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Rank #57 in Management category

Business
Education
Management
Self-Improvement

The Sales Podcast

Updated 5 days ago

Rank #57 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

101 Ratings
Average Ratings
91
3
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

101 Ratings
Average Ratings
91
3
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

Updated 5 days ago

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: 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: Angelique Rewers: Sell to Corporate and Get a Share of That $12 Trillion Market

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What You'll Learn In This Episode of The Inbound Sales Podcast...
  • How an entrepreneurstarted her own sales, public relations, and marketing business after 27 years in the corporate world
  • How to avoid falling into the online marketing blender
  • How to create your blueprint and a strategy that makes sense
  • The importance of supply and demand, technology enablers, and business law in your startup
  • How to target the best corporate demographics
  • Understanding your initial approach when pitching corporations
  • How to recruit and build your perfect team
  • And her overall keys to success

Apr 08 2016

54mins

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: Kat Loterzo, Let Nothing Stop You

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

http://MakeEverySale.com

  • Why you need to write long, epic posts on Facebook
  • When to you the F-word in your marketing
  • Why we don't live our dreams
  • Why we don't take action
  • How to kill resistance dead
  • Why book meetings and calls on Facebook
  • How she moved away from "accidental fitness" career
  • Why she quit law school and dropped "the good girl" facade to follow her dream
  • She started giving facials for "stress release" instead of attending class
  • She left for Europe, gained weight, and as she worked out to lose weight she fell into a fitness business and created a 6-figure fitness business
  • She walked away from four degrees and every job she ever had
  • How to give yourself credit for hustling
  • How to see the pieces of your life are coming together to build your future
  • How to keep the faith while you stay the course
  • How to choose to have faith and believe in something bigger than you
  • What she said to herself in  2007 when she started her business
  • Where to post your new, fresh content to reach your audience
  • How to use your team to share your content far and wide
  • How much content is "too much content"
  • How to launch new programs regularly
  • Why to break the internet "launch rules"
  • How to stay calm in the mad, chaotic mess
  • Why and how you need to sell every single day
  • Why you need to let your internal creative / artist go wild and set it free to achieve your true entrepreneurial success
  • How to bring on a team to "clean up your mess"
  • What to do when all the balls drop
  • Why you need to pay top dollar for top people
  • How to grow organically and keep your ad budget in check
  • Why one cult follower > than 1,000 tire-kickers who just want a free ebook
  • Why being true to yourself is the only way to grow
  • Why you need to drop the F-bomb more often
  • Why you don't need to pay money to "smart people" who only want to make you stop being you
  • Why it's better to serve a huge community at an affordable price
  • The one thing you need to do now to kick things into gear
  • Why you need to get connected to your why
  • How to get to the true why
  • How to really find your motivation

Apr 12 2017

53mins

Play

Rank #5: How to Remember Names & Numbers With Memory Expert Brad Zupp

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http://www.thesaleswhisperer.com/blog/memory-expert-brad-zupp

http://MakeEverySale.com

http://www.inboundsellers.com

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 #6: 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 #7: 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 #8: Copywriter Ben Settle Discusses Email Marketing, Upselling, and the Most Feared Negotiator

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  • What it means to be a professional copywriter and why you need to become one fast
  • Why email is not only not dead but why you need to focus on it now more than ever to grow your sales
  • The two things you can and must do in all of your marketing to grow your sales
  • How to "always be safe" in your sales and marketing
  • What "the world's most feared negotiator" recommended
  • How to stop projecting and how and why you need to email your list every day
  • How to warm up your new leads right away
  • How to upsell your list through segmentation and sequential selling
  • The power of "indoctrination" in helping to get people to buy from you
  • How to create your own sequential selling by studying restaurants
  • How to create your own sequential selling by studying martial arts schools
  • Why the car company Saturn didn't last
  • What to do with your email list today

Jun 01 2016

50mins

Play

Rank #9: Leverage The Power of Storytelling, Ty Bennett

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Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

  • Started early studying business
  • Started a business with his brother at 21
  • Loved leading his teams
  • We're all in the people business
  • Your solutions address a struggle
  • Build stories around it
  • The more personal it is, the more powerful it is
  • The speed of business makes us rush
  • Give quick case studies and stories
  • You need to develop your storytelling skills
  • Keep your personality in business
  • Stories make you human
  • Our mind is wired to remember stories
  • He was struggling as a young entrepreneur and his friend recommended he record every presentation...and it was painful
  • What causes people to engage? Stories.
  • Spoke for free at first and got booked from someone in the audience
  • Companies struggle with differentiation and storytelling is key
  • Turnover and morale is an issue in many companies
  • Leaders need to create great environments
  • Perks help but we can control the relationships we build and the trust we establish
  • People want to know their voices are heard and they are cared about
  • You have to work on yourself and recognize how your leadership style impacts those on your team
  • If you have a crusade understand that taking sides can have its downside
  • Leadership requires effort
  • Pick your style and convey it
  • Leaders should be needed less often as they nurture their people
  • When to apply micro-management leadership
  • Hire for culture and train for skill
  • The hard part is un-learning bad skills and habits
  • Business is long-term so culture matters

Oct 15 2019

34mins

Play

Rank #10: 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

Play

Rank #11: 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 #12: 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 #13: 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 #14: Learn the 'Hollywood Sales Method' With Mike Mark

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Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

  • Learned sales in time shares
  • The ethics didn't sit well with him
  • Have some give-and-take in the conversation
  • It's not 100% questions
  • The Hollywood Sales Method in three acts
    • Discover the desire
    • Build the belief
    • Figuring out next steps
  • Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image
  • This requires practice to make it become second nature
  • Find the common personality traits of sales candidates
  • Look for sales reps whose parents were in sales
  • Common tongue = mind. Native tongue = heart.
  • Great salespeople are already employed
  • Mark looks for a sore spot with the salesperson for "passive recruiting"
    • Sophisticated vs. unsophisticated buyers
    • Socioeconomics
    • Education
    • Personality profiles
    • Job history
    • Age
  • High end salespeople are usually 100% commission via 1099 ($8k to $15k)
  • On-target earnings are key
  • Maybe appointment setters are on salary
  • No resumes
  • Roll-play is key in interviews
  • Show they can take you on the buyers journey
  • Prove they can apply pressure without being pushy
  • Split test your new-hires
  • Don't have closers do outbound
  • Salespeople are lazy so if you treat they right they'll be loyal
  • Team-building and culture-building is important
  • To create trust, be consistent
  • Mastery of sales is mastery of yourself

Oct 19 2019

55mins

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Rank #15: 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

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Rank #16: Laura Busche: Brand Yourself & Your Business With Consumer Psychology Expert

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http://www.thesaleswhisperer.com/blog/brand-yourself-laura-busche

http://info.thesaleswhisperer.com/make-every-sale

  • How marketing and design are inter-related and how to use that information to make more inbound sales
  • Whether or not branding and productization are mutually-exclusive
  • How to leverage smart branding across more channels to enhance your inbound marketing
  • How to "rock" a trade show with your brand
  • What role your ego plays in sales, marketing, and branding
  • Where you should focus as you build your brand and your sales
  • How to leverage your early adopters to accelerate your growth
  • Whether or not you should outsource your branding and marketing
  • How to handle the limited vision of others
  • What an "explainer video" is and how to use it to grow your inbound sales

Jul 26 2016

46mins

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Rank #17: Learn How To Make Irrational People Buy, With Todd Caponi

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  • He was the CRO of Power Reviews
  • Consumers are more likely to buy a product rated between 4.2 to 4.5 vs a 5.0
  • Dove into neuroscience to understand this finding
  • Transparency sells better than perfection
  • Was on the ExactTarget team during the acquisition by Salesforce
  • Everything is reviewed now
  • Lead with your flaws
  • You can overplay the transparency card
  • Be you. It's okay.
  • The Four Levers of Pricing
    • Volume
    • Speed of payment
    • Length of contract
    • Timing of purchase
  • Be personable, timely, and relevant
  • "Flawsome"—embrace your flaws

Related Articles:

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:

Apr 02 2019

50mins

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Rank #18: 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

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Rank #19: How To Set Appointments With Ideal Prospects, Jason Bay

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  • Cost-effective prospecting and sales solutions to grow your B2B small or mid-sized business.
  • Sold door-to-door in college
  • When you use a net to fish you gather a bunch of things you may not want
  • Big clients need a little nudge. They're not surfing the web looking for help.
  • Companies are afraid of niching down
  • LinkedIn Sales Navigator
  • Built WithCrunchBase
  • Create the ICP
  • Messaging + Cadence + Right People
  • Apollo for email lookup
  • Lead IQ for more contact info in LinkedIn Sales Navigator
  • You need a multi-channel prospecting approach
  • The Bridge Group did a study and found that it's getting harder to have meaningful conversations
  • Be different. Add a video to your emails. Prospects are busy.
  • Use Postagram on your smartphone to send a postcard.
  • Know your cost per acquisition so you know how much you can spend per customer
  • Why he doesn't use the phone at all for prospecting
  • Generic doesn't work well
  • The first touch needs to be personalized
  • Script it, put the script near the camera, use a whiteboard with their name
  • Prospect to start a conversation
  • Build a dream 50 list
  • Enter the conversation going on in the minds of your prospects

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

http://MakeEverySale.com

Feb 05 2019

48mins

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Rank #20: Bryan Harris, VideoFruit Founder: Get Your First 1,000 Subscribers

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http://www.thesaleswhisperer.com/session209

http://InboundSellers.com

  • How to bounce back from failure, including getting ripped off by your neighbor when you're just 7 years old
  • How Tim Ferris can help you succeed as an entrepreneur
  • How to bounce back from not one buy two back to back failures
  • How to bounce back from multiple failures from various online marketing strategies
  • What works "every single time" when launching a business
  • What he kept hearing "over and over again" from successful entrepreneurs
  • The one common strategy that "everyone said they wished they had done sooner" when launching their businesses.
  • The basic human principles behind every successful business
  • How to stay the course in the face of adversity
  • Where you should focus if your list and reach is small
  • How to get your first 100 subscribers fast
  • What "the poster boy formula" is and how it can help you grow your business
  • How to "accidentally" get people on your email list
  • How to get hundreds or even thousands of email subscribers without selling
  • Where to start building your email list
  •  How to get more shares of your content and build word of mouth marketing

Aug 29 2016

34mins

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