SSP 022: Staying Patient in a Buyers Market with Les Yuen


Episode 23 – Les is a Sales specialist, experienced in enabling businesses with limited resources to achieve the step-change required to deliver strategic and systematic approaches to Client Acquisition.

In this episode Les shares his perspective on persistence, patience, sharpening your axe and staying patient in a buyers market.

SSP 019: Sales Intelligence with Peter Rathman

Todays guest Peter Rathman, is President and Owner of SalesTechnik, where he works with individuals, organizations, and companies  to reverse engineer the strategies and tactics they need to acquire net new business for meeting their top line revenue goals.
Peter is also the CEO and Founder MKEB2B; a complete, custom, and pragmatic sales training, sales coaching, and sales management service for B2B companies in Milwaukee and the M7 Region that need to grow and MKE Sales Accelerator which provides customized sales assessments,  sales workshops, and customized sales training.
Peter is a sales gladiator who is gonna share his insight in reverse engineering situations, making educated strategic decisions, what separates the best from everyone else and so much more.
How to connect with Peter Rathman:
Linkedin: Peter C. Rathmann
Twitter: @PeterCRathmann

SSP 017: From Sports Agent to Radical Sales Coach with Lucas Barra

Todays guest started out with dreams of being a Sports Agent like Jerry Maguire! Now he is sales and marketing pro, business coach and podcast host.
His organization Dream chasers gives high caliber sales professionals and entrepreneurs the outside accountability, insights, and perspectives to close more sales.
Dreamchasers is also his podcast available on iTunes  which features up and coming stars from all walks of life turning their dreams to reality. His guests share powerful insights, advice, and the challenges they encounter while on the path to creating their dream lives.
This elite sales pro has over 1,000 closed sales under his belt and is gonna share with us 3 keys to going beast mode on your sales goals,  in life and so much more.
Lucas can be reached at:
The Radical Sales Community
The Radical Sales Coach




SSP 010: SPIN Selling Explained

Welcome to the Smart Sales Pro Podcast.  My name is Michael Mason and Im so excited for todays episode. Todays topic is SPIN Selling.

Neil Rackham an author, consultant and academic who’s writing focuses on “consultative selling,” pioneered the method as well as wrote the book titled SPIN Selling back in 1988.

Rackham has been a consultant to executives and board members at more than 40 of the U.S. Fortune 500 companies, including IBM, Xerox, AT&T, Citicorp, GE, Microsoft, Oracle and I look forward to having him as a guest on the show in the near future.
Rackhams researchers studied 35,000 sales calls in over 20 countries, spanning 12 years and found that the most successful sellers are seen by their customers as consultants or problem solvers who are working in the customers’ best interest.

SPIN Selling proposes there are four types of questions. SPIN stands for :

  • Situation
  • Problem
  • Implication
  • Need-payoff

Situation Questions deal with the facts about the buyers existing situation.

Problem Questions ask about the buyer’s pain and focus the buyer on this pain while clarifying the problem, before asking implication questions. . These give Implied Needs.

Implication Questions discuss the effects of the problem, before talking about solutions, and develop the seriousness of the problem to increase the buyer’s motivation to change.

Need-Payoff Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offers, rather than forcing you to explain the benefits to the buyer.

Check out the podcast episode to learn more…….

For questions or to request a sales topic I can be reached at as well as on twitter and Facebook at smartsalespro.

SSP 006: Sales Tips from a G.O.A.T.


In this weeks episode I discuss my reflections on a talk by one of my favorite Sales Pro’s and arguably one of the Greatest of All Time in Sales, Personal and Professional Development.  I will share thoughts on topics and ideas such as mental fitness, being your own boss, passivity and hard work.

For questions or to request a sales topic I can be reached at as well as on twitter and Facebook @smartsalespro.

SSP 003: 5 Must Do’s For The First Sales Call


You’ve got to the office, had a cup of coffee and breakfast burrito, logged into all your systems, checked your voicemails and emails, now it’s time to go to work, it’s time to blitz, it’s time to uncover some new opportunity prospects,,,what do you do, what’s the next step? Continue reading SSP 003: 5 Must Do’s For The First Sales Call

SSP 002: How To Become A Successful Salesperson


Welcome to the Smart Sales Pro Podcast Episode #2.  My name is Michael Mason and I’m so excited for today’s episode.  Today’s topic is one of my most favorite sales things to talk about: How to become a successful salesperson. 

The foundation for this episode was inspired by a video I saw a few years ago by none other than Brian Tracy. Now if you’ve never heard of Brian Tracy it’s ok, because I once didn’t know who he was either.  He was one of the sales experts I stumbled upon when I discovered podcasts back in 2007.

That said, lets get into this weeks topic: How to become a successful salesperson. Continue reading SSP 002: How To Become A Successful Salesperson

SSP 001: Intro to the Smart sales Pro Podcast


SSP Logo Libsyn 300x300Smart Sales Pro Podcast is a weekly podcast interviewing the most interesting and successful sales professionals of today as well as insight and expertise on sales from the host and Sales Trainer Michael Mason.

Episode #1 is the introduction of the Smart Sales Pro Podcast and a breakdown of the podcasts purpose, plans and expectations. Enjoy!