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The Sales Whisperer® blog is a compilation of podcasts—The Sales Podcast and The CRM Sushi Podcast—How-To articles and videos, inspirational posts, a little humor, and a whole lot of common sense. Subscribe here to have Wes Schaeffer's musings sent to your inbox for free from time to time. It's the best way to keep your sanity in this world of flash, gimmicks, and goo-roos.

Brad Lea, LightSpeed VT Founder: What It Takes To Be a Professional Sales Person Today

Posted by Wes Schaeffer | September 04

Professional sales people know how to handle "I'm just looking"

Stream below or right click here to download the episode. 

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Sales Tips you'll learn in The Sales Podcast...

  • Was running a car dealership
  • Was good at it
  • Real deal lease presentation
  • He started training people to teach that presentation
  • But they didn't produce the results he wanted
  • People need repetition
  • One day workshops just expose people to the information
  • Online learning will grow 300% over the next five years
  • It's more scalable
  • Make sure the drills and exercises are part of the membership
  • Create better, more engaging training
  • Training doesn't work because people don't apply what they learn
  • If he had to start over he would've 
    • Dreamed bigger
    • Worked harder and smarter
    • Not trusted the same people (friends and buddies were wrong...but stayed on for eight years)
    • He allowed these things to go on for years. He ignored his little voice.
  • He didn't value culture and vision and mission
  • It takes as much effort to make $10 million as it does to make $1 million
  • Shoot for 100% growth vs 20% growth
  • Culture is accepted behavior and it goes beyond goals
  • A bad culture will bring you down
  • You attract A players by having A players
  • "Who" is a book about using scorecards for hiring
  • "The Hard Way"
  • Why do you sing your ABCs flawlessly?
  • Develop your skills continuously
  • You get out what you put in
  • Ask yourself a couple of questions and find out what you really want
    • The more hands you shake the more money you make
    • It's a numbers game
    • Once you double your effort you'll get more business
    • To so do, prepare yourself. Get better at your skills and when you double your effort you'll more than double your sales.
    • Your job as a professional salesperson is to listen
    • Most people don't follow up or do it correctly
    • You can always get better
    • Sharpen the axe
    • Hold yourself accountable
  • You must increase the value of your products so they are greater than the value of your money
  • Buyers are liars
  • We need to find the true objection
  • "I'm just looking" is a defense mechanism
    • End it with "...for whatever you've got."
    • "Oh, you're just looking? Your brother 'been' was just here yesterday. Your sister 'still' will be in tomorrow."
  • People don't make decisions because they don't have enough information
  • Know your competition
  • Sell yourself
  • Know what makes you valuable to your clients
  • Never forget a customer and never let a customer forget you
  • "They're cheaper? Well they don't have me."
Grow your sales with Wes Schaeffer, The Sales Whisperer® and The Sales Podcast on iTunes

Listen To Previous Episodes of The Sales Podcast  

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Links Mentioned In The Sales Podcast

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If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something.

Topics: The Sales Podcast, Entrepreneur, Podcast, Entrepreneurship, Inbound Marketing, LightSpeed VT, Brad Lea

Written by Wes Schaeffer

The Crash Test Dummy for discovering proven, transferable, reliable tools for creating inbound sales.

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Wes Schaeffer, The Sales Whisperer® helps you grow your sales. Sales | Marketing | Technology

Great marketing makes sales easy. Great selling makes great marketing possible. Great technology delivering great marketing and sales makes you rich. The World of The Whisperer is a community of doers, of action takers, of those who walk their talk. I'm thrilled that you are here. ~Wes Schaeffer

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