The Selling Podcast

Send us a text Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Mike shares Intellectual Humility. Here are the 5 attributes: Integrity Curiosity Humility Charity Empathy What is "intellectual humility"?  Sit on the same side of the table in your next presentation. Remove the emotion and see it from their perspective. If you are seeing...

Send us a text Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about curiosity. Here are the 5 attributes: Integrity Curiosity Humility Charity Empathy How do we define curiosity?  Try this... In your next sales presentation don't say 'I' in your sales conversation.  What are the questions to ask and not to ask? Which at...

Send us a text Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about integrity.  Here are the 5 attributes: Integrity Curiosity Humility Charity Empathy How do we define integrity? Integrity is being complete. We must be a complete person. Telling a lie is a piece of integrity but not the whole thing. When you tell a lie...

Send us a text There are a few things in sales that you MUST DO. They are pinpoint potential, link value to customer and follow up. Here is the breakdown of the topic today. Two main points: Do tasks that you are good at. Don't waste time improving on something that someone else can do much better! Sales rep to sales manager requires different skills. Too many times there are skills that don't tra...

Send us a text Handling rejection is what we do in sales. However, what happens when you are rejected by a friend? These rejections seem to hurt more than being rejected by someone you don't know. Here are some ideas to help pitch your friends: Often conversations will lend themselves to business but don't "sneak up" on your friends being customers. Create an environment where it is a business sit...

Send us a text There is a difference between poaching and prospecting. Poaching is moving into a territory that is not your own. The reason sales reps do this is because they feel that the "grass is greener" in someone else's lawn. Rarely this is the case! There are some simple tools to extract the most value from information. Are there ways to find prospects or potential customers from horizontal...

Send us a text You know that feeling when you want to get out and make things happen because you have not been productive. As you get ready to go you don't know where you are going and what you are to be doing? By the time you are done planning, you have run out of time. This is what we call BackPlanning. How do we prevent this from happening. When you start Backward planning is just that... backw...

Send us a text Mike and Scott discuss what drives them crazy in sales.  It comes down to two main points: Do what you say you are going to do and Follow up! If that is too broad, here some details... Get back to your customer in a timely manner.  Don't talk too much about yourself. See everyone in the room. Don't follow up on a question that is not relevant. Be honest with people. Only make a mess...

Send us a text NOMATIC' S Co-Founder, Jon Richards , joins the podcast and impresses with his story. How did he begin?... NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story. Key items in the conversati...

Send us a text Larry Long Jr shares his book with us. You can pick up his book Jolt using this link (Click Here.) How intentional are we with our lives? What story are you telling yourself? Are you surrounding yourself around encouraging people? Here is what we are talking about with Larry: Dominating in your profession... stop with the imposter syndrome but be intentional with what you are doing...

Send us a text Blake Gibbons , co-founder and COO at Facet talks with us about the hiring process. We talk about the do and don't (mostly the don'ts) and some "human" ways to connect with new hires. If you are looking for a great example of how to onboard new hires, check out Facet! Our conversation highlights several hiring issues that Blake sees. Here are some of the takeaways from our conversat...

Send us a text Handling Objections - When the FAULT is YOURS! There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem: Honest Awareness - "Hi (account)  This just happened..." Start by telling the account the issue...

Send us a text When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone: Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors. Know you can ask for favors - (You...

Send us a text Jaron Erickson creates tech selling ninjas! If you, or someone you know is looking to get into tech sales and doesn't know where to begin... then Jaron will teach you in the Sales Dojo . Jaron's program provides education for people looking to get into the tech sales. His 4 week course has a high placement rate and at the end, you will have the Dojo backing you.  Jaron shares his ex...

Send us a text When is there too much goodwill? Can you give away too much? Pros Provide a sample of best quality Willing to pay more for higher quality Ensure that the fit for everyone is good Cons Appear to be hiding something Stealing potential paying clients from yourself Time consuming for actual clients Would you buy a car before a test drive? When does a test drive become a bad business cas...

Send us a text When is it time to move away from your clients? While this is a shorter episode, it is critical to know the best way to say goodbye to certain clients. Here are some things to look for: How much time are you spending vs the financial compensation? Are you being productive or is it too much accumulated time? Set time and financial boundaries. If the client/prospect does not meet the...

Send us a text Do you feel like you are lonely in your territory? How does being a relation expert fit into this conversation? You get off your lonely sales island when your clients need you. When you feel needed, this takes away your feeling of loneliness.   Loneliness is a consequence and being alone is a choice. When you choose not to pick up the phone and speak to someone, you are missing out...

Send us a text Return winners of a President's Club understand how all the macro pieces fit together. Being an expert on your product might take you to President's Club one time. Being an expert on the industry and how your product/service fits into the macro view, will make you a return winner. IF YOU ARE NEW... UNDERSTAND MACRO RELATIONSHIPS. You will be able to leverage the back office or bring...

Send us a text Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode.  Here are two key tips for sales from Ashton: Ask for free stuff everywhere. Order at a restaurant quickl...

Send us a text Dylann Ceriani is the Co-founder at Protoshop . She is an amazing engineer and a great saleswoman. How is she successful and what is she doing? In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell...

Send us a text Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is diff...

Send us a text Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed: The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'. Giving a free trial m...

Send us a text Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode: Are people challenging your sales pitch engaged and likely to buy? Are people who are slightly frustra...

Send us a text Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX . You might see others and think they are successful but only after time will you truly see the results of ethical selling.  Here are points discussed in this weeks episode: When you put clients first, there is not a grey area. It is easy to share the facts of wha...

Send us a text Are you closing techniques not working? We know why... stop doing them! What is the best single action to increase sales? - Sell to the right person! Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful. James Muir highlights the 7 Myths...