---
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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 Jun 13, 2025

# 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.

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[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## Related posts

[![](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)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [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) 

 Jun 13, 2025

Set Mutually Agreed Upon Agendas - 4

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

[![8 Years, 18 Months, 8 Hours, 8 Minutes — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-32218500.jpg?height=200&name=pexels-32218500.jpg)](https://thesaleswhisperer.com/blog/8-years)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [8 Years, 18 Months, 8 Hours, 8 Minutes](https://thesaleswhisperer.com/blog/8-years)

![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 13, 2025

To simply look at Nathan (not his real name) you'd approach him with caution...and half of your...

[Read more](https://thesaleswhisperer.com/blog/8-years)

[![](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/1927_solvay_great_people.jpg?height=200&name=1927_solvay_great_people.jpg)](https://thesaleswhisperer.com/blog/do-great-people-meet-or-do-people-meet-to-become-great)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Do great people meet or do people meet to become great?](https://thesaleswhisperer.com/blog/do-great-people-meet-or-do-people-meet-to-become-great)

![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 13, 2025

In 1927, 29 of the smartest people in the world met to discuss physics and chemistry. Six had...

[Read more](https://thesaleswhisperer.com/blog/do-great-people-meet-or-do-people-meet-to-become-great)

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