136 Improving Your Sales Productivity (with Wes Schaeffer)

Jul 31

“There are only two reasons for why people won’t do business with you: either they haven’t heard of you, or they have. So if you have a bad reputation, then you’re in trouble.”

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Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.

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In this episode, we talk about:

Simplifying the sales process
Routines and habits for a productive day
Why people won’t do business with you
How good ideas happen
The importance of being open
Tailoring your message to your audience’s needs
How to beat the monotony of entrepreneurship

To learn more, listen to the full episode!

The Value of Marginal Gains

I always say, “If you’re going through hell, don’t stop.”

So no matter how busy I am, I always try to stick to my routine and habits that help me win in my day, such as exercising and going to Church. Most people are looking for shortcuts and people usually overestimate what they can do in a year, and underestimate what they can do in five. So you have to see the big picture - think big - but act small. It’s the little things that matter.

The Simplified Sales Process

To simplify the sales process, you must know who to disqualify from your list of prospects, and you should understand that you cannot help everybody.

A magnet repels just as much as it attracts, so stop trying to be everything to everyone. Understand who you can help and how you can help them, and shout it from the rooftops.