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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 careers

All Episodes

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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33:45

COMMUNICATION BRACKET - BEST FAILURES BRACKET

The Selling Podcast ·

2024/06/26

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 fail...

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31:27

WORK ETHIC VS AMBITION

The Selling Podcast ·

2024/06/19

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 ...

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30:41

INSPIRING LIFE (AND SALES) LESSONS FROM ZACK KAUFLIN

The Selling Podcast ·

2024/06/12

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 ...

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30:10

Brad Lee - A CEO's Perspective - Episode 2

The Selling Podcast ·

2024/06/05

Send us a Text Message.Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.You can reach Brad at Clarus Leadership Partners and tap into his network.As always, reac...

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25:09

Brad Lee - A CEO's Perspective - Episode 1

The Selling Podcast ·

2024/05/29

Send us a Text Message.Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.You can reach Brad at Clarus Leadership Partners and tap into his network.As always, reac...

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21:57

OVERCOMING SALES OBSTACLES - A FEW PITFALLS TO AVOID

The Selling Podcast ·

2024/05/22

Send us a Text Message.Overcoming Technical Glitches: Stay Focused on What You Can DoThis episode tackles how to stay effective when technical difficulties disrupt your sales process, using Mike's internet issues as an example.The key takeaway? Focus on what you can control. While reaching out for help is okay, prioritize actions that don't rely on technology:Double down on core skills: Leverage your sales expertise through relationship building, active listening, and clear communication.Prep...

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37:55

SALES EVOLUTION - ARE YOU READY FOR WHAT IS COMING IN...

The Selling Podcast ·

2024/05/15

Send us a Text Message.Info Brokers to Personal Guides: The Evolution of SalesThis episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor.The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything.The Shift to Value: The internet change...

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33:13

TENACITY + DETERMINATION = SALES SUCCESS

The Selling Podcast ·

2024/05/08

Send us a Text Message.Tenacious + Determination = SuccessMike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo.Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough.Determination, on the other han...

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309 results

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