---
title: Most of the time...
description: Most of the time your best clients live outside the averages. Good thing you do, too, because they're looking for you. The joy of being a rebel.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-30727824-1.jpg
---

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 Mar 05, 2019

# Most of the time...

![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)

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Most of the time people are not listening.

Most of the time people are scared.

Most of the time people think they can't afford it.

Most of the time people don't read your newsletter.

Most of the time people are worried.

Most of the time people want to give their best...but don't.

Most of the time people are too self-conscious to try.

Most of the time people are under-achieving because they are comfortable.

Most of the time your best clients are living outside the lines. Good thing you do, too, because they're looking for you, but you have to find them first.

In order to find them, you must first know them.

You must know their fears, their hopes, their worries, their desires.

You must know their wants, their passions, their motivations, their dreams.

You must know their preferences, their inclinations, their proclivities, their emotions.

Once you know "who," you'll know what to offer them, you'll know how to offer it, and you'll know how to reach them.

But first you start with "who." 

Market like you mean it.  
Now go sell something.

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLK4JY0e3%2BAsZOlbGp6%2Bq0q6SJJtEygHfc09Y6RvCRqCQLtUajrpC6H1Cgt5iopK%2FSfsAq3wrNGX99fQzBR8rXYIxmqw3XuCPrFet93LJI1kRVs6CGq2JmHdXOts9PM3ssXoHDCabQZ%2FjrMF6G1t9z%2BCti0ypodXRhe6muJrpKbtPqsCoJHCofQT2DP8PZ8PjTiMxc0Rcy9J&webInteractiveContentId=178194433547&portalId=443614)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## Related posts

[![Get Rid of Head Trash and Raise Your Prices — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-18541712.jpg?height=200&name=pexels-18541712.jpg)](https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices)

## [Get Rid of Head Trash and Raise Your Prices](https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices)

![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) 

 Nov 02, 2018

Yes you can and should raise your prices because, believe it or not, your clients want to pay more....

[Read more](https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices)

[![](https://thesaleswhisperer.com/hs-fs/hubfs/CRM%20Sushi%20Podcast%2030%20Yaguara%20Wes%20Schaeffer.jpg?height=200&name=CRM%20Sushi%20Podcast%2030%20Yaguara%20Wes%20Schaeffer.jpg)](https://thesaleswhisperer.com/blog/yaguara-crm-sushi)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [CRM Sushi Podcast](https://thesaleswhisperer.com/blog/topic/crm-sushi-podcast), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [Yaguara on The CRM Sushi Podcast](https://thesaleswhisperer.com/blog/yaguara-crm-sushi)

![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) 

 Dec 12, 2018

How modern teams use real-time data to set, measure, and meet goals \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/yaguara-crm-sushi)

[![](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/365%20Ways%20To%20Double%20Sales%2010%20wes_schaeffer_the_sales_whisperer.jpg?height=200&name=365%20Ways%20To%20Double%20Sales%2010%20wes_schaeffer_the_sales_whisperer.jpg)](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-14)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [365 Ways To Double Your Sales - 14](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-14)

![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) 

 Mar 11, 2018

Set Mutually Agreed Upon Agendas - 4

[Read more](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-14)

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