Mike Schultz is the rare “lifer” in the sales performance industry.

While the rest of his friends and classmates were celebrating Senior Week under the sun with a few adult beverages, then 22-year-old Schultz found himself studying sales strategies and flipping through the pages of Spin Selling by Neil Rackham.

“At an early age I was bitten by the entrepreneurial bug,” Schultz said. “It was always this fascination with ‘how do you get people to do things that—before you talk to them—they otherwise weren’t necessarily thinking of doing?’”

That fascination served him well. Twenty years later, he’s now the President of the sales training and consulting firm RAIN Group and literally “writes the books on selling” with two best-selling sales books along with hundreds of other articles and white papers published in Business Week, Inc. Magazine, MSNBC and others.

We were lucky enough to talk with Mike about his experience in the sales industry, how to earn trust as a salesperson and why stories are the perfect vehicle for making an impact on your next sales call in the inaugural episode of the Pain Point Pitch podcast.

You can follow Mike on Twitter at @mike_schultz or the RAIN Group at @RAINSelling.

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