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Archive Monthly Archives: September 2016

Entreprenure, Sellers, Improve Sales, New Clients

TSE 413: Sales Strategies From A Successful Entrepreneur

Entreprenure, Sellers, Improve Sales, New ClientsAs a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.

Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.

A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.

Here are the highlights of my conversation with Ivy:

Why women have a harder time in sales?

  • Selling themselves

Women need to understand that what they sell is the results that their clients walk away with.

Why many people are scared of money:

  • Fear of losing money

The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.

  • Deciding based on emotions

All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:

  • What is your best course of action?
  • Will you get something further down the road?
  • What are the best steps you can take now?

The Power of Understanding Your Numbers:

  1. The numbers tell you the story.
  • Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
  • How many times do you follow up? If you only follow up once or twice, you just may lose a deal.

The power of course correcting a bad decision:

Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps

Strategies for following up:

  1. Create relationships.

Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the  box and get creative with it. Invite them to events.

  1. Bring value.

Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.

How to leverage speaking to help grow your business:

  1. Teach a point based on the business you’re in.

Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.

Ivy’s Major Takeaway:

The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.

Episode Resources:

Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success

Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.

Connect with Ivy Slater on Facebook and LinkedIn.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

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!

TSE 412: Why I Stopped Using PowerPoint In Sales Meetings

Powerpoint, Sales Presentation, Demo, ValueWhat do you usually use to give a sales presentation? PowerPoint by default, yeah? And doesn’t it get too old and boring now? Today, I’m sharing with you why I actually stopped using PowerPoint several years ago and how I got converted to a more remarkable tool.

So you see I switched from using PowerPoint (PPT) to Prezi. Prezi is an interactive presentation software that customers will actually enjoy and definitely remember.

My Prezi Experience

I got tired of using the same, old, boring slide presentations. So I used Prezi while I was doing presentations when I was hustling back in the world of software sales. It was something that our competitors weren’t doing so it made us stand out from the pack. And I’ve used Prezi since then.

The other day, I gave a keynote presentation in New Orleans through Prezi and people came up to me afterwards to ask about the tool I was using. It simply blew them away! It offered them an experience and they came back for more. They wanted to learn more and go further. Basically, it made me stand out against everyone else.

How Prezi can help you put out awesome presentations:

  • It helps you differentiate yourself from what everybody else is doing.
  • It helps you tell a story that several other tools can’t.
  • You can use whiteboard features where you can tell a story and build on something.
  • It helps your prospects become more engaged and be able to understand complex things a bit easier because their broken down into a simpler process.
  • People remember you for it because of the rich experience you’re able to deliver.

Now if you’re going to do the same old slide deck that everyone else is doing and doing the same thing – talking about your company history, mission statement, and whatnot, that’s totally going to drown you out since you’re not any different than the rest.

You need to STAND OUT from the pack.

Need help? Feel free to connect with me. The folks over at Prezi have a free demonstration that you can get. Simply go to www.prezi.com/tse.

Episode Resources:

The Three Value Conversations by Erik Peterson, et al.

Visit Prezi www.prezi.com/tse to get your free demo today.

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.

 

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist Podcast

TSE 411: What Makes Someone A Successful Outside Sales Rep?

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist PodcastAre you struggling with managing your outside sales team? Or are you someone who’s struggling with approaching new people face-to-face, doing cold calls? Outside selling is a common problem of its own and today’s guest, Robert Hartline, is a total genius who created a solution for this. Robert runs a company called Call Proof, an app for outside salespeople.

How does this work?

The tool takes all those listed in your call log made from the mobile phone and thrown into the cloud. They match it with their own clients and prospects and then give salespeople an easy-to-use tool to locate who they’re going to visit it’s easier for salespeople to route to the closest prospects and see more people throughout the day.

Here are the highlights of my conversation with Robert:

Inside Sales versus Outside Sales:

  • Challenges of outside selling: Traffic, scheduling, resources
  • Different skill sets between sitting behind the desk and correspond to emails and find prospects and handle leads versus talking to strangers, walking in and straight-up cold calling
  • It’s easier to reject someone on the phone than when you talk to the person face-to-face.
  • You have to realize that a lot of people don’t sit behind the desk all day.

What makes someone successful at outside sales?

  1. Ask them to tell you about their morning ritual.

A good salesperson has a good morning ritual they stick with. When they incorporate getting up early and working out, they are already above everyone else. People who exercise and care about themselves are willing to do the difficult things.

  1. Have a mentor or somebody you can shadow.

Most sales interactions only encompass 8 different objections as to why someone will not buy your product. Salespeople who can close everything know how to answer these particular objections each and every time. You have to find a person who knows how to answer those. Beg or borrow time from that top salesperson, even pay him if you had to or take them to dinner. Don’t try to recreate the sales wheel.The data is there. They must be doing something you should emulate. Take notes. Record everything.

  1. Practice.

Once you’ve listened to the master, you have to practice. Before practicing on real life people, practice by yourself and with yourself or ask a cousin, a friend, or someone else to come over while you practice with them. Ask for feedback. Don’t waste your valuable leads with not having the right practice.

Strategies for practicing:

  • Don’t practice with your co-worker without a third party.
  • Someone has to be the customer, someone has to be the salesperson.
  • Practice back and forth with one other party.
  • The third person is the witness to call you out.
  1. Take a buddy with you to serve as your accountability partner.

Take a buddy with you where you do one cold-call and your buddy watches and listens without saying a word. Then flip roles. This will help drive and push yourself to go out there and keep pushing through.

  1. Always do a follow up.

Follow up is king. Every interaction you have with a prospect means you’re creating a task to do something later. You never walk away from a prospect without some kind of a promise or action.

Robert’s Major Takeaway:

Do the follow up. Don’t wait to call your prospect and follow up later. You have to get to it now or it will just go away.

Episode Resources:

Connect with Robert on Twitter @hartlinerobert or send him an email at robert@callproof.com.

Get the Call Proof app now and see the wonders it can do with the way you do outside sales.

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

mGet 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 Here! 

Hustler's League, Sales Coaching, New Client

TSE 410: TSE Hustler’s League-“A Smile & A Firm Handshake”

Hustler's League, Sales Coaching, New Client Here’s another snippet taken from one of our sessions over at the TSE Hustler’s League where we talked about the idea of building rapport, how you can connect with new individuals as you take them into appointments, what to do, what to say, and what to not do and what to not say.

Strategies for Effectively Connecting with Your Prospects:

  1. Look for something you can genuinely compliment someone on.

Look for something you can connect with. This shows you are a human being and you’re not some machine asking prospects to buy from you.

  1. Look for ways that people will start to like you and connect with you.

It’s human nature to connect with other humans. We are social beings. Think about this in your prospect’s point of view. What type of people do they like to be around? They like to be around people who are like them. Find at least two things that you can connect with them.

  1. Do your research to know more about your prospects.

There are various ways to look for information about people such as their company website, LinkedIn, Facebook, and other social media channels.

  1. Be confident and give your prospect a firm handshake.

This shows your confidence and that you’re there to help them. (Don’t break their hands!) You just want to make sure you’re able to build a strong connection with them.

5.Give them what they want.

Remember the Golden Rule: “Treat others the way you want to be treated.” But don’t forget about the Platinum Rule: “Treat others the way that they would like to be treated.”

Give them what they want and people will feel you care about them. Make sure your website speaks about the pain of the prospect. What challenges do they have that you can solve for them? In everything you do, make sure you apply the platinum rule. Sometimes they will tell you what they want then give them what they want, not what you want.

Join the TSE Hustler’s League!

The next semester of TSE Hustler’s League is coming up in October, a 12-week program focused solely Prospecting. You will learn more about different strategies such as online prospecting, cold calling, social selling, messaging, using scripts, and more prospecting techniques.

What will you get from TSE Hustler’s League?

  • Weekly one-hour live call
  • Access to recording (if you can’t make it to the live call)
  • You will have an accessibility partner
  • Opportunity to post your goals, share insights, and bring up questions
  • Learn new strategies and improve your sales

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!

Chris Evans, Donald Kelly, The Sales Evangelist Podcast

TSE 409: Sales From The Street-“Generating Paid Traffic Leads”

Chris Evans, The Sales Evangelist, Best Sales Podcast, Donald Kelly Are you maximizing paid traffic through lead generation? Whether you are or you haven’t yet, you have to listen to this episode where I brought in Chris Evans, Co-Founder of Traffic and Funnels as he shares with us some strategies on how you can gain more leads by increasing the effectiveness of your funnel.

Chris, along with Taylor Welch (who was also on the show last week) created Traffic and Funnels to help clients build automated online lead generation systems such as paid traffic with webinars and case study videos.

Today, Chris shares with us things you can do to maximize your social selling and make sure you gain more leads from different social channels that you can then funnel down into your websites to generate more traffic.

Here are the highlights of my conversation with Chris:

Chris’ coolest sales experience when he was a customer at a car dealership

Strategies before jumping into paid traffic:

  1. Know your market and your value to the marketplace.

What can you specialize in to get someone big results? A lot of people go out without having clarity on who they can help. Know who it is you can help. Identify what that one problem is that you can solve. Then you can charge more.

Big money, high value = more leverage in paid traffic

  1. Know your numbers.

Know your key metrics on what you need to hit to be successful. This will allow you to either scale up if they’re working well or if not, then you need to figure out what part of the process is broken.

Strategies for creating lead magnets:

  1. Keep things as simple as possible.

Don’t try to launch so many different things to paid traffic. Just get one thing working first then you can move on to the next.

Examples of lead magnets that work:

  • Webinars
  • Checklist
  • Free report
  1. Have a “hybrid validation model”.

The best modality to draw in quality prospects is to use a hybrid validation model where you take that big idea to market with a checklist download first just to see if it works since a webinar requires someone to invest an hour of their time on a schedule they have to commit to.

If you can get people to opt in for “how to accomplish x” checklist, then you can test if it would work. Then you can take that and invite them to a webinar. At Traffic and Funnels, they leverage a webinar to fill up their calendar with sales calls.

Why use a checklist?

  • This is the quickest way for you to get to paid traffic since a webinar could take weeks to develop versus a checklist which you can do in a day or two.
  • Focus on quick action, fail forward, get results and build on top of that as quick as possible.

Bottom line: Validate that your idea is going to work first before you invest tons of money and time into all the different crazy, shiny objects.

  1. Focus on the one audience and the one offer.

Become the brain surgeon in your market and that will give you the ability to develop a smoking hot offer people are going to want and pay you what you’re asking. Make sure you go for a niche. Identify who you bring the most value to and you will make the most money.

  1. Focus on leveraging on your business.
  • Sales
  • Attracting clients
  • How you’re delivering your product or service

Chris’ Major Takeaway:

The world is yours for the taking. There are people who are making $20K, $50K $100K a month and they’re doing it today. Just focus and validate. Then scale.

Episode Resources:

Visit Traffic and Funnels website and check out their webinars plus lots of great content. Or connect with Chris on Facebook. Also, stay tuned for their info product that’s soon to be launched, which is a 100% evergreen automated product where they take someone from paid traffic to webinar to a sale – with no salespeople.

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.

Dan Lok, Donald Kelly, The Sales Evangelist Podcast, Coaching, YouTube

TSE 408: Why & How Should I Sell High Ticket Items?

Dan Lok, Donald Kelly, The Sales Evangelist Podcast, Coaching, YouTubeIf you were to spend all of your time selling a $10 item when it takes the same amount of effort and work to sell a $100-item, which one would you sell? The higher price of course. However, a lot of people are finding it too difficult to sell high ticket items or upsell to their existing clients.

Today, we’re breaking down the barriers that hold people back from selling to the affluent class as I’m bringing in Dan Lok on the show. He is a serial entrepreneur, a captivating speaker, a bestselling author, and the host of the podcast Shoulders of Titans. We’re talking about a man who as a boy immigrated to North America with no money, started his own business in high school, failed at 13 businesses because he didn’t know what he was doing until he reached his turning point. Today, Dan is the founder and business partner of 21 companies, making eight figures a year and still growing. His mission is to impact a million entrepreneurs worldwide.

Dan is a self-proclaimed master salesman (and you’ll understand why after listening to this episode). This is one of my top favorite episodes so learn from Dan as he shares with us a ton of immensely valuable insights that will surely change the way you look at selling, especially when talking about high ticket items.

Here are the highlights of my conversation with Dan:

Why you should sell high ticket items:

  1. It doesn’t take 10x much effort to sell something for 10x the price.

Consider selling a $10-item to 10,000 people versus selling a $10,000-item to 10 people.

Things to consider:

  • Marketing costs a lot of money. Lead generation costs money.
  • It takes a lot of effort and time to get to 10,000 customers versus just getting 10 customers.
  • The infrastructure to serve 10,000 customers versus 10 customers
  1. The more people pay for something, the more they value it.

People who pay higher ticket items don’t complain. It’s not just about making more money. By charging more, you’re not only doing yourself a favor, but also doing them a favor because when they invest more money, they take the whole thing much more seriously. People vote with their wallets.

Dan has a mastermind group in Vancouver where he charges more money than everybody else yet they have more members than everybody else.

Bottom line: Price point attracts the very serious entrepreneurs because price point filters out the wannabes.

How to establish value to sell high-ticket items:

  1. Your self-esteem has to be high enough that you’re comfortable talking with affluent customers.

Most people have a difficult time selling high-ticket items to clients because they’re not affluent clients themselves. They project their own value to their prospects.

  1. Get into the minds of the affluent.

Read what they read. Ultra-affluent and affluent customers think very differently than you. Report says that the average people who read Forbes or Fortune magazine has a net worth of around $400k while people who read the Robb Report is $4M. From their perspective, Mercedes Benz is a poor man’s car and you don’t see this on those magazines but you see Ferrari’s or a $100k-pen. By reading those kinds of magazines, you get to expand your comfort. Hence, change your belief about how you see money and how they think.

  1.  It’s more about the experience and perception.

Many times it’s not the product anymore but the entire experience that the minute clients walk out of the car, it’s completely different. It’s not just selling a commodity anymore. How do you create a perception that you are worth and you deserve their money?

  1. Don’t project your own struggles onto your prospects.

Just because you’re struggling with paying the bills and selling, don’t be desperate. Affluent people hate people who are desperate and they can smell that from afar. You want to be calm and professional. Don’t fast-talk. Very few people know how to sell to the affluent.

  1. Keep increasing.

Challenge yourself and say, how high is high? Who gets affected the most during recession are the middle class and the poor. Sure they could lose money but they’re still going to have a lot versus people in the middle class.

  1. Transactional versus transformational

Selling high tickets items are often based on relationships. When you’re selling for that kind of price, RELATIONSHIP comes FIRST. Whoever is buying from you, their friends are similar. So value those relationships.

How the affluent class do deals:

  • The wealthy don’t do deals at Starbucks but on a golf course or when they’re traveling together or on a private jet. It’s a different way of conducting business and selling.
  • They don’t talk about price too much. (They know it’s expensive.)

How to get among affluent people:

  1. Get comfortable.

Immerse yourself into their environment.

  1. Dress well.

Get a nice suit (seriously). You can’t get rich looking poor.

A perfect example: Dan increased his closing rate from 10% to 25% doing the same presentation but wearing a different suit.

  1. Cultivate the relationship first.

Attend events they attend. Go talk to them first without selling. Meet with some of them to cultivate the relationship first. Rich people are very generous. When you ask for their help, they might just introduce people to you. But go out there with a mindset of adding value and not pushing your product. They can see through you. How can you help them? Always come from a place of abundance then add value.

Dan’s Major Takeaway:

People talk about the fear of failure but the fear of success is a bigger problem. They know what it’s like to fail, What they don’t know is what it’s like to be successful. Go out there and immerse yourself in those environments. Be very cautious on how you’re conditioning your mind. Immerse and surround yourself with an environment of wealth and success. Don’t talk deals at Starbucks or McDonald’s. Talk deals in a 5-star hotel and start with that.

Episode Resources:

Check out Dan Lok’s YouTube channel with over 400 videos to learn more about different sales techniques and strategies

Think and Grow Rich by Napoleon Hill

The Great Depression Ahead by Harry Dent

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!

 

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George Fraser

TSE 407: 6 Easy Networking Strategies All Sellers Must Do!

Networking, Donald Kelly, The Sales Evangelist Podcast, Dr. George FraserHow can people connect with others so deeply? How do they even do this? Your job as a seller is to sell of course. But imagine how much more you can sell or grow your business if you were able to connect with more key individuals including movers and shakers in your community.

I was at a conference this week where I was a speaker at the Eastern Minority Supplier Development Council in Philadelphia. One of the speakers at the event was Dr. George Fraser, (who is a fantastic entrepreneur, author, and speaker) and he shared about some things which literally changed the way I’m looking at networking. And this is what I’m going to share with you today. Hopefully you can gain something from this to help you increase your networking depth.

6 Things You Can Do to Increase Your Networking Depth:

  1. Write 5 notes per day to individuals in your group.

Whether you reach out to your civics board, clientele, friends, or any type of group you’re a part of, be sure to get out there and write notes to five individuals. People crave for personal touch. The Platinum Rule: Treat others the way that they would like to be treated. Again, everyone likes to be personalized and that’s the reason general ads don’t really work.

Dig this: Connect with 5 people per day and that sums up to 25 people per week on a personal level.

  1. Make 5 phone calls to friends and family.

Be it your friend on Facebook or way back in college. Keep in touch with people no matter how short it is and just catch up with them and check in on them. A 5-10 minute conversation is cool.

  1. Make 5 contacts with new people per day.

Arrange at least 5 connections where you exchange contact information or where you can start building a friendship with.

  1. Make 5 sales calls per day.

Be sure to reach out to at least 5 individuals about a sales/business conversation. Put it on your calendar and make this happen.

  1. Make 5 introductions per day to people who need to know each other.

Everybody is trying to grow their business. The best way to get on someone’s radar is to help them make money. Is there someone you can connect them with? As a natural byproduct, people will not forget you for this and they will give you opportunities eventually. Help people make money and you’ll be more successful.

  1. Spend 20-30 mins. on social media to inspire others.

This can be through sharing quotes to people in your community or perhaps some stats that can help the industry. Provide valuable information online but be sure to engage yourself as well. Give genuine comments on other people’s posts. This shows people that you do care for them.

Today’s Major Takeaway:

Do these 6 things for 30 days and you will see a huge, huge difference, an increase in your opportunities not only to connect with individuals but also increase your business, sales, and your net worth.

Episode Resources:

Check out Dr. George Fraser’s website http://www.frasernet.com/

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net. Or even if you can’ make it to South Florida, you can still get a virtual ticket and get access to all the recordings so you can do big things wherever you are.

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

Consultative Selling, Value, Asking Questions, Listening

TSE 406: How Can I Sell In A More Consultative Manner?

Consultative Selling, Value, Asking Questions, ListeningToday, you’re going to hear more about how to go about Consultative Selling. What it is, how to get started with it, and how to really rock it without sounding like an FBI agent.

So I’m bringing Ryan Ayres on the show today to talk more about the consultative selling approach. Try to see if this is something you need to be doing to help you win more customers. Basically, it all boils down to giving clients real value and doing the things that stick to who you really are as a person.

Ryan Ayres is a business coach and virtual COO. He helps business owners who struggle with running their business be able to run their business better. Ryan gives “deep coaching,” which is a one-on-one (by referral or invitation only) coaching. Wherein what starts out as business really turns into some core things they work on together.

He is the host of Focus 53 Podcast where he dives into business processes and people talking about sales, the processes, and micro-processes around sales and running better businesses.

Here are the highlights of my conversation with Ryan:

What is Consultative Selling?

Lead with value and your concern is wholly based on you becoming the person they know, like, and trust by being transparent, delivering great value, and prescribing fixes for them. The real, real value is when it doesn’t benefit you all the time because that allows them to trust you.

How consultative selling can benefit you:

  1. Give your customers a quick win on the consultative side.

This turns your customer’s perception of what you are from a salesperson into a trust advisor. When you assume this position for them mentally, you could be anything to them and ask you even questions outside of business because they trust you.

  1. Be true to yourself and be authentic.

People can sniff out when someone is being fake at a certain point in time. If you’re being that, they’re going to be on guard and you can’t add as much value to them as you want.

How do you get started with consultative selling:

  1. Do this early and often and don’t be a know-it-all.

Do consultative selling in nearly every conversation. Don’t be a know-it-all telling what the customer should do or not. Do it with best intentions.

  1. Get as much information as you can.

You’re not doing this to “leverage” it to try to find an in but because as much information as you can have, the better the conversation is.

  1. Understand why they allowed you to get on their calendar in the first place.

Find out through a series of questions what their true need, problem, or challenge is and work through how you can both solve it or the things around it that influence it.

  1. Being consultative means telling them instances of how you were able to solve a similar problem without mentioning your product or service.

Your clients want to hear how you’re going to fix your weeds, they don’t want to hear about your weed killer. When you offer solutions and things that they know aren’t yours, it builds that trust. Simply offer information and consulting services and be true to yourself.

  1. Be candid about it if you see you’re not a good fit.

Sometimes when you’re candid in not being a good fit, they may even adjust what they need to match what you provide. Now you’re switching roles as they’re trying to sell you on working with them.

  1. Have a cheat sheet or a guiding board.

Make a list of all the things you want to cover. Be careful not to be reading off a piece of paper as they may not necessarily like that.

How to be a consultative seller (without sounding like an FBI agent):

  1. It takes practice.

Be with people. Some people are naturally easy to talk to but if you think you’re not good at it, make sure you practice.

The key is talking about their weeds and problems and the things you’re doing in a way that your weed killer is not really the conversation and they forget where you’re from and what you’re selling.

  1. Have many entry points to get to those weeds vs. just pitching.

Hold the conversation with them on 5 or 6 or 10 different topics. It can be about the relationship side of the organization or their favorite football team.

Biggest pitfalls people make in consultative selling:

  1. Coming off as a know-it-all

When you act as if you have the answer to every problem they have, that turns people off.

  1. Not being prepared
  2. Not having a vetting process for your prospect.

Understand who you’re talking to before you just go in there and let it rip. Again, you just don’t give the weed killer to the weeds they don’t want you to look at in the first place. Let them lead you to their problem and make sure you have your duck in a row.

Ryan’s Major Takeaway:

Make sure you do your research and that whatever you’re doing is really true to who you are. Whatever your approach is, make sure you feel good about it. You’ve done it, have taken some practice, leaned into your edge, and taken some practice swings.

Episode Resources:

Connect with Ryan through his website www.Focus53.com and check out Ryan’s Focus53 Podcast where he dives into business processes and people talking about sales, the processes, and micro-processes around sales and running better businesses.

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.

TSE 405: TSE Hustler’s League-“Show Them You Care”

TSE 405: TSE Hustler's League-"Show Them You Care"Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects.

You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply want to truly connect with someone and feel that you are not pushing on to them something they don’t need. 

Effective Ways of Building Rapport with Your Prospects:

  1. Be mentally fit.
  2. Engage with the customer.
  3. Speak to their needs.

Have the right attitude. The angriest people tend to have people who are also mean to them. Be a jerk and you will get jerks. Have a bad attitude and you will get buyers who have bad attitude. Before you even get to work, be sure you’re mentally there. So having the right attitude is critical as it determines your performance.

What is your purpose in doing this business? Use your passion and motivation as fuel to keep pushing yourself every single day.

Have the right gestures. Smile and maintain eye contact. Even when you’re just speaking over the phone, there is a difference when you’re talking with your head down as opposed to talking with your head up. Since you’re opening your diaphragm, you will sound more confident. Pretend you’re looking at your customers in the face.

Get to them on a personal level to show them you care and that you want to help them.

Episode Resources:

We’re starting a new semester of the TSE Hustlers League in October where we will be having a 12-week training primarily focused on Prospecting and how you can get successful at it.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. Simply go to www.DoBigThings.net. Can’t go to South Florida? No worries. You can get access to our virtual ticket!

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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Tyler Welch, Donald Kelly, The Sales Evangelist

TSE 404: Sales From The Street-“Using Phone To Convert Sales”

What can you do to better convert your leads during phone conversations?

Taylor Welch, Donald Kelly, The Sales Evangelist Today, let’s talk about perfecting your phone sales or at least fine-tuning your phone sales skills so you can do way better at it, get the right clients that you want, and get more closes.

Our guest on today’s episode is Taylor Welch. He is an entrepreneur and the Co-founder of Traffic and Funnels where he runs the copywriting side of things while his partner is in charge of paid traffic – a perfect fit! They work with service-oriented clients through a consultative coaching approach. They basically build funnels to produce inbound clients, applications, prospects, and help them build a system that can do a lot of the heavy lifting of the sales process.

Here are the highlights of my conversation with Taylor:

Taylor’s coolest sales experience when he was the customer at a Lexus dealership

The biggest mistake people make with converting online leads through phone:

Getting on the phone with the wrong people

The people who invented the “direct response” world didn’t get motivation from writing the most potent copy ever, but it was to get in front of the right people. Choose a hungry market and a starving crowd. Repel the wrong people so you get on the phone with the right ones and not spend time deluded with the wrong type of market.

How to repel the wrong people:

  1. Be specific and on purpose about the type of clients you want to work with.
  2. Make them sell themselves into buying your product/service.

Let them apply to work with you to see if both of you are a great fit or not. Someone spending time and investing time with you, your brand, and your company is a prerequisite to them buying from you. Flipping it around where they fill in the application and there’s a chance they’re going to get rejected, they would sell themselves into buying something.

The next steps:

  1. Ask questions and figure out people’s challenges, their goals, and is it realistic that you can help them.

Cancel clients who are bad fits upfront shows that you respect their time. Then you make room for more people who might be a good fit. Using a script as a guide, get all information and things that people don’t want to talk about like their revenue numbers.

Your job is not to sell them but to help them make the right decision for their business and their life. You can’t do that without knowing some details behind where they are.

  1. Find out what is holding people back and what’s keeping them from hitting their goals.

What’s stopping them? The people who fight their way back from that always buy.

  1. Get people to be empowered at the end of the call to decide on what they need to do.

It’s a win for you even if they say no. That means you won’t have to work with people who are not the best fit. Don’t pressure people to make a decision on the phone.

Strategies for following up:

  1. Set up the following meeting on your first call.
  2. Show people you’re as authentic and integrity-minded as possible.

** Taylor’s company asks for deposit for clients to show they’re serious and they’re not screwing around. They make that deposit refundable so at the end of the day, they’re working with people who are at the top of the game and not just making the decision to work with them because they didn’t want to lose their money. They also don’t make time-based pricing because at a certain point it becomes unethical.

Strategies for doing phone sales:

  1. Start your day with rituals that keep you consistent.

Whether you do visualizations, affirmations, or readings, when you do these, you carry confidence with you the rest of the day.

  1. Be able to control how you feel about the process.

The big thing is mental. If you can control that, then you’ll be better at closing.

Taylor’s Major Takeaway:

Control how you feel about the game by insulating yourself with those rituals. It’s so rare for someone to have the consistency in their morning rituals. Even evening rituals determine how you start the next one. Be consistent.

Episode Resources:

Check out their website www.trafficandfunnels.com/blueprint-checklist and watch their interesting video about how to position yourself and create the “velvet rope” system as well as their KPIs and some behind-the-scenes into their personal funnel to see how it works.

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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Kathy Fettke, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 403: What Should I Do To Build A Strong Community?

The Sales Evangelist, Donald Kelly, The Best Sales Podcast Having a strong community is key to success. But how do you even get started with this?

Today’s guest is someone who grew her community from zero to 24K. Kathy Fettke is the Founder of the Real Wealth Network where she teaches people how to build a passive income so that they can be more “work optional.” She provides them with lots of investing information specifically on how to acquire assets, mostly real estate such as little rentals, so they can live off their rental income from that.

Now, I want you to realize that she grew her community by sheer accident so there’s definitely no reason why you can’t do this on purpose. Are you ready to get started?

Here are the highlights of my conversation with Kathy:

Kathy’s back story:

  • Her husband being diagnosed with melanoma and was told he had six months left to live. (He’s totally fine right now by the way!)
  • Kathy had to figure out how to make some money passively to give her husband some time off
  • She had a radio show where she transformed the content platform to wealth building and interviewed people to understand how they built their wealth quickly starting from nothing.
  • Kathy started selling sponsorships to her show and got a series of NO. So she used a different wording on her next call and asked her prospect how they want to be featured on their show which comes with a fee. (The first person she called finally said yes.)

How Kathy grew her community to 24K:

  • Kathy saw a connection between her show and her guest who is a mortgage broker and an expert in investment property. She wanted to learn how to build wealth and met a guy who’s helping people build wealth through mortgages (being able to borrow money to acquire an asset that pays you cash flow)
  • She ended up having him on her every show and being her co-host
  • They were profiling all people going in, getting mortgages, buying real estate and investment property
  • Kathy asked questions on the show like a newbie would and was able to attract people who found it fascinating
  • Since their show grew and grew and they were getting calls from people wanting a mortgage, her co-host couldn’t handle the massive number of leads coming in so he advised Kathy to get a real estate license and take them.

Essence of the Story:

Kathy heavily brought value to the table and she was bringing the right type of content. She found a segment of people who wanted to learn how to grow wealth using real estate. So she capitalized on this and her community just continued to grow.

How you can grow your own community:

Find out what people need and how you can serve them.

Care about the outcome, not the bottom line. This is how you can grow a community long term.

Kathy’s greatest mistake: Giving bad advice to clients (which was unintentional)

How she corrected this: She stayed with them and brought them different solutions. She tried to find that silver lining, never ran, still cared, still tried to help and they appreciated it.

Episode Resources:

Connect with Kathy through her website www.realwealthnetwork.com. Check out her podcasts The Real Wealth Show and Real Estate News.

Get Kathy’s book Retire Rich with Rentals

Extreme Success by Rich Fettke

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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Donald, The Sales Evangelist, Feeling Stuck, Sales Tips

TSE 402: How Can I Get Unstuck Donald?

Donald, The Sales Evangelist, Feeling Stuck, Sales TipsHave you been selling for a while but just feel like you’re stuck? Do you feel like you’re not progressing or feel like you’re just doing mediocre things?

Today, I’m sharing with you some thoughts and insights to help you do some soul searching and figure out what you can do to get unstuck and back up on your sales game.

Part I – Am I Doing What I Love?

Did you happen to get in a job or career because it was the only thing available at that time? Or is it because everyone else in your family is doing sales or is going into your family business? Then ask yourself these questions…

  • Is this really what you love? Do you love what you’re doing every single day?

If you’re not loving it, I’m telling you, you better figure something out quick otherwise this is going to plague you and hold you back for a long time. And when that happens, you only get to perform at a sub-par level every single time because you’re not motivated.

  • Are you doing this just for the money?

Some people do this for the money. But this is not meaningful. How about finding something you can do that you love while getting money at the same time? You can always find something wherein you can do both and win.

If you think you’re just doing this for the money, but you’re still not making enough money and feel stuck, then you need to reevaluate if this is something for you.

  • If you’re not loving this, ask yourself why. Why are you not loving it? Why are you doing this?

If you love it but just feel stuck and unmotivated right now, then keep listening to this episode and keep going.

Part II – Am I Doing Something Wrong

1. Find out what you’re doing wrong.

What is it that’s holding your business back from growing? Look into your sales process and try to pinpoint areas where you’re probably struggling with.

Do you have a set schedule?
Do you have a message that you’re sharing?
Are you going after the right customers?
Do you even have a process in the first place?

2. Focus on the basics.

Focus on getting a great ideal customer.
Focus on finding their true challenges.
Give a killer message that will deliver them from those challenges.


Part III – Challenge Yourself

I challenge you to Challenge Yourself!

1. Set daily, weekly, and monthly goals.

  • When you start setting goals and you start surpassing them and stretching yourself, you begin to get a sense of self-worth. And it something that’s going to keep you going beyond every single day. Write your goals down and tell someone else about it.

2. Get with people who can help you get unstuck and move forward.

  • Consider being part of a mastermind to connect yourself with other people who are moving forward. Get with some movers and shakers in your community.
  • Go to meetups.
  • Search for networking groups you can join in.
  • Find a few people whom you know are hustling. Go to The Sales Evangelizers and get on a call together.
  • Check out TSE Hustler’s League
    Each week, I hang out with different sales professionals and they share their goals with me and the community. Then we challenge each other and so we serve as your accountability partner. You have us. You have me.

Why joining a mastermind group (such as the TSE Hustler’s League) is so powerful:

I actually see transformation in people’s lives because –


1. They’re taking action.
2. They are writing their goals down.
3. They have people who are being accountable to them and they have to be accountable too.

Today’s Major Takeaway:

Do what you love. Find out what you’re doing wrong. Challenge yourself. But if you still find yourself stuck, I sincerely want to help you. Join the TSE Hustlers League and get the opportunity to get with like-minded people and really take yourself and your sales to a whole new higher level.

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!

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Donald Kelly, The Sales Evangelist, The BEST SALES Podcast, Regan Hillyer

TSE 401: How To Get Your Brand And Head Right To Sell

Donald Kelly, The Sales Evangelist, The BEST SALES Podcast, Regan HillyerAs sellers, we often come across the term “personal branding” but do you really understand its power and the impact it can have to your own success? How do you actually brand yourself in the most effective way possible?

That’s why I’m bringing in Regan Hillyer on the show today as she brings an enormous plate of good stuff onto the table so you can apply these things to your own sales process as we help you get started with creating your own solid personal brand.

Regan Hillyer is a coach, speaker, and an entrepreneur. She helps people unlock their mindset so they can have more success in their life and help them figure out their “why” and the message they want to share with the world, and ultimately how they can take that out, monetize that, and create a massive impact.

Here are the highlights of my conversation with Regan:

How to get your mindset and head right:

  1. Your mindset is critical.

Everyone is selling constantly selling all the time. Because people are so used to people selling constantly, they make very fast decisions. You can lose someone in the sales process even in the first 3-5 seconds.

  1. If you’re not in the right energy, don’t pick up the phone.

Get yourself out of it and spend 5 minutes snapping out of that state. Do whatever you need to do in order to bring yourself back.

  1. Focus on your intention.

Know your intention for the call, usually, it’s adding massive value and help someone shift through the next level.

  1. Physically change your body.

Don’t slump down on your chair. Pick yourself up. Move yourself around and get some energy physically into your body.

  1. Know that you’re in control.

You’re in control of everything that shows up in your life, your own emotional state, and your mindset. So you’re in control of the sale. Take responsibility for it. There’s nobody else to blame here but you.

About Regan’s book, Be Your Brand:

Why a book on branding:

  • Realizing that people weren’t buying her product or service but they were buying her
  • Coming from the space of branding yourself, unlocking your true message, and putting it out into the world

Your first steps to be your own brand:

  • Figure out your message.
  • What do you stand for and believe in?
  • What do you have to share?
  • Recognize that you can actually monetize this and live into this space on a daily basis and create a massive impact.

 

What if you don’t have a product or service?

  1. Don’t over complicate things that you have to invent something new. People buy you at the end of the day.
  2. Show up with whatever you want to sell and put it out there as long as it’s adding value and solving a problem.
  3. Find things that are in alignment with what you believe and your core messaging and what you stand for. (Ex. Affiliate products)

How to maintain your own identity if you’re selling for a large company:

  • You have to bring you to the table. People buy you.
  • Get into the space where you trust and know that you can just show up as you.
  • People like people like themselves. The better you are at building rapport with someone and building a connection, they’d do anything for you if you can become their best friend in the moment.

How to connect on a bestfriend level:

  1. Be human in your call.

Talk on a human level. Talk about something that’s going to matter to them as an individual.

  1. It’s not about what you say but how you say it.

Connect in a way where your prospects like to be communicated to. Match them on their pace and tonality. You have to do this in the first 3-5 seconds because that’s where they’re going to unconsciously decide if they like you because you understand them.

  1. Focus your intention entirely on serving them.

People feel when your intuition is off. They might not know why they feel that way, but something unconsciously and energetically doesn’t feel right and they won’t take the next step.

Strategies to accelerate the growth of your brand:

  1. Be clear on what you’re aiming for.

Make a decision that this is what you want to do. Be clear on what you actually really want. Focus on your goal and don’t just be aimlessly selling. Then break down your goals from yearly to monthly to weekly and to daily actions.

  1. Look at how you can increase your sales and level of customers without bringing in more of your personal time.

Ex. Leveraging online products, building a team

  1. Tune your focus into how you can serve your client.

Once you’ve streamlined your goals into the daily actions you need to take realize your goals, focus now on setting that intention of how you can really serve others.

The idea of creating an obsessed tribe with focus on loving them daily:

When you build from this space, where you get a product or service and people will buy it regardless of the price or the product itself because they’re so immersed in the vision and who you are as a person and as a brand that they simply want to be a part of it.

Realize that everyone wants to belong. They want to be part of something, want to be seen, and want to be heard. They’re also looking for a leader. Step up and provide that space for them to do that and show up constantly. Give and give and give and look after them. Add value. The more you give, the more flows back into your business.

Regan’s Major Takeaway:

Everyone is in sales. So realize that sales is not a crazy thing but a natural human thing so build trust and rapport with someone. Add value to them and show them a natural next step. Don’t over complicate it. Go back to basics. Focus on being human and operate from that space.

Episode Resources:

Check out Regan’s book Be Your Brand. Go to www.ReganHillyer.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.

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

TSE 400: TSE Hustler’s League-“Whiteboarding Concept Part 2”

Donald Kelly, The Sales Evangelist, Whiteboarding, Best Sales Podcast Last week, I introduced to you the concept of whiteboarding and this is part 2 of this week’s snippet pulled out from one of our training sessions over at the TSE Hustler’s League.

As what I’ve shared with you last week, people remember only 10% of what you say within two days of meeting with you. Now compare this with the 65% memory retention that happens when you’re able to implement a concrete visual or story to converse with your prospects throughout your presentation.

The Benefits of Whiteboarding:

  1. Engagement

Writing out ideas on a white board actually enables your prospect to engage with you because this causes their brain to begin to process and think about the words or visuals you’ve written on the board. So they are more likely to remember you over your competitors.

  1. Credibility

They perceive that you know a bit more. Showing them you’re able to write these ideas out, makes them think you’re more credible because you know what you’re talking about.

  1. Presentation Quality

The quality of your presentation becomes more powerful when you’re able to use a whiteboard because people get more engaged. They’re more into it. They’re paying attention to you and what you’re trying to explain. Traditional slide presentations can be distracting sometimes.

  1. Total recall

The chances of your prospect being able to relate the information back to you increases significantly.

  1. Entertainment

People want to be entertained than they want to be educated. Using a whiteboard is one of the best ways to entertain them because it feels more live so it more engaging.

How you can make a powerful whiteboard presentation:

  1. Use stick figures.

You don’t have to be a great artist. Remember that you have to keep it very, very simple, right?

  1. Use the handwritten fonts to breakdown the concepts.

This is applicable when you can’t be there in person so you would have to send them a presentation.

Your next steps:

  1. Look at the way you’re creating value.

Look at your sales presentations and look at what you have to offer to your prospects both the known and the unknown factors. Think about the stories you have. How can you visually explain those stories using the whiteboard concept whether you’re writing it out or just using the fonts (when you’re conversing via the web).

  1. Find other ways to write your visuals on.

You don’t necessarily have to use a whiteboard. Other tools that you can write your stories on include:

  • Use of handwritten fonts (when you’re having conversations via the web)
  • Easel boards
  • Post-it boards
  • Flip boards

What’s important is you’re able to tell stories in conversations the simplest way possible. People seeing handwritten stuff makes it more real.

Episode Resources:

The Three Value Conversations by Erik Peterson, et al.

Pitch Anything by Oren Klaff

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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Sales Coaching, Sales Leaders, Donald Kelly, Gonzalo Salinas

TSE 399: Sales From The Street-“What Type of Sales Dog Are You?”

The Sales Evangelist, Donald Kelly, The Sales Evangelist Podcast, Best Sales PodcastThis week’s episode on Sales from the Street is another interesting one as we talk about how different dog breeds actually relate to certain characters in your sales team. Our guest today, Gonzalo Salinas, shares how he overcame a major challenge by understanding what kind of sales dog each member of his team was.

Gonzalo Salinas is the Sales Manager for a litigation support company where they provide services to big law firms or solo law practitioners offering code reporters, videographers, process servers, interpreters, legal translations, and just about anything related to the litigation area.

Listen in to this episode and find out what type of sales dog you think you are!

Here are the highlights of my conversation with Gonzalo:

Major challenge Gonzalo faced:

His training methods as not being a good fit for everyone in his team

A step closer to his resolution:

Gonzalo came across the book, Sales Dogs by Blair Singer

A brief story behind the book:

Blair was the number one salesperson at Xerox back in the 80’s and always competing with him was Robert Kiyosaki, who later published his book Rich Dad, Poor Dad. Robert realized  how important selling was so he called his friend, Blair Singer to his friend and asked if he could publish a book about sales on his book collection; hence, the book Sales Dogs was born.

Realizations Gonzalo got from this book to overcome his challenge:

  1. Every single salesperson is a different breed of dog.

Five different types of salespeople:

  • Chihuahua – The Tech Guy : This one knows everything about the product or service. The prospect has a big level of certainty about them talking about the product or service so they will buy
  • Rottweiler – The Closer : This the one who will bite your neck. They’re aggressive and they go everyday out there looking for a close.
  • Basset hound – The Persistent One : This is the persistent guy who will call you a year or two later. And maybe four years later, clients will buy from them for being persistent.
  • Poodle – The Socialite : This one will do a sales presentation wearing an Armani suit, driving a Maserati, and telling clients they’re doing them a favor by giving them sales presentation. This person has mastered their social skills. People buy from them because they feel important just by having lunch with this salesperson.
  • Labrador – This is the one that will become your friend and who will care about creating a relationship. They don’t care that much on the close but will create such a great relationship, will follow up properly, will follow steps of the sales process, and clients will place on you a big level of trust that they will become your clients forever.
  1. As a general rule, you always have your main breed and a secondary breed.
  • Main breed – 80% that fits your personality
  • Secondary breed – 20%
  1. Make 2-mm changes in every training you provide to your salespeople.

Understand that each of you team members are completely different breeds of dogs.

Results Gonzalo got from tweaking his training:

Increased sales in 90 days by 18%

Gonzalo’s Major Takeaway:

Focus on creating a relationship. The closing is mandatory next step of a great relationship.

Episode Resources:

Connect with Gonzalo through his website www.GonzaloSalinas.com and send him an email.

Sales Dogs by Blair Singer

Rich Dad, Poor Dad by Robert Kiyosaki

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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Video, Sean Higgins, Donald Kelly, The Sales Evangelist, Ilos

TSE 398: Challenges Salespeople Are Seeing NOT Using Video And How They Are Overcoming This With Ilos

TSE Podcast, The Sales Evangelist, Donald Kelly I want you to recognize the power of the uniqueness that comes with utilizing videos throughout your sales process. That’s why I’m bringing in Sean Higgins today to share with us the power of leveraging video content at any point of your sales process and how video can actually help you cut through all the clutter in this highly competitive sales world.

Sean Higgins is the Co-Founder and Head of Business Development of ilos, a video platform that lets you record videos and instantly share them on the cloud. They help teams quickly create, edit, organize, and share video content working with different sales and support teams.

Here are the highlights of my conversation with Sean:

Why you need to utilize video content:

  1. It makes you stand out.

Video in emails helps you cut through the clutter and noise our there. And you can make it look like it’s really customized. Make use of a seemingly generic video content with custom snippets in there so it makes you look like you went out of your way to make a 2-minute video for them.

  1. It’s a personal reach out tool.

You can use video as a way of ensuring that your message gets carried through the decision makers.

  1. Get pretty good tracking.

Make an outline of your proposal and include a link in your email. Then you can get tracking on those links because you know if they’re watching it or whether they forwarded it onto people.

  1. It makes it easy to be personal.

Sending out videos makes it more personal. You can leverage the cloud and get content off to folks really easily.

  1. It drives more engagement.

Voice is powerful and people hearing your voice just keeps their attention span longer and makes them more engaged.

How do you send video content through email?ilos-logo-1

  1. Include a link in  your email.

They click the link and it will open in a new tab.

  1. Another way to send video content is to turn videos into animated gifts.

This shows up in the email. Set up an account. Create a quick gift and drop it in your email and that will play right from inside their Gmail.

Leveraging videos during the prospecting process:

Once you get your list, videos are great in gauging interest and get different levels of interest.

One of the biggest mistakes people make when using videos is failure to track how it’s doing which is where most of the benefit comes from.

Other ways of capitalizing on video content in your sales process:

  • Proposals
  • Testimonials
  • Custom videos tailored to the visitor
  • Drip campaigns – linked to video around a specific content
  • Upsells

Mistakes sellers make for not using videos:

  • Getting stuck in the noise
  • Not giving out something new

What you need to have to do video content:

  • Marketing teams should have heavier video tools
  • If you’re only sending personal videos you can send in your emails, ilos offers cheaper video option

Sean’s Major Takeaway:

When you’re using video, make it customized. Drop someone a personal line about why your product or service is great. Don’t waste it by sending a generic marketing video. Instead, send them something that’s going to show them how your product or service is going to make their life way easier.

Episode Resources:

Get connected with Sean on Twitter @higg1921 or check out their website on www.ilosvideos.com and start playing around.

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, Sales Podcast, GRIT, Angela Duckworth

TSE 397: Hard Work & Passion Will BEAT Brains Any Day!

Donald Kelly, The Sales Evangelist, Sales Podcast, GRIT, Angela DuckworthBrains is not everything. Knowledge is not the be all and end all. You have got to have some grit. Today, I’m sharing with you how you can hustle out there.

Some people are just so successful in what they do and you see them just doing well at it. You’d probably think their smartness accounts for that. That’s what I’ve always thought though – that you need to be really smart to be successful. But that is totally not true!

Here are the highlights of today’s episode:

Here are some takeaways that I’ve learned from the book I’m reading right now called Grit: The Power of Passion and Perseverance by Angela Duckworth:

You don’t have to be the smartest person in the room to be the most successful one in the room.

You don’t have to have brains to be able to accomplish your goals.

Hard work beats brains any day when brains don’t work.

What is grit?

It’s your passion, hustle, your drive. It doesn’t matter how smart you are. It just matters if you had that passion and that drive.

Translating that into the sales world, I’ve seen people who are really smart and could have done phenomenal things if they only hustled but they were just plan lazy. Passion was lacking. There wasn’t any grit. So they did not succeed.

Studies show that people who may not be the smartest but they have the grit and hustle are more likely to outperform everyone else.

A personal experience:

I didn’t grow up from from a wealthy family and my mom has that grit as she was trying to take care of all of us. Seeing that pushed me to be successful. At one point in our life, we lost our home and had to live with family and friends. I realized I never want to be in a situation like that again and thrive in whatever I did and become the best I can be and be able to provide for my family. Not all of this came because I was smart but because I had that grit. I had that “why” to move me and be successful.

Today’s Major Takeaway:

Brains does not make a great seller. What makes one a great seller is someone who has strong desire, strong passion, strong reason, and strong motive. Just hustle. Hustle, hustle and you can outbeat brains every time. Don’t have a “why?” Get one. Have a reason to motivate you and push you.

Episode Resources:

Grit: The Power of Passion and Perseverance by Angela Duckworth

grit

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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, Jason Treu, Best Sales Podcast, Be ExtraOrdinary

TSE 396: Emailing Influencers & Getting Responses

TSE 396: Emailing Influencers & Getting ResponsesEmailing influencers is easy, it’s getting them to respond to you that’s the real challenge. So how do you actually do this? How do you actually get influencers to notice you? How can you make yourself stand out from all these other people who are trying to get to them?

Today, my guest Jason Treu is going to teach us some great insights into how you can actually get in touch with influencers and get them to respond to you. Jason Treu is an entrepreneur, a sales leadership trainer, and a business and executive coach where he works with entrepreneurs and corporations to help them gain clarity and lock into their zone.

Jason is a bestselling author of the book Social Wealth: How to Build Extraordinary Relationships, having sold around 30,000 copies and ranks number one in four Business and  Self-help categories. Jason is a leading expert on human behavior, daring leadership, and relationship building.

Here are the highlights of my conversation with Jason:

Jason’s coolest sales experience when he was the customer

The power of connecting with influencers:

Helps you gain more confidence
– Influencers can introduce you to people
– They can teach you things and be your valuable resource.
– They can be your mentor.
– This speeds up the process of learning and mastering different things so you become more successful and happy.

Leveraging on conferences:

1. Email the speakers ahead of time (or potentially some attendees) and set meetings to optimize it.

Not many people email these people ahead of time and instead, they try to catch them at the show and this is not the right thing to do since you fighting with a flock of people who are also trying to get to these influencers. So  just get an appointment with them and spend some time with them. This makes the conference worth way more money than you’re paying for it.

2. Sending them an email with an intention to personally connect with them is way better than sending a cold email.

Conferences are one of the best places to go after the people you want to connect with. They are the easiest places to reach out to influencers since they would usually have the time to meet with someone.

Finding your influencers:

1. Find a list of people.

You’ve got to know who you’re going after or you’ll just be floundering around.

2. Get to know your industry better.

Read some sales or marketing blogs and see who they’re referencing and what’s going on. Going after the top people in the industry is very difficult. So try to find up and coming people. Immerse in the industry itself and you’ll start to see people who are risers and climbers who are doing great things.

3. Research their needs.

Join their newsletter. Follow them on social networking sites. Read past articles on them or their blogs. Google them and see what they’re doing and what they’re up to. Put them on Google Alert. Or try to learn about them inside of your network. Regardless, you need to figure out how you can add value to them.

How to build great relationships with people:  Give first.

A common mistake among people is they start asking for things. When you give, you put yourself psychologically for the other person inside their inner circle. Especially for influencers, everyone is asking them for something. They keep getting requests after requests. Start giving to them or try to engage with them, then you’re creating a lot of value and you stand out from everyone else.

How to email influencers & get them to respond to you:

1. Send them an email and write on something they’ve done.

Write them about what they’ve done and the impact it’s had on your life or a little comment. People love to read that because it strokes their ego.

2. Don’t ask them anything. Just say something really nice.

Sign the email with a simple “thank you” where they don’t need to do anything about it. Influencers get asked by people all the time and this would make them feel guilty that they can’t respond since they are too busy so now they never want to respond to you and they’d probably just delete your note. Lost opportunity.

Instead, write them a note where they won’t have to respond to anything. They would want to keep this kind of email and not delete it. This is great because if you email them the second time, they’ll probably research to see if you’ve contacted them before.

3. In your second email, look and see what kind of help they need.

Investigate on whether they’re traveling somewhere or they’re talking about ideas important to them or whether they’re speaking at upcoming events. This will help you understand how you can add value and help them. Try to figure out where you can insert some value that you can help them.

4. Express gratitude publicly.

Once you’ve expressed gratitude in your first email, express your gratitude publicly by doing a product review or a book review and do a video on it.

5. Think of ways that you would make you stand out.

Send them a card or a gift. You can promote causes like throwing a Happy Hour to raise some money. Or say to them that you’d be up for volunteering some of your time. Tag them on social media. People notice things because they’re out of the blue.

Other creative ways to stand out:
Sign up for their program and become their star student.
– Send clients their way.
– Contact them and help them if you’re an expert in your field.
– Contact them in critical moments (ex. if they’re launching certain projects, offer a service you could do)
– Connect them with other influencers and other people that could add value in their life.
– Send them an eBook on Amazon.

Jason’s Major Takeaways:

1. Do things in a really short way with people. Keep your email short and concise. Add value. Be a big supporter of them in the process.

2. It’s going to take several contacts for you to get through. Let go if they didn’t get back to you after you’ve followed up one time.

3. Get a list of 10 people to start with. Try to get them in person so you can forge that relationship with them.

4. Get out there and be aggressive. Do whatever you can to meet people. Be creative. Be consistent.

Episode Resources:

Check out Jason’s website www.beextraordinary.tv

Jason’s book, Social Wealth: How to Build Extraordinary Relationships

Never Eat Alone by Keith Ferrazzi

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

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

TSE 395: TSE Hustler’s League-Whiteboarding Concept Part 1″

The Sales Evangelist, Donald Kelly, TSE Hustler's League, WhiteboardingToday, I’m going to share with you a concept named Whiteboard Conversations. I got it from an amazing book called The Three Value Conversations. But first, picture this out:

You go to a prospect, work your thing, do your presentation, get finish and leave. Follow up with the prospect in a couple of days. You remind them about it. They remember you. But they don’t fully remember the full context of your presentation.

They don’t want to be embarrassed so they’ll tell you they do remember it but I doubt they actually remember the true essence of your presentation. Then they tell you they’d think it over and ask you to send a recording of it so they can review it for which the likelihood of them reviewing it is, well, zero.

So then what do you do?

There needs to have a conversation between you and your prospect in a way that engages them. A conversation consists of two people talking, sharing thoughts and ideas. You come to your prospect. You try to establish that “unconsidered need” and share with them your solution but you have to break this down to them the simplest way possible.

Understanding the old or the reptilian brain versus the new brain:

The Old Brain: The decision to change takes place in the emotional or the intuitive part of the brain. It’s a simple “machine” that makes fast decisions, creating contrasts to simplify the process

The New Brain: Justification and validation of the decision takes place in the logical part of the brain called the neocortex or the new brain.

Your job:

  • Simplify the process to your prospects.
  • Make sure you give them a visual stimulation that is going to make it simple for them and easy for them to understand.
  • Make it as simple as possible for your prospects to understand with simple logic and simple pictures and visualizations such as white boarding.

Why Whiteboarding?

  • It’s simple and easy for your prospects to grasp and understand.
  • People remember only 10% of what you say within two days of meeting with you. But when you’re able to implement a concrete visual, 65% of what you shared will be remembered.

How Whiteboarding Works:

  1. Write the problem on a white board or an easel pad (instead of putting it on your slide presentation)

Do not just put up a slide with a problem on it. Instead, write it out on a white board or an easel pad. This leaves a mystery in your mind that allows your brain to process, think, and engage in the presentation.

  1. Tell an engaging story.

Being able to tell an engaging story to your prospect increases the likelihood of them thinking of you over your competitors.

Episode Resources:

The Three Value Conversations by Erik Peterson, Tim Riesterer, Conrad Smith and Cheryl Geoffrion

Pitch Anything by Oren Klaff

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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Donald Kelly, Therrion White, Sales Podcast, Best Sales Show

TSE 394: Sales From The Street-“I Used to Hate Cold Calling”

The Sales Evangelist PodcastCold calling is a challenge that pretty much every salesperson has faced at one point in their life. In today’s episode on Sales from the Street, Therrion White talks about the challenges he faced with cold calling and some strategies he put into place and not let this barrier get in his way to success.

Therrion White is the CEO and owner of Play It Safe Technologies, a healthcare IT solutions company. Listen in as Therrion shares with us his thoughts and insights into his challenges and how he specifically overcame them so you won’t have to go through the same roadblocks that he did by learning from his experience.

Here are the highlights of my conversation with Therrion:

Challenges Therrion faced with cold calling:

  • Finding cold calling on the phone as more challenging than cold calling in person
  • Making sure it’s the right person and whether the person has the time to talk

Strategies to overcome cold calling challenges:

  1. Learn the patterns and practices of actual people you’re trying to contact.

Cold calling is like sports where you need to know the basics. Determine the best time to call the and the likelihood that you’d be able to reach the person on the phone.

  1. Plan in terms of having specific objectives in mind.

State the reason you’re calling. Ask if they have a particular challenge. Ask for some input on what they started to do to overcome their specific challenge.

Episode Resources:

Connect with Therrion through phone at 301-202-3464 or visit their website www.playitsafetechnologies.com or email them at info@playitsafetechnologies.com.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. No worries if you can’t make it to South Florida. You can then get a Virtual Ticket so you can have the opportunity to access all of the recordings of each session. Simply go to www.DoBigThings.net.

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Donald Kelly, The Sales Evangelist, George Santino, Best Sales Podcast

TSE 393: Tips for Building a High Performing Team and Steps to Build a Career from the Ground Up

Donald Kelly, The Sales Evangelist, George Santino, Best Sales PodcastAs with many other sales people, our goal is to perform well. Today, I’m bringing on George Santino so he can teach us how we can be better working on a team whether you’re the leader of the team or part of a team. He gladly shares with us his stories and experiences he has had with his 20 year- experience at Microsoft. George shares with us how you can think like an entrepreneur and how you can be better working on a team regardless of its size.

Remember that as you go higher and higher up the ranks, it’s not only your personal contribution but also your team’s. So it’s absolutely important to have a highly effective team that gets results because now your review is based on their results.

Here are the highlights of my conversation with George:

Tips for Building a High Performing Team:

  1. Determine what you’re building them for.

Determine what you’re trying to produce and what skills you need to help you do that. Make that assessment as to the needed skills you need from your people.

  1. Determine how your team’s skills will complement your skills.

Determine how your team can bring in a set of skills that you don’t have. Don’t hire a bunch of people that are just like you. You already have you so bring people in who know things you don’t know and things that people can add value from day one.

  1. Give your team permission to speak up.

Make sure you give your team permission to speak up. You want a team of people who can sit down on a project and be willing to express their opinions and be willing to tell you when your opinion might be incorrect. Ultimately, you’re the boss but you want a team who will question things as necessary. Give them the permission to tell you when you’re screwing up. You would rather hear it from your team than from your boss.

  1. Hire a diverse group of people with different perspectives and experiences that will add value to your project.

Always listen to your team’s opinions. In the end, you all deserve the right to say, “I told you so.” This fosters cohesiveness within the team that makes you more effective as a team.

  1. When motivating people, motivate the individuals.

A team of people is like an orchestra with different instruments. Your job is to get the best music you can get out of all the instruments so that when they come together, they make an absolutely beautiful sound.

  1. Create an environment that they’re empowered to voice their opinions.

Take the best ideas regardless of who is in charge or not. Build that kind of environment where people feel safe to say things.

  1. Always give “positive” feedback.

This means that even when they’re wrong, it’s feedback that’s going to have actionable information where people can improve. As a manager, it’s your job to give the employee enough feedback to where they can adjust their course towards exceptional performance. Be comfortable with giving feedback.

  1. Give feedback along the way, not after your employee’s performance.

Tell them what they’re set out to do, what they did, what obstacles they ran into, and the adjustments that need to be made in order for them to be exceptional. Tell them these along the way so they’re given the opportunity to adjust.

How You Can Help Under-Performing Employees:

  1. Determine the cause or what the employee lacks

Sit down with them and determine what happened or what the employee lacks. Try to discover some external factors and if there’s anything you can help them with. You have to dig in. If it’s an issue at home, give them some time off if they need that time. Or help them find some skills they lack through mentorship or internal training. First determine the cause and if there’s something you can do about it. Then put together a plan to bring about that positive change.

2 If your employee is a wrong fit for the job, help them find something else in the company where they can be successful but DO NOT transfer your problem to another team.

If they’re not going to be effective anywhere in the company, let them see that as well. An employee who is not doing a great job is unhappy and is under a tremendous amount of stress. Help them see where they can be better off.

 

How You Can Foster a Good Relationship with Your Boss:

  1. Recognize that managers have different styles.

Determine what is important to them, what they value and what do they reward.

  1. Determine that can you do to help him achieve those goals and objectives.

Your manager has goals. The more you can get your boss to write in his review things that you accomplished, the more indispensable you can become to that boss.

  1. Don’t be afraid to move on if you are going to run into incompetent bosses.

If you’re think you’ve put out your best efforts but you still find your boss to be incompetent or just a real jerk, then move on and look elsewhere. Go to a different company or different department. Life is too short to put up with that. Do not be afraid to make those changes.

Steps to Make Sure You Have a Successful Career:

  1. Pick the right company to go to work for.

Determine where you want to work and not just for the sake of finding a job. Do the research. Determine what these companies do, what they’re trying to accomplish and whether or  not they’re a fit for you.

  1. Don’t be afraid to ask good questions during a job interview.

Answer the questions well obviously. But you’re making a decision too, in fact, it’s more important than the company’s because to you, this is your life and this is your career. So make sure you’re asking intelligent questions to determine if you really want the job.

  1. Once you get the job, truly understand what your job is.

Look into the job description. Is there an employee handbook? Are you going to be assigned a mentor? What are you supposed to be doing? What does success look like to you, to your boss, to the company. Determine what things are valued and rewarded.

  1. Do things better than anybody else.

Put in the time and energy. Be willing to take the scales of work-life balance towards work early in your career because you’re building a foundation that everything builds on from that point forward.

George’s Major Takeaway:

Depend on the people around you. Trust them and empower them so you can truly utilize their diverse sets of skills to build up what you’re trying to build up or sell. Have fun! Celebrate the successes. Take care of your people and reward them. Be honest with your people.

Episode Resources:

Connect with George through his website www.georgeasantino.com or connect with him on Twitter @georgeasantino and YouTube.

Check out George’s book, Get Back Up from the Streets to Microsoft Suites

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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Donald Kelly, The Sales Evangelist Podcast

TSE 392: How Can I Not Get Intimidated by Executives

Donald Kelly, The Sales Evangelist PodcastTalking to executives can be too intimidating especially when you’re new to sales. Getting in front of people who are “more important” than you can be real challenging but this is a limiting belief that can hold you back. So you have to do something about this.

That’s why I’m sharing with you strategies to help you with this whether you’re new to sales or fresh out of college or just new to a certain industry.

Strategies to Not Get Intimidated by Executives:

  1. See them just like you.

Change your mindset. They are no different than you. Realize that these executives are no different than you because they bleed just like you do. They’re human beings, not superheroes. Before they even got to that level in their company, they must have started out just like you did. They have lives and families. They too have insecurities, worries, and concerns, They get nervous, afraid, shy, hungry, sick – all of these elements. Take them out of their CEO role and put them on a street and you would probably see them just as yourself. So see them just like that. You have something of great value and worth. The challenge is you have put up these roadblocks.

You may think they know more than you do, but they may actually be intimidated that you coming as a rep is an expert in your particular field and they know nothing about it. So learn to see them as human beings just like you are.

Here’s a quick tip: List down all the attributes of your clients and do a little research about them. Write out what you know about them that makes them human.

  1. Know what you’re talking about.

When you know what you’re talking about, you become more confident. So don’t wing it. Come to the table prepared. Practice, practice, practice. The more your practice, the more confident you’ll be. You will then be able to say and perform like an expert. You don’t even need to be an expert in everything in the business, just the main things that apply to you. Own it and be an expert.

  1. Sit down with executives.

Try to find an executive in your network or a local executive in your organization. Ask some of the things they want sales reps to know before sitting down with them. Or just tell them honestly it’s intimidating to be talking with executives, what can you do to not get intimidated when you meet with an executive. They’re definitely going to say you have to come prepared so you won’t get intimidated and have a meaningful conversation. Speak their language and you will have a great time.

Episode Resources:

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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Ty Crandall, Donald Kelly, The Sales Evangelist Podcast

TSE 391: Educated Them Into A Sale

The Sales Evangelist Podcast, The Sales Evangelist Podcast, Donald Kelly, Ty CrandallPeople do business with those they know, like, and trust. Of course! But how do you get them to know, like, and trust you?

Today’s episode is loaded with information you don’t want to miss out on, especially when building trust and confidence with your clients is a real struggle for you, regardless of where you are at your cycle right now.

Ty Crandall is our amazing guest and he shares with us a ton of information about how you can build a solid relationship with your customers and eventually gain their trust through the power of education. Ty oversees a business credit financing operation where he helps customers attain business credit financing to start and grow businesses. They also help people get into the business of offering business credit financing as a service.

Here are the highlights of my conversation with Ty:

The importance of trust factor:

  • Internal dialogue in people’s heads about all the bad stuff that happens
  • Sellers think their customers are listening to what they say
  • Difficulty of trusting as a barrier that has to be overcome to make a sale

How to get your prospect to start having a relationship with you:

  1. Get to them when they’re interested.
  • Everybody tries to sell to people who are in the buyer side of the cycle who are ready to go. They completely neglect the other nearly 70% of who will be buyers that just aren’t ready to buy.
  • Don’t wait until they get to a buying mode. Get to them when they’re researching and start helping them with the education about your product and service. Teach them how it works and how they can do it on their own.
  1. Trust and rapport has to be built before the actual sale takes place.
  • If you did otherwise, you’re still going to make sales but you don’t have loyalty so you’ll miss a lot of sales.
  • Be the one who’s building trust and rapport through time.
  1. Give people information and educate them.
  • Many people want to do it on their own but the rest don’t want to do it on their own and want somebody that genuinely cares about them to be involved in the process. Most salespeople don’t get the reputation of caring. Educating them gives them that perception that you’re caring about them.
  • Now they know you know their stuff and they’d rather do business with you. Now you’re not chasing them but they’re chasing you.

The Power of the Law of Reciprocity

Some people don’t have the money to pay you but they’re willing to help you and they’re still grateful for the information you’re giving them but they would still feel compelled to give back and they do it through referrals or sharing your stuff on social media and be evangelist for your brand. Then you build a tribe. Then you establish a loyal following and that’s a lot more than just paying clients.

How to Keep Clients:

  1. Give them a small win early.

They have to see some type of result very early on that gives them immediate peace of mind. There has to be this guaranteed or best that you can do to show them these small wins consistently through the process.

  1. Educate them and communicate with them through automation like emails.
  2. Make sure you deliver your promises.
  3. Make sure that you really have good service, that you’re taking care of them, and that you’re treating them like gold.
  4. Be able to sell them a multitude of products through their lifetime or make affiliate offers where you can make money there. Long standing affiliate relationships start from blowing your customers away and then give great referrals.

How you can get things started:

  1. Email auto-responder sequence
  • Block off one hour of time. Sit down and write 4-8 emails which consist of whatever it is you’re selling.
  • Find out what you do and write about how they can do those exact same things they need to know to be able to do that/
  • Get a simple a simple email auto-responder (ex. Infusionsoft, iContact, AWeber)
  • Drop those emails into that sequence and spread them out once a week. (So if you wrote eight then you have two months worth of content already created)
  • Set aside one hour a month to do exactly the same thing. Sit down and write eight more and add them into the sequence.
  1. Re-purpose information.
  • Make video content on YouTube or using PowerPoint broken down into Word document and then those could become your emails.
  • If you need assistance with it, go to Upwork and hire a virtual assistant who can easily do it for you with very little out-of-pocket money.

Ty’s Major Takeaway:

Information is worthless if you don’t take action. Right after this show, sit down and write your first four to eight emails. Put out your first video. These things take don’t take much time and it’s the beginning of something. Then just stick with it. The business reaches a real tipping point when you’re focused on the stuff right now that’s bringing in customers and all the other stuff out there is now bringing in customers and then when those two merge, you reach an explosive business. But all this comes with taking action.

Episode Resources:

Know more about Ty and the exciting things they’re doing by visiting their website at www.creditsuite.com/ein and get a great free guide on building business credit and connect with them on social media from there.

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, Best Sales Podcast, TSE Hustler's League

TSE 390: TSE Hustler’s League-“Discovering What Makes You Different”

Donald Kelly, The Sales Evangelist, Best Sales Podcast, TSE Hustler's LeagueThis is Part 2 of the snippet I shared with you last week. It is from one of our training sessions at the TSE Hustlers League.

We have some new exciting stuff coming in the TSE Hustlers League. For a sneak peek, we’re creating a whole semester! It focuses on effectively gaining more leads into your funnel outside of what your company is giving you.

Here are the highlights of this episode:

How to powerfully convey your message to your prospect:

  1. Brainstorming

Get people in your company and go through a brainstorming session. Devote the whole session to your company’s product, your key differentiators. Grade them and then find the worth of each of those so you can find the top ones you can utilize in your messaging.

Note: If the thing listed is true and unique to your company and nobody has something better, score that as 2. If it’s something others have but you can prove your company does it better or in an advantaged way, then score it as 1. If admittedly, your competitors can do more or less the same thing, label it as 0 (ex. 24-hour delivery).

  1. Get rid of the 0’s and then focus on the 2’s.

Of the 2’s that you have, which one of these things can you connect to the customer’s “unconsidered needs”? Again, unconsidered needs are those which the customers haven’t really initially thought of as needs.

Episode Resources:

Book mention:

The Three Value Conversations

Please support us in our Indiegogo campaign, a movement to inspire, motivate, and educate sales professionals and entrepreneurs who have the desire 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.