The Selling Podcast

Send us a textIn this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale:The Price/Cost Objection: "It's too expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about perceived value. They'll teach you how to reframe the conversation, instantly increasing trust by acknowledging their concern. Then, pivot to demonstrating return on investment (ROI) and how your solution truly saves time/money, moving the discussion to a compelling ROI-focused breakdown.The Need Objection: "We're doing fine without it." This objection often stems from a lack of awareness of untapped potential. Mike and Scott show you how to respond with respect and curiosity, avoiding defensiveness. The key is to acknowledge their current success while gently introducing the idea of optimization and improvement, effectively transitioning you into consultative selling.The Trust/Timing Objection: "I need to think about it." This classic objection often masks underlying concerns or a lack of clarity. Mike and Scott reveal how to respond with empathy and a strategic question to uncover the real blocker. Learn how to show understanding and then directly address their core hesitation, helping to uncover the true objection and keeping the conversation moving forward decisively, preventing stalls.This episode isn't just about scripting responses; it's about developing the mental fortitude to handle objections with confidence and clarity, ensuring you can navigate any sales conversation effectively and turn every objection into an opportunity for a deeper connection and a closer deal.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textUnleashing Sales Potential: The Behavioral Edge with Mike Crotta & Geoff Miller (Part 2)In this powerful follow-up episode of "The Selling Podcast," we once again welcome insights from former professional baseball player Mike Crotta and Geoff Miller, author of "Intangibles," as we delve deeper into the psychological and behavioral aspects of sales success. Building upon our previous discussion on mental toughness, we explore how understanding and leveraging behavioral assessments can unlock untapped potential and drive winning performance in sales teams.Mike and Geoff share their expertise on how to identify and match potential hires and existing team members to roles where their natural behavioral tendencies will thrive. They discuss the importance of recognizing individual strengths and tailoring coaching and development strategies accordingly. This moves beyond simply looking at past performance and focuses on inherent traits that predict future success in specific sales functions.We then shift our focus to the crucial distinction between playing to win versus playing for fun. Drawing parallels from the competitive world of professional sports, Mike and Geoff emphasize the importance of a results-oriented mindset in sales. While enjoyment is valuable, the ultimate goal is to achieve and exceed targets. We explore how to cultivate a winning mentality within sales teams and align individual efforts with overarching business objectives.The conversation then turns to the challenges of overthinking and getting "stuck in your head." Mike and Geoff highlight that when facing pressure or complex situations, it's essential to take a step back and focus on the long-term perspective. By visualizing the ultimate goals and understanding that short-term anxieties are often transient, sales professionals can regain clarity and make more strategic decisions.A key element for effective team management and individual performance is the explicit expression of expectations. Mike and Geoff underscore the importance of clearly articulating what is required of each team member, leaving no room for ambiguity. Once expectations are clearly understood, holding individuals accountable for their performance becomes a fair and necessary step in driving results and fostering a culture of responsibility.Finally, we address the common pitfall of overanalyzing the "right" way to do things. Mike and Geoff explain that excessive focus on theoretical perfection can often paralyze individuals and hinder their ability to execute the fundamental aspects of their roles effectively. The key lies in understanding the core principles of sales and then allowing individual strengths and styles to flourish within that framework.Throughout the episode, Mike and Geoff emphasize the importance of maintaining a balanced drive – a focused determination to succeed without succumbing to burnout or neglecting other crucial aspects of professional and personal well-being. This episode provides actionable strategies for sales leaders and individual contributors alike to leverage behavioral insights, cultivate a winning mindset, and optimize performance for long-term success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this powerful episode of "The Selling Podcast," Mike and Scott dive deep into the critical role of mental toughness in achieving sales success. We're thrilled to welcome two exceptional guests: Mike Crotta, a former professional baseball player with the Pittsburgh Pirates, and Geoff Miller, the acclaimed author of "Intangibles," a book that breaks down the mental game in baseball and beyond. Together, we draw direct parallels between the mental fortitude required in professional sports and the resilience needed to thrive in the demanding world of sales.Mike shares his firsthand experiences navigating the pressures of professional baseball, highlighting the mental strategies he employed to stay focused, overcome setbacks, and maintain a winning mindset. Geoff, drawing from his expertise in the "intangibles" of athletic performance, unpacks key mental skills such as focus, composure, and the ability to bounce back from adversity.We then bridge these insights directly to the sales arena, exploring how sales professionals can cultivate similar mental toughness to:Handle Rejection: Learn techniques to view rejection as a learning opportunity rather than a personal failure, building resilience and preventing discouragement.Maintain Focus: Discover strategies to stay present and laser-focused on the task at hand, especially amidst distractions and long sales cycles.Manage Pressure: Understand how to perform effectively under pressure, whether it's facing a tight deadline or a high-stakes negotiation.Build Confidence: Explore methods for cultivating unwavering self-belief and maintaining a positive attitude, even during challenging periods.Stay Persistent: Learn how to develop the mental stamina to consistently follow up and persevere in the face of obstacles.Mike and Geoff provide actionable strategies and real-world examples, drawing from their experiences in high-pressure environments, to equip sales professionals with the mental tools needed to stay in the game, overcome challenges, and ultimately achieve peak performance. This episode is a masterclass in developing the mental edge that separates good salespeople from the truly great.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this energizing episode of "The Selling Podcast," Mike and Scott delve into the often-underestimated superpower of passion in the world of sales. We explore how genuine enthusiasm for what you sell can be a game-changer, influencing trust, resilience, and ultimately, your success. We break down four key ways passion fuels sales excellence:Passion Instantly Increases Trust: We discuss how genuine excitement about your product or service is contagious and immediately builds rapport and trust with prospects. When your belief shines through, it reassures potential customers that you are not just trying to make a sale, but that you truly believe in what you offer. This authenticity is a powerful trust-builder.Your Persistence and Resilience Go Up Proportionally to Your Passion: We explore how passion acts as an internal engine, driving your persistence in the face of rejection and fueling your resilience when deals don't go your way. When you genuinely care about what you're selling, setbacks become less discouraging and more like opportunities to learn and improve. Your passion becomes your unwavering motivation.Passion Fuels Continual Improvement: We highlight how a deep passion for your product or industry naturally leads to a desire for continuous learning and improvement. You're more likely to stay informed, seek out new knowledge, and refine your sales techniques when you are genuinely invested in what you do. This proactive approach keeps you ahead of the curve and enhances your effectiveness.People Like Speaking with People Who Are Passionate About a Specific Topic: We emphasize the simple human truth that enthusiasm is engaging. Prospects are more likely to be receptive and even excited when speaking with someone who genuinely loves what they do. Your passion becomes a point of connection and makes the entire sales interaction more positive and memorable.The key takeaway is that while passion is powerful, it needs to be focused and coupled with perspective. Understanding your audience and tailoring your enthusiasm to their needs is crucial. This episode provides insights on how to cultivate and effectively channel your passion to become a more influential and successful sales professional.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this insightful episode of "The Selling Podcast," Mike and Scott explore the delicate balance of being both kind and demanding in the sales process. We delve into effective techniques that allow you to be respectful and customer-centric while still driving towards a timely close. We break down five key strategies to achieve this artful balance:Friendly Framing: We discuss how to set the stage for a demanding element by first establishing a positive and friendly rapport. By framing the conversation with warmth and genuine connection, you make the prospect more receptive to urgency and deadlines. This involves building trust and showing you have their best interests at heart before introducing any time sensitivity.Permission to Close: We explore the power of seeking the prospect's explicit or implicit permission to move towards a decision. This collaborative approach makes the closing process feel less pushy and more like a natural progression. By asking questions that gauge their readiness and inviting them to the next step, you maintain control while respecting their autonomy.Gentle Deadline: We delve into the art of implementing deadlines without being aggressive. This involves clearly communicating the reasons behind any time sensitivity (e.g., limited availability, promotional offers) in a helpful and informative way, rather than creating undue pressure. The emphasis is on providing a legitimate reason for the timeline.You Deserve This Close: We discuss how to frame the close as being in the prospect's best interest, emphasizing the value and positive outcomes they will achieve by making a timely decision. This technique focuses on their needs and desires, making the close feel like a natural and beneficial step they deserve to take.The Friendly Walkaway: We explore the subtle power of a "friendly walkaway" – a technique where you politely indicate that you understand if the timing isn't right, but also subtly highlight the potential loss of opportunity by delaying. This approach respects their decision while gently underscoring the urgency without being forceful.This episode provides practical techniques for sales professionals to be both effective and ethical, ensuring they drive towards a close while maintaining positive customer relationships and respecting the prospect's journey.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this crucial episode of "The Selling Podcast," Mike and Scott tackle three of the most pervasive and damaging mistakes that sales representatives consistently make, hindering their success and costing them deals. Understanding and rectifying these errors is fundamental to elevating your sales performance. We break down these critical pitfalls:Talking Too Much, Listening Too Little: We dissect the common tendency of sales reps to dominate the conversation with product features and company information, rather than focusing on the prospect. We emphasize the paramount importance of active listening and asking insightful questions to truly understand the customer's needs, challenges, and goals. We explore techniques for effective questioning and how to tailor your approach based on what you learn, rather than delivering a generic pitch.Focusing on Features, Not Value: We address the mistake of rattling off product specifications and functionalities without clearly articulating the tangible benefits and outcomes for the customer. We underscore that customers buy solutions to their problems and improvements to their lives or businesses. We delve into how to translate features into compelling value propositions that resonate with the prospect's specific needs and demonstrate a clear return on investment.Failing to Follow Up: We highlight the surprisingly high number of potential deals that collapse due to inconsistent or non-existent follow-up. We discuss the critical importance of timely and persistent follow-up, whether it's responding to inquiries, scheduling next steps, or nurturing leads. We explore strategies for effective follow-up that keeps momentum alive and signals genuine interest and professionalism.This episode provides actionable insights and practical advice to help sales professionals identify and eliminate these common mistakes, ultimately leading to increased conversions and greater success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this thought-provoking episode of "The Selling Podcast," Mike and Scott challenge the conventional wisdom that consistency is always key in sales. We argue that while predictability can be beneficial, blind adherence to routine can stifle growth and lead to stagnation, especially if that consistency is "consistently good" but not great, or worse, consistently underperforming. We dissect five critical reasons why sales professionals need to break free from rigid consistency to achieve peak performance:Double Down on What Works (For Individuals): We explore the idea that while a universal process is helpful, top performers often have unique strengths and approaches that yield exceptional results for them. The key isn't uniform consistency, but identifying and amplifying what works best for each individual on the team. This might mean allowing a rep's unique style to flourish, even if it deviates from the standard playbook.Don't Be Over-Scripted: Embrace Experimentation and Evolution: We argue against the dangers of being overly reliant on rigid scripts. While frameworks are important, true sales mastery lies in the ability to adapt, experiment with new approaches, and evolve your techniques based on real-world interactions. Too much consistency breeds predictability and hinders the discovery of more effective strategies.You Need a Coach: We emphasize the crucial role of a sales coach in identifying areas for improvement and pushing reps beyond their comfort zones. A good coach can spot patterns of ineffective consistency and guide individuals towards new, more successful behaviors. Consistency without feedback and guidance can reinforce bad habits.You Can't Ignore the Data: Look Beyond What You Want to See: We stress the importance of data-driven decision-making. Blindly sticking to a consistent approach, even if it feels comfortable, can be detrimental if the numbers don't support it. We discuss the need to objectively analyze sales metrics, identify what's truly working (and what isn't), and adjust strategies accordingly, even if it means abandoning a previously consistent method.Mandatory Adaptation: Continuous Improvement Trumps Stagnant Consistency: The sales landscape is constantly changing. Customer needs evolve, new technologies emerge, and the competition adapts. We argue that a commitment to continuous improvement and adaptation is far more critical than simply being consistently "okay." Sales professionals must be agile and willing to change their approach to stay relevant and successful.This episode challenges sales professionals to critically examine their routines and embrace a mindset of continuous improvement and strategic adaptation over rigid consistency.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this forward-thinking episode of "The Selling Podcast," Mike and Scott explore the transformative power of Artificial Intelligence (AI) in revolutionizing sales strategies. They tackle the burning questions sales professionals have about integrating AI into their workflows, moving beyond the hype and into practical application. They delve into three crucial aspects of maximizing AI's potential in sales:Where Do I Start Using AI? We break down the initial steps for incorporating AI into your sales process. From identifying pain points to selecting the right AI tools, we provide actionable guidance for those new to AI in sales. We discuss practical applications of AI, such as lead generation, customer segmentation, and personalized outreach. We look at different AI tools that can be used in the sales process.What Do My Prompts Need to Be and How to Expertly Use Them? We demystify the art of crafting effective AI prompts. We emphasize the importance of using natural language and providing clear, concise instructions to get the desired results. We look at the art of creating effective prompts that will drive the AI to provide the best results. We give examples of prompts that will help sales professionals.If You Have a Good Conversation with AI, Just Continue It: We explore the concept of ongoing AI interactions. We highlight the value of building rapport with AI tools and continuing the dialogue to refine outputs and achieve optimal results. We discuss how to use AI as a collaborative partner, rather than just a tool. We look at how to use AI to generate ideas, and to help in the sales process.This episode provides a practical guide for sales professionals looking to leverage AI to enhance their productivity, personalize their outreach, and ultimately, close more deals. We provide real world examples of how to use AI.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance:Controlling the Conversation: This isn't about being pushy or aggressive; it's about guiding the narrative. We explore techniques for asking strategic questions, framing discussions, and leading prospects to the realization that your solution is the superior choice. We discuss how to effectively steer conversations away from price-centric comparisons and towards value-driven discussions. We look at specific techniques to keep control of the sales process.Turning Competitors' Strengths into Weaknesses: We reveal how to analyze your competition's perceived strengths and reframe them as potential weaknesses. This involves understanding the nuances of your product or service and highlighting how your unique selling proposition addresses the limitations of your competitors. We analyze how to strategically position your product to highlight the benefits of your product and how it is better than the competition.Dominating the Relationship Game: In today's sales landscape, relationships are paramount. We discuss how to build genuine connections, foster trust, and create lasting partnerships. We analyze how to build strong relationships. We discuss how to go beyond transactional interactions and cultivate long-term loyalty. We also look at how to maintain and grow those relationships.This episode provides actionable insights and real-world examples to help sales professionals elevate their game and consistently outperform their competitors. We also discuss how to stay ahead of the competition.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential.PJ also shares his personal story of being let go from a job and how this event became his "personal liberation day," ultimately leading him to unlock his full potential and achieve greater success. He emphasizes that setbacks can often be catalysts for growth and self-discovery.PJ discusses key considerations for determining if SEO is the right strategy for your business:Search Volume: Are people actively searching for the products or services you offer?Keyword Research: What are the specific keywords your target audience is using?Revenue Potential: Does your business have the capacity to handle increased sales volume generated by SEO?For more information and insights from PJ Howland, visit his website at pjhowland.com.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textStop losing sales within the first 3 seconds. This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount.The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from "selling" to "understanding." The podcast emphasizes the importance of asking targeted questions that are tailored to the individual and their specific situation. These questions should build upon each other, guiding the conversation towards the decision-maker and uncovering valuable insights about the prospect's needs.The podcast warns against generic, company-focused questions that can alienate the prospect. Instead, it encourages sales professionals to ask creative, engaging questions that demonstrate genuine interest in the individual. The goal is to create a connection and build rapport, establishing a foundation for a productive conversation.Here are some starter questions focused on the individual:"What's been the most rewarding part of your role lately?""What are some of the biggest challenges you're currently facing in your day-to-day work?""What are you most passionate about in your field?""How do you typically approach [relevant industry challenge]?""What's one thing you'd like to accomplish in the next quarter?""What does a successful day look like for you?""How has your experience been with [relevant industry topic]?""What is one thing you are working on to improve?"The podcast concludes by emphasizing that by prioritizing genuine connection and asking thoughtful questions, sales professionals can captivate prospects from the very beginning and avoid losing the sale within the first few seconds.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode tackles the common productivity killer: procrastination. It acknowledges that sales professionals often find themselves trapped in a cycle of delaying important tasks, ultimately hindering their success. The episode provides actionable steps to recognize and break free from this loop.The core message emphasizes the importance of intentional action and accountability. The podcast outlines three key strategies for overcoming procrastination and maximizing productivity:Prioritize Revenue-Generating Activities: The first step involves clearly identifying and prioritizing tasks that directly contribute to revenue generation. This means focusing on activities like prospecting, client meetings, and closing deals. By focusing on these high-impact activities, you can ensure that your time is spent effectively. This step helps to cut through the clutter of less important tasks that often lead to procrastination.   Find Your Power Hour: The podcast encourages listeners to identify their "power hour," the time of day when they are most focused and productive. By scheduling their most important tasks during this time, they can maximize their efficiency and minimize distractions. This allows for focused effort, and breaks up the feeling of the "to-do" list being too large to tackle.   Find an Accountability Partner: The podcast emphasizes the crucial role of an accountability partner in breaking the procrastination cycle. By having someone to report to, sales professionals are more likely to stay on track and meet their goals. The accountability partner provides external motivation and support, helping to overcome the internal resistance that often leads to procrastination. The podcast states that if you want the reward, you need to be held accountable.The episode reinforces that procrastination is a habit that can be broken with intentional effort and strategic planning. By prioritizing revenue-generating activities, maximizing productivity during power hours, and leveraging the support of an accountability partner, sales professionals can break free from the procrastination loop and achieve their sales goals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode focuses on the often-overlooked aspect of sales performance: mental and physical well-being. It argues that sales professionals frequently become their own biggest obstacles, hindered by stress, burnout, and negative thought patterns. The episode provides practical strategies for overcoming these self-imposed limitations.The core message centers on the importance of intentional breaks and mental resets. When feeling overwhelmed or stuck, the podcast recommends a multi-pronged approach:Take a Timeout: Acknowledge when you need a break. Step away from your work environment, even for a few minutes. Disconnecting from the immediate pressure allows for a shift in perspective.Recentering: Find a quiet space to recenter your thoughts. This can involve mindfulness techniques, deep breathing exercises, or simply focusing on the present moment. The goal is to regain clarity and focus.Oxygenate Your Body: Physical well-being is intrinsically linked to mental clarity. Take a brisk walk, do some light stretching, or engage in any activity that increases blood flow and oxygenates your body. This physical activity can help release tension and improve cognitive function.Mentally Refresh: Engage in activities that revitalize your mind. This could include listening to uplifting music, reading an inspirational quote, or visualizing a successful outcome. The goal is to shift your mindset from negativity to positivity.The podcast emphasizes that these techniques are not a luxury, but a necessity for sustained sales success. By prioritizing mental and physical well-being, sales professionals can overcome self-imposed limitations, improve their performance, and achieve greater job satisfaction.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode tackles the inevitable challenge every sales professional faces: overcoming objections. It underscores that objections aren't roadblocks, but rather opportunities to deepen understanding and build stronger relationships. The episode focuses on five common objections – price, need, trust, competition, and timing – and provides a structured approach to addressing them effectively.The core message revolves around preparation and a systematic response. It emphasizes that simply reacting to objections is insufficient; a proactive strategy is crucial. The podcast breaks down the process into four essential steps, highlighting that each step is sequential and cannot be skipped.1. Active Listening: The episode stresses the importance of truly listening to the prospect. This goes beyond simply hearing their words; it involves understanding the underlying concerns and emotions. Allow the prospect to fully articulate their objection without interruption. This provides crucial insights into their perspective and allows them to feel heard. The goal is to ensure they feel their concern has been fully acknowledged and is not being dismissed.2. Acknowledge and Empathize: Once the objection is fully articulated, acknowledge the prospect's concerns and demonstrate empathy. Recognize that their perception is their reality. Even if you disagree, validating their feelings is essential for building rapport. This creates a sense of understanding and shows that you are genuinely invested in their concerns. You can say something like, "I understand how you feel," or "I can see why you're concerned about that."3. Ask Clarifying Questions: This step is crucial for diagnosing the root cause of the objection. Prepare a list of clarifying questions that will help you gain a deeper understanding of the prospect's situation. These questions should be open-ended and designed to encourage the prospect to elaborate on their concerns. By digging deeper, you can identify the specific pain points that are driving the objection. This is not the time to be defensive, but rather to be curious and investigative.4. Present Value: Once you have a clear understanding of the prospect's concerns, present your solution in a way that addresses their specific needs and demonstrates value. This involves showcasing how your product or service can help them overcome their challenges and achieve their goals. Focus on the benefits and outcomes, rather than just the features. Frame your value proposition in a way that directly addresses the objection. For example, if the objection is price, highlight the long-term return on investment.The podcast emphasizes that this process is linear and cannot be rushed. Attempting to shortcut any of these steps will likely result in failure. The importance of preparation is also stressed. By anticipating common objections and developing thoughtful responses, sales professionals can significantly increase their chances of success. The episode concludes by reinforcing the idea that objections are not obstacles, but opportunities to build trust and close deals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It's not just an email tool—it's a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game.We'll break down three game-changing Outlook strategies:Effortless Email Templates – Stop rewriting the same messages over and over! We'll show you how to create and save templates for common sales emails—whether it's cold outreach, follow-ups, or thank-you notes—so you can respond faster and stay consistent.Scheduling Like a Pro – Say goodbye to endless back-and-forth emails. Learn how Outlook's scheduling tools, calendar sharing, and smart reminders can help you book meetings with ease and keep your sales pipeline moving.Smart Automation – Timing is everything in sales. Discover how to schedule emails for the perfect moment, use inbox rules to cut through the clutter, and automate repetitive tasks to free up more time for selling.By mastering these Outlook features, you can streamline your workflow, strengthen your communication, and ultimately drive more sales. Tune in and learn how to turn Outlook into your personal sales accelerator!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode explores the challenges of cutting through the noise in today's saturated sales landscape. In an era of information overload, generic sales pitches are no longer effective. The key to success lies in hyper-personalization, specificity, and a multi-channel approach.The podcast emphasizes the importance of deep discovery and insightful questioning to understand the unique needs and challenges of each prospect. By focusing on specific pain points and tailoring solutions accordingly, sales professionals can deliver a truly personalized and impactful message.Furthermore, the episode highlights the need to move beyond single-channel marketing. Utilizing a multi-channel approach, such as combining email, social media, and direct mail, allows sales professionals to reach prospects across various touchpoints and increase their visibility.The podcast also emphasizes the importance of continuous learning and adaptation. The sales landscape is constantly evolving, and successful professionals must stay abreast of new technologies, trends, and best practices to maintain a competitive edge.By focusing on personalization, leveraging multiple channels, and continuously adapting their strategies, sales professionals can effectively cut through the noise and achieve success in the dynamic and competitive marketplace of 2025.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life.The episode introduces the "BEAM" framework for effective networking:Build:Focus on Quality over Quantity: Prioritize building genuine relationships with individuals who share your interests and values.Ask Powerful Questions: Go beyond superficial conversation and ask insightful questions to deepen connections and understand others' perspectives.Embrace Awkwardness: Recognize that networking can sometimes feel awkward, but embrace these moments as opportunities for growth.Expand:Share Your Network: Introduce valuable connections within your network to each other, fostering collaboration and mutual support.Seek Introductions: Leverage your existing network to gain introductions to new individuals and expand your reach.Attend Industry Events: Participate in conferences, workshops, and other events to meet new people and expand your professional horizons.Maintain:Stay Connected: Regularly engage with your network through social media, email, or phone calls.Reciprocity: Be a valuable asset to your network by offering support, sharing information, and making introductions.Friends for Life: Don't Reintroduce yourself if you haven't connected with someone in a while. Once they are in your network, you are friends for life.By consistently building, expanding, and maintaining your network, you can create a powerful support system that will benefit you throughout your career and personal life.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode addresses the common challenge of losing leads in sales and provides a practical framework for re-engaging with those who have fallen through the cracks.The episode acknowledges the emotional hurdle of feeling shame or guilt for losing a lead. It emphasizes the importance of overcoming these feelings and acknowledging that mistakes happen. The key is to learn from the experience and implement strategies to prevent future losses.The podcast highlights the importance of transparent communication with the prospect. It emphasizes the need to apologize for any lapses in communication and reassure the prospect that this is not reflective of your usual approach.The episode stresses the importance of consistent follow-up. Once a lead is re-engaged, it's crucial to maintain consistent communication and demonstrate a commitment to building a strong relationship.Furthermore, the podcast encourages sales professionals to allow prospects to challenge them. This can be a valuable opportunity to demonstrate your ability to overcome obstacles and deliver on your promises.Finally, the episode emphasizes the importance of setting and adhering to deadlines. By consistently meeting deadlines and following through on commitments, you build trust and demonstrate your reliability.By implementing these strategies, sales professionals can effectively reclaim lost leads, rebuild trust, and ultimately increase their chances of closing deals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode explores the power of hyper-personalization in modern sales. It emphasizes that truly effective sales strategies go beyond generic pitches and focus on deeply understanding individual customer needs.The podcast highlights the importance of asking insightful discovery questions to uncover unique pain points and identify specific opportunities. It emphasizes that hyper-personalized solutions can only be developed through a thorough understanding of the customer's unique challenges and goals.Recognizing that true hyper-personalization requires significant time and effort, the podcast explores the role of AI in streamlining the process. AI-powered tools can analyze data, identify patterns, and generate insights that help sales professionals understand their customers more deeply. This allows sales teams to focus on high-value interactions while AI handles the heavy lifting.The podcast also discusses the importance of leveraging SEO to attract niche audiences and drive targeted traffic to your website. By optimizing your website content for specific keywords and search terms, you can attract potential customers who are actively seeking solutions to their specific challenges.In conclusion, this podcast emphasizes that hyper-personalization is not just a trend; it's the future of sales. By embracing data-driven insights, leveraging AI, and focusing on deep customer understanding, sales professionals can build stronger relationships, close more deals, and achieve greater success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode challenges the notion of sales as an artistic endeavor where every interaction is a unique masterpiece. Instead, it emphasizes the importance of a structured sales process for consistent success.The podcast argues that viewing sales as an art form can lead to inconsistency and unpredictability. Without a defined process, sales interactions can become haphazard and lack a clear direction. This can result in missed opportunities and decreased efficiency.In contrast, a well-defined sales process provides a framework for consistent success. It outlines a clear path, from initial contact to closing the deal, ensuring that key steps are not overlooked. This allows sales professionals to adapt and adjust while maintaining a consistent approach.The podcast draws a parallel between sales and manufacturing. Just as Henry Ford revolutionized manufacturing with his assembly line process, sales professionals can benefit from a structured approach that maximizes efficiency and predictability.While acknowledging the importance of creativity and adaptability, the podcast emphasizes that a strong foundation of process is essential. This allows sales professionals to focus on building relationships, understanding client needs, and delivering value, while maintaining a consistent and effective approach.Ultimately, the podcast encourages listeners to embrace a process-driven approach to sales, recognizing that while artistry and creativity have their place, consistent execution is key to achieving long-term success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textNick Cannon shares how to create loyalty with customers. One of the keys to customer loyalty is communication. Too many times we think that loyalty comes when there is a gift, contribution or some remarkable event. The key to customer loyalty is simple... communicate consistently. Authenticity ensure that you are being yourself. This includes standing up for yourself and not being afraid to express your needs to the client as well. The key to sales that that it works not only for the client but also for your company as you as an individual. When you are comfortable there is a great ability to have the continuity.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode challenges the traditional notion of making New Year's resolutions in sales. It argues that these resolutions are often vague, unrealistic, and ultimately ineffective.The podcast outlines three key reasons why sales professionals should AVOID setting traditional New Year's resolutions:Vague and Unrealistic: Many New Year's resolutions are overly broad and lack specific, measurable, achievable, relevant, and time-bound (SMART) goals. This lack of clarity often leads to discouragement and failure.Success Requires Continuous Adaptation: The sales landscape is constantly evolving. Successful sales professionals must continuously adapt their strategies, learn new skills, and refine their approach. Focusing on immediate, incremental changes is more effective than waiting for a new year to make sweeping resolutions.Short-Term Goals are Key: Short-term, achievable goals provide a roadmap for success. They offer a sense of accomplishment and motivation to continue striving for improvement. Long-term goals are important, but they should be supported by a series of smaller, more manageable steps.The podcast emphasizes that true success in sales comes from a commitment to continuous improvement. Instead of waiting for a new year to make drastic changes, sales professionals should focus on making small, consistent improvements throughout the year. This approach is more sustainable and ultimately more effective in achieving long-term goals.The podcast concludes by encouraging listeners to ditch the traditional New Year's resolution and embrace a mindset of continuous improvement. By setting realistic goals, focusing on small wins, and adapting to the changing needs of the market, sales professionals can achieve lasting success and build a fulfilling career. Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textMike and Scott wish you all a Merry Christmas!Naughty and Nice List of SalesNaughty ListPushyNo ServiceDon't Understand Me at All (Don't allow me to talk)Nice ListAllow Me to DecideTreat Me Like a Person (Respect and ensure I understand)Meet/Address All My NeedsThere are several Christmas buying behaviors that we should look for and how they work in our industries:Last minute rush - Too many times we work towards buying on a deadline even though nobody likes buying under pression.Social media or Influencer - Find ways to have reviews or testimonials to potential clients. People like knowing other's experience.Campaigns or Deals - Buyers like feeling as though they have won. Ensure that you allow space for a buyer to feel that they are winning. Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis 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.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis 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 ActionsIdentify 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 & ImportantImportant but Not UrgentUrgent but Not ImportantNeither Urgent nor ImportantThen 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 ProPlan 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 TasksWork 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!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis 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!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis 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.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this episode, we dive into a topic that doesn't get enough airtime: breaking up with clients. Yes, client breakups are a thing—and spoiler alert—they can be just as awkward as a middle school breakup. The key is handling it with the right mix of grace, strategy, and maybe a dash of humor (but only if your client can handle it).Sometimes, it's not you or them—it's life. Business mergers, acquisitions, or sudden left turns in strategy can mean a breakup is inevitable. When that happens, honesty and open communication are your best friends. Think of it as “it's not you, it's our strategic pivot” instead of ghosting them. (Pro tip: Ghosting is for bad dates, not business relationships.)And then there are the toxic client relationships—drama-filled, draining, and completely unproductive. These are the ones where you know it's over, but you keep hoping things will magically change (spoiler: they won't). It's okay to admit when it's time to cut ties. Sometimes breaking up frees you up to find that dream client who pays on time and actually reads your emails.The episode also serves up some solid advice on how to break up. Step one: don't send a breakup email with the subject line “Bye, Felicia.” A thoughtful face-to-face or phone conversation goes a long way. It's like ripping off a Band-Aid—uncomfortable but necessary. And hey, you might even walk away with mutual respect intact.Another important nugget: clear expectations. Think of it as your pre-nup for client relationships. When everyone knows what's expected, there's less drama. But if a client keeps pushing boundaries and missing the mark, it might be time for a “we need to talk” moment. Just maybe skip the dramatic “we're done here” speech unless you're channeling your inner soap opera star.At the end of the day, this episode reminds us that client breakups don't have to be messy. With honesty, good communication, and a sprinkle of professionalism, you can walk away with your reputation—and your sanity—intact. Plus, you'll have a great story for the next networking event: “So, this one time, I had to break up with a client…”Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast challenges the traditional perception of sales as a manipulative or pushy profession. It argues that sales is an integral part of human interaction and is present in every aspect of our lives.Everything we love, need, and want has been sold to us in some way. From the products we purchase to the ideas we embrace, there's always a persuasive element at play. This doesn't mean deception or manipulation, but rather the art of effective communication and persuasion.The podcast highlights the importance of honesty and integrity in sales. By avoiding deceptive practices, sales professionals can build trust and long-lasting relationships with clients. When people feel valued and understood, they are more likely to make positive purchasing decisions.The podcast encourages listeners to embrace sales as a noble profession. By mastering the skills of persuasion and communication, individuals can positively impact the world. Whether it's advocating for a cause, inspiring others, or simply convincing someone to try a new product, sales is a powerful tool for creating positive change.The podcast concludes by urging listeners to lean into sales and embrace its potential. By honing their sales skills, individuals can achieve their personal and professional goals while making a positive impact on the world.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThinking Globally, Acting Locally: A Sales PerspectiveThis podcast delves into the importance of striking a balance between global thinking and local action in the world of sales. While globalization has interconnected markets and created opportunities for businesses to expand their reach, it's equally crucial to understand and cater to the nuances of local markets.The podcast highlights the following key points:1. Understand Global Trends:Stay Informed: Keep abreast of global economic trends, technological advancements, and cultural shifts.Identify Opportunities: Leverage global trends to identify niche markets and untapped opportunities.2. Adapt to Local Realities:Cultural Nuances: Respect local customs, traditions, and business etiquette.Language Barriers: Effectively communicate with clients and partners in their native language or through skilled interpreters.Regulatory Compliance: Adhere to local laws and regulations to avoid legal and ethical pitfalls.3. Build Strong Local Relationships:Networking: Develop strong relationships with local businesses, industry associations, and key decision-makers.Community Involvement: Participate in local events and initiatives to enhance your brand reputation.4. Leverage Global Tools and Technologies:CRM Systems: Utilize customer relationship management tools to manage and track global clients efficiently.Communication Platforms: Utilize advanced communication tools to connect with clients across time zones and borders.Data Analytics: Leverage data analytics to gain insights into global market trends and customer behavior.5. Adapt Your Sales Approach:Customize Your Pitch: Tailor your sales pitch to the specific needs and preferences of your local market.Localize Your Marketing: Use localized marketing materials and campaigns to resonate with your target audience.Build Trust and Credibility: Establish trust and credibility with local clients by demonstrating a deep understanding of their unique challenges and opportunities.By effectively balancing global thinking with local action, sales professionals can maximize their impact and achieve long-term success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode explores the transformative impact of gratitude in sales. It highlights five key areas where gratitude can significantly enhance your sales performance:Fosters Trust: When you approach your interactions with genuine gratitude, you demonstrate that you value the opportunity and respect the client's time. This builds trust and establishes a strong foundation for future interactions.Cultivates Loyalty: Clients who feel valued and appreciated are more likely to remain loyal to you and your company. Gratitude fosters a sense of connection and loyalty that can lead to long-term relationships and repeat business.Creates a Positive Mindset: A grateful mindset allows you to approach sales interactions with enthusiasm and optimism. This positive energy can influence your clients' perspective and increase your chances of success.Sets You Apart: Gratitude offers a unique selling proposition. By demonstrating genuine appreciation, you can differentiate yourself from competitors and build stronger relationships with clients.Encourages Positive Word-of-Mouth: When you show gratitude, clients are more likely to talk positively about your brand and recommend your services to others. This can lead to valuable referrals and increased business.In conclusion, this podcast underscores the transformative power of gratitude in sales. By fostering trust, loyalty, a positive mindset, differentiation, and positive word-of-mouth, gratitude can significantly enhance your sales performance and build lasting relationships with clients.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThe Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve.The podcast outlines five key strategies for adapting to change in sales:Maintain a Growth Mindset: Cultivate a genuine eagerness to learn and develop your skills, regardless of your experience level. Stay curious, seek out new knowledge, and be open to feedback.Seek Guidance from Leaders and Coaches: Recognize the value of mentorship and seek guidance from experienced professionals who can provide a broader perspective. Leaders and coaches can offer valuable insights and help you navigate the complexities of the industry.Listen to Customers: Pay close attention to customer feedback and industry trends. By understanding the evolving needs and expectations of your target market, you can anticipate changes and adjust your sales approach accordingly.Embrace Course Correction: Be proactive in identifying areas for improvement and making necessary adjustments. Don't hesitate to course-correct your strategies early on to avoid costly mistakes and stay aligned with changing market dynamics.Implement Incremental Change: Avoid drastic overhauls and focus on making gradual, incremental changes. This approach allows you to test new strategies, gather feedback, and refine your approach over time.By adopting these strategies, sales professionals can become more adaptable, resilient, and successful in navigating the ever-changing landscape of the industry.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast delves into the importance of building a strong personal brand in sales. It differentiates between: Reputation - which is often shaped by hearsay and beyond a sales rep's control vsBrand - which is a proactive approach to crafting a narrative.The podcast outlines eight key steps to create and develop a personal brand:Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your expertise, experience, and the value you bring to clients. Craft Your Message: Focus on your target audience and create an authentic message that resonates with them. Develop a clear mission statement that reflects your values, goals, and the unique value you offer.Establish Your Online Presence: Actively manage your online presence to control the narrative and communicate your brand effectively. Create a professional website, maintain an active social media presence, and contribute to industry forums and blogs.Build Your Network: Surround yourself with like-minded individuals who can support and promote your brand. Engage with the community both online and offline by attending industry events, joining professional organizations, and participating in networking groups.Demonstrate Expertise: Showcase your knowledge and skills through positive interactions, content creation, and thought leadership. Share your insights through blog posts, articles, webinars, or speaking engagements.Build Trust: Develop strong relationships by showing empathy, understanding your clients' needs, and delivering on your promises. Be transparent, honest, and reliable in your interactions.Keep Learning: Seek feedback, learn from your experiences, and continuously strive to improve your skills and knowledge. Attend industry conferences, take courses, and stay up-to-date on the latest trends and best practices.Leverage Testimonials: Collect and share positive testimonials from satisfied clients to reinforce your brand and reputation. Encourage clients to provide feedback and share their experiences with others.By following these steps, sales professionals can create a powerful personal brand that sets them apart, builds trust with clients, and drives long-term success. Remember, building a personal brand is an ongoing process that requires consistent effort and dedication.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process.The episode highlights the tendency to overthink and procrastinate, allowing valuable time to slip away. It emphasizes that the most important factor is to simply begin and take action. By starting the process, even with an imperfect product or idea, you can gather valuable feedback, iterate, and refine your approach over time.The podcast delves into the psychological reasons why people often get stuck in analysis paralysis. Fear of failure, perfectionism, and the desire for certainty can all contribute to this mindset. The episode emphasizes that it's important to recognize these limiting beliefs and challenge them.Furthermore, the podcast discusses the concept of "good enough." It highlights that striving for perfection can be counterproductive, as it can lead to endless revisions and delays. Instead, the episode encourages listeners to focus on creating a product or idea that is "good enough" to get started.The podcast also provides practical tips for overcoming analysis paralysis. These include setting deadlines, breaking down tasks into smaller, more manageable steps, and seeking feedback from others. By taking these actions, listeners can break free from their own limitations and move forward with their projects.This podcast emphasizes the importance of taking action and overcoming analysis paralysis. By simply "just moving" and starting the implementation process, individuals can turn their ideas into reality and achieve their goals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask questions. By positioning yourself as an expert advisor, you can create a sense of curiosity and intrigue, prompting the buyer to seek your guidance.To achieve this, the podcast suggests two strategies:Frame the Conversation: Use your personality and humor to engage the buyer and create a comfortable atmosphere. Clearly communicate your intentions and let them know that you are offering valuable insights.Ask Deficit Questions: Pose questions that highlight the buyer's knowledge gaps or challenges. This approach encourages them to take ownership of the conversation and seek your expertise.By adopting these strategies, sales professionals can avoid the pitfalls of unsolicited advice and effectively guide buyers towards making informed decisions.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast explores the topic of motivation, with co-hosts Mike and Scott debating the primary drivers behind human behavior. Mike initially proposes pleasure and pain as the main motivators, suggesting that we are naturally drawn to activities that bring us joy and avoid those that cause discomfort.However, Scott challenges this perspective, arguing that fear and greed are the underlying forces that shape our actions. He defines greed as pursuing our own self-interest, and explains that while we may be motivated by the desire for pleasure, it's ultimately driven by a selfish desire for personal gain.Scott further elaborates that fear plays a significant role in our decision-making. We may avoid certain actions or make choices based on fear of negative consequences, such as embarrassment, disapproval, or financial loss.The podcast concludes by highlighting how both fear and greed can influence our behavior in the realm of sales. Sales professionals may be motivated by the greed of achieving financial success and personal recognition, while also being driven by fear of failure or rejection.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies:Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs and demonstrate expertise. This approach helps to establish trust and credibility.Avoid Price-Based Competition: Focusing solely on price can lead to a dangerous game of one-upmanship with competitors. Instead, emphasize the value and unique benefits your product or service offers. By highlighting the differentiation and competitive advantage, you can position yourself as the preferred choice, even if your pricing is slightly higher.Walk Away from Unprofitable Deals: It's important to recognize when a deal is not mutually beneficial. While maintaining a pipeline of potential customers is crucial, wasting time on buyers who are not interested or ready to commit can be detrimental. By walking away from unprofitable deals, sales reps can focus their efforts on opportunities that align with their goals and objectives.By implementing these strategies, sales professionals can effectively navigate buyer tactics, avoid common pitfalls, and increase their chances of closing successful deals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your data analysis with management's perspective to ensure a shared understanding of key performance indicators.Beyond identifying trends, Scott and Mike highlight the value of incorporating relationship details into data analysis. By considering factors such as customer loyalty, engagement, and purchase history, sales reps can gain a more nuanced understanding of their performance and identify opportunities for improvement. This can involve tailoring sales strategies to specific customer segments, strengthening existing relationships, and addressing potential concerns proactively.Furthermore, they discuss the importance of using sales reports to measure the effectiveness of different sales strategies and tactics. By tracking metrics such as conversion rates, average deal size, and customer acquisition costs, sales reps can identify what works well and what needs to be adjusted. This data-driven approach can help optimize sales efforts and maximize results.This week's episode emphasizes that sales reports are a valuable tool for understanding customer behavior, identifying trends, and driving performance. By effectively analyzing and leveraging sales data, sales reps can make more informed decisions, optimize their strategies, and ultimately achieve greater success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.Fear: The Silent SaboteurFear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.Uncertainty: Navigating the UnknownUncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.Doubt: The Internal CriticDoubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.This podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period.Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year.Break It Down: Divide your overall goal into smaller, more manageable milestones to track progress.Create an Action Plan: Develop a detailed plan outlining the necessary steps and timelines to reach your goals.Seek Feedback: Share your plan with a manager or peer to get valuable insights and suggestions.Prioritize Time: Block out dedicated time on your calendar to focus on your end-of-year sales activities.Find an Accountability Partner: Partner with a colleague to provide mutual support and motivation.Avoid Unethical Practices: The podcast strongly discourages the practice of sandbagging or pulling forward orders, as these tactics can have negative long-term consequences.By following these steps, sales reps can increase their chances of successfully meeting their end-of-year quotas and achieving their professional goals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.The Importance of Sales Preparation Starts with PreparationIn this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It's crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the customer wants, not just pushing our solution on them.We know there's always a risk of over-preparing for someone who might not be that interested, but this podcast suggests that it's better to be over-prepared than caught off guard. For cold calls, we need to gather information bit by bit and not overwhelm the prospect with too much information right away. If we're short on time, setting up a follow-up meeting is key.The podcast wraps up by emphasizing the need to engage prospects with thoughtful questions and not rush into offering solutions. By focusing on the customer and being ready for any situation, we can greatly improve our chances of success and stand out from the competition.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.Common Negative Behaviors in the Face of AdversityAvoidance and DisengagementIgnoring the situation: This can be a form of denial, where salespeople pretend the problem doesn't exist, hoping it will resolve itself.Shutting down: Salespeople may withdraw emotionally and physically, becoming less responsive and engaged in their work.Counterproductive Coping MechanismsToo outgoing (fake): To mask their internal struggles, salespeople might overcompensate by being overly enthusiastic or friendly, which can come across as inauthentic.Negative emotions: These can range from frustration and anger to sadness and despair. When unchecked, they can cloud judgment and hinder problem-solving.Other Negative BehaviorsProcrastination: Delaying tasks or decisions due to fear of failure or overwhelm.Blaming others: Shifting responsibility for setbacks onto colleagues, managers, or customers.Perfectionism: Setting unrealistic expectations and becoming paralyzed by the fear of making mistakes.These behaviors, often rooted in fear, insecurity, or a lack of resilience, can significantly impact a salesperson's performance and job satisfaction.Would you like to explore strategies for building resilience and overcoming these negative behaviors?Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.We share another some of our favorite moments. Two episodes stand out:Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.Why You Need to Be Your Biggest Promoter:Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.Crafting Your Story: Don't Wait to Be the HeroTaking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.In this week's episode, we review some of our greatest hits. The focus this week is on:Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business.Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct.Closing - James Muir highlights the 7 Deadly Sins in sales. Some of these we are doing wrong. There is a better way to close to improve the experience for everyone.There are more top hits from some of our favorite guests. Join us next week for more top hits.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.You might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it!You are in sales if:You speak to a client or prospectYou are trying to push your pointThere will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales.Why does sales get a bad reputation? Negotiation - most people don't like to negotiate. One of the reasons is that in a negotiation, you typcially don't get everything that you want. You will likely have to compromise on something. Needing another example? - Most of your friends will enjoy the same things that you like. We don't typically hang out with people that don't have similar interests. To hang out with them, we have to give up too much. Most people don't want to give up or compromise. This compromise gives sales a bad reputation.There is a better way to sell than an old fashioned negotiation. Sales is about enhancing the client/prospects way of life. There is a better way to sell that is current. You are not in the old way of sales and that is okay. You are in the new way of sales. Now get out and sell!Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".Contact Fred on LinkedIn or through this website: Fred CopestakeScott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.On this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure?Don't stop talkingCondecendingCode JibberishFidgetingOthers not listeningDont care / Lack of relevanceChoose wrong timeLack of specificitySpeaking above level of listenerEmbarrased and don't understandOut of these listed here, which do you feel is the biggest communication failure in sales?Who is the winner? Reach out and let us know which one is the biggest failure in communication.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.This episode dives into the difference between ambition and work ethic.The Difference Between Ambition and Work EthicBlind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve.Work Ethic Defined: This is the embodiment of "getting things done" - putting in the consistent effort to see tasks through to completion.Why They Both Matter in SalesAmbition Without Work Ethic is a Recipe for Stalemate: Chasing grand ideas without the dedication to make them reality leads nowhere.Work Ethic Without Ambition Lacks Direction: You can be a busy bee, but without focused goals, your efforts might not contribute to meaningful sales growth.The Ideal SalespersonThe sweet spot lies in having both ambition and work ethic. However, when building your team:Consider This: Would you rather hire someone with ambition who you can teach work ethic, or someone with work ethic you'd need to inspire ambition in?Arguments for Hiring Ambition:Coachable individuals with a hunger for success can be molded into high performers with the right training.Their inherent drive can create a positive and competitive energy within the sales team.Arguments for Hiring Work Ethic:A strong work ethic is a foundational skill. They'll be reliable and see tasks through, even when the going gets tough.They can provide a solid base to build ambition on top of, potentially leading to long-term success.The TakeawayBoth ambition and work ethic are crucial for success in sales. The ideal candidate will possess a healthy balance of both. However, the best path for your team might depend on your company culture and investment in coaching and development.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a Text Message.This episode will captivate you with an extraordinary tale of resilience and triumph as we welcome Zach Kauflin to the show this week. Zach generously shares his remarkable journey in the realm of sales, serving as an example of inspiration for all aspiring sales professionals and managers.This episode promises to reignite your passion and drive for success. Zach's narrative is a testament to the power of perseverance and determination, leaving an indelible mark on all who tune in.After hearing Zach's story, if you don't feel invigorated and more determined than ever to excel in the field of sales and sales management, it may be time to reassess your aspirations. This episode is guaranteed to leave you not just motivated, but positively fired up, equipped with the tools and mindset to maximize your career potential.If Zach's journey resonates with you or if you have insights to share, don't hesitate to reach out. We would love to talk with you and continue the conversation.Scott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach