The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

"Never Sit In The Lobby" Stand up, don't play on the phone, don't be talking, don't show up too early Be ready to engage when the prospect comes out Pay attention Like being a linebacker, keep your head on a swivel   Related episodes and posts 57 winning sales factors to grow a business and build a career selling Hired a book publishing coach to guide him through his writing He wrote 2,000 words each weekend because he couldn't do 500 words a day during the week The title matters an his book publishing coach helped him with the title as well The call book factor Always ask for a mini-tour Mini-tours are easy Always show up with something in your hand and something in your mind Always show up with something in your hand and something in your mind." Never fax the facts or ship the shit Greed-based learning Active listening vs. listening to respond Learn and practice empathy vs. sympathy and compassion Don't just be deflecting "Gratitude is a verb" Show your gratitude. Show you are grateful. Don't confuse marketing with selling Never fax the facts or ship the shit." "$10 million in diamonds." Sales Growth Tools Mentioned In The Sales Podcast Visit Glenn Poulos for more sales training tips "Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling" Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Professional Sales Tips you'll learn today on The Sales Podcast... Stop losing deals when you're not in the room You have to grow into the title of CEO, so he's a founder How to control the message when you're relying upon your champion to carry your message Tech space experience and financial services Got into sales in the no-profit space and those leaders had to bring it to a board of directors Related episodes and posts Pull Profits Out of a Hat Revolutionize Your Thinking: Brad Sugars Returns He built and developed tools for the company that bought his company How to generate a consensus Without a champion the deal is dead What's in it for the champion The champion will usually do one of two things on internal meetings Wing it Follow a process to make the sale Help them from going on a "treasure hunt" As the sales rep, you must shape that message Enable the champion to carry the message you and the champion created together Notes Content "Mad-libs" If you call on bigger companies with longer sales cycles then give Fluint a try Without a champion, the deal is dead." Sales Growth Tools Mentioned In The Sales Podcast Visit Fluint and make more sales

Neurofeedback Tips you'll learn today on The Sales Podcast... Neurofeedback started in the 60s Help retrain the brainwave activity Can get rid of seizures Can help with ADHD, anxiety, PTSD, dementia,   BrainTap is a good device if you can't make it to her office Related episodes and posts Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil The Most Interesting Entrepreneur In The World, Bob Moesta. She does a brain map Finds areas of the brain working too fast or too slow Professional athletes and CEOs and those looking to improve performance are diving into this space The brain vs. the mind It's hard to improve the mindset if you don't address the processor first, i.e., your physical brain Autism, post-concussion, etc. Logic and decision-making can be improved with kids You can have an attention problem and it not be ADHD Classic ADHD has more slow-wave activity vs. fast-wave activity The reason you're hyper is that your brain is looking for stimulation ADHD drugs stimulate the brain to go into fast-wave activity so we can concentrate Reward to create more of a behavior Pavlov's dog Look at the lobe's of the brain Sensors detect the brain's activity Get realtime audio/visual feedback Reward causes new behavior About 40 sessions can change the brain for up to 30 years You may need a "tune up" if you've got some underlying issues, injuries, etc. If you're older, on medication, or have had a lot of trauma Reorganization of the brain Exercise and food are important, but why is it good? Exercise—particularly weight lifting—increases dopamine, which helps your brain Food and supplements can hurt you and your brain Guided breathing Sleeping is healing, so get good sleep Sleeping is healing, so get good sleep!" Sales Growth Tools Mentioned In The Sales Podcast Visit Brain Train Centers

Mastermind Tips you'll learn today on The Sales Podcast... Masterminds changed her life She was an employee at a law firm The attorney wanted to automate his law firm She found her people She saw that business owners all had similar challenges Staffing Leads Sales Marketing Cashflow It can be lonely being an entrepreneur Masterminds give you speed to make mistakes   Related episodes and posts Join The Five Build Extraordinary Teams Runs her masterminds strictly No electronics You're totally present You share your biggest issue via hot seat You share your biggest takeaway No more than 10 attendees She leveraged her network to start Started as a one-time retreat, sold the value, and upsold them into a year-long membership Attendees voted on allowing that person to join If I'm not having fun, I'm not doing it." Live quarterly meetings Live monthly calls Accountability each month Collaboration is powerful Do you need a coach or a mastermind? You can't read the label from inside the bottle." One voice vs. multiple viewpoints giving insight and input Lots of entrepreneurs have staffing issues Compensation Hiring Profit-sharing Small hinges swing big doors." Sales Growth Tools Mentioned In The Sales Podcast Visit Dex Connects to find your mastermind

Professional Sales Tips you'll learn today on The Sales Podcast... B2B buyers want to be in control of and drive their research and overall buying process Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors. Here are the 3 new rules of sales and marketing Here's a fresh approach to the B2B sales funnel   Related episodes and posts LinkedIn Ain't Selling Says Sales Trainer Lance Tyson How To Make Your Prospects Thirsty, With Harry Maziar Co-founder of a CRM/marketing automation company His clients say they need something new Has been in sales & marketing for over 30 years Was at a board meeting presenting his pipeline and projections He was challenged "How confident are you in these projections?" How good are you at forecasting and predicting? He was doing more guessing than the should have been Most of the sale happens when the salesperson leaves the room Prospects want to feel like they're in control of the buying prospect How good are you at forecasting and predicting?" Get the prospect into the revenue zone Is there demand for what you offer? Do they trust you? How do you lay out the yellow brick road? Not focused too much on the prospecting side of things in this book It's easier to get a meeting, but harder to get a meaningful meeting A confused mind says 'no.'" Don't stalk your prospects...educate and support them Prospects get confused and overwhelmed with all the data Help your prospects avoid the rabbit holes Help them avoid being overwhelmed A confused mind says "no" Is there a pending event?" Usually a buying team at larger companies Take your current sales cycle and reverse engineer it Where are the bottlenecks? Where are the trends? This is great for marketing leaders who are working more closely with sales This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople Sales professionals should continue qualifying/disqualifying Is there a problem? Is there a pending event? Sales Growth Tools Mentioned In The Sales Podcast Get Tom's book "The Revenue Zone: The Ultimate Playbook for the Next Generation of Sales, Marketing and Predictable Revenue Growth." Visit Tom Burton's website

Persuasion Tips you'll learn today on The Sales Podcast... Homeschooled Thinking outside the box Figured that getting people to go along would be beneficial "White Bears and Other Unwanted Thoughts" "The Logic of Failure" People don't have full control over their thinking   Related episodes and posts Trial Attorney Turned Persuasion Expert Master The 6 Persuasion Power Levers With NLP & BJJ Paul Mascetta Started her career in tech More in the creative and product area Propaganda is a form of persuasion The Roman Catholic Church was the first to leverage propaganda in the 1600s Logical fallacies White, black, grey propaganda She's for medical freedom Not a fan of Biden's vaccine mandate Our government's reaction to COVID was a huge propaganda campaign We were reeducated during the lockdowns It was all-COVID all-the-time on every news channel Few see the narrative and how this was all connected Films and Hollywood have groomed us to persuade and manipulate us This is a unique opportunity to shift humanity." ~Klaus Schwab Good persuasion and propaganda is subtle It's hard to hide a lie Grow up and understand the power and fragility of freedom Connect and convince people with emotion "If you buy from us, you'll feel better." Connect with the lizard brain When you're pitching someone, you can put a positive spin on it It all ties back to understanding what people want You must understand your audience Know what's in it for them You are not your customer It's not about you Propagandists have so much confidence Propagandists have repetition and persistence on their side We must enter the conversation going on in the mind of the prospect." ~Robert Collier Why do smart people fall for propaganda? Seeing patterns is a sign of intelligence Memorization is not intelligence. You must be a lateral thinker People have no imagination People have no creativity Sales Growth Tools Mentioned In The Sales Podcast Get all the Propaganda Fluent Links Visit Propaganda Fluent Listen to the Propaganda Fluent Podcast

Professional Sales Tips you'll learn today on The Sales Podcast... CEO and CMO Launched new idea during COVID VCs were shrinking He couldn't even meet with his co-founder unless they walked his dog Understand the process of ideation Meet with potential co-founders Launch during a crisis Use the turmoil and chaos as an opportunity Launch when it "makes no sense" Related episodes and posts Use AI to make better sales calls Build Extraordinary Teams With Juliana Stancampiano. When people are worried about sales, they are more discerning with their spend Demos are always dangerous Demos can be complex and time-consuming Sales teams are thrown to the wolves to do the demo correctly Yoav launched and it was a top product on Product Hunt 200 press articles in their first 18 months The landscape is in need of good demo tools Demos are always dangerous." Hired a VP of Sales They had two founders and a developer VP of Sales hit up his peers to get additional validation VP of Sales started selling as well Had a $6 million seed Got $2.5 million up front People change their minds on what's a good idea when you send them an invoice They asked prospects about their challenges to see what they described as their friction and issues It's a great tool for SaaS solutions Drag n Drop demos Add prospect logos Not great for mobile apps Won't break because you're not connected to the backend Demo typical use cases People change their minds on what's a good idea when you send them an invoice." He and his co-founder both had startup experience Raised $56 million in total He had to move fast in hyper-growth mode to shift the market Has over 100 employees now with over 100 big clients Be bold, move fast, break things The market perceives them as the leader Getting over 1,000 inbound leads/mo now Came out of stealth on the high end of the pricing spectrum and it worked Constantly test, experiment, and research Go high on your pricing to establish your value in the marketplace." Focus and demand can put pressure on you to accept less-than-ideal clients His product team is organized and does not allow noise to interfere with decisions Sales Growth Tools Mentioned In The Sales Podcast Visit Walnut to create more than interactive product demos

Sales Tips you'll learn today on The Sales Podcast... In the same way we get a lot of power from splitting tiny atoms in the form of nuclear energy, you can unleash great power in your life with tiny changes Your habits shape your identity The four steps to building better habits Make it obvious Make it attractive Make it easy Make it satisfying ...the aggregation of marginal gains." ~Dave Brailsford, Performance Director of the British Cycling team Massive success does not always require massive action Over time, a tiny improvement can make a huge difference Habit improvements compound like money compounds with interest Be patient Be disciplined Don't slide back into your old routines and habits On a flight from L.A. to NYC, if the plane is 3.5 degrees off course, it will miss NYC by 225 miles and land in D.C. Success is the product of daily habits Be more concerned with your trajectory than your results Your outcomes are lagging indicators of your efforts, your habits You get what you repeat Good habits make time your ally Positive and negative compounding habits Productivity vs. stress Knowledge vs. negative thinking Relationships vs. rage Breakthrough moments come after long, focused periods of invisible work Bamboo Cancer Business wins The Plateau of Latent Potential Change can take years...before it happens all at once Mastery requires patience People call you an overnight success The Valley of Disappointment The results of our efforts are often delayed All big things come from small beginnings Breaking a bad habit is like uprooting a powerful oak tree Building a good habit is like nurturing a delicate rose one day at a time Forget about goals, focus on systems Goals define the results you want, systems are the steps you take to get those results The only way to win is to get better every day Bill Walsh, Super Bowl-winning coach of the 49s said, "The score takes care of itself." Goals are good for setting direction, systems are best for making progress Winners and losers have the same goals Goal setting suffers from survivorship bias Achieving a goal is only a momentary change You must address the cause, not just the symptom You need better systems With the proper input, the output will take care of itself Goals restrict your happiness Goals create an "either-or" conflict A systems-first mentality is the antidote Goals are at odds with long-term progress It's a yo-yo effect We want to do more than win the game. Systems help us to continue playing the game. You do not rise to the level of your goals. You fall to the level of your systems Focus on 1% improvement Make small, easy-to-implement changes Why is it so easy to repeat bad habits and so hard to form good ones? We try to change the wrong thing We try to change in the wrong way Three layers of behavior change Outcome (Get) Processes (Do) Identity (Believe) Most of the time we work from the outside in We need to work from the inside out, i.e., from the identity to the process to the outcome Shift the focus from what you want to achieve to who you want to become "Want a cigarette?" "No, I'm trying to quit." "Want a cigarette?" "No, I'm not a smoker." Behavior that is incongruent with the self will not last The ultimate form of intrinsic motivation is when a habit becomes part of your identity Take pride in yourself and you'll be motivated to maintain the habits True behavior change is identity change Improvements are only temporary until they become part of who you are Become a reader Become a runner Become a musician Get out of your cognitive slumber "I'm terrible with directions." "I'm not a morning person." "I'm horrible at remembering names." You create your own reality of negativity Identity conflict is your main barrier to positive change You are self-sabotaging because of your negative identity Progress requires unlearning So how do you form your identity? Your beliefs are learned and then conditioned through experience In other words, your habits embody your identity The word identity is derived from the Latin words essential, which means being, and identidem, which means repeatedly So your identity is literally your "repeated beingness." The more evidence you have for a belief, i.e., "I'm terrible with names," the more strongly you will believe it. The process of building habits is the process of becoming yourself Fortunately, meaningful change does not require radical change If a change is meaningful, it is big! To change who you are, change what you do. Trust yourself. Learn to trust yourself by doing small habits repeatedly that bring about the small results you're seeking You don't have to be perfect. You don't need a unanimous vote to become a new you. Just give yourself new evidence of your new self to create your new identity Who do you want to be? What do you want to stand for? What are you principles and value? Who do you wish to become? Maybe you have some big goals. Write those down then work backward to figure out what you need to do to get there. "I want to write a book (outcome-based). Who is the type of person who writes books? Someone who is consistent, disciplined, and reliable. Okay. I am a consistent, reliable, disciplined person (identity-based)." This is a feedback loop. It's a two-way street Focus on becoming the right type of person you need to be and the outcome will take care of itself Know who you want to be. Habits help you become that someone. Sales Growth Tools Mentioned In The Sales Podcast Order the book by James Clear, "Atomic Habits: Tiny Changes, Remarkable Results. An Easy & Proven Way to Build Good Habits & Break Bad Ones' by James Clear

Professional Sales Tips you'll learn today on The Sales Podcast... The Spirit of Selling: Using Universal Laws For Sales Success The boomerang law Money is earned, it's not made You earn commissions from services rendered Get in the good spirit of selling What you put out into the world comes back to you   Related episodes and posts Be a Go-Giver with Bob Burg I Have 7 Children By Choice His mentor was great. He was a football player and they spoke about the competition like they were the nemesis. They were competing and comparing, thus they were dealing from the realm of you have to go out there and "eat their lunch." That was a stressful process Reframe the internal perception that "I am going to win because I am adding value." Great salespeople show great empathy Walk a mile in the shoes of your prospects Assess if what you have will assist with their transformation Know what you are selling Understand and believe in what you're selling Know the value that you bring Get the prospect to move from logic to feelings so they will open up and move them from focusing on 'what is' to 'what could be.'" Everyone has the money, but do they have the desire to sacrifice their money and time to buy what you're selling People come from logic and keep you at arm's length until they trust you and let you into their heart A lot of prospects think they can't get what they want We are too negative with ourselves School beats our creativity and imagination out of us Get your prospects to imagine their potential No desire, no sale." Accomplish, fix, or avoid things How big is their desire (pain)? Is the problem bigger than they thought they had? What are their motivations? Are they in pain? Universal laws hit at the heart. They are not logical, but they apply in any and all environments." Less stress is better Your boss is your personal trainer Do you judge money or expect it? "Money is the root of all evil." "Most people with lots of money are devious." Sales Growth Tools Mentioned In The Sales Podcast Visit "The Spirit of Selling: Using Universal Laws For Sales Success"

Entrepreneurial Tips you'll learn today on The Sales Podcast... Founder of Verse.io Got into real estate after trying to become a movie producer His uncle was in real estate 2008 real estate crash crashed his dreams Got into a boutique real estate brokerage firm in San Diego and fell in love with the industry Always had an entrepreneurial spirit Had a team of agents Tried to feed his agents leads Learned how bad his agents were at following up with leads All agents were terrible at following up with leads   Related episodes and posts Chris Orlob is using AI to qualify your leads Use Qurious AI for your team to grow sales He and his brother started "My Agent Finder" Raised some money Grew to a nationwide market in 2015 Agents loved his leads He was great at qualifying and disqualifying leads, but they were a small portion of the leads their clients were getting Time kills deals." Clients started asking him to qualify their leads  Expanded into more industries Humans are humans Follow up is key This is an internet leads problem He used to meet leads by having them walk into his office! "Location! Location! Location!" He would shake their hands, look them in the eyes, and confirm they were good leads. Chris Orlob created Gong.io and AI to help you grow your sales. Leads now come in day and night, with all levels of interest, with fake info Time kills deals Use humans + AI to supercharge your lead flow 72% of homebuyers will work with the first agent they meet." Buyers aren't typically looking for an agent. They are less loyal. 40% of his leads were for homeowners looking to list their homes. There are 10-20x the number of real estate leads, but the same number of homes are being sold You must filter out your leads and disqualify them quickly The majority of leads are disqualified." With the right mix of humans plus AI you can get really good at lead qualification and lead disqualification Don't replace humans, make your salespeople more efficient You need to make 6-8 touches to follow up with a lead Convert inbound leads to qualified opportunities Sales Growth Tools Mentioned In The Sales Podcast Visit Verse to book a demo on how to convert more leads faster