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http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Paul Ross is an author, speaker, trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming (NLP). For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Paul’s speeches and training have motivated audiences around the world to discover their power to design their own results. What is the ONE thing you are actually always selling, no matter what your industry or business? What are the 4 words you can use in the first minute of your sales presentation to create immediate, unbreakable rapport and trust? What is the first thing about your prospect you must focus on and take into consideration if you want to skyrocket your sales? What are “counterexamples” and how can you use them to easily destroy almost any objection? How do traditional, common teachings about mindset actually get in the way of your progress? Let's get out of your conceptual zone Sold candy bars at 9 years old His mom told him, 'Most people are stupid...do the opposite of what most do.'" Get people's attention "Hey, I'm here to sell you something." Nail them down with consistency and commitment A sale is a date and a date is a sale Rapport, qualifying questions, presentation, go for the close Began applying his pick up artist training to sales training Be honest and leverage pattern interrupts Treat them with respect There are no cold calls, they are "opportunity outreach." Metaphors create a canopy of consciousness that impact our beliefs and actions It's time to joyously make powerful opportunity outreach calls." Prospects object on autopilot "Why would I delay your opportunity to learn about something you could really benefit from?" A sale delayed is a sale denied The smartphone is the #1 obstacle to sales "May I ask you a question?  Your opening buys you five minutes You don't have a lot of time to bond People are too distracted to pay attention Dumbed-down yet more sophisticated They know the old cliches because they get pitched so often "What state of mind do you want your prospect to be in so they receive your message?" Your pitch is the electricity so how do we make the prospect's mind conductive? Get them focused, wanting, buying into the notion that we are leading them (subconsciously), and open to new ideas and concepts How do we create those states? Selling decisions and good feelings about decisions People don't trust their own abilities to make decisions Prospects need to capture and lead their imagination Implied relationship words We, together, explore, invite, share "Before we explore this (solution) together today, I just want to invite you to please share the questions that naturally arise when a great decision is being made." Leaders are needed for explorations Three words to put in front of any limiting belief: "up until now" "Up until now, I've been bad cold calls." "Up until now, I haven't been able to hit my quota." Our crappy learning strategy is what holds us back We program our mistakes back in You need to learn from your mistakes...but how? You're in a car and break down in the desert and you call the mechanic who says do this, that, and the other and hangs up! You need to move up the learning curve If the process of self-improvement has felt like a struggle, here's how that takes place... The solution is  Priming the mind for effective behavior and results Showed students positive and negative words The positive students were 80% more  Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Bob Moesta is a lifelong innovator and co-architect of the “Jobs to be Done” theory who has developed & launched over 3,500 products and sold everything from design services, software, houses, consumer electronics, and investment services as well as launching seven startups. He’s also an adjunct lecturer at Kellogg School at Northwestern University, and lectures on innovation at Harvard and MIT. In his new book, Demand-Side Sales 101, he details his success by flipping the lens on sales. Instead of reciting a product’s benefits and features and pressuring customers to close, Bob advocates for salespeople to be a steward for their customers and help people in their purchases to make progress in their lives, finding their “struggling moment” and the outcome they seek. Enjoy this conversation with Bob about how to be a more effective and innovative salesperson by really seeing what your customers see, hearing what they hear, and understanding what they mean. Uses Scribe Media to break down his ideas to write his books, which he needs because he's dyslexic and cannot read due to several head injuries before he was seven Intern for W. Edwards Deming Great at math, but reading and writing remains difficult Has a small design firm Helps people innovate but sales is never taught His challenges have made him more empathetic and great salespeople have great empathy He learns through questions Listen to what and how they answer You need to understand the context He has been breaking things for 50 years, fixing them for 45 years People hire people to help them make progress, not to solve things "Why is today the day?" The prospect has all the energy to make the progress What is going on? Why now? What are the changes they're willing to make to bring about the results they seek? What makes you trust someone? Good questions Present valid options They admitted their limitations Trust is an effect, not a cause We're supposed to mistrust one another, but when you make them better they'll trust you Be responsive, but not too responsive, which makes you appear desperate People buy for a set of reasons, not just one Criminal and interrogation-type questioning Find the context Chris Voss, "Never Split the Difference: Negotiating As If Your Life Depended On It" Set them up for a bad question... We're all in sales...teachers must sell their students on why to pay attention We must understand the demand side If you build it...they don't come A persona is just a soulless person Correlation is not causation He had "big trash day" in Detroit growing up He learned by doing and building His mom was a teacher and helped him learn how to learn Has great pattern recognition Learned through questions Without questions, you have no theory Think of the dominoes that have to fall for a customer to buy People don't buy because of a deal They'll pick you Two frameworks Push Pull Anxiety that holds them back Habit The timeline First thought, without it you can't even hear what they're saying. Questions create spaces in the brain for solutions to fall into Passive looking, learning about the problem, and the solution language. People often search for problems, first. Active looking, Decide, more about tradeoffs vs. the deal, so give people three options First use, Ongoing use, when you solve one thing you create new problems so there are always struggling moments He looks at the last 10 sales to help his clients find the patterns Be genuinely curious The customer usually doesn't know what they want Have them unpack the language You have to help them make progress Ethics come into play Follow the patterns to find great prospects Great salespeople at new, small companies can be the most well-connected person in the company No sale is made that is random. Every purchase is caused. Active, passive, or deciding? "Why do people buy?" What happened in their lives and what were they hoping for? Technology-agnostic requirements of the customer What outcome are they seeking? Take the product out of the picture Patterns help you sell easier and faster Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com What is your life calling? Came to the U.S. in 2001 after college from the Virgin Islands Family of educators Soon became dissatisfied in business His wife was frustrated at work They were open to new opportunities in life Their waiter/busser wasn't happy and Gerren thanked him...and that put a spring in his step So he soon quit his job and became a janitor He called companies who tried to sell him a franchise He started handing out fliers to grow his own janitorial business He was too broad in his initial marketing Would've narrowed his niche at first Still friends with his first client, a residential client "and we're still friends" It was all difficult because the devil is in the details It was hard to find mentors Worked with "Service Magic" for leads at $18 each He asked qualifying questions Better service or consistency or better cleaning and sometimes they're just looking for a friend He didn't have a "game" back in the day when he was dating so approaching people cold was hard He didn't have systems set up at first Worked as a courier as well so people would welcome him Kept a jacket in his car, cleaned overnight, headed out when a lead came in Started in 2006 and was grinding for probably four years Building a business is key He was frustrated when he realized he was tied to his self-employed job instead of owning a business He switched from 45 contractors via two companies to employees He couldn't steal them but he didn't know them but he saw how stressed they were The contractors weren't happy The cleaning company quit on him and fired the contractors in 2014 He showed up and there were 17 staffers ready to work He had to buy $10,000 in material right then Organization and processes were not his strengths Met someone at Toast Masters and he became her first client He remained focused in the 2008 downturn and always sought to add value Those lessons have helped him during the 2020 COVID-19 downturn "Meet...learn...share?" Met a business coach through Dan Kennedy who recommended he write down things for his own case studies We are created for a reason that God knows We have plans and God chuckles God has awakened someone who needs to meet you Ask God "meet...learn...share?" Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com You always know people at events She reached out before Ontrapalooza to fellow speakers via Twitter Started her business in the summer of 2008 when gas prices went up You have more control over your grocery bill Three-phase approach to launching her business August 21, 2008, the name "$5 Dinner" just hit her She was already blogging on Blogspot October 2008 she put ads on her site, which had good traffic due to the topic and she made a few hundred bucks and she knew she was onto something Trial and error and a lot of research Had a good circle of friends who shared tips Consumer behavior has changed around coupons Didn't do any PPC since 2016 and then only for a bit then she started it up in 2019 Has decent SEO but a great domain reputation and good social media platforms that have grown with her site Pinterest is #1 for her and Facebook is #2 You have to feed all of them..."We're trying to fill the internet with our content."  We're trying to fill the internet with our content." Be consistent in providing value and serve your community "What's working in Erin's kitchen?" Some of this is personality-driven It's relatable "The struggle is real." "Email is still #1. It's where you talk to your people." Signed on with St. Martin's Press in February 2009 to do three cookbooks She had a Yahoo Group and moved them to the next viable platform Hired her first contractor in 10 months as soon as she could afford it This is a "freight train." Two meal plan memberships were created because people asked for it Listen to the needs of your community She is fearless and has a great team so she launches quickly 2020 slowed down her launches tremendously, but it was a minor launch She has eight launches planned for 2021 Kept the lights on and listened in 2020 She has to remind herself to stay in her lane, which is food Give yourself space and permission to expand your creativity if you have that itch/need Still runs everything on Ontraport but augmented it with Shopify, which is integrated Any and all technology will break so focus on your offer Flip the excuse into an expectation "The internet is drunk this week." You have to set aside time to learn your software and tools Your software can replace one or more staff members If it's not broke, don't fix it She will "audit" her courses and programs annually to make sure things are as they should be Plan. Implement. Evaluate. Make video tutorials for her team to train her assistant and staff and to catch what she missed Follow a regular promotion schedule She'll do some "hidden" or internal promotions regularly "We've never done this before." Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com 7 marathons on 7 continents in 7 days A bit of a showoff Wanted to be a rock star...or John Belushi Lived like he was John Belushi Didn't know what he'd be famous for Rehab here and there...jail cells here and there Dad had a heart attack Brother had a heart attack in his 30's Thought it was a good idea to get in shape Signed up for the NYC Marathon in 2004 from a friend's recommendation I'm so grateful for hitting rock bottom." Didn't train for the NYC Marathon...ran, walked, waddled, finished "Went fallow a bit." The tsunami hit Thailand while he was in an RV in Las Vegas His same friend invited him to ride the Tour de France course to raise money (two weeks before the actual race) Bought a carbon fiber bike in L.A. due to a favorable exchange rate 2,500 miles in 21 days He did train for it Crashed and broke his bike within 15 minutes of starting Thought he wouldn't make it Did it as a "100-kilo slob." Be honest with yourself. Speak and listen to yourself. You're worth it." Found the North Pole marathon Raised £250,000 his first year of the Tour de France  Hasn't had a drink in 25 years Wasn't fulfilled Didn't impress himself Didn't have a why This lead to drinking Helps people by being vulnerable, and not "Billy Big Balls" He was chasing things but never felt he was getting somewhere Got a coach before he knew anything about coaching Had looked down on coaching Hadn't really looked at himself Couldn't believe how quickly his coach had helped him Dropped out of university to have his first child Has four now Grew up as he went Found ways to hack life but thought he was undermining himself Didn't feel deserving Raised money for his wife's M.S. charity via the marathons "I'm so grateful for hitting rock bottom." Mental rock bottom 15 years after rehab. Felt empty and dead so he reached out twice He never dealt with the undercurrent of issues He essentially white-knuckled it He had never really looked at himself He would shut himself down His negative self-talk was overwhelming Now he listens to himself differently Now he speaks to himself differently Not a big traditional goal-setting guy He still takes on big events that are exciting and adventurous and push him beyond his limits He's honest with himself You hurt yourself the worst when you do what you shouldn't Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com The Sales Agenda The A.B.C.D.E. Sales & Marketing System™ Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com People are less-trusting today They have more competition with online dating apps How do you set yourself apart? On the cover of the Wall Street Journal four times No longer at events Go where the money is and market to the affluent." You get what you pay for They are a yearly program vs. a month-to-month It's elite-level You get a live person helping you Hire the expert Prices are custom You must apply Role-playing is important Social media is huge PPC and LinkedIn Personal networks Google "confidential matchmaking" People who come to your LinkedIn profile should leave better off than they arrived Great salespeople are therapists, empathetic, and more If you do it right, they're coming to you." She's selling hope "There's no guarantee. Run from anyone who says they guarantee it." Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com   The Sales Agenda The A.B.C.D.E. Sales & Marketing System™ Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com All of his keynotes were instantly canceled It'll stay that way for a long time It's not what Don't watch the fads, watch the trends Zoom's net worth is more than all the airlines combined Don't watch the fads, watch the trends." It's more about your mindset than the economy Take a step back, breathe Humans don't change A clinical psychologist for 30 years Sought faster tools to help his clients improve Facilitated over 15,000 hypnosis sessions You have the same MS/DOS mindset It's time to update and adapt your mindset Come across with certainty and conviction Our limiting beliefs hurt us and cause us to sabotage our efforts Personal development is the key to your longevity and success Communicate with your customers in their language Lead with your ethics We project our fears and insecurities like money We have negative beliefs about salespeople...but we are salespeople "Buyers are liars!" "No loyalty." "Buyers only care about money." Get a prosperity mindset. People are afraid of their efforts not working out. People are worried that they'll never be happy. Great salespeople don't want to take service and support calls, which creates a downward spiral by avoiding facing the challenges and winning lifelong clients. "Zoom fatigue" is real We need to 'physically distance' instead of 'socially distance.'" We need to become socially closer Develop yourself We need mental Jiu-Jitsu There will always be challenges so learn how to adapt We have more access to more people all over the world than ever before You can change the belief on a dime Ask different questions Redirect your mind Repetition helps you get good at it Five steps Pause and breathe. It's not always about momentum and plowing ahead. Power breathing In through your nose, into your belly, and slowly exhale Your biggest opportunities are where you don't want to go! Wherever you're resistant is where you need to go Focus on the desired outcome and the benefits of those outcomes Take one step forward in any direction This gives you clarity Find the clues, i.e. "the miracles" Take a walk...take a shower... Giver's Gain When those clues show up...ACT ON THEM! Money loves speed Become a great communicator, which means improve how you listen Be productive, not just busy You can't read the label from inside the bottle Your phone is your handheld ATM machine! You're calling to serve! You have the lifeline they need! View yourself as a trusted advisor. Keep your mind filled with optimistic content to fuel your prospecting efforts If you're not where you want to be there is a negative mindset or belief you need to overcome Your biggest transformations will come from private mentoring You don't notice your own blindspots Three stages of breakthrough Resistance Confusion The actual breakthrough Stew and stress or focus on adding value to the lives of others The fastest way to shift your stress and anxiety is to focus on serving others Create bonds and loyalty by going above and beyond Silos and internal competition crushes companies and countries Rome fell from within Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Six persuasion power levers 15 years in marketing Self-improvement junkie His friend needed a copywriter but didn't have money for a "real" one His business took off and his writing business income surpassed his day job Studied sales, psychology, NLP, persuasion Turned those into courses 50 training offerings now Trained over 10,000 people now Your intent determines if you're persuading or manipulating Does your offer benefit both of you People buy emotionally and justify with logic Tap into their emotional hot buttons Find out their interests and value buttons Take control of the sales situation Have a sales sequence. Follow the Sales Agenda. Should you let leads go if they don't play ball? How to know when to choose to lose What's your sales cycle? What's your typical prospect's disposition? You have to determine their "Why" We assign emotional values to everything Demonstrate the price vs. value 80% of the sale is done before you ask for the order Meet-n-greed Needs analysis The interview process Create rapport Awareness Align with their beliefs, thoughts, values Context, Environment, Circumstance Authenticity Find the balance between your authentic and persuasive self Authority "Influence" by Robert Cialdini People perceive who you are and you can control that Aptitude Perceived vs. real ability Persuasive aptitude Adaptability Be flexible We defend our beliefs Learn how to work around that Articulateness Handling imposter syndrome You grow into your position if you put into the work Your attitude determines your altitude Lie to yourself if your pessimism gets too loud Say a little prayer and repeat positive affirmations The Trifecta of Power Story-telling Metaphors Analogies Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Had two kids in diapers and a wife who stayed at home and he walked away from a multi-6-figure sales job because he was "dying a little bit each day" Ended up $60,000 in debt with his three business partners Four months later he had no partners and only $1,500/mo in revenue  I believe in you. Do you believe in you?" Did some work with the Guerrilla Marketing guy who steered him to Chet Holmes who had a $4,000 sales coaching program (this was in 2001) "I believe in you. Do you believe in you?" $998,000 in the next 15 months all in the telecom consulting space Became a sales coach for Chet Holmes then Tony Robbins Put a system around the telecom business selling 3-5 year contracts so he had the bandwidth to work for and with Chet and Tony He had to make the decision that he was worth it, i.e. free and autonomous He wanted to give his kids a better future Chet had pigheaded determination Chet taught him the Best Buyer process Chet succumbed to leukemia Tony Robbins and Doug went out on their own Don't pull back or hunker down or wait for the smoke to clear Put the pedal down while your competitors bury their heads in the sand Reach out. Communicate. Stay in touch. We want connection Increase your prospecting efforts Direct mail still works Send lumpy mail and make them laugh Send a handwritten note Follow up with a phone call and email, i.e. The A.B.C.D.E. Sales & Marketing System™ Your prospects are looking for help He built commission sales teams like he did for Chet Holmes He does one-on-one coaching and consulting He has a training company Avoid "scope seep" where you try to do too much that they didn't ask for To make any sale you must make every sale Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com The Sales Agenda The A.B.C.D.E. Sales & Marketing System™ Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Super-niched Born out of seeing the results Likes to be in control of her client's results "Entrepreneurial failure" the first 14 months She had the self-discipline but needed to develop the proper mindset and systems Couldn't just "create a course and be a success Wanted time freedom Became a virtual assistant at $15/hr, which was a huge blow to her career Her first client asked her to write a blog post because she said yes to everything She outsourced it to a mid-west employee at minimum wage Became a true business owner You have to get out there to build momentum." Was over-complicating things Stopped treating her business as a side hustle Find good people Found the routine things that could be done and outsource those Began raising her prices quickly This model capped her earnings Needed to run this like an agency Raised prices again Brought on account managers and added a hierarchy She focused on sales and marketing Has kept it simple No Instagram or Facebook New to LinkedIn Connect with people and be strategic Entrepreneurs try to meet one person and sell them She prefers to meet spheres of influence It's easy in the service business Focusing on the other stuff is causing you to be stressed out Social media is making us crazy Avoid the push towards the vanity metrics It's a trap trying to be seen in all the places Focus on connection Do market research to find your ideal buyer persona and those who are connected to your ideal buyer personas Learn who they are before you sell to them Know who your podcast audience is then simply some from a place of serving and curiosity Find where you can add value Two-prong approach Email outreach Make intros like a traditional PR approach She focuses on relationships Put all your cards on the table Be an open book How to know you're ready to be on podcasts as a guest Do you need a detailed funnel to leverage your interviews? Most of her sales just happen after people listen "Do you know what you sell?" "Do you have a method?" "Can people contact you?" You have to get out there to build momentum Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Started as printing for less in the early e-commerce days Late 90's/early 2000's The pandemic has forced marketers to narrow their focus and truly understand their multichannel and (Account-Based Marketing) ABM campaigns as marketing budgets are being cut while customers and prospects are spending more and more time online. Marketers are living in an extreme environment. Lead scoring and your direct marketing strategies will make or break you. Lead nurturing best practices must be part of your sales growth plan CMO of PFL believes extreme environments often yield a greater understanding of what’s possible. As virtual fatigue and digital overload have increased, tactile marketing automation (TMA) and direct mail are building remarkable moments between brands and prospects. Because, TMA, at its core, is a relationship-building channel. Drive Remarkable Brand Interactions with The Leader in Tactile Marketing Automation. Account-Based Marketing, Multichannel Marketing, Direct Mail Marketing, Sales Enablement, B2B Marketing, Financial Services Marketing Prospects don't get bribed into taking sales calls." All marketing is now digital...but it's powerful to send direct mail today Maximize your prospect's attention Have an orchestrated marketing campaign Gather the intent signals of your prospects so you know where to focus Build some brand affinity Qualify your prospects to leverage their E-gifting platform The 4 P's of marketing: product, price, place, and promotion. Prospects don't get bribed into taking sales calls Reciprocity is alive and well, but you're not buying your way in Proper branding and relevance is key "What to send when?" Think of the value ladder It's like dating Leverage this at the Awareness stage to move the opportunity along Leverage their "preferred address" capture Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com If you're going to take a position, take a bold one Bought a business plan from Amazon from his son who was getting started but they were all bad All the business plan books were fantasy No one can tell you how much money you're going to make in your business If my business plan can knock you out then the market really will Micro-start your business Do not quit your day job Beta test your business I'm going to win, of course. (If you're going to take a position, take a bold one.)" Build a business you want to keep If you can't pivot you may not survive If you have more money going out than coming in and you don't know when it's going to stop...you may not make it How to know when to call it a day When nobody wants what you have to sell When you don't know how to market to them When people won't pay the price you need to sell it to be profitable He gets a daily spreadsheet that shows all of his key metrics You need a dashboard to see blips vs. trends vs. sustained trends A startup is like flying a kite: any little gust can bring it down "If you meet with your accountant every three months I know you're going to have problems." Focus on the fundamentals. Do you have what your customers want? Annual practice War Game Scenario: what can put you out of business? (Build a moat around your business.) Always add a new profit stream You better be competitive." It really is a mindset Are you an entrepreneur or a business owner with a couple of entrepreneurial moments? What makes you happy? Is it profitable? Hire who you really need, that one critical hire that moves the needle Start with sales Don't try to save money or hire a family Maybe sign off on each job at first Be a good mentor for a bit to grow You gotta have a few "yous" Your #1 job as a business owner Sell them in the future Staffing was key to his growth He made the sacrifice to hire great people from his own profit 1 + 1 = Done He doesn't want another entrepreneur. He wants an analytical person who will eat, sleep, and drink this work. They are an industry expert and will make great money Your people must know there is extraordinary oversight to remove the temptation to steal He teaches his partners how to hire They can't hire "7's." They're either a six or an eight. He does a 50/50 partnership in the profits but not the stock He always does 50/50 because without him there would be no company If asses don't move when you talk, you're not a leader Your social media efforts are all for a vanity if it doesn't make you money (See Why Social Media Gooroos Are Broke!) Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Big fan of traditional marketing Wizard of Ads "Google is God" PPC Google Guarantee (LSA) Google My Business Straight up organic (He does $2.6 million/mo from here) Still does ValPak, direct mail, etc Differentiate Use a local number for the neighborhood Get a 1,000% ROI from ValPak He doesn't want to be the "Wal-Mart" and the "Quality Brand" Right Fast Cheap Have good books P&L Direct and fixed costs Add in your profit If you can't get to 15% margins you're failing If you can't get to 15% margins you're failing." He doesn't sell on price Effective sales training is fundamental He went to his distributor and got something nobody had Start with "best" and go down to "better" but never "good" Sell what you'd sell to your mom Used his sales and marketing skills to get great people 8 Steps to a 5-Star Customer Program Go over and above What else can we do for you?" Have a price book Look at all your numbers Call center conversions Usually, your average ticket is too low Look at your conversion rate What are your acquisition costs You need to be doing 15-18% marketing when you're entering a new market and 10% on average He has manuals for everything Ask great questions Sell like a doctor Do a needs analysis Your prospects must like and trust you Be known as the best quality Has his core values Already in 14 states He doubled his marketing during the pandemic Take the people with you He loves taking care of his people He trains his people like crazy and he retains his people like crazy He drives a used Nissan Titan with a salvaged title He lives in an apartment he owns He drinks a beer with his guys "Leaders Eat Last: Why Some Teams Pull Together and Others Don't" He's building leaders Had a landscaping company His friend recruited him over to the garage door business Started it in 2007 not knowing what they were doing Got into debt Mom and step-dad moved from Michigan to help him He learned about CRMs and learning Leaders are readers He likes to be a master/rifle shot so he expands horizontally He focuses on after-market repairs and upgrades He grows organically He's a platform company so he is worth 12x even when he buys at 4x earnings He'd show up to his master's program greasy He built it all up from the ground up He did it all himself He didn't get out of the field completely until 2014/2015 It's so fun to hire amazing people." The dream needs to become a vision. The vision needs to become a dream. The dream needs to become a plan. Get organized. Hire around your weaknesses. The KPIs in the CRM is the scoreboard It's fun Teach it to your people He pays $1,500 to his people for new hire referrals He has tracking numbers for his staff to get commissions He has a recruiting process to hire for good fits Personality assessments Ride alongs A three-week apprenticeship is to weed them out He's always recruiting while eating out, getting his hair cut, etc. His average employee is 23 and wants to be cared for Find out what your people want and help them get it He buys $2,400 worth of tools for each of his guys Systems, Procedures, Checks, and Balances He runs warranty calls first 1% of customers will always be mad. They're victims and it's sad. "Creative justification." You don't "need" a new car, etc. You "want" it. Compound interest. Save your money and grow smartly. Buy appreciating assets. SACRIFICE! A lot of people don't have what it takes. Discipline. Accountability. Work ethic. Order the book, "Willpower: Rediscovering the Greatest Human Strength" Accept responsibility for everything in your life Most businesses fail "The Augusta Law" He has a team dedicated to the trolls He understands that mistakes are made and he listens and lets them vent and offers a solution A 1-star review costs money so address it Consumers have a lot of power now Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Daughter of the co-founder of Sheraton Hotels Wife of Frank Perdue, Perdue Farms His greatest deficit became his greatest asset Frank Perdue was actually shy His dad had him selling feed corn to overcome his shyness Known as the "marketing icon of the world" How to choose an ad agency Studied advertising and interviewed 60 agencies It was hard to differentiate a commodity His competitors could say everything he could say about his chickens His agency said he needed to be the face of the brand Success in life depends on other people." Frank Perdue spent hours practicing his lines He would "give to the camera" Frank was great at inspiring his staff to go the extra mile and stay with him for life He knew the names of the frontline workers and their stories He was an egalitarian Mitzi was big into hospitality and wanted to entertain every employee at the company—16,000—but have them over 100 at a time, three times a month, for 17 years William James,... The deepest principle of human nature is the craving for appreciation." Frank Perdue served at the buffet line to demonstrate and live servant leadership Invited farmers and vendors and suppliers to dinner Ernest Henderson was known for not sticking with things and he "sucked" at human relations Success in life depends on other people He read "How to Win Friends and Influence People" He became a student of human nature "Inspire, don't require." Ernest Henderson started buying hotels during the Great Depression He would reassure his employees The first investment in his new hotels was behind the scenes to support his staff Ernest Henderson was 40 in 1937 when he bought his first hotel He knew German, French, and Italy and was in the import/export business He would buy cameras and equipment after WWI at a great exchange rate He and his brother and college roommate pooled their funds to make the first purchase She started "Win This Fight" to combat human trafficking Mark Victor Hansen loves this cause Give yourself at least an hour of downtime to rest and reset your mind and body during stressful times Stress hormones can shorten your life A trafficker with five girls in his "stable" can earn $1,000,000 tax-free Law enforcement needs more resources to stop these sex traffickers Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com We're not robots but science is science Hack the system There are core things you must do in business and in life to succeed Exited for $321 million and asked..."now what?" You still have problems even with money Took two months off and got back to work Is Work-Life Balance a real thing? Are there seasons that you'll be out-of-balance? Should there be seasons that you're out-of-balance? You can be out-of-balance, but not completely The equation of life = ..." If you go too long too much out of balance you're going to hit the wall He started when he was single and enjoyed the first few years When the 12-15-hour days arrived he lost the joy Grow up...but stay a kid at heart Kids change everything Founded Doorstep Delivery in 2008 The iPhone had just come out Drivers wouldn't need a $200-$300 Garmin GPS, which they couldn't afford Saw inefficiencies Was not scalable Was selling real estate during the big run-up so he was super-busy and wanted to order food easily Quit his real estate business at the top Didn't raise any money. It was him and his best friend from the real estate business. Found two other guys with a similar business But they had no real structure, which leads to the eventual "lack-of-fun" Was suicidal in college and had "a typical victim" mentality "How to Win Friends and Influence People" was recommended in passing by a college professor He started working on himself while still in college, which laid the foundation for his post-exit life We run off of habits The equation of life = your belief system + your repeated actions + time Connect to your human spirit and that child-like wonder He was working on his new business 3+ years ago while he was still at his last company The entrepreneurial competencies must be present and executed on if you are to succeed Working on a book for business coaching You can't just ignore making money How to grow your money/investments is key Don't get caught up keeping up with the Joneses A billionaire on the Tim Ferriss show caught himself being jealous and depressed because he didn't have the latest jet like his friend just got Do you just want more because you want more? Why the co-founder of a $320 million leases a Toyota Rav4 How he made his rock-bottom bounce He was looking when he was at rock bottom His favorite professor mentioned the Dale Carnegie book and that clicked with him The Yale "Happiness Course" Habits don't care if they're good or bad Set better habits early in life You can undo them. It takes work. Create a system and stick with it Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Everyone is listening for something Give it to them and they'll lean towards you Different than listening to you Red Zone Communication, i.e. immediately relevant How to think like Elon Musk How to think like Steve Jobs What you want to create is "Whoa. Wow. Hmm. Yes!" Whoa: I can't believe..."could you say that again?" Wow: that's astonishing Hmm: that's too good to not use. Yes!: sold How to create "gotta have it." Your bottleneck to success is having to do anything through people because people are messy Execution is the key People are afraid Identify, stop, or get away from evil as soon as you see it We're flawed humans Buyers lie. Sellers lie. Why? We're all afraid. Why are we afraid? Spoke in Moscow with Nobel Prize winner Leading through change vs. leading through fear It's tough to learn when you're afraid Our minds and focus constricts when we're afraid Give our people a non-fail tactic or tool to get immediate results Make them curious to learn more "The FUD/Crud Technique" Imagine you're in a tiff with someone You can't tell them to "calm down" Let them vent Look at them Pause when they are done Say, "hmmm" "You seem frustrated and I think you're holding back." "I think you're frustrated, upset, and disappointed." Peel those layers of the onion "Give me an example." Don't get defensive. Let them get things off their chest safely. The upset point is the pivot. They will calm down. "What are you disappointed about?" "I can understand that, too." "Let's discuss what we need to do so we don't have to go through this again." FUD/CRUD in sales when you're getting push back "Can I run something by you? It seems like things aren't going as well as we had hoped." "When people think of sales, they think people are trying to pull something over on them. Where did we go sideways?" Everyone is listening for something." The title of his talk in Russia was "One One One Six" What's the least you can say that will make people say "What's that? Tell me more!" Buyers are listening for one one one six. "May I make an observation? I think what you're listening for is one one one six." "Will you regret saying yes one day, one week, one month from now?" "You're also listening for if you're regret saying no one day, one week, one month from now." "You might also regret saying no if your competitor buys from us and they lap you because of this." "The six is if you say yes to the wrong thing and your boss comes to you six months later and shares the pain with you." "You're also hoping the boss shares the success six months later." "Can you fill me in on this? What does this look like to make you a star six months from now?" "May I share an observation with you? You and I have much more in common than we do with your CEO? Your CEO has a cushion. We're judged much more harshly. I will not sell you anything that gets you into trouble." Four keys to sales success Go for a great outcome for both Be aware of your own blind spots Go from your here to their there, i.e. let go of your agenda After you've given enough, give more, i.e. over-deliver What is surgical empathy? Chris Voss talks about tactical empathy but he has an issue with that. You start to cry when you're not in hell alone, which helps you relax, which helps you think. Men in business are emotionally shy They'll feel transactional vs. feeling like you care They feel like things could go out of control at any time How to make cold calls successfully Everyone is so tense so get them to laugh How to use a pattern interrupt in cold calling How to disarm people via "Talking to Crazy" "Do you ever have one of those days and everything blows up in your face and you're hoping someone calls to put you out of your misery? Are you that guy?" Don't beat yourself up. Get started and get good. CEO of Kaiser Permanente said you have to forgive yourself when you get things wrong. If you don't, you won't take risks. More on surgical empathy... With suicidal patients they've heard people try to convince them too often "At its absolute worst, how bad does it get inside you?" "You don't want to know." "You're probably right, but if someone other than you doesn't know how bad it is in there, you're going to go off the deep end." "I'm already there, pull up a chair." In sales... "May I make an observation? You've been burned before, haven't you? You've been disappointed...You're like all of us. They were tough to bounce back from. Now you question yourself. 'What was I thinking?' You may not even be aware of it." The prospect is asking questions that don't fit. They're having a flashback they're not aware of. "I'm not here to have you go through that again." "Take it all the way to no" from "Just Listen: Discover the Secret to Getting Through to Absolutely Anyone" Unless you get a no, you're giving away too much "What question did I fail to ask, what problem did we fail to address, that would have made this answer different?" The other person respects you when you are calm and gracious when you handle a "no" now Why don't we delegate? We don't have confidence in them? Ask them "How would you solve this?" The difference between delegating and abdicating. How to get your prospects to ask "When can you start and how do you like to get paid?" Great marketing makes selling easy. Great selling makes great marketing possible. Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Interviewed six experts Productized consulting model Not a high-degree of customization Become an expert Step away from the product delivery Complexity doesn't scale Don't place your business at the top Put your lifestyle at the top Live the life you want You're a commodity if you charge by the hour." Consulting is growing now Companies realize they don't have to all be under one roof Find the expert, bring them in, benefit quickly and grow COVID-19 exposed the problems companies had Multi-media, multi-step is still vital Move away from automation and personalize Have a genuine interest in your prospects Send an audio message on LinkedIn Send video messages with tools like BombBomb Sell value by understanding the needs of your prospects You're a commodity if you charge by the hour Diversification of your client base is key Get referrals to start Create IP to prove your expertise Add in direct outreach Get clear on your personas and USP Continue your marketing and follow-up Make your former employer your first customer You need to commit to being a business owner Get out of your comfort zone Do your own marketing in the beginning to learn it Get that feedback When to have a simple vs. a complex agreement Lay out what you do and what you don't do How to prevent scope-creep! Address issues right away Be seen as a peer It's not an ego thing It's not a finger-pointing issue It's a service approach How to get contract renewals Three parts to a review: Past, Present, Future Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.