SIV #069: Wes Schaeffer – The Sales Whisperer


The A,B,C,D,Es of Selling

I first met Wes Schaeffer at a convention in Phoenix back in 2014. He was just starting to get some real traction in his business and he has exploded from there. His “The Sales Podcast” is one of my must listen to podcasts and he has taught me a ton!

You are going to enjoy our time with Wes and I hope you come away a better salesperson.

Do you know the only way to ensure you learn something from this podcast? Take some notes!

You don’t have to be all fancy about it and write them in your leather bound journal. Just grab a brown paper bag and some blue crayons and let’s go to work.

Things Wes And I Talked About

  • While selling mobile homes he learned:
    • To follow a system
    • To have a process
    • To be a product of the product
  • Why he became a student of sales and continues to invest in himself.
  • Do you want to be a pro or an amateur?
  • As “The Sales Whisperer” Wes:
    • Trains sales trainers
    • Rehabilitates salespeople
  • Always Be Closing doesn’t fly today. (If you haven’t ever watched the famous scene from Glenngary Glen Ross you can watch it here. Carefully CLICK HERE WARNING!!! It is not safe for work.)
  • His sales cycle is:
    • (A)tract
    • (B)ond
    • (D)eliver/Delight
    • (C)onvert
    • (E)ndear

“Don’t stick with it until you get it right. Stick with it until you can’t get it wrong!” – Wes Schaeffer

  • Why you need 7 different voice mail scripts
  • You’re not that good
    • Talent is not transferable
    • Only systems allow you to grow and scale
    • Henry Ford is known because of his system
  • Jimmy Kimel and Oprah make enormous amounts of money by:
    • Asking good questions
    • That they have researched
    • So that they can have an engaging conversation
    • Sound familiar?
  • The biggest mistake salespeople make is not knowing their #1 job.
    • It isn’t selling
    • The #1 job is prospecting. It is the only thing you can control
  • The easiest person to sell is someone who has already bought from you.
  • It’s easy to be a Navy Seal. The trick? Don’t quit.

“I want to be remembered as someone who took his shot.” – Wes Schaeffer

The Books Wes And I Talked About

As always: Click on the cover below to learn more or purchase through Amazon

The Wizard of Ads – Roy H. Williams

Winning Through Intimidation – Robert Ringer

Where To Connect With Wes

Wes’ Website/Podcast:




Next Week

Eric Silverman returns to the Success Is Voluntary Podcast and he pulls NO punches. In fact, I’m guessing he is going to make all of us a little mad and that’s o.k. We can’t grow unles someone challenges/pushes us. Eric has always done that for me.

Until then, I wish you great SUCCESS! I’ve heard it’s VOLUNTARY

Tim Martin

Author: Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

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