E91: How Sales Leaders Can Reverse the Trade Sales Process to Drive Better Results with Wes Schaeffer: Sales, Leadership, Trade

In this episode of Stronger Sales Teams, host Ben Wright introduces Wes Schaeffer, also known as "The Business Fixer", to deliberate on practical strategies for improving B2B sales. Wes illustrates the significance of segmenting the sales process into distinct, manageable segments through a variety of personal and professional experiences. Throughout the course of the discussion, Wes Schaeffer divulges details about the strategies that have consistently increased his close rates. He provides an explanation of his sales management method that assists firms in attracting, bonding with, converting, delighting, and endearing consumers while also discussing the cyclical nature of sales.About the Guest:"The Business Fixer" Wes Schaeffer is well-known for his expertise in sales tactics and optimisation. He is a veteran of the Air Force and the author of numerous books and 700+ podcast episodes. Wes brings an air of calm professionalism to his business dealings along with a brown belt in Brazilian jiu-jitsu. As a sales coach, he focuses on assisting companies in honing their messaging, increasing their closing rates, and efficiently distributing their products to customers. Wes brings a plethora of life experience and strong sales training to his clients, drawing on his roles as a father of seven and grandfather of three.Discover more about Wes at www.fixerwes.comKey Takeaways: Emphasise each step of the sales process to ensure comprehensive execution and maximum impact.Address potential objections and critical details upfront to streamline the closing process.Utilise a cyclical approach (Attract, Bond, Convert, Deliver, Endear) to foster repeat business and referrals.Prioritise establishing trust over simply being liked to create sustainable client relationships.Protect leads from falling back with a systematic approach ensuring progression through the sales pipeline.Time Stamps:0:00 Intro0:58 Guest Introduction3:56 "To Make Any Sale, You Must Make Every Sale"9:49 The System13:12 The Five Methods to Close Every Sale17:00 Closing First Then Presenting21:09 Sales Dog26:30 Guest Socials26:59 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.