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.
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
Professional Sales Tips you'll learn today on The Sales Podcast... Sales leaders and operations are afraid to take away anything from salespeople They complicate their commission plans Companies get new funding and start to change things up "Million dollar home page" Every pixel cost a dollar and he made $1,000,000 in a week in 2003 Then Calm.com ControlTheBuzz.com Then he started Trend Kite, a PR company Was based in Austin, TX Grew it to $30 million in 3.5 years and about 150 people His sales reps always had questions about their comp plans So he created the commission plan software he needed Related episodes and posts How to deliver great prospecting lines Is cold calling dead? Sold Trend Kite to PR News Wire About 500 customers now HubSpot Ventures is an investor 70 staff Half in Austin, some in Philly, and remote Lessons learned Build for the end-user Build for retention End-user delight was something he thought about He thought about the brand "Is cold calling dead?" is not the right question Making outbound calls helps you understand the needs of your customers Build for the end user. Build for retention." There's a lot of noise in the world today His job is to provide a path for his staff His role is to provide security for his staff Economics major His uncle told him to get into sales Kobayashi Maru Crushed his first quota Didn't sell anything the next three quarters He learned to stick to the script and he grew Create the sales methodology Create the pattern match His job is to provide a framework for success for his staff. We're not lazy, we're just delaying adulthood WOW and shoutouts: Wins of the Week Sales Growth Tools Mentioned In The Sales Podcast Visit Quota Path Listen to the Value Props Podcast
Professional Sales Tips you'll learn today on The Sales Podcast... Lessons from billionaires They all have a process They have a startup they bootstrapped They threw themselves into their businesses for 12+ hours/day for 2-7 years Focused on customer acquisition Followed "The E-Myth" They saw themselves as the entrepreneur from the beginning They are visionaries Their explicit goals were to build a business so valuable they could sell it They do three things Does something better, faster, cheaper than the competition Makes people feel better, easier to use, less frustration Quicker ROI Earning more than they spent Related episodes and posts The E-Myth Copywriting 101 They sell once they build a solid business Transition into being a meta-entrepreneur Now they buy and run multiple businesses in the same space and has one acquire the other Buy a business run by an owner/CEO who runs it like they are an employee They are excited, fast talkers They are not doing things that keep them stuck They are not answering customer support emails They are not filling out paperwork They are not tweaking the logo Legacy, emotional value About 85-90% of us "have a book in us" Gain "first-author advantage" Become the expert, the authority, the expert Mail an autographed copy of your book to your ideal prospects People have good attention spans for good content Books that get finished can become best-sellers Create flow Get the headline right Open the loop, open another, open another, close the most recent, then the second, then the opening loop Gain first-author advantage." Be leery of tactical advice...it loses context Functional, emotional, economic Get 100% clear on your promise of value Title Subtitle Make a bold claim Overwhelm readers with functional value despite making a big claim Cultivate the feeling of overwhelm in the reader Offer them a CTA to learn more or get additional support or hire us Existing customers are much more likely to buy from you than a new prospect When they buy your book they have self-identified as someone who invests in their own growth Make four offers from low to high Book Course, masterclass, guide, community Coaching, consulting so you can engage with my team Done for you "Become Immune to Manipulation," by Noah Revoy Dr. Philip Ovadia, "Stay Off My Operating Table" Sales Growth Tools Mentioned In The Sales Podcast Book a call with Joshua Lisec Get Joshua's courses on copywriting
Professional Sales Tips you'll learn today on The Sales Podcast... Is sales dead? Is closing dead? For higher ticket sales, you need great salespeople MDR, SDR, Account Executives SDRs are reaching out cold (Sales Development Reps) MDRs reach out after you opt-in for something (Marketing Development Reps) AEs are the closers Seven beliefs the prospect must have to buy Pain Pain—move away from Unfulfilled desire—move towards Business is about solving problems People exchange money when you show them value But we must start with pain Doubt They must doubt they can do it themselves Why not DIY? Cost It's more costly to stay where they are Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value You must setup these questions It must sound natural Desire The payoff if they fix the problem The compelling future Support Your partners/team will support you in the decision Money They must have the money/budget to invest They must have the willingness to invest the funds Trust Trust in you and the company They must trust your methodology So you must sell them simultaneously on why their current world won't change and it too painful and that your system will work Break down their limiting beliefs Prospects will close themselves when you do this right There are a lot of soft salespeople today Related episodes and posts Close More Sales With the Hardcore Closer Open Relationships Instead of Close Sales With Jeffrey Gitomer There are times to hold people accountable to be in alignment with their words You must learn sales management to really scale your business Ad costs are rising, etc. so you need internal sales teams The business owner must be the leader Salespeople can't perform if they are not inspired Your culture matters Cold calling works great in a targeted industry and you have to reach high up the food chain He goes after founders of $1-$4 million companies He usually gets emails rather easily He gets decent answer rates on calls Data is the biggest thing You need good lists He manually builds his own lists Uses Seamless.ai He can't use their search function He needs a launch point Use BuiltWith to find software they use Find a Facebook Group It's hard to find these people who self-identify Realtors self-identify but use Zillow to see who is advertising so you're not just calling all Realtors Use Seamless to get all of their info Research team customizes the first line to complete the list Then clean the list to have good deliverability If you want to get into sales, reach out If you're not making great money in sales, reach out If you have a service or course or online delivered service, reach out You need to have a way to generate leads You can't just hire a salesperson and cut them loose and tell them to make it work Sales Growth Tools Mentioned In The Sales Podcast Get more Closers on your sales team
Professional Sales Tips you'll learn today on The Sales Podcast... We have a love/hate with social media What is social dynamic selling? He sells seminars Over a decade Lots of direct mail to fill the events High ROI with direct mail, especially if you have a high-ticket offer Direct to consumer is a great industry for this marketing model People buy what they want, not what they need Your marketing has to make them realize they want it He has his own insurance agency Related episodes and posts How To Influence 3 Tips To Become an Influencer In Your Space Who do you want to attract? How do you get someone's attention on social media? How do you get someone's attention in direct mail? Your prospect is reading your marketing letter as they stand over the trash can Fishing with corndogs Get your prospects on the hook and into the boat and then feed them healthy food But give them tempting bait Are they interested and conditioned to making decisions? I'm your best source for "more information." What do you need? Hearing "no" early is a win The direct mail to seminar model is the original funnel He has six metrics he tracks in response rates Each metric is a lever he can sharpen and improve You cannot manage what you don't measure There's nothing new under the sun Direct mail still has the best marketing ROI if you're selling high-ticket products or services." He's repackaging existing offers with a slight tweak and going to market The product or service is irrelevant You need to just figure out how to get it to the marketplace Be content but dissatisfied It's a blessing and a curse Initially he sold one-to-one He could sell bigger ticket items and get overrides, but he wanted even more leverage He learned how to sell one-to-many He learned how to leveraged his time There's a different form of influence when selling to a group Became an NLP practitioner, i.e., he attended one course Perception is reality We have to influence and shape perception We have to meet our prospects where they are This is not manipulation or force "No" is an acceptable answer You can't please everyone." Start with broad strokes and topics to get buy-in and then bring it down to brass tacks He's not a rah-rah guy driving people to the back of the room Know, like, and trust is alive and well The law of reciprocity is alive and well Most items for sale now are commodities Why should your prospects do business with you? Speak to the language they best hear The V.A.K. model Motivation vs. inspiration Motivation is external Inspiration is internal, it's "in spirit." Inspiration is internal. It's 'in spirit.'" Coaching vs. consulting Sales Growth Tools Mentioned In The Sales Podcast Get the book, "Intentional Influence" Visit Social Dynamic Selling
Professional Sales Tips you'll learn today on The Sales Podcast... "Never Sit In The Lobby" Stand up, don't play on the phone, don't be talking, don't show up too early Be ready to engage when the prospect comes out Pay attention Like being a linebacker, keep your head on a swivel Related episodes and posts "Selling To VITO" with Anthony Parinello "The Sales Bible" with Jeffrey Gitomer 57 winning sales factors to grow a business and build a career selling Hired a book publishing coach to guide him through his writing He wrote 2,000 words each weekend because he couldn't do 500 words a day during the week The title matters an his book publishing coach helped him with the title as well The call book factor Always ask for a mini-tour Mini-tours are easy Always show up with something in your hand and something in your mind Always show up with something in your hand and something in your mind." Never fax the facts or ship the shit Greed-based learning Active listening vs. listening to respond Learn and practice empathy vs. sympathy and compassion Don't just be deflecting "Gratitude is a verb" Show your gratitude. Show you are grateful. Don't confuse marketing with selling Never fax the facts or ship the shit." "$10 million in diamonds." Sales Growth Tools Mentioned In The Sales Podcast Visit Glenn Poulos for more sales training tips "Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling"
Professional Sales Tips you'll learn today on The Sales Podcast... Stop losing deals when you're not in the room You have to grow into the title of CEO, so he's a founder How to control the message when you're relying upon your champion to carry your message Tech space experience and financial services Got into sales in the no-profit space and those leaders had to bring it to a board of directors Related episodes and posts Pull Profits Out of a Hat Revolutionize Your Thinking: Brad Sugars Returns He built and developed tools for the company that bought his company How to generate a consensus Without a champion the deal is dead What's in it for the champion The champion will usually do one of two things on internal meetings Wing it Follow a process to make the sale Help them from going on a "treasure hunt" As the sales rep, you must shape that message Enable the champion to carry the message you and the champion created together Notes Content "Mad-libs" If you call on bigger companies with longer sales cycles then give Fluint a try Without a champion, the deal is dead." Sales Growth Tools Mentioned In The Sales Podcast Visit Fluint and make more sales
Neurofeedback Tips you'll learn today on The Sales Podcast... Neurofeedback started in the 60s Help retrain the brainwave activity Can get rid of seizures Can help with ADHD, anxiety, PTSD, dementia, BrainTap is a good device if you can't make it to her office Related episodes and posts Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil The Most Interesting Entrepreneur In The World, Bob Moesta. She does a brain map Finds areas of the brain working too fast or too slow Professional athletes and CEOs and those looking to improve performance are diving into this space The brain vs. the mind It's hard to improve the mindset if you don't address the processor first, i.e., your physical brain Autism, post-concussion, etc. Logic and decision-making can be improved with kids You can have an attention problem and it not be ADHD Classic ADHD has more slow-wave activity vs. fast-wave activity The reason you're hyper is that your brain is looking for stimulation ADHD drugs stimulate the brain to go into fast-wave activity so we can concentrate Reward to create more of a behavior Pavlov's dog Look at the lobe's of the brain Sensors detect the brain's activity Get realtime audio/visual feedback Reward causes new behavior About 40 sessions can change the brain for up to 30 years You may need a "tune up" if you've got some underlying issues, injuries, etc. If you're older, on medication, or have had a lot of trauma Reorganization of the brain Exercise and food are important, but why is it good? Exercise—particularly weight lifting—increases dopamine, which helps your brain Food and supplements can hurt you and your brain Guided breathing Sleeping is healing, so get good sleep Sleeping is healing, so get good sleep!" Sales Growth Tools Mentioned In The Sales Podcast Visit Brain Train Centers
Mastermind Tips you'll learn today on The Sales Podcast... Masterminds changed her life She was an employee at a law firm The attorney wanted to automate his law firm She found her people She saw that business owners all had similar challenges Staffing Leads Sales Marketing Cashflow It can be lonely being an entrepreneur Masterminds give you speed to make mistakes Related episodes and posts Join The Five Build Extraordinary Teams Runs her masterminds strictly No electronics You're totally present You share your biggest issue via hot seat You share your biggest takeaway No more than 10 attendees She leveraged her network to start Started as a one-time retreat, sold the value, and upsold them into a year-long membership Attendees voted on allowing that person to join If I'm not having fun, I'm not doing it." Live quarterly meetings Live monthly calls Accountability each month Collaboration is powerful Do you need a coach or a mastermind? You can't read the label from inside the bottle." One voice vs. multiple viewpoints giving insight and input Lots of entrepreneurs have staffing issues Compensation Hiring Profit-sharing Small hinges swing big doors." Sales Growth Tools Mentioned In The Sales Podcast Visit Dex Connects to find your mastermind
Professional Sales Tips you'll learn today on The Sales Podcast... B2B buyers want to be in control of and drive their research and overall buying process Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors. Here are the 3 new rules of sales and marketing Here's a fresh approach to the B2B sales funnel Related episodes and posts LinkedIn Ain't Selling Says Sales Trainer Lance Tyson How To Make Your Prospects Thirsty, With Harry Maziar Co-founder of a CRM/marketing automation company His clients say they need something new Has been in sales & marketing for over 30 years Was at a board meeting presenting his pipeline and projections He was challenged "How confident are you in these projections?" How good are you at forecasting and predicting? He was doing more guessing than the should have been Most of the sale happens when the salesperson leaves the room Prospects want to feel like they're in control of the buying prospect How good are you at forecasting and predicting?" Get the prospect into the revenue zone Is there demand for what you offer? Do they trust you? How do you lay out the yellow brick road? Not focused too much on the prospecting side of things in this book It's easier to get a meeting, but harder to get a meaningful meeting A confused mind says 'no.'" Don't stalk your prospects...educate and support them Prospects get confused and overwhelmed with all the data Help your prospects avoid the rabbit holes Help them avoid being overwhelmed A confused mind says "no" Is there a pending event?" Usually a buying team at larger companies Take your current sales cycle and reverse engineer it Where are the bottlenecks? Where are the trends? This is great for marketing leaders who are working more closely with sales This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople Sales professionals should continue qualifying/disqualifying Is there a problem? Is there a pending event? Sales Growth Tools Mentioned In The Sales Podcast Get Tom's book "The Revenue Zone: The Ultimate Playbook for the Next Generation of Sales, Marketing and Predictable Revenue Growth." Visit Tom Burton's website
Persuasion Tips you'll learn today on The Sales Podcast... Homeschooled Thinking outside the box Figured that getting people to go along would be beneficial "White Bears and Other Unwanted Thoughts" "The Logic of Failure" People don't have full control over their thinking Related episodes and posts Trial Attorney Turned Persuasion Expert Master The 6 Persuasion Power Levers With NLP & BJJ Paul Mascetta Started her career in tech More in the creative and product area Propaganda is a form of persuasion The Roman Catholic Church was the first to leverage propaganda in the 1600s Logical fallacies White, black, grey propaganda She's for medical freedom Not a fan of Biden's vaccine mandate Our government's reaction to COVID was a huge propaganda campaign We were reeducated during the lockdowns It was all-COVID all-the-time on every news channel Few see the narrative and how this was all connected Films and Hollywood have groomed us to persuade and manipulate us This is a unique opportunity to shift humanity." ~Klaus Schwab Good persuasion and propaganda is subtle It's hard to hide a lie Grow up and understand the power and fragility of freedom Connect and convince people with emotion "If you buy from us, you'll feel better." Connect with the lizard brain When you're pitching someone, you can put a positive spin on it It all ties back to understanding what people want You must understand your audience Know what's in it for them You are not your customer It's not about you Propagandists have so much confidence Propagandists have repetition and persistence on their side We must enter the conversation going on in the mind of the prospect." ~Robert Collier Why do smart people fall for propaganda? Seeing patterns is a sign of intelligence Memorization is not intelligence. You must be a lateral thinker People have no imagination People have no creativity Sales Growth Tools Mentioned In The Sales Podcast Get all the Propaganda Fluent Links Visit Propaganda Fluent Listen to the Propaganda Fluent Podcast
Professional Sales Tips you'll learn today on The Sales Podcast... CEO and CMO Launched new idea during COVID VCs were shrinking He couldn't even meet with his co-founder unless they walked his dog Understand the process of ideation Meet with potential co-founders Launch during a crisis Use the turmoil and chaos as an opportunity Launch when it "makes no sense" Related episodes and posts Use AI to make better sales calls Build Extraordinary Teams With Juliana Stancampiano. When people are worried about sales, they are more discerning with their spend Demos are always dangerous Demos can be complex and time-consuming Sales teams are thrown to the wolves to do the demo correctly Yoav launched and it was a top product on Product Hunt 200 press articles in their first 18 months The landscape is in need of good demo tools Demos are always dangerous." Hired a VP of Sales They had two founders and a developer VP of Sales hit up his peers to get additional validation VP of Sales started selling as well Had a $6 million seed Got $2.5 million up front People change their minds on what's a good idea when you send them an invoice They asked prospects about their challenges to see what they described as their friction and issues It's a great tool for SaaS solutions Drag n Drop demos Add prospect logos Not great for mobile apps Won't break because you're not connected to the backend Demo typical use cases People change their minds on what's a good idea when you send them an invoice." He and his co-founder both had startup experience Raised $56 million in total He had to move fast in hyper-growth mode to shift the market Has over 100 employees now with over 100 big clients Be bold, move fast, break things The market perceives them as the leader Getting over 1,000 inbound leads/mo now Came out of stealth on the high end of the pricing spectrum and it worked Constantly test, experiment, and research Go high on your pricing to establish your value in the marketplace." Focus and demand can put pressure on you to accept less-than-ideal clients His product team is organized and does not allow noise to interfere with decisions Sales Growth Tools Mentioned In The Sales Podcast Visit Walnut to create more than interactive product demos
Sales Tips you'll learn today on The Sales Podcast... In the same way we get a lot of power from splitting tiny atoms in the form of nuclear energy, you can unleash great power in your life with tiny changes Your habits shape your identity The four steps to building better habits Make it obvious Make it attractive Make it easy Make it satisfying ...the aggregation of marginal gains." ~Dave Brailsford, Performance Director of the British Cycling team Massive success does not always require massive action Over time, a tiny improvement can make a huge difference Habit improvements compound like money compounds with interest Be patient Be disciplined Don't slide back into your old routines and habits On a flight from L.A. to NYC, if the plane is 3.5 degrees off course, it will miss NYC by 225 miles and land in D.C. Success is the product of daily habits Be more concerned with your trajectory than your results Your outcomes are lagging indicators of your efforts, your habits You get what you repeat Good habits make time your ally Positive and negative compounding habits Productivity vs. stress Knowledge vs. negative thinking Relationships vs. rage Breakthrough moments come after long, focused periods of invisible work Bamboo Cancer Business wins The Plateau of Latent Potential Change can take years...before it happens all at once Mastery requires patience People call you an overnight success The Valley of Disappointment The results of our efforts are often delayed All big things come from small beginnings Breaking a bad habit is like uprooting a powerful oak tree Building a good habit is like nurturing a delicate rose one day at a time Forget about goals, focus on systems Goals define the results you want, systems are the steps you take to get those results The only way to win is to get better every day Bill Walsh, Super Bowl-winning coach of the 49s said, "The score takes care of itself." Goals are good for setting direction, systems are best for making progress Winners and losers have the same goals Goal setting suffers from survivorship bias Achieving a goal is only a momentary change You must address the cause, not just the symptom You need better systems With the proper input, the output will take care of itself Goals restrict your happiness Goals create an "either-or" conflict A systems-first mentality is the antidote Goals are at odds with long-term progress It's a yo-yo effect We want to do more than win the game. Systems help us to continue playing the game. You do not rise to the level of your goals. You fall to the level of your systems Focus on 1% improvement Make small, easy-to-implement changes Why is it so easy to repeat bad habits and so hard to form good ones? We try to change the wrong thing We try to change in the wrong way Three layers of behavior change Outcome (Get) Processes (Do) Identity (Believe) Most of the time we work from the outside in We need to work from the inside out, i.e., from the identity to the process to the outcome Shift the focus from what you want to achieve to who you want to become "Want a cigarette?" "No, I'm trying to quit." "Want a cigarette?" "No, I'm not a smoker." Behavior that is incongruent with the self will not last The ultimate form of intrinsic motivation is when a habit becomes part of your identity Take pride in yourself and you'll be motivated to maintain the habits True behavior change is identity change Improvements are only temporary until they become part of who you are Become a reader Become a runner Become a musician Get out of your cognitive slumber "I'm terrible with directions." "I'm not a morning person." "I'm horrible at remembering names." You create your own reality of negativity Identity conflict is your main barrier to positive change You are self-sabotaging because of your negative identity Progress requires unlearning So how do you form your identity? Your beliefs are learned and then conditioned through experience In other words, your habits embody your identity The word identity is derived from the Latin words essential, which means being, and identidem, which means repeatedly So your identity is literally your "repeated beingness." The more evidence you have for a belief, i.e., "I'm terrible with names," the more strongly you will believe it. The process of building habits is the process of becoming yourself Fortunately, meaningful change does not require radical change If a change is meaningful, it is big! To change who you are, change what you do. Trust yourself. Learn to trust yourself by doing small habits repeatedly that bring about the small results you're seeking You don't have to be perfect. You don't need a unanimous vote to become a new you. Just give yourself new evidence of your new self to create your new identity Who do you want to be? What do you want to stand for? What are you principles and value? Who do you wish to become? Maybe you have some big goals. Write those down then work backward to figure out what you need to do to get there. "I want to write a book (outcome-based). Who is the type of person who writes books? Someone who is consistent, disciplined, and reliable. Okay. I am a consistent, reliable, disciplined person (identity-based)." This is a feedback loop. It's a two-way street Focus on becoming the right type of person you need to be and the outcome will take care of itself Know who you want to be. Habits help you become that someone. Sales Growth Tools Mentioned In The Sales Podcast Order the book by James Clear, "Atomic Habits: Tiny Changes, Remarkable Results. An Easy & Proven Way to Build Good Habits & Break Bad Ones' by James Clear
Professional Sales Tips you'll learn today on The Sales Podcast... The Spirit of Selling: Using Universal Laws For Sales Success The boomerang law Money is earned, it's not made You earn commissions from services rendered Get in the good spirit of selling What you put out into the world comes back to you Related episodes and posts Be a Go-Giver with Bob Burg I Have 7 Children By Choice His mentor was great. He was a football player and they spoke about the competition like they were the nemesis. They were competing and comparing, thus they were dealing from the realm of you have to go out there and "eat their lunch." That was a stressful process Reframe the internal perception that "I am going to win because I am adding value." Great salespeople show great empathy Walk a mile in the shoes of your prospects Assess if what you have will assist with their transformation Know what you are selling Understand and believe in what you're selling Know the value that you bring Get the prospect to move from logic to feelings so they will open up and move them from focusing on 'what is' to 'what could be.'" Everyone has the money, but do they have the desire to sacrifice their money and time to buy what you're selling People come from logic and keep you at arm's length until they trust you and let you into their heart A lot of prospects think they can't get what they want We are too negative with ourselves School beats our creativity and imagination out of us Get your prospects to imagine their potential No desire, no sale." Accomplish, fix, or avoid things How big is their desire (pain)? Is the problem bigger than they thought they had? What are their motivations? Are they in pain? Universal laws hit at the heart. They are not logical, but they apply in any and all environments." Less stress is better Your boss is your personal trainer Do you judge money or expect it? "Money is the root of all evil." "Most people with lots of money are devious." Sales Growth Tools Mentioned In The Sales Podcast Visit "The Spirit of Selling: Using Universal Laws For Sales Success"
Entrepreneurial Tips you'll learn today on The Sales Podcast... Founder of Verse.io Got into real estate after trying to become a movie producer His uncle was in real estate 2008 real estate crash crashed his dreams Got into a boutique real estate brokerage firm in San Diego and fell in love with the industry Always had an entrepreneurial spirit Had a team of agents Tried to feed his agents leads Learned how bad his agents were at following up with leads All agents were terrible at following up with leads Related episodes and posts Chris Orlob is using AI to qualify your leads Use Qurious AI for your team to grow sales He and his brother started "My Agent Finder" Raised some money Grew to a nationwide market in 2015 Agents loved his leads He was great at qualifying and disqualifying leads, but they were a small portion of the leads their clients were getting Time kills deals." Clients started asking him to qualify their leads Expanded into more industries Humans are humans Follow up is key This is an internet leads problem He used to meet leads by having them walk into his office! "Location! Location! Location!" He would shake their hands, look them in the eyes, and confirm they were good leads. Chris Orlob created Gong.io and AI to help you grow your sales. Leads now come in day and night, with all levels of interest, with fake info Time kills deals Use humans + AI to supercharge your lead flow 72% of homebuyers will work with the first agent they meet." Buyers aren't typically looking for an agent. They are less loyal. 40% of his leads were for homeowners looking to list their homes. There are 10-20x the number of real estate leads, but the same number of homes are being sold You must filter out your leads and disqualify them quickly The majority of leads are disqualified." With the right mix of humans plus AI you can get really good at lead qualification and lead disqualification Don't replace humans, make your salespeople more efficient You need to make 6-8 touches to follow up with a lead Convert inbound leads to qualified opportunities Sales Growth Tools Mentioned In The Sales Podcast Visit Verse to book a demo on how to convert more leads faster
Communication Tips you'll learn today on The Sales Podcast... Native New Yorker Learned patience and how to work with a culture that is not motivated by money in Costa Rica How to motivate people Grew a call center to 600 employees Looked at quality of life Gave unlimited vacation time Helped him relax and calm down, which was healthier He had to be within two bus stops for his workers, so location was key Take the 1,000-call AI challenge to make more sales with outbound calling." People today are looking at quality of life as well now in the post-COVID world People understand their worth now He is paying his people better Create a better culture to offset lower salary if you can't match your competitors Chris Orlob discusses using AI to close more sales on The Sales Podcast #233 Working in the B2C world to return calls to leads and transfer to a sales rep Calls are so rare post-COVID, so making calls can be more effective today Multi-media, multi-step follow-up is key He's creating a contact-solution vs. a call-center-solution He has a conversational AI product Personalized greetings Tied to your CRM, i.e., tokenization Does a TO—turnover—quickly when the system doesn't know how to answer People want to be more direct and get to the point faster The AI has to listen We don't listen to learn, we listen to reply Listen to understand Your AI can keep you Conversational Consistent Compliant Cost-effective You need 10-agents at least to benefit from his software It's an all-in solution He's the gas of the fire, not the spark It's a model that has to be trained by humans Get your sales cycle dialed in before you bring in AI Sales Growth Tools Mentioned In The Sales Podcast Take the 1,000-call challenge at Vocodia
Sales Tips you'll learn today on The Sales Podcast... Made a pivot in life from being a CPA after six years Be curious about your prospects Be interested in helping your clients Ask great questions Lean in The client will get the feeling that you are sincere and will be easier to work with The hard part is connecting for the first conversation Bring insights Be an expert Help the prospect first Outsmart and Outmaneuver Your Competition To Grow Sales Legal matter management systems Competitive space Be curious and committed to helping your clients to gain their trust and business." Well known in the space, especially New Zealand and Australia He's the first VP of Global Sales He started with guerilla marketing at the beginning Created their own community, Inview, that they host with over 2,000 members Traditional sales methodologies are not working, i.e., cold calling, cold email, trying to get a blind meeting, or set up a demo Digital marketing is working for them Targeted posts and campaigns Targeted emails Provide tools and industry insight that addresses the key challenges of their prospects Make it easy to be contacted after you pique their interest Cast that wide net Lead scoring is key A sales professional knows it takes multiple touches to reach the best prospects He'll target all of the top people at his target accounts They do placement ads, associations, organic posts, etc. They test and measure They have fun at their trade shows (Legal Tech is now Legal Week) They wear T-shirts, give away cool things Optimistic vibe from attendees Sales Growth Tools Mentioned In The Sales Podcast Visit his site at LawVu
Entrepreneurial Tips you'll learn today on The Sales Podcast... He used to focus on the money Now he focuses on how many people he can help Now he makes more money Self-employed since 1997 Was a media buyer back then We present good information and let people make a decision." In 2005 he launched his first online business Came out the other end tired and woke up and just decided to sell his business His advisor told him to hold on for another six months because the market was turning around in his opinion He put together some SOPs and sold in 2010, took a year off, and joined the Quiet Light Brokerage then (a team of two) Last year they did $250 million in transactions Grown 55% a year on average the last four years They represent the sellers They don't "sell." Considers himself an educator When you're desperate you can't give it away He was a typical entrepreneur He ran his business and got sick of it and wanted to move onto the next venture, but he wasn't prepared for it Most entrepreneurs don't have accounting in place Most entrepreneurs don't have accrual accounting He didn't outsource his accounting Outsource your e-commerce accounting Set a goal to sell and reverse engineer your business You need to know your exit goal in dollars to know if it's a pipedream or a reality Buyers are looking for four things Risk Is it a single-channel vs. multi-channel? Is it a young business? Buy a bigger business with more history Growth Transferability Documentation Gets 300-400 leads a month The valuation call is free Buying with an SBA loan is fantastic But SBA loans are tough for online businesses since they might be too young or they co-mingled their finances You need to qualify as a business and a buyer for an SBA loan E-Commerce Lending in Florida is a great SBA broker/lender His median transaction size was $1.8 million and 90% were all-cash SBA deals are usually more stable and more likely to close, but they take longer It's emotional It's hard to find a buy-side broker He has to help the buyer as much as the seller He creates a detailed P&L He asks all of the tough questions upfront There are lots of reasons to sell a business Entrepreneurs get shiny-object syndrome and want to move on In the vast majority of businesses, the bulk of the money is made when the business is sold, i.e., when Elon Musk or Jeff Bezos "sold" by going public Most people don't take a lot of money out in the early years In 2021, about 30% of buyers were FBA Aggregators—Fulfilled By Amazon This is new in the last five years, Thrace.io is the biggest The other 70% are private equity firms (20%) and smaller entities buying for themselves (50%) "Acquisition Entrepreneurship" - "Buy Then Build" You should like what you're doing There will be tough periods so it helps to have a passion Training and Transition period Hold back 20% to keep the seller around 2013 he closed 23 transactions that were sold by what he'd call kids today We're in a different world now People know what an online business is today Transaction size has grown 10-fold 3.7 offers per listing But it's not as crazy as real estate Younger businesses are growing quickly This is not a passive investment You're buying a job Most transactions are done remotely, without meeting in person He does best when he focuses on one thing His one thing is M&A, so he doesn't mess with crypto See Cryptocurrency-Related Posts J. Hunter: Crypto Gaming Nik Bahtia: Layered Money author Erik Voorhees: Bitcoin Explained He has never had his entire team of 15 in one place He has never met his business partner's spouse in the decade they've been partners The book is a playbook for the seller If you're buying an online business, get his book and, "Buy Then Build: How Acquisition Entrepreneurs Outsmart the Startup Game" Sales Growth Tools Mentioned In The Sales Podcast Get a free download of "The EXITPreneur's Playbook" Get his book, "The EXITPreneur's Playbook: How to Sell Your Online Business for Top Dollar by Reverse Engineering Your Pathway to Success"
Entrepreneurial Tips you'll learn today on The Sales Podcast... Play crypto games like Pegaxy The power of decentralization and "DeFi" or decentralized financing IDO (Initial DEX Offering) is similar to an IPO (Initial Public Offering) ICO (Initial Coin Offering) is similar to a TGE (Token Generation Event) Nik Bhatia discusses, “Layered Money: From Gold and Dollars To Bitcoin and Central Bank Digital Currencies” Sales Growth Tools Mentioned In The Sales Podcast Check out the Crypto Gaming Team Get his book, "Zero to Hero Crypto Guide: The Only Resource You'll Need To Understand: Cryptocurrency, Decentralized Finance, Crypto Gaming & The Metaverse"
Entrepreneurial Tips you'll learn today on The Sales Podcast... How do you define a win? "I made a sale!" "I closed this guy!" Top salespeople define winning as "I made a difference for the customer." Spend more time in diagnosis to become great Acute listening Ask better questions Stop winging it Lather, rinse, repeat Rory Vaden Turned Failure Into Sales Success Retired about 18 months ago from the business he founded Can we replicate sales systems? Interviewed 30 sales experts in 20 different industries Real estate, RV sales, insurance sales It's only creative if it sells." People reject the idea of sales because they have been offended or experienced the stereotypical salesperson He's a college flunk-out You need to get comfortable in sales and marketing as an entrepreneur Focus on the long-term potential of your clients to earn referrals and repeat business Know the lifetime value of a customer $5 is the average sale of a Taco Bell customer, but they'll spend $11,000 over their lifetime Most of the people interviewed said this was not their default approach Guys are usually more aggressive and wanting to "win" the sale so they have to grow out of that a bit to be more of a servant Never stop learning Stew Hansen was a top Dodge dealer in the country and they had dinner and he had just turned down a buyout offer and he was the first one in the morning session taking notes Being successful only means you were right once I'd rather wear out than rust out." Hearse driver in New Orleans and said, "Work is like my vitamin." "Halftime" by Bob Bufford, move from success to significance Master negotiation. Your job is to determine who has the power, then act like you have none. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Servant Selling Book"
Sales Tips you'll learn today on The Sales Podcast... Work effectively, remotely How to organize, build culture, communicate Those with remote staff are handling the Coronavirus better than many "traditional" companies You don't have to see your people to know they are working "How do I delegate work?" Have high expectations Hold yourself accountable to constantly improve." She tells her team to shut down and take time off If you hire adults you trust with a great skillset who are motivated, you get results Work is still measured and output is calculated Burnout is real when you work from home Tricia is an extroverted people-person, High D personality She had her doubts about working from home You do have to retrain your brain Create your in-home schedule Create culture and even fun despite being remote They have a Monday morning team Zoom call You need a new skillset to lead people remotely You need more patience You don't need everything now Get a good webcam so you can see one another See them frequently and schedule it You need to meet them on video calls at least weekly Turn your notifications off Decide how to spend your time so you're not at the mercy of the world They meet in person quarterly Be thorough in your metrics Track your KPIs Be an open and transparent leader Links Mentioned In The Sales Podcast Visit Belay Solutions Get "The BELAY Guide to Working From Home
Entrepreneurial Tips you'll learn today on The Sales Podcast... Musicians can be "artsy fartsy" but he became a player with an entrepreneurial mindset Wanted to travel the world after his parents split up He'd love to travel with others and tour but he needed a band He was a drummer at the time but knew he needed to write some songs so he borrowed a guitar, taught himself, and got after it When he was 8 he wanted to be an author His bands did well quickly because he approached it as a business His CD was on the desk of Gene Simmons and he was looking for Canadian bands since his wife is Canadian (Shannon Tweed) He needed a creative outlet but he also needed to pay the rent He stopped everything to take care of his dad who had stage four cancer Not performing currently Data over beta (intuition)." A lot of artists feel guilty charging for their work People feel unworthy of money They allow limiting beliefs to set in You need to approach this with a "whole brain," i.e., creative and logical Why do celebrities do drugs and salespeople need hugs? Artists will self-sabotage to do what they want instead of what their fans want In 2021, with five mouths to feed, he has felt pressure and stress from having to provide for them He has to go create the cash and he loves the challenge The story is the challenge He was writing his book with a thumb on his iPhone while holding a sleeping, puking, farting baby Be resilient and disciplined to impact others This is what drives him No bad things can happen anymore in my life. You must hone your skills It takes practice and dedication When you fold, it doesn't mean you're weak, it might just mean you haven't honed your skill or found your groove or your recipe or your mentor He's a recovering perfectionist Quick and dirty, all the way Make offers every single day Build up your list Build up your asset Promote someone else's if you don't have your own Give them an irresistible offer Peter Cetera and Cher Protect the core product/offering while also testing new ideas They must all feed into/complement one another Innovation is different than inventing Keep fun in it People want results, not another course You have to piss people off Lukewarm is bad for business From six strings to six figures Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Hobby Boss: Turn Your Passion Into Profits"
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
Professional Sales Tips you'll learn today on The Sales Podcast... Most things are applicable to sales and marketing Charles Manson, Napoleon Hill, Zig Ziglar, and astronauts Been in commission sales since he was 14 Sold Krispy Kreme and won a contest and a bicycle Started mowing lawns...but didn't mow the lawns since it was so hot in Atlanta in the summer Told the customers to name their price for what they thought it was worth Grew up near Bobby Jones's home course Got to listen to the CEOs of Coca-Cola and other Fortune 500 executives His "comfort zone" was everyone was successful and golfed at East Lake Golf Club Most got their starts in sales and they realized they were always in sales A hard 'no' beats a soft, sweet 'maybe.'" #1 at Macy's (Davidson's back then) 1955 he answered an ad about marketing plans in the Atlanta Journal-Constitution Met Zig Ziglar on his first interview Went from $100/week to $40,000 a month Zig won a Rolls Royce and Ben won the "mystery prize" and became CEO of Holiday Magic Cosmetics (William Pen Patrick) at the age of 25 He went on a 25-city tour with Bill Patrick to introduce him Bill Patrick hired Napoleon Hill to be Ben's mentor when Hill was 84 and Ben was 25 "Call me Nappy!" Rodney Dangerfield tied $50,000 is what Bill Patrick paid Napoleon Hill in 1966 to train Ben Napoleon Hill had a horrible family life W. Clement Stone Earl Nightingale, "If you want to keep a secret, publish a book, put a copy in every library, and nobody will ever learn it!" Pace Seminars and comfort zones W. Lamontt Bowens, out of prison, law school, helping juveniles Ben Gay had a stable family while Lamontt did not You need to reset your comfort zone Hang out with people who are where you want to be Sell from a position of strength Jim Rohn used to say, "Some will. Some won't. Next" His goal is $2,800 a day, which is how you get to $1 million a year It's "I am rich now. I am healthy now." Get one good suit and keep it clean There are no shortcuts He must always fight the urge to be lazy and fight procrastination He wants to stay in bed until noon Three ideas from Napoleon Hill Integrity in all things Focus Take action Be disciplined Write it down and get it done Always have pads handy (Napoleon Hill advice) He had 71 fresh ideas/reminders after a 3-day weekend Not all looked great come Monday, but those that made the cut were done that week Selling hasn't changed "Can I trust you?" Sell a good product, at a competitive price, to the right people Script chunks to be disciplined in sales and to win in sales The sheepdogs have gotten faster, i.e., the sales/marketing/technology tools have gotten faster He has given over 5,000 paid talks to over 2.5 million people Become a person of class, quality, and substance You must always sell yourself first Has written 24 books (at least) He uses one close...sales infiltration...sells himself..his magic close is, "Wes, based on what we've discussed, here's what I suggest we do...Fair enough?" Handle any objections, rinse, wash, repeat. Jimmy Rucker, Part 2, sales infiltration Judge Ziglar One-on-one is still important in sales Prospects still want to know "WIIFM"? We sort our emails with our fingers over the delete button You must get your prospect's attention Most sales are made, lost, or heavily influenced in the first few seconds Speed of capturing attention is important You can speak to 20,000+ a day with technology today Don't judge a book by the cover Went to buy his first Cadillac but he walked in wearing casual clothes and was judged by the sales reps as not worthy when he was 23 years old He bought or leased over 300 luxury cars they lost out on Has bought over 600 luxury cars to give away over the years Become a dynamic listener Bought 48 Lincoln Continentals at once over a phone call Become a "sales infiltrator" His father-in-law, Gigi's father, had a salesman who was his #1 salesman, Jim, who would offer the kids Cokes (with their parent's permission) and get them calmed down and drive the prospects around but Jim would sit down, put his cowboy boots up on the desktop and say, "Now that we've passed the pleasantries of the day, tell me: do you have any money?" He didn't spend any time looking for the "four corners" Get permission to ask questions and you can ask anything you want 10.5 million copies sold (as of 25 years ago) of "The Closers: Part 1" Stop going to battle Form a team: One has the money, the other has the knowledge/information Take away the "think it over" "Maybes" will kill you A hard "no" beats a soft, sweet "maybe" You can build rapport quickly He was in discussions with David Sandler to partner and they got along but David died "Fair enough?" You must smoke out the real problem How prospects have changed, and it's a time-saver: the prospect is well-informed Be likable, trustworthy, knowledgeable Work your system You must take full and complete responsibility Otherwise, you can explain away anything He learned this from Lee Trevino who was struck by lightning twice He used to have an "executive package" when he was selling his training material Small hinges swing big doors Listen for the grunt Put an exclamation point and make the "bad news" "good news" He has always stayed in the game J. Douglas Edwards (Tom Hopkins) Check their fingernails and heels of their shoes and have a meal with them and see how they treat the waitstaff Bobby Jones golf story Hire Eagle Scouts and military academy graduates Fame/success by association Look for interesting people His English teacher took a liking to him and make him a speaker and a writer Holiday Magic Cosmetics (largest MLM in the world at the time) Bill Dempsey recruited him Ben was winning the weekly awards and would share what he was doing Was speaking to auditoriums of people and was beating Zig Ziglar in sales "I will pay more to effectively communicate than any other talent." Sales Growth Tools Mentioned In The Sales Podcast "Think and Grow Rich" (Best-selling, least-read.) "Don't Let Your Past Hold You Back: The Redemption of a Gansta"
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
Performance Tips you'll learn today on The Sales Podcast... Clinical Psychologist Psychology of injury rehab Sales support from a medical side Opened his own practice Performance expert How to get the last 1% out of people We're terrified of success." We're afraid of the moment we realize we failed Success is never a conclusion We're good at bouncing back but not pushing the bar? We're not comfortable being in areas we can get exposed If you make the small habits, the big ones are easy "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones" Priming the person to be ready for change People always resist at first Get people to buy into why they need to change Find out what's important to them and listen genuinely Create dissonance Popcorn kerneling (stuck in the back of your teeth so you remember me) Challenge them indirectly Prime the prospect to pay attention to their pain People take a while to open up There is always something back there We're afraid of opening-up We know if we open up we'll have to work on fixing it We think we won't be good enough We think we're coming for help for an "issue" vs. our character You need to see the big picture You're running your own race It's tough to admit "I'm a work in progress" Meet them where they are Take your time to get them to open up We're all in sales all the time Sports coaches have to sell every day (they should immediately hire a PR expert) We're always falling short of our dreams and what we think we can get to But you're getting better every day, so stop being so hard on yourself Life's not fair Not all good people win Not all assholes lose See your struggles and opportunities for what they are and change what you can "Iron Chef" and "Chopped" say "figure it out" Nick Saban connects psychologically with each player as they require He innovates It's all selling and PR Nick Saban was an early adopter of the psychological aspect of sports You can't change people Change yourself Be coachable Want to get ahead Be willing to do what needs to be done and admit you don't have all the answers Nick Saban leads from the front Be expansive The best leaders will have some anxiety/comfort for bringing in the best It's our own insecurities that lead us to throttle our brightest people or to seek all the credit Three levels Present Answer Converse Great people journal every day Don't let your emotion of today guide you Detect trends Follow the greats Success leaves clues Sales Growth Tools Mentioned In The Sales Podcast Get Dr. Bhrett McCabe's books "Break Free From Suckville: How a Simple Mental Change Will Spark Your Performance" "The MindSide Manifesto: The Urgency to Create a Competitive Mindset" "The Game Plan: Managing Your Champ & Chump (The MindSide Manifesto Companion Series)" "Elite Journal: Dr. Bhrett McCabe's Performance Enhancement Manual"
Performance Tips you'll learn today on The Sales Podcast... He was hitting the same walls as other therapists/coaches He'd run people through tests to see what's going on He had varying degrees of success with his clients For 14 years he has searched for how to create 100% success for his clients Shifted from the physical to the mental side of therapy and coaching Took an online business program (with big promises and big price tag) Showed up with a great attitude Did everything they taught "What's the blind spot here?" What's the blind spot here?" He found not one but 40 blindspots! He met with people who failed in various business programs when others succeeded to find their blind spots Created and "If this, then that" flowchart Tried to create a "Perception Process" quiz so people can analyze themselves Willpower vs. Perception vs. Emotional Willpower people need to be challenged to just do it once they accept they are willpower-based Perceptive people need to change what they think about things and they'll become easy Emotional people need to change how they feel about things and it'll become easy Found another blind spot Personality tests are skewed because we don't answer them honestly Ask them "What love languages are total bullshit?" Hard to become more proficient based on a personality test We must know how we process things to become effective Your personality changes over time as you grow and age Perception processes never change So he asks people how they struggle When we complain we show Chris a two-part formula for showing how they think Most of us have willpower-based tag lines, i.e., task-oriented Help Perceptives view it so they see it different Do you need time, tools/phone a friend, or just give up? 47 tools he can use Two guys One makes steady, incremental progress One blows it up then coasts then blows it up again Learn how to create a steady state of productivity Three kinds of leads Business owner Coaches that want to help their clients People who just want to be more productive Apply this to performance-based goals Some need to resolve their past but some need to have a better vision of the future When you're a perfectionist you must do something outside of your head to get into a flow state Some need to resolve their past, but some need to have a better vision of the future."
Tips on How To Sell Different you'll learn today on The Sales Podcast... Why are you different? Selling is hard today It's hard to differentiate today You won't get a lower quota "Win more deals at the prices you want." 15 chapters with exact strategies Too many books are too complex to implement The buying experience matters." The buying experience matters Make people feel special Don't make your clients feel like a number Lee goes to the same restaurant because the waitress remembers them "People buy you." Jeb Blount How to sell up and down the chain We've been taught to probe for pain but... We need to probe a level deeper to find out if it's a problem or an inconvenience You have pipedreams instead of a pipeline because you don't go deeper Sales Growth Tools Mentioned In The Sales Podcast Get "Sell Different" book here by Lee Salz
Emotional Tips you'll learn today on The Sales Podcast... He's an emotions expert Not mind control It's a feedback loop We've all been lied to...hint...deflect...hold back Emotions, momentum, etc. matter Facial encoding Find a better course of action when you can read people Salespeople see what's happening at the grassroots level Body language is limited in its ability Facial coding can get you into seven emotions Two dominant emotions are happiness and anger Approach emotions Happiness: open to consideration Anger: approaching to strike you Maybe confused Eyebrows come together and go down Lips purse together so hard and you get a bulge on the bottom Snake eyes: I'll defy you He was trying to displace an incumbent in a sales opportunity but took a bad approach and saw the lip bulge and never recovered He won another sale and in his euphoric state he missed some signals in his next sale and lost that one If you talk too much you'll talk yourself out of the sale Look for valence: onboard or not onboard Leonardo Davinci Contempt and trust are key in sales A smirk can look like a smile if we're not paying attention Look for the "Mona Lisa smile" The face is the only place where the muscles attach directly to the skin Writing is painful but forces you to learn Focus on contrasts because we're simple creatures Facial coding, "By the age of 50, a man has the face he deserves." George Orwell Myers-Briggs is limited Doesn't allow for neuroticism About 40% of us are neurotic The Big Five or OCEAN Openness to Experiences Conscientiousness Extraversion Agreeableness Neuroticism Sales Growth Tools Mentioned In The Sales Podcast Get his book, "Blah, Blah, Blah: A Snarky Guide to Office Lingo" Get the "The Devil's Dictionary"
PR Tips you'll learn today on The Sales Podcast... Newsmax host Started at the bottom as a journalism major Must be willing to do anything and everything they ask of you You must put content out there Blog Videos Got quoted as an expert and that led to more business Be passionate Does PR still work? Give people advice is the best way to market yourself." We're getting our news on social media It's good that your clients see that you are in the media It's social proof Your prospects will research you More people are visiting social media to see what's out there on you You can pitch yourself on different topics Start local Think of what's timely or trending Get creative Use Google to see what those in your industry are showing up for Local stations want to zoom in on national topics Use a simple pitch Local news will take a chance but they will Google you Local is not always live if it's for a typical segment Local news reporters will be kind and help you stay calm You do need to practice When you're being interviewed and they are interjecting little signals you need to know that you are probably running long Most reporters prefer email and do not prefer calls Reporters love texts if they know you Follow up because they get hammered with pitches Use smart angles to connect with reporters Find the assignment editor at a local station unless you know the reporter Usually a day-side and a night-side editor They want your stories Some have beat reporters that focus on a topic Reporters have to pitch stories to the editor/producer and good stories help them look good Marketing your book is harder than writing it Give people advice is the best way to market yourself Be yourself as you create the tips and content Show bloopers Video is king now and Reels are big on Instagram Sales Growth Tools Mentioned In The Sales Podcast Get Alison Maloni's new book, "Breaking In The News" Follow Alison Maloni on Twitter Check out her PR website Follow Alison May PR on Instagram Connect with Alison May PR on Snapchat Connect with Alison Maloni on LinkedIn Like Alison May PR on Facebook
Find your best CRM for sales for free here. Get all of the notes and links for every episode of The Sales Podcast. Overcome your toughest sales objections with these sales training flashcards. Get a signed copy of Wes's book here. Grow your sales with this on-demand video series, Make Every Sale. Know your sales numbers with this free Sales Calculator. Connect with Wes: Twitter LinkedIn Instagram Facebook
Find your best CRM for sales for free here. Get all of the notes and links for every episode of The Sales Podcast. Overcome your toughest sales objections with these sales training flashcards. Get a signed copy of Wes's book here. Grow your sales with this on-demand video series, Make Every Sale. Know your sales numbers with this free Sales Calculator. Connect with Wes: Twitter LinkedIn Instagram Facebook
Find your best CRM for sales for free here. Get all of the notes and links for every episode of The Sales Podcast. Overcome your toughest sales objections with these sales training flashcards. Get a signed copy of Wes's book here. Grow your sales with this on-demand video series, Make Every Sale. Know your sales numbers with this free Sales Calculator. Connect with Wes: Twitter LinkedIn Instagram Facebook
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Don't be afraid of video * It doesn't have to be expensive * It doesn't have to be over-produced * Started with his brother * Engineer by trade * 4.4 million users in under five years * Worked at a startup incubator * The ideas were terrible...but the videos he made to market these companies were great Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
https://www.thesaleswhisperer.com/30-day-sales-growth *What you'll learn in this episode.* * What to say "yes" to. * How social media marketing compares to advertising. * When and if to hold back. * How to charge your friends...and how to make every client a friend. Links Mentioned * Read all of Mark Schaefer's marketing wisdom at BusinessesGrow.com ( http://www.businessesgrow.com/blog/ ) * Follow Mark Schaefer on Twitter ( https://twitter.com/markwschaefer ) * Get Mark Schaefer's books * The Content Code: Six essential strategies to ignite your content, your marketing, and your business ( http://amzn.to/1eEpa3a ) * Social Media Explained: Untangling the World's Most Misunderstood Business Trend ( http://amzn.to/1N1srEp ) * The Tao of Twitter, Revised and Expanded New Edition: Changing Your Life and Business 140 Characters at a Time ( http://amzn.to/1dZDNgH ) * Born to Blog: Building Your Blog for Personal and Business Success One Post at a Time ( http://amzn.to/1dZDORF ) * Return On Influence: The Revolutionary Power of Klout, Social Scoring, and Influence Marketing ( http://amzn.to/1N1sCj1 ) Get My New Book, " The Sales Whisperer® Way ( https://info.thesaleswhisperer.com/way-book )." If you liked this episode, please let me ( https://twitter.com/saleswhisperer ) know on Twitter. Thank you for checking out this session of The Sales Whisperer® podcast. If you haven't done so already, I would love if you left a quick rating and review of the podcast on iTunes ( https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2 ) by clicking on the link below! It would be extremely helpful for the show! Thanks again. Now go sell something. Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Started in B2B content marketing * Create content that accelerates the sale by deepening the relationship * Podcast first * Repurpose the content * When to charge for your podcast * How to monetize your podcast * How a local provider can create and monetize a podcast Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
Get the show notes and bonuses here: https://www.thesaleswhisperer.com/blog/donald-kelly/ Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Check your ego at the door * Hire for fit * Direct mail is not dead * Columbia House and AOL CDs * No more spray and pray * Start with big post cards * Commit to multiple mailings Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
*Tools To Thrive* * *Sell More, Faster, At Higher Margin, With Less Stress and ( http://30daysalesgrowth.com )* * Start Blogging Today ( http://www.bluehost.com/track/tsw ) : If you are new to blogging and need to put up a quick site and get real help with your hosting, try Bluehost ( http://www.bluehost.com/track/tsw ). I've tried them all - GoDaddy, Hostable, HostGator, etc. All were good and bad. In December 2013 I took a long hard look at Bluehost ( http://www.bluehost.com/track/tsw ) , and what I found was nothing short of amazing. Their free domain service with the purchase of hosting, their 1-click WordPress setup and great customer service is what every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount ( http://www.bluehost.com/track/tsw ). Special Podcast Promotion To Grow Your Sales In 30 Days ( http://30daysalesgrowth.com ) (Use promo code "podcast" and save 30%) If you liked this episode, please let me ( https://twitter.com/saleswhisperer ) know on Twitter . Thank you for checking out this session of The Sales Whisperer® podcast. If you haven't done so already, I would love if you left a quick rating and review of the podcast on iTunes ( https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2 ) by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace! Good Selling, Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Help first * Treat your customers like people * It's a mindset first * Support your current customers like crazy! * Educate your customers * Engagement and sales will grow * Apply inbound principles to your new customers * Do secret shopping on yourself * Focus on your niche, stay in your lane * As a leader, you are responsible for growth! * You need to know your customers and create an environment for sales and marketing to thrive. * Customers want value Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy
( http://thesaleswhisperer.com/show-them-your-spunk-not-your-funk-or-your-junk ) What you'll learn in this episode... * Some of the best quotes on the folly of worrying. * The problem with worrying. * How to deal with a tough situation. * How to smile when your pants are too tight in the seat ( https://youtu.be/VGpQej3o9eo ). [Tweet "Show them your spunk, not your funk...or your junk" says @SalesWhisperer"] Links Mentioned * Caddy Shack quote ( https://youtu.be/VGpQej3o9eo ) Tools To Thrive * *Sell More, Faster, At Higher Margin, With Less Stress and More Fun* ( http://30daysalesgrowth.com ) : Get the inside scoop on how I made selling a profession with this program. Use promo code "podcast" to get $30 off. * Start Blogging Today ( http://www.bluehost.com/track/tsw ) : If you are new to blogging and need to put up a quick site and get real help with your hosting, try Bluehost ( http://www.bluehost.com/track/tsw ). I've tried them all - GoDaddy, Hostable, HostGator, etc. All were good and bad. In December 2013 I took a long hard look at Bluehost ( http://www.bluehost.com/track/tsw ) , and what I found was nothing short of amazing. Their free domain service with the purchase of hosting, their 1-click WordPress setup and great customer service is what every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount ( http://www.bluehost.com/track/tsw ). Get My New Book, It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts ( https://tsw.infusionsoft.com/app/orderForms/72-Stories-of-Entrepreneurship-Book ) Special Podcast Promotion To Grow Your Sales In 30 Days ( http://30daysalesgrowth.com ) (Use promo code "podcast" and save 30%) If you liked this episode, please let me ( https://twitter.com/saleswhisperer ) know on Twitter . Thank you for checking out this session of The Sales Whisperer® podcast. If you haven't done so already, I would love if you left a quick rating and review of the podcast on iTunes ( https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2 ) by clicking on the link below! It would be extremely helpful for the show! Thanks again, and Good Selling! Peace! Good Selling, Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy