Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer

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The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Wes Schaeffer

703 episodes

1 hour ago

Launched in 2013, Wes Schaeffer, The Sales Whisperer®, gives sales, marketing, success, and BJJ advice to help professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it. As of September 2025, it was rebranded and launched as The BJJ and Biz Podcast here on Spotify.

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Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast

The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

12 minutes 5 seconds

2 months ago

Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast

#BJJ#TheBJJandBIZPodcast#Business#SalesTraining#JiuJitsu#PersonalDevelopment#BrazilianJiuJitsu#BJJCommunity#BJJLifestyle#BJJForLife#MartialArtsLife#BJJMindset#assumptions #sales #decision-making #curiosity #concise communication, #sales strategies

Summary

In this conversation, Wes Schaeffer discusses the importance of avoiding assumptions in both martial arts and sales. He shares personal experiences from a recent training session and draws parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics. Schaeffer introduces the new ABCs of selling, which focus on being curious, concise, and courteous, while cautioning against making assumptions about decision-makers and their authority.

Takeaways

—Assuming can lead to misunderstandings and missed opportunities.

—It's essential to remain open-minded and avoid making assumptions about others' skills or roles.

—In sales, decision-making often involves multiple stakeholders, not just the person with the title.

—Always ask who else is involved in the decision-making process.

—Objections in sales can often be anticipated and addressed upfront.

—Effective communication requires curiosity and the ability to listen.

—Sales strategies should focus on building consensus among team members.

—Avoid using weak language that invites objections.

—The new ABCs of selling include being curious, concise, and courteous.

—Always be prepared to adapt your approach based on the conversation.

Sound bites

—"I needed consensus from both."

—"Who on your team do you consult with?"

—"Assume nothing in sales."

Chapters

00:00 The Dangers of Assumptions

06:03 Understanding Decision-Making in Sales

10:56 The New ABCs of Selling

Unlock the secrets of sales success by understanding what makes people do the things they do—access your free training: https://wesschaeffer.com/daily12 Weeks To Peak™ starts every month: 12WeeksToPeak.com

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