The Selling Podcast – Détails, épisodes et analyse

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This podcast episode tackles the inevitable challenge every sales professional faces: overcoming objections. It underscores that objections aren't roadblocks, but rather opportunities to deepen understanding and build stronger relationships. The episode focuses on five common objections – price, need, trust, competition, and timing – and provides a structured approach to addressing them effectively.

The core message revolves around preparation and a systematic response. It emphasizes that simply reacting to objections is insufficient; a proactive strategy is crucial. The podcast breaks down the process into four essential steps, highlighting that each step is sequential and cannot be skipped.

1. Active Listening: The episode stresses the importance of truly listening to the prospect. This goes beyond simply hearing their words; it involves understanding the underlying concerns and emotions. Allow the prospect to fully articulate their objection without interruption. This provides crucial insights into their perspective and allows them to feel heard. The goal is to ensure they feel their concern has been fully acknowledged and is not being dismissed.

2. Acknowledge and Empathize: Once the objection is fully articulated, acknowledge the prospect's concerns and demonstrate empathy. Recognize that their perception is their reality. Even if you disagree, validating their feelings is essential for building rapport. This creates a sense of understanding and shows that you are genuinely invested in their concerns. You can say something like, "I understand how you feel," or "I can see why you're concerned about that."

3. Ask Clarifying Questions: This step is crucial for diagnosing the root cause of the objection. Prepare a list of clarifying questions that will help you gain a deeper understanding of the prospect's situation. These questions should be open-ended and designed to encourage the prospect to elaborate on their concerns. By digging deeper, you can identify the specific pain points that are driving the objection. This is not the time to be defensive, but rather to be curious and investigative.

4. Present Value: Once you have a clear understanding of the prospect's concerns, present your solution in a way that addresses their specific needs and demonstrates value. This involves showcasing how your product or service can help them overcome their challenges and achieve their goals. Focus on the benefits and outcomes, rather than just the features. Frame your value proposition in a way that directly addresses the objection. For example, if the objection is price, highlight the long-term return on investment.

The podcast emphasizes that this process is linear and cannot be rushed. Attempting to shortcut any of these steps will likely result in failure. The importance of preparation is also stressed. By anticipating common objections and developing thoughtful responses, sales professionals can significantly increase their chances of success. The episode concludes by reinforcing the idea that objections are not obstacles, but opportunities to build trust and close deals.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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In this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It’s not just an email tool—it’s a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game.

We’ll break down three game-changing Outlook strategies:

• Effortless Email Templates – Stop rewriting the same messages over and over! We’ll show you how to create and save templates for common sales emails—whether it’s cold outreach, follow-ups, or thank-you notes—so you can respond faster and stay consistent.
• Scheduling Like a Pro – Say goodbye to endless back-and-forth emails. Learn how Outlook’s scheduling tools, calendar sharing, and smart reminders can help you book meetings with ease and keep your sales pipeline moving.
• Smart Automation – Timing is everything in sales. Discover how to schedule emails for the perfect moment, use inbox rules to cut through the clutter, and automate repetitive tasks to free up more time for selling.

By mastering these Outlook features, you can streamline your workflow, strengthen your communication, and ultimately drive more sales. Tune in and learn how to turn Outlook into your personal sales accelerator!

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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George S. Patton (1885–1945) was a legendary U.S. Army general known for his bold leadership during World War II. He was tough, passionate, and had a knack for winning battles. Patton grew up in California, went to West Point, and had a lifelong love for military strategy. He became a tank expert before tanks were even widely used in war.

During World War I he helped create the Army’s tank corps and showed courage and creativity on the battlefield. And then during World War II, Patton shined as a commander. He led key victories in North Africa, Sicily, and Europe. His quick action during the Battle of the Bulge, especially rescuing troops in Bastogne, is one of his most famous moments.

General Patton was intense. He inspired his soldiers with fiery speeches and strong discipline, but he also stirred controversy, like when he criticized soldiers dealing with stress. Despite his flaws, he’s remembered as one of America’s greatest generals, known for his fearless style and quotes like, “Lead me, follow me, or get out of my way.”

Patton’s story of courage, determination, and ACTIONS, provide lessons that can still inspire sales representatives today.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 others to your hobby?
• How does someone start with YouTube and build an audience?
• Don't be afraid to push what you are doing.
• How do you find a balance between everything you have in life?
• What are you passionate about and how are you enjoying life every day?

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 success.
• Don't go over the top with how you are dressed.

Personal hygiene:

• Ensure that you smell good.
• Look good and groomed.
• Ensure your breath smells good.

Working from home:

• When you don't get ready for the day, you treat the day like it is casual.
• Fake it until you become it is true with working from home.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 your LinkedIn is current and active.
• Use it as a platform to engage with others.

Video messaging is a great way to connect with people. 

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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:

1. Remain calm by putting yourself in a good mental place. Take a long, deep breath.
2. Don't become robotic and deliver a script.
3. Listen with empathy - listen to the frustration of the customer and try to help.
4. Don't be afraid to mirror the client's emotions while maintaining your composure.

"I completely understand your frustration" and then land on it. Don't say anything and let it sink in. Then, pivot with the word 'and' to prove the next point.

You can't cause an inflamed brain to calm down through reason or pressure. You are just going to make it more inflamed.

You can find more about Barbara and what she coaches at BarbaraKayCoaching.com

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 first started, what would you do differently now that you are running the company?

• Gain the experience - put in the time to learn
• Learn from others

There is a lot of hard work in becoming the company's president and Zack shares some of his thoughts about it.

Join in the conversation and share what you are doing:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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"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 offers some great advice as an entrepreneur. Going into business for yourself might not be best for everyone:

• You might choose to work with someone else to help offset what you are wanting to do.
• You don't have to be passionate about what you are doing, but you need to have at least a desire to be successful.

Reach out to Paul at Capitalist Tax

Send us a note:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

Send us a text

There are some ways to deal with horrible bosses. Here are our tips:

Scott's Tips

1. Don't be intimidated.
2. Suck it up and do it.

MIke's Tips

1. Establish clearly defined and understood work requirements.
2. Return and report on progress
3. Determine their objectives
4. Sell you boss - Sell the boss your ideas and methodology

What tips do you have that we are missing?

Reach out and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Scott Schlofman
Mike Williams - Cell 801-635-7773

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