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This podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies:

1. Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs and demonstrate expertise. This approach helps to establish trust and credibility.
2. Avoid Price-Based Competition: Focusing solely on price can lead to a dangerous game of one-upmanship with competitors. Instead, emphasize the value and unique benefits your product or service offers. By highlighting the differentiation and competitive advantage, you can position yourself as the preferred choice, even if your pricing is slightly higher.
3. Walk Away from Unprofitable Deals: It's important to recognize when a deal is not mutually beneficial. While maintaining a pipeline of potential customers is crucial, wasting time on buyers who are not interested or ready to commit can be detrimental. By walking away from unprofitable deals, sales reps can focus their efforts on opportunities that align with their goals and objectives.

By implementing these strategies, sales professionals can effectively navigate buyer tactics, avoid common pitfalls, and increase their chances of closing successful deals.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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This podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.

The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your data analysis with management's perspective to ensure a shared understanding of key performance indicators.

Beyond identifying trends, Scott and Mike highlight the value of incorporating relationship details into data analysis. By considering factors such as customer loyalty, engagement, and purchase history, sales reps can gain a more nuanced understanding of their performance and identify opportunities for improvement. This can involve tailoring sales strategies to specific customer segments, strengthening existing relationships, and addressing potential concerns proactively.

Furthermore, they discuss the importance of using sales reports to measure the effectiveness of different sales strategies and tactics. By tracking metrics such as conversion rates, average deal size, and customer acquisition costs, sales reps can identify what works well and what needs to be adjusted. This data-driven approach can help optimize sales efforts and maximize results.

This week's episode emphasizes that sales reports are a valuable tool for understanding customer behavior, identifying trends, and driving performance. By effectively analyzing and leveraging sales data, sales reps can make more informed decisions, optimize their strategies, and ultimately achieve greater success.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.

Fear: The Silent Saboteur

Fear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:

• Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.
• Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.
• Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.

Uncertainty: Navigating the Unknown

Uncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:

• Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.
• Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.
• Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.

Doubt: The Internal Critic

Doubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:

• Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.
• Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.
• Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.

Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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This podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period.

1. Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year.
2. Break It Down: Divide your overall goal into smaller, more manageable milestones to track progress.
3. Create an Action Plan: Develop a detailed plan outlining the necessary steps and timelines to reach your goals.
4. Seek Feedback: Share your plan with a manager or peer to get valuable insights and suggestions.
5. Prioritize Time: Block out dedicated time on your calendar to focus on your end-of-year sales activities.
6. Find an Accountability Partner: Partner with a colleague to provide mutual support and motivation.
7. Avoid Unethical Practices: The podcast strongly discourages the practice of sandbagging or pulling forward orders, as these tactics can have negative long-term consequences.

By following these steps, sales reps can increase their chances of successfully meeting their end-of-year quotas and achieving their professional goals.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.

• Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.
• Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.
• Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.

The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.

By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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The Importance of Sales Preparation Starts with Preparation

In this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It’s crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the customer wants, not just pushing our solution on them.

We know there’s always a risk of over-preparing for someone who might not be that interested, but this podcast suggests that it’s better to be over-prepared than caught off guard. For cold calls, we need to gather information bit by bit and not overwhelm the prospect with too much information right away. If we’re short on time, setting up a follow-up meeting is key.

The podcast wraps up by emphasizing the need to engage prospects with thoughtful questions and not rush into offering solutions. By focusing on the customer and being ready for any situation, we can greatly improve our chances of success and stand out from the competition.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Common Negative Behaviors in Tough Times

Avoidance and Disengagement

• Ignoring the Situation: Sometimes salespeople pretend there’s no problem, hoping it’ll just go away on its own. This is a form of denial.
• Shutting Down: They might withdraw emotionally and physically, becoming less engaged and responsive at work.

Counterproductive Coping Mechanisms

• Being Overly Enthusiastic (Fake): To hide their struggles, some salespeople might act overly friendly and enthusiastic, which can seem insincere.
• Negative Emotions: Feelings like frustration, anger, sadness, or despair can take over. If left unchecked, these emotions can cloud judgment and hinder problem-solving.

Other Negative Behaviors

• Procrastination: Putting off tasks or decisions because of fear of failure or feeling overwhelmed.
• Blaming Others: Pointing fingers at colleagues, managers, or customers for setbacks.
• Perfectionism: Setting unrealistically high standards and getting paralyzed by the fear of making mistakes.

Often driven by fear, insecurity, or a lack of resilience, these behaviors can seriously impact a salesperson's performance and job satisfaction.

Want to dive into some strategies for building resilience and overcoming these negative behaviors? Contact us for a private coaching spot.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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We share another some of our favorite moments. Two episodes stand out:

Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.

Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.

Why You Need to Be Your Biggest Promoter:

• Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.
• Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.

Crafting Your Story: Don't Wait to Be the Hero

• Taking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.
• Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.

This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!

Scott Schlofman
Mike Williams - Cell 801-635-7773

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