The Selling Podcast

Send us a text There are 3 types of curiosity that will impact the questions that are asked. When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions: Genuine - The focus here is on the customer. The genuine curiosity is all about...

Send us a text We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales.  The following is a list of all 12 steps.  Here are the best steps in sales negotiation: Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or...

Send us a text There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different.  The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation....

Send us a text When nothing is working, here is what you can do. Let's define our sellers slump. There are two types of slumps that we encounter: Difficulties that arise what are out of our control. Challenges that we create for ourselves. A few weeks ago, we spoke about things that you can do to help sell when things are out of your control. This episode is to get out of the challenges that you c...

Send us a text Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale. Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before p...

Send us a text Why do we choose not to use our CRM?  Too often we complain about how we need more sales help, resources or benefits from the company. What can a CRM do for you? This is what we discuss in this episode. Challenges using CRM that we tell ourselves: Save time by not using your CRM - it takes too much time. While you might think that now, it is when you are at the follow up meeting and...

Send us a text Are you struggling to keep your sales pipeline consistently full? In this episode, we dive into the essential strategies for ensuring a steady flow of prospects and closing more deals. Key Takeaways: The Updated, Tracked Funnel: Stop dreading the funnel and instead embrace it as your progress tracker. Consistent updates are crucial for visibility and success. Pipeline Matchmaking: P...

Send us a text Welcome to the not-so-typical "A" personality spectrum where you'll encounter our fab five of "A" personality types: Adversarial, Antagonistic, Agnostic, Apathetic, and Advocate. And every complex sales call encounters at least three of the personalities. But fear not, for every "A", there's a way to sway! First up, we've got the Adversarial bunch. These are the folks who are " nega...

Send us a text Justin 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...

Send us a text Mike 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...

Send us a text Skip 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 actua...

Send us a text Bust Your Sales Slump: 5 Steps to Reignite Your Fire Hitting 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...

Send us a text Mike 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...

Send us a text In 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 o...

Send us a text Finding Your Tribe and Loving the Sales Hustle Have 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 n...

Send us a text Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass. Part 1: Price...

Send us a text You 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 findi...

Send us a text Everyone 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...

Send us a text When 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 c...

Send us a text REFERRALS 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. Wh...

Send us a text 6 Beneficial Effects for Showing Gratitude Decreases Cortisol Level Warm and Fuzzy or Pleasure Sensor Connecting with Others Rewire the Brain - Mindfulness  Improves Reslience  Removes the Blues - Negative Feeling Humility is the underlying piece in gratitude.  We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. I...

Send us a text What are the actions that you can take to start out 2024 in the best way? Technology Personalize It Data Decision Making Think Value Look 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 abi...

Send us a text Scott'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 FO...

Send us a text Anticipation 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...

Send us a text In 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, figu...