The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Growth Tips you'll learn today on The Sales Podcast... Was 23 living in Baltimore working for a huge company and handling a $5 million territory and didn't like it Moved to New Zealand but realized she had to work on her internals vs. her externals Started traveling the world and quickly grew her business to $10k/mo But wanted to dive deeper into research Getting her Ph.D. from Pepperdine Everyone can teach you something Stop judging and be open What is your purpose?" Gain clarity on what you're meant to become Understand marketing so you can get the word out Learn how to make an offer Beating cancer sent her on a new journey You need to evolve and respond to the challenges/opportunities that come your way Make Rapid Changes In Your Life with Erin Pheil on episode 455 You have to believe you are here to help others If you're feeling pressure you must ask if you like that pressure and what does your future look like if you don't change? Beat thyroid cancer at 14 The medical industry is a salesforce Sell yourself on the life you want Sell yourself on the life you want." She invested in mentorship and coaching Always show up We all want to do what we want and get paid to make an impact The virtual customer experience Technology is changing how we sell and serve Be hands-on with your social media She engages and responds to all of her inquiries Look at money like air She goes with intuition to set her prices like $5,555 or $33,333 Get clarity on your elevator pitch and offer You gotta do the work You need to be in alignment You must do the work You can co-create your trauma Stop being addicted to your victimhood Sales Growth Tools Mentioned In The Sales Podcast Buy her book, "Live Your Truth: Start Your Journey to Freedom and Healing" Visit Colleen Gallagher's website Follow Colleen Gallagher on Instagram Connect with Colleen Gallagher on Facebook

Sales Tips you'll learn today on The Sales Podcast... Ask better questions Curiosity is a superpower We're awarded for answering questions in school Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?" We're rewarded for being smart We explore and exploit Fake it 'til you make it is stupid Curiosity gets into authenticity Tommy Breedlove discusses "the gift of going second" Your customer will tell you what your next question should be." Cast a wide net We're all in love with our own perspectives Rinse, wash, repeat The curiosity curve and the curse of knowledge Rethink The Sales Conversation To Accelerate Sales Enablement John Reid Intent matters Problems with Challenger Selling and Hypothesis Selling Prospects are looking for context and relevance He's a big prefacer Let them know why you're asking what you're asking or sharing Most salespeople aren't having a conversation Your customer will tell you what your next question should be New salespeople are good at this naturally because they don't bring any bad habits to the game Move past your desire for a relationship just to have a relationship and to be liked Prospects have issues and they're not looking for a new friend in sales Prospects are more interested in the first call than the second Great salespeople get prospects more excited about the second call Be the best version of yourself It borders on vulnerability, which is also being overused Start with the assumption it's your fault Ask, "What could I have done differently here?" Great salespeople don't blab with a lot of stories What is the role of humor in a sale? The pain will emerge Professional selling is all about differentiation "Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know." Be versatile "Don't take a 'no' from someone who can't say 'yes.'" What's the difference between a professional and an amateur? 

Performance Tips you'll learn today on The Sales Podcast... Grew up in Mayberry Not a tradesman Helps plumbing companies 5X their ROI in the first 90 days Build rapport and trust with the technicians at his client shops Would ride in the field with his clients for three days at a time Keep it simple The phone still works." Coach on what you're good at Most don't do follow-up the right way Not hesitant to branch out into other industries The phone still works He's buying lists and 7 out of 10 are answering their phones Nobody likes cold calling...but you gotta do it A confused mind says 'no.'" You can buy lists and reach out to them A confused mind says no Your salespeople need to follow the playbook How to make a prospecting call Should your B2B business be on social media? If prospects complain it gives you data points and areas to improve People want to be heard Actively listen Sales Growth Tools Mentioned In The Sales Podcast Get your sales coaching from Corey Berrier Get the Objection Crusher cheat sheet  

Professional Selling Tips you'll learn today on The Sales Podcast... One salesy action can ruin the entire relationship The difference between sales leaders and sales bosses The four pillars of professional selling This is not a 'kinder, genlter' sales process. It's just not offensive." Sales managers haven't been trained We resist being persuaded We need to establish a mutual sales agenda Connection, curiosity, understanding, generosity Be interested in your prospects Listen to the answers How often have you been in the room when the customer made the decision? How can you help the buyer? Be very specific with the buyer Be a giver with a sales agenda It's not "kinder and gentler...it's not offensive." Let your motivations be known Have an action plan Fit is important "Well, what are we missing?" Paint this picture for the buyer, "What does success look like?" Sales Growth Tools Mentioned In The Sales Podcast Get  Andy Paul's book "Sell without Selling Out: A Guide to Success on Your Own Terms" Read Andy Paul's first chapter here Buy Jonah Berger's book, "The Catalyst: How to Change Anyone's Mind" Buy Adam Grant's book, "Give and Take: A Revolutionary Approach to Success"

Communication Tips you'll learn today on The Sales Podcast... The case against digital pollution Digital pollution is subjective based on the recipient and they do it in the moment The contextual vantage point of the message Relationships, reputation, and revenue are at risk Don't be lazy and greedy We've evolved over millennia to know how to communicate Your relationships, reputation, and revenue are at risk." Digital technology is evolving so fast and is so pervasive You can quickly alienate 40% of your qualified list quickly with poor messaging You can increase your opt-ins from 2.4% to 3% and pat yourself on the back for a 25% gain...but you're ignoring those 97%! You're teaching your prospects to ignore you, but you're also teaching the machines to ignore you The Golden Rule still applies The Platinum Rule applies as well: treat others as they prefer to be treated We're headed toward a market of one We're 100 years past Ford's assembly line We're 250 years past the industrial revolution Adjust accordingly People are being engaged in noisy and polluted environments We're overwhelmed We're looking to delete vs. engage Have the right tool for the right job Multi-media, multi-step is still the key to connecting Make sure the channels are connected and synchronized Trust is more fragile than ever "Can You Hear Me?: How to Connect with People in a Virtual World" by Dr. Nick Morgan Sales Growth Tools Mentioned In The Sales Podcast Get Ethan Beute's books "Human-Centered Communication: A Business Case Against Digital Pollution" "Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience" Read Howard Luck Gossage 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 Selling Tips you'll learn today on The Sales Podcast... People make emotional decisions Most customers and prospects are emotionally closed to speaking to sales reps Our hunger and desire to make a sale works against us Think of selling like farming The quality/fertility of the soil The quality of the seed Start with the soil In sales we just think of our seed, i.e., the value prop   They're not rejecting your solution, they're rejecting your sales call." How to get the prospect to listen Do the groundwork Life is not fair How to hit your number Make it easier to convert these larger numbers They're not rejecting your solution, they're rejecting your sales call Customers don't want to talk to sales reps They will engage with a bot or engage their own network It's simple, but not easy to do It's easy to understand We're the hero of the story at the beginning We need to figure out how to get the prospect to want to listen The simplest way to get a prospect's attention is to start with "Because you..." You need to know what's on their whiteboard "You must enter the conversation going on in the mind of the prospect."     If you miss, start with something else Communicate a disruptive truth like a better way to solve a problem they have Be different The reticular activation system Sales is about alignment Speak to others in the organization to find out what's on their whiteboard Engage the gatekeeper We all have to influence, even at home We're never happier than our relationships Hearing no early is a win Sales Growth Tools Mentioned In The Sales Podcast Get the book and bonus content at "Unreceptive Book" Get great sales training for your team at Aslan Training  

Entrepreneurial Tips you'll learn today on The Sales Podcast... Downscale when you need to Automate when you can "The Great Resignation" is happening People want to work for themselves and from home Why we're in a boom economy Bitcoin boom Record savings since the government gave away so much money "The shopper is going to go with what's easy." Employers are going to have to get a handle on their staffing Move from sympathetic marketing from 2020 and back into a growth mindset Be locally-minded... Be globally-minded... You can hire globally now The shopper is going to go with what's easy Customers got lazier during COVID They went to Amazon and online Your prospects are now trained by Amazon to expect one-click/one-day Where is your uniqueness and differentiator? What makes you better? Give your prospects the ability to promote you Kids don't know how to think Gen Xers don't fix things. We threw them away. "To make money" is not a good enough mission statement today What's your mission? It's about "love." Build your people and they build your business Too many entrepreneurs are just technicians who don't know how to manage and lead To own a business it must work without you Corporations have boards that demand growth Do you go into businesses as an investor or an operator? To get stock tips pay attention to what your kids are doing When you're born, you don't get a manual, you get a mother Only invest in things when you're an expert in it Spend two weeks diving in deep to understand something Listen to the questions being asked to determine a top in a market, i.e., "Are things too high?" When your Uber driver tells you about their seven properties you know it's at a peak Change your thinking, change your life Sales Growth Tools Mentioned In The Sales Podcast Get the book, "Pulling Profits Out of a Hat: Adding Zeros to Your Company Isn't Magic" Get his "90 Days to Revolutionize Your Life (30xbusiness.com)" Business Wealth Life  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

Performance Tips you'll learn today on The Sales Podcast... Clinical Psychologist Psychology of injury rehab Sales support from a medical side Opened his own practice Performance expert How to get the last 1% out of people   We're terrified of success." We're afraid of the moment we realize we failed Success is never a conclusion We're good at bouncing back but not pushing the bar? We're not comfortable being in areas we can get exposed If you make the small habits, the big ones are easy "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones"   Priming the person to be ready for change People always resist at first Get people to buy into why they need to change Find out what's important to them and listen genuinely Create dissonance Popcorn kerneling (stuck in the back of your teeth so you remember me) Challenge them indirectly Prime the prospect to pay attention to their pain People take a while to open up There is always something back there We're afraid of opening-up We know if we open up we'll have to work on fixing it We think we won't be good enough We think we're coming for help for an "issue" vs. our character You need to see the big picture You're running your own race It's tough to admit "I'm a work in progress" Meet them where they are Take your time to get them to open up We're all in sales all the time Sports coaches have to sell every day (they should immediately hire a PR expert) We're always falling short of our dreams and what we think we can get to But you're getting better every day, so stop being so hard on yourself Life's not fair Not all good people win Not all assholes lose See your struggles and opportunities for what they are and change what you can "Iron Chef" and "Chopped" say "figure it out" Nick Saban connects psychologically with each player as they require He innovates It's all selling and PR Nick Saban was an early adopter of the psychological aspect of sports You can't change people Change yourself Be coachable Want to get ahead Be willing to do what needs to be done and admit you don't have all the answers Nick Saban leads from the front Be expansive The best leaders will have some anxiety/comfort for bringing in the best It's our own insecurities that lead us to throttle our brightest people or to seek all the credit Three levels Present Answer Converse Great people journal every day Don't let your emotion of today guide you Detect trends Follow the greats Success leaves clues Sales Growth Tools Mentioned In The Sales Podcast Get Dr. Bhrett McCabe's books "Break Free From Suckville: How a Simple Mental Change Will Spark Your Performance" "The MindSide Manifesto: The Urgency to Create a Competitive Mindset" "The Game Plan: Managing Your Champ & Chump (The MindSide Manifesto Companion Series)" "Elite Journal: Dr. Bhrett McCabe's Performance Enhancement Manual"

Performance Tips you'll learn today on The Sales Podcast... He was hitting the same walls as other therapists/coaches He'd run people through tests to see what's going on He had varying degrees of success with his clients For 14 years he has searched for how to create 100% success for his clients Shifted from the physical to the mental side of therapy and coaching Took an online business program (with big promises and big price tag) Showed up with a great attitude Did everything they taught "What's the blind spot here?"   What's the blind spot here?" He found not one but 40 blindspots! He met with people who failed in various business programs when others succeeded to find their blind spots Created and "If this, then that" flowchart Tried to create a "Perception Process" quiz so people can analyze themselves Willpower vs. Perception vs. Emotional Willpower people need to be challenged to just do it once they accept they are willpower-based Perceptive people need to change what they think about things and they'll become easy Emotional people need to change how they feel about things and it'll become easy Found another blind spot Personality tests are skewed because we don't answer them honestly Ask them "What love languages are total bullshit?" Hard to become more proficient based on a personality test We must know how we process things to become effective Your personality changes over time as you grow and age Perception processes never change So he asks people how they struggle When we complain we show Chris a two-part formula for showing how they think Most of us have willpower-based tag lines, i.e., task-oriented Help Perceptives view it so they see it different Do you need time, tools/phone a friend, or just give up? 47 tools he can use Two guys One makes steady, incremental progress One blows it up then coasts then blows it up again Learn how to create a steady state of productivity Three kinds of leads Business owner Coaches that want to help their clients People who just want to be more productive Apply this to performance-based goals Some need to resolve their past but some need to have a better vision of the future When you're a perfectionist you must do something outside of your head to get into a flow state Some need to resolve their past, but some need to have a better vision of the future."

Tips on How To Sell Different you'll learn today on The Sales Podcast... Why are you different? Selling is hard today It's hard to differentiate today You won't get a lower quota "Win more deals at the prices you want." 15 chapters with exact strategies Too many books are too complex to implement The buying experience matters." The buying experience matters Make people feel special Don't make your clients feel like a number Lee goes to the same restaurant because the waitress remembers them "People buy you." Jeb Blount How to sell up and down the chain We've been taught to probe for pain but... We need to probe a level deeper to find out if it's a problem or an inconvenience You have pipedreams instead of a pipeline because you don't go deeper Sales Growth Tools Mentioned In The Sales Podcast Get "Sell Different" book here by Lee Salz