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

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 to get better at sales, business, and BJJ. Need a $19 CRM ? ⁠ Connect with me: ⁠⁠ ⁠X⁠⁠⁠ ⁠⁠⁠Instagram⁠⁠⁠ ⁠⁠⁠LinkedIn⁠⁠⁠ ⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠

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Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer® is an episode from The Sales Podcast by Wes Schaeffer.

This episode is 00:28:13 long.

This episode was published on Jun 5, 2025.

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