The Selling Podcast Mike Williams and Scott Schlofman

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 Schlofman
Mike Williams

6 Beneficial Effects for Showing Gratitude
Decreases 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 Schlofman
Mike Williams

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 Schlofman
Mike Williams

Scott's theory is that people buy stuff to help save themselves time. Mike not only proves Scott wrong but expounds on other reasons people buy. This is one of the greatest breakdowns of why people buy. 

How will this help you in sales? Ensure that you know which of the E's of sales your customer is focused on. Don't try and sell something that they are not needing.

These are the FOUR E's of Sales:
Efficiency - Saving a client time Effectiveness - Purchasing cannot only be fast, but it must be good. Emotion - Feeling something will drive people to buyEgo - Wanting status or boost themselvesEfficiency - Many of the products we buy are designed to save us money. Since we can't buy time, we try to buy everything around it. We try and come close to the only thing that we can't buy.

Effectiveness - If it doesn't matter how long it takes, as long as it is done right, then your buyer values effectiveness above the other E's. This purchase needs to work and be better than anything else.

Emotional - These types of purchases do not make rational differences. However, they are purchases that are made to feel good. These types of purchases do not save you time nor should they be seen for effectiveness. Emotional purchases are typically made to feel good.

Ego - When someone buys to look good or because they want to look good, it is an ego purchase. There are items that make you feel good or better than other people. There is a fine line between emotional and ego.


Efficiency and Effectiveness - lower likelihood of buyers remorse. Emotional and Ego - higher likelihood of buyers remorse.These are also the two sets that are most closely related.

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

Anticipation is too often more fearful than the event. Many times we are dreading the event far more than the stress of the actual event. Don't let the fear, anxiety and secondary fear stall you from moving ahead!

Here are some things to help with the anxiety:
Prepare for the event.Find a way to be comfortable with not knowing certain things. Put a finish line on how much you will study. Count backwards by 100 by threes. This stops your brain from spiraling.Understand the complexity of the situationPut something on the calendar. Face your fears continually and just do it. What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams

If you don't have a quota in sales, you likely don't have a job. Scott was in a meeting with one of his distributors after being let go earlier. His boss said, "everyone in sales has a quota, except for Scott but that is because he doesn't have a job."

Embracing your quota is embracing your job in sales. There are some specifics around quotas. Here are some of those quota building opportunities:
Ground-up - Management knows what is happening in your territory and what the likely potential is for the territory. A quota is built around that likelihood for closure.Top-down Equal Weight - Management has a metric that they want to hit. They then divide up the growth number equally amongst all individuals.Top-down Weighted - Management has a metric that they want to hit. They then divide up the growth number proportionally to current business or area growth. This usually give more weight to experienced reps or highest growing reps.As you continue to grow your business, you will get to a place where your territory will need to be cut. There are many ways that this can be done but even more ways when this turns into a disaster. Your best sales rep will not usually be your best manager.

There is so much that goes into a quota. There is a proper way to share quotas for the reps. Quota discussions are usually difficult conversations.

How are you getting your sales quota and what are your conversations like as the year is ending?

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman
Mike Williams