Solving problems vs peddling products will never go out of
Successful entrepreneurs and sales people navigate the
people problems to make every sale
Selling is not WOWing, it's disqualifying!
Your prospects should be able to tell that you're trying to
find out if you should even be speaking to them
"I probably can't help you so I'm going to find out as quickly
as I can so we can move on."
The 5 Power Disqualifiers from John Paul Mendocha
They have the money
They have a bleeding neck
ER visitors with a broken arm get a clipboard
ER visitors with a bleeding neck get all the attention
People in big pain write big checks quickly
Stop selling prevention—it's 16x more difficult to sell even if
it's 1/1000th as expensive
Sell the cure
The "should-be" world doesn't pay so focus on the "is
They buy into my USP (Unique Selling Proposition)
They can say "YES!"
What I sell fits into their overall plan
Activity does not equal productivity
Get to the truth, not the sale
Most agencies that say they are experts at Facebook Ads or
Google AdWords are not experts
Don't even both doing paid advertising on these platforms
unless you're willing to get educated
Do you have a killer offer or not?
What kind of guarantee can you offer?
This will screen who buys from you
Tom Hoobyar made an unbelievable guarantee when he was in the
pharmaceutical space and it paid off big time to beat a $100
million competitor when he was just a $5 million company
He ended up securing 90% of the market share
National advertising on Google is tough now
There is more wiggle room with Google on the Display Network
and Google Shopping and Local
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.