DiscoverThe Selling Podcast
The Selling Podcast
Claim Ownership

The Selling Podcast

Author: Mike Williams and Scott Schlofman

Subscribed: 2Played: 11
Share

Description

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

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

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

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

204 Episodes
Reverse
There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different. The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation.Here are the best steps in sales negotiation:Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.) Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This elScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
When nothing is working, here is what you can do. Let's define our sellers slump.There are two types of slumps that we encounter:Difficulties that arise what are out of our control.Challenges that we create for ourselves.A few weeks ago, we spoke about things that you can do to help sell when things are out of your control. This episode is to get out of the challenges that you create yourself. This time of year (end of winter and beginning of spring) is a common time to have a slump because there are bad times, too many vacations or it's not front of mind.Scott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale.Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before presenting. This will help you eliminate and mitigate distractions.Reaction - Use the science of sales to create the intended reaction of the prospect/client. There will be several tips or words that will be stated in the sales process that signal that you are on the right track. While you might be new in this process, a manager or an experienced rep will be able to point these out.Satisfaction - This is the focus of the whole sales process. Is the client satisfied? The client should always be satisfied. Understanding the client's needs is key in every sales connection. Keep sales simple and always ensure that the client is satisfied. Don't hold back information from the person you are selling to.Traction - Help your prospect/clients with traction for what they are trying to accomplish. It is this traction that will help create organic referrals. When the people you are selling to are feeling completed, then they will want to include others in their success.Don't be distracted or be the distraction. This comes through practice. Then you will want to listen for the right reaction or sales triggers. These will lead towards client satisfaction. From there, you will want to encourage the account to speak to others because they are benefit from what you have sold.What are we missing? Reach out to us with a better acronym!  Scott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Why do we choose not to use our CRM?  Too often we complain about how we need more sales help, resources or benefits from the company. What can a CRM do for you? This is what we discuss in this episode.Challenges using CRM that we tell ourselves:Save time by not using your CRM - it takes too much time. While you might think that now, it is when you are at the follow up meeting and can't remember the next steps, you should have taken more time writing down notes.Notes put in are not clear enough - be detailed enough that someone else reading can understand what is happening.Not reviewing the notes taken - ensure you go back to the notes after taking them.Leverage the analytics - if you are taking the time and reviewing the notes, then you should also maximize the data it provides.Accountability exists even if you don't write it down - even if you do not write down your goals, you will still be held accountable. The CRM helps because it is an actual note. Without a detailed note, goals can be modified without your approval.You can't get rid of me if I don't keep a CRM - You are not replaceable if you are good. You have relationships that will take someone significant time to cultivate. You can be replaced but it make take time. Writing down the information on the CRM doesn't change the speed of being replaced.We spend the time talking about practical ways to utilize the CRM effectively. Using the CRM correctly, by using administrative time correctly, will help you improve efficiency and greatly benefit your sales.Save yourself time by writing down clear notes that you review, allow them to feed into the larger data, create accountability and make you a better sales rep that will help you not be replaceable!Scott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Are you struggling to keep your sales pipeline consistently full? In this episode, we dive into the essential strategies for ensuring a steady flow of prospects and closing more deals.Key Takeaways:The Updated, Tracked Funnel: Stop dreading the funnel and instead embrace it as your progress tracker. Consistent updates are crucial for visibility and success.Pipeline Matchmaking: Play matchmaker between your prospects' desired outcomes and your solutions. A good fit leads to better results for everyone.The Pipeline Roadmap: Visualize your pipeline as a map outlining your sales journey. Avoid shortcuts – technology like your CRM is your trusty sidekick, not a cheat code.Commit to using your pipeline  It's the key to boosting sales and making lasting improvements in your business.Scott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Sway Your "A"

Sway Your "A"

2024-02-2133:42

Welcome to the not-so-typical "A" personality spectrum where you'll encounter our fab five of "A" personality types: Adversarial, Antagonistic, Agnostic, Apathetic, and Advocate. And every complex sales call encounters at least three of the personalities. But fear not, for every "A", there's a way to sway!First up, we've got the Adversarial bunch. These are the folks who are "negatively vocal." They're openly opposed to you or your product for some reason, but fear not, your mission is to reassure them that you're not here to steal your competitor's lunch money. You're offering something that others just can't match. It's like persuading someone not to buy all their baked goods from the dark side because you have the best cookies.Next, meet the Antagonistic crew. These sneaky folks are trying to undermine your efforts and kick you out without even saying a word. Finding them is like searching for a needle in a haystack, but with patience and a lot of coffee chats, you might just uncover them and learn about their hesitations.Now, the Agnostic gang. They're like the indifferent teenagers of the bunch. They don't care either way, but your job is to make them care. Show them how your product can make their lives easier, like telling someone that adding bacon to anything makes it better.Moving on, we've got the Apathetic pals. They're cool with you but not so much with your product. It's like they're at a party, but not really vibing with the music. Don't leave them hanging, though. Get them involved, maybe even ask them to be your product spokesperson. Who knows, they might just become your biggest cheerleader!Last but not least, the Advocates. These are the champions, the folks who spread the word like wildfire. Once you've got them on your side and you keep them enthused and happy, referrals start rolling in faster than you can say "sales superstar."So there you have it, the "A's" of the Account Spectrum and how to navigate them. It's like a game of emotional chess, but with bigger payoffs than just checkmate.Scott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Justin Ashby serves as the Vice President of Marketing at Alysio, and also assumes the role of host for the "Great Day in Sales" Podcast. Besides that, he is a lot of fun! His insights, knowledge, and experience can't hold a candle to his sarcasm and humor!In our interview, we delve into two primary subjects:Alysio aims to redefine the concept of exceptional sales practices. As sales reps, we find ourselves neglecting to monitor the appropriate leading indicators. Alysio introduced a gamified approach to tracking the right key performance indicators, which prompts action on the metrics that truly impact results. Explore Alysio to ensure your focus is on the right metrics.Secondly, the "Great Day in Sales" Podcast boasts an impressive array of guests who share diverse perspectives on sales. The podcast consistently features insightful discussions with industry experts with Justin the host. Check it out!And please, share this episode with your friends, teams, and even your relatives. And don't forget to leave us a review and a 5-star rating.Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Mike tries to convince Scott that no pipeline is needed. This episode has a small role play and brings out the excuses we have all used or wanted to use when it comes to creating a pipeline.Feeling overwhelmed by the idea of a sales pipeline? You're not alone! This episode tackles common excuses like "I'm already swamped" and "more clients = stress," revealing the hidden potential that pipelines hold.While it's true that growth can bring challenges, we'll bust the myths and show how a pipeline can actually:Free up your time: Pipelines create structure and accountability, helping you prioritize leads and avoid last-minute scrambles.Scale smoothly: Instead of feeling overloaded, focus your efforts on qualified leads, driving healthy, strategic growth in targeted areas.Benefit everyone: Contrary to your worries, a pipeline doesn't burden the company. It helps manage expectations,plan resources effectively, and potentially secure additional support as you scale.Ready to unlock the power of a pipeline? Tune in for practical tips and insights to build a system that works for you,not against you. Remember, pipelines aren't about adding more clients, it's about adding the right clients in a sustainableway. Let's grow together!Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Skip the Pitches and Sprint to "Yes" with This Podcast Hack!Feeling like your requests land with a resounding "no" more often than a "heck yeah"? Buckle up, friend, because this episode is about to turn your "ask to task" ratio upside down. Forget the traditional sales song and dance – we're ditching the ditch and taking a shortcut straight to the "yes."Turns out, people are actually more likely to help when you simply ask. But hold your horses, eager beavers! Just throwing out your ask willy-nilly won't work. Here's the secret sauce:1. Don't Bury the Treasure: Imagine hiding a golden "yes" at the bottom of a deep, dark hole. Don't be that person! Put your request front and center, clear as day. No need to weave a web of pleasantries first – be upfront and respectful.2. Skip the Problem-Solving Superhero: While you might be bursting to swoop in and solve everyone's problems, resist the urge! Let them come to you. This builds trust and makes the "yes" more meaningful.3. Respect the Gatekeepers: Think of them as friendly dragons guarding the castle of decision-making. Don't try to sneak past – ask for their help in navigating the process. They hold the key to the "yes" door.4. Back of the Line? No Problem! Don't jump the queue with a sales pitch. Instead, ask insightful questions and offer genuine value. This builds rapport and positions you as a trusted advisor, not a pushy salesperson.5. Forget the Fast Talk: Ditch the manipulative tactics and focus on building genuine connections. People can sniff out a forced "yes" a mile away. Be open, honest, and let the relationship naturally lead to a joyful "yes."By following these tips, you'll be amazed at how quickly you can transform your "no"s into "yesses." Remember, it's about collaboration, not domination. So embrace the ask, and watch those "yesses" roll in!Now go forth and conquer your "yes" goals!Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Bust Your Sales Slump: 5 Steps to Reignite Your FireHitting a sales wall? Feeling defeated after a new territory, crushing quota pressure, or losing a big client? You're not alone. Even top performers face slumps, but the good news is, you can bounce back stronger than ever. In this episode, we'll dissect the common causes of sales slumps and equip you with five actionable steps to reignite your fire and crush your goals.Step 1: Expand Your Prospect Pool:First things first, you need leads! Diversify your outreach, explore new channels, and attend industry events. Remember, fresh opportunities can reignite your own enthusiasm.Step 2: Invest in Yourself:Slumps are a chance to level up. Hone your sales skills, master new product knowledge, or even refresh your presentation style. Continuous improvement breeds confidence and sets you apart.Step 3: Stay Motivated:Don't let negativity take root. Surround yourself with positive influences, revisit past successes, and set small, achievable goals to celebrate along the way. Remember, motivation is a muscle – keep flexing it!Step 4: Embrace Routine:Structure your day with dedicated prospecting, qualification, and follow-up time. Consistency builds momentum and helps you maximize your precious sales hours.Step 5: Seek a Mentor:We all need guidance sometimes. Don't be afraid to reach out to a seasoned colleague or sales leader for advice and support. Their experience can be your secret weapon.Remember, sales slumps are temporary. By proactively addressing these five steps, you can transform this setback into a springboard for future success. So, dust yourself off, embrace the challenge, and get ready to conquer your sales goals once again!Share your own slump-busting strategies in the comments below – let's support and empower each other on the path to sales greatness!Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Mike and Scott, the dynamic duo of sales, dive into the world of "Win-Win Strategies," proving that closing deals doesn't have to be a cutthroat competition. Mike's point is that if you don't maximize the sales, then it is a compromise. Scott's focus is that as long as the compromise is favorable for the party, then it is a win. We ended up changing the "win-win" verbiage to "both needs were met".Buckle up for some banter as they tackle these key points:1. Win-Win? Why settle for anything less?Forget about ruthless victories! Mike and Scott paint a picture of a sales landscape where everyone walks away feeling like they just hit the jackpot. Customers get solutions that fit their needs like a glove, and salespeople score happy clients. It's a win-win buffet of success, and they're serving up the tastiest strategies.2. From "Me, Me, Me" to "We, We, We"Mike and Scott show you how to ditch the winner-take-all tactics and build genuine relationships with your clients. It's all about understanding their needs, listening like a champ, and crafting solutions that make them do a happy dance. When you make the personal realtionship, then you will be able to understand what they need. Think of yourself as a matchmaker, pairing clients with the perfect products or services, and watch the "win-win" fireworks.3. Losing? Who needs it? Embrace the Win-Win Waltz!Taking the occasional "L" is the end of the world. Mike and Scott explain why losing can lead to burnout and, frankly, some pretty awkward interactions. Learn to gracefully waltz away from deals that don't feel right, knowing that the next client out there is waiting for their perfect match (aka you!).4. Winning at all costs? Stop or you will be stopped.Mike and Scott throw shade at the "winning at all costs" mentality, likening it to that awkward uncle who always wins at Monopoly by cheating (we've all got one, right?). They show you how a collaborative, win-win approach leads to long-term success, loyal clients, and a reputation that shines brighter than a disco ball.5. Keeping the Win-Win Flame Alive: A Recipe for SuccessThe final chapter? Mike and Scott sprinkle in some actionable tips to keep the win-win spirit alive. From effective communication to celebrating each other's successes, they'll have you high-fiving your clients and colleagues like you just won the lottery (which, hey, with these strategies, you might as well!).So, ditch the sales pressure and join Mike and Scott on a hilarious journey through the world of win-win strategies. You'll learn, you'll laugh, and you might just discover that the key to sales success is making sure everyone feels like they just won the jackpot.Be prepared for some outrageous analogies, Scott's questionable dance moves, and Mike's uncanny ability to be loveable come out victorious. This podcast is guaranteed to leave you with a smile (and maybe a few new sales tricks up your sleeve).Reach out to us and let us know.Scott SchlofmanScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
In this episode, we're not just talking about closing deals – we're diving into the art of creating partnerships that make everyone feel like a winner. Say goodbye to the old-school win-lose mentality, because in sales, it's all about embracing the undeniable truth: win-win is the only way to go.We'll break down why those win-lose strategies often lead to lose-lose situations. No one aims for failure, but chasing short-term victories at the expense of long-term value can seriously backfire.So, how do you escape this trap and unlock the magic of win-win? It's all about focusing on what truly matters. By setting clear priorities and understanding your customer's needs, you pave the way for a journey that ends happily for everyone involved.Tune in to discover:Why win-win isn't just a nice idea – it's strategically essential for building lasting relationships and ensuring repeat business.How to shift your mindset from chasing short-term wins to cultivating long-term partnerships.Practical tips for identifying mutual priorities and crafting solutions that benefit both you and your customer.The secret to navigating negotiations and striking win-win deals that leave everyone on top.Remember, a sale isn't a zero-sum game. Embrace the win-win approach, and get ready to watch your sales soar to new heights, creating a harmony of success for both you and your customers.Reach out to us and let us know.Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Finding Your Tribe and Loving the Sales HustleHave you ever felt like you're casting your sales net into a vast ocean, hoping to snag some random fish? This podcast episode is about throwing on your scuba gear and diving deep into a vibrant coral reef – a niche teeming with your ideal customers.We're talking about finding your people. That passionate, engaged group who not only needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely enjoy, work stops feeling like a chore and starts resembling a joyful treasure hunt.Now, authenticity is key here. Don't try to be something you're not. It's okay to start broad, to test the waters and see what resonates. But remember, the sooner you identify your "tribe," the quicker your sales will sing and your work will sparkle.Here's the recipe:1. Ditch the Scattergun: Stop spraying and praying! Hone in on who your product genuinely helps. What are their struggles? What makes them tick? Get specific!2. Niche Down, Love Up: Embrace the power of micro-communities. Find the online groups, forums, and events where your ideal customers hang out. Dive into their conversations, understand their language.3. Be Real, Be You: Don't put on a mask. Speak your truth, share your passion. Your tribe will connect with your genuine enthusiasm, not some manufactured sales pitch.4. Fast-Track Your Tribe: Don't wait passively for them to find you. Actively engage, contribute, offer value. Become a trusted member of their community, not just a salesy intruder.This episode is your roadmap to ditching the drudgery and finding the fun in sales. Remember, riches aren't always found in vast, generic markets. Sometimes, the greatest treasures are hidden in the vibrant, passionate niches waiting to be explored. So grab your goggles, dive into your ideal audience, and get ready to discover the joy of selling to your people.Share your own niche-finding journey in the comments below! Let's learn from each other and build a thriving community of passionate sellers.What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass.Part 1: Price Battle Royale - Keeping Calm When You're the PrizeImagine this: you're the latest tech marvel, and two sales giants are duking it out over your exclusivity. Your price tag becomes a bargaining chip, tossed back and forth like a metaphorical beach ball. It's tempting to get fired up, to feel like you're just an object in their game. But hold on! Remember your value. You're not just a price tag, you're a solution, an innovation, a game-changer.Staying Grounded:Know your worth: Before any negotiation, have a clear understanding of your product's true value proposition. What problems does it solve? What makes it unique? Quantify your impact, and don't let anyone lowball you.Set boundaries: It's okay to say no to fire sales or predatory tactics. Don't be afraid to walk away from a deal that undervalues you or compromises your integrity.Communicate strategically: Be transparent about your value, but avoid getting drawn into emotional arguments. Stick to facts, data, and the positive impact you bring to the table.Part 2: Playing the Transparency Game - When Comparing Deals is the Name of the GameOkay, let's be honest, sometimes we all shop around. We compare features, services, and yes, even prices. And if another rep throws you a tempting offer, it's natural to leverage that information to negotiate a better deal with your current provider. But how do you do it without burning bridges or looking like a disloyal jerk?Transparency with a Twist:Open communication: Be upfront with your current rep about your research. Explain that you're committed to them, but you need to ensure you're getting the best value.Focus on value, not just price: Don't just play the price game. Highlight the specific features or services that the competitor offers that you find attractive. This opens the door for your rep to counter with their own unique value proposition.Win-win solutions: Approach the conversation as a chance to collaborate, not compete. See if there's room for your current provider to match or even improve the competitor's offer. Remember, a happy,long-term partnership benefits everyone.Being used as leverage in sales can be tricky, but by staying grounded in your value, communicating strategically, and embracing transparency, you can navigate these situations with confidence and integrity. Remember, you're not just a product, you're a valuable asset. So, leverage your worth wisely, and never lose sight of what truly makes you a game-changer in the marketplace.Bonus Tip: Don't be afraid to inject some humor or lightheartedness into the conversation. A little disarming honesty can go a long way in building trust and fostering productive negotiations.Now go forth, leverage your awesomeness, and close those deals with a smile!What are we missing on this list? Reach out to us and let us know.Scott SchlofmanScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
You might feel that your sales pitch and process is good. However, what does it sound like from the prospect or client's point of view. Flip your script to ensure you are targeting exactly what the customer is looking for and wanting. Sell how they would like to be sold and not how you like selling. What pushes client engagements?Let's focus on when we are pushing the sale as finding the customer versus the customer coming to us. Here is the more complicated scenario of us taking our product to the prospect.When we take a look at sales, look at it from the client's point of view. There are some things to consider:When are you approaching the prospect (time of day and mindset)How low is the barrier to entry (free samples)Is it clear what problem they are solvingCan the prospect envision how their life will change with youWhat deliverables are they receiving (expertise)Your pitch could be amazing in your mind. What does it look like for your client? Look at it from the client standpoint. How easy is it to do business with you?What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Everyone says that they want to help people. But there must be more than that. Helping people is not a distinguishing feature nor a competitive advantage. Coming into sales will have many different paths. However, there are 3 indicators that sales might not be the right profession for you.You don't get excited for the opportunities of that day.Always feel like you are on an island.Start second-guessing managementEach one of these will likely creep into your life. It is okay if these come into your thoughts but if you accept these 3 thoughts, then sales is not right for you. Many times we might not agree with management, feel like we are alone in our territory or get excited to start the day. The problem is when you get stuck in this thinking.What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
When asking the perfect question, it is crucial to be sincere. Here are some steps:Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have to learn from the misses or mistakes.Don't Make People Feel Bad - When you ask people a question, ensure that you don't put them in the defensive position. Instead, try: "what were you using before trying 'x' product?"Write Down Question in Advance - Don't be lazy with the questions that you are asking. Ensure that the question pushes you quickly to your end result.Never Ask a Question Beyond Their Expertise - This will ensure you are being respectful to the person asking. We don't want someone to feel that we are trying to get past them.What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
REFERRALS COME FROM THOSE WHO PAY. THE PERSON PAYING FEELS OWNERSHIP AND ARE WANTING OTHERS TO HAVE WHAT THEY NOW OWN.When we give product of services for free, there is not a sense of ownership. Without a sense of ownership, then there are not referrals.For a sale to happen, there must be a transfer of ownership. Along with this transfer of ownership comes a transfer of value. When we don't transfer value, then there is no real transfer of ownership.Why is it important for the transfer of ownership in sales?The receiving party MUST feel that they own what is now in their possession.If there is no ownership transfer, then the receiving party does not feel what they are receiving is actually theirs. This allows them to freely give it up when they face complications.The receiver feels that they can adapt what they are receiving to make it work when things get difficult.What is an appropriate transfer of value?Easiest form of transfer is money.Trading services can be done but putting an equal value becomes more difficult.Hardest form of transfer is a future payment.What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
6 Beneficial Effects for Showing GratitudeDecreases Cortisol LevelWarm and Fuzzy or Pleasure SensorConnecting with OthersRewire the Brain - Mindfulness Improves Reslience Removes the Blues - Negative FeelingHumility is the underlying piece in gratitude. We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. It will take focus and persistence. When you show actual gratitude, then you will be able to receive these listed benefits.Gratitude will change your perspective and awareness of who you are and who you want to become.What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
What are the actions that you can take to start out 2024 in the best way?TechnologyPersonalize ItData Decision MakingThink ValueLook at Industry Technology - Leverage AI for projects that are repetitive. There is still space for personalization with artificial intelligence. Personalize It - One size does not work anymore. The client/prospect now has unique needs. With the ability to self-serve, the current sales reps are needing to customize in order to sell in this environment.Data Decision Making - Rely on the statistics and not just your gut feeling. Find the published data with statistical significance to make decisions and create the position.Think Value - Providing a service must be worth it to the customer. This is something that has significant worth to the client.Look at Industry - What are the common future trends you are seeing in the industry? Look around and see how What are we missing on this list? Reach out to us and let us know.Scott SchlofmanMike WilliamsScott SchlofmanMike William#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
loading
Comments 
Download from Google Play
Download from App Store