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PODCAST

The Selling Podcast

Mike Williams and Scott Schlofman

Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They"re not just here to drop

business management

All Episodes

30:05

"IT'S ME, NOT YOU" and other lies we tell...

The Selling Podcast ·

2024/11/13

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...

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30:08

YOU ARE IN SALES - EVERYTHING YOU LIKE WAS SOLD TO YOU!

The Selling Podcast ·

2024/11/06

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 ...

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30:23

THINK GLOBALLY AND ACT LOCALLY - CONVERSATIONS IN THE...

The Selling Podcast ·

2024/10/30

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 e...

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33:05

GRATITUDE IN SALES - IT DRIVES ACTUAL BUSINESS

The Selling Podcast ·

2024/10/23

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 ...

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31:09

ADAPT TO CHANGE

The Selling Podcast ·

2024/10/16

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, s...

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33:46

REPUTATION VS BRANDING - BUILD YOUR OWN BRAND

The Selling Podcast ·

2024/10/09

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 e...

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31:47

JUST MOVE... IT IS NOT THE MVP - GET GOING

The Selling Podcast ·

2024/10/02

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...

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28:49

UNSOLICITED ADVICE IN SALES... IT NEVER WORKS!

The Selling Podcast ·

2024/09/25

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 que...

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33:01

FEAR AND GREED ARE THE MOTIVATORS OF LIFE AND SALES

The Selling Podcast ·

2024/09/18

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 ex...

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30:59

AVOID FALLING VICTIM TO THE BUYER

The Selling Podcast ·

2024/09/11

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 ...

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25:43

UNLOCKING THE POWER OF SALES REPORTS

The Selling Podcast ·

2024/09/04

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 differ...

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30:41

OVERCOME FUD IN SALES - FEAR | UNCERTAINTY | DOUBT

The Selling Podcast ·

2024/08/28

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 failu...

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32:24

PREPARE FOR THE END... END OF THE YEAR IS COMING!

The Selling Podcast ·

2024/08/21

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 ...

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31:40

IDEA TO IMPLEMENTATION - HOW TO SELL YOUR IDEA

The Selling Podcast ·

2024/08/14

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 commitmen...

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22:11

PREPARE - MORE THAN WHAT YOU ARE DOING FOR THE SALES...

The Selling Podcast ·

2024/08/07

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...

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31:28

MASTERING ADVERISTY WHEN SELLING

The Selling Podcast ·

2024/07/31

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 en...

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31:11

TOP EPISODES - MARKET YOURSELF AND CHOOSE YOUR OWN...

The Selling Podcast ·

2024/07/24

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...

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38:55

TOP HITS IN SALES... GREATEST HITS OVER 200+ EPISODES

The Selling Podcast ·

2024/07/17

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...

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32:08

YOU ARE IN SALES... GET OVER IT

The Selling Podcast ·

2024/07/10

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. On...

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29:22

Ethical Selling - Fred Copestake

The Selling Podcast ·

2024/07/03

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 ...

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297 results

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