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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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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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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.

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Is sales an art form or a rigorous science? In this episode, Scott and Mike welcome back Barton Schmitz, VP of Strategic Accounts at CAPSA, to settle the debate. The conversation begins with a surprising revelation: Barton prefers driving in absolute silence to foster strategic thinking—a stark contrast to the noise of the daily grind.

Barton shares the philosophy he developed while turning around the culture at Sunrise Medical, defining sales simply as "getting people to do something they would normally not do."

He dismantles the idea that sales is just "presenting" and breaks down a proven, circular methodology that turns order-takers into top performers. Whether you are selling medical devices or Boeing 787 Dreamliners, Barton argues that without a process, you are just painting with your fingers.

Key Takeaways:

• The Power of Silence: Why successful leaders use drive time for deep thinking rather than distraction.
• The Definition of Sales: It isn't just offering a product; it is influencing behavior to change a result.
• The "Will You?" Close: Why asking "Do you like this?" is a trap, and why you must ask "Will you buy this?"
• The Da Vinci Debate: Mike argues for sales artistry; Barton argues that even Da Vinci had a process.

The 4-Step Solution Sales Process: Barton details his "Flywheel" approach to sales, ensuring velocity and results:

1. Prepare: Don't wing it. Understand the pipeline and the customer before the meeting.
2. Present: This is where the commitment happens. If you aren't closing here, you are just talking.
3. Implement: Delighting the customer through the delivery of what was promised.
4. Follow-up (The Refresh): Creating the environment for the next sale.

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Jeff "Raccoon Man" Padilla returns to the show to set the record straight. The episode kicks off with a hilarious listener review from Jeff's nine-year-old daughter, asking why Scott and Mike are "tasting feet" instead of "tasting defeat."

Once the laughter subsides, the trio tackles the most expensive and risky challenge in sales leadership: Hiring.

Jeff breaks down why "Ability" trumps "Knowledge" and "Skills" every time.

The group debates the pros and cons of hiring fresh college graduates (blank slates) versus seasoned veterans (who may come with bad habits). They discuss the difficulty of uncovering "invisible" traits like curiosity and work ethic during a standard interview process.

Finally, Scott proposes a radical new hiring tactic: The "Reverse Ride-Along," where the hiring manager shadows the candidate in their daily life for two days to see if their hustle matches their resume.

Key Takeaways:

• The "Tasting Feet" Blooper: A reminder that even your intro needs a refresh if it sounds like you are eating toes.
• Curiosity & Business Acumen: These are the two non-negotiable traits Jeff looks for. Can the rep understand the customer's business model, not just the product specs?
• The KSA Debate: You can teach product knowledge and sales skills, but you cannot teach "Ability" (intrinsic potential) or desire.
• The Risk of the Unknown: Hiring is a two-way street of risk. The company risks revenue; the candidate risks walking into a toxic culture.
• The "Reverse Ride-Along": A proposed method to verify work ethic by observing the candidate's natural routine before making an offer.

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On this week’s episode, Scott and Mike are joined by one of their "four actual listeners," Jeffrey Padilla, Director of Sales at Rainier Surgical. Jeff shares his journey from a desk-bound bracing coordinator to running the sales department, proving that hate for paperwork can be a powerful motivator.

The trio dives deep into the philosophy of sales leadership. Jeff explains why he stopped giving his reps the answers and started asking "Why?" to build critical thinking. They discuss the concept of "Platinum Hours" —the preparation time outside of 8-5 that separates top performers from the rest—and why willingness to do the work in the dark is the #1 trait he looks for in new hires.

Finally, the group debates whether Cold Calling is truly dead (spoiler: it’s not, but walking in blind is) and Jeff breaks down his "Raccoon" sales style: digging deep to solve problems and being relentlessly reliable. He caps off the episode with a masterclass on Gap Selling, explaining how to move customers from their painful Current State to their desired Future State.

Key Takeaways:

• The "Why" Management Style: Don’t just give reps the answers. Force them to walk through their logic. It creates autonomy and confidence.
• Platinum Hours: Success isn't just about what you do when the customer answers the phone (Golden Hours); it's about the prep work you do when they don't (Platinum Hours).
• Cold Calling 2.0: Walking in blind is dead. Walking in with research, understanding the business problems, and having a hypothesis is very much alive.
• Gap Selling: You aren't selling a product; you are bridging the gap between where the customer hurts now and where they want to be.
• The Raccoon Analogy: Be a problem solver. Sometimes you have to dig through the mess to find the solution.

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What happens when a nurse interrupts a product manager in the middle of a training session to tell them they are wrong? apparently, a 25-year career in sales leadership begins. On this episode, Scott and Mike welcome Barton Schmitz, VP of Strategic Accounts at CAPSA (and Mike’s former boss), to discuss the transition from clinical care to high-stakes sales.

Barton drops a masterclass on the fundamental difference between "servicing" a customer (pointing them to the bread aisle) and selling to a customer (walking them there and finding out why they need the bread). He shares his "Steering Wheel Sticky Note" hack for accountability, explains why a "No" at the closing table is actually a failure of process, and breaks down how to use your manager to clear internal roadblocks—including creative deal-structuring like "split terms."

Key Takeaways:

• The Definition of Selling: Barton defines selling simply as "getting people to do something they normally would not do." If they were going to do it anyway, you are just an order taker.
• The "Bread" Analogy: Don't just point to the aisle. Walk the customer there, ask questions, and uncover the need. That is the difference between service and sales.
• The Steering Wheel Hack: Before every call, write your specific goal (PO, commitment, next step) on a sticky note and put it on your steering wheel. When you get back to the car, that note is your immediate accountability mirror.
• Pipeline vs. Tasks: A sales process is a tool to move a customer at a controlled rate. If you aren't moving them forward, you are just completing tasks.
• Leveraging Leadership: Don't suffer in silence. Use your manager to clear operational roadblocks or to approve creative financial structures (like split terms) to save a deal.

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Mike Williams - Cell 801-635-7773

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We have all been there: You are handed a project, you feel out of your depth, and you are convinced everyone else knows exactly what they are doing. On this week’s episode, Scott and Mike tackle Imposter Syndrome head-on, using a disastrous DIY plumbing story involving an angle grinder and a shower handle as the perfect metaphor for professional growth.

The duo discusses why being an "expert" doesn't mean knowing everything—it means knowing who to ask and being willing to figure it out. They break down the "7 Red Lines" theory, Scott introduces his concept of the "Working Wheel" regarding willingness to change, and they offer three practical steps to get out of your own head and start trusting your own expertise.

Key Takeaways:

• The "Expert" Trap: Referencing the viral "The Expert" YouTube sketch, the hosts discuss how sales reps are often asked to do the impossible (like drawing transparent red lines). True expertise isn't magic; it's creativity under pressure.
• Scott's 3 Steps to Beat Imposter Syndrome:
  1. Stack Your Wins: Write down your successes. When you see them on paper, it is harder to convince yourself you are a fraud.
  2. Progress vs. Perfection: Stop comparing your internal struggles to someone else’s external highlights. You are not the worst salesperson ever; you are just learning.
  3. Collaborate to Validate: Talk to other pros. You will quickly realize they aren't "superhuman"—they just have different experiences (or a blowtorch and lubricating oil).
• The Working Wheel: Career longevity comes down to a willingness to try new things. If you stop trying, the wheel stops turning.
• Curiosity > Intelligence: You don't have to be the smartest person in the room. You just have to be the most curious and the most prepared.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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