How To Sell Show

HTSS210 - Clowns Cowards and Cheats How Sales Lost Its Soul

In this episode of the How To Sell Show Podcast, Scott Sylvan Bell delivers one of his most hard-hitting conversations yet — “HTSS210 - Clowns, Cowards, and Cheats: How Sales Lost Its Soul.” This episode peels back the curtain on the dark side of modern sales culture — where hype has replaced honesty, clicks have replaced competence, and dopamine has replaced discipline. Scott dives deep into how the profession that once stood for integrity, service, and craftsmanship got hijacked by attention-seekers, silent enablers, and con artists masquerading as experts. The clowns sell hype for views, the cowards stay quiet to protect their comfort, and the cheats exploit ambition to make a fast buck. Together, they’ve turned sales into a spectacle — and real professionals are left to clean up the damage. This episode exposes the motivational industrial complex — a cycle that feeds on insecurity and sells the illusion of progress. Scott explains why the “hope economy” thrives on fake success stories and how the industry rewards chaos instead of competence. But there’s a turning point ahead: the rise of AI is about to separate the real from the fake. The algorithms will stop favoring the loudest voices and start rewarding the most skilled. You’ll also hear Scott’s Sales Code of Honor, a modern creed for professionals who still believe in helping clients win, not manipulating them for views. He shares what the future of ethical sales looks like — and why integrity, not influence, is what will define the next generation of closers. If you’ve ever felt disillusioned by the circus that sales has become, this episode will reignite your pride in the craft. Tune in to rediscover what sales was always meant to be — a calling, not a performance.   wBCjVyVAsDIsjXDYSmgf

HTSS209 - Reducing The Length Of A Sales Slump And Dwell Time

Every salesperson experiences a dip in performance—but the real pros know how to shorten the slump and get back to peak performance fast. In this episode of The How to Sell Show, Scott Sylvan Bell breaks down the proven Business Growth Strategies and sales performance frameworks that help you reduce dwell time in sales and bounce back stronger than ever. You’ll discover how to identify the root causes of a slump—whether it’s distractions, fatigue, or self-sabotage—and how to use practical, field-tested tools to recover your momentum. Scott explains why slumps are a natural part of selling and shows you how to build resilience, clarity, and purpose so you can maintain consistency in both mindset and results. Scott introduces his Respawn Framework, a powerful process modeled after elite performers and video-game logic that helps salespeople reset, refocus, and rise again. You’ll learn how to use resilience, visualization, positive self-talk, and goal refresh cycles to restore confidence, get back to full capacity, and eliminate wasted dwell time between wins. This episode goes deep into how to measure progress, re-establish your restore point, and develop mental toughness that sticks. Whether you’re new to sales or a seasoned closer, these insights will help you move from panic and frustration to purpose and peak performance. If you’ve ever asked how to recover from a sales slump, how to get motivated after a slow month, or how to increase sales performance consistently, this episode delivers the roadmap. You’ll leave with ten actionable ways to shorten your slump—from revisiting your goals and re-engaging past clients to upgrading your environment and taking better care of yourself. Tune in to The How to Sell Show to discover the mindset and strategy behind cutting your dwell time, increasing profitability, and mastering your comeback. Follow @ConsultingSecrets and @ScottSylvanBell for more sales training, sales mindset coaching, and real-world tips on how to sell more, make more, and stay unstoppable.

HTSS208 - Setting Expectations In Sales To Help Close Deals

Your ability to set expectations as a salesperson is one of the most underrated skills in closing deals. In this episode of The How to Sell Show, host Scott Sylvan Bell breaks down how setting clear expectations throughout the sales process helps create alignment, trust, and commitment. When clients can “see” or “hear” the goals early on, they understand what’s coming next—and that makes every step smoother. Scott explains how using boundaries in your sales process isn’t about being rigid—it’s about communicating effectively and protecting both sides of the agreement. You’ll learn how to define outcomes, structure the conversation, and use expectation-setting as a closing tool that builds confidence. If you want to improve your ability to communicate clearly, reduce misunderstandings, and close more deals, this episode is a must-listen. Tune in to The How to Sell Show and discover why great salespeople don’t just talk about results—they define them from the start.

HTSS207 - Evolution Of The Sales Representative

As a salesperson, your roles, responsibilities, and self-image will evolve over time. This evolution is something you can take within a few years or over your lifetime of sales.

HTSS206 - How To Prepare For A Sales Interview

How to prepare for a sales job  There are multiple approaches to interviewing salespeople. If you have never been in sales there is a feel to the interview. Some people fly off the seat of their pants while others use a full structure. It is important to note that some Business Owners and or Sales Managers like to see salespeople squirm. You will want to be prepared for an easy sales meeting or a difficult one. Either way, it will come down to your skills, conversation, rapport, and charm. You can learn from sales job interviews as to things  Why do sales interviews matter  A sales interview is a way for a company to decide to hire you or not. This seems simple enough. Some companies cant find a closer and are willing to hire someone to train. Sales interviews can range from easy to difficult. The better you prepare and the better your answers are you can improve your chances of getting hired. If you are looking for a sales job, this content could prepare you for what to expect.  Questions you may get on a sales interview for a new job  To start with this is not really a question but a view of an action. In this day and age people, can't say they didn't know how to get somewhere. Most employers will look at: 1. Did they show up on time prepared with notes, pen, and or paper?  2. Do they initiate the conversation at the office 3. Are they friendly with the office staff? 4. Are they a closer and can they prove it – do they have docs and or awards 5. Can they deal with pressure – 6. Are they relaxed in the conversation even with no rapport 7. Can they deal with the pressure of constant questions and also deal with constant interruptions 8. Are they Good looking, funny, or socially awkward (pay attention to the laws in your jurisdiction 9. Do they have a slight edge, chip on their shoulder, or anything similar – confidence vs arrogance 10. Can they hold a conversation 11. Do they engage in the conversation / do they get annoyed easily 12. Can they deal with tough follow up questions? 13. Do they have direction in the conversation, Are they leading or trying to lead 14. Have they found achievement in their life? * Sports – college * Awards * Degree * Health * Adversity – Jail to redemption, broke to money 1. What is their favorite adversity story? 2. Are they willing to follow a system? 3. Are they willing to make a cold call on the phone live or at least willing to attempt it? 4. Are they willing to role play in the appointment and if so why? 5. Do they know how to articulate what they want? 6. Will they push back or will they agree with anything? 7. Do they ask for the next steps? 8. Do they love people or hate them, do they have a disdain for others? 9. Can they talk about good and bad experiences in their life? 10. Are they a people pleaser and go with the wind – this may be a problem – they will get pushed around from they buyers? 11. Do they seem eager about the job or the role 12. Do they push back with rejection – Call me back - Questions to ask new salespeople When someone is new to sales the questions asked may be different than questions asked to veteran sales reps.  1. Would they be willing to start with just following up or at a lower level position? 2. Have they achieved anything in the past that they are proud of? 3. How did they prepare for the call? 4. Can they hold a conversation with questions, directions or anything else? 5. Do they ask good questions or look for clarification? 6. What happens when they get pushed back? 7. Are they willing to talk about their fears of selling? 8. Are they overly confident, this can be a problem? 9. Are they willing to try to sell in the appointment? 10. What is the most expensive thing they have recently bought – ask them to see “you buy how you sell” You have tons of options when looking for a sales job. Just so you know sales interviews are not supposed to be easy.