WINNING AT SELLING

Thank you for joining us on this SPECIAL 5 th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to ge...

How many conversations can you keep track of in your head?   How about with your files on your desk? What about your notebook or journal?   Maybe 3?   That's too low. You're not alone — I struggle with this too!   How do we determine what is most important today ?   What do you want to be known for by our customers, clients, and colleagues? How can we reduce stress, maximize our efforts and genera...

At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability. You're going to have to sharpen your pencil as Scott and I discuss Top 5 Neg...

We've all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don't need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this isn't you, but even the littlest move in this dir...

Business owners often feel overwhelmed, struggling to focus on their true passions while distractions pull them away from their goals. Breaking free from this cycle is difficult alone—and finding a skilled, supportive team can be just as challenging. So, who can help? Join Bill and me as we welcome back Peter Beaumont to explore practical strategies for silencing the inner critic and moving forwar...

Our perception of a situation is shaped by past experiences, judgments, beliefs, and biases. These elements mixed, each weigh differently, to form our unique perspective. No two people see reality the same way. But is our perception of reality true? It's real—yes.   No one can take away your reality. However, what's real may not always be true. This is a critical question to consider as we encount...

A customer calls and asks you to send them a quote. Do you do it or do you ask for an appointment to find out more about their needs? If I just send over a quote, how can I be sure that it will really address their issues? But is a full blown proposal really necessary and will it help or hurt my chances to make the sale? What's a salesperson to do! Get ready to defend your preference, as Scott and...

Peak performance isn't luck—it's a choice. Top sales professionals don't just work harder; they work smarter, optimizing their mindset, habits, and energy to consistently win.   Today we will discuss science-backed strategies to stay motivated, handle rejection, and operate at your highest level. You will also discover how to manage your energy, build resilience, and implement habits that drive sa...

The weekly sales meeting can be an effective tool for your team or a boring waste of time. As a leader, you choose how the meeting will go and if it will have the effect you desire. But if you leave it to chance, chances are it will suck! Grab your agendas, as Scott and I discuss The Weekly Sales Meeting and other magnificent metrics on Episode 653 of the Winning at Selling podcast.

Have you ever had a misunderstanding with a prospect? They committed, signed the agreement, and you started working together—only to discover they had completely different expectations about what you'd be doing. These misunderstandings often stem from unclear conversations and clever agreements. When expectations and obligations aren't explicitly defined, it's easy to disappoint and fall short of...

Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can't help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson acts dishonestly, he or she contributes to the ne...

We've all experienced the hiring process—whether as the candidate or the future supervisor. It's a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we're diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson. For business owners, sales managers, and recruiters alike, finding t...

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1 st date is an artificial opportunity, there's nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be successful – are you ready to get going? So HAPPY...

We create fresh starts at different times of the year.   For some, it's January 1 st , for others it may be the day after Labor Day.   Regardless of when, a plan and process with passion are all necessary. Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks, the power of accountability, and how to st...

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward. So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyer...

What is the goal of the first meaningful conversation with a prospect?   I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself.   Really?   That's the goal?   I say there are other topics more important to discuss. Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delect...

Selling and compassion. Do these two concepts really fit together? Should a sales manager be a compassionate leader and do they even have that capacity? These are interesting and difficult questions. If you want to find the answers, stay tuned as Scott and I welcome Dr. Andrea Hollingsworth award winning author to discuss, Can Compassion Fuel Sales Success? on Episode 645 of the Winning at Selling...

Covey stresses to begin with the end in mind.   Does that apply to sales calls with prospects?   You betcha. What is your plan for the first time you meet?   Did you receive the outcome you wanted?   What could you have done differently?   What did you learn, what would you change?   What would you not say?   What did you forget to say? If you like these questions and are curious about adopting th...

We've all been told that people buy from people they like. So, many salespeople spend a lot of time developing a "likeable" personality. This can mean that when a customer tells them NO, they can take it as a personal rejection. Well, put away that crying towel as Scott and I discuss  What to Do When You Get a No  and other quisling questions on Episode 643 of the Winning at Selling podcast.

In a post-pandemic world where people are seeking life/work balance while experiencing a "new normal," feelings of emotional labor can arise in the workplace. This can lead to symptoms of anxiety, fatigue, stress and more.   If you want to learn how to reduce or eliminate these symptoms - through the power of perspective and emotional grit… Stay tuned - as Bill and I welcome our guest, Jennifer Fe...

Famed psychologist William James once said, " Nothing is so fatiguing as the eternal hanging on of an uncompleted task. " And that really true isn't it. We know that we should strive to get more accomplished but so often we find ourselves frustrated by an inability to get off our butts! Perhaps we just need some good advice. Don't put this off any longer, listen in as Scott and I discuss Stop Dela...

Every sale or negotiation, someone must make the first move.   Some think you should never go first, if that's the case, how do you get what you want - if you don't ask by going first.   There is a way of starting off a sales conversation and negotiation by going first. If you want to get what you want, learn how to go first as Bill and I discuss, Who Goes First? and other tantalizing tidbits on e...

How do you react when the pressure is on? When customers or your manager demand more than you are able to give? The chaos of life can move even the best of us to react rather than respond. And in today's world life can easily get out of control. What can you do? Take a chill pill and listen in as Scott and I welcome trainer and keynote speaker   Lena Scullard –  as she discusses Chaos to Calm and...

As the adage goes, "You don't have a second chance to make a first impression."   Just like when you invite employees to join your team, you must onboard them the best way possible for everyone to be successful.   Let's set the bar high as Bill and me as we discuss, Successful Onboarding and other motivating material on episode 638 of the Winning at Selling Podcast.  

A famous quote by Albert Einstein states, "We cannot solve our problems with the same thinking we used to create them." According to my dad (and probably yours, "Hey kid, what doesn't kill you makes you stronger." Whatever the case, as professionals we will have to deal effectively with problems to be successful. So let's find some solutions as Scott and I examine 8 Steps for Handling Problems and...