--- title: "The Sales Whisperer® Way' Chapter 5: The New ABC of Selling" description: Learn what I mean when I say 'You can't climb a smooth mountain,' in my second book, The Sales Whisperer® Way. Listen to chapter 4+ here. image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/You_cannot_climb_a_smooth_mountain_bw.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # The Sales Whisperer® Way' Chapter 5: The New ABC of Selling ![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/the-sales-whisperer-way-chapter-5) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5) ## You can't climb a smooth mountain **.**  --- --- ***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)*** ## [Leadership Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...   [![You\_cannot\_climb\_a\_smooth\_mountain\_bw](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/You_cannot_climb_a_smooth_mountain_bw.jpg?width=600&name=You_cannot_climb_a_smooth_mountain_bw.jpg)](https://whisper.spiffy.co/checkout/the-way-book/) **Related Articles:** - [The Sales Agenda](https://thesaleswhisperer.com/blog/the-sales-agenda-template/) - [The A.B.C.D.E. Sales & Marketing System™](https://thesaleswhisperer.com/blog/abc-selling) - [Sales Training](https://thesaleswhisperer.com/ipa) ### Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast) - "[The Sales Whisperer® Way](https://whisper.spiffy.co/checkout/the-way-book)" [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## Related posts [![The Sales Whisperer® Way' Chapter 4 — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1888014.jpg?height=200&name=pexels-1888014.jpg)](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-4) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [The Sales Whisperer® Way' Chapter 4](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-4) ![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 Life's Too Short For Follow-Up Calls . [Read more](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-4) [![The Sales Whisperer® Way' Chapter 1 on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. ](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/The%20Sales%20Whisperer%C2%AE%20Way%20Brazilian%20Jiu-Jitsu%20Chapter.jpg?height=200&name=The%20Sales%20Whisperer%C2%AE%20Way%20Brazilian%20Jiu-Jitsu%20Chapter.jpg)](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-1) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [The Sales Whisperer® Way' Chapter 1](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-1) ![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 How can Brazilian Jiu-Jitsu help you make every sale? [Read more](https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-1) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Tim Rohrer Shares 'Sales Lessons of the World's Greatest Mentor'](https://thesaleswhisperer.com/blog/tim-rohrer) ![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) Apr 10, 2023 Tim Rohrer \[ LISTEN NOW ON APPLE PODCASTS \] [Read more](https://thesaleswhisperer.com/blog/tim-rohrer) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Wes Schaeffer", "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer" }, "dateModified" : "2026-07-03T22:16:13.746Z", "datePublished" : "2025-06-13T14:35:44.000Z", "headline" : "The Sales Whisperer® Way' Chapter 5: The New ABC of Selling", "image" : [ "https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/You_cannot_climb_a_smooth_mountain_bw.jpg" ], "mainEntityOfPage" : { "@id" : "https://thesaleswhisperer.com/blog/the-sales-whisperer-way-chapter-5", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hubfs/wes-header-lockup.png" }, "name" : "Fixer Wes" } } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#organization", "@type" : "Organization", "founder" : { "@id" : "https://thesaleswhisperer.com/#wes" }, "legalName" : "TSW Group, Inc.", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%20The%20Business%20Fixer%20white.png" }, "name" : "The Sales Whisperer®", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#website", "@type" : "WebSite", "name" : "The Sales Whisperer®", "potentialAction" : { "@type" : "SearchAction", "query-input" : "required name=search_term_string", "target" : { "@type" : "EntryPoint", "urlTemplate" : "https://thesaleswhisperer.com/hs-search-results?term={search_term_string}" } }, "publisher" : { "@id" : "https://thesaleswhisperer.com/#organization" }, "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#wes", "@type" : "Person", "alternateName" : "The Sales Whisperer", "image" : "https://thesaleswhisperer.com/hubfs/wes-suit-forward.jpeg", "jobTitle" : "Founder", "name" : "Wes Schaeffer", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/about", "worksFor" : { "@id" : "https://thesaleswhisperer.com/#organization" } } ```