In today’s episode, we cover the fundamentals of sales with Wes Schaeffer. Wes is the creator and owner of The Sales Whisperer, a sales training, marketing and consulting firm with an emphasis on CRM & email marketing software sales, support and optimization.

 

Sales skills are integral to our daily lives because we are regularly trying to solve problems and get other people to buy into our ideas, so what are the fundamentals of great salesmanship, how can you work to improve your sales skills, and why do you need to be a great listener to be great at sales?  

 

What to Listen For

How did Wes Schaeffer get started in sales – 3:00 

Do you need to be an entrepreneur to get the most out of life?

How should you think about your day job if you dream of being your own boss one day?

The biggest misconception about people who are not in sales – 8:10 

Why do we need some degree of sales skills to be successful in all areas of life and what can you do to improve yours?

 

The new ABC’s of sales – 12:35

What is the difference between influencing, persuading, and manipulating someone?

What do great sales people understand about the actual significance of the transaction stage in making a sale?

 

What is the difference between mediocre and great salesmanship?  – 24:00

What mistakes do new people in sales make to shoot themselves in the foot over the long term?

What should you be trying to identify when talking to a potential customer that will allow you to determine the perfect product or service to address their needs?

 

The two halves of listening – 33:40 

Why do people experience beginner's luck?

What should you focus on when improving your sales skills?

What is the difference between education and training?

 

Anytime you are trying to influence or persuade someone, you are utilizing sales skills. It can be something as simple as convincing your friends where the best place to get dinner is, or persuading your boss to give you a two week extension on a deadline. 

 

A Word From Our Sponsors

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Resources from this Episode

Wes Schaeffer's website

The Sales Podcast hosted by Wes Schaeffer

The Sales Whisperer Way by Wes Schaeffer

 

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