Results Radio

Wes Schaeffer: If You Can’t Sell It, Don’t Build It

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“Make less statements and ask more questions.” - Wes Schaeffer

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When people start their own business they often set the wrong goals. They try to make the sale and just worry about getting the money. They try to get every potential customer to like them. They try to make the perfect product then find the customers. These sound like good ideas, but are all recipes for a long term disaster.

When you make a sale you’re only halfway to your goal. You really want to establish a relationship with your customer so they come back for more business. You don’t do this by getting them to like you, but by getting them to trust you. People only buy from people they trust, not necessarily the people they like. Lastly, you really need to find what people really want and then sell it to them instead of trying to force a product on people.

On this episode of Results Radio we are joined by The Sales Whisperer, Wes Schaeffer. Download this episode to to get the tips you need to be a successful entrepreneur and see the long term results you really want.

“Money is not evil. It’s simply a convenient means of exchange.” - Wes Schaeffer

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Highlights
  • Everything is sales.
  • Begin with the end in mind.
  • The best sales people realize the sale is not the true end goal.
  • You have to deliver a great experience to get repeat customers.
  • It can take 5 years to master something if you work it full time.
  • Having coaches is mandatory.
  • People need to trust you, not like you.
  • Sell your product before you build it so you know there’s demand.
  • If you can’t presell it, don’t try to sell it after it’s built.
  • The job of a salesperson is to prospect.
  • Your job as an entrepreneur is 90% promotion and 10% product.
  • Strive to be interested rather than interesting.
  • If you let other people talk about themselves you’ll seem like the best listener.

    • “You have to get over this negative connotation about money if you want to be an entrepreneur.” - Wes Schaeffer

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    References

    Get Your Copy of the Results Journal

    www.thesaleswhisperer.com/

    www.MakeEverySale.com

    Twitter: @SalesWhisperer

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    Results RadioBy Shawn Shewchuk