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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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Finding the Balance: Creating "Clarity and Doubt" with Your Sales Questions
Wednesday, 3 June, 2026
Scott and Mike tackle a fundamental hurdle in sales: Why do reps need to ask questions?Scott initially challenges the process, suggesting a rep could just hand a prospect a list of answers. But Mike explains how genuinely curious questions can guide customers polite to their own conclusions—helping them see potential "gaps" in their current business that might be keeping them from their ideal situation.The hosts delve into the delicate balance. Questions that are "too strong" or "poignant" can trigger a prospect's "BS meter" or appear manipulative, causing them to check out immediately. Mike emphasizes that effective question-asking should be politeness, not malicious, and framed from the customer's perspective (not the sales rep's need for a commission).The final goal: politely creating clarity and doubt in a prospect's mind—without changing their whole business model—by uncovering gaps from their viewpoint.
