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Rank #166 in Management category

Business
Education
Management
Self-Improvement

The Sales Podcast

Updated 2 days ago

Rank #166 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

103 Ratings
Average Ratings
92
4
4
1
2

Keep it up

By top-slr - Sep 08 2019
Read more
Quality podcast with good info for sales

Practical, engaging podcast

By Dr. J82 - Jun 18 2019
Read more
Great host, awesome guests, and real life, practical sales info

iTunes Ratings

103 Ratings
Average Ratings
92
4
4
1
2

Keep it up

By top-slr - Sep 08 2019
Read more
Quality podcast with good info for sales

Practical, engaging podcast

By Dr. J82 - Jun 18 2019
Read more
Great host, awesome guests, and real life, practical sales info
Cover image of The Sales Podcast

The Sales Podcast

Latest release on Jan 23, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 2 days ago

Rank #1: Sean Whalen Shows How To Be a Lion Not a Sheep

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https://www.thesaleswhisperer.com/podcast

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

  • Multi-millionaire by his mid 20’s
  • Got divorced, lost everything, stuck his head up his ass.
  • Hired a coach and posted online about his life.
  • “Lions Not Sheep”
  • He hid from everything. He hid himself even on social media so people wouldn’t criticize him.
  • He had an incorrect vision of “success” the first time around.
    • He was grinding 20 hours a day
    • Buying Rolexes and cars and houses
    • Burned himself to the ground
    • Disconnected from his wife
    • Thought "One day I’ll arrive”
    • Now he built a lifestyle and a brand
    • Now he asks “does it fit my lifestyle?”
    • Gary V is leading a great conversation now. He’s encouraging people to grab life by the balls but he wouldn’t trade seats with him because of the effort they put in.
  • Get out of your lethargic state and add value, even if you’re “just an employee.”
    • Go be a super-star slinging lumber at The Home Depot or the burger joint.
    • Take a risk.
    • Take a leap.
    • We’re not getting any younger.
    • Hire a coach to get you over the hump.
  • Understand the Law of One Degree.
    • Make small, incremental changes.
    • You’re in a habit, in a rut, with tunnel vision.
    • Look at people and see how they’re doing it
  • People aren’t afraid of success.
    • We’re all pros at failing.
    • We aren’t afraid of failure.
    • We’re afraid of the judgements of others.
  • Go tell the truth.
    • If you’re busted now and you don’t want to be busted…if you want to 2x or 5x your growth TELL. THE. TRUTH.
    • Stop suppressing your dreams.
  • The hardest question is “What do you want?” You’re fat and on anti-depressants because you’re afraid of telling the truth.
  • Teach what you know.
  • Say no to prospects that don’t fit into your model.
  • Vulnerable is not weakness.
  • He has over 300 million video views and he’s made them all with his iPhone.
  • He hired a coach because he was angry.
  • His buddy said to get out of real estate and ride the wave of his honesty and social media success.
  • He wasn’t on fire with real estate but did it because he was good at it.
  • He didn’t see himself as a coach but his friends were asking him to coach them in real estate.
  • He and Gary V thought it was presumptuous to be a coach.
  • His real estate coaching turned into personal coaching and he launched Lions, Not Sheep.
  • He started testing and experimenting and found what sold.
  • Coaches give you permission to make the moves you need to make.
  • He can’t even login to his own website.
  • He hasn’t touched his site in 18 months.
  • He just goes in the right direction.
  • Get out of the mental masturbation.
  • Ask people what they want.
  • Put a call out into the marketplace.
  • “It’s just me giving me.”
  • Tell the truth.
  • We’ve been programmed to lie.
  • The truth is deep and scary and real.
  • Tell a story. Share your story. Share your truth.
  • How are you being a good spouse or CEO or parent by lying?

May 25 2017

56mins

Play

Rank #2: Brian Swichkow, The Ghost Influencer, Shares His Reddit Stalking Story of Growth

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Go Viral On Reddit & Get Your Dog 2 Million Views on YouTube…and a Few Other Golden Marketing Tips   What you'll learn in this episode...
  • How Brian "stalked" his roommate with Facebook ads and ended up in AdWeek
  • How to get your dog 6,500 subscribers and 2 million views on YouTube
  • How to get 450,000 pageviews on your blog in 72 hours
  • How he made a girl on Tinder world famous
  • How to launch a niche site and profit from it
  • How sex and conversions have a lot in common
  • How to use Reddit to get upwards of 7 million page views per day
  • How to use Reddit to drive organic traffic to your blog
  • How to grow while being yourself
  • The power of questions
  • The power of connecting
  • The power of the truth
  • Why you need to be more curious
  • How to have things for sale but not sell anything

Feb 22 2016

49mins

Play

Rank #3: Build a digital marketing strategy with a growth hacker, Nathan C. Brown

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http://www.thesaleswhisperer.com/blog/Build_a_digital_marketing_strategy_with_Nathan_Brown

http://MakeEverySale.com

What You'll Learn in this Episode of The Inbound Sales Podcast...

  • How to react if a company recruits you away from college
  • What to do if you are on a tight budget to market your idea
  • What are the tools needed to get the word out about your idea
  • How Content SEO and Local SEO work to your advantage
  • How to piggyback on existing audiences and track your results
  • Setting up the appropriate metrics according to your audience's stage 

May 02 2016

1hr 1min

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: 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 #6: This Crazy Mom Made $5 Dinners Famous (Erin Chase, Genius!)

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What you'll learn in this episode...
  • How a stay-at-home mom created a successful online business by simply feeding her family affordably
  • How your crazy is probably genius in disguise
  • How to start where you are now
  • How and why to create multiple streams of income
  • How and why to shift your focus from "volume" to...
  • How to start charging for the things you were giving away for free
  • How to grow your sales without growing your staff
  • Why you need to be fanatical about learning and research...and applying and doing
Links Mentioned

Dec 14 2015

58mins

Play

Rank #7: Maren Kate Donovan: How To Grow After a Major Collapse

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What You'll Learn In This Episode of The Inbound Sales Podcast...
  • How to know it's time to launch your entrepreneurial venture
  • How to find your niche
  • How to find opportunities to expand your new venture
  • How to price your services / offerings
  • When to take outside money to grow
  • How to handle that outside money when you do grow
  • The role of compassion in business and in life
  • The value of persistence, iterations, and thick skin to success
  • What to read to inspire you to grow
  • How to create a business plan that actually helps you grow your sales
  • When you should stop learning
  • How to leverage kids and teenagers to detect the next trend
  • What to do when you are ambushed
  • The point of money

Mar 21 2016

42mins

Play

Rank #8: 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 #9: 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 #10: Rethink The Sales Conversation To Accelerate Sales Enablement, John Reid

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  • Sales tips have not evolved since 1983
  • Most sales "stuff" is driven from a model 
  • We become zealots of "the model" because "the model has to be the answer"
  • Sales enablement today is not about the model
  • Belief systems drive sales behaviors
  • The world does not need another model but models are good
  • Skill vs Will
  • Most sales professionals believe they are good at relationship building
  • Most sales professionals are wrong
  • The Mentalizer's Paradox
  • Salespeople are not trained properly
  • Salespeople are unaware
    • How many won deals because your customer liked you?
    • How many lost deals because your customer didn't like you?
  • You use weak words
  • You're afraid of being told no
  • You're afraid of the answer
  • You're afraid of re-building the pipeline
  • You're afraid of not being liked
  • We're emotional beings who think
    • Needing purpose
  • Don't bring donuts, bring insight
  • Manage, don't coach
    • Coaching is seen as negative
  • The learning objective is not the answer. The improved behavior is the answer.
  • Be learner-focused. They should do most of the talking. It's all about them.
  • There's too much emphasis on "liking" vs. trusting and respecting
  • Desire with no discipline is worthless
  • Insight + Humility takes Rigor
  • Most people want a thinking partner, not the answer
  • Give them an idea
  • Challenger model is hubris
  • Priming
  • You still must master the art of controlling the conversation
  • Questions are always the answer
  • When you talk you create objections!
  • Get comfortable with being vulnerable
    • "N.B.O. (New Business Opportunities)" Ask if you're confused
  • Be brief. Be good. Be gone.
  • Once you get high, stay high.
  • Don't ask permission. "Hey, I'm going to be meeting with your boss. Anything you'd like me to bring up with your boss?"
  • Expand your curiosity.
  • Out-understand your competitors. Only 11% of customers believe salespeople understand their needs.

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

http://MakeEverySale.com

Jan 23 2019

51mins

Play

Rank #11: 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 #12: Chris Hallberg, The Business Sergeant, Will Help You Sell

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

http://MakeEverySale.com

  • Founder of The Business Sergeant
  • Have a team-based military mindset
  • 70% of Americans are disengaged at the workplace
  • Systems create safety
  • Working with the leadership team offsite
  • The Entrepreneurial Operating Sysem or EOS ("Traction: Get a Grip On Your Business" by Gino Wickman) 
  • Use your systems as scaffolding, not a box
  • "Systematize the predictable so you can humanize the exceptional." Jim Collins
  • Prizes for winners
    • The winner of The Masters wins a green jacket
      • He brought out "The Masters" green polo shirt for the top salesperson the previous month
      • Coffee machine, parking spot, recliner in the office
    • Badges for sales reps like a medal that sales reps wore in the field
  • Napoleon's quote on the power of yellow ribbons
  • Start with the C-Suite. They delegate down to the experts below them so ask them what's not working. That's what they're working on.
  • Talk to the people who use what you offer and ask where they are failing.
    • What are they crushing?
    • What are they missing?
    • Build some rapport.
  • 6 key components of the 137 problems you have in business
    1. Vision of the leadership—8 simple questions
    2. People
    3. Data (doesn't lie)
    4. Issues (open and honest)
    5. Process (our way)
    6. Traction (meeting pulse)
  • Find out what people need and help them with it
  • You can't sound like everyone else sounds
  • Practice. Drill. Rehearse.

Dec 11 2017

48mins

Play

Rank #13: Follow This Blueprint To Grow Sales With Deb Calvert

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

http://MakeEverySale.com

  • Salespeople are good people with a bad rap
  • Salespeople lose sight 
  • Buyers and sellers have their guard up all the time so the transaction is prone to conflict
  • Typical salespeople look across the examples across the marketplace and do "what everyone else does"
  • Sales management is different from sales
  • There is no formal sales training program so bad habits are carried forward
  • Conduct surveys and field observation to customize the training
  • There are no shortcuts
  • Do you want to effect change or just check a box?
  • The book researched 530 B2B buyers
    • 30 behaviors
    • Big gap found
  • Through research we know that sales leaders and salespeople are born and made
  • Buyers commented the most on the seller follows through on their commitments
  • The phone is alive and well
  • Inbound is great but outbound is still effective
  • Buyers do not want fishing expedition calls
    • They want value
    • They want an experience
    • Ask questions that make them think
    • Be more purposeful
  • Before CRMs we had paper and tracked things about our leads
    • You can still do that
    • Pure persistence is not enough  

Apr 30 2018

46mins

Play

Rank #14: 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

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Rank #15: 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

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Rank #16: 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

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Rank #17: The Three Key Questions To Close Any Sale With John Martinez

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

Over the course of 20 years, John Martinez has gone from a struggling all-commission insurance salesperson, to a nationally recognized sales expert. Along his journey, John has held many sales-related roles… Account Executive, Sales Manager, VP of Sales, Sales & Marketing Director, and Corporate Sales Trainer.

John has completed over 4,000 hours of study on sales and how people actually make decisions…what REALLY drives them to take action. His approach to sales combines neuroscience, experimental and behavioral economics, and cognitive and social psychology.

Because research into decision-making behavior becomes increasingly computational, he has also incorporated new approaches from theoretical biology, computer science, and mathematics. This approach to sales, using a combination of tools from multiple fields, avoids the shortcomings that arise from a single-perspective approach to sales.

This might sound complex, but John has boiled down everything he has learned into a handful of simple sales tactics, questioning strategies, and communication techniques. John has personally trained over 200 RE investment companies, hundreds of salespeople and acquisition agents, and has achieved amazing results. John is the go-to-expert in the field of REI Acquisitions & Sales.

Today, he works with the best-of-the-best in the REI Industry…the top 5% who are doing between 50 and 1,000 deals per year.

In this episode, Martinez will talk about going from generic to specializing. He will also be sharing how he got his start as well as share on how he made the transition to online.

By the end of this episode, you will learn how to make some changes, understand what it is he does in his industry and learn how he was able to niche down from online sales, boot camps, and/or group training.

Enjoy!

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Follow John Martinez on:

LinkedIn --https://www.linkedin.com/in/johnmartinezsalestraining

Site -- https://midwestrev.com/

Site -- https://www.7-figurecoach.com/

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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 21 2019

36mins

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Rank #18: Be Yourself To Make More Sales, With Andrew Paul

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  • Learn a better way to sell than "Talk louder, talk faster...see if that helps."
  • Salespeople seem more isolated than ever
  • SDRs have thankless jobs with no discernible future
  • Sales has always been tough
  • Jerry Seinfeld's father was in sales and told stories about the tough prospects
  • Get good at teasing people...find something on their desk, on their wall and poke at it nicely
  • Be yourself. Be unique. It's okay. Scripts are great...in context.
  • "Blade PC Guru"
  • If you sound like your competitors you'll be pigeon-holed
  • Sellers are managed on soulless activities
  • It's all about compliance and it sucks
  • Make salespeople make their own cold calls

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:

Jun 20 2019

50mins

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Rank #19: Infusionsoft Campaign Builder Paul Sokol On Marketing Automation Top Marketers Like Frank Kern Use to Make Online Sales

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https://www.thesaleswhisperer.com/blog/paul-sokol-infusionsoft-crm-software

http://MakeEverySale.com

  • How to leverage "If/Then" logic to grow with Infusionsoft, HubSpot, Ontraport and others CRMs and marketing automation tools to grow your sales
  • How to work yourself out of a job...so you can invent another one to develop multiple streams of income
  • How to fail multiple times so you can succeed faster
  • How "abundantly" applies in multiple areas if you are to succeed
  • Why you need to seek to serve to grow
  • What Frank Kern says about finding a need and getting paid handsomly for filling it
  • How to get to Inbox Zero

Sep 27 2016

52mins

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Rank #20: Making Plans and Changing Plans To Grow Sales

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

http://MakeEverySale.com

  • Review of Traffic and Conversion Summit
  • Feedback from Social Media Marketing World
  • You can hand off authority but not responsibility
  • How the show must go on
  • Get clear on what you do and what you want to d
  • Why you need to eat your own dog food

Mar 13 2018

34mins

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