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The Selling Podcast

The Selling Podcast

Di: Mike Williams and Scott Schlofman
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Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!


Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life.


Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further.


Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter.


Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!

© 2026 The Selling Podcast
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  • The Selling Podcast: The Raccoon Method, Platinum Hours, and Gap Selling - Jeff Padilla
    Jan 14 2026

    Send us a text

    On this week’s episode, Scott and Mike are joined by one of their "four actual listeners," Jeffrey Padilla, Director of Sales at Rainier Surgical. Jeff shares his journey from a desk-bound bracing coordinator to running the sales department, proving that hate for paperwork can be a powerful motivator.

    The trio dives deep into the philosophy of sales leadership. Jeff explains why he stopped giving his reps the answers and started asking "Why?" to build critical thinking. They discuss the concept of "Platinum Hours" —the preparation time outside of 8-5 that separates top performers from the rest—and why willingness to do the work in the dark is the #1 trait he looks for in new hires.

    Finally, the group debates whether Cold Calling is truly dead (spoiler: it’s not, but walking in blind is) and Jeff breaks down his "Raccoon" sales style: digging deep to solve problems and being relentlessly reliable. He caps off the episode with a masterclass on Gap Selling, explaining how to move customers from their painful Current State to their desired Future State.

    Key Takeaways:

    • The "Why" Management Style: Don’t just give reps the answers. Force them to walk through their logic. It creates autonomy and confidence.
    • Platinum Hours: Success isn't just about what you do when the customer answers the phone (Golden Hours); it's about the prep work you do when they don't (Platinum Hours).
    • Cold Calling 2.0: Walking in blind is dead. Walking in with research, understanding the business problems, and having a hypothesis is very much alive.
    • Gap Selling: You aren't selling a product; you are bridging the gap between where the customer hurts now and where they want to be.
    • The Raccoon Analogy: Be a problem solver. Sometimes you have to dig through the mess to find the solution.

    Support the show

    Scott Schlofman
    Mike Williams - Cell 801-635-7773

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

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    37 min
  • Service vs. Selling: Why You Are Just an Order Taker (And How to Fix It) - Barton Schmitz
    Jan 7 2026

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    What happens when a nurse interrupts a product manager in the middle of a training session to tell them they are wrong? apparently, a 25-year career in sales leadership begins. On this episode, Scott and Mike welcome Barton Schmitz, VP of Strategic Accounts at CAPSA (and Mike’s former boss), to discuss the transition from clinical care to high-stakes sales.

    Barton drops a masterclass on the fundamental difference between "servicing" a customer (pointing them to the bread aisle) and selling to a customer (walking them there and finding out why they need the bread). He shares his "Steering Wheel Sticky Note" hack for accountability, explains why a "No" at the closing table is actually a failure of process, and breaks down how to use your manager to clear internal roadblocks—including creative deal-structuring like "split terms."

    Key Takeaways:

    • The Definition of Selling: Barton defines selling simply as "getting people to do something they normally would not do." If they were going to do it anyway, you are just an order taker.
    • The "Bread" Analogy: Don't just point to the aisle. Walk the customer there, ask questions, and uncover the need. That is the difference between service and sales.
    • The Steering Wheel Hack: Before every call, write your specific goal (PO, commitment, next step) on a sticky note and put it on your steering wheel. When you get back to the car, that note is your immediate accountability mirror.
    • Pipeline vs. Tasks: A sales process is a tool to move a customer at a controlled rate. If you aren't moving them forward, you are just completing tasks.
    • Leveraging Leadership: Don't suffer in silence. Use your manager to clear operational roadblocks or to approve creative financial structures (like split terms) to save a deal.

    Support the show

    Scott Schlofman
    Mike Williams - Cell 801-635-7773

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

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    35 min
  • 3 Ways to Kill Imposter Syndrome Before It Kills Your Sales
    Dec 31 2025

    Send us a text

    We have all been there: You are handed a project, you feel out of your depth, and you are convinced everyone else knows exactly what they are doing. On this week’s episode, Scott and Mike tackle Imposter Syndrome head-on, using a disastrous DIY plumbing story involving an angle grinder and a shower handle as the perfect metaphor for professional growth.

    The duo discusses why being an "expert" doesn't mean knowing everything—it means knowing who to ask and being willing to figure it out. They break down the "7 Red Lines" theory, Scott introduces his concept of the "Working Wheel" regarding willingness to change, and they offer three practical steps to get out of your own head and start trusting your own expertise.

    Key Takeaways:

    • The "Expert" Trap: Referencing the viral "The Expert" YouTube sketch, the hosts discuss how sales reps are often asked to do the impossible (like drawing transparent red lines). True expertise isn't magic; it's creativity under pressure.
    • Scott's 3 Steps to Beat Imposter Syndrome:
      1. Stack Your Wins: Write down your successes. When you see them on paper, it is harder to convince yourself you are a fraud.
      2. Progress vs. Perfection: Stop comparing your internal struggles to someone else’s external highlights. You are not the worst salesperson ever; you are just learning.
      3. Collaborate to Validate: Talk to other pros. You will quickly realize they aren't "superhuman"—they just have different experiences (or a blowtorch and lubricating oil).
    • The Working Wheel: Career longevity comes down to a willingness to try new things. If you stop trying, the wheel stops turning.
    • Curiosity > Intelligence: You don't have to be the smartest person in the room. You just have to be the most curious and the most prepared.

    Support the show

    Scott Schlofman
    Mike Williams - Cell 801-635-7773

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

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    28 min
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