Episode 91: Close First Then Present with Wes Schaeffer

In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.

About the Guest:
"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three.

Discover more about Wes at www.fixerwes.com

Key Takeaways: 

• Emphasise each step of the sales process to ensure comprehensive execution and maximum impact.
• Address potential objections and critical details upfront to streamline the closing process.
• Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals.
• Prioritise establishing trust over simply being liked to create sustainable client relationships.
• Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline.

Time Stamps:

0:00 Intro

0:58 Guest Introduction

3:56 "To Make Any Sale, You Must Make Every Sale"

9:49 The System

13:12 The Five Methods to Close Every Sale

17:00 Closing First Then Presenting

21:09 Sales Dog

26:30 Guest Socials

26:59 Outro

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