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Sales + Marketing + Technology

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.

Perry Marshall Shares Why Solving Problems Will Never Go Out of Style

Posted by Wes Schaeffer | November 13

Read your prospects to sell how they want to buy

Stream below or right click here to download the episode. 


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

  • Solving problems vs peddling products will never go out of style
  • Successful entrepreneurs and sales people navigate the people problems to make every sale
  • Selling is not WOWing, it's disqualifying!
  • Your prospects should be able to tell that you're trying to find out if you should even be speaking to them
  • "I probably can't help you so I'm going to find out as quickly as I can so we can move on."
  • The 5 Power Disqualifiers from John Paul Mendocha
    1. They have the money
    2. They have a bleeding neck
      1. ER visitors with a broken arm get a clipboard
      2. ER visitors with a bleeding neck get all the attention immediately
      3. People in big pain write big checks quickly
      4. Stop selling prevention—it's 16x more difficult to sell even if it's 1/1000th as expensive
      5. Sell the cure
      6. The "should-be" world doesn't pay so focus on the "is world."
    3. They buy into my USP (Unique Selling Proposition)
    4. They can say "YES!"
    5. What I sell fits into their overall plan
  • Activity does not equal productivity
  • Get to the truth, not the sale
  • Most agencies that say they are experts at Facebook Ads or Google AdWords are not experts
  • Don't even both doing paid advertising on these platforms unless you're willing to get educated
  • Do you have a killer offer or not?
  • What kind of guarantee can you offer?
    • This will screen who buys from you
    • Tom Hoobyar made an unbelievable guarantee when he was in the pharmaceutical space and it paid off big time to beat a $100 million competitor when he was just a $5 million company
    • He ended up securing 90% of the market share
  • National advertising on Google is tough now
  • There is more wiggle room with Google on the Display Network and Google Shopping and Local
Grow your sales with Wes Schaeffer, The Sales Whisperer® and The Sales Podcast on iTunes

Listen To Previous Episodes of The Sales Podcast  

Support The Families of Our Fallen Navy SEALs

The Navy SEALs and their families need your help. Please donate to my Tampa Bay Frogman Swim here to benefit the Navy SEAL Foundation.

Links Mentioned In The Sales Podcast

How'd You Like This Episode? 

If you liked this episode, would you please share your appreciation by letting my guest and me know on Twitter and by leaving a 5-star review on iTunes. It helps more than you would think. 

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, Social Entrepreneurship, Inbound Marketing, Perry Marshall

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Welcome to The Sales Whisperer®

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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