The BJJ and Biz Podcast With Wes Schaeffer, The Sales Whisperer® Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast
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Summary
In this conversation, Wes Schaeffer discusses the importance of avoiding assumptions in both martial arts and sales. He shares personal experiences from a recent training session and draws parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics. Schaeffer introduces the new ABCs of selling, which focus on being curious, concise, and courteous, while cautioning against making assumptions about decision-makers and their authority.
Takeaways
—Assuming can lead to misunderstandings and missed opportunities.
—It's essential to remain open-minded and avoid making assumptions about others' skills or roles.
—In sales, decision-making often involves multiple stakeholders, not just the person with the title.
—Always ask who else is involved in the decision-making process.
—Objections in sales can often be anticipated and addressed upfront.
—Effective communication requires curiosity and the ability to listen.
—Sales strategies should focus on building consensus among team members.
—Avoid using weak language that invites objections.
—The new ABCs of selling include being curious, concise, and courteous.
—Always be prepared to adapt your approach based on the conversation.
Sound bites
—"I needed consensus from both."
—"Who on your team do you consult with?"
—"Assume nothing in sales."
Chapters
00:00 The Dangers of Assumptions
06:03 Understanding Decision-Making in Sales
10:56 The New ABCs of Selling
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