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The Sales Podcast

Author: Wes Schaeffer

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Unscripted, real, transparent interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and make more sales that close faster, easier, at higher margin, with less stress and more fun. Wes is a Sales Trainer, Air Force Veteran, Copywriter, Successful Entrepreneur, Husband of 23 years, Father of 7, Author of two books, Keynote Speaker, Golfer, Whiskey-Drinker, Humorist. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview along with valuable resources for aspiring Entrepreneurs and Sales People. TheSalesWhisperer.com is where Professional Sales People come to grow.
379 Episodes
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He has helped companies sell over one billion dollars following his strategies Branding is more than Stories A logo How your store looks It's the art of differentiation We have a lot of choices Know how to stand apart Everything you do supports your differentiation Be heard, be seen, be understood Make your offering clear Different is better than better Stupid different is not better than better Going head to head on features is not good enough Open earlier Give a foot massage Open on weekends Incremental changes are easy to respond to by your competitors Apple gave colorful computers Dyson made 5,000 prototypes and design to create see-through canisters to make other vacuums "old"  We're too close to our own businesses 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  
  Hypnosis is the bypassing of the critical part of the mind Stop being so nervous giving a talk I will persuade you to do what you already want to do by using your own words Sell in alignment with integrity Place the ownership on the other party as WIIFM Be positively cynical by answering "Yeah? So what?" Show the benefits "Do not think of a purple elephant behind a white picket fence with a little yapping dog." Neuroscience is showing more about the brain Language helps us convey images and ideas "Hey, I know you're not ready to quit smoking but when you are or know someone who is please have them call me." Before language there is emotional intelligence Think of those days you accidentally feel good Build the foundation to harness that state of mind on purpose with anchoring Tie sensory states together Bring them up on queue Like hearing a song or smelling a smell 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Some of the topics covered in this episode of The Sales Podcast: Solve a problem to succeed in business Execution must align with the vision The customer is not always right but they'll tell you if you're right or not Executives are still hard to reach Be patient Build authentic relationships 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
Some of the topics covered on this episode of The Sales Podcast: How to build big lists—and big money—with virtual summits Over 100,000 have joined his email list in three years 65-80% opt-in rate 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
Some of the topics covered on this episode of The Sales Podcast: Author of "No Shit Sales Journal: A Confident, Common Sense, and Practical Guide to Sales" Those who use profanity appear more trustworthy Sales is a profession and should be viewed as such It's not taught in school 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.  
Some of the topics covered on this episode of The Sales Podcast: Make it rain rainmakers Marketplace for salespeople Three main pain points Quality Cost Time to hire Average sales rep carrying $750k per year costs you over $2,000 per day Talk to salespeople who have the intent to really move  There are rules of engagement that both candidates and companies must follow They apply a batch process every two weeks Old-school outbound prospecting still helps them land major business 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
Some of the topics covered on this episode of The Sales Podcast: Thomas Edison was going for a specific goal so he should not quit But with each test Edison quit the same test and changed it to find the right way We have a destiny/path/purpose but we must figure that out What is your purpose for being? That sets you on your path with clarity You will know when to quit when you're dreading it Don't quit just because it's hard or takes a long time to achieve. That builds character. You must believe internally that you are on the right path 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.  
Some of the topics covered on this episode of The Sales Podcast: Olympian, Speaker, Author. Planning for longterm goals is tough if your environment doesn't support it  Dive in and start now. The opportunity is coming whether you're ready or not. Understand your own personality There are no unrealistic goals just unrealistic habits to reach those goals. If you feel threatened by your goals you're going to have issues. Find a good coach/mentor Upgrade your input When you have a goal you need the habits to back it up Every day you have the chance to be perfect according to your plan Super-compensation in sports You need to rest You have a physical ability to do what you do. You have a technical ability to do what you do. You have a tactical ability to do what you do. You're looking for "one thing that will fix it all," and that's unfair. Athletes look at all areas and try to grow 1% in all of them. Rest so the body and brain can recover 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
Some of the topics covered on this episode of The Sales Podcast: Is your goal to do a lot? Then this podcast is not for you. If you want to earn a lot in sales, this is for you. All of these offers and processes can and do work, but you can do too much and wear yourself down. Get a lot more by focusing on a lot less You can grind your way to a pretty good living with Skills and talents Work ethic To go "next level" requires planning and thought It's "focus management" You need strategy His results are simple but getting to simplicity is not easy "My guys know what the right things to do are, but they don't do them consistently."  "No, your sales guys don't know what to do." "What do you need to do to go to the next level?" You hear mumbling. What does it mean to "get in front of more of the right people"? Brian reverse-engineers the goals (the mumblings are not things to do) You need measurable tasks 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
Some of the topics covered on this episode of The Sales Podcast: His book makes "for great bathroom reading" Speaking is the ultimate one-to-many sales and marketing strategy When you're in front of your target audience you have the halo effect of expertise, trust-worthiness, and knowledge You're in the premier position You have something to say You have something to sell There is unprecedented power that only comes from speaking You must build your personal brand It's more important than your business brand Read Bryan Kramer, "There is No B2B or B2C: It's Human to Human #H2H" We're in the people business Podcasting, webinars, live-streaming, YouTube, etc. are also speaking avenues We're living in the attention economy Put compelling value into the marketplace Offer value and invite engagement You don't get married on the first date Speaking lets you build personal relationships at scale 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: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40.
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