Explore every episode of the podcast The Selling Podcast
Dive into the complete episode list for The Selling Podcast. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Title
Pub. Date
Duration
The Servant-Leader: Tony Schneider on High-Stakes Sales and Management
01 Apr 2026
00:43:28
This episode of The Selling Podcast features a masterclass in leadership and career longevity with medical device sales veteran and business owner Tony Schneider. With over 26 years of experience—spanning from his roots as a commercial pilot to leading a top-tier distributorship—Tony shares the "secret sauce" that kept him at the top of the leaderboard and how he successfully transitioned from a high-performing rep to a servant-leader manager.
In this episode, we discuss:
The Pilot’s Pivot: How a single, jarring conversation with a colleague changed Tony’s life path from aviation to a 20+ year career in medical sales.
The "Servant" Mindset: Why Tony views sales not as "selling," but as a professional commitment to serving and consulting for others.
Hiring for Character over Credentials: Why Tony stopped requiring four-year degrees and started looking for "like-minded individuals" who possess the innate gift of service.
The AI Interview Trap: A cautionary tale about the dangers of remote hiring and how some candidates are using AI tools to "game" the interview process.
Managing People, Not Processes: Insights into why the hardest part of management is managing personalities—and how to identify and utilize the unique gifts of every team member.
The "Father Figure" Leadership Style: Tony’s philosophy on building a business as a "family," where constructive criticism is given with the heart of a mentor.
Nothing Happens Until Something is Sold: Breaking the Procrastination Cycle
25 Mar 2026
00:31:24
This week, we tackle the silent killer of sales productivity: Analysis Paralysis. As the old saying goes, "Nothing happens until something is sold," yet many sales reps find themselves stuck in the "basement office," over-strategizing while their prospects move on to competitors.
Scott and "Old Dude" break down why we get stuck in the parking lot, the difference between preparation and procrastination, and how to build the "Ready, Fire, Aim" mindset required to actually close deals.
In this episode, we discuss:
The 70% Rule: Why a "bad plan" violently executed today is better than a perfect plan that never launches.
The Fish Hatchery Strategy: How to contain "collateral damage" by testing your pitch in small, safe ponds (like friends, family, or mentors) before hitting the big stage.
The Imposter Syndrome Trap: Overcoming the "White Coat Syndrome" and realizing that most prospects aren't looking for perfection—they’re looking for action.
Measuring Activity vs. Preparation: Why your CRM should reflect how many times you "dipped your toe in the water," not how many hours you spent researching.
The 5-Minute Rule: If a sales action (an email, a follow-up, a quick intro) takes less than five minutes, do it immediately.
INSPIRING LIFE (AND SALES) LESSONS FROM ZACK KAUFLIN
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?
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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:
Remain calm by putting yourself in a good mental place. Take a long, deep breath.
Don't become robotic and deliver a script.
Listen with empathy - listen to the frustration of the customer and try to help.
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.
Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top:
Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfall. When you were starting, you didn't care and spoke to everyone because you have narrowed your vision. This is not being niche, but this is believing your own false stories.
Know thy self - Can you take your persona and move it along to find the right opportunities? You need to trust your system you have created but don't close doors that could be open.
Find 40 leads in 20 minutes:
Create a map board with all customers on the first column. Then on the top row, highlight your products. Put a check if you have that business with a simple "use or not use" question. The blanks highlight opportunities.
Put a number on these blank areas and come up with how much you can increase your business this year.
Top 25
Build 5 steps to gain the business on those top 25 accounts.
Then focus on the number to build your annual performance.
Keep being the top rep time and time again! There are ways to get the explosive growth you once had.
Jason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode:
Why sales is not a profession
Authenticity is key
Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast.
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 experience and how he began the concept. He also shares what he can create with his students.
Reach out to us and join our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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 might reduce barrier to entrance but likely has an opposite result on gaining new clients.
How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.
Focus on the results and allow that to drive the story.
Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?
Damien Cooke shares why sales people are often into the weirdest hobbies.
Do strange hobbies make great sales people or do great sales people find strange hobbies? I was thrilled to hear that I was not alone and that my craziness is common.
This is a great episode as we discuss sales with a great sales leader. In this episode we discuss:
Approaching sales in a methodical manner.
Get to the client's inner-circle
How to interview correctly (what not to say)
This is both highly entertaining and informative. We loved having Damien on and look forward to the rest of the podcast.
Validation is finally here! We speak process and how to sell in a successful and consistent way. It is only done through a solid process. Ken Lundin heads up Ken Lundin and Associates (click on name for the website.) They focus on helping the sales process of organization improve efficiency and total sales.
In this episode we cover various topics. Some of those include:
Who are you working for? Management often misses who you are working for and managers need to understand their people.
If you can understand the basics of sales, you can get in front of clients. Once you are in front of those clients, ensure you are bringing in the right experts.
In the beginning intros, focus on what the client needs most.
Discovery calls require the client to "look up off their desk." How are you encouraging the client/prospect to reflect how this product/service will help them in their job.
If you want to add to the conversation, please reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Part 2 of 2. KD's insights and teaching continue! Here are some key takeaways:
When I ask someone a question, how do I want them to feel? Am I reflecting that tone in my response?
Are you losing deals over parts of the product that the customer doesn't want? You don't and shouldn't sell the whole bag... customers don't need everything!
Use "they" in your discovery questions...
"they all are struggling with... (3 choices)"
"which one is your struggle?..."
"so you are not...(restate the struggle)"
KD does a masterful job using theory and providing practical solutions. Invest in yourself and visit his Patreon Page, Inside Sales Excellence and receive the amazing training from the master!
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.
If you have not listened to the first episode, please go back and get caught up on who we are speaking with. Guy Hollingsworth is an amazing person. His insights and life lessons are outstanding. His push to ensure you are moving in the right direction (education, life or career) is crucial.
In this episode we discuss the following:
How to travel? - Our sales travel is not multiple months at a time but Guy shares how to make the most out of travel.
Are you finding the reason to impact humanity? If you are, then you will be able to go to work every day and put in hard work.
We are all in the business of sales - We are always selling something to someone.
How can we help others find their mission?
What are you willing to do to accomplish your mission? Are you fully committed because it is a good cause... the best cause?
Find what you are good at. This is not the same as finding what you want to do. What you want to be doing might be different than what you are good at.
There is a difference between persistence and tenacity. Don't be a jerk as you are tenacious. There is a better way. Not giving up and doing everything possible to be persistent and tenacious.
We would love your hear your comments: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
You might have an all-star product but lack the confidence in the feel and the product never goes anywhere. Henry Kaminski Jr teaches us how to brand and create a market presence. He is the founder and CEO of Unique Designz and the host of The Brand Doctor Podcast. Why are clients or prospects not buying into you or your product? Henry answers these questions and we do it in a unique way. He helps us market out side hustle.
Here is what we cover on setting up our brand:
What is your product origin story?
What higher mission are you on?
Why is your business unique?
Why would someone believe you?
Entering buying psychology:
Whose clients do you want more of?
Why would you want more of their customers?
Why are they not buying more from you?
How do we create brand ambassadors? How is your brand standing out from the competition?
Be a part of the conversation by reaching out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Katelyn Wilson is a Program Manager in the Sales Operations division at Vivent. In this episode we speak about the challenges between sales reps and sales ops. Why is there always contention?
Let's start the conversation with one thing... if you are rude to sales ops, you should be fired. Yes, you will have disagreements and frustrations. However, if you are cursing or belittling sales ops, you need to get out of sales! Pushing is fine but punishing is unforgivable.
Here are some of our key take-aways from this episode:
Don't waste their time. There is a fine line between being friendly and talking too much. They still need to do a job and you need to get back selling.
Remember some key pieces of their everyday life outside of work. Ask 1-2 questions and then move on to business.
Being respectful allows more favors to fall your way.
Selling has its complexities and so does the backend. Show mutual respect for their situations.
REMEMBER THAT YOU WORK FOR THE SAME COMPANY and you likely have the same desired outcomes. Find the maximizing solution and celebrate the victories.
We wanted to do an episode on sales ops and sales reps because too many times we find it an us vs them mentality. In reality, this should be the finest relationship in the company.
You have war-stories and we want to hear them. Please share with us the time when you had it out with sales ops!
Contact us at: Mike@thesellingpodcast.com Scott@thesellingpodcast.com
Will Wright and Porter Willis are back sharing their experience building Fish Kiss. What does it take to start and build a business? These gentlemen sold their business and had a successful exit in under 4 years (from concept to sale.)
Fish Kiss is a unique business where the fish do most of the work as the fish clean your feet. An idea brought over from Thailand, these young men created a business. How they created the business was the real focus. They maxed out credit cards and were fully focused on making this work. There was no turning back!
What does it take to get your business off the ground? How do you align with these young entrepreneurs? How much are you willing to dedicate to be successful?
Come join the conversation: Mike@theSellingPodcast.com Scott@theSellingPodcast.com
Tiene que calle bien... in other words, they need to like you! (Not an exact translation but the meaning is there.) How do you get people to like you?
Look the part - personal appearance (including smells) is important for first impressions.
Listen - we talk about this all the time but everyone gets nervous during a first meeting. Most people talk too much when they are nervous.
Humor - people who laugh bring down their guard and are more likely to open up.
Rainier Viego is a friend of the show and is very successful in his medical sales career. In this episode, we talk about his origin and growth story. From trying to get in as a paramedic to excelling in the South Florida medical field.
What sets Rainier apart from other reps? As you listen to this episode, pay attention to his passion. He loves what he does and he loves his customers. When someone tells him "no", he takes it personally and keeps driving.
Whether you have extensive experience in sales or just starting out, this podcast outlines the path to a great career and longevity in sales. You can love what you do and why you do it.
Please let us know if you have someone you would like to join our conversation: Mike@thesellingpodcast.com Scott@thesellingpodcast.com
Henry Kaminski Jr is back and shares his meeting and lesson from Gary V. The focus is on becoming the best and authentic you. Find out more about Henry and view his master class at Unique Designz.
We talk about the following:
How to be comfortable with the individual you as a person.
Own your actions, decision and behaviors.
Lean into your uniqueness and highlight that in your brand.
The old adage of "fake it 'til you make it" is not the best advice.
As always, please reach out to us and let us know your thoughts and join the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Founder and CEO of Tenbound joins us for an episode of enlightenment. David Dulany shares insights on how to create a great sales development process. His book, "The Sales Development Framework" can be purchased on Amazon. You can learn more about his process and consulting services by going to https://www.daviddulany.com/.
Here is what we discuss (and quickly realize that we are WAY OVER our heads) with David:
Technology's trend-setting culture continues to lead the way.
Companies trying to work a new culture, then they need an SDR team (sales development representative team)
Inbound and outbound calling is critical to success and Tenbound helps deliver on results.
There is a "farm league" for the sales team and the foundation is critical to building a successful team.
Outside the borders of tech, then an SDRT would make sense to run an efficient and productive team.
We also run simple math: Connects + Conversions to Appointments + Pipeline Deals = Closures. If something is not adding correctly, then we must reevaluate.
Mike and Scott learned something new! The SDR role is important to begin the funnel of sales. With solid prospecting and pipeline development, then sales will grow quickly.
Please reach out to us and help our podcast increase and grow by sharing it with other people you know.
We all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good?
How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close.
In this episode we discuss:
Define your target market by two categories
Demographics - Commonalities of size, measurable aspect, etc
Psychographics - Mindset of the people (are they in change mode?)
Problem inventory
What problems we solve?
What problems clients have?
Referrals through introductions
Find desired LinkedIn connection of client
After you provide value, then ask for an introduction
Ensure that you are providing value then ask for the connection
In short, James states that you should not be a jerk! In his words, he says, "become a better person." Since this was going to take some extra time for Scott, we needed to break up this session into two episodes. Come back next week for the answers to the two questions, 1. How to start when you haven't done it? and 2. How to start out to create a system of referrals?
Contact us for more information or if you have any questions: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Matt Bullock, VP of Sales and Marketing at Prodatix turns the table on us this week and asks the questions he has been jousting with for some time. Question like:
How does my growth strategy determine how to on-board my sales team?
How can I drive my company to the next level?
What should I be asking my sales team to do on a daily basis?
The conversation is a lot of fun, and Matt keeps it interesting as he tries to consolidate the last few years into a growth strategy that will take his company into the future. Matt's scenario isn't unique and neither is his personality! Join us for a three-part off-the-cuff session of counseling and coaching mixed in with a great conversation.
If you have insights, comments, or suggestions for us, please email us (Mike@thesellingpodcast.com, Scott@thesellingpodcast.com) and let us know! We would love to hear from you!
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:
Alysio aims to redefine the concept of exceptional sales practices. As sales reps, we find ourselves neglecting to monitor the appropriate leading indicators. Alysio introduced a gamified approach to tracking the right key performance indicators, which prompts action on the metrics that truly impact results. Explore Alysio to ensure your focus is on the right metrics.
Secondly, the "Great Day in Sales" Podcast boasts an impressive array of guests who share diverse perspectives on sales. The podcast consistently features insightful discussions with industry experts with Justin the host. Check it out!
And 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.
Jenna Hall teaches how we can sell with positive assumptions and trust. HPWP Group (High Performance Work Place) teaches individuals how to lead with people. Many of these resources are pushing your internal team to a high level of performance. These same principles should also be applied to clients and potential customers.
Jenna Hall Contact Information: jenna@hpwpgroup.com
Be sure to like us, share us, and comment on all the social media platforms! Join the fun and join the conversation!
This will rank as one of the BEST GUESTS we have had!
James Muir, author of "The Perfect Close," shares the ideology and applicational he uses and teaches to close deals. He has proven the simple concept over and over. Both as a sales representative and sales leader!
Sales is not fun if you are not closing deals. James says that this "close" can advance more business and close deals with just two questions! James is happy to share and demonstrates how and when to use "The Perfect Close".
For other study helps and information about "The Perfect Close" please visit https://puremuir.com.
Share, like, and mention us on all the social media channels! Join the conversation and have fun!
Ever find yourself dreaming big about your sales goals, but those dreams feel more like a fantasy than a plan? This week on "The Selling Podcast," Mike and Scott tackle a crucial distinction that separates successful sales pros from those perpetually chasing rainbows: the difference between a pipeline and a pipedream.
We dive into what makes a pipedream – those exciting, often unrealistic aspirations that live only in your head. While creativity and big thinking are great, a pipedream, by definition, isn't written down, isn't grounded in reality, and often leads to disappointment rather than achievement.
Then, we introduce the power of the pipeline – your tangible, realistic, and written blueprint for the future of your business. Mike and Scott break down why your pipeline isn't just a list of opportunities; it's a living document that controls the future of your business. They emphasize that if you dread certain aspects of your work, you have the power to curate your pipeline to avoid those very things, ensuring you're building a future you're excited about.
Discover how a truly solid, well-defined pipeline directly translates into increased confidence and greater fluidity in your sales process. When your goals are clearly articulated and genuinely achievable, you'll approach every interaction with more conviction and adaptability.
Tune in as Mike and Scott share their signature blend of hard-hitting sales wisdom and engaging banter, helping you ditch the pipedreams and start building a robust, realistic, and profitable pipeline that empowers you to control your destiny in sales.
This episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life.
The episode introduces the "BEAM" framework for effective networking:
Build:
Focus on Quality over Quantity: Prioritize building genuine relationships with individuals who share your interests and values.
Ask Powerful Questions: Go beyond superficial conversation and ask insightful questions to deepen connections and understand others' perspectives.
Embrace Awkwardness: Recognize that networking can sometimes feel awkward, but embrace these moments as opportunities for growth.
Expand:
Share Your Network: Introduce valuable connections within your network to each other, fostering collaboration and mutual support.
Seek Introductions: Leverage your existing network to gain introductions to new individuals and expand your reach.
Attend Industry Events: Participate in conferences, workshops, and other events to meet new people and expand your professional horizons.
Maintain:
Stay Connected: Regularly engage with your network through social media, email, or phone calls.
Reciprocity: Be a valuable asset to your network by offering support, sharing information, and making introductions.
Friends for Life: Don't Reintroduce yourself if you haven't connected with someone in a while. Once they are in your network, you are friends for life.
By consistently building, expanding, and maintaining your network, you can create a powerful support system that will benefit you throughout your career and personal life.
Ready to ditch the dream and actually start that business you've been thinking about? This week on "The Selling Podcast," Mike and Scott are joined by the incredibly generous Aaron Skinner, the mastermind behind unsexybusinessmen.com! If you've ever felt overwhelmed by the first steps of entrepreneurship, this episode is your personal blueprint.
Aaron doesn't just talk about starting a business; he gives away the essential information for free! He pulls back the curtain on how to get started and drive your venture to success, sharing the exact knowledge and practical steps you need to take action today. Forget expensive courses or confusing jargon – Aaron’s philosophy, mirrored on his unsexybusinessmen.com website, is all about providing clear, actionable guidance to get you going.
He shares the real-world story of how he built and successfully sold his own janitorial business, proving that you don't need a "sexy" idea to achieve monumental success and a profitable exit. Aaron's journey highlights the power of fundamental business principles, grit, and smart execution.
Tune in for an unfiltered conversation packed with insights on:
The absolute essentials for new entrepreneurs.
Why free, actionable information is often the best way to kickstart your business.
The unvarnished truths of building a service-based business from the ground up.
Lessons learned from selling a successful venture.
Mike and Scott bring their signature blend of humor and hard-hitting sales wisdom as they dive into the nitty-gritty of entrepreneurship with Aaron Skinner. If you're ready to stop dreaming and start doing, this episode is your first (and best!) step.
The Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve.
The podcast outlines five key strategies for adapting to change in sales:
Maintain a Growth Mindset: Cultivate a genuine eagerness to learn and develop your skills, regardless of your experience level. Stay curious, seek out new knowledge, and be open to feedback.
Seek Guidance from Leaders and Coaches: Recognize the value of mentorship and seek guidance from experienced professionals who can provide a broader perspective. Leaders and coaches can offer valuable insights and help you navigate the complexities of the industry.
Listen to Customers: Pay close attention to customer feedback and industry trends. By understanding the evolving needs and expectations of your target market, you can anticipate changes and adjust your sales approach accordingly.
Embrace Course Correction: Be proactive in identifying areas for improvement and making necessary adjustments. Don't hesitate to course-correct your strategies early on to avoid costly mistakes and stay aligned with changing market dynamics.
Implement Incremental Change: Avoid drastic overhauls and focus on making gradual, incremental changes. This approach allows you to test new strategies, gather feedback, and refine your approach over time.
By adopting these strategies, sales professionals can become more adaptable, resilient, and successful in navigating the ever-changing landscape of the industry.
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: Pipelines create structure and accountability, helping you prioritize leads and avoid last-minute scrambles.
Scale smoothly: Instead of feeling overloaded, focus your efforts on qualified leads, driving healthy, strategic growth in targeted areas.
Benefit everyone: Contrary to your worries, a pipeline doesn't burden the company. It helps manage expectations,plan resources effectively, and potentially secure additional support as you scale.
Ready 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!
There are several words that we have been taught that should not be used in sales. However, there are times when certain words may be used. Mike insists that all words are okay to use in sales as long as they are a profanity, vulgar, dishonest or mean. On the other hand, Scott sees that there are times when certain words or forbidden phrases may be used.
Here is the list of the words/phrases that are okay to say in sales:
No
I don't know
We are going to have to separate ways
I'm going to suggest my competition of that one
I might not be the right fit
I don't have what you need
Don't be afraid to use or suggest your competitor in these circumstances. Your clients/prospects are looking for solutions. While you may have a product that solves that problem, they are not looking for an object but they are looking for someone who can fix the issue. As long as you are that issue, the client/prospect will keep coming back to you because you have the answers.
Quick sales here are not sales in desperation. These fast sales are just to pick up momentum. If you haven't sold anything and need a quick sale, try these things:
Apologize to sale you messed up on and ask to try again
Review your target list - usually some follow up you have forgotten.
Ask clients for referrals
Ask manager for ideas and then follow through. Usually doesn’t work because you know your business best but the perspective if okay.
Don’t try and create something new. No new process, marketing strategy or innovative idea to attract new buyers will get you there fast enough. Stop! This is important but not for new sales.
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!
Products are great but stories are better. With so many items that you can purchase that are typically the same thing, the differentiator is just the story.
What is the story behind your product, good or service?
What is your 'why' story?
Is your LinkedIn page focused towards the client and describing your 'why'?
I thought I was different when I said that the 'why' I do something is because, "I want to help people." However, I have found out that almost everyone has that as their 'why'. Besides 'helping other people', what is your why?
What is important in telling your story:
It relates to the listener on an emotional level.
The story must be clear and quick.
Listeners must be the hero of your story.
Don't say, "it is to help people" but be different and go further.
Why do you do what you are doing?
Ensure that you hone your story telling and tighten up your story of your service or product.
Reach out to us and tell us about your story: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
While there are certain ways you can work with your competition, there is something that you should absolutely never do... don't demonize the competition.
Mike feels that this is strong verbiage but Scott insists that there are some things that should never be done. Don't be mean or rude to the competition. With so many mergers, people changing jobs for a competitor or a number of other situations, there are great ways to handle your competition and there are some things you should never do:
ALWAYS
Play fair with the competition.
Understand who they are and what they are really good at doing.
Know the accounts that they have and why the accounts like doing business with your competition.
Find a way that you can use your competitor to aid your accounts.
NEVER
Talk bad about the competition.
Burn bridges or relationships
Sell against someone or against a product. Rather focus on your strengths.
Scott used to introduce himself to the competition so that they knew who he was. This humanized the competition and made him feel as though he could go up against them in certain accounts.
What are you doing well and where can you improve in handling your competition?
Everyone faces "Imposter Syndrome" at some point. The feeling that you don't deserve to be the expert in a given situation. You may be feeling that way now about your job or other scenarios. It's normal.
We all want to become better in general. The phrase "fake it until you become it" was coined by Harvard social psychologist Dr. Amy Cuddy, and while this holds true, it sounds a bit like Imposter Syndrome. Itis not.
There are many times when we need to push forward on topics where we may not know everything, but we do know more than most. And that makes you the "expert" in the room.
You don't have to know everything all the time, however. Being the "know-it-all" is a symptom of Imposter Syndrome. Here are some other indications that you are being perceived as a potential poser:
Being a perfectionist
Doing everything "solo"
Assuming you have a natural genius
Presenting yourself as superhuman
Making yourself the expert at everything
Let us know what are we missing with Imposter Syndrome. What are the ramifications? Where have you encountered imposters? How has it affected your sales? Let us know!
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.
If referrals have such a high close rate, why are we not continually asking for referrals? There is a better way to do it! Ask with the ability to make a difference and get the great leads that you want. Get referrals that match your target market instead of referrals being random.
James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close.
In this week we seek answers for the two questions:
How to start when you haven't done it?
How to start out to create a system of referrals?
In this episode we discuss:
Creating value for your clients before you ask for referrals
Provide site visit and put that cost as the discount for the service
Best way to ask for referrals
Meet all your clients
Offer value
Send a letter apologizing for lack of connection or get engaged
Ask right after the value for referrals
Ensure your LinkedIn profile is maximized
The profile should be about your customers and not highlighting your accomplishments.
Name drop on LinkedIn to share who you have helped.
James will be part of www.outboundconference.com
Contact us for more information or if you have any questions: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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.
When you are presenting in sales and then something goes wrong, do you push forward or do you pull back? Here are some tips to help:
Pull Back! - There is a good way to do this but pushing forward just tries to advance your agenda.
If you are flailing around, it is likely because you are unprepared, there was an unexpected interest/question, or you zigged when you should have zagged.
Explain to the prospect/client or simply say, "Mr/Mrs Client - from all my research and previous conversations, I came prepared to talk about x, y and z. However, I clearly see now that you are concerned about 1, 2, and 3. To respect your time, may I come back Tuesday of next week and talk about 1, 2, and 3?"
Send an agenda from the beginning to ensure you are meeting the concerns of the prospect/client.
Keep highlighting the pain point during the communication. This will ensure that there are not many distractions during the presentation.
When is a good time to push forward in the presentation when it feels it is off the rails?
Reach out to us and be apart of the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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 standard, then consider moving on.
It is very hard to move on from a client or prospect. However, great reps are moving forward and growing. To be able to find time for new, and potentially better opportunities, you might need to pass along some of your business to someone else. This might be getting an assistant, dividing the territory or simply moving on.
Be strategic
Ensure that upper management is aware of what you are doing
Ensure that the lower levels of the work force know why you are doing it
Ensure that your clients understand why this is happening
Join in our conversation and share your thoughts: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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:
Why win-win isn't just a nice idea – it's strategically essential for building lasting relationships and ensuring repeat business.
How to shift your mindset from chasing short-term wins to cultivating long-term partnerships.
Practical tips for identifying mutual priorities and crafting solutions that benefit both you and your customer.
The secret to navigating negotiations and striking win-win deals that leave everyone on top.
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.
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 different pictures of the problem, then your answer will always look different.
Take a look and try to find a "normal" person. What does "normal" look like? It is because we are all unique that we will have different ways to observe and solve a problem.
What questions do you ask to demonstrate intellectual humility?:
From your prospective...
What is your thought process?
Why is that important to you?
How does this look from the other point of view?
You will know if you are on your prospect's side if you are getting an emotional response to your questions. If you don't receive an emotional response, then you are likely asking the right questions from their point of view.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.
Hybrid Selling Framework
E - Essentials (basic foundations - collaborative selling)
V - Virtual Selling (video, social selling, and AI)
O - Opportunity Management (understanding information of the sale)
L - Leading Customer (guiding through the sales process in the way they need)
V - Value Selling (what does value actually look like to the customer)
E - Expand the Relationship (work together with customers for delivery)
Mike suggests that the largest miss is the ‘O’ and understanding all the information. This includes who the players are, what are they looking for and mapping all the information together. When uses correctly, it is very powerful but it is not always maximized.
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 in other experts to help you provide the full service.
Both new reps, old reps and managers must spend time understanding the larger picture and process. If you can understand your prospect/customer's business pains and methodology, then you will be able to offer your product/service and add significant value.
People looking to purchase already know specs. What the buyer is needing is the process of the purchase and how everything will work together to drive results.
Reach out with your thoughts on this topic: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com