October 2016 - The Sales Evangelist
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Fear, Rejection, Objection, Motivation

TSE 432: The BIGGEST Fear That’s Holding Me Back

Fear, Rejection, Objection, Motivation Today, I’m showing you this vulnerable side of me as I share with you one of my biggest fears that has held me back as an entrepreneur and as an individual and how I’m working on it to overcome it – The Fear of Writing.

Find your weakness and make it become your strength.

I believe in working with what you have and using it to the best of your ability. Personally, I have recognized this as a problem that I have. However, it’s important to recognize your weakness and make it an opportunity for you to build it into your own strength.

Acknowledging My Fears

You see, I am great at speaking, that I am sure of as I’ve won several awards in speaking. However, I am recognize that I am weak when it comes to writing.

I have all these great information and I feel there’s a lot more I can give. But I just feel that I’ve held that back because I’ve been embarrassed with my writing as I’m just so much better at speaking than writing.

So I realized I have let this hold me back. I have this fear of looking stupid or the fear of sending out an unpolished work.

Fear prevents us from doing the things that we’re really capable of doing.

We’re going on four years now with the podcast, but I only have 5 or 6 blog posts. It’s not something that I can do so I did not even try to push it. Because I have let fear hold me back.

TODAY is the day where it stops.

“That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” – Ralph Waldo Emerson

Some insights from this wonderful quote:

  • If you do something over and over again, it becomes easier.
  • The difficulty of writing is not going to change, but your ability to write may become easier.
  • It’s not the nature of the thing that changes, but it’s our ability to do it changes.

One of the things motivational speaker Eric Thomas said is that people complain about how they can’t do something when they’ve never even tried doing it before. You can’t complain about something and be born perfect and just be awesome at something. It takes time. It takes repetition.

So this is what I’m going to work on moving forward:

I’m going to write more no matter what. Even if it sucks, it’s going to improve over time. It’s going to get better. Because being persistent in doing it will make things easier. Not that the nature of it changes, but it’s my ability to do it changes.

Now here’s what I’ve done which are some strategies which I will be doing regularly and consistently:

  1. Read more.

Reading more books can help us with our writing. So this is something I’m going to be doing more of.

  1. Write in my journal daily.

Spend some 20 minutes or so just writing about life, accomplishments, goals, etc. The key is to get into the habit of writing.

  1. Do one blog post per week.

To start off, I’m going to do a blog post for the TSE blog per week as well as another one that I can write for someone else at least once per month. I will also be sharing more and more stuff, something which I’ve gained over the years from this podcast and we will be bringing them to you soon. So stay tuned! 

So this is how I’m going to tackle my biggest fear. And I am overcoming this as I continue to help people within the TSE community and outside of it to be become better and do better and be more successful.

Now it’s your turn…

What’s the ONE BIG FEAR that’s holding you back?

What’s one difficulty that’s keeping you from accomplishing your goals and from getting to where you need to get to? Is that the fear of prospecting? Asking for the business? Talking to management? Or presenting to executives? Is that the fear of asking for referrals? Is that the fear of going in sales? Of getting a NO from a prospect?

Not only in the sales aspect, but life in general… what is your fear? Do you have fear of writing or speaking? Do you have fear of talking to your kids about certain difficult topics?

I want to hear about your difficulty or your biggest fear and how you’re overcoming that fear. We can do this together! Let’s work on our fears together. Let’s grow together.

Again, I declare today…

That I will continue to build a strong family/community and give you all the tools and ways to help you succeed and thrive because when one of us thrives, we all thrive.

Episode Resources:

The Power of Habit by Charles Duhigg

Grit: the Power of Passion and Perseverance by Angela Duckworth

Eric Thomas’ YouTube Video: How Bad Do You Want It?

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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.

IT Sales, Frank Debenedetto, Donald Kelly, The Sales Evangelist

TSE 431: The Reality Of What It Takes To Close IT Sales

IT Sales, Frank Debenedetto, Donald Kelly, The Sales EvangelistIt can be challenging sometimes when you’re not able to speak the right language to the right people especially when it comes to technical stuff. That’s why I invited Frank DeBenedetto on the show today so he can teach you what you can do to close sales relating to the technical side.

Frank DeBenedetto is the owner of audIT Sales Presentation System, 12-year technology consulting firm in New Jersey and has been in the IT industry for 20 years now. They focus mainly on cloud computing for financial services although they do help other companies of all shapes and sizes.

Here are the highlights of my conversation with Frank:

Why is closing IT sales different from other industries:

  • Technology as a complicated stuff.
  • Trying to explain these terms to a business owner can dazzle them so they tend to make a decision based on price
  • If you’re not able to speak with them on their terms and convey value then sales can be difficult to make

Why NOT sell IT solution based on raw data and logics:

Talking all about bits and bytes to prove your solution is the right one due to all this raw data is a mismatch because your customers may feel too embarrassed to tell you they don’t understand. They smile and shake their hands, but at the end of the day, they still go back to price.

How to empower your team to speak to executives:

  1. Do an assessment of where you are today.
  • A lot of people have a solution and look around looking for the problem. Step back and evaluate where you are today.
  • As a starting point, figure how much you’re spending today and what you’re getting for that.
  • Start to look at some of your solutions and compare it to where you are today.
  • See if there is great increase in value than the increase in price or cost

Check out audIT Sales Presentation System.

  • This allows you to take raw data and present it in a way that makes it easier for the prospect to understand
  • More on emotional sale with colors so they can review it and exactly see where they are and where they could be while tying the price in.

Bottom line: You think about the prospect’s needs and not just the cost of the proposal.

Why cloud is the better choice:

Business continuity – Without power, you can’t run your business. Electricity is a big commodity. With cloud, you get business continuity because it keeps your business running no matter what the circumstances are.

Best ways for IT prospecting:

  1. Cyber security is a hot topic.

Being a hot topic these days, cyber security is a great way to get prospects.

  1. Utilize webinars.

Promote webinars through social media promotion as well as direct marketing

Executive-based selling:

In the businesses’ mind, them knowing that the owner himself is the person who runs the whole show makes them trust you.

Why IT professionals need to think beyond the “break-fix” mentality:

Where the IT industry started wherein if something breaks, you call the IT guy, comes in and fixes it. This is an adversarial type of relationship since getting an IT connotes that something is broken.

Managed services is a much better way to approach this since it puts both the IT company and the prospect on the same side of the table. Pay them a fixed fee every month and all services are included. The IT company then has the incentive to keep problems to a minimum.

How sellers can underline the “unconsidered need” to prospects:

  1. Use colors to present certain areas.

Make presentations with colors to connote something. For example, use green for good and yellow for deficiency. You’d be surprised how color has an emotional reaction in something. This gives them a visual and an idea of where they are and they’re going to want to change when they see deficiencies.

  1. Come in with a solution and show them what can be done.

They don’t need to turn everything green. But you’re still going to have to show the red/yellow areas on your report. This allows you to focus on what needs to be moved to green.

Frank’s Major Takeaway:

Selling is an emotional event. If you’re evaluating what it is that you pitch, remember that people are buying based on emotion, not just logic alone. Then you’ll increase your chances of closing.

Episode Resources:

Connect with Frank on www.auditforit.com  and www.tworivertech.com (if you’re in the tri state area).

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

Nov 4, 2016

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's League

TSE 430: TSE Hustler’s League-“Rejection and Prospecting System”

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's LeagueDo you have a phone phobia? Are you fond of making excuses just so that you can’t get on the phone? Why are you afraid?

I used to be so scared of picking up the phone primarily for the fear that they’re going to reject me or they’re not going to like what I have. Lo and behold, what do I get every time I got on a call? Rejection. That got me depressed. I had gone to work still but that didn’t make me want to pick up the phone and had all these kinds of excuses just so I can’t make calls.

Right now, I still realized I have these distractions that I tend to put in place that prevent me from being a really effective seller. The problem is we tend to put so much pressure on ourselves to get a yes that prevents us from doing well that’s why we really don’t know how to handle the no.

How much time do you spend prospecting?

One of the main reasons people are afraid of prospecting is the fear of rejection. It’s that anticipation that limits you from doing it.

Key Questions to Help You Create an Effective Prospecting System:

  1. What do you do avoid prospecting?

You’re actually going to be able to find a trigger. There’s something in this process that triggers you.

  1. When do you avoid prospecting the most?

Let’s say you get distracted in the morning and don’t get started. Adjust that and replace it with a workout for instance to get your endorphin excited and make you ready to get started in the morning.

  1. What do you feel you’ve missed out on because you’re not prospecting as much?

And what are you missing out on? It could be a lot of different things – money, key opportunities, promotion, etc.

  1. What are the things you’ve done to resolve it?

Then identify the things you’ve done to solve it. Too often. Sellers know the problem but they don’t do anything to fix it. It’s not only evident in sales but in all aspects of life as well. Therefore, you need to be able to identify what are the things you need to do to solve them.

Check out these stats from a survey conducted to salespeople:

  • 51% of salespeople said they’re afraid customers will reject them and then say no
  • 22% said they’re afraid of upsetting the customer by coming across as pushy or aggressive
  • 18% said they’re not making the sale and reaching their goals
  • 9% said they’re concerned their product was not right for the customers

What are the qualities of great salespeople?

  • 30% – willingness to face rejection
  • 22% – the ability to close sales
  • 18% – communication and negotiation
  • 5% – product knowledge

When it comes to dealing with prospecting in sales, which is most difficult?

  • 27% – making the initial contact/call
  • 37% – following up afterwards

Key Points:

Give the prospect the opportunity to say no.

Keep going until they say no because you need to get to the core of what the clients want. The reason we stop is first, we feel inferior.

Never make the decision for the prospect.

We often think prospects think the way we do. We think the price is too high so we end up making the decision for the prospect. Again, never make the decision for them. Let them make the decision for themselves.

Episode Resources:

Go for No! by Andrea Waltz and Richard Fenton

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

Tony Elam, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 429: Sales From The Street-“I Started Consulting”

Tony Elam, Donald Kelly, The Sales Evangelist, Best Sales PodcastWe have another explosive session here on Sales from the Street. Folks tell us about the challenges they face as they’re hustling and what they do to overcome them. Today, we have Tony Elam and he shares with us some insights which you could apply to your own business or sales process.

Tony is the Founder/Owner of Fit Digital Marketing, a digital marketing company that helps people spread their message on multiple platforms such as websites, email, and on social media.

Here are the highlights of my conversation with Tony:

Tony’s major challenges:

  1. Lack of clarity – Using technical jargons that weren’t clear in conversations and assuming people understood what you were talking about when they don’t
  2. Taking on too much at once – Tony had to scale back and really figure out what his unique selling position was

How Tony overcame these challenges:

  1. Relate the benefits.

A lot of businesses sell the features without really relating them with the benefits.

  1. Learn to position your product or service into something where they look at you differently.

Your website has to show value. You have to put out content that shows value. You have to come out as a consultant and an expert in what you do.

  1. Preemptively sell the reason they need to buy your product.

Most people don’t really want a website. They just buy it because they think they need it. However, you have to be able to underline that “unconsidered need”. They need to realize something they need which they don’t initially know about.

Tony’s Major Takeaway:

Listen more. Make sure that you’re adjusting and connecting on point with your customers.

Episode Resources:

Connect with Tony Elam on www.fitdigitalmarketing.com

The Three Value Conversations by Erik Peterson, et al.

Tired of giving the same old slide decks? Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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! 

Susan Roane, Donald Kelly, How to Work a Room, Best Sales Podcast

TSE 428: How To Work The Room At Your Next Networking Event

Susan Roane, Donald Kelly, How to Work a Room, Best Sales PodcastToday, we have Susan RoAne on the show to talk about her phenomenal book, How to Work a Room. This is important for anyone whether you’re an entrepreneur or a salesperson so you would know how to capitalize on the networking events you go to and have a really good time.

Susan is on her 37th year of business now where she runs a speaking business and teaches people how to work a room, how to network, connect, mingle, and converse with other people.

Her book has been featured on the front pages of the Lifestyle Section of the USA TODAY, The Wall Street Journal and The New York Times and other magazines throughout the country. Not only has she proven herself to be a bestselling author and content expert, but she also wants everyone to turn into merry mingling experts!

Here are the highlights of my conversation with Susan:

What is an entrepreneur?

An entrepreneur is someone who will do everything to keep from getting a job. (which includes vacuuming the office, cleaning the trash clans, be your own PR, and make your own coffee for the coffee break)

Don’t spend when you don’t have to.

Most of us can run our businesses from our home space. If you want to be around people, a coworking space is a wonderful option. But don’t spend to have something you don’t need when starting your business.

Don’t either just throw away things that you can still use (or even others may still find use for). Susan actually wrote her books on the back of used paper with No.2 pencils with good erasers.

Effective Ways to Work The Room:

  1. Get out of your office.

If you’re someone who never sees people, then you should be in a coworking space.

  1. Have a network of people in your life who come from different disciplines that you can run things by.

Having these people in your life can tell you the truth so you won’t have to throw money on bright shiny objects just because other people tell you to.

  1. Always show up when you say yes.

Get the e-vite or the invite. Look at the calendar so you can see what kind of event it is and RSVP. And if you say you’re going to be there, show up.

4 There is no reason to go to any room cold.

Go online. Check LinkedIn or the group’s website. Google people, events, and their particular organization. Have sufficient information handy so the moment you go in, you feel prepared.

  1. Read a newspaper.

Whether you read it online or get it curated or regardless of where it comes from, know what is going on in the word. Having a general notion and knowledge of what’s happening will give you more confidence since you can have something to talk about.

  1. Have your own planned, practiced self-introduction.

Before you go, know what you can do to make yourself comfortable and teach people how to respond to you. You have 7-9 seconds self-introduction. Customize it according to the event you’re going to in order to give people context for why you are there.

  1. Do not give your title.

When you meet people at events, your title has no meaning. What you need to do, instead of saying out your title, so people know who you are and that you’re personalizing your introduction, is say the benefit of what you do. This gives people something that they can hook the first question on to.

  1. Invite people to participate.

When someone asks about you, say a little bit. Then stop. And turn it around with these magic words, “And what about you?” This way, you invite them into the conversation.

  1. Don’t ask people too many questions.

When you ask people a lot of questions, you put them on the spot.Then you make them all the talking and you don’t share about yourself or a story, a fact, or an interest or observation. So there is no way to connect with you. Instead of being an interrogator, have some stories and ideas and information that you can share with them.

  1. Bring who you are to what you do.

People relate to the small things in our lives that we have in common. Establish a commonality through small talks  Have that dialogue and do not grill people.

  1. Make sure you prepare.

This doesn’t mean just preparing your conversation but also prepare your attitude. The people who are going to succeed are the people who can talk to other people.

  1. Go into every room, every event, every meeting, etc., and think what you can do to make other people comfortable with you.
  1. Be a lifelong learner.

If you see everyone in the room is someone that knows that you don’t know that they can share with you and teach you then appreciate what other people have to offer to you.

Susan’s Major Takeaway:

When you go to any event, always say yes. Show up. Big smile. Be very approachable. Keep a mindset that you will have a great time and meet interesting people then you will. If you’re going to a room to have fun then the room will work you.

Episode Resources:

Susan RoAne’s book How to Work a Room

Connect with Susan on www.susanroane.com or on Twitter @susanroane. Sign up for her email list to get a copy of her eBook, Nuances of Business Networking for free. Or do it the old school way and call her through phone at 415-461-3915.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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 Now! 

Customer Service, New Customers, Buyers, Procurementa

TSE 427: Sell The Way They Buy!

Customer Service, New Customers, Buyers, Procurementa There’s something I want to propose to you, sell the way that your clients like to buy. It’s a simple but often overlooked principle by many businesses.

Many companies focus on the sales, marketing, and figures which should be the case, but they they tend to have forgotten another major ingredient – Is this the way the customer is going to buy the product? Do they buy in a 3-step process? Or do they have a 6-step process?

So here are a few things for you to understand, and really, hopefully, you take these by heart.

People are still people.

The things you do online should be directly correlated to who you are in person. People you find online are still people. So you can’t just suddenly tell them to buy a product in three steps when they actually have a different process for that which could consist of 5 steps or 6 steps.

Find out who makes the purchases.

Most large companies have a procurement department that is in charge of the final purchase. Sure, you may have sold it to a decision-maker and they’ve already signed off. But you still have to understand that they might have some procurement process that you need to go through.

Additionally, government organizations have a very different and quite longer procurement process so you have to be aware of that.

So make friends with the procurement department and find out what their process is.

Consider the company size.

When working with small organizations, they may be making purchases more in recurring revenues rather than a large lump sum.

Today’s major takeaway:

Sit down and write out a process of how your customers buy. Reach out to their departments and find out what they need to do, what documents are needed, etc. Don’t get stuck in contract hell. Learn all the details. Think like the client. And have their best interest in mind.

Episode Resources:

TSE Episode 083: How to Avoid Contract Hell

Don’t give boring presentations. Don’t give boring presentations. Don’t give boring presentations. Nope, this isn’t an error. We just can’t stress enough how PowerPoint presentations can be so boring and it’s time to put an end to that and welcome a new way of presenting that heightens customer experience and engagement. Get a full demonstration of Prezi Business 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.

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! 

Mark Hunter, High Profit Prospecting, Donald Kelly, The Sales Evangelist Podcast

TSE 426: High Profit Prospecting With Mark Hunter

Mark Hunter, High Profit Prospecting, Donald Kelly, The Sales Evangelist PodcastProspecting is one of the many things salespeople can do wrongly when it’s one of the most important aspects in your sales process that you have to precisely master. Today’s episode is just oozing with strategies, tips, insights, and whatnot that will not just blow you away but also blow your sales up, of course, provided that you apply these into your own process.

Our guest today is Mark Hunter, the ultimate sales hunter who helps companies find and retain better customers they can close at full price.

Mark is the author of the book, High-Profit Prospecting, an incredible book that helps you understand your prospecting process so you can go after the right people, using the right way, at the right time.

Here are the highlights of my conversation with Mark:

Reasons for not closing at full price:

  • Prospecting the wrong person.
  • Giving away discounts and doing stupid stuff in the prospecting phase
  • It’s not for you to determine the value, it’s for your customers to determine the value

The telephone still works!

People have stopped using telephones but this strategy actually still works.

#socialmedia without connectivity is social stupidity

  • If you just put out stuff on social media and do only that, you might starve to death before getting enough business.
  • You have to turn social selling into social connectivity.
  • Find ways to have one-on-one conversations.
  • Sales is still relationship-oriented.
  • Sales today is about bringing value to our customers and it starts with who we prospect.

Strategies for finding the right prospects:

1.Find prospects who will see value in what you have.

Warning: People who immediately asks your price are not prospects. They only want to take your price and play it off against somebody else’s price.

You can not win on price.

  1. Ask them questions. It’s about them, not you.

Ask questions that engage both you and the customer in the discussion. Sending 1,000 emails is being stupid 1,000 times. People don’t want to hear about how good you are. They want you to ask them something about them. Share something about them. Create and expose the need they have.

  1. Earn your right, privilege, honor, and respect to talk with them again.

Your goal on prospecting should be to connect with your customer and be able to earn the right, privilege, honor, and respect to be able to talk to them again. How? Find out one more piece of information and get the ability to move to the next level of the discussion.

  1. Move them from being a suspect to a prospect.

Set prospects up as customers by helping them see and achieve a result that they did not think was possible.

  1. Use social media as a telephone in a different format.

It’s about creating those relationships. You can get tremendous amount of business right off LinkedIn or Twitter or Facebook conversations. Your presence on social media is your resume. You have to be out there but it’s still that one-to-one conversation that’s critical.

  1. Bucketize your prospects.

Any salesperson is probably going to wind up with 4 or 5 different prospecting processes depending on who they’re going after. You can’t take one style and use it for everybody. The processes may be similar but the cadence, format, and language may be different.

  1. Segment your prospects by industry by day.

Dedicate a day to doing just a particular market segment (ex. hospitals, clinics, etc.) Segment your time to become more efficient and gain a tremendous amount of insights.

Ways to successfully get into executives not on social media:

  1. Make a deep dive into Google search.

Not all big people are on social media but these people are still out there. Google them out. All you need to know is their name.

  1. Begin providing them insights.

Provide insights that they will see are of value.

  1. Create a level of confidence and trust.

The more senior you are in an organization, the lonelier you are. They are usually guarded in every conversation they have. You then have to come in by way of their level of trust and confidence

  1. Connect with them through a side door.

Connect with them through non profits or other organizations that they’re in. Get involved in that organization or a trade association or attend an event they’re speaking at. When you engage with these, they then see you in a totally different light.

The 12×12 Strategy

Contact your prospects 12 times using 12 different means. For example, send them something every month like an email or a personal message.

  1. Call them at the top of the hour.

Pick up the phone and call them right at the top of the hour. Senior level people are in meetings all day long. The one time they’re probably not meeting is right at the top of the hour. So call them between 50 minutes and 2 minutes into the hour.

  1. Send them an email at 6:15 on a Saturday morning

Senior level people are fighting fires all week long. During the week, they’re working in the business. On the weekend, they’re working on the business.

Send an email that consists of a condensed version plus 3 bullet points. No links, no attachments, no images, nothing.

When the CEO sees this at this time when they’re working on the business, they will usually read it and respond back to you.

  1. Don’t wait for Monday until your respond back to them.

Make sure you respond an hour or two later. This tells them that you’re working on a weekend and you’re geared in the business just like them.

  1. Speak their language.

The further up in the organization you go, the more strategic the conversation is. (The lower, the more technical). The worst thing you can do is bring up specs, performance rates, etc.

You never want to upstage or embarrass the CEO. But at the same time, you never bow down and kiss their ring.

  1. Make sure you provide a strategic value.

If you don’t have a strategic value to provide, don’t waste your time going after a CEO. Know the level of entry that makes sense because your time is your most valuable asset. Use it in the most effective manner possible.

Mark’s Major Takeaway:

The greatest thing you have is your own time. Use your personality to sell. Let your personality come through when you prospect. At the end of the day, your goal is to earn the right, privilege, honor, and respect to be able to connect with your customers again by just learning one new piece of information.

Episode Resources:

Connect with Mark at www.TheSalesHunter.com.

Check out Mark’s books:

High-Profit Prospecting

High-Profit Selling

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

Accountability, Sales Leader, Donald Kelly, The Best Sales Podcast

TSE 425: TSE Hustler’s League-“Accountability”

Accountability, Sales Leader, Donald Kelly, The Best Sales PodcastDo you work from home? Are you in a silo? Do you work by yourself? Or are you in the field selling on your own? Listen to this episode as I share some strategies that you can apply that will help you stay competitive even when you’re alone.

How to stay competitive effectively even when you’re selling by yourself:

 

  1. Accountability

Have personal goals and share them with your leader or someone in your group to hold you accountable. Having that sense of accountability encourages you to do it.

  1. Competition

Go to meetings where other sellers are. Having someone in your organization to compete with motivates you to push yourself.

  1. Join the TSE Hustler’s League

Every week, we get together and work to help improve ourselves. For this semester, we’re focusing on prospecting. Check out the www.thesalesevangelist.com/hustlers to see a syllabus of what we’re going to be covering.

What are the awesome things you’re getting from this group:

  • Training from me and guest experts
  • Community
  • You will have an accountability partner where you set goals after each session and your partner makes sure that you accomplish your goals in the same manner that your job is to make sure they accomplish their goals. (And you have me to hold yourself accountable too)

Today’s Major Takeaway:

Make yourself perform better by giving yourself accountability and joining a group like the TSE Hustler’s League. Or get someone that can keep you accountable. Without accountability, you’ll stay at a mediocre level. Get accountability in place. Set goals. Compete in a healthy competition.

Episode Resources:

TSE Hustler’s League

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Johnson Emanuel, Donald Kelly, Best Sales Podcast, The Sales Evangelist

TSE 424: Sales From The Street-“Selling High Ticket Product”

Johnson EmanuelHow do you attract high-ticket clients especially when you’re just getting started as an an entrepreneur or a sales professional? Today, I’m bringing in Johnson Emmanuel, Founder/CEO of Clients Attraction, a company that helps businesses and entrepreneurs consistently attract qualified high-ticket clients.

In this episode, Johnson shares with us some insights and strategies that he has done to up his game and grow his company big time.

Here are the highlights of my conversation with Johnson:

Why many people don’t go for high ticket clients:

The mental block – people can’t believe that they can be paid such

What do people pay for?

They pay for RESULT. If you can move somebody from point A to point Z and move them faster and quicker than the person can move themselves then they’re going to pay you anything you want

How to get past this “limited” mindset:

  1. Believe that you’re able to give result.

Believe that what you’re offering can provide value to the marketplace. Your result can move the person to next phase of their life.

  1. Learn how to give people more value.

Believe in yourself that you can move somebody from Point A to Point B with what you’re offering.

Who are your high ticket clients:

  1. The person has the money to pay for your service
  2. The person must commit to their own result

How to find your high ticket clients when you start:

  1. Be clear on how much you want for your business.
  2. Create and package your product.

How much you want will determine how much you’re going to price your product service.

  1. Go online and begin to get people from social media platforms

Create an enticing lead magnet in order to get their email address. Invest in Facebook ads or Twitter ads because they give great returns.

  1. Build relationship with your clients.

People may not buy from you the first time so build that relationship with them by following up through email sequence.

  1. Sell a phone conversation first, not your service.

Don’t sell over the internet. For instance, a lead magnet can be an eBook and then invite them to a webinar. Don’t sell your service first but sell your conversation. You need to get them on the phone, not on the internet.

Biggest mistakes people make when going for high ticket clients:

  • Never being clear about what you want.
  • Not believing that what you offer can move a person from point A to point Z
  • Not having any marketing or sales funnel/process

The power of a good sales and marketing system:

It has to consistently, continuously, dependably, and automatically drive leads into your business every single day.

Johnson’s Major Takeaway:

You should be paid at something for what you’re doing. You need to up your game and up your price as well.

Episode Resources:

Get in touch with Johnson at www.clientsattraction.com.

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Content is King, Alzay Calhoun, Donald Kelly, Sales Podcast

TSE 423: 4 Questions You Must Answer Before Creating Any New Content

Content is King, Alzay Calhoun, Donald Kelly, Sales Podcast Content is king – it’s a popular maxim which you’ve surely heard of several times. True, content can translate into sales if and when you do it right; otherwise, content will only remain as just that, plain words. So I’m bringing in Alzay Calhoun today as he shares with us how you can create content so you can effectively convey your message across to your prospects.

Alzay Calhoun works with consulting firms and agencies and help them create content that attracts clients. He helps firms cross the gap with content becoming, not just content, but a salesperson.

Here are the highlights of my conversation with Alzay:

Alzay’s coolest sales experience when he was the customer at a restaurant

Are small business owners tricked into content marketing?

  • 1995 – Having a website was a cool thing to do for any company
  • 2005 – Having a website is expected for a company to have a website
  • 2010 – Google rankings are important and the need for consistent content

The problem is that this is not what you do so you get “tricked” into creating consistent content that it breaks your business model.

Don’t rush to content!

Posting or being available on one of the social media platforms and being in the content game will not replace your sales efforts. Get sales people in the field. Get back to your core business model before thinking about how to leverage content. Don’t abandon the phones.

The Bunchball Theory

Putting all your eggs in one basket and spending all your time there as opposed to minding your own business and the most effective places for your business

What is content for?

Content sets context for the conversation that onboards clients.

  • Be clear about what you’re using content for.
  • Clients need context, meaning they need to understand: what their own problem is in their own language and how you can help them solve the problem in their own world and in their own language.
  • You have to make sure the person on the phone is prepared to make a decision by getting them ready via content.

4 Main Questions to Help You Create Content that Sets Context:

The content you create needs to be addressing these four questions each and every time.

  1. What problem are you uniquely positioned to solve?

You’re solving a problem, not selling a service or offering advice. What is the pain? Be unafraid and unabashed about pointing to that pain. If someone has a headache, tell them they got a headache. Don’t be afraid to embarrass them. Courage and empathy are things people respond to.

  1. Why should I work with you instead of the obvious competition?

When you get too excited about your own business, you believe you’re the only company that offers what you offer. You’re wrong!  You must acknowledge that there are other options that your best client is already considering and you need to be respectful that they have a choice. Let them choose. Don’t take it personally if they don’t choose you.

  1. Who is in the most pain because they don’t have your solution?

Picture out somebody here is sitting at the desk right now who is having the ultimate headache because they haven’t met you or your company. Every night, they’re in tirade with their partner and short-tempered with their children because they don’t have a solution to this problem.

Ways to know who is the best person to sell to:

  • In your mind (quickly, gut-response), who is it best for?

Who is that somebody that pops into your mind? Commit to that person. Don’t talk yourself out of it and create four other avatars. Don’t outsmart yourself by doing a hundred pounds of research. Admit to who just came to mind for you and commit to that person.

  • In their world, what problems are they having and that you’re in a position to solve?

Admit to who you focused on. Are they male or female? Then talk to them like a male (if it’s a male) and a female (if it’s a female). Identify who’s in pain and speak to what their pain is. As a result, you receive empathy.

  1. How can you promise excellence to each client each and every time?

Before they even get started and pay you a dime, can you promise them excellence and is your heart clear about that? Is your conscience clean about that promise you’re about to make? Be clear about that and have that documented.

Be able to spell out what you do in steps and offer that as a set of steps and that you’re able to measure your success at each step.

Alzay’s Major Takeaway:

Empathy isn’t how you give it, it’s when they tell you they’ve received it. The test of empathy is if they say thank you when you get off a sales call and you feel empathy back from them. Then you’ve just separated yourself from the herd of other salespeople who reach out to them. You’ve proven yourself to be different and that’s what they’re after. Get all the way in there.

Episode Resources:

Connect with Alzay through www.covetedconsultant.com and download a PDF for more details about the four questions mentioned or schedule a consultation with him.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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Donald Kelly, Sales Habits, The Sales Evangelist, Planning

TSE 422: Building Effective Sales Habits

Donald Kelly, Sales Habits, The Sales Evangelist, PlanningEver wondered why your productivity levels are fluctuating periodically? Well, oftentimes, we are all governed by habits. Whether good or bad, productive or not, they could either help you increase sales or decrease sales – your choice.

Personally, I have transformed my habits to help me improve my performance and grow my business. In fact, I deleted my Facebook app on my phone and guess what?

The world did not come to an end!

So today, I’m sharing with you some tips and tricks to help stay focused and become more productive through building effective habits.

Strategies to get yourself organized and increase productivity:

  1. Get rid of distractions.

We all can get distracted easily. Start eliminating the things that were not being productive.

What I’ve done: I deleted the Facebook app on my phone. This way, it got difficult for me to have access to it since I have to go to my browser to access it which is annoying.

  • Look at the apps you use the most.
  • Look at certain triggers that tend to distract you from what you should be doing.
  • Schedule when you want to check social media. (ex. 15 mins)
  1. Turn off phone notifications.

The influx of text messages or emails can become unruly that this could get you easily distracted too. So change your phone settings and turn your notifications off. If there is something important, someone is going to call you. Focus on things that matter the most.

Your immediate Call-to-Action:

  1. List down everything you’ve done (morning till evening) on paper and write down the time it takes for you to do each activity.
  2. Time your activities with a stopwatch to see how long it took you to do those things. This way, you’re able to plot your schedule out and have more control.
  3. Remove distractions (as mentioned above.)
  4. Set up the time periods that you’re going to prospect. Then prospect. The same with other things you need to do during the day.

Today’s Major Takeaway:

Eliminate the things in your life that do not really matter and that are not going to help you be effective or productive. Time yourself to become efficient in each thing you’re doing.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

The Power of Habit by Charles Duhigg

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Ali Mirza, Donald Kelly, Sales, Marketing

TSE 421: Sales vs. Marketing…How To Make Them Work Together

Ali Mirza, Donald Kelly, The Sales Evangelist  People quite often say that “sales and marketing” is like oil and water. They don’t mix together. They don’t get along. My guest today, Ali Mirza shares with us how you can make sure your sales and marketing teams are working cohesively for one goal: success in your company. Find out how you can align them more effectively within your company.

Based in Atlanta, Ali Mirza is the President of Rose Garden Consulting, a sales consulting firm that helps sales professionals and sales teams increase their sales through training, coaching, and mentoring opportunities.

Here are the highlights of my conversation with Ali:

Sales and marketing are two different facets of an organization.

  • Many companies confuse these two things. They communicate and transition, but these are two separate entities. In sales, you generate revenue. You pick up the check. You are on the transactionary end of the business.
  • Marketing is the awareness side of the business.The people doing sales should be doing sales while the people doing marketing should be doing marketing.
  • One factor for the tension between sales and marketing is the lack of synergy in their KPI’s (Key Performance Indicators)

Strategies for building the gap between sales and marketing:

  1. Let marketing do all the indirect tasks.

When you let them do the lead generation, their messaging is always different from that of the salesperson’s. So let the marketing folks focus on all the indirect messaging with nominal input from the VP of Sales.

  1. Salespeople should be generating their own leads.

When you are the one generating leads and engaging in that activity, your messaging will be consistent.

Ali’s take on sales trends today and the impact of social selling:

  • The ones not concerned with sales don’t believe that traditional sales works.
  • Content does not always translate into sale.
  • If it’s a sale, treat it as such. Don’t make it any larger than it is.
  • Be human in front of your client.

The Conversational Methodology

  • Being human in front of your clients means having a conversation with your clients. Have the same mentality as if you’re speaking with your uncle where you talk and stand your ground.
  • Don’t start to climb up and start to become a robot doing ten different things and making no sense.
  • Maintain that frame of mind that you have with your uncle and just have a conversation. Just sit down and talk.
  • Whatever they tell you, speak to what they say and not try to remember what you’re supposed to say and how you’re supposed to handle objections. Just be a genuine, likable person and the sale will take place on its own if it’s meant to.
  • The best salespeople are just being their “natural self.”

What is divergent thinking?

Being able to think creatively and just in the moment, not with a regimented set of rules. Do that in sales and you would have the best numbers. Do not overcomplicate the sale. Just have a conversation and you’ll be fine.

A brief overview of Ali’s upcoming book:

Ali talks about his sales methodology of conversational selling which focuses on how to go back to a human frame of mind. Help people buy by understanding their needs. Ask enough questions. Nobody cares about you or your company. Just ask them questions, figure out what they want, and wind them up with that.

Ali’s Major Takeaway:

Be prepared for the conversation. Understand that you’re not being pushy when you go in for a close. If you’ve done everything appropriately leading up to that close and discovered the best solution for the person, if you do not close them and don’t appropriately help them, then you’re not doing them any justice. Closing on somebody is not being pushy.

Episode Resources:

Connect with Ali Mirza through their website www.rosegardenconsulting.com or Tweet him @RGCsales or on Facebook.

Prezi Business is a cool tool that can actually help bridge the gap between your sales and marketing. Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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Rapport, Help Feel Okay, Donald Kelly.

TSE 420: TSE Hustler’s League-“Help Them Feel Okay”

Rapport, Help Feel Okay, Donald Kelly. Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League which talks about how essential it is to make your customers feel okay and what you can do to make them feel okay. You want your customers to like and trust you. The last thing you want to do is make them feel uneasy at any point of your conversation. You have to keep them engaged. You have to make them feel that you understand them and that you care for them.

Why is it important to make your customers feel okay?

  • They’re going to feel a connection to you.
  • They’re going to call you less with issues.
  • They’ll find a way to be able to be of assistance to you.

The 70/30 Rule:

By this rule, it means that you have to speak 30% of the entire conversation while you let the prospect speak 70%. The point is to let them speak more than you. Let them talk about themselves because that’s what they love.

Ask engaging, thought-provoking, open-ended questions that will make a solid conversation.

Treat them as human beings.Treat them as intellectuals who know things about their organization.

Compliment them.

Keep It Simple

Don’t use buzzwords. Avoid using terminologies that are complicated. You may be used to these words internally but people on the outside of your industry may not have any clue about what you’re saying so they won’t be engaged in the conversation. They’re going to zone out. So make it as simple as possible for them. Speak in a way that a child can understand what you’re saying.

Episode Resources:

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

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Take Action, Hurricane Matthew, Podcast, Donald Kelly

TSE 419: Sales From The Street-“Take Advantage Of Opportunities”

Take Action, Hurricane Matthew, Podcast, Donald KellyToday, I’m going to share with you some insights that I’ve gleaned from the recent hurricane that has hit us in South Florida this past week. These are simple yet powerful strategies to help you increase sales by tapping into opportunities presented to you.

Problem:

The last time a hurricane has seriously threatened south Florida was 10 years ago which caused huge devastation and that prompted the need for hurricane shutters. Unfortunately, no one has used their shutters since then. Who’s going to use them anyway when it’s all nice and sunny, right? Fast forward to last week… A hurricane was imminent and people didn’t know how to put up or use their shutters.

Eyeing an opportunity:

So there was so much “pain” around that somebody needed to solve. Apparently, some smart individuals saw this as an opportunity for putting up hurricane shutters. They then started offering this service and charging people.

My point: Find people who are doing it already and have them do it.

These people have taken advantage of this opportunity instead of worrying about whether something’s going to work or not.

My next point: People CAN do it but they don’t necessarily WANT to do it.

Personally, I did it myself. I was on the ladder and was putting the shutters up and it was scary. But why the heck was I doing this when instead I could have taken advantage of the opportunity which others have done (this is what I’m going to do next time for sure).

So here are some key takeaways that you can apply to your own selling:

  1. Don’t think like yourself. Think like your customers.

Quite often, we neglect opportunities thinking that it’s not going to work. Don’t think like you would for your prospects. Don’t talk yourself out of it either. Instead, think about your prospects and their business.

  1. Do not sell on price. Sell on value.

Don’t lower price based on thinking people are not buying because of price. Instead, express value a little bit more and people would be willing to pay for it.

  1. Look for triggers in your clients.

Look for things that trigger the customer’s “state of emergency.” What could trigger challenges that you can solve uniquely for your clients? Write down possible trigger opportunities which you may use effectively for your product/service. Have them internalize these trigger opportunities.

Episode Resources:

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

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Steve Cook, Donald Kelly, Sales Manager, Sales Team Improvement

TSE 418: Learn How We Blew Our Sales Revenue Out of the Roof By Doing a Few Little Changes

Steve Cook, Donald Kelly, Sales Manager, Sales Team Improvement Today’s episode is primarily about how you can disrupt the selling game by creating a model that is different than what other people are doing. That’s why I’m bringing in Steve Cook on the show today to talk about how his newfound approach to door-to-door selling has blown their sales revenue out of the roof, so to speak.

Steve is the Director of Sales Training for a solar company in New York. What started out as a door-to-door summer sales job has now turned into almost a four-year career. Being the third employee of the company, their organization has now grown heavily, consisting of over 350 employees as of to date. This means growing their revenue from $1M to now over $250M in just a period of 2-3 years. Wow!

Here are the highlights of my conversation with Steve:

Sales strategies to help increase your sales:

  1. Build a relationship up front.

Build relationships of trust (BRT). Disrupt the market by doing things beyond the norm. Change things up by building relationships of trust upfront. Become friends with them before you even talk about sales or about your product.

  1. Filter your market areas.

Once you find one area to work on, make that your little honey pot and go back and forth. Become the “mayor” of your area.

  1. Utilize the power of name-dropping.

Once you’ve gotten to know people, start name-dropping. (“I talked to Susan. I talked to Joe. They’re really interested.”) Then start the conversation from that point.

  1. Avoid using the word “sales.”

Break the stigma of the word “sale.” Instead of saying “sale,” say you sign someone up. Have that mindset that you’re educators, not salespeople.

  1. Don’t be afraid to ask for referrals.

Signing people up will start to drive the referral game. Follow the direct approach and ask who you could go talk to right now. Generally, people you’ve built trust with would be willing to just give you anything.

  1. Kill the concern before it arises.

Especially for the skeptics, kill those concerns upfront. It enables you to get rid of the speed bumps up front that you know are going to happen.

  1. Help people feel comfortable about what you’re offering.

The Team Approach: Disrupting the game of door-to-door selling

Have a set or closed model within the industry. What Steve did was that he created a model by splitting his salespeople into two specific roles:

  1. Ambassadors or setters

These people go door-to-door and essentially take the role as being the door-to-door people setting appointments.

  1. Closers

These people are trained on a level where they’re able to answer all questions and sell through the A-Step Closing Process that Steve created. (Steve was closing 95% of the people he sat with and out of that was only 5% cancellation rate)

The Baton Pass: One way to create raving fans

Focus on high-quality “baton pass” for individuals. This allows each individual to focus on their leg of the race and give their 100% in that one specific thing they’re doing as opposed to worrying about doing all legs of the race resulting in a depletion of energy and focus.

Steve’s Major Takeaway:

Don’t be afraid to be different than what the industry is saying. Create meaningful relationships with your customers upfront and this will change the entire game. It takes a lot of courage and patience and a plan. It takes a lot of hard work. Try it and stick to it.

Episode Resources:

Connect with Steve Cook on Facebook and LinkedIn.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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5 Hour Work Day, Donald Kelly, The Sales Evangelist,

TSE 416: Why You Should Consider The Five-Hour Workday

5 Hour Work Day, Donald Kelly, The Sales Evangelist, Stephan AarstolWhat if you only had a 5-hour workday? But that’s not what we’re taught here in the United States, right? But what if… just what if you could get all your work done in 5 hours each day so that you could spend the rest of your day just chillin’ like a villain. Who wouldn’t want that?

My guest today, Stephan Aarstol, is doing exactly that with his company while achieving massive success. Work smarter, not harder.

Stephan is the Founder and CEO of Tower Paddle Boards, a beach lifestyle company. Two years after its creation in 2010, they were on ABC Shark Tank where he got an investment from Mark Cuban, actually being one of his best investments from the show when he invested $100,000 in lifetime sales. Since then, they’ve done over $20M – wow! and moving on to become one of the fastest growing companies in the US.

About a year and a half ago, Stephen has moved their company over to a five-hour work day. Did this compromise the company’s growth? Apparently, no. Their revenues ironically grew 42% the first year of doing it.

Stephen is the author of the book The Five-Hour Workday: Live Differently, Unlock Productivity, and Find Happiness.

Here are the highlights of my conversation with Stephan:

Understanding the 8-hour workday history:

  • Working back in the days was a curse
  • 1600’s – Religious institutions creating the mindset that you need to work to produce stuff
  • American settlers came to get shift into the entrepreneur lifestyle
  • Today, work in the US has become one-dimensional
  • 8-hour workday invented by Henry Ford in early 1900’s as a response to the industrial revolution and as a recruitment and retention strategy (prior to that, Americans worked 10-16 hours a day in factories)

Fast forward to today….

We’re still working 8 hours a day when that concept was actually invented for factory workers a hundred years ago. People are sedentary at the desk for even 10-12 hours a day resulting to health issues.

We need a reset.

Stephan has decided to take his 10-million company into a 8-hour workday. Going faster, working less, and improving their quality of life 10X!

Daily Time Pressure + Increased Productivity = Better Lifestyle

The average knowledge worker in America gets 2-3 hours of real work done. Change work from being managed by time to being managed by productivity. Then you can put time pressure on your team. Employees then force themselves to work faster because they will be expected to do the same amount of work done or else they’re going to be fired.

Results:

People will then creatively think how to work faster and eliminate distractions.

This forces people to identify productivity tools. (Visit www.fivehourworkday.com and get the first 50 pages of the book for free as a download to know about some productivity tools)

Working to Live NOT Living to Work

  • Different countries have different work lifestyles: America’s response versus other countries (Germany is clearly getting this!)
  • Breaking the mindset of working more to be more successful
  • It’s all about productivity – shrink the day and make people more productivity
  • Happiness is the new productivity tool.
  • The point of life is not work: 70%-80% of people in America are dissatisfied with their job and consider work as work
  • The reason we work is to improve our quality of life
  • Moving from a mindset of scarcity to a mindset of abundance

Interesting fact:

Child happiness in the US ranked 26th (out of  the top 29 industrialized countries in the world) – why are kids unhappy? Parents are working too much.

Reset how you go about maximizing quality of life.

Stephan’s Major Takeaway:

Have an open mind about the five-hour workday. Doing this could win you on both fronts – the quality of life and increasing productivity. There is a way you can have both. It seems counterintuitive but the world has completely changed in the last 3-4 years. We need new ways to work.

Episode Resources:

www.FiveHourWorkday.com

www.towerpaddleboards.com

Connect with Stephan on Twitter @stephanaarstol twitter

Stephan’s book The Five-Hour Workday: Live Differently, Unlock Productivity, and Find Happiness

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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Image, Message, First Impression, Donald Kelly

TSE 417: Three Fundamental Sales Principles You Should Implement

Image, Message, First Impression, Donald Kelly It’s interesting how we tend to overlook the fundamental things we do in sales thinking that we already know them anyway. The real question is: Are you even doing them?

Today, I’m sharing with you three basic principles that I highlighted from an experience I had while I was preparing last week for the coming of Hurricane Matthew here in Florida. I was at the grocery store to get me and my wife a 72-hour kit and some last minute things. Meanwhile, we met two young men selling coupon booklets just outside the store. I noticed some things lacking (which were actually basic) that if they had only applied these would have otherwise given them amazing results.

So I gave them some free 10-minute coaching where they put it into action and that helped them make a sale.

Three Fundamental Sales Principles You Should Implement:

  1. Open your mouth.

Making eye contact is key. But doing just that without opening your mouth and basically not doing anything about it would mean missed opportunities. It’s not about pushing something on them. It’s about giving them the opportunity to say yes or no. Don’t rob them of the opportunity to improve their business.

Give your clients the opportunity to buy.

Express to them the value of your product or service and give them the opportunity to say yes or no. Give them that power. People don’t want to get sold, but they love to buy. You get higher retention rate when people feel they’re in control and they exercise their buying power.

  1. Image is everything.

Make sure you look good. Make sure you look the part. Why?

  • It gives validity to your story.
  • It helps you build trust.
  • It enables clients to use more of their senses to help them agree with you more.
  1. Have a simple message.

Your message should be simple, has value, and that’s going to share some unconsidered need. An unconsidered need is something that the prospect may not know that your product or service can solve them.

Episode Resources:

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

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Donald Kelly, The Sales Evangelist, Sales Training

TSE 415: TSE Hustler’s League-“No One Wants To Be Sold”

Donald Kelly, The Sales Evangelist, Sales Training Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you really want to succeed in selling – having the right mindset.

Think about the prospect. Don’t sell to them, they want to buy!

As Jeffrey Gitomer said way, way back in Episode 1 of The Sales Evangelist,

“People love to buy but they hate to be sold.”

And we all know this to be TRUE. We hate to be sold. You don’t say you got sold, right? Rather, you say you bought this car. You bought this and bought that. You were not sold. It is therefore important that we do not put this on the prospect with a mindset of selling to them.

Again, remember the Platinum Rule:

“Treat others the way that they would like to be treated.”

So you see, it’s not all about you. It’s not just about making the sale and getting your commission. Change that mindset.

  • Can you get your client what they want?
  • What can you do to get your client this solution that’s going to solve this big headache in their organization?
  • What can you do to help this individual get the right apparel for this business meeting?

 

Think like your prospects.

If you can think like them and you could offer something a prospect according to what they want, NOT what you desire to give them then you will reap greater results in the end.

As Maya Angelou says,

“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

 

Strategies for successfully engaging with your customers:

  1. Listen.

This is one of the greatest ways to show that you’re listening to them. What do they need? What do they want? Can you help them with? Bring up something they’ve mentioned before. This shows them that you really indeed listened to what they said and that you’re genuine about helping them.

  1. Make eye contact.

This makes you genuinely connect with your prospects and it shows you’re paying attention to them and that you care.

  1. Set the rules before you play the game.

Many customers already have their guards up thinking that you’re selling them something. Therefore, find a way to let them know that you’re not there to sell them something if they’re not into it.

Shatter this barrier and ask your prospects to tell you that you’re not a good fit if they feel so. And vice versa, respectfully ask them if you could do the same if you deem that it’s not a good fit.

This way, you’re framing this conversation in a way that you’re giving them an opportunity to get out of this right away if it’s not a good fit. There is still this window of opportunity here since they could either refer you to somebody else or you could refer them to someone else who could solve their problem. This then shows your clients how genuine you are and that you care for them.

Bottom line: Make sure they know you’re there for their best interest.

Episode Resources:

Go back and listen to TSE 001 interview with Jeffrey Gitomer

The Sales Evangelist Interview with Patricia Fripp

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.

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Account-Based Marketing, Sales Professionals, Sales People, Morgan Ingram, Donald Kelly

TSE 414: Sales From The Street-“Account-Based Selling”

Account-Based Marketing, Sales Professionals, Sales People, Morgan Ingram, Donald KellyToday’s guest on Sales from the Street is Morgan J. Ingram, the Sales Development Representative (SDR) Team Lead at Terminus, a account-based marketing platform that helps B2B marketers.

Morgan is giving us an overview of account-based selling and see if this would be something you can do, why this can actually improve your selling and increase your pipeline, and lastly, how to make sure you get results from it. This and more… happening now.

Here are the highlights of my conversation with Morgan:

What is Account-Based Selling?

  • Identifying the key personas and key accounts you want to get in front of
  • Understanding who you’re reaching out to
  • Lets you focus on key accounts and close business

Can anyone take part of account-based selling?

  • Yes. The sales industry has now turned more into a consultative role
  • Understand the pain points of the company
  • Understand what the industry is about to be able to provide the solution they need

Strategies for an Effective Account-Based Selling:

  1. Figure out your product and the solution you provide.
  2. Identify your Ideal Client Profile (ICP)

Understand what industries you’re trying to get in front of. Figure what industries you need to  get into that best fit with your product. Find out which companies that relate to the problem you’re trying to fix. Who do you need to target? Note: This can develop and evolve over time since companies develop over time too.

  1. Understand who the decision-makers are in the process.

Identify who you’re targeting. Do the sniper approach over the machine gun approach.

  1. Tailor your message specifically for your key personas.

Your messaging is going to be different for the different personas in an organization since the KPI’s of a demand generation manager are going to be different from those of the marketing managers. Their roles are different. So understand the industries you’re reaching out to so your message is tailored to them.

  1. Stay on top of mind as long as you can.

If you see you’re a good fit, stay on top of that person as long as you can and differentiate your messages. Change your message every single time you reach back out

  1. Understand your tiers and focus on your A and B tiers.
  • Tier A: Awesome customers you think you can have. You can see your competitors working with them or they’re the industry you’re looking at and has seen the most success in.
  • Tier B: They have things that are not working or are not fruitful that you can provide a solution to.
  • Tier C: They just don’t fit.
  1. Understand the science of what you can provide, how you can be human, and how you can get in front of them the right way and that’s on their terms.

Some people who will never the phone but reply to messages on LinkedIn or Twitter. So think outside the box and understand the science of how you articulate your message different than your customers.

  1. Do more research.

Look at the specialization. Do more research on the company you’re reaching out to, their success and accomplishments, awards, etc. Use that information it and leverage it in a way outside the box. Use that as a story to lead them to where you need them to go.

Resources you can tap into when doing research:

  • LinkedIn
  • Google
  • Twitter

Unique ways to get in front of an account:

  1. Be disruptive.

Be disruptive in a sense that they pay attention to you have to say. You are different from the market that they would have to take time in response to what you’re saying.

  1. Tools you can use include:
  • LinkedIn
  • Video emails – Allows them to see you that you’re human

Morgan’s Major Takeaway:

Understand your industry and be in the head of the person on the other side of the phone. Make sure you’re reading the current trends of the market you’re in and your role to continue to grow and get better. Understand the problems and solutions you provide.

Episode Resources:

Connect with Morgan on LinkedIn, Twitter @morganjingram and Instagram.

Check out Morgan J. Ingram’s YouTube Channel, The SDR Chronicles where he talks about his journey as an SDR and get some tips and tricks from him.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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. Get your team together and look at it.

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!