The Selling Podcast

Send us a text You might have an all-star product but lack the confidence in the feel and the product never goes anywhere. Henry Kaminski Jr teaches us how to brand and create a market presence. He is the founder and CEO of Unique Designz and the host of The Brand Doctor Podcast . Why are clients or prospects not buying into you or your product? Henry answers these questions and we do it in a uniq...

Send us a text Founder 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...

Send us a text We are obviously recording when we are hungry. There is a way to handle rejection and it all goes into sales and the sales system. Don't change too many things at once. This episode goes into the following concepts: Making the perfect chocolate chip cookie Change one item when you get rejected and record the changes Focus on the core and don't change the base ingredients of sale Dea...

Send us a text Are you and your team using the "personality" style when selling? You need to be! Do you want to reach two to three times more people? Use personality selling and understand how to create an advantage. Typically, we like to sell to people who are most like us. And we are missing 50-75% of the potential audience. Learn how personality selling can help you understand the best way to s...

Send us a text Can fast can you pick up on personalities when someone answers the phone? When you read an email, can you pick up on personality styles? In sales, you need to understand personality types and personal styles. Never assume that your customers will have the same buying styles! If you do, you are likely to brush off the conversation as, "that person was rude" or "they didn't seem inter...

Send us a text If referrals have such a high close rate, why are we not continually asking for referrals? There is a better way to do it! Ask with the ability to make a difference and get the great leads that you want. Get referrals that match your target market instead of referrals being random. James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book,...

Send us a text We all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good? How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book...

Send us a text When you are not actively turning away customers, you are not qualifying enough. Know what customers you should say yes to and which ones you should turn away. Here are some ideas to get you started: Identify you target market and stay within that focus. Qualify people with the right value and financial set. Work with people who you want to work with. Bad reviews will do more harm t...

Send us a text Matt 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 k...

Send us a text Matt 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 k...

Send us a text Matt 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 k...

Send us a text Are you giving too much in your selling? There are several extremes to this conversation. A friend who was a doctor said that he would never just take a look at someone or give an opinion outside of the office. He stated that he had worked too hard for the expertise and tossing it around casually, diminished the price. Providing a "freemium" (premium product at a price that is free)...

Send us a text Gloria St Martin Lowry is the President of HPWP Group (High Performance Work Place). Along with building teams and leadership skills, HPWP Group also teaches people the art of active listening. This episode is all about fixing Scott and his non-listening ways. Gloria demonstrates her patience and Mike finally gets help to try and teach Scott how to listen. Will it work? Sales is abo...

Send 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 group Approaching accounts Not to assume a solid relationship and push off touch points One of t...

Send us a text Part Two of Selling Time Management  Unfortunately, you saw some bad habits outlined in last episode. We spoke for 10 minutes about not showing up late for an interview or meeting. (We will blame that on Scott!) Here is the overview of this episode: Squirrel syndrome (easily distracted by things not important but urgent) Walk out of a meeting if it is not relevant to you Selling und...

Send us a text Comedians use of timing can exponentially increase the joke or sink it with speed.  The irony here is that our planned 30 minute episode on time management went long... real long! We divided it into two parts.  In this episode, we discuss not being late. Next week we dive into specific details on time management. Here is the overview of the two episodes: Meeting management  Scheduli...

Send us a text Jenna Hall teaches how we can sell with positive assumptions and trust. HPWP Group (High Performance Work Place) teaches individuals how to lead with people. Many of these resources are pushing your internal team to a high level of performance. These same principles should also be applied to clients and potential customers.  Jenna Hall Contact Information: jenna@hpwpgroup.com Be sur...

Send us a text James Muir finishes up this series with a demonstration of how to avoid discounting and providing  better way. A simple, quick phrase will help you close the deal the way the customer wants. We discuss ways to keep the customer in mind and James provides an easy way to do just that! Reach out and learn more about James Muir at http://www.puremuir.com Contact us at: scott@TheSellingP...

Send us a text A listener favorite, James Muir comes back with more insights and wisdom on closing complex sales. James shares his thoughts on how to qualify and clarify, keep people engaged, and most importantly, ensure they are progressing. We also discuss the misconception most sales representatives have about the progression of customers. Sometimes times we think a customer is moving forward a...

Send us a text We thank you as the listener for joining our journey. We are having so much fun each week and are grateful for you as a listener to providing us that support. In this week's episode, we reflect on Season 1 of The Selling Podcast and set the tone for Season 2. Season 1 shout-outs in this podcast include: Donald Kelly (The Sales Evangelist) James Muir Vince Han Ray Fujikawa Veronica R...

Send us a text Change happens! And this time change is happening close to home for Scott. Circumstances and situations make it the right time for Scott to change careers (but don't worry, he is still on board for this podcast!). He is leaving a fantastic medical sales and consulting career to become a personal finance advisor. In this episode, we discuss changes and how overcome the challenges ass...

Send us a text In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of " Selling Through Partnering Skills. " He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add. Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework: Validate - How...

Send us a text This will rank as one of the BEST GUESTS we have had! James Muir , author of "The Perfect Close," shares the ideology and applicational he uses and teaches to close deals. He has proven the simple concept over and over. Both as a sales representative and sales leader! Sales is not fun if you are not closing deals. James says that this "close" can advance more business and close deal...

Send us a text Phil Everhart , Founder and President of SmartFox Technologies, graciously answers our questions about the importance of forecasting and how to do it correctly. With COVID-19 taking over in 2020 and budgets tightened, it is critical for companies, managers, and representatives to forecast accurately and effectively. SmartFox Technology is a business forecast management (BFM) applica...

Send us a text Calling all sales pros! Weigh in on this topic and win a guest-spot on the podcast! We are looking for your input and doing something different on this podcast. This episode features a discussion about the challenges and opportunities found in the new selling model. Listen and then go to TheSellingPodcast and share you insights with us. Or even better, email us directly ( mike@these...