Welcome back to MOJO: The Meaning of Life and Business! In this episode, host Jennifer Glass tackles the topic of sales—an essential component in both our professional lives and everyday interactions—with the help of special guest Howard Wolpoff, a seasoned sales and leadership performance coach with over 25 years of experience.

Kicking off the conversation, Jennifer Glass humorously reminds us that sales isn’t limited to the boardroom—it's in everything we do, from persuading colleagues at work to negotiating with our kids. As Howard Wolpoff points out, many people mistakenly believe they know how to sell, yet few receive proper training and guidance, leading to missed opportunities and stunted growth.

Throughout the episode, Howard Wolpoff shares invaluable insights into the art of selling, emphasizing that relationship-building is at the heart of every successful sales conversation. He explains why establishing rapport and understanding a prospect’s true pain points are critical, and delves into practical strategies—from asking the right questions and recognizing cues to managing time efficiently and keeping meetings on track.

The discussion also covers how to navigate group presentations versus one-on-one sales, handle common objections, and use creative approaches to break the ice when cold calling or pushing past gatekeepers. Listeners will get a behind-the-scenes look at advanced sales techniques, such as mirroring, refining scripts, and even bringing a touch of humor to difficult conversations.

Whether you’re a seasoned sales professional, a business owner, or simply someone looking to improve your persuasion skills, this episode offers a comprehensive guide to making your sales process more human, effective, and ultimately successful. Join Jennifer Glass and Howard Wolpoff as they break down everything you need to know to stop fearing sales and start seeing it as an opportunity to genuinely help others—and grow your business in the process.

About my guest: Howard Wolpoff, MBA, is a sales and leadership performance coach with over 25 years of experience helping businesses and sales teams maximize their potential. As a former marketing executive turned sales strategist, Howard has worked with companies across multiple industries to refine their sales processes, boost revenue, and develop confident, high-performing teams.

Connect with Howard on LinkedIn and on the web at https://www.howardwolpoffswc.com/

Keywords: sales process, sales training, sales mistakes, sales coaching, closing techniques, rapport building, personality assessment, prospecting, sales objections, business development, public sales presentations, group sales pitching, decision makers, networking, sales scripts, gatekeepers, voicemail strategies, time management in sales, sales meetings, budgeting for sales, mirroring in sales, uncovering client pain points, sales follow-up, handling objections, research before sales calls, use-it-or-lose-it budget, referrals, sales team development, sales performance, Southwestern Consulting, sales value proposition