Archive Monthly Archives: August 2016

Donald Kelly, The Sales Evangelist, Julio Vientos, Sales Podcast

TSE 389: Sales From The Street-“People Buy From You NOT Your Company”

Donald Kelly, The Sales Evangelist, Julio Vientos, Sales PodcastSales is universal. That’s a fact. However, what works in one country may not work in another. Culture and context are things you need to consider. In today’s episode of Sales from the Street, Julio Vientos talks about how selling is different in other parts of the world, Latin America specifically, and some challenges he encountered as well as strategies he implemented to rise above them.

Julio is currently working for a book publishing company where he serves as the executive director in their Spanish division handling international sales specifically across Latin America.

Here are the highlights of my conversation with Julio:

Julio’s major challenges:

Understanding the politics and different things you need to understand when selling in Latin America (ex. pricing and currency change)

Strategies Julio applied to face his challenges:

  1. Understand the customer’s point of view and the context in each country.

The reality that something might be out of your control and your client’s control may exist, but how can you help your customer? How can you be relevant? How can you make them understand your product is valuable?

  1. Study and research how things work in each country.

This will give you a better idea on how you can sell more effectively to your customer and both of you understand what’s going on in the country without necessarily pushing the sale.

Results Julio got from rocking these strategies:

  • Becoming an industry expert/consultant to his customers’
  • Building stronger relationships with clients
  • Once you gain the client’s trust, they buy not from the company but from you.

Julio’s Major Takeaway:

Build that relation with your customer. Don’t go with the mindset of making numbers. They’re important. But build the relation with your customer first. Once you do this, sales becomes less of an effort.

Episode Resources:

Connect with Julio by giving him a ring at 321-945-9681 or reach him through his Facebook page at facebook.com/juliovientos.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

 

 

 

Branding, Marketing, Content, Building Value

TSE 388: Every Seller Needs To Know Their Brand Identity

Branding, Marketing, Content, Building Value As a seller or an entrepreneur, having your own brand identity is paramount to your success. Today’s guest, Gregory Diehl, is the author of the book Brand Identity Breakthrough which is a great read about understanding who you are, why you’re doing what you’re doing, and how to get people to care about it in a more meaningful way.

At age 18, Gregory started traveling the world where he had to learn about salesmanship so he can fend for himself. His vast experience along with his passion for education is what led him to create his own written masterpiece in the hope of helping other people discover their own brand identity so they too can empower themselves to not only become successful but also to be different from what everybody else is doing.

Here are the highlights of my conversation with Gregory:

Greg’s coolest sales experience when he was the customer

The concepts behind writing a book about branding:

  • Familiarity and empowerment
  • Clarity on blind spots and understanding the human side of it all

Strategies for creating a powerful brand identity:

  1. Convey your message in the form of stories.

People think in terms of narratives. Know how to present your product in the form of a narrative where you speak to the other person as a very specific type of character in that narrative of a very specific type of journey.

  1. Be able to see your own vision.

Why many entrepreneurs fail to see their own vision:

  • Lack of empathy –  A lot of entrepreneurs don’t look at things from an outside perspective. Understand the journey that someone else is on that lead them to make them certain decisions.
  • Lack of questions – The best sales conversation in the world is a series of real questions where you get to understand where someone is coming from and what their fundamental needs are.
  • Lack of self-confidence – Really believe that you, your product or service is capable of doing a specific thing better in a very specific way. See for your own eyes the value that you provide or you intend to provide. Be comfortable with making really bold claims and not just generic value propositions.
  1. Have an emotional bond with your customer.

Relate it to the fundamental human emotions that drive someone to make a purchasing decision with you. Identify what the fundamental needs are and why does somebody care enough to spend money on this.

  1. Empathy: Understand your customer needs and their buying experience.

Come up with avatars of customers who all share enough similarities in where they’re coming from and what they need so you can come up with a message, story, or identity that speaks enough to their specific situation.

  1. Content is king but context is god.

Know how the product knowledge specifically fits into the vision of the specific customer which is the intersecting point between what your customer wants and what you have.

Gregory’s Major Takeaway:

Don’t be afraid to go deep. Inquire, philosophize, understand your customer more – where they’re coming from, what they want, what they do, and how best to present it. Why are you in the business you’re in? Focus yourself on where your assets are put to best use.

Episode Resources:

Check out Gregory Diehl’s book, Brand Identity Breakthrough or send him an email at contact@brandidentitybreakthrough.com.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly, Sales Certification, Young Seller, New Hire

TSE 387: Are Sales Certification Programs Needed?

Donald Kelly, Sales Certification, Young Seller, New Hire Should you get some sales certifications? Do you really need them? Most programs and organizations in other professions have certification groups as they are mostly required.

I think it’s important for us to be trained in our positions as sellers and have the expertise to thrive. But some of these certification programs are not really necessary in order for you to be successful as a seller.

Why you don’t necessarily have to have a certification?

  1. Some companies are not really fond of a sales certification program.
  2. Actions or sales speak louder that certifications. I recommend a better track record. What any hiring manager wants to see is whether you can deliver.

What do you need to do instead?

  1. Show a way that you have a great track record.

Whether it’s closing business or helping clients become successful or becoming a top performer on the sales team, show to your client/company you’re applying to that you have a great record. This carries more weight than a certification.

  1. Gain more education as a seller.

Well, you’re listening to this podcast. Listen to other podcasts as well to increase your sales and business acumen. Podcasts hosted by Andy Paul and Anthony Iannarino. Read books. Our site features Top 20 Sales Books we recommend.

Sales Certification Program vs. Sales Training Program

Getting training is great and it’s different than getting certifications. However, it all boils down to – can you bring home the bacon?

Today’s Major Takeaway:

Great sales track record still beats certification.

Episode Resources:

Strategies to Power Growth podcast by Andy Paul

In the Arena Podcast by Anthony Iannarino

Top 20 Sales Books

Please support us in our Indiegogo campaign, a movement to inspire, motivate, and educate sales professionals and entrepreneurs to Do Big Things. Simply go to 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.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Sales Leader, Being A Young Sales Leader, Jay Cullinan, Donald Kelly

TSE 386: How To Lead A Team Of Veteran Sellers As A Young Sales Leader

The Sales Evangelist Podcast, Donald Kelly, Sales Leader, Top SellerWell, it’s actually an interesting dynamic when you have a team of young and veteran sellers. It’s not unusual for doubts to set in and you ask yourself questions like: Is there a better way to approach this? Or do the things you do translate to leading a more senior group? The internal battle sure is challenging but you can always ride against the tides and this is how our today’s guest, Jay Cullinan, would put simply put it.

Jay Cullinan has been in B2B sales in the last six years and today we talk about how you can effectively manage a team of veteran sellers even as a young sales leader.

Here are the highlights of my conversation with Jay:

Jay’s coolest sales experience when he was the customer

How you as a young sales leader can influence a more senior group:

  1. Be in it with them.

As Zig Ziglar says, “Sales isn’t something you do to somebody. It’s something you do with somebody.” So you have to be on the level of your veteran sellers.

  1. Ask for their advice.

Veteran sellers have basically been in the sales filed way longer than you do. There is a wealth of knowledge you can gain so set time aside and ask for their advice. Then tailor it specifically to them. Asking for their advice denotes respect because you want to hear what they have to say.

  1. Tailor your management style accordingly.

You can’t treat everyone the same. The way you manage individuals should be different. It’s the same with how people sell. People have different ways of selling to people.

  1. Celebrate your failure with lesson attached to it.

Senior people want to be respected. Putting yourself out there in the form of a failure with a real lesson attached to it, you will get a ton of respect for it. This will also give them space to be more honest with their failures. Share your failure and put it out there and people will respect your and trust you more. Being vulnerable is one of the quickest ways to build trust.

  1. Find ways to give other people credit.

Growing your business is a marathon. The short side of leaders swallows the small wins or even the big wins upfront and that snatches motivation and progress away from your team. Swallow your pride and give away the success out to your team.

Jay’s Major Takeaway:

Everything matters when you’re dealing with customers because you’re not just being judged with competition directly, but also against everybody else they’ve come in contact on that day. Rise to the level of being the most noble person that day and you’re well on your way to success.

Episode Resources:

Connect with Jay through his blog at www.sellingwithoutselling.wordpress.com or send him an email at jaycullinan@gmail.com.

TSE Episode 349: Make It Clear

Create Distinction podcast by Scott McKain

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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TSE 385: TSE Hustler’s Leagues-“The Power of Three”

TSE Hustlers' League, Conference, DO BIG THINGS, Sales

Today’s episode is another great snippet from the TSE Hustlers League. This is Part One of the Power of Three as we talk about how you can meet with your prospects without complicating things.

The Power of Three:

The concept behind the power of three is to not overcomplicate things with your prospects. Studies show that the number of claims you should share with a prospect is THREE.  This maximizes the impact of your story because it makes it more believable.

Why not beyond three?

  • It gets you to a tipping point where people start to become skeptical.
  • It complicates things.
  • It pushes the prospect to the end decision.

Options, features & benefits: Power of Three Applied

  • Options are great. But the key is not to give them too many options to the point that it gives them a decision paralysis.
  • Identify the core challenge of your prospect then focus on three things you can do that can connect to this core concept.
  • What’s more powerful is being able to present valuable things to the prospect. They may be unknown to them but you may have the solution for it.

 

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

 

Donald Kelly, The Sales Evangelist, Sales Podcast, Networking

TSE 384: Sales From The Street-“Stay Top of Mind”

Tom Martin, The Sales Evangelist, Donald Kelly Today’s guest on Sales from the Street is Tom Martin who is a 25-year veteran in the sales and marketing world. Growing up in an ad agency business, Tom is now the founder of Converse Digital. They provide social media and digital consulting for large companies around the world. Tom is also a professional speaker and author of the book The Invisible Sale.

Tom spends a lot of time helping companies understand how to apply the digital technologies available today. It enhances and improves their sales and marketing and lead generation capabilities.

Here are the highlights of my conversation with Tom:

Tom’s major challenge in his selling career:

No prospects: His first company was wiped out by Hurricane Katrina overnight.

What Tom did to overcome this challenge:

  • What has saved Tom is what he has done prior to calamity like investing in simple networking techniques – making sure you stay in touch with people
  • Going back to his networking base and started sending out text messages to people in the advertising market
  • Short term sales prospecting technology: Reaching back to people he has worked with

This led to a 90-day consulting gig that provided that bridge to get back on his feet. It laid the groundwork for what is now Converse Digital.

Painless prospecting:

Build a network of possible leads or contacts and building friendships well before you ever need or call them. Do this consistently.

Build a community of people who will either hire you or if they can’t, they’d be happy to tell someone else.

That one person who cannot do business with you can easily tell 10-15 people to do it with you and that can build the business for you.

Cool stuff they’re doing right now:

Proprietary methodologies to take unstructured data in the social space and build it into detailed audience profiles.

Tom’s Major Takeaway:

Get your message out in places where prospective clients who discover that message can become intrigued. They will come back to find you through your website or your book.

Episode Resources:

Catch Tom on www.ConverseDigital.com or connect with him on Twitter @TomMartin.

Tom’s book The Invisible Sale

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register Today!

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

New Generation of Sales, John Condry, Donald Kelly

TSE 383: Next Generation Of Sales Talent

John Condry, Donald Kelly, The Sales Evangelist Gone were the days when you sell just for the sake of selling. Sales has become an even more competitive world that if keep yourself ahead of the pack or seek to develop yourself and become different from the what everybody else is doing then, this may not be the right career for you. Today, we talk about the next generation of sales talent. 

Let’s welcome John Condry as he shares with us how to become the next sales superstar. John Condry has recently trademarked his management system that helps people in sales, production, and service to be able to manage their week to become more well-rounded and more successful in a technology-driven environment.

Here are the highlights of my conversation with John:

Changes in the sales world:

You can’t stay around sales and not develop.

A lot of people do not look at sales as a profession. They see it as not having other options to do. You can’t do this anymore.

How to Become the Next Sales Superstar:

  1. Identify which part of sales is your gift.
  • Find out which of these areas you’re good at:
  • Prospecting
  • Business development
  • Networking and building relationships
  • Qualifying
  • Presenting
  • Closing
  • Using technology

Recognize which part of the equation did you bring with you. What part are you really good at? Ask a friend or take evaluations online to give you insights into your natural sales talents.

  1. Develop the other parts of your game.

Look at the other parts of your game that are severely underdeveloped. Never have a week go by without developing those other parts of your game. You can’t change you however, you can change the way you do things and when you do things.

  1. Close on Friday morning.

Use Friday morning to become a closer. This doesn’t mean you only close on Friday mornings, but that’s where you work on your closing game. People who are not closers don’t get that time kills deals. Use Friday morning as the time to call in all your chips. Anything you’ve started, anyone who’s interested, anyone who’s in the loop, schedule that next appointment, get the agreement in or let people tell you that they’re not really interested. Closers let go of people that are not candidates for what they’re doing.

  1. Be careful in giving out vital information too early.

When giving your magic too early, people don’t appreciate it. People want what they want and when they want. But there are things that only you have as a seller. It could be your solution or your pricing. Hold on to that until you move to the close and just trade that vital information for a decision.

How to know what to give:

  • What do you have that nobody else can find on the internet?
  • Personalized solution
  1. Don’t make generalized assumptions. It’s all personal.

The moment you assume that everybody is the same, what you sell is a commodity, and every customer is the same – that’s when you get into trouble. Salespeople are there to provide personal solutions to customers.

John’s Major Takeaway:

Work on all of your game a little bit even if it’s just a little bit. Start working on your game and expand your game. Mondays, do prospecting. Friday mornings, be a closer. Friday afternoons, do some training and learn some technology. Break it down to smaller pieces so you’re not trying to do everything. Just do something in all the key areas every single week to start building your muscles Focus on being consistent.

Episode Resources:

Connect with John on www.ConnectionBasics.com or send him an email at john@connectionbasics.com. Connect with him too on LinkedIn and Facebook.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly, The Sales Evangelist Podcast, Do Big Things Conference

TSE 382: A Spirit of Gratitude!

Donald Kelly, The Sales Evangelist Podcast, Do Big Things Conference People who are grateful tend to be the happiest individuals and perhaps as a natural byproduct, they tend to be more successful.

Today, I will share a strategy on how to be more grateful and hopefully this can help you in your sales hustle.

Make sure you have that spirit of gratitude because it will totally change the way you perform as a seller and the way you do your job. More opportunities will come and people will notice.

Here are some points I want to emphasize:

  1. Being grateful is showing true, sincere respect, appreciation, and care for someone else.

When we’re grateful, we try to think more about the other person.

  1. Be grateful for your leads.

When you have the abundance mentality, everything just comes toward you. Doors open for you. You get the good leads or even if they’re crappy, it would seem that everything you touch turns to gold.

  1. Be grateful for your company.

Be grateful you have a job and an opportunity to earn income for yourself and your family.

  1. More opportunities will come if you are grateful.  

When you’re grateful, you are more appreciative of things and as a natural byproduct, doors will open for you. Emulate people with an abundance mentality.

  1. The way you treat other people is key.

Our supervisors want to be treated with appreciation. Appreciate them and do not harbor negative feelings, otherwise this will affect how you’re talking with your prospects.

Here’s a gratitude exercise you can do:

Write down five things you’re truly grateful for. Tell somebody about it. When you’re more grateful, you will be amazed on how your attitude will change and how your performance will change.

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register For DO BIG THINGS! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

 

TSE 381: This Is The Best Way To Build Relationships With Prospects

Kim Avery, Donald Kelly, The Sales Evangelist Podcast, Sales Podcast Building lasting relationships is one of the cornerstones of success in sales. However, this is something that many salespeople still have a problem with. Dig this: 80-90% of relationship problems come from misunderstanding the differences that are biologically hardwired in our bodies. Today, we talk more about building and strengthening relationships which is vital in sales.

Kimi Avary is a Relationship Navigation Specialist working with the masculine and feminine dynamic in relationships that goes awry when you don’t understand them. Kim helps men and women understand each other better so they stop putting assumptions about each other because they’re different. In this episode, Kimi shares how you can create strong bonds with your prospects so you can move forward in your sales process.

Here are the highlights of my conversation with Kimi:

How sellers and entrepreneurs can develop lasting, strong bonds with others:

  1. Notice how you’re making an assumption about another person.

Go back to that inception point of making that assumption and choose to be curious instead. When you make assumptions, you decide what the person needs and doesn’t need and that creates problems. Instead, be curious about what it is they truly desire.

  1. Understand that women talk more, men talk less.

When a woman is speaking to a man, bullet point their comments and questions and practice listening. When a man is speaking to a woman, give her more details. Tell a few more stories. Be a little bit less bullet-pointed. Men often use short answers while women look for all the details.

  1. Always ask if you can get a time to talk.

Respect their time. Get on the schedule and keep to the time frame.

  1. When you’re in a networking event, you’re there not to sell but to prospect.

When you’re going to a networking event, you’re prospecting and looking for a good person to set an appointment with. Say what you do short, sweet, succinctly, and clearly. Set another time for you to talk.

  1. Set appointments in your calendar and not just wing it.

Get that appointment in your calendar and send them your calendar link. Frame this in a way that this is an opportunity for you to dive into their needs so you make sure you’re a match and if not, then you can send them to somebody who is a match.

  1. Follow a script and focus on your intention.

Every word out of your mouth needs to be scripted and focused on your intentions. The first meeting is about telling them what you do. Then go to the next step of your selling process and the next. Ex. first meeting > calendar link > build trust and rapport through curiosity questions > find out what their needs are. Scripts are not robotic. They should be fluid.

Kimi’s Major Takeaway:

Be curious about the other person and really listen. Ladies, don’t chime in right away. Give the guys an opportunity to think about what it is they want to share with you. Provide a space for them to speak and that will deepen your bond with them.

Episode Resources:

Check out Kim’s Complimentary Relationship Breakthrough Session (for personal and professional relationships). Go to www.kimiavary.com/win. Fill out the form and receive a calendar link.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Opposite, Value, New Client, Sales Training

TSE 380: TSE Hustler’s League-“Do The Opposite”

Opposite, Value, New Client, Sales Training Today’s snippet from the TSE Hustlers League is all about what I keep on saying to everyone. Do the opposite of whatever everyone else is doing. And I’m going to show you how you can execute this in terms of valuable content that you share with your clients. Sure you can provide useful, relevant content but is it something that they already know?

Here are the highlights of today’s episode:

  1. Point out things your prospects will lose by not doing something today.

Point out the things they might lose and not necessarily the things they will gain.

  1. Provide unique data or information to your prospect that they don’t know.

Provide stuff that will wow your clients. Make sure the data you provide to clients is something opposite of what most people will think right now. Bring something to the table that’s totally new and contrary to what others are doing.

Example:

Pretend you’re speaking to a principal about this new drug prevention program. You share stats about fighting and all the things that come from doing drugs. Even though they’re interesting stats, they don’t really tell you to do something about it. It’s just sharing stats people already know.

Here’s how you can twist this:

Show the principal that there’s no scientific evidence to prove that the DARE program worked or that 70% of schools using it are still seeing issues. Stats actually show an increase in the use of drugs, alcohol, and tobacco among kids because you’re telling them more about it and they’re probably getting rebellious against.

The counter-intuitive part:

Everyone knows the program is great and powerful. But if you can show them it’s not working, how much more powerful would that be? How much will this make you stand out against the crowd.

This, my friends, is what I mean by bringing something different to the table. Now try to relate this to sales. Is there a way that you can bring something new to the table that they don’t already know?

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Ben Settle, Donald Kelly, The Sales Evangelist Podcast, Jim Camp, Start With No

TSE 379: Sales From The Street-“Let Them Sell Themselves”

Ben Settle, Donald Kelly, The Sales Evangelist PodcastBuilding a vision, repelling the wrong people to attract the right ones, and effective emailing strategies – these are just a few of the interesting topics discussed in our show today as we engage in a meaty conversation with Ben Settle.

Ben Settle specializes in email copywriting and is the genius behind the Email Players Newsletter. Today, he shares with us great insights that he learned over the years and that he’s continuously applying to set himself apart from what everybody else is doing.

Here are the highlights of my conversation with Ben:

Selling techniques Ben is learning from Jim Camp, the most feared negotiator:

No hard closing, manipulative tactics, or clever phrases

  1. All about building vision: Vision drives decision

Get in their world, give them a vision of their problem, and the sale gets in the right frame

  1. The best negotiators never create objections.

Instead of telling the feature and benefits, ask questions first to dig into the problem

Frame your questions in a way that gets people to think differently.

  1. You cannot take someone’s right to veto.

Always give them the right to say no. Ask questions that make them feel like they’re in control. Your prospect has to decide to move forward on their own by giving them a vision. Position yourself as the person with the solution.

  1. You’re always safe when you’re in the other person’s world.

You’re safe as long as you’re in their world talking about their problems.

  1. Principle overrides tactic.

Ben’s selling insights:

  1. Dating is the same as selling.

Inviting someone into your world versus coaxing someone to go into your world

  1. The math is on your side.

If you believe you have a high quality product, remember that there is less supply of you than there are of people who need it. So you don’t need to sell to everybody to make a very good living. Then you don’t have to do all this desperate “needy” stuff. What do you care if they reject you? You haven’t lost them, they’ve lost you.

  1. Repulsion marketing

It means focusing on people you don’t want away to attract the people you want by default. The people you didn’t want to buy the product sometimes change the way they think to qualify themselves to have that product.

2 Common mistakes people make when it comes to emailing:

1.Constantly giving free information without selling

2.Pummeling people with blatant sales pitches

Effective emailing strategies:

Mix content with promotion in every email.

Before you send an email, ask yourself: Does this warrant me interrupting their day for a few minutes? If not, don’t send it.

Not letting people know something exists for a sale is selfish because people in your email list are there because they have a problem.

Ben’s Major Takeaway:

You’re always safe when you’re in the other person’s world. Find out what’s going on with them mentally and what the problem is and how they feel about it. Get them thinking about it. Build a vision first then they’ll be begging you to show them a solution.

Episode Resources:

Connect with Ben through www.BenSettle.com. Opt in to his list and get the first issue of his $97/month Email Players newsletter.

Jim Camp’s book Start with No

Jim Camp’s interview with Michael Senoff

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register Today

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Proposals, Sales Leads, Mikita, Donald Kelly, Closing

TSE 378: 3 Easy Ways To Make Your Proposal Most Engaging

Proposals, Sales Leads, Mikita, Donald Kelly, Closing The part of creating proposals in your sales process can be really annoying especially when you think about the time you’re spending doing it when you could have been actually selling.  Agree?  Now, what if you could skip this part so now you only have to focus primarily on selling?

Personally, I have found a tool called PandaDoc, which has shortened my sales process quite considerably by automating the creation of my sales proposal without losing that personal touch.

Joining us today is Mikita Mikado, co-founder and CEO of PandaDoc and he shares with us 3 easy ways to make your sales proposals more engaging.

PandaDoc is a tool that automates the process of sales proposal helping sales professionals and business owners save time as well as track client engagement with your proposals and allow the client to sign through electronic signatures to make it easy for them to say yes. And it perfectly integrates into whatever CRM you’re using. Currently, PandaDoc is serving over 5,000 happy customers (including me!).

Here are the highlights of my conversation with Mikita:

3 Ways to Make Your Sales Proposal More Engaging:

  1. Add a cover letter and Table of Contents

The first page within a proposal gets most of the time spent by prospects. What you want to do here is either engage with a buyer here or provide a quick and easy navigation through the proposal.

Benefits of adding a short cover letter:

  • Makes the proposal a lot more personal and customized
  • Summarizes the story in a few sentences

Why table of contents?

  • Makes it very easy to navigate through your document
  • PandaDoc features a clickable Table of Contents that allows you to click on each item so you can go straight to it.

If you have two or more people that need to sign off on the proposal, they can just click and they’ll be moved along to just the parts where they need to sign.

  1. Embed videos in your proposal.

Studies suggest that more people prefer video content over text. With people prone to information overload, consuming video content has now become easier than written content. Additionally, PandaDoc saw that a lot more time (in fact 30% more time) is spent on proposals that contain videos.

Benefits of embedding videos in your proposal:

  • Videos are easier and quicker.
  • More personal and it sets you apart from the others.
  • Social proof is a must. Seeing a live human being makes it more professional and more truthful.

Parts of the proposal where you can use video:

  • Client testimonials
  • Case studies
  • Cover letter
  • Product pitch
  • Team introduction
  1. Put a defense section in the proposal.

In many cases, you’re going to go against something or someone. Put a defense section in the body of your proposal to compare your offerings to those of your competitors.

More great tips to rock your proposal:

Put all the legal lease and terms in a separate section of your proposal and make it exportable to Word, as this is what most lawyers use. Send your proposal electronically but if lawyers get involved, you can always export everything into Word. Upload the final version into a PandaDoc so you can collaborate with the customer on the actual terms.

Following up is huge. The moment the prospect opens a proposal, you get an email notification. Wait 20 minutes then give them a call so they can remember what you’re proposing and the price. It’s the best time for you to grasp their emotions.

Mikita’s Major Takeaway:

Never stop experimenting and keep on innovating. Being different and standing from the crowd is the only way to build a large and sustainable business to be successful.

Episode Resources:

PandaDoc

Connect with Mikita through email at mikita@pandadoc.com.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Linkedin, Donald Kelly, The Sales Evangelist, Podcast

TSE 377: How To Turn Your LinkedIn Profile Viewers Into Leads

Linkedin, Donald Kelly, The Sales Evangelist, Podcast What do you do to people who land in your LinkedIn profile? I’m telling you, LinkedIn is a source that a lot of sales professionals lack in. If we don’t follow up on those profile views then there could be a lot of money being lost.

Today, I’m going to share with you some great tips to connect with your LinkedIn profile viewers and how to turn them into great leads.

The Different Categories of LinkedIn Profile Viewers:

  1. Networkers
  2. Passersby
  3. Prospects or clients
  4. Recruiters
  5. Competitors

Maintaining your anonymity:

Turn on the anonymous settings to prevent other people from seeing you view their profile.

Tips to turn LinkedIn viewers into leads:

  1. Focus on those easier to connect with (passersby or prospects):
  2. Don’t get connected with them right away.
  3. Look at their profile to learn something about them.
  4. Send them a message.
    • It can be a canned, generic message but make sure it’s a “personalized” canned, generic message. What does this mean?
    • Use their name and spell it right.
    • Lead them into a conversation (maybe say things you both have in common)
    • See if you can schedule a time to go on the phone to chat with them.
  1. If they have an interest in what you have to offer, it will emerge in that conversation naturally.

Today’s Major Takeaway:

Don’t sleep on those LinkedIn views. Reach out to those folks who view your profile and say hello. Look at their profile and send a personal message. Say something back to them.

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Come to DO BIG THINGS Conference 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly; Shannon Pressonl; The Sales Evangelist Podcast

TSE 376: Be Confident In Your Price!

Donald Kelly; Shannon Pressonl; The Sales Evangelist PodcastHow confident are you when it comes to putting a price on the solution you offer? A lot of salespeople struggle with this and when price is getting in the way of your business or sales even when you know that you have tremendous value to offer then you better stop looking for the solution outside and start looking inside.

Today’s guest is entrepreneur and coach Shannon Presson who first learned how to coach with horses as her partners.  Shannon shares with us great, actionable insights to help you switch off that critical, judgmental voice inside of you so you can go to a place of wonder and curiosity that will open up new possibilities you think you could only imagine.

Here are the highlights of my conversation with Shannon:

How you get past the lie you tell yourself:

  1. Be authentic.

People will get you. They may not understand what they’re getting but if you’re 100% committed and passionate, people respond to that.

  1. Trust
  • When you’re ready to commit, you need to trust.
  • People buy things based on emotions.
  • Connect with the emotion, the desire, or pain of people to make them more interested in the solution you have to offer.
  1. Stop looking outside, start looking inside.

When you know this is the work you’re born to do but you don’t believe in yourself then you’re not going to convince everyone else.

Other actionable things you can do:

  • Take 100% responsibility of your story.
  • Recognize that you have story. Either you let it support you or sabotage you.
  • Be willing to own the fact that you will have a view of the world that’s not working.
  • Build coaches and mentors into your group so you’ve got a place to go to get things sorted out.
  • Change your own story. Make a switch from that critical voice to wonder and curiosity.

Benefits of having a mindset of WONDER and CURIOSITY to create CHANGE:

  • Puts you in a land of possibilities
  • Allows your brain to sort information to look for answers

Shannon’s Major Takeaway:

Your outer world is a reflection of your inner world. Always. 100% guaranteed. So if there’s anything outside of your world that is not working the way you wanted to, the answer is not outside of you, but within you. People get who you are. If you’re not connecting, start with what’s going on in the inside. When you get to the core of your life, what is it that you actually believe is possible in this situation?

Start on the inside and the outside just changes on its own.

Episode Resources:

Connect with Shannon through email at shannon@shannonpresson.com.

Unwrap Sharon’s free gift for you and get a 3-part video series where she will take you through a series of questions you can work on. SImply visit www.shannonpresson.com/freegift.

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.

Register Today! 

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

 

Unconsidered Needs, Sales Training, Donald Kelly, Hustle

TSE 375: TSE Hustler’s League-“Insights Mean Nothing Without A Solution”

Unconsidered Needs, Sales Training, Donald Kelly, HustleHere’s another snippet taken from one of our training sessions at the TSE Hustlers League. This week I focused on the idea of creating unconsidered needs and how you find those things. This all boils down to the concept of adding value. It means providing information your prospects don’t know that are needs which they probably don’t recognize they have.

Best ways to find unconsidered needs and use them to your advantage:

  1. Looking at the problems you have solved.

Look at the clients who came on board and some of the unique things or underappreciated things that they saw from using your product or service.

Is there something the prospects have not recognized or are overlooking that you have seen multiple times?

  1. Think about your business and write down the last five deals you closed.

Look at simple things your prospects are doing now, things you’ve learned in the process, or underappreciated things the prospect mentioned to you. Then position yourself as a person that brings uniqueness to the table.

  1. Don’t share an unconsidered need that you don’t have a solution to.

It’s worse if you have an unconsidered need and you don’t have a solution for it. You can’t just provide facts and not be helpful to your prospects. Share that unconsidered information first in your pitch, not later.

  1. Add a story.

Tell a story that has a similar challenge as your prospects that they can relate to. There’s a powerful emphasis when you can add story.

Major takeaway:

Your goal is to help them break the status quo and provide them with information that they don’t know can benefit them.

Episode Resources:

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to 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.

Register For DO BIG THINGS!

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

 

 

Donald Kelly, The Sales Evangelist, Kati Whitledge, Sales Podcast

TSE 374: Sales From The Street-“Help Them Open Up To You With Their PAIN”

Donald Kelly, The Sales Evangelist, Kati Whitledge, Sales Podcast

Today’s episode on Sales from the Street features Kati Whitledge. This is Kati’s second time on the podcast and once again, she’s dropping a bomb of tremendous information where she’s giving us key insights and things we can apply to our business to help us become more successful.

Being an entrepreneur, podcaster, speaker, and author, Kati is a real hustler, captaining her own ship so to speak. Listen in as she talks about a major challenge she faced in her business and how she handled this to maneuver her ship in the right direction.

Here are the highlights of my conversation with Kati:

Kati’s major challenge:

Selling the features and benefits (and thinking that alone is enough!)

What Kati did to fix this problem:

  1. Identify the customer’s pain point first.

Then you know exactly what to sell to. Dive deeper into those pain points to discover why it’s happening. You can’t provide a solution to a problem until you know what the problem is.

  1. Quantify the pain.

Find out what the pain does to the client everyday? What kind of time are they investing in it? How is it affecting their bottom line and culture of their organization? Quantifying pain is not on financials but also involves time and energy. Unless you’re able to quantify their pain, you won’t be able identify the value.

  1. Practice, practice, practice.

Find someone else who’s in sales in a non-competing environment who’s willing to get together with you for coffee and practice talking to each other about these things including some verbiage, getting to those pain points, and how you respond and quantify the pain points.

Results Kati had from correcting her course:

More in control of things for having a process

Time-saving

Psychological wellness

Building real, lasting relationships with clients

About Kati’s Meet Your Stylist:

  • An online marketing tool for hair salon owners
  • A client fills out a unique survey where they will be matched with the top three stylists at your salon that will be the best fit for them.
  • A way to make sure your client retention improves (Quick fact: Only 3 out of 10 new clients that walk through the salon’s door is going back for a second time)

Episode Resources:

Visit Kati’s website www.katiwhitledge.com or connect with Kati Whitledge on Twitter, Instagram, Facebook, and LinkedIn.

Overcoming Fake Talk by John Stoker

Find out more about the Do Big Things Conference by going to www.DoBigThings.net

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Melinda Chen, Donald Kelly, The Sales Evangelist Podcast, Selling To Big Clients

TSE 373: How To Connect With Big Clients Who Are Barely Online Or On Social Media?

The Sales Evangelist, Melinda Chen, Donald Kelly, Sales PodcastSocial selling is now an important thing. But how do you get connected with clients who are not online? There are actually some ways for you to do that effectively. Today, we have Melinda Chen who is sharing with us great actionable insights into how small businesses can stand out, gain big clients, and specifically get connected with clients who are not necessarily online.

Melinda Chen is the founder of Women Making Big Sales where she helps entrepreneurs sell to big clients by streamlining the process and showing them how to create relationships step-by-step. This episode is packed with really interesting, valuable stuff you don’t want to miss out on.

Here are the highlights of my conversation with Melinda:

Small clients versus big clients:

Problems with getting small clients:

  • Very expensive
  • Lots of preparation and work involved
  • You’re in a constant change of finding clients

Benefits of getting just 1 or 2 big clients:

  • Can be sufficient to reach your sales goal
  • Usually a repeatable business
  • Once you’re in, you’re part of the club – harder to get in but harder to lose them

How to go after big clients:

  1. Be extremely focused as to a specific industry you want to target.

It takes time to build relationship with a specific industry. Go to your LinkedIn page and do an Events search. Check the industry you want to specify (preferably just 1 or 2). Once you already have people with seven degrees of connections then you’re off to a great start.

  1. Create the relationship map.

This will help you identify how you’re going to get to your big clients. Identify three important things about selling to big clients.

  • Nomads – people in the industry that float and move around a lot (great for getting insider information)
  • Super connectors or influencers – people who want to build relationships and trust and are willing to give you some introductions into the key accounts
  • The Hub – where your target clients will be
  1. The 2-5 Formula: Get the introduction to your big clients.

This is how you’re going to craft the communication you’re going to use with big clients. People think it’s important to sell only once. Instead, break down the process into a 2-5 formula. 2  means focus on building relationships to have at least 2 introductions to 1 target client. Don’t just approach one decision maker but two decision makers at the same time.

  1. Be flexible.

Be open-minded and listen to what your client is telling you. There may be people you can’t identify at the beginning of the preparation but turn out to be huge champions for your company. Always listen to what the market or what the client is telling you and be ready to shift your strategy around a little bit.

More tips from Melinda:

  • Pick the industry you already have a lot of connections with.
  • Once you’ve mapped relationships, start calling people that you already know instead of having to build relationships from scratch.

Melinda’s Major Takeaway:

Preparation is very important. Try to be competitive and always do more than what your competitors are doing. Always try to stand out by showing your clients why you’re better than others by contacting more people, talking to more decision makers within the company, and showing them you’ve done proper research. Focus on your actions and demonstrate your value.

Episode Resources:

Get connected with Melinda Chan on Facebook Women Making Big Sales and www.WomenMakingBigSales.com.

Melinda’s 5-week Heart of Sales Program

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.

Register for DO BIG THINGS

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Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales Deals

TSE 372: Raise Your Level of Expectation

 

Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales DealsAre you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it?

I’ll show you what you can do to ensure you have a healthy pipeline because I too was in that same situation. I had a weak pipeline which was a really tough time for me as it affected my sales.

First off, here are a few things to remember:

  1. Get outside your comfort zone.
  2. Every once in awhile, go for a big deal on the side of your business.

Telling yourself you can’t do it is garbage. One thing I’ve realized is that the process that it takes to close a large deal is basically the same process that it takes to close the small deals. So I closed bigger deals and I found it to be fun and exciting.

  1. The easiest things usually don’t work.

What you might even find is that a lot of those little deals are going to be really hard to close and give you more headaches. Whereas, bigger clients or organizations bring more money to the table with less headaches since they have the money and the ability so you can move quicker.

What you need to do:

  1. Take a look at your pipeline.

Oftentimes, salespeople tend to go for the easiest. But in the end, it tends to be a little more work. Look at the product range you’re selling in your company and see if you’re playing on the lower end of the kiddie pool.

  1. Get appointments set with bigger clients.

Make sure to set apart some time to call some bigger clients. The more shots you take at your goal, the more chances of you scoring.

  1. Add bigger deals to your pipeline.

If you already have bigger deals in your pipeline, add to them. Don’t sell the way that you like to sell, sell the way the prospect would like to buy.

Today’s major takeaway:

Bigger deals means these organizations have the money. Deals tend to close quicker. And it’s fun! You’re creating a buying vision. You’re lining goals and bringing value to the table. Again, go for some bigger deals this week.

Episode Resources:

Please support us in our Indiegogo Campaign for the Do Big Things Conference by simply going to 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.

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND