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In this thought-provoking episode of "The Selling Podcast," Mike and Scott challenge the conventional wisdom that consistency is always key in sales. We argue that while predictability can be beneficial, blind adherence to routine can stifle growth and lead to stagnation, especially if that consistency is "consistently good" but not great, or worse, consistently underperforming. We dissect five critical reasons why sales professionals need to break free from rigid consistency to achieve peak performance:

1. Double Down on What Works (For Individuals): We explore the idea that while a universal process is helpful, top performers often have unique strengths and approaches that yield exceptional results for them. The key isn't uniform consistency, but identifying and amplifying what works best for each individual on the team. This might mean allowing a rep's unique style to flourish, even if it deviates from the standard playbook.
2. Don't Be Over-Scripted: Embrace Experimentation and Evolution: We argue against the dangers of being overly reliant on rigid scripts. While frameworks are important, true sales mastery lies in the ability to adapt, experiment with new approaches, and evolve your techniques based on real-world interactions. Too much consistency breeds predictability and hinders the discovery of more effective strategies.
3. You Need a Coach: We emphasize the crucial role of a sales coach in identifying areas for improvement and pushing reps beyond their comfort zones. A good coach can spot patterns of ineffective consistency and guide individuals towards new, more successful behaviors. Consistency without feedback and guidance can reinforce bad habits.
4. You Can't Ignore the Data: Look Beyond What You Want to See: We stress the importance of data-driven decision-making. Blindly sticking to a consistent approach, even if it feels comfortable, can be detrimental if the numbers don't support it. We discuss the need to objectively analyze sales metrics, identify what's truly working (and what isn't), and adjust strategies accordingly, even if it means abandoning a previously consistent method.
5. Mandatory Adaptation: Continuous Improvement Trumps Stagnant Consistency: The sales landscape is constantly changing. Customer needs evolve, new technologies emerge, and the competition adapts. We argue that a commitment to continuous improvement and adaptation is far more critical than simply being consistently "okay." Sales professionals must be agile and willing to change their approach to stay relevant and successful.

This episode challenges sales professionals to critically examine their routines and embrace a mindset of continuous improvement and strategic adaptation over rigid consistency.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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In this forward-looking episode of The Selling Podcast, we ask PJ Howland to dive into how Artificial Intelligence is shaking up the sales world. Not in some far-off future, but right now. He answers the big questions on every salesperson’s mind: How do I actually use AI to make my job easier and more effective?

Instead of riding the hype wave, we focus on real, practical ways to bring AI into your daily sales routine. You’ll get insight into three powerful areas that can make all the difference:

1. Where Do I Start with AI?
Not sure where to begin? You’re not alone. PJ outlines some basic steps to help get started: identifying your biggest pain points, picking the right tools, and using AI to generate leads, segment your audience, and personalize your outreach. We talk through what’s working in the real world and how to make it work for you.

2. How Do I Talk to AI?
If you’ve ever stared at a blank chat window wondering what to type, this part’s for you. Learn how to write prompts that actually get results. The key? Keep it clear, natural, and direct. The guys share examples that work and explain why they do, helping you get more value from every AI interaction.

3. Keep the Conversation Going.
Treat AI like a teammate, not a search engine. The magic happens when you build a conversation and ask follow-up questions, refine your input, and let the AI help you brainstorm, improve messaging, or even close a deal. PJ explains how to make the most of this ongoing dialogue.

Whether you’re just dipping your toe into AI or already experimenting with it, this episode is packed with actionable advice, relatable stories, and examples you can use right away. It’s all about working smarter, connecting better, and selling more. All with a little help from our AI friend.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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In this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance:

1. Controlling the Conversation: This isn't about being pushy or aggressive; it's about guiding the narrative. We explore techniques for asking strategic questions, framing discussions, and leading prospects to the realization that your solution is the superior choice. We discuss how to effectively steer conversations away from price-centric comparisons and towards value-driven discussions. We look at specific techniques to keep control of the sales process.
2. Turning Competitors' Strengths into Weaknesses: We reveal how to analyze your competition's perceived strengths and reframe them as potential weaknesses. This involves understanding the nuances of your product or service and highlighting how your unique selling proposition addresses the limitations of your competitors. We analyze how to strategically position your product to highlight the benefits of your product and how it is better than the competition.
3. Dominating the Relationship Game: In today's sales landscape, relationships are paramount. We discuss how to build genuine connections, foster trust, and create lasting partnerships. We analyze how to build strong relationships. We discuss how to go beyond transactional interactions and cultivate long-term loyalty. We also look at how to maintain and grow those relationships.

This episode provides actionable insights and real-world examples to help sales professionals elevate their game and consistently outperform their competitors. We also discuss how to stay ahead of the competition.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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