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OVERCOME COMMON SALES OBJECTIONS - EASY STEPS FOR SUCCESS
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.
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!
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.
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.
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.
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
If you were going to do it all over again, what do you wish you would have known? Mike decided to put out a spontaneous topic to help new sales reps shorten their learning curve. Are you an experienced sales rep? Send us your thoughts!
Mike's Top 4 Tips
Get a coach or a mentor
Time management - work with structure
Seek professional and personal development
Be persistent
Scott's Top 4 Tips
Create an area book
Develop your marketing plan - put it on auto drive
Ask for referrals - if you don't have prospects or clients to ask, then ask someone else in the industry
This podcast challenges the common notion that moving into management is the ultimate career goal for sales professionals. While it may seem like an attractive option, it's essential to weigh the pros and cons carefully.
The podcast explores the potential benefits of management, such as reduced stress, increased control, and the opportunity to influence a larger team. However, it also highlights the drawbacks, including the loss of autonomy, the inability to directly impact sales numbers, and the challenge of motivating and managing others.
The podcast emphasizes the importance of understanding your motivations for pursuing a management role. Are you seeking a change of pace, increased responsibility, or a higher level of influence? It's crucial to align your aspirations with the realities of management.
For those who do decide to take the leap into management, the podcast offers valuable advice:
Shield Your Team: Be willing to take the heat and protect your team from external pressures.
Foster Transparency: Build trust and open communication with your team by being transparent about expectations, challenges, and opportunities.
Seek Guidance: Don't be afraid to ask for advice and learn from experienced managers.
Balance Determination with Understanding: Be determined to achieve results, but also be empathetic and understanding of the challenges faced by your team and clients.
Ultimately, the decision to move into management should be a thoughtful one. It's important to weigh the pros and cons and consider your personal goals and aspirations. By making an informed decision, sales professionals can make a successful transition into management or continue to excel in their current roles.
Fred Mady defines his absolutes. What are your absolutes?
"If you want to be a better rep, find a better manager." - as a manager, don't accept average performance. You have to help your reps improve and hold them accountable. Managers add value by adding their top 25.
Absolute - Value or principle that is accepted as valid.
JDI - Just do it. Whatever your delay, struggle of issue is, just show up and get it done. No excuses and start with successes.
Know Thyself - You can't fake it and need to be comfortable with yourself and be fine in that process.
Create a Positive Buzz About You - Certain reps have a "buzz" about them. People will talk about you because you are positive. Positivity is contagious and people will want to be a part of it.
Challenge Your Prospects - Ask your clients/prospects for their business after you have earned their respect.
Believe in the Opportunity - Create a number that you will be able to hit to succeed. Look at your opportunities like a business and the revenue potential.
Focus as a Business Person - You don't have a job but you have a business that you are creating. This is yours... own it!
Shhhhhh - Create quiet around you and stop the noise. Take some time to clear your mind from everything. Reps often struggle with their thoughts.
Ask for the Business - Find 5 ways to ask for the business and write them down. Have them linked to your stories and then ask.
Love Them to Death - We might struggle with certain individuals but clear your head of negativity. Fall in love with your clients/prospects. Ask about them outside of the business.
Be Sales Tough - There are so many normal issues. Stop complaining and be the A-rep because everyone understands what you are going through.
Be Lucky - Don't be sad or frustrated when you are lucky. It is okay to not only be lucky but celebrate all victories!
Be Thankful - Being the best will come from the help of so many people. Top success does not come alone. Be thankful to everyone... including clients.
Give Back - How, when and what you want to do. Give back in your industry because there is space for everyone.
What are sales absolutes that you would like to add or feel are crucial? Let us know so we can put them up on the podcast.
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.
Fred Mady shares some incredible thought on what average or underperforming reps do everyday. These are how you become average. How many of these things are you doing?
Never show products
Don't plan
Lack product knowledge
Procrastinate
Over commits
Crisis management
Disorganized
No plan
No time management
How many of these traps are you falling into? We discuss not only what average reps do but how to ensure you are not just average.
Fred Mady shares some incredible thought about how to become a great rep if you are new. Here are the key takeaways:
Set time management goals and ensure your personal and professional goals are in alignment. Know your priorities, plan your work and then keep 1st things 1st.
Face time with decision makers. If you want to sell something you need to spend time in front of the person who can make that decision.
Spend time planning how to get in front of the decision maker. The time not in front of the buyer should be spent trying to figure out how to get in front of that individual or group.
Features - Something unique that what you are selling has. Benefit - An experience or feeling that comes from a feature. Features are cool to discuss but the sale comes from highlighting the benefits. To know benefits, you need to know your buyer.
Barbara Kay is not only extensively trained in clinical psychology, but she is a great coach as well! Her website has several great tools and tips. Check out her website: BarbaraKayCoaching.com and see what she is doing.
When you walk into a situation where you are going to sell and you are anxious, people will sense that and it will cause discomfort for the listener. Your emotional energy comes across and if you are calm will signal to the other person that you are a friend.
There are two tips to try:
1. How do you want people to feel after your interaction with them?
This usually helps the conversation move toward the focus of the person we are speaking with and not having the conversation based around us.
2. Deep breathing will help you gain energy and come across as calm and relaxed. This is the fastest way to reset yourself.
Fluency - People are attracted to things because they look, seem, or feel good. Not that it is actually good but because it feels good. Lecturing overwhelms the buyer with too much information and will be rejected by the buyer because it can't be absorbed easily. Don't let your buyers turn you away just on principle due to information overload.
Aaron Lewis is an incredible example of sales. From his planning to winning 7 consecutive President Club trips, Aaron knows how to sell and shares his methodology and recipe with us.
This is what we cover in this weeks episode:
Proper territory planning
How to win multiple company awards
Stalking or selling?
Whale hunting for simple fishing
Aaron has an incredible way to put everything together. The precision that he takes to map out what he wants to do and then methodically executes his plan is remarkable. After listening, you will understand what makes him so remarkable in sales.
One of the things that stands out to me is that he doubted what he was able to do. He gave it more time and because one of the most successful reps in his previous company.
Wanting to join our conversation? Reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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.
Jason Cutter shares his tips on "Selling with Authentic Persuasion." Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Here are the topics that we covered in this episode:
How to be a "quarter breaker" and not an "order taker"
What is the difference between persuasion and convincing?
When to give time for customer to think vs avoid nervous stalling?
Ron Taggart is the owner at Ronald B Taggart Insurance Agency, Inc. He shares his story about how he got into sales. He describes it as a noble profession.
How does he get most of his business right now? - Referrals!
So how do you bridge the gap for someone who is starting right now? - Ron shares that he out hustles, out performs and out works everyone in the industry. If you are planting seeds, which seeds do you know are actually going to work. If they are to flower, how do you know if it flowers to what you want to be? In short, it doesn't matter! When you starting, plant as many seeds as possible. Then, when things have developed, you can choose which ones you would like to harvest and which ones you want to leave in the field. Also, if you are hungry, does it matter what is growing?
"By the inch it's a cinch and by a yard it is hard." Set up systems and a process to drive the business early.
IFOTO = I Focus on the Outcome - what is your long view of your profession?
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
This podcast tackles one of the biggest challenges in sales: managing your time effectively. With so much to juggle, it’s easy to feel overwhelmed, but the truth is, that mastering your time can be a game-changer for your productivity and success. The key? Prioritize what matters, plan your day intentionally, and let technology do the heavy lifting where it can. Here’s how:
1. Prioritize Your Actions
Identify What Drives Results: Focus on activities that directly boost your revenue and make your clients happy. These are your bread and butter.
Use the Eisenhower Matrix: Break tasks into four categories:
Urgent & Important
Important but Not Urgent
Urgent but Not Important
Neither Urgent nor Important Then zero in on what truly moves the needle—ditch or delegate the rest.
Stay High-Impact: Spend your energy on tasks with the biggest payoff, like closing deals or building strong client relationships.
2. Time Block Like a Pro
Plan Your Day: Assign specific time slots for your key activities—prospecting, client calls, admin work. Block these on your calendar like non-negotiable appointments.
Use Smart Tools: Apps like Google Calendar or time trackers can help you stay on top of your schedule and prevent overbooking.
Eliminate Distractions: Mute notifications, set up in a quiet space, and give yourself the freedom to focus. You’ll be amazed at how much more you get done.
3. Automate Routine Tasks
Work Smarter with Tech: Let automation tools handle repetitive tasks like email follow-ups, scheduling, or data entry. This frees you up to focus on selling.
Delegate When Possible: If you have a team or resources, hand off tasks that don’t need your personal touch—things like research or admin work.
Batch It Together: Group similar tasks (like writing emails or making calls) into one session. You’ll be faster and more efficient when you’re in the zone.
By using these simple strategies, you’ll not only free up more time for what matters most but also lower your stress and get closer to hitting your sales goals. Time is your most valuable resource—this podcast will show you how to make the most of it!
Mike suggests that there are 4 (and now 5) attributes that make a successful sales person and person in general. Mike shares about charity and empathy. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How are we defining Charity vs Empathy? - It is not giving anything away for free. It is understanding WHY an organization or an individual is doing something. You will have charity or empathy if you can understand their emotional concerns. Being charity/empathy is creating the win/win situation.
Charity - Concern for an ORGANIZATION vs Empathy - Concern for an INDIVIDUAL
You can't have empathy for an organization because it is not a living thing (no matter what lawyers may say.) The company only has life because of the individuals who make it up. These individuals can and should receive empathy.
How do you show compassion? - Mike says that you can't show it but you naturally have it.
Look at the whole scenario
How is the transaction seen from the buyers point of view
Are you looking our for the other person's best interest?
Are there any attributes that we are missing?
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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
Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about curiosity. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How do we define curiosity?
Try this... In your next sales presentation don't say 'I' in your sales conversation.
Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about integrity. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How do we define integrity?
Integrity is being complete. We must be a complete person. Telling a lie is a piece of integrity but not the whole thing. When you tell a lie, it is just a piece of you that is arrant. When you are able to be a whole person (self worth, honesty, well rounded and completeness), then you will be successful.
Reach out to us if you have anything that we are missing: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There are a few things in sales that you MUST DO. They are pinpoint potential, link value to customer and follow up. Here is the breakdown of the topic today.
Two main points:
Do tasks that you are good at. Don't waste time improving on something that someone else can do much better!
Sales rep to sales manager requires different skills. Too many times there are skills that don't transfer and management needs a whole different set of skills.
Here is my original list of STAGES OF SALES:
Value Proposition
Identify Potentials
Research
Hunting / Getting Time
Present - ish
Close
Follow-Up
Servicing
Referrals
Payment
When these are distilled down, there are THREE tasks that at a sales rep you have to be proficient and can't pass on to anyone else:
Pinpoint Potential
Link Value to Client
Follow-Up
If we are missing anything, please reach out! Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Handling rejection is what we do in sales. However, what happens when you are rejected by a friend? These rejections seem to hurt more than being rejected by someone you don't know. Here are some ideas to help pitch your friends:
Often conversations will lend themselves to business but don't "sneak up" on your friends being customers.
Create an environment where it is a business situation and they can reject the business without rejecting you.
If you mix business and friendship, you will also mix the answer of rejection. Having a clear distinction between the business and friendship is key.
What are we missing? Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There is a difference between poaching and prospecting. Poaching is moving into a territory that is not your own. The reason sales reps do this is because they feel that the "grass is greener" in someone else's lawn. Rarely this is the case!
There are some simple tools to extract the most value from information. Are there ways to find prospects or potential customers from horizontal markets? There is likely another sales rep that sells into the similar customers. They will likely have information available for public use.
Check out alumni organizations or other groups to make your connections tighter.
CAUTION: Don't get caught up in the in searching and start selling!
Tell us where you are finding new opportunities: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
You know that feeling when you want to get out and make things happen because you have not been productive. As you get ready to go you don't know where you are going and what you are to be doing? By the time you are done planning, you have run out of time. This is what we call BackPlanning. How do we prevent this from happening.
When you start Backward planning is just that... backwards! Backward planning is NOT a thing that is effective.
To be forward planning - You must plan for it!
Here are some ideas to forward plan:
Understand your customers/prospects and anticipate their needs.
Most customers/prospects ask the same questions and have similar concerns.
Take minimal time to prepare for different scenarios.
When the right time hits, you are already prepared for the moment.
If you are not fully prepared, you are at least close to the end and save yourself time.
Please let us know how you are planning for the future: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
NOMATIC'S Co-Founder, Jon Richards, joins the podcast and impresses with his story.
How did he begin?...
NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story.
Key items in the conversation:
When you have an idea - you don't have to quit your day job.
Get others to rally around your cause.
Come with your MVP (minimally viable product) and push it quickly.
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
This episode takes a close look at something every salesperson should have in their toolkit: gap analysis. It's not as complicated as it sounds—it's about finding those hidden opportunities in the accounts you're already working with. By understanding where your clients are now and where they could be, you can uncover ways to help them (and boost your sales in the process).
The secret sauce? Asking better questions. Not just the "check-the-box" kind, but the ones that really get to the heart of your client’s needs. When you take the time to dig deeper, you’ll start to see where their current setup isn’t cutting it and how you can step in with solutions that actually make a difference.
But it doesn’t stop there. The episode also encourages you to think creatively. Sometimes the best opportunities come from looking at things from a fresh angle. Like teaming up with a partner or even incorporating a competitor’s product to complement yours. It’s about adding value in ways your client didn’t even know were possible.
And let’s not forget the power of data. By taking a closer look at sales reports or reviewing client interactions, you can spot trends and patterns that might not be obvious at first glance. Those little nuggets of insight can lead to big wins.
Of course, relationships are key. If you already have a strong connection with a client, that’s a huge advantage( but don’t rush things). The podcast reminds us that it’s worth slowing down to truly understand what the client needs and to explain how your solutions will make their life easier. That extra effort can make all the difference when it comes to closing the deal.
This episode is packed with real, practical advice to help you uncover more opportunities and build stronger client relationships. Give it a listen. You won’t regret it!
How intentional are we with our lives? What story are you telling yourself? Are you surrounding yourself around encouraging people?
Here is what we are talking about with Larry:
Dominating in your profession... stop with the imposter syndrome but be intentional with what you are doing with focus, goals and motivation.
Find 1 person you haven't been in touch with and "surprise and delight" them with something great. Let's connect with people!
Manage your reps because you care.
How do you know when it is time to let someone go?
Use the data and trust your gut on cutting someone. Be quick when the fit is not correct. It doesn't mean that they are not great but they might not be the right for the team.
Larry suggests that people who are on top of their game in their outside life, you will likely see this spill over into the sales success.
What are you going to do in 2022? Who are you going to be in 2023?
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Blake Gibbons, co-founder and COO at Facet talks with us about the hiring process. We talk about the do and don't (mostly the don'ts) and some "human" ways to connect with new hires. If you are looking for a great example of how to onboard new hires, check out Facet!
Our conversation highlights several hiring issues that Blake sees. Here are some of the takeaways from our conversation.
Things not to do:
Don't talk poorly of your previous company.
Don't be unprepared for the interview (this is a skill that you are likely ready for.)
Ensure you are not creating a toxic work environment by what you are saying to others in and out of your company.
Apply for jobs that are out of your previous experience.
Watch-Out:
Taking criticism is easier to accept than when someone speaks positively. However, sharing positivity toward a company or person is exactly what we should be doing!
"A man has to know his limitations." The great philosopher Dirty Harry...
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem:
Honest Awareness - "Hi (account) This just happened..." Start by telling the account the issue (how it was created and solved.) Before you begin any light chatter, begin by sharing the fault. Get straight to it during this apology/explanation.
Take Ownership - "I was going to..." or "it happened because..." Don't take ownership and then try and hide. Don't lose credibility and be accountable.
Culpability / Humble Confidence - "I dropped the ball..." Take accountability but no need to be arrogant about a mistake you made. Also, don't take boastful pride in fixing a mistake you made.
Restitution / Reconciliation - "Here are some options to resolve or suggestions to fix..." Don't just highlight the mistake without suggesting ways to repair. Having a way to fix the mistake shows that you are wanting to make it better. Don't feel bad if they don't accept your solution. They can fix it anyway they want.
Focused Future - "This mistake will not be repeated because..." If you make this mistake, ensure that you do not repeat that mistake again. You must have a heightened awareness.
If you have any stories, experience or different steps to this process, please reach out: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone:
Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors.
Know you can ask for favors - (You better be willing as well to "do stuff") Prioritize your asks and frequency of those asks. The Sales Island Syndrome is exacerbated when you need help and nobody is making time to help. This is when you need to leverage your good will and ask for a favor.
Don't ask for something and then do it yourself - You lose credibility when you send an email or make an ask and then find the answer without allowing sufficient time for a response. It vastly diminishes any future help when you ask that individual.
What have you been doing to increase your efficiency working with the home office?
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
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
Do you feel like you are lonely in your territory? How does being a relation expert fit into this conversation? You get off your lonely sales island when your clients need you. When you feel needed, this takes away your feeling of loneliness.
Loneliness is a consequence and being alone is a choice. When you choose not to pick up the phone and speak to someone, you are missing out on opportunities.
Stay current in the industry (trending articles and be where people in the industry are at) - Use Google Alerts to stay up to date on your industry.
Gossip doesn't get you nowhere... but in trouble - stop the gossip! When you get into the accounts or people's lives, you are going to hear things you shouldn't have heard. Keep the confidentiality.
Stay consistent - if you feel like what you are doing is not working but it is a proven methodology, keep going!
Look at the big picture. How does your product/service help the overall results of the customer/client/prospect? Use these steps above to ensure you are getting the science of being a relation expert.
Please reach out to us and let us know your thoughts: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
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
Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode.
Here are two key tips for sales from Ashton:
Ask for free stuff everywhere.
Order at a restaurant quickly.
These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:
This podcast dives deep into the intricacies of landing complex medical sales, a challenging endeavor that requires a unique blend of strategic thinking, technical expertise, and relationship-building skills. Chris and JJ, seasoned professionals in the field, share their insights and experiences on how to navigate this complex landscape.
The podcast highlights the importance of understanding the intricate dynamics of the sales process. This includes comprehending the decision-making processes, key stakeholders, and regulatory hurdles that can significantly impact the sales cycle.
Chris and JJ discuss the essential role of building strong relationships with key decision-makers, such as physicians, hospital administrators, and procurement officers. They emphasize the importance of trust, credibility, and effective communication in fostering these relationships.
Furthermore, the podcast emphasizes the importance of a long-term perspective. While closing a single deal can be rewarding, building a strong pipeline of opportunities and nurturing long-term relationships is essential for sustainable success.
By sharing their experiences and insights, Chris and JJ provide valuable guidance for sales professionals seeking to excel in the complex world of medical sales.
Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?
In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:
Be genuine
Be an expert (if you are not, bring in the expert to add value)
Don't be boxed into the stereotype in sales
Be direct and be bold in your sales process
What are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?
We want to hear from you... Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:
Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it."
How to get out of a rut when you feel that you are not making it.
You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.
Have some accountability partners to help you understand where you are at and change.
Please join in the 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?