Sales Hustle is now Sales Transformation
Aug. 4, 2021

Episode #128 To Make Any Sale, You Must Make Every Sale with Wes Schaeffer — The Sales Whisperer

Joining Collin Mitchell in this episode of the Sales Hustle Podcast is Wes Schaeffer. Let’s hear from Wes as he shares his repetition of going in early to get more ups and not deviating from the process has led him to succeed in his career today.

Wes Schaeffer is a ruthlessly pragmatic sales trainer, marketing consultant, keynote speaker, copywriter, & CRM automation expert. His sole focus is helping professional salespeople, sales managers, business owners, and entrepreneurs find the exact tools and programs they need to grow. 

He specializes in HubSpot CRM, Sales Enablement, Infusionsoft, Lead Generation, Sales Training, Ontraport, Email Marketing Systems, Salesforce CRM, Internet Marketing, Copywriting, Zoho CRM, and Sales Force Automation.

Wes’ way of serving sales professionals is through KeyNote Speeches, Make Every Sale Success System, 90 Day Coaching Program, Inner Circle Membership, and Books & Tools, which were ultimately deemed successful. 

Learn more about Wes and the Sales Whisperer on the link below.

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Episode 128 - Wes Schaeffer — The Sales Whisperer

[00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales makers across various industries. The only place where you can get what you're looking for. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin. What is happening? Sales hustlers. Welcome to another episode. I've got Wes the sales whisper on today. I had the pleasure of going on his show. I know we're going to have a ton of fun. We have some topics we may or may not dig into. I don't know, but it's going to be awesome. Um, Wes is the sales whisperer, a pig headed entrepreneur who really rehabilitates salespeople, trains their managers.

[00:00:57] He's written two and a [00:00:59] half books on sales and marketing. I'm not sure what that means. Maybe we'll find out, but here we are Wes. Welcome to sales hustle. Gosh, darn it. Thanks for having me. Yeah. I didn't realize how big of a deal you were until you told me. My mama says I'm special. Yeah. I mean, I was, we recorded on your show yesterday.

[00:01:23] I was like, oh man, I don't know if I can handle it another day. A west it's just too much awesomeness. Huh? It's like just the world in a row. Yeah. Too, too much excitement and less than 24 hours. Man, no respect, no respect. I mean, you have written two and a half books, so that's a, that's an accomplishment.

[00:01:46] I've probably written seven. Cause like I have like half of a bunch kind of out there. So like if I combine them all, it's probably a lot more than that. Why don't you just take all the half books and put them together and just call it a series? [00:01:58] Because then it would be like a, like a Picasso man and we just all kind of weird stuff.

[00:02:02] Nah. Yeah, it'd be a masterpiece masterpiece after I die. Yeah. Yeah. Uh, all right, man. Let's, before we get in here to the good stuff, um, and I'll preface it with this, the short version. Give us the short version of your sales story. Okay, man, I jumped into sales full-time in 1997. When I left the air force, um, I was married.

[00:02:29] We had a baby. And another one on the way we didn't know about and, um, and jumped in to be a stockbroker six months later, I was unemployed. I was on unemployment when my second son was born. Uh, I was on unemployment with two of my seven kids were born, um, started selling mobile homes in mobile, Alabama baby, uh, made exactly a hundred thousand dollars in my first year, 98 to [00:02:57] 99.

[00:02:57] So it's about 150 grand a day. And I was like, oh hell, maybe I can sell what's what's that in today's dollars. And about 150 grand in today's done. So, uh, and we were living in Moby man. Our rent was about 365 a month, you know, so I remember January of 99, I made $20,000. Um, I was 28 years old. When I was like, holy smokes, this is a lot of money.

[00:03:28] And you know, it was retail, right. I was working pretty much seven days a week. Um, but you know, I had to had a family to provide for, and, and I was hustling, man. Was it. Just grinding and hustling. Or did you have somebody mentoring you or what, what was it that led to, or did you just, do you just, do you just do well with your back against the wall?

[00:03:53] Yeah, all of the above had a good manager, [00:03:56] uh, but he was very much, he'd throw you in the deep. You know, he'd be there if you really needed them. Um, but he was, he was a hands-off manager. Uh, it was Oakwood homes. He had a very good process and I followed the process. Okay. Too many people get too creative.

[00:04:14] Uh, they want to reinvent the wheel, find that shortcut look for that easy button. And while other guys were looking for the easy button, I was just following the process and I sold 52 trailers in 52 weeks, just like clockwork, man. You know, there were dudes there that had literally lived in the trailer park behind the retail store and couldn't afford their rent.

[00:04:38] Meanwhile, I'm making 20 grand a month, you know, at least one month. Um, and I just follow the system and, you know, I, I was the only guy with a laptop computer back then. Um, I drew a map. [00:04:55] In word or maybe PowerPoint. I don't know, just drawing boxes. And I had all of the inventory. I had the serial numbers. I knew which ones were the longest on the market.

[00:05:05] I knew which ones I had the most wiggle room, which ones we were motivated to sell, or the manager was motivated to sale that I could get a deal on. So I just, cause it's not like cars, right. We had maybe 20. Units on the lot. So wasn't hard to remember, which was which, and so I just, you know, focused and, um, I just followed the system man, and, um, made a lot of money.

[00:05:31] And so when you, when you, when you started to see some success where you're like, this is it, this is what I'm, this is what I'm supposed to be doing. Well, I knew I liked sales and I was money motivated. Right. And our manager back then. So he had, he had six salespeople, two office managers to set [00:05:54] up crews.

[00:05:55] Um, he made 40% of net. So 1998, he made like four to $500,000. Wow. In mobile, Alabama. And he did not work long hours. Right. He. He rarely opened it. He rarely closed. Right. Uh, we were paid on what they called the up system. So the first guy in, we had a little tiny grease board, right. Maybe the size of a sheet of paper, right on, right in front of the door, you know, and the inside of the door, the first person and put their name on the board first.

[00:06:31] So, I mean, the first prospect that drove up on the line. That was your prospect. So, you know, with six of us working and usually, you know, typically one would have a day off right. In any given day, and then we would work a staggered shift. So, you know, one would come in later in the day. So there was about, there was at least [00:06:53] three of us opening, you know, three to four.

[00:06:55] So with four of us opening, I just did the math man. It's like, if I was the first one in, then I only needed five people to come on the lot for me to have two opportunities. Uh, if I was third or if I was fourth, hung over, rolling late, whatever. Then I needed eight people to come on the lot for me to have two ups.

[00:07:17] Well, that's a 66% increase in traffic. Yeah. Right. Just basic math. And like I said, I had food to put on the table. Me one time. You remember days of thunder, Tom cruise, a NASCAR movie. Yeah. And he was like super competitive with that guy. And they had two rental cars and they were leaving paving, a meeting.

[00:07:37] They were going to dinner or something, thrashed the cars, thrash the cars are like bumping each other and they, and they, and they show up at the dinner or whatever and they get out and like brush them. Suit off. That was me with this one, dude. He was, [00:07:52] we were going, it was a major road that we were on. It was a five lane road.

[00:07:55] Right. So two lanes in a, in a suicide lane in the middle. And I saw, did he figure out your hustle? Did he figure it out your hustle? Like, oh, he's, that's his first one in, we were, oh yeah, we were both super competitive, but he didn't see me. And I was driving. I remember I got this old Ford, crown Vic, an old cop car, basically.

[00:08:14] Right. Big VA. And he had a, this Ford Explorer. Uh, so I saw him and we were a couple of miles from the office, so I kinda, I kind of stayed back and man, then I gunned it and I, and he sees me though, and we're gunning him, but I beat him. I was like, I gotta get in first man. He was single. He was younger than me.

[00:08:33] And I have kids. I'm like, Hey, it's for the kids, dudes for the kids. But it was just simple math. Right? Know your numbers. If you measure it, you can improve it. And, um, it's just that simple. I, you know, the story of. You know, Charles Schwab was actually, he [00:08:51] worked back in the day for Andrew Carnegie, right?

[00:08:53] Steel, steel guy, and, and they were trying to increase production and they're doing all these fancy things. And, and Schwab was like, whatever, got a piece of chalk. And like on the floor, he just wrote like, whatever seven, you know, whatever the number was. And then the, so the, the swing shift came in at what the hell.

[00:09:16] And they were like, that's the amount of tonnage or whatever that the day shift produced. And I'm like, oh, hell eight. They shift comes in. Oh 10. Oh. So just by tracking, you know, they increased production like literally overnight. Um, so, you know, hiding from whatever number that, you know, you need to improve, isn't going to help you.

[00:09:40] So, you know, if you measure it, you can improve. Yeah. Yeah. All right. So, so we, we now know where the sales whisper, [00:09:50] his humble beginnings began before he became such a big fucking deal. Gosh, darn it. You're not,

[00:10:01] you don't have to love it. You have to live up to your, uh, to, uh, to what people are expecting now. So you got to deliver something good. Um, all right. So something, you know, we said we maybe touch on here is, you know, people just. You know, so you got to know your numbers so you can measure it. Yes. Right. But sometimes, sometimes I think salespeople are playing the wrong numbers.

[00:10:25] Like, Hey, let's throw a bunch of shit out there and see what sticks, right. Or maybe make a bunch of calls where they're not really that targeted or send a bunch of messages on LinkedIn that, you know, are just a pitch slap. And you know what? I may not may or may not even be the right person and see who bites.

[00:10:41] Right. So, yeah. What's the, what's the deal with that. And let's dig into that and kind of go over some [00:10:49] better approaches of how people can, you know, be knowing that, know their numbers, but be measuring the right things. Well, for a couple of years now, I've been talking about doing what doesn't. Yeah, no, you always hear, oh Isaac.

[00:11:05] When the competition's ads. Oh, I buy when there's blood in the street and it's like, bullshit the hell you do. Most people do not. Most people do what everybody else does. They look easy button for the shortcut hits in. Yeah. Now it's my VA talking to your AI, your AI talking back to my VA or my AI. It finally gets to your VA 18 iterations later.

[00:11:24] It might pop up and there's a real human engaging. Yeah. Okay. So, and look, I've made a living. With sales and marketing automation, all right. Working through Infusionsoft and HubSpot Ontraport, I'm certified in all these platforms. I get it. There there's a time and a place for everything. Um, but what are you doing?

[00:11:48] [00:11:47] You know, the old adage, you know, Zig Ziglar people that they'll forget whatever the hell you tell them, but they won't forget how you made them feel. Um, and yeah, when you get just a bunch of automation, people don't give a crap. They know you don't give a crap about it. Yeah. And then people will try to game it.

[00:12:05] You'll you'll get a voice. You smell. Hi, it's Wes. Yeah, I was just noticing your profile. No, they don't say your name. Oh, they'll send a little video, right. And they're waving the little Jif. Hi. I just wanted to make this video and say hi to you. It's it'll still trick some people. Uh, but I learned years ago, like when I get testimonials from people, I asked them at the first word out of their mouth is my name.

[00:12:29] Yeah, because we're so jaded, like, oh, that's a bullshit testimonial. It's not even him. So I'm makes, say, Wes, thank you for the conference west. Thank you for the workshops. I'm like, okay. I didn't, I didn't fake that one. Was it the right west? Was it actually the sales whisper? Were they really talking about the sales whisper, but I mean, we're, we're [00:12:47] jaded because we've been burned and there's so much fake stuff out there.

[00:12:50] So, you know, if you go to my website, you go to the sales and get my free tool talks about how I control it. That's automation, right? I'm not, I'm not grabbing your name and, and, and personally sending that off, you can't do it. You can't be around 24 7 and there's people all around the world, uh, downloading our stuff.

[00:13:10] So, so that's fine. But when you get a, a video, I use a bond Euro and BombBomb. Yeah. All right. I'll send a one-off email or email video, and it literally takes like seven seconds. Hey Collin. Thanks for getting my download. Let me know if I can help you. Anything else have a great day. It doesn't have to be super elaborate.

[00:13:31] I'm doing it while I'm walking. I'm doing it while I'm sitting at a, at a stoplight. So I mean just bang those things out, you know, and it you'll be amazed at the difference that a seven second personalized video. We'll say I've got a [00:13:46] chat on my, on my website and it'll ring to my phone. You know, I've been sitting at soccer games, you know, chatting with people and they're like, is this really west?

[00:13:55] Yeah. They want proof of life, right, dude. Yes, it's really me, you know, it's um, and they remember how you made them feel to be truly authentic. Yeah. And, and, and, and I'm a, I'm a big fan of video. I use video card. I've used loom in the past. I've been thinking about using hippo video, um, and video just today sent me, uh, an email giving me a gift cause they said I'm a power user.

[00:14:25] Woo. I told you I was a big deal too. You're a big deal. Big yard. They've been a sponsor of my podcast. So that's been. Vineyard is, is, is, is, is great because, I mean, I love that they just rolled out the LinkedIn integration, right? Because now you can only send a hundred invites a week, which is [00:14:45] enough, but it's not a lot.

[00:14:46] Right. People have been playing the numbers game. I don't remember what it was before. I think it was four or 500 and yeah, I've used automation in the past. Absolutely. But I try to use it. Just to drive a conversation, not to pitch somebody, not try to sell somebody, but just to make it easier to connect with more people actually schedule a call and say, Hey, can I, how can I add value?

[00:15:06] How can support you? You know, is there anything I can do those sorts of, you know, kind of texts there, but now you can only send a hundred. It doesn't really even make sense to use automation on LinkedIn because you can literally send a hundred invites in 10 minutes. No. And so what I'd like to do is, um, anybody who accepts, I send them a video and those videos take 30 seconds and they all pretty much, I'm pretty much saying the same thing.

[00:15:34] I don't have a script, but they're all about third know, 28 to 32 seconds. The message is the same. Um, I'm addressing them by their name first. Um, [00:15:44] but little trick is, you know, if I send a video to west and then next week I connect with another west, I can reuse that video.

[00:15:53] Yeah. And look, you're sexy, man, with great hair. So it would be an honor to get a video from you. Yeah. And you know, there's this simple stuff. People think they need to get the video. Perfect. Hell no, it's actually the opposite. If it's imperfect is perfect, because then it does show that you're not just some fricking robot cranking out videos, you know, um, that you're, you know, actual, you know, real human being, just, you know, genuinely being yourself, trying to connect with other people.

[00:16:26] I don't know. Yeah. We've look at, look at what's going on in society. I mean the most popular genre of television. 20 years has been reality TV, you know, and, but even that's, it, people are [00:16:43] seeing behind the scenes on that, how much that's being manipulated, you know, but it's still very popular, you know, American idol, America's got talent, whatever.

[00:16:50] There's so many, uh, reality shows. So people, they don't want the overproduced overhead. Stuff, you know, but it's like people they're so competitive and so fake and shallow that even the, the authenticity and transparency, Bubba blahs is becoming an authentic and, and opaque. Yeah. And even when people actually are being authentic and genuinely just trying to connect and build relationships, people are a little skeptic.

[00:17:23] Yeah. That's how bad it's gotten, right. Is when you actually are trying to do things, right. People are a little unsure, like, Hey, what's the, what's the catch here. Exactly. So, I mean, what are, what are some tips? So like how can we, how can we change that? What's the sales whistle, what's the sales whisper going to [00:17:42] contribute to the sales community to, to fix this problem.

[00:17:48] In, in some ways maybe it's not fixable, right? Maybe if you're just a cold, shallow, empty shell of a human, um, you're going to struggle, right? You'll, you'll have some flashes in the pan and, uh, but long-term, uh, you'll become persona non grata. Uh, but you know, you've got to give a shit. Um, do you think giving a shit?

[00:18:13] Yeah. Fake giving a shit. Yeah. I mean, in all these years, right? So I started selling a fusion soft, you know, before it was keep way back in 2008. Um, and I told more people know than yet. Right. I became an affiliate of a Weber and constant contact. You know, where you could start for $19 a month because I was sending more people there than to Infusionsoft because I'm like, this is not right for you.

[00:18:38] You are too small. You are too inexperienced with [00:18:41] technology. You don't have the budget to have somebody run this for you. Go start sending a newsletter. Join us for a year. Go learn about web forms and auto responders and, and learn to write and learn to write regularly. When you start doing that, go create two free reports.

[00:18:59] Go create one free report. Okay, then you'll be ready. Right. Two and a half books. And then come back to me. Hell man, write one small book, you know, um, good grief. I mean the very first product I ever made was the seven deadly sins of selling. And so I modeled that after a friend of mine, one of my sales coaches, he had the 10 Cardinal sins of selling.

[00:19:25] So I, I streamlined it, redid it, put my own flavor on it. Um, I. I created a report. I think it was a 12 page report. Right. But that included the cover page, the table of [00:19:40] contents, the introduction, a lot of pictures, you know, and probably three upsells in the back of it. So, I mean, It was what you would have done as a senior in high school, you know, Sunday night between about eight and 10 and 10:00 PM and midnight, you know, before that paper was due, it was, it was good content, but it wasn't some hard elaborate thing.

[00:20:02] But then I, that became a talk that I gave, I gave it at my local chamber of commerce. I recorded it on an Olympus Ws one 10. Okay. Not a fan. Recorder. I took that and turned it into a CD when those were still a thing. And then it became an MP3 and then it became a 30 page workbook and a 60 page workbook, and then it became a keynote talk.

[00:20:25] Okay. And so that's a thing. Now I'm giving that as a, um, a preview. So I'm, I'm a keynote speaker in Orlando in September for a company. And we're doing a little teaser a [00:20:39] month before that, just to get everybody fired up. Here's what's coming, you know, and I'm, I'm giving the seven deadly sins of selling as the, the preview to the keynote.

[00:20:49] So here I am, you know, 13, 14 years later. Um, actually, well, I started selling, it was for 2006, so 15 years later that that's the gift that keeps on it. Yeah. So I think that the thing there is like figure out something that, you know, you know, that maybe your clients or your prospects don't know or something that you have a value that you can educate them or give them, you know, answers to maybe some questions that they have.

[00:21:17] Keep it fricking simple. Don't over-complicate it. And just get it out there and it doesn't have to be perfect. And then maybe, you know, it evolves over time. Sure. And, and it will. Okay. But the core of it doesn't okay. It, um, you know, I'm a [00:21:38] big fan of Brazilian jujitsu and I've only done it four and a half years in the sport has already evolved, but has really evolved in the 35 years that my instructor has done it.

[00:21:49] Uh, it's evolved so much that we're going back. To the basics cause the, you know, you had the fundamentals and then things evolve, UFC grows, and guys do, you know, warm guard and all this 10th planet stuff. And then it's kind of going back to its, its fundamentals again, um, because people got away from it, but that, but even when the things were getting fancy, that the fundamentals didn't change about having a good base and uh, you know, getting the arm across the center.

[00:22:17] I mean, those things just never change. So. But before you can break the rules and evolve something, you've got to master the original, right? I mean, you want to be a painter, you have to learn colors. You know, you want to be a chef, you've got to learn how, how you know how to make a fricking omelet. And then you can reinvent the [00:22:37] omelets, but you can't reinvent something if you never knew how to embed it in the first place.

[00:22:40] Uh, but nobody wants to master the basics. They want to jump right into being the, the Auto-Tune, you know, expert. And I'm like, well, good luck. Yeah. And it could even be as simple as taking something that already exists, you know, maybe elaborating on that, giving it your own thoughts. Like you don't even necessarily have to fully create something from scratch.

[00:23:02] Yet. There needs to be some original ideas there or your own opinions or thoughts or experiences, um, you know, but, you know, take a concept and run with it and make it true. Dude, there's nothing new under the sun that was written in the Bible. I don't know, 3000 years ago. Right. You know, so when I wrote my book, my first book was the definitive guide to Infusionsoft.

[00:23:26] Where did I get that title? Um, from Perry Marshall who wrote the definitive guide to Google ad words. Okay. Um, [00:23:36] I was a customer of his, I had him on my podcast and we talked about. Uh, he was cracking up and loved it, you know? Cause, well, even if I use the exact same title, you can't trademark the title of a book, you know, I think if it's some kind of series, maybe it can, but, but you know, definitive guide, nobody owns that.

[00:23:53] Um, and it looked just this. I use the same font. He, his book was red. I use green. Uh, cause if you just saw was green till the same kind of split. Um, uh, he had the Google ad words, cheat sheet. Um, I made the Infusionsoft cheat sheet. Uh, I literally took, he had, he had a welcome video on his website. I listened to it.

[00:24:15] I transcribed it myself. It was like a minute long. Maybe I said the exact same things, but for infusion soft, right. Hey, welcome. I want to invite you to this thing. And I zoomed in and zoomed out and just like he did on, on Google ad words, right. There was nothing. I wasn't stealing anything. Right. The format of [00:24:35] zooming in zooming out, like who, who owns that, right?

[00:24:37] Yeah. Uh, but, but we think we have to be super creative, invent some brand new thing. It's like, well, everybody's wants to be different. Or, you know, you'll never know. You'll never launch if you do that or they want to get it perfect. Yeah. Right. Yeah. Good luck with that. And then you're stuck there trying to send a prospect, never launching 22 takes later, and then never, never goes like, unless there's something really a big gap or loud noise or something, I don't edit my podcast.

[00:25:07] You know, I drop them off, do intro outro, sin, you know, it's um, that's authentic. Yeah. And then that's what people really want. Right. People want the real, the real you, the real, you know, full conversation, no edits. Um, even if you fumble in a video, just leave it standing. Oh, probably half the time I'll get tongue tied on something like [00:25:34] introduce there.

[00:25:34] I got, you know, Carl and Collin, Collin Mitchell, you know, I just leave it. I just, yeah, unless I could really butcher it in the first, mid for second. Okay. I'll redo. But I just keep going, man, because companies will, they'll pitch you on. We're going to remove the AHS and the amps. Like, look, people are listening at one and a half to two X, sometimes three X, depending on the platform.

[00:25:56] They're going to zoom right. By the dead space and the AHS and the ums. So no, I'm not paying for that. Yeah. Yeah. Um, yeah, I mean, so, and so that, that original guide, or you said you created that how long ago? 2006 or seven. Wow. It's stuck around. Yeah. It doesn't change those fundamental sales mistakes. You know, I may have to update it because I use stories like Annie Oakley, IDAs, where a lot of people now don't know who Annie Oakley.

[00:26:31] All right. Uh, an old trick [00:26:33] shot artist, you know, in the old west, you'd literally, you know, shoot from the hip shoot over a shoulder with a mirror. So, you know, the concept is shooting from the hip, you know, winging it, but, you know, Annie Oakley made it look easy. She practiced shooting from the hip, you know, most salespeople have not.

[00:26:49] Uh, yeah, but in, in, and even if you, you know, let's say if we just, we keep using video as the example here, right? If you're doing it consistently, that's how you're going to get better at it. Not by, you know, take after, take after, take of trying to get it perfect. So they, they, they did a study, right? I was, um, I was just reading this in the book.

[00:27:15] I got so many books I'm going through. Um, I would give them credit, but. Uh, it might've been, oh, it was, uh, Josh Kaufman's. I was reading his other book, how to learn anything fast, right? Because you know, the old concept of the 10,000 hour rule, right. Malcolm [00:27:32] Gladwell came out with that without liars. And so that's become the new number people throw around and the number is true, but it's 10,000 hours to master something you can become decent enough.

[00:27:45] His argument is in 20th. Okay. Not an expert, but he gave six examples of like playing the ukulele, learning yoga, blah, blah, blah. Um, but he, he referenced a story. They had, um, two groups of students and they had, they were teaching them like, I said, okay, so Collin, your group, you're going to be paid on the quality of the items that you make.

[00:28:14] Whereas this group, you're going to be paid on quantity, just knock them out. And they had like, whatever set amount of time. Right. So when they were all done, my group produced more obviously, but also produce better. Then the quality group because [00:28:31] of the iteration, just boom, but just spitting them out. And the more they did, they got better and better and better.

[00:28:35] Everybody else. The other group was like taking their time and, and they never launched. They never perfected their skill. Cause it's the repetition, you know, but my jujitsu instructor, he's just so like last night I go to class and I was the highest ranking belt there. Other than the instructor, we had had a couple of black belts and then I was, I'm a purple belt.

[00:28:55] I was the highest ranking guy there. And, uh, And like I'm looking down the aisle cause you line up in order and I'm like, what in the holy hell is going on? I was the worst student. This thing did not come easy to me. I started just before I was 47. Uh, I was tired. I was sore. I didn't get it. Things didn't click.

[00:29:13] I had a couple of arm injuries. I couldn't do half the moves for a year, you know? Lo and behold, I'm the highest guy in a class. Like how did that happen? Cause I just stuck it out. Yeah. You know, and now I'm fine. I have fought a kid last night, you know, he's 25, 26 [00:29:30] years old, super strong. CrossFitter, you know, cardio for days and I could control him easily.

[00:29:36] Cause he's. Right. And it looked like I'm not doing anything. I would sit back, let him do his thing and I would react and let him work. And it was easy after four and a half years of going six days a week. So it looked like I wasn't, but it looked like I was winging it, but I've practiced every move that we did for four and a half years, you know, but nobody, nobody wants to stick around that long and what the easy button, the easy money.

[00:30:04] And it's just like, you can make it. But it, won't not consistently without some skills. Yeah. I love that example. I've heard that example. I think there's maybe a few people that have referenced in a book. There's an example with the photograph and the clay and yeah. The people who, you know, was graded on the quantity had better quality because you know of consistency and getting better.

[00:30:28] And [00:30:29] you, you know, in any sales activity you do, you should be looking for feedback, reviewing what's working. You can ask your colleagues for feedback. You can even ask your prospects for feedback. You know, sometimes if somebody says, no, that's a great opportunity to, you know, ask. Learn more like, Hey, you know, I'm trying to learn here.

[00:30:49] I'm just curious, you know, why, why were you not interested in this particular thing and get some feedback and maybe your messaging just sucks or maybe your approach sucks, or maybe you came off, you know, as an automated AI bot and they didn't like it. Whatever the reason is you can, you know, learn along the way to slowly improve and get better and expand on whatever, you know, approach or channel or message that you're using.

[00:31:12] Okay. That's it repetition, you know, that's how I hit it. It sell Oakwood homes, you know, it's just, I got in early, I got more ups, you know, and I followed the process. I did not deviate. And [00:31:28] it worked Wes. Thanks so much for coming on today. Appreciate it. Um, Before I let you go. Any final thoughts? Where, where do you, where can people find out more about the sales whisper and learn about how much of a big deal he is?

[00:31:45] That's right, man. Well, I want to thank you for your tip yesterday on my show. So I'm going to go. Uh, probably right after this one. So y'all check out episode five, need my glasses 5 23. It's coming out. Uh, you can learn the tip that Collin gave me. I've already put it into use. So, um, I appreciate that. Just go to the sales um, easiest thing to spell it.

[00:32:10] It'll take you to a landing page. You can hunt around there, either get that, that guide or, uh, You'll find all my social media links. You hit the contact a should we get a link to my calendar? I do have a free 15 minute consult. Um, so if there's something there that you see that you like [00:32:27] that it might help hit me up, but, um, you can just go to the sales agenda.

[00:32:32] Awesome. We'll uh, include that in the show notes. Thanks again, Wes. And if you enjoy today's episode, write us a review, share the show with your friends and as always we're listening for your feedback. Thank you. Tuning in to this episode of sales hustle. Are you a sales professional looking to take your sales career to the next level?

[00:32:51] If the answer is yes, then I want you to go over to. Sales check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host, Colin Mitchell. And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.