The Selling Podcast

Send us a text Standing 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 e...

Send us a text When 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: Illegal Immoral Unethical Unreasonable  Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:...

Send us a text Quick 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 again Review your target list - usually some follow up you have forgotten. Ask clients for referrals Ask manager for ideas and then follow through. Usually doesn’t work be...

Send us a text When 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 issue Not providing space for buyer...

Send us a text There 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 wor...

Send us a text Mike 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 hap...

Send us a text Too often we delay doing things that we are supposed to do. There are times when we are asked to do something but we don't get to it. Unfortunately, when we don't, then we feel bad and we push off the embarrassment or guilt for another day.  When we are delaying, act by doing the following: Suck up the pride and follow-up when you think about it... even if it has been a while and yo...

Send us a text Mike 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...

Send us a text Mike 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 foc...

Send us a text There are a few things to watch out for when you are interviewing or being interviewed. Here are the dos and don'ts when you are interviewing. The following is a list of our suggestions: What to Make Up When an interview is scenario based, you can make up so many things. Ensure that you are not making the interview more difficult than it needs to be. Take advantage of the situation...

Send us a text Mike 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...

Send us a text Everyone faces "Imposter Syndrome" at some point. The feeling that you don't deserve to be the expert in a given situation. You may be feeling that way now about your job or other scenarios. It's normal. We all want to become better in general. The phrase "fake it until you become it" was coined by  Harvard social psychologist Dr. Amy Cuddy, and while this holds true, it sounds a bi...

Send us a text Top 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 More Sell Better Sell Constantly Sell More - Treat it like a profession. This is time spent on actually selling. Here are some of the other items that go al...

Send us a text Products are great but stories are better. With so many items that you can purchase that are typically the same thing, the differentiator is just the story.  What is the story behind your product, good or service? What is your 'why' story? Is your LinkedIn page focused towards the client and describing your 'why'? I thought I was different when I said that the 'why' I do something i...

Send us a text There are certain steps that you need to take in order to go on long vacations. Time away from work is needed and allows you to recenter. Make the time to remove yourself from the chaos so that you can look at the business differently. Here are 4 steps to allow you to go on longer vacations: Don't be a hero. Let the team solve problems. Be okay with the results. Congratulate them fo...

Send us a text Are you an introvert or extrovert? In other words, do you get energized by other people or do you get rejuvenated alone?  Too many times in sales, we hear that being outgoing is the best way in sales. That is not the case.  Extrovert: Pro - Able to speak to people and less afraid of the conversation. Con - Focused on your to be the life of the party and not the customer. Introvert:...

Send us a text Great Incomes Produce Great Incomes - while this was the focus of today, we actually spent more time speaking about giving too many details in the following way: It is important to share all the information and be up front with the buyer. However, some details just don't need to be shared. Understand what the buyer is looking for and give them the information that they are looking f...

Send us a text While 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 o...

Send us a text Zack 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 company Competitive nature starts young Learning a solid work ethic from their dad Different management styles Unfortunately w...

Send us a text Mike 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 u...

Send us a text Jason 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 Empassion Dissect territory analytics Expectations are clearly defined and understood...

Send us a text Joe Tate is an HR practitioner and is a principal at Boost HR & Recruiting . They help companies navigate employee law. We talk about the following issues: Validity of the "non-compete" with sales reps - There is strength because the employees sign but it is usually for 12 months. It is usually put within a certain geographical boundry. Negotiate your salary - Your biggest oppor...

Send us a text Ego vs Empathy Mike 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 cost Empathy - putting yourself in the position of your client Not sympathy - sympathy is feeling sorry for but not necessary feeling the customer's pain (empathy). How do you know if you have a health...

Send us a text Statistically, 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 i...

Send us a text SUCCESSFUL SALES REP TOP 5 TRAITS Scott's poem below of the best time to reach you. Mike's Top 5 Traits for Sales Rep List Get out of Bed - Work Ethic Genuine Curiosity Discipline and Focus Rep is Fully Accountable Plan Scott's Top 5 Traits for Sales Rep List Ultimate Desire See Whole Picture Comfortable Starting Over Be a Tinker-er Plan or Process Mike and Scott started with the sa...