Shows
The Selling PodcastFEAR AND GREED ARE THE MOTIVATORS OF LIFE AND SALESSend us a textThis 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...2024-09-1833 min
The Selling PodcastPEOPLE, PERFORMANCE, AND PODCASTING WITH JUSTIN ASHBYSend us a textJustin 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: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...2024-02-1438 minThe Selling PodcastNO SALES PIPELINE NEEDED - EXCUSES THAT WON'T WORK!Send us a textMike 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...2024-02-0732 minThe Selling PodcastCONFESSIONS OF A CLOSER: FASTEST WAY TO GET THE SALE YES - NOT WHAT YOU THINKSend us a textSkip 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 as...2024-01-3131 minThe Selling PodcastSALES SLUMP - GET OUT OF YOUR WAY!Send us a textBust Your Sales Slump: 5 Steps to Reignite Your FireHitting 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...2024-01-2432 minThe Selling PodcastWIN-WIN CONTINUED... IT IS NOT COMPROMISE!Send us a textMike 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 a...2024-01-1736 minThe Selling PodcastMASTERING THE WIN-WIN APPROACH IN SALES | TRANSFORMING FROM PUSHY TO PURPOSEFULSend us a textIn 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 ma...2024-01-1032 minThe Selling PodcastTHE TRIBE CALLED AWESOME: BUILDING A COMMUNITY OF CUSTOMERS WHO CRAVE YOUR STUFFSend us a textFinding Your Tribe and Loving the Sales HustleHave 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, wo...2024-01-0335 minThe Selling PodcastSELLING FROM THE CLIENTS VIEWSend us a textYou 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...2023-12-2039 minThe Selling Podcast3 CLEAR SIGNS THAT SALES IS NOT FOR YOU.Send us a textEveryone 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.You don't get excited for the opportunities of that day.Always feel like you are on an island.Start second-guessing managementEach one of these will likely creep into your life. It is okay if these come into your thoughts but if you...2023-12-1330 minThe Selling PodcastASK THE PERFECT SALES QUESTIONSend us a textWhen asking the perfect question, it is crucial to be sincere. Here are some steps: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?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...2023-12-0637 minThe Selling PodcastTRANSFER OWNERSHIP IS CRUCIAL FOR REFERRALSSend us a textREFERRALS 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...2023-11-2931 minThe Selling PodcastGRATITUDE IN SALES - BENEFITS AND ACTIONS!Send us a text6 Beneficial Effects for Showing GratitudeDecreases Cortisol LevelWarm and Fuzzy or Pleasure SensorConnecting with OthersRewire the Brain - Mindfulness Improves Reslience Removes the Blues - Negative FeelingHumility 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 wan...2023-11-2233 minThe Selling Podcast5 WAYS TO START OUT 2024Send us a textWhat are the actions that you can take to start out 2024 in the best way?TechnologyPersonalize ItData Decision MakingThink ValueLook 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...2023-11-1533 minThe Selling Podcast4 ELEMENTS OF SALES - ONLY REASONS PEOPLE BUYSend us a textScott'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, bu...2023-11-0830 minThe Selling PodcastANTICIPATION IS OFTEN GREATER THAN THE EVENTSend us a textAnticipation 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 situationPut something o...2023-11-0130 minThe Selling PodcastNO QUOTA, NO JOB...Send us a textIn 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: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.Top-Down Equal Weight: Bosses...2023-10-2531 minThe Selling PodcastDON'T SELL ALONE... BUILD OFF OF OTHERS SALES SUCCESSSend us a textStanding 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...2023-10-1819 minThe Selling PodcastWHEN CUSTOMERS ARE WRONGSend us a textWhen 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:IllegalImmoralUnethicalUnreasonable Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:Might be short sightedDoesn't have all the inside informationBest self-interest is not involvedWhen you have the customer's best interest at heart, you might find that y...2023-10-1124 minThe Selling PodcastQUICK SELLING FOR A MOMENTUM BOOSTSend us a textQuick 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:Apologize to sale you messed up on and ask to try againReview your target list - usually some follow up you have forgotten.Ask clients for referralsAsk manager for ideas and then follow through. Usually doesn’t work because you know your business best but the perspective if okay. Don’t try and create something new. No new process, marketing strategy or innov...2023-10-0423 minThe Selling PodcastNOT SELLING?... CHECK THESE THINGS!Send us a textWhen 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...Get out of your own head... breathe!Talking too much.Don't have a conviction of your product.Not discovering client't true issueNot providing space for buyer to choose to purchase.Not asking for the sale (rarely hitting the list)Product knowledge (not hitting the list)What a...2023-09-2730 minThe Selling PodcastFORBIDDEN PHRASES IN SALES - THEY ARE NOW OKAY!Send us a textThere 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:NoI don't knowWe are going to have to s...2023-09-2026 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 PodcastIT RUNS IN THE FAMILY - ZACK AND JOSH WILLIAMSSend us a textZack 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 companyCompetitive nature starts youngLearning a solid work ethic from their dadDifferent management stylesUnfortunately 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...2023-06-1425 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 PodcastAVOID SALES SUMMER SLUMPSend us a textStatistically, 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...2023-05-1030 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 min
The Selling PodcastSTART SELLING THEN OWN THE COMPANY - ZACK WILLIAMSSend us a textZack 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 e...2023-03-0135 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 PodcastPROFESSIONAL BASKETBALL TO FINANCIAL ADVISING - SKILLS ARE TRANSFERABLESend us a textPete 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. 2022-04-2038 minThe Selling PodcastCHOOSE YOUR OWN ENDING IN SALES AND LIFESend us a textMike 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...2022-04-1337 min
The Selling PodcastMIKE CROTTA TALKS ABOUT BASEBALL, BASEBALL MOVIES, AND SALESSend us a textMike 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.2022-03-0943 min