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It’s the conversation every sales professional avoids, but the one you desperately need to hear. This week on "The Selling Podcast," Mike and Scott pull no punches on a critical question: when is it time to fire a client? They reveal that holding on to a bad customer can be more damaging than letting them go, costing you not just revenue, but your time, your team's morale, and your business's future.

In this episode, we break down 12 unmistakable red flags that signal a toxic relationship. We’re not talking about minor annoyances; we’re talking about a client who:

• Costs more than they make, draining your support and time.
• Constantly disrespects you or your team, making every interaction a source of dread.
• Demands unrealistic expectations and causes endless scope creep without paying for it.
• Chronically pays late, wreaking havoc on your cash flow.

Mike and Scott provide a simple but powerful rule of thumb: if a client consistently ticks three or more of these boxes, they are a bad fit. This episode is your playbook for identifying unprofitable relationships and having the confidence to cut them loose, freeing up your pipeline for better, more aligned opportunities.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Ever feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage.

They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask:

1. "Why are we stopping here?" to avoid the easy but pointless meetings and focus on genuine opportunities.
2. "Who are we going to see here?" and "What questions are we going to ask them?" to stop flying blind and start planning for a truly impactful conversation.
3. And the most critical question of all: "Why is that information you are after important?"—the secret to tying every detail back to a bigger business outcome.

This isn't just about asking questions; it's about building a feedback loop where your daily actions directly feed into your overall sales success. Tune in to transform your calls from busywork into purposeful, revenue-driving conversations.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Are your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.

In this episode, you’ll learn how to:

• Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.
• Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.
• Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.

Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

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