The Selling Podcast Mike Williams and Scott Schlofman

Send us a Text Message.Info Brokers to Personal Guides: The Evolution of SalesThis 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 change...

Send us a Text Message.Tenacious + Determination = SuccessMike 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 han...

Send us a Text Message.There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart.What Really Matters - Where are you MovingIn Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going.This Venn diagram is divided into four circles:Want To Do: Activitie...

Send us a Text Message.Struggling to Connect on LinkedIn? Try a Personalized Message!This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection.Here's what you'll hear:Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and genuine...

Send us a Text Message.If you are in any sort of sales role, you are going to love this conversation!Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program.Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise recognize...

Send us a Text Message.There are 3 types of curiosity that will impact the questions that are asked.When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions:Genuine - The focus here is on the customer. The genuine curiosity is all about what the customer is desiring. Client's needs and concerns are in the forefront and there i...