The Selling Podcast

Send us a text This podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process. The episode highlights the tendency to overthink and...

Send us a text This podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous. The podcast emphasizes that the key...

Send us a text This 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 u...

Send us a text This podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies: Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs a...

Send us a text This podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline. The podcast encourages listeners to familiarize the...

Send us a text In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges. Fear: The Silent Saboteur Fear, a universal human emotion, can manifest...

Send us a text This podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period. Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year. Break It Down: Divide your overall goal into smaller, more manageable...

Send us a text This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation. Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequ...

Send us a text The Importance of Sales Preparation Starts with Preparation In this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It’s crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the c...

Send us a text Common Negative Behaviors in Tough Times Avoidance and Disengagement Ignoring the Situation: Sometimes salespeople pretend there’s no problem, hoping it’ll just go away on its own. This is a form of denial. Shutting Down: They might withdraw emotionally and physically, becoming less engaged and responsive at work. Counterproductive Coping Mechanisms Being Overly Enthusiastic (Fake):...

Send us a text We share another some of our favorite moments. Two episodes stand out: Veronica Romney shares how to best market yourself and Mike talks about how to create your own story. Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write. Why You Need to Be Your Biggest Promoter: Stand...

Send us a text In this week's episode, we review some of our greatest hits. The focus this week is on: Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business. Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct. Closing - Ja...

Send us a text You might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it! You are in sales if: You speak to a client or prospect You are trying to push your point There will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales. W...

Send us a text Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes. Fred is able to focus on tactics that everyone practices or teaches and make them applicable in ev...

Send us a text On this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure? Don't stop talking Condecending Code Jibberish Fidgeting Others not listening Dont care / Lack of relevance Choose wrong time Lack of specificity Speaking above level of listener Embarrase...

Send us a text This episode dives into the difference between ambition and work ethic. The Difference Between Ambition and Work Ethic Blind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve. Work Ethic Defined: This is the embodiment of "get...

Send us a text Zach Kauflin joins the show and shares his sales journey. You will leave this episode feeling fired up and ready to make the most of your career. Support the show Scott Schlofman Mike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it! During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career...

Send us a text Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it! During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career...

Send us a text Overcoming Technical Glitches: Stay Focused on What You Can Do This episode tackles how to stay effective when technical difficulties disrupt your sales process, using Mike's internet issues as an example. The key takeaway? Focus on what you can control. While reaching out for help is okay, prioritize actions that don't rely on technology: Double down on core skills: Leverage your s...

Send us a text Info Brokers to Personal Guides: The Evolution of Sales This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor. The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potentia...

Send us a text Tenacious + Determination  = Success Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo. Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fig...

Send us a text There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart. What Really Matters - Where are you Moving In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and cho...

Send us a text Struggling to Connect on LinkedIn? Try a Personalized Message! This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection. Here's what you'll hear: Make it Personal: Generic messages get ignored. Take the time to mention something specific from...

Send us a text If you are in any sort of sales role, you are going to love this conversation! Brian Sullivan , CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program. Brian is a Certified Speaking Professional, a designation held by less...