113 episodes

Mike and Scott are two experienced sales pros with over 50 years of selling experience (and a lot of airline and hotel points!) that share 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. Special guests provide even more (and deeper) insights along the way!

The Selling Podcast Mike Williams and Scott Schlofman

    • Business
    • 4.9 • 18 Ratings

Mike and Scott are two experienced sales pros with over 50 years of selling experience (and a lot of airline and hotel points!) that share 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. Special guests provide even more (and deeper) insights along the way!

    GETTING THE GOOD-GUY DISCOUNT WITH ASHTON BUSWELL

    GETTING THE GOOD-GUY DISCOUNT WITH ASHTON BUSWELL

    Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode. 

    Here are two key tips for sales from Ashton:
    Ask for free stuff everywhere.Order at a restaurant quickly.These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:

    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 27 min
    SELLING LIKE AN ENGINEER - DYLANN CERIANI

    SELLING LIKE AN ENGINEER - DYLANN CERIANI

    Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?

    In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:
    Be genuineBe an expert (if you are not, bring in the expert to add value)Don't be boxed into the stereotype in salesBe direct and be bold in your sales processWhat are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?

    We want to hear from you...
    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 30 min
    PERSONAL SIDE OF SALES - WITH BRIAN CAPPY

    PERSONAL SIDE OF SALES - WITH BRIAN CAPPY

    Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:
    Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it." How to get out of a rut when you feel that you are not making it.You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.Have some accountability partners to help you understand where you are at and change.Please join in the conversation:
    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 32 min
    CUSTOMER SATISFACTION DOESN'T RELATE TO RETENTION - GREG DAINES

    CUSTOMER SATISFACTION DOESN'T RELATE TO RETENTION - GREG DAINES

    Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:
    The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.Focus on the results and allow that to drive the story.Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?Find out more about Greg at Total Customer Strategy.
    How has Greg's research changed what you will be doing? We want to hear from you.

    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 40 min
    SATISFACTION HAS NOTHING TO DO WITH RETENTION - GREG DAINES

    SATISFACTION HAS NOTHING TO DO WITH RETENTION - GREG DAINES

    Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode:
    Are people challenging your sales pitch engaged and likely to buy?Are people who are slightly frustrated with your product good for referrals?What is the number one driver for customer retention?Do NPS numbers accurately reflect your business?Part 2 will air next week but this will give a lot of information to think about for the next 7 days. Find out more about Greg at Total Customer Strategy.

    Tell us how you feel about the importance of customer satisfaction in your business:
    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 31 min
    IF YOU FAIL AND DON'T LEARN... YOU ARE JUST DUMB

    IF YOU FAIL AND DON'T LEARN... YOU ARE JUST DUMB

    Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX. You might see others and think they are successful but only after time will you truly see the results of ethical selling. 

    Here are points discussed in this weeks episode:
    When you put clients first, there is not a grey area.It is easy to share the facts of what the product/service is and is not.Enterprise sales are easier to be consistent with the sales process. When it needs to pass through multiple people to close the deal, it is crucial and almost easier to be upfront with features and benefits. One thing to watch out for is:
    Don't promise something that you believe will come out by the time the purchaser uses the product. Take time to explain and be upfront.A Key Take-Away from the conversation is... WHERE DO YOU PLACE YOUR VALUE? If you placing your value in what you are selling or achieving you will likely be disappointed. When value is placed with a long-term focus, such as father/mother/spouse/person with integrity, then you will have a different focus. With a value that doesn't change with time, you will not be pushed as much to cut corners or make decisions without full integrity.

    Join in our conversation and share this with others:
    Mike@TheSellingPodcast.com
    Scott@TheSellingPodcast.com

    • 34 min

Customer Reviews

4.9 out of 5
18 Ratings

18 Ratings

jp3chicago ,

This is a great sales reps tool!

If you are new to selling this is invaluable. At mid-level and above Mike & Scott introduce ideas and tell stories that will make you think about your own selling habits and style.

I’d encourage you to listen to a handful of titles that interest you. But he prepared to be hooked!

Great job Guys. Very well done!

HPWP Group ,

These guys are great

These two are SO FUN to listen to — and you can learn things! Congratulations to Scott and Mike — you two need to get broad exposure.

Southerndoc ,

Entertaining and helpful information by successful professionals

This is my new favorite podcast. I’ve worked with both Scott and Mike in the past. Tremendous gentlemen that are proven winners and great men. I truly believe their information can help any sales professional take the next step to closing more business.

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