The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Communication Tips you'll learn today on The Sales Podcast... Native New Yorker Learned patience and how to work with a culture that is not motivated by money in Costa Rica How to motivate people Grew a call center to 600 employees Looked at quality of life Gave unlimited vacation time Helped him relax and calm down, which was healthier He had to be within two bus stops for his workers, so location was key Take the 1,000-call AI challenge to make more sales with outbound calling." People today are looking at quality of life as well now in the post-COVID world People understand their worth now He is paying his people better Create a better culture to offset lower salary if you can't match your competitors Chris Orlob discusses using AI to close more sales on The Sales Podcast #233 Working in the B2C world to return calls to leads and transfer to a sales rep Calls are so rare post-COVID, so making calls can be more effective today Multi-media, multi-step follow-up is key He's creating a contact-solution vs. a call-center-solution He has a conversational AI product Personalized greetings Tied to your CRM, i.e., tokenization Does a TO—turnover—quickly when the system doesn't know how to answer People want to be more direct and get to the point faster The AI has to listen We don't listen to learn, we listen to reply Listen to understand Your AI can keep you Conversational Consistent Compliant Cost-effective You need 10-agents at least to benefit from his software It's an all-in solution He's the gas of the fire, not the spark It's a model that has to be trained by humans Get your sales cycle dialed in before you bring in AI Sales Growth Tools Mentioned In The Sales Podcast Take the 1,000-call challenge at Vocodia 

Sales Tips you'll learn today on The Sales Podcast... Made a pivot in life from being a CPA after six years Be curious about your prospects Be interested in helping your clients Ask great questions Lean in The client will get the feeling that you are sincere and will be easier to work with  The hard part is connecting for the first conversation Bring insights Be an expert Help the prospect first Outsmart and Outmaneuver Your Competition To Grow Sales Legal matter management systems Competitive space Be curious and committed to helping your clients to gain their trust and business." Well known in the space, especially New Zealand and Australia He's the first VP of Global Sales He started with guerilla marketing at the beginning Created their own community, Inview, that they host with over 2,000 members Traditional sales methodologies are not working, i.e., cold calling, cold email, trying to get a blind meeting, or set up a demo Digital marketing is working for them Targeted posts and campaigns Targeted emails Provide tools and industry insight that addresses the key challenges of their prospects Make it easy to be contacted after you pique their interest Cast that wide net Lead scoring is key A sales professional knows it takes multiple touches to reach the best prospects He'll target all of the top people at his target accounts They do placement ads, associations, organic posts, etc. They test and measure They have fun at their trade shows (Legal Tech is now Legal Week) They wear T-shirts, give away cool things Optimistic vibe from attendees Sales Growth Tools Mentioned In The Sales Podcast Visit his site at LawVu

Entrepreneurial Tips you'll learn today on The Sales Podcast...He used to focus on the moneyNow he focuses on how many people he can helpNow he makes more moneySelf-employed since 1997Was a media buyer back then "We present good information and let people make a decision." In 2005 he launched his first online businessCame out the other end tired and woke up and just decided to sell his businessHis advisor told him to hold on for another six months because the market was turning around in his opinionHe put together some SOPs and sold in 2010, took a year off, and joined the Quiet Light Brokerage then (a team of two)Last year they did $250 million in transactionsGrown 55% a year on average the last four yearsThey represent the sellersThey don't "sell."Considers himself an educatorWhen you're desperate you can't give it awayHe was a typical entrepreneurHe ran his business and got sick of it and wanted to move onto the next venture, but he wasn't prepared for itMost entrepreneurs don't have accounting in placeMost entrepreneurs don't have accrual accountingHe didn't outsource his accountingOutsource your e-commerce accountingSet a goal to sell and reverse engineer your businessYou need to know your exit goal in dollars to know if it's a pipedream or a realityBuyers are looking for four things Risk Is it a single-channel vs. multi-channel?Is it a young business?Buy a bigger business with more historyGrowth TransferabilityDocumentation Gets 300-400 leads a monthThe valuation call is freeBuying with an SBA loan is fantasticBut SBA loans are tough for online businesses since they might be too young or they co-mingled their financesYou need to qualify as a business and a buyer for an SBA loanE-Commerce Lending in Florida is a great SBA broker/lenderHis median transaction size was $1.8 million and 90% were all-cashSBA deals are usually more stable and more likely to close, but they take longerIt's emotionalIt's hard to find a buy-side brokerHe has to help the buyer as much as the sellerHe creates a detailed P&LHe asks all of the tough questions upfrontThere are lots of reasons to sell a businessEntrepreneurs get shiny-object syndrome and want to move onIn the vast majority of businesses, the bulk of the money is made when the business is sold, i.e., when Elon Musk or Jeff Bezos "sold" by going publicMost people don't take a lot of money out in the early yearsIn 2021, about 30% of buyers were FBA Aggregators—Fulfilled By AmazonThis is new in the last five years, Thrace.io is the biggestThe other 70% are private equity firms (20%) and smaller entities buying for themselves (50%)"Acquisition Entrepreneurship" - "Buy Then Build"You should like what you're doingThere will be tough periods so it helps to have a passionTraining and Transition periodHold back 20% to keep the seller around2013 he closed 23 transactions that were sold by what he'd call kids todayWe're in a different world nowPeople know what an online business is todayTransaction size has grown 10-fold3.7 offers per listingBut it's not as crazy as real estateYounger businesses are growing quicklyThis is not a passive investmentYou're buying a jobMost transactions are done remotely, without meeting in personHe does best when he focuses on one thingHis one thing is M&A, so he doesn't mess with cryptoHe has never had his entire team of 15 in one place Sales Growth Tools Mentioned In The Sales Podcast Get a free download of "The EXITPreneur's Playbook"Get his book, "The EXITPreneur's Playbook: How to Sell Your Online Business for Top Dollar by Reverse Engineering Your Pathway to Success"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

Entrepreneurial Tips you'll learn today on The Sales Podcast... Play crypto games like Pegaxy The power of decentralization and "DeFi" or decentralized financing IDO (Initial DEX Offering) is similar to an IPO (Initial Public Offering) ICO (Initial Coin Offering) is similar to a TGE (Token Generation Event) Nik Bhatia discusses, “Layered Money: From Gold and Dollars To Bitcoin and Central Bank Digital Currencies” Sales Growth Tools Mentioned In The Sales Podcast Check out the Crypto Gaming Team Get his book, "Zero to Hero Crypto Guide: The Only Resource You'll Need To Understand: Cryptocurrency, Decentralized Finance, Crypto Gaming & The Metaverse"

Entrepreneurial Tips you'll learn today on The Sales Podcast... How do you define a win? "I made a sale!" "I closed this guy!" Top salespeople define winning as "I made a difference for the customer." Spend more time in diagnosis to become great Acute listening Ask better questions Stop winging it Lather, rinse, repeat  Rory Vaden Turned Failure Into Sales Success Retired about 18 months ago from the business he founded Can we replicate sales systems? Interviewed 30 sales experts in 20 different industries Real estate, RV sales, insurance sales It's only creative if it sells." People reject the idea of sales because they have been offended or experienced the stereotypical salesperson He's a college flunk-out You need to get comfortable in sales and marketing as an entrepreneur Focus on the long-term potential of your clients to earn referrals and repeat business Know the lifetime value of a customer $5 is the average sale of a Taco Bell customer, but they'll spend $11,000 over their lifetime Most of the people interviewed said this was not their default approach Guys are usually more aggressive and wanting to "win" the sale so they have to grow out of that a bit to be more of a servant Never stop learning Stew Hansen was a top Dodge dealer in the country and they had dinner and he had just turned down a buyout offer and he was the first one in the morning session taking notes Being successful only means you were right once I'd rather wear out than rust out." Hearse driver in New Orleans and said, "Work is like my vitamin." "Halftime" by Bob Bufford, move from success to significance Master negotiation. Your job is to determine who has the power, then act like you have none. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Servant Selling Book"

Sales Tips you'll learn today on The Sales Podcast... Work effectively, remotely How to organize, build culture, communicate Those with remote staff are handling the Coronavirus better than many "traditional" companies You don't have to see your people to know they are working "How do I delegate work?" Have high expectations Hold yourself accountable to constantly improve." She tells her team to shut down and take time off If you hire adults you trust with a great skillset who are motivated, you get results Work is still measured and output is calculated Burnout is real when you work from home Tricia is an extroverted people-person, High D personality She had her doubts about working from home You do have to retrain your brain Create your in-home schedule Create culture and even fun despite being remote They have a Monday morning team Zoom call You need a new skillset to lead people remotely You need more patience You don't need everything now Get a good webcam so you can see one another See them frequently and schedule it You need to meet them on video calls at least weekly Turn your notifications off Decide how to spend your time so you're not at the mercy of the world They meet in person quarterly Be thorough in your metrics Track your KPIs Be an open and transparent leader Links Mentioned In The Sales Podcast Visit Belay Solutions Get "The BELAY Guide to Working From Home

Entrepreneurial Tips you'll learn today on The Sales Podcast... Musicians can be "artsy fartsy" but he became a player with an entrepreneurial mindset Wanted to travel the world after his parents split up He'd love to travel with others and tour but he needed a band He was a drummer at the time but knew he needed to write some songs so he borrowed a guitar, taught himself, and got after it When he was 8 he wanted to be an author His bands did well quickly because he approached it as a business His CD was on the desk of Gene Simmons and he was looking for Canadian bands since his wife is Canadian (Shannon Tweed) He needed a creative outlet but he also needed to pay the rent He stopped everything to take care of his dad who had stage four cancer Not performing currently Data over beta (intuition)." A lot of artists feel guilty charging for their work People feel unworthy of money They allow limiting beliefs to set in You need to approach this with a "whole brain," i.e., creative and logical Why do celebrities do drugs and salespeople need hugs?   Artists will self-sabotage to do what they want instead of what their fans want In 2021, with five mouths to feed, he has felt pressure and stress from having to provide for them He has to go create the cash and he loves the challenge The story is the challenge He was writing his book with a thumb on his iPhone while holding a sleeping, puking, farting baby Be resilient and disciplined to impact others This is what drives him No bad things can happen anymore in my life. You must hone your skills It takes practice and dedication When you fold, it doesn't mean you're weak, it might just mean you haven't honed your skill or found your groove or your recipe or your mentor He's a recovering perfectionist Quick and dirty, all the way Make offers every single day Build up your list Build up your asset Promote someone else's if you don't have your own Give them an irresistible offer Peter Cetera and Cher Protect the core product/offering while also testing new ideas They must all feed into/complement one another Innovation is different than inventing Keep fun in it People want results, not another course You have to piss people off Lukewarm is bad for business From six strings to six figures Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Hobby Boss: Turn Your Passion Into Profits"

Growth Tips you'll learn today on The Sales Podcast... Founder of Self Publishing School The "silent salesman" (your book) He has helped over 6,000 people publish their book He's a C-level student and college dropout with ADHD...but he is writing his 7th book Sometimes the worst players are the best coaches because they know what it's like to struggle A book is a $15 mentor A book is a $15 mentor." What are your core objections and/or your broken record conversations? Write those down and send those out to your prospects Make Rapid Changes In Your Life with Erin Pheil on episode 455 Your book helps you sort, sift, and separate You can't spell authority without "author" It's not easy, but it's simple Keep it simple You can't spell authority without 'author.'" The M.O.R.E. Method to writing Mindmap it Turn the outline into a rough draft Rough draft Edit Take 15 minutes right now and get a sheet of paper and write a circle in the middle and set your timer Getting your book into print is easy Selling books is different How are you strategically writing to create leads, sales, and referrals 70% of all books sold are sold through Amazon Chiropractor gave out two books to every new patient Teach strategies, not tactics What is the purpose of your book not only for your reader but for yourself? Sales is service Create leveraged impact He had no master plan when he started Your first hire is a scary moment For him it was a customer service/fulfillment person A lot of his best employees were students first There are marketing mechanisms and channels Webinars Free book funnels What's the channel to get people to your funnels? Amazon SEO Ads Free + shipping works, but so does Free + Free! Sales Growth Tools Mentioned In The Sales Podcast Get a free book from Chandler here Get an audiobook copy if you'd like  

#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons Most things are applicable to sales and marketingCharles Manson, Napoleon Hill, Zig Ziglar, and astronautsBeen in commission sales since he was 14Sold Krispy Kreme and won a contest and a bicycleStarted mowing lawns...but didn't mow the lawns since it was so hot in Atlanta in the summerTold the customers to name their price for what they thought it was worthGrew up near Bobby Jones's home courseGot to listen to the CEOs of Coca-Cola and other Fortune 500 executivesHis "comfort zone" was everyone was successful and golfed at East Lake Golf ClubMost got their starts in sales and they realized they were always in salesA hard 'no' beats a soft, sweet 'maybe.'" Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://bjjandbiz.com/bjj/newsletterConnect with me:X -- https://x.com/bjjandbizInstagram -- https://www.instagram.com/bjjandbizLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

Selling By Personality Tips you'll learn today on The Sales Podcast... The rocket man Became an entrepreneur Interested in emotions and selling by personality Loved model rockets as a kid Hired away from NASA to work in Colorado in toy rockets Eventually got let go but loved selling to consumers so he started his own rocket company Took 10 years Focused on emotions Worked on the school newspaper in college and sold the ads and he loved it Gave him extra money Extra perks...like getting fed by your pizza shop client Emotions can be triggered following a formula." Two big "nuclear bombs" hit him and he wanted to capture this moment and idea Emotions are triggered and there is a formula for triggering them There are 10 emotions, not five, as Dan Hill mentioned Happiness Sadness Fear Anger Embarrassment Guilt Shame Disgust Contempt Surprise The four big emotions salespeople use Happiness Fear Anger Shame Take what someone values and honor it to bring on happiness Anger is triggered when something you value is attacked Fear is triggered when something you value is threatened, i.e., a child gets sick Shame, unfortunately, is used often and is triggered when something you value is ignored Salespeople trigger shame all the time without even knowing it They'll start a presentation and ask the prospect, "What are you looking for in a new car?" A value solicitation question How do we build rapport? Rapport is established when both parties feel they have common values The four classifications of values People Possessions Passions, non-physical, i.e., our faith, our hobbies, sports teams Principles, our guiding principles. This is his second nuclear bomb discovery People with similar guiding principles have similar personality types, temperaments Myers-Briggs has four temperaments but 16 personality types Our purpose for humanity is to survive conflict, so we need four types of people Warriors Logistics Strategists, force multipliers, always short on supplies so how do you do more with less? Morale officers, i.e., caregivers, i.e., medical, courage-producers They all have similar values Logisticians value time To build rapport with those who value time we must understand and follow the sequence To know what they value, you must ask questions, but you can ask the wrong questions at the wrong time Salespeople become "me too" Prospects are trying to hide their values so they are not shamed by them later in an effort to close me We need to display our values first to our prospects so their values remain hidden You can do this the long way or the short way The short way is to display my emotion and show them we are in alignment You must be able to type people quickly Guiding principles are leading indicators Their leading indicators enter a room before they do Every day you make decisions based on your values to affect your future It's like a BINGO card There's a lot here so just remember that we're all in the Army so break this down to the big four What are the characteristics each type needs to be successful Warriors: Action-oriented A fighting partner "I've got your back" Speed/Time Agility They hate consistency, predictability Display your emotion that you have the same values as your prospects In NLP there is mirroring, but the purpose is to get the prospect to feel as though they are looking in a mirror If you have time you can research your prospects to learn about them and discern what their values are You can do this face-to-face but it takes work but the payoff is huge Personality temperaments are genetic You're born with it It guides your life Clothing and facial hair can tell you a lot about someone Earrings, big hoops are warriors Companies have personalities He attracts other logistical customers He builds rapport "What are you trying to achieve?" must be asked, but only after rapport is established. He likes Myers-Briggs over DISC Thinking to Feeling and Energy is vertical Tim is an introvert without high energy Myers-Briggs has four axes on two sheets Sensing vs. Intuition Split those in half Perceiver or Judger Warrior or Logistical Thinking vs. Feeling Intuition Feeler, Morale Officer Strategist Sales Growth Tools Mentioned In The Sales Podcast Get Timothy Van Milligan's Books: "Selling by Personality Type: The Values, Fears and Anger Triggers That Cause People To Buy" "Emotional Copywriting Revealed” Visit his websites Customer Secrets Podcast Customer Secrets blog