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Archive Monthly Archives: October 2015

Jason Swenk; Donald Kelly The Sales Evangelist Podcast, Sales Proposals, Sales Hacks

TSE 213: Close 80% More Of Your B2B Proposals With Jason Swenk

I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!

Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!

Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.

Here are the highlights of my conversation with Jason:

How to successfully convert your proposal in B2B sales:

  1. Treat a proposal like a phone number.

Get it in the right order and do it in the right way.

  1. Do NOT send a proposal. (Like what?!?)

Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.

  1. Your proposal is not what sells them.

Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.

Steps in Qualifying:

  1. Need

Does their need match up to what you can deliver to them? Can you deliver it?

  1. Budget

Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).

  1. Authority

Make sure you talk to the decision maker. Ask.

  1. Timing

Make sure the timing is right.

Getting to the Proposal: The 3 I’s

  1. Issue

What’s their biggest issue? This allows you to understand what to focus on.

  1. Impact

What’s the impact on their business?

  1. Importance

How important is it to them? This is where your follow-up strategy comes in.

Strategies for Closing:

  • Do not give them too many options.
  • When you understand their problem, they look at you as an adviser so you need to tell them what to do.
  • Sell your clients what they need and not what you want them to buy.

How to Quickly Build a Proposal:

  • Create a proposal template.
  • Take out the stuff you don’t need.
  • Add some new stuff when needed.
  • Get access to the proposal template Jason uses by visiting www.jasonswenk.com/proposal-template

Strategies for Making Your Executive Summary in the Proposal:

  1. Summarize what THEY want.
  2. Pre-frame the client by starting it off with stating two obvious facts the client knows to be true.
  3. Reinstate what they want most.
  4. Describe the benefits they get.
  5. Explain how it’s going to work and that you have researched and have experience of what they’re looking for.

Jason’s Major Takeaway:

“Don’t send the proposal.”

Episode Resources:

Check out Jason’s website www.jasonswenk.com

Get Jason’s proposal template www.jasonswenk.com/proposal-template

Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal

 

Bryan Higgins, Donald Kelly, The Sales Evangelist, Sales Appointment Preperation

TSE 212: Sales From The Street-“Sales Appointment Preparation”

TSE 212: Sales From The Street-"Sales Appointment Preparation"Doing the sales presentation is only the second half of the presentation battle. Preparing for it is the critical first half.

How well do you come prepared for every sales call?

Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step to closing your sale.

Being in corporate America for 17 years, Bryan has rebuilt 7-8 sales teams in that course of time. He is also a certified coach and he is in constant search of new, out-of-the-box ideas. In the past 12 months, Bryan has finally made the leap to open his own sales consulting and training company with more focus on the tech space.

Here are the highlights of my conversation with Bryan:

Bryan’s philosophy before meeting or calling a prospect:

  1. Know WHO you’re calling.
  2. Know WHAT makes them tick.
  3. Know WHY you need to be talking to them.
  4. Know the person’s industry, the title of the person you’re talking to, and the organization as a whole.

Learning points from Bryan’s blog post The 7-Point Checklist for Sales Appointment Preparation

  1. Research

Get data from the people you get on the phone (receptionist, etc.). Speak their language. Get the research down. Know your competition. Figure out what’s going to make them tick. Determine what path to go on and line up your resources as you go. Make cold calls first thing in the morning.

  • Are your customers able to buy?
  • Do they have the power to make that decision?
  • What does the organization consist of?
  • Is there an opportunity for cross-selling or strategic long-term plays?
  • Look at the whole picture.
  • Talk to as many people in that same organization before moving on to the next one.
  • Qualify your customers.
  • Everybody is going to be a source of information for your prospect.
  1. Understand business objectives

Have an idea of your prospect’s business objectives to gain their trust and that will give you credibility.

Have a post-game analysis after every interaction with a customer:

  • What did you do well?
  • What to do differently next time?
  1. Strengths & 4. Weakness
  • Know what’s going to help you close the sale faster.
  • Know what’s important to your customer.
  • Check out the Charlie App that allows you to search your prospect prior to the meeting and pulls in the prospect’s social media profiles, Google information, news, and other data about the company and the person to give you some talking points
  • Other apps you can check out: Refresh App & LinkedIn Connected
  1. Plan your presentation.
  • Target your presentation towards them.
  • Make sure you have their interests in mind.
  • Convey professionalism.
  1. Prepare your presentation.
  • Have a clear, thought-out presentation with an opening, a middle, and a closing.
  • Make trial closes throughout the process to prepare you to close the deal later and flush out any objections during the process.
  • Have a presentation format that allows you to ebb and flow with the meeting.
  1. Set up for presentation.
  • End each day with preparing for your following day and make this a HABIT
  • Make sure you brought everything you need.
  • Be aware of everyone that’s going to be in the meeting and prepare an agenda for each of them that makes them realize you understand them and their needs.

Bryans Major Takeaway:

“Be prepared. You may only have one shot so you want to professionally convey that your product is the best for them (if it is) and gain the knowledge and information you need to close the sale. Become a doctor of sales.”

Current projects Bryan is working on:

Bryan is presently investing on The Alternative Board (TAB)  that provides private business coaching and advisory board services.

Episode Resources:

Visit Bryan’s website www.mysalesmatter.com

Read Bryan’s blog: http://www.mysalesmatter.com/blog

The 7-Point Checklist for Sales Appointment Preparation

Shout out to Jason Tripp!

Connect with Bryan on LinkedIn and on Twitter @salesmatterllc

Check out The Alternative Board

Connect with Jason Tripp (https://www.linkedin.com/pub/jason-tripp/21/43b/236)

 

Jason Tripp

 

 

 

 

 

 

 

 

Cool tools to make a killer first impression!

Charlie App

Refresh App

LinkedIn Connected

Check Out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Donald Kelly, Sales Evangelist, The Best Sales Podcast, Sales Hustler

TSE 211: Why Am I NOT Seeing Results?

Donald Kelly, Sales Evangelist, The Best Sales Podcast, Sales HustlerDo you feel like you’ve been trying and trying and trying… but you’re just not getting the results?

This is pretty much something most of us have come across at some point in our sales career. In fact, about 80-90% of salespeople give up on the fourth “no.” But you definitely won’t achieve success by giving up.

So what do you do?

  1. Give yourself some time.

Give some time to understand your prospects, their needs, the industry, the company, and how that benefits your clients and articulate that message. This takes some time in the same way that you don’t expect your muscles to grow overnight after a one-time whole body workout.

  1. Keep doing the fundamentals.

Golf would be a good analogy here. Turning your club a tad bit in or out does make a  big difference in the ball’s trajectory. You don’t just head out and whack the ball without any fundamentals in place. Without the proper stance, it’s useless!

Now how does this relate to sales?

For one, there needs to be better planning. Are you taking your focus off doing too many things that aren’t really beneficial to your success? For instance, do you work too much on a presentation when you need to focus on finding prospects? Doing so many things simultaneously doesn’t necessarily mean you’re working effectively or you’ll achieve success.

Other aspects of the fundamentals include:

  • Understanding your ideal customer
  • Success-driven activities
  • Using a script
  1. Be persistent and consistent.

Build relationships. Offer value. Show your client how your product/service is going to help the organization. Sometimes the prospect may say “no” but it doesn’t necessarily mean that it’s “no” forever. It may only mean “no” for right now. Now what do you do to stay on top of mind and keep going? Put out valuable content and be consistent.

Case in point: Starting this podcast was magnificent – Hallelujah! I was utterly blessed to begin this journey on a pretty fast track. It was an all-time high being featured on the New & Noteworthy on iTunes, which only lasted for 8 weeks. Following that, the downloads went downhill. I even doubted if someone was even listening to the podcast.

But I kept going and was putting valuable content out there until eventually the podcast experienced an uptake and it got mentioned in Entrepreneur Magazine and another magazine… and another. Then opportunities were rolling down the road with more clients, more coaching, and doing speaking engagements. All of that through persistence and consistency.

Now it’s your turn to apply these to your own life and get those results!

 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Ed Lamont, Donald Kelly, The Sales Evangelist Podcast, TSE Hustler's League

TSE 210: Street Smart Selling!

The Sales Evangelist Podcast, Donald Kelly How do you become a super seller? For one, you gotta be Street Smart Selling!

For the last 37 years, Ed Lamont has been a commercial property casualty insurance agent, selling insurance to construction contractors and manufacturers. Almost 20 years ago, he started a separate company focusing on insurance companies, insurance associations, state associations, and insurance agencies outside of his immediate territory.

His motto? Sell value, not price.

Here are the highlights of my conversation with Ed:

What is Street Smart Selling?

Ed believes that all training is esoteric until you take it to the street. His book, Street Smart Selling, is broken down into four sections:

  1. Beliefs

What do you believe about your product? What do you believe about the value of a protection plan, safety & survival, and people’s assets?

  1. Marketing Strategies

Cold-calling, cold-walking, networking, use of information technology

  1. Specific Sales Skills

How do you hit on objection? How do you use questions to get somebody to open up? How do you ask for the order?

  1. Management

Strategies for Prospecting:

  1. PURPOSE

Tell the purpose of your call. Don’t try to trick someone into a visit. Be direct. Tell them something you believe in and tell them what you’re going to do next. That is a cold call.

  1. PRODUCT KNOWLEDGE

Study what your product does and how it works. Know your product’s coverage, service, risk management, and the benefits of your product.

  1. BELIEF

Believe in your product. Believe in what you’re doing. If you can find a problem the customer has and solve it with your product, idea, or good service then they will believe it. Once you know the benefits (meaning truly believing them in your soul) then you can communicate them. Belief is your key to becoming a super producer across an industry.

Strategies for Developing Relationships:

  1. Give them ideas on how to become more profitable.
  2. Patronize your client (if it’s a restaurant, for instance)
  3. Refer their business.
  4. Make matches with your current customers.

Marriages with their own industry with people that can benefit them.

  1. Simply ask them what they want.
  2. Be a sleuth of influence.

The 2 Career Killers in Insurance:

  1. Not asking for the order
  2. People are just lazy

Why?

  • People don’t want to hear “no”
  • They fail to build the value proposition in the entire part of the sales process
  • People don’t want to put the time to set the stage for the close and to make the close more natural.
  • Inability to handle the objection well

Strategies for Closing:

  • Set the rules of negotiation all the way through and confirm them all the way through
  • Handle objections by understanding them first before solving them.

Ed’s Major Takeaway:

“Successful people do what unsuccessful people are unwilling to do.”

Current projects Ed is working on:

  • Speaking engagement
  • Expanding his historical speaking
  • Book #3 in queue

Get in touch with Ed Lamont by calling 561-737-7388 or visit www.lamontconsultinggroup.com. Connect with Ed Lamont thru The Sales Evangelist, Donald Kelly, Donald C. Kelly.

 

 

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast

TSE 209: Sales From The Street-“No’s Are Not Bad”

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast Today’s guest on Sales From the Street is Krista Martinelli, owner of AroundWellington.com, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local writers, talking about local events, doing contests, and selling advertising.

Listen in to know more about Krista’s challenges along the way, how she overcame the barriers, and how she went past them.

Here are the highlights of my conversation with Krista:

Krista’s major challenges:

  • Selling a magazine that doesn’t exist yet
  • Knocking on doors to advertise her magazine and getting negative responses (No’s are good because you would be able to use your time on the next business.)

The results:

  • Started from a magazine reaching 5,500 homes to becoming a 72-page colored, glossy magazine.
  • Shout out to her great mentor, Jon Frangipane of Lighthouse Point Magazine
  • Now, they have about 5,000 monthly average hits on the site

Krista’s Major Takeaway:

If you’re selling a product, you have to believe in it. You have to like it. If your enthusiasm is real and if it’s a good product then you will succeed. You’re going to have some “no’s” on the way to getting some “yes’s” but don’t give up!
Get in touch with Krista and give her a call at 561-965-6617. Check out www.AroundWellington.com or drop her an email at editor@aroundwellington.com.

LinkedIn, Competitions, LinkedHacks, The Sales Evangelist , Donald Kelly

TSE 208: Should I Connect With The Competition on LinkedIn?

LinkedIn, Competitions, LinkedHacks, The Sales Evangelist , Donald Kelly Should I connect with my competitors on LinkedIn? This is something many sellers have an internal battle with. For one, if you do so, are you going to be opening up your customer base with them? Will they start stealing business from you, etc?

Well, I personally believe that there are a lot of business opportunities out there and I have the mentality that if this one does not work, I can find others. I’m also confident in my ability to offer value and superior service compared to my competitors. I focus on offering tremendous value and don’t limit myself to worrying too much if someone will see who my customers are.

If they truly want to find out, they will seek a way to do so. I’ve seen this “fear” mentality hold companies back from truly progressing because they think the competitors are watching them online. Don’t let this hold you back.

Now with that said, LinkedIn does offer some options if you are really concerned. Here are some of the ways you can limit what others see. (Listen to episode for all the information)

Turn on/off the your privacy settings

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I hope this help you in some way. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!

 

 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling

TSE 207: The Four Pillars To Social Selling Success!

Social Selling, Gabe, Donald Kelly, HireVue, Embed Social Selling Did you know that…

90% of buyers ignore cold calling outreach?

55% of decisions have been made before someone has spoken to a seller from an organization?

So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling comes into play. And we have the right guy for that in this episode.

Gabe Villamizar is the Director of Social Selling at HireVue, a video technology company engaged in the HR & recruiting space and now tapping into the vertical selling space using the same technology for self-coaching and self-training.

Gabe coaches his company’s inside sales on how to utilize social media, specifically LinkedIn and Twitter, to generate the pipeline to identify their buyers and enable them to listen, engage, and close the buyers online.

Here are the highlights of my conversation with Gabe:

What is Social Selling?

  • Generating pipelines through your own social media networks
  • Building relationships through those networks
  • Educating your buyer through social media so you become a thought leader
  • Using social media to influence the buyer, identify the buyer, and close deals

Social Selling Strategies You Can Apply:

  1. Optimization
  • Be where your buyer is.
  • Optimize your social selling/social media profile with the right keyword and credibility triggers.
  1. Listening for keywords
  • Listen for specific keywords that your buyer says.
  • Who does your buyer follow or engage with?
  • What hashtags do they use?
  • What companies do they follow?
  • What kind of content do they share?
  1. Engagement
  • Do a 3 x 3 research. (Finding 3 common things between you and the buyer in 3 mins.)
  • Follow them on Twitter.
  • Engage on Twitter or LinkedIn
  1. Create your message and go in for the kill.
  • Identify their pain points.
  • Engage if it’s the appropriate opportunity.

Other strategies you can apply:

  • Have management involved in it.

Higher management must understand the value of social selling.

  • Integrate social selling with traditional prospecting.

Test to see your percentages for social selling and traditional prospecting

Content Strategies You Can Apply:

  1. Have a content-sharing library.
  • This enables sales reps to identify which stage of the funnel the buyer is at and tailor the content to each specific stage.
  1. Sales and marketing content must be aligned with each other.
  2. Develop a content sales funnel.
  • Social selling content needs to educate the buyer and NOT sell the buyer. The buyer will come to you when they’re ready to buy.

How to Create Your Own Content:

www.medium.com

LinkedIn publishing platform (they also do the marketing for you)

Gabe’s Major Takeaway:

Your LinkedIn profile is not just your resume, but your online reputation. Regardless of what social media platform you use, don’t think of it as your identity. It’s really who you are online.

Current projects Gabe is working on:

  • Check out HireVue’s technology that analyzes body language and voice through video
  • Learn more about Gabe’s social selling course www.embedsocialselling.com (first module is for free!)

Connect with Gabe Villamizar on LinkedIn and Twitter @gabevillamizar

Episode Resources:

HireVue

Salesforce.com

Embed Social Selling, Gabe Villamizar, The Sales Evangelist Podcast

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Salespeople, Sales Motivation, Vernon T. Foster, Donald Kelly

TSE 206: Sales From The Street- “Hustle & Motivation”

Salespeople, Sales Motivation, Vernon T. Foster, Donald KellyWhat do you think every salesperson needs to have to get things going in this highly competitive selling world? One word, ten letters, four syllables.

M – O – T – I – V – A – T – I – O – N

In today’s episode, Vernon Foster II shares with us how you can get that fire burning and charge up for the daily hustle!

Vernon currently works with companies helping them launch podcasts, get their message out to the world, and build the know-like-trust factor through the podcasting medium.

Having completed two college degrees (one in marketing and another in real estate), Vernon was ready to take on the world until he realized there wasn’t actually a lot of opportunities out there and got blindsided by the American Dream. How did he manage to get up, find his purpose, and live by that purpose each day? Let’s find out!

Here are the highlights of my conversation with Vernon:

Strategies to Keep Your Fire Burning:

  1. Don’t depend on someone to be your sole provider.

Be in the position to kill the meat and bring it home. If you don’t, no one else will. You are the sole provider and creator of your own destiny. Don’t expect others to fulfill that for you.

  1. Watch your inputs and outputs.
  • Avoid watching the news which has negative stuff.
  • Surround yourself with people at your level or above. That way you soak up the knowledge and swag in your life and it helps build your confidence.
  • Read, read, read.
  1. Start your day right with a personal daily ritual.
  • Cultivate patience through meditation and gratitude. Vernon spends two hours each day meditating and keeps a gratitude journal where he writes three things he’s grateful for that happened the day before.
  • Recite daily affirmations.
  • Exercise even for a few minutes a day.
  • Read motivational/spiritual books.
  1. Set goals.

Set income goals and prospecting goals. Set goals but also be flexible. Don’t beat yourself up if you don’t reach your goals. Instead, think about why you didn’t hit your goal and how you can do better.

Vernon’s Major Takeaways:

Don’t be afraid to go out there and drum up the business and live out your dream or purpose. You can’t depend on someone to be your sole provider. Set goals, be consistent, manage your expectations and the universe will provide what you’ve asked for. Come up with your personal daily ritual to cultivate the right mindset and trust in abundance.
Connect with Vernon through Facebook and on Instagram @vernon_foster

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Value Proposition, Value, Donald Kelly, The Sales Evangelist

TSE 205: The One Size Fits All Value Proposition Doesn’t Work!

Value Proposition, Value, Donald Kelly, The Sales Evangelist One of the biggest issues salespeople and entrepreneurs face with value propositions is the fact that they don’t know what it is. Many times, they mix up a value proposition and a quick 30-second message expressing what you do. Worst of all, sometimes they offer a one size fits all value proposition that may not be most effective to the potential client.

During this episode, I will share with you the difference between a value proposition and a 30-second message. I will also share what each of them are and how you can develop both. Here are some of the highlights from the episode:

What do you do?

Your quick 30-second message tells people what you do, who you do it for and how you do it. For instance, “I work with mid-size HVAC CEO who’s frustrated with slow months revenue, they are concerned that their techs are leaving money on the table and they’re overwhelmed running the business. They don’t have the time or know how to train their staff”. 

What is value?

According to the business dictionary, value is “the extent to which a good or service is perceived by its customer to meet his or her needs or wants, measured by customer’s willingness to pay for it. It commonly depends more on the customer’s perception of the worth of the product than on its intrinsic value.”

What is this saying? Well, it’s quite simple. Value varies based on the customer and you can’t cookie cutter it. You can have a clear message of what you do and how you help others. It could ignite some kind of interest by the customer, but it may not be the only thing that will close the sales.

You will need to propose some kind of value. That’s where your “value proposition” comes in place. So how do you find the value the customer needs? That knowledge will come from learning about the customer and understanding what they need or want. In my experience, the most focused your value proposition is to your prospect, the better you are at securing movement and conversion.

What is a value proposition?

According to Jill Konrath, “A value proposition is a clear statement of the tangible results a customer gets from using your products or services. It’s outcome focuses and stresses the business value of your offering.” I feel that a 30 second message speaks to the “what you do, who you do it for and sometimes how.” A value proposition, on the other hand, speaks to “WHY” it matters to the prospect and specifically how you can help.

Here is an example of an effective value proposition: “Jon, I understand that during your slow months of Oct-Dec, you can expect revenue to drop by more than 15% or $40K. In working with other organizations like your (insert their name). We’ve been able to maintain steady revenue year round and, in some instances, increase revenue by 3% by making 3 simple changes with the way they did customer agreement. Would you be open to learning about how this can help you too?”

With a value position like this, you come off more professional. You don’t sound like the typical seller. It shows you know my business very well and thus it is valuable to me. Why? Because as the executive, I’m concerned about making more money and you just proposed a way I can do so. Again, that’s value and you have my attention.

Take Action:

Now that you’ve learned these things, it becomes your responsibility to implement them. Take a few minutes to write out your quick 30-second message and also to start crafting an effective value proposition. Again, the more you know about the customer, the better off you’ll be to giving a killer proposition. I hope that this help you. If you need some help crafting your value proposition, feel free to take advantage of a free 30-minute coaching session with me and I would be more than willing to spend some time with you. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!!!

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Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist

TSE 204: Learn How To Become A Go-Giver Today!

Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist Today I have the awesome opportunity of having Bob Burg come on the show. Bob is an author and speaker. For years, Bob was best known for his book Endless Referrals. Over the past few years, it’s his business parable, The Go-Giver (coauthored with John David Mann) that has been a big hit for many salespeople and entrepreneurs all over the world.

The Go-Giver is a Wall Street Journal’s Business Bestsellers as well as BusinessWeek. Recently, Bob created an expanded edition to “The Go-Giver” that has enhanced the learning of the principles for readers. Check it out here.

Here are some of the major takeaways from our discussion:

  • Buyers won’t buy from you because they want to give you money…they need something and it’s your job to help them
  • Don’t focus on the money, focus on providing value. The money you receive will be a natural by-product of the value you offer.
  •  Profit is the result of pleasing other people
  •  “Make your win, about the others person’s win”
  • “You can have anything in life you want if you just help enough other people get what they want!”
  • Learn to go beyond 50-50. Look for an opportunity to give 100% without expecting anything in return.
  • Being a Go-Giver will help you sell quicker. Some salespeople may feel they need to be patient to wait for something to come back to them. Again, sales will come as you start looking to help others instead of only focusing on yourself.
  • Selling is not about you convincing people of things they don’t need. It’s about you helping them get what they want and need. Your job is to help them get it.
    • Ask questions to help develop their need (discover)…don’t just listen to see how you can close. If you see what you have can help them…it’s your job to let them know.
  • Sales skills are important. Being a Go-Giver, will help you better hone in on the skills you learn
  • The great people sell great products that they believe in. They know their product, but the thing that separates them from the average sellers is their focus! The top performing sellers are laser focused on their customers.
  • The law of authenticity says the most valuable gift you have to offer is yourself! People love you when you are you! They will gravitate towards you. Bob Burg, Donald Kelly, Donald C. Kelly, The Go-Giver, Podcast Movement
  • Why is it that people don’t show up authentically? It is because they don’t have the self-confidence to do so.
    • Intrinsic value- We’re here, we’re alive and we are a part of the world
    • Market value- The combination of strength, traits, talents and characteristics that allow us to add value to the marketplace in such a way that we will be financially rewarded.
  • Seek to learn from other great people and adapt their wisdom to your authentic core.
  • People will do business with those they know, like and trust!
  • Value is always in the eyes of the beholders.

Connect with Bob

www.Burg.com

SIGN UP to receive Bob’s Influence & Success Insights

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Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies

TSE 203: Sales Management for Dummies with Butch Bellah

Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It’s a book he’s written called Sales Management for Dummies.

Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain more appointments, win more business, and retain more customers. Based in Dallas, Texas, Butch helps people find areas in the sales process where they have hung ups and he is truly passionate about professionalizing the profession of sales.

His first book, The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten which hit #1 on Amazon’s list of Sales Books in August 2014 (and he has a picture to prove it!) paved the way for John Wiley & Sons publishing to approach him where they asked him to write a book, Sales Management for Dummies.

In this book, Butch offers a handy go-to guide for sales managers covering areas like management, building a commission program, budgeting, resolving territorial disputes, etc. – all necessary for creating a solid and successful sales team.

Here are the highlights of my conversation with Butch:

Biggest issues sales managers come across:

  1. Defining territories
  2. Compensation plan
  • Be very careful with people’s money. Check it multiple times and test it for 6 weeks before you ever roll it out there.
  1. Managing different personalities
  • What motivates one might demotivate another. As a sales manager, you need to wear different hats.
  1. Set your sales goal high, set your sales budget low, set your forecast about where you think it’s going to be.

How to Keep Your Team Motivated:

  1. Keep the inspirational fires burning.

You can’t motivate someone to do something. But you can inspire them and give them a reason to be motivated. Find out what it is they’re striving for or the gold standard for them.

  1. Adapt your personality to every sales person.

Learn the in’s and out’s and nuances of each individual personality. Doing the same thing for everyone might cause you to lose really good people that don’t like to be managed that way.

How to Make Effective Sales Meetings:

  1. Set a schedule and agenda.

Work with a sales meeting calendar and plan ahead the topics to include. Back plan everything and know when you want to roll it out. Butch thinks Saturdays are the best time for sales meetings to avoid pulling them out of the market during weekdays.

  1. Bring in another voice.

Your team can get tired of hearing you all the time. Break that monotony. Keep it interesting. Give them a reason to want to go to your sales meeting.

  1. Offer something of value that they’re going to get from the meeting.

Product knowledge, sales skills or GAME (Goals, Attitude, Motivation, Education)

  1. Do role playing.

Get people comfortable to ask questions, overcome questions, build rapport, and do the basic steps you’re supposed to do all the time. This is a time for you to inspect what your people are doing.

Butch’s Strategies for Effective Time Management

  1. Hit the ground early Monday morning and have an appointment schedule for late Friday.
  2. Take 10 minutes at the end of everyday to make sure you’re ready for the next.
  3. Take 30 minutes on Sunday afternoon or evening to prepare for the week.
  4. Take an hour at the end of the month to look at the entire upcoming month and write down your goals.

Butch’s Major Takeaway:

Forget what you’ve heard about ABC (Always Be Closing)… it’s Always Be Prospecting! Get out and meet new people.

Episode Resources:

Get in touch with Butch through www.butchbellah.com or connect with him on Twitter @salespowertips and Facebook B2TrainingAndDevelopment.

Download a free copy of Butch’s first book The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten by visiting www.butchbellah.com/TSE

Sales Management for Dummies

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Branding, Personal Branding, Marketing, Prospecting

TSE 202: Sales From The Street-“How To Develop Your Own Personal Brand”

Branding, Personal Branding, Marketing, Prospecting

How To Develop Your Own Personal Brand

Honestly ask yourself – Why are you doing what you’re doing? Why are you in sales?

Regardless of why you’re doing it, you gotta know WHY you’re doing it. If you’re doing it just for the money, you might want to re-evaluate yourself because you may be doing it for the wrong reason.

Our guest today, Patty Elizee, shares with us the power of knowing your why… that leads to your purpose… which eventually leads to your fulfillment. These, my friends, make up the essence of developing your own personal brand.

Patty E. (to add a lil swag to it) is the host of the podcast Brand YOU Economy Podcast, where she seeks to Entertain, Educate, and Empower people to leverage their lives. Coming from a background in aviation electronics, Patty eventually ventured into the corporate direct sales industry learning a lot about branding, sales, marketing, and different channels. Today, she helps people find their own why and grow their tribe through the power of effective branding.

Here are the highlights of my conversation with Patty:

Top Keys to Creating Your Own Personal Brand:

  1. Believe in your product.

You can’t sell to other people if you’re not even confident in your own product.

  1. Understand your why.

Why are you doing it? If you’re selling just for the money, you may just be selling for the wrong reason. Find your why. Find your purpose for you to live on that purpose. Why leads to purpose. Purpose leads to fulfillment.

  1. Have your mission statement.

Your people should not only believe in your product but also in your mission. People tend to gravitate more towards the mission, the belief, the drive, or the dream than the product itself.

  1. Know who YOU are.

Patty says one of the biggest mistakes in personal branding is people’s tendency to imitate others. Don’t be a carbon copy. Be your own person. Follow your own individuality. Take no shortcuts.

  1. Convey your message and enable your tribe to have the testimonial for you.

You can say you’re this and that but it makes no sense if no one’s getting it or understanding your message. Your message and other people’s testimonials go hand in hand. They’re the yin and yang to personal branding. Getting testimonials from your community means they resonate with your message.

How to Establish Your Brand Online:

  1. Know your audience.

Patty recommends Gary Vaynerchuk’s book, Jab, Jab, Jab, Right Hook. You need to understand the fundamentals and foundation of where your audience is.

  1. Know how to speak the language.

When you’re in LinkedIn, know how to speak the LinkedIn language and so with Facebook and other social media platforms.

  1. Focus on one area.

Gravitate to where most of your target audience are. Again, know your audience, where they’re hanging out, and how they speak. Then focus on that area to not waste your energy.

 

Patty’s Major Takeaway:

Just be comfortable with who you are. Be confident and believe in yourself. Then people will see that light within you and they would radiate in your light. Like a diamond, just shine!

Episode Resources:

Get in touch with Patty through visiting her website www.pattyelizee.com

Check out Patty’s podcast: http://www.brandyoueconomy.com/podcast/

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Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly

TSE 201: How The Collision Of Marketing & Sales Creates Revenue In The New World Of Social Selling

Social Selling, Jack Kosakowski, The Sales Evangelist, Donald Kelly  Are you doing social selling? Are you confused on how to do it properly? Well, this episode with Jack Kosakowski will teach you how you can become a social seller.

Jack is a Regional Sales Manager for Act-On Software. He is the Social Selling “e-BRANDgelist.” Jack is also a social sales advisor for Chillpuck.com. He is a motivated social marketer looking to help people drive revenue.

How do you get from social to revenue?

  • Start the conversation on Twitter and then connect with them on LinkedIn to further expand the sales opportunity.
  • With social selling, you have to develop a full strategy. Each company is different, so they develop and focus on the channels/means that make sense for their business.
  • One of the first things we must do as we go out and social sell is to give TONS of value first. Many times, as salespeople, we want to GET so we don’t think about giving. Give first and then you will get.
  • Warm call- set up a strategy to do a warm call and tag the person online when you share something they produce. For someone who writes, they appreciate the fact when someone else enjoyed their content and in no time they will notice you. Then, when you call, it will be a warm call and that will be more effective for you.
  • Many salespeople say they “don’t have time to so social selling”. The best way to do this is to set apart time to do social selling activities.
  • Learn the fundamentals of selling and then seek to set yourself apart by gaining a competitive edge.
  • Be FOCUSED as a salesperson on who you want to go after.
  • Look for content that is HOT off the press and that will help you become a source.
  • Seek to become a trusted adviser and then add value to those you sell to.
  • Salespeople need to be motivated from the inside to be successful.

How can I get started with social selling?

  1. Keep it simple and shift your mindset
  2. Seek to find out who and how you can help today
  3. Next, seek to find ways that you can add value to your message
  4. Find your target buyers. Find out when they produce content online, seek the opportunity to comment and share their stuff.

How to stay in contact with Jack:

Twitter 

Check out Jack’s Website. 

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The Dark Side of Sales, Sales Motivation, Donald Kelly, The Sales Evangelist

TSE 200: The Dark Side of Sales!

TSE 200When many think of sales, they tend to only think of the “sexy stuff”. You know, closing deals, earning big commissions…all the good stuff. But there is another side of sales that is often over looked. I call it the “dark side” of sales. It’s the reality of what’s happening to may sellers. In fact, it’s been mentioned that 87% of salespeople typically miss commission. Ever heard of the Pareto principle (also known as the 80–20 rule)?

It states that for many events, roughly 80% of the effects come from 20% of the causes. In other words, 80% of the revenue is generated by 20% of salespeople. Yikes! Have you ever thought about those 80% of sellers who can’t seem to make quota? Imagine how depressing their lives must be. Well, I personally know exactly what it feels like. I’ve been there and I’m sure many of you reading this have been there as well.

This is why I did this episode. I wanted to share my real life experience and offer some ideas on how you can cope with the “dark side” of sales. Here is what I recommend:

  1. Get a level head
  2. Hard work and determination
  3. Focus on the most important thing

This simple process helped me find success. I hope it can assist you as well. If you need some help getting out of the dark side of sales, feel free to take me up on a complementary 30-minute coaching session. We can focus on getting you out of this rut. Schedule your free session here. All in all, I want you to be successful. I want you to go out and DO BIG THINGS!

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Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The Top

TSE 199: Discover Your Purpose and You’ll Find Success!

Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The TopAre you constantly chasing the dollar? Are you living the American Dream? Nice car, huge house, loads of money, etc. It’s good to be successful. No doubt about that.

But is your success tied in with significance?

Are you truly living your purpose? Are you giving value to other people?

Aaron Walker has an ocean of wisdom to share with all of us regarding this today. At 13 years old, he started working at a local pawn shop. At 18, he partnered with one of the largest insurance agencies, took a $150,000 loan, put up his own pawn shop, and paid off the loan in 3 years time. By the age of 27, Aaron was self-made. But it wasn’t until one fateful, untoward incident that Aaron’s life has changed forever and that led him to live his purpose. Today, he helps people find their own purpose through his coaching/consulting firm View From the Top.

Here are the highlights of my conversation with Aaron:

How to discover your purpose beyond just the success:

  1. Define what “success” is to you.

Discover what gives you energy. The things you would do for free anyway, makes you find your meaning.

  1. Laser focus: Be an inch-wide but a mile-deep.

Get the non-essentials out of your life. Check out Greg McKeown’s book, Essentialism. Take your energy and tenacity and pour it on 1-2 things that you can become the expert at. Niche down to a point where you are the best at. Invest your time, energy, and resources into being the best.

  1. Be open.

Subject yourself to the scrutiny of others and interview them. Get different objectives and opinions from other people.

  1. Learn to be content in your present situation and be HAPPY!

Happiness is a choice. Elect to be happy. Attitude is the only thing you have 100% control over.

  1. Determine what metrics to use to determine if you’ve been successful.

Ex: choosing your own schedule, financial freedom, engaging family, clear conscience, leaving a legacy of wisdom

  1. Make your aim at how to enrich other people.

Lift them up. Take them to places they’ve never been. Pour into people. Being significant is being able to meet the needs of others. Learn to fully engage with people. Listen intently. Be human. Give because you want to. Help people even when it’s not convenient. Prioritize your goals with other people in mind.

  1. Have the ability to foresight and invest long term to potentially impact generations to come.

Look 5, 10, 20 years from now and have the ability to look long term to invest in the lives of others so you can change their family tree.

Now you’ve got success, significance, and a full, rich life!

Aaron’s Major Takeaway:

Fear missing an opportunity more than you fear failure. Success comes to those that venture out. Failure is in not trying, not in not succeeding.

Aaron’s Book Recommendations:

Greg McKeown’s Essentialism

Dale Carnegie’s How to Win Friends and Influence People

Bob Burg’s Adversaries into Allies

Charles Duhigg’s The Power of Habit

Aaron’s got a gift for you!

Visit www.ViewFromTheTop.com/tse and download these free documents that Aaron made especially for TSE listeners.

  1. Free Personal Assessment
  2. 25 Questions to Get the Life You Want
  3. Steps to a Productive Day

Episode resources:

www.viewfromthetop.com

Follow Aaron on twitter @vfttcoach

 

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