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Rank #122 in Management category

Business
Education
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Self-Improvement

The Sales Podcast

Updated 2 months ago

Rank #122 in Management category

Business
Education
Management
Self-Improvement
Read more

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

Read more

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

iTunes Ratings

110 Ratings
Average Ratings
97
6
4
1
2

Don't Go It Alone

By Macstephen1 - May 31 2020
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Great conversational show. Real people talking in a real way. Gold!

Love the energy of the show

By Ace Chapman_ - Apr 13 2020
Read more
Wes knows what questions to ask. He puts out great advices and interviews. More power to this show.

iTunes Ratings

110 Ratings
Average Ratings
97
6
4
1
2

Don't Go It Alone

By Macstephen1 - May 31 2020
Read more
Great conversational show. Real people talking in a real way. Gold!

Love the energy of the show

By Ace Chapman_ - Apr 13 2020
Read more
Wes knows what questions to ask. He puts out great advices and interviews. More power to this show.
Cover image of The Sales Podcast

The Sales Podcast

Latest release on Aug 08, 2020

Read more

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

Rank #1: Two Guinness World Records Under Chris Bolger's (Slim) Belt After Being Homeless

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https://www.thesaleswhisperer.com/session240

http://www.thesaleswhisperer.com/vastaffer

http://BestCRMForMe.com

  • How a formerly-homeless kid became a two-time Guinness World Record holder
  • How to become mentally tough
  • When you must make the decision on how to handle a tough time
  • How to control your emotions and how to use them to grow
  • Why you need to just start
  • How to get in the right frame of mind to reach your goals

Mar 13 2017

56mins

Play

Rank #2: How To Build New Habits To Become More Persuasive, With Dr Susan Weinschenk

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http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Humans are predictable and complicated
  • Great salespeople are good with human behavior and psychology
  • You may have an intuitive sense and are unconsciously competent
  • Humans follow rules of thumb, "heuristics"
    • We don't want to think too much and that's a good thing
    • The human brain only has access to so much glucose so it works to conserve energy
    • Can I eat it? Can I have sex with it? Will it kill me?
  • Look at habits: physical and mental
    • Conditioned responses
    • Easy to create a habit
    • When you react to a stimulus a bit of dopamine is released
    • Take an existing habit and make that response the stimulus for the new habit
    • It has to be something easy
    • Remove the nerves
    • Maybe the first habit is to remove the nerves
  • The more you know about yourself the better the engagement will go
    • Breathe to calm yourself
    • Maybe you need to increase your energy to increase your focus
    • Become more self-aware
    • Detach and notice what went well
    • Have a routine
    • Fear and hope
    • Authenticity helps
  • Millennials don't care how you look just bring authenticity
  • Habit or value-based buying decision
    • There are different parts of the brain that make these decisions
    • They are mutually-exclusive
    • If they are buying out of habit DO NOT introduce anything new to them
    • If they are making a value-based buying decision, help them become confident
      • A single neuron fires to make this happen
      • Give them enough information, but not too much
    • Get the indications from them to determine their confidence
    • ASK THEM! Ask better questions!
    • Close first, then present!
  • One tip: identify one habit you have that is preventing you from having success

May 08 2018

53mins

Play

Rank #3: Market Like a Man: How To Make Selling Easy

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http://MakeEverySale.com What you'll learn in this episode of The Sales Podcast...

It's Time You Made Selling Easy What you'll learn in this episode...
  • How to sell like a man (and a woman)
  • How to dis-qualify
  • The difference between "selling" and "sorting"
  • Where to focus your efforts in the sales process. (You only have three choices: the beginning, the middle, the end)

Sales professionals (especially men) know when to be quiet on a sales call. (I say "especially men" because we're terrible at jumping in to "solve and fix" things right away before we know the whole story.) You have two ears and one mouth: Use them proportionately.

  • Ask better questions.
  • Only answer the questions that are asked.
  • When you do answer the question that was asked—and you MUST answer the questions your prospects ask—conclude with "Does that answer your question?" and see what they say.

Last week I was on a demo call with a salesman wanting me to come on board as an affiliate to sell his software. He hadn't yet listened to this episode...and it was exhausting trying to keep up with him. He wouldn't take a breath. He'd start to answer my question before I finished asking it. Mirror your prospects, which means match their demeanor, tone, and volume as best you can. Understand their questions even if it means you have to ask five qualifying questions to do so. For example, when I was a meteorologist in the Air Force, my briefing would be "short and sweet," i.e. "clear and calm until noon then winds gusting up to 20 knots out of the northwest until 5 pm with overcast conditions rolling in starting at 6 pm. Any questions?" Now I'd be prepared to discuss the hourly conditions for our base, our three nearest alternate bases in case the pilots had divert, as well as the target/mission area for the next 24 hours including?

  • wind speed & direction from the surface to 40,000 feet
  • visibility
  • cloud layers
  • humidity

But I didn't give every pilot on every mission every detail because most of them didn't want or need all of that information. [Tweet ""Whomever asks questions is in control of the sales meeting" says @SalesWhisperer on the Market Like A Man #podcast"]

Get Wes's New Book, It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts Links Mentioned Links To Connect With Wes If you liked this episode, please let me know on Twitter .

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace! If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Good Selling, 

Apr 16 2015

24mins

Play

Rank #4: Lee Carter Explains How To Persuade Convince When Facts Dont Matter

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Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Lee Carter.

Lee Hartley Carter is President of maslansky + partners, a language strategy firm based on the single idea that “it’s not what you say, it’s what they hear.” Carter oversees a diverse range of communication and language strategy work for Fortune 100 and 500 companies, trade associations, and nonprofits in the United States and globally. As a television news personality and researcher, she doesn’t rely on traditional polling for her unique insights into U.S. politics; rather, she analyzes voters’ emotional responses to help understand and empathize with them on a more visceral level. The reaction matters, but the “why” behind it matters more. It was this approach that allowed her to accurately predict the results of the 2016 presidential election and primaries.

In this episode, Carter will talk about being authentic.

By the end of this episode you will learn how to to persuade your audience or how to catch their attention.

Enjoy!

-----

Follow Lee Carter on:

Twitter --https://twitter.com/lh_carter

Site -- https://www.penguinrandomhouse.com/authors/2200459/lee-hartley-carter

-----

Follow Wes Schaeffer on:

Site -- https://www.thesaleswhisperer.com/

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Nov 15 2019

32mins

Play

Rank #5: How To Become an Ultimate Sales Pro With Paul Cherry

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http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Your prospects are looking for guidance.
  • Your questions show your professionalism.
  • Push back in a positive manner on hard-chargers.
  • Don't be lazy. Don't be overly-scripted. Bring credibility. Be human.
  • Address your fears. Stop researching forever and connect with your prospects.
  • Understand what your customers value.
    • Minimize risk  
    • Fear factor: safety, shut down, marketshare, competitive edge
  • Leverage multi-media, multi-step processes to connect with your best prospects.
  • A lot of great salespeople are introverts. They listen. They are introspective.
  • Listen to the verbs.
  • 80% of the time customers are not telling you what's on their mind. Their defenses are up. Find their hidden motivation.
  • Our #1 job is to challenge, engage, and stretch the comfort zones of our customers.
  • Customer service is not sales.
  • Knowledge certainly gives you credibility but it can become an anchor.
    • Knowledge (but it's only responsible for about 15% of your success)
    • Attitude
    • Skills / ability
  • Most salespeople are motivated by the next yes, the next contract, the next lead. All too often, they are too busy to look beyond the immediate to focus on the larger view—honing the selling skills and knowledge critical for long-term success.
As a salesperson, YOU are the product/service and everything you do should be aimed at increasing your own value.” 
  • Cherry has had decades of selling and sales training success and is sharing what it means to sell at a higher level, how it differs from what you’ve been taught about sales in the past, and how to get yourself on that path in his new book, THE ULTIMATE SALES PRO: What the Best Salespeople Do Differently (HarperCollins Leadership, August 14, 2018).
  • Concentrating on how a B2B sales person needs to stay focused on the big picture for success, THE ULTIMATE SALES PRO reveals 25 radical, subversive and disruptive ideas and tactics of master B2B salespeople, giving the reader the tools to move beyond the basics, using strategy and strong relationships to:
    • Cultivate an entrepreneurial mindset and how to create a boundary-less career.
    • Differentiate oneself when everyone else is being commoditized.
    • Shorten your sales cycle.
    • Go beyond how to sell but getting answers to why you are selling so you can achieve sales greatness.
    • Align yourself with the right people who share and embrace your values.
    • Be the toughest boss you ever had. Don’t rely on others to push you, push yourself.
    • Dream big—don’t settle for what’s comfortable.
    • Stop thinking and dawdling about what to do. Do it!
The reality is that sales people get little if any coaching or mentoring support today. It’s faster paced and the expectations are that you already have the skills and experience to do the job and so go do it. Too often organizations have a ‘sink or swim’ attitude with their sales people. I want to give B2B salespeople the tools and know how to succeed by taking ownership of their careers and not waiting or hoping for their company to pave the way.”
  • THE ULTIMATE SALES PRO challenges the reader to get deep, get true, get more real with who you are, be genuine, open up and be vulnerable. Bottom line is when the sales professional opens up, the customer will respond accordingly. 
  • Paul Cherry is President and Founder of the sales and sales leadership training firm Performance Based Results. He is a recognized thought leader on how to ask the right questions, get to the real issues, and take action. He has worked with more than 1,200 organizations including 178 of the Fortune 500, plus more than 1,000 entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. He’s been featured in more than 250 publications including Inc. Magazine, Investor’s Business Daily, Selling Power, and Kiplinger’s Personal Finance.

Sep 10 2018

55mins

Play

Rank #6: Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

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Get all of the episodes and notes here.

Join The Five to make every sale.

  • Almost 100 employees
  • Ontario, Canada
  • Early 90's got the bug for technology
  • Spent time at Deloitte
  • Launched in 1998
  • Customer-centric digital strategy
  • Lost 80% of his staff in 2000 when the dot-com bubble burst
  • Got kicked into "special loans" twice by his banks during the 2002 and 2008 crashes
  • May 2008 is "burned into his memory"
  • In March 2009 he had 30 day's of payroll with 25 people
  • He and his partners mortgaged their homes and made it because of their cashflow model 
It's going to be bumpy if you want to grow."
  • He's "bootstrapped" plus government grants
  • Be careful online, i.e. Cambridge Analytica and Facebook
  • There was a church and state between marketers and researchers
  • Every touch point you give up info
  • Programmatic advertising
  • It's hard to get lists that are any good
  • You need a strong profile of who your customers are
  • What's your purpose? How can you help your customers solve their problems?
  • What's your passion?
  • Become a thought leader on platforms like LinkedIn
  • It's going to be bumpy if you want to grow
  • Sales is relationships
  • How much do you really know about your customers?
  • How much do you know about your competition?
  • How much do you know about how your competition is marketing?
  • Once you know this you'll know how to differentiate
  • What percentage of the market do you have?
  • What's your two-pronged sales approach to build consensus?
  • You need to develop the proper language to speak the language your prospects are using
  • Pull them in with great content
  • With one profile you can overlay it on other databases
  • What trade shows should you go to?
  • Create a lead generation engine
  • Data is the new oil
  • Engage and inform. Educate.
    • Translate to content for the client
    • White paper
    • Help your prospects understand how the industry will transform in the future
  • In the old days the ad agencies got all the attention while the direct marketers were 2nd class citizens...but they rule now
  • Customer-centric digital experiences
  • Use data to make better decisions

Apr 21 2020

47mins

Play

Rank #7: Jon Ferrara, The Inventor of Two CRMs, Gives The 5 E’s Of Nurture Marketing

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http://MakeEverySale.com

About Today's Guest

Jon Ferrara has been in sales and marketing his entire life. He saw that sales were broken and decided to do something about it. He created Goldmine CRM with $5,000 in his apartment and helped them expand from 1989 to 1999 when he was bought out. Now he sees things broken again in sales as it pertains to social media and online marketing, so he's back. See what he's up to in today's episode, #97.

Tools To Thrive
  • Start Blogging Today: If you are new to blogging and need to put up a quick site and get real help with your hosting, try Bluehost. I've tried them all - GoDaddy, Hostable, HostGator, etc. All were good and bad. In December 2013 I took a long hard look at Bluehost, and what I found was nothing short of amazing. Their free domain service with the purchase of hosting, their 1-click WordPress setup and great customer service is what every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount.
Rubber-Meets-The-Road Tip
  • He created Goldmine with $5,000 in an apartment.
  • He went after the Novell resellers who sold network workgroups (it was before Microsoft networks and Outlook.)
  • He created an instant revenue stream.
  • Mark Cuban was a Novell VAR and Jon got him to convert over to Banyan Vines.
  • Sales people are beaten to go back and use their company CRM.
  • We live in our email and social media.
  • Contacts. Calendar. Communication. It's where we live.
  • 225,000,000 businesses and only 1% use CRMs.

"Contacts. Calendar. Communication. It's where we live"

  • You’re hired for your network and brand yet few maintain their networks and relationships.
  • At their core, CRMs don’t do anything for you because you live outside of the CRM. It’s too much work.
  • Most buy CRMs because they think they need it but they don’t know how they’ll use it.
  • CRMs are not just for salespeople. It’s for everyone in your business.
  • Nurture Marketing - action-based communication.
  • Data decay is like fish.
  • Salespeople spend 60% of their time on non-sales-related activities.
  • Don’t pound on them.
  • You need bait to fish in the social river.
  • Educate, Enchant, Engage, Embrace, Empower.
  • Content, Conversation, Community.

"Salespeople spend 60% of their time on non-sales-related activities"

  • Give your knowledge away. Share content.
  • Teach them to fish then let them know you also sell fishing poles.
  • Start by listening then add value to the conversation.
  • Create good identity on all social media platforms that are relevant for your business.
  • “It’s the basics that win games.” John Wooden
  • Get started by updating your profiles at a minimum.
  • Start having conversations.

"Teach them to fish then let them know you also sell fishing poles."

  • Nimble Everywhere - works in any browser-based platform.
  • It takes Jon about 20 min a day to curate content for a week.
  • Use Buffer for free.
  • It’s like dividend investing.
  • We’re still early in the social media wave. Get started now.

"We’re still early in the social media wave. Get started now."

Links Mentioned If you liked this episode, please let me know on Twitter.

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace!

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Order a signed copy of Wes's new book, "The Sales Whisperer® Way"

Use these resources to grow your sales:

Check out earlier episodes of The Sales Podcast:

Dec 01 2014

42mins

Play

Rank #8: Episode 100: Go Behind The Scenes With The Sales Whisperer Himself

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About Today's Guest

Today I change up the music and give you a behind-the-scenes look at how The Sales Whisperer® came to be. It was not a "grow-to-the-sky" journey by any stretch of the imagination. Laid off three times in two years—twice on my birthday! On unemployment when two of my kids were born. Lost well over $100,000 on various "investments" with "friends." Audited by the IRS and California Board of Equalization because of those "friends" and left holding the bag. But I'm still here and growing by helping you grow.

Tools To Thrive
  • Start Blogging Today: If you are new to blogging and need to put up a quick site and get real help with your hosting, try Bluehost. I've tried them all - GoDaddy, Hostable, HostGator, etc. All were good and bad. In December 2013 I took a long hard look at Bluehost, and what I found was nothing short of amazing. Their free domain service with the purchase of hosting, their 1-click WordPress setup and great customer service is what every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount.
Rubber-Meets-The-Road Tips
  • See how the military prepared me for entrepreneurship.
  • Should you write a book?
  • Be bold. Move fast. Break _____.
  • "Write a book NOW to grow your sales!"
Links Mentioned If you liked this episode, please let me know on Twitter.

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace! 

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Order a signed copy of Wes's new book, "The Sales Whisperer® Way"

Use these resources to grow your sales:

Check out earlier episodes of The Sales Podcast:

Jan 14 2015

42mins

Play

Rank #9: Close More Big Deals Fast With Sales War Room Expert, Lisa Magnuson

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Get all of the episodes and notes here.

Join The Five to make every sale.

  • 41 sales VPs told her the book they wanted written
  • Live interviews over a year in researching the book
  • Hiring is a great start
  • You must create the engine to drive results
  • Execute
  • Follow through
  • Build a culture that focuses on big deals
  • War rooms
  • Account teams
  • Big deals, i.e. the complex sale
  • With a team you can keep your prices high
  • Engage the executive sponsor
  • Sell on value
  • Account teams help you sell on value
  • Who should lead the account team?
  • You need yellow and red flags so we know what to look for when things aren't working

You must decide who the account quarterback will be."

  • 15 years in sales consulting
  • "War Room Services" joins the account teams and helps close the deals
  • $40 million deal that didn't look promising at first
  • Had to defeat an incumbent and overcome geography issues
  • Took nine months
  • Within 90 days that client got them a huge referral
  • Sometimes you're not ready for bigger deals
  • Are you committed to pursue this opportunity from start to finish?
  • What's the strategic value of landing this account?
  • Can you fulfill on the order?
  • 16 plays of leadership, culture, execution, etc.
  • Plus a sideline coach, i.e. 16 experts from around the world
  • Brian Burtz is one of the experts who says "change the rules."
  • How to handle top performing salespeople, including the renegades
  • Opportunity finder playbook
  • Sales managers have 2x challenges as goals today

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Feb 27 2020

53mins

Play

Rank #10: Jeff Giagnocavo: Raise Your Prices 5x & Close 70% of Clients On the First Visit

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About Today's Guest

In 2002, Jeff Giagnocavo was was the youngest / fastest-to-management salesperson in building material but he wanted more.

He saw a small ad for a salesperson in the furniture/mattress industry with his now-business partner so he made a switch. In 2009 he got involved in the direct response marketing world and that lead him to this podcast interview!

Tools To Thrive Rubber-Meets-The-Road Tip
  • Jeff Giagnocavo was a wholesaler selling to retailers and thought his retailers needed to know about direct response marketing but they put up barriers. “My business is different.”
  • Jeff was inviting his retailers to marketing meetings, etc. and Ben at Gardner Mattress & More saw that and it was instrumental in his being invited to become a partner.
  • Gardner was a customer of his for years and approached him to become a partner in their business.

[Tweet ""Your business is different? No it's not."  @GardnersMattres."]

  • Because of direct response marketing and tightly-scripted sales interactions, their average ticket is 5x that of the industry.
    • 70% close rate on the first visit and getting 40% of the 30% to buy on the second visit.
    • To raise your prices make sure you have a solid process and can answer who you are and what your value is.
    • He has a solid opening “right from go.”
    • From there, the in-store, in-person visit must be right. What they say and how they say it.
    • Then they have to deliver a solid product.
    • They have a unique sales choreography.
    • It took over a year to incorporate the sales choreography. It took some buy-in.
    • Allow your staff to inject their personality into the 27-point presentation.
    • We all use scripts every day in everything we do, including shaking someone’s hand as we walk into a business meeting.

[Tweet ""We all use scripts every day in everything we do" says @GardnersMattres."]

  • They have a customer lounge and don’t let people just jump on beds. Their initial greeting is a script.
  • About 8 out of 10 are open to having a conversation first. The other 2 realize there are 73 beds and after looking around they open up to answering some questions.
  • He’s very big on lead generation. Most focus on those looking to buy a bed today. He addresses those that wake up late with a sore back and he directs them to get a free guide, “What’s Keeping You Awake At Night” so they are priming the pump.
  • 27 different “out of place” ads such as places as home show expos, chiropractor sections in the yellow pages. (Still got a 7:1 ROI in the Yellow Book with an 800 number vs a local number.)
  • TV Guide ads - three ways to respond. Get phone, web opt-in and mail the coupon.

[Tweet ""Run "out-of-place" ads and see what works", says @GardnersMattres. (He's running 27 currently.)"]

  • His main prospect is the Baby Boomer to senior citizen so he runs ads that attract them: Charlotte, Lynn, Valorie and Lauralie
  • The four main personas really identified themselves. All but one are Baby Boomers.
  • Interviewed past clients. They just asked them. It helps when you sell good stuff and deliver a great experience. If you’re afraid to this, that is telling in and of itself.
  • Some came to the store. Some met for coffee. Some met for lunch.
  • Their 27-point “Sleep Assessment” is the script behind the scenes. It was 30 for a while but some were redundant and was streamlined.
  • They recognized they have to be different and have a different process to separate themselves from their competition.
  • Now they are on a clipboard.
  • He and Ben are on the floor about 10% of the time and they are working on the business 90% of the time.

[Tweet ""Have personas for your business and sell to those personas the way they want to buy" says @GardnersMattres."]

  • Sales structure and sales process is the key to success. “If you’re ready to accept a paycheck from me every two weeks that is loose and off the cuff, I’ll let you sell that way.”
  • In three years they’ve hired 6 sales people and none have left.
  • You need a system to manage your prospects, clients and leads. It’s expensive to have things fall through the cracks. You really need this if you sell an intangible offering.
  • Lead generation from an advertising standpoint is the biggest thing you can do.
  • To learn good lead generation you need to get a coach/mentor, do home study courses, etc, etc. You have to jump in and start learning and doing.
  • Know your customers, how they process information, what it takes to get them to come in and make the sale.
  • Jeff has invested at least $200,000 in the last 5-6 years in sales and marketing training and it has paid off.
  • Always invest in yourself to grow.
  • The first product Jeff bought was $1,200. It was a little iffy. He was a little scared. But ask yourself “is this thing I’m investing in going to pay off the fastest for me?”
  • Implement. All of the ideas in the world are worth nothing if you don’t implement. Do the work. Do the modules. Pick one part of even the biggest program and implement it.
  • The compounding effects are worth it.

[Tweet ""Always invest in yourself to grow" says @GardnersMattres."]

Links Mentioned If you liked this episode, please let me know on Twitter.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Sep 08 2014

52mins

Play

Rank #11: Michelle Weinstein Is The Pitch Queen

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http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Shark Tank Season 4
  • Recommends everyone go on
    • Practice
    • Drill
    • Rehearse
  • It's a "pitch" if they aren't talking back to you
  • Anticipate and address the objections in your pitch
  • Add value on top of value
  • Practice
  • Role-play
  • Know the alternatives for the prospect and present the pain / price to them to add value
  • Ask more questions
  • Sales is the backbone of your business
  • How she trained 10 locations of The Vitamin Shoppe
  • Training produces results
  • Stop under-pricing your services and products

Nov 20 2017

41mins

Play

Rank #12: James Malinchak: Speak Your Way To Prosperity

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http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Played basketball in Hawaii
  • Moved to LA
  • Had no idea or plan to speak
  • Was making $7/hr working at a video store in L.A.
  • He listened to people who said "just follow your passion but it doesn't work unless you get booked
  • You need to bring business processes to your passion 
  • Most speaker associations are a load of crap with advice like "cold call 100 and you'll get 10 interested"
  • Did 2-3 talks then 30-40 then he crushed it
  • You need to be a great marketer
  • The 8-ball of speaking is reaching the people who control the budgets. Nothing else matters.
  • Corporate speakers go after training coordinators, casino 
  • Colleges have budgets (student activities, Greek life, residential coordinator, youth conferences)
  • You have the youth market (K-12), colleges, corporate: make your speaking material unique for each of those
  • He has one talk that fits three themes with different titles in Corporate
    • Success / motivation
    • Sales
    • Leadership
    • This 3X's his chances of getting booked
  • He has five talks for colleges
    • Incoming
    • Out-going
    • Leadership
    • Success In College
    • College athletes
    • This 5X's
  • One talk for youth where he's paid as a keynote speaker
  • He does more direct mail than anyone
    • Event coordinators don't go to Facebook to find a speaker
    • No speaker shows up in the mailboxes of these decision makers
    • He'll validate their addresses
    • He has zero competition because nobody mails
    • He'll do 10,000 mail pieces
      • 1,000 will be interested
      • 100 will retain him for $20,000
      • Don't do postcards
      • His contacts tell him not to send little postcards
      • He sends a 6-page brochure in one big sheet
      • Rent the right list and drive them to a landing page where they can see a video of you as a speaker
      • Customize the mailout for the market
      • They'll call and book him
      • Coordinators worry if you can relate to their audience, not that you can speak well
    • These are for fee-paid talks
  • Slides should enhance your presentation not be your presentation
  • Your face and your hands should be your main tools
  • Planners will ask for local people to keep fees down
    • Destination planners will give them a list of the local providers
    • 20,000 conventions per year are held in Vegas
    • Sales and Marketing coordinators of hotels—he got to know them and got listed as a preferred vendor (incentivize them)
  • 15 years ago he walked into the Portland Convention Center with a bunch of big names like Michael Jordan ($150k) vs James's $5k and he was the only one  who got a standing ovation
  • To make more package yourself better to be perceived as being worth more
  • When you're starting you speak anywhere for any price
  • Everyone undervalues themselves
  • Ask for what you want
  • He started earning $20,000 when he decided to ask for $20,000

Sep 18 2017

39mins

Play

Rank #13: Brad Lea, LightSpeed VT Founder: What It Takes To Be a Professional Sales Person Today

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http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Was running a car dealership
  • Was good at it
  • Real deal lease presentation
  • He started training people to teach that presentation
  • But they didn't produce the results he wanted
  • People need repetition
  • One day workshops just expose people to the information
  • Online learning will grow 300% over the next five years
  • It's more scalable
  • Make sure the drills and exercises are part of the membership
  • Create better, more engaging training
  • Training doesn't work because people don't apply what they learn
  • If he had to start over he would've 
    • Dreamed bigger
    • Worked harder and smarter
    • Not trusted the same people (friends and buddies were wrong...but stayed on for eight years)
    • He allowed these things to go on for years. He ignored his little voice.
  • He didn't value culture and vision and mission
  • It takes as much effort to make $10 million as it does to make $1 million
  • Shoot for 100% growth vs 20% growth
  • Culture is accepted behavior and it goes beyond goals
  • A bad culture will bring you down
  • You attract A players by having A players
  • "Who" is a book about using scorecards for hiring
  • "The Hard Way"
  • Why do you sing your ABCs flawlessly?
  • Develop your skills continuously
  • You get out what you put in
  • Ask yourself a couple of questions and find out what you really want
    • The more hands you shake the more money you make
    • It's a numbers game
    • Once you double your effort you'll get more business
    • To so do, prepare yourself. Get better at your skills and when you double your effort you'll more than double your sales.
    • Your job as a professional salesperson is to listen
    • Most people don't follow up or do it correctly
    • You can always get better
    • Sharpen the axe
    • Hold yourself accountable
  • You must increase the value of your products so they are greater than the value of your money
  • Buyers are liars
  • We need to find the true objection
  • "I'm just looking" is a defense mechanism
    • End it with "...for whatever you've got."
    • "Oh, you're just looking? Your brother 'been' was just here yesterday. Your sister 'still' will be in tomorrow."
  • People don't make decisions because they don't have enough information
  • Know your competition
  • Sell yourself
  • Know what makes you valuable to your clients
  • Never forget a customer and never let a customer forget you
  • "They're cheaper? Well they don't have me."

Sep 04 2017

1hr 2mins

Play

Rank #14: Oren Klaff "Pitch Anything" Book Review

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https://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • Oren Klaff was a guest on Episode 142 of The Sales Podcast
  • I first read his book in 2011 and I kick myself for not re-reading and studying it more closely since then
  • At the core of Oren's pitching / selling philosophy is what he calls frame control, which is a lot like framing in Brazilian Jiu-Jitsu. 
    • You must be in control of the meeting by leveraging tools and frames such as:
      • Power
      • Time
      • Intrigue
      • Prize
      • Analyst
    • There are also tools such as:
      • Moral authority frames, which are great at disrupting analyst frames
      • Relationship frames can derail price and analysis frames and keep your pitches on track
  • As I've shared in The Sales Agenda for years, "when you own the frame, you control the agenda, and you determine the rules under which the game is played."
  • You need to understand the role and areas of the brain we use to communicate with our prospects
    • You're using your higher level neocortex
    • They are processing with their "croc brain" or "lizard brain," which views everything as either something to eat or something that will eat them!

Jan 26 2018

1hr 20mins

Play

Rank #15: Suzanne Masefield: Learn To Read People Like a Book To Book More Sales

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http://MakeEverySale.com

What you'll learn in this episode of The Sales Podcast... About Today's Guest

Suzanne Masefield is a body-mind specialist, micro-expression trainer, clinical hypnotist, and counselor. In this episode of The Sales Podcast she'll share with you her tips for changing how you feel just by changing your posture, how to control your own state, so you can create read the state of others to make more sales.

Tools To Thrive
  • Start Blogging Today: If you are new to blogging and need to put up a quick site and get real help with your hosting, try Bluehost. I've tried them all - GoDaddy, Hostable, HostGator, etc. All were good and bad. In December 2013 I took a long hard look at Bluehost, and what I found was nothing short of amazing. Their free domain service with the purchase of hosting, their 1-click WordPress setup and great customer service is what every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount.
What you'll learn in this episode...
  • How to manage your own state of mind and being.
  • How to be prepared for your sales appointments.
  • How to make the best first impression.
  • How to be the influencer in any sales situation.
  • How to change your own feelings with your posture and physiology.
  • How to make better connections with the tone of your voice.
  • How to present yourself as "open" to your prospects.
  • The difference between a "low power" pose and a "high power" pose.
  • How to recognize "clusters" in the body language of your prospects.
  • How to increase the endorphins in yourself and your prospects to build better connections and close more sales.

"Learn the power of the 'Possibility Pause'"

Get Wes's New Book, It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts Links Mentioned If you liked this episode, please let me know on Twitter .

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace! If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Good Selling, 

Mar 09 2015

1hr

Play

Rank #16: Gino Wickman "Traction" Book Review

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https://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • This book review was inspired by my interview of Chris Hallberg
  • Past The Sales Podcast guest and social media marketing expert, friend, and author Kim Walsh-Phillips first recommended Traction to me over a year ago

Jan 11 2018

1hr 1min

Play

Rank #17: Market Like a Man: Do The Easy & Obvious & Human Thing To Grow Your Sales

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http://MakeEverySale.com What you'll learn in this episode of The Sales Podcast...

In this episode of The Market Like A Man Podcast, Wes practices great restraint and self-control by NOT calling out a couple of online jerks that keep using silly, rude tools like TrueTwit and overseas Virtual Assistants (VAs) to send crap bulk email messages via LinkedIn. 

Enjoy and Sell Different.

Apr 22 2015

21mins

Play

Rank #18: How to Remember Names & Numbers With Memory Expert Brad Zupp

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Get the show notes for Brad Zupp's interview

Grow your sales with Wes.

What You'll Learn In This Episode of The Inbound Sales Podcast...
  • How to have a better memory even if you think you were born with a "bad memory"
  • Why there really is no such thing as a "bad memory"
  • How this "ordinary guy" improved his memory
  • The key shortcuts you can use today to improve your memory
  • The three ways to determine where your memory is failing you
  • The one thing you can and must STOP doing today to improve your memory
  • The next two things you can do to improve your ability to remember names at any function
  • The one thing to do each night to improve your memory
  • How to remember phone numbers so you can grow your sales 

Jul 19 2016

1hr 5mins

Play

Rank #19: Make Sales Easier When You Master LinkedIn (Brenda Bernstein)

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Hear the complete interview on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Apr 22 2014

46mins

Play

Rank #20: Create Realistic Habits To Achieve Un-Realistic Goals, Jonathan Edwards

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Some of the topics covered on this episode of The Sales Podcast:

  • Olympian, Speaker, Author.
  • Planning for longterm goals is tough if your environment doesn't support it 
  • Dive in and start now. The opportunity is coming whether you're ready or not.
  • Understand your own personality
  • There are no unrealistic goals just unrealistic habits to reach those goals.
  • If you feel threatened by your goals you're going to have issues.
  • Find a good coach/mentor
  • Upgrade your input
  • When you have a goal you need the habits to back it up
  • Every day you have the chance to be perfect according to your plan
  • Super-compensation in sports
  • You need to rest
  • You have a physical ability to do what you do.
  • You have a technical ability to do what you do.
  • You have a tactical ability to do what you do.
  • You're looking for "one thing that will fix it all," and that's unfair.
  • Athletes look at all areas and try to grow 1% in all of them.
  • Rest so the body and brain can recover

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

May 02 2019

57mins

Play

Follow This Proven Method To Make More Money Online, With Rob Ristagno

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Get all of the episodes and notes here.

Join The Five to make every sale.

  • The official nerd on this interview
  • Use data to make better sales
  • Start by winging it
  • Don't get lost and buried in the data
  • Track what you're doing
  • Adjust accordingly 
  • Segment your market to see who the good and bad prospects are
What can be measured can be improved."
  • Whales vs. barnacles
  • Enthusiastic and engaged customers is how he defines whales
  • It's 6-7x easier and more profitable to keep a client and upsell them
  • Make sure the client is on board with the transition to a support rep
  • Have the original salesperson maintain an informal relationship once they are on board
  • The salesperson owns the relationship
  • Delivery should be a different team but they should be tied at the hip
  • Do we hunker down for the next year or get after it?
  • Inertia is tough so bring in fresh eyes for new ideas
  • Community and convenience
  • Access to experts, features, products, etc.
  • Home brewing example
  • Show, not tell, how great your product is
    • Free trial
    • Free version with upgrade for better features
    • Get some commitment from your customers
  • Maybe test dynamic paywall rules
  • Find the data and make smart decisions

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Aug 08 2020

34mins

Play

Facebook Advertising For E-Commerce in 2020 With Josh Marsden

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Get all of the episodes and notes here.

Join The Five to make every sale.

  • Is Facebook advertising dead?
  • Can you do Facebook advertising on your own?
  • It's easier to setup but...
  • There's more competition
  • Dennis Yu's $1 a day on Facebook  
  • Approach your Facebook advertising with a commitment
  • The four steps of Facebook advertising
    • Awareness
    • Engagement
    • Conversion
    • Monetization
  • Then retargeting
  • Younger demographic will not watch webinars as much
  • They want faster info and easily consumable
  • Drive the traffic to case studies
  • Offer a 40-minute review/training
  • Instagram may or may not be synonymous with Facebook advertising
  • The power of Facebook Messenger
  • E-Commerce is booming right now with COVID

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Aug 04 2020

42mins

Play

How To Succeed Without Selling, Meet Diane Helbig

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Join The Five to make every sale.

  • The new ABCs of selling are NOT Always Be Closing!
  • Always Be Curious
  • Dale Carnegie was the great communicator but he'd  ask a great question then shut up and listen
  • You have to prospect but it's about setting a meeting
  • Cold prospecting can work but if you do it just to sell something you'll struggle because it's all about you vs. them. 
Sales is a verb but do it with an eye towards learning."
  • Preparation and delivery matter
  • How to find the decision maker: "Would you mind telling me your decision-making process?"
  • If the most logical conclusion is that we can help them we ask them to go to the next step
  • You need to have a sales process to ensure this flows smoothly
  • Be in the conversation
  • The questions must flow
  • Write them out
  • "Have you considered a budget for this?"
  • "Have you used a company like us before?"
  • Ask questions when you have permission.
  • Marketing is about credibility and awareness
  • Be careful balancing activity vs. productivity
  • Focus on relationship building
  • Put your high school info on your LinkedIn profile and network with them because they'll trust you

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Aug 01 2020

39mins

Play

How to Read and Defuse The Fear in Selling With Dan Hill

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Join The Five to make every sale.

  • PhD in English
  • Lived in Italy and didn't know the language so he learned how to read people.
  • 1998 he was at IBM and was sent an article on how emotional we are as decision makers
  • "What customers can't say" by David Wolf
  • At least 95% of our mental activity is not fully conscious...lots of gut reactions
  • We're all in sales
  • Sales is a fear-filled environment
    • The salesperson is afraid of losing the sale
    • The prospect is afraid of being the prey
    • Fear is not conducive to communication
  • Develop affinity before/during the presentation
  • It's more than mirroring
Sales is a fear-filled environment. You must read it and defuse it."
  • Read their faces
  • Are they looking at their watches?
  • Look at the room. Look for photos. Inquire about them. If they're a striver they'll be happy to discuss.
  • You're looking for context.
  • We are only dimly aware of ourselves
  • "By the age of 50 a man has the face he deserves."
  • What's the give and take like?
  • You're either flexible or you're road kill
  • Facial coding is reasonably simple yet powerful enough
  • 7 core emotions
    • Happiness
    • Surprise
    • Anger
    • Fear
    • Sadness
    • Disgust
    • Contempt
    • 23 expressions that cover these seven emotions
  • Striver or Hothead
  • Natural skeptic (smirk, contempt)
  • Ambiguous situations (UCLA study)
    • 55% of the true communication comes from the face
    • 7% from the words
  • The average person tells 4-5 lies per day
  • Body language can tell you something but it's not as detailed as facial expressions
  • Body language can be faked more easily
  • Body language can be affected by gender and culture
  • "Lie to Me" was pretty accurate
  • Lots of fear in the Jacksons could be seen when they were young
  • Bio-feedback looks at only two muscles and botox hinders
  • Now he looks at 44 muscles on both side of the face in symmetry
  • He was out-numbered in a negotiation with Toyota
    • One was drifting off
    • Your emotions turn on when you care
  • He was doing work in 2012 in the Mexican Presidential debate
    • He had a 100-person sample that watched the debate
    • He realized who the strongest opponent was
  • Happiness and anger are about 70% of a person's emotions
  • 9 ways to show anger
    • Eyebrows pinched together and lower
    • Mouth pursing together (maybe they're confused)
    • "Snake eyes" with the eyes going narrow
    • If the mouth comes together so strongly that there's a bulge in the lower lip
  • Voice is similar to body language so it's not quite as accurate
  • The difference between a smile and a smirk is profitability

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Jul 27 2020

45mins

Play

Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil

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Join The Five to make every sale.

  • Started as a twinge in her left ankle and she thought it was just a mountain biking injury
  • The pain migrated to her shoulder
  • Then her lower back
  • The pain lasted 2.5 years
  • Tension pain migrated throughout her body
  • In one session she had an epiphany
  • Shift how you see things
  • Shift what you believe to be true
  • What's creating this lens
  • Get rid of the belief that you have to be right and that you have to convince everyone that you're right
Rapid change is possible. The first thing you need to do is understand your pattern."
  • She had a deep need to be right so she'd bulldoze relationships and conversations
  • Now she knows how to live with people with different beliefs
  • This creates a lot of freedom
  • We all have a little big of imposter syndrome
  • How to completely remove your big nagging issues that are holding you back...
  • Most of us know the pattern that is holding us back...
  • Work backwards
  • We don't have problems for no reason
  • We struggle because of what we believe to be true
  • "What would I have to believe to be true to keep experiencing this?"
  • "I'm a fake, a fraud, a phony, I'm not competent, I'm not good at sales..."
  • "I'm stuck and it's not random. It's not for no reason. It's because of my belief."
  • You can change thoughts, feelings, actions...
  • Are you more afraid of success than failure?
  • You fear what comes along with success:
    • The extra responsibilities
    • The things 
  • The actions we take are based on the thoughts we have and the emotions we feel
  • We can force people to do things and create a lot of stress in the process and they'll push through a lot of resistance and anxiety
  • We have free will
  • "Facts don't change our minds when we have a strong belief."
  • Like salespeople who think discussing money is dirty or impolite
  • Clear out that negative belief
  • Some part of them believes they saw that proof
  • Unhook that connection to neutralize that belief
  • Beliefs are usually these big assumptions so now you're left with possibilities and choice
  • We all believe "I'm not good enough" to some degree about something
  • Success story in sales
    • Formally trained but struggling to implement
    • Knew what to do but wasn't following through
    • In a few weeks they found a lot of self-esteem issues and beliefs like sales is sleazy, people don't want to hear from me, and about money
    • They cleared out those negative beliefs
    • All of the training he had learned was uncorked and popped so he doubled his revenue in three months and a year later he was earning each month what he had learned the previous year
    • You don't need more. You need to clear out the blocks.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Jul 24 2020

47mins

Play

Create Real Sales Growth With Virtual Platforms, Lee Berkman

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Join The Five to make every sale.

  • 13 years in the virtual space for software training, sales demos, sales enablement, recruiting, POCs (Proofs of concept), and more
  • Cyber-security space has taken a focus on this new model of sales and POC
  • Webcams are now on more than ever after COVID-19 so people can feel more connected
  • Selling virtually is faster-paced than selling in person

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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Check out early episodes of The Sales Podcast:

Jul 17 2020

42mins

Play

Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak

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Join The Five to make every sale.

  • Likes and shares happen when you say "cold calling is dead" but it's far from dead
  • Cold is dead but calling is not
  • COVID-19 is forcing people to get on the phone
  • Today is the age of the "pitch slap"
  • The power of social engineering 
We've become professional ignorers."
  • Create interest with your research
  • "Who gave me that information? Look, I just wanted to do some research ahead of time to make sure I had something valuable to bring to you.
  • Call into the help desk...they're there to help
  • Who's buying it? How do they use it? Why do they want it?
  • You're selling results, not products or services.
  • Be yourself, be humorous, but don't tell a joke. Don't be stupid.
  • Be confident, positive, sound like you believe in what you're selling, but don't be phony
  • Be conversational
  • Talk like you're talking to a friend
  • Oren Klaff discusses status alignment
  • Who owns the problem?
  • Who owns the result?
  • Should you ask "Are you the decision maker?"
  • Ask about the process and the precedent?
  • We get experience in two ways...
  • Great salespeople are made, not born
    • Desire
    • Effort
  • Publishers don't want authors, they want sales

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Check out early episodes of The Sales Podcast:

Jul 11 2020

33mins

Play

Stop Selling and Start Closing With Dan Lappin

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Join The Five to make every sale.

  • There is a lot of psychology that goes into selling
  • Breaking Sales is to help someone become objective
  • A lot of salespeople grind and hustle and struggle
  • They become attached to the outcome
  • "I hope they like me. I hope I get the business. I hope I get invited back."
  • Professional athletes know to let go of the outcome
  • Golfers need to focus on the execution of the swing not the fact they just double-bogeyed the last hole
  • When you focus on the outcome you change the execution of the skill, and that creates too much struggle
  • Bring out peak performance
  • Sleep, eat right, be sharp, exercise, meditate
  • These are the new routines of top performers
  • Adults learn well but we're attached to our history and efforts and past results so it's hard to change our habits and actions
  • The key to a good sales conversation is your mindset
  • It's not just who is asking the questions or giving more information
The new routines of top performers include sleeping, eating, exercising, and even meditating."
  • We're all guarded at first
  • Will this conversation help us or harm us?
  • Most salespeople want and need something from the prospect
  • Have a helping/serving mindset
  • You need to have a detached mindset
  • There are no good or bad answers
  • Don't assign values to answers. Just accept them for what they are.
  • How many of your prospects have decided to make a change before you ever show up? Most salespeople admit only 10-30% are at that stage.
  • For those ready to make a change you can follow "old school" sales tactics.
  • To get exponential growth you need to get better at addressing the other 70-80%.
  • How many of those are even ready and/or need to change?
  • It's human nature to overestimate and underestimate
  • You have to "spar" to gain more confidence. This is done in the deal dissection.
  • Hesitancy, anxiety, disappointment, frustration, etc. can show up and blow up your meeting
  • Detach so you're not thrown off by "bad" answers
  • Those answers "don't mean anything, yet."
  • Turn into those "bad" answers
  • Role play with your teammates first (AI can help with your roleplaying)
  • This is a lifetime project because sales is a profession
  • Do a sales detox before you get on the phone
  • Your prospects become defensive when they detect sales patterns
  • Ask a lazy question, get a lazy answer
  • Have an advisor mindset, detach, ask meaningful questions
  • Can you help? How can you help? Are they ready for help?

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Jun 20 2020

49mins

Play

Make Money With Video With Weather Network Veteran Sheryl Plouffe

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Join The Five to make every sale.

  • 17 years at the Weather Network
  • Position yourself as an authority with video
  • Generate your own buzz
  • Get more PR as an offshoot
  • Build your digital footprint/presence
  • "Daily Mail UK" found her and linked to her
  • YouTube is a discovery platform
  • Reverse engineer the Google/YouTube algorithm
  • Go all-in on one core platform
  • She shifted from Facebook to YouTube to be discovered by more people
  • Facebook is good for nurturing existing customers (As Jay Baer mentioned many years ago)
Show up. Add value. Grow."
  • Get a good, simple tripod for $30 to hold your smartphone
  • Keep it simple
  • "Uncover the Expert In You"
  • Don't drive ads to content when you're new to this
  • Build a proven model first
  • Planning your content is good
  • It takes experience to "News Jack" (See what TeeJ Mercer says about that)
  • Don't let your perfectionism keep you from launching
  • Quality of quantity
  • Three years ago she would've said "two minutes or less"
  • Now it's "am I showing up and adding value"

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Check out early episodes of The Sales Podcast:

Jun 18 2020

31mins

Play

Sharecroppers, Stepchildren, Ugly Ducks, and Jeff Sexton

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Join The Five to make every sale.

  • Are you a farmer or a hunter?
  • Video views drop-off in the first 7 to 30 seconds
  • People think the technology will do the work for them
  • Technology + no sales system = frustration then failure
  • Ryan Deiss
    • Discovery content (Streaming is usually not great for this)
    • Community content (Streaming can be great here)
  • Email marketing is the red-headed stepchild of marketing
You're a sharecropper on social media."
  • Radio in the B2B space may not be the ideal medium for you
  • Targeted media can help with branding to get you on the shortlist in B2B
  • Radio is great for ugly-duck businesses
  • Gary Vaynerchuk had success on social media discussing wine
  • You need to be entertaining to deliver a message 
  • "The plan is nothing but the plan is everything." Eisenhower
  • If you wait until they need what you sell you have a credibility problem because they know you are trying to sell them.
  • The short list...intuitive and reputation
  • Prescription without diagnosis is malpractice
  • Starting to put systems in place and scale
  • May take 6-12 months to build name recognition
  • "Advertising is a tax for businesses that are unremarkable." Seth Godin
  • "Strong brands make for weak salespeople."
  • "Marketing is just selling in print." Claude Hopkins

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Jun 06 2020

48mins

Play

This Dyslexic CEO Grew 481% Last Year. Meet Wesrom's Robert Indries

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  • Chairman
  • Born in a (very) small farming town in Transylvania, caring for cows and working the land.
  • At 14 he moved out of his family home and started working odd jobs to support himself, all while being dyslexic up until his early 20s.
  • Lived in Siberia, Mexico, and frequent visits to the US
  • Built first business in 2012
  • Built several profitable businesses in the US and Europe, generating millions in revenue every year, has been interviewed for Entrepreneur.com as an International Tycoon, and coaches several dozen startups and established businesses on how to grow and scale.
  • Owns 10 businesses now
  • Grew 481% last year in his portfolios
  • Not all businesses are related
    • Marketing
    • Travel
    • Recruiting
    • e-commerce
    • Consulting in all of them
  • Started two from scratch and bought into others
  • Built and sold a company before Wesrom
    • 5 divisions
    • 30 staff
    • Prospects come to him for help they can't afford
    • They give ownership shares
  • He helps businesses grow
  • Top 5 Ways to generate leads online during a crisis
  • How we’re steadily growing by 20% MoM in an industry that’s plummeting
  • How sales can bulletproof your business during COV-19
  • How we closed 50 new clients at $440/hr while the economy is on the brink of crisis
Money doesn't vanish it times of turmoil, it just shifts."
  • He's pitched every week
  • Hired to do investment feasibility assessments 
  • Three things to consider
    • Does he like the product? Is it genius?
    • Studies the competition and asks the market if they'd buy it
    • Look at the founders
  • Easy-going in his negotiations
  • It's easy to stand out in crowded markets
  • Money doesn't vanish, it just shifts
  • Sell consulting and memberships and ongoing commitments vs. one-off items in times of turmoil
  • Build your mailing list for less now
  • Strategists vs. tacticians
  • Postpone everyone's payments or cut them in half to keep them

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Jun 04 2020

57mins

Play

Use Data To Be a Better Human To Sell More To Humans, With Steve Mast

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  • Use data to know what your customers want
  • Customer insight has fundamentally changed
  • Ratings, reviews, etc. put the customer in charge
  • Beyond surveys
  • Keep up with cultural trends
  • You cannot be tone deaf any longer
  • So much advertising and marketing is...
  • Ask your customers and core consumers what they think of what you're doing
  • Stay in touch to get incremental input as you're launching a new offering
  • Steve Jobs engaged with customers all the time and so did Jony Ive
  • Be agile
  • The cost of understanding your customers has come way down
  • In-the-moment testing
  • Machine learning
  • Polling vs. surveys vs. sampling
  • Big data is not always "magical"
  • It's the accumulation of datasets that give you insight
The trouble with market research is that consumers don't think how they feel, they don't say what they think, and they don't do what they say.” David Ogilvy
  • The problem with NPS and how to get more accurate info from your customers
  • How to get relevant information faster and more reliably from customers
  • Closed loop marketing
  • Don't fear the 1-star reviews
  • You can win customers back
  • Go back to basic human practices
  • What's in their heads and their hearts

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May 28 2020

49mins

Play

Falsehood In War Time (and Growing During COVID-19 and Beyond)

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Join The Five to make every sale.

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May 13 2020

50mins

Play

The 5 Parts of Business DNA With Mike Michalowicz

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  • Full time offer 12 years ago
  • Takes five years to write a book with his research
  • Wants to make entrepreneurship easy
  • Business owners don't know what their biggest challenges are
  • Stop jumping from crisis to crisis
  • A: Crisis/Challenge Now
    • Draw an arrow away from it out of the crisis
    • Do it again
  • Draw B in the bottom left
    • What the business needs
    • Stop seeking constant relief
  • How long have you been hustling and grinding
  • Herd mentality is real
Learn these five core pillars of the DNA of all businesses to grow in any market."
  • Business loans are not always great
  • Why do you have a money problem?
  • Stop putting bandaids on big wounds
  • Debt-leveraging can be good but debt-anchoring is bad
  • This is the entrepreneurial petri dish during COVID-19
  • Satisfy the new, emerging needs
  • 5 Core Pillars The DNA of all business
    • Legacy = permanence
    • Impact = delivery of transformation
    • Order = organizational efficiency
    • Profitability = stability
    • Sales creates cash = oxygen
  • Break each section down and iterate
  • "One step back"

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May 05 2020

29mins

Play

Deep Survival: Who Lives, Who Dies, and Why

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Join The Five to make every sale.

Laurence Gonzales knows how to write...and survive.

Why do some live when so many others die?

"...to survive, you must first be annealed in the fires of peril."

"I found otherwise rational people doing inexplicable things to get themselves killed—against all advice, against all reason."

Reason doesn't control our actions.

Why did Scott's crew perish in Antarctica while, against all odds, Shackleton's crew survived and even thrived in the same circumstances?

Brain functions...psychology of risk-taking and survival

They apply to stressful, demanding situations...

  • divorce
  • losing a job
  • illness
  • injury
  • running a business in a rapidly changing world

Experience, training, and modern equipment can betray you.

What's in your heart is what can save you.

The farther one goes, the less one knows." ~Tao Te Ching

How did I get into this and this and how do I get out of it again, how does it end?" ~Søren Kierkegaard

How Accidents Happen

Of each particular thing ask: 'What is it in itself, in its own construction?'" ~Marcus Aurelius

You need skill and superior emotional control.

Lesson #1: Remain calm, do not panic.

Turn fear and anger into focus. Stay "cool" by not allowing your emotions, i.e. "hot cognitions," to get away from you.

Four Steps (only 10-20% can stay calm and think in an emergency):

  1. Perceive
  2. Plan
  3. Take the correct action
  4. Rapidly adapt

Why do we ignore the obvious and do the inexplicable?

What is the source of power that has us block out all the right information that is trying to save us, which results in our death—or the death of our business, marriage, etc.?

Rule #1: Face reality...but keep it simple

When you're in a "high state of arousal," only the simplest of inputs are going to get in.

Dark humor cuts through the fear, the clutter, and the noise.

Look death in the face and come up with a wry smile.

Find the droll, wondrous, and inspiring...or kiss your ass goodbye.

"Survivor Personality: Why Some People Are Stronger, Smarter, and More Skillful atHandling Life's Diffi culties...and How You Can Be, Too"—survivors laugh at threats...playing and laughing go together. Playing keeps the person in contact with what is happening around [him]." 

Fear is good. Too much fear is not.

Insider language/slang is for those who get it. Besides, it's terrifying to use the real language of what you're embarking upon just before you do it!

In the moment your IQ rolls back to that of an ape!

Plato understood that emotions—the horse—can trump reason so use the reins of reason on the horse of emotion.

The intellect without the emotions is like a jockey without a horse.

"When you walk across the ramp to your airplane, you lose half your IQ."

Fear puts me in my place. It gives me the humility to see things as they are.

When you're in a demanding/stressful situation you're not all there. You are in a profoundly altered state when it comes to perception, cognition, memory, and emotion.

Emotion comes from the Latin verb emovere, "to move away." It woks powerfully and quickly to to motivate behavior. 

All Quiet on the Western Front story of how we "rush back, in one part of our being, a thousand years....animal instinct...not conscious; it is far quicker, much more sure, less fallible, than consciousness...this second sight in us,..."

Emotion is an instinctive response aimed a self-preservation.

Reason is tentative, slow, and fallible, while emotion is sure, quick, and unhesitating.

Greeks saw the mind as part of and integral to the body while Plato thought they were separate, with the soul going after death. Aristotle brought them back together.

Thinking is a bodily function, as are emotions and feelings.

Survival

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May 01 2020

1hr 8mins

Play

Add Humanity to Your Digital Marketing With Jake Jorgovan

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  • Nomadic business
  • Formally part of the LinkedIn spamming problem
  • How do you rise above the noise and be a welcome guest in their LinkedIn inbox?
  • Personalize/customize
  • Yes, it can take more time
  • As a prospecting company it can be hard to show the ROI for personalized prospecting unless you have a high price point
  • Niche down, i.e. VP of Operation in manufacturing in Cleveland then switch it around
  • He does everything by hand with VAs
Keep the human touch in your digital marketing."
  • LinkedIn is cracking down on third party tools
  • Don't have a bunch of IP addresses login to your account
  • Use Amazon Workspaces
  • Get your value proposition dialed in

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Apr 24 2020

34mins

Play

Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

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  • Almost 100 employees
  • Ontario, Canada
  • Early 90's got the bug for technology
  • Spent time at Deloitte
  • Launched in 1998
  • Customer-centric digital strategy
  • Lost 80% of his staff in 2000 when the dot-com bubble burst
  • Got kicked into "special loans" twice by his banks during the 2002 and 2008 crashes
  • May 2008 is "burned into his memory"
  • In March 2009 he had 30 day's of payroll with 25 people
  • He and his partners mortgaged their homes and made it because of their cashflow model 
It's going to be bumpy if you want to grow."
  • He's "bootstrapped" plus government grants
  • Be careful online, i.e. Cambridge Analytica and Facebook
  • There was a church and state between marketers and researchers
  • Every touch point you give up info
  • Programmatic advertising
  • It's hard to get lists that are any good
  • You need a strong profile of who your customers are
  • What's your purpose? How can you help your customers solve their problems?
  • What's your passion?
  • Become a thought leader on platforms like LinkedIn
  • It's going to be bumpy if you want to grow
  • Sales is relationships
  • How much do you really know about your customers?
  • How much do you know about your competition?
  • How much do you know about how your competition is marketing?
  • Once you know this you'll know how to differentiate
  • What percentage of the market do you have?
  • What's your two-pronged sales approach to build consensus?
  • You need to develop the proper language to speak the language your prospects are using
  • Pull them in with great content
  • With one profile you can overlay it on other databases
  • What trade shows should you go to?
  • Create a lead generation engine
  • Data is the new oil
  • Engage and inform. Educate.
    • Translate to content for the client
    • White paper
    • Help your prospects understand how the industry will transform in the future
  • In the old days the ad agencies got all the attention while the direct marketers were 2nd class citizens...but they rule now
  • Customer-centric digital experiences
  • Use data to make better decisions

Apr 21 2020

47mins

Play

Jeb Blount Shares How To Use MLP to Negotiate Better Sales

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Join The Five to make every sale.

  • No cheesy tactics
  • How to negotiate like a professional
  • Buyers have more power because they have more alternatives
  • MLP: Motivation, Leverage, Power
  • Motivation and Leverage are diametrically opposed
  • Leverage is important when you're the weaker party
  • How to handle "send me a proposal"
  • Motivation on the sales side
  • Sell like you don't have to sell
  • Prospect so you have a full pipeline
  • Play offense in tough times
  • Go take market share
  • Still sell like a professional and build relationships

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Apr 20 2020

42mins

Play

B2B Sales Is Still Person to Person Says Jeff White

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  • B2B manufacturing specialty
  • 17 years
  • 3 years with manufacturing
  • First HubSpot Platinum in Canada
  • His background is in web design and development
  • Brought on his partner in 2009 with a marketing/sales background
  • Got into HubSpot around 2010
  • They were the inbound partner who could build stuff
  • They had a technology stack and were horizontal
  • Tools became commoditized
    • Web design
    • Inbound marketing
  • Decided to focus more and become specialized
    • David C. Baker out of Nashville, TN
    • Chose manufacturing niche
  • Developed a keen sense of expertise
  • They see the same issues and can diagnose and prescribe faster
  • Started their own podcast in 2018
B2B sales is still person-to-person."
  • Orthodontists
    • They spend their own money and they're not sophisticated marketers
    • Easy to get clients for them via paid ads to a cost calculator
  • Account-based advertising is needed in manufacturing
  • How to thrive and prosper in difficult times: double-down on your marketing and outreach
    • B2B sales is still person-to-person
    • Know that we're in this together
    • Be willing to try new things
  • You can make big B2B sales in a remote/virtual environment
  • We all have the tools we need to thrive in chaotic times
  • Help your customers expand their vision and focus through the fog
  • The size of the B2B buying committee is growing
  • He was selling and servicing remotely before COVID-19
  • Companies are waking up to their supply chain vulnerabilities
  • The trend is to bring more manufacturing in-house
  • 3D-printing is helping them source/develop their own materials
  • M&A is going to heat up
  • Double-down on R&D and marketing
  • A lot of sales and marketing happens before your prospects even reach out to you
  • Is SEO dead?
    • SEO is more than "a thing to do"
    • You need a content strategy
    • But the whole point of creating content is to help people
    • It's not about gaming a keyword
    • It's not just a long tail hack
    • It's not keyword stuffing
    • Content that succeeds in search also succeeds for people
    • Know who you're selling to, what do they need, how can you help?
    • You're being looked at now
    • The hard close does not work in the complex sale
  • Are prospects honest today?
    • Inbound needs to be updated
    • He is un-gating a lot of content now
    • Open it up for account-based targeting
  • LinkedIn is awesome...when done right
  • You can get on people's radar without being pushy
  • He creates his target account list and has them on his podcast
  • Co-create content with your leads
  • Account-based targeting
  • Terminus lets you target a single company
  • Reallocate your trade show marketing to develop your ecommerce platform
  • Plant your seeds now for a big harvest in the next 6-18 months

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Apr 15 2020

42mins

Play

From Austria With Love...and Sales, Meet Nikolaus Kimla

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  • Immigrated to the U.S. at age 51 from Austria in 2012
  • Famous for white wines
  • His team had created a huge banking app that was purchased
  • He and his team were kept on board for 10 years
  • Knew the CRM space was crowded
  • Wanted to go the "abnormal way" to win
  • 2007 he stumbled upon this opportunity
  • One year of building the team
  • Built around Microsoft Dynamics and the project was killed
Salespeople are wealth-creators and peace-producers."
  • The product is not the issue
  • Branding, marketing, and product awareness is key
  • Needed to build a content team
  • Salespop.net has over 1,000 contributors
  • He didn't want to build a CRM for everyone
  • Focused on B2B salespeople with processes
  • Salespeople have a bad reputation around the world
  • Salespeople are sales-preneurs
  • Salespeople are wealth-creators and peace-producers
  • He's growing globally
  • Ignore the naysayers
  • Believes in best of breed approach

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Check out early episodes of The Sales Podcast:

Apr 13 2020

44mins

Play

iTunes Ratings

110 Ratings
Average Ratings
97
6
4
1
2

Don't Go It Alone

By Macstephen1 - May 31 2020
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Great conversational show. Real people talking in a real way. Gold!

Love the energy of the show

By Ace Chapman_ - Apr 13 2020
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Wes knows what questions to ask. He puts out great advices and interviews. More power to this show.