Grew up poor so he had to sell to have money for hot dogs with
Was a bookie since 7th grade
Talked his best friend's dad intobuilding a wrestling ring in his back yard
Got into his college of his dreams but because they were poor
he joined the Marines
Took one company to Inc 58 status (from $1 million to $11
million in two years)
Grew Compendium and sold it to Oracle
Got too big for his own britches
Sought out to raise venture capital
Raised $1 million for a B2C app
It failed and it crushed him
Didn't pay himself for two years
The companies he interviewed all wanted a "good VP of Sales"
but they were dreamers
They thought they could raise money
They thought they could bypass the basics of sales
He hit up five companies to train them and all five took him up
10 years ago he had a Sandler trainer who gave him a sales
He landed his five clients before he had the Sandler
His sweet spot is technology companies with 2-10 sales people
There has been an explosion of software tech companies...but
not sales people
So they pay a lot of money to recruit these people
Or they recruit young college kids and try to train them
Product knowledge does not equal sales ability
Most companies are under-selling because you're focusing on
features vs the pain of the customer
Stats show that content is free but only if the prospect knows
the right questions to ask
When prospects meet a professional salesperson they know it
because they ask questions the prospect can't answer
Give use cases
Negative Reverse Selling
Talk you out of buying from me
Buyers will let a professional salesperson lead if you have a
Buyers don't know how to buy
Consumers are always wary of snake oil salesman
Technology companies all have a big button "Request a Demo"
Professional salespeople know they must learn something about
them to do a proper demo
Consumers think they want a demo
How do you treat a competitor?
What do you say about competitors?
How do you negate a competitor without talking bad about
Turn on your video and have your prospects see you and you need
to see them
Match their body language
Watch your tonality so you don't come across as
Use your words carefully
Play the role of the dummy
Most sales managers believe they were hired to be a trainer but
they don't have time
Sales reps are more open with an outside professional sales
Most sales managers don't believe they need help
Usually the CEO of the company hires professional sales
You need to understand your buyer profile
Why would you tell each one "no"?
Tell the prospect that "at the end of this conversation I may
have to tell you 'no.' Is that okay?"
Own why you would tell a prospect "no"
About the Podcast
Unscripted, real, transparent interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and make more sales that close faster, easier, at higher margin, with less stress and more fun. Wes is a Sales Trainer, Air Force Veteran, Copywriter, Successful Entrepreneur, Husband of 23 years, Father of 7, Author of two books, Keynote Speaker, Golfer, Whiskey-Drinker, Humorist. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview along with valuable resources for aspiring Entrepreneurs and Sales People. TheSalesWhisperer.com is where Professional Sales People come to grow.