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
Grew up near Bobby Jones's home course
Got to listen to the CEOs of Coca-Cola and other Fortune 500
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
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
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
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
Pace Seminars and comfort zones
W. Lamontt Bowens, out of prison, law school, helping
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
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
He wants to stay in bed until noon
Three ideas from Napoleon Hill
Integrity in all things
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
Script chunks to be disciplined in sales and to win in
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
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
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
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
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
10.5 million copies sold (as of 25 years ago) of "The Closers:
Stop going to battle
Form a team: One has the money, the other has the
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
You must smoke out the real problem
How prospects have changed, and it's a time-saver: the prospect
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
He used to have an "executive package" when he was selling his
Small hinges swing big doors
Listen for the grunt
Put an exclamation point and make the "bad news" "good
Wes Schaeffer, The Sales Whisperer® digs in to get the "secrets" from his guests that you can use immediately to sell more, sell faster, close deals at higher margin, and close sales with less stress, more predictably. The Sales Podcast is for professional salespeople, sales managers, business owners, and entrepreneurs who are committed to growth. When you subscribe, you'll have immediate access to over 535 episodes of proven sales methods provided by sales experts who have been there, done that, and have the scars and cars to prove it. Whether you’re new in sales or a seasoned sales professional, you'll find valuable tips in every episode, because we discuss: prospecting, lead generation, social selling, sales enablement, customer success, customer service, sales management, CRMs, sales development, sales cadence, sales process, sales hiring, sales operations, goal setting, account-based selling best practices, sales psychology, sales technology, B2B sales, marketing alignment, and more.