300 episodes

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

The Sales Podcast Wes Schaeffer

    • Management
    • 4.8, 112 Ratings

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

    Facebook Advertising For E-Commerce in 2020 With Josh Marsden

    Facebook Advertising For E-Commerce in 2020 With Josh Marsden

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    Is Facebook advertising dead? Can you do Facebook advertising on your own? It's easier to setup but... There's more competition Dennis Yu's $1 a day on Facebook   Approach your Facebook advertising with a commitment The four steps of Facebook advertising Awareness Engagement Conversion Monetization Then retargeting Younger demographic will not watch webinars as much They want faster info and easily consumable Drive the traffic to case studies Offer a 40-minute review/training Instagram may or may not be synonymous with Facebook advertising The power of Facebook Messenger E-Commerce is booming right now with COVID Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 42 min
    How To Succeed Without Selling, Meet Diane Helbig

    How To Succeed Without Selling, Meet Diane Helbig

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    The new ABCs of selling are NOT Always Be Closing! Always Be Curious Dale Carnegie was the great communicator but he'd  ask a great question then shut up and listen You have to prospect but it's about setting a meeting Cold prospecting can work but if you do it just to sell something you'll struggle because it's all about you vs. them.  Sales is a verb but do it with an eye towards learning." Preparation and delivery matter How to find the decision maker: "Would you mind telling me your decision-making process?" If the most logical conclusion is that we can help them we ask them to go to the next step You need to have a sales process to ensure this flows smoothly Be in the conversation The questions must flow Write them out "Have you considered a budget for this?" "Have you used a company like us before?" Ask questions when you have permission. Marketing is about credibility and awareness Be careful balancing activity vs. productivity Focus on relationship building Put your high school info on your LinkedIn profile and network with them because they'll trust you Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 39 min
    How to Read and Defuse The Fear in Selling With Dan Hill

    How to Read and Defuse The Fear in Selling With Dan Hill

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    PhD in English Lived in Italy and didn't know the language so he learned how to read people. 1998 he was at IBM and was sent an article on how emotional we are as decision makers "What customers can't say" by David Wolf At least 95% of our mental activity is not fully conscious...lots of gut reactions We're all in sales Sales is a fear-filled environment The salesperson is afraid of losing the sale The prospect is afraid of being the prey Fear is not conducive to communication Develop affinity before/during the presentation It's more than mirroring Sales is a fear-filled environment. You must read it and defuse it." Read their faces Are they looking at their watches? Look at the room. Look for photos. Inquire about them. If they're a striver they'll be happy to discuss. You're looking for context. We are only dimly aware of ourselves "By the age of 50 a man has the face he deserves." What's the give and take like? You're either flexible or you're road kill Facial coding is reasonably simple yet powerful enough 7 core emotions Happiness Surprise Anger Fear Sadness Disgust Contempt 23 expressions that cover these seven emotions Striver or Hothead Natural skeptic (smirk, contempt) Ambiguous situations (UCLA study) 55% of the true communication comes from the face 7% from the words The average person tells 4-5 lies per day Body language can tell you something but it's not as detailed as facial expressions Body language can be faked more easily Body language can be affected by gender and culture "Lie to Me" was pretty accurate Lots of fear in the Jacksons could be seen when they were young Bio-feedback looks at only two muscles and botox hinders Now he looks at 44 muscles on both side of the face in symmetry He was out-numbered in a negotiation with Toyota One was drifting off Your emotions turn on when you care He was doing work in 2012 in the Mexican Presidential debate He had a 100-person sample that watched the debate He realized who the strongest opponent was Happiness and anger are about 70% of a person's emotions 9 ways to show anger Eyebrows pinched together and lower Mouth pursing together (maybe they're confused) "Snake eyes" with the eyes going narrow If the mouth comes together so strongly that there's a bulge in the lower lip Voice is similar to body language so it's not quite as accurate The difference between a smile and a smirk is profitability Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 45 min
    Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil

    Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    Started as a twinge in her left ankle and she thought it was just a mountain biking injury The pain migrated to her shoulder Then her lower back The pain lasted 2.5 years Tension pain migrated throughout her body In one session she had an epiphany Shift how you see things Shift what you believe to be true What's creating this lens Get rid of the belief that you have to be right and that you have to convince everyone that you're right Rapid change is possible. The first thing you need to do is understand your pattern." She had a deep need to be right so she'd bulldoze relationships and conversations Now she knows how to live with people with different beliefs This creates a lot of freedom We all have a little big of imposter syndrome How to completely remove your big nagging issues that are holding you back... Most of us know the pattern that is holding us back... Work backwards We don't have problems for no reason We struggle because of what we believe to be true "What would I have to believe to be true to keep experiencing this?" "I'm a fake, a fraud, a phony, I'm not competent, I'm not good at sales..." "I'm stuck and it's not random. It's not for no reason. It's because of my belief." You can change thoughts, feelings, actions... Are you more afraid of success than failure? You fear what comes along with success: The extra responsibilities The things  The actions we take are based on the thoughts we have and the emotions we feel We can force people to do things and create a lot of stress in the process and they'll push through a lot of resistance and anxiety We have free will "Facts don't change our minds when we have a strong belief." Like salespeople who think discussing money is dirty or impolite Clear out that negative belief Some part of them believes they saw that proof Unhook that connection to neutralize that belief Beliefs are usually these big assumptions so now you're left with possibilities and choice We all believe "I'm not good enough" to some degree about something Success story in sales Formally trained but struggling to implement Knew what to do but wasn't following through In a few weeks they found a lot of self-esteem issues and beliefs like sales is sleazy, people don't want to hear from me, and about money They cleared out those negative beliefs All of the training he had learned was uncorked and popped so he doubled his revenue in three months and a year later he was earning each month what he had learned the previous year You don't need more. You need to clear out the blocks. Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 47 min
    Create Real Sales Growth With Virtual Platforms, Lee Berkman

    Create Real Sales Growth With Virtual Platforms, Lee Berkman

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    13 years in the virtual space for software training, sales demos, sales enablement, recruiting, POCs (Proofs of concept), and more Cyber-security space has taken a focus on this new model of sales and POC Webcams are now on more than ever after COVID-19 so people can feel more connected Selling virtually is faster-paced than selling in person Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 42 min
    Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak

    Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    Likes and shares happen when you say "cold calling is dead" but it's far from dead Cold is dead but calling is not COVID-19 is forcing people to get on the phone Today is the age of the "pitch slap" The power of social engineering  We've become professional ignorers." Create interest with your research "Who gave me that information? Look, I just wanted to do some research ahead of time to make sure I had something valuable to bring to you. Call into the help desk...they're there to help Who's buying it? How do they use it? Why do they want it? You're selling results, not products or services. Be yourself, be humorous, but don't tell a joke. Don't be stupid. Be confident, positive, sound like you believe in what you're selling, but don't be phony Be conversational Talk like you're talking to a friend Oren Klaff discusses status alignment Who owns the problem? Who owns the result? Should you ask "Are you the decision maker?" Ask about the process and the precedent? We get experience in two ways... Great salespeople are made, not born Desire Effort Publishers don't want authors, they want sales Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 33 min

Customer Reviews

4.8 out of 5
112 Ratings

112 Ratings

Macstephen1 ,

Don't Go It Alone

Great conversational show. Real people talking in a real way. Gold!

Ace Chapman_ ,

Love the energy of the show

Wes knows what questions to ask. He puts out great advices and interviews. More power to this show.

top-slr ,

Keep it up

Quality podcast with good info for sales

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