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Overcoming Technical Glitches: Stay Focused on What You Can Do

This episode tackles how to stay effective when technical difficulties disrupt your sales process, using Mike's internet issues as an example.

The key takeaway? Focus on what you can control. While reaching out for help is okay, prioritize actions that don't rely on technology:

• Double down on core skills: Leverage your sales expertise through relationship building, active listening, and clear communication.
• Prepare low-tech alternatives: Have sales collateral and talking points ready for offline presentations.
• Reschedule strategically: If necessary, reschedule calls but minimize disruptions by offering alternative communication methods.

Remember, overcoming challenges shows resilience - a valuable quality for salespeople.

Scott Schlofman
Mike William

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

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Info Brokers to Personal Guides: The Evolution of Sales

This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor.

The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything.

The Shift to Value: The internet changed everything. Suddenly, information became readily available. Salespeople had to adapt, moving beyond simply sharing knowledge. The focus shifted to understanding the customer's needs and demonstrating how a product or service could provide specific value.

The Multi-Factor Approach: Today's sales landscape is even more complex. It's not just about showcasing value, but understanding how a product integrates with a buyer's entire process and ecosystem. Salespeople need to be strategic consultants, considering the bigger picture and offering solutions that seamlessly fit into the customer's world.

The Future: Personal Transformation: The future of sales might involve a focus on personal improvement. Winning salespeople will show how their offerings can make buyers not just better professionals, but also more well-rounded individuals.

Tune in for this insightful discussion and discover how to adapt your sales approach to thrive in the ever-evolving business landscape!

Scott Schlofman
Mike William

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

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Tenacious + Determination = Success

Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo.

Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough.

Determination, on the other hand, is your unwavering focus. It is being firm in your purpose, keeping your sights set firmly on your goals. It's the unwavering commitment that guides your actions and ensures you stay on the path to achieving your aspirations.

The magic truly happens when you combine these two forces. Tenacity equips you to weather the inevitable storms you'll encounter on your journey. Determination ensures you don't lose sight of your destination amidst the challenges.

So, tune in and learn from Mike as he explores how to harness the power of both tenacity and determination. This episode will equip you with the tools to achieve anything you set your mind to!

Scott Schlofman
Mike William

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