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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

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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

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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

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This podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential.

PJ also shares his personal story of being let go from a job and how this event became his "personal liberation day," ultimately leading him to unlock his full potential and achieve greater success. He emphasizes that setbacks can often be catalysts for growth and self-discovery.

PJ discusses key considerations for determining if SEO is the right strategy for your business:

1. Search Volume: Are people actively searching for the products or services you offer?
2. Keyword Research: What are the specific keywords your target audience is using?
3. Revenue Potential: Does your business have the capacity to handle increased sales volume generated by SEO?
   
   

For more information and insights from PJ Howland, visit his website at pjhowland.com.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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Stop losing sales within the first 3 seconds.

This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount.

The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from "selling" to "understanding." The podcast emphasizes the importance of asking targeted questions that are tailored to the individual and their specific situation. These questions should build upon each other, guiding the conversation towards the decision-maker and uncovering valuable insights about the prospect's needs.

The podcast warns against generic, company-focused questions that can alienate the prospect. Instead, it encourages sales professionals to ask creative, engaging questions that demonstrate genuine interest in the individual. The goal is to create a connection and build rapport, establishing a foundation for a productive conversation.

Here are some starter questions focused on the individual:

• "What's been the most rewarding part of your role lately?"
• "What are some of the biggest challenges you're currently facing in your day-to-day work?"
• "What are you most passionate about in your field?"
• "How do you typically approach [relevant industry challenge]?"
• "What's one thing you'd like to accomplish in the next quarter?"
• "What does a successful day look like for you?"
• "How has your experience been with [relevant industry topic]?"
• "What is one thing you are working on to improve?"

The podcast concludes by emphasizing that by prioritizing genuine connection and asking thoughtful questions, sales professionals can captivate prospects from the very beginning and avoid losing the sale within the first few seconds.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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This podcast episode tackles the common productivity killer: procrastination. It acknowledges that sales professionals often find themselves trapped in a cycle of delaying important tasks, ultimately hindering their success. The episode provides actionable steps to recognize and break free from this loop.

The core message emphasizes the importance of intentional action and accountability. The podcast outlines three key strategies for overcoming procrastination and maximizing productivity:

1. Prioritize Revenue-Generating Activities: The first step involves clearly identifying and prioritizing tasks that directly contribute to revenue generation. This means focusing on activities like prospecting, client meetings, and closing deals. By focusing on these high-impact activities, you can ensure that your time is spent effectively. This step helps to cut through the clutter of less important tasks that often lead to procrastination.
2. Find Your Power Hour: The podcast encourages listeners to identify their "power hour," the time of day when they are most focused and productive. By scheduling their most important tasks during this time, they can maximize their efficiency and minimize distractions. This allows for focused effort, and breaks up the feeling of the "to-do" list being too large to tackle.
3. Find an Accountability Partner: The podcast emphasizes the crucial role of an accountability partner in breaking the procrastination cycle. By having someone to report to, sales professionals are more likely to stay on track and meet their goals. The accountability partner provides external motivation and support, helping to overcome the internal resistance that often leads to procrastination. The podcast states that if you want the reward, you need to be held accountable.

The episode reinforces that procrastination is a habit that can be broken with intentional effort and strategic planning. By prioritizing revenue-generating activities, maximizing productivity during power hours, and leveraging the support of an accountability partner, sales professionals can break free from the procrastination loop and achieve their sales goals.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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This podcast episode focuses on the often-overlooked aspect of sales performance: mental and physical well-being. It argues that sales professionals frequently become their own biggest obstacles, hindered by stress, burnout, and negative thought patterns. The episode provides practical strategies for overcoming these self-imposed limitations.

The core message centers on the importance of intentional breaks and mental resets. When feeling overwhelmed or stuck, the podcast recommends a multi-pronged approach:

• Take a Timeout: Acknowledge when you need a break. Step away from your work environment, even for a few minutes. Disconnecting from the immediate pressure allows for a shift in perspective.
• Recentering: Find a quiet space to recenter your thoughts. This can involve mindfulness techniques, deep breathing exercises, or simply focusing on the present moment. The goal is to regain clarity and focus.
• Oxygenate Your Body: Physical well-being is intrinsically linked to mental clarity. Take a brisk walk, do some light stretching, or engage in any activity that increases blood flow and oxygenates your body. This physical activity can help release tension and improve cognitive function.
• Mentally Refresh: Engage in activities that revitalize your mind. This could include listening to uplifting music, reading an inspirational quote, or visualizing a successful outcome. The goal is to shift your mindset from negativity to positivity.

The podcast emphasizes that these techniques are not a luxury, but a necessity for sustained sales success. By prioritizing mental and physical well-being, sales professionals can overcome self-imposed limitations, improve their performance, and achieve greater job satisfaction.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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This podcast episode tackles the inevitable challenge every sales professional faces: overcoming objections. It underscores that objections aren't roadblocks, but rather opportunities to deepen understanding and build stronger relationships. The episode focuses on five common objections – price, need, trust, competition, and timing – and provides a structured approach to addressing them effectively.

The core message revolves around preparation and a systematic response. It emphasizes that simply reacting to objections is insufficient; a proactive strategy is crucial. The podcast breaks down the process into four essential steps, highlighting that each step is sequential and cannot be skipped.

1. Active Listening: The episode stresses the importance of truly listening to the prospect. This goes beyond simply hearing their words; it involves understanding the underlying concerns and emotions. Allow the prospect to fully articulate their objection without interruption. This provides crucial insights into their perspective and allows them to feel heard. The goal is to ensure they feel their concern has been fully acknowledged and is not being dismissed.

2. Acknowledge and Empathize: Once the objection is fully articulated, acknowledge the prospect's concerns and demonstrate empathy. Recognize that their perception is their reality. Even if you disagree, validating their feelings is essential for building rapport. This creates a sense of understanding and shows that you are genuinely invested in their concerns. You can say something like, "I understand how you feel," or "I can see why you're concerned about that."

3. Ask Clarifying Questions: This step is crucial for diagnosing the root cause of the objection. Prepare a list of clarifying questions that will help you gain a deeper understanding of the prospect's situation. These questions should be open-ended and designed to encourage the prospect to elaborate on their concerns. By digging deeper, you can identify the specific pain points that are driving the objection. This is not the time to be defensive, but rather to be curious and investigative.

4. Present Value: Once you have a clear understanding of the prospect's concerns, present your solution in a way that addresses their specific needs and demonstrates value. This involves showcasing how your product or service can help them overcome their challenges and achieve their goals. Focus on the benefits and outcomes, rather than just the features. Frame your value proposition in a way that directly addresses the objection. For example, if the objection is price, highlight the long-term return on investment.

The podcast emphasizes that this process is linear and cannot be rushed. Attempting to shortcut any of these steps will likely result in failure. The importance of preparation is also stressed. By anticipating common objections and developing thoughtful responses, sales professionals can significantly increase their chances of success. The episode concludes by reinforcing the idea that objections are not obstacles, but opportunities to build trust and close deals.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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