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Common Negative Behaviors in the Face of Adversity

Avoidance and Disengagement

• Ignoring the situation: This can be a form of denial, where salespeople pretend the problem doesn't exist, hoping it will resolve itself.
• Shutting down: Salespeople may withdraw emotionally and physically, becoming less responsive and engaged in their work.

Counterproductive Coping Mechanisms

• Too outgoing (fake): To mask their internal struggles, salespeople might overcompensate by being overly enthusiastic or friendly, which can come across as inauthentic.
• Negative emotions: These can range from frustration and anger to sadness and despair. When unchecked, they can cloud judgment and hinder problem-solving.

Other Negative Behaviors

• Procrastination: Delaying tasks or decisions due to fear of failure or overwhelm.
• Blaming others: Shifting responsibility for setbacks onto colleagues, managers, or customers.
• Perfectionism: Setting unrealistic expectations and becoming paralyzed by the fear of making mistakes.

These behaviors, often rooted in fear, insecurity, or a lack of resilience, can significantly impact a salesperson's performance and job satisfaction.

Would you like to explore strategies for building resilience and overcoming these negative behaviors?

Scott Schlofman
Mike Williams

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

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We share another some of our favorite moments. Two episodes stand out:

Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.

Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.

Why You Need to Be Your Biggest Promoter:

• Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.
• Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.

Crafting Your Story: Don't Wait to Be the Hero

• Taking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.
• Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.

This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!

Scott Schlofman
Mike Williams

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

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In this week's episode, we review some of our greatest hits. The focus this week is on:

• Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business.
• Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct.
• Closing - James Muir highlights the 7 Deadly Sins in sales. Some of these we are doing wrong. There is a better way to close to improve the experience for everyone.

There are more top hits from some of our favorite guests. Join us next week for more top hits.

Scott Schlofman
Mike Williams

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

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You might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it!

You are in sales if:

• You speak to a client or prospect
• You are trying to push your point

There will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales.

Why does sales get a bad reputation?

• Negotiation - most people don't like to negotiate. One of the reasons is that in a negotiation, you typcially don't get everything that you want. You will likely have to compromise on something. Needing another example? - Most of your friends will enjoy the same things that you like. We don't typically hang out with people that don't have similar interests. To hang out with them, we have to give up too much. Most people don't want to give up or compromise. This compromise gives sales a bad reputation.

There is a better way to sell than an old fashioned negotiation. Sales is about enhancing the client/prospects way of life. There is a better way to sell that is current. You are not in the old way of sales and that is okay. You are in the new way of sales.

Now get out and sell!

Scott Schlofman
Mike Williams

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

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Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.

Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".

Contact Fred on LinkedIn or through this website: Fred Copestake

Scott Schlofman
Mike Williams

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

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On this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure?

• Don't stop talking
• Condecending
• Code Jibberish
• Fidgeting
• Others not listening
• Dont care / Lack of relevance
• Choose wrong time
• Lack of specificity
• Speaking above level of listener
• Embarrased and don't understand

Out of these listed here, which do you feel is the biggest communication failure in sales?

Who is the winner? Reach out and let us know which one is the biggest failure in communication.

Scott Schlofman
Mike Williams

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

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This episode dives into the difference between ambition and work ethic.

The Difference Between Ambition and Work Ethic

• Blind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve.
• Work Ethic Defined: This is the embodiment of "getting things done" - putting in the consistent effort to see tasks through to completion.

Why They Both Matter in Sales

• Ambition Without Work Ethic is a Recipe for Stalemate: Chasing grand ideas without the dedication to make them reality leads nowhere.
• Work Ethic Without Ambition Lacks Direction: You can be a busy bee, but without focused goals, your efforts might not contribute to meaningful sales growth.

The Ideal Salesperson

The sweet spot lies in having both ambition and work ethic. However, when building your team:

• Consider This: Would you rather hire someone with ambition who you can teach work ethic, or someone with work ethic you'd need to inspire ambition in?

Arguments for Hiring Ambition:

• Coachable individuals with a hunger for success can be molded into high performers with the right training.
• Their inherent drive can create a positive and competitive energy within the sales team.

Arguments for Hiring Work Ethic:

• A strong work ethic is a foundational skill. They'll be reliable and see tasks through, even when the going gets tough.
• They can provide a solid base to build ambition on top of, potentially leading to long-term success.

The Takeaway

Both ambition and work ethic are crucial for success in sales. The ideal candidate will possess a healthy balance of both. However, the best path for your team might depend on your company culture and investment in coaching and development.

Scott Schlofman
Mike Williams

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

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Zach Kauflin joins the show and shares his sales journey. You will leave this episode feeling fired up and ready to make the most of your career.

Scott Schlofman
Mike Williams

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