The Selling Podcast

Mike Williams and Scott Schlofman

Do you want to grow your business? Looking for more sales? Trying to add new leads to your pipeline?

Mike and Scott are two experienced sales professionals with over 50 years of selling experience (and many airline and hotel points!) sharing a common goal: Sell better, Live better, and most of all...Enjoy more!

They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts with some special guests who provide even more (and deeper) insights along the way!

Join the conversation! Email Mike (mike@thesellingpodcast.com) or Scott (scott@thesellingpodcast.com) and let them know what's on your mind!

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Episodes

SALES EVOLUTION - ARE YOU READY FOR WHAT IS COMING IN SALES?
May 15 2024
SALES EVOLUTION - ARE YOU READY FOR WHAT IS COMING IN SALES?
Send us a Text Message.Info Brokers to Personal Guides: The Evolution of SalesThis episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor.The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything.The Shift to Value: The internet changed everything. Suddenly, information became readily available. Salespeople had to adapt, moving beyond simply sharing knowledge. The focus shifted to understanding the customer's needs and demonstrating how a product or service could provide specific value.The Multi-Factor Approach: Today's sales landscape is even more complex. It's not just about showcasing value, but understanding how a product integrates with a buyer's entire process and ecosystem. Salespeople need to be strategic consultants, considering the bigger picture and offering solutions that seamlessly fit into the customer's world.The Future: Personal Transformation: The future of sales might involve a focus on personal improvement. Winning salespeople will show how their offerings can make buyers not just better professionals, but also more well-rounded individuals.Tune in for this insightful discussion and discover how to adapt your sales approach to thrive in the ever-evolving business landscape!Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
VENN OF LIFE - DON'T SUM UP LIFE IN A CHART!
May 1 2024
VENN OF LIFE - DON'T SUM UP LIFE IN A CHART!
Send us a Text Message.There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart.What Really Matters - Where are you MovingIn Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going.This Venn diagram is divided into four circles:Want To Do: Activities that bring joy, fulfillment, and excitement.Like To Do: Activities that are enjoyable but not necessarily passionate pursuits.Obligated To Do: Activities required by work, family, or society.Hate To Do: Activities that are unpleasant and draining.Areas of Overlap:The Sweet Spot (Want To Do & Like To Do): These are ideal activities that combine enjoyment and passion. People naturally move towards spending more time here.The Grind (Obligated To Do & Like To Do): Tasks that may be necessary but are also somewhat enjoyable. People may try to optimize these to be more efficient.The Burden (Obligated To Do & Hate To Do): Unpleasant tasks that must be done. People will move away from spending too much time here and may seek ways to minimize them.The Pull (Want To Do & Hate To Do): These tasks are one where you get to decide which way youy go. Often times these are defining moments that shape othere areas of your life and who you are.Action Areas:Do Quickly (The Sweet Spot and The Pull): Activities that are interesting and enjoyable. These are usually the ones that are done first and done quickly.Drag Out (The Burden and The Grind): These activities usually are ones that we put off and take time doing. They become low on the priority because there are no overlapping "want to" areas.Don't Complain (The Sweet Spot and The Grind): We don't complain because we know that we need to get these activities done. There is some enjoyment in these activities.Do complain (The Pull and The Burden): Although these activities can be life altering, there is often complaining in the growth areas. We either complain because we don't want the activity or we don't want to grow.Overall Movement:The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions.Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
VIDEO MESSAGING THROUGH LINKEDIN
Apr 24 2024
VIDEO MESSAGING THROUGH LINKEDIN
Send us a Text Message.Struggling to Connect on LinkedIn? Try a Personalized Message!This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection.Here's what you'll hear:Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and genuinely care about connecting.Be Yourself: Don't try to craft some overly impressive persona. People respond to authenticity. Be yourself, be friendly, and be clear about why you're reaching out.The Power of Voice: Text and email lack the warmth and personality you can convey in a direct message. A personalized LinkedIn message allows you to show your enthusiasm and build rapport in a way written communication simply can't.Stand Out from the Crowd: Personalized messages help you cut through the noise. People get tons of generic connection requests, but a message that shows you've taken an interest is much more likely to get a response.Avoid the Spam Trap: There's a fine line between personalization and being spammy. Focus on building a connection, not a sales pitch.By following these tips, you can leverage the power of personalized messages to build meaningful connections on LinkedIn and expand your professional network.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
BEST NEGOTIATING STEPS IN SALES - PART TWO
Apr 3 2024
BEST NEGOTIATING STEPS IN SALES - PART TWO
Send us a Text Message.We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales. The following is a list of all 12 steps. Here are the best steps in sales negotiation:Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.) Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then they can’t push any harder. Physical limitations are good parameters  to negotiations. Push to the 3rd Party - The best/successful negotiations are when they are puScott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
BEST NEGOTIATING STEPS IN SALES - PART ONE
Mar 27 2024
BEST NEGOTIATING STEPS IN SALES - PART ONE
Send us a Text Message.There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different. The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation.Here are the best steps in sales negotiation:Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.) Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
DRST OF SALES - HOW DO I SELL?
Mar 13 2024
DRST OF SALES - HOW DO I SELL?
Send us a Text Message.Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale.Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before presenting. This will help you eliminate and mitigate distractions.Reaction - Use the science of sales to create the intended reaction of the prospect/client. There will be several tips or words that will be stated in the sales process that signal that you are on the right track. While you might be new in this process, a manager or an experienced rep will be able to point these out.Satisfaction - This is the focus of the whole sales process. Is the client satisfied? The client should always be satisfied. Understanding the client's needs is key in every sales connection. Keep sales simple and always ensure that the client is satisfied. Don't hold back information from the person you are selling to.Traction - Help your prospect/clients with traction for what they are trying to accomplish. It is this traction that will help create organic referrals. When the people you are selling to are feeling completed, then they will want to include others in their success.Don't be distracted or be the distraction. This comes through practice. Then you will want to listen for the right reaction or sales triggers. These will lead towards client satisfaction. From there, you will want to encourage the account to speak to others because they are benefit from what you have sold.What are we missing? Reach out to us with a better acronym!  Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
WHY DO YOU HATE YOUR CRM - USE IT!
Mar 6 2024
WHY DO YOU HATE YOUR CRM - USE IT!
Send us a Text Message.Why do we choose not to use our CRM?  Too often we complain about how we need more sales help, resources or benefits from the company. What can a CRM do for you? This is what we discuss in this episode.Challenges using CRM that we tell ourselves:Save time by not using your CRM - it takes too much time. While you might think that now, it is when you are at the follow up meeting and can't remember the next steps, you should have taken more time writing down notes.Notes put in are not clear enough - be detailed enough that someone else reading can understand what is happening.Not reviewing the notes taken - ensure you go back to the notes after taking them.Leverage the analytics - if you are taking the time and reviewing the notes, then you should also maximize the data it provides.Accountability exists even if you don't write it down - even if you do not write down your goals, you will still be held accountable. The CRM helps because it is an actual note. Without a detailed note, goals can be modified without your approval.You can't get rid of me if I don't keep a CRM - You are not replaceable if you are good. You have relationships that will take someone significant time to cultivate. You can be replaced but it make take time. Writing down the information on the CRM doesn't change the speed of being replaced.We spend the time talking about practical ways to utilize the CRM effectively. Using the CRM correctly, by using administrative time correctly, will help you improve efficiency and greatly benefit your sales.Save yourself time by writing down clear notes that you review, allow them to feed into the larger data, create accountability and make you a better sales rep that will help you not be replaceable!Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Sway Your "A"
Feb 21 2024
Sway Your "A"
Send us a Text Message.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.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
NO SALES PIPELINE NEEDED - EXCUSES THAT WON'T WORK!
Feb 7 2024
NO SALES PIPELINE NEEDED - EXCUSES THAT WON'T WORK!
Send us a Text Message.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!Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
CONFESSIONS OF A CLOSER: FASTEST WAY TO GET THE SALE YES - NOT WHAT YOU THINK
Jan 31 2024
CONFESSIONS OF A CLOSER: FASTEST WAY TO GET THE SALE YES - NOT WHAT YOU THINK
Send us a Text Message.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!Now go forth and conquer your "yes" goals!Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach