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.

Is it better to prospect for new customers or get more business from our current clients? I don’t think one is necessarily better than the other, but it is certainly cheaper and should be easier to get business from those to whom we are already providing services. Unfortunately, those customers often get pushed off on delivery while the sales team goes hunting!

Get out you plow and let’s do a little farming as Scott and I discuss Gaining Wallet Share from Current Clients and other memorable minutia on Episode 665 of the Winning at Selling podcast.

Golden Nuggets:

Approach each customer with the idea of helping them to solve a problem or achieve a goal, not of selling a product or service.” – Brian Tracy

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:
– Current BOOK – The ONE Thing – Gary Keller
– BLOG: The Silent Treatment: How to Navigate Silence in Sales Conversations
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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/)*

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.

During every election season, we see candidates rushing to define themselves in the view of their voter — before their opponent gets the chance. Why? Because the first impression often sticks. It becomes the lens through which everything is viewed.  But let me ask you this: Who’s defining you? Is it your customers? Your coworkers? Your critics? Or is it… you?

Call a meeting with your publicist – as Bill and I discuss Define Yourself and other precious perceptions on Episode 664 of the Winning at Selling Podcast.

Golden Nuggets:

“The ability to concentrate and to use time well is everything.” – Lee Iacocca

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:
– Current BOOK – The ONE Thing – Gary Keller
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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/)*

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.

Sales and marketing should work together closely to craft messages that engage customers and encourage them to consider a product or service. Unfortunately this is not always true! Quite often marketing is more interested in winning awards and sales doesn’t pay attention to the messages that marketing is sending out. This results in confused prospects – and confuses prospects wait or say no. What’s to be done?

Break out your marketing materials as Scott and I welcome B2B growth strategist and author, Pete Steege to discuss How Marketing Supports Sales and other valuable viewpoints on Episode 663 of the Winning at Selling podcast.

Golden Nuggets:

“Efficiency is doing the thing right. Effectiveness is doing the right thing” – 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:
– Current BOOK – The ONE Thing – Gary Keller
– Special Guest – Pete Steege – www.b2b-clarity.com
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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.

Remember your first day on the job—full of enthusiasm, optimism, and ambition. But over time you start to become defeated and start to lose that initial drive. We start to make excuses and sell them up to leadership. Maintaining success requires a daily commitment to optimism, proactive beliefs, clear objectives, and intentional behaviors.

Management must challenge excuses and encourage accountability. Your success happens by consistently filling the sales pipeline by opening more conversations every day. It’s never too late to adopt effective sales habits; shifting your mindset today can reignite your passion and dramatically transform your sales results.

Turn that frown upside down as Bill and I discuss “Who Defines the Marketplace” and other creative concepts on Episode 662 of the Winning at Selling Podcast.

Golden Nuggets:

“Efficiency is doing the thing right. Effectiveness is doing the right thing” – 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:
– Current BOOK – The ONE Thing – Gary Keller
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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.

Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It’s not easy and there are plenty of frustrating issues to overcome.

So put on your Big Boy pants as Scott and I welcome Author and Sale Management Expert, Mike Weinberg to discuss The Frustrations of Sales Managers and other fantastic philosophies on Episode 661 of the Winning at Selling podcast.

5^th Anniversary Highlights

• 261 shows with over 130 hours of sales related content
• Over 70 guest appearances including Mike Weinberg, Frank Cespedes, Mark Hunter, Steve Keating, David Hoffeld, Anthony Iannarino, Victor Antonio and Robert Jolles
• Detailed book reviews for 17 books – a total of 4178 pages
• 483,603 podcast downloads.
• Top 1% of all podcasts worldwide!

Golden Nuggets:

“A healthy sales culture values accountability and results.” – Mike Weinberg

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:
– Current BOOK – The ONE Thing – Gary Keller
– Mike Weinberg – https://mikeweinberg.com/
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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.

How many conversations can you keep track of in your head?  How about with your files on your desk? What about your notebook or journal?  Maybe 3?  That’s too low. You’re not alone — I struggle with this too!  How do we determine what is most important today?  What do you want to be known for by our customers, clients, and colleagues? How can we reduce stress, maximize our efforts and generate more income?

Have you ever heard – “If it’s not in the CRM, it never happened!”  Let’s talk about what others don’t dare to bring up – making it a mandate that ALL activities be entered.

If you are ready for a tough conversation, join Bill and me as we scrutinize Why Enter it into the CRM? and other meaningful morsels on Episode 660 of the Winning at Selling Podcast.

Golden Nuggets:

“Chase the vision, not the money; the money will end up following you.” – Tony Hsieh

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:
– Current BOOK – The ONE Thing – Gary Keller
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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’ve all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don’t need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this isn’t you, but even the littlest move in this direction is to be avoided.

Be ready for a time of self-reflection as Scott and I discuss Don’t Be a Sales Jerk and other pesky propositions on Episode 658 of the Winning at Selling podcast.

Golden Nuggets:

“Let us never negotiate out of fear. But let us never fear to negotiate.” — John F. Kennedy

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:
– Current BOOK – The ONE Thing – Gary Keller
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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’ve all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don’t need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this isn’t you, but even the littlest move in this direction is to be avoided.

Be ready for a time of self-reflection as Scott and I discuss Don’t Be a Sales Jerk and other pesky propositions on Episode 658 of the Winning at Selling podcast.

Golden Nuggets:

“Train people well enough so they can leave, treat them well enough so they don’t want to.” – Sir Richard Branson

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:
– Current BOOK – The ONE Thing – Gary Keller
– 10 Questions to ask Your Prospect – https://mnsales.com/podcast-616/ 
– 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.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Our perception of a situation is shaped by past experiences, judgments, beliefs, and biases. These elements mix together, each weighted differently, to form our unique perspective. No two people see reality the same way.  But is our perception of reality true? It’s real—yes. No one can take away your reality. However, what’s real may not always be true. This is a critical question to consider as we encounter new situations.

1) “Prospects will only buy from me if I have the lowest price.”

If a prospect is solely focused on price and not purchasing a commodity, they’re likely not engaging with a salesperson—they’re buying online. Salespeople add value to the purchasing process, yet this is often forgotten when negotiating price.

Prospects may claim to be price-driven, but this is often a defense mechanism. Their skepticism and misconceptions prevent them from seeing the real differentiators that could benefit them.

✅ Ask:

• “Besides price, what other factors are important in your decision-making process?”

• “What would happen if you chose the lowest-priced option and it didn’t deliver the expected results?”
  Your role is to help them define value—their value, not yours.

2) “I must be ‘liked’ by my prospect before they buy from me.”

Prospects like many salespeople. And they often take free advice from them without making a purchase (showrooming). But when it comes to making a change and taking a risk, they choose the salesperson they respect the most.

Respect is earned by keeping the focus on them—asking insightful questions, practicing active listening, and guiding the conversation.

✅ Ask:

• “What qualities do you look for in a business partner when making an important decision?”
• “Beyond liking someone, what makes you feel confident in choosing them to help with your needs?”

Move past being liked. Strive to earn their respect.

3) “They know what they want.”

Often, the problem a prospect presents is not the real problem. When they search for a solution on their own, they arrive at a perceived solution to a perceived problem. If you simply build on that misdiagnosis, you’re committing sales malpractice.

Your job is to align the right solution with the real problem and their goals. Mismatched solutions lead to dissatisfaction, profit loss, and damage to your reputation.

Prospects love to share stories—bad ones more than good ones.

✅ Ask:

• “How did you determine that this is the best solution for your needs?”
• “What challenges do you anticipate even if you move forward with this solution?”

4) “I know what they want.”

If you approach a prospect with a predetermined solution, regardless of fit, you’ll face resistance. And if the sale does close, you may hear: “Why doesn’t it do that?”

People buy for their reasons, not yours. Your role is to uncover those reasons and match the right solution to the right problem.

✅ Ask:

• “What’s most important to you in a solution—performance, ease of use, long-term cost savings, or something else?”
• “What concerns do you have that haven’t been addressed yet?”

5) “I can help them.”

Taking this stance places more commitment on you than on the buyer. But in order for them to buy, they must first accept that they need to change.

Change is difficult. It’s driven by emotion—desire or frustration—and later justified intellectually. You may see the solution, but if they don’t see the problem, they won’t buy.

✅ Ask:

• “What’s preventing you from making a change right now?”
• “If nothing changes, how will that impact you or your business in the next 6-12 months?”

6) “They want my help.”

Even if you prove the prospect has a problem and get them to admit it, that doesn’t mean they want your help. They may have someone else in mind due to loyalty, or they may feel vulnerable and uncomfortable working with you.

There are two commitments in the buying decision:

1. Do I want to fix this?
2. Do I want you to fix it for me?

You need both to close the sale.

✅ Ask:

• “If you were to move forward with someone, what qualities would they need to have?”
• “What’s the biggest factor in deciding who you’ll work with to solve this issue?”

7) “They don’t have the money.”

Money is tied to price. Cost, however, is tied to consequences and risk. If the cost of doing nothing is greater than the price of change, they will find the money.

Cost – Price = Value

If they say they don’t have the money, it means you haven’t demonstrated enough value. People buy when they see enough value—help them recognize the cost of not making a change.

✅ Ask:

• “What would happen if you delayed this decision for another six months?”
• “Have you considered the long-term costs of maintaining the status quo versus making a change?”

Shift Your Approach

Want to feel more confident in appointments, cold calls, or networking events? Adopt this mindset:

“I don’t want to assume you have a problem or that you need my help.”

This removes pressure from both you and the prospect, allowing for an open conversation. When approached this way, the real buying motives—defined by the prospect, not assumptions—will emerge.

Please subscribe and share the podcast with your colleagues and on your social media.

Go out and get better, 1 skill at a time.  Joyful Selling!

Bill Hellkamp, Co-Host 612-247-1455 [email protected]

Scott Plum, Co-Host 612-789-5700 [email protected]

 

For a printable download – CLICK HERE: 7 Assumptions and Which Ones to Avoid