Wantrepreneur to Entrepreneur | Start and Grow Your Own Business 1213: The Sales Whisperer’s #1 Rule: Stop Selling and Start Building Trust w/ Wes Schaeffer
Tired of feeling like sales is a full-contact sport you’re losing? In this episode, Wes Schaeffer, aka "The Sales Whisperer," demystifies the art and science of selling. He reveals why the old-school "Always Be Closing" mantra is dead and why your success hinges on being trusted, not just liked. Wes explains that your role isn't to convince anyone, but to provide new information that helps prospects come to their own conclusions. This episode is packed with tactical advice on building trust, creating scripts that work, and developing the deep focus required to become a true professional in your field.
💡 What You'll Take Away For YOUR Business
- The new ABCs of selling: Why being Curious, Concise, and Courteous crushes "Always Be Closing."
- How to build unshakable trust by being consistent and doing exactly what you say you will.
- The power of "Should Ask Questions" that position you as an expert prospects can't ignore.
- Why scripts aren't a crutch but a tool for professionals, just like pilots and rockstars.
- How to differentiate yourself on value and diagnostic skill, not on price.
- The multi-touch, multi-media follow-up sequence that keeps you top-of-mind without being annoying.
- Why the key to sales is being trusted (98%), not just known and liked (2%).
📝 About Wes Schaeffer
Wes Schaeffer is a sales veteran, author, speaker, and host of The Sales Podcast, known worldwide as "The Sales Whisperer." With a background in the Air Force and years of getting his teeth kicked in by the world of high-tech sales, Wes developed a no-nonsense, trust-based approach to helping businesses grow. He's also a Brazilian Jiu-Jitsu black belt and an HOA president, proving he's not afraid to step in and fix things that are broken. Wes brings a unique perspective that sales is a profession to be mastered, not a necessary evil to be avoided.
🎯 Wes’s BEST Piece of Advice for Wantrepreneurs and Entrepreneurs
"You've got to invest in coaching... you've got to drill down deep into one thing. Business success is not a charcuterie board."
📢 Memorable Quotes
- “An amateur will do something until they get it right. A professional will do it until they can't get it wrong.” – Wes Schaeffer
- “We don't change our mind. We come to a new conclusion when we discover new information.” – Wes Schaeffer
- “Fish don't know that they're wet. We don't know that we're constantly being sold to. Once you recognize that, then I think you're a fool if you don't embrace sales.” – Wes Schaeffer
💡 Actionable Takeaways
- Develop your "Should Ask Questions": Brainstorm 3-5 questions your prospects aren't thinking about but should be. Use these to establish your expertise early in a sales conversation.
- Implement a multi-touch follow-up plan: Create a simple, consistent follow-up sequence combining calls, emails, and social media engagement. In your messages, always state when you will follow up next, and then do it.
- Audit your "bedside manner": Record one of your sales calls. Do you listen more than you talk? Do you make the prospect feel heard and understood before offering a solution?
🔗 Links & Resources