The Selling Podcast

Send us a text Four key steps to start a new business: Scalability Marketability PROFITABILITY Sustainability For the next four weeks will will analyze the 4 aspects to starting a business. PROFITABILITY There are many parts to profitability that we don't watch as sales people. Profitability might be one of those but it is fundamentally important and I guarantee that you are watching it. Why do yo...

Send us a text Four key steps to start a new business: Scalability Marketability Profitability Sustainability For the next four weeks will will analyze the 4 aspects to starting a business. SCALABILITY Too many times, people build a business around one item. Without other channels, the business will never grow to be a larger size. While this might be the goal, jumping outside of the key market, wi...

Send us a text Katelyn Wilson is a Program Manager in the Sales Operations division at Vivent . In this episode we speak about the challenges between sales reps and sales ops. Why is there always contention? Let's start the conversation with one thing... if you are rude to sales ops, you should be fired. Yes, you will have disagreements and frustrations. However, if you are cursing or belittling s...

Send us a text Nancy Bleeke does an amazing job helping us understand the process of a sales coach. What should you be looking for in a coach? How many coaches will you need? Most importantly, is it painful to have a coach? There are many topics that were covered and here are a few key pieces: Ditch the pitch How to fire a sales coach What to look for in a coach Managers should not be everything t...

Send us a text How do entrepreneurs sell and service as a solo team? We are joined by (with if you would like) Josh Williams to discuss selling and growing your business. He does it all... from contracts, to finishing work, to communications, and to selling.  In this episode we discuss: How to sell with a non-sellers mentality Buying a business and starting from scratch How to use family as proper...

Send us a text As a sales rep, you walk the narrow line of persistence and nuisance. The trick is knowing when you have crossed the line and how to get back on the right side! In this episode, we talk about the steps to walking the tightrope without a net and without falling. Here are some steps to take to be persistent: Determine the cadence with the customer from the beginning. Ask the customer...

Send us a text We continue our conversation with former Major League Baseball player, Mike Crotta about pitching in the MLB and how it relates to sales. This is a fun episode with some key takeaways. When you get past the laughs, there are some items to work out. A reset is crucial after something goes wrong. Pull yourself mentally out of the situation Perfect your craft in a controlled environmen...

Send us a text Former professional baseball pitcher, Mike Crotta shares his thoughts on getting ready for the game and how it relates to sales with us. After almost 15 years of Major League Baseball and playing around the world, Mike brings a fascinating outlook and perspective on controlling what you can and not dwelling on what has happened in the past. How are you handling your professional sal...

Send us a text Ryan Ferguson is a long-time personal friend and friend of the show. His success as a sales rep led to another successful venture in sales management. Ryan is a master at being true to himself. He knows what has made him successful and he sticks to it. You will hear his "oh shucks" demeanor sprinkled throughout this podcast. This is his amazing style that is naturally part of his pe...

Send us a text Will Wright and Porter Willis are back sharing their experience building Fish Kiss. What does it take to start and build a business? These gentlemen sold their business and had a successful exit in under 4 years (from concept to sale.) Fish Kiss is a unique business where the fish do most of the work as the fish clean your feet. An idea brought over from Thailand, these young men cr...

Send us a text What do you get when you mix three guys, a vision, and a ton of belief in themselves?  Fish Kiss is a unique business that combines a fun and unusual sensation with a "spa" experience. An idea brought over from Thailand, these young men created a business. How they created the business was the real focus. They maxed out credit cards and were fully focused on making this work. There...

Send us a text Kim Gacso demonstrated perfectly people's motivation. In just a few words, she knew what would be a trigger for Scott and pushed the button. What gets you passionate about sales? Your values will help drive your authentic self. Too often in sales we get lost. This might be focus, during a presentation or what we are doing. Knowing who you are and what you stand for helps to drive aw...

Send us a text Storytelling is crucial in sales and Ty Bennett (click link for his AMAZING podcast) is a master! He explains how, when, and why to share a story. If you want to connect and bring people into what you are doing, tell them a story! Ty says that personal stories are the best stories. When are the times to use a story: Opening Closing Introducing Validating Overcoming Objections Techni...

Send us a text Part 2 of 2. KD 's insights and teaching continue! Here are some key takeaways: When I ask someone a question, how do I want them to feel? Am I reflecting that tone in my response? Are you losing deals over parts of the product that the customer doesn't want? You don't and shouldn't sell the whole bag... customers don't need everything! Use "they" in your discovery questions... "the...

Send us a text If you don't know Kevin Dorsey (he goes by KD), you should! His enthusiasm and insights are spot on. He is a master at his craft and teaches skills that can change your life. We loved this episode and what we were taught. KD perfectly explains many of the common gaps that we face. Here are some key takeaways... What do you say when a client says, "I am using..."? Do you reply, "good...

Send us a text Tiene que calle bien... in other words, they need to like you! (Not an exact translation but the meaning is there.) How do you get people to like you? Look the part - personal appearance (including smells) is important for first impressions. Listen - we talk about this all the time but everyone gets nervous during a first meeting. Most people talk too much when they are nervous. Hum...

Send us a text A 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,...

Send us a text Scott Hicks joins the Selling Podcast this week to discuss Sales Leadership.  Here are some of the key take-aways... 90's Management Process = Activity vs productivity and the focus of the 90's management style is to manage the process. How many 'x' are you doing this week?  Current Management Process = What are you creating? The focus is to build something and there are many ways t...

Send us a text How do you value something? In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services... SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment. How do you value something: 1a. How much will someone pay for so...

Send us a text Selling is a process of least resistance and effort from the buyer. There is a fine dance between seller and buyer. This process highlights how to offer entry items that hook the buyer and show what the desired outcome will be. Once that is accomplished, they you can ask for the purchase.  Selling Steps: Story the Wiz Bang Try it Drive it Do it Buy it These steps are detailed in the...

Send us a text From teacher to top agent, Jennifer Seeno Tucker shares her ideas about what it takes to reach the top of the real estate industry. In this episode, we discuss sales aspects like: Diving into the niche - Focus on one zip code Reverse engineering your numbers with "block timing" Work and life integration in sales - Holistic Lifestyle Closing sales at the end of the month Forcing "tim...

Send us a text We take another run at selling wants versus needs. What we came to understand are the following points: Easiest selling is when someone desperately needs something now. The further you get from the need now, the incrementally harder it is to sell. Bringing in the future immediacy would drastically increase sales. Several listeners have shared their thoughts and we have responded. Pl...

Send us a text Rational vs Irrational buying is an interesting idea. What is rational purchasing vs irrational purchasing? Here are our thoughts... that are highly debated in this episode: Rational buying - paying for something that will provide the net result of more time. Irrational buying - purchasing something off of emotion only. Nutnfancy spoke about "Two Kinds of Cool" in this link . First...

Send us a text Henry Kaminski Jr is back and shares his meeting and lesson from Gary V . The focus is on becoming the best and authentic you. Find out more about Henry and view his master class at Unique Designz .  We talk about the following: How to be comfortable with the individual you as a person. Own your actions, decision and behaviors. Lean into your uniqueness and highlight that in your br...

Send us a text We want to hear from you! Please reach out to us and let us know you thoughts on this topic: Mike@thesellingpodcast.com Scott@thesellingpodcast.com Selling Time Theory: Time is the only thing that you can't purchase. Because our tendency is to want what we can't have, we try to purchase things that get us closer to the unobtainable desire. Every rational purchase we make, we are try...