Episodes

  • HTSS210 - Clowns Cowards and Cheats How Sales Lost Its Soul

    HTSS210 - Clowns Cowards and Cheats How Sales Lost Its Soul
    Oct 15 2025

    In this episode of the How To Sell Show Podcast, Scott Sylvan Bell delivers one of his most hard-hitting conversations yet — “HTSS210 - Clowns, Cowards, and Cheats: How Sales Lost Its Soul.” This episode peels back the curtain on the dark side of modern sales culture — where hype has replaced honesty, clicks have replaced competence, and dopamine has replaced discipline.

    Scott dives deep into how the profession that once stood for integrity, service, and craftsmanship got hijacked by attention-seekers, silent enablers, and con artists masquerading as experts. The clowns sell hype for views, the cowards stay quiet to protect their comfort, and the cheats exploit ambition to make a fast buck. Together, they’ve turned sales into a spectacle — and real professionals are left to clean up the damage.

    This episode exposes the motivational industrial complex — a cycle that feeds on insecurity and sells the illusion of progress. Scott explains why the “hope economy” thrives on fake success stories and how the industry rewards chaos instead of competence. But there’s a turning point ahead: the rise of AI is about to separate the real from the fake. The algorithms will stop favoring the loudest voices and start rewarding the most skilled.

    You’ll also hear Scott’s Sales Code of Honor, a modern creed for professionals who still believe in helping clients win, not manipulating them for views. He shares what the future of ethical sales looks like — and why integrity, not influence, is what will define the next generation of closers.

    If you’ve ever felt disillusioned by the circus that sales has become, this episode will reignite your pride in the craft. Tune in to rediscover what sales was always meant to be — a calling, not a performance.
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    19 mins
  • HTSS209 - Reducing The Length Of A Sales Slump And Dwell Time

    HTSS209 - Reducing The Length Of A Sales Slump And Dwell Time
    Oct 13 2025

    Every salesperson experiences a dip in performance—but the real pros know how to shorten the slump and get back to peak performance fast. In this episode of The How to Sell Show, Scott Sylvan Bell breaks down the proven Business Growth Strategies and sales performance frameworks that help you reduce dwell time in sales and bounce back stronger than ever. You’ll discover how to identify the root causes of a slump—whether it’s distractions, fatigue, or self-sabotage—and how to use practical, field-tested tools to recover your momentum. Scott explains why slumps are a natural part of selling and shows you how to build resilience, clarity, and purpose so you can maintain consistency in both mindset and results.

    Scott introduces his Respawn Framework, a powerful process modeled after elite performers and video-game logic that helps salespeople reset, refocus, and rise again. You’ll learn how to use resilience, visualization, positive self-talk, and goal refresh cycles to restore confidence, get back to full capacity, and eliminate wasted dwell time between wins. This episode goes deep into how to measure progress, re-establish your restore point, and develop mental toughness that sticks. Whether you’re new to sales or a seasoned closer, these insights will help you move from panic and frustration to purpose and peak performance.

    If you’ve ever asked how to recover from a sales slump, how to get motivated after a slow month, or how to increase sales performance consistently, this episode delivers the roadmap. You’ll leave with ten actionable ways to shorten your slump—from revisiting your goals and re-engaging past clients to upgrading your environment and taking better care of yourself. Tune in to The How to Sell Show to discover the mindset and strategy behind cutting your dwell time, increasing profitability, and mastering your comeback. Follow @ConsultingSecrets and @ScottSylvanBell for more sales training, sales mindset coaching, and real-world tips on how to sell more, make more, and stay unstoppable.
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    31 mins
  • HTSS208 - Setting Expectations In Sales To Help Close Deals

    HTSS208 - Setting Expectations In Sales To Help Close Deals
    Feb 15 2022

    Your ability to set expectations as a salesperson is one of the most underrated skills in closing deals. In this episode of The How to Sell Show, host Scott Sylvan Bell breaks down how setting clear expectations throughout the sales process helps create alignment, trust, and commitment. When clients can “see” or “hear” the goals early on, they understand what’s coming next—and that makes every step smoother.

    Scott explains how using boundaries in your sales process isn’t about being rigid—it’s about communicating effectively and protecting both sides of the agreement. You’ll learn how to define outcomes, structure the conversation, and use expectation-setting as a closing tool that builds confidence.

    If you want to improve your ability to communicate clearly, reduce misunderstandings, and close more deals, this episode is a must-listen. Tune in to The How to Sell Show and discover why great salespeople don’t just talk about results—they define them from the start.
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    32 mins
  • HTSS207 - Evolution of the sales representative - Scott Sylvan Bell

    HTSS207 - Evolution of the sales representative - Scott Sylvan Bell
    Feb 14 2022

    As a salesperson, your roles, responsibilities, and self-image will evolve over time. This evolution is something you can take within a few years or over your lifetime of sales.

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    21 mins
  • HTSS206 - How to prepare for a sales interview - Scott Sylvan Bell

    HTSS206 - How to prepare for a sales interview - Scott Sylvan Bell
    Jan 21 2022

    How to prepare for a sales job

    There are multiple approaches to interviewing salespeople. If you have never been in sales there is a feel to the interview. Some people fly off the seat of their pants while others use a full structure. It is important to note that some Business Owners and or Sales Managers like to see salespeople squirm. You will want to be prepared for an easy sales meeting or a difficult one. Either way, it will come down to your skills, conversation, rapport, and charm. You can learn from sales job interviews as to things

    Why do sales interviews matter

    A sales interview is a way for a company to decide to hire you or not. This seems simple enough. Some companies cant find a closer and are willing to hire someone to train. Sales interviews can range from easy to difficult. The better you prepare and the better your answers are you can improve your chances of getting hired. If you are looking for a sales job, this content could prepare you for what to expect.

    Questions you may get on a sales interview for a new job

    To start with this is not really a question but a view of an action. In this day and age people, can't say they didn't know how to get somewhere. Most employers will look at:

    1. Did they show up on time prepared with notes, pen, and or paper?
    2. Do they initiate the conversation at the office
    3. Are they friendly with the office staff?
    4. Are they a closer and can they prove it – do they have docs and or awards
    5. Can they deal with pressure –
    6. Are they relaxed in the conversation even with no rapport
    7. Can they deal with the pressure of constant questions and also deal with constant interruptions
    8. Are they Good looking, funny, or socially awkward (pay attention to the laws in your jurisdiction
    9. Do they have a slight edge, chip on their shoulder, or anything similar – confidence vs arrogance
    10. Can they hold a conversation
    11. Do they engage in the conversation / do they get annoyed easily
    12. Can they deal with tough follow up questions?
    13. Do they have direction in the conversation, Are they leading or trying to lead
    14. Have they found achievement in their life?
    • Sports – college
    • Awards
    • Degree
    • Health
    • Adversity – Jail to redemption, broke to money
    1. What is their favorite adversity story?
    2. Are they willing to follow a system?
    3. Are they willing to make a cold call on the phone live or at least willing to attempt it?
    4. Are they willing to role play in the appointment and if so why?
    5. Do they know how to articulate what they want?
    6. Will they push back or will they agree with anything?
    7. Do they ask for the next steps?
    8. Do they love people or hate them, do they have a disdain for others?
    9. Can they talk about good and bad experiences in their life?
    10. Are they a people pleaser and go with the wind – this may be a problem – they will get pushed around from they buyers?
    11. Do they seem eager about the job or the role
    12. Do they push back with rejection – Call me back -

    Questions to ask new salespeople

    When someone is new to sales the questions asked may be different than questions asked to veteran sales reps.

    1. Would they be willing to start with just following up or at a lower level position?
    2. Have they achieved anything in the past that they are proud of?
    3. How did they prepare for the call?
    4. Can they hold a conversation with questions, directions or anything else?
    5. Do they ask good questions or look for clarification?
    6. What happens when they get pushed back?
    7. Are they willing to talk about their fears of selling?
    8. Are they overly confident, this can be a problem?
    9. Are they willing to try to sell in the appointment?
    10. What is the most expensive thing they have recently bought – ask them to see “you buy how you sell”

    You have tons of options when looking for a sales job. Just so you know sales interviews are not supposed to be easy.

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    30 mins
  • HTSS205 - Why your sales team is failing (part 2) - Scott Sylvan Bell

    HTSS205 - Why your sales team is failing (part 2) - Scott Sylvan Bell
    Jan 17 2022
    The reasons why your sales team is failing This may be a tough conversation for some Executives, Business Owners as well as Managers. It's not always the sales team's problem that creates a lack of sales. For this reason, we are not going to talk about salespeople. We will exclude salespeople from this conversation just for a moment. For a moment we will imagine that they are perfect. This is the only way we can examine this side of the conversation. The problems internally in your business When you look at the people inside your business running they show, are they the right people? You could have the right team inside the sales department with a great manager and great team. You could have a wrong culture outside of the sales team. Your support staff may be the problem. There is no common goal to take care of the client. There is the idea “I need to get my job done and the client will work around me”. This is where the office makes it difficult to do business: They rescheduleThey don’t call back / emailThey don’t care about the outcome of the clientThe process is more important than anything elseThey talk trash on salespeopleThey say persnickety things to salespeople The office created problems for salespeople When the office staff doesn't want to help clients or help salespeople in their roles it creates chaos. Salespeople can hit downturns in sales for the sole reason they get caught up in all of the office issues. These feelings can make salespeople question, their role as well as if the buyer is going to be happy with the product, service, install or delivery. This is a tough feeling for salespeople as they can think internally: You want me to close the deal but you don't want to give me the help I needYou want me to get the “gross profit” but the office can hinder the process You want me to keep clients “happy” after they have had problems with the officeYou want a ton of things, but what you don't want to do is focus on the client Salespeople end up thinking "Now I'm worried" and they are not focused on closing the deals. They start to focus on all of the problems they are going to face after the deal. How your office also creates problems for salespeople Sometimes your staff looks for perfection that can never be obtained. People in the office are paid by the hour or by salary from the deal that has been closed. They just want to get "their task" done. Sometimes the office just doesn't care. There are also times where there are bullies in the office. Where this business disconnect comes from: Ownership and or upper management that doesn’t see the problem – they don’t know its happeningOwnership and upper management doesnt care – things are good the way they arePeople who have never seen the other side of the rainbow – small companies that have never been bigLegacy managers – those who want things the way they have always beenBullies – someone who always has to get their way or always be in controlA belief in the office that salespeople are evil and overpaid – I am going to punish them for past sins of horrible peopleThe lack of saying what needs to be said in company meetingsPoor accountability over time How to make your sales team perform better Your sales team has the capability of being great. There are actions you can take as an Executive, Business Owner, or Manager. Some of these truths may be uncomfortable to hear and or see. Here are the places you may hear about the problems you have in your office: A consultant friend hears and shares this episode of the "How to sell show"A Sales manager goes to the ownership and or managementThe topic is brought up ion a sales meetingOld employees bring it upA new employees bring it upPeople leave and the conversation happens at the end of the termYour clients cancel and or complain Why your sales team fails from the office results in There are real-life problems created by issues in your office. The repercussions of a office that is stuck in doing things their way hurt your business. They also can make Executives, Business Owners, and Managers look ineffective and weak. You can end up with: Lost dealsLost revenueLost office staffLost salespeopleBad reputations Here is how you can fix poor office performance There are ways for you to get back on track. Your ability to find a path to helping a sales team is possible. Here are some steps you can take to get a high-performance sales team: Really examine what happens in an organizationListen to what the team is saying – sometimes you will have to go to them and ask. If you have people that don’t complain and now they are… there is a problem.Allow for candid feedback – Know some Managers held meetings before the meetings to “put everyone in their place”. Outside interviews – Hire consultantsClient surveys – on-site interviews and face-to-face conversations.
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    22 mins
  • HTSS204 - How to use emotions in sales to close deals - Scott Sylvan Bell

    HTSS204 - How to use emotions in sales to close deals - Scott Sylvan Bell
    Jan 12 2022
    How to use emotions in sales to close deals You can use emotions in sales to close deals. Please make sure to do this right or you will be seen as manipulative. If you are not careful you can induce reactance and skepticism in your presentations. When you reach reactance or skepticism in your sales process you can close the deal but it will probably take hard closing or heavy discounting to close. When you use emotions incorrectly or push too hard enough you can trigger contempt and that will lead to no sale. Should salespeople use emotions in sales? You should absolutely use emotions in sales to close deals. If you are not using emotions in sales to close deals it, you are leaving money on the table. There are times where you must pay attention to how you ask questions and interact with your buyers. Some ground rules for using emotions in sales: Your vocabulary has to match your styleVocal pitch and tone matterYou can mirror your buyerQuestions and stories rule – tell the story and insert the word or the word trackPeople buy with emotions and justify with logic Where salespeople struggle using emotions in sales You do have to know something about using emotions in sales. You use emotion in sales with the buyers you meet with but you hold fast about your beliefs and conversations. You don't allow the conversations to move you too far emotionally. If you get too emotionally wrapped up it creates problems later on down the road. You being too emotional takes you out of control. You need certainty, they need emotions. In sales, your buyer is looking to you for leadership. How to make your competition in sales work harder You should make it harder for your competition to sell against you. How you present ask questions and interact should make the “competition” job hard implicitly and explicitly. There are a few ways to make that happen: Show they are not preparedMy presentation is more thought out as theirs and it leads to an outcome of saying yes.That they only have a minimal offering Their solutions are sub par and irrelevantPaint the picture of their limitations when trueI want the competition to feel like the guy on infomercials that can do anything right Emotional word tracks to use in sales You can use emotional words to your advantage. These words can be found in any thesaurus you can get your hands on. You will want to add these types of words in your presentation. The key is for you to use emotional words in your sales presentation before your buyer does. Here are some words and word tracks that you can use in your presentation: You – the favorite word of everyone: you, your, yours (name)Happy words: you use these words to explain the outcome your buyer will face. As a side note please be truthful about what you say and do: Animated, Delighted, Eager, Energized, Enthused, Excited, Excited, Happy, Jovial, Love, Motivated, Opportunistic, Opportunity, Pleased, Thrilled.Positive execution word tracks: At the end of the dayHere is the outcome you can expectHere is what to expectSuccess looks likeYou will findYour final resultYour needs will be met Negative execution emotional words: Abuse, Awkward, Bumbling, clumsy, here is what to look for, inconsistent, inept, malpractice, Neglect, poor execution, Unimpressed. Frustration - I don’t want you to choose the wrong option and be frustrated – Aggravation, Agitated, Anger, Annoy, Annoyance, boring, consequences, content Disappointment, Dissatisfied, Disturbance, disqualified, enrage, Hindrance, Provoke – you use these words to talk about their problem and the competition. Danger words –AKA bad boy words, banned, Beware, Cautious, Clandestine, controversial, covert, Exclusive, Hidden, out of bounds, private, secret, Sense of danger, unpublished, Veiled, warning, Stealthy, Underground & Silent. Using negative emotional words in your sales process You can use these words to talk about your product and or service without the negative attachment. You use these words to explain the negative consequences of using the competition's products or services. – build doubt How to use Primacy and recency in sales You can use the power of psychology with your buyers. There will be times where you want to engage with the people you meet within a way that can trigger emotions. Sometimes this is the feeling of missing out (FOMO) and sometimes this is just convrsational. Miss out – You will regret missing out vs I don’t want you to miss out (words that can Convery this are) Get in while you can, Last chance, Last ones, Last time ever, members-only, Only time ever, limited quantities, Prices will be raised, This offer is going away, Time will expire, your secret special.Imagine – The imagine words paint pictures in the mind of the buyer. You can use all of the senses to make this happen. Visual – here is what you see, feel – here is the feelings of buying, hear – this is what you will hear, smell – the scent of the product or ...
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    27 mins
  • HTSS203 - Goal setting process in sales how to set your outcomes - Scott Sylvan Bell

    HTSS203 - Goal setting process in sales how to set your outcomes - Scott Sylvan Bell
    Jan 5 2022
    How to use goals to sell more If you look at goal setting there are so many pieces of information from you to choose from. You have to find what works for you. There isn't a one size fits all goal-setting process for everyone. It's ok to try something and if it doesn’t work find something that does. Your job is to find a plan, stick to it and work it. You can always modify as needed, in the end, this is your recipe. Goal setting and sales One of the common mistakes salespeople and entrepreneurs make is to think they have to wait until January 1st every year to start with their goals. You will find consistency in sales starts with expectations and tracking. Plenty of salespeople and companies struggle with consistency and tracking. Goal setting data points Most stats about goal and goal setting have no attribution. Most studies have too small of sample sizes. It's tough to judge off success off of 10 people vs 1000 people. The Harvard Study Study has been shown to be fake or nonexistent. Here are the 2 constants you will find when you study goal setting. You are 33% - 43% more likely to achieve a goal if it's written down. 2015 Gail MatthewsYou are 76% - 81% more likely to achieve a goal if it is tracked - No attributionUse ranges when setting goals – Particpances averaged 2 pounds per week when they targeted to 1-3 pounds per week. (https://hbr.org/2014/11/when-you-give-your-team-a-goal-make-it-a-range)Goal setting success can be linked with motivation, self confidence & autonomy (Locke & Lathan, 2006) The goal-setting common experience There are some common traits in goal setting that seem to be a strong constant. These items are mentioned in just about every example, article, podcast, YouTube video as well as goal setting courses: Write your goals downReview your goals frequently with tracking Area 1 - You do have to have your foundation (the 4Ds): Discipline – How strong is your discipline – do you need someone to monitor you or tell you what to do? Devices and Systems – What framework do you have besides your beliefs?Dates – What are your timelines: daily, weekly, monthly, quarterly, semiannually, and yearlyData - Where do you put your outcomes – how do you track them? Area 2 – Reason why Have a strong reason why to escape from struggling. This concept is the main drive above all and everything else that I see help people propel. There are 4 main topics with plenty of subtopics. 3 of these are common ideas and 1 isnt. What is the deep-down reason for your goal? Not the reason you tell everyone. If you were to speak to a confidential source what would you tell them? This conversation may be super personal. For others, it can be an open book. Your desires and personal outcomes matter Prove yourself right – It was something I wanted to do, Show others what you can do – I want others to see me and hear meProve others wrong – Everyone said I couldn’tConditions you grew up in – poor or even in wealthPhantom – Natural drive – not normal in the distribution of people. Some people just don’t have this, it who they are Questions to ponder for your reason why What does the goal mean to you, how have you attached to the outcome?Do you really want the goal or is it a platitude?Are you trying to impress someone else?What is your level of commitment?What are you willing to sacrifice?What is in your way to get the goal accomplished?Who is in the way of your goal?Is the goal worthy of you? Area 3 – The groupings and explanations These are typically tied to a date and a sum of money or outcome. You can set a time and date fairly easily. By March 30th I will hit 500k in gross income from all of my businesses. Royalties, equity, mastermind and consulting. You can then add these 14 dimensions or groupings: Actions – Things you want to do and or achieveEvents – Meetings and or groups you would like to be a part of. This could be courses, masterminds, philanthropicLocations – Places you want to be, want to go, want to attend. PurchaseMoney – the income you want to achieve, the money you want in savings and or investmentsPeople – The people you want in your life as well as the people you would like to do business with and connect toPhilanthropy – the places you want to donate time and energy toPhysical – How you work out, your weightProducts – The things you want to purchase or acquire. Cars, watches, houses, businesses, buildings Purchases – things you want to buyRecreation – what you want to do for funRelationships – How you treat the people in your life and how they treat you. Family, significant others, friends, and colleaguesRewards – this is an if-then statement style (when I do this, I will do that) this is the ultimate dopamine rush for your goalsSpiritual – Your relationship with your creator and your styleStretch goals – These are the additions to a goal a “push up” in case you hit something quicker Area 3 – The...
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    36 mins