Shows
The Selling PodcastChange Agent: How to Sell New Ideas & Win with Ryan BlairSend us a textEver 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 pers...2025-08-0629 minThe Selling PodcastBeyond the Loss: Mastering the Emotions of Losing a Top ClientSend us a textIt'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 init...2025-07-3032 minThe Selling PodcastPipeline vs. Pipedream: The Secret to Realistic Sales GrowthSend us a textEver 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, an...2025-07-2328 minThe Selling PodcastEntrepreneurial Secrets: How to Create Time to Scale Your Business (Feat. UnsexyBusinessmen.com)Send us a textEver 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...2025-07-1634 minThe Selling PodcastFrom Zero to Sale: Launching Your Business with Aaron Skinner (unsexybusinessmen.com)Send us a textReady 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...2025-07-0928 minThe Selling PodcastStartup Secrets: Aaron Skinner's Playbook for Launching & Scaling Any BusinessSend us a textEver 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...2025-07-0236 minThe Selling PodcastThe Follow-Up Framework: How to Master Sales Follow-Up Without Being AnnoyingSend us a textIn 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:Don't Ac...2025-06-2528 minThe Selling PodcastUnlock Peak Sales: Damien Cooke's Masterclass in Leadership & Revenue-Driving ActivitiesSend us a textGet 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...2025-06-1822 minThe Selling PodcastWhat Makes a Top Seller? Aaron Lewis Reveals His High-Performance Sales BlueprintSend us a textGet 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...2025-06-0432 minThe Selling PodcastMaster the Comeback: Overcoming Objections with ConfidenceSend us a textIn 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: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 trust2025-05-2831 minThe Selling PodcastPlaying to Win in Sales: The Mental Edge Beyond Just Having FunSend us a textUnleashing 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...2025-05-2152 minThe 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 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
The Selling PodcastHYBRID SELLING - FRED COPESTAKESend us a textHybrid 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 FrameworkE - 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...2022-03-0232 minThe Selling PodcastSALES EXECUTION - DON'T GIVE UP ON YOUR PLAN!Send us a textThis 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:Read this article - 4 Ways to Be More Effective at ExecutionGo back with your plan to your...2022-02-2334 minThe Selling PodcastRESOLUTIONS... NO PLACE IN SALESSend us a textMike 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 o...2022-01-1228 min
The Selling PodcastTRANSITIONING INTO SALES - JOURNEY OF JILL GUARINOSend us a textJill Guarino shares how to transition from an outside industry into sales. In this episode, we discuss the following with Jill:Sales learning curve definedWhat 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-centricScott 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.com2022-01-0529 minThe Selling PodcastSOLO SALES WITH JOSH WILLIAMSSend us a textHow 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 mentalityBuying a business and starting from scratchHow to use family as proper motivationAllowing the centrifugal force drive more businessProper follow-up without being pushyGet in touch with us to join the conversationMike@TheSellingPodcast.com2021-10-2035 min
The Selling PodcastATTITUDE & EFFORT ARE EVERYTHING WITH MIKE CROTTASend us a textWe 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.A reset is crucial after something goes wrong.Pull yourself mentally out of the situationPerfect your craft in a controlled environmentDon't change your best pitch in the middle of the gameTrust in the system. Defeat happens, but when you practice, you...2021-10-0631 min
The Selling PodcastFOCUS ON THE MOMENT WITH MIKE CROTTASend us a textFormer 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...2021-09-2926 min
The Selling PodcastFIGHT OR FLIGHT IN SALES - WITH KIM GACSOSend us a textKim 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...2021-09-0133 minThe Selling PodcastLEMONADE STANDS, FISH SPAS, AND MIKE'S RANTSend us a textA brief (and scary) glimpse inside Mike's mind this week gives us three topics: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.Fish Kiss - A company in Provo, UT a very unique spa where small f...2021-07-2834 min
The Selling PodcastSALES LEADERSHIP WITH SCOTT HICKS... CREATING GRACE IN THE WORKPLACESend us a textScott 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...2021-07-2130 minThe Selling Podcast$7.25 FINAL SELLING OFFER... VALUE PUT ON WHAT WE SELLSend us a textHow 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...2021-07-1431 minThe Selling PodcastWANTS VS NEED... SELLING THE FUTURE NOW!Send us a textWe 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.comScott@thesellingpodcast.comShortage and scarcity creates interest as human beings. When...2021-06-2333 minThe Selling PodcastSELLING WANTS NOT NEEDS... ENSURING HIGHEST VALUESend us a textRational 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...2021-06-1637 min
The Selling PodcastSALES DEVELOPMENT PROGRAM - WELCOME TO THE NEW WAVE WITH DAVID DULANYSend us a textFounder and CEO of Tenbound joins 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...2021-05-1933 min
The Selling PodcastSELLING WITH (PERSONAL) STYLE - Part 2 with HEATHER WILLIAMSSend us a textAre 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...2021-05-0530 min
The Selling PodcastSELLING WITH (PERSONAL) STYLE with HEATHER WILLIAMSSend us a textCan 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...2021-04-2836 min
The Selling PodcastYOUR FAILING AT REFERRALS... DO IT BETTER! - WITH JAMES MUIRSend us a textWe 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 categoriesDemographics - Commonalities of s...2021-04-1429 min
The Selling PodcastTIME TO PUT OR SHUT UP!! PART 2Send us a textMatt Bullock, VP of Sales and Marketing at Prodatix turns 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...2021-03-2437 min
The Selling PodcastTIME TO PUT UP OR SHUT UP!!Send us a textMatt Bullock, VP of Sales and Marketing at Prodatix turns 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...2021-03-1735 minThe Selling PodcastCLAIMING WHAT IS YOURS OR JUST BEING GREEDYSend us a textAre 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...2021-03-1028 minThe Selling PodcastACTIVE LISTENING... WHAT DO YOU HEAR ACCOUNTS SAY?Send us a textGloria 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...2021-03-0436 minThe Selling PodcastSTOP PRIORITIZING ACCOUNTS ALL THE SAME WAYSend us a text 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 groupApproaching accountsNot to assume a solid relationship and push off touch pointsOne of the highlights of this episode is the checklist of finding the "easiest" accounts:Do you have direct access to decision makerDo you h...2021-02-2430 minThe Selling PodcastSALES TIMING TACTICS... TAKE TWOSend us a textPart 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 youSelling under pressure makes you unfamiliar to accounts and doesn't workNot all meetings need to be 1 hourHow to break the infinity loop at your desk!S...2021-02-1723 minThe Selling PodcastTIME MANAGEMENT AND SALES PERFECTIONSend us a textComedians 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 activitiesCommunication capabilities to streamline your timeEisenhower box (if you are unaware... you should Google it)Please reach out to us and share your tho...2021-02-1023 min
The Selling PodcastPERECTING THE CLOSE WITHOUT DISCOUNTING WITH JAMES MUIRSend us a textJames 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.comContact us at:scott@TheSellingPodcast.commike@TheSellingPodcast.comScott SchlofmanMike Williams2021-01-2726 min
The Selling PodcastPERECTING THE COMPLEX SALE WITH JAMES MUIRSend us a textA 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...2021-01-2029 min
The Selling PodcastOvercoming the Challenge of ChangeSend us a textChange 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...2021-01-0731 min
The Selling PodcastFORECASTING WITH SMARTFOX TECHSend us a textPhil 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 man...2020-12-1634 min
The Selling PodcastTHE "NEW" SALES MODEL?Send us a textCalling 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...2020-12-0931 minThe Selling PodcastTHE RISE OF THE PROACTIVE SELLERSend us a textScott 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...2020-12-0227 minThe Selling PodcastDEATH OF PRODUCT AND SOLUTION SELLINGSend us a textScott 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...2020-11-2528 minThe Selling PodcastREAL SALES MANAGEMENT PROBLEMS - SALES COUNSELINGSend us a textWe 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:Pipeline Management - How are accounts progressing?Pre-call Routine - Efficacy vs results.Remove Obstacles - One of your main focuses should be removing obstacles so your...2020-11-1832 minThe Selling PodcastREAL REP SELLING SOLUTIONS - SALES COUNSELINGSend us a textWe 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...2020-11-1139 minThe Selling PodcastBECOME A GREAT SALES EXEC - Episode 3Send us a textEPISODE 3This 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:Sharing your visionEmpower and powerCommunicate effectivelyRelationship managementThere are infographics to download available on the website!TheSellingPodcast.comScott SchlofmanMike Williams...2020-09-1637 minThe Selling PodcastBECOME A GREAT SALES MANAGER - Episode 2Send us a textEPISODE 2This 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:Knowing your roleSurrounding yourself with greatnessDemonstrating trust in employeesManaging your numberThere are infographics to download available on the website!TheSellingPodcast.comScott Schlofman...2020-09-0941 minThe Selling PodcastBECOME A GREAT SALES REP - Episode 1Send us a textEPISODE 1This 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:Doing the necessary homeworkListening with purpose and intentKeeping the "customer first" perspectiveThe killer P'sThere are infographics to download available on the website!TheSellingPodcast.comScott Schlofman2020-09-0226 minThe Selling PodcastHOW TO AVOID "DERAILING" YOUR SALES PRESENTATIONSend us a textIn 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:Who i...2020-07-2932 minThe Selling PodcastSELLING COMMUNICATIONS STRATEGIES - 3 T's OF COMMUNICATIONSend us a textSelling 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...2020-07-0135 minThe Selling PodcastTHE BENEFITS OF FIERCE COMPETITIONSend us a textMike and Scott share their insights on how understanding the competition can make you a better sales representative.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach2020-06-1034 minThe Selling PodcastRECIPE OF SALESSend us a textMike 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.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #s...2020-05-1332 minThe Selling PodcastWHY SALES?... WHY NOT!Send us a textIt 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 q...2020-05-0716 min