The Selling Podcast – Détails, épisodes et analyse

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Are you managing your business or truly leading it? This week on "The Selling Podcast," Mike and Scott welcome strategic expert Jim Hanlon to discuss a powerful, often overlooked truth: the best CEOs are often the best CE-'NO's.

Jim breaks down the mindset required to run your business with laser-like focus. He explains that great leadership often requires the courage to say "no" to distractions and opportunities that, while tempting, don't align with your core mission.

The central lesson is clear: look critically at what is making money and what is not. Jim argues that if an activity, product, or service isn't generating revenue, you must have the discipline to stop it. We discuss how to strategically analyze your offerings and ensure everything you do aligns perfectly with your existing strengths and goals.

Tune in to learn how to stay focused, remain true to your vision, and adopt the strategic discipline of a CE-'NO' to maximize profitability and drive genuine business growth.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Think a deal is dead? Think again! This week on "The Selling Podcast," Mike and Scott welcome legendary long-time selling champion Tim Germann to share his game-changing philosophy: no sale is ever too far gone.

Tim reveals the counterintuitive phrase that has saved countless deals when a client says they’re moving in another direction: "And that is exactly why you should stay with us." He breaks down why this phrase instantly catches prospects off guard, buys you crucial time, and allows you to pivot and offer the perfect, tailored solution they haven't yet considered.

But Tim’s wisdom goes beyond tactics. He argues that sales is mostly art, not science, and that every person is fundamentally built with the innate ability to sell, even if they need a little training to unlock it. Tune in to learn how to tap into your natural selling ability and gain the confidence to flip a "no" into a definite "yes." This episode is your guide to mastering the ultimate sales comeback.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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Ever wonder what separates the good sales reps from the truly great ones—the ones who consistently meet and exceed their quota, quarter after quarter? This week on "The Selling Podcast," Mike and Scott pull back the curtain on the top three things elite sales professionals do to achieve consistent success. No guests, no fluff, just actionable wisdom you can implement immediately.

We dive deep into three core principles:

1. They Own Their Pipeline Like a CEO: Elite reps don't sit back and wait for leads to land in their lap. We'll show you why the best in the business act like the CEO of their own sales territory, taking full ownership of their prospecting. Learn to understand the value and velocity of every opportunity in your pipeline, ensuring a steady, predictable flow of business that you control.
2. They Sell with Purpose, Not Just Products: Quota crushers are more than just product experts—they are customer-centric problem solvers. We explain why focusing on features is a rookie mistake. Instead, learn how to ask smart, situational questions that uncover your prospect's pain points and allow you to tailor your pitch to their specific needs. Remember, people buy outcomes, not options.
3. They Follow Through and Follow Up Relentlessly: The final secret to success isn't just about closing, but about finishing. We reveal why the most successful sales reps are masters of follow-up. Discover how to set clear next steps in every interaction and relentlessly circle back on old leads. We'll prove that in a world full of distractions, your persistence is your most professional asset.

Tune in to learn the three habits that will transform your sales game and help you start crushing your own quota.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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When asking the perfect question, it is crucial to be sincere. Here are some steps:

1. Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?
2. Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have to learn from the misses or mistakes.
3. Don't Make People Feel Bad - When you ask people a question, ensure that you don't put them in the defensive position. Instead, try: "what were you using before trying 'x' product?"
4. Write Down Question in Advance - Don't be lazy with the questions that you are asking. Ensure that the question pushes you quickly to your end result.
5. Never Ask a Question Beyond Their Expertise - This will ensure you are being respectful to the person asking. We don't want someone to feel that we are trying to get past them.
6. 
   

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Scott Schlofman
Mike Williams

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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REFERRALS COME FROM THOSE WHO PAY. THE PERSON PAYING FEELS OWNERSHIP AND ARE WANTING OTHERS TO HAVE WHAT THEY NOW OWN.

When we give product of services for free, there is not a sense of ownership. Without a sense of ownership, then there are not referrals.

For a sale to happen, there must be a transfer of ownership. Along with this transfer of ownership comes a transfer of value. When we don't transfer value, then there is no real transfer of ownership.

Why is it important for the transfer of ownership in sales?

• The receiving party MUST feel that they own what is now in their possession.
• If there is no ownership transfer, then the receiving party does not feel what they are receiving is actually theirs. This allows them to freely give it up when they face complications.
• The receiver feels that they can adapt what they are receiving to make it work when things get difficult.

What is an appropriate transfer of value?

• Easiest form of transfer is money.
• Trading services can be done but putting an equal value becomes more difficult.
• Hardest form of transfer is a future payment.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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6 Beneficial Effects for Showing Gratitude

1. Decreases Cortisol Level
2. Warm and Fuzzy or Pleasure Sensor
3. Connecting with Others
4. Rewire the Brain - Mindfulness 
5. Improves Reslience 
6. Removes the Blues - Negative Feeling

Humility is the underlying piece in gratitude. 

We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. It will take focus and persistence. When you show actual gratitude, then you will be able to receive these listed benefits.

Gratitude will change your perspective and awareness of who you are and who you want to become.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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What are the actions that you can take to start out 2024 in the best way?

1. Technology
2. Personalize It
3. Data Decision Making
4. Think Value
5. Look at Industry 

Technology - Leverage AI for projects that are repetitive. There is still space for personalization with artificial intelligence. 

Personalize It - One size does not work anymore. The client/prospect now has unique needs. With the ability to self-serve, the current sales reps are needing to customize in order to sell in this environment.

Data Decision Making - Rely on the statistics and not just your gut feeling. Find the published data with statistical significance to make decisions and create the position.

Think Value - Providing a service must be worth it to the customer. This is something that has significant worth to the client.

Look at Industry - What are the common future trends you are seeing in the industry? Look around and see how 

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Mike Williams - Cell 801-635-7773

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Scott's theory is that people buy stuff to help save themselves time. Mike not only proves Scott wrong but expounds on other reasons people buy. This is one of the greatest breakdowns of why people buy. 

How will this help you in sales? Ensure that you know which of the E's of sales your customer is focused on. Don't try and sell something that they are not needing.

These are the FOUR E's of Sales:

• Efficiency - Saving a client time 
• Effectiveness - Purchasing cannot only be fast, but it must be good. 
• Emotion - Feeling something will drive people to buy
• Ego - Wanting status or boost themselves

Efficiency - Many of the products we buy are designed to save us money. Since we can't buy time, we try to buy everything around it. We try and come close to the only thing that we can't buy.

Effectiveness - If it doesn't matter how long it takes, as long as it is done right, then your buyer values effectiveness above the other E's. This purchase needs to work and be better than anything else.

Emotional - These types of purchases do not make rational differences. However, they are purchases that are made to feel good. These types of purchases do not save you time nor should they be seen for effectiveness. Emotional purchases are typically made to feel good.

Ego - When someone buys to look good or because they want to look good, it is an ego purchase. There are items that make you feel good or better than other people. There is a fine line between emotional and ego.

• Efficiency and Effectiveness - lower likelihood of buyers remorse. 
• Emotional and Ego - higher likelihood of buyers remorse.

These are also the two sets that are most closely related.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Mike Williams - Cell 801-635-7773

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Anticipation is too often more fearful than the event. Many times we are dreading the event far more than the stress of the actual event. Don't let the fear, anxiety and secondary fear stall you from moving ahead!

Here are some things to help with the anxiety:

• Prepare for the event.
• Find a way to be comfortable with not knowing certain things. Put a finish line on how much you will study. 
• Count backwards by 100 by threes. This stops your brain from spiraling.
• Understand the complexity of the situation
• Put something on the calendar. 
• Face your fears continually and just do it. 

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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In sales, having a quota is like having a golden ticket to job security. Take Scott's example for instance. His boss once said, "Everyone's got a quota in sales, except Scott, 'cause, well, he's got no job."

So, embracing your quota is basically embracing your job in sales. Here's the lowdown on how quotas come to life:

1. Ground-Up Approach: Management looks into your territory, figures out what's cooking, and tailors a quota based on the potential for sealing the deal.
2. Top-Down Equal Weight: Bosses set a metric they want to hit, then sprinkle the growth goals evenly among the crew.
3. Top-Down Weighted: They've got a metric, divvy up the growth number proportionally to current business or area growth. Usually means a nod to the seasoned or top-performing reps.

Now, as your business grows, brace yourself for territory cuts. It's like a delicate dance – plenty of ways to do it right, but a ton more ways for things to go south. Oh, and heads up, your best sales rep might not be your office's best manager. Go figure!

Talking quotas is no walk in the park. Tricky stuff, for sure.

So spill the beans – how're you hitting your sales quota, and what's the end-of-year chit-chat like for you?"

Scott Schlofman
Mike Williams

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach