Business Practices, Industry Knowledge and Trade Concepts are idle theories without a seasoned guide. Someone who has done it, been there and learned from past successes and failures. A guide who can identify a sharp edge, a tempting short cut or career ending move before it happens.  If you’re looking for a guide and accepting applications, stay tuned as Bill and I discuss The Gift of Mentorship and other magnificent material on episode 626 of the Winning at Selling Podcast ..read more

What is going through a prospects mind during the sales conversation? Are they listening to us or is their mind on its own path? Whatever they are thinking about, it is likely that it is about themselves and not about us? So take your eyes off of yourself as Scott and I consider, Four Questions Prospects Ask And other tantalizing tidbits on Episode 625 of the Winning at Selling podcast ..read more

I love the saying, “be kind to others you meet, because they are all fighting battles you know nothing about.” A life is sales is a life filled with adversities.  Our daily goal is to overcome the distractions and convince disagreeable people.  If you want to be stronger and still standing, stay tuned as Bill and I welcome veteran, author and speaker John Kriesel to talk about Overcoming Adversity on episode 624 of the Winning at Selling Podcast ..read more

Do you have a daily goal?  A routine you want to accomplish before leaving your office. Ever get interrupted by someone that steals your unrecoverable time?  What was their goal in the disruption.  Oh, it was to see if I have a positive response to their uninspiring proposal.  What was the point of the proposal?  Oh, that was missing. Listen up for your new daily goal as Bill and I tell you to Stop Touching Base and other inspiring insightson episode 622 of the Winning at Selling Podcast ..read more

Statistics show that referrals are more likely to give you an appointment and more likely to make a purchase. But for many of us, we don’t get many referrals to begin with. Why does it seem so hard to do? Our guest will warn us that getting referrals is a process, not an event. And maybe that’s where our problems start. So, lock and load as Scott and I welcome world-class salesperson and selling consultant, Garry Duncan as he takes aim at Professionally Targeting Referrals on Episode 621 of the Winning at Selling podcast ..read more

How does a salesperson make us “want” to buy from them? Is it their great charisma, alluring appearance, dazzling smile, perfectly styled hair? Or is something else entirely? Whatever it is, you and I both need it to make our way in this crazy profession of selling. So strap on your helmets as Scott and I delve into Developing Trust and other important ideas on Episode 619 of the Winning at Selling podcast ..read more

Every interaction we have with another person creates a split-second impression.  They may say – “Who is this” - with interest in wanting to know more. Or “Who is this - and why are they interrupting me.  Our actions define and create the curiosity we want others to have in talking more with us.   If you are interested in learning how, stay tuned as Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast ..read more

Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional. If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of th ..read more

Selling more and better starts with sounding different than others in the industry.  Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities.   Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast ..read more

Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they interact with each other?  Listen up as your problem-hunters - Bill and I take on dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast ..read more