The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Growth Tips you'll learn today on The Sales Podcast... Founder of Self Publishing School The "silent salesman" (your book) He has helped over 6,000 people publish their book He's a C-level student and college dropout with ADHD...but he is writing his 7th book Sometimes the worst players are the best coaches because they know what it's like to struggle A book is a $15 mentor A book is a $15 mentor." What are your core objections and/or your broken record conversations? Write those down and send those out to your prospects Make Rapid Changes In Your Life with Erin Pheil on episode 455 Your book helps you sort, sift, and separate You can't spell authority without "author" It's not easy, but it's simple Keep it simple You can't spell authority without 'author.'" The M.O.R.E. Method to writing Mindmap it Turn the outline into a rough draft Rough draft Edit Take 15 minutes right now and get a sheet of paper and write a circle in the middle and set your timer Getting your book into print is easy Selling books is different How are you strategically writing to create leads, sales, and referrals 70% of all books sold are sold through Amazon Chiropractor gave out two books to every new patient Teach strategies, not tactics What is the purpose of your book not only for your reader but for yourself? Sales is service Create leveraged impact He had no master plan when he started Your first hire is a scary moment For him it was a customer service/fulfillment person A lot of his best employees were students first There are marketing mechanisms and channels Webinars Free book funnels What's the channel to get people to your funnels? Amazon SEO Ads Free + shipping works, but so does Free + Free! Sales Growth Tools Mentioned In The Sales Podcast Get a free book from Chandler here Get an audiobook copy if you'd like  

#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons Most things are applicable to sales and marketingCharles Manson, Napoleon Hill, Zig Ziglar, and astronautsBeen in commission sales since he was 14Sold Krispy Kreme and won a contest and a bicycleStarted mowing lawns...but didn't mow the lawns since it was so hot in Atlanta in the summerTold the customers to name their price for what they thought it was worthGrew up near Bobby Jones's home courseGot to listen to the CEOs of Coca-Cola and other Fortune 500 executivesHis "comfort zone" was everyone was successful and golfed at East Lake Golf ClubMost got their starts in sales and they realized they were always in salesA hard 'no' beats a soft, sweet 'maybe.'" Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

Selling By Personality Tips you'll learn today on The Sales Podcast... The rocket man Became an entrepreneur Interested in emotions and selling by personality Loved model rockets as a kid Hired away from NASA to work in Colorado in toy rockets Eventually got let go but loved selling to consumers so he started his own rocket company Took 10 years Focused on emotions Worked on the school newspaper in college and sold the ads and he loved it Gave him extra money Extra perks...like getting fed by your pizza shop client Emotions can be triggered following a formula." Two big "nuclear bombs" hit him and he wanted to capture this moment and idea Emotions are triggered and there is a formula for triggering them There are 10 emotions, not five, as Dan Hill mentioned Happiness Sadness Fear Anger Embarrassment Guilt Shame Disgust Contempt Surprise The four big emotions salespeople use Happiness Fear Anger Shame Take what someone values and honor it to bring on happiness Anger is triggered when something you value is attacked Fear is triggered when something you value is threatened, i.e., a child gets sick Shame, unfortunately, is used often and is triggered when something you value is ignored Salespeople trigger shame all the time without even knowing it They'll start a presentation and ask the prospect, "What are you looking for in a new car?" A value solicitation question How do we build rapport? Rapport is established when both parties feel they have common values The four classifications of values People Possessions Passions, non-physical, i.e., our faith, our hobbies, sports teams Principles, our guiding principles. This is his second nuclear bomb discovery People with similar guiding principles have similar personality types, temperaments Myers-Briggs has four temperaments but 16 personality types Our purpose for humanity is to survive conflict, so we need four types of people Warriors Logistics Strategists, force multipliers, always short on supplies so how do you do more with less? Morale officers, i.e., caregivers, i.e., medical, courage-producers They all have similar values Logisticians value time To build rapport with those who value time we must understand and follow the sequence To know what they value, you must ask questions, but you can ask the wrong questions at the wrong time Salespeople become "me too" Prospects are trying to hide their values so they are not shamed by them later in an effort to close me We need to display our values first to our prospects so their values remain hidden You can do this the long way or the short way The short way is to display my emotion and show them we are in alignment You must be able to type people quickly Guiding principles are leading indicators Their leading indicators enter a room before they do Every day you make decisions based on your values to affect your future It's like a BINGO card There's a lot here so just remember that we're all in the Army so break this down to the big four What are the characteristics each type needs to be successful Warriors: Action-oriented A fighting partner "I've got your back" Speed/Time Agility They hate consistency, predictability Display your emotion that you have the same values as your prospects In NLP there is mirroring, but the purpose is to get the prospect to feel as though they are looking in a mirror If you have time you can research your prospects to learn about them and discern what their values are You can do this face-to-face but it takes work but the payoff is huge Personality temperaments are genetic You're born with it It guides your life Clothing and facial hair can tell you a lot about someone Earrings, big hoops are warriors Companies have personalities He attracts other logistical customers He builds rapport "What are you trying to achieve?" must be asked, but only after rapport is established. He likes Myers-Briggs over DISC Thinking to Feeling and Energy is vertical Tim is an introvert without high energy Myers-Briggs has four axes on two sheets Sensing vs. Intuition Split those in half Perceiver or Judger Warrior or Logistical Thinking vs. Feeling Intuition Feeler, Morale Officer Strategist Sales Growth Tools Mentioned In The Sales Podcast Get Timothy Van Milligan's Books: "Selling by Personality Type: The Values, Fears and Anger Triggers That Cause People To Buy" "Emotional Copywriting Revealed” Visit his websites Customer Secrets Podcast Customer Secrets blog

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

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