It’s that time of year again. In this episode of "The Selling Podcast," Scott and Mike dive into the realities of the fourth quarter and what sales reps need to do to not only close out the year strong but, more importantly, set themselves up for immediate success in the coming year. Mike provides a necessary dose of reality, arguing that much of your current Q4 success was determined by the work you did in the previous nine months. If your pipeline is light today, it’s a sign that your past prospecting slipped. To fix this and ensure a dominant start to next year, Mike outlines a crucial five-point checklist: blocking off sacred prospecting time during "golden hours," batching administrative tasks to stay focused on selling, prioritizing accounts with high economic impact (80/20 rule), always locking in the confirmed next step, and planning tomorrow’s schedule tonight. Think of this episode as your mom telling you to "eat your vegetables"—it's the universal, consistent discipline that every top-tier sales professional must follow. Start building your future Q1 quota today by listening athttps://thesellingpodcast.com/!

Stop asking "What’s your budget?" and start qualifying like a pro. In this episode of "The Selling Podcast," Scott and Mike break down a high-impact five-point qualification checklist designed for the "pre-presentation" phase of the sales process. Mike reluctantly shares his top three points, while Scott enthusiastically fills in the gaps on the final two. Together, they discuss why you must identify the authority on the "signature trail," ensure executive alignment with corporate initiatives, and drive the initial cost of inaction using real numbers. They also dive deep into why "velocity" (maintaining forward momentum) is crucial for big deals and how to navigate fiscal management by focusing on budget allocations for initiatives rather than asking for specific dollar amounts. Tune in to elevate your sales game and stop wasting time on unqualified leads athttps://thesellingpodcast.com/.

sales qualification, sales checklist, pre-presentation, decision maker, corporate alignment, cost of inaction, sales velocity, budget allocation, sales tips, B2B sales, sales process, The Selling Podcast

Are your sales calls resulting in closed deals, or are you just going through the motions? In this episode of "The Selling Podcast," hosts Scott and Mike break down the ultimate pre-call routine that separates average sales reps from top performers. Drawing an amusing parallel to professional golfers following a strict pre-shot checklist, Mike reveals the four fundamental self-reflective questions every salesperson must answer before stepping into an account: Why are we stopping here? Who are we seeing? What are we going to ask? And why is that information critical? Complete with practical insights, humorous analogies (including an accidental detour to a horse track!), and a sharp focus on avoiding lazy questions, this episode is a masterclass in sales preparation. Tune in and elevate your sales strategy today athttps://thesellingpodcast.com/!

pre-call routine, sales preparation, sales strategy, B2B sales, sales training, closing deals, sales coaching, prospecting tips, sales techniques, sales mindset, The Selling Podcast

Join us for a fun conversation about sharks and life lessons!

Leah, a ten-year-old shark enthusiast, joins us today, bringing a youthful perspective and a love for these majestic creatures. We kick off with a light-hearted banter about her age and the unique reason for her appearance on the podcast: to help lower our average listener age!

Shark Stories and Insights

Leah shares her fascination with sharks, explaining how crucial movement is for their survival. "Sharks need to swim to live because their blood needs to flow!" Leah tells us about a marine biologist who trained lemon sharks, inspiring us to appreciate the wonders of marine life.

"When sharks stop moving, they suffocate!" — Leah

We delve into fun facts about sharks, such as their incredible ability to constantly replace teeth, making them practically toothless-proof! Leah reveals that sharks lose teeth frequently but grow them back faster than humans can.

Adventures and Experiences

Scott recalls a recent trip to Florida, where he searched for shark teeth on the beach. Leah expresses her curiosity about how so many shark teeth end up in one place, leading to a playful exploration of shark trivia.

Mike also shares his thrilling experiences of cage diving with great white sharks, sparking Leah's interest in possibly trying it someday. "It would be cool to swim with sharks!" she exclaims.

Reflections

As the conversation flows, we reflect on the lessons learned from sharks: the importance of movement, resilience, and a curiosity for the world around us. Leah’s vibrant energy reminds us that exploration and learning never stop, no matter your age.

Join us for this delightful episode filled with laughter, insights, and a fresh perspective on life and sales from a ten-year-old shark lover!

• Why Amazon-level convenience has reset customer expectations
• How to simplify paperwork without cutting corners
• Why empowering sales reps to make decisions can keep deals moving
• How thoughtful upselling and bundling can make buying easier
• Why discounts should reward loyalty and volume—not panic

Scott and Enigo share examples from retail, medical sales, pest control, car buying, and more. They also explore why many reps hesitate to ask for the sale—and why friction may be the silent deal killer behind customers who simply disappear.If you want to improve the customer experience, streamline your sales process, and close more deals, this episode is for you.

In this episode of "The Selling Podcast," hosts Scott and Mike (joined by a "special guest" playfully introduced as Enigo Montoya) sit down with Steven Staines, the Director of Sales Development at Pinnacle West Medical.

The central theme of the episode revolves around a provocative statement: Sales isn't "hard." While the hosts acknowledge that sales can be complex, complicated, and exhausting, they contrast the mental load of sales with physically or emotionally grueling jobs. Steven puts this into sharp perspective by comparing the challenges of sales to the life of his wife, a neonatal ICU nurse, whose decisions literally hinge on whether a child lives or dies while working 24-hour shifts.

The discussion then shifts to the fundamentals of sales success, heavily referencing the "Student of the Game Handbook." Steven emphasizes that effective selling is less about a rigid scientific recipe and more about an artful application of fundamentals:

• Reconnaissance before selling: Understanding the clinic's pain points before walking in the door.
• Showing up as a business partner: Offering solutions (like billing services or faster product delivery) that make the practice's life easier, rather than just "bag barfing" product information.
• High Energy and Persistence: The critical need for resilience in the face of rejection and the willingness to put in the necessary activity numbers.
• Training the Next Generation: Steven shares his insights on hiring hungry, tech-savvy college graduates and the importance of field-riding and role-playing to build their confidence in introducing themselves to strangers.

Ultimately, the episode is a masterclass in developing the thick skin and high-energy mindset required to survive and thrive in a professional sales career.

Feeling creatively stuck in your current role? Join Scott and the (self-proclaimed) "heartless" Mike on this week’s episode of The Selling Podcast as they dive into an unlikely masterclass on professional evolution: the life of Michelangelo.

Forget everything you think you know about the Renaissance master. Mike, who admits he usually remains emotionally detached from art, shares why Michelangelo’s work—specifically the gut-wrenching Pietà—finally broke through his pragmatism.

This episode isn’t a stuffy art history lecture. It’s a high-energy discussion on why defining yourself by a single, limiting label is the fastest way to kill your sales career. Michelangelo didn’t see himself as a painter; he was a sculptor, through and through. Yet, when the Pope "assigned" him the four-year, neck-breaking task of painting the Sistine Chapel, he didn't quit. He adapted. He committed. And he created one of the most defining masterpieces in human history as a "side hustle."

Scott and Mike use this historical pivot to challenge salespeople everywhere. Are you limiting your potential by calling yourself "just a hunter," "a closer," or "a brochure-pusher"?

In this episode, you’ll discover:

• Why Your Title is a Trap: How self-limiting labels become self-fulfilling prophecies that stunt your professional growth.
• The "Sistine Chapel" Syndrome: Why you must be willing to take on assignments outside your wheelhouse to discover your true genius.
• Transferable Genius: How Scott went from door-to-door orthopedic sales to international consulting and financial planning by recognizing his adaptable skill set.
• Evolution, Not Abandonment: The crucial difference between pivoting your skillset (like a sculptor learning to paint) and making a completely random career jump (like a sculptor becoming a fly fisherman).
• The Long Game: How to view your career as a continual Renaissance, where your best work may not happen until the "second half."

Whether you’re a sales newbie or a seasoned vet feeling bored, this episode of The Selling Podcast will light a fire under your professional stagnation. Tune in to learn how to channel your inner Renaissance man and realize that, like Michelangelo, your current skillset doesn’t have to define your future masterpiece.

Don't take yourself too seriously, keep your eyes open for opportunities everywhere, and stop being a "stupid Raphael"—listen now!

In this episode of "The Selling Podcast," hosts Scott and Mike tackle the 90% of communication that isn't verbal: body language and hand gestures during sales presentations.

Prompted by Scott's recent broken hand and subsequent awareness of his own gestures, the duo explores the critical nuances of non-verbal communication in sales. They contrast high-energy, large gestures used in public speaking with the smaller, controlled, and deliberate movements required for sales presentations to build trust and confidence.

The episode provides a practical breakdown of specific hand gestures and body language habits, including:

• The power of open palms: Signifying openness and honesty.
• Fidgeting as a crutch: Why clicking pens, swiveling in chairs, or twirling objects signals confusion and lack of confidence.
• The aggression of pointing: Why you should never point directly at a customer, and what to do instead.
• The importance of stillness: How to control your body while listening to demonstrate engagement.
• Mirroring vs. Matching Energy: How to read the room and reflect the customer's vibe without mimicking their anxiety.

Ultimately, the hosts encourage sales professionals to videotape themselves to identify distracting habits and practice delivering their message under the constraint of controlled, deliberate movement.