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
Master the Comeback: Overcoming Objections with Confidence
In this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale:
- The Price/Cost Objection: "It's too expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about perceived value. They'll teach you how to reframe the conversation, instantly increasing trust by acknowledging their concern. Then, pivot to demonstrating return on investment (ROI) and how your solution truly saves time/money, moving the discussion to a compelling ROI-focused breakdown.
- The Need Objection: "We're doing fine without it." This objection often stems from a lack of awareness of untapped potential. Mike and Scott show you how to respond with respect and curiosity, avoiding defensiveness. The key is to acknowledge their current success while gently introducing the idea of optimization and improvement, effectively transitioning you into consultative selling.
- The Trust/Timing Objection: "I need to think about it." This classic objection often masks underlying concerns or a lack of clarity. Mike and Scott reveal how to respond with empathy and a strategic question to uncover the real blocker. Learn how to show understanding and then directly address their core hesitation, helping to uncover the true objection and keeping the conversation moving forward decisively, preventing stalls.
This episode isn't just about scripting responses; it's about developing the mental fortitude to handle objections with confidence and clarity, ensuring you can navigate any sales conversation effectively and turn every objection into an opportunity for a deeper connection and a closer deal.
Scott Schlofman
Mike Williams - Cell 801-635-7773
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