Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®

https://is1-ssl.mzstatic.com/image/thumb/Podcasts211/v4/80/c2/0e/80c20ef4-1caf-c766-a077-3d96398dc898/mza_3996375329741833315.jpg/600x600bb.jpg

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.

Entrepreneurship

Business

RSS

All content for The Sales Podcast With Wes Schaeffer, The Sales Whisperer® is the property of Wes Schaeffer and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Entrepreneurship

Business

https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_nologo/42344827/42344827-1748370555921-8b9db9484b0aa.jpg

Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®

The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

28 minutes 13 seconds

5 months ago

Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®

#12WeeksToPeak #salestraining #SelfImprovement

I'm going solo today to start year 13 of The Sales Podcast, episode 718.

I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.

Our job in sales is to disqualify prospects, engage them effectively, and ask the right questions.

I share insights from my extensive experience in sales, highlighting the need for curiosity and understanding the prospect's needs.

I had a little mishap with my standing desk...and then get into sales techniques, focusing on how to start the conversation in sales and handle unexpected challenges.

Improve your sales process with these insights and close more sales by having better business conversations.

Get ready for a season of growth via great sales training!
"Our job is to disqualify the prospect, not qualify."
"Your prospects are not you."
"Hearing no early is a win."
"Selling is the transference of a feeling."
"You either win or you learn."
"You prove you're different by being different."

00:00 Introduction to Flipping the Script
03:01 Understanding the Sales Process
06:02 The Importance of Disqualifying Prospects
08:54 Engaging with Prospects Effectively
12:11 The Role of Curiosity in Sales
15:00 Recognizing the Prospect's Needs
18:04 Asking the Right Questions
21:00 Using Control in Conversations
24:00 The Human Element in Sales
26:48 Final Thoughts on Sales Strategies

Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/daily

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12w

Connect with me:
X -- https://X.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #growthmindset