484 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

    • Entrepreneurship
    • 4.7 • 117 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.

    Sales Jiu-Jitsu With Elliott Bayev and Daniel Moskowitz

    Sales Jiu-Jitsu With Elliott Bayev and Daniel Moskowitz

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Mastermind BJJ run by Elliott and he met Daniel Daniel lost 102 pounds and his doctor told him to get in touch with his new body Why did you combine Sales and Jiu-Jitsu? The sales system you outline has helped companies massively grow, can you tell us about it? The four steps to win in competitions and sales and how to follow those steps to increase conversion rates Is sales a combat sport? Old school selling is a "fight." Jiu-Jitsu literally means "gentle art" The goal is to have a mutually-beneficial outcome "You and I, shining together." from Judo Most people who pull guard win! You must do a postmortem Learn from your wins Live training vs. dead training Mandatory sparring partners that rotate every week to get live, resistance training Create your objection database This is not typical role-playing They role-play the exact objection they got the week before It's a timed event Unpack Document Reverse rolls Test your new strategies in training The cost of inaction You can't ignore it The prospect must admit it and state it We get paid to solve problems When a prospect comes on too strong you have to figure out how to control the conversation Pattern-interrupt, get them to share in the vision They attack to keep themselves safe Prospects fear change Prospects become accountable for the changes they recommend It's hard for a prospect to get consensus internally We provide "sales as a service" Three responses to conflict: fight, flight, plan ahead Be consistent and persistent with your efforts Systems are vital to success in sales and Brazilian Jiu-Jitsu Success is when preparation meets opportunity Find the hidden decision-makers Protect your biology You must train the basics all the time (Daniel does a 6-month rotation because of slippage) What is your why? Your Inner Game is key, and your Why is a key component of it A benchmark goal and the stretch goal 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.

    • 50 min
    The Introvert's Edge To Networking: Matthew Pollard

    The Introvert's Edge To Networking: Matthew Pollard

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    How to sell as an introvert Why introverts make great salespeople Started and owned five multi-million dollar businesses before the age of 30 Had a 6th-grade reading comprehension in high school Fell into sales out of high school to find himself before university Did data entry but the business shut down in three weeks Forced into sales during Christmas, which is also their summer Selling business telecom services door-to-door Faced a lot of rejection On his 93rd door, he made $73 Was excited until he realized he had to do it again the next day The "hustle" mentality was not exciting He looked for systems Looked up "sales system" on YouTube Sold during the day, self-taught at night Made one sale every three doors 18 out of 20 of his peers quit Became #1 in six weeks Promoted 7 times in 12 months Great marketing makes sales easy Oh...your business is different? People don't want to meet people who sell commodities, which lead right to a price discussion "You want to help people? Can you narrow it down?" Describe your passion and your why when networking to differentiate yourself People make assumptions when you say "I sell" or "I offer" then insert commodity Small hinges swing big doors He initially was talking to the wrong people at first when he was selling door-to-door I'm here to see if you qualify..." and that made a huge difference Don't show up and start pitching Ask better questions Don't just flip through the catalog or brochure The power of storytelling is strong Creates artificial rapport It short-circuits/bypassing the logical part of the brain "I understand...however,..." and tell a story of a successful client in a similar situation. Most salespeople get the sales process out of order He follows a seven-step sequence He was given a team of 20 and they all quit within 48 hours He went back to YouTube to learn how to manage He got promoted too fast He was miserable in his first job eventually, despite winning awards and making great money When you start your own business you need to realize how you inherit goals from others and they may not be what you want He was trying to prove he was "worth something" He has a podcast called "The Better Business Coach Podcast," check out episode #17 Most millionaires are actually living low-key Many feel anxious all the time because they are out of alignment Do what you care about Where are you sipping bourbon? What type of bourbon? How much does it cost? Revenue is great, but profit is what matters. People don't take time to think anymore We don't know what we want Rapid Growth The Lazy Way Use the bookmark button on audiobooks You have to be the loudest if you can't be the clearest Automation is key Pinterest is a search engine, not a social following/conversation site 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.

    • 1 hr 4 min
    Prime The Prospect's Mind To Make Every Sale With Paul Ross

    Prime The Prospect's Mind To Make Every Sale With Paul Ross

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Paul Ross is an author, speaker, trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming (NLP). For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Paul’s speeches and training have motivated audiences around the world to discover their power to design their own results. What is the ONE thing you are actually always selling, no matter what your industry or business? What are the 4 words you can use in the first minute of your sales presentation to create immediate, unbreakable rapport and trust? What is the first thing about your prospect you must focus on and take into consideration if you want to skyrocket your sales? What are “counterexamples” and how can you use them to easily destroy almost any objection? How do traditional, common teachings about mindset actually get in the way of your progress? Let's get out of your conceptual zone Sold candy bars at 9 years old His mom told him, 'Most people are stupid...do the opposite of what most do.'" Get people's attention "Hey, I'm here to sell you something." Nail them down with consistency and commitment A sale is a date and a date is a sale Rapport, qualifying questions, presentation, go for the close Began applying his pick up artist training to sales training Be honest and leverage pattern interrupts Treat them with respect There are no cold calls, they are "opportunity outreach." Metaphors create a canopy of consciousness that impact our beliefs and actions It's time to joyously make powerful opportunity outreach calls." Prospects object on autopilot "Why would I delay your opportunity to learn about something you could really benefit from?" A sale delayed is a sale denied The smartphone is the #1 obstacle to sales "May I ask you a question?  Your opening buys you five minutes You don't have a lot of time to bond People are too distracted to pay attention Dumbed-down yet more sophisticated They know the old cliches because they get pitched so often "What state of mind do you want your prospect to be in so they receive your message?" Your pitch is the electricity so how do we make the prospect's mind conductive? Get them focused, wanting, buying into the notion that we are leading them (subconsciously), and open to new ideas and concepts How do we create those states? Selling decisions and good feelings about decisions People don't trust their own abilities to make decisions Prospects need to capture and lead their imagination Implied relationship words We, together, explore, invite, share "Before we explore this (solution) together today, I just want to invite you to please share the questions that naturally arise when a great decision is being made." Leaders are needed for explorations Three words to put in front of any limiting belief: "up until now" "Up until now, I've been bad cold calls." "Up until now, I haven't been able to hit my quota." Our crappy learning strategy is what holds us back We program our mistakes back in You need to learn from your mistakes...but how? You're in a car and break down in the desert and you call the mechanic who says do this, that, and the other and hangs up! You need to move up the learning curve If the process of self-improvement has felt like a struggle, here's how that takes place... The solution is  Priming the mind for effective behavior and results Showed students positive and negative words The positive students were 80% more  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 t

    • 48 min
    The Most Interesting Entrepreneur In The World, Bob Moesta

    The Most Interesting Entrepreneur In The World, Bob Moesta

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Bob Moesta is a lifelong innovator and co-architect of the “Jobs to be Done” theory who has developed & launched over 3,500 products and sold everything from design services, software, houses, consumer electronics, and investment services as well as launching seven startups. He’s also an adjunct lecturer at Kellogg School at Northwestern University, and lectures on innovation at Harvard and MIT. In his new book, Demand-Side Sales 101, he details his success by flipping the lens on sales. Instead of reciting a product’s benefits and features and pressuring customers to close, Bob advocates for salespeople to be a steward for their customers and help people in their purchases to make progress in their lives, finding their “struggling moment” and the outcome they seek. Enjoy this conversation with Bob about how to be a more effective and innovative salesperson by really seeing what your customers see, hearing what they hear, and understanding what they mean. Uses Scribe Media to break down his ideas to write his books, which he needs because he's dyslexic and cannot read due to several head injuries before he was seven Intern for W. Edwards Deming Great at math, but reading and writing remains difficult Has a small design firm Helps people innovate but sales is never taught His challenges have made him more empathetic and great salespeople have great empathy He learns through questions Listen to what and how they answer You need to understand the context He has been breaking things for 50 years, fixing them for 45 years People hire people to help them make progress, not to solve things "Why is today the day?" The prospect has all the energy to make the progress What is going on? Why now? What are the changes they're willing to make to bring about the results they seek? What makes you trust someone? Good questions Present valid options They admitted their limitations Trust is an effect, not a cause We're supposed to mistrust one another, but when you make them better they'll trust you Be responsive, but not too responsive, which makes you appear desperate People buy for a set of reasons, not just one Criminal and interrogation-type questioning Find the context Chris Voss, "Never Split the Difference: Negotiating As If Your Life Depended On It" Set them up for a bad question... We're all in sales...teachers must sell their students on why to pay attention We must understand the demand side If you build it...they don't come A persona is just a soulless person Correlation is not causation He had "big trash day" in Detroit growing up He learned by doing and building His mom was a teacher and helped him learn how to learn Has great pattern recognition Learned through questions Without questions, you have no theory Think of the dominoes that have to fall for a customer to buy People don't buy because of a deal They'll pick you Two frameworks Push Pull Anxiety that holds them back Habit The timeline First thought, without it you can't even hear what they're saying. Questions create spaces in the brain for solutions to fall into Passive looking, learning about the problem, and the solution language. People often search for problems, first. Active looking, Decide, more about tradeoffs vs. the deal, so give people three options First use, Ongoing use, when you solve one thing you create new problems so there are always struggling moments He looks at the last 10 sales to help his clients find the patterns Be genuinely curious The customer usually doesn't know what they want Have them unpack the language You have to help them make progress Ethics come into play Follow the patterns to find great prospects Great salespeople at new, small companies can be the most well-connected person in the company No sale is made that is random. Every purchas

    • 45 min
    Fast Track Your Calling With Gerren Sprauve

    Fast Track Your Calling With Gerren Sprauve

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    What is your life calling? Came to the U.S. in 2001 after college from the Virgin Islands Family of educators Soon became dissatisfied in business His wife was frustrated at work They were open to new opportunities in life Their waiter/busser wasn't happy and Gerren thanked him...and that put a spring in his step So he soon quit his job and became a janitor He called companies who tried to sell him a franchise He started handing out fliers to grow his own janitorial business He was too broad in his initial marketing Would've narrowed his niche at first Still friends with his first client, a residential client "and we're still friends" It was all difficult because the devil is in the details It was hard to find mentors Worked with "Service Magic" for leads at $18 each He asked qualifying questions Better service or consistency or better cleaning and sometimes they're just looking for a friend He didn't have a "game" back in the day when he was dating so approaching people cold was hard He didn't have systems set up at first Worked as a courier as well so people would welcome him Kept a jacket in his car, cleaned overnight, headed out when a lead came in Started in 2006 and was grinding for probably four years Building a business is key He was frustrated when he realized he was tied to his self-employed job instead of owning a business He switched from 45 contractors via two companies to employees He couldn't steal them but he didn't know them but he saw how stressed they were The contractors weren't happy The cleaning company quit on him and fired the contractors in 2014 He showed up and there were 17 staffers ready to work He had to buy $10,000 in material right then Organization and processes were not his strengths Met someone at Toast Masters and he became her first client He remained focused in the 2008 downturn and always sought to add value Those lessons have helped him during the 2020 COVID-19 downturn "Meet...learn...share?" Met a business coach through Dan Kennedy who recommended he write down things for his own case studies We are created for a reason that God knows We have plans and God chuckles God has awakened someone who needs to meet you Ask God "meet...learn...share?" 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.

    • 51 min
    Use Your Personality In Marketing To Grow Your Brand, Erin Chase

    Use Your Personality In Marketing To Grow Your Brand, Erin Chase

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    You always know people at events She reached out before Ontrapalooza to fellow speakers via Twitter Started her business in the summer of 2008 when gas prices went up You have more control over your grocery bill Three-phase approach to launching her business August 21, 2008, the name "$5 Dinner" just hit her She was already blogging on Blogspot October 2008 she put ads on her site, which had good traffic due to the topic and she made a few hundred bucks and she knew she was onto something Trial and error and a lot of research Had a good circle of friends who shared tips Consumer behavior has changed around coupons Didn't do any PPC since 2016 and then only for a bit then she started it up in 2019 Has decent SEO but a great domain reputation and good social media platforms that have grown with her site Pinterest is #1 for her and Facebook is #2 You have to feed all of them..."We're trying to fill the internet with our content."  We're trying to fill the internet with our content." Be consistent in providing value and serve your community "What's working in Erin's kitchen?" Some of this is personality-driven It's relatable "The struggle is real." "Email is still #1. It's where you talk to your people." Signed on with St. Martin's Press in February 2009 to do three cookbooks She had a Yahoo Group and moved them to the next viable platform Hired her first contractor in 10 months as soon as she could afford it This is a "freight train." Two meal plan memberships were created because people asked for it Listen to the needs of your community She is fearless and has a great team so she launches quickly 2020 slowed down her launches tremendously, but it was a minor launch She has eight launches planned for 2021 Kept the lights on and listened in 2020 She has to remind herself to stay in her lane, which is food Give yourself space and permission to expand your creativity if you have that itch/need Still runs everything on Ontraport but augmented it with Shopify, which is integrated Any and all technology will break so focus on your offer Flip the excuse into an expectation "The internet is drunk this week." You have to set aside time to learn your software and tools Your software can replace one or more staff members If it's not broke, don't fix it She will "audit" her courses and programs annually to make sure things are as they should be Plan. Implement. Evaluate. Make video tutorials for her team to train her assistant and staff and to catch what she missed Follow a regular promotion schedule She'll do some "hidden" or internal promotions regularly "We've never done this before." 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.

    • 1 hr 7 min

Customer Reviews

4.7 out of 5
117 Ratings

117 Ratings

perkofbeingawildflower ,

Awesome guy & awesome show!

Wes does an amazing job of extracting the best of the best out of his guests allowing me as a listener to take the insights and put them into actionable items in my own life. Keep it up!

Mark Colgan ,

Actionable advice for everyone in sales and marketing

The perspectives Wes and his guests offer on this podcast are incredible. If you’re looking for key insights and actionable advice straight from the best professionals in sales and marketing, this is the podcast you need to listen to. Thanks Wes!

Macstephen1 ,

Don't Go It Alone

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

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