#12WeeksToPeak #salestraining #SelfImprovement

I'm going solo today to start year 13 of The Sales Podcast, episode 718.

I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.

Our job in sales is to disqualify prospects, engage them effectively, and ask the right questions.

I share insights from my extensive experience in sales, highlighting the need for curiosity and understanding the prospect's needs.

I had a little mishap with my standing desk...and then get into sales techniques, focusing on how to start the conversation in sales and handle unexpected challenges.

Improve your sales process with these insights and close more sales by having better business conversations.

Get ready for a season of growth via great sales training!
"Our job is to disqualify the prospect, not qualify."
"Your prospects are not you."
"Hearing no early is a win."
"Selling is the transference of a feeling."
"You either win or you learn."
"You prove you're different by being different."

00:00 Introduction to Flipping the Script
03:01 Understanding the Sales Process
06:02 The Importance of Disqualifying Prospects
08:54 Engaging with Prospects Effectively
12:11 The Role of Curiosity in Sales
15:00 Recognizing the Prospect's Needs
18:04 Asking the Right Questions
21:00 Using Control in Conversations
24:00 The Human Element in Sales
26:48 Final Thoughts on Sales Strategies

Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/daily

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

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#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #growthmindset

#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons

Aim High, Raise Your Prices, Raise Your Standards, Make More Sales: Bill Rice

Bill Rice, fellow class of '92 alum from @usafaofficial, joins me as I publish this on the 33rd anniversary of our graduation.

00:00 Introduction and Background

01:03 Lead Generation Strategies

03:22 Navigating the Noise in Sales

05:21 The Evolution of Sales Techniques

09:10 Cold Calling and Email Strategies

11:52 Leveraging Technology in Sales

15:16 Content and Engagement Strategies

19:00 Surveys and Lead Capture Techniques

23:29 Using LinkedIn for Outreach

26:42 AI in Sales Follow-ups

29:15 Nostalgia and Technology: A Generational Shift

31:59 The Impact of AI on Human Interaction

35:01 Creativity in the Age of Automation

37:56 Navigating Advertising in a Digital World

41:00 Building Connections in a Changing Landscape

Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/daily

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

• X -- https://X.com/saleswhisperer

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LinkedIn http://www.linkedin.com/in/thesaleswhisperer/

#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

#12WeeksToPeak #negotiation #SelfImprovement #LifeLessons

In this conversation, I sit down with Andres Lares, a negotiation expert, to discuss the intricacies of negotiation, leadership, and sales training.

Believe it or not, we get into the importance of goodwill in business relationships. (I always leave a little meat on the bone so my prospects and business partners want to come back to work with me.)

As The Sales Whisperer®, of course, we discuss the value of training.

As a Brazilian Jiu-Jitsu practitioner, I discuss being adaptable as a key component of a negotiation training program.

As an Air Force veteran, we get into the role of leadership in employee retention. (Unfortunately, leadership is sparse in the military, the private sector, schools, churches, HOAs, PTAs, Little League, and everywhere in between...But I digress.)

As usual, balance is key in business and in life, so we look at the need for creating a balance between structure and flexibility in sales processes, as well as the significance of self-reflection and feedback for personal growth.

"The worst-case scenario is not a no."

We agree on the philosophy of incremental improvement and the necessity of practice and preparation in negotiation and in life.

We also agree on the intricacies of negotiation and the importance of tailored training for effective communication. You must understand the buyer's perspective and maintain integrity in your business: prospecting, selling, and fulfillment roles.

As we say in the military, the more you bleed in training, the less you bleed in battle, so we dive into the significance of preparation, emotional intelligence, and the role of negotiation training in building confidence and credibility.

Finally, Lares shares insights on the challenges of hiring skilled facilitators and the value of asking the right questions to uncover the truth in negotiations.

"Nothing convinces like conviction."

GUEST INFO:

• Guest Site: https://www.shapironegotiations.com/resources/books/
• Guest LinkedIn: https://www.linkedin.com/in/andreslares/
• Guest X: https://x.com/sninegotiations
• Guest Instagram: https://www.instagram.com/shapiro_negotiations_institute/

00:00 Introduction to Negotiation and Leadership

02:49 The Power of Nice in Negotiation

06:08 Value-Based Negotiation Strategies

09:05 The Importance of Training and Adaptability

11:59 Balancing Structure and Flexibility in Sales

14:55 The Role of Leadership in Employee Retention

18:10 Investing in People for Long-Term Success

20:56 The Incremental Improvement Philosophy

24:04 The Role of Feedback and Self-Reflection

27:11 The Importance of Practice and Preparation

30:48 The Art of Negotiation and Training

39:41 Understanding the Buyer’s Perspective

42:15 The Importance of Integrity in Sales

46:43 Tailored Training for Effective Negotiation

53:19 Books and Resources for Negotiation Skills

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

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#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

#12WeeksToPeak #nytimes #bestseller

How To Get on the NYT Bestseller List. Get rich. Die famous.

Since 1999, Michael Drew has helped 131 books get onto the New York Times Bestseller list, and he shares how that can make you millions—even hundreds of millions in sales.

He discusses the strategies he employed, the economics of book publishing, and the evolution of the industry over the years. Drew emphasizes the importance of understanding the market dynamics and distribution channels for authors aiming for success.

We explore the intricacies of thought leadership, marketing strategies, and the importance of building genuine relationships with customers, and we discuss the distinction between transactional marketing and relationship marketing, emphasizing the need for emotional security and intimacy in business interactions.

The dialogue also touches on the challenges faced by small businesses in navigating the marketing landscape and the significance of effective communication in fostering long-term customer relationships.

Michael Drew's book retreat: https://bookretreat.com/

Guest email: [email protected] 

00:00 Introduction and Background of Michael Drew

02:21 The Journey to New York Times Bestsellers

08:09 Understanding the Economics of Book Publishing

12:57 The Evolution of the Publishing Industry

19:14 The Importance of Distribution in Book Success

24:26 The Objective of Thought Leadership

25:14 Building Relationships vs. Transactional Marketing

28:30 The 12 Steps of Intimacy in Marketing

30:25 Understanding Customer Needs

36:12 The Science of Emotional Security

40:55 Navigating the Marketing Landscape

42:15 Breaking the Cycle of Burn and Churn

48:22 The Importance of Communication in Business

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

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#12weekstopeak #nytimes #bestseller

#12WeeksToPeak #marketingautomation #growthmindset

Chris Brisson is the founder of  Salesmsg , and he returns to The CRM Sushi Podcast after 8 years to share what is working and what he sees as the future of SMS marketing, marketing automation, digital marketing, and how to grow sales in the age of AI.

00:00 The Evolution of Sales Message

02:49 Understanding SMS and iMessage Dynamics

06:10 The Need for Specialized SMS Platforms

08:52 Integrating SMS with CRM Systems

12:09 The Importance of Two-Way Communication

15:00 Engagement Strategies and Opt-In Rates

18:04 Speed to Lead and Modern Communication Challenges

24:44 Engaging Kids in Sales Activities

25:39 Text Messaging in Business: The Lifecycle

26:56 Capturing and Connecting with Leads

28:52 The Shift to SMS in B2B Communication

30:25 Integrating SMS with CRM Systems

32:06 Utilizing Templates and Playbooks for SMS

33:24 Multimedia Messaging Strategies

35:25 Mobile Communication in Sales

37:07 Best Practices for SMS Communication

39:27 Tracking Engagement through Links

40:15 Branding Challenges with Messaging

42:07 Future Expectations and Closing Remarks

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

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#12WeeksToPeak #marketingautomation #GrowthMindset

#12WeeksToPeak #amazon #SelfImprovementIrish...whiskey...Amazon...slapping (digitally) fraudulent reviewers on Amazon...boosting your reputation...making more money...Ferraris...Priuses...taking off our shirts...it's all in this episode...and that's just the introduction!!

• Site: https://tracefuse.ai/
• LinkedIn: https://www.linkedin.com/in/shanebarker/
• Business LinkedIn: https://www.linkedin.com/company/tracefuse/
• Business X: https://x.com/tracefuse
• Shane's X: https://x.com/shane_barker

This dude spent TWO YEARS figuring out how to navigate the Amazon digital jungle, cracked the code, and is making bank!!

Shane Barker, founder of TraceFuse, is helping Amazon sellers fight fraudulent reviews, and he's making waves.

He has created a system that also helps Amazon sellers with reputation management as well as how they can navigate Amazon's review guidelines.

Shane shares insights on the impact of negative reviews and the strategies employed by TraceFuse to help sellers maintain their online reputation.

We share some personal experiences with reviews and the broader implications of AI in the e-commerce space and the evolution of TraceFuse, which specializes in managing Amazon reviews.

He shares insights on building trust in a skeptical market, the importance of client relationships, and innovative pricing models that have contributed to the company's success.

Shane emphasizes the significance of understanding client needs and expectations while also exploring effective marketing strategies to engage clients. The discussion highlights the entrepreneurial journey, the challenges faced, and the strategies implemented to achieve growth and success in the competitive landscape of online business.

****TraceFuse is an AI-powered solution built to protect your brand’s reputation on Amazon, ethically and effectively. Our approach to negative review removal is 100% compliant with Amazon’s guidelines and executed by a dedicated team that knows Amazon’s policies inside and out. Headquartered in Reno, Nevada, and supported by a global network of talent, our experts manage everything for you—from review detection to case filing—so you don’t have to lift a finger. With over 13,000 reviews removed and 500+ brands served, TraceFuse has become the go-to authority in Amazon review removal. Featured on MSN, Business Insider, and Yahoo Finance, we’re proud to lead the way in helping Amazon sellers protect their listings, grow their sales, and restore trust in their brand.****

00:00 Introduction and AI Discussion

03:03 The Role of AI in Review Management

06:13 Understanding Amazon's Review Guidelines

09:12 Fraudulent Reviews and Their Impact

11:55 The Importance of Reputation Management

14:56 Navigating Amazon's Review System

18:00 The Challenges of Review Removal

20:50 Personal Experiences with Amazon Reviews

23:58 Conclusion and Future Insights

27:04 The Journey of TraceFuse

31:05 Building Trust in a Skeptical Market

34:00 Scaling Success and Client Relationships

38:29 Innovative Pricing Models and Client Onboarding

41:07 Understanding Client Needs and Expectations

46:44 Marketing Strategies and Client Engagement

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

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#12WeeksToPeak #amazon #SelfImprovement

Discipline Over Motivation: Chris Brisson, SMS SaaS Founder Shares Why

SMS is not dead; it's evolving and still effective.

Text messaging remains a personal connection tool.

The industry has shifted towards messaging as a primary communication method.

AI is being leveraged to enhance business operations and customer engagement.

Simplicity in marketing automation can lead to better results.

Legacy businesses present opportunities for growth through technology.

The future of communication will be driven by real-time data and AI.

Businesses need to adapt to the changing landscape of technology.

Effective communication is key in a tech-driven world.

The best campaigns are often the simplest ones. Consistency in email marketing is crucial for success.

Perfectionism can hinder progress; taking action is more important.

Building relationships through personal touches like handwritten notes is effective.

Text messaging can significantly enhance customer engagement.

Entrepreneurs should focus on simple, actionable strategies.

Understanding the numbers behind your marketing efforts is essential.

Embracing failure as part of the learning process is vital.

The human element in business is irreplaceable, even with technology.

Iterating and adapting quickly can lead to better outcomes.

Creating conversations with customers can unlock new opportunities.

Guest Site: https://www.salesmessage.com/ 

Guest LinkedIn: https://www.linkedin.com/in/chrisbrisson/

#12WeeksToPeak #entrepreneurship #saas

00:00 Introduction to SMS and Its Relevance

04:14 The Evolution of Sales Message

08:28 AI's Role in Modern Business

12:45 The Future of Communication and Technology

17:34 Opportunities in Legacy Businesses

21:14 Simplicity in Marketing Automation

24:57 The Importance of Consistency in Email Marketing

30:16 Overcoming Perfectionism in Entrepreneurship

36:35 Building Relationships Through Personal Touch

41:40 Texting as a Business Strategy

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

• X -- https://X.com/saleswhisperer
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Listen Your Way Into More Sales With Gene Slade, the Sales Ninja

Gene Slade shares his journey from working in HVAC to becoming a sales trainer, emphasizing the importance of adapting sales techniques in a rapidly changing industry.

We get into the role of technology, particularly AI, in modern sales processes and the challenges faced by tradespeople today.

Gene highlights the need for proper education in the HVAC industry to ensure quality service and customer satisfaction.

In this conversation, Gene Slade discusses the current challenges in the financing landscape for contractors, emphasizing the importance of service departments and maintenance in the HVAC industry.

He highlights the impact of rising interest rates and tariffs on the market, and shares insights on effective sales strategies, particularly the need for emotional connection and listening skills in sales.

The discussion also touches on the human element in sales, stressing the importance of genuinely caring for clients.

 00:00 Introduction to Gene Slade: The HVAC Hero
05:59 Transitioning from HVAC to Sales Training
12:15 The Evolution of Sales Techniques
18:59 The Role of AI in Modern Sales
22:13 Challenges in the HVAC Industry Today
22:32 Industry Financing Challenges
25:25 The Importance of Service Departments
27:35 Impact of Interest Rates and Tariffs
28:37 Sales Strategies for High Ticket Items
32:20 Listening as a Sales Tool
36:36 The Human Element in Sales

Free daily tips to fix your faith, family, fitness, and finances plus a copy of the "Inbound Sellers" Newsletter at https://free.fixerwes.com

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#12WeeksToPeak #PersonalDevelopment #salestraining

Unlock Your Sales Team's Full Potential: Geoff Ketterer

#12WeeksToPeak #PersonalDevelopment #leadershipdevelopment

00:00 Introduction and Background

02:15 The Role of Leadership in Sales Management

05:15 Accountability and Ownership in Management

10:55 Communication and Team Dynamics

15:13 Identifying Underperformance Causes

20:12 The Importance of Emotional Stability in Sales

22:58 Developing Leadership Skills

23:30 The Importance of Leadership in Sales

25:19 Balancing Skills and Leadership Training

27:03 Quality Control in Sales Management

29:00 Immediate vs. Long-term Results in Sales Training

30:08 Focusing on Top Performers

32:20 The Role of Marketing in Sales Success

34:51 Improving Lead Quality

36:35 Global Client Engagement and Cultural Insights

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

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#12WeeksToPeak #PersonalDevelopment #leadershipdevelopment

#12WeeksToPeak #ecommerce #onlinebusiness

Maximize Your Profit Margins When Selling Online, David Schomer

David Schomer and I discuss the evolving landscape of e-commerce, focusing on the competition between Amazon and Shopify. (One is much better than the other, and it's not even close.)

We explore the importance of data-driven decisions, profit margins, and customer relationships in building a successful online business.

David shares insights on the challenges of selling on Amazon, the benefits of owning customer data through Shopify, and the significance of diversification in business models.

We also get into the importance of hiring the right team and the value of veterans in the workforce. (We know the Air Force is best!)

We also discuss David's journey from accounting to entrepreneurship. He discusses the importance of e-commerce and conversion rates in business growth, as well as redefining what it means to be an entrepreneur in a team setting.

00:00 Introduction to E-commerce Success

03:10 The Amazon vs. Shopify Debate

06:11 Understanding Profit Margins in E-commerce

09:05 The Importance of Customer Relationships

12:12 Diversification in E-commerce Business Models

15:12 Hiring and Managing a Team for Success

24:22 The Value of Military Experience in Hiring

28:31 From Accounting to Entrepreneurship: David's Journey

33:04 E-commerce Insights and the Future

39:00 Redefining Entrepreneurship: Working for a Team

43:54 Connecting with the Audience: Resources and Closing Thoughts

Key Points

• Data-driven decisions lead to better performance.
• Amazon's dominance in e-commerce is being challenged.
• Owning customer data is crucial for long-term success.
• Profit margins on Shopify can be significantly higher than on Amazon.
• Customer relationships enhance the e-commerce experience.
• Diversification is essential for a healthy business model.
• Hiring veterans can improve team performance.
• Good help is hard to find, but it exists.
• Building a brand is more valuable than drop shipping.
• Engaging with customers adds humanity to e-commerce transactions. Military experience can provide valuable skills in the workplace.
• Using traditional methods like newspaper ads can yield reliable hires.
• E-commerce offers a better shopping experience for consumers.
• Building a business requires grit and resilience.
• Documenting your entrepreneurial journey can inspire others.
• Conversion rates are crucial for business growth.
• Working in a team can enhance entrepreneurial efforts.
• There's no shame in working for someone else.
• Taking risks in your career can lead to new opportunities.
• You can always return to your previous job if new ventures don't work out.

Guest Site: https://firingtheman.com/

Guest Site: https://buildgrowscale.com/

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:

• X -- https://X.com/saleswhisperer
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• LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

#12WeeksToPeak #ecommerce #onlinebusiness