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Wes Schaeffer is the ruthlessly pragmatic entrepreneur, creator and owner of The Sales Whisperer®, an inbound marketing, sales training and consulting firm, who believes that marketing is just selling in print. Wes combines Southern common sense with military academy precision to help salespeople, sales managers, business owners and entrepreneurs achieve nearly miraculous growth. Since 2013 he has deftly hosted The Sales Podcast and is the the author of two books, “The Definitive Guide To Infusionsoft” and “It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts.” He and his wife have called Southern California home since 2004, and since they have 7 children.
In today’s episode Wes and I discuss what is sales and the difference between selling for the sole purpose of making money and selling to solve people’s problems. Wes discusses that to better solve problems, you have to ask better questions. He discusses how you can systematize this process with scripts, as well as by implementing better marketing. He shares that some business owners, including dentists, let their customers walk out of the door, knowing that they have problems. He states that when you know that someone has a problem, you should focus your energy on helping them to understand the long term implications to not solving the problem.
Links in This Episode:
Books by Wes Schaeffer
The Definitive Guide To Infusionsoft: How Mere Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, E-Commerce & Referrals With the … & Marketing Automation Software
It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts: 79 Stories On Selling With Integrity, Automating Your Marketing and Living Abundantly
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