The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

The Sales Podcast: Review of The Full Facts of Cold Reading by Ian Rowland | Unlocking the Secrets of Human Behavior In this episode of The Sales Podcast, I review The Full Facts of Cold Reading by Ian Rowland, a comprehensive guide to mastering the subtle art of cold reading. Cold reading is a powerful communication technique often used by psychics, mentalists, and salespeople to gain insights into others. In this review, I dive into the key concepts of the book and how cold reading can be applied ethically in sales, influence, and everyday interactions. What You’ll Learn in This Review: • An overview of cold reading techniques and their real-world applications • How cold reading can improve your ability to connect with prospects and clients • The psychology behind cold reading and why it works so effectively • Ethical considerations of using cold reading in professional settings About the Author: Ian Rowland is an internationally recognized expert on cold reading, influence, and communication. His book The Full Facts of Cold Reading has become the go-to resource for anyone looking to understand or use this unique skill in their personal or professional life. 🔔 Subscribe to The Sales Podcast for more book reviews, expert interviews, and strategies to help you improve your sales, influence, and communication skills! GUEST INFO: Guest Site: https://www.ianrowland.com Guest Twitter: https://twitter.com/IanRowland1 Guest Instagram: https://www.instagram.com/rowland.ian/ Guest LinkedIn: https://www.linkedin.com/in/ian-rowland-137172/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 Vimeo Full Episodes

Sales Growth Tools Mentioned In The Sales Podcast Take The CRM Quiz: get a free 15-min consultation with me Donate: Just because you like the show, the no bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months GUEST INFO: Guest Site: Visit Sendspark and use "Sales Podcast" for 33% off for three months Guest Twitter: https://twitter.com/BethStachenfeld Guest LinkedIn: https://www.linkedin.com/in/bethany-stachenfeld/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 Vimeo Full Episodes SUPPORT & CONNECT: Check out the sponsors above, it’s the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

Professional Sales Tips you'll learn today on The Sales Podcast... Marketing for over a decade 7-year focus on financial advisers Early in the paid marketing space like YouTube and Facebook ads An internet marketing guy he followed took his skills to old school industries that weren't great at marketing and Chris did the same Chris was drawn to the financial markets when he was younger so he focused on that niche He was a "traditional" marketing agency for his clients It worked, but he saw the problem that more leads is not always the answer Get a better backend in place to nurture these leads  Related episodes and posts Blinking cursor syndrome Repurpose your content Fix your follow-up failure You need a multi-media, multi-step follow-up sequence Too many companies just want to pay for "hot leads" and they stack names into a system that can't handle them You need to get better at converting your leads A lot of companies are fine and offer a great product/service that people want but they can't sell! They focus on the easy wins and they end up being fat, dumb, and happy They really don't know how to sell Most companies do not have a CRM or they are not using it properly Let your authenticity come through your marketing Content is still king Sort, sift, and separate by being effective Fix your follow-up failure More leads is not always the answer." A monthly newsletter is not follow-up You must do more to follow-up Master intent-based prospecting Look at who is opening your emails and watching your videos Do lead-scoring in your CRM Not all leads are created equally Create timely, essential reports Report on industry news Create a simple selfie video You can't avoid prospects by giving free, valuable content What are the FAQs and SAQs How to handle the blinking cursor syndrome There's always someone who wants to buy and you can dumb-luck your way into a sale with decent marketing." Have a content calendar Make it a priority Retarget your website visitors, especially your YouTube visitors Sales Growth Tools Mentioned In The Sales Podcast Get his free checklist for increasing your profitability and sales growth

The Sales Podcast: Jeb Blount (Part 3) | How to Raise Prices Without Losing Customers In this third interview of the series, Jeb Blount, sales expert and best-selling author, returns to The Sales Podcast to discuss his latest book, Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. Jeb shares essential strategies for navigating the often-difficult task of raising prices while retaining clients. Learn how to communicate value, handle objections, and successfully implement price increases without jeopardizing customer relationships. Key Takeaways: • How to frame price increases in a way that minimizes customer pushback • Proven tactics for selling value and avoiding price negotiations • Managing difficult conversations and overcoming objections • Jeb’s step-by-step guide to executing a successful price increase campaign About Jeb Blount: Jeb Blount is the CEO of Sales Gravy and the author of numerous best-selling books, including Fanatical Prospecting and INKED. In Selling the Price Increase, Jeb offers a practical field guide for sales professionals who need to raise prices while preserving trust and long-term relationships with customers. 🔔 Subscribe to The Sales Podcast for more expert interviews and actionable sales strategies to help you achieve your goals and grow your business! Professional Sales Tips you'll learn today on The Sales Podcast... The only book on how to get higher prices from your clients Clients will accept your price increase but not be happy If the price increase is small just do it and defend it You need scripts to articulate why the price increase Explain why it's fair  Your customer needs to feel like they are getting good value Related episodes and posts Jeb Blount Shares How To Use MLP to Negotiate Better Sales Get On The Sales Gravy Train With Jeb Blount Price increases are the fastest way to increase your bottom line...if you can keep your customers Eight different narratives for explaining the price increase Your job is to expand and retain your business as a salesperson Salespeople are great at discounting and terrible at discussing price increases Mature companies may not discount as much What is the risk of losing customer? A lot of companies do have CPI provisions for annual price increases It makes sense to slowly and regularly raise prices Salespeople are afraid to raise prices Companies are afraid of raising the prices and losing the client. They don't want to "awaken the sleeping giant!" Red/Yellow/Green your customers. Green is a solid, long-term contract Yellow is borderline Red is a potentially lost client if you irritate them If a customer says they won't accept the price increase I can learn how I'm letting them down. Most of your customers are in the danger zone. Clean up your pipeline and accounts. Clients get amnesia when the scheduled price increase kicks in that they agreed to years ago. Have tough conversations early. Have guts and confidence. Get your message in order. Salespeople are great at discounting and terrible at discussing price increases." Pull out your calculator and show them the value. Your price increase comes right out of the back pocket of small business owners. It's your job as a salesperson to stand your ground and make that sale. Most salespeople just walk away because they know they haven't earned the price increase. Jeb uses a fit matrix to scatter diagram his customers. Easy/hard to work with, high/low profit. He'll ask for a 100% price increase on the low-profit, hard-to-work-with clients. What's surprising is how few of your customers go away. Customers hate being fired. You need to know where you fit in the life of your customers. Ideally you are adding more value than what you charge. You need to be tooting your own horn. You need to stay in front of your customers. You lose because you take your customers for granted." What is your messaging and method to stay in front of your customers? Do quarterly business reviews, especially if you're a small cog in their system. Get feedback from the customer so you know how you're doing. Pick up the phone and have a conversation. Do that maybe once a month. Just touch base to stay top of mind. You lose because you take your customers for granted. Just manage the account. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers"

Professional Sales Tips you'll learn today on The Sales Podcast... Author of "The Psychology of Improving From A to Z: The ABC's of Self-Improvement" He gives them away to connect with real estate professionals S.I.T. "Stay In Touch" if you want to succeed in sales Emails monthly Sends a snail mail newsletter His daughter does the real estate side of things He does the loans You must get customers before you even have a database to market to Who has a problem I can solve? Related episodes and posts Tom Hopkins is the legend in real estate sales and sales training. Listen to his interview on The Sales Podcast, #115t. Sales is really just two things: How can I help my customer make money? How do I help my customers save money? Inch by inch it's a sinch. Yard by yard it's hard. He buys lists of high interest borrowers and those with PMI He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent A lot of people say "maybe" and he drips on them New, fresh customers in one part of the database and then the "maybes" FU means "Follow Up" FU to FT (follow through) Work smart and work hard The Big Four Twitter YouTube LinkedIn Facebook Business Page The fifth is TikTok. It's unbelievable over there! He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects He gets on Groups on LinkedIn and engages Certified financial planners, Elder attorneys, etc. is where he posts and engages Be careful not to oversaturate the groups He posts once per week with fresh content Give, comment, like, and acknowledge others Contribute because givers gain "It is in giving that you receive." St. Francis of Assisi It is in giving that you receive." People don't care about you It's a slowly but surely kind of thing It requires some patience No one thing works. They all work. He eventually gets some DMs and leads happen Even his Facebook personal page gets him traction Uses HootSuite to share onto his Facebook Page "I remember things and I forget things." His son persuaded him to write a book His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve. Paul doesn't want to write another book because it's hard! Took him two years. You gotta be willing to make mistakes...but never make the same mistake twice. S.I.T.: Stay In Touch to succeed in sales." It's best to learn from the mistakes of others Without a goal, good luck! In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%. PDR: Practice. Drill. Rehearse. (Tom Hopkins) You have to address the stalls and the "I'll be back." "Come from your heart. Just to clarify for me." The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?" "If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen. Silent and listen are the same six letters. A lot of times they don't trust you. Go find the decision makers. Seek progress instead of perfection." Be like Larry King and Oprah. Ask open ended questions. Get them to recognize the problem Give them the tool to scratch the itch. Listen with your eyes, your ears, and your heart. If you wait for the perfect time, it'll never happen. It's okay. Take a step. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "The Psychology of Improving From A to Z: The ABC's of Self-Improvement" Visit ImproveTube.tv

Professional Sales Tips you'll learn today on The Sales Podcast... Co-founder and CEO at Leadferno  He's a starter Self-taught himself how to build a website Microsoft Front Page Moved into SaaS development 8-9 years ago There are lots of gaps as you grow that you must find and fill Requires self-awareness Related episodes and posts Hear How Brandon Bornancin Started Seamless.AI Hear How Jon Ferrara Started Nimble CRM Are you willing to get burned and recover and rebuild? Digital helps him be creative and express himself You can build and fail fast and start over quickly with digital Leadferno focuses on SMS He's all about conversions, which means having conversations with web visitors Offer your customers multiple channels to communicate with you Funnels and lead capture can be crazy The power of choice is huge His goal is to help you start a conversation He's seeing people are more resilient now after getting tossed around during COVID They know they must be connected to their customers Content creation is hard, especially for small businesses He likes to write longer form content The power of choice is huge. Give your customers options." Sales Growth Tools Mentioned In The Sales Podcast Visit Leadferno for your free trial

Professional Sales Tips you'll learn today on The Sales Podcast... PhD Organizational Leadership Former professor Was in sales before he got into scholarship Did well in sales for 12 years He wanted to leave a legacy, so he switched from selling to scholarship Are you a sales professional or someone who sells? "It's all my fault." That means I own the solution. If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem. Related episodes and posts Dr. Mark Goulston Says You Should Never Split The Difference The Insurance Doctor Will See You Now "If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.) 100% of the time I have an action to take. We feed our negative feelings too well If you're not making quota, you're probably not going to get into a sales leadership position Bring in an outside person as a manager if you want to change the culture Your organization is thriving if the top salespeople are earning more than the manager Stress the emotional part of the sale, especially in real estate Go see their current home Go room to room Ask them questions about their current home and the layout and their feelings about each room Get better at discovery calls Get to the emotions Understand their motives People get wound up on the answer when they're shopping Don't say, "What is it that you hate?" Ask, "How did you come to that conclusion?" 91% of all job separations are due to cultural issues 9% are due to skills Too many people interview their new hires on the 9% His past sales manager would ask salespeople who had expensive hobbies Sales Growth Tools Mentioned In The Sales Podcast Visit Sales Conservatory

Professional Sales Tips you'll learn today on The Sales Podcast... SaaS founder Elite marketing Built on WordPress AI WordPress powers about 34% of the entire internet WordPress is a technical platform that requires hosting, plugins, tech support, etc. It was tough and slow to get customers up to speed on WordPress He was duct-taping things together for his clients ClickFunnels loads too slowly and their URLs are redirects so it can hurt your Facebook ads and it's tough to rank with ClickFunnels Related episodes and posts How to Launch and Grow Predictably Launch and Scale Your New Idea Use whatever tool can help you win at whatever stage you are in your journey He's clear on what he does well He's not an ActiveCampaign or MailChimp He can send from your GMail to get 90% open rates He's not an affiliate marketing platform He's the best marketing platform...period! He serves solopreneurs and small businesses 34 now and DropFunnels is about 2.5 years old If you can survive your sophomore year you can probably make it He's had many jobs, including sales Scraped together about $20,000 Employees 15-20 people, depending on seasonality Just launched another business and had everything built in a day There are a lot of goo-roos shouting from the rooftops Social media makes us feel inadequate Many do nothing because they're getting conflicting messages Keep the main thing the main thing We're always searching for more, which is a blessing and a curse as an entrepreneur Everyone else's business is not your business Keep things simple Go to an existing audience using something but they're not satisfied or get beta users that are grandfathered in at great pricing September 2019 he started coding and getting beta users Go make a lot of offers to launch and grow Was using ClickFunnels and Learndash and WordPress so he had an audience of people that he was engaging with daily As hard to go from 0 to 1, as it is to go from 1 to 10 Help people achieve something they already want to do What are you excited about? People only buy their way out of pain Even status is escaping the pain of feeling inadequate Be willing to show up for only one person at a time Do some news-jacking His dad's a pastor, his mom's a teacher, and they had five kids None were entrepreneurs The silver spoon they had came from Goodwill There are no worse problems, just different problems Sales Growth Tools Mentioned In The Sales Podcast Get a free trial of Drop Funnels

Professional Sales Tips you'll learn today on The Sales Podcast... He wants to help people make more sales He gives a Gold and Platinum album for sales success He was selling for IBM and had the worst boss No training Killed online gambling in 2007 and he was making millions Failed with SMS (lost millions and went bankrupt)  Related episodes and posts Brandon Bornancin's first time on The Sales Podcast The CRM Quiz Had a massive quota at IBM He had bigger and bigger quotas piled on his desk He launched Seamless AI to help salespeople get great lists He gives these awards to anyone using his software Hit the gong in the app to document the sales and income you're generating He wants to generate $100 million in ARR He wants one million President's Club Winners Played in Canada before he was 21 Outbound is a lot more productive than inbound marketing More people need to think about it More sales are being extended More people need to talk to more people about buying Everything is setup to beat you down Outbound prospecting is a lot more productive than inbound marketing." Sales Growth Tools Mentioned In The Sales Podcast Get Seamless.ai for free and mention The Sales Podcast for $500 in free credits Visit

Professional Sales Tips you'll learn today on The Sales Podcast... It's not how much you make but how much you keep Bring in a fractional CFO once you're around $1 million in sales to make sure you're squared away Around the $1-$3 million point, things start breaking Get things optimized and automated Get the information the key people need to make better decisions Dues and subscriptions are usually killing you They order something for someone who is no longer there and they're not longer using the tool Don't jump too quickly into having custom projects started Doing your own payroll and accounting may not be best for you  Related episodes and posts "The Lords of Finance" Book Review Wise Words On Money Matters. There is so much waste in so many businesses but since it's not the first language of many founders, it grows until it really hurts you Have that roundtable wisdom She's the "fun CFO" Get the live data to know what is truly going on Stay lean Pay for your items instead of borrow Keep your credit card debt low What are the metrics on the mastermind your want to join? Have money to pay your taxes It's an addiction to think the answer lies in some outside mastermind community What will move the needle for your business? Invest in that. Do you know how to read a P&L? It's hard to lead if you don't know where the money is coming from and going What is your cash runway? What will move the needle for your business? Invest in that." Sales Growth Tools Mentioned In The Sales Podcast Visit Jen Bro to see about hiring her as your fractional CFO