---
title: Bring The Right Stuff To Make Every Sale, John Reid Returns
description: Your prospects have specific needs and fears. John Reid returns to The Sales Podcast to share what those are to help you make every sale.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Rethink%20The%20Sales%20Conversation%20To%20Accelerate%20Sales%20Enablement%20John%20Reid.jpg
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Jun 13, 2025

# Bring The Right Stuff To Make Every Sale, John Reid Returns

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/john-reid-2) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/john-reid-2) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/john-reid-2) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/john-reid-2) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/john-reid-2)

## The Gift of Going Second

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

<iframe class="hs-responsive-embed-iframe" style="position: absolute; top: 0; left: 0; width: 100%; height: 100%; border: none;" allow="autoplay; fullscreen; picture-in-picture" xml="lang" src="https://player.vimeo.com/video/649253733?h=458779033a" width="640" height="360" frameborder="0" allowfullscreen data-service="vimeo"></iframe>

 

## [Sales Tips](https://thesaleswhisperer.com/)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- [Ask better questions](https://thesaleswhisperer.com/blog/professional-selling-skills-17)
- Curiosity is a superpower
- We're awarded for answering questions in school
- Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?"
- We're rewarded for being smart
- We explore and exploit
- Fake it 'til you make it is stupid
- Curiosity gets into authenticity
- Tommy Breedlove discusses "the gift of going second"

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKOY%2FobwI5zHnLrp3X1CS%2FaxiYzIa%2BtTeDy4Hi9J12KHqiipjDspXyEs%2FaMQyI3VsRPgmu9jViDMcxvQxxCGJYUdcQGIJLoeF470MMnUWRX3Gm9Rs7wXf99MDRbD6I%2FvSuFVJl80CJjkokQl%2FcWW%2FLxoh1I7yDYeo1XntoGqIOKkBLg09gcfvrEr4j2%2B5a2Pg25DMdLhYpt&webInteractiveContentId=178194433547&portalId=443614)

> Your customer will tell you what your next question should be."

- [Cast a wide net](https://thesaleswhisperer.com/blog/how-to-master-cold-calling)
- We're all in love with our own perspectives
- Rinse, wash, repeat
- The curiosity curve and the curse of knowledge

[![Rethink The Sales Conversation To Accelerate Sales Enablement John Reid](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/Rethink%20The%20Sales%20Conversation%20To%20Accelerate%20Sales%20Enablement%20John%20Reid.jpg?width=760&name=Rethink%20The%20Sales%20Conversation%20To%20Accelerate%20Sales%20Enablement%20John%20Reid.jpg)](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

[Rethink The Sales Conversation To Accelerate Sales Enablement John Reid](https://thesaleswhisperer.com/blog/brad-sugars)

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKsLdb6ZYzFjWE7CfxIehAYQEw6gmiqaclg46Igczq8cPKlynO5%2BeYg5fSjr18zp6kj6CX8fzUlY4VpFsv4BV7VWh2fO4EyjPDtn%2BUi36LxSfJpjtPfHSLhkIQJ8dxwSjmWwwPpwr%2BCYNuCOHr2SEIJS8aMzVgTcmIXLrC%2BDVoBBfNs10y%2Fg3a5AQaMf6Xgc44P75zhjeqh5jbslOGmY9YZ&webInteractiveContentId=184500196010&portalId=443614)

 

- Intent matters
- Problems with Challenger Selling and Hypothesis Selling
- Prospects are looking for context and relevance
- He's a big prefacer
- Let them know why you're asking what you're asking or sharing
- Most salespeople aren't having a conversation
- Your customer will tell you what your next question should be
- New salespeople are good at this naturally because they don't bring any bad habits to the game
- Move past your desire for a relationship just to have a relationship and to be liked
- Prospects have issues and they're not looking for a new friend in sales
- Prospects are more interested in the first call than the second
- Great salespeople [get prospects more excited](https://thesaleswhisperer.com/joy-stress) about the second call
- Be the best version of yourself
- It borders on vulnerability, which is also being overused
- Start with the assumption it's your fault
- Ask, "What could I have done differently here?"
- [Great salespeople don't blab with a lot of stories](https://thesaleswhisperer.com/blog/if-you-wanna-sell-stories-you-must-tell-how-to-tell-a-story/)
- What is the [role of humor in a sale](https://thesaleswhisperer.com/blog/why-sales-humor-ruins-the-sale)?
- The pain will emerge
- [Professional selling](https://thesaleswhisperer.com/) is all about [differentiation](https://thesaleswhisperer.com/blog/but-my-business-is-different-and-other-nonsense-i-hear-daily/)
- "Here's a technique that might help," is great to [handle the analytical types](https://thesaleswhisperer.com/blog/tony-alessandra) instead of "Here's a trick I know."
- Be versatile
- ["Don't take a 'no' from someone who can't say 'yes.'"](https://thesaleswhisperer.com/blog/anthony-parinello)
- What's the difference between a professional and an amateur?

## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast

- Get John Reid's Book, "[The Five Lost Superpowers: Why We Lose Them and How to Get Them Back](https://amzn.to/3xcQNth)"
- Get John Reid's first book, "[Moving from Models to Mindsets: Rethinking the Sales Conversation](https://amzn.to/3xajaby)"

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![Nail The Sales Conversation To Accelerate Sales Enablement, John Reid | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/john_reid_sales_podcast_540.png?height=200&name=john_reid_sales_podcast_540.png)](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Nail The Sales Conversation To Accelerate Sales Enablement, John Reid](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jan 17, 2022

Don't bring donuts, bring insight to download the episode.

[Read more](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

[![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/be_great_wes_schaeffer_the_sales_whisperer.jpg?height=200&name=be_great_wes_schaeffer_the_sales_whisperer.jpg)](https://thesaleswhisperer.com/blog/rene-zamora)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Great Sales Managers Focus on Results Instead of Hours, Rene Zamora](https://thesaleswhisperer.com/blog/rene-zamora)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Feb 12, 2020

The 5 Pillars to Magical Sales Management .

[Read more](https://thesaleswhisperer.com/blog/rene-zamora)

[![Brad Sugars: Revolutionize Your Thinking — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Brad_Sugars_the_sales_podcast_535.png?height=200&name=Brad_Sugars_the_sales_podcast_535.png)](https://thesaleswhisperer.com/blog/brad-sugars-returns)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Brad Sugars: Revolutionize Your Thinking](https://thesaleswhisperer.com/blog/brad-sugars-returns)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 11, 2019

Revolutionize Your Thinking \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/brad-sugars-returns)

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