The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Latest Episodes:

The Hidden Rules of Persuasion You Need to Know Sep 08, 2026

Show notes

Danny Bobro shares insights on mastering persuasive communication, overcoming personal challenges, and applying these skills in high-stress scenarios like mountain climbing and sales. Discover how understanding emotion, signaling care, and building trust can transform your interactions and leadership.

Key Points:

Definition of persuasion as a set of skills and mindsets

The importance of signaling care and establishing connection
Emotional intelligence and self-regulation in communication
The role of storytelling and authenticity in persuasion
Techniques for controlling conversations and gaining trust
Lessons from mountain climbing about risk, control, and teamwork
The impact of neuroscience on understanding decision-making
Strategies for closing the trust and care gaps

Takeaways

Persuasion is a set of skills and mindsets, not manipulation.
Signaling genuine care quickly builds trust and rapport.
Understanding emotional responses helps manage resistance.
Controlling the conversation is key to effective influence.
Building a fire analogy: kindle, feed, and sustain enthusiasm.
Mastering scripts involves internalizing and authenticating them.
People make decisions emotionally and justify logically.
Self-regulation of emotions enhances persuasive impact.
The 'three C's' of persuasion: caring, connection, collaboration.
Effective communication can close the care gap and trust gap.

Sound Bites

"Persuasion is a series of skills and mindsets."
"People make decisions based on emotion and justify with logic."
"Convert emotion into a stated need to foster collaboration."

Chapters

00:00 Introduction to Danny Bobro and his expertise

05:36 Defining persuasion as a set of skills and mindsets

11:37 Overcoming personal challenges and developing resilience

21:17 Lessons from mountain climbing about teamwork and communication

32:21 Different types of climbing and risk management

42:57 Mastering persuasion: recognizing and improving communication gaps

56:12 The three C's of persuasive communication: signaling care, establishing connection, inviting collaboration

1:09:40 Using scripts effectively through internalization and authenticity

1:25:19 Closing the trust and care gaps with questions and emotional labeling

1:52:41 Practical techniques for emotional regulation and influence

1:59:59 Coaching, courses, and how to learn more about persuasion

Henry Ford's Secret to Sales Mastery (That AI Can't Teach) Sep 04, 2026

Show notes

Why do you struggle with productivity? Henry Ford had the answer, and it is simpler than you think.We often complicate our own workflows, assuming we need to master every technical detail, from chemical engineering to complex mechanics.

This self-imposed burden kills efficiency and slows down your output.

By looking at how early assembly line workers operated, you can identify where you are adding friction to your own business growth.Whether you are running scripts or managing online content, the key to better cost management is stripping away the unnecessary.

True success comes from iterating on your ideas rather than getting stuck in the weeds of over-analysis. Focus on consistent process improvement to see real results in your daily operations.Subscribe for weekly sales and productivity breakdowns, and comment on how you simplify your workflow.

Chapters00:00 Henry Ford's Prediction and the Assembly Line Principle02:23 AI's Limitations and the Cost of Housekeeping04:12 The Importance of Permissions and Governance in AI06:02 Understanding AI's Probabilistic Nature07:16 The Need for Knowledge and Clear Facts in AI Deployment07:39 Workshops and the Future of AI in Business

Key Topics

Henry Ford's assembly line principles
The reverse of assembly lines in AI today

The importance of governance and standardization in AI deployment
AI's probabilistic nature and its implications for business
Cost savings and efficiency through automation and housekeeping
The need for clear permissions and style guides in AI systems
The role of expertise in AI development and deployment
Strategies for small and large businesses to harness AI effectively

"Why are you wasting money on ineffective processes?""AI is not deterministic, it's probabilistic.""When you solve these problems, AI becomes profitable."🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

Is Your Sales Process Broken? Krista Mashore Reveals Why Aug 30, 2026

Show notes

Krista Mashore shares her journey from a teacher to a top real estate agent and coach, emphasizing innovative marketing strategies, AI integration, and high-ticket sales techniques. Wes and Krista discuss how to stand out in crowded markets, leverage AI safely, and build a sustainable business.

Topics covered:

Krista Mashore's journey from teaching to real estate success
Innovative marketing strategies including video and social media
Using AI to automate and enhance business operations
Building authority and standing out in crowded markets
The importance of education and continuous learning in sales
High-ticket sales and closing deals confidently
Creating a personal brand that attracts clients
The role of content marketing and retargeting in real estate
Safety and security in AI tools and automation
Upcoming live events and training opportunities

Sound Bites

"Make offers all the time, that's how you succeed."

"Win listings before you even meet the client."

"Success takes work, there's no magic bullet."

Chapters

00:00 Introduction and Krista's background

03:00 Krista's journey from teaching to real estate success

07:59 Marketing strategies that drove her early success

13:51 Winning listings before meeting clients

19:03 Using AI to create content and automate tasks

23:59 The importance of education and continuous learning

29:50 Building a safe and effective AI operating system

37:08 High-ticket sales and closing strategies

42:02 Upcoming events and training opportunities

45:03 Final thoughts and key takeaways

🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

What They Don't Tell You About Building a Virtual Team Aug 27, 2026

Show notes

Lisa Somers shares her journey from psychology to Amazon selling, how she and her brother built a successful online education business, and innovativelying and operations. Discover practical strategies for community building, content creation, and leveraging new platforms like Whatnot.Key Points:—Journey from psychology to Amazon selling—Building a successful online education business—Using AI for marketing and content creation—Community building and engagement strategies—Webinar and partnership marketing tactics—Adapting to AI trends in entrepreneurship—Platforms like Whatnot for selling and marketing—Balancing automation with human connectionLearn how to build an online business journey from Amazon sales to coaching. Gain practical advice on managing virtual teams effectively.Lisa Somers shares her decade of experience moving from Amazon sales to full-time entrepreneurship coaching. This conversation breaks down the reality of scaling a business while working with remote staff across different time zones. If you are struggling with the transition from solo entrepreneur to team leader, this breakdown offers clear, actionable guidance.We also discuss the essential systems needed for maintaining high levels of customer engagement in today's crowded digital marketplace. Effective managing virtual teams requires more than just communication tools; it demands a focus on loyalty and consistent strategy. By implementing these methods, you can improve your operational efficiency and long-term client retention.Subscribe for weekly business strategy breakdowns, and comment below with your biggest challenge when scaling your remote team.Chapters00:00 Introduction and Lisa's background02:51 Getting started in Amazon and business partnership04:07 Transition from psychology to entrepreneurship06:15 The role of AI in marketing and community building08:23 Hosting communities and communication channels10:17 Lead generation and webinar strategies12:46 Expanding product offers and diversifying income streams13:13 The evolution of marketing channels and AI's impact15:46 Email marketing approach and frequency18:36 Hosting webinars and partnership collaborations20:41 Practical AI applications in daily business24:36 AI tools for offer and content creation28:42 Balancing automation with human touch34:32 Living in Barcelona and travel experiences37:05 Favorite travel destinations and local tips38:48 Closing remarks and gratitude🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

Mastering Fundamentals in an AI-Driven World Aug 25, 2026

Show notes

Discipline, AI, and humanity.

Chapters

00:00 Wes Schaeffer's return to podcasting and reflections on his journey

02:21 The importance of fundamentals in sports and business

04:31 Wes's deep dive into AI and the need for governance

09:43 Understanding the power and risks of AI

11:28 The operating system analogy for AI governance

13:02 Personal challenges and resilience during tough times

14:12 Shifting focus to AI and practical applications

15:29 Using AI to serve humanity and improve service

16:18 Offering help and resources for AI implementation

What should you be doing right now?

If you're like Wes Schaeffer, you might be reflecting on your journey and the fundamentals that drive success. In his latest podcast episode, Wes dives deep into the lessons he's learned over the years, particularly in the intersection of jiu-jitsu, sales, and the burgeoning world of AI.

The Power of Fundamentals

Wes emphasizes that regardless of how long you've been in your field, mastering the fundamentals is crucial. He reflects on his experience in jiu-jitsu, stating that the key to advancing lies in the discipline sics

"The reality is, whoever masters the fundamentals and has the discipline to continue practicing is the one that usually wins."

This principle applies not just in martial arts but across all disciplines, including sales and marketing.

Navigating the Noise of AI

In an age where AI is overwhelming many, Wes shares his frustrations and breakthroughs. He spent countless hours exploring various AI tools, only to realize that many are merely flashy tricks lacking real substance. The lesson? Governance and understanding your tools are essential.

He advises:

"If you get it wrong... it’s going to be way worse."

Wes highlights the importance of having a solid governance layer when utilizing AI to avoid common pitfalls.

A New Dawn for the Sales Podcast

After a hiatus, Wes is revamping his podcast, bringing back interviews focused on actionable insights in AI. He stresses that humanity remains the next killer app, and technology should enhance our ability to connect with others, not replace it.

"Use technology for good. Use it to serve more people better."

This shift in focus not only revitalizes his content but also aligns with his mission to help others navigate the complexities of modern sales.

Reflection

As Wes gears up for this new chapter, he encourages listeners to take action. Whether you’re a seasoned professional or just starting out, remember that the basics matter. Embrace the tools available to you, but always return to the fundamentals that truly drive success.

To hear more about Wes's insights and the exciting changes coming to his podcast, tune in to the full episode.

S.M.I.L.E. To Make More Sales | Steve Rigby on The Sales Podcast Jul 14, 2026

Show notes

Steve Rigby is a good ol' boy who knows how to sell—and this conversation almost never saw daylight.

I recorded it, put it on my blog and Vimeo, and never released it to YouTube or the podcast feed.

Rereading his book brought it back. When a good ol' boy with gray hair is willing to talk, you make time to listen.

Steve wrote "S.M.I.L.E.: How a People-First Philosophy Creates Extraordinary Sales" and "Circle Selling," and he's collected 14 years of business on referrals alone.

What you'll learn:

The S.M.I.L.E. framework—Simple, Me→We, and Enjoying everyone you meet
Why 70% of the sale is the human relationship (John McKean's research)
"Trust, not technology, is the issue of the decade" —Tom Peters
How to bypass cold calling with referral calls to people you already know
Knowledge-Skills-Desire → Habit, and why desire is the front wheel of the tricycle
Why time kills deals—and the "Are you okay?" question

LINKSSteve's book "S.M.I.L.E.": https://amzn.to/2JScdWVSteve's "Circle Selling": https://amzn.to/2WH8OjKSteve on LinkedIn: https://www.linkedin.com/in/steve-rigby-1196837/Full show notes: https://thesaleswhisperer.com/blog/steve-rigby

WORK WITH ME📬 The Daily: https://thesaleswhisperer.com/daily🥋 Fixer Freaks community: https://www.facebook.com/groups/fixerfreaks🎯 12 Weeks To Peak + workshops: start at https://thesaleswhisperer.com

Market like you mean it. Now go sell something.

Outbound Prospecting // How LinkedIn Automation Can Boost Your Sales Fast: HeyReach & Ilija Stojkovski Aug 22, 2025

Show notes

🚀 Grow faster—GUARANTEED—with AI, FixerWes, & the right tech stack.

The Sales Whisperer® Inner Circle → https://FixerWes.com

📬 Daily insights: https://thesaleswhisperer.com/daily

💼 https://www.linkedin.com/in/thesaleswhisperer/

🤖 Best CRM for your business: https://CRM.FixerWes.com

AI In Sales: Chris Daigle, Founder of ChiefAiOfficer.com // Do AI Right To Grow Sales Aug 19, 2025

Show notes