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The Selling PodcastAuthor: Mike Williams and Scott Schlofman
Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life.Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further.Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter.Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it! Language: en-us Genres: Business, Careers, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Mastering WIITT Selling: Why Your "Great Meeting" Didn't Close the Deal with Jeff Cutter
Episode 187
Wednesday, 24 December, 2025
Send us a textOn this "take two" episode (after a technical mishap lost the first recording), Scott and Mike welcome back Jeff Cutter, founder of WIITT Selling (What Is Important To Them). Jeff breaks down the fundamental flaw in most sales processes: the obsession with our decks, our products, and our preparation, while completely ignoring the customer's narrative.Jeff shares how this mindset shift started early—selling his neighbors not on a mowed lawn, but on the freedom to ride their bikes on the weekend. The trio discusses why sales reps often get stuck at the "context level" (activities, features, specs) and fail to reach the "emotional level" where decisions are actually made.Key Takeaways:Define WIITT: It stands for What Is Important To Them. If you don't know the specific problem and the emotion attached to it, you are just guessing.The "Context" Trap: Most CRMs are filled with "activities" (sent email, had meeting), but lack intelligence on the actual problem. You need to move from "What are you doing?" to "How does this problem make you feel?"Co-Author the Story: Don't hijack the conversation with your own pitch. Use mirroring and emotional labeling to stay in the customer's story until you uncover the root cause.The Jeep Theory: Citing Clotaire Rapaille, Jeff explains that customers often lie (unintentionally) about what they want (e.g., safety), when they truly buy based on a deeper emotional code (e.g., freedom/open road).Guest Resources: Check out Jeff’s free guide, "Stop Guessing, Take Control of Your CRM Intelligence" at wiittselling.com.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
