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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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