107 – Showing Up Without Assumption | Wes Schaeffer

107 – Showing Up Without Assumption | Wes Schaeffer

Wes Schaeffer (aka The Sales Whisperer) is an obsessively pragmatic entrepreneur who believes marketing is just selling in print. He’s written three books, worked with more than 2,400 entrepreneurs and sales reps, and has a blue belt in Brazilian Jiu-Jitsu.

Growing up in a low-income family, Wes (@SalesWhisperer) knew from a young age he wanted more. After serving in the military for five years, he sought out a career where he’d be paid based on production. That’s when he landed on sales. In his first year selling, he earned $100,000. Since then Wes’ career has skyrocketed. He attributes his success in sales to his ability to empathize with his prospects. He focuses on connecting human-to-human rather than just sales opportunities. By connecting this way, he is able to serve them better by understanding their fears, motivations, and ultimately, what makes them tick.


  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.

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