WINNING AT SELLING

A customer calls and asks you to send them a quote. Do you do it or do you ask for an appointment to find out more about their needs? If I just send over a quote, how can I be sure that it will really address their issues? But is a full blown proposal really necessary and will it help or hurt my chances to make the sale? What's a salesperson to do!

Get ready to defend your preference, as Scott and I discuss Quote Versus Proposal and other creative concepts on Episode 655 of the Winning at Selling podcast.

Peak performance isn't luck—it's a choice. Top sales professionals don't just work harder; they work smarter, optimizing their mindset, habits, and energy to consistently win. Today we will discuss science-backed strategies to stay motivated, handle rejection, and operate at your highest level. You will also discover how to manage your energy, build resilience, and implement habits that drive sales success.

Don't leave your performance to chance—level up and unlock your full potential as Bill and I interview performance expert, Scott Welle about Peak Performance for Sales Professionals on Episode 654 of the Winning at Selling Podcast.

The weekly sales meeting can be an effective tool for your team or a boring waste of time. As a leader, you choose how the meeting will go and if it will have the effect you desire. But if you leave it to chance, chances are it will suck!

Grab your agendas, as Scott and I discuss The Weekly Sales Meeting and other magnificent metrics on Episode 653 of the Winning at Selling podcast.

Have you ever had a misunderstanding with a prospect? They committed, signed the agreement, and you started working together—only to discover they had completely different expectations about what you'd be doing. These misunderstandings often stem from unclear conversations and clever agreements. When expectations and obligations aren't explicitly defined, it's easy to disappoint and fall short of delivering the desired outcome for both parties.

What are your expectations for this episode? Let's dive into meeting them as Bill and I explore Uncovering Prospect Expectations and other critical topics on Episode 652 of the Winning at Selling Podcast.

Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can't help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson acts dishonestly, he or she contributes to the negative persona of our profession.

Here's a chance to check your integrity as Scott and I welcome sales and leadership expert, Steve Keating to discuss Ethics in Selling on Episode 651 of the Winning at Selling podcast.

We've all experienced the hiring process—whether as the candidate or the future supervisor. It's a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we're diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson.

For business owners, sales managers, and recruiters alike, finding the perfect fit can mean the difference between growth, stagnation, or even misery. So, let's explore a step-by-step hiring process designed to set everyone up for success as Bill and I discuss The Hiring Process and other baffling beliefs on episode 650 of the Winning at Selling Podcast.

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1st date is an artificial opportunity, there's nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be successful – are you ready to get going?

So HAPPY NEW YEAR – now get to work as Scott and I discuss, 5 Ways to Jump Start the New Year and other incredible items on Episode 649 of the Winning at Selling podcast.

We create fresh starts at different times of the year. For some, it's January 1st, for others it may be the day after Labor Day. Regardless of when, a plan and process with passion are all necessary.

Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks, the power of accountability, and how to stay motivated and resilient when challenged. Get ready to take your goal-setting game to the next level as Bill and I welcome sales expert Frank Gustafson to prepare for the new year by discussing, Goal Setting - and othervenerable valuables on episode 648 of the Winning at Selling Podcast.

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward.

So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyer's Journey and other fascinating factoids on Episode 647 of the Winning at Selling podcast.

What is the goal of the first meaningful conversation with a prospect? I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself. Really? That's the goal? I say there are other topics more important to discuss.

Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delectable delicacies on episode 646 of the Winning at Selling Podcast.