May 2015 - The Sales Evangelist

Archive Monthly Archives: May 2015

Call Reluctance, The Sales Evangelist, Donald Kelly, Sales Training

TSE Blog 003: The Top 4 Reasons Salespeople Face Call Reluctance

Call Reluctance, The Sales Evangelist, Donald Kelly, Sales TrainingWe all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you start doing everything else to “prepare”, “settle in”, or “get comfortable”.
So you make a cup of coffee, check voice mails, email, snail mails, look at the news, review your pipeline, do some research, organize your desk, and catch up with your fellow coworkers on the weekend. The next thing you know it’s been two hours and you still haven’t made your first call. Sounds familiar huh?
For many sellers, this is a major factor that holds them back from performing at their peak level. I’ve been there before and I know how frustrating it can feel; but there is a way out. I had to look at what the reasons that held me back in order to tackle them. You may have more reason than this, but from the list I initially made, I felt for the most part all the reasons came down to these four.
1. Pure Laziness
 
This one is obvious. Maybe it was just the long weekend or the fact that I was just tired and didn’t want to get started on the phone. In my mind I created it as this grandiose task and made excuses as to why I could not do it. That I needed to prepare more by doing research or planning. The fact of the matter is, the best way to overcome this one is to just do it. Just pick up the phone and call. It’s also important to develop a “purpose” or a “why”. Something that will keep you moving even when you are tired. Maybe it’s to earn more money to take a trip, save for your children’s college, pay off student loan debt, help your mom purchase a home, or to become the best seller in your industry. Whatever it is, find it and just get to work.
2. Fear of Rejection
 
This is a tough one for many of us. It makes you vulnerable to put yourself out there to get rejected by perfect strangers. People you don’t know may yell at you, think you’re a sleazy sales person or nuisance for bothering them. Maybe they will hang up on me or yell at me. I’m sure no one wants to feel like this, right? The irony is that 9 times out of 10, my prospects never felt like this nor did they hang up on me. Again, it was all in my head. These were my limiting beliefs that held me back from performing well.
The way I overcame them were to literally write them all out on individual strips of paper and throw them in the trash. Physically throwing them away made it feel like I was getting rid of them for good. The most revolutionary thing that helped the most was when I learned the “Identity and Role” (I and R) principle. You can learn more about it here. But the idea is that we need to understand that as sellers, when someone says, “no,” they are not saying no to us.
Many times they are a perfect stranger and don’t even know us. They may be saying no to our company, product or service. No, because it’s not the right time. But not because they don’t like you or hate you. They don’t even know you. I personally think you don’t need to take it personal because you just need to move on to the next one. As I started applying these concepts in my selling, the fear of rejection dissipated and I was able to perform a lot better in my role.
3. Lack of Confidence in the Product or Company
 
Another factor that was a big stumbling block for me, when it came to call reluctance, was the lack of confidence in the product I was selling or the company I was working for. The number one reason sales professionals leave companies is because of management. Not because of more commission elsewhere or new cooler products. It’s management!
Without confidence in your company or your product, why would you want to eagerly get up everyday and go sell it? I don’t want to do that, not care to do that. I would feel that I’m deceiving myself and my clients. This has been the reason for me to leave certain organizations and it’s a factor that causes many sellers to drag their feet when needing to prospect call. If you don’t believe in the product or the company (management), you will have a tough time trying to persuade others to make a purchase.
So how do you overcome it? Well this is what I did. I either left the company if I didn’t agree with them or the product to find something else I believed in. If the company was good and the product had value, I would investigate that value so that I could gain my own conviction of it. I would meet with clients who use the product or use the product for myself to get a better understanding of the value in order to articulate it.
4. Did Not Know What to Do

Not knowing what to do definitely was another sure factor for my reluctance. What do I say when I call? How should I leave the voice mail? What questions should I ask? What product should I talk to them about for their problem? What is my value proposition? Not knowing what to do could be problematic. But just like everything else in life, there is a sure way to get around this.
To help me overcome this challenge, I started learning from those who were more experienced. I read books, listened to podcasts, took training courses, etc. If my company did not have a step-by-step sales process, I would make sure to first understand what the customer was looking for/needed and started trying different things to figure out a process. As I went forth with trial and error, I began to learn what to do and what not to do. The next thing I knew, my confidence increased and I started selling. Now that I knew what to do, I had a desire to get on the phones and help others.

Take Action
 
As salespeople, we may all face call reluctance at some point in our career. The key is to understand why you are having them and discover ways to overcome them. The faster you can do this, the more successful you will be in the end; I promise. If you want to take in this content through another medium, listen to our podcast here. If you have other factors holding you back from prospecting and making calls, let me know. I want learn what others are up against. Send me an email at Donald@thesalesevangelsit.com. As always, I want you to see a difference and find success. I want you to go out and do BIG THINGS!
The Sales Evangelizers, Donald Kelly, Sales Facebook Group
LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly

TSE Blog 002: How To Write A Great LinkedIn Headline

LinkedIn Headline, The Sales Evangelist Podcast, Donald Kelly Now, when it comes to LinkedIn, there is no silver bullet that is going to make you stand out and gain tons of new leads and tons of new business opportunities with people flocking to you. However, what I’ve come to realize with LinkedIn is that there’s a lot of little things that you can do to be effective and it takes a bunch of these pieces to be put together to make you eventually stand out and to follow proper procedure.

One of the things that’s often overlooked with LinkedIn profiles is very simple. It’s the headline. This is a thing right underneath your name on LinkedIn. Most times, I see crazy, boring, stupid things like marketing developer, sales professional, Vice President, or CEO. Obviously, you do a lot more than just that. Think about that. What’s going to jump out to folks?

In two simple steps, I’ll tell you what you need to do to make sure your LinkedIn header stands out in the crowd.

Step One: Think About Your Audience 

First, think about your ideal customer. So many times when we create a LinkedIn or any type of profile, we get selfish. We start thinking about ourselves. Well, news flash! The LinkedIn profile is not necessarily about you per se, it’s about the individuals that are going to come on looking for you. So whether that’s an employer, your prospect, potential vendors, or potential partners – who’s your LinkedIn profile geared towards? Or what different phase of your life that may be geared towards?

Obviously, this is not something that’s going to be set in stone. You can change over time. So say, for instance, if you’re trying to find a job, the things I write on my LinkedIn header will be tailored towards new employers or what I do, my skill set that’s going to help me stand out. Or if I’m looking for new customers and trying to network on LinkedIn, my LinkedIn profile needs to be geared towards my customers.

They need to be able to see, when they try to search for stuff, me pop up in there. So I need to think like them – what they want, what they are trying to look for, what they are trying to do. Think about things of that nature and you’ll be able become a little bit more successful with that LinkedIn profile.

Step Two: What Do They Need Help With?

Second, think about what they need help with the most. Your ideal customer or this new employer or the one’s you’re just trying to build strategic alliances with. When people go searching, what are they going to be looking for and why are they going to be looking for that particular thing. Now that you understand that, that’s going to be your keyword.

You take those keywords and you embed those into your LinkedIn header. And that’s number three. Be specific and descriptive. You can be specific and descriptive but you have to make sure that you use those keywords people are looking for. So say for instance, if I am an author, I might say, “New York Times bestselling author, storyteller, corporate speaker, and lover of the outdoors.”

In this particular situation, I was able to add specific keywords that people may be searching for. If they’re searching for a speaker, a New York Times bestselling author, storyteller.

And then the other thing that I added in there was a part of my personality which is number four. Don’t be afraid of adding your personality in there. If you’re looking for a job, trying to find vendors or partners, people want to make sure that they know who you are and they want to connect with you. So I give you an example for sales professionals since you are in sales. You may something like “HR Onboarding genius, restaurant operation efficiency expert, people-lover, traveling addict”

Donald Kelly, The Sales Evangelist, LinkedIn

Now, doing something like this makes you stand out a little bit more. You’re different. Remember you only have 120 characters so you have to make sure you balance that out.

And the great thing about this is that you can change them anytime you want. You can try different things. See what works best. And the good thing is that you can tailor it according to your particular time. If you’re looking for a job or trying to find new clients, it’s important that you tailor it towards your client.

So overall, listen again, its not about you. It’s about your clients. What are they looking for? What are the challenges that they face? Use those as keywords in your headline and make sure it stands out. Be a little bit different. You can add some personality in there so that they can see that you’re a human being as well. You don’t have to be rigid every single time. So that is it. Go ahead and try it. Make sure you apply it. But most importantly, I want you to have success. I want you to go out and Do Big Things!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Selling to Women, Donald Kelly, Liz O'Donnell, The Sales Evangelist

TSE 148: Learn The Secrets of Selling to Women

Selling to Women, Donald Kelly, Liz O'Donnell, The Sales Evangelist All women represent!

Picture this: A company that consists of all men creating a product for women.

Do you see a big disconnect here?

Women are massive decision-makers when it comes to consumer-purchasing and here are large consumer companies creating these products when they don’t even have women in their marketing or management teams. As a result, they don’t have a clear picture of who their audience is because they’re not represented.

As salespersons, you need to understand that women are not all the same. They all have different roles to play and needs which you need to tailor to. So pay attention!

Liz O’Donnell is just the perfect guest for today’s episode as we talk about the importance of women in the business scene, the principles of selling to women, and understanding the demographic. By day, Liz is the head of the digital practice for a public relations firm working with big brands, startups, consumer companies, and B2B companies. By night, Liz lives out her passion for writing. Imprinting on the blogging world since 2009, Liz manages a blog called Hello Ladies that tackles issues women should know about and helps them balance their crazy lives.

Today, Liz talks about the importance of women in the sales industry as well as the importance of understanding the roles of women and their needs.

Donald Kelly, Liz O'Donnell, The Sales Evangelist, Selling to Women

Here are the highlights of my conversation with Liz:

Getting to know Liz:

  • Working at a public relations firm by day
  • Running her own blog, Hello Ladies
  • Writing her book, Mogul, Mom, $ Maid: The Balancing Act of the Modern Woman

Understanding the demographic of selling to women and their needs:

  • Women are making 80-90% of all consumer-purchasing decisions.
  • Many big consumer companies don’t have women in the marketing sales or management team
  • Women are not being represented in companies

Selling to women vs. selling to men

  • Where are your customers at? Roles are more important than gender.
  • Generally speaking:
    • Men like to be presented with data and facts.
    • Women look for a connection, the narrative piece, and how it ties into the story of their life

Strategies when approaching female executives:

  • They are informed customers.
  • Don’t sell to them like you sell to retired women
  • Roles are more important than gender

How salespeople can better understand these roles:

  • Listen and read the situation.
  • Recognize people who are an “easy sale” and close

On women selling to women:

  • The potential for a connection
  • “Make sure you don’t assume the woman you’re selling to is the woman you are.”
  • Get straight down to the individual and connect.

Sales that tailor to the women’s needs:

  • Take time to understand how they live or how they prioritize aesthetics vs. durability

Flirting as a way to connect:

  • Feeling appreciated but not to the point of crossing the line

Liz’s Major Takeaway:

Not all women are mothers. Not all women are the same. Understand their roles and needs.

Current projects Liz’s working on:

Focus on women balancing their careers with their aging parents

Her next book is about catering to not only the aging but also for the people caring for them

Get connected with Liz at www.helloladies.com

Episode resources:

Liz’ blog: Hello Ladies

Books mentioned:

Mogul, Mom, $ Maid: The Balancing Act of the Modern Woman

Lean In

Sales Stigma, Donald Kelly, Jordan Quast

TSE 147: Sales From The Street “Overcoming The Sales Stigma”

Sales Stigma, Donald Kelly, Jordan Quast Today’s guest is Jordan Quast, an operations supervisor at Mountain America Credit Union,  a local credit union based in Salt Lake City, Utah with branches in Arizona and New Mexico. He works at the branch level focusing on two major areas: overall branch operations and sales.

Jordan shares with us the struggles he had with sales, how they affected him, and what he did to finally overcome them.

Here are the highlights of my conversation with Jordan:

Jordan’s major sales struggles that he had:

  • The feeling that “Sales is bad.” – the stereotypical “used car” salesman
  • Sales as product-driven
  • Fear in sales

Where he got the stigma of sales:

Being a part of a group that thinks the same

How this affected him:

Missing out on a lot of opportunities

How Jordan overcame this stigma:

  1. Recognizing the problem
  • Enrolled in an entrepreneurship program in college
  • His dream was to start a business and help people in any way he could
  1. Doing something about it
  • He had to figure out what sales was about so he took an introductory class into sales
  • He discovered it was something he could do so he eventually changed his major from entrepreneurship to professional sales
  1. Asking for help
  • Getting access to different resources (reading materials, teachers and mentors)

Jordan’s Major Takeaway:

    • Sales is a good thing. It’s about people.
  • “Don’t find customers for your products. Find products for your customers.”
  • Build that trust. Learn about your customer. Find that solution.

Connect with Jordan through LinkedIn or email him at quajorda@gmail.com

SalesLoft Prospector, Sales Prospecting, Donald Kelly, The Sales Evangelist Podcast

TSE 146: Find New Prospects Using “SalesLoft Prospector”

During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for.

Recently, in “The Sales Evangelizers” (our private Facebook Group), someone asked if there was a way to find people and build lists as opposed to just Googling for names or purchasing a list for thousands of dollars. Well, as you know, I love sharing value so I shared the idea of the “SalesLoft Prospector” with them. I wanted to wait to do an episode on it until I tested the tool out. Since I’ve done so, I feel confident in recommending it. Below are screen shots and two videos from the SalesLoft folks. Check it out.

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Quick video overview
(Video courtesy of www.salesloft.com)
Learn how to get the most from the SalesLoft Free tool


(Webinar courtesy of www.salesloft.com)

 

I hope you enjoyed this tool. Tell me what you think! Click on the link below to join the conversation in our private Facebook Group or send me an email at Donald@thesalesevangelist.com . Overall, remember, I want you to go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

The Sales Evangelist, Donald Kelly, Chris Bryner

TSE 145: What To Do When Selling To A CEO

The Sales Evangelist, Donald Kelly, Chris BrynerIn today’s episode, I’m bringing in Chris Byrne who is the co-founder of SensorPro, an enterprise messaging and feedback platform (more like MailChimp but for businesses). They have great customers on board such as global brands like Ben & Jerry’s, Kraft, and WD-40, as well as small businesses. Chris especially mentioned working with a company that sold 3,000 liters of olive oil after their first couple of campaigns. Wow!

Right from the executive’s mouth, Chris talks about the power of creative strategies to get to decision-makers and the importance of educating your customers and building relationships.

Here are the highlights of my conversation with Chris:

What makes a great sales approach:

  • Understand that it takes time.
  • Get to know people. Build up a relationship.
  • There is no silver bullet.

Strategies for sales professionals to get to CEO’s:

  • Educate them about your product.
  • Know their space and the needs of their customers.
  • If your product/service helps meet their goals, then they would listen.
  • Learn more about their product.
  • Know more about their business and speak their language.
  • Listen.
  • Provide something that’s going to be much simpler.

What you could do as a sales professional:

  • Invest in learning the craft of sales.
  • Get out there and SELL.
  • Get good at storytelling.
  • Stay relevant.

The importance of creativity:

  • Old-fashioned mails still work

How to reach out to new business owners:

  • LinkedIn
  • Keep trying and never give up.
  • Don’t assume that one particular channel is going to do it for you. Exhaust every means possible.

Tactics Chris is teaching his people:

  • Sales training is a must.
  • Following up is key.
  • Taking notes of the prospects and knowing when to follow up on them.

Current projects Chris is working on

SensorPro is offering a new set of tools of free mobile-responsive templates you can use right away!

Upcoming partnerships with software vendor Epicor and a content management company

Connect with Chris and his team on www.sensorpro.net or Twitter @sensorpro

Mention TSE and get some free sending credits 🙂

Gift Chris Sent

Thank You Chris

 

Chris’ Major Takeaway:

Do you think everyone else thinks like you do?

The other guys put their pants on one leg at a time too. Realize that the other person you’re dealing with is a human being.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales From The Street “Sales Slump”, Eric Smith, Donald Kelly, The Sales Evangelist Podcast

TSE 144: Sales From The Street “Sales Slump”

Sales From The Street “Sales Slump”, Eric Smith, Donald Kelly, The Sales Evangelist Podcast This weeks “Sales from the Street” segment features a great friend of mine, Eric Smith, who is a sales professional with a money management firm. With these segments, we interview a seller who had a particular sales struggle, discovered a solution, and saw results. During our discussion Eric shares how he fell into a “sales slump” that tremendously affected his ability to perform as a seller, his personal life and his overall confidence.

But like any other challenge in life, there is always a solution or means to fix it. Eric recognized that this was something he needed to overcome and took matters into his own hands. He rediscovered his purpose, sharpened his sword by practicing his message, and got back in the game. He saw tremendous success and had a major attitude shift. As a sales professional, we all face challenges like these once in a while, however, it’s important for us to recognize it and make the changes ASAP. If you would like to stay connected with Eric, feel free to connect with him on LinkedIn.

Eric Smith, The Sales Evangelist, Donald Kelly, Sales Podcast

If you are going through a slump or need some motivation and advice with sales related challenges, connect with our community at “The Sales Evangelizers” on Facebook. Come take a peek for yourself.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

If you have a personal sales struggle you were able to overcome and would like to be a guest, reach out to here at donald@thesalesevangelist.com.

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

TSE 143: Top 4 Reasons Why I Had Call Reluctance

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you start doing everything else to “prepare”, “settle in”, or “get comfortable”. The next thing you know it’s been two hours and you still haven’t made your first call. Sounds familiar huh?
Well, in this episode, I will share with you some of the personal main reasons for my call reluctance. Different individuals may have different reasons, but all around the principles are similar. For some reason we are not getting on the phone when we need to. Here are the main points I found:
1. Pure Laziness
2. Fear of Rejection 
3. Lack of Confidence in the Product or Company 
4. Did Not Know What to Do
 
Take Action
As salespeople, we may all face call reluctance at some point in our career. The key is to understand why you are having them and discover ways to overcome them. The faster you can do this, the more successful you will be in the end; I promise. If you have other factors holding you back from prospecting and making calls, let me know. I want learn what others are up against. Send me an email at Donald@thesalesevangelsit.com. As always, I want you to see a difference and find success. I want you to go out and do BIG THINGS!
 
 
The Sales Evangelizers, Donald Kelly, Sales Facebook Group
 
 
 
 
 
 
 
 
 
 
 
 
 

 

Todd Cohen, The Sales Evangelist, Everyone Is In Sales, Donald Kelly

TSE 142: This Is Why You Need A Sales Culture ASAP!

Todd Cohen, The Sales Evangelist, Everyone Is In Sales, Donald Kelly

There is no better man to talk about building a SALES CULTURE than Todd Cohen himself. Todd is a keynote speaker, trainer, and author. Doing about 90 keynote appearances a year, which are all about building a sales culture. Todd also does workshops based on his keynotes, as well as a bit of consulting.

He has authored two books; Everyone’s in Sales and Everyone’s in Sales: Stop Apologizing! Both of which focus on helping people realize that everything they do is a selling moment.

He passionately believes that a common thread to everything we do is our ability to sell and sell ourselves.

Here are the highlights of my conversation with Todd:

What is a Sales Culture?

A mindset, behavior, or mentality of: “What you do, counts”

Everybody understands that what they do helps the customer say, “yes”

It is the opposite of a siloed culture.

What you’re doing has a profound and systemic effect on the organization’s ability to grow

What you can do TODAY to start developing a sales culture:

  1.  Start helping people understand that every conversation is a selling moment whenever they interact with anybody.
  2. An IMPRESSION is being formed whenever anyone in your team interacts with anybody.
  1.  Help people understand WHAT you do.
  2.  MANAGEMENT is mandatory.
  • Sales is no longer the responsibility of sales. It’s everybody’s responsibility.
  • Your customers are everybody around you – the people who need you to help them get their job done.
  • Internal customer vs. external customers

2 Ways to Change the Culture:

  1.  Do it organically.
  2.  Import it.
  • Find people who “get it” upfront.
  • Change how you interview people and change some of the questions.
  • Ask different sets of questions about how they see their impact to the business.

Current projects Todd is working on:

  • Complete rebranding of his entire business
  • Working on a third book

Connect with Todd on LinkedIn and Twitter @SalesLeaderTodd and Facebook

Episode resources:

www.toddcohen.com

www.salesculture.com

Todd’s books:

Everyone’s in Sales

Everyone’s in Sales: Stop Apologizing!

Todd’s Major Takeaway:

If you have silos in your organization, you are condemning yourself to consistent mediocrity. You must do things to bring down the silos.

Show people the bridge between what they do and how it helps your organization; and you will see them change.

 

 

The Sales Evangelist Podcast; Three Feet From Gold, Donald Kelly

TSE 141: Sales From The Street “Three Feet From Gold”

The Sales Evangelist Podcast; Three Feet From Gold, Donald Kelly We’ve all been there when things got difficult and we felt like quitting; you’re not selling a thing, you start getting frustrated, embarrassed, angry and feel that you just need to quit. Believe me, I’ve been in that position many times and it’s not a pretty place to hang out. But there is light at the end of the tunnel and its not a freight train. There is hope! During this episode of “Sales From The Street”, I share a couple of stories when I felt this way and wanted to give up. These times are not easy, but they sure are worth it in the end because things always work out. Click on the play button above and listen to the experience I have to offer.

Book’s mentioned:

 

TSE Blog 001: LinkedIn Recommendations, Why You Need Them and How to Get Them 

Linked Recommendation, The Sales Evangelist, Social Selling, Donald Kelly Why are they so important?

With the rise of social selling, LinkedIn has become a powerhouse for sales professionals to find potential business opportunities, business owners to find new employees, and professionals to grow their networks. Understanding the amazing potential of LinkedIn, over 330 million individuals have joined this business social network. With such an overwhelming sea of profiles, how do you distinguish yourself so opportunities can come to you?

One “powerful way” to do so, my fellow hustlers, is through LinkedIn recommendations. Here are several reasons why:

  1. They showcase your expertise and validate what you claim to be good at
  2. Offer instant reference and credibility
  3. Elevates you for possible promotion opportunities
  4. Helps you stand out to potentially interested parties

However, understanding this, the next obvious question is: “How do you get more recommendations?” Well, lucky for us, LinkedIn has made this very easy. All you have to do is write more recommendations! When you write a recommendation for someone, the recipient will receive a prompting to return the favor by writing you a recommendation. My experience has proven that most will write you a thoughtful recommendation, especially if yours was thoughtful.

So how should you write a recommendation? Here are the four main components of a powerful recommendation.

  1. Attention Grabbing:

Just like with email or a blog post, it’s important to grab the attention of your readers right away! You want them to read your recommendation and not just pass over it. Well, have an amazing, attention grabbing, one-liner at the start of your recommendation.

Say something like, “Talented is an understatement when talking about Jim’s work.” or “One of the best designers I know.”

  1. Identify who you are and establish your credibility:

Think like the reader. They are reading a recommendation that evaluates them. Since they may not know who is writing the recommendation, it’s important for them to know you are a credible source right from the beginning. They need to know the qualifications you possess in order to write this recommendation.

Mention if you were a colleague, mentor, previous boss, life long friend or vendor. The reader will develop a mindset of understanding who you are as they go through your recommendation.

“I had the honor of working for John while he was managing the North American division of Global IT”

“For 7 years, David’s company served as our IT vendor, while being an account executive for Mountain Ridge manufacturing.”

  1. State a specific reason why you are recommending the person. Support your recommendation with a reason that tells a story:

There is nothing more disappointing than to read a recommendation, which is it expected to offer key information or insights, but leaves you empty because it’s bland and doesn’t have the suitable points of a recommendation. To avoid this, with recommendations you write for your friends and colleagues, make sure to incorporate the following:

  • Offer a brief story that gives meaning to your recommendation; people love stories!
  • Be specific and use metrics or statistics if applicable
  • Offer a glimpse of the personality of the individual you are recommending
  • Keep your recommendation short and concise (under 200 words)

The final part of your recommendation is to encourage the reader to take action on what you are recommending. However, remember, this is not a sales pitch. It is a simple, one-sentence encouragement. Here are a few examples:

“I thoroughly recommend, that if you think Barbara will be able to help you or your business; that you pick-up the phone sooner rather than later. You will not be disappointed!”

“I would recommend her to anyone looking to create a professional website.”

“If you are looking for a quality sales professional for your organization, I encourage you take a look at Richard.”

Now that you have a better understanding of why LinkedIn recommendations are so important and how you can do them, start writing recommendations to increase your social selling. The more you do, the better off you’ll be able to gain new opportunities and start doing BIG THINGS.

 

The Sales Evangelizers, Donald Kelly, Facebook Group

 

 

Sales Meeting Agenda, The Sales Evangelist, Donald Kelly

TSE 140: How I Use An Agenda When Meeting With Clients & Prospects

Sales Meeting Agenda, The Sales Evangelist, Donald Kelly

Today, let’s bring back the most important thing we all need to do in sales – the basics.

First on the list is having a sales meeting agenda.

You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will you be perceived as a professional, but also, you will have a guideline to keep the sales process on the right track and to make sure everything will be covered, thus no time to waste.

How to make a clear sales meeting agenda:

Before the meeting…

  1. Include a clear objective of what the meeting is all about.
  2. Talk with them on the phone and find out what main things they want covered in the meeting.
  3. Jot down all the things you will be covering during the meeting (preferably in bullet points).
  4. After writing the agenda, send this to them thru email along with a calendar invitation.
  5. Put a reminder alert a day before or hours before the meeting. Or call them a day before to confirm the meeting.

When you get to the meeting…

  1. Make sure and ask if it’s still a good time to meet.
  2. Recognize that you’re not a fit for everybody so if at any point they feel that you’re not a good fit for them, then they can tell you. In the same way, ask them if it’s ok to tell them that you’re not a good fit, if you feel so. This will stun them!
  3. Begin with the discussion and use the agenda as your guideline. Now you can go through your sales process.

It’s all about making a solid relationship. Think more about what the customer needs and wants so you’re able to provide them with what they need. This keeps you on track just by doing the basics.

Samples I Mentioned:

Agenda with Client and Prospects, Donald Kelly, The Sales Evangelist Podcast                                       Agenda with Client and Prospects, Donald Kelly, The Sales Evangelist Podcast

Sales Job Interview, Donald Kelly, The Sales Evangelist

TSE 139: Everything You Need to Know About Getting Your Next Sales Job

Sales Job Interview, Donald Kelly, The Sales Evangelist Are you looking into getting that new sales job you’ve always dreamed of? Or are you simply looking for ways to improve your selling?

In this episode, we welcome back Mike Romero as we dig deeper into how you can get that new sales job and become the best candidate and the best fit for the job.

Here are the highlights of my conversation with Mike:

The Resume

How you can make your resume stand out:

  • List your contact information.
  • Write down your work history (duties, accomplishments, ways that you’ve implemented that changed things for you and the company)
  • Highlight your successes.

The Job Hunt

Mike’s top recommendations when looking for a job:

  1. Network!
  • It opens up a door of opportunities.
  • Make use of LinkedIn
  • Get your resume and LinkedIn up to date.
  1. Look up good recruitment firms in your area and partner up with them.
  • They actively work with clients looking for a talent like you and they connect the dots.
  • They can match you with a company where you are a cultural fit.
  1. Multiply your chances.
  • Apply on your own.
  • Apply on LinkedIn.
  • Apply on the company website.
  • Sign up with staffing firms.

Why register with a staffing firm vs. directly applying online?

A company may post a job online but sometimes they won’t have the time or manpower to bring in hundreds of applicants who applied on their website so they eventually reach out to the staffing partner for help.

The Interview

How can you be an ideal candidate for the company?

  1. Research the company.

Check out their website and find out more about the company.

  1. Research on the interviewer (if you happen to know who’s going to interview you)
  • This allows you to make a personal connection.
  • Use tools like Refresh app – It allows you to connect with a person on multiple social networks and be able to capture data and learn more about your interviewer.
  1. See if this is an opportunity that you’re willing to represent when you’re out there as a sales rep.
  • Can you genuinely see yourself doing it?
  • You have to fall in love with your product and believe in what you’re doing.
  1. Send the interviewer a Thank You note after the interview.
  • Old school stuff still works! They will remember you.
  • Use your best judgement on how you’re going to send it. (A handwritten note sends a humanistic touch.)
  • Make it genuine.

Get in touch with Mike Romero on LinkedIn and Twitter @mikeromero101

Episode resources:

www.kimco.com

Refresh app

Mike’s Major Takeaway:

No matter what you’re doing, you’re selling yourself first. YOU are your BEST product, image, and brand. Selling yourself can get you anywhere!

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly

TSE 138: How I Got Past The Gate Keeper…Literally

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to fix the challenge.

In today’s show, I connected with Mike Romero whom I met at a LinkedIn group. Working at a staffing company based in Southern California, Mike has found a great strategy to get to his clients in an easier and more personal way than just a straight up cold call – getting past the gatekeeper.

Here are the highlights of my conversation with Mike:

One of Mike’s biggest challenges: Gaining the attention of prospects

How he overcame the challenge:

  1. Research
  2. The 3-step quick touch to your client
  3. Create a relationship with the gatekeepers (ex. receptionists)
  • Research to look for prospects
  • Google the company and search them on LinkedIn
  • Proprietary software you used before in your company to look through summaries and history of company.
  • 1. Phone – as the first point of contact
  • 2. Voicemail – make sure it’s impactful
  • 3. Email – as your follow up

Think out of the box. Bring them coffee or a cold drink. Stop by on their birthday with a balloon and a gift. Take them to a themed treat. Make it fun. Make their day.

Mike’s Major Takeaways:

Just try. You have nothing to lose. Get creative. You have nothing to lose by being bold and trying out something new. Do something that stands out and kicks. Don’t take any point of contact for granted.

Get in touch with Mike Romero on LinkedIn https://www.linkedin.com/in/mikeromero101 and on Twitter @MikeRomero101

www.kimco.com

Vision, Sales Training, Donald Kelly, The Sales Evangelist

TSE 137: Without Vision, Your Sales Team Will Fail

Vision, Sales Training, Donald Kelly, The Sales Evangelist Having a Vision

Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go.

WHERE DO YOU WANT TO GO?

If a company doesn’t have a vision, the sales people will be moving towards different directions and nothing is going to get accomplished properly.

Here’s a personal experience of mine during my early years in sales: I worked for a smaller company where executives didn’t have a clue of where they wanted to go and they didn’t know who their ideal customers were.

The result? The company got dissolved.

Unfortunately, a vision of wanting to make money doesn’t really pan out in the long run. A great strategy should be in place. The right people should be in place.

In contrast, I also got the chance to work in an organization with leadership from the top. The executive level had a clear-cut understanding; down to the managers and the team. There was a lot of room for creativity in line with the company’s vision.

The result? The company soared.

Here are 3-Key Steps to Help You Create Your Vision:

  1. Sit down to find out your ideal customer.
  2. Figure out where the company wants to go.

What does your company desire? Where do you want to go? How do you want to do it?

  1. Figure out your personal goal.

What’s your “why?” Why are you doing what you’re doing?

Clear your mind of doubt and keep that big VISION!

Voodoo Selling, Forecasting, Sales Forecasting, Robert Harper, Donald Kelly

TSE 136: Stop Your Voodoo Selling…It Does Not Work!

Voodoo Selling, Forecasting, Sales Forecasting, Robert Harper, Donald Kelly Are you a voodoo seller? Are you relying on crystal balls, bones and feathers, and teabags to know whether you would hit this month’s goals or not?

Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it.

In today’s episode, I am talking with Robert Harper and together we will shed light on the repercussions of voodoo selling and what you can do to ultimately be HIGHLY effective in sales. I have talked about this over and over, and again, PROCESS is key. Rather, GREAT PROCESS is key.

More about my special guest: Robert is a serial entrepreneur who currently owns five companies, four of them are in the midwest that do B2B integration, like access controls and CCTV, making buildings safe and comfortable. His other business endeavor is a virtual company that provides virtual solutions to business owners.

Here are the highlights of my conversation with Robert:

What is “voodoo selling?”
Selling based on guessing and hope rather than on planning, implementing strategies, or using metrics.

Why proper planning is a major challenge among salespeople:

Salespeople and entrepreneurs are creative thinkers. It makes us less interested in the process of selling and thinking of sales as a science since we tend to think of it as more of an art.

Sales as a science vs. sales as an art

The repercussions of voodoo selling:

It is a waste of time because you’re trying to sell to people who CAN’T say no to you

How to better gain scientific concepts in your sales presentations:

  1. Sell to somebody who can say no. If they say no, do it as quickly as possible so you stop wasting time.
  • Break the theory and move on to the next.
  1. Determine your budget on how much you’re going to sell.

Instead of targeting “X” amount of dollars a quarter, target how many phone calls or meetings it would take you to make that dollar amount.

  1. Start today. Start keeping track honestly of:
  • How many phone calls you make?
  • How many of those phone calls will get you a meeting?
  • How many of those meetings will get you a proposal?
  • How many of those proposals will get you a sale?

Tracking your information allows you to introduce a change into your process and see how it affects those numbers.

The telltale sign of a salesperson or entrepreneur that doesn’t know their numbers:

Split testing every appointment, so you’re changing everyday. You will never find a system that’s going to function for you if you’re doing it this way.

  1. Have the process for the actual sale itself.
  • Analytics and a great process are keys.
  • Know your customer’s pain points
  • Bring out the numbers and give precise information
  • Look at the metrics
  • Provide real data to the customer

Terms that tell you they don’t know where they are in the process: “verbal,” “feel,” “great connection”

Understanding BIG DATA:

  • Case studies/best practices: Sears & Walmart

What Robert did for his company:

A customized tracking system for their sales team

*Robert will make a master copy of this and put it on his website for you to grab and utilize the template.

A special tip for sales managers:

Don’t talk about the numbers. Don’t judge people based on how many phone calls they’re making. Otherwise, your people will lie on those forms. The numbers are for them and not for you to judge them.

Robert’s current projects:

  • Involved in K-12 education working with 43 school districts in and around the Kansas City area
  • Helping companies transfer their physical phone systems to virtual phone systems

Get in touch with Robert through his personal blog www.harpermind.com

Check out Robert’s blog post about voodoo selling plus a link to the template they use to track statistics for their sales staff.

Robert’s Major Takeaways:

Don’t ever be afraid to ask every prospect if they have the ability and if they are willing to say no if this isn’t a good fit for their company. But, if it is a good fit, are they able to say yes?

For every sales meeting, have an agenda and send it to your prospect at least 24 hours before the meeting. In the agenda, go over what you want to cover and leave room for them to edit it for what they want to cover. During the meeting, follow the agenda. Ex: budget, decision process, the decision maker

The Sales Evangelizers, Donald Kelly, Sales Facebook Group