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Let’s face it, every sales rep, no matter how experienced, falls into bad habits from time to time. In this critical episode, Mike and Scott unpack three of the most common and most damaging mistakes that quietly derail opportunities and slow down your sales success.

These aren’t just theoretical. These are the real-world errors we hear about in coaching calls, ride-alongs, and deal reviews every single week.

Here’s what we cover and why it matters:

Mistake #1: Talking Too Much, Listening Too Little
It’s easy to fall into pitch mode, especially when you’re passionate about your product. But too many reps fill the air with features, facts, and company background, without ever truly listening to the prospect.
We explore the power of active listening and how asking the right questions can unlock your customer’s real needs, priorities, and buying triggers. You’ll learn how to stop guessing and start discovering—so your pitch becomes relevant, timely, and on target.

Mistake #2: Leading with Features Instead of Value
Your product might be incredible, but unless the customer sees how it makes their life easier, better, or more profitable, they won’t buy.
In this section, we talk about how to shift your mindset from “here’s what it does” to “here’s why it matters.” We’ll show you how to translate technical specs into business value, emotional resonance, and ROI—because that’s what actually moves the needle in a buying decision.

Mistake #3: Failing to Follow Up
You’d be surprised how many great conversations go nowhere simply because the rep didn’t follow through. Whether it’s slow responses, unclear next steps, radio silence, or a lack of follow-up sends the wrong message.
We’ll cover simple, effective follow-up strategies that keep deals warm, demonstrate professionalism, and help you stay top of mind, without being annoying.

Why You Need This Episode
If you’ve ever wondered why a great opportunity went cold—or why your deal didn’t close when it should have—there’s a good chance one of these mistakes was in play. The good news? All three are fixable, and this episode gives you the tools to turn them around immediately.

• Real stories
• Actionable advice
• No fluff. Just proven tips to help you close smarter and sell more.

Tune in now on Apple Podcasts, Spotify, or wherever you get your podcasts!
And don’t forget to leave us a review, share with a teammate, or even provide feedback. We want to hear from you!

Scott Schlofman
Mike Williams - Cell 801-635-7773

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