Are your sales calls resulting in closed deals, or are you just going through the motions? In this episode of "The Selling Podcast," hosts Scott and Mike break down the ultimate pre-call routine that separates average sales reps from top performers. Drawing an amusing parallel to professional golfers following a strict pre-shot checklist, Mike reveals the four fundamental self-reflective questions every salesperson must answer before stepping into an account: Why are we stopping here? Who are we seeing? What are we going to ask? And why is that information critical? Complete with practical insights, humorous analogies (including an accidental detour to a horse track!), and a sharp focus on avoiding lazy questions, this episode is a masterclass in sales preparation. Tune in and elevate your sales strategy today athttps://thesellingpodcast.com/!

pre-call routine, sales preparation, sales strategy, B2B sales, sales training, closing deals, sales coaching, prospecting tips, sales techniques, sales mindset, The Selling Podcast

Join us for a fun conversation about sharks and life lessons!

Leah, a ten-year-old shark enthusiast, joins us today, bringing a youthful perspective and a love for these majestic creatures. We kick off with a light-hearted banter about her age and the unique reason for her appearance on the podcast: to help lower our average listener age!

Shark Stories and Insights

Leah shares her fascination with sharks, explaining how crucial movement is for their survival. "Sharks need to swim to live because their blood needs to flow!" Leah tells us about a marine biologist who trained lemon sharks, inspiring us to appreciate the wonders of marine life.

"When sharks stop moving, they suffocate!" — Leah

We delve into fun facts about sharks, such as their incredible ability to constantly replace teeth, making them practically toothless-proof! Leah reveals that sharks lose teeth frequently but grow them back faster than humans can.

Adventures and Experiences

Scott recalls a recent trip to Florida, where he searched for shark teeth on the beach. Leah expresses her curiosity about how so many shark teeth end up in one place, leading to a playful exploration of shark trivia.

Mike also shares his thrilling experiences of cage diving with great white sharks, sparking Leah's interest in possibly trying it someday. "It would be cool to swim with sharks!" she exclaims.

Reflections

As the conversation flows, we reflect on the lessons learned from sharks: the importance of movement, resilience, and a curiosity for the world around us. Leah’s vibrant energy reminds us that exploration and learning never stop, no matter your age.

Join us for this delightful episode filled with laughter, insights, and a fresh perspective on life and sales from a ten-year-old shark lover!

• Why Amazon-level convenience has reset customer expectations
• How to simplify paperwork without cutting corners
• Why empowering sales reps to make decisions can keep deals moving
• How thoughtful upselling and bundling can make buying easier
• Why discounts should reward loyalty and volume—not panic

Scott and Enigo share examples from retail, medical sales, pest control, car buying, and more. They also explore why many reps hesitate to ask for the sale—and why friction may be the silent deal killer behind customers who simply disappear.If you want to improve the customer experience, streamline your sales process, and close more deals, this episode is for you.