The Selling Podcast

Send us a Text Message. Info Brokers to Personal Guides: The Evolution of Sales This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor. The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything. The Shift to Value: The internet changed everything. Suddenly, information became readily available. Salespeople had to adapt, moving beyond simply sharing knowledge. The focus shifted to understanding the customer's needs and demonstrating how a product or service could provide specific value. The Multi-Factor Approach: Today's sales landscape is even more complex. It's not just about showcasing value, but understanding how a product integrates with a buyer's entire process and ecosystem. Salespeople need to be strategic consultants, considering the bigger picture and offering solutions that seamlessly fit into the customer's world. The Future: Personal Transformation: The future of sales might involve a focus on personal improvement. Winning salespeople will show how their offerings can make buyers not just better professionals, but also more well-rounded individuals. Tune in for this insightful discussion and discover how to adapt your sales approach to thrive in the ever-evolving business landscape! Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. Tenacious + Determination = Success Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo. Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough. Determination, on the other hand, is your unwavering focus. It is being firm in your purpose, keeping your sights set firmly on your goals. It's the unwavering commitment that guides your actions and ensures you stay on the path to achieving your aspirations. The magic truly happens when you combine these two forces. Tenacity equips you to weather the inevitable storms you'll encounter on your journey. Determination ensures you don't lose sight of your destination amidst the challenges. So, tune in and learn from Mike as he explores how to harness the power of both tenacity and determination. This episode will equip you with the tools to achieve anything you set your mind to! Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart. What Really Matters - Where are you Moving In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going. This Venn diagram is divided into four circles: Want To Do:Like To Do:Obligated To Do:Hate To Do:Areas of Overlap: The Sweet Spot (Want To Do & Like To Do):The Grind (Obligated To Do & Like To Do):The Burden (Obligated To Do & Hate To Do):The Pull (Want To Do & Hate To Do):Action Areas: Do Quickly (The Sweet Spot and The Pull):Drag Out (The Burden and The Grind):Don't Complain (The Sweet Spot and The Grind):Do complain (The Pull and The Burden)Overall Movement: The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions. Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. Struggling to Connect on LinkedIn? Try a Personalized Message! This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection. Here's what you'll hear: Make it Personal:Be Yourself:The Power of Voice:Stand Out from the Crowd:Avoid the Spam Trap:By following these tips, you can leverage the power of personalized messages to build meaningful connections on LinkedIn and expand your professional network. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. If you are in any sort of sales role, you are going to love this conversation! Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program. Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise recognized by the National Speakers Association and the International Federation for Professional Speakers. He's an internationally recognized expert, author of "20 Days to the Top" and "PRECISE Leadership," and has been featured in numerous publications. In his spare time... he co-hosts the Golf Underground radio show/podcast with MLB Hall of Famer George Brett, interviewing achievers in sports and life. We HIGHLY recommend the podcast! In this episode, Brian highlights some of the PRECISE Selling points and explains what you can do to become better at selling. PRECISE Selling Formula P-Prepare R-Respect and Trust E-Engage with Questions C-Convey Solution I-Indecision S-Secure Agreement E-Explore Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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: GenuineGeneralSelfishHow do you keep your curiosity genuine? We want to hear from you. Please reach out. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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: Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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. Here are the best steps in sales negotiation: Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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: 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 create yourself. This time of year (end of winter and beginning of spring) is a common time to have a slump because there are bad times, too many vacations or it's not front of mind. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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. DistractionReactionSatisfactionTractionDon't be distracted or be the distraction. This comes through practice. Then you will want to listen for the right reaction or sales triggers. These will lead towards client satisfaction. From there, you will want to encourage the account to speak to others because they are benefit from what you have sold. What are we missing? Reach out to us with a better acronym! Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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: We spend the time talking about practical ways to utilize the CRM effectively. Using the CRM correctly, by using administrative time correctly, will help you improve efficiency and greatly benefit your sales. Save yourself time by writing down clear notes that you review, allow them to feed into the larger data, create accountability and make you a better sales rep that will help you not be replaceable! Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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:Pipeline Matchmaking:The Pipeline Roadmap:Commit to using your pipeline It's the key to boosting sales and making lasting improvements in your business. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 "negatively vocal." They're openly opposed to you or your product for some reason, but fear not, your mission is to reassure them that you're not here to steal your competitor's lunch money. You're offering something that others just can't match. It's like persuading someone not to buy all their baked goods from the dark side because you have the best cookies. Next, meet the Antagonistic crew. These sneaky folks are trying to undermine your efforts and kick you out without even saying a word. Finding them is like searching for a needle in a haystack, but with patience and a lot of coffee chats, you might just uncover them and learn about their hesitations. Now, the Agnostic gang. They're like the indifferent teenagers of the bunch. They don't care either way, but your job is to make them care. Show them how your product can make their lives easier, like telling someone that adding bacon to anything makes it better. Moving on, we've got the Apathetic pals. They're cool with you but not so much with your product. It's like they're at a party, but not really vibing with the music. Don't leave them hanging, though. Get them involved, maybe even ask them to be your product spokesperson. Who knows, they might just become your biggest cheerleader! Last but not least, the Advocates. These are the champions, the folks who spread the word like wildfire. Once you've got them on your side and you keep them enthused and happy, referrals start rolling in faster than you can say "sales superstar." So there you have it, the "A's" of the Account Spectrum and how to navigate them. It's like a game of emotional chess, but with bigger payoffs than just checkmate. Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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: Great Day in SalesAnd please, share this episode with your friends, teams, and even your relatives. And don't forget to leave us a review and a 5-star rating. Scott Schlofman Mike Williams #winwin #sales #podcast #customerfirst #relationships #success Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 that pipelines hold. While it's true that growth can bring challenges, we'll bust the myths and show how a pipeline can actually: Free up your time:prioritizeScale smoothly:focus your effortshealthy, strategic growthBenefit everyone:manage expectations,plan resourcesReady to unlock the power of a pipeline? Tune in for practical tips and insights to build a system that works for you,not against you. Remember, pipelines aren't about adding more clients, it's about adding the right clients in a sustainableway. Let's grow together! Scott Schlofman Mike Williams #winwin #sales #podcast #customerfirst #relationships #success Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 actually more likely to help when you simply ask. But hold your horses, eager beavers! Just throwing out your ask willy-nilly won't work. Here's the secret sauce: 1. Don't Bury the Treasure: Imagine hiding a golden "yes" at the bottom of a deep, dark hole. Don't be that person! Put your request front and center, clear as day. No need to weave a web of pleasantries first – be upfront and respectful. 2. Skip the Problem-Solving Superhero: While you might be bursting to swoop in and solve everyone's problems, resist the urge! Let them come to you. This builds trust and makes the "yes" more meaningful. 3. Respect the Gatekeepers: Think of them as friendly dragons guarding the castle of decision-making. Don't try to sneak past – ask for their help in navigating the process. They hold the key to the "yes" door. 4. Back of the Line? No Problem! Don't jump the queue with a sales pitch. Instead, ask insightful questions and offer genuine value. This builds rapport and positions you as a trusted advisor, not a pushy salesperson. 5. Forget the Fast Talk: Ditch the manipulative tactics and focus on building genuine connections. People can sniff out a forced "yes" a mile away. Be open, honest, and let the relationship naturally lead to a joyful "yes." By following these tips, you'll be amazed at how quickly you can transform your "no"s into "yesses." Remember, it's about collaboration, not domination. So embrace the ask, and watch those "yesses" roll in! Now go forth and conquer your "yes" goals! Scott Schlofman Mike Williams #winwin #sales #podcast #customerfirst #relationships #success Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 reignite your fire and crush your goals. Step 1: Expand Your Prospect Pool: Step 2: Invest in Yourself: Step 3: Stay Motivated: Step 4: Embrace Routine: Step 5: Seek a Mentor: Remember, sales slumps are temporary. By proactively addressing these five steps, you can transform this setback into a springboard for future success. So, dust yourself off, embrace the challenge, and get ready to conquer your sales goals once again! Share your own slump-busting strategies in the comments below – let's support and empower each other on the path to sales greatness! Scott Schlofman Mike Williams #winwin #sales #podcast #customerfirst #relationships #success Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 needs were met". Buckle up for some banter as they tackle these key points: 1. Win-Win? Why settle for anything less? 2. From "Me, Me, Me" to "We, We, We" 3. Losing? Who needs it? Embrace the Win-Win Waltz! 4. Winning at all costs? Stop or you will be stopped. 5. Keeping the Win-Win Flame Alive: A Recipe for Success So, ditch the sales pressure and join Mike and Scott on a hilarious journey through the world of win-win strategies. You'll learn, you'll laugh, and you might just discover that the key to sales success is making sure everyone feels like they just won the jackpot. Be prepared for some outrageous analogies, Scott's questionable dance moves, and Mike's uncanny ability to be loveable come out victorious. This podcast is guaranteed to leave you with a smile (and maybe a few new sales tricks up your sleeve). Reach out to us and let us know. Scott Schlofman Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 one aims for failure, but chasing short-term victories at the expense of long-term value can seriously backfire. So, how do you escape this trap and unlock the magic of win-win? It's all about focusing on what truly matters. By setting clear priorities and understanding your customer's needs, you pave the way for a journey that ends happily for everyone involved. Tune in to discover: Remember, a sale isn't a zero-sum game. Embrace the win-win approach, and get ready to watch your sales soar to new heights, creating a harmony of success for both you and your customers. Reach out to us and let us know. Scott Schlofman Mike Williams #winwin #sales #podcast #customerfirst #relationships #success Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message. 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 needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely enjoy, work stops feeling like a chore and starts resembling a joyful treasure hunt. Now, authenticity is key here. Don't try to be something you're not. It's okay to start broad, to test the waters and see what resonates. But remember, the sooner you identify your "tribe," the quicker your sales will sing and your work will sparkle. Here's the recipe: 1. Ditch the Scattergun: Stop spraying and praying! Hone in on who your product genuinely helps. What are their struggles? What makes them tick? Get specific! 2. Niche Down, Love Up: Embrace the power of micro-communities. Find the online groups, forums, and events where your ideal customers hang out. Dive into their conversations, understand their language. 3. Be Real, Be You: Don't put on a mask. Speak your truth, share your passion. Your tribe will connect with your genuine enthusiasm, not some manufactured sales pitch. 4. Fast-Track Your Tribe: Don't wait passively for them to find you. Actively engage, contribute, offer value. Become a trusted member of their community, not just a salesy intruder. This episode is your roadmap to ditching the drudgery and finding the fun in sales. Remember, riches aren't always found in vast, generic markets. Sometimes, the greatest treasures are hidden in the vibrant, passionate niches waiting to be explored. So grab your goggles, dive into your ideal audience, and get ready to discover the joy of selling to your people. Share your own niche-finding journey in the comments below! Let's learn from each other and build a thriving community of passionate sellers. What are we missing on this list? Reach out to us and let us know. Scott Schlofman Mike Williams Scott Schlofman Mike William #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach