell More
2. Sell Better
3. Sell Constantly

Sell More - Treat it like a profession. This is time spent on actually selling. Here are some of the other items that go along with Selling More (effort, work ethic, goals, etc). How much more time could you actually be out there selling more. Too often we are bogged down with the "other" items of sales. Free up your time and get out there and "sell more."

Sell Better - This is all about efficiency and ensuring that you are improving how you are selling. Review your sales pitch, your process, presentation and professionalism. It is not just getting out and selling more. Selling better focuses on how to directly improve when you are making more time in front of prospects. Seek guidance and help from others and be vulnerable when speaking with them.

Sell Constantly - Keep looking around and keep what you are selling at the front of your mind. Selling must be an action that you are in engaged in all the time. It is not that you just are selling when you are at work but that you are always on. This must be a continual process and keep searching to fill needs of prospects.

This is a simple list but we can't seem to poke holes in it. These areas are broad but too often we overthink the sales process. Too many times we get focused in on the things that bog us down and not on improving our sales. It is really this simple!

Join in the conversation and let us know what we are missing:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Products are great but stories are better. With so many items that you can purchase that are typically the same thing, the differentiator is just the story. 

• What is the story behind your product, good or service?
• What is your 'why' story?
• Is your LinkedIn page focused towards the client and describing your 'why'?

I thought I was different when I said that the 'why' I do something is because, "I want to help people." However, I have found out that almost everyone has that as their 'why'. Besides 'helping other people', what is your why? 

What is important in telling your story:

1. It relates to the listener on an emotional level.
2. The story must be clear and quick.
3. Listeners must be the hero of your story.
4. Don't say, "it is to help people" but be different and go further.
5. Why do you do what you are doing?

Ensure that you hone your story telling and tighten up your story of your service or product.

Reach out to us and tell us about your story:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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There are certain steps that you need to take in order to go on long vacations. Time away from work is needed and allows you to recenter. Make the time to remove yourself from the chaos so that you can look at the business differently. Here are 4 steps to allow you to go on longer vacations:

1. Don't be a hero.
2. Let the team solve problems.
3. Be okay with the results.
4. Congratulate them for success.

Don't be a hero - We don't feel like we can go on vacations because too often we feel like we are the only people who can do what we do. This might be correct in some instances but there is likely someone (or a couple people) in your company who can cover your business.

Let the team solve problems - Don't get in the way of people trying to solve the problems. Step out of their way and allow them to solve the issue at hand.

Be okay with the results - Your team might actually do a better job at solving the problem but they might not do it in the way that you normally would. It might also happen that the solved issue is not as good as how you would have done it but DON'T CORRECT their efforts. There will be a time for instruction and recap but not when it is initially handled.

Congratulate them for success - Give the credit where it is due. Reward the people who helped out. Ensure that they receive the credit for what they did.

Now go on your vacation and enjoy!

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Are you an introvert or extrovert? In other words, do you get energized by other people or do you get rejuvenated alone? 

Too many times in sales, we hear that being outgoing is the best way in sales. That is not the case. 

Extrovert:

• Pro - Able to speak to people and less afraid of the conversation.
• Con - Focused on your to be the life of the party and not the customer.

Introvert:

• Pro - Able to ask great questions because the focus is on others.
• Con - Focus is not on the individual but the actions taking place.

Base questions in sales for struggling reps:

1. How would you explain your zoning?
2. How do you categorize your accounts?
3. How do you manage your time?
4. Explain where your time is being used most.
5. How do you organize your day?
6. Identify the 5 accounts you would be okay losing.

If you are an introvert, you still can be amazing at sales. Let us know about if you are an introvert or extrovert.

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Great Incomes Produce Great Incomes - while this was the focus of today, we actually spent more time speaking about giving too many details in the following way:

• It is important to share all the information and be up front with the buyer. However, some details just don't need to be shared.
• Understand what the buyer is looking for and give them the information that they are looking for.
• When you provide too much information it can be distracting for the buyer and not helpful for the sale.

When do you think too much information is too much and when is it not enough and deceptive? Join in on the conversation!

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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While there are certain ways you can work with your competition, there is something that you should absolutely never do... don't demonize the competition.

Mike feels that this is strong verbiage but Scott insists that there are some things that should never be done. Don't be mean or rude to the competition. With so many mergers, people changing jobs for a competitor or a number of other situations, there are great ways to handle your competition and there are some things you should never do:

ALWAYS

• Play fair with the competition.
• Understand who they are and what they are really good at doing.
• Know the accounts that they have and why the accounts like doing business with your competition.
• Find a way that you can use your competitor to aid your accounts.

NEVER

• Talk bad about the competition.
• Burn bridges or relationships
• Sell against someone or against a product. Rather focus on your strengths.

Scott used to introduce himself to the competition so that they knew who he was. This humanized the competition and made him feel as though he could go up against them in certain accounts.

What are you doing well and where can you improve in handling your competition?

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Zack Williams (President of Cannon Sales) and Josh Williams (President of My Park Supply) join us to discuss being President of their respective companies. In today's episode we discuss:

• Work Life Balance (or the lack thereof)
• Starting in sales to owning the company
• Competitive nature starts young
• Learning a solid work ethic from their dad
• Different management styles

Unfortunately we lost Zack's last 3 minutes of audio and he was not able to play the game with us but Josh's contributions carried us through to the end.

Let us know what you do differently or what is on your mind:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike Bean is an Athletic Trainer at Notre Dame and the inventor of the TayCo ankle brace. You can find out more about the brace by using this link (click here).

How do you find the right business and need to get started? Mike highlights what he did to get TayCo started. Here are some of his steps:

• Found a need and high use.
• Uses resources to build the prototype.
• Connections were used to prove concept and prototypes.
• Allowed someone to come in and help drive the process beyond his time and/or skill set.
• Utilize local colleges to help with the patent process or finding ideas.
• Be relentless in selling but selling is sharing. Just talk to everyone about your product and "spread the word"
• The key is to put the product on everyone so they can feel the difference.

There were several great ideas that came out of speaking with Mike. If you want to join in the conversation, just reach out:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Jason LeVasseur joins the podcast today. Jason was Scott's sales leader after he left Mike to work in Florida. Scott learned so much from working with Jason and many of those things are broken down.

The Sales Professional is an honorable position. How are you training your sales reps?

• Compassion vs Empassion
• Dissect territory analytics
• Expectations are clearly defined and understood
• Be friends with those you manage and hold tough conversations

Jason shares his insights on how to train and motivate sales reps.

Join in on the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Joe Tate is an HR practitioner and is a principal at Boost HR & Recruiting. They help companies navigate employee law. We talk about the following issues:

• Validity of the "non-compete" with sales reps - There is strength because the employees sign but it is usually for 12 months. It is usually put within a certain geographical boundry.
• Negotiate your salary - Your biggest opportunity is at the front-end. What are the benefits or incentives when you work. It is not about salary but total compensation.
• Time off work is negotiable - There is usually wriggle room when negotiating time off work.
• Severance Law - Pay attention to severance packages if the hush money is no longer applicable. Will the money be decreased in these packages?

When you are hiring people, there are some items to look out for. There might be a tipping point that you have to share the 'why' when you are recruiting.

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Ego vs Empathy

Mike suggests that these are the only two things you need to balance in sales. There is an even balance between the two. 

Ego - the drive for success and winning at all cost
Empathy - putting yourself in the position of your client

Not sympathy - sympathy is feeling sorry for but not necessary feeling the customer's pain (empathy).

How do you know if you have a healthy balance between ego and empathy?

• You will recognize that you are going to lose in some circumstances because there is someone else in the process and you can't remove their ability to choose.
• Are you not closing enough? Check your ego but in the reverse as what you typically hear. More ego will create a deeper desire to win.

INTERVIEW QUESTION:

• Demonstrate times when you have demonstrated empathy? and can you demonstrate how you have demonstrated .

CAUTION: If you don't have any ego or empathy then you will not make it in sales. The balance can be adjusted but if one of these traits lack, then you will not succeed in sales.

What are you thought about empathy vs ego? We want to hear from you.

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Statistically, if you are in sales and it is May, you are likely behind quota. What are you going to do increase sales as you are headed into the summer? When people go on vacations, it is likely that sales are more spread out. While your client or prospect might not be vacationing, another decision maker might be out. What can you do to ensure your sales don't slum?

Here are some ideas:

• Detail out how many widgets you need to sell to meet quota.
• Map out which clients are likely to buy those widgets to get back to quota.
• Create flexibility in closing times based on travel schedules.
• Calendar out when your clients/prospects are going on vacation and who would need to approve the purchase.
• Work as hard or harder during the summer to build up your pipeline. This is done by asking questions when things are a little slower.

What else do you do to increase your sales during the summer? Reach out to us and let us know:

Scott@TheSellingPodcast.com
Mike@TheSellingPodcast.com

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SUCCESSFUL SALES REP TOP 5 TRAITS

Scott's poem below of the best time to reach you.

Mike's Top 5 Traits for Sales Rep List

1. Get out of Bed - Work Ethic
2. Genuine Curiosity
3. Discipline and Focus
4. Rep is Fully Accountable
5. Plan

Scott's Top 5 Traits for Sales Rep List

1. Ultimate Desire
2. See Whole Picture
3. Comfortable Starting Over
4. Be a Tinker-er
5. Plan or Process

Mike and Scott started with the same #5 item that is beginning with a plan or sales process. Being a Tinker-er and a Genuine Curiosity is a key trait to understand the whole environment and trouble shoot how things can improve or be better. Hold yourself ultimately accountable to the end result. When you blame others for your failure, it is not someone who you want on your team or to purchase from.

We think that our lists are the absolute correct ones. We also realize that we might not have a complete list. What are your top 5 traits to become a successful sales rep?

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

*Best Time to Reach You - Scott Schlofman

I think I have found the best time to send you an email:

But it's definitely not Saturday or Sunday. It would be rude to interrupt you over the weekend.

I was going to send you a message on Friday but thinking you are closing the week or might leave early, I decided not to.

Monday is usually bad because you are catching up from the weekend and I don't want my email to get lost in with all the rest.

Wednesday is the day when people are getting excited and planning for the weekend. I don't want to get caught up in that emotional mess.

This only leaves Tuesday and Thursday. Since Thursday is my golf day, that is not a good day for me.

Well, today is Tuesday and since I was busy writing this memo, I will likely send you the email next week!... unless it is a bad time!*

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David Weiss is the Chief Revenue Officer at The Sales Collective.

The Sales Collective will help you review your sales process.

In this episode, we discuss:

• The Break-Up email and how it is used effectively.
• Transactional - the person who works the hardest wins.
• Where will AI fit in sales?
• What questions are you asking and why are you asking them?
  • How are you looking at the sale?
• Can you bring unique insight to sales or will you

Reach out to David and the Sales Collective. Join in the conversation by reaching out to Scott or Mike:
Scott@TheSellingPodcast.com
Mike@TheSellingPodcast.com 

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Send us an email and let us know your industry and how long you have been in that industry. What actions do you take to break out of mediocrity  - Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com

Today we discuss what mediocrity looks like and how to not be a mediocre sales rep. What are you doing to stand out above the crowd and ahead of other people. Here are some things that you can do to be an all-star:

• Strive for excellence - don't be comfortable being mediocre.
• Don't wait for the deadlines but be proactive.
• Excellence vs mediocrity might only come down to a couple calls.
• Create a singularity of focus for what you want to achieve.

Critical Moment: You must get out of the comfort zone to make a move. Choose to do something different, start something new or end something wasteful. 

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Dax Kempton shares his journey from machine repairman to sales. There were a few things that he did to ensure that he was successful:

• Remember the journey to get you into sales - don't overlook the customer care in your selling.
• Know the specs and desired functions of what you are selling.
• Be person who is known as a problem solver.
• How do you stay curious when selling?

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Alex is back talking about Legos. There are many insight we shared. We talk about all things Lego with Alex Nunes. Check out his YouTube Channel by clicking here.

What is your social presence like?

• How do you deal with social media haters?
• What are you doing to grow your digital presence?
• We also talk all things about Lego Ambassador.

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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You will want to skip this episode if you are not interested in the most famous, most successful, most fun, and most painful to step on toy in the world; Legos. We talk about all things Lego with Alex Nunes. Check out his YouTube Channel by clicking here.

There are many passions that drive people. How is your side hustle interacting with your day job?

• What does it take to attract others to your hobby?
• How does someone start with YouTube and build an audience?
• Don't be afraid to push what you are doing.
• How do you find a balance between everything you have in life?
• What are you passionate about and how are you enjoying life every day?

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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What do you wear when you are selling? We discuss the following topics:

• Always look one notch better than the prospect/client.
• Ensure that you are wearing the expected uniform of the industry.
• Working from home still requires you to dress up for your personal mindset.
• Dress up but ensure you look like you are able to do hard work.
• Look put together because that inherently portrays success.
• Don't go over the top with how you are dressed.

Personal hygiene:

• Ensure that you smell good.
• Look good and groomed.
• Ensure your breath smells good.

Working from home:

• When you don't get ready for the day, you treat the day like it is casual.
• Fake it until you become it is true with working from home.

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Eric Anderson is the co-founder of Medical Sales RX. If you are in medical sales or looking to get into medical sales, then you should check out this website and course.

You can check out his podcast at https://medicalsalesrxpodcast.buzzsprout.com/

Medical Sales have the following steps:

• Hold an accurate knowledge base.
• Develop an ongoing relationship with significant value.
• Ensure your LinkedIn is current and active.
• Use it as a platform to engage with others.

Video messaging is a great way to connect with people. 

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Barbara Kay shares her insights on how to handle customers when they are in a highly agitated emotional state. There are some things to do:

1. Remain calm by putting yourself in a good mental place. Take a long, deep breath.
2. Don't become robotic and deliver a script.
3. Listen with empathy - listen to the frustration of the customer and try to help.
4. Don't be afraid to mirror the client's emotions while maintaining your composure.

"I completely understand your frustration" and then land on it. Don't say anything and let it sink in. Then, pivot with the word 'and' to prove the next point.

You can't cause an inflamed brain to calm down through reason or pressure. You are just going to make it more inflamed.

You can find more about Barbara and what she coaches at BarbaraKayCoaching.com

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Zack Williams is the President at Cannon Sales. Zack started at the company in the warehouse and worked his way into sales and now (along with his wife) stands as the company's President. 

What is your vision like? How do you know when to push forward in your career or when should you take some time, not climb the corporate ladder, and just learn?

If you could look back at when you first started, what would you do differently now that you are running the company?

• Gain the experience - put in the time to learn
• Learn from others

There is a lot of hard work in becoming the company's president and Zack shares some of his thoughts about it.

Join in the conversation and share what you are doing:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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"If you raise your kids, you can spoil your grandkids, but if you spoil your kids, you will raise your grandchildren".

When you feel like you are providing the wrong experience... STOP! Selling is providing what customers want and need and not what you want to happen. If you are not helping the client or prospect, stop and listen. Then lead them to the proper solution.

Paul Carr offers some great advice as an entrepreneur. Going into business for yourself might not be best for everyone:

• You might choose to work with someone else to help offset what you are wanting to do.
• You don't have to be passionate about what you are doing, but you need to have at least a desire to be successful.

Reach out to Paul at Capitalist Tax

Send us a note:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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There are some ways to deal with horrible bosses. Here are our tips:

Scott's Tips

1. Don't be intimidated.
2. Suck it up and do it.

MIke's Tips

1. Establish clearly defined and understood work requirements.
2. Return and report on progress
3. Determine their objectives
4. Sell you boss - Sell the boss your ideas and methodology

What tips do you have that we are missing?

Reach out and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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When you are presenting in sales and then something goes wrong, do you push forward or do you pull back? Here are some tips to help:

• Pull Back! - There is a good way to do this but pushing forward just tries to advance your agenda.
• If you are flailing around, it is likely because you are unprepared, there was an unexpected interest/question, or you zigged when you should have zagged.
• Explain to the prospect/client or simply say, "Mr/Mrs Client - from all my research and previous conversations, I came prepared to talk about x, y and z. However, I clearly see now that you are concerned about 1, 2, and 3. To respect your time, may I come back Tuesday of next week and talk about 1, 2, and 3?"
• Send an agenda from the beginning to ensure you are meeting the concerns of the prospect/client.
• Keep highlighting the pain point during the communication. This will ensure that there are not many distractions during the presentation.

When is a good time to push forward in the presentation when it feels it is off the rails?

Reach out to us and be apart of the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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If you were going to do it all over again, what do you wish you would have known? Mike decided to put out a spontaneous topic to help new sales reps shorten their learning curve. Are you an experienced sales rep? Send us your thoughts!

Mike's Top 4 Tips

1. Get a coach or a mentor
2. Time management - work with structure
3. Seek professional and personal development
4. Be persistent

Scott's Top 4 Tips

1. Create an area book
2. Develop your marketing plan - put it on auto drive
3. Ask for referrals - if you don't have prospects or clients to ask, then ask someone else in the industry
4. Ask everyone for suggestions

What are we missing?

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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As you start this year and want to change some things, what are you going to change? 

In this week's conversation, we discuss pirate costumes and creating things. Struggling to find the time? Here are several ideas to help!

When you are looking to improve but sales went well last year, when should you stop tinkering or changing? Here are some ideas:

1. Understand what is working - don't change that.
2. Drop things that aren't working well.
3. Find best practice processes with detail.
4. Set milestones to celebrate or when to stop.

How much time do you have to create something new or change what you are doing? 

If you want to change something, you have to make it happen and DO IT!

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Pete Howland joins the podcast to discuss service selling. There are some great take aways for everyone. Here are some of our favorites:

• Air filters are not necessary on every oil change :)
• Set up the appropriate expectations with service. Ensure that the client is hearing what you are saying.
• Building trust from the first meeting
• You can't build a Cobra for under $40K.

Join in the conversation. Reach out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Fred Mady defines his absolutes. What are your absolutes?

"If you want to be a better rep, find a better manager." - as a manager, don't accept average performance. You have to help your reps improve and hold them accountable. Managers add value by adding their top 25.

Absolute - Value or principle that is accepted as valid.

1. JDI - Just do it. Whatever your delay, struggle of issue is, just show up and get it done. No excuses and start with successes.
2. Know Thyself - You can't fake it and need to be comfortable with yourself and be fine in that process.
3. Create a Positive Buzz About You - Certain reps have a "buzz" about them. People will talk about you because you are positive. Positivity is contagious and people will want to be a part of it.
4. Challenge Your Prospects - Ask your clients/prospects for their business after you have earned their respect.
5. Believe in the Opportunity - Create a number that you will be able to hit to succeed. Look at your opportunities like a business and the revenue potential.
6. Focus as a Business Person - You don't have a job but you have a business that you are creating. This is yours... own it!
7. Shhhhhh - Create quiet around you and stop the noise. Take some time to clear your mind from everything. Reps often struggle with their thoughts.
8. Ask for the Business - Find 5 ways to ask for the business and write them down. Have them linked to your stories and then ask.
9. Love Them to Death - We might struggle with certain individuals but clear your head of negativity. Fall in love with your clients/prospects. Ask about them outside of the business.
10. Be Sales Tough - There are so many normal issues. Stop complaining and be the A-rep because everyone understands what you are going through.
11. Be Lucky - Don't be sad or frustrated when you are lucky. It is okay to not only be lucky but celebrate all victories!
12. Be Thankful - Being the best will come from the help of so many people. Top success does not come alone. Be thankful to everyone... including clients.
13. Give Back - How, when and what you want to do. Give back in your industry because there is space for everyone.

What are sales absolutes that you would like to add or feel are crucial? Let us know so we can put them up on the podcast.

Join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top:

• Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfall. When you were starting, you didn't care and spoke to everyone because you have narrowed your vision. This is not being niche, but this is believing your own false stories.
• Know thy self - Can you take your persona and move it along to find the right opportunities? You need to trust your system you have created but don't close doors that could be open.

Find 40 leads in 20 minutes:

• Create a map board with all customers on the first column. Then on the top row, highlight your products. Put a check if you have that business with a simple "use or not use" question. The blanks highlight opportunities.
• Put a number on these blank areas and come up with how much you can increase your business this year.

Top 25

• Build 5 steps to gain the business on those top 25 accounts.
• Then focus on the number to build your annual performance.

Keep being the top rep time and time again! There are ways to get the explosive growth you once had.

Join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Fred Mady shares some incredible thought on what average or underperforming reps do everyday. These are how you become average. How many of these things are you doing?

1. Never show products
2. Don't plan
3. Lack product knowledge
4. Procrastinate
5. Over commits
6. Crisis management
7. Disorganized
8. No plan
9. No time management

How many of these traps are you falling into? We discuss not only what average reps do but how to ensure you are not just average.

Join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Fred Mady shares some incredible thought about how to become a great rep if you are new. Here are the key takeaways:

1. Set time management goals and ensure your personal and professional goals are in alignment. Know your priorities, plan your work and then keep 1st things 1st.
2. Face time with decision makers. If you want to sell something you need to spend time in front of the person who can make that decision.
3. Spend time planning how to get in front of the decision maker. The time not in front of the buyer should be spent trying to figure out how to get in front of that individual or group.

Features - Something unique that what you are selling has.
Benefit - An experience or feeling that comes from a feature.
Features are cool to discuss but the sale comes from highlighting the benefits. To know benefits, you need to know your buyer.

Join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Barbara Kay is not only extensively trained in clinical psychology, but she is a great coach as well! Her website has several great tools and tips. Check out her website: BarbaraKayCoaching.com and see what she is doing.

When you walk into a situation where you are going to sell and you are anxious, people will sense that and it will cause discomfort for the listener. Your emotional energy comes across and if you are calm will signal to the other person that you are a friend.

There are two tips to try:

1. How do you want people to feel after your interaction with them?

This usually helps the conversation move toward the focus of the person we are speaking with and not having the conversation based around us.

1. Deep breathing will help you gain energy and come across as calm and relaxed. This is the fastest way to reset yourself.

Fluency - People are attracted to things because they look, seem, or feel good. Not that it is actually good but because it feels good. Lecturing overwhelms the buyer with too much information and will be rejected by the buyer because it can't be absorbed easily. Don't let your buyers turn you away just on principle due to information overload.

Use questions that start with:

• What
• How
• When

But mostly leave out 'Why' questions

The article that we tried to get to but were sidetracked is here:
Handling Difficult Conversations with Customers

Please join our conversation by reaching out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Aaron Lewis is an incredible example of sales. From his planning to winning 7 consecutive President Club trips, Aaron knows how to sell and shares his methodology and recipe with us. 

This is what we cover in this weeks episode:

• Proper territory planning
• How to win multiple company awards
• Stalking or selling?
• Whale hunting for simple fishing

Aaron has an incredible way to put everything together. The precision that he takes to map out what he wants to do and then methodically executes his plan is remarkable. After listening, you will understand what makes him so remarkable in sales. 

One of the things that stands out to me is that he doubted what he was able to do. He gave it more time and because one of the most successful reps in his previous company. 

Wanting to join our conversation? Reach out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Jason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode:

• Why sales is not a profession.

Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast.

Pick up your copy of his book or check out his podcast through his website https://www.cutterconsultinggroup.com/

Reach out to us to join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Jason Cutter shares his tips on  "Selling with Authentic Persuasion." Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Here are the topics that we covered in this episode:

• How to be a "quarter breaker" and not an "order taker"
• What is the difference between persuasion and convincing?
• When to give time for customer to think vs avoid nervous stalling?
• Defining "find 'em, fleece 'em, and forget 'em"
• When to pass and not pause after a question?

How does someone drive their sales?

Pick up your copy of his book or check out his podcast through his website https://www.cutterconsultinggroup.com/

Reach out to us to join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Ron Taggart is the owner at Ronald B Taggart Insurance Agency, Inc. He shares his story about how he got into sales. He describes it as a noble profession.

How does he get most of his business right now? - Referrals!

So how do you bridge the gap for someone who is starting right now? - Ron shares that he out hustles, out performs and out works everyone in the industry. If you are planting seeds, which seeds do you know are actually going to work. If they are to flower, how do you know if it flowers to what you want to be? In short, it doesn't matter! When you starting, plant as many seeds as possible. Then, when things have developed, you can choose which ones you would like to harvest and which ones you want to leave in the field. Also, if you are hungry, does it matter what is growing?

"By the inch it's a cinch and by a yard it is hard." Set up systems and a process to drive the business early. 

IFOTO = I Focus on the Outcome - what is your long view of your profession? 

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike suggests that there are 4 (and now 5) attributes that make a successful sales person and person in general. Mike shares about charity and empathy. Here are the 5 attributes:

1. Integrity
2. Curiosity
3. Humility
4. Charity
5. Empathy

How are we defining Charity vs Empathy? - It is not giving anything away for free. It is understanding WHY an organization or an individual is doing something. You will have charity or empathy if you can understand their emotional concerns. Being charity/empathy is creating the win/win situation.

Charity - Concern for an ORGANIZATION 
vs
Empathy - Concern for an INDIVIDUAL

You can't have empathy for an organization because it is not a living thing (no matter what lawyers may say.) The company only has life because of the individuals who make it up. These individuals can and should receive empathy.

How do you show compassion? - Mike says that you can't show it but you naturally have it. 

• Look at the whole scenario
• How is the transaction seen from the buyers point of view
• Are you looking our for the other person's best interest?

Are there any attributes that we are missing?

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Mike shares Intellectual Humility. Here are the 5 attributes:

1. Integrity
2. Curiosity
3. Humility
4. Charity
5. Empathy

What is "intellectual humility"? 

Sit on the same side of the table in your next presentation.
Remove the emotion and see it from their perspective. If you are seeing different pictures of the problem, then your answer will always look different. 

Take a look and try to find a "normal" person. What does "normal" look like? It is because we are all unique that we will have different ways to observe and solve a problem. 

What questions do you ask to demonstrate intellectual humility?:

• From your prospective...
• What is your thought process?
• Why is that important to you?
• How does this look from the other point of view?

You will know if you are on your prospect's side if you are getting an emotional response to your questions. If you don't receive an emotional response, then you are likely asking the right questions from their point of view.

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about curiosity. Here are the 5 attributes:

1. Integrity
2. Curiosity
3. Humility
4. Charity
5. Empathy

How do we define curiosity? 

Try this... In your next sales presentation don't say 'I' in your sales conversation. 

What are the questions to ask and not to ask?

Which attributes are we missing?

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about integrity.  Here are the 5 attributes:

1. Integrity
2. Curiosity
3. Humility
4. Charity
5. Empathy

How do we define integrity?

Integrity is being complete. We must be a complete person. Telling a lie is a piece of integrity but not the whole thing. When you tell a lie, it is just a piece of you that is arrant. When you are able to be a whole person (self worth, honesty, well rounded and completeness), then you will be successful. 

Reach out to us if you have anything that we are missing:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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There are a few things in sales that you MUST DO. They are pinpoint potential, link value to customer and follow up. Here is the breakdown of the topic today.

Two main points:

• Do tasks that you are good at. Don't waste time improving on something that someone else can do much better!
• Sales rep to sales manager requires different skills. Too many times there are skills that don't transfer and management needs a whole different set of skills.

Here is my original list of STAGES OF SALES:

1. Value Proposition
2. Identify Potentials
3. Research
4. Hunting / Getting Time
5. Present - ish
6. Close
7. Follow-Up
8. Servicing
9. Referrals
10. Payment

When these are distilled down, there are THREE tasks that at a sales rep you have to be proficient and can't pass on to anyone else:

1. Pinpoint Potential
2. Link Value to Client
3. Follow-Up

If we are missing anything, please reach out!
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Handling rejection is what we do in sales. However, what happens when you are rejected by a friend? These rejections seem to hurt more than being rejected by someone you don't know. Here are some ideas to help pitch your friends:

• Often conversations will lend themselves to business but don't "sneak up" on your friends being customers.
• Create an environment where it is a business situation and they can reject the business without rejecting you.

If you mix business and friendship, you will also mix the answer of rejection. Having a clear distinction between the business and friendship is key.

What are we missing?
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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There is a difference between poaching and prospecting. Poaching is moving into a territory that is not your own. The reason sales reps do this is because they feel that the "grass is greener" in someone else's lawn. Rarely this is the case!

There are some simple tools to extract the most value from information. Are there ways to find prospects or potential customers from horizontal markets? There is likely another sales rep that sells into the similar customers. They will likely have information available for public use. 

Check out alumni organizations or other groups to make your connections tighter. 

CAUTION: Don't get caught up in the in searching and start selling!

Tell us where you are finding new opportunities:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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You know that feeling when you want to get out and make things happen because you have not been productive. As you get ready to go you don't know where you are going and what you are to be doing? By the time you are done planning, you have run out of time. This is what we call BackPlanning. How do we prevent this from happening.

When you start Backward planning is just that... backwards! Backward planning is NOT a thing that is effective.

To be forward planning - You must plan for it! 

Here are some ideas to forward plan:

1. Understand your customers/prospects and anticipate their needs.
2. Most customers/prospects ask the same questions and have similar concerns.
3. Take minimal time to prepare for different scenarios.
4. When the right time hits, you are already prepared for the moment.
5. If you are not fully prepared, you are at least close to the end and save yourself time.

Please let us know how you are planning for the future:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike and Scott discuss what drives them crazy in sales. 

It comes down to two main points:

1. Do what you say you are going to do and
2. Follow up!

If that is too broad, here some details...

• Get back to your customer in a timely manner.
• Don't talk too much about yourself.
• See everyone in the room.
• Don't follow up on a question that is not relevant.
• Be honest with people.
• Only make a mess big enough for you to clean up!
• Stay in your lane and don't go outside your expertise.

In short, don't be lazy!

Don't feel like sending an email?... Trust us, we know that "you were going to do that!" 
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.om

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NOMATIC'S Co-Founder, Jon Richards, joins the podcast and impresses with his story.

How did he begin?...

NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story.

Key items in the conversation:

• When you have an idea - you don't have to quit your day job.
• Get others to rally around your cause.
• Come with your MVP (minimally viable product) and push it quickly.

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Larry Long Jr shares his book with us. You can pick up his book Jolt using this link (Click Here.)

How intentional are we with our lives? What story are you telling yourself? Are you surrounding yourself around encouraging people?

Here is what we are talking about with Larry:

• Dominating in your profession... stop with the imposter syndrome but be intentional with what you are doing with focus, goals and motivation.
• Find 1 person you haven't been in touch with and "surprise and delight" them with something great. Let's connect with people!
• Manage your reps because you care.

How do you know when it is time to let someone go?

• Use the data and trust your gut on cutting someone. Be quick when the fit is not correct. It doesn't mean that they are not great but they might not be the right for the team.

Larry suggests that people who are on top of their game in their outside life, you will likely see this spill over into the sales success.

What are you going to do in 2022?
Who are you going to be in 2023?

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Blake Gibbons, co-founder and COO at Facet talks with us about the hiring process. We talk about the do and don't (mostly the don'ts) and some "human" ways to connect with new hires. If you are looking for a great example of how to onboard new hires, check out Facet!

Our conversation highlights several hiring issues that Blake sees. Here are some of the takeaways from our conversation.

Things not to do:

1. Don't talk poorly of your previous company.
2. Don't be unprepared for the interview (this is a skill that you are likely ready for.)
3. Ensure you are not creating a toxic work environment by what you are saying to others in and out of your company.
4. Apply for jobs that are out of your previous experience.

Watch-Out:

• Taking criticism is easier to accept than when someone speaks positively. However, sharing positivity toward a company or person is exactly what we should be doing!
• "A man has to know his limitations."  The great philosopher Dirty Harry...

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Handling Objections - When the FAULT is YOURS!

There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem:

1. Honest Awareness - "Hi (account) This just happened..." Start by telling the account the issue (how it was created and solved.) Before you begin any light chatter, begin by sharing the fault. Get straight to it during this apology/explanation.
2. Take Ownership - "I was going to..." or "it happened because..." Don't take ownership and then try and hide. Don't lose credibility and be accountable.
3. Culpability / Humble Confidence - "I dropped the ball..." Take accountability but no need to be arrogant about a mistake you made. Also, don't take boastful pride in fixing a mistake you made.
4. Restitution / Reconciliation - "Here are some options to resolve or suggestions to fix..." Don't just highlight the mistake without suggesting ways to repair. Having a way to fix the mistake shows that you are wanting to make it better. Don't feel bad if they don't accept your solution. They can fix it anyway they want.
5. Focused Future - "This mistake will not be repeated because..." If you make this mistake, ensure that you do not repeat that mistake again. You must have a heightened awareness.

If you have any stories, experience or different steps to this process, please reach out:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone:

1. Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors.
2. Know you can ask for favors - (You better be willing as well to "do stuff") Prioritize your asks and frequency of those asks. The Sales Island Syndrome is exacerbated when you need help and nobody is making time to help. This is when you need to leverage your good will and ask for a favor.
3. Don't ask for something and then do it yourself - You lose credibility when you send an email or make an ask and then find the answer without allowing sufficient time for a response. It vastly diminishes any future help when you ask that individual.

What have you been doing to increase your efficiency working with the home office?

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Jaron Erickson creates tech selling ninjas! If you, or someone you know is looking to get into tech sales and doesn't know where to begin... then Jaron will teach you in the Sales Dojo.

Jaron's program provides education for people looking to get into the tech sales. His 4 week course has a high placement rate and at the end, you will have the Dojo backing you. 

Jaron shares his experience and how he began the concept. He also shares what he can create with his students.

Reach out to us and join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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When is there too much goodwill? Can you give away too much?

Pros

• Provide a sample of best quality
• Willing to pay more for higher quality
• Ensure that the fit for everyone is good

Cons

• Appear to be hiding something
• Stealing potential paying clients from yourself
• Time consuming for actual clients

Would you buy a car before a test drive? When does a test drive become a bad business case?

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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When is it time to move away from your clients? While this is a shorter episode, it is critical to know the best way to say goodbye to certain clients. Here are some things to look for:

1. How much time are you spending vs the financial compensation?
2. Are you being productive or is it too much accumulated time?
3. Set time and financial boundaries. If the client/prospect does not meet the standard, then consider moving on.

It is very hard to move on from a client or prospect. However, great reps are moving forward and growing. To be able to find time for new, and potentially better opportunities, you might need to pass along some of your business to someone else. This might be getting an assistant, dividing the territory or simply moving on. 

• Be strategic
• Ensure that upper management is aware of what you are doing
• Ensure that the lower levels of the work force know why you are doing it
• Ensure that your clients understand why this is happening

Join in our conversation and share your thoughts:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Do you feel like you are lonely in your territory? How does being a relation expert fit into this conversation? You get off your lonely sales island when your clients need you. When you feel needed, this takes away your feeling of loneliness.  

Loneliness is a consequence and being alone is a choice. When you choose not to pick up the phone and speak to someone, you are missing out on opportunities. 

1. Stay current in the industry (trending articles and be where people in the industry are at) - Use Google Alerts to stay up to date on your industry.
2. Gossip doesn't get you nowhere... but in trouble - stop the gossip! When you get into the accounts or people's lives, you are going to hear things you shouldn't have heard. Keep the confidentiality.
3. Stay consistent - if you feel like what you are doing is not working but it is a proven methodology, keep going!

Look at the big picture. How does your product/service help the overall results of the customer/client/prospect? Use these steps above to ensure you are getting the science of being a relation expert.

Please reach out to us and let us know your thoughts:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Return winners of a President's Club understand how all the macro pieces fit together. Being an expert on your product might take you to President's Club one time. Being an expert on the industry and how your product/service fits into the macro view, will make you a return winner.

IF YOU ARE NEW... UNDERSTAND MACRO RELATIONSHIPS. You will be able to leverage the back office or bring in other experts to help you provide the full service. 

Both new reps, old reps and managers must spend time understanding the larger picture and process. If you can understand your prospect/customer's business pains and methodology, then you will be able to offer your product/service and add significant value.

People looking to purchase already know specs. What the buyer is needing is the process of the purchase and how everything will work together to drive results.

Reach out with your thoughts on this topic:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com 

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Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode. 

Here are two key tips for sales from Ashton:

1. Ask for free stuff everywhere.
2. Order at a restaurant quickly.

These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?

In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:

• Be genuine
• Be an expert (if you are not, bring in the expert to add value)
• Don't be boxed into the stereotype in sales
• Be direct and be bold in your sales process

What are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?

We want to hear from you...
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:

• Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it."
• How to get out of a rut when you feel that you are not making it.
• You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.
• Have some accountability partners to help you understand where you are at and change.

Please join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:

• The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.
• Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.
• How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.
• Focus on the results and allow that to drive the story.
• Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?

Find out more about Greg at Total Customer Strategy.

How has Greg's research changed what you will be doing? We want to hear from you.

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode:

• Are people challenging your sales pitch engaged and likely to buy?
• Are people who are slightly frustrated with your product good for referrals?
• What is the number one driver for customer retention?
• Do NPS numbers accurately reflect your business?

Part 2 will air next week but this will give a lot of information to think about for the next 7 days. Find out more about Greg at Total Customer Strategy.

Tell us how you feel about the importance of customer satisfaction in your business:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX. You might see others and think they are successful but only after time will you truly see the results of ethical selling.

Here are points discussed in this weeks episode:

• When you put clients first, there is not a grey area.
• It is easy to share the facts of what the product/service is and is not.

Enterprise sales are easier to be consistent with the sales process. When it needs to pass through multiple people to close the deal, it is crucial and almost easier to be upfront with features and benefits. One thing to watch out for is:

• Don't promise something that you believe will come out by the time the purchaser uses the product. Take time to explain and be upfront.

A Key Take-Away from the conversation is... WHERE DO YOU PLACE YOUR VALUE? If you placing your value in what you are selling or achieving you will likely be disappointed. When value is placed with a long-term focus, such as father/mother/spouse/person with integrity, then you will have a different focus. With a value that doesn't change with time, you will not be pushed as much to cut corners or make decisions without full integrity.

Join in our conversation and share this with others:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Are you closing techniques not working? We know why... stop doing them!

What is the best single action to increase sales? - Sell to the right person!

Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful.

James Muir highlights the 7 Myths of Sales. Find out more about what he shares at his website PureMuir.com.

7 Deadly Sins or Myths of Closing:

1. Closing techniques work
2. ABC - Always Be Closing
3. Closing tactics work on large and small deals
4. Closing gambits show you want the business
5. Customers are happy when they make a decision
6. Sale will close itself
7. Sales people are afraid of asking for commitment

Do you not like selling technique? Great! They are not working for specific reasons.

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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99% of what you get about closing is REALLY bad. There are ancient tactics that keep circulating and bad practices must be abolished! James Muir shares his expertise on sales. Find out more about what he shares at his website PureMuir.com.  

Are you listening to "practitioners in sales" or intellectuals that are digging up old information that is not relevant or applicable. Selling in today's world when prospect have all the information is different in the information world. 

7 Deadly Sins or Myths of Closing:

1. Closing techniques work
2. ABC - Always Be Closing
3. Closing tactics work on large and small deals
4. Closing gambits show you want the business
5. Customers are happy when they make a decision
6. Sale will close itself
7. Sales people are afraid of asking for commitment

Gambits work if the sale is a low price sale. The higher the cost, the lower probability of close. What advice are you listening to and who is sharing it with you. Question what you are hearing! 

In this week, we speak about myths 1-4. Join us next week for 3-7 and more James Muir.

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Damien Cooke finishes the conversation about leadership and management. They are two different things and should be treated as such. A good manager will not make a good leader and visa versa. Here is what we discuss in this week's episode:

Great leaders do the following:

• Recognize different styles of selling and leadership.
• Redirect learning and conversations in a way that connect with different personalities.
• Find future leaders that are diverse but who have an ability to care and redirect people toward their potential.

How do you build a great team or know that you are on a great team?

• TRUST - there is nothing that you would hold back from these individuals. This includes secrets, passions, aspirations, weaknesses and challenges. Leaders form teams where trust is overpowering.
• Kick off people on your team who are not trustworthy.

Join the conversation and tell us what you want to hear about:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Damien Cooke is back with us talking about leadership. What is leadership in sales?

Leadership is not doing something for someone that he/she should do for themselves. So how do you define servant leadership?

• Supporting your team and removing obstacles
• Put people in areas to succeed. It is putting your self-interest behind others.

There is some natural skill to be a leader because you need a built in desire to:

• Care for other people (can't be taught)
• Show you how it can be done (partially taught)

Managers are different than Leaders:

• Leaders have dreams and far off destinations.
• Managers have the ability to carry out dreams.
• You must have both on your team to envision and then drive success.

Join in the conversation. Reach out to us at:
Mike@thesellingpodcast.com 
Scott@thesellingpodcast.com

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Pete Lisicky talks about transferable skills in sales. He has a Wikipedia page https://en.wikipedia.org/wiki/Peter_Lisicky!

Pete had a successful career playing basketball in Europe and then came back to the States and is a financial advisor. For Scott, Pete has been an awesome colleague at Baird. It is about time we learn what Scott does for a profession and who he works for!

In this episode, we learn how Pete was successful in shifting careers and the steps that he took to get there. 

Join in the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike promises that this is not just "fluff" and that there are actionable things to take away.

• Work to build your own empire. What is the vision that you are trying to build everyday?
• Are you driven by tasks or pulled to a goal? - How are you living your life and actions everyday?
• Riding a bike is hard when you are looking at the front wheel. It isn't until you look at the destination that you find your balance.
• Write your goal and allow it to drive what you do. It is proactive and not reactionary!
• Print out your goals on who you want to become. It doesn't need to be hidden from anyone!
• Get input from others to help build your goals and provide encouragement.

What are some of the dreams that pull you?

Reach out to us and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Donald Kelly shares more about his book. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/

How are you utilizing social media? Are you tagging people? If not, why not?

Donald shares the ways in which he is effectively using social media to drive his business.

The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.

Reach out to us at:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Again we are honored to have Donald Kelly join our program. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/

The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.

In this episode we highlight #danielthebarber (there is no affiliate link here) :)

Check out next week as we speak about how to tag people in social media.

Reach out to us at:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling... Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever. They share the challenges and insights that can make a difference in your sales approach.

Pick up your Piggyback Rider on Amazon and take your kids on a hike!

Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.

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It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling... Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever. They share the challenges and insights that can make a difference in your sales approach.

Pick up your Piggyback Rider on Amazon and take your kids on a hike!

Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.

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Mike Crotta joins us for more sales and baseball analogies (and makes fun of Scott for his lack of baseball movie experience).

Our discussions range from finding the right "strike zone" to the "goldfish mentality" to preparation and planning. Mike brings his unique perspective as a former MLB pitcher and professional athlete and makes the connection between his experience in a sport where failure is the norm and selling in the world today. Great stories about beginning the right way, staying coachable, becoming an expert, and reaching the top.

Follow Mike Crotta on LinkedIn, leave us a rating, and make sure to follow Scott and Mike on The Selling Podcast

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Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.

Hybrid Selling Framework

E - Essentials (basic foundations - collaborative selling)

V - Virtual Selling (video, social selling, and AI)

O - Opportunity Management (understanding information of the sale)

L - Leading Customer (guiding through the sales process in the way they need)

V - Value Selling (what does value actually look like to the customer)

E - Expand the Relationship (work together with customers for delivery)

Mike suggests that the largest miss is the ‘O’ and understanding all the information. This includes who the players are, what are they looking for and mapping all the information together. When uses correctly, it is very powerful but it is not always maximized.

Fred Copestake

https://linktr.ee/fredcopestake

https://calendly.com/fredcopestake

How good is your Collaborative Selling? Take the test:

https://collaborativeselling.scoreapp.com/

Are you ready for Hybrid Selling? Take the test:
https://hybridselling.scoreapp.com/

Get in touch with us and join the conversation:

mike@TheSellingPodcast.com

scott@TheSellingPodcast.com

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This week we are just quoting information from Harvard Business Reviews.

Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea!

What do you do when you are not meeting your metrics? Here are some simple solutions:

1. Read this article - 4 Ways to Be More Effective at Execution
2. Go back with your plan to your leaders and mentors. Ask if anything needs to be changed or if there are any insights.
3. When they say no, then double down on your efforts.
4. Slowing down helps to speed up sales.

When you take time to slow down, you will be more aware, relaxed and reflective. Your clients are used to you selling a certain way. When you push hard, you are changing your style and the prospects need to meet and understand that "new" rep. Slowing down allows you to see buying signals and truly listen to your prospect's concerns. The quota will not change and the pressure will be there. Slow down and make sure that you are completing the sales rather than rushing and moving through.

Use the PowerPose to help you feel more confident. I usually do this every start to a new quarter and when I am down but it works. Mike shares about how to use the PowerPose to drive confidence.

Reach out to us about who you will refer this podcast to or if you have a guest recommendation:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Ken Lundin joins us agin for part two. The focus of this conversation is the question, "so that..." The greatest sales people are those who:

1. Bring in the right experts
2. Link what is being stated to why it is important to the prospect

You likely have the best widget but understanding the pain point and then helping the client/prospect relate how this widget eliminates that pain is crucial.

Don't waste time in the presentation. Saying as little as possible to get your point across is key. Focus on the clients and specifically how this will solve their problems/challenges.

Ken is the President of Revheat and Ken Lundin and Associates. If you are looking to improve sales or marketing, check out the links to Ken's businesses.

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Validation is finally here! We speak process and how to sell in a successful and consistent way. It is only done through a solid process. Ken Lundin heads up Ken Lundin and Associates (click on name for the website.) They focus on helping the sales process of organization improve efficiency and total sales.

In this episode we cover various topics. Some of those include:

• Who are you working for? Management often misses who you are working for and managers need to understand their people.
• If you can understand the basics of sales, you can get in front of clients. Once you are in front of those clients, ensure you are bringing in the right experts.
• In the beginning intros, focus on what the client needs most.
• Discovery calls require the client to "look up off their desk." How are you encouraging the client/prospect to reflect how this product/service will help them in their job.

If you want to add to the conversation, please reach out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Carl Dispoto is one of the greatest sales manager that we know. It is not just theoretical conversation but Carl is actively practicing in his field of expertise. One of the highlights that we have enjoyed are the STEW questions. We know that we should ask open ended questions when we are selling. 

ALL OPEN ENDED QUESTIONS ARE NOT CREATED EQUALLY. Carl shares some of the questions that he has seen work:

S - Show me...
T - Tell me...
E - Explain to me...
W - Walk me though...

Some of the other points in this conversation are:

• How do you coach up reps in the field?
• How do you encourage your reps to perform?
• How do sale reps enter into management?
• What attributes lead to good management?
• Know your reps personally and what drives them.
• Don't put me in a position to move away from you as a rep.
• Don't give your prospects an automatic out when delivering your pitch!

If there are management tips that we are missing, please reach out and join in the conversation:

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Logan Hunter  built Sleep Tight and the Forever Tuck in less than one year. How did this all come together so quickly?:

• Setting the prototype and the proper questionnaire
• When starting a business venture... don't run out of money. Budget for more than you think you will need (about 4 times as much.)
• Advertising when something is completely different.
• Everyone passes the Mom test but the Dad test is something completely different.
• Dealing with commodities is getting a refit. There is a right way to do it and Logan shares what he has learned.

Join in on the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Logan Hunter shares how he has built his business. He left the comfort of his job to start something new. In less than a year he has formed and started Sleep Tight and the Forever Tuck. How did this all come together and how what are the initial steps?:

• The idea is simple but has not been done. Logan shares how it all came about.
• The fear was someone copying what he is doing and he has been moving quickly to ensure that they are first to the market.
• Understanding your competition is key and then stay in your lane. You don't need to be everything to everyone. There are many more ideas that Logan has but he is staying focused on growing this part of the company.

Join in on the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Mike and Scott discuss that resolutions are different than quotas. Resolutions are personal and could be used but don't wait until the New Year. Here are some tips we have about resolutions:

• If you find something that needs to be changed, do so immediately! This will only make you a better person.
• Personal improvement is a must and a time to reflect about improvements should be made regularly.
• Have an accountability partner to help measure progress on the change.
• Lead and Lag measures are often seen in goals but can be hard for resolutions... that is okay!

Quotas - These are a constant in sales and provide the ultimate "lag" measure. Focusing on the "lead" measures of sales, help drives the results that are desired. Here are some tips on lead measures:

• If they are important enough to have as measurements, they are important to block time on your calendar.
• Ensure that your lead measures are proven to develop into the ideal lag measures. There is nothing worse than wasting activity in something you think is right but produces less than desired results.
• Some lag measures are long and regular lead measure check ups are required. Formulate smaller lead measures that keep the focus on the end result.

Let us know what you would add.

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Jill Guarino shares how to transition from an outside industry into sales. In this episode, we discuss the following with Jill:

• Sales learning curve defined
• What skills can be transferable?
• Understanding your strengths and find the right support in the areas where you might be deficient.
• How to leverage past experience to be customer-centric

Scott shares how he wasted so much time in sales. Sales is never about convincing anyone. Sales is about caring and providing the customer.

Reach out to us and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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If you have not listened to the first episode, please go back and get caught up on who we are speaking with. Guy Hollingsworth is an amazing person. His insights and life lessons are outstanding. His push to ensure you are moving in the right direction (education, life or career) is crucial.

In this episode we discuss the following:

• How to travel? - Our sales travel is not multiple months at a time but Guy shares how to make the most out of travel.
• Are you finding the reason to impact humanity? If you are, then you will be able to go to work every day and put in hard work.
• We are all in the business of sales - We are always selling something to someone.
• How can we help others find their mission?
• What are you willing to do to accomplish your mission? Are you fully committed because it is a good cause... the best cause?
• Find what you are good at. This is not the same as finding what you want to do. What you want to be doing might be different than what you are good at.

There is a difference between persistence and tenacity. Don't be a jerk as you are tenacious. There is a better way. Not giving up and doing everything possible to be persistent and tenacious.

We would love your hear your comments:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Colonel, Doctor, Professor, Master Guy Hollingsworth

One of those podcasts that get you moving. We start out of the gates with one of Mikes's favorite sayings that are from Guy... "suck it up and deal with it!" 

Here are some of the key takeaways from this week's episode:

• When you choose the wrong person, how do you know when to let them go?
• How do you let that person go? - Hint - help them find their new career path.
• Persistence and tenacity on the battlefield can translate into the business world.

An old professor stated that business should not be compared to war or the military in fear that it might downplay the serious nature of war and that most business can be a win-win venture. Guy does an amazing job highlighting cross-over opportunities in this episode.

Next week we continue our conversation with Guy.

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Damien Cooke continues his brilliant as he shares about sales. He opens up about his website and what you will find at Signet Coaching & Development. This is a great blend of entertainment and education. Here are some of this weeks key take-aways:

• How to hire the right people
• Failure to make the right hire will have a huge impact on your team
• How do you interview correctly
• Motivating a team correctly
• Offboarding is crucial to any team
• Make others jealous!

If you want to join in on our conversation, please reach out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Damien Cooke shares why sales people are often into the weirdest hobbies.

Do strange hobbies make great sales people or do great sales people find strange hobbies? I was thrilled to hear that I was not alone and that my craziness is common.

This is a great episode as we discuss sales with a great sales leader. In this episode we discuss:

• Approaching sales in a methodical manner.
• Get to the client's inner-circle
• How to interview correctly (what not to say)

This is both highly entertaining and informative. We loved having Damien on and look forward to the rest of the podcast.

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Four Keys to Growing Your Business

1. Scalability
2. Profitability
3. Marketability
4. Sustainability

Why are we talking about growing your business on The Selling Podcast? Every salesperson is running his/her individual business. How you structure your business of sales is up to you. You must drive the results. Whether you are selling socks or software, machinery or medicine, you must ensure these 4 items are met.

Marketability includes:

• Who is your product going to reach? Are you offering the right product to the right person/people?
• Are you conveying the right message? Does what you say, accurately reflect your product design, function and implementation?

Passion is like paint... it makes things look great and fills small cracks. I would likely buy something that fits me 95% of the way if someone is passionate. Are you passionate about what you are selling? if you are not, you need to leave and find something else that gets you excited or at the very least, get you motivated to go to work.

There is a lot to cover here but these four elements are the building blocks for beginning a business. If there is something that we missed, please reach out to us!

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Four key steps to start a new business:

1. Scalability
2. Marketability
3. Profitability
4. SUSTAINABILITY

For the next four weeks will will analyze the 4 aspects to starting a business.

SUSTAINABILITY
How long can you keep all the plates spinning? I am always amazing when someone is juggling. The hand eye coordination to keep everything moving in an organized manner when it appears to be chaotic. When I try to juggle, I start out small but within seconds, it gets wildly out of control and everything drops. Is this like my everyday sales?

How many things can I get going before it is too much and it all comes crashing down? What is sustainability? Are you able to keep doing what you are doing for a long-time? Here are a couple key pieces:

1. Know what you are good at and stay within those parameters.
2. When things get difficult, keep going if it is in your area.
3. Define your hard stop limits. Things will get difficult and feel like too much. Know the difference between stretching and tearing.

Sustainability is the culmination of the three fundamental pillars (scalability, marketability and profitability.) Knowing where you stand on the 3 elements will allow you know if you can sustain. All of these pieces must be properly balanced for success.

What pieces are we missing in the conversation to starting a business? We would love to hear from you!

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Four key steps to start a new business:

1. Scalability
2. Marketability
3. PROFITABILITY
4. Sustainability

For the next four weeks will will analyze the 4 aspects to starting a business.

PROFITABILITY
There are many parts to profitability that we don't watch as sales people. Profitability might be one of those but it is fundamentally important and I guarantee that you are watching it. Why do you sell certain products over others? It is likely because they are either easier to sell or they pay more... usually both!

What are you selling?

The company often times moves you to sell an item by paying more (higher commission.) When they want you to sell less, they reduce the commission and that usually makes sales people angry and some might actually leave. We need to analyze why we are selling certain goods and services. What is the best for the business? What is the best for our business? 

We speak about profitability of sales and how to maximize our wealth.

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Four key steps to start a new business:

1. Scalability
2. Marketability
3. Profitability
4. Sustainability

For the next four weeks will will analyze the 4 aspects to starting a business.

SCALABILITY
Too many times, people build a business around one item. Without other channels, the business will never grow to be a larger size. While this might be the goal, jumping outside of the key market, will only confuse your customer base. 

How do you plan on growing?

Every sales process must have a plan or process. Don't think that you are too ridged by having a plan. Don't think that your personality will not shine through with a process. Having a methodology where you can scale and pass the process off to someone to repeat will allow growth. Your business will fail if you are the only one that can sell the good or service. 

Build the process by analyzing the end result. What are you trying to accomplish and with whom? Then work backwards with each buying decision. This will create a logical path towards selling your product. Lastly, build phraseology around this process and test it in the market. This will allow you to have a scaleable and repeatable process.

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Katelyn Wilson is a Program Manager in the Sales Operations division at Vivent. In this episode we speak about the challenges between sales reps and sales ops. Why is there always contention?

Let's start the conversation with one thing... if you are rude to sales ops, you should be fired. Yes, you will have disagreements and frustrations. However, if you are cursing or belittling sales ops, you need to get out of sales! Pushing is fine but punishing is unforgivable.

Here are some of our key take-aways from this episode:

• Don't waste their time. There is a fine line between being friendly and talking too much. They still need to do a job and you need to get back selling.
• Remember some key pieces of their everyday life outside of work. Ask 1-2 questions and then move on to business.
• Being respectful allows more favors to fall your way.
• Selling has its complexities and so does the backend. Show mutual respect for their situations.
• REMEMBER THAT YOU WORK FOR THE SAME COMPANY and you likely have the same desired outcomes. Find the maximizing solution and celebrate the victories.

We wanted to do an episode on sales ops and sales reps because too many times we find it an us vs them mentality. In reality, this should be the finest relationship in the company.

You have war-stories and we want to hear them. Please share with us the time when you had it out with sales ops!

Contact us at:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Nancy Bleeke does an amazing job helping us understand the process of a sales coach. What should you be looking for in a coach? How many coaches will you need? Most importantly, is it painful to have a coach?

There are many topics that were covered and here are a few key pieces:

• Ditch the pitch
• How to fire a sales coach
• What to look for in a coach
• Managers should not be everything to their reps
• Drive more sales through better conversations

Sales Pro Insider is Nancy's company that teaches these principles. Click on her link to find out more information on the website. See the videos and get the book to understand more of her amazing philosophy.

Schedule a conversation with Nancy and find out more about the process by clicking here.

Contact us to join the conversation:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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How do entrepreneurs sell and service as a solo team? We are joined by (with if you would like) Josh Williams to discuss selling and growing your business. He does it all... from contracts, to finishing work, to communications, and to selling. 

In this episode we discuss:

• How to sell with a non-sellers mentality
• Buying a business and starting from scratch
• How to use family as proper motivation
• Allowing the centrifugal force drive more business
• Proper follow-up without being pushy

Get in touch with us to join the conversation
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com 

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As a sales rep, you walk the narrow line of persistence and nuisance. The trick is knowing when you have crossed the line and how to get back on the right side!

In this episode, we talk about the steps to walking the tightrope without a net and without falling.

Here are some steps to take to be persistent:

1. Determine the cadence with the customer from the beginning.
2. Ask the customer directly! "Am I being professionally persistent or crossing the line."
3. Create your email subject lines like the scammers; important, personally impactful, timely, and urgent.
4. Hit the message at the right time and bring up the problem in every email.

Let us know how we are doing! Please leave a review (we only accept 5 stars...) and a comment. We would love to have you join the discussion!

Scott@thesellingpodcast.com
Mike@thesellingpodcast.com

thesellingpodcast.com

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We continue our conversation with former Major League Baseball player, Mike Crotta about pitching in the MLB and how it relates to sales. This is a fun episode with some key takeaways. When you get past the laughs, there are some items to work out.

1. A reset is crucial after something goes wrong.
2. Pull yourself mentally out of the situation
3. Perfect your craft in a controlled environment
4. Don't change your best pitch in the middle of the game

Trust in the system. Defeat happens, but when you practice, you build the confidence and repetition for success. Rely on the process. When things don't go your way, hit the reset button and then get back in the game.

Join in on the conversation:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Former professional baseball pitcher, Mike Crotta shares his thoughts on getting ready for the game and how it relates to sales with us. After almost 15 years of Major League Baseball and playing around the world, Mike brings a fascinating outlook and perspective on controlling what you can and not dwelling on what has happened in the past.

How are you handling your professional sales career? Are you putting in the effort that the professional athletes put in or are you short-changing the game plan?

In this episode, we talk about staying with your strengths and staying focused on the objective, and how to make the most of things like:

• Understand the scouting report
• Eliminate the information that is miscellaneous or useless
• Don't change your "pitch" to become someone you are not
• Use your strongest assets

Join in the conversation or join the show. Send us an email:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Ryan Ferguson is a long-time personal friend and friend of the show. His success as a sales rep led to another successful venture in sales management. Ryan is a master at being true to himself. He knows what has made him successful and he sticks to it. You will hear his "oh shucks" demeanor sprinkled throughout this podcast. This is his amazing style that is naturally part of his persona and he leans into it beautifully.

Some of the points shared in this podcast:

• Finding the right mentor
• Be in the place of action (finding a job in the hospital cafeteria)
• Get your foot in the door until you get your shot
• Always show thanks
• Be genuinely interested in the prospect/client
• Have a great accountability partner
• How to motivate your team...

Ryan is naturally curious and constantly caring. He asks questions because he actually wants to find the answers. 

We would love to have you on the podcast. Please reach out to us and share a story with us. We look forward to having you part of our conversation!

Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Will Wright and Porter Willis are back sharing their experience building Fish Kiss. What does it take to start and build a business? These gentlemen sold their business and had a successful exit in under 4 years (from concept to sale.)

Fish Kiss is a unique business where the fish do most of the work as the fish clean your feet. An idea brought over from Thailand, these young men created a business. How they created the business was the real focus. They maxed out credit cards and were fully focused on making this work. There was no turning back!

What does it take to get your business off the ground? How do you align with these young entrepreneurs? How much are you willing to dedicate to be successful?

Come join the conversation:
Mike@theSellingPodcast.com
Scott@theSellingPodcast.com

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What do you get when you mix three guys, a vision, and a ton of belief in themselves? Fish Kiss is a unique business that combines a fun and unusual sensation with a "spa" experience. An idea brought over from Thailand, these young men created a business. How they created the business was the real focus. They maxed out credit cards and were fully focused on making this work. There was no turning back!

Sales should be this way. We are creating our own businesses and the determination to succeed is obvious with this group. How dedicated are you to your business? What are you willing to give to succeed?

Will Wright and Porter Willis (and a proxy visit by Jameson Tanner) join the podcast and share their experience building Fish Kiss.

Come join the conversation:
Mike@theSellingPodcast.com
Scott@theSellingPodcast.com

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Kim Gacso demonstrated perfectly people's motivation. In just a few words, she knew what would be a trigger for Scott and pushed the button. What gets you passionate about sales? Your values will help drive your authentic self. Too often in sales we get lost. This might be focus, during a presentation or what we are doing. Knowing who you are and what you stand for helps to drive away some of the fight or flight and give back clarity.

Kim shares how to:

• Take a deep breath and why that is medically necessary (other than life itself)
• Practice for the presentation
• Understand core values to bring authenticity
• How to be a leader at work

Experience Shine is a place where you can find out more about Kim and her mission.

Be a part of our journey:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Storytelling is crucial in sales and Ty Bennett (click link for his AMAZING podcast) is a master! He explains how, when, and why to share a story. If you want to connect and bring people into what you are doing, tell them a story! Ty says that personal stories are the best stories.

When are the times to use a story:

1. Opening
2. Closing
3. Introducing
4. Validating
5. Overcoming Objections

Techniques to Tell a Story:

• Don't just tell a story but RE-LIVE a story.
• Create curiosity! Pro-tip, you need to ask a focused question:
  • "Have you ever had an experience like..."
• Place your audience in the scene with you
  • "Imagine if..."
  • "If you had been sitting with me, you..."
• Reinforce relatability
  • "Have you ever..."
  • "Can you imagine..."

These are small and subtle techniques to draw people into the story. Join the discussion as Ty explains how to create a personal connection with your audience. Learn his secrets for keeping the story conversational and placing your audience in the scene.

Join the conversation and reach out to us!
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Part 2 of 2. KD's insights and teaching continue! Here are some key takeaways:

• When I ask someone a question, how do I want them to feel? Am I reflecting that tone in my response?
• Are you losing deals over parts of the product that the customer doesn't want? You don't and shouldn't sell the whole bag... customers don't need everything!
• Use "they" in your discovery questions...
  • "they all are struggling with... (3 choices)"
  • "which one is your struggle?..."
  • "so you are not...(restate the struggle)"

KD does a masterful job using theory and providing practical solutions. Invest in yourself and visit his Patreon Page, Inside Sales Excellence and receive the amazing training from the master!

KD's Patreon Page
Inside Sales Excellence

Contact us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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If you don't know Kevin Dorsey (he goes by KD), you should! His enthusiasm and insights are spot on. He is a master at his craft and teaches skills that can change your life. We loved this episode and what we were taught.

KD perfectly explains many of the common gaps that we face. Here are some key takeaways...

• What do you say when a client says, "I am using..."? Do you reply, "good, okay, perfect..."? If you are like most sales reps, you do! But affirming the customer's current solution isn't your job!
• KD's coaching point; "In order to sell something new you have to "un-sell" them on what they have."
• Reinforcing the pain and uncertainty customer is experiencing.

We do so much discovery early on and we drop the original problem and the sale stalls. Keep bringing up the reason and problem up throughout the sales process.

• Remind people why they need to change and not just why they should purchase the solution.
• Practicing in the mirror is wrong because you use too much body language in a virtual world. Instead, try practicing with voice recording only.

There are so many great tips that help you achieve greatness.

KD's Patreon PageInside Sales Excellence

Contact us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Tiene que calle bien... in other words, they need to like you! (Not an exact translation but the meaning is there.) How do you get people to like you?

1. Look the part - personal appearance (including smells) is important for first impressions.
2. Listen - we talk about this all the time but everyone gets nervous during a first meeting. Most people talk too much when they are nervous.
3. Humor - people who laugh bring down their guard and are more likely to open up.

Rainier Viego is a friend of the show and is very successful in his medical sales career. In this episode, we talk about his origin and growth story. From trying to get in as a paramedic to excelling in the South Florida medical field.

What sets Rainier apart from other reps? As you listen to this episode, pay attention to his passion. He loves what he does and he loves his customers. When someone tells him "no", he takes it personally and keeps driving. 

Whether you have extensive experience in sales or just starting out, this podcast outlines the path to a great career and longevity in sales. You can love what you do and why you do it. 

Please let us know if you have someone you would like to join our conversation:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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A brief (and scary) glimpse inside Mike's mind this week gives us three topics:

1. Lemonade Stand with Venmo - Imagine buying lemonade from some neighborhood kid without any cash or coin. These neighborhood kids had changed their business model and are meeting customers where they needed to be. Mike was able to pay these kids with Venmo. The moral of the story...eliminate the excuses, be confident, and continue to move with the times.
2. Fish Kiss - A company in Provo, UT a very unique spa where small fish eat the dead skin on clients' feet. How did they go from maxing out 8 credit cards to a successful business? The moral of the story...drive and determination will get you going with speed and focus.
3. "Grumpy Old Man (Mike) Syndrome" - A seemingly healthy young woman parks in a handicap stall and dashes into the grocery store while another healthy (and lazy) man leaves his shopping cart in the middle of the parking spot. The moral of this story...don't park in prim spots and be conscientious about your surroundings.

Listen as Mike and Scott connect the dots and encourage younger reps to listen to the experience of older managers. And for older managers, try and discover new ways to do business. Leverage your new reps, build their confidence and find new ways to conduct your business.

If you have a comment, question, or differing opinion, contact us at Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com. We would love to have you join the conversation!

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Scott Hicks joins the Selling Podcast this week to discuss Sales Leadership.  Here are some of the key take-aways...

90's Management Process = Activity vs productivity and the focus of the 90's management style is to manage the process. How many 'x' are you doing this week? 

Current Management Process = What are you creating? The focus is to build something and there are many ways to get there. The 90's was about activities and not focused on the productivity. Lead and Lag measures are critical. With that stated, there is a need to connect with people and knowing that not everyone will fit into the standard process but create connections that a prospect or client will need to advance.

How do you unlock potential in your salesforce? Management is NOT leadership. "Grace in the Workplace" is about meeting people where they are. Too many times, leaders are plucked from corporate bureaucracy. Do you want to get out of the "old way" of doing things?... stop hiring based on a system and hire for leadership.

Scott Hicks shares their leadership hiring process.

Share you thoughts with us at:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com 

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How do you value something?
In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services...

SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment.

How do you value something:
1a. How much will someone pay for something?
1b. How much is the next person willing to pay?
2. What are you willing to sell for?

Defining seller's regret as it relates to points 1 & 2 listed above:
1. Feeling that someone was willing to have paid more.
2. You didn't get the value you wanted in the transaction.

Point #1 is typically greed driven.
Point #2 is rare because we are often able to walk away if our value isn't there.

Let us know what you think and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Selling is a process of least resistance and effort from the buyer. There is a fine dance between seller and buyer. This process highlights how to offer entry items that hook the buyer and show what the desired outcome will be. Once that is accomplished, they you can ask for the purchase. 

Selling Steps:

• Story the Wiz Bang
• Try it
• Drive it
• Do it
• Buy it

These steps are detailed in the recording.

Please reach out to us:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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From teacher to top agent, Jennifer Seeno Tucker shares her ideas about what it takes to reach the top of the real estate industry. In this episode, we discuss sales aspects like:

• Diving into the niche - Focus on one zip code
• Reverse engineering your numbers with "block timing"
• Work and life integration in sales - Holistic Lifestyle
• Closing sales at the end of the month
• Forcing "time off selling" for personal health - take a break!
• Environments of sales reps that are ultra-competitive
• Surrounding yourself with good people on a sales team

Jennifer has trained hundreds of real estate agents how to sell and highlights items from her book on closing big deals. When you think about tough housing markets, New York is likely one that rises to the top. Competition is tough, and Jennifer shares how her organizational skills lifts her to the top.

Become a Rock Star Real Estate Agent
Get your free copy by clicking here.

If you would like to get a hold of us at The Selling Podcast contact us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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We take another run at selling wants versus needs. What we came to understand are the following points:

• Easiest selling is when someone desperately needs something now.
• The further you get from the need now, the incrementally harder it is to sell.
• Bringing in the future immediacy would drastically increase sales.

Several listeners have shared their thoughts and we have responded. Please reach out to us and get in the conversation.

Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

Shortage and scarcity creates interest as human beings. When we can't purchase something, like time, then we want it more. Mike is right when we shares that most people are focused in on immediate needs. These usually follow an irrational purchase based on instinct.

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Rational vs Irrational buying is an interesting idea. What is rational purchasing vs irrational purchasing? Here are our thoughts... that are highly debated in this episode:

• Rational buying - paying for something that will provide the net result of more time.
• Irrational buying - purchasing something off of emotion only.

Nutnfancy spoke about "Two Kinds of Cool" in this link. First is performance and the second is emotional. We agree to some extent. Rational purchases typically are trading for "time back" because time is the only thing we can't buy and therefore, we want it most!

We also digressed in this episode a bit. Scott's focus is that the further one moves away from the purchase because it fulfills a need, the more skilled a salesperson needs to be. Mike believes that with a little training, anyone can do it. Where do you fit in this conversation? We want to hear from you!

Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

Also, the music was created by Jaxon. He does an amazing job! Please tell him that we sent you. His email address is: Jaxonhintz@icloud.com 

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Henry Kaminski Jr is back and shares his meeting and lesson from Gary V. The focus is on becoming the best and authentic you. Find out more about Henry and view his master class at Unique Designz. 

We talk about the following:

• How to be comfortable with the individual you as a person.
• Own your actions, decision and behaviors.
• Lean into your uniqueness and highlight that in your brand.
• The old adage of "fake it 'til you make it" is not the best advice.

As always, please reach out to us and let us know your thoughts and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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We want to hear from you! Please reach out to us and let us know you thoughts on this topic:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

Selling Time Theory:

• Time is the only thing that you can't purchase. Because our tendency is to want what we can't have, we try to purchase things that get us closer to the unobtainable desire.
• Every rational purchase we make, we are trying to buy more time. There are several examples in the podcast that highlight this point and a few that don't.

This is one of our theories that is still in process. We want to hear from you. Please reach out to us and let us know your thoughts. Thank you again for listening. Please share this with others and let them become part of the conversation.

Have a great week!

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You might have an all-star product but lack the confidence in the feel and the product never goes anywhere. Henry Kaminski Jr teaches us how to brand and create a market presence. He is the founder and CEO of Unique Designz and the host of The Brand Doctor Podcast. Why are clients or prospects not buying into you or your product? Henry answers these questions and we do it in a unique way. He helps us market out side hustle.

Here is what we cover on setting up our brand:

1. What is your product origin story?
2. What higher mission are you on?
3. Why is your business unique?
4. Why would someone believe you?

Entering buying psychology: 

• Whose clients do you want more of?
• Why would you want more of their customers?
• Why are they not buying more from you?

How do we create brand ambassadors?
How is your brand standing out from the competition?

Be a part of the conversation by reaching out to us:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Founder and CEO of Tenboundjoins us for an episode of enlightenment. David Dulany shares insights on how to create a great sales development process. His book, "The Sales Development Framework" can be purchased on Amazon. You can learn more about his process and consulting services by going to https://www.daviddulany.com/.

Here is what we discuss (and quickly realize that we are WAY OVER our heads) with David:

• Technology's trend-setting culture continues to lead the way.
• Companies trying to work a new culture, then they need an SDR team (sales development representative team)
• Inbound and outbound calling is critical to success and Tenbound helps deliver on results.
• There is a "farm league" for the sales team and the foundation is critical to building a successful team.
• Outside the borders of tech, then an SDRT would make sense to run an efficient and productive team.
• We also run simple math: Connects + Conversions to Appointments + Pipeline Deals = Closures. If something is not adding correctly, then we must reevaluate.

Mike and Scott learned something new! The SDR role is important to begin the funnel of sales. With solid prospecting and pipeline development, then sales will grow quickly.

Please reach out to us and help our podcast increase and grow by sharing it with other people you know.

How to reach us:
www.TheSellingPodcast.com
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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We are obviously recording when we are hungry. There is a way to handle rejection and it all goes into sales and the sales system. Don't change too many things at once.

This episode goes into the following concepts:

• Making the perfect chocolate chip cookie
• Change one item when you get rejected and record the changes
• Focus on the core and don't change the base ingredients of sale
• Dealing with management expectations might cause more fumbles

Don't let the timing change how you do things. We were speaking about baking the perfect cookie and simply turning up the heat doesn't cook the cookie any better... it will just burn it!

Best Chocolate Chip Cookie Recipe
1 cup European butter
1 cup white sugar
1 cup brown sugar
2 large eggs
2 cups all-purpose flour
1 cup cake flour
1 1/2 tsp vanilla
1 tsp kosher salt
2 tsp baking powder
Secret Ingredient - 1 pinch of cinnamon
As many milk chocolate chips and dark chocolate chips as possible!

Any thoughts, questions or a better chocolate chip recipe, please reach out:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Are you and your team using the "personality" style when selling? You need to be!

Do you want to reach two to three times more people? Use personality selling and understand how to create an advantage. Typically, we like to sell to people who are most like us. And we are missing 50-75% of the potential audience. Learn how personality selling can help you understand the best way to sell to all your potential customers.

Heather Williams from Strategic Dynamics shares her expertise and helps you manage your team effectively and shows us how to reach more customers!

Keys for this podcast:

• BE SELF-AWARE!
• Personality styles are not bad... don't be afraid of them
• Manage more effectively when you can understand your seller's personality
• Ride-along and what is most commonly seen
• Maximize your effectiveness by knowing your audience

Please reach out to us about this conversation and others:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Can fast can you pick up on personalities when someone answers the phone? When you read an email, can you pick up on personality styles?

In sales, you need to understand personality types and personal styles. Never assume that your customers will have the same buying styles!If you do, you are likely to brush off the conversation as, "that person was rude" or "they didn't seem interested."

Also, stop selling just to people who are like you. You can increase your market size by understanding personalities and how to best communicate. Heather Williams from Strategic Dynamics shares her expertise with us.

Some of the keys for this podcast:

• Understand the personalities that drive people
• Don't present to people in a way that is irrelevant to them
• Conforming to different conversations is a must
• There are specific conversations that you must use to connect with others

Please reach out to us about this conversation and others:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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If referrals have such a high close rate, why are we not continually asking for referrals? There is a better way to do it! Ask with the ability to make a difference and get the great leads that you want. Get referrals that match your target market instead of referrals being random.

James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close.

In this week we seek answers for the two questions:

1. How to start when you haven't done it?
2. How to start out to create a system of referrals?

In this episode we discuss:

• Creating value for your clients before you ask for referrals
• Provide site visit and put that cost as the discount for the service
• Best way to ask for referrals
  1. Meet all your clients
  2. Offer value
  3. Send a letter apologizing for lack of connection or get engaged
  4. Ask right after the value for referrals
• Ensure your LinkedIn profile is maximized
  • The profile should be about your customers and not highlighting your accomplishments.
  • Name drop on LinkedIn to share who you have helped.

James will be part of www.outboundconference.com  

Contact us for more information or if you have any questions:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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We all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good?

How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close.

In this episode we discuss:

• Define your target market by two categories
  • Demographics - Commonalities of size, measurable aspect, etc
  • Psychographics - Mindset of the people (are they in change mode?)
• Problem inventory
  • What problems we solve?
  • What problems clients have?
• Referrals through introductions
  • Find desired LinkedIn connection of client
  • After you provide value, then ask for an introduction
  • Ensure that you are providing value then ask for the connection

In short, James states that you should not be a jerk! In his words, he says, "become a better person." Since this was going to take some extra time for Scott, we needed to break up this session into two episodes. Come back next week for the answers to the two questions, 1. How to start when you haven't done it? and 2. How to start out to create a system of referrals?

Contact us for more information or if you have any questions:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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When you are not actively turning away customers, you are not qualifying enough. Know what customers you should say yes to and which ones you should turn away. Here are some ideas to get you started:

• Identify you target market and stay within that focus.
• Qualify people with the right value and financial set.
• Work with people who you want to work with. Bad reviews will do more harm than any financial benefit of working with someone you are not excited to work with.
• Fire customers who are draining time and not adding to revenue. A service project is good every now and again but not make up 80% of your business.
• Have a review with someone in the company to review your customers. Outside perspective will help you keep a fresh view on your customers.
• Have the longer term view. Don't accept all customers now because you can. You should not have everyone. Be more selective earlier.
• Ask for referrals for people that you want to work with. Typically people do business with those they like and they will be doing business with people they like. Likeminded temperments typically hangout together.

Please reach out to use if you want to be a part of the conversation or if you think we are missing something.

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Matt Bullock, VP of Sales and Marketing at Prodatixturns the table on us this week and asks the questions he has been jousting with for some time. Question like:

• How does my growth strategy determine how to on-board my sales team?
• How can I drive my company to the next level?
• What should I be asking my sales team to do on a daily basis?

The conversation is a lot of fun, and Matt keeps it interesting as he tries to consolidate the last few years into a growth strategy that will take his company into the future. Matt's scenario isn't unique and neither is his personality! Join us for a three-part off-the-cuff session of counseling and coaching mixed in with a great conversation.

If you have insights, comments, or suggestions for us, please email us (Mike@thesellingpodcast.com, Scott@thesellingpodcast.com) and let us know! We would love to hear from you

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Matt Bullock, VP of Sales and Marketing at Prodatixturns the table on us this week and asks the questions he has been jousting with for some time. Question like:

• How does my growth strategy determine how to on-board my sales team?
• How can I drive my company to the next level?
• What should I be asking my sales team to do on a daily basis?

The conversation is a lot of fun, and Matt keeps it interesting as he tries to consolidate the last few years into a growth strategy that will take his company into the future. Matt's scenario isn't unique and neither is his personality! Join us for a three-part off-the-cuff session of counseling and coaching mixed in with a great conversation.

If you have insights, comments, or suggestions for us, please email us (Mike@thesellingpodcast.com, Scott@thesellingpodcast.com) and let us know! We would love to hear from you!

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Matt Bullock, VP of Sales and Marketing at Prodatixturns the table on us this week and asks the questions he has been jousting with for some time. Question like:

• How does my growth strategy determine how to on-board my sales team?
• How can I drive my company to the next level?
• What should I be asking my sales team to do on a daily basis?

The conversation is a lot of fun, and Matt keeps it interesting as he tries to consolidate the last few years into a growth strategy that will take his company into the future. Matt's scenario isn't unique and neither is his personality! Join us for a three-part off-the-cuff session of counseling and coaching mixed in with a great conversation.

If you have insights, comments, or suggestions for us, please email us (Mike@thesellingpodcast.com, Scott@thesellingpodcast.com) and let us know! We would love to hear from you!

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Are you giving too much in your selling? There are several extremes to this conversation. A friend who was a doctor said that he would never just take a look at someone or give an opinion outside of the office. He stated that he had worked too hard for the expertise and tossing it around casually, diminished the price. Providing a "freemium" (premium product at a price that is free) product offering is important. Buyers want to see your expertise.

When is your freemium product too much? In this episode, Scott and Mike discuss how far is too far and land on the following:

• Set expectations up front.
• Is it moral, legal, and ethical?
• The balance is what you create. Work / life trade-offs are different for everyone but are always criticized.

Sorry for the background buzz on this episode. Mike was traveling and the microphone had some struggles. The content was good and we decided to let it play with the mild interruptions. 

If you want to get a hold of us, please contact us at:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Gloria St Martin Lowry is the President of HPWP Group (High Performance Work Place). Along with building teams and leadership skills, HPWP Group also teaches people the art of active listening.

This episode is all about fixing Scott and his non-listening ways. Gloria demonstrates her patience and Mike finally gets help to try and teach Scott how to listen. Will it work?

Sales is about listening not just to customer's words but also the tone and mindset. In this episode, we share several key thoughts on how to be a better active listener:

• Paraphrase - ensure that your listener knows you are understanding the meaning.
• Reflecting - show understanding for the tone/feeling of the presenter.
• Silence - don't be afraid to take time and allow thoughts to come together.
• Avoid the words 'but' and 'however' as they stifle creativity and growth.

Reach out to Gloria at gloria@hpwpgroup.com or visit them at http://www.hpwpgroup.com

As always, reach us at:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com

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Strategically prioritize your accounts. Not all accounts are created equal and we should not treat them as such. Too often we are spending the wrong amount of time in the wrong account. Here is what we talk about on this episode:

• A, B, C, and D accounts defined and time to apply to each group
• Approaching accounts
• Not to assume a solid relationship and push off touch points

One of the highlights of this episode is the checklist of finding the "easiest" accounts:

1. Do you have direct access to decision maker
2. Do you have physical access into the account
3. Does the client's needs match up with your core competency and accessibility
4. Does your compatibility, style, and character fit well in the organization
5. Are they in the buying mood and looking for anything

Lastly, just remember... someone quick to move to you will be quick to move from you! Don't fear the long sales cycle.

Please reach out to us and share your thoughts on this subject:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com 

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Part Two of Selling Time Management 

Unfortunately, you saw some bad habits outlined in last episode. We spoke for 10 minutes about not showing up late for an interview or meeting. (We will blame that on Scott!) Here is the overview of this episode:

• Squirrel syndrome (easily distracted by things not important but urgent)
• Walk out of a meeting if it is not relevant to you
• Selling under pressure makes you unfamiliar to accounts and doesn't work
• Not all meetings need to be 1 hour
• How to break the infinity loop at your desk!

Sales is about setting objectives and accomplishing those tasks. Managing time gives you more time in your day, reduces stress and makes you more effective at sales. Understand how you sell, where you waste time, where you are distracted and identify what you are doing that is not productive. Join us as we continue to make changes in what we do. (The next episode will be more direct!)

Thanks again for joining this adventure with us!

Please reach out to us and share your thoughts and join the discussion:
Scott@thesellingpodcast.com
Mike@thesellingpodcast.com

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Comedians use of timing can exponentially increase the joke or sink it with speed.  The irony here is that our planned 30 minute episode on time management went long... real long! We divided it into two parts. 

In this episode, we discuss not being late. Next week we dive into specific details on time management. Here is the overview of the two episodes:

• Meeting management
• Scheduling activities
• Communication capabilities to streamline your time
• Eisenhower box (if you are unaware... you should Google it)

Please reach out to us and share your thoughts and join the discussion:
Scott@thesellingpodcast.com
Mike@thesellingpodcast.com

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Jenna Hall teaches how we can sell with positive assumptions and trust. HPWP Group (High Performance Work Place) teaches individuals how to lead with people. Many of these resources are pushing your internal team to a high level of performance. These same principles should also be applied to clients and potential customers. 

Jenna Hall Contact Information:
jenna@hpwpgroup.com

Be sure to like us, share us, and comment on all the social media platforms! Join the fun and join the conversation!

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James Muir finishes up this series with a demonstration of how to avoid discounting and providing  better way. A simple, quick phrase will help you close the deal the way the customer wants. We discuss ways to keep the customer in mind and James provides an easy way to do just that!

Reach out and learn more about James Muir at http://www.puremuir.com

Contact us at:
scott@TheSellingPodcast.com
mike@TheSellingPodcast.com

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A listener favorite, James Muir comes back with more insights and wisdom on closing complex sales. James shares his thoughts on how to qualify and clarify, keep people engaged, and most importantly, ensure they are progressing. We also discuss the misconception most sales representatives have about the progression of customers. Sometimes times we think a customer is moving forward and in reality, they are not progressing towards the close.

This was another GREAT interview and one that will help you!

Visit James at http://www.puremuir.com for downloadable content.

Contact us at:
scott@TheSellingPodcast.com
mike@TheSellingPodcast.com

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We thank you as the listener for joining our journey. We are having so much fun each week and are grateful for you as a listener to providing us that support. In this week's episode, we reflect on Season 1 of The Selling Podcast and set the tone for Season 2.

Season 1 shout-outs in this podcast include:

• Donald Kelly (The Sales Evangelist)
• James Muir
• Vince Han
• Ray Fujikawa
• Veronica Romney
• Jeff Regan
• Larry Long Jr
• Greg and NJ Pesci
• Phil Everhart
• Fred Copestake
• Mobile Coach, ZoomInfo, Gong and much more...

Season 2 will include more sales theory and we will strive to give 1-2 key take aways every week to help you improve your sales technique.

Selling is a practice and we continue to bring sales leaders to help us understand where and what to practice. Thanks for subscribing, sharing us and helping us to continue to grow!

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Change happens! And this time change is happening close to home for Scott.

Circumstances and situations make it the right time for Scott to change careers (but don't worry, he is still on board for this podcast!). He is leaving a fantastic medical sales and consulting career to become a personal finance advisor.

In this episode, we discuss changes and how overcome the challenges associated with it. We also address questions like:

• How has your career advanced and where is it taking you?
• Is you career aligned with your goals?

We also talk about keeping the right attitude, maximizing your experiences, and bringing a rational outlook to actions that determine success.

Follow us, Like us, and most of all...Join the conversation! Leave us a comment or email us. We love hearing from our listeners!

Contact us:
Scott@TheSellingPodcast.com
Mike@TheSellingPodcast.com

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In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of "Selling Through Partnering Skills." He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add.

Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework:

• Validate - How to check fit for doing business
• Align - How we can work together
• Leverage - How to make a sales approach
• Underpin - How to present, prove and agree
• Evolve - How to develop the business

Fred shares the steps to move sales through the this framework. Buyers have more information and likely know what they are looking for in a solution. How does the modern day seller work in that environment? Fred explains how this is done by putting the buyer as the hero and working with the customer... in other words, collaborative selling!

Connect with Fred on LinkedIn Profile (and mention The Selling Podcast when you conncect!):
https://www.linkedin.com/in/fredcopestake/

Fred Copestake's Materials (Podcast, Books, etc)
https://linktr.ee/fredcopestake

Follow us, Like us, and Mention us on all the social media sights! Join the conversation. Thanks!

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This will rank as one of the BEST GUESTS we have had!

James Muir, author of "The Perfect Close," shares the ideology and applicational he uses and teaches to close deals. He has proven the simple concept over and over. Both as a sales representative and sales leader!

Sales is not fun if you are not closing deals. James says that this "close" can advance more business and close deals with just two questions! James is happy to share and demonstrates how and when to use "The Perfect Close".

For other study helps and information about "The Perfect Close" please visit https://puremuir.com.

Share, like, and mention us on all the social media channels! Join the conversation and have fun!

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Phil Everhart, Founder and President of SmartFox Technologies, graciously answers our questions about the importance of forecasting and how to do it correctly. With COVID-19 taking over in 2020 and budgets tightened, it is critical for companies, managers, and representatives to forecast accurately and effectively.

SmartFox Technology is a business forecast management (BFM) application that is built to work in the Salesforce™ environment. And the purpose is to provide a BFM that helps company leaders predict future revenue base on rules (not emotional guesses), past events, objective representative input, and management insight.

To be effective in sales, product has to be available in finished inventory when you need it. Something everyone in manufacturing is familiar with after COVID-19. For products to be in stock, you need to have an accurate forecast. The vicious cycle begins and end with an accurate forecast. Listen and learn about SmartFox and the keys to predicting the future!

Contact Phil and tell him you heard him on The Selling Podcast!
Phil Everhart
Phil.everhart@smartfoxtechnologies.com
Phil's LinkedIn Profile
SmartFox Technologies Home Page

Our Contact Info:
scott@thesellingpodcast.com
mike@thesellingpodcast.com

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Calling all sales pros! Weigh in on this topic and win a guest-spot on the podcast!

We are looking for your input and doing something different on this podcast. This episode features a discussion about the challenges and opportunities found in the new selling model. Listen and then go to TheSellingPodcast and share you insights with us. Or even better, email us directly (mike@thesellingpodcast.com and scott@thesellingpodcast.com)! You may be invited to be a guest on an upcoming episode!

Here are the struggles we are discussing:

In the new Sales Methodology:

• Customer's have an insane amount of knowledge and the ability to gather information about almost everything!
• Sales reps are no longer needed to "detail and demo" their products like they did a few years ago.
• Sales reps should be providing information about the company to aid in the customer's purchase and timing.

Where we need your input:

1. Is this applicable across all industries?
2. How do representatives find customers?
3. How do customers like to be found?
4. How do sales representative create "urgency" in this new model?
5. How do quotas function in the new model?
6. How can we forecast correctly if quotas get abandoned?
7. What is the best name for this new model?

We look forward to hearing from you and we appreciate your help!

Enjoy this different style of podcast and join the discussion!

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Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.

Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future.

Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."Here are a list of works that have been stated in this topic and will be referenced throughout the episode:

• https://hbr.org/2008/05/how-to-sell-services-more-profitably
• https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
• https://hbr.org/2012/07/the-end-of-solution-sales
• https://jbarrows.libsyn.com/99-keenan-gap-selling
• https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/

While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.

Is Mike convinced and is "solution selling" really dead?

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Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.

Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past.

Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."Here are a list of works that have been stated in this topic and will be referenced throughout the episode:

• https://hbr.org/2008/05/how-to-sell-services-more-profitably
• https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
• https://hbr.org/2012/07/the-end-of-solution-sales
• https://jbarrows.libsyn.com/99-keenan-gap-selling
• https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/

While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.

Is Mike convinced and is "solution selling" really dead?

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We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.

1:1 weekly meetings are sacred time with employees and employers and should be treated as such... especially during the COVID time. Here are our top 3 things to discuss after your employee has turned the time to you:

1. Pipeline Management - How are accounts progressing?
2. Pre-call Routine - Efficacy vs results.
3. Remove Obstacles - One of your main focuses should be removing obstacles so your reps can achieve their results.

This should not surprise you, but Scott has been making some managerial mistakes and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions that you would make. What is working well for you? 

Please reach out to us at www.TheSellingPodcast.com

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We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.

• How do you organize your territory?
• Which accounts should you call on first?
• How do you outline emails vs calls?
• Who do you contact more... influencer or decision maker?

Scott has been making calls in the field and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions that you would make. What is working well for you? 

Please reach out to us at www.TheSellingPodcast.com

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Targeting is always started but rarely completed in sales. Most reps, managers and executives know where they should go and who they should visit. However, they miss several key pieces. We cover these areas in this episode of the series:

• Safe Spaces - Who are you practicing on?
• Champions - Who will help you keep the deal alive?
• Industry - How do you work within the general market landscape?
• Your Bag - Do you have a Leader, Needer or Beater?
• Customer Type - How do your customers/prospects match your bag?

From there it comes down to the territory plan...

1. Your number to hit
2. Products you push to hit that number
3. Prospects that buy the products that you push to hit your number

As an added bonus, we speak about what can you do when you get ahead of your number?

Come and find us at www.TheSellingPodcast.com!

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Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following:

Area Relationship Map (inside the territory)

• Who does business with who?
• Why do they do business with certain people?
• Who are the key voices in your industry?

Prospect Relationship Map (inside the account)

• Who is the decision maker?
• What is the internal dynamic of the organization like?
• Who is an influencer (often different than the decision maker)?

Relationship Map Plans

• If you stop doing business with someone, what impact will it have?
• If you start doing business with someone, what impact will it have?
• Who else is connected to your prospect?

These are some of the pieces to consider when developing your Territory Relationship Map.

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Don't be stuck in a rut of sales when you feel very busy but not making sales! This episode and series will outline how to make an actual difference in your number!
Key learnings in this episode:

• Account prioritization
• A, B, C, and D accounts
• Mapping out the accounts
• Downtime management
• Setting account expectations

Respect the Hustle and Hate the Hassle

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If we put the enthusiasm, insight, and wisdom of Larry Long Jr into a pill we could change the world! And it would only take one dose! WOW. What a great time interviewing Larry and swapping ideas. He will most certainly be making a return appearance on the podcast!

In this episode, Larry shares his experience with topics like:

• The right hire for your company
• The importance of honest 1:1 conversations and how to hold them
• E.P.I.C. (You will have to listen...)
• Being genuine and asking the tough questions... the really tough questions!

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Customer Experiences are visits when you bring customers to your office to see what you are doing. These visits push forward relationships and work wonders to build trust. 

Jeff Regan has been creating and hosting Customer Education visits for many years. He has brought hundreds and hundreds of customers through to show them facilities where he has worked. In this episode, Jeff breaks down how to create one of these experiences:

• Don't feel that your business needs to be fully prepared to accept customers.
• Ensure that everyone is there to greet and knows about customers arriving.
• Ask many questions of the sales rep about the customer to know as much as you can before the visit begins.
• What should you show and what should you hide from customers during a visit?

We discuss the benefits for these visits and how to make them most successful. This episode of The Selling Podcast was recorded a while ago. As you listen, you will hear some of our older format. We hope that you enjoy this week's podcast and that if you are not hosting customers at your facilities, after hearing this podcast, you will work with your sales reps and begin a Customer Education visit.

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Vince Han, Founder & CEO of MobileCoachand other high tech ventures, joins us in this episode to explain how ChatBots can be used as a tool to improve performance for sales teams, how dieting and sales are similar, and what entrepreneurs and sales representatives have in common.

Vince shares practical advice about repetitive tasks, time, artificial intelligence, CRM use, and using technology to improve your selling in a "frictionless" way.

To learn more about MobileCoach and the use of chatbots to free up your time and resources, text SALES to (720) 753-5135 and follow the on-screen instructions.

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EPISODE 3

This is the last in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives.

Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid.

In this episode, they discuss the principles of:

1. Sharing your vision
2. Empower and power
3. Communicate effectively
4. Relationship management

There are infographics to download available on the website!

TheSellingPodcast.com

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EPISODE 2

This is the second in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives.

Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid.

In this episode, they discuss the principles of:

1. Knowing your role
2. Surrounding yourself with greatness
3. Demonstrating trust in employees
4. Managing your number

There are infographics to download available on the website!

TheSellingPodcast.com

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EPISODE 1

This is the first in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives.

Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid.

In this episode, they discuss the principles of:

1. Doing the necessary homework
2. Listening with purpose and intent
3. Keeping the "customer first" perspective
4. The killer P's

There are infographics to download available on the website!

TheSellingPodcast.com

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This episode is one of our personal favorites! NJ and Greg Pesci share insights on how to break through your own fear, how to overcome the imposter syndrome, and how to learn from past experiences.

Join our continued discussion on the importance of sales, perseverance, and priorities in business.

NJ and Greg share insights they learned with over 30+ years of successful careers in the C-Suite world.

https://www.pescisports.com

It's Never Just A Game podcast

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What a GREAT episode! Full of tips, insights, lessons, and wisdom! All delivered in a relaxed and entertaining way!

Join us with an engaging discussion with NJ and Greg Pesci as we discuss the importance of knowing how to "work a room" and the significance of relationships, trust, understanding your customers, and overcoming challenges.

Both NJ and Greg bring insights developed over 30+ years of wildly successful careers to the podcast. They share their combined wisdom and experience with us in this episode and make it seem so effortless!

https://www.pescisports.com

It's Never Just A Game podcast

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William Shakespeare once wrote, “Let thee embrace me, sour adversity, for wise men say it is the wisest course”

Or, as the military puts it...“Embrace the suck”

There are two choices when faced with a challenge. Shrink and complain or rise above the circumstance.

How we react to difficult (OK... nearly impossible right now) circumstances will define our future as sales professionals and individuals. The two distinct options to how we react to challenges are:

• Act and use the adversity to create a better, stronger, and more resilient you
• React to the experience and complain about it to everyone you know

Whichever way you choose, learn from the experience.

Remember, delivering bad news can deepen a relationship. Any news is better than no news! And don’t be afraid to be transparent. Honesty wins the battle in the long run. And most importantly, be positive! Even if the news is bad.

Here are five suggestions to help get you through the most difficult times and embrace "the suck":

1. Surround yourself with the right people. People who quit, or complain under pressure will bring you down.
2. Change your paradigm. Silence the voice of doubt. Excuses are unacceptable. Resolve not to capitulate.
3. Empower yourself. Own your physical, mental, and emotional powers. Own your attitude, your drive, your performance and your results. Don’t blame others.
4. Get incremental. Obstacles are manageable in small bites. Celebrate the small victories.
5. Fly the plane! Don’t get focused on the “little green light”!

Make proactive decisions in advance of the event! Accept that failure and success are the results of decisions made along the way. The choice is yours.

Go to thesellingpodcast.com and download a pdf of the five things to help you "embrace the suck"!

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With over 2.5 million downloads, Donald Kelly has taken what he learned from the hustle in Jamaica and built his worldwide podcast empire! Now he helps sales professionals and entrepreneurs find more prospects, build stronger value, and close more deals every day with his insight and humor.

In addition to training sales professionals in workshops, online courses, and keynote presentations, Donald is the host of a popular sales podcast called “The Sales Evangelist” and has been recognized by publications such as Entrepreneur Magazine, Inc Magazine, Forbes, HubSpot, and The Huffington Post. His mission is to evangelize effective selling and motivate sellers of all levels to DO BIG THINGS!

Follow and subscribe!
https://thesalesevangelist.com/
https://www.linkedin.com/in/donaldckelly/
https://www.instagram.com/donaldckelly/?hl=en

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In this episode, Mike and Scott discuss staying on track during a presentation, how to avoid a catastrophic derailment, and different ways to tell you if you are on track or off the rails.

If you know (and your customer) where you are going in a sales pitch, you will be able to steer and pivot in different ways to drive a successful pitch and action. 

If you have done your homework and set up the presentation correctly, the prospect should ask these questions in this order:

1. Who is my audience?
2. Why are they evaluating my product/services?
3. How will they benefit?
4. When can we move ahead?

During a presentation, if you are listening, you can usually gauge interest from the customer's questions or objections. When the customer trusts you, barriers begin to come down and you can begin the presentation on solid ground. The key is developing that trust! And trust can take a long time to establish. Name-dropping can create credibility and establish early trust by leveraging on the trust someone else has built.

Join us in this episode as we discuss ways to prepare yourself for your presentation and share personal stories about what happens when you don't!

We also discuss questions that mean stop! Bring paper and pencil for this part!

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Alex outlines how to use a personal brand in your selling. By posting regularly and engaging with your social media, you will drive your personal brand and that will translate into more sales. Alex shares how he does this and personal story as to the impact of your personal brand in sales.

Founder of Growth IQ and MySalesAgency, Alex has joined Amazon Web Service AWS as an Enterprise Sales Lead. He is a graduate from Edinburgh Napier University with a first-class distinction with a bachelor's degree in sales management, and all this culminated in our guest being recognized as Linkedin’s #3 TOP VOICE in Sales Thought Leadership.

Alex provides more insight into his Jan 2020 Linkedin article discussing whether salespeople born or made. Characteristics that can’t be taught are:

• Drive
• Passion
• Hunger

Alex said, "a customer buys when they perceive more value in your offering than it's cost. Don’t just sell! Solve business pain points and help companies reach their aspirational targets".

He shares insights on how to align your sales cycle with your sales strategy. He also about losing a $1,000,000 deal and what he learned from the experience. It also ties into:

Pipeline Generation:

1. Identify the stakeholder
2. Open the lines of communication
3. Deliver a consistent message
4. Be proactive
5. Maintain accurate data
6. Deliver value

This episode is great for anyone confused about personal branding in sales. A top thought leader in sales for LinkedIn shares his experiences. A special thanks to Alex for joining and sharing many details to help drive more business!

https://www.alexalleyne.com/
https://www.linkedin.com/in/alexalleyne/

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FREE OFFER TO TSP LISTENERS
Veronica would like to offer your listeners 1 month of FREE core connection coaching. Click the following link to redeem your free offer:

https://www.yourmodernbrand.com/core-connection-coaching-free-30-days

You finally get to meet someone in person for the first time. You have been wanting to meet this influential person and before you speak, a flurry of introductions run through your head. As you begin to introduce yourself, they nod and smile but are quickly interrupted by someone else and leave the conversation. WHAT?! What if you had a method to have those introductions where people lean in to what you are saying and not be tuned out? We share how to do that on this week's episode.

Veronica (www.mymodernbrand.com) is a personal branding expert. People buy from people they like. How are you developing your personal brand?

When she isn’t busy wrangling a business and two kids, she is an in-demand international Tony Robbins/Dean Graziosi speaker with topics including branding, marketing, sales, entrepreneurship, self-education, knowledge business, and more.

She believes our aspirations drive our actions and if we want to help our customers make the best decision for them, we have to align our business efforts with their aspirations.

Two things for the most value:

1. How should you introduce a product?
   • Is – what it is
   • Does – what does it do
   • Means – positive manifestation in someone’s life
2. How to introduce yourself to a stranger?
   • Pain point – really understand client – self reflection
   • Unique solution that take care of pain point – Solution solves
   • Promise success – Don’t be vague…

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Blake Gibbons loves a challenge! He is constantly pushing himself to new limits and shares experiences with us during this episode.

Blake is a consistent quota over-achiever with some of the biggest venues of sales. Blake provides insight into various environments such as:

• Medical sales (with various size companies)
• Technology sales
• Start-up sales

We discuss his ideas and beliefs on everything from hiring, constructing a great sales pitch, managing a sales team, and hitting quota consistently. We address the challenges of work/life balance and starting a business. Blake is a super-star when it comes to a positive attitude and a can-do mentality! A special thanks to Blake for joining us for this episode and providing key sales tips.

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Selling is all about listening, understanding, and THEN explaining. Too many sales professionals haven’t learned the art of listening and try to shortcut the process. When you don't listen properly to your customer, you can’t know their problems which means you can't sell your solution.

In this episode, we explore ways to actively listen to your clients and only then explore the steps of how to TELL them how you can help solve their problem.

We call this the 3 T's of Communication:

• Tell them what you are going to tell them
• Tell them
• Tell them what you told them

The two assumptions that we make in this episode are:

1. Before you "Tell them" anything, you actually listened to ensure a complete understanding of their issues (which leads to the right solution).
2. A lot of fact-finding is done before "Tell Them"  conversation. There is a massive amount of pre-appointment work prior to the "sale". Listening must be the most prominent activity throughout the whole process.

Mike and Scott share their thoughts on the 3 T's of Communication and discuss this foundational element of sales today.

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John's expertise about leading sales teams shines in this episode. He has a proven career in medical sales, door to door sales and the booming tech sales. In the heart of Silicone Slopes, John shares stories to emphasize the following:

• Hiring passionate sales reps (how to do it correctly)
• Understanding your audience... put money towards it!
• Culture is not the drinks, beanbags or video games... it is the people
• Caring for your sales reps creates a culture and drives top performance

Looking to build a winning team? John highlights the ways of how to create and develop that type of team. John's unique ability to teach through stories is entertaining and engaging. Sales and sales management is about practicing the right actions over and over.  Nothing about sales is new and has been stated before. John's ability to share real life experiences highlights how you can lead your team more effectively, become a better rep or drive success more revenue to your company.

Enjoy the episode!

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Our first guest!

With over 45 years of sales in companies like Mitek, Breg and Orthofix, Ray Fujikawa breaks down some of the sales basics. Ray's passion and motivation are electric and drive every listener to excel in sales. Some of the key points discussed in this episode are:

What makes a good salesperson:

1. Desire
2. Drive
3. Ability to Learn (be coached and taught)
4. Ability to develop personal relationships (people buy from people they like)
5. Have a real work ethic

Hiring on each one of these characteristics is crucial and if a candidate cannot prove each one of these attributes, he/she should not be hired.

Ray also explains what every rep should do in every call:

• What are you accomplishing (set plan for every call)
• Who specifically are you trying to see to accomplish your goal
• What are you specifically asking?
• Stop talking and listen!

Building 304 and the Onyx Bull are classic Ray foundational stories/trainings that create a clear vision of drive and awareness. You will be motivated to understand more, sell more products and listen with more intent after you listen to Ray.

We thank Ray Fujikawa for his time, detail, and specific points that sellers of all levels will implement to drive more revenue and higher commissions.

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Mike and Scott share their insights on how understanding the competition can make you a better sales representative.

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While most people are getting pay cuts, give yourself a raise! Sales is one of the only professions where you can write your own income. Do you want to make more money? 

This episode highlights how you can give yourself and raise. Think big and plan for the future. Set up your desired income and then work to accomplish that goal. Sales allows you to create your own income stream.

In this episode we talk about:

• The reality of how the sales drive your revenue.
• You are the decision maker of how much money you will make.
• When territory splits happen, don't get upset but say 'thank you!'

Mike and I breakdown the benefits of sales from a revenue stream. 

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We were talking about selling during COVID-19 (isolation and quarantine) and how reps are being successful, how managers and executives are handling these environments. Recording this episode was quick and spontaneous. There is a way to sell at this time. There is a reason not to sell at this time and what to do instead.

New reps... don't be discouraged about this environment. We give several suggestions to you, managers and executives to add value now that will give you a jump start when people are ready to buy.

This episode is placed for an earlier release because of the importance and relevance. We hope that our experiences, stories and suggestions will provide value to sales people of all levels. 

We thank you again for listening and subscribing to our podcast. We enjoy sharing what we have learned and what we are learning. Thanks for joining in our podcasting journey. Share with your reps, peers and friends who you think will enjoy our conversation. 

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In this episode, the guys discuss coaching, determination, competitiveness, and how they impact the world of the sales rep.

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Mike and Scott have a long history of successful sales. They are currently actively involved in sales and driving business for their companies. 

In this episode, we discuss:

• Why get into sales?
• Should you get in for the money, fame or fortune?

Are you looking into sales or contemplating why you are in sales? This short episode helps someone discover, or re-discover, the intent or sales.

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It all begins here! Mike and Scott's first episode. This is a quick listen the breaks down some entry reasons for sales and why we chose this profession.

Sure, the episode might be rocky and clunky but this is our entry into podcasting. After this recorded episode, we decided to take a run at podcasting and putting ourselves out there.

Thank you for coming along and joining our journey as we speak to some amazing people about sales and share many stories.  Please reach out with any comments or questions.

Contact Info
Scott - Scott@thesellingpodcast.com
Mike - Mike@thesellingpodcast.com