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If you've ever blamed a lost deal on "bad timing" or "Mercury in retrograde," this episode is your wake-up call. We welcome back Jeffrey Cutter to discuss his new book, Deal Breakers. Through the story of the protagonist Morgan, Jeff illustrates the profound shift from being a "product pusher" to a "trusted advisor."

We explore the "Aha!" moments that every veteran sales rep has faced: the realization that customers aren't looking for the most innovative technology—they're looking for the story that makes them feel safest. Jeff breaks down the "Advisor Lens," teaching us how to ask the hard questions like, "What would make you look foolish in this deal?" and why getting invited into the customer's story is the only way to ensure the deal doesn't break in the other room.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Why do companies go to such great lengths to avoid the word "Sales"? In this episode, Scott and Mike pull back the curtain on the "emotional baggage" attached to the sales profession. From the stigma of the "snake oil salesman" to the internal friction that revenue generation causes within a company, we explore why sales has become a dirty word—and why it shouldn't be.

We break down the Sales Spectrum, helping you identify where you fall between being a "facilitator" and a "persuader," and why the best reps are actually "artists" who match products to real human needs. Whether you're an "opener," a "closer," or a "Business Development Specialist," this episode is your therapy session to help you embrace your role as a revenue generator.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Have you ever read back your own notes and had absolutely no idea what you were trying to say?

You aren’t alone. In fact, studies show that nearly 95% of us work with someone who talks too much, and a staggering 86% of project failures are attributed to ineffective communication. On this episode of The Selling Podcast, Scott and Mike tackle the plague of the "meeting that should have been an email" and the sales pitch that never ends.

Join the conversation as the duo breaks down the critical difference between being succinct and being clear. They explore why "saying more" is rarely the answer and how to stop burying the lead in your sales conversations. Scott and Mike share hilarious anecdotes about their own communication fails and provide actionable frameworks to ensure your message actually lands.

In this episode, you’ll learn:

• The "Three B's" of Communication: A simple mantra (Be Brief, Be Bright, Be Gone) to keep you respected and effective.
• The Clarity Framework: How to "Tell them what you’re going to tell them, tell them, and then tell them what you told them" without being repetitive.
• The Agenda Hack: Why Scott hates written agendas but admits they are the secret weapon to shortening meetings by 50%.
• Written vs. Verbal: How to spot-check your emails to ensure you aren't confusing your prospects (or yourself).

Stop guessing if your customer understood you. Tune in to master the art of getting in, making your point, and getting out.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

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