107: Wes Schaeffer | Showing Up Without Assumption

Takeaways

1. Never Assume: You’ve likely heard the saying about that when you assume, all you do is make an ass out of you and me. Well, it’s true, especially in sales. Wes talked about what he saw selling mobile homes — where his colleagues would see someone show up in a Mercedes and they’d jump all over the chance to sell that person. But, when “Bubba” showed up in an old pickup truck, dirty boots, and lip full of Copenhagen, they had no interest. They were assuming that person didn’t have any money. Think about times when you’ve assumed (right or wrong) about a prospect and then saw your assumption get shattered.
2. Routines Eliminate Fear: How many times have you seen a basketball player spin the ball and dribble before taking a free-throw? Or what about baseball players adjusting their batting gloves and helmet before stepping into the box to face the pitcher? These routines create muscle memory so they don’t have to think about the actual action. The same is true with your sales process. If you try to wing it or recreate the wheel on each sales call, there’s no way for you to get in the flow.
3. Don’t Sound Like Your Competition: We are all buyers in some capacity. And in that role, we don’t want to be sold, or tricked, or “closed,” but we do want to buy. Think about that the next time you’re with a prospect. If you’re trying to differentiate from your competitors and you’re pulling out all the same techniques and sounding just like they do, how do you expect your buyer to know the difference? You could be the reason they’re forcing the conversation to be about price.

Full Notes

• https://www.salestuners.com/wes-schaeffer

Book Recommendation

• The Wizard of Ads by Roy H. Williams

Sponsor

• Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.