It's not about persuasion, it's about getting to the truth
It's okay to push back on quote-seekers
Focus on the results
Businesses only stall for two reasons
To get your foot in the door you must understand how people
What problem does this solve? Why do I need it?
What's the likely result or outcome if I do this?
What are the alternatives?
Answer those to shorten the sales cycle
Start with the problems you solve and disarm/neutralize the
idea that you're just there to sell them something
The phone and/or email still works with the right message
Axis Displacement Disorder
How to befriend "gatekeepers"
They exist to help people
Don't trick them
How to build trust
B.A.N.T. doesn't apply today
They are now building coalitions and consensus
Disarm the notion that you're just there to sell something
How to 2x your sales while working 40% less
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.