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Have you ever looked around the sales floor, watched a top performer, and thought, "I need to do exactly what they are doing"? You try to copy their jokes, their cadence, or their spreadsheet obsession, only to find it feels clunky and awkward. On this week’s episode, Scott and Mike discuss why trying to be someone else is the fastest way to set off a prospect's "BS alarm."

Instead of imitation, the duo argues for adaptation. The goal isn't to become the person next to you; it's to identify your own unique "Superpower"—a mix of self-awareness and feedback—and lean into it. Whether you are a "spreadsheet person" or a "storyteller," your success comes from consistency and authenticity, not mimicry.

Key Takeaways:

• The Danger of Imitation: While it is good to want to improve, trying to change your fundamental personality to match a peer usually fails because it lacks genuineness.
• Defining Your Superpower: Your superpower is often identified through external feedback—what do people thank you for doing well? It requires the self-awareness to separate your daily "whirlwind" tasks from your core strengths.
• The "Friends" Theory of Sales: You can't sell to Joey the same way you sell to Chandler. A great sales rep reads the room and adapts their delivery without changing their core process.

• Scott’s 4-Step Guide to Authentic Sales:
  1. Stay in your lane: Don't get distracted by how others sell.
  2. Play to your superpower: Know what you are best at and maximize it.
  3. Adapt without imitating: Learn from mentors, but put their tactics into your own voice.
  4. Consistency always wins: Once you find a process that fits your style, stick to it.

Listener Challenge: Mike leaves us on a cliffhanger this week: If self-awareness and strength are superpowers, what is the opposite of a superpower? Listen in and drop your answer in the comments!

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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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It’s that time of year. You’re waiting for management to spin the "Bingo Wheel" and drop a new, terrifying number on your desk. "Congratulations, you grew 15% last year... now we need 25%." Panic sets in.

This week on "The Selling Podcast," Mike and Scott reveal why waiting for your quota to build a plan is a rookie mistake. They argue that you must create your sales plan before you receive your quota. Why? Because data gives you leverage. If you know your numbers better than your manager does, you turn a mandate into a negotiation.

We break down the 3 effective ways to create a quota-based sales plan that puts you in the driver's seat:

1. Start with a Data-Driven Breakdown: Don't look at the scary big number. Mike explains how to slice the data by product, time, and customer. Understand exactly where your growth came from last year so you know if a 20% increase is a pipe dream or a layup.
2. Territory & Segment Prioritization (Assign Quotas to Clients): This is the secret sauce. You can't control corporate, but you can control your territory. We discuss "monetizing" your accounts by mentally assigning them their own quotas. We also introduce the "2x4 Method" (selling 2 products to 4 accounts, or vice versa) to visualize exactly where the new revenue will come from.
3. Build a Pipeline That Matches the Strategy: A goal without a pipeline is just a wish (or a pipedream). We discuss how to ensure your pipeline math actually supports the new number, factoring in close rates and "sandbagging" buffers.

Plus, we have a candid (and hilarious) conversation about "Sandbagging"—the sales rep’s secret weapon. Is it ethical? Does every manager know you’re doing it? (Spoiler: Yes, and they’re doing it too).

Tune in to stop fearing "The Number" and start building a plan that makes hitting quota a mathematical certainty.

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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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Are you unknowingly undermining your own success? Sales veterans Mike and Scott dive into the pitfalls of self-sabotage—those unintentional actions and thought processes that kill momentum and prevent reps from hitting their goals. They argue that when struggling, many sellers abandon their plan and resort to unproductive, random activities (like Scott’s failed postcard kick) instead of focusing on consistent, effective steps.

The solution isn't motivation; it's actionable strategy. Mike and Scott lay out three core principles to stop the cycle of self-sabotage and build repeatable success:

1. Replace Outcome Thinking with Process Thinking: Stop chasing the overwhelming quota number. Instead, focus on the daily process—the quality, frequency, and objective of your calls and tasks. The quota, they assure, will be the result of a focused process. Scott uses the "Parking Lot Money" concept to illustrate focusing on immediate, revenue-generating actions.
2. Confront, Don't Avoid, High-Friction Actions: Nothing grows without resistance. Mike and Scott challenge listeners to stop waiting for the "magical bear" or the "dish fairy" to handle the difficult tasks. Procrastination is self-sabotage. They introduce the concept of the "Two-Minute Start Drill"—committing to just two minutes of work on a difficult task—and using hard deadlines and scheduling to ensure confrontations (both conversational and task-based) happen head-on.
3. Remove the Guesswork (Create a Framework): Just like a reliable McDonald's burger, your sales process should be consistent and predictable. Remove emotional guesswork by establishing a repeatable sales framework. Share this structure with clients to manage expectations and let them "plan the battle" with you, leading to trust and a smoother path to closing. This consistency, they note, is only enhanced by leveraging tools like AI to expedite repeatable tasks while increasing the time available for value delivery.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

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