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Frequently Asked Questions

(and "Should Ask Questions")

  1. “What is The Sales Whisperer®?”

    The Sales Whisperer® is a "what" and a "who."

    It's my company, which is technically TSW Group, Inc. and it is also me.

    I bought the domain name on Sept 1, 2006 while watching The Dog Whisperer®. The show's star, Cesar Millan, said he rehabilitates dogs and trains their owners and I thought, 

    "That's what I do. I rehabilitate sales people and train their sales managers!"

    Over the years we've helped over 2,355 entrepreneurs in 29 countries sell more, faster, at higher margin, with less stress, and more fun.
  2. "What is your educational background?"

    I have a PhD in sales—Piled High and Deep!—and another from the School of Hard Knocks.

    Actually, I have a B.S. in Geography from the United States Air Force Academy in Colorado Springs, CO and a B.S. in Meteorology from Texas A&M University. 

    I spent five years on active duty before resigning my commission in the Air Force to enter the profession of sales in September 1997. 

    Since then I've held several licenses in the financial field including my Series 6, 7, 63, and 65, as well as life, and P&C. 

    I've also held a real estate license in Texas along with many CRM and marketing automation certifications including Salesforce.com for Dell's deployment, which began in 2007, HubSpot, Infusionsoft, and Ontraport, not to mention countless sales, marketing, speaking, negotiation, and copy writing programs, courses, seminars, and workshops.

    I've spoken on sales, marketing, SEO, copy writing, goal-setting, financial planning, fundraising, and even marriage preparation at our church.

  3. "What is your sales background?"

    As I mentioned above, I've been in full time sales since 1997. I've sold stocks, bonds, annuities, mutual funds, commodities, and more across the kitchen table, over the phone, at the conference table, and everywhere in between.

    I've flipped houses, built spec homes, and done traditional real estate.

    I've closed 7-figure deals with Google when I was in the high tech space and $635,000 training deals with Dell.

    Since 2006 I've helped thousands of entrepreneurs around the world automate their inbound marketing and sales and I've spoken on sales, marketing, SEO, copy writing, goal-setting, financial planning, fundraising, and even marriage preparation at our church.

  4. "What is your training background?"

    You can say I've been training since being recognized as an upperclassman at the Air Force Academy in May 1989 because training incoming freshman was the main role of sophomores.

    In 1995 I went through formal instructor training at Keesler Air Force Base in Biloxi, MS where I was the top graduate out of about 25 students.

    For two years I helped build and deliver the 90-day new officer training at Keesler to nearly 80 young officers.

    As owner of The Sales Whisperer® I've been training professional salespeople, sales managers, business owners, and entrepreneurs since 2006 and have spoken and trained on sales, marketing, SEO, copy writing, goal-setting, financial planning, fundraising, and even marriage preparation at our church.

  5. "How big is your team?"

    Big enough to support you if I take you on as a client.

  6. "What is your specialty?"

    The world of sales, marketing, and business has changed dramatically since our parents were learning to "Always Be Closing" and "Coffee is for closers!" and "Never take no for an answer!" and "The sale begins when the prospect says no!" and "You have to get five no's before you get to yes!"

    The internet has changed the role of buyer-seller forever.

    Social media has changed the role of buyer-seller-forever.

    It's no longer enough to be great at sales. Sure, sales is at the heart of every human interaction from dating to ordering at your favorite restaurant to getting hired to getting a raise, but you can no longer "throw a bunch of sh*t against the wall and see what sticks." You'll just end up with a sore shoulder and a messy wall.

    (Do you know how you can tell sales is in charge of marketing? They have huge "BUY NOW!" buttons in red and neon green and flashing GIFs all over the site.)

    The Sales Whisperer® offers professional sales training, CRM, and Marketing help to grow your sales.

    However, it's not enough to be good at just marketing.

    Yes, with the evolution of the internet and social media more prospects are spending more time educating and pre-qualifying themselves—and you—with your marketing content, which means marketing is as important as ever.

    But if you focus all of your energy on "brand awareness" and "social shares" and getting your social media profiles verified with no clear, compelling call to action, you'll end up liked, maybe even known, but out of money.

    (Do you know how you can tell marketing is in charge of sales? You call and the phone rings and rings, voicemails aren't returned, and requests for information go unanswered for days.)

    Finally, better / more technology alone is not the answer, either.

    Leveraging technology to efficiently and quickly disseminate a weak message or a message you cannot fulfill will only accelerate your demise.

    Which is why I focus on the proper blending and utilization of all three.

    But I start with sales, which is my specialty, because nothing happens until a sale is made.

    However, I am one of the best in the world in uncovering your true message, your USP—Unique Selling Proposition—and crafting that message in a way that resonates in the marketplace and makes your ideal customers contact you and beg you to take their money.

    Then, like adding seasoning to a fine meal, we add just enough technology—and the right mix of technology—to enhance your abilities, not overwhelm and drown them out.

  7. "Do you just do sales training?"

    No. Sales training is actually the smallest part of my business, but it is at the core of everything I do.

    That being said, I do have on-demand sales training content, group programs, private virtual, and private on-sight options for you and your team to meet most budgets and sales growth goals.

  8. "Do you just work with HubSpot or Ontraport or Infusionsoft users?"

    No. I can help you get more out of your current systems and/or help you find the best CRM / Email Marketing / Inbound Selling / Sales Enablement / E-Commerce / Affiliate Marketing platform to meet your goals, needs, and abilities.

    However, I've used Infusionsoft since 2008 and HubSpot and Ontraport since 2014 and you're reading this content on the HubSpot platform so those three—HubSpot, Infusionsoft, Ontraport—are my main areas of focus currently.

  9. "Do you only work in person or remotely?"

    Messy Southern California freeways combined with the love of my large family and Brazilian Jiu-Jitsu has me lean heavily towards working remotely with my clients. In fact, since 2006 I've probably only met 5% of my clients, who hail from 29 countries at last count.

    That's why I offer a nice discount for you to come to me if you prefer to train and consult in person.

    But I will come to you if the price is right...and you have a good Brazilian Jiu-Jitsu gym nearby.

  10. "Do you only work with individuals, small companies or big companies?"

    Yes.

Should Ask Questions.

  1. "Will you do what I say or will you tell me what to do?"

    Would you trust a doctor who only prescribed what you asked for or a surgeon who operated on you based on your self-diagnosis?

    You're coming to me to scratch an itch you can't reach. To solve a pain that is slowing you down if not crippling you. A pain whose source you either can't accurately or make go away.

    So buckle up and keep your hands and feet in at all times. It's going to be a wild ride. 

  2. "What happens if we get started and we both realize things are more complex or messier than we thought they were going to be?"

    That only happens if you withhold information or don't follow my advice.

    After decades in sales helping thousands of professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margin, with less stress, and more fun I have perfected the onboarding process for new clients to ensure we are a good fit. 

    We'll start with a quick call to discuss your needs.

    If it sounds like we're a fit I'll have you invest a nominal fee in my Initial Process Assessment.

    With the Initial Process Assessment complete we'll spend time reviewing your exact needs based on how you answer the questions you'll receive and I'll map out a precise course of action to achieve your goals, which includes pricing, timing, duties, and responsibilities.

    You can use that to shop around or apply the IPA retainer to the total and we'll get to work growing your business with the plan we created together. 

  3. "What lights your fire? Techie stuff, pretty stuff, or making sales?"

    Helping you grow is what lights my fire.

    Like the Venn diagram above shows, my expertise lies at the intersection of sales, marketing, and technology.

    Being a salesman at heart with a penchant for persuasion via the written word, I always start with the message, the content, because content is still king. 

    I then find the imagery that is needed to make the words pop, if any imagery is needed.

    Then we add technology to help you scale.

    That's what lights my fire. 

  4. "What makes you different from all of the other Infusionsoft, HubSpot, and Ontraport partners out there?"

    I start asking "what needs to be done to make the sale and how much technology and imagery is needed to bring about an increase in sales."

    Most other CRM / Marketing Automation firms think the technology is the end all, be all, and they are wrong, but it's you and your business that pays the price for their narrow-minded thinking.

    My focus is on the mind of the prospect and understanding what will get them to buy and helping you present that offer in the most compelling way ever and we'll use technology only if and when it is needed to make that happen.

  5. "What makes you different from all of the other inbound marketing firms out there?"

    My focus, experience, and success in sales.

    Most marketing consultants are secretly afraid of sales and/or they failed at sales so they got into marketing.

    I succeeded in sales because of my proper leveraging of marketing and then I learned the technology side of things to accelerate my growth, which is the proper order of events in any business, in any industry, selling anything to anyone at any time. 

  6. "What makes you different from all of the other professional sales training firms out there?"

    The world of sales training has been stuck in the 80's since the 80's. You can tell by how many times you hear "The ABCs of selling are Always. Be. Closing." and "Coffee is for closers."

    Life's too short and buyers today are too savvy to be hard-closed, at least in any business that values its reputation and seeks repeat customers.

    What makes me different is that I understand how sales have changed, have changed with the times to create my own success by bringing together sales, marketing, and technology, and I help you do the same. 

  7. "Do you help with content creation?"

    Yes, if you need it and if you agree that I am reassuringly expensive and worth it.

  8. "Are you in love with social media or any other fad?"

    I'm in love with growing your sales.

    If we can do it with social media or billboards or sky writing or smoke signals I'll do it.

    The medium is not the message. 

  9. "Will you try to lock me into a long term agreement?"

    You and I will do business first and foremost because we have chemistry. We like each other. We have the same goals, motivations, aspirations, and views about how to treat our prospects, customers, neighbors, family, friends, and those in need.

    Once we complete the Initial Process Assessment we'll know from the outset if this is a one month, 90-day, 6-month, or 12-month engagement and we'll enter into that agreement with our eyes wide open.

    Should things materially change with your business and we feel we cannot help you achieve your goals I am always open to ending an agreement in an amicable, mutually-beneficial manner at any time. 

  10. "What do you guarantee?"

    I guarantee I'll cash your check and work hard to help you meet the goals we set during the Initial Process Assessment.

    I guarantee I'll be easy to reach.

    I guarantee I'll cancel our agreement if you try to push or boss me around or treat any of my people like they are your servants or that you are better than them. 

  11. "Can you save my business?"

    If you're looking for a savior go to Mass and find Jesus, don't call me. 

Less Frequently Asked Questions

  • Can you save my business? If you are even asking that question you and I probably shouldn’t speak or meet.
  • How can I make a lot of money fast? If I knew how to do that I would either be off on my own island somewhere playing golf or I would charge you a shit-ton (it’s a word) to give you that knowledge.
  • Who’s easier to raise: boys or girls? I’ve noticed that parents that stay married and attend religious services together tend to have more polite, well-mannered kids. All 7 of ours have their own personalities and have needed a little soap in their mouths or a swat to the rear but, so far, they have all been surprisingly easy and enjoyable.
  • Chocolate or Vanilla? I was never a big chocolate fan growing up but my wife is and being married to her since 1995 has made me appreciate chocolate much more, especially her chocolate chip bunt cake, but Blue Bell’s French Vanilla is hard to beat. Actually, their Pecan Pralines ‘n Cream is my all-time favorite.

If you still have questions let's talk.

Good Selling,

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