Winning at Selling Podcast : Episode #701

January 1, 2026 By Leave a Comment

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Not all customers are created equal—and treating them as if they are is one of the most common and costly mistakes organizations make. Companies often pride themselves on “great service for everyone,” yet fail to recognize that limited resources require intentional allocation.

Consider how you might categorize your companies service philosophy as Scott and I discuss The Value of Ranking Your Customers and other terrific tidbits on Episode 701 of the Winning at Selling podcast.

Golden Nuggets:

“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” Stephen R. Covey

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Book: Great Leaders Make Sure Monday Morning Doesn’t Suck: 
https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1
– Eric Harkins – https://ericharkins.com/
– Johnny Franchise – https://www.johnnyfranchise.com
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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Filed Under: Podcast

Winning at Selling Podcast : Episode #700

December 26, 2025 By Leave a Comment

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Welcome to show number 700! For Bill and me this is show #300. Every week for the past 5 years, 8 months and 24 days Bill and I have worked to deliver the latest sales advice, strategy and tactics so you can win at selling. Asking the right questions is a key capability of the sales professional.

So let us answer your questions with our questions as Bill and I reveal the Ten Greatest Selling Questions and other incredible information on Episode 700 of the Winning at Selling Podcast.

Golden Nuggets:
“Success usually comes to those who are too busy to be looking for it.”
– Henry David Thoreau

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Handout:  https://mnsales.com/wp-content/uploads/2025/12/Ten-Greatest-Selling-Questions.pdf
– Eric Harkins – https://ericharkins.com/
– Book: Great Leaders Make Sure Monday Morning Doesn’t Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1
– Johnny Franchise – https://www.johnnyfranchise.com
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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Filed Under: Podcast

Winning at Selling Podcast : Episode #699

December 19, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

We all want to believe that we are great leaders – thoughtful, generous, capable. But are we really all that good? How do the people on our team feel on Monday morning? Are they excited and eager or are they dreading the thought of coming in to work?

It’s time to gauge your leadership capabilities as Scott and I welcome author and leadership consultant, Eric Harkins to discuss his book Great Leaders Make Sure Monday Morning Doesn’t Suck on Episode 699 of the Winning at Selling podcast.

Golden Nuggets:
“Customers will never love a company until the employees love it first.”
— Simon Sinek, Author and Leadership Thinker

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Johnny Franchise – https://www.johnnyfranchise.com
– Eric Harkins – https://ericharkins.com/
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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Filed Under: Podcast

mnsales.com/offers

December 16, 2025 By

Our Commitment to Our Listeners – At Winning at Selling, our listeners come first. We’re dedicated to delivering meaningful content that helps you grow — in your sales career, your leadership, or your business ownership journey. You won’t find meaningless ads or constant self-promotion here. Instead, every offering we share has been thoughtfully selected and vetted by trusted professionals who share our commitment to quality, relevance, and real-world value.

How We Deliver Value

We choose to have real conversations with those who are genuinely interested the offerings presented. That’s why we created this page — a simple way for you to explore offerings that align with your goals. Browse through the programs, options, workshops,  services, and resources we recommend, check the boxes that catch your interest, and fill out a short form. From there, Bill or Scott will personally reach out to work with you and discuss how these opportunities can best serve your success.

Offerings for Podcast Listener

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Filed Under: Podcast

Rebuilding Bridges: Winning Back Contractors with a Renewed Commitment

December 11, 2025 By

Over the past few years, the lumber and building materials industry has faced one of the most volatile stretches in recent memory. Supply chain shortages, unpredictable delivery schedules, and pricing swings forced everyone — dealers, suppliers, and contractors alike — to make fast, sometimes uncomfortable decisions to meet customer demands.

Some long-time customers drifted away, not necessarily because they wanted to, but because they had to. They went where they could get materials when they needed it. And now, as the market stabilizes and inventories normalize, it’s time to rebuild those relationships to start future transactions and orders.

This isn’t about chasing lost business. It’s about demonstrating that our commitment has changed — and improved. Contractors don’t want apologies; they want assurance. They want to know that the next time they place an order, you’re ready to deliver on your promises, create value and serve as an extension of their reputation.

Acknowledge the Past, but Focus on What’s Changed

Reconnecting starts with honesty. Everyone in this industry lived through the chaos — missed and messed-up shipments, backorders, and long lead times. You don’t need to pretend it didn’t happen, but you also shouldn’t stay stuck there.

When you call a former customer, you acknowledge what happened, take responsibility, and immediately pivot yourself to what’s different and better now.

“I know last year was rough with the supply chain and other areas of uncertainty. We’ve made some big changes since then — like improved forecasting when inventories start to become unpredictable, expanded vendor relationships with acceptable substitutes, and tighter delivery windows to prevent disruption and theft. I wanted to reach out and show you how we’ve turned things around.”

This approach communicates respect and progress. It tells the contractor that you’ve not only learned from the challenges but invested in making sure they don’t happen again.

In my experience, most customers don’t leave because of failure — they leave because of silence. If you reach out with transparency and confidence, many will give you the chance to re-earn their trust, if you proactively contact them with an intent to serve them by offering the best value and sell with the best price and terms.

Rediscovering Opportunity in Dormant Accounts

A contractor who hasn’t ordered in six months, when they ordered every week before, isn’t necessarily gone — they’re just quiet. They already know who you are and what you offer; they just need to be given a call and a reason to come back.

Start by identifying your dormant or secondary accounts — those who used to be steady but now only order occasionally, often when their replacement supplier runs short.

Those are the easiest wins because the relationship already exists.

When reaching out, make the conversation about them, not you:
“I wanted to learn more about the market you are focusing on and how your projects are going this season? We’ve improved how we work with contractor orders and deliveries, and I’d love to see if there’s a way to support you better with a new order.”

It’s not about quoting a job or matching a price. It’s about curiosity — showing genuine interest in their business and serving them again.

 Reactivation is the lowest-cost, highest-return form of new business. Most sales teams overlook it because it feels uncomfortable or possibly embarrassing but these are conversations with people who already know your value — they just need a reminder.  Your reengagement shows your strength and commitment to them and the market you serve.

Lead with Your Renewed Commitment

Here’s the truth: price is rarely the reason contractors leave — consistency can be a factor, along with unrecognized outcomes of management decisions without understanding their true impact and consequences.

Today, the biggest differentiator in our industry isn’t product selection or even speed. It’s reliability — the confidence when a contractor calls, you’ll have what they need, when they need it, and in some cases sharing with them a better product and process.  That’s where value is created and claimed.

That’s where your company’s renewed commitment comes in. Based on better leadership decisions, credible customer feedback and updated market trends. Whatever the change, make sure they know about it.  Make a list of them.

“We’ve made a serious investment in improving service and process priorities. We’re committed to making your projects run smoother.  Can we demonstrate it to you with your next order?”

Make Every Call Personal and Purposeful

A call that sounds like “checking-in” or “touching-base” is easy to ignore. A call that feels intentional gets attention.

Before reaching out, review past activity: what did they buy, what type of projects were they doing, and what challenges came up? Use that insight to personalize your approach and message.

Example:
“Last time we worked together, you were framing multifamily projects on the north side. Are you still focused there? We’ve improved some of our systems — that could work well within your process to keep crews moving between sites to meet deadlines.”

This kind of message shows relevance, preparation, and respect for their time. It also demonstrates that your call isn’t random; it’s thoughtful.

Every conversation should have a purpose — to reconnect, rebuild, or reinforce value. Not to ask for a favor, but to offer one.

Turn Second Chances into Long-Term Partnerships

When a contractor gives you another shot, that’s not a free pass — it’s a test. They’re watching to see if things have truly changed. Deliver flawlessly. Then, follow up intentionally:

“I appreciate the chance to work together on that last project. How did it go on your end? How would you rate our performance on a scale from 1 to 10? Anything, we can fine-tune for next time?”

That simple question does more to strengthen relationships than any discount, rebate or promo ever could. It tells them you’re invested in their success, and our relationship — not just your next order.

Consistency builds confidence. Confidence builds loyalty. And loyalty, once restored, is incredibly resilient.

Final Word: Rebuilding with Purpose

The building materials business has always been about relationships. Products may change, prices may swing, but trust — earned and re-earned — remains the real currency.

If the last few years have taught us anything, it’s that customers will forgive disruptions when they see an increased commitment. When you show up with improved systems, renewed energy, and genuine care, you remind them why they partnered with you in the first place.

At the Minnesota Sales Institute, we say: “Same business, different ways, better results.” Reconnecting with lost customers is exactly that — doing the same business, but in a better way. It’s about demonstrating progress, not perfection.

So, start calling those past contractors. Not to apologize — but to prove that this time, you’re ready to deliver better than ever to their expectations of you, because of your increased commitment.

Scott Plum is the founding president of the Minnesota Sales Institute, where he works with salespeople and leaders to strengthen relationships, improve performance, and increase revenue through authentic conversations. He’s the author of “Taking Off Into the Wind – Creating Lift Out of Life” and co-host of the WINNING AT SELLING podcast globally ranked in the top 1% of all podcasts.

 

 

Filed Under: Change, Technique

Winning at Selling Podcast : Episode #698

December 11, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Many professionals wonder if they really need a mentor, especially when they’re already working hard and doing well. But effort without experienced guidance can slow growth, increase mistakes, and limit potential. A seasoned mentor sees the sharp edges you don’t, challenges you in ways you won’t, and accelerates the progress you can’t create alone. If you’re questioning whether now is the time, join Bill and me as we contemplate Do I Really Need A Mentor? and other evidence on Episode 698 of the Winning at Selling Podcast

Golden Nuggets:

“Practice is just as valuable as a sale. The sale will make you a living; the skill will make you a fortune.” –Jim Rohn

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Handout: Do I Really Need a Mentor – 10 Questions to Ask Yourself
– The Gift of Mentorship (https://mnsales.com/podcast-626/)
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Podcast Form / Offer Interest Form

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  • Please enter your Zip Code.
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Filed Under: News, Podcast

Winning at Selling Podcast : Episode #697

December 4, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Most people think of “comfort” as a good thing. And in many situations, it is. Comfort can mean safety, familiarity, and the absence of immediate threats. But when it comes to growth, achievement, and personal transformation, comfort is often the silent saboteur. It’s the invisible line that separates who you are from who you could become.

So put your feet up as Scott and I sink into Your Comfort Zone is Your Failure Zone and other magnificent matters on Episode 697 of the Winning at Selling podcast.

Golden Nuggets:
“Follow effective action with quiet reflection. From the quiet reflection will come even more effective action.” – Peter Drucker

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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Filed Under: Podcast

Winning at Selling Podcast : Episode #696

November 27, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

What if the biggest obstacle standing between you and your sales goals isn’t your product, your price, or your prospects—but the voice inside your head? Negative self-talk silently sabotages even the most skilled salespeople, creating doubt, hesitation, and missed opportunities. In this episode, we explore how your inner dialogue directly impacts your sales performance and discover the Thoughts On Demand® framework—a proven method for breaking free from self-limiting beliefs.

So, join Bill and me as we welcome author and Certified Business Coach, Paul Boehnke as he tells us why Your Biggest Objection Might Be In Your Head on Episode 696 of the Winning at Selling Podcast.

Golden Nuggets:
“You have power over your mind — not outside events. Realize this, and you will find strength.” — Marcus Aurelius

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Paul’s Book – https://www.amazon.com/Thoughts-Demand-Self-Talk-Unstoppable-Confidence/dp/B0BBWN15WH/
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Podcast Form / Offer Interest Form

  • This field is for validation purposes and should be left unchanged.
  • Please enter your Zip Code.
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Filed Under: Podcast

Winning at Selling Podcast : Episode #695

November 20, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

When life turns up the heat, we don’t rise to the occasion—we fall back to our preparation. In moments of pressure, we draw from whatever we’ve been putting inside ourselves all along. Like a well, our inner world stores the beliefs, emotions, and habits that shape our reactions. And when stress hits, the “bucket” only brings up what’s already in the well.

So, get a grip on the rope as Scott and I delve into What’s In the Well Comes Up In the Bucket and other substantial subjects on Episode 695 of the Winning at Selling podcast.

Golden Nuggets:
“We become what we think about.”  -Earl Nightingale

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Winning at Selling Podcast : Episode #694

November 13, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home improvement, senior care, children’s services, etc.) the best close might happen on the first visit.  Do you want to be strong in influencing or persistent in follow-up to make a sale?

Join Bill and me as we break down How to Close on the First Appointment (Part 2 of 2) by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 694 of the Winning at Selling Podcast.

Golden Nuggets:
“The way to get started is to quit talking and begin doing.” – Walt Disney

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– 7 Ways to Close on the First Appointment Handout: Click here
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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