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Stop Wasting Time: The CEO Mindset for Maximum Profitability (Feat. Jim Hanlon)
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.
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.
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:
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.
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.
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.
When asking the perfect question, it is crucial to be sincere. Here are some steps:
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?
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.
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?"
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.
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.
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.
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 the actions that you can take to start out 2024 in the best way?
Technology
Personalize It
Data Decision Making
Think Value
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
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.
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.
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:
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.
Top-Down Equal Weight: Bosses set a metric they want to hit, then sprinkle the growth goals evenly among the crew.
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?"
Standing on the shoulders of giants. How are you utilizing successful people before you to ensure you are becoming better by using their help?
Too many times we feel that we want to do everything ourselves. The pride and ego inside of who we are pushes us to do it alone. However, it is when we utilize the teachings of those around us to improve who we are.
You are a beneficiary of everything that has happened before you. Be grateful and humble when you are selling because you are standing on the shoulders of giants. If you want to become the best at what you are doing, understand what industry leaders are saying. If you are able to use their teachings, you will get to where you want to go faster than you would on your own.
Copying - taking what someone has done and making it your own. Discovery - taking something and adding to it.
Discovery is important when you are wanting to build out something special. Start with what people have innovated and then build on it. Great people start by standing on the shoulders of others.
When are customers wrong? We have been taught that the customer is always right but here are some items when customers might be wrong. Here are the ways the customer might be wrong. It is when the customer asks for something that is:
Illegal
Immoral
Unethical
Unreasonable
Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:
Might be short sighted
Doesn't have all the inside information
Best self-interest is not involved
When you have the customer's best interest at heart, you might find that you are protecting the customer from their own bad decision. While the customer might be frustrated in the short-term (maybe even a longer timeframe) and hopefully the customer will come to see how you are trying to serve their best interest.
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.
On "The Selling Podcast" we're celebrating our 5-year anniversary! To mark the occasion, Mike and Scott take an unforgettable look back at half a decade of hard-won sales wisdom, funny banter, and unforgettable guests. But this isn't your typical retrospective.
In a first for the show, Mike and Scott get a little help from the future, using AI personalities generated by NotebookLM to help them revisit and distill the most impactful moments from past episodes. It was a blast to make, and the result is a potent "best of" that's perfect for both new listeners catching up and longtime fans ready for a trip down memory lane.
We'll re-explore some of our most popular topics, revisit key strategies for overcoming objections, and reinforce the core principles that have defined the podcast from day one. If you've ever wondered how to apply practical, no-nonsense advice to your sales career, this episode is a powerful reminder that the fundamentals are timeless.
Tune in to celebrate five years of helping you sell better, live better, and most of all... enjoy more!
When you are not selling, there are several things that you can look at to ensure that you continue to sell. Here are a list of several things that you should try before you give up.
Check these when sales are not good...
Get out of your own head... breathe!
Talking too much.
Don't have a conviction of your product.
Not discovering client't true issue
Not providing space for buyer to choose to purchase.
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.
Mike and Scott discuss 3 things about ACTIVELY COMMUNICATING. There are items that will help improve your sales. Here is Scott's list to help you communicate more effectively with your clients.
Here are the three items to work on with your prospects and clients:
Typically, no news is good news. However, to a client, no news feels like no action. Call even to say there is nothing happening.
Plan out the communication or it gets missed. Don’t be afraid to schedule random check-ins. If the client is waiting, don't try and add another sale when they haven't even received the first one.
Give a follow up time and make the call when it is that time. Habits form with clients early. It is like tie training and the crease.
Deals can be broken when no action is taken. Ensure that you are constantly communicating with clients. In this day and age, we can track the Amazon driver or see order status and that is the expectation of clients and prospects. Ensure that you are proving the level of service that your prospects are seeking.
What other items of communication are we missing? We want to hear from you... Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Too often we delay doing things that we are supposed to do. There are times when we are asked to do something but we don't get to it. Unfortunately, when we don't, then we feel bad and we push off the embarrassment or guilt for another day.
When we are delaying, act by doing the following:
Suck up the pride and follow-up when you think about it... even if it has been a while and you should have done it earlier.
Do your part and play your game. When you find that you are caught up in the formula, it is okay to go off script and fill in the parts your prospect is missing.
If you are dragging your feet, is it because you are not uninterested or dreading to do it? If so, then you should probably move on. If you don't enjoy the client, then this will be a continual issue and you should end the relationship.
Don't do nothing until it all goes away. It will likely not resolve itself in your favor. Ensure that you take actions in your own hands and do the follow up the way you feel that it should be done.
If you are delaying to do something for someone, just get it done! They likely won't remember, but if they do... they will likely be pleased that you are doing something you should have done a long time ago. ACT!
Reach out to us and let us know what you are missing: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike and Scott discuss 3 actions to stop doing immediately in sales.
Stop settling for being average - Too often in sales we get content on how things are going. Keep pushing yourself forward. Look at your sales and activities, then adjust the downtime and make is more productive.
Stop focusing on your agenda - Analyze why you want to make the sale. Are you doing it because you are needing it or it is going to push you forward? Or, is your focus on how the client can benefit. The order to look at things are a) how this will help the client b) how this will help the company and c) what this will do for you. You should always be the last one in the relationship.
Stop begging for the business - We might be begging for sales because we don't trust our product or we are needing something for our personal gain. If you find yourself consistently begging for the business then move on to the next thing (company or client.)
Reach out and let us know what we missed: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike adds RANCHERS to the Hunting and Farming mix. The rancher lives and dies on how well the livestock do. Here is how to ranch:
There needs to be food and shelter. They are needing to take the cattle through the whole life cycle. You take the herd through the process and it keeps growing.
Hunter and Farmers are constantly being discussed. Here are our definitions:
Hunters are focused on one target. This would be a sale every now and then. The focus is the one or maybe two individuals. Hunter closes with the kill and there is no hunting again.
Farmers are people who are working the ground and planting seeds all over. They will then water the crop and always looking because the target is many. In the farming world, you are planting the seeds. There is continual planting the seed and then harvesting.
Gatherers are order takers. They are not hunting nor farming.
Farmers are doing the same thing. It is planting, tilling and harvesting. Then they do it again. It is cyclical. However in ranching, there is more complexity because you are constantly moving the animals around and cultivating different areas.
If you think we are missing something or if you have another addition, please reach out to us:
There are a few things to watch out for when you are interviewing or being interviewed. Here are the dos and don'ts when you are interviewing. The following is a list of our suggestions:
What to Make Up
When an interview is scenario based, you can make up so many things.
Ensure that you are not making the interview more difficult than it needs to be. Take advantage of the situation and put it in your favor by making a few key assumptions that help you out.
Red flags in an interview will be red flags after they are hired
Don't make up things about yourself.
Don't lie about your skill set. It will not be good for you in the future or your employer.
When you feel that someone is not being open with you, you will find that the interview issue will not go away but only gets larger.
Be quick to notice the red flags and faster to understand that they will not be a good fit for you. Don't give them benefits at the interview because you will continue to give them benefits until they are let go.
What are you seeing when you hire or are being hired? What do you think you can make-up and what can't be made up?
Reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike shares the story of him going skydiving for the first time. While most people typically jump tandem for the first time, Mike just jumped out with minimal training and rough equipment.
As you start sales, you will be provided with so much more than what Mike got his first time skydiving. However, one thing is the same. The moment that you decide to do it, you just need to take that first step and make it happen.
When you make that first jump here are some things you will need to know:
It is going to go really quickly.
You are going to question your judgement.
After that first time, the adrenaline will get going and you will want to do it again.
When the first time is past, you will want to do it again because you understand the process.
The first couple of calls you will be emotional and you will want to get those out of your system and do it with accounts or prospects that are not of significant size.
After you do it a couple times, the emotion will ware off and you will be more involved in the process.
That rush of adrenaline can happen every time you make a cold call if you just lean into it.
Lean all the way into it. If you are hesitant, you will crash!
If it is legal, moral and doesn't violate your own standards,... try it... you might like it!
What are you going to try this week that is something new? We want to hear from you!
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!
Top 3 Actions for Sales Success - How to make a fortune in sales!
Mike shares the secret to selling a lot. We run a lot of these lists but Mike says that this is the final list. Here are the Top 3 Actions for Sales Success:
Sell More
Sell Better
Sell Constantly
Sell More - Treat it like a profession. This is time spent on actually selling. Here are some of the other items that go along with Selling More (effort, work ethic, goals, etc). How much more time could you actually be out there selling more. Too often we are bogged down with the "other" items of sales. Free up your time and get out there and "sell more."
Sell Better - This is all about efficiency and ensuring that you are improving how you are selling. Review your sales pitch, your process, presentation and professionalism. It is not just getting out and selling more. Selling better focuses on how to directly improve when you are making more time in front of prospects. Seek guidance and help from others and be vulnerable when speaking with them.
Sell Constantly - Keep looking around and keep what you are selling at the front of your mind. Selling must be an action that you are in engaged in all the time. It is not that you just are selling when you are at work but that you are always on. This must be a continual process and keep searching to fill needs of prospects.
This is a simple list but we can't seem to poke holes in it. These areas are broad but too often we overthink the sales process. Too many times we get focused in on the things that bog us down and not on improving our sales. It is really this simple!
Join in the conversation and let us know what we are missing:
How many times has a deal gone sour because of a simple miscommunication about expectations? This week on "The Selling Podcast," Mike and Scott welcome Pete Howland to break down the critical skill of setting and managing client expectations. This isn't just about good manners; it's about building trust, avoiding disappointment, and ensuring a fantastic customer experience.
Pete reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a few hours," give a concrete time of day. "I'll have that to you by 3 PM" is a game-changer that eliminates ambiguity and shows you're in control.
But the real secret, Pete argues, is asking the right questions to uncover the expectations your client already has—and you just don't know about yet. We dive into how to have these crucial conversations upfront to align on goals and build a collaborative, transparent relationship from the very start.
This episode is your blueprint for moving beyond vague promises and into a world of clear, confident communication. Tune in as Pete breaks down how mastering this skill will not only save you from headaches but also consistently help you deliver an exceptional experience that keeps clients coming back.
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
There are certain steps that you need to take in order to go on long vacations. Time away from work is needed and allows you to recenter. Make the time to remove yourself from the chaos so that you can look at the business differently. Here are 4 steps to allow you to go on longer vacations:
Don't be a hero.
Let the team solve problems.
Be okay with the results.
Congratulate them for success.
Don't be a hero - We don't feel like we can go on vacations because too often we feel like we are the only people who can do what we do. This might be correct in some instances but there is likely someone (or a couple people) in your company who can cover your business.
Let the team solve problems - Don't get in the way of people trying to solve the problems. Step out of their way and allow them to solve the issue at hand.
Be okay with the results - Your team might actually do a better job at solving the problem but they might not do it in the way that you normally would. It might also happen that the solved issue is not as good as how you would have done it but DON'T CORRECT their efforts. There will be a time for instruction and recap but not when it is initially handled.
Congratulate them for success - Give the credit where it is due. Reward the people who helped out. Ensure that they receive the credit for what they did.
Great Incomes Produce Great Incomes - while this was the focus of today, we actually spent more time speaking about giving too many details in the following way:
It is important to share all the information and be up front with the buyer. However, some details just don't need to be shared.
Understand what the buyer is looking for and give them the information that they are looking for.
When you provide too much information it can be distracting for the buyer and not helpful for the sale.
When do you think too much information is too much and when is it not enough and deceptive? Join in on the conversation!
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?
Zack Williams (President of Cannon Sales) and Josh Williams (President of My Park Supply) join us to discuss being President of their respective companies. In today's episode we discuss:
Work Life Balance (or the lack thereof)
Starting in sales to owning the company
Competitive nature starts young
Learning a solid work ethic from their dad
Different management styles
Unfortunately we lost Zack's last 3 minutes of audio and he was not able to play the game with us but Josh's contributions carried us through to the end.
Let us know what you do differently or what is on your mind: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike Bean is an Athletic Trainer at Notre Dame and the inventor of the TayCo ankle brace. You can find out more about the brace by using this link (click here).
How do you find the right business and need to get started? Mike highlights what he did to get TayCo started. Here are some of his steps:
Found a need and high use.
Uses resources to build the prototype.
Connections were used to prove concept and prototypes.
Allowed someone to come in and help drive the process beyond his time and/or skill set.
Utilize local colleges to help with the patent process or finding ideas.
Be relentless in selling but selling is sharing. Just talk to everyone about your product and "spread the word"
The key is to put the product on everyone so they can feel the difference.
There were several great ideas that came out of speaking with Mike. If you want to join in the conversation, just reach out:
Jason LeVasseur joins the podcast today. Jason was Scott's sales leader after he left Mike to work in Florida. Scott learned so much from working with Jason and many of those things are broken down.
The Sales Professional is an honorable position. How are you training your sales reps?
Compassion vs Empassion
Dissect territory analytics
Expectations are clearly defined and understood
Be friends with those you manage and hold tough conversations
Jason shares his insights on how to train and motivate sales reps.
Join in on the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Joe Tate is an HR practitioner and is a principal at Boost HR & Recruiting. They help companies navigate employee law. We talk about the following issues:
Validity of the "non-compete" with sales reps - There is strength because the employees sign but it is usually for 12 months. It is usually put within a certain geographical boundry.
Negotiate your salary - Your biggest opportunity is at the front-end. What are the benefits or incentives when you work. It is not about salary but total compensation.
Time off work is negotiable - There is usually wriggle room when negotiating time off work.
Severance Law - Pay attention to severance packages if the hush money is no longer applicable. Will the money be decreased in these packages?
When you are hiring people, there are some items to look out for. There might be a tipping point that you have to share the 'why' when you are recruiting.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike suggests that these are the only two things you need to balance in sales. There is an even balance between the two.
Ego - the drive for success and winning at all cost Empathy - putting yourself in the position of your client
Not sympathy - sympathy is feeling sorry for but not necessary feeling the customer's pain (empathy).
How do you know if you have a healthy balance between ego and empathy?
You will recognize that you are going to lose in some circumstances because there is someone else in the process and you can't remove their ability to choose.
Are you not closing enough? Check your ego but in the reverse as what you typically hear. More ego will create a deeper desire to win.
INTERVIEW QUESTION:
Demonstrate times when you have demonstrated empathy? and can you demonstrate how you have demonstrated .
CAUTION: If you don't have any ego or empathy then you will not make it in sales. The balance can be adjusted but if one of these traits lack, then you will not succeed in sales.
What are you thought about empathy vs ego? We want to hear from you.
Ever feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair, a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen.
In this insightful episode, Ryan reveals his battle-tested tips and tricks for guiding people through the change process. He shares how to quickly and accurately identify the person who's simply not interested in your message and how to avoid wasting precious time on lost causes.
But more importantly, Ryan breaks down how to strategically set up your sales and service process so that prospects are not just willing, but eager to change and implement your solution. He explains how to build a case for change that resonates on a deep level, turning resistance into enthusiasm.
Tune in for a powerful conversation filled with actionable strategies on how to become a true change agent, not just a salesperson. Mike and Scott bring their signature blend of sharp wit and hard-hitting sales wisdom to make this a must-listen for any sales professional looking to get a "yes" from even the most change-averse clients.
Statistically, if you are in sales and it is May, you are likely behind quota. What are you going to do increase sales as you are headed into the summer? When people go on vacations, it is likely that sales are more spread out. While your client or prospect might not be vacationing, another decision maker might be out. What can you do to ensure your sales don't slum?
Here are some ideas:
Detail out how many widgets you need to sell to meet quota.
Map out which clients are likely to buy those widgets to get back to quota.
Create flexibility in closing times based on travel schedules.
Calendar out when your clients/prospects are going on vacation and who would need to approve the purchase.
Work as hard or harder during the summer to build up your pipeline. This is done by asking questions when things are a little slower.
What else do you do to increase your sales during the summer? Reach out to us and let us know:
Mike and Scott started with the same #5 item that is beginning with a plan or sales process. Being a Tinker-er and a Genuine Curiosity is a key trait to understand the whole environment and trouble shoot how things can improve or be better. Hold yourself ultimately accountable to the end result. When you blame others for your failure, it is not someone who you want on your team or to purchase from.
We think that our lists are the absolute correct ones. We also realize that we might not have a complete list. What are your top 5 traits to become a successful sales rep?
The Break-Up email and how it is used effectively.
Transactional - the person who works the hardest wins.
Where will AI fit in sales?
What questions are you asking and why are you asking them?
How are you looking at the sale?
Can you bring unique insight to sales or will you
Reach out to David and the Sales Collective. Join in the conversation by reaching out to Scott or Mike: Scott@TheSellingPodcast.com Mike@TheSellingPodcast.com
Send us an email and let us know your industry and how long you have been in that industry. What actions do you take to break out of mediocrity - Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com
Today we discuss what mediocrity looks like and how to not be a mediocre sales rep. What are you doing to stand out above the crowd and ahead of other people. Here are some things that you can do to be an all-star:
Strive for excellence - don't be comfortable being mediocre.
Don't wait for the deadlines but be proactive.
Excellence vs mediocrity might only come down to a couple calls.
Create a singularity of focus for what you want to achieve.
Critical Moment: You must get out of the comfort zone to make a move. Choose to do something different, start something new or end something wasteful.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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
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.
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.
It's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time.
In this episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just surviving, but thriving after a major loss. We explore the initial feelings of shock or denial and the inevitable spiral into anger or blame—whether directed at a colleague, the client, or yourself. Mike and Scott share a critical "don't": do not get angry at someone's decision to move on. They explain why recognizing this as a business decision, not a personal attack, is the first step toward a healthy recovery.
We then address the dangerous feelings of self-doubt that creep in, making you question your own abilities. But most importantly, we equip you with a plan for what not to do next. We’ll show you why you should never panic and frantically call your other clients to offer unnecessary discounts just to keep them. We share a powerful mantra: "Don't let panic poison your position." Instead of creating unneeded commotion, learn how to keep the situation isolated and contain the emotional fallout.
Ultimately, this episode is a guide to getting back to business. Mike and Scott emphasize the importance of managing your own emotions, avoiding stressing out everyone around you, and immediately focusing back on your pipeline. The key to recovering from a major loss isn't dwelling on the past, but channeling that energy into the future and getting back to the business of winning.
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
"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.