The Selling Podcast Mike Williams and Scott Schlofman

There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart.

What Really Matters - Where are you Moving

In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going.
This Venn diagram is divided into four circles:
Want To Do: Activities that bring joy, fulfillment, and excitement.Like To Do: Activities that are enjoyable but not necessarily passionate pursuits.Obligated To Do: Activities required by work, family, or society.Hate To Do: Activities that are unpleasant and draining.Areas of Overlap:
The Sweet Spot (Want To Do & Like To Do): These are ideal activities that combine enjoyment and passion. People naturally move towards spending more time here.The Grind (Obligated To Do & Like To Do): Tasks that may be necessary but are also somewhat enjoyable. People may try to optimize these to be more efficient.The Burden (Obligated To Do & Hate To Do): Unpleasant tasks that must be done. People will move away from spending too much time here and may seek ways to minimize them.The Pull (Want To Do & Hate To Do): These tasks are one where you get to decide which way youy go. Often times these are defining moments that shape othere areas of your life and who you are.Action Areas:
Do Quickly (The Sweet Spot and The Pull): Activities that are interesting and enjoyable. These are usually the ones that are done first and done quickly.Drag Out (The Burden and The Grind): These activities usually are ones that we put off and take time doing. They become low on the priority because there are no overlapping "want to" areas.Don't Complain (The Sweet Spot and The Grind): We don't complain because we know that we need to get these activities done. There is some enjoyment in these activities.Do complain (The Pull and The Burden): Although these activities can be life altering, there is often complaining in the growth areas. We either complain because we don't want the activity or we don't want to grow.Overall Movement:
The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions.

Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become.
Scott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Struggling to Connect on LinkedIn? Try a Personalized Message!

This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection.
Here's what you'll hear:
Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and genuinely care about connecting.Be Yourself: Don't try to craft some overly impressive persona. People respond to authenticity. Be yourself, be friendly, and be clear about why you're reaching out.The Power of Voice: Text and email lack the warmth and personality you can convey in a direct message. A personalized LinkedIn message allows you to show your enthusiasm and build rapport in a way written communication simply can't.Stand Out from the Crowd: Personalized messages help you cut through the noise. People get tons of generic connection requests, but a message that shows you've taken an interest is much more likely to get a response.Avoid the Spam Trap: There's a fine line between personalization and being spammy. Focus on building a connection, not a sales pitch.By following these tips, you can leverage the power of personalized messages to build meaningful connections on LinkedIn and expand your professional network.
Scott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

If you are in any sort of sales role, you are going to love this conversation!

Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program.

Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise recognized by the National Speakers Association and the International Federation for Professional Speakers. He's an internationally recognized expert, author of "20 Days to the Top" and "PRECISE Leadership," and has been featured in numerous publications.

In his spare time... he co-hosts the Golf Underground radio show/podcast with MLB Hall of Famer George Brett, interviewing achievers in sports and life. We HIGHLY recommend the podcast!

In this episode, Brian highlights some of the PRECISE Selling points and explains what you can do to become better at selling.

PRECISE Selling Formula
P-Prepare
R-Respect and Trust
E-Engage with Questions
C-Convey Solution
I-Indecision
S-Secure Agreement
E-Explore 
Scott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

There are 3 types of curiosity that will impact the questions that are asked.

When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions:
Genuine - The focus here is on the customer. The genuine curiosity is all about what the customer is desiring. Client's needs and concerns are in the forefront and there is nothing else that gets in the way of that.General - While there is nothing bad about this type of curiosity, there is also not a client focused outlook. Many times this just comes through as "I am asking questions because that is what I need to do or should do." Too many times, we find ourselves in this version and this is where our sales stall.Selfish - If we don't care about the client, then we will likely find our curiosity to be selfish. How can I maximize the sale or outcome in my behalf? This is a terrible reason for sales or asking questions. Have you ever found yourself in this type of curiosity?How do you keep your curiosity genuine? We want to hear from you. Please reach out.
Scott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales. 

The following is a list of all 12 steps. 

Here are the best steps in sales negotiation:


Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.) Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then they can’t push any harder. Physical liScott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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 Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach