The Selling Podcast

Send us a text David Weiss is the Chief Revenue Officer at The Sales Collective. The Sales Collective will help you review your sales process. In this episode, we discuss: The Break-Up email and how it is used effectively. Transactional - the person who works the hardest wins. Where will AI fit in sales?  What questions are you asking and why are you asking them? How are you looking at the sale? C...

Send us a text Send us an email and let us know your industry and how long you have been in that industry. What actions do you take to break out of mediocrity  - Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com Today we discuss what mediocrity looks like and how to not be a mediocre sales rep. What are you doing to stand out above the crowd and ahead of other people. Here are some things...

Send us a text Dax Kempton shares his journey from machine repairman to sales. There were a few things that he did to ensure that he was successful: Remember the journey to get you into sales - don't overlook the customer care in your selling. Know the specs and desired functions of what you are selling. Be person who is known as a problem solver. How do you stay curious when selling? Join in our...

Send us a text Alex is back talking about Legos. There are many insight we shared. We talk about all things Lego with Alex Nunes . Check out his YouTube Channel by clicking here. What is your social presence like? How do you deal with social media haters? What are you doing to grow your digital presence?  We also talk all things about Lego Ambassador. Join in our conversation: Mike@TheSellingPodca...

Send us a text You will want to skip this episode if you are not interested in the most famous, most successful, most fun, and most painful to step on toy in the world; Legos. We talk about all things Lego with Alex Nunes . Check out his YouTube Channel by clicking here. There are many passions that drive people. How is your side hustle interacting with your day job? What does it take to attract o...

Send us a text What do you wear when you are selling? We discuss the following topics: Always look one notch better than the prospect/client. Ensure that you are wearing the expected uniform of the industry. Working from home still requires you to dress up for your personal mindset. Dress up but ensure you look like you are able to do hard work. Look put together because that inherently portrays s...

Send us a text Eric Anderson is the co-founder of Medical Sales RX . If you are in medical sales or looking to get into medical sales, then you should check out this website and course. You can check out his podcast at https://medicalsalesrxpodcast.buzzsprout.com/ Medical Sales have the following steps: Hold an accurate knowledge base. Develop an ongoing relationship with significant value. Ensure...

Send us a text Barbara Kay shares her insights on how to handle customers when they are in a highly agitated emotional state. There are some things to do: Remain calm by putting yourself in a good mental place. Take a long, deep breath. Don't become robotic and deliver a script. Listen with empathy - listen to the frustration of the customer and try to help. Don't be afraid to mirror the client's...

Send us a text Zack Williams is the President at Cannon Sales . Zack started at the company in the warehouse and worked his way into sales and now (along with his wife) stands as the company's President.  What is your vision like? How do you know when to push forward in your career or when should you take some time, not climb the corporate ladder, and just learn? If you could look back at when you...

Send us a text " If you raise your kids, you can spoil your grandkids, but if you spoil your kids, you will raise your grandchildren". When you feel like you are providing the wrong experience... STOP! Selling is providing what customers want and need and not what you want to happen. If you are not helping the client or prospect, stop and listen. Then lead them to the proper solution. Paul Carr of...

Send us a text There are some ways to deal with horrible bosses. Here are our tips: Scott's Tips Don't be intimidated. Suck it up and do it. MIke's Tips Establish clearly defined and understood work requirements. Return and report on progress Determine their objectives Sell you boss - Sell the boss your ideas and methodology What tips do you have that we are missing? Reach out and join the convers...

Send us a text When you are presenting in sales and then something goes wrong, do you push forward or do you pull back? Here are some tips to help: Pull Back! - There is a good way to do this but pushing forward just tries to advance your agenda. If you are flailing around, it is likely because you are unprepared, there was an unexpected interest/question, or you zigged when you should have zagged...

Send us a text If you were going to do it all over again, what do you wish you would have known? Mike decided to put out a spontaneous topic to help new sales reps shorten their learning curve. Are you an experienced sales rep? Send us your thoughts! Mike's Top 4 Tips Get a coach or a mentor Time management - work with structure Seek professional and personal development Be persistent Scott's Top...

Send us a text As you start this year and want to change some things, what are you going to change?  In this week's conversation, we discuss pirate costumes and creating things. Struggling to find the time? Here are several ideas to help! When you are looking to improve but sales went well last year, when should you stop tinkering or changing? Here are some ideas: Understand what is working - don'...

Send us a text Pete Howland joins the podcast to discuss service selling. There are some great take aways for everyone. Here are some of our favorites: Air filters are not necessary on every oil change :) Set up the appropriate expectations with service. Ensure that the client is hearing what you are saying. Building trust from the first meeting You can't build a Cobra for under $40K. Join in the...

Send us a text Fred Mady defines his absolutes. What are your absolutes? "If you want to be a better rep, find a better manager." - as a manager, don't accept average performance. You have to help your reps improve and hold them accountable. Managers add value by adding their top 25. Absolute - Value or principle that is accepted as valid. JDI - Just do it. Whatever your delay, struggle of issue i...

Send us a text Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top: Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfal...

Send us a text Fred Mady shares some incredible thought on what average or underperforming reps do everyday. These are how you become average. How many of these things are you doing? Never show products Don't plan Lack product knowledge Procrastinate Over commits Crisis management Disorganized No plan No time management How many of these traps are you falling into? We discuss not only what average...

Send us a text Fred Mady shares some incredible thought about how to become a great rep if you are new. Here are the key takeaways: Set time management goals and ensure your personal and professional goals are in alignment. Know your priorities, plan your work and then keep 1st things 1st. Face time with decision makers. If you want to sell something you need to spend time in front of the person w...

Send us a text Barbara Kay is not only extensively trained in clinical psychology, but she is a great coach as well! Her website has several great tools and tips. Check out her website: BarbaraKayCoaching.com and see what she is doing.  When you walk into a situation where you are going to sell and you are anxious, people will sense that and it will cause discomfort for the listener. Your emotiona...

Send us a text Aaron Lewis is an incredible example of sales. From his planning to winning 7 consecutive President Club trips, Aaron knows how to sell and shares his methodology and recipe with us.  This is what we cover in this weeks episode: Proper territory planning How to win multiple company awards Stalking or selling? Whale hunting for simple fishing Aaron has an incredible way to put everyt...

Send us a text Jason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode: Why sales is not a profession Authenticity is key Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Pick up your copy of his book or check out his podcast th...

Send us a text Jason Cutter shares his tips on  "Selling with Authentic Persuasion." Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Here are the topics that we covered in this episode: How to be a "quarter breaker" and not an "order taker" What is the difference between persuasion and convincing? When to give time for customer to think vs a...

Send us a text Ron Taggart is the owner at Ronald B Taggart Insurance Agency, Inc. He shares his story about how he got into sales. He describes it as a noble profession. How does he get most of his business right now? - Referrals! So how do you bridge the gap for someone who is starting right now? - Ron shares that he out hustles, out performs and out works everyone in the industry. If you are pl...

Send us a text Mike suggests that there are 4 (and now 5) attributes that make a successful sales person and person in general. Mike shares about charity and empathy. Here are the 5 attributes: Integrity Curiosity Humility Charity Empathy How are we defining Charity vs Empathy? - It is not giving anything away for free. It is understanding WHY an organization or an individual is doing something. Y...