Hiring is a gamble, but you don't have to play with blinders on. This week, we welcome back Tim Germann, Chief Commercial Officer at Carterra, to pull back the curtain on how he builds world-class commercial teams. Tim breaks down his "Three Pillars" for identifying top talent: a documented history of success, a relentless work ethic verified by deep-dive references, and the ability to articulate every career transition with ownership rather than excuses.

We explore the "Razor’s Edge" of the interview—finding that rare individual who is infinitely confident in their past results but appropriately humble about the challenges ahead. Tim also shares a powerful lesson on self-awareness and social anxiety in leadership, and why even a "corporate flame-out" can be the germination point for a future superstar. If you are a hiring manager looking to lower your risk or a candidate looking to stand out, this masterclass in interviewing is for you.

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In this insightful episode of The Selling Podcast, Mike and Scott dive into a powerful topic: how to be both kind and assertive in the sales process. It’s a delicate balance; being customer-centric while still driving toward a timely close. And this episode is packed with practical strategies to help you master it!

We break down five proven techniques to help you close with confidence and compassion:

1. Friendly Framing
Start strong by establishing a warm, authentic connection. When you approach the conversation with trust and goodwill, your prospect is more open to hearing about timelines or next steps. It’s about earning the right to create urgency by showing you care first.

2. Permission to Close
Rather than pushing, ask. By checking in on your prospect’s readiness and getting their buy-in to move forward, you make closing feel collaborative and not pressured. It keeps the momentum going while honoring their autonomy.

3. Gentle Deadlines
Deadlines don’t have to be harsh. We talk about how to communicate time-sensitive opportunities in a helpful, transparent way—whether it’s limited availability or a promotion—so the prospect understands why action matters now, without feeling pushed.

4. You Deserve This Close
Frame the decision around them. Help the prospect see how saying yes now benefits their goals, outcomes, and success. When you position the close as something they’ve earned and deserve, it shifts the conversation from selling to serving.

5. The Friendly Walkaway
Sometimes the most powerful move is knowing when to pause. The “friendly walkaway” gives the prospect space while gently highlighting what they might miss by waiting. It’s a respectful nudge that shows you understand their timing, but don’t want them to lose out.

This episode is all about closing with integrity and demonstrating that it’s absolutely possible to drive results without compromising relationships. If you're looking to become more effective and empathetic in your sales approach, this one's for you.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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This podcast delves into the importance of building a strong personal brand in sales. It differentiates between:

Reputation - which is often shaped by hearsay and beyond a sales rep's control vs
Brand - which is a proactive approach to crafting a narrative.

The podcast outlines eight key steps to create and develop a personal brand:

1. Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your expertise, experience, and the value you bring to clients.
2. Craft Your Message: Focus on your target audience and create an authentic message that resonates with them. Develop a clear mission statement that reflects your values, goals, and the unique value you offer.
3. Establish Your Online Presence: Actively manage your online presence to control the narrative and communicate your brand effectively. Create a professional website, maintain an active social media presence, and contribute to industry forums and blogs.
4. Build Your Network: Surround yourself with like-minded individuals who can support and promote your brand. Engage with the community both online and offline by attending industry events, joining professional organizations, and participating in networking groups.
5. Demonstrate Expertise: Showcase your knowledge and skills through positive interactions, content creation, and thought leadership. Share your insights through blog posts, articles, webinars, or speaking engagements.
6. Build Trust: Develop strong relationships by showing empathy, understanding your clients' needs, and delivering on your promises. Be transparent, honest, and reliable in your interactions.
7. Keep Learning: Seek feedback, learn from your experiences, and continuously strive to improve your skills and knowledge. Attend industry conferences, take courses, and stay up-to-date on the latest trends and best practices.
8. Leverage Testimonials: Collect and share positive testimonials from satisfied clients to reinforce your brand and reputation. Encourage clients to provide feedback and share their experiences with others.

By following these steps, sales professionals can create a powerful personal brand that sets them apart, builds trust with clients, and drives long-term success. Remember, building a personal brand is an ongoing process that requires consistent effort and dedication.

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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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In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.

Fear: The Silent Saboteur

Fear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:

• Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.
• Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.
• Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.

Uncertainty: Navigating the Unknown

Uncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:

• Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.
• Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.
• Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.

Doubt: The Internal Critic

Doubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:

• Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.
• Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.
• Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.

Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.

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Mike Williams - Cell 801-635-7773

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This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.

• Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.
• Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.
• Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.

The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.

By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.

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Mike Williams - Cell 801-635-7773

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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 Moving

In 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: Activities that bring joy, fulfillment, and excitement.
• Like To Do: Activities that are enjoyable but not necessarily passionate pursuits.
• Obligated To Do: Activities required by work, family, or society.
• Hate To Do: Activities that are unpleasant and draining.

Areas of Overlap:

• The Sweet Spot (Want To Do & Like To Do): These are ideal activities that combine enjoyment and passion. People naturally move towards spending more time here.
• The Grind (Obligated To Do & Like To Do): Tasks that may be necessary but are also somewhat enjoyable. People may try to optimize these to be more efficient.
• The Burden (Obligated To Do & Hate To Do): Unpleasant tasks that must be done. People will move away from spending too much time here and may seek ways to minimize them.
• The Pull (Want To Do & Hate To Do): These tasks are one where you get to decide which way youy go. Often times these are defining moments that shape othere areas of your life and who you are.

Action Areas:

• Do Quickly (The Sweet Spot and The Pull): Activities that are interesting and enjoyable. These are usually the ones that are done first and done quickly.
• Drag Out (The Burden and The Grind): These activities usually are ones that we put off and take time doing. They become low on the priority because there are no overlapping "want to" areas.
• Don't Complain (The Sweet Spot and The Grind): We don't complain because we know that we need to get these activities done. There is some enjoyment in these activities.
• Do complain (The Pull and The Burden): Although these activities can be life altering, there is often complaining in the growth areas. We either complain because we don't want the activity or we don't want to grow.

Overall Movement:

The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions.

Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become.

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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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Alex outlines how to use a personal brand in your selling. By posting regularly and engaging with your social media, you will drive your personal brand and that will translate into more sales. Alex shares how he does this and personal story as to the impact of your personal brand in sales.

Founder of Growth IQ and MySalesAgency, Alex has joined Amazon Web Service AWS as an Enterprise Sales Lead. He is a graduate from Edinburgh Napier University with a first-class distinction with a bachelor's degree in sales management, and all this culminated in our guest being recognized as Linkedin’s #3 TOP VOICE in Sales Thought Leadership.

Alex provides more insight into his Jan 2020 Linkedin article discussing whether salespeople born or made. Characteristics that can’t be taught are:

• Drive
• Passion
• Hunger

Alex said, "a customer buys when they perceive more value in your offering than it's cost. Don’t just sell! Solve business pain points and help companies reach their aspirational targets".

He shares insights on how to align your sales cycle with your sales strategy. He also about losing a $1,000,000 deal and what he learned from the experience. It also ties into:

Pipeline Generation:

1. Identify the stakeholder
2. Open the lines of communication
3. Deliver a consistent message
4. Be proactive
5. Maintain accurate data
6. Deliver value

This episode is great for anyone confused about personal branding in sales. A top thought leader in sales for LinkedIn shares his experiences. A special thanks to Alex for joining and sharing many details to help drive more business!

https://www.alexalleyne.com/
https://www.linkedin.com/in/alexalleyne/

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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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How do you value something?
In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services...

SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment.

How do you value something:
1a. How much will someone pay for something?
1b. How much is the next person willing to pay?
2. What are you willing to sell for?

Defining seller's regret as it relates to points 1 & 2 listed above:
1. Feeling that someone was willing to have paid more.
2. You didn't get the value you wanted in the transaction.

Point #1 is typically greed driven.
Point #2 is rare because we are often able to walk away if our value isn't there.

Let us know what you think and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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