The Selling Podcast
Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!
Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life.
Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further.
Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter.
Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!
The Selling Podcast
OVERCOME COMMON SALES OBJECTIONS - EASY STEPS FOR SUCCESS
This episode is all about something every sales rep deals with: objections. Instead of seeing them as roadblocks, the episode encourages us to view objections as chances to better understand our prospects and build stronger relationships.
It focuses on five common objections — price, need, trust, competition, and timing — and walks through a clear, step-by-step approach for handling them effectively.
The main takeaway? Don’t just react — prepare. Successful reps don’t wing it when objections come up. They follow a plan, and they stick to the process.
Here are the four key steps:
- Listen First (Really Listen):
Let the prospect talk. Don’t interrupt or jump in with a solution too soon. Try to understand what’s really behind the objection — what they’re feeling, what they’re worried about. When someone feels heard, they’re more open to hearing you out. - Acknowledge and Show Empathy:
Let them know you understand where they’re coming from. Even if you don’t fully agree, recognize that their concern is real to them. Simple responses like “I get why you’d feel that way” go a long way in building trust. - Ask Thoughtful Questions:
Now’s the time to dig a little deeper. Ask open-ended questions to uncover the real reasons behind the objection. This helps you avoid assumptions and gives you the clarity you need to respond in a meaningful way. - Present Your Value:
Once you know what matters most to the prospect, show how your product or service solves that specific problem. Don’t just list features — connect the dots. If they’re concerned about cost, explain the return on investment or long-term savings.
The episode makes it clear: You can’t skip steps. Rushing through this process or jumping to the pitch too soon usually backfires. Great salespeople are ready ahead of time. They expect objections, and they know how to respond without sounding scripted or defensive.
Bottom line: Objections aren’t the end of the conversation; they’re often the beginning of real progress. With the right mindset and preparation, objections can become your best opportunities to win trust and close the deal.
Scott Schlofman
Mike Williams - Cell 801-635-7773
#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach