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The Selling PodcastSales Intangibles: Building Mental Toughness to Dominate Your Market (with Mike Crotta & Geoff Miller)Send us a textIn 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...2025-05-1538 minThe Selling PodcastDARKNESS OF SALES COMMUNICATION... BE ACTIVELY COMMUNICATINGSend us a textMike 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...2023-09-1330 minThe Selling PodcastSTOP THESE 3 SALES ACTIONS IMMEDIATELYSend us a textMike and Scott discuss 3 actions to stop doing immediately in sales.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. 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 l...2023-08-3031 minThe Selling PodcastNOT JUST HUNTERS AND FARMERS... WELCOME RANCHERS!Send us a textMike 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...2023-08-2330 minThe Selling PodcastTRY IT... YOU MIGHT LIKE IT - SALES IS A GREAT PROFESSIONSend us a textMike 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 w...2023-08-0929 minThe Selling PodcastEUREKA...TOP 3 ACTIONS FOR SALES SUCCESSSend us a textTop 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:Sell MoreSell BetterSell ConstantlySell 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...2023-07-2633 minThe Selling PodcastDEMONIZING THE COMPETITIONSend us a textWhile 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:ALWAYSPlay fair...2023-06-2130 min
The Selling PodcastSTARTING A BUSINESS WITH MIKE BEANSend us a textMike 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...2023-06-0727 min
The Selling PodcastJASON LEVASSEUR TEACHES A MONKEY TO SELL - IT IS PROVEN!Send us a textJason 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 EmpassionDissect territory analyticsExpectations are clearly defined and understoodBe friends with those you manage and hold tough conversationsJason shares his insights on how to train and motivate sales reps.Join in on the conversation:Mike...2023-05-3137 minThe Selling PodcastSALES SECRET - BALANCE EGO AND EMPATHYSend us a textEgo vs EmpathyMike 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 costEmpathy - putting yourself in the position of your clientNot 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 g...2023-05-1735 minThe Selling PodcastTOP 5 TRAITS TO BECOMING A SUCCESSFUL SALES REPSend us a textSUCCESSFUL SALES REP TOP 5 TRAITSScott's poem below of the best time to reach you.Mike's Top 5 Traits for Sales Rep ListGet out of Bed - Work EthicGenuine CuriosityDiscipline and FocusRep is Fully AccountablePlanScott's Top 5 Traits for Sales Rep ListUltimate DesireSee Whole PictureComfortable Starting OverBe a Tinker-erPlan or ProcessMike 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...2023-05-0332 min
The Selling PodcastSTRONG BELIEFS WEAKLY HELD - DAVID WEISSSend us a textDavid 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...2023-04-2631 minThe Selling PodcastACCEPTING MEDIOCRITY KILLS SALES TEAMSSend us a textSend 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.comToday 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 w...2023-04-1927 minThe Selling PodcastDEALING WITH TERRIBLE BOSSESSend us a textThere are some ways to deal with horrible bosses. Here are our tips:Scott's TipsDon't be intimidated.Suck it up and do it.MIke's TipsEstablish clearly defined and understood work requirements.Return and report on progressDetermine their objectivesSell you boss - Sell the boss your ideas and methodologyWhat tips do you have that we are missing?Reach out and join the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.comScott SchlofmanMike Williams...2023-02-1530 minThe Selling PodcastTOP TIPS FOR NEW SALES REPSSend us a textIf 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 TipsGet a coach or a mentorTime management - work with structureSeek professional and personal developmentBe persistentScott's Top 4 TipsCreate an area bookDevelop your marketing plan - put it on auto driveAsk for referrals - if you don't have prospects...2023-02-0132 minThe Selling Podcast4 AND 5 ATTRIBUTES THAT MAKES A SUCCESSFUL PERSONSend us a textMike 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:IntegrityCuriosityHumilityCharityEmpathyHow 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...2022-11-0931 minThe Selling Podcast3RD ATTRIBUTE TO BE A SUCCESSFUL PERSON - HUMILITYSend us a textMike 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:IntegrityCuriosityHumilityCharityEmpathyWhat 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...2022-11-0235 minThe Selling Podcast2ND ATTRIBUTE OF A SUCCESSFUL SALES PERSON - CURIOSITYSend us a textMike 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:IntegrityCuriosityHumilityCharityEmpathyHow 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.comScott@TheSellingPodcast.comScott SchlofmanMike Williams - Cell 801-635-7...2022-10-2730 minThe Selling Podcast1ST ATTRIBUTE OF A SUCCESSFUL SALES PERSON - INTEGRITYSend us a textMike 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:IntegrityCuriosityHumilityCharityEmpathyHow 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 b...2022-10-1931 min
The Selling PodcastRETURN SHOPPING CARTS! - PET PEEVES IN SALESSend us a textMike and Scott discuss what drives them crazy in sales. It comes down to two main points:Do what you say you are going to do andFollow 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 ou...2022-09-1429 min
The Selling PodcastTHE SALES DOJO - JARON ERICKSONSend us a textJaron 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 o...2022-08-0336 min