Paid $40k via Jay Abraham to get the IP of Chet Holmes
Once you get hyped up enough (get into state per Anthony
Robbins) you can manifest it
Brian Tracy International
So Chet became CHI - Chet Holmes International
Then Business Breakthrough International
Now things don't work...they just work better
Focused on sales skills and recruiting sales superstars
How to influence human beings never changes
Have a real dialogue with people
Get on the phone
Prospects will tell you how to sell to them...if you
Have an intention to serve
Now when you try to bond it comes across sincerely, because it
Objections are the reasons people buy
"That's why you must move forward
Sales is not a selfish business, which is why most people are
terrible at sales
Old school guys stress creating a bond first then moving
through the sales cycle
How much momentum do you have in your sales funnel?
This is both linear and cyclical. It's a linear process and
each step has its own cycle.
When you have enough momentum you can make a big statement and
essentially tell the prospect they need to act now
Memorization is the lowest level of learning
Only superstars from the previous week can modify the script
and they must train others on it
Listen to the best
Frank Kern likes monthly vs annual but he over-d elivers and
has a great stick rate
He acts as Interim VP of Sales for 6 months and trains
He's a pure-commission "nut"
Those that care more sell more. It comes across as compassion.
Absence of judgement. Unconditional love.
You need certainty and confidence with it.
When you're on the phone dial in your intention to increase
your efficacy on the phone
You can screw up when you have a clear intention. Grace
back-fills where you might mess up.
You are good enough and you are loved
Focus on serving
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.