[hwis’per ] n.
- Soft speech produced without full voice.
- Something uttered very softly.
- A secretly or surreptitiously expressed belief, rumor, or hint: whispers of scandal.
- A low rustling sound: the whisper of wind in the pines.
[From Middle English whisperen, to whisper, from Old English hwisprian.] Copyright © 2009. The American Heritage® Dictionary of the English Language, Fourth Edition.
People know the truth when they hear it, even if – especially when – it comes as a whisper. And today in sales, the truth is no longer…
“What you need is a good attitude.”
- “Don’t take ‘no’ for an answer.”
- “The selling begins when the prospect says ‘no’.”
- “Learn to sell the features and the benefits.”
- “Never ask a question that can be answered with a ‘no’.”
- “People buy from people they like and trust."
But as a keynote speaker, I can’t help but be influenced by being a current sales professional, business owner and entrepreneur. More often than not what I find fellow professional salespeople, sales managers, business owners and entrepreneurs wanting, needing and grasping for are specific, actionable, demonstrable steps they can take, words they can say, subtle clues and tips they can detect that will make them more productive and more satisfied with their sales career immediately after the keynote speech!
If your sales people are hitting the same roadblocks and getting the same objections time and again it’s because they are transmitting that objection to the prospect and giving them permission to bring it up! After getting punched in the stomach enough even the scrapiest on your team will become worn out, beat down, dejected and frustrated.
Wes knows because more than once, in more than one industry, during both boom economies and bust economies, he was that worn out, disappointed salesman.
That is what lead him to develop The Sales Whisperer® Selling System™ and write his second book, “It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts.”
It’s a fresh, honest, timely, relevant, thorough approach to help sales people understand why people buy, why they do the things they do and to then help the prospect buy rather than push, push, push for a close.
As a result Wes has been retained by some of the biggest names in Corporate America, such as Dell, to help their sales teams excel.
“The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.”
George Bernard Shaw
Finally, Wes pulls back the curtain, opens himself up to live examples and role-playing in his audience-participation “Jam Sessions.“
- While other speaker/trainers say “It’s a numbers game. Just prospect more,” Wes guides his audience through specific, proven steps that drastically improve the enjoyment and the results of prospecting.
- Rather than approaching a prospect as a number to be “closed,” Wes helps you grow your business by learning to see the prospect as a person with whom you are “opening a relationship.”
- Instead of saying, “you have two ears and one mouth, use them proportionately,” Wes provides up to FIVE PAGES of customized, industry-specific questions your people can take with them to make them better consultants, interviewers and detectives when they are meeting with clients.
If you think your sales team can benefit from the ideas, concepts and teachings of a common-sense Southerner with an engineering mind and a United States Air Force Academy-instilled passion for accuracy that has been developed and honed over a 20+ year career of kneecap-to-kneecap selling then you will enjoy and benefit from your time with The Sales Whisperer®.