The Selling Podcast
Do you want to grow your business? Looking for more sales? Trying to add new leads to your pipeline?
Mike and Scott are two experienced sales professionals with over 50 years of selling experience (and many airline and hotel points!) sharing a common goal: Sell better, Live better, and most of all...Enjoy more!
They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts with some special guests who provide even more (and deeper) insights along the way!
Join the conversation! Email Mike (mike@thesellingpodcast.com) or Scott (scott@thesellingpodcast.com) and let them know what's on your mind!
The Selling Podcast
Stop Losing Deals: Addressing the Top 3 Sales Blunders
In this crucial episode of "The Selling Podcast," Mike and Scott tackle three of the most pervasive and damaging mistakes that sales representatives consistently make, hindering their success and costing them deals. Understanding and rectifying these errors is fundamental to elevating your sales performance. We break down these critical pitfalls:
- Talking Too Much, Listening Too Little: We dissect the common tendency of sales reps to dominate the conversation with product features and company information, rather than focusing on the prospect. We emphasize the paramount importance of active listening and asking insightful questions to truly understand the customer's needs, challenges, and goals. We explore techniques for effective questioning and how to tailor your approach based on what you learn, rather than delivering a generic pitch.
- Focusing on Features, Not Value: We address the mistake of rattling off product specifications and functionalities without clearly articulating the tangible benefits and outcomes for the customer. We underscore that customers buy solutions to their problems and improvements to their lives or businesses. We delve into how to translate features into compelling value propositions that resonate with the prospect's specific needs and demonstrate a clear return on investment.
- Failing to Follow Up: We highlight the surprisingly high number of potential deals that collapse due to inconsistent or non-existent follow-up. We discuss the critical importance of timely and persistent follow-up, whether it's responding to inquiries, scheduling next steps, or nurturing leads. We explore strategies for effective follow-up that keeps momentum alive and signals genuine interest and professionalism.
This episode provides actionable insights and practical advice to help sales professionals identify and eliminate these common mistakes, ultimately leading to increased conversions and greater success.
Scott Schlofman
Mike Williams - Cell 801-635-7773
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