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In this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance:

1. Controlling the Conversation: This isn't about being pushy or aggressive; it's about guiding the narrative. We explore techniques for asking strategic questions, framing discussions, and leading prospects to the realization that your solution is the superior choice. We discuss how to effectively steer conversations away from price-centric comparisons and towards value-driven discussions. We look at specific techniques to keep control of the sales process.
2. Turning Competitors' Strengths into Weaknesses: We reveal how to analyze your competition's perceived strengths and reframe them as potential weaknesses. This involves understanding the nuances of your product or service and highlighting how your unique selling proposition addresses the limitations of your competitors. We analyze how to strategically position your product to highlight the benefits of your product and how it is better than the competition.
3. Dominating the Relationship Game: In today's sales landscape, relationships are paramount. We discuss how to build genuine connections, foster trust, and create lasting partnerships. We analyze how to build strong relationships. We discuss how to go beyond transactional interactions and cultivate long-term loyalty. We also look at how to maintain and grow those relationships.

This episode provides actionable insights and real-world examples to help sales professionals elevate their game and consistently outperform their competitors. We also discuss how to stay ahead of the competition.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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This podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential.

PJ also shares his personal story of being let go from a job and how this event became his "personal liberation day," ultimately leading him to unlock his full potential and achieve greater success. He emphasizes that setbacks can often be catalysts for growth and self-discovery.

PJ discusses key considerations for determining if SEO is the right strategy for your business:

1. Search Volume: Are people actively searching for the products or services you offer?
2. Keyword Research: What are the specific keywords your target audience is using?
3. Revenue Potential: Does your business have the capacity to handle increased sales volume generated by SEO?
   
   

For more information and insights from PJ Howland, visit his website at pjhowland.com.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Stop losing sales within the first 3 seconds.

This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount.

The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from "selling" to "understanding." The podcast emphasizes the importance of asking targeted questions that are tailored to the individual and their specific situation. These questions should build upon each other, guiding the conversation towards the decision-maker and uncovering valuable insights about the prospect's needs.

The podcast warns against generic, company-focused questions that can alienate the prospect. Instead, it encourages sales professionals to ask creative, engaging questions that demonstrate genuine interest in the individual. The goal is to create a connection and build rapport, establishing a foundation for a productive conversation.

Here are some starter questions focused on the individual:

• "What's been the most rewarding part of your role lately?"
• "What are some of the biggest challenges you're currently facing in your day-to-day work?"
• "What are you most passionate about in your field?"
• "How do you typically approach [relevant industry challenge]?"
• "What's one thing you'd like to accomplish in the next quarter?"
• "What does a successful day look like for you?"
• "How has your experience been with [relevant industry topic]?"
• "What is one thing you are working on to improve?"

The podcast concludes by emphasizing that by prioritizing genuine connection and asking thoughtful questions, sales professionals can captivate prospects from the very beginning and avoid losing the sale within the first few seconds.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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