June 2014 - The Sales Evangelist

Archive Monthly Archives: June 2014

TSE 052: The Negotiator’s Playbook with Matt Hallisy

Matt HallisyWant to be a better negotiator? You will enjoy this episode.

During this episode I interviewed Matt Hallisy. Matt is the founder of “The Playbook Negotiator”, which is an organization that trains educated sellers, entrepreneurs and business leaders. With over 20 years of selling, going through all the traditional training method, Matt says he had very little results. It wasn’t until he was introduced to a very interesting group of negotiators and implemented what he learned from them, that he started to see greater sales results. Come and listen and learn more about Matt’s methods.

Here are some of the major takeaways from our discussion:

  • Seek to take control of the selling situation from the very get go.
  • Help the prospect take down their initial guard by not trying to sell right away.
  • Making tons of calls alone will not always give you great results, you have to know what to say and do.

You can stay connected with Matt Here:

www.thenegotiatorsplaybook.com

Twitter

Facebook

 MUSIC PROVIDED BY FREESFX

TSE 051: Does Standing Up When Making Phone Calls Make A Difference?

Donald on tree_miniHave you ever wondered if standing up while making phone calls is effective or not? Well, you are not the only one. I find that many people have that similar question. That is why I created this episode. I have tried it and saw that for me standing up was VERY EFFECTIVE.

See some of the major takeaways below.

  • Standing up allows you to better improve your posture.
  • Standing up allows your lungs to be opened and offer you the ability to breathe better. (slouching over talking on the phone is not good)
  • When you are on the phone, both parties have to rely on what they hear (tonality, inflection etc.) to picture what the other party is doing/look like. When you stand up, it enables you to sound better over the phone and therefore seen better to your prospects/clients.
  • Clients and prospects want to work with those who are confident and professional. Standing up allows you to have this confidence when speaking on the phone.
  • When you stand up you are better able to generate more energy and that is felt over the phone. Standing also allows you to move more freely and add flexibility and dynamic to the way you communicate.

Come and listen to the episode and gain your own takeaways.

Remember, Go out and DO BIG THINGS!

Come listen to this episode NOW!

MUSIC PROVIDED BY FREESFX

TSE 050: “The Power Of Belief” With Lin Hart Part 2

Lin Hart Quote_miniIn this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received little coverage in his autobiography, “Why Should White Guys Have All The Fun.”

“During his lifetime, Reginald F. Lewis accumulated great wealth and arguably the richest African-American on the planet. This book is not about his wealth. It is about Reginald F. Lewis long before the wealth. It is about the challenges he faced during this 10-year period and the way in which he overcame them. It is about how he transformed himself from being ordinary to become extraordinary”-Lin Hart

I personally feel that the principles that Lin shares are very important to our lives as sales professionals and entrepreneurs. Here are some of the major take aways from my conversation with Lin:

  • Don’t just talk, look for opportunities to do things.
  • Reginald came from a humble background and was able to climb the tallest ladder and accomplish great things.
  • Align yourself with great people because they will have an impact upon you.
  • There are no straight lines to success. You will have to hustle.
  • Most people are fearful of change because they are afraid of the outcome.
  • Changes are never free and this is why some people don’t like changes.
  • Success will come to you when you find something that you love to do so much, that you would do it for free. However, you get compensated for it.
  • Understand your business at a granular level (deep dive). Always understand ALL THE DETAILS! The genius is the one who REALLY understands the details that most others do not or is not willing to understand.
  • Knowing the details of why you are doing something will help you become confident.
  • “The most impactful limitations you will face are the ones you will place on yourself” -Lin Hart
  • Before you start selling something, you must start selling yourself.

Post by The Sales Evangelist.

Books Lin spoke about:

  1. “Why Should White Guys Have All The Fun” 
  2. Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”

Stay in contact with us:

Facebook

Twitter

MUSIC PROVIDED BY FREESFX
 

TSE 049: “The Power of Belief” with Lin Hart Part 1

LinHartIn this episode I interview Lin Hart author of the book “Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”. Lin wrote this book focusing on a specific 10-year period of Reginald F. Lewis’ life. It was a period during which the two were particularly close and it is a period that received little coverage in his autobiography, “Why Should White Guys Have All The Fun.”

“During his lifetime, Reginald F. Lewis accumulated great wealth and arguably the richest African-American on the planet. This book is not about his wealth. It is about Reginald F. Lewis long before the wealth. It is about the challenges he faced during this 10-year period and the way in which he overcame them. It is about how he transformed himself from being ordinary to become extraordinary”-Lin Hart

I personally feel that the principles that Lin shares are very important to our lives as sales professionals and entrepreneurs. Here are some of the major take aways from my conversation with Lin:

  • Don’t just talk, look for opportunities to do things.
  • Reginald came from a humble background and was able to climb the tallest ladder and accomplish great things.
  • Align yourself with great people because they will have an impact upon you.
  • There are no straight lines to success. You will have to hustle.
  • Most people are fearful of change because they are afraid of the outcome.
  • Changes are never free and this is why some people don’t like changes.
  • Success will come to you when you find something that you love to do so much, that you would do it for free. However, you get compensated for it. 
  • Understand your business at a granular level (deep dive). Always understand ALL THE DETAILS! The genius is the one who REALLY understands the details that most others do not or is not willing to understand.
  • Knowing the details of why you are doing something will help you become confident.
  • “The most impactful limitations you will face are the ones you will place on yourself” -Lin Hart
  • Before you start selling something, you must start selling yourself.

Post by The Sales Evangelist.

Books Lin spoke about:

  1. “Why Should White Guys Have All The Fun” 
  2. Reginald F. Lewis Before TLC Beatrice….The Young Man Before The Billion-Dollar Empire”

Stay in contact with us:

Facebook

Twitter

MUSIC PROVIDED BY FREESFX
 

TSE 048: How Phillip Taylor Developed His Hobby Into a Successful Business Part 2!

PTHere is part two of my conversation with PT and some of the take aways from the second session:

  • Create an avatar or the ideal client of people that you would purchase your product or service.
  • Seek out top influencers who are in your industry and seek out opportunities to work with them and to add value to them. They will bring you to a community of your ideal prospects.
  • By running an event, you become a thought leader in the eyes of the those you serve.

PT also educated us on the reverse pitch, which is the idea of pitching those who are pitching at you. (Listen to the episode how he masterfully does this).

What are the keys to success in sales?

  1. Have a genuine heartfelt understanding of what you offer.
  2. Think long term and how to grow relationship. Ask yourself, what can I do to provide value.
  3. Being able  to quickly find for your prospects.
  4. Being organized in your communication.

How do you overcome rejections and tough times?

  • Don’t compare yourself with others.
  • Think about the positive things going on and focus on those around you who are supporting you.
  • If you are getting depressed and feeling low, go out and help others! (Wise words from PT’s mom).

Resources that Phillip Recommended:

PTmoney.com (Information on personal finance)

www.FinConexpo.com

www.Fightingchance.com

www.Truecars.com

Connect with PT on Twitter:

@PTmoney

@Fincon

Come and listen to the episode to learn more!

MUSIC PROVIDED BY FREESFX
 

TSE 047: How Phillip Taylor Developed His Hobby Into a Successful Business Part 1!

PTRecently I did an interview with Phillip Taylor (PT). He took his passion and turned it into a thriving online business. PT never considered himself as a sales person, but as he grew his hobby into a business, he recognized that sales was an important factor that his organization needed. Many entrepreneurs find themselves in the same situation where they don’t know how to sell, but have to sell. Here are some the major take away from my conversation:

What are some of the major challenges you faced as an entrepreneur?

  • Not having enough time to do all that is needed
  • Sales is tough and they don’t want to bother people
  • Not having a strong enough reach in the community
  • Not wanting to PUSH people to do something

Why do entrepreneur have a tough time selling?

Many entrepreneurs don’t want to bother people or bug them with something that they DON’T need. But if you can develop away to offer people valuable information, they will love you and come back over and over again.

How do you find people for your products or services?

Write small amount of content articles that your audience would be interested in and Google will send people to you. THINK of what your prospects/clients need and provide information related to that.

Ex: If you sell computers, maybe you can provide content such as,  “What is better, Mac or PC and why” etc.

Resources that Phillip Recommended:

PTmoney.com (Information on personal finance)

www.FinConexpo.com

www.Fightingchance.com

www.Truecars.com

Connect with PT on Twitter:

@PTmoney

@Fincon

Come and listen to the episode to learn more!

MUSIC PROVIDED BY FREESFX
 

TSE 046: How To Ask Questions To Gain Trust

The Sales Evangelist Podcast. Launching Dec 2014!

Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never thought about that before?”. As a sales person these are the types of questions that YOU should be asking.  

Now, there are many other qualities that indicate if someone knows how to effectively sell (share value), but for some reason a thought provoking question does a pretty good job. In this episode I share some thoughts on this topic and offer some ideas on how you can incorporate this in your daily work.

Here are some of the major take aways:

  • Asking thought provoking questions that are resourceful and engaging, they will consider you a person of value.
  • Gain more trust from your prospects when you ask detailed questions.
  • Using your experiences with prior prospects will make it easier for you to ask those detailed questions to new prospects.
  • Build a list of key questions that  you can ask prospects when cold calling so you can make a good first impression.

Come listen to this episode NOW!

MUSIC PROVIDED BY FREESFX

 

TSE 045: What Can I Do To Help A Reluctant Buyer?

Mace.Horoff..hi_resHave you ever had a buyer who was reluctant to purchase your product or services and you didn’t know what to do? Well, this episode is for you! Mace Horoff is a coach, keynote speaker and expert in the medial sales coaching field. Mace has over 30 years of sales experience and during that time came across his fair share of reluctant buyers. His years of experience has propelled him to a top level performer in handling these types of prospects.

Here are some of the major take aways from our discussion:

  • Mace doesn’t feel you should tell  someone your product/service is better than what they are currently using, you want the prospect to say it themselves.
  • If you are frustrated that someone is not going to buy, don’t get angry, calm down and collect yourself.
  • When you have a reluctant buyer, the first thing you must do is find out why they are reluctant. Be brave enough to ASK them!
  • Mace feels a lot of people become reluctant because of the price.
  • Don’t try to make yourself look better than your prospects/clients, especially those who are high up in authority.
  • Go for the no! Never be afraid of having the client tell you no.
  • Don’t live on hope and maybes, you must be strong enough to walk away if it’s not a fit at this time.
  • When you are preparing for a sales call or visiting with a prospect/client, make it about the client and use the word “YOU”!
  • The biggest gap Sales Professional face is the gap between what we know and what we do!

Book: 

Richard Fenton “Go for the No”!

Stay in contact with Mace:

Mace@medicalsalestraining.com

 wwww.medicalsalestraining.com 

561.3333.8080

Remember, go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

The Sales Evangelist

TSE 044: “Can You Send Me Some Literature?”

The Sales Evangelist We have all heard this before “can you send me more literature”? Well, in this episode I share some tips on things you can do when approached with this question. In my experience as a young sales professional, I would get excited and start to think, this buyer is very interested! They want more information! “MAYBE” they will read it and realize that our product/service is great and come back wanting to buy!

It’s has been years and I still have not seen any of those folks come back begging to make a purchase. Now, learn from my experience. Many times when someone says send me more information, they are just too polite to tell you that they are NOT INTERESTED or they are too busy to speak with you.

Here is what I recommend you do when faced with this question:

  • In a polite way address the elephant in the room (are they just too busy or are they just not interested?).
  • Rescue them by letting them know that you understand that they are busy and if you can set up an appointment for another day and time to share more.
  • If they are really interested in getting information, provide basic summary of the product/service. They can read it real quick and get an idea of what your product or service is about. You can have a meaningful discussion next time you meet with them.

Listen to the episode and get more details. Tell me what you think by sending an email to Donald@thesalesevangelist.com or a tweet @DonaldCKelly.

Remember, go out and DO BIG THINGS!

TSE 043: Why Building Genuine Rapport & Trust Will Help You Gain More Business

DSC_5456During this episode I connected with Dan Miller and had a discussion around sales and helping others find what they love! Dan is the author of the New York Times best selling, “No More Dreaded Mondays” and “Wisdom meets Passion”. He has been a guest on CBS The Early Show, MSNBC’s Hardball with Chris Mathews, Moody MidDay Connection, and the Dave Ramsey Show.  Over 130,000 people have subscribed to his weekly newsletter. His 48 Days Podcast consistently ranks in the top 3 under Careers on iTunes, and the 48Days.net business community is viewed as an example around the world for those seeking to find – or create – the work they love.
Four important components of Dan’s sales process:

1. Building trust and rapport is important because people buy from those who they KNOW, LIKE and TRUST. Dan said that this is about 40% of the sales process.

2. Identifying the proper NEEDS is about 30% of the sales process.

3. Product knowledge and presentation is about 20% of the sales process.

4. Gaining commitment is 10% of  the process because if you do the other 3 steps, this will be easy.

Major take aways:

  • Dan also comments that the four important components of the sales process works online and offline. Build rapport with folks and they will love you and buy from you.
  • Don’t be afraid of giving things away for free. Dan believes in the law of the harvest that if he gives out information for free, it will come back to him later. He said that he probably gives away 95% of his information for free and then charges for only 5% of his information.
  • Take action and don’t just plan. It is important for us to ACT!
  • With proper sales skills, you can always land on your feet! Sales is important for any organization.
  • It is never too late to make a new beginning. You can and should do what you LOVE!

Connect with Dan Miller

10 Anniversary Edition of “48 Days To The Work You Love” is set to launch in 2015.

Dan’s Coach Mastery Program

48days.com

48days.net (Networking Community of 14,000 others trying to make a difference in their lives)