PODCAST · business
Unscripted Selling
by Naranja Media Podcasts
After over 36 years of selling and training others on how to sell, it still happens to us… we blow it up, forget the basics, get ahead of ourselves, and screw up some deals. Even though we are the “sales gurus,” we make mistakes all the time, and we want to share our stories with you so you can learn from our mistakes because IT SHOULDN’T HAPPEN TO US! We have a team of over 20 Trainers and Coaches, we coach and train thousands of people per year, and so we get the struggle… we are building Sales and Sales Teams. We are Sofía Rodriguez and Carlos Garrido, coming at you straight from Miami and…well… figuring out how to do a podcast, so we hope you join us in this journey and enjoy the show. Let us know what you think of the show on social media: TikTok: @sandlertrainingmiami Twitter: @Sandler_Miami Instagram: @Sandler_Miami Facebook: @AbsoluteSalesDevelopment LinkedIn Carlos: https://www.linkedin.com/in/carlosgarrido2
Episodes
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51. How to close deals: The key to sell anything
Did you know that the secret to closing more sales doesn't lie in magical words? It's all about connecting with our prospects and understanding their needs. The key takeaway? Getting to know the person you're selling to on a human level. Be present, engage in challenging conversations, and delve...
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50. How to create your perfect prospecting strategy
In life and in sales, striking the right balance is essential. Being too general or overly specific can prove to be ineffective. In fact, maintaining this equilibrium relies on personal branding, delivering pertinent content, and establishing trust as an advisor. However, it's crucial to keep in...
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49. ¡3 steps to closing the year strong!
In sales, we are constantly on the move, always looking at the next deal, the next connection. It's easy to forget that the key to our future success lies in understanding our past performance. Knowing our numbers - our statistics and ratios - is crucial to improving our results. Tune in to our...
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48. How to deal with sales stress?: Tips for Success
Dealing with stress in a sales environment can be challenging. We've all been there - the high-pressure environment, the constant need for approval, and the fear of losing accounts. It's a tough job, but we are excited to share some insights from our latest podcast episode to help you navigate…
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47. Mastering the final step: The proper way to close a deal
In the world of sales, closing a deal is the ultimate goal. But how do you know when and how to close effectively? In the recent podcast episode, we debunked the myths around traditional approaches, emphasizing the power of emotional connection and the importance of timing. Are you ready to...
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46. The “No Show”, the “Half-Show”, the “Dark-Show”… but the show must go on
In the high-stakes world of sales calls, we've all encountered our fair share of challenges, from poor showings to distracting moments. But how do we confidently navigate these situations, establish boundaries, and rise above the obstacles? Join us in this fascinating episode as we delve into the...
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45. The ultimate magic trick to handling no-shows in sales
Have you ever had a prospect schedule a call and then not show up? We've all been there, right? A prospect seems interested and then.. crickets. Dealing with last-minute cancellations can be frustrating, but no-shows are just part of the sales game. In fact we´ve had plenty of experience with...
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44. How to Sell with Stories: The Power of Narrative in Sales
In ancient times, our ancestors gathered around campfires, sharing tales of adventure, heroic feats, and brave warriors. We connected with and admired the characters in those stories. How can we harness this age-old skill to enhance our effectiveness in modern sales? Because, at its core, sales…
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43. Talk tracks: the secret to selling more and better
Did you know that elite salespeople share a similarity with football quarterback Patrick Mahomes and soccer player Lionel Messi? It comes down to the power of repetition and practice - just like Mahomes intuitively knows where to throw the ball amidst the chaos, salespeople need to make their…
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42. How to Catch Those Prospects?: Strategies to Build Confidence and Conviction
Have you ever considered how a compelling email subject line can make or break your chances of catching your reader's attention? In this week's episode, we delve deep into the art of effective cold prospecting. Join us as we explore diverse strategies, the impact of personalization, and the…
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41. Why Do Salespeople Fail? Tales of Triumphs & Fiascos!
In this week's episode, we're spilling the beans on our epic sales failures. 🙈 Remember those deals that seemed like slam dunks, but then... oops! Yeah, we've been there more times than we'd like to admit. 🤷♂️ Join us for some raw and relatable chat as we share our sales flop stories,...
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40. Decision-making: Guide Your Prospects to Say 'Yes' 🚀
Did you know that our limbic system, the oldest part of our brain, plays a pivotal role in decision-making? Emotional significance is vital for strong decisions— From starting a relationship or sealing a deal. In this week's episode, we delve into Neuroscience and explore the importance of...
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39. The power of belief: Harnessing the mindset to handle price objections in sales🙅🏻♀️
Join Carlos and Sophia as they unravel the art of conquering price objections in sales. With expert insights, they decode motivations behind objections—budget worries, control issues—and share proven tactics like addressing the objection upfront and framing 'investment.' Elevate your sales game...
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38. Sales Objections 101 … Turn a Problem Into and Advantage 💪
Ever faced the dreaded "I'm not interested" from your prospects with uncertainty on how to respond? Don't worry! In this episode, we navigate various types of objections in sales, from product-related to process-related. Discover the art of finding win-win solutions and understanding the…
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37. Mastering Lead Generation for Unbeatable Sales! 🚀💼
Tired of feeling like you're going in circles with lead generation? Don't worry; we've got the solution! In today’s episode, we discuss a revealing client experience that taught us the value of crystal-clear sales goals. Don't miss out — tune in now!
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36. Cold Calling: From Awkward to Awesome! 📞🚀
Explore the Secrets of Effective Cold Calling in this Week's Episode! Join us as we unveil personal insights and experiences that showcase the unparalleled power of cold calling in generating business and leaving competitors in the dust. Don't miss our demonstration of the winning cold call…
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35.🔥 The Ultimate Sales Habit You're Missing Out On! 💰💼
Dive into the dynamic world of sales and discover the untapped potential of role-playing in today's episode! Join us as we uncover game-changing techniques that will boost your sales performance. Get ready to be inspired by real-life success stories, understand the importance of a supportive...
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34. Believe and Conquer: Unleashing the Sales Power within You! 🚀💪
Dive into this mind-blowing episode where we unlock the secret to sales domination through a rock-solid belief system. Discover the game-changing magic of the four P's of selling and master the art of turning challenging prospects into easy wins. It's time to fortify your belief system, conquer...
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33. Crush the Summer Sales Slump with these Epic Strategies! 🌞💥
Don't let summer heat dampen your sales success! Join Sophia and Carlos in this electrifying episode as they debunk the myth of the summer slump and unleash game-changing strategies to skyrocket your sales. Learn how to smash through self-imposed barriers, keep your sales pipeline overflowing…
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32. Crush Your Sales Goals! The Ultimate Half-Year Check-In Guide! 🚀💪
🎯 Step into your destiny and unlock your untapped potential! Join us in this electrifying episode as we uncover the game-changing secrets of a mid-year check-in. From vision boards to transforming your to-do list into a to-be list, we'll show you how to embody success and sprint towards victory....
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31. 🛑 The Deadly Mistake You Must Stop Making in Sales 💼 🚫
In this week's episode, we dive deep into a dangerous pitfall that countless salespeople fall into relying on flashy presentations and pushing features and benefits to close the deal. Carlos shares his personal story, and we reveal why succumbing to this temptation is a recipe for disaster.
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30. 🚫 The Rule You Must Never Break in Sales 💼 🛑
Hold on to your seats, ISHTUers! This episode unveils a shocking confession from our very own Carlos. Brace yourselves as he admits to breaking one of our sacred rules for sales: Never Sell at Dinner. Join us as we spill the beans on why restaurants and coffee shops are the absolute worst places…
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29. The Art and Science of Effective Selling: Crush Your Quota Like a Rockstar! 🎨🔬🚀
In today's episode, we dive deep into the exhilarating world of sales. Join us as we explore the intricate dance between art and science in the sales process, revealing how the tension between the two can actually hold immense value. Discover the secrets to mastering this delicate balance and…
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28. The Shocking Price of Procrastination in Sales! 💥⏳
In this week's episode, we delve deep into the world of procrastination and uncover the staggering amount of money it's silently stealing from you. Join us as we expose the hidden costs of delay and reveal powerful strategies to break free from the grip of procrastination. Don't let it rob you of...
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27. The Hidden Power of Networking to Skyrocket Success! 🌟🤝✈️
Is your networking garden thirsty for growth? Tune in to this episode, where we dive deep into the power of connections and how they can skyrocket your success and open doors you never thought possible. Don't wait another minute—start watering your network for success!
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26. From Agony to Ecstasy: Conquering Sales Rejection 😔 🚀
Get ready for an emotional ride! In this week's episode, we take you through the highs and lows of being in sales. From the agony of constant rejection to the euphoria of making big money, we'll share our personal stories and tips for success. And stick around until the end for our top tools and...
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25. Get out of the kiddie pool and start hunting whales 🏊♂️🐳
Are you tired of chasing small clients and seeing little sales growth? It's time to aim higher and start hunting whales! In this week's episode, we'll unveil the top strategies for landing those big enterprise clients and skyrocket your sales. From identifying your ideal whale to crafting a…
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24. Turning Rejections into Sales: The Ultimate Prospecting Technique 🔄 💼💰
In this episode, we explore one of the most effective prospecting techniques and share tips on how to upgrade your 30-day file. Discover proven strategies for turning 'no' into 'yes' and learn about the power of rejection. Join us as we delve into the mindset needed to reach that coveted position...
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23. The Discount Debate: How Much Does Price Really Matter when Closing Deals 🤑❓📊
In this episode, we explore the common misconception that discounts are the most important factor in closing a deal. We share our insights on the psychology of discounting, how emotions play a role in buying decisions, and how to avoid falling into the discount trap. Don't miss out! So, sit back,...
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22. How Can a Pre-Call Plan Boost Your Sales Success? 📝 🚀💼
In today's episode of It Shouldn't Happen to Us, we're diving into the game-changing power of a killer pre-call plan for sales success. As the saying goes, "You don't need a plan for every call, only for the ones you want to succeed." 🎯 Don't miss out. So, sit back, relax, and enjoy the pod. And...
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21. The BRICK WALL you need to avoid in sales 🧱🚫
In this episode, Sofia walk us through her ISHTU moment and talks about the pause button we are probably pushing without knowing: The bomb that can surely kill any sales deal. So, sit back, relax, and enjoy the pod. And don't forget to subscribe to our YouTube channel for more great content like...
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20. The Power of Recapture: How To Turn Lost Sales into Big Wins 💥 🔃 💼
Today's episode of It Shouldn't Happen to Us, where we're discussing the acres of diamonds that salespeople are typically standing on without even realizing it. In this episode, we'll be sharing some magic techniques that will help you build up your sales pipeline and close some fantastic new...
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19. Ultimate Tool Set for Sales Discipline 🛠️💼🏆
Welcome to "It Shouldn't Happen to Us," the podcast where we discuss common sales challenges and how to overcome them. In this episode, we sit down and talk about the ultimate tool for achieving grater sales deals: discipline. Join us as we discuss the nuances of sales and provide actionable tips...
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18. The Hidden Perk Behind a 'NO' 🙅♂️🎁
Welcome to "It Shouldn't Happen to Us," the podcast where we discuss common sales challenges and how to overcome them. In this episode, we sit down with Carlos for a coaching session on a deal he's involved in. We provide valuable insights on how to deal with disqualified prospects and offer...
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17. The Hardships Women Go Through in Sales 👩💼💪
In this episode, Sofia goes through all the hardships a woman has when in sales, and 3 tips for a woman to thrive in this profession. Let us know what is your most recent ISHTU moment in a comment or on social media. TikTok: @itshouldnthappentous Instagram: @itshouldnthappentous Facebook:...
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16. NEVER leave your paycheck to Lady Luck. Use a Sales System 🎰 💼 📈
A lot of salespeople fumble their way to occasional deals, leaving everything to luck because they never learn to implement a sound sales system. If you were not convinced before, after this episode, you WILL start using a system. Let us know what is your most recent ISHTU moment in a comment or…
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15. Are Inbound Leads Worth the Effort? 🤔 💼 📈
Inbound leads are famous among salespeople for being very hit-or-miss, which makes us think about how to deal with them and ask ourselves if it's even worth the effort. Let us know what is your most recent ISHTU moment of the week in a comment or social media. TikTok: @itshouldnthappentous...
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14. Guide to LinkedIn Prospecting: Common Mistakes to Avoid 👥 🔍 🚫
Most people don't understand the actual value of LinkedIn as a platform for prospecting and selling. In this episode, we talk about the mistakes we see and give you some good advice to improve your performance. Let us know what is your most recent ISHTU moment of the week in a comment or social...
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13. What Sales Leaders SHOULD Know About Coaching 🏆 📚 💼
If you're in charge of a sales team, always remember that you have to wear different hats for different situations; sometimes you supervise, sometimes you teach or train, and sometimes you coach your team. But most people think those are all the same... and it REALLY shouldn't happen to us Let us...
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12. The Winning Strategy for Closing More Deals: Equal Business Stature 🤝 🏆 💼
This episode is all about equal business stature, what it is, and how it can help you become a better salesperson, close more deals, and get your mindset right no matter what kind of client you are dealing with. Let us know your most recent ISHTU moment of the week in a comment or on social…
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11. How to Work Networking Events the Right Way 🤝 🌟 💼
Don´t be that guy or gal selling at networking events. Instead, be efficient and methodic and strike some good relationships...oh and by the way, stop handing out business cards! Let us know what you think of the show on social media: TikTok: @itshouldnthappentous Instagram: @itshouldnthappentous...
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10. Prospecting...Follow-Up...whatever the Sales Activity...Do It Like You Mean It 💼 🚀 📞
What is your ISHTU moment of the week? Tell us in a comment or a DM on social media, and we’ll read your stories and give you some comments and insight. This episode is full of actionable tools for following up, and dealing with a no… and yes, sometimes we have to chase a prospect but never out…
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9. How to Close That Deal When the Prospect Can Read Your Moves 🤝 🔍 💼
Do you know when not to do something, when not to engage?. Knowing when not to do something is half the battle to improve performance. This week get into it among other topics, like when prospects call our moves and know what's happening, do you feel uncomfortable when they do? What does that say...
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8. Candidates Giving Good Phone 📞 👍 👔
Triumphs and disasters…the source of woe for most salespeople and the topic for this week. Learning how to manage and strengthen your mindset in the face of success and failure can make all the difference. #sales #business #podcast #salestraining #coldcalling #mindset #success Let us know what…
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7. A Prospecting Toolkit 🛠️📊💼
This week we want to tell you about how we are improving on our onboarding process because those first 90 days on the job can make all the difference, and a lot of companies fail at this stage…again, IT SHOULDN'T HAPPEN TO US! #sales #business #podcast #salestraining #advice #toolsforsuccess...
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6. Recruiting Sales People…For Dummies🕵️♂️ 📊 👥
There's no magic formula for finding the right people, but we can continuously improve how we interview, test, and filter the best candidates. In this episode, we talk about some tips for recruiting and the top 6 qualities we look for in potential candidates #sales #business #podcast…
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5. Drunken Prospecting 📊 💼
What's the link between Champagne, yachts, and spidey senses with sales, intro calls, and prospecting? Well, you are about to find out. #sales #business #podcast #salestraining #stories #funny Let us know what you think of the show on social media: TikTok: @sandlertrainingmiami Twitter:...
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4. Blow Up the Bomb! 💥🔥
Is there something like too much tech? Can we replace all of our work with the software? When is it too much? In this episode, we get into this topic and the idea that we should always defuse upfront the most likely bombs that our prospects can use to blow up the deals. #sales #business #podcast...
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3. Pipeline, Pipeline, Pipeline! 🚀 📊 💼
“The depth of your pipeline is directly proportional to your conviction”. We try to live by that motto, but it's easier said than done. It shouldn’t happen to us wannabe sales gurus, but even we fall into being “too busy” to prospect and update our pipeline, which causes our conviction to take a...
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2. Sell Like There’s No End to the People Who Want to Work With You 🌟 👥 💼
How is your inner six-year-old doing? Still afraid of being scolded and rejected? Everyone has a similar primal fear of rejection that pops up when prospecting. That’s the elephant in the subconscious mind that we’re all trying to control. That’s one of the topics in this episode, along with...
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ABOUT THIS SHOW
After over 36 years of selling and training others on how to sell, it still happens to us… we blow it up, forget the basics, get ahead of ourselves, and screw up some deals. Even though we are the “sales gurus,” we make mistakes all the time, and we want to share our stories with you so you can learn from our mistakes because IT SHOULDN’T HAPPEN TO US!
We have a team of over 20 Trainers and Coaches, we coach and train thousands of people per year, and so we get the struggle… we are building Sales and Sales Teams.
We are Sofía Rodriguez and Carlos Garrido, coming at you straight from Miami and…well… figuring out how to do a podcast, so we hope you join us in this journey and enjoy the show.
Let us know what you think of the show on social media:
TikTok: @sandlertrainingmiami Twitter: @Sandler_Miami Instagram: @Sandler_Miami Facebook: @AbsoluteSalesDevelopment
LinkedIn Carlos: https://www.linkedin.com/in/carlosgarrido2
HOSTED BY
Naranja Media Podcasts
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Frequently Asked Questions
How many episodes does Unscripted Selling have?
Unscripted Selling currently has 51 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Unscripted Selling about?
After over 36 years of selling and training others on how to sell, it still happens to us… we blow it up, forget the basics, get ahead of ourselves, and screw up some deals. Even though we are the “sales gurus,” we make mistakes all the time, and we want to share our stories with you so you can...
How often does Unscripted Selling release new episodes?
Unscripted Selling has 51 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Unscripted Selling?
You can listen to Unscripted Selling on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Unscripted Selling?
Unscripted Selling is created and hosted by Naranja Media Podcasts.
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