Archive Monthly Archives: July 2016

Persuasive Seller, NLP, Cole Hatter, Donald Kelly

TSE 371: How To Become A More Persuasive Seller

Persuasive Seller, NLP, Cole Hatter, Donald Kelly How do you become a persuasive seller? You need to understand that there’s so many dynamics involved in selling that it’s not just about what you’re selling but HOW you’re selling. Today, we have another awesome guest, Cole Hatter, who’s going to share with us tons of valuable, interesting, practical information that you absolutely need to know to turn yourself from being average to effectively persuasive.

Cole Hatter is an entrepreneur, investor, author and award-winning speaker where he has sold over a $100 million from stage in the last four years alone. He started as a real estate investor in 2005 and today, he owns several different companies from several different industries. Cole is the founder of Thrive: Make Money Matter, an annual 3-day conference designed to teach entrepreneurs how to dominate in business and in life.

Here are the highlights of my conversation with Cole:

Things to consider with spoken copy:

  • How to put phrases together
  • How to frame ideas
  • How to pace leads and frame a price
  • How to sell 90 degrees where customers don’t feel like they’re being sold
  • Be able to persuade your prospects.
  • Lead them, guide them, and make them the one to make the buying decision in person or on stage.

Biggest mistakes in doing webinars:

  1. Using words that are big no-no’s
  2. Negative presuppositions – something you presuppose of someone else
  3. Selling at zero degree

The Do’s and Don’ts of Word Smithing:

  • Use words like investment and tuition over price, cost, or fee.
  • Don’t use words that have negative connotation.
  • Spend time researching, practicing, and using it at a high level.

Understanding the use of NLP (Neuro Linguistic Programming) in selling:

  1. It’s not manipulation but the power of suggestion

Use words that give compliments and that describe them doing what you want them to do.

  1. Pick up a great book.

Check out the Persuasion Skills Black Book by Rintu Basu.

  1. Don’t ever sell something you don’t believe in.

The only thing you’re selling should be something you know will make the person’s life better.

If you know that this person, by investing their money in whatever you’re selling, that their life will benefit from it, then it’s your responsibility to get them to take action to improve their life.

  1. Be careful with using presuppositions.

Presuppositions can be very powerful as they are double-edged swords. Turn negative presuppositions into positive ones. Make sure you’re recognizing the attributes in them that will make you move forward with your product.

Examples of negative presupposition:

“You probably hate your job or are not making enough money.”

“You’re probably not living your desired lifestyle.”

Examples of positive presupposition:

“By clicking action, you’ve told me that you’ve taken action and you’re going all in.”

“You’re an action taker or someone who wants to get ahead in life, so now is your chance to do that.”

“You’re looking for the next opportunity to learn something to immediately implement.”

  1. Selling at 90 degrees: The power of framing

Create frames so you have them to get a predictive result. Talk about a problem and a solution that points to your product that makes your prospect want to buy your product. Once you’ve framed the prospect to acknowledge the problem, learn how to frame the price. Preparation is key. You just don’t wing this. You have to build frames on purpose, not accidental. It’s almost scripted. Come up with several different frames you can use with your prospects.

Cole’s Major Takeaway:

Research, learn, and practice.

Episode Resources:

Connect with Cole Hatter @colehatter on Snapchat, Instagram, Twitter and Facebook.

Join the Thrive Conference happening on October 28-30, 2016 in San Diego, California. To learn more about it, visit www.attendthrive.com.

Persuasion Skills Black Book by Rintu Basu

SPIN Selling by Neil Rackham

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Unconsidered Needs, Listening, Three Value Conversations, Sales Training

TSE 370: TSE Hustler’s League-“The Unconsidered Need”

Unconsidered Needs, Listening, Three Value Conversations, Sales Training In today’s episode, we have yet another excerpt from our discussion at TSE Hustlers League where I spoke about a study I found in the book The Three Value Conversations where it orbits around the concept of what you can do with the insights you know. How do you create or share the unconsidered need to your prospects?

The Power of  an Unconsidered Need

A Stanford University graduate school professor did a test on the potential of unconsidered needs by testing the effect of it through pitching it in the sales presentation giving four different scenarios using the following techniques:

Company 1: Standard pitch

Company 2: Standard pitch + added value (ex. on-staff experts will help them)

Company 3: Standard pitch + added value + unconsidered need (This is something they don’t know that is affecting them.)

Company 4: Doing all mentioned above but pointing out the unconsidered need first.

Notice that the last scenario is something different from the traditional selling method that many sales professionals do. And what’s interesting is that out of the four, this unique approach in selling is the one that generates the best results.

Remember that at the end of the day, customers really don’t care about you. So point out something these prospects don’t know about and say that need first and the solution or what you’re able to do.

Episode Resources:

Three Value Conversations

Please support us in our Indiegogo campaign as we make this movement to motivate and inspire others to do big things. Go to www.DoBigThings.net.

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

TSE 369: Sales From The Street-“Ask The Right Questions”

Dave, Donald Kelly, The Sales Evangelist, Best Sales Podcast Asking questions is an integral piece of sales in order for you to uncover your prospect’s true challenges. But how much of your time do you actually spend on developing questions that will allow you to move forward along your sales process? We have an interesting topic on today’s Sales from the Street as Dave Specht shares with us value-packed insights on the power of asking great questions.

Dave is an entrepreneur, author, speaker, and creator of some awesome mobile applications such as Inspired Questions for Family, Inspired Questions for Farmers, and Inspired Questions for Family Business..

Dave is also the Founder of Advising Generations, a consulting practice that works with multi-generational family businesses looking to transition their ownership and management to the next generation.

Here are the highlights of my conversation with Dave:

Dave Specht, Donald Kelly, The Sales Evangelist Podcast

 

Dave’s biggest challenges:

  • Thinking highly of himself and telling clients what to do
  • People didn’t want to be told what to do

Strategies Dave employed to overcome this challenge:

  • Developing questions
  • Focus on questions instead of having all the answers and being the smartest guy in the room
  • Focus more on providing the right questions so you can get to the heart of what their challenge really is

How to develop questions:

  1. Identify pain points and challenging spots.
  2. Start going backwards and develop questions to help them solve those problems.

What are the questions that can unlock this person to be able to allow them to move forward for their benefit?

  1. Questions have to be genuine to help them figure out and clarify what’s important to them. You become their ally and resource beyond the product you sell then you get the opportunity to implement the solution.

Dave’s Major Takeaway:

Spend an equal amount of time working on and writing down questions as you do learning and understanding your own product.

Episode Resources:

Connect with Dave Specht through email at dave@advisinggenerations.com or go to www.inspired-questions.com to check out the mobile apps he created with all different sets of inspired questions.

Check out our Indiegogo campaign by visiting www.DoBigThings.net

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join TSE Hustler’s League for $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Joe Lowry, Donald Kelly, The Sales Evangelist, SalesBridge.io

TSE 368: Persistent Intelligent Following Up

 

Joe Lowry, Donald Kelly, The Sales Evangelist, SalesBridge.ioHow often do you follow up? How many times do we actually tend to neglect to do that and just leave money on the table?

Here’s the hard fact: You could be losing sales that you don’t know about – all because you failed to follow up.

Today, I’m sharing with you a tool which you’re going to love. It’s an awesome sales enablement tool by a company called Sales Bridge. Join me and Sales Bridge CEO, Joe Lowry as we discuss the power of following up and most importantly, doing it effectively.

Sales Bridge is a sales platform that automates follow up, scheduling, and data entry with zero apps to download or any software installed. It works with your existing email, calendar, and CRM system, specifically designed to allow salespeople to spend more time in the sales flow.

Here are the highlights of my conversation with Joe:

Joe’s coolest sales experience when he was the customer at a jeans shop

Reasons people fail to follow up:

  • Thinking that people stop being interested unless they immediately respond.
  • Research shows it takes 7-9 personal touches to convert a prospect in your sales cycle. Most of us quit after 2.

Why take time to send personal emails:

  • It’s easy to say no to a robot.
  • Send valuable information even if the prospect doesn’t have to respond to you.

*The Sales Bridge platform is designed to bring about email automation with a personal touch.

  • Your competitors are also sending template emails. Why do the exact same thing they’re doing?
  • What converts people into your sales cycle is that personal outreach.
  • Leverage your strengths so you can handle more of your own personal leads in a personal way.

Things to consider in your follow up email:

  1. Take time to learn about your prospect and their business.

Even if the prospect doesn’t reply, you’re already beginning to build relationship with them. If you give up after 1-2 emails, you’ll never see where the relationship goes.

  1. Longer emails

Longer emails are only better executed after a relationship has already been established.

  1. Show something of value

Whether it’s multimedia, video, etc, do it in a progressively intelligent way that continues to add value to your prospect. (Remember, 7-9 personal touches!)

  1. Take time to be human.

Be a resource person to help the sale move forward. Call or email the potential prospect twice a week to let them know what you’re doing to answer their questions.

5.Take time to develop the relationship.

Take the time to develop the relationship by adding value and significant information (not what you think is cool but what your prospect thinks is cool)

Dealing with your team to motivate them to follow up:

Problem: Not having enough pipeline

Reason: You don’t have enough conversations that are qualifying prospects to build them into your sales cycle.

Solution: Talk to more people. (Emails work great.)

*Get a tool set up like Sales Bridge to help you monitor your team in following up.

The benefits of using Sales Bridge:

  1. Making appointments and scheduling

Sales Bridge connects to your existing calendar and gives you a publicly available version of your calendar so prospects can schedule meetings with you. Prospects can overlay their calendar on top of your calendar to see everything and find time.

  1. Following up

Sales Bridge creates a little virtual assistant ONIT that lives in your inbox. Just tell it when you want to follow up and it installs a bunch of task-based contacts in you address book. Just go to Bcc: and type in ONIT and all your options will drop down.

Joe’s Major Takeaway:

Don’t give up. Everyone else you’re selling against is giving up early. Don’t be the one that gives up. Add value. Take the time to be human. Don’t give up and it will change your entire sales career. Do this TODAY.

Episode Resources:

Visit www.salesbridge.io

Connect with Joe through email at jlowry@salesbridge.io or book an appointment with him right away through www.salesbridge.io/jlowry.

Find out more about the Do Big Things Conference at www.DoBigThings.net

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Networking, Getting New Contact, Building Relationship,

TSE 367: One Great Contact Led To All Of This…

Networking, Getting New Contact, Building Relationship, Last week, I shared with you a stupid example of prospecting I’ve done that didn’t prove to to be effective. It basically involved throwing spaghetti against the wall to see which one sticks. It’s dumb, I know. It wasn’t planned properly. So obviously, it didn’t generate great results.

Today, let me share with you a strategy which I did that works time and time again. This is a strategy I used which I know can be effective for you in gaining the right people for your business to help you grow tremendously. This works across industries, business models, and every single place.

So what strategy am I talking about?

GIVE OFF VALUE.

Find the right people you can benefit and bring tremendous value to them.

  1. Know your ideal customer. Understand them and their business.

How do you get connected to these folks?

  • Find somebody in the industry that serves these clients. Find out what they do for marketing and how they find these people and meet them in person.
  • Go to events relevant to your industry as this is where your prospects hang out.
  1. Bring value to the table first before asking for anything.

When you meet people in person, great things can happen. Even if you know they’re a right fit, don’t sell your product. Your goal is to bring value.

  1. Build friendships.

When you are able to build friendships, great things can happen as a natural byproduct.

  1. Understand that it takes time.

Getting customers doesn’t happen overnight. It could take weeks or months but be sure to bring immense value to their table. Once you’re able to give, you will definitely reap benefits and great results.

Episode Resources:

Maximum Influence by Kurt Mortensen

The Invisible Sale by Tom Martin

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist Podcast, Kurt Mortensen

TSE 366: Turning A No Into A Yes

Kurt Mortensen, Donald Kelly, The Sales EvangelistBreaking news! Trust is an all-time low among consumers right now.

And that’s pretty understandable with the overwhelming amount of information out there today and our customers being more well-informed even before they buy something.

The huge, huge challenge, therefore, is how do you master the art and science of persuasion and influence?

Today’s guest, Kurt Mortensen, author of the book Maximum Influence, takes us into the world of persuasion and influence and how we can improve on those skills necessary for generating sales.

Here are the highlights of my conversation with Kurt:

Kurt’s coolest sales experience as a customer at a suit store

Biggest mistakes people make when persuading someone:

  • It’s not about the closing skills.
  • Things have changed dramatically in the world of persuasion
  • Trust is in an all-time low
  • Access to information has changed everything
  • Seller vomits all over the prospect.
  • You go into the situation and you overwhelm the prospect with too many information
  • Talking too much, too friendly and too fast
  • Cheesy, outdated content

Causes of the big decline in trust in sellers:

  • People are more skeptical than ever before
  • Being bombarded with over 5,000 persuasive messages a day
  • Having access to more information

Strategies for Selling with Power:

  1. Adapt to and understand the prospect.

Studies show that when people like you and trust you, you have an 88% chance of persuasion.

  1. Help them persuade themselves.

Not only do you have to persuade them in the way they want to be persuaded but you also need to help them persuade themselves which is another important to your success.

Is rapport-building still important?

Initially no, eventually yes.

Teach them something new, different, and creative or something’s going to help them how you’re going to serve them upfront that they’ve never thought of before, that opens the door to having a need.

Once you’ve created a need or want, then you can build rapport and work through that.

How to start persuading today:

  1. Think about your image (clothing, color, website, brochure, etc.)

Up to 95% of persuasion involves a subconscious trigger. You will be judged for the first 30 seconds whether they’re going to buy from you or not. Emotional subconscious things have a bigger effect than logic salespeople use.

  1. Ask the right questions and listen.

Great persuaders ask three times more questions. They are consultants rather than salespeople.

  1. Change some of the verbiage.

Change the word “sales” to “consultant” to reduce resistance and empower salespeople to be consultants.

  1. Pause. Listen. Reply.

Salespeople hear the same objections over and over again so they tend to cut the person off and give them the answer which triggers arrogance.

  1. Verbal packaging

Every word you use will attract or repel people – contract vs. paperwork, sign here vs. endorse this, etc. Be careful with using words that freak your prospects out.

6, Learn more tools.

There are more tools you need to adapt and get them to learn how to sell with power. You’re not as good as you think you are and your people skills not as fine-tuned as you think. People don’t trust you as much as you think. Open your eyes to these to realize you need to change some things.

More laws of persuasion:

  • Foot In The Door technique (FITD)
  • Break down what you’re asking for into smaller yes’s to double the amount of sales you get
  • Go for the easiest yes’s first to make compliance much easier

Kurt’s Major Takeaway:

Sales is awesome. Have fun. You have a moral and ethical obligation to persuade people into salespeople. Develop your sense of humor. Humor and influence have an incredible correlation. Making your prospects smile can change everything as it changes their mood.

Episode Resources:

Check out Kurt’s books:

Maximum Influence

Persuasion IQ

Laws of Charisma

www.maximuminfluence.com

Listen to Kurt’s podcast at www.MaximizeYourInfluence.com to learn about the latest science and art  of persuasion and influence.

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Donald Kelly, The Sales Evangelist, TSE Hustler's League

Offering Value; Donald Kelly; The Sales Evangelist Podcast

TSE 365: TSE Hustler’s League-“What They Don’t Know”

Offering Value; Donald Kelly; The Sales Evangelist PodcastIn today’s episode, I’m pulling another snippet from our online training session at TSE Hustler’s League and we discuss value-building. Here are the important points we discussed:

  1. Too much time spent on prospecting

A lot of salespeople think that the biggest issue is prospecting while the data is actually leaning towards their ability of being able to close more deals. Why?

Well, it is because they did not spend a lot of time closing deals. You spend a significant portion of your time prospecting when you should actually focus on creating value and helping your customers convert to get to the point where they make a purchase.

  1. Creating value

Do the opposite of what everyone else is doing, not only in sales but in every aspect of your life. Create value in a way that makes you stand out.

  1. The discovery phase

Figure out what you need to do to help your prospects see the value that you offer. Learn more about the prospect before having a meeting with them.

Case study: Starbucks

  • Turning from commodity to something greater
  • They gave people something that they did not know that they needed it. What is it? VALUE
  • They have coffee as their product but they created an experience around coffee.

Now let’s turn the tables.

  • Are you creating value?
  • Are you bringing the experience?
  • Are you helping your prospects see something differently through the value you offer?

Point out something they did not know to the point that they see the light and the vision that they would want to change.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

 

Andy Paul, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 364: Sales From The Street-“Part Two-Tailored Coaching”

Andy Paul, Donald Kelly, The Sales Evangelist Podcast, Best Sales PodcastThis is Part Two of Sales from the Street with Andy Paul who graced our show last week and talked about different strategies for lead generation.

Today, he talks primarily about what sales managers can do to be able to cater to sellers using the unique strengths of people in their team.

Here are the highlights of my conversation with Andy:

Dealing with scripts:

  • Process-driven versus flexibility
  • An issue on quantity versus quality
  • At the end of the day, it’s still a person talking to a person
  • Take advantage of the strengths of people in your team.

Strategies for managers:

  1. Coach your people.

Your first job is to coach your people because your success is completely dependent on their success.

  1. Manage the people, not the metrics.

It’s all about managing your people to make them more effective so their metrics improve.

Andy’s Major Takeaway:

Play to your strengths. Automation is good but these processes and tools don’t actually take the place of actual selling. Get yourself in a position where you can play to win.

Episode Resources:

Connect with Andy thru email at andy@zerotimeselling.com  or on LinkedIn and Twitter @zerotimeselling

Check out Andy Paul’s podcast Accelerate!

Essentialism by Greg McKeown

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

John R. Stoker, Donald Kelly, The Sales Evangelist Podcast, Overcoming Fake Talk

TSE 363: Overcoming Fake Talk

John R. Stoker, The Sales Evangelist PodcastHave you ever had a conversation with a client and you thought you had it in the bag but you didn’t end up closing the deal? Sad to say, that conversation was actually a fake talk. The problem is you could be doing a lot of fake talking and not knowing how to really engage your clients in real conversations.

In today’s show, we have John R. Stoker, author of the book Overcoming Fake Talk and he is just awesome enough to share with us what exactly a fake talk is and how you can overcome that. He also outlines the 8 Principles of a Good Conversation which I believe every seller or businessman must be equipped with in order to master the art of real conversations.

Here are the highlights of my conversation with John:

John’s coolest sales experience when he was the customer for his book launch

What is fake talk?

It refers to any conversation you’ve addressed with an issue and feel like you’ve handled the situation and nothing changes.

How fake talk affects businesses or sales professionals:

  • Pushing the product without taking the time to understand the person’s needs
  • Not understanding how to craft the product as a way to address a problem, challenge, or need of the client
  • Do all the talking and all you get is a pushback.

Strategies to overcome fake talk:

  • Understand how your product would meet a specific need and how the client meets that need.
  • Understand that all elements (ex. profitability, productivity, accountability, retention, job satisfaction, personal engagement, etc.) that you’re trying to accomplish through your business deal with how you communicate and interact with others.

8 Principles of a Good Conversation:

  1. Awareness

Notice what’s happening in the conversation and the dynamics between you and the person, and how you manage those dynamics

  1. Knowledge

Give people the knowledge about how to hold the conversation.

  1. Preparation

Prepare, beware. Prepare for potentially difficult conversations. Otherwise, 2/3 of your brain is hardwired for fight or flight and this is where you will ultimately go.

The four-step process of preparing for a conversation:

  • Initiate
  • Discover
  • Connect
  • Build
  1. Reflection

Notice the style of the person with whom you’re speaking and match that style to increase rapport and connection.

  1. Perception

Recognize and suspend your thinking.

  1. Expression

Express your intention. Share your message in a way that invites collaboration and cooperation.

  1. Discovery

Ask to reveal.

  1. Connection

Listen and attend to connect.

Bonus:

  1. Creation

We create what we think about and where we place our intention. Recognize how our mental processes create the outcomes that we want to create.

John’s Major Takeaway:

Ask questions to understand what the challenges people have. Listen to what they’re saying to put you in a position where you can help the person understand how it is that what you offer becomes the solution for them. Give up trying to force the client to take your product just because you think you’re the best product for them.

Episode Resources:

Check out John’s book Overcoming Fake Talk or go to www.dialogueworks.com to know more about the book. Send John an email through john@dialogueworks.com

Follow John on Twitter @JohnRStoker.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

TSE 362: Stupid Prospecting

Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting.

So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to make it good. We basically went around and gathered business cards to bring them to our marketing folks who just blasted marketing emails to them. Stupid, isn’t it?

Not to mention the time, money, and effort we’ve exerted to rent golf clubs, going around driving range, mixing and mingling at the clubhouse – all those things and nothing was actually working. So what’s wrong with this? Well, we didn’t actually know who our ideal prospects were. We weren’t able to talk to them because we didn’t know who to talk to or what to specifically talk about. We simply went off the cuff trying to wing it. Such a total time waster (and a total waste of money and effort too!).

Of course, what’s important is we learn from our mistakes and I’m going to share with you the strategies you can apply to avoid making the mistake I made.

Strategies for gaining new prospects:

  1. Understand your ideal prospect and where they spend their time. Understand when they go there.

Go where your ideal prospects will be and recognize what they will be doing. Use common sense.

  1. Have a clear message that you can articulate to them.

Think out your prospecting strategies. Add something of value and that is going to be meaningful to them.

  1. Plan out your activities well.

Be strategic with the kinds of activities you plan to do. Go for the right people, say the right things, and know what to say that can bring maximum value to them.

Build the proper relationships to see greater results. Don’t just go out there and sling from your hip. Don’t just wing it. For instance, set up a tee time and invite some of your prospects. Do a competition and get a bunch of your ideal prospects together. Sponsor an event.

Episode Resources:

Maximum Influence by Kurt Mortensen

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Leads, Nicholas Holland, Leadin, Hubspot, Donald Kelly, The Sales Evangelist

TSE 361: Secret Strategies To Gain More Qualified Leads

Nicholas Holland, Hubspot, Leadin, Sales Podcast How can you generate more leads? How can you generate more business opportunities? What can you do to get more clients in the door? Content is key as they say. But what if you can’t even make great content? Is there a way to still put out great content offers to your clients?

We’re going to talk about these things today as we bring Nicholas Holland on today’s show. Nick is an expert in content marketing as well as an expert in credibility and expertise marketing and today he shares with us interesting thoughts and insights into prospecting and lead generation.

Nick is an entrepreneur. He currently heads HubSpot‘s Labs division. One of their products called Leadin, helps people capture more leads, enrich those leads over time, and optimize lead conversion rates on websites.

Here are the highlights of my conversation with Nick:

Strategies for increasing your social presence on your website:

  1. Establish your credibility.

Make your website look credible.

  1. Services/product page

Not everyone is a writer. And if you can’t do it well enough then keep it simple. Leadin has created Lead Flow, a little box you can place on various parts of your website that empowers the salesperson and the marketer to work together in a way that you can put targeted offers together specifically on the product or service page. You don’t even have to write the content anymore.

What Lead Flow does:

  • Consolidates leads.
  • Shows you what the lead did on the site.
  • Enriches the lead so you see their background, Twitter screen, company information, LinkedIn information, etc.
  • Wraps those leads so you can send them over to you or to your email service provider, marketer (MailChimp, Hubspot, AWeber Email Marketing, etc.)
  • Keeps 6 products/services on your website and does the work one time to find 6 interesting things and add those as a content offer to those pages.
  1. You are the driver to the homepage and product/service page.

Slightly put in the effort one time to put some nice offers on the site and then you have this great flywheel of capturing leads, driving into the CRM, and working those leads.

Pop-ups as interruption marketing: What’s the problem?

Being a true craftsman of selling is so much more as you have to learn all the nuances and all the different ways to satisfy what the customer is looking for.

What to avoid:

Heavy handed pop-ups that roll deep on the entire site

Giant full screen pops up in every page

Best local sales techniques:

  • Facilitate getting people together into a forum you can curate who comes to that. Get your sales techniques together and invite CEO’s of other companies. This can work as a round table discussion or even facilitate webinars inviting speakers from all over the world as you will (you basically don’t have to put out your own content here)
  • Surf experts in the field that your customers are looking for and if anybody was doing a webinar, throw a banner at your page and recruit your visitors towards that event.
  • Send emails to your segmented list. Even if they don’t show up, they would naturally think that you are the expert in the field.

How do you create attention?

  1. Ask thought-provoking questions.
  2. Use tools like Leadin to facilitate converting that attention into leads.
  3. Be creative and get in the mind of the customer and discover what they’re looking for.
  4. Create a series of small YES’s.
  • Think of your website as a series of small YES’s.
  • Ask them if they’re interested enough to come check you out? Yes.
  • They come to your site. Now ask them if they’d like to trade some information for more information? Yes.
  • Would they like to be with like-minded people? Yes.
  • Then take your CRMs and take them to the next level. Ask them, would you like to sit down and talk about how to solve these problems? Yes.

How to counter your reluctance of asking for phone numbers:

If they don’t give you their phone numbers, they’re telling you not to call them. So ask yourself if it’s appropriate to ask for their phone number. Did you ask the appropriate question?

Find 2-3 marketers you know or your family and friends know. Take them out for lunch and get some ideas to figure out six offers you can make to your products/services pages that would make somebody want to talk to you.

Nick’s Major Takeaway:

Pull up your company’s website and think of a piece of content that you could offer per product or service page. Have a lead close for each product that essentially draws out a series of small yes’s from your customers. Re-purpose other people’s content. Find a webinar or event and invite some people over to your office. Or try Google Hangouts and watch it via screen share.

Episode Resources:

HubSpot’s Leadin

Leadin-Logo-Dark-Branding

 

Get connected with Nick on Twitter @nicholasholland or send him an email at holland@hubspot.com.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

TSE 360: TSE Hustler’s League-“Loss Aversion”

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

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales.

In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company that established buying visions as opposed to 26% who do a side-by-side comparison.

Today, we talk about value-building to establish what has been shared last week. One of the things our community members in TSE Hustler’s League wanted to focus on more was ways they can improve their ability to express value to their prospect.

See, if you’re closing only one out of five leads for example, there’s something really, really wrong.

Here are the highlights of today’s episode:

What is Loss Aversion?

It means being afraid of losing things more so than you care about gaining something. So you would rather not lose money than worry about gaining it.

People are 2x as motivated to change a behavior or make a decision to avoid a loss as they are to achieve a gain.

And this concept of loss aversion is common among many of us, including your prospects. Therefore, it is your job as a sales professional or entrepreneur to create that buying vision within your prospects so they can gain more success and generate more money.

  1. Understand their status quo.

What’s causing them to not move forward? What’s hindering them from being successful? Typically, the status quo of clients is that they’re losing out on opportunities.

  1. Point out how your prospect is losing money.

This is where the idea of insight comes from where you bring more to the table something prospects may not know already. Show them and establish that this is not working. This is where they’re losing money. And this is where you need to fix things.

Obviously, your goal is to help them make money but it’s going to jump to them more if you can establish the loss, the loopholes, or the leaks within their company.

  1. Create a buying vision with your prospect.

Share a story that can validate this. This helps your client create a buying vision by creating a picture in their head as to how their pain point can concretely affect them. Establish the loss. What are they losing right now by staying in their status quo. Help your prospect recognize their loss.

Today’s Major Takeaway:

Nothing ever worthwhile is ever easy. If you want to stand out, be different. Bring something to the table. Bring value and don’t look like your competitors.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join today for ONLY $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 359: Sales From The Street-“Part One-Be You”

Andy Paul, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing.

Andy is also a podcaster where he hosts Strategies to Power Growth, a weekly podcast featuring business experts talking about sales, marketing, leadership, and professional development.

This is only Part One of my conversation with Andy Paul so be sure to stay tuned for next week as we talk about more interesting stuff like scripts, processes, and systems.

Here are the highlights of my conversation with Andy:

Fix it first.

  • You always have a choice.
  • The customer always has a valid problem (whether they’re right or not)
  • Focus on how you solve the problem first.
  • Then deconstruct it and make sure it doesn’t happen again.

One of the major challenges Andy faced: Cold calling

Strategies to overcome this challenge:

  • Hold an online webinar.
  • Have 10-15 companies to come in every week and invite them. (Or even get 2-4 companies a week on a consistent basis)
  • Follow up with them very rigorously. Have them see a demonstration of your product.
  • Start building up the number of prospects.

Today’s Major Takeaway:

There is more than one way to succeed. There are lots of different ways to prospect. Just try some things and find out what works for you. Then fine tune and make it work even better and follow your strengths.

Episode Resources:

Check out Andy’s podcast, Strategies to Power Growth

Fix It First

Essentialism by Greg McKeown

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Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist

TSE 358: How To Increase Sales Through Effective UpSelling Offers

Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist Today, we’re going to talk about how to increase sales through up selling offers. But first of all, I’ve got a few questions for you:

  • Are you currently making sure that you are up selling to your customers or are you too afraid to ask?
  • What kind of product can you create on the front end that makes your product or service be the upsell?

We have a very exciting topic on the show today and joining me is Dr. Carrie Rose. She is a Partner with Brand Legend Inc., that handles digital branding for clients where she specifically focuses on online course creation and info product creation.

Here are the highlights of my conversation with Carrie:

Once you’ve made the sale, you’re 6-7 times more likely to make another sale from that same customer if they are happy and satisfied.

Reason for failure to upsell: Fear

Are you good enough to make the sale? Are you enough to offer value in a more interesting way? Fear can play a role in this. But do you know your customer? Do you know what your customer wants? Checking in with people is the best way to start.

Ways to check in with your potential customers:

  • Surveys
  • Split testing
  • Reaching out to your current clients

Effective strategies for upselling:

  1. Reach out.

Reach out and find out what kind of product they’re wanting and develop that for them.

  1. Put a price on it.

People tend to attach more value to something they paid for. When they get something for free, they don’t necessarily value it and the same if you give it to them too low. Putting a price on it a little higher makes them respect it more and listen more.

Sometimes, too, having a cheaper item takes 2-10x work to sell it to one person versus having a higher price and you won’t have to sell it as much. With a higher end product, you earn more while using less time and less resources.

  1. Have the desire to just jump in and do it.

Sheer determination is key. Creating a course is a financial investment. But it’s a matter of pulling the trigger and giving it a go. Take the risk. Get uncomfortable in order to take chances.

  1. Desire less for perfectionism.

People are afraid to launch because they want everything to be perfect. And it’s never perfect until you launch. It’s never perfect until you get that feedback that tells you how to change it from the people experiencing it on the other side. Just go, see, and find out.

  1. Less transactional, more relational.

Whether you’re automating a process or not, understand that before the money was in your bank account, it was in somebody else’s bank account. Do personal phone calls when you follow up with them.

How to build yourself to take risks:

  1. Take action.

The magic that happens from going. The magic that happens from momentum. You can have a vision board all day long, but unless you do something about it nothing will happen.

  1. Ask for it.

Be brave about it. If you find out you’re asking for a price that is not selling, then change the product or service or price. You basically get data from it and it’s where you can make your decisions on.

  1. Make it a habit.

When is the right time to upsell? Always. Just always ask for it.

Upselling Lines and Phrases:

Be natural. How can you be natural? Build that personal relationship first. When you’re invested in your clients, it’s a lot easier to ask. You’re asking from a place of heart and not from a place of trying to make money.

Carrie’s Major Takeaway:

Ask. Develop a method for feedback you can tie to your business that works for you. Find a system that makes it personal. Develop a series of questions inside of your business to clarify how you’re supporting them. Find out what else they want. Make sure you’re focused on them and doing your research.

Episode Resources:

Get connected with Carrie on www.drcarrierose.com or www.brandlegend.us. Also find her on Facebook.

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Traveeling, TripIt, Donald Kelly, The Sales Evangelist Podcast

TSE 357: I Ended Sales Traveling Headaches With This App

Traveeling, TripIt, Donald Kelly, The Sales Evangelist PodcastAs a sales professional or entrepreneur, we all know the headaches that come with traveling, scheduling, and getting everything all set up and going. So you have all these emails about your hotel, car rental, airline tickets, etc. where you have to dig into your email archive to search for these keywords. It’s so easy for everything to get all mixed up and be so confusing. All these tiny details can actually keep your focus off the things that you need to really focus on and the more important things such as your presentation, client meeting, etc.

Wouldn’t it be awesome to have all this in one place?

Today, I’m going to share with you a little hack to help you travel more with ease to help you focus on the things you need to focus on. If you haven’t come across this yet, I introduce to you this amazing tool…

TripIt

What it does:

Free version:

Pulls information from your emails and syncs everything up: Connect emails and TripIt will scrape your email account so whenever you have new booking regardless of what it is, it will be stored and organized into the TripIt app.

Find information fast and easy: Address, phone number, map

Pro-version:

Works well for multiple travelers like when you’re traveling in teams and you have people flying in from different places

A dashboard where you can see everything all at once where everyone is coming from, arrival time, etc.

See if there are seat changes, updates, and a quick overview of your different travels.

Episode Resources:

TripIt

Essentialism by Greg McKeown

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Donald Kelly, The Sales Evangelist, TSE Hustler's League

Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly

TSE 356: Activity Based Selling With Pipedrive

Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly Are you doing the things you need to be doing to close that sale? Or are you doing too many things that you’re actually getting off track? Or is the goal to close that deal putting too much pressure on yourself to the point that your motivation and resilience are being tested to their limits?

Today, I’m speaking with Timo Rein, co-founder of the awesome CRM tool Pipedrive as he talks about the concept of activity-based selling and what it does to help you achieve more success in sales.

Founded in 2010, Pipedrive, a CRM tool created for two reasons: to help salespeople and to make sure it’s something they love to use. The tool basically focuses on activity based selling so you have full control over pipeline and nothing falls through the cracks as well as control your relationships with your customers. They want to make sure that they put the salesperson first to make sure you can be the best closer that you can be.

Here are the highlights of my conversation with Timo:

Timo’s coolest sales experience as a customer

Strategies for activity-based selling:

  • Focus on actions that you have under your control and do them everyday of the week.
  • In sales, a transaction is done and commission falls in a salesperson’s pocket. And because of the pressure to sell, a salesperson look at results because they need them.
  • Figure out what you need to do to get to successful sales result and do it.
  • Ask someone if this is something they want to buy.
  • If someone does buy, ask what made the person buy.
  • Come up with key activities necessary to sell your product, service, or business.
  • Map the step-by-step path and improve on it.

Reasons for failure of processes:

  1. Having a non-professional approach

People have a different level of professionalism about the things they do in life.

  1. Lack of resilience

There will be so many moments when you will be pushed or judged. Better people have bigger motivation and with that comes resilience.

  1. Not having the right angle to it

It’s easy to develop a mindset that it’s a tough job or people don’t like you’re approaching them or that you want to get in their business. You have to have a mindset that you’re doing a good thing otherwise you won’t feel that you won’t get enough satisfaction.

3 Things to Focus on When You Want to Make Sales Revenue

  1. Approaching your potential customers

Come up with a list and figure out a way to approach your customers.

  1. Meeting your customers

People buy from people where they see they can trust them and understand them especially when the stakes are higher. You don’t have to do it in person but find a way to connect whether on the phone or a video conference.

  1. Demonstrating your product/service

Show them how you can solve their problem and give them a powerful demonstration experience so they can remember you more and would tend to do business with you.

Biggest Challenges Related to Activity-Based Selling:

  1. You will be drawn to results.

Yes, this is the main goal but you will be drawn because of different pressures. You are tirelessly doing everything to close the deal that you tend to forget all the other things you need to be doing to make sure you have a good pipeline going in the succeeding months. Then you get attached to something that is not there yet.

  1. Getting off your winning schedule of activities you should be putting in regularly

You have to put in a number of key activities to put yourself in a position where people buy from you. And it’s easy to get off-track.

  1. Thinking you’re  all mighty.

This is especially common among rookies where you feel you can sell to anybody and that you’re so good.

  1. Maintaining a good pace over time

Doing it in a weekly, monthly, yearly basis is a hard. It’s a constant requirement to ask yourself what you can do better. Maintaining that pace while being pushed around emotionally is hard. Some people can’t deal with this roller coaster that is normal in sales.

Timo’s Major Takeaway:

Human being influencing another human being is a beautiful thing. Will you put yourself in this position frequently enough? And when you get to be there, how are you going to be stronger, more confident, and professional? Work your activities the way that gives you constant success. Put emphasis on the fact that you need to be in schedule. And do whatever it is to be strong in your craft. Develop a position where you feel you can be useful for your customers. Strength of work + Smartness = SUCCESS

Episode Resources:

Pipedrive

Connect with Timo Rein on LinkedIn

Daniel Pink’s To Sell Is Human

Jeb Blount’s People Buy You

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Donald Kelly, The Sales Evangelist, TSE Hustler's League

Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly

Conservation, Value Driven, Donald Kelly, The Sales Evangelist

TSE 355: TSE Hustler’s League-“Valuable Conversations”

Conservation, Value Driven, Donald Kelly, The Sales Evangelist How do you better establish value? How do you create valuable conversations with your prospects? How do you move conversations to the next level?

Today, I pulled out a snippet from one of our training sessions at the TSE Hustler’s League which focuses on the idea of establishing value. I’m giving a concrete example of leads coming to you and what you can do to take those leads and not let them fizzle out.

Here are the highlights of today’s episode:

Scenario:

A buyer comes to you and is interested in buying your product/service. They want to see a demonstration. It went good. They asked questions and sounded like they were prepared. When you asked them what’s the next step, they said they’d call you back up as they’re still thinking about it.

They are ready to look, but they’re not ready to buy. What do you do?

Possible cause:

It’s the status quo. – Buyer could be scared of the changes when going with something else. Status quo is more comfortable and more secured than anything else. Nothing is wrong anyway.

What you need to do:

Help change that perspective.

74% of executives indicate that they give their business to the company that establishes buying visions as opposed to 26% who do a side-by-side comparison.

Establish a buying vision as to why they should buy from you now. You don’t have to talk about your product or service.

You just have to establish that the status quo is dangerous. And if they were to continue at this rate, what would happen? Get the prospect to visualize and understand that.

Today’s Major Takeaway:
Recognize and understand their status quo and why it is dangerous to be in that status quo right now. Establish value with your prospects.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Lesson.ly, Donald Kelly, The Sales Evangelist Podcast, Conner Burt

TSE 354: Sales From The Street-“Humanity In Sales”

Conner Burt, The Sales Evangelist Podcast, Donald Kelly We’re living in a very competitive world today and the major question is how do you stay up front of the curve? You could say you have the best product but others say the same thing too. How can you truly differentiate yourself from the rest of the guys out there?

Today, I’m talking with Conner Burt, the COO of Lesson.ly, a learning automation software that helps client-facing teams boost their productivity and he share with us one of their company’s best practices that keep them ahead of the pack by bringing in humanity in sales.

Here are the highlights of my conversation with Conner:

The concept behind Humanity in Sales:

Serves as a bedrock defense that if everything else goes wrong in the day and they’re hundreds of competitors in the space, you could still raise your hand and say you did it the right way.

How to start bringing humanity in sales:

  1. Recognize that you have a problem if you do or recognize if you’re doing it well.

Recognition is the first thing to keep your eyes on. Think about how you can get better at this.

  1. Be an expert in your space.

You have to understand your products and how they’re implemented. You have to understand the impact it has for the prospect. Without baseline expertise, it’s going to be hard to go above and beyond.

  1. Love The Platinum Rule.

Treat others the way they want to be treated (as opposed to treating others the way we want to be treated).

  1. Look for humility.

You don’t know everything. You’re learning just as the prospect is. It’s okay to say that you don’t know. Have an empathetic mindset that the prospect has fears. Attack it if it’s the right opportunity but turning deals away if it’s not the right fit is when humility comes in the most.

How to create a culture of humanity in sales as a leader:

  1. Nobody learns anything the first time.

You can’t just bring this up once a quarter. Coaching about this has to be part of your regular cadence of one-on-ones.

  1. Give sales reps the right to say no.

Give them the freedom to turn away leads when not the right fit.

  1. Coach them on what “good” looks like.
  1. Be a therapist, not a doctor.

The key to the sale lives within the person walking in the door. Ask such good questions that the prospect knows you get it or your business. Take a pause and ask the next deeper question. Get the answer that is 2-3 layers deeper.

Conner’s Major Takeaway:

Be a therapist, not a doctor. Figure out how it leads to your human element in sales and how that leads to your personal differentiator. At the end of the day, you want to be the person where the prospect is calling you and asking you more questions because you’ve cemented yourself as their therapist. But you have to earn that right over time.

Episode Resources:

Connect with Conner on their website Lesson.ly or send him an email at conner@lesson.ly.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Speaking, Free Speaking, Outreach, The Sales Evangelist, Donald Kelly

TSE 353: How To Sell Yourself!

Donald Kelly, The Sales Evangelist, Tony Wilkins

GEDSC DIGITAL CAMERA

Today, we talk about how you can sell yourself! And by that, I mean learn how you can avoid the common pitfalls of sellers who are trying to sell themselves and strategies you can implement to sell yourself or your message the right way. At the end of the day, it’s all about bringing value to your customer’s table.

So, I’m bringing in Tony Wilkins this episode who has a solid experience working with speakers and small businesses. Tony is a speaker and author of several books on small business or speaking. He is also the host of Small Business Forum Radio. Let’s jump right in.

Here are the highlights of my conversation with Tony:

Common Mistakes People Make in Selling Themselves:

  • Trying to sell something they’re interested in but no one else is.
  • Throwing topics against the wall to see what sticks
  • Not getting in front of the people who are going to pay them for their expertise.
  • Not knowing how to do the sales conversion

Top Strategies in Selling Yourself:

  1. Know who your audience is.

Just because you’re a great talker doesn’t mean everyone’s going to be interested in it. You have to know who your audience is and tailor your message to your audience.

  1. Know what your topic is.

Make sure it’s applicable to who you are and what you do as well as to your audience.

  1. Get in front of people who are going to pay you for your expertise.

Determine who you want to get in front of and who’s willing to pay you. Once you know your audience, you have to get in front of people who are willing to pay you to speak or pay you for your expertise. Have a topic that’s applicable to them so after your talk, they’re going to come to you and eventually hire you as a coach.

  1. Have more than one topic if you’re still building your name.

Speak on topics applicable to your audience. You don’t have to be an expert at it but you should still be able to talk about it.

  1. Have several products and services that attendees can say yes to.

Some people can give a 20-min. talk and make an offer but then they don’t know how to close the deal. Ask them what they need and then sell from the need. You have to have an offer that people can say yes to.

  1. Think of this as a community and that everybody has something to bring to the table.

This makes you powerful in going after prospects that you want. Until they tell you what they need, you can’t help them and until you tell them what you need, they can’t help you. Put your heads together and work together.

  1. Follow through!

Make introductions to people that can help them to where they’re trying to get to.

Tony’s Major Takeaway:

Money is out there but you’ve got to figure out a way to get people to pay you to speak. There are several ways to do that (underwriters, webinars, workshops, etc.). Just figure out the best way to get your message out and how you can get people to pay you or your message.

Episode Resources:

Connect with Tony through email at awil267487@aol.com.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Donald Kelly, Best Sales Podcast, Essentialism: The Disciplined Pursuit of Less

TSE 352: Why Most Sellers Are NOT Being Successful!

Donald Kelly, Best Sales Podcast, Essentialism: The Disciplined Pursuit of Less Do you feel like you have too much going on? You have so many tasks to take care of. You need to prospect. You still have to make proposals. You have to close those deals. And the list goes on… Whew! Overwhelming, isn’t it? So you will most likely end up being the “jack of all trades, master of none.” But of course, you wouldn’t want that to happen to you.

Today , I’m going to share with you some tips and advice to help you become more successful by focusing on the essentials.

We are specifically talking about a great book called Essentialism: The Disciplined Pursuit of Less by Greg McKeown where I will be touching on some points and how you can apply these as sellers as well as my experiences and how applying these concepts have helped me with my business and personal life.

Some Key Points from the Book, Essentialism:

Focus on THE most important things to help you become better in sales.

For sales managers:

Look at your team members’ workload and take a deep grasp of what they’re actually doing. If you’re able to take some of these things off their plate, could they improve on their selling? Are you setting up your salespeople in failure by sending them tons of non-selling related activities that take them away from selling? Are you giving them tons of projects? Are you having too many meetings that pull them out of the field?

  • Develop a prospecting team. Separate your sellers from your prospecting or marketing team.
  • Create insight sellers where their job is to prospect and work these leads to prepare them for the sales professional who can take them towards the end of the process.

Take this: Salespeople spend 40% of their time actually selling while the rest is spent doing non-essential activities.

 

  • Leverage the power of outsourcing. Determine what activities are pulling you away from selling. Then find people who can do that. Hire team members to take care of those activities so you can concentrate on selling.

 

Lastly, make sure the prospects are being taken care of.

Episode Resources:

Essentialism: The Disciplined Pursuit of Less by Greg McKeown

Coaching Salespeople into Sales Champions by Keith Rosen

Podcast Movement

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Jeff Leo Herrmann, Donald Kelly, The Sales Evangelist Podcast, Content Marketing

TSE 351: Publish or Perish: Selling in the Age of Content Marketing

Jeff Leo Herrmann, The Sales Evangelist PodcastWith so much information on the internet today, prospects have become more empowered than ever that if you as a seller do not also counter this by being as best prepared as you can be, they could only see you as nothing more than a sales agent rather than being seen as an industry expert or problem solver.

So how do you prepare yourself before meeting with prepared prospects?

Let’s welcome Jeff Herrmann on the show today as we talk about how you can prepare when you’re selling to folks who are more aware than ever.

Jeff is the Chief Revenue Officer at Fathom, a full-service digital marketing and analytics firm that helps clients connect, communicate, and celebrate with their customers using digital marketing strategies and tactics. They spend a lot of time designing programs to help their clients move up the marketing maturity curve from optimizing content to really structuring effective communication programs.

Here are the highlights of my conversation with Jeff:

The Empowered Prospects

Studies show that about 60% of buying decisions is already done by the prospect before they get in touch with the seller.

Companies are putting forward great content in a helpful and problem-solving way

Salespeople have become teachers and curators to help filter out the noise and leverage all data at our disposal to listen and learn.

There is no better time to be a prospect because of the advent of Google search.

What you need to do as a seller to become more effective:

  1. Recognize where the prospect is in the buyer’s journey.

Use content as a tool if you offer up early stage, industry-centric, macro-economic type of content versus later stage, feature-specific, price-specific type of content and which one they gravitate more towards. Become a master of your market and become a resource.

  1. Become a teacher and a problem solver.

Consumers while they have access to a volume of information, they’ve been trained to become impatient, fickle, and easily frustrated. As a sales professional, get in there. Become a trusted adviser and help eliminate some of that noise. Then you become appreciated rather than just seen as an agent of a product. Add value at every turn.

Why is there no better time to be in sales than now?

  1. Observer

Consumers have more opportunity to learn. Salespeople have a bigger opportunity to observe what they’re learning. Be an observer using social media tools just to observe information about your prospects.

  1. Participant

Drive some engagement to germinate the seeds of relationship. This gets consistent with being a teacher and problem solver.

  1. Curator

Think of yourself as a curator. How do you become that industry expert to curate news and information that’s relevant and timely for your prospects?

  1. Creator

You’re not only assembling great information but you have a strong point of view in your industry and your markets. Use social tools to put forward your consistent point of view by leveraging different platforms (ex: video and audio).

Preparation is key.

Activity and preparation matter. That’s what separates your average seller from those that achieve 10x results.

Leverage data at a consistent basis.

Use that to put forward your strong point of view.

Some essential conversations you need to include in your sales process:

  1. To help articulate the value.
  2. To help the individual understand that they need to change from the status quo.

Activity-based prospecting vs. engagement-based prospecting model

  1. Focus on adding value.

Shifting from an activity-based sales prospecting into a slow and deliberate engagement-based model

There is more success in converting more opportunities based on smaller target lists.

  1. Be authentic.

Elevate the sales profession. There is so much technology out there that we have no choice but to go straight and be authentic in our approach and have empathy for our prospects and customers.

Jeff’s Major Takeaway:

Build a testing control. Pick a set of prospects you want to engage with. Start engaging with them on a particular platform. Position your profile in way that you post meaningful and helpful information. Build a relationship with your audience.

Episode Resources:

Connect with Jeff on LinkedIn.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Your Image, Linda Yates, Professional Clothes, Donald Kelly

TSE 350: TSE Hustler’s League-“Your Image Is Everything”

Your Image, Linda Yates, Professional Clothes, Donald KellyThis is a snippet from one of the sessions we have over at the TSE Hustler’s League, a paid membership community that provides accountability, group coaching, and an opportunity to get training from me and other experts I bring into the group.

In this episode, I will share a snippet of one of our expert guests, Linda Yates, who shares about improving your image and understanding how your image affects the way you’re selling.

Here are the highlights of today’s episode:

The ABC’s of Image:

  • Appearance
  • Behavior
  • Communication
  1. Broadcast the best possible you that you can.

You are always broadcasting in the clothes you wear or the way you communicate. You communicate in the way you act and behave as well as in the way you lead or serve others.

  1. Understand how your image is impacting the people you’re selling to.
  2. Have the possibility mindset.

How you see yourself is relatable to how others see you. If you want others to see you in a more positive light, start working on how you see yourself. Mindset is key to where you want to go. Keep your mind open to blue sky thinking and don’t allow other people’s comments or your comment that it’s not possible.

  1. Be clear on what you want.

Know what it is that you want so you would know what it is you’re aiming for. When you’re clear about it, you create the path where you start to bring it towards you.

  1. Be disciplined.

Go after your goals so you can realize success.

The Shark Analogy: How you dress is the embodied condition

Study shows that people selling the same exact things, same people, and same training but they changed their clothes, increased their sales by 18%.

What you put on your body impacts how you act and what’s going on mentally.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

TSE 009: DOES THE WAY YOU DRESS AFFECT THE WAY YOU SELL?

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Wayne Herring, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 349: Sales From The Street- “Make It Clear”

Wayne Herring, The Sales Evangelist Podcast, Donald Kelly Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance.

Wayne Herring has a coaching and consulting business where he helps companies build their own salesperson recruiting process to help them transition from being the primary seller to building the team.

Here are the highlights of my conversation with Wayne:

Wayne’s biggest challenge:

Not being clear on who you help and how you help them that resulted to ambiguous conversations and not getting the deals.

Strategies Wayne implemented to improve:

  1. Give enough information that they can clearly and definitively say no
  2. Be clear about who you help, how you help, and what you do.
  3. Explore objections when the prospect is not ready.

Wayne’s Major Takeaway:

Make sure you have clarity on who you serve and run your value proposition past somebody else who is not going to shoot you straight even if they hurt your feelings just a little bit.

Episode Resources:

Connect with Wayne Herring on LinkedIn and visit www.strongersalespeople.com/tse to download a checklist of things you need to think about before you hire your next salesperson.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today For $1.00

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Robert Terson, Donald Kelly, The Sales Evangelist Podcast

TSE 348: Selling Fearlessly

Robert Terson So many salespeople are afraid of selling. They’re afraid to be rejected or they fear criticism and that’s okay. Fear is normal but it’s overcoming your fears that will get you to the level of success that you want to achieve.

I’m bringing Robert Terson on the show today who talks about some great ideas on how you can actually break down that mindset of fear and be able to sell without fear, sell with passion, come well-prepared, and execute it flawlessly.

Here are the highlights of my conversation with Robert:

Why do you fear selling?

Fear of criticism

Do you have to be born a great salesperson for you to sell?

Some people are born salespeople. They have a radar that senses the prospect’s emotion as they’re presenting. They easily pick up the prospect’s vibe and they can then confront them. Confront them and that will grab their attention.

Other people will have to work on developing that radar. If you are not born having that radar then work on developing that radar. It will happen.

How to overcome your fear of selling:

  1. Give your best.

Give your Oscar-winning performance.

  1. Success is a by-product of preparation and execution.
  1. Believe in what you’re doing.

Do not allow a prospect or customer to intimidate you.

  1. Believe that you’re bringing value to someone.

It’s your job to show that value. It’s your responsibility to bring that value to the individual.

  1. Be their equal.

Remember that they’re not gods. No matter how arrogant they are, these are just human beings you’re selling to. Don’t let anybody intimidate you. Don’t let anybody abuse you. Meet them in a subservient fashion and you’re dead. It doesn’t matter if they buy or not. If they don’t somebody else will.

How to prepare effectively and execute:

  1. You have to want to succeed that badly.
  2. Success as a triangle:
  • Mental attitude
  • Work habits
  • Knowledge/salesmanship
  1. You never get to a presentation unprepared.

Robert’s Major Takeaway:

Be mentally strong. Be their equal. Do the work. Never cut corners. Be prepared. Ask successful people how they do it. Don’t accept mediocrity. Demand success from yourself.

Episode Resources:

Connect with Robert through his website www.sellingfearlessly.com or send him an email at robert@sellingfearlessly.com.

Robert Terson’s book Selling Fearlessly

Napoleon Hill’s Think and Grow Rich

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Training, Donald Kelly ,The Best Sales Podcast, Sales Management

TSE 347: Stop Lying To Yourself!

Sales Training, Donald Kelly ,The Best Sales Podcast, Sales Management As we celebrate Independence Day, now is also the perfect time to finally stop lying to yourself so you can be free from your false beliefs.

Now what separates great, successful salespeople from those who are not? What I realized is that we have the tendency to lie to ourselves as sellers.

 

  • I don’t need to do all the planning.
  • I don’t need to get the improvement I need.
  • I don’t need to review the things I’ve already learned.
  • Marketing is giving us crappy leads (then you blame the website and then the territory, and then the management)

 

So you basically blame everyone except yourself. You lie to yourself, telling yourself that you’re not the issue. Well, it may be a hard pill to swallow but the problem is probably you. You’re probably not doing the things you need to do.

Reasons for lying to yourself:

  1. Complacency
  2. No strong “why” or purpose
  3. Lack of passion
  4. Lack of belief in your company or product

So I want you to ask yourself the following questions with all humility and honesty:

  • Why are you doing this? Why are you here?
  • Are you lying to yourself?
  • Do you know that you’re not selling because of…?

Stop believing your own lies because you are better than that. And if you’ve never been to this place yet, then don’t even go that route. Take control of the situation. Make the best of this. Hustle, hustle, hustle and you will see results.

Coach people on your team and help motivate them. Help them rediscover their why where they felt their meaning and excitement.

Today is Independence Day. This is YOUR independence day!

Episode Resources:

Kevin Kruse’s 15 Secrets Successful Know About Time Management

Keith Rosen’s Coaching Salespeople into Sales Champions

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Ace Chapman, The Sales Evangelist Podcast, Best Sales Podcast

TSE 346: The Business of Buying and Selling Businesses

Ace Chapman, The Sales Evangelist Podcast, Best Sales PodcastToday, we have a very interesting topic as I talk with Ace Chapman who runs a business of buying and selling businesses. He actually started his own business at a very young age of 19 until he found more success in buying existing businesses and building his vision on top of them when it’s already profitable as opposed to starting from scratch. He also talks about the importance of buying whole business at the right time.

Here are the highlights of my conversation with Ace:

Strategies in running a successful business of buying and selling businesses:

  1. Understand the cycles.

There are cycles in how businesses go up and down. Understand that you can be at whim of the economy going up and down. It’s not seeing the future but seeing the past.

  1. Buy something at the right time.

Consider if the asset is salable making sure you’re able to get in and out of that.

Selling a business vs. selling a product or service:

  • Understand the buyer’s purpose.
  • Understand the buyer’s skill set.
  • Understand what they’re worried about.

More strategies to become successful in your business:

  1. Alleviate concerns.

A lot of people try to sell something based on what they think the person is worried about instead of just asking. Ask them what their concerns are and show them that you can alleviate it.

  1. Leverage testimonials.

Don’t just make stuff up. Be real with them. Put something in front of them in a way that can hold them and just get more of those involved in alleviating their concern.

  1. Have SOPs in place.

Having processes in place is critical to the success of your business. Also delegate some tasks to people who know how to do it.

  1. Agree with them.

It’s not necessarily about agreeing with the fact that it’s a problem but agree with the fact that you can see why they see it as a concern.

  1. Think outside the box.

Creativity is key to get you to the next level.

  1. Focus on what you want.

Many people focus on the tool that’s going to get them what they want instead of focusing on what they want. Be clear about your goal.

Things that motivate salespeople:

  • Freedom
  • Travel
  • Money

Ace’s Major Takeaway:

Do not take any aspect of it personal. Otherwise, it takes the focus off the process and what you can control, change, and improve.

Episode Resources:

Connect with Ace on www.acechapman.com or send him an email at ace@acechapman.com.

Check out Ace’s book on Amazon called The Ace Formula

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly