Archive Monthly Archives: May 2017

Reciprocity, Donald Kelly, The Sales Evangelist

TSE 582: Reciprocity Still Works… Even at 7/11

Reciprocity, Donald Kelly, The Sales EvangelistDoes ethical bribe still work? How does the concept of reciprocity help you in generating more sales? Believe it or not, there are some social triggers that actually cause people to buy from you whether they like you or not. And that’s part of human nature. All this and more in our episode today.

The 7/11 Experience

I went to a local gas station the other day.I was going to buy a bottle of water but the whole system was down. There were three other stations around this area but I chose this primarily because of convenience. It was located on the side of the direction I was headed. So I went across the street where there was another gas station and I went over to 7/11. This gentleman behind the counter was super nice and we chatted as I was trying to check out.

After I got two bottles of water, a quick snack, and some gas, he took the plastic bag and handed it to me in a way that I can grab the handle easily, holding it with two hands, and he told me sincerely, “You’re a good man. God bless you.” Man, it was the way he said it. It was a very simple gesture. He simply thanked me but it was that sincerity that came through.

Customers Buy From Who They Know, Trust, and Like

I’ve read this concept before that if people give you a sincere compliment, you tend to feel a certain kinship or some kind of obligation towards that person and they become more favorable in your sight. This simple act made me think that I should come back here and I should be telling more people about it. I want to come back. I want to see him again. He made me good about myself. He made me feel good about spending money in his store.

Before, my criteria of purchase were based on convenience to me. Now, I’d have to consider whether they are like that guy at 7/11 across the street. Their price might be a little higher but he’s a nice guy so I’d chose to purchase from him.

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The Concept of Reciprocity –  A Social Trigger

When you go above and beyond your call of duty., this makes your customers feel some kind of obligation towards you. This concept is in the book, The Science of Selling by David Hoffeld.  And this book, David mentioned this study done by behavioral scientist Dennis Regan where he found that if people were given an unsolicited bottle of Coca-Cola just before they made a purchase for raffle tickets, they purchased twice as many raffle tickets as opposed to those who weren’t given a bottle of Coke. It was no longer a matter of whether they liked him or not but it was because of this obligation that they felt the need to reciprocate what was given to them. This person did something for me, so I should do something for them.This is a social trigger that’s part of the nature of human beings.

It was no longer a matter of whether they liked him or not but it was because of this obligation that they felt the need to reciprocate what was given to them. This person did something for me, so I should do something for them.This is a social trigger that’s part of the nature of human beings.

Do Bribes Still Work?

Yes, it does. I used to work in the medical field where we would normally give customers game tickets, food, flowers, little trinkets and whatnot. In my mind, it was a waste of money. But remarkably, it worked. It doesn’t matter what you give but it’s the fact you gave something. This pushes the individual to think that they need to give something back in return.

Strategies for giving value even before the sales process:

  1. Give out content.

Do research and come up with content, for example, 15 Things You Need to Know Before Buying a Car or whatever is related to your business.

  1. Think outside the box.

A previous guest here on the show did a research on the potential prospects, specifically how many people were there in the marketing department. He went to Starbucks, brought some drinks and wrote their names on it. He then gave those to the security to deliver it. As a result, he was able to schedule a meeting with them. All this because there was something he gave prior to the selling process.

My friend, Jared Easley, sent a ball in the mail to a famous author and this author then he was able to connect with him. It wasn’t because of this author like the ball, but it was this simple gesture that made Jared stand out.

  1. Find out something they appreciate the most.

Go to Amazon and look for something they may like and send it to them. It could be a baseball hat or something representing their favorite football team. If the deal is totally worth it, go out your way to look for things. It’s this social trigger that happens to human beings.

Today’s Major Takeaway:

Think outside the box. What kind of value can you bring to the table in the early decision process? Are you able to provide key insights before starting the process?

Episode Resources:

Join our online workshop this week, 5 Simple Strategies to Increase Your Win Rate and get real stuff you can apply and implement into your business!

Dennis Regan’s Study on Reciprocity

The Science of Selling by David Hoffeld

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Joshua Esnard, Donald Kelly, The Sales Evangelist Podcast

TSE 581: Take Action on Your Dreams!

Joshua Esnard, Donald Kelly, The Sales Evangelist PodcastRecently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have him on this show.

Today, he shares with us some of the sales principles you can take to help build value to your own customers. And if you have some idea that’s been sitting there for a long time but you’re too afraid to take action, listen and be inspired!

Here are the highlights of my conversation with Joshua:

What is The Cut Buddy?

Joshua’s company, The Cut Buddy, is a multi-curve hair grooming guide that allows people to edge up and shape up their beards and hairlines quickly, easily, and help them save money or even earn money. The Cut Buddy was something Joshua invented when he was 12 years old and it’s just the first one of the many inventions he has drawn over the years.

Going Viral!

Through coupon promotion deals he’d set up, it sent him into viral activity from 5-10 sales per day to 80-400 sales per day. One of his affiliate videos got shared on one DIY site which now has 11 million views (at that time, it hit 5 million views in an hour). Upon checking his emails, he found 2,000 orders when he only had 200 products.

Consequently, they gave people two options. First was to give them a free second product and second was to give them a full refund. Most of them took the first option.

And The Music Started Playing…

As a result of this viral phenomenon, he had to Joshua had to quit his job a month a half later. He hit #1 Bestseller on Amazon and he has been featured on famous publications such as GQ, Forbes, Black Enterprise, and NPR. Currently, it’s still the top selling product on Amazon and they’re looking to hit retail really hard and partner up with barbers and hairstylists.

Joshua’s advice to those sitting on an idea:

  1. Write your idea down and address it gradually.

Don’t force yourself to try to be an inventor or entrepreneur. It takes time. Develop your ideas over six months or so. Don’t try to force it and try to save the world in one day.

“One percent every day ends up being something great at the end of the year.”

  1. Don’t speak about it to other people.

The majority of people can’t see the picture you’re building in your head so they will always discourage you on being an entrepreneur. If you plan to move forward, just don’t listen to them.

How to effectively pitch to your affiliates:

  1. Build customer profiles.

You don’t pitch an affiliate just because they have followers on YouTube. Draw out your customer profiles. In Joshua’s case, they are the fathers and mothers who cut their children’s hair, the college student who’s broke, the barber or salon stylist in training, the guy with a beard, the professional into grooming who has to shape up their hair before their meetings.

  1. Find your affiliates.

Build these customer profiles and based on those keywords you extract, these are the keywords you use to search on Google for your affiliates. For example, Joshua searched “beard grooming” and then it came up with one of his affiliates. So he looked at his following and the products he was selling. Then on he got their email on YouTube upon following them.

  1. Throw the right pitch.

The most important part of your pitch is what’s in it for them without asking for too much. At the end of the day, how are they getting paid? Lead with that beyond the fact that you’re an inventor. You’re helping them with their career as well.

  1. Stack them up with benefits.

Reach out and offer them a coupon code to help their clients get a 10% off and that’s going to draw a lot of people to their video.

Then offer them a second benefit that if someone uses the coupon code, you will pay them, say $1.50 on each sale.

You’re basically stacking benefits for them so there’s no way they can say no. They’re shooting videos every week. They want more followers and no one’s going to say no to some money. So there is no risk involved!

  1. A Mutual Relationship – Zero Dollar Marketing

Basically, they’re already doing their thing and you just want to leverage their following and make sure they’re taken cared of and at the end of the day people are ordering your product and the awareness is growing bigger.

Joshua’s Major Takeaway:

Whenever you’re ready to build a castle, make sure that you are ready for everything that’s going to happen to that castle. It’s guarding a treasure which is your patent or service or craft. Start by thinking of how you build a castle.

Build a wall. Protect your idea and your patent.

Build a beacon system. If there’s going to be viral activity, you have to be prepared. You have to have a glove that can catch a homerun. Don’t open a shot if you’re not willing to accept certain kinds of payments or you’re not able to take on inventory issues. Just be sure to account for that in the beginning before you even start. Make sure everything is prepared and you’re ready to catch that home run ball.

Episode Resources:

To know more about Joshua, check out www.thecutbuddy.com and follow him on LinkedIn, Instagram, and Twitter.

Join our online workshop next week, 5 Simple Strategies to Increase Your Win Rate and get real stuff you can apply and implement into your business!

The Science of Selling by David Hoffeld

NPR’s Podcast, How I Built This

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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Donald Kelly, The Sales Evangelist, Sales Podcast

TSE 580: TSE Hustler’s League-“Executive Language Part 2”

Donald Kelly, The Sales Evangelist, Sales PodcastToday’s episode is another snippet pulled out from one of our training sessions over at the TSE Hustler’s League where we focused on speaking the language of executives. This is actually part 2 of this two-part series. If you haven’t yet, check out part 1 of this episode back in TSE 575. Our upcoming semester is in June and we’d love for you to join us!

Strategies for Reaching Out to Executives:

  1. Learn the language.

Prepare as much as possible in understanding business acumen and business strategy, what they’re trying to do and how they’re trying to grow the company.

You want to focus on the top level so you have to increase your competency in business and financial acumen, which means understanding financial documents. Learn the difference between a balance sheet and the profit and loss statement, or an income statement. How can you speak with an executive who is focused on that? This increases your confidence so you won’t be a fish out of water when they start talking to you about that.

Especially if it’s a publicly traded company, you can look into their website and check out their balance sheets, income statement, profit, and loss. Look at those things to learn some stuff. You can also check out YouTube for some tutorials on how to read a balance sheet, etc. Your goal here is to increase the quality of the story to make it more compelling.

  1. Bring value to the table.

Use social tools that you may introduce into their company. Try to find a way that you can bring in your product or service.

  1. Talk about the things that managers talk about.

Look at the company responsibilities of a manager on LinkedIn and instead of talking about those things, talk about it and they may just refer you to their executives.

  1. Practice.

Do some role plays within your company or with someone as you’re trying to have those executive conversations. If it sounds like you’re only speaking to a manager, tweak yourself and improve. Make a bunch of phone calls and try to speak to these executives so you’re able to practice it.

Today’s Major Takeaway:

Find ways to have more strategic conversations and this will lead to more discussions and eventually to conversations about your product.

We’re doing an online workshop next week, 5 Simple Strategies to Increase Your Win Rate, where you will get specific takeaway actions you can readily apply to your own sales process.

Episode Resources:

Join the TSE Hustler’s League!

TSE 575: Executive Language Part 1

The Science of Selling by David Hoffeld

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Networking, Sales Lead Generation, Business Development

TSE 579: Sales From The Street -“I Discovered Networking”

Tiffanie Kellog, The Sales Evangelist, Donald KellyAs salespeople, we tend to not do the things that we know we need to do and networking is one of them. Unfortunately, many people are scared of doing it because they do it the wrong way or they just don’t know how to do it. Networking is a tool for you not to sell, but to build relationships to get tremendous amounts of sales opportunities later on.

Today’s guest is Tiffanie Kellog and she’s going to teach us a thing or two about generating new business for our pipeline. She talks about how she was actually able to do this as a small business owner so you too can glean insights from her.

Here are the highlights of my conversation with Tiffanie:

One of Tiffanie’s challenges while starting out:

  • Not knowing how to get business

Tiffanie tried cold calling and eventually found networking to be very effective for her. As you can see, there are many avenues for you to grow your business.

Benefits of Networking:

  • Makes the sales cycle shorter by involving others in the process
  • There’s a room full of people that could potentially be referring you business and bringing people into the buying process

The Networking Disconnect

Most people go to a networking event thinking how many people in the room they could sell to.

Networking is about creating relationships.

Tips for choosing networking events:

  1. Who will be at that event?

Is your ideal client going to be there? Or is somebody who can refer you business going to be there?

  1. Talk to others in your network.

If you have somebody in your network passing you a decent amount of referrals, ask them which groups they belong to and ask them to take you along with them. Find out from clients you love what groups they’re a part of. This could be a chamber of commerce, a meetup, a social group, or an alumni association. It’s not just limited to the business. It’s about finding out where your ideal clients and your ideal referral sources hang out.

  1. Check out Google.

Search on Google or ask your friends on Facebook about possible networking events you can go to.

Networking Strategies:

  1. Don’t give out your business card to everyone.

If you’re giving your card out to everyone you meet, it’s called in-person spamming. And nobody wants that. Instead, only give out cards to people who ask you for them. Wait till they ask you for your card or till they have a curiosity.

  1. Set a goal of connections you want to make from that meeting.

Set a goal for how much time you have in your calendar for follow-up meetings

  1. When you schedule your networking event in your calendar, also schedule your follow-up time in the calendar.

Doing this will help you determine how many people you want to meet. It’s good to meet a bunch of people but if you never follow up or get in touch then you’ve wasted your time.

Results Tiffanie saw after implementing these networking strategies:

  1. Spending less time at networking events

Because Tiffanie had a goal and a purpose, she could just get in and get out of the event.

  1. More focused on her followups

Instead of looking at that stack of cards on her desk from two months ago, she has already taken care of it the next day or within two days of the event

  1. Tiffanie was able to start building those relationships

Networking is not enough for people to come to you. Rather, it’s just a stair to get you closer to the relationships you need for them to pass on those referrals.

As a result of effective networking, Tiffanie now has two business: Fast Break Marketing, a promotional products company which her husband now runs and a consulting business where Tiffanie works with entrepreneurs to create referrals to lead to amazing business.

Tiffanie’s Major Takeaway:

As you go to a networking event, create the intention of exactly what you’re looking to get out of the event. Remember, it’s not about selling. It’s about creating relationships. How do you do that at the event?

Episode Resources:

To know more about Tiffanie and all the cool things she does, visit www.TiffanieKellog.com or connect with her on Facebook to get access to more referral and networking tips.

Fast Break Marketing

Check out Tiffanie’s book, 4 1/2 Networking Mistakes

Join our online workshop, 5 Strategies to Increase Your Win Rate

The Science of Selling by David Hoffeld

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.

Hire Tiffanie as a Speaker

Richard Smith, Refract, Donald Kelly, The Sales Evangelist

TSE 578: How to Use Technology to Better Coach Salespeople

Richard Smith, Refract, Donald Kelly, The Sales EvangelistCoaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he shares with us how you can use technology to better coach people.

Richard has been in sales for almost ten years selling SaaS solutions to SME’s and organizations. Currently, he is the Co-Founder and Head of Sales at Refract.tv, a UK-based technology company that specializes in sales coaching and feedback technology for calls, demos, and emails. He is passionate about sales development and changing the broken culture and mindset towards sales coaching.

Here are the highlights of my conversation with Richard:

Coaching as a human-to-human experience

Technology is not here to replace the role of a sales coach. Coaching is a very human-to-human experience. Instead, technology is used to enhance the overall experience of coaching sales people and to take the impact of coaching to a completely different level.

The importance of using technology to make coaching effective:

  1. Overcoming time barrier.

Today, coaching no longer has to be done where you have to sit next to a sales rep but you can do it when you’re commuting on the way to work or when you’re sitting at the airport or while you’re doing your administrative tasks.

  1. Measurability

The actual challenge in coaching is the lack of any level of measurability. Without having strong measures in place to show the performance of your sales rep and you’re not able to see the notable difference, it just becomes a waste of exercise as managers don’t have a real way of tracking, measuring, and looking at its impact. Using technology, you’re able to measure the impact of coaching as well as see how individuals and teams are improving as a result of that coaching.

About Refract.tv

Refract.tv focuses on the interaction between two people and get managers the ability to get closer to understand what that interaction looks like so reps are able to better initiate valuable conversations.

They provide insights into how their reps perform in sales conversations through recorded sales calls or looking at how they would react in certain sales situations. The managers are then able to give feedback on those interactions and share best practices.

  • What are the things the sales rep says to the prospect that resonates well and what things do not resonate?
  • What are the key and missed opportunities on the sales conversation?
  • How can salespeople best handle objections and how they can better understand how to handle common objections they get?

How they can help sales managers:

  • To get managers closer to understanding how salespeople interact with prospects
  • To address the mistakes made on those interactions and show them what “good” looks like

Remote Coaching

Coaching doesn’t have to be this face-to-face experience. More and more people are now working remotely. As a result, the time managers have to coach their people in person almost doesn’t exist anymore.

You can still then add significant value as a sales manager to the development of your rep by embracing technology.

Even with geographical barriers, coaching can be done more regularly than you’ve experienced before if you sat in the same office with that sales rep since you’re now able to coach whenever you have time and the availability.

Coaching Sales Teams of All Sizes

Nobody should be exempt from sales coaching. Coaching is the single, quickest way to get more out of your existing team. Technology can have varying levels of impact depending on the size and geography of the team.

Great Strategy for New Reps

Build up libraries of best practice interactions and best practice sales calls and have those ready and available from day one of that new sales person coming on board and you can significantly reduce the ramp time of your new rep since they’re able to learn quicker and get confident quicker.

Richard’s Major Takeaway:

Start to take coaching more seriously than you are doing now. Most sales team prioritize making more sales or getting sales teams performing better than they are now or increasing your close rates. But the only way to do that is by taking coaching more seriously and getting coaching built in to be a cultural part of your week. If you can do this across your sales team, you’re going to get powerful results long term than just ordering your team to make more dials or send emails.

Understand the importance of coaching and put some time aside on your calendar every week or even every day to do a little bit of coaching with your sales reps. The more you do it, the more results you’re going to get and you will have a higher producing team.

Episode Resources:

Learn more about Richard on www.refract.tv or shoot him an email at richard@refract.tv. Connect with him on LinkedIn or Twitter @richard_refract.

The Science of Selling by David Hoffeld

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Scarcity, Donald Kelly, The Sales Evangelist Podcast

TSE 577: How to Incorporate Scarcity When Selling

Scarcity, Donald Kelly, The Sales Evangelist PodcastToday’s episode is about scarcity, why it’s important, and how it can actually help you even when you’re selling. One of the members in our Facebook group, The Sales Evangelizers, actually posted this question concerning scarcity so I want to specifically touch on this today.

Not only in the real estate world, there are so many industries wherein buyer have so many options so they don’t necessarily need you or your company since they can find the same thing elsewhere. So how do they do business with you?

A Scarcity Study

A study done in 1977 and published in the Journal of Personality and Social Psychology entitled Physical Barriers and Psychological Reactance: Two-Year-Olds Response to Threats to Freedom where the researchers took a group of 2-year-old kids and took two cool toys, putting on behind a clear plexiglass and the other right next to the plexiglass. The bigger kids were able to reach over the plexiglass and get access to the toy while the others had to walk around to get access to the toy. The toy that was out of reach actually drew the most attention to those who didn’t have the capability of reaching over to get access to the toy. So why didn’t they just grab that toy next to the plexiglass to save them of all this time and effort?

The same thing applies to us and the buyers we’re going after. In real estate, for example, people can sell their houses anywhere and there different resources and companies that can help you sell your house. But what can you do to bring in scarcity to they want to work with you as a realtor or as a seller?

Value through Education

We have to be masters at providing value to our clients through providing education. No two sales are created equal. Figure out a way for you to convey to your prospects the importance of education you have to offer. This could be in the form of blogs, website, or by addressing the topic straight up.

The Potential of Loss

People actually pay more attention to what they may lose as opposed to what they may gain. They are more willing to focus on things where there is a loss tied to it. So try to figure out a way to provide good education either through video or content or when you’re meeting with the prospect. Formulate questions you can ask to educate them and show them that you have knowledge of your industry and the potential of losing.

People hate losing money. Find a way where you can talk about the things they could lose and make them think about the potential of losing something.

Incorporate Deadlines

Another tool you can use to present value is through incorporating time in your sales process. If possible, present studies that are able to show how, for example, a house in the market for an x amount of time would decrease in the potential sale price and then show them how you have sold homes with an x period of time which is outside of that range, hence their house won’t decrease in potential value.

Scarcity of People You Work With

You may also make your clients understand that you only work with x amount of clients at any given time or talk about the clients you’re working with. Talk about the limit of people you can work with.

Do you have any idea of how you create scarcity? I’d love to hear your thoughts about this topic. Simply go to The Sales Evangelizers and drop us a line or two.

Episode Resources:

The Science of Selling by David Hoffeld

Join our Facebook group, The Sales Evangelizers

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.

Physical Barriers and Psychological Reactance: Two-Year-Olds Response to Threats to Freedom

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist Podcast

TSE 576: How I Grew My Company Using Instagram and My Smartphone

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist PodcastAre you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be it. either way, learn from our guest today, Chris Jones, on how he actually built a company, an activewear business, with nothing but a phone and his Instagram account. Chris is going to share with us some Instagram strategies and tools to help you generate more leads.

With a background in direct sales, Chris is currently focusing on two projects, an activewear brand, Bec Sport, and a blog, www.unoboy.com about his exploits in eCommerce and trying to sell physical products online.

Here are the highlights of my conversation with Chris:

How Chris started from scratch:

Working as an employee for a real estate technology brand, he was doing phone sales off full commission. Being glued to a computer 8 hours a day, he decided he needed a change.

The podcast is where it all started. He came across a guy selling physical products on Amazon and it spoke to him on a deep level.

Being a gym enthusiast, he looked around to see what problems he can help solve with a physical product and figured he’d create the best pair of pants he can wear in the gym.

He got in touch with overseas suppliers and three months later, he got his first sample. He let his friends try it out and everybody loved it. Now that he had a product, he had to figure out a way to sell it.

Strategies for selling his product:

  • He originally wanted to put it on Amazon but he had to prove his online reputation having this threshold for Amazon approval.
  • He then set up the Instagram account to like a real clothing brand and posted some photos. Nobody like it!

Instagram strategies:

  1. Go out and engage with other Instagram followers and generate a lot of follows, likes, comments, and all kinds of engagement.
  2. Go to a specific hashtag, whatever your niche is and like every single photo in the hashtag and then post some comments. And they will also comment and follow back. Chris did this for two hours a day but knew he had to automate things.
  3. Use an Instagram tool such as Instagress – This tool allows you to automate and replicate this human behavior that instead of doing it two hours a day, you can do it 24 hours a day.

Automated Engagement: Is it spamming people?

Chris believes you should only be replicating real human behavior with Instagress. Leverage your time so instead of being able to spend 2 hours a day, you’re now able to completely free yourself of the task while being able to do this 24 hours a day.

Sending automated emails were not accepted in the old days but nowadays, email automation is necessary for most businesses.

Automation is a way to go up behind people you’d like to meet or you’d like them to meet you. This is your opportunity to walk up behind somebody, tap them on the shoulder, and start a conversation. What you do after is also very important.

Chris’ tips when starting your own business:

  • Stop always chasing money, and scratch your own itch first.
  • Solve a problem you have personally then you will be uniquely suited to sell that to other people because you know the customer you created the product for in the first place.

Converting followers to buyers:

Use of persuasion triggers and start putting them into everything you’re using to communicate with people. Make sure they’re built into your captions and in your website’s product description. An example of persuasion trigger is scarcity.

Turning Scarcity into Strength

Scarcity is built-in to small businesses. Scarcity will make people buy stuff they don’t even need afraid they’re going to miss out. So turn your scarcity from a weakness to strength.

Be creative in finding ways that your product is scarce. Scarcity is what makes them buy now versus six months from now. It accelerates the buying cycle.

Chris’ Major Takeaway:

Get some thought on the idea of scarcity because scarcity can sell your product 10x faster than having a great product or even having a great price. Whether it’s a promo code that expires later today or you’re going to run out of inventory, give some thought on how you can use scarcity to sell whatever you’re selling.

Episode Resources:

Check out www.becsport.com and follow them on Instagram @becsport. Also, find some cool stuff from his blog at www.unoboy.com.

Connect with Chris through email at chrisjones@gmail.com.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

Alibaba.com

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Value, Decision Maker, Sales Meeting, Donald Kelly

TSE 575: TSE Hustler’s League-“Executive Language Part 1”

Value, Decision Maker, Sales Meeting, Donald KellyToday, we’re pulling out another snippet from one of our sessions over at the TSE Hustler’s League. It’s a great community of members, new to sales and experts alike, and we all come together because they all want to sharpen their skills, increase their opportunity rates, and to close more deals.

This week’s topic is focused on value, specifically speaking the language of executives so you can look valuable.

Being Afraid of Heights

We tend to have this mindset that we don’t have the ability to speak to people who are in the higher ranks such as executives. The only way this is the case is if you don’t know what to speak.

Give Them Insights

One survey suggests that business issues, business trends, and business insights are 4x more than traditional relationships and product knowledge. Conversely, several sales people when they go into a sales conversation, focus more on product knowledge. And it’s just traditional relationships you’re building.

Executives don’t want to hear that stuff. They want business insights. This is why it’s important to do your research before your call. Know your ideal customer. Know the industry you’re going after and understand their unconsidered needs or regulatory changes (ex. Health Care policy changes).

Speak About Your Champion

Your champion is someone in the organization, the manager for example, that helps you try to get to their executive and once you’re able to speak to that CEO or executive, speak about your champion.

Have Strategic Conversations

Speak about revenues, profitability, percentages, growth, or strategic words. Use the information you on their website to have strategic conversations to make you sound more intelligent.

Today’s Major Takeaway:

Study the language of executives. Learn what executives like the most, what they want to see and understand. They want to learn about the bigger picture. Find out what their initiatives are and speak to that.

Episode Resources:

Join us at the TSE Hustler’s League.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 574: Sales From The Street-“Meet New People”

Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to go out there and hustle and get people to hire him and pay him so he can support himself and his family.
Shawn is a great connector. Ask him about anything or type of business and he knows someone and can connect you with them. In return, he gets connections as well because he’s one of those people who seek to give and bring value.

Here are the highlights of my conversation with Shawn:

Shawn’s biggest struggles in his business:

Figuring out how, where, and when to find his clients

How to convince people to hire him

Strategies to overcome this challenge:

1. Find groups and evaluate them.

Always evaluate and join different networking-type organizations. Give your all to it and become engaged. Provide value to is and see if starts to generate back. If it doesn’t after a year or two, move on to the next one until you find those right relationships you can really cultivate and nurture so it can generate consistently.

2. Find referral partners.

Referral partners are those who can refer clients to you and in return, you can refer clients to them spanning different industries. Always look for opportunities to give referrals to other people in the area and that will eventually come back and give referrals to you.

3. Use a platform where you can bring value to the table.

Check out Shawn’s podcast Crushing Debt about the different areas of law that he practices. He also uses the podcast to have his partners on the podcast. This has generated a lot for his law firm

How to start networking:

Read about networking (Shawn actually reads 20-30 books a year on average.)

You have to give to the group before it will produce for you.

Become involved and volunteer and show up at the events.

There can be groups that are not a great fit and that’s okay.

Find groups though meetups and Facebook groups.

Cultivate the existing relationships you have, ask them, and go with them.


Results Shawn saw after applying his strategies:

Shawn now has a consistent flow of referral partners that are always sending him business.

Shawn’s Major Takeaway:

Be able to give in order to get back. Even if it’s a group you really enjoy being with or you think would be great for you, if you can’t give sufficiently to that group, it may not be the right fit right now so it may be something you want to come back to and re-evaluate later.

Episode Resources:

Check out Shawn’s Crushing Debt Podcast and his website www.yesnerlaw.com.

Register for Summit on Content Marketing happening on May 22- June 02, 2017.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Nigel Green, Donald Kelly, The Sales Evangelist, Sales Leaders, Scaling Sales Growth

TSE 573: How To Quickly Scale Your Sales Team

Nigel Green, Donald Kelly, The Sales Evangelist, Sales Leaders, Scaling Sales GrowthGetting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level.

Nigel worked his way up the sales ladder until he became a leader and learned how to build teams quickly by grasping on to the motivations of the reps. By 2016, he became the CEO of StoryBrand where they help companies clarify their message, which is a very important element in sales.

Nigel has been a student of sales for the past ten years and he helps companies that want to go fast and to figure out a recipe to getting where they want to go in a short span of time.

Here are the highlights of my conversation with Nigel:

How to get started with scaling: Understand what you’re doing well.

Formalize some feedback. Before you scale, you want to systematically get information from your customers on what’s right with the offering, what’s wrong with the offering, what’s missing that they have to go somewhere else, and what’s confusing. Ask these to your happiest customers who are the 20% that make up 80% of your business.

3 Ways to Grow Your Business:

  1. Get more customers.

Take what’s write about your offering and find out who else in the market place needs it. Fix what’s wrong and amplify what’s right about your offering.

  1. Raise your price.

When was the last time you adjusted the price on your offering? For most companies, it would be in a while because they feel like the price is the ultimate decision-making piece for customers. Raise more price and add more value. Think of ways that you can add additional features or services that amplify the perceived value.

  1. Sell a new offering to your existing customers.

Give them another reason to buy from you. This is where you look at what’s missing or what’s confusing about your offering. Customers will love to tell you all the ways you’re not solving the problem. Be honest and open to hearing it so you can come up with additional offerings that allow you to offer them something completely different, be it a service model or coaching, anyway that you can add a subscription for some type of recurring revenue to your product or service. Or if you’re a subscription revenue where you have a repeat revenue, what’s a one-time thing and a real quick win you can do to generate additional revenue?

How to Get Your Team to Implement These Strategies:

  1. Getting new customers
  • Specialized roles

If the business strategy is to get more customers, the compensation plan of the rep has to incentivize new revenue. Nigel recommends breaking down the team into their specialized roles to have someone dedicate their energy to closing new business and have compensations plans that support both of them.

  • Understanding the ideal buyer journey

Think about how exactly you want the customer to experience your brand or offering. The challenge with reps is they tell you how they want to do it but it may not be what’s best for the customer. Instead, think about how to get your customers from unaware to aware about the offering, the interest, the evaluation process, how they transact with us and how they buy and after they buy, how to maintain relationships. Map out this ideal customer journey and then figure out who inside the organization needs to own every single step.

It’s okay for one person to own multiple phases of the buying cycle but if you can take a customer from unaware to post-purchase and know who’s exactly responsible for that experience, you’re off to a good start.

  1. Making Your Team Understand the Price
  • Align the compensation plans with the business goals.

Where companies go wrong is that reps are making price concessions and offering rebates that deteriorate earnings that lead to less than desirable results.

  • Create commission tiers.

Put some metrics where if they discount their price, you will also discount their commission. And if they can raise the price, reward them for that by giving them higher commission percentage. Creating these tiers and giving flexibility to the rep to adjust the price based on what the customer needs, this is a strategy for improving your margins.

  1. New offering

This is the hardest strategy to implement and scale because while the market might need your offering if you don’t think through its deployment, it could be a distraction to your sales team.

Make sure you launch your product correctly. You have to train your reps and make sure that if they have enough to worry about with their products, hire a specialty force to sell this new offering so as not to distract your core reps from the core products.

Be careful in doing this. There is a lot of research on how to create specialization within your sales force particularly around the new product offering.

Nigel’s Major Takeaway:

The most underutilized tactic in selling is listening. Particularly in complex sales with multiple decision makers, listening becomes paramount. It’s not being quiet and creating space to let you plan what you’re going to say next. Focus less on what you’re going to say and more on what the customer is telling us.

Nigel has put together a content and worksheet that you can add to your sales training program. Check out www.findevergreen.com/listen and go through the worksheet to figure out where you need to do some work on your own listening.

Episode Resources:

Check out www.findevergreen.com/listen and go through the worksheet to figure out where you need to do some work on your own listening.

Summit on Content Marketing on May 22-June 02, 2017

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me

Donald Kelly, The Sales Evangelist, Sales Podcast

TSE 572: Quickest Way To Get Sales Results

Donald Kelly, The Sales Evangelist, Sales Podcast

How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that!

Make it personal.

Emails are great but, especially if it’s a cold one, they can’t even see you. Who knows if there was a human being behind those electronic words. So figure out a way to make a personal connection by speaking with your prospect. Pick up the phone and chat with them. Then be consistent.

 

Follow a process and take action.

Figure out the best thing to reach them besides sending an email. It could be seeking a referral or simply picking up the phone. Again, be consistent.

Try different approaches.

Try out multiple approaches. You could initially send an email and then make that phone call. Follow it up on social media via Twitter, LinkedIn, Instagram, or Facebook. Regardless, you have to take action. Again and again and again, be consistent.

It takes time and effort.

Building relationships take time and creativity. Great salespeople have a belief stronger than their resistance. A rejection now may no longer be the same next week. Be willing to open your mouth and take action.

Today’s Major Takeaway:

What are you doing right now to make something happen? Take action. Be consistent. Make it a habit and you will see positive results.

Episode Resources:

Summit on Content Marketing

Essentialism by Greg McKeown

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Stephanie Chung, Donald Kelly, The Sales Evangelist, High Ticket Sales

TSE 571: Developing The Skills of High Ticket Selling

Stephanie Chung, Donald Kelly, The Sales Evangelist, High Ticket SalesHow do you actually sell high-ticket items when you know you won’t be able to buy them yourself because they’re too expensive? Hmmm… Today’s guest is Stephanie Chung, a business coach, and an entrepreneur, and she is going to teach you how to get past the challenges of high-ticket selling, specifically overcoming that mindset you’ve instilled in your head over the years.

Previously, Stephanie has been an executive and a sales professional selling jets, perfect for our topic today. Regardless of how much you’re selling, you’re going to get some great insights from her. Stephanie helps individuals and businesses bring more money into their top line sales focused on leadership, communication, and high-ticket selling.

Here are the highlights of my conversation with Stephanie Chung:

Lessons from Stephanie’s coolest sales experience when she was the customer at a car dealership:

  • Touch base with your customers all the time.
  • Show the customer you care and you want to help and you become top of mind.
  • Sales is not just about closing the deal but the customer experience. into closing the deal.

Biggest challenges with selling high-ticket items:

  1. Controlling your own financial beliefs

We all have our own financial beliefs but It should never pop up in the sales conversation. How was money discussed in your home? Most likely, you’re brought up in a way that you will be discounting the product or you’ll be offering freebies. When that creeps up, control it.

  1. Using a “one size fits all” approach

Buyers have a process as well so make sure you’re coming to them correctly in a way that they’re comfortable throughout the entire process. If you communicate with everybody based on how you prefer to be communicated with, that puts the burden on the buyer and they’re going to shut you down eventually.

  1. Lack of training

People need to be trained on things other than just your product. This gives them a disadvantage when talking to a customer because all they know are the things pertaining to them and then you try to squeeze people into your product or service whether it works for them or not because you only know one side of the equation.

  1. Lack of investment in sales training or coaching

The main job of sales is to bring the money in. If you’re expecting them to bring in worth thousands and millions, aren’t they work training? There is a skill to sales so people have to be trained on it. Being a good people-person is not enough. There is a psychology and a neuroscience behind the buying decision-making process.

  1. Knowing the numbers

People have to have business acumen and understand the business part of what they do. Your salespeople need to know the numbers you’re trying to hit as a company so they can understand the business they’re in and what’s driving the business and where the business is trying to go.

How Stephanie got into selling airplanes:

Stephanie was a military brat who grew up on active military bases and around planes. She eventually got into sales and recruited into private aviation selling jets.

Her challenges:

Selling to high net worth individuals so she had to grow and adapt and learn and get used to being around wealthy and smart people

Greatest lesson:

You cannot bring your financial beliefs into the equation. You have to act like you’ve been there.

The Neuroscience Behind Asking versus Telling:

  1. When you ask someone a question, there’s a dopamine effect that the brain starts to produce so they start to feel good.

The more people talk about themselves, you not only get information but also, it allows the person to feel they like you because you made them feel special by asking the questions and listening to them.

  1. The brain can process up to 3,000 words per minute.

We can talk no more than 300 words per minute while the brain can process up to 3,000 words per minute. You should be asking questions so they’re doing the talking and your brain has the opportunity to listen but then also be thinking, exploring, digging deeper, and asking more questions to get better clarity on what they’re saying.

Stephanie’s Major Takeaway:

Make sure you always have the training, the knowledge, and the coaching. Always be out sharpening your game and your skill set because it’s a competitive market out there.

Episode Resources:

Connect with Stephanie on www.StephanieChung.com. Her book, How to Profit Like a Girl: A Woman’s Guide to Kicking Butt in Sales and Leadership can be downloaded for free at www.profitlikeagirl.com.

Check out Summit on Content Marketing on May 22 to June 02, 2017. This is an online event that will be participated by over 100 speakers, including me!

The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

ROI, Donald Kelly, The Sales Evangelist, Sales Leader

TSE 570: TSE Hustler’s League-“Comparing Apples to Apples”

ROI, Donald Kelly, The Sales Evangelist, Sales LeaderHere’s another snippet from one of our training sessions over at the TSE Hustler’s League. This is actually part two of last week’s episode where we talked about demonstrating ROI’s. Today, we’re going to show you how you can apply this to your own sales process.

Strategies for Demonstrating ROI’s

  1. The purpose of the initial meeting is to figure out the budget they’re working with to give you an understanding.
  2. In the next meeting, you have to be able to build value, understand what their main challenges are and what they’re trying to do. And then put their ROI based on that.
  3. Based on initial assessment, come back with an ROI figure. With that financial calculator, you can come back initially and be able to be more specific with ideas you can support them with.
  4. Allocate resources to see what the true ROI would be for you. Maybe they can have a team member that can get to the proper figures or evaluations you need.
  5. Be upfront and truthful with them regarding the initial cost they could incur. Bring as much as you can to the table.

Understanding The Three R’s

  1. The Strategic R

This is your strategic return on investment which refers to decisions the company has to make for regulatory compliance or to avoid the risk of becoming non-compliant.

The second type of a strategic R refers to the decisions they make in favor of a strategic decision. For example, the company is creating a new product line to get more market share and you find out that’s their goal, then you can build the case around that strategic R.

  1. The Hard R

You often see this in a lot of B2B transactions such as the financial impact your customer will acknowledge or quantify. A vast majority of B2B business decisions are based on this. For instance, how do you come up with a project that has hard returns that you’re able to follow the flow of money and identify areas that are going to impact.

  1. The Soft R

This is what most salespeople lead with. Although harder to quantify, they’re still important. For instance, Facebook and Apple made a soft R business decision, offering to pay egg-freezing for their employees in order to increase the retention rate of women employees. What they realized is that many companies in Silicon Valley have women working who end up leaving the company due to the work situation being hard on a family.

They know people are going to work hard and long for them by providing these incentives. These are soft R’s because it can be hard to measure that. The soft R can be appealing and good but make sure you lead with a hard return, something they can see figures on and then supplementing it with a soft R.

Today’s Major Takeaway:

Think about the three different types of R’s in your business. What are your strategic R’s? What are some of the compliant stuff you must do? Think about some of the hard R’s and some of your soft R’s.

Episode Resources:

Join our group at the TSE Hustler’s League.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 569: Sales From The Street-“Content Marketing and Lead Gen”

Who doesn’t want to get more leads? But of course, you want to have quality leads and you want to make sure you’re being strategic about it. You can’t just wing it! Especially if you’re a small business that doesn’t have a robust marketing department, you have to find unique ways and this could be a good start.

My guest today is Phil Singleton who will share great insights related to lead gen. Phil runs a boutique web design/internet marketing agency that helps businesses build websites from the ground up and establishing them as publishing platforms so people can use them to publish content and become authorities in their niche and draw people in by teaching them through content marketing.

Here are the highlights of my conversation with Phil:

Phil’s coolest sales experience as a customer and bought Jan Jantsch’s book, Duct Tape Marketing

Phil’s definition of Content Marketing

A way to establish yourself or your business as an authority in its niche through different approaches such as blogging, social media, podcasting, or being interviewed, etc.

It’s more than just producing content. The bigger issue is to really get 2-10x out of your content marketing investment by figuring out who your ideal customers want and how they’re searching for things on the internet.

Use a tool you can use like BuzzSumo to see what kind of topics are trending in a particular area then marry those hot trends with the way people are searching and produce 10x content.

Why companies fail at generating leads from their content:

  1. People still bring it back to an advertorial tone or message.

You have to buy into the idea that teaching is the new selling. Many businesses are still in an advertorial mode when it comes to their products and services. Figure out and put your best content and your best ideas out there. Be comfortable with giving some of your best ideas on a regular basis.Don’t worry you gave away one or two great ideas and think you don’t have any value anymore.

  1. Keyword research

You want the content you put up to show up in that search so that your information comes up when they’re looking for information on this type of product or service. Google is a part of every single purchase process there is. Buyers do their research and get reviews before buying a product or service. Be sure you’re baked into that search activity into your marketing plan and assets or you lose that opportunity.

How to capture information and maximize them:

  1. Invest in content marketing and do it the right way.
  2. Make sure your website is the referral source for all your best content and all your content marketing activities.

One of the mistakes small businesses make is they take their best content and put them up on the social media places where it dies since there is no trail back to their website so there is now way to capture them on a lead form. Make sure everything you’re doing comes back to your source:

  • You can offer them something awesome so they get into your sales automation system.
  • You’ve got your re-marketing systems in place so they once they come back to your website, you have the chance to chase them back on Facebook and display advertising ads while fresh in their mind.

Content Marketing Strategies for Small Businesses

  1. Consistent blogging

Find a way to publish 2 or 4 times a month.

  1. Social media presence

Have somebody help you write stuff you want to write about and publish to your website. There are tools you can use to automate publishing and then they’re posted out to your third party social media channels so you’re able to maintain that presence.

  1. Blog post series

Come out with say 10 blog post series that each one of these can then turn into a stand-alone blog post. And then at the end of that series, stitch these all together into an eBook that can then be used as your call-to-action that people can come back to at the end of ten weeks. Then you can also use that to republish onto the Kindle platform. Create a nice author page and use back links so it feeds you RSS feeds on the website.

Just by coming up with a strategic marketing plan, you’ve now just become an author and elevated yourself as an authority in your own niche. You’re just doing the work once but you’re getting multiple benefits out of it.

  1. Systematize these things and make it part of your discipline.

Part of being an effective content marketer is committing to it and doing it over time. You can’t just work on one or two blog posts and expect to get a return on it. You have to work over time.

  1. Get involved in committing to an online reputation management strategy.

If you show up on Google and one company has got 50 reviews and the next company has only one, that guy with 50 reviews is going to steal it every single time. Make it habit to make sure you’ve got your business profile setup. Online review sites are changing the whole buying process so be able to make it a part of your plan. Reviews end up making people push the purchase button. Ask your happy customers to go out there and say nice things about you. Be able to display you have a huge army of people that say you are the person, it helps people make the decision and you have control of that.

Phil’s Major Takeaway:

Stop thinking of websites as a business brochure. Think of it as a revenue-generating asset and something you need to invest time and money in. It’s true many small businesses will say most of their business comes from referrals but they could lose some of that referral business they thought they got in the bag because they never got to them and went to somebody else who had 50 reviews or had a great website. So think of your website as an asset or as a top selling person in your organization. The more time you treat it as an investment, the more return you’re going to get out of.

Episode Resources:

Connect with Phil on www.kcseopro.com for SEO and inbound marketing stuff and www..kcwebdesigner.com for Google-friendly web design.

Visit www.seoforgrowth.com and get a 3-bundle eBook pack including SEO for Growth by John Jantsch and Phil Singleton

BuzzSumo

Hinkle Hardscapes (An example of a successful content marketing that Phil helped with)

Duct Tape Marketing by John Jantsch

The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Sales Leader, Kevin F. Davis, Donald Kelly, The Sales Evangelist Podcast

TSE 568: The Sales Manager’s Guide To Greatness!

Sales Leader, Kevin F. Davis, Donald Kelly, The Sales Evangelist PodcastYou may have been an A-player salesperson or you still are, but that doesn’t necessarily make you an A-player sales manager. Recognizing the difference is one problem. Mastering the skill sets of sales management is another.

Our guest today is Kevin F. Davis, author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top and he’s going to teach us what you can do to guide your team to greatness.

Kevin worked his way up in sales until becoming a general manager. He had the opportunity to train and coach about 250 sales people and directly managed sales teams as well as sales managers. He then founded TopLine Leadership, Inc. where they deliver sales coaching and leadership workshops to corporate clients and groups of sales managers in the last 27 years. Kevin has also written two other sales books, Getting Into Your Customer’s Head and Slow Down, Sell Faster!

First off, check out the Summit on Content Marketing on May 22 – June 02, 2017. Joined by over 100 speakers, including me, Donald Kelly) and I will be talking about bots and messengers as an effective avenue to qualify more leads.

Here are the highlights of my conversation with Kevin:

Why Kevin wrote his new book:

  • There aren’t that many books specifically on managing salespeople effectively and he saw that void in that marketplace his book could help to resolve.
  • He wrote it to solve the most pressing problems sales managers encounter and be able to provide them with the practical set of skills, strategies, and tools they can use to take their team to the top.
  • Up to 80% of all sales managers don’t receive the training they need to be successful (either they don’t get any training or the training they get doesn’t solve the specific problems they have)

The number one problem of sales managers: “I don’t have enough time.”

Managers have to read 200 emails and spend two hours or more a day just looking at their computer screens. They are too overwhelmed by all the distractions that they no longer have the time to coach their salespeople.

The Self-Serving Bias

Most salespeople think they’re better than they actually are. We tend to overestimate our capabilities and we underestimate our weaknesses.

Apply this to a sales team and if you have salespeople thinking they’re better than they are and don’t fully appreciate the mistakes they may be making in working opportunities, they would not know they’re making those mistakes and they make more of them.

Unfortunately, salespeople are getting a lot less feedback on what works and what doesn’t. And what managers tend to do is sit back and wait for a sales rep to come to them and ask questions. So keep coaching your people. Don’t sit back and wait. Be proactive and coach them the entire sales process.

“The most salespeople in your team who are the least needy of you are probably the people who need and benefit from your coaching the most.”

Great salespeople don’t make great sales managers.

According to Kevin, a great sales rep who has mastered in their sales role inhibits that individual’s success as a sales manager.

As sellers, we love to take charge of a situation and work it through to have a successful outcome. Whereas, when you move into a sales management role the biases for action and decisiveness can lead us jumping into the conversation of a rep we’re coaching and their client.

This sends a message to everybody that you don’t trust your sales rep. This destroys any opportunity for valuable coaching following that meeting.

“The sales people that report to you are your Number One customers so you should care most about how they’re effective.”

From Being Task-Oriented to People-Oriented

Kevin believes that one attribute of a great sales leader is recognizing the importance of switching from focusing on tasks to teams

Focus on the people side and when you’re involved in projects, reach out and connect with people on a personal basis. Make sure they are with you and what you’re trying to do. Don’t be too task-oriented that you’re forgetting about the people component.

In Kevin’s book, he mentioned the story he read about Beth Comstock, who is currently the vice-chairman at General Electric, which is an example of how important focusing on people versus tasks is which is something she’s still working on up until today.

Understanding the Buying Cycle

Kevin says the sales forecast is a misnomer in that it should be a buying forecast. Understand the customer’s buying process to maximize the sale. How buyers buy is different than how most salespeople sell.

One of the biggest problems in sales is a sales rep selling too fast and moving too quickly. Kevin has tackled this in his book, Slow Down, Sell Faster!

Being “buying process”-focused improves the accuracy of your forecasts and takes the guess work out of sales. Asking better questions is key. What are their buying criteria in order of priority?

Kevin’s Major Takeaway:

Understand that managing and leading salespeople requires a completely different set of skills from selling. There’s a misconception that an A player sales rep will make an A player sales manager. Both jobs are completely different. Therefore, set a goal to become as masterful at sales management leadership as you are selling.

Episode Resources:

Connect with Kevin on his website, www.kevinfdavis.com and follow him on Twitter @kevinfdavis and LinkedIn.

Kevin’s books:

The Sales Manager’s Guide to Greatness by Kevin F. Davis

Getting Into Your Customer’s Head

Slow Down, Sell Faster!

TopLine Leadership, Inc.

Beth Comstock’s blog post, Best Advice: What I Learned from Jack Welch Hanging Up on Me

Check out the Summit on Content Marketing on May 22 – June 02, 2017. Joined by over 100 speakers, including me, Donald Kelly 🙂 and I will be talking about bots and messengers as an effective avenue to qualify more leads.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

TSE 567: Using Bots and Messenger To Qualify More Leads

Leads, Bots, Donald Kelly, The Sales EvangelistLead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder.

With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for us to generate in-house leads.

Be a “smarketer.”

This term, which I got from Marcus Sheridan who was one of our past guests, refers to the idea of the evolving role of sales professionals. We can’t just do the same old things and expect to close deals. New things have to be done. We have to figure out new ways to be able to keep on the forefront of our prospect’s mind and to help them convert.

Join the Summit of Content Marketing!

It’s an online, worldwide conference featuring over 100 speakers happening on May 22 to June 02, 2017. Registration fee is $199 before May 8 and $299 afterward. I will be one of their speakers where I will talk about using bots and messenger so you can generate more leads.

Today, I’m going to share a few tips on this topic so you too can implement this into your system

Not All Leads Are Created Equal: It’s Time to Use Bots!

Sometimes a lead comes into your funnel as given by your marketing team but you haven’t really qualified them. Why not prepare your website in a way that instead of having your sales go out and make the calls right away, you’re able to qualify them by using bots?

Basically,  a bot is an animated sequence of messages that will allow you to initiate the conversation and qualify someone. For instance, you’re getting ten people subscribing to something on your web page and instead of you calling all ten of them, you can actually let the bot engage with them. Now, your salespeople don’t have to waste their time on leads that don’t match up to your ideal customer. The bot can notify you or you can follow their messaging to see word triggers at certain points in the conversation.

Use of Messenger Apps

Since 2015, Messenger apps have had more active monthly users than social media platforms. Whether it’s Facebook Messenger, WhatsApp, Snapchat, etc., they’ve actually out-beaten the big four social media networks as far as active users, which means people are now communicating with each other via messaging.

It’s important to take note of trends so you’re able to get ahead of it. Email marketing, for instance, people used to be so apprehensive about giving out their email addresses. Today, however, we utilize email both for personal and business purposes.

Now with the messaging apps, people are utilizing them for all purposes, not only personal but also business-wise. Another stat showed that Facebook has around 1.2 billion people utilizing their Messenger app. That is such a significant number. People want to communicate quickly and easily.

Tying this back into lead generation, consider using a Messenger app to communicate with your customers. Instead of just sending emails, send messages through Messenger.

Benefits of Using Messenger:

  1. It’s more personal.

This would feel more authentic instead of an email that goes into the inbox and people would be more skeptical towards it.

  1. It’s easier.

Obviously, it allows you to directly connect with your prospect and have a chat with you. It just makes things so much easier for you. It’s more of a less formal way of doing things and you get a quick response too. You can get them to instantaneously connect with someone on your team and vice versa.

  1. Engage in conversations.

A lot of major companies are now utilizing this technology. Through bots, they’re now able to engage in conversations and basically tag you in whenever you need to come into the conversation when the leads have now qualified. This also makes it easier for your customers to get information quickly. Then you can find out instantaneously if someone is interested in your product or service.

Today’s Major Takeaway:

Think smarter instead of working harder. Utilize these trends coming out which have been tested and proven. We have used them in our webinars/live events and the results we’ve gotten so far are pretty cool!

Episode Resources:

Summit of Content Marketing (May 22 – June 02, 2017)

www.DigitalMarketer.com

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Closing Deal, Building Value, Mark Cox, Donald Kelly

TSE 566: Why You Will Probably Lose Your Next Big Deal (And How To Avoid It)”

Closing Deal, Building Value, Mark Cox, Donald KellyNo one in the right mind would like to lose a sales opportunity. My guest today, Mark Cox, is going to teach you specifically why you will probably lose your next big deal and how you can avoid that. The goal is to take a pause to get some quiet time and think about the strategy for moving that deal from left to right.

Mark Cox is a Managing Partner at In The Funnel Sales Consulting. He is a sales coach and a sales consultant working with a lot of small and mid-sized businesses to help them improve their sales. 

Here are the highlights of my conversation with Mark:

6 Reasons You Might Lose Your Next Deal

  1. You don’t have a compelling problem you’re solving for the customer.

You don’t tie to their desired business outcome. People love their technology so much that they’re presentations are so focused on what the technology does without really communicating well what problem your technology is going to solve for the customer.

Everything a business owner does rolls ups to one of these three things:

  • Increased revenue
  • Reduced expense
  • Reduced risks

Therefore, you want to be clear that your solution is going to help them get to one of those three desired business outcomes. Make sure everybody in your team is very clear on what problem do you solve for the customer. Being able to articulate the value proposition is the responsibility of sales leadership and management.

  1. There is no compelling event forcing you to make a change.

No decision is actually the reason most deals don’t get done and that means the customer simply does nothing. Hence, there has to be a compelling event to have a greater likelihood that a decision is going to be made. Work with the customer to figure out if there’s something compelling them to make a decision. If there isn’t, oftentimes it gets a little bit too easy to delay.

How do you create a compelling event?

Tie in your solution to return of investment or help them run their business better and drive revenue instead of inducing the customer to make the decision. If you think that the customer didn’t get it, it’s because you weren’t able to communicate it well.

  1. You don’t know the real economic buyer.

You’re dealing with someone but you’re not actually engaging the person who makes that real decision face-to-face.

Companies make decisions by a group in a company. But at the end of the day, there is somebody with more influence than the next person and with more ownership of the decision and usually the person who owns the budget. This is the economic buyer.

If you’re not able to influence this person directly and engage that person, one of the other people we’re working with is going to sell our solution on our behalf and they’re not as good as we are.

Engage the folks you know and get their coaching on how to progress forward to get in front of the economic buyer. Then you have to add value when you interact with that senior level person and you have to engage them.

 

  1. You don’t have somebody on the deal team on their side who’s a champion for you.

You will realize that you’ve won most of the deals over time because somebody on the customer side was really rooting for you and you know that because they told you. The champion within an account tells you they want you to win.

When you’ve earned the right to this kind of conversation, ask them if it’s the right thing for their company to move forward with your solution. If yes, great. If no, ask why and talk through it so you have a deeper understanding of the barrier to getting the deal done. Again, you have to be able to articulate and tie in your solution to their desired business outcome.

  1. They don’t actually understand that the process by which the prospect/company they’re working with actually makes a decision to buy their product or service.

The more you understand about how they go through the process on their side, the better off they’re going to be in terms of being able to support them as they go through their decision process.

Keep in mind that your customers go through their decision and buying process and not through your sales process. You need to understand what that is so you can navigate it properly.

Once you’ve done some digging into their challenges, their business and industry, where they’re at, and their options to accomplish this goal, ask your customer what their process is for assessing the options available to them. And if they don’t have a process, this would encourage them to develop a process.

The more you know what process the company has, the better positioned you’re going to be in navigating it.

  1. They don’t understand the criteria by which they make that decision.

Another way of saying this is asking what’s important to them. Use open-ended questions and nice, casual language to get somebody talking. Then ask them to expound on that. Usually, they’re not thinking about it and it just dawns on them when they hear it come out of their own mouth. So you need to use your ears and mouth in proportion. Listen for more than you talk and that will differentiate you from company coming right in behind,

Mark’s Major Takeaway:

Plan for your next sales calls longer than you travel to it. There’s a little too much adrenalin in sales these days and not enough quiet, thoughtful planning. So think about what you want to do in that next sales meeting and you will have a better outcome.

Episode Resources:

Visit Mark’s site on www.ITFAcademy.com/TSE and fill out their qualification checklist to find out whether you will win your next big deal.

Join our Facebook group, The Sales Evangelizers

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Free Online Workshop
Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 565: TSE Hustler’s League-“Demonstrating ROI”

 

Donald Kelly, The Sales Evangelist, Best Sales PodcastToday, I am going to share another snippet from one of our past training sessions over at the TSE Hustler’s League where we specifically talked about how to establish ROI.

Think from a prospect’s perspective, not yours.

Oftentimes, you sell the way that you buy. This is one situation or mindset you need to get out of.

Make decisions quicker.

What’s the worst thing that can happen? The way we buy is reflective of the way we sell. Whether you’re picking food off the menu or buying a television, try to make decisions quicker. As you start practicing this, you will notice a difference in the way you sell too.

Ask for a higher ticket.

Not everyone’s income is the same as ours in terms of what they’re willing to invest. So think about their standpoint and not necessarily from your standpoint.

Recognize the value you bring to the table.

Customers are going to weigh it out and think of ways to balance out the cost making sure it works for them. But if they really want something, they will figure out a way to make it happen. Work on letting them realize the ROI but it has to start by having confidence in the value you bring to the table.

Episode Resources:

Join us at the TSE Hustler’s League. We’re starting a new session in May! And we would love for you to engage with us.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Josh Eck, Donald Kelly, The Sales Evangelist, Podcast

TSE 564: Sales From The Street-“Education is the Key”

josheckbio
Establishing value is not necessarily the easiest thing but it could come much easier if you found a way to educate your prospect and share value with them. Then as a byproduct, they would choose you over your competitors.

Our guest today is Josh Eck, a member of our Facebook group, The Sales Evangelizers, and he is giving us some great insights into how you can leverage education to establish the value you and your customers want.

Here are the highlights of my conversation with Josh:

Currently, Josh works at AJH Creative & Design, Inc., a website, design, and digital marketing agency and the daily challenge he faces is that prospects don’t initially see the value of a website, specifically as a revenue-generating tool and they’re taken aback by the cost of digital marketing. Learn More About Josh—josheckbio

Overcoming the Challenge:

What Josh does to overcome this challenge is he goes to the prospect’s website and points out areas where he sees some room for improvement

Benefits of sharing free advice:

You start to build a relationship with the person.

You’re able to pull out some issues and pain points they weren’t aware of.

They start realizing you actually know what you’re talking about and they would see the value in it.

Education is key!

Reasons for sellers immediately quitting when they face price objection:

  • A lot of sellers are afraid.
  • A mentality that you don’t want to piss them off

Remember:

It’s not personal. They’re not just brushing you off because they hate you. But it’s because you’re not bringing them anything of value.

Once you’re able to bring value, even if they find they don’t need your services, they’re going to refer you to someone who does.

Josh’s Major Takeaway:

Don’t be afraid to give out free advice. Advice is always free. The more you can talk to your clients, the more you can build a relationship with them. The more people you’re able to build rapport with, the more opportunities to do business with them or someone they know. Give out free advice and people will come to you and keep wanting to talk to you.

Episode Resources:

Connect with Josh Eck on LinkedIn and Twitter @josh_eck.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Karl Sakas, Donald Kelly, Mad Man, Best Sales Podcast

TSE 563: Eliminating Growing Pains Through Operations, Strategy And Leadership Advice

 

Growing pains are tough but what if you had a way to eliminate those through operations, strategy, and leadership advice?

Karl Sakas is the President and Founder of Sakas and Company and today, he shares with us some great insights into making your company more effective through eliminating growing pains, things which you can apply to your own sales and marketing.

Some of Karl’s clients have compared him to being the business consultant of Don Draper in the series Mad Men. That said, Karl is a business consultant and coach to owners of marketing agencies around the world. He helps people use systems and process to overcome human nature.

Here are the highlights of my conversation with Karl:

Issues that cause growing pains:

  • Being too good at sales but no people to fulfill the work
  • You can have too much work coming in and you may not have people to fulfill it and this creates a problem.

“Prepare for the expected so you can improvise the unexpected.”

Have a list of sales exclusions in your scope document. Hear all the things you’ve talked about as possible and then once you start negotiating on the price, have a list of those things that the client wants to exclude and include them in your official contract and documentation so they’ve signed off to those exclusions to prevent headaches in the later part of the process.

Strategies to eliminate growing pains:

  1. Define your ideal qualified prospect.

Sort out who is ideal for you based on the following considerations:

  • Who has the money to hire you
  • Who are the people you like working with
  • Who needs your help and who wants your help

Once you’ve identified your ideal clients, do a “fast failure” on them. If someone is not a good fit, refer them elsewhere then move on. Don’t waste your time with people who are not a good match for you.

  1. Follow a process.

Without following a process, you end up getting into a leadership stage without realizing that your clients were not a good fit. For instance, you didn’t talk about the budget and then you’ve already sent a contract and they admit they don’t have the money or you’re probably talking with clients who really had no intention to buy.

The idea of the process is that you’re not moving forward until they’ve proven certain things about them.

  1. Do a pre-intake survey.

Before going on the phone with anyone, you want to be fairly certain that they are likely a good match. The goal is to sort out those who fit your services.

A pre-intake survey is a survey (using SurveyMonkey or Google Forms) Karl uses to elicit information based on these five questions:

  • What is your contact information?
  • Why did you start your business?
  • Are you leaning towards running a lifestyle or a high-growth business?
  • If you could wave the magic wand, what’s different a year from now or five years from now?
  • What questions do you have for me? And if you’ve worked with another coach before, what do you like and not like about the relationship?

People can fill out this form in ten minutes. Based on the responses, Karl is usually 80% certain about whether it’s a match or not.

When to implement this:

Once you’ve sorted out that they sound like a baseline match and they’ve already seen your price, set up a call. In that process, ask them to fill out your pre-intake survey in order for you to dive in deeper during your call.

Benefits of the pre-intake survey:

Frame it to them that this is a part of your process so this gives people a sense of how organized you are and how you have processes for things.

If someone doesn’t fill out the survey, it’s a sign that it’s not a good fit. So this is a way of qualifying your prospects.

Applying Improv Skills to Your Business

Prepare for the expected so you can improvise the unexpected. Karl too improv comedy classes which he found really helpful in learning how to improvise that significantly helped at business. If you’re not great at it already, sign up for an improv comedy class.

One of you can learn from improv that you can translate to sales is the ability to pay attention to other people around you. Because if you only think about what you want to say, you’re not paying attention to what your prospect needs.

Karl’s Major Takeaway:

Again, prepare for the expected so you can improvise the unexpected. It bears repeating!

About Karl’s book, Made to Lead: A Pocket Guide to Managing Marketing & Creative Teams

This book is great for people currently managing others and who want to manage others. If you’re an employee and have a terrible boss, leave a copy at their door.

Karl is giving a signed copy of the book. To get a chance to win this, simply go to our Facebook group, The Sales Evangelizers, and simply post this:

“Donald and Karl, I want the book!”

Episode Resources:

Connect with Karl on www.sakasandcompany.com

Karl’s recommended resources:

The Sales Development Playbook by Trish Bertuzzi

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Focusing, Donald Kelly, The Sales Evangelist Podcast

TSE 562: Focus on Your Essential Product or Service

Focusing, Donald Kelly, The Sales Evangelist PodcastI recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more.

Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how complex this can be. Instead, how about just focus on that product that matters the most to your organization?

  1. Focus on only one product.

Take your flagship product and teach them on that. Make your team become experts of that one particular product. This is something that gives you the most leads, something that generates the most money.

  1. Diversify the members in your team.

Have one particular individual focus on only one or two buyer personas so they can have meaningful conversations. Most sales reps flip from one buyer persona to another and try to sell to each one of them. Eventually, the more conversations they have, the more burned out they’d get and they eventually become experts of none.

  1. Focus on what brings you the most results.

Find that most essential product you have to sell and eliminate the ones you really don’t need to push and just put them on the backburner. Identify the product which gives you the most revenue and focus on that.

  1. Structure your day.

Especially if you have multiple products to focus on, structure your week in such a way that, for instance, you focus on product A on day one and then focus on product B on day two and so on. Or perhaps structure your day in a way that you focus on one product at a time. Multitasking does not work. Hence, you can only maximize your result if you focus on just one thing at a time.

Episode Resources:

Essentialism by Greg McKeown

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Anil Kaul, Donald Kelly, The Sales Evangelist, AI

TSE 561: Using AI To Close Deals Faster

Anil Kaul, Donald Kelly, The Sales Evangelist, AI63% of sales leads don’t convert for at least 3 months. One reason is that many salespeople just don’t understand how to use the information they have that’s been sitting on their CRM this whole time.

My guest today. Anil Kaul is going to teach us how you can circumvent this issue through the power of AI.

Anil Kaul has grown a successful organization as the CEO of Absolutdata, a 15-year old data analytics company that help companies make informed and better decisions as well as empower sales teams to make better decisions. Sales is a combination of science and art for which their company can provide the “science” side of things. Listen in to find out how you can utilize technology to make your life so much easier!

Here are the highlights of my conversation with Anil:

Lessons from Anil’s coolest sales experience when he was the customer:

  • Sales is not about selling, but about helping.
  • As soon as you help, you’re going to be their friend and they’re going to buy from you because you are their friend.

Why companies find it difficult to convert leads:

  • Salespeople don’t understand because they don’t have the information behind the scenes
  • If you provide the right level of information to the right person, the process starts to flow and move forward. Otherwise, bombarding the customer with information, the flow stalls.
  • You have to be strategic with what you share with your leads in order for the sales process to move forward.

The role of a sales leader to move the process forward:

The sales leader needs to enable the sales team which of the leads they need to focus on and then determine the right strategy.

The role of the sales leader now is to provide the team with the right tools on the science side and the right kind of coaching and training on the art side of things.

The Role of AI:

Now is the time that AI will make a difference. One of the biggest challenges sales is facing as well as other departments is too much information coming from all directions and it’s difficult which pieces to take in with not enough time.

There is too much information that you only need to sift through only those that are relevant to you and that can make a difference.

AI can process a huge amount of data in terms of text, events, data, social media, etc. It’s good at figuring out what matters and what doesn’t. AI can now correlate and connect discrete pieces together based on these different pieces of information obtained.

How sales teams can take advantage of AI:

Change the mindset of leaving that burden on the sales individual because the organization itself has to take responsibility and AI needs to be done on an organization level.

How small businesses can get started with AI:

Absolutdata focuses on the salesperson and looks at what they need to do and what kind of information can be pulled up from the data they have.

Most small businesses have CRM systems and there is so much data sitting in that database that you can leverage by finding patterns that can help your sales team. Absolutdata can help you find out new opportunities you’re not aware of and also find out the most likely effective paths to closure.

They have access to the history of the customer, to the history of similar customers, and access to what your best salespeople have done. By combining these three, Absolutdata can give you the best recommendations on what your game plan can be. So you can focus on selling rather than spending extra time sitting down trying to figure out what your game plan should be so you become a significantly effective salesperson!

Who can best benefit from Absolutdata:

Larger sales teams and organizations are better suited to what they have since they have access to more data so that makes recommendations more robust.

They can also give tools to smaller organizations. They have a tool where you just give your quotas set for the beginning of the quarter and they can look at your sales history and tell you which customers are more likely to buy and which gap is the largest.This little tool simply sits on your phone and you can have access the necessary information you need to move that deal along.

Anil’s Major Takeaway:

Make sure you take the optimum value of the data the organization has because you make better money because the data is sitting there so just use it.

Episode Resources:

Connect with Anil through email at anil@absolutdata.com and on Twitter @anilkaul

The Sales Development Playbook by Trish Bertuzzi

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, The Sales Evangelist, WoW Factor

TSE 560: TSE Hustler’s League-“WOW Factor”

Donald Kelly, The Sales Evangelist, WoW FactorToday’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the next level.

  1. Get them to get the first appointment with you.
  2. Do the diagnostic test or the apples-to-apples comparison.

The biggest competitor you have is the status quo. Even if it’s bad, you tell yourself lies because you’ve gotten used to it.

  1. Demonstrate the solutions.

Present the solutions with them and get them to understand. That meeting is going to be totally educational and the best way to educate is to ASK questions.

  1. Create some questions that can educate them to go to the next level.

Ask questions that are going to get them to think and propose action.

  1. Think about what you can do to WOW the customer in this process.

Don’t think about the huge stuff as everyone can do the big things. Most people do not do the little things. Take time to listen to them.

  1. Return their calls.

Most leads go bad because people don’t return calls within the first 24 hours of getting the lead.

  1. Follow up.

People love to buy but they hate to be sold. So give that power back to them and think about the little things in that sales process that you can make it easier. Price would no longer matter if they feel the value is there.

  1. If you find a lot of fall-off after the demonstration, educate them.

If there is something that is causing the deal to not move forward, think about what you can do to educate people at that point to help them go further.

  1. Educate before the purchase.

This is another little factor that can separate you from everybody else.

Episode Resources:

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Alex Barker, Donald Kelly, The Sales Evangelist Podcast

TSE 559: Sales From The Street: “Confident With My Price”

 

Today, we’re bringing in the Side Hustle Coach, Alex Barker, as he shares his experiences and thoughts and insights into selling based on price and being confident with what you’re charging.

Alex is a pharmacist, a legal drug dealer by day, and had no sales training until 2012 when he became an entrepreneur. He eventually got into coaching helping people build successful businesses.

Here are the highlights of my conversation with Alex:

Alex’s major challenges:

Fear of selling his business to people who want to start selling their businesses

Asking for a certain price: Alex’s was selling himself as a consultant to start a podcast for $37 a month! He was all sweaty and nervous and the sales call did not go well.

He kept on questioning what was his worth to someone

Strategies to help you overcome your fear of naming your price:

  1. Write down your prices every single day.

Alex would literally write down his prices for his services every day.

  1. Write down this part of the sales conversation.

Alex would record himself in sales calls and listen again to figure out when he was the most awkward. He then zeroes into that part where he raises the topic of price. So he wrote down word for word what to say.

Once the client feels that you understand what they need and want, then the price part is no longer a hindrance at this point.

  1. Change that mindset and not let anyone else dictate your value.

When you’re in your business, nobody tells you what your value is as opposed to being in a company that tells you their product’s worth. So no one else is going to determine it for you but yourself, otherwise, other people are going to tell you you’re not worth anything.

Results Alex has seen from growing his confidence:

He’s now better able to find the right person to be the client.

Now he’s able to fill his pipeline with clients (the key is to always to talk to people)

Now he’s closing rate is much better and so much higher.

Dreams and goals are priceless. No one can tell you what your dream is worth. What do you think your dreams are worth?

Alex’s Major Takeaway:

Write down your prices until you have the confidence to say so. Keep practicing. Go for No’s. Fall in love with action over results. Winning a sale can be misleading, But if you’re constantly taking action of doing the sales call every day, keep at it, and the results eventually do come

Episode Resources:

Get to know more about Alex on www.alexbarker.co

Secrets of Closing the Sale by Zig Ziglar

Join our Facebook group, The Sales Evangelizers

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Tim Sanders, Donald Kelly, Dealstorming, The Sales Evangelist Podcast

TSE 558: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges

Tim Sanders, Donald Kelly, Dealstorming, The Sales Evangelist PodcastAt various points in our sales cycle, we could encounter really tough challenges to the point that we feel stuck or the deal is stuck. And more often than not, we resort to giving up. But how do you get yourself out of the rabbit hole?

Today’s guest is Tim Sanders and he’s going to share with us some insights gleaned from his new book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges so the next time you get yourself stuck in a deal, you’d know how to storm through your way out and get that deal that you want!

Tim has been selling since high school which led him to build a skill set in creating value and urgency, limited to direct selling opportunities. But eventually, as the sales world evolved, the way things are being done also had to change. Tim worked for Mark Cuban in the early part of his career and he’s also sharing with us the lessons he got from that experience.

Here are the highlights of my conversation with Tim:

His experience working for Mark Cuban:

  • They were selling video and audio streaming for businesses.
  • From smaller deals, they pursued 7-figure opportunities, being aware that the bigger it gets, the harder it is.
  • When you become ambitious, you’re going to get stuck because the sale is not about one thing but a bunch of problems. And when you get stuck, don’t go down alone.
  • Grab somebody who cares about you winning. Create a team and make it reign.
  • Make unlikely alliances (with the engineering group or finance, customer support, etc) and make complexity a competitive advantage.

This resulted to Mark landing some very complicated, high-value deals like the Victoria Secret Fashion Show in 1998 which broke the Internet. Then he worked at Yahoo! as a Chief Solutions Officer looking at the biggest deals after the dot-com crash.

And this was the time he refined the dealstorming approach. Since he left Yahoo!, Tim has written a bunch of books and has worked with a lot of startups and entrepreneurs, teaching them that no matter how small you are, you can build a team and help them think about their challenges and making that leap, bringing out teamwork in groups operating in silos.

The Great Lie of Small to Big

There is this lie we tell ourselves in sales that you just need to close this sale, only $500 and then we’re going to scale that $500 deal to be $5 million over the course of four years. This never happens.

The reality is when you go in small, you have no barriers to entry. Understand that when you book a small deal, it stays a small deal. If you’re going to focus on that, then you need to add a zero to the number of deals you’re going to book this year for you to scale your own personal production. If you go small, you have to be a very high-velocity salesperson in the kind of market where you can do a one or two-call close.

The difference between B2B and B2C: The number of addressable decision-makers.

B2C has a smaller number of decision-makers that are highly addressable. You have a chance to make your case for change and for you being the one to every one of the decision-makers in almost every B2C marketing/sales situation. There are usually 1-2 decision-makers or even 3 if there is an influence.

B2B has around 6 decision-makers for every quality sales. And research suggests this is going up 20% a year and most of them are not addressable. Most of the time, you get access to one or two decision-maker/influencers and then they have to sell to the other six. You can’t round them up and sell them all. That is the biggest collaboration challenge we face as sellers. At the end of the day, you’ve got to teach your mobilizers inside your accounts to sell the others and do it quickly since time is not on your side.

Unteaching People and Storytelling

Customers do their own research and oftentimes, the research contradicts everything you say. In B2B is usually 2/3 through their decision-making process before you actually get in front of them. So our challenge is to learn how to respectfully unteach people that have incorrect insights they’re about to make a decision based on.

Here is where the power of storytelling comes in. You have to develop stories and illustrations demonstrating the urgency to change and why you’re the only choice to make. You have to move beyond just trying to sell price or features, facts, and figures. This is why you need to collaborate with other people when you get stuck.

Collaboration and Diversity

Diversify the way you think about solving the problem. You have to have 2-4 perspectives in a room to have a creative group. Sales have a way of seeing the world and so does customer service, marketing, engineering, and suppliers. SO when you best practices become obsolete, diversity solves that.

Whatever it is you’re trying to do, when you get stuck, grab somebody that has a different way of seeing the world, a different set of constraints and a different set of greatest hits and they will complete your weaknesses.

“Products and companies do not become obsolete but the constraints by which we live by, they become obsolete. The best practices by which we live by, they become obsolete. And that’s why it’s important to have diversity.”

Questions to Ask When Building Your Team:

  1. Who has a stake in the outcome or the sales process?

Who really cares if we win or lose? Who really cares about the promises we make? These are the ones who care about being in your team. They are your tacklers.

  1. Who’s an expert about my problem?

That is your skill player or two.

Other keys to great team-building:

  • Create relationships across the company.
  • Discover other people’s concerns about sales.
  • When you get stuck, find the root cause of the problem.

“Great salespeople of today are not problem-solvers, but problem-finders. They know the reason their deal is really stuck.”

Tim’s Major Takeaway:

Get up every morning and live every day to build value. What Tim learned from Mark is that if you feed your mind, you can trust your gut in the moment. Read books. Get up every day and build your personal value that you can give away to your customers.

This is the only way you can become an essential partner in their life. Being a good option is a bad strategy in our world today. Be a voracious reader. Be a student of the game because that’s the only thing that’s going to make you truly different than anybody else your customer takes a meeting with this week.

Episode Resources:

Visit and www.timsanders.com/salesevan and get access to a chapter from his book. The chapter is called Sales Genius is a Team Sport.

How to Win Friends and Influence People by Dale Carnegie

The Go-Giver by Bob Burg

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.

Bad Customers, Client Selection, Donald Kelly

TSE 557: When Should I NOT Bring on a Client?

How about cherry-picking customers to make sure you get the right actual ones? Today, I’m answering the question: When do you now NOT to bring on a client?

So here are some signs that you probably should not bring them on:

  1. They don’t have the money.

When I was first starting out in the software world, I was so afraid to tap into the big fish that I focused on the little guys. Then I realized it just gave me so much work. They didn’t have much money so they were more afraid of losing or messing up. That’s understandable because when you’re broke, you get scared, right? Hence, these kinds of customers are going to have issues on everything.

  1. You just don’t see yourself getting along well with them.

Many customers are nitpicky on so many different things. There is a difference between personalizing and helping a paying customer than a taking customer. In this business, your job is to generate revenue while helping people. Money is the lifeblood of any business. Seek for long-term relationships. Is it someone you can get along with and have a long term relationship with?

  1. They complain more than your average customers.

Look at the number of complaints or modifications before they even start with you. If this number exceeds the average customer has, then you have to keep your stats and let these people go.

  1. They’re giving you so much headache.

Always think about this long-term. Are they going to be more profitable in the long run? Or are they going to take more from your business than they’re actually bringing into your business? This applies to relationships as well.

Today’s Major Takeaway:

Seek clients that will be able to enrich your organization. Is this someone you like and can build a relationship with? How many complaints do they have? Do they have the budget and the money? Are they in for the longevity?

Episode Resources:

How to Win Friends and Influence People by Dale Carnegie

Join our Facebook group The Sales Evangelizers

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Jon Buchan, Direct Prospecting, Creative Prospecting

TSE 556: The Secret To Getting Response With Unconventional Email And Direct Mail

Donald Kelly, Jon Buchan, Direct Prospecting, Creative ProspectingEmailing is a huge factor in the whole sales process but a lot of people are not seeing success with it. The trick is in creating unconventional emails to make you stand out from the pack. Even direct emails can be done through unconventional means as well. My guest today, Jon Buchan did just that! And he’s going to share with us some strategies on how you too can wow your prospects with the way you send emails.

Jon is the owner of the company, Charm Offensive, where they focus on direct mail and email campaigns. He is simply the best at getting the attention of busy people.

Here are the highlights of my conversation with Jon:

Jon Buchan’s coolest sales experience as a customer

Strategies for cold emails that make you stand out:

  1. Take advantage of the fact that they don’t know your name.

Think about what they would see in their email box. The subject line and the first line are important. Figure out how you can make them smile in the very first line and how can you make them think you’re interesting. Make sure you’re able to get them-them to read the subject line, the first line, and the second line. Make them smile and curious at that time. Focus on writing something captivating that gets them to hit reply with a positive message.

  1. Keep the pitch brief.

Make it into almost like a storytelling them what your business is about and your ambitions. Make it brief and funny. Have at least a funny element to every few sentences that’s at least smirk-worthy. Making them smile or laugh gives them a good opinion of you before they’ve even met you.

Don’t sell too much. Don’t sell every feature and benefit. Stop convincing that your offering is the best. You’re only selling them on the idea that having a call or meeting with you is not an awful use of their time. Otherwise, you will only look like every other email in their inbox because you’re blending in with the others.

  1. Focus on impact rather than persuasion.

Have an honest first line to grab their attention. Focus on impact to stand out from all the other crap in the person’s inbox rather than persuasion. Without impact, you can’t persuade people anyway.

  1. People are just people, they like to be entertained.

Jon puts a silly image on his image. People say it can’t work but he proves them wrong each time. People are just people. They’re human. You’ve got to take chances.

  1. Send a direct mail then follow it up with an email.

Follow this up with an email (in a few days to a week) and reference that in the subject line (be sure to include something unusual) and this will increase your open rates to over 80%.

Direct emails grab their attention for the next five minutes (if it’s good and if you’ve got something distinct).

  1. Include a call-to-action

Give them at least three different options. Listen in to find out how Jon does this. It’s hilarious!

  1. If you can’t be funny, be clever. If you can’t be clever keep it short.

Jon’s Major Takeaway:

Look at what you’re sending and see if it’s entertaining and different from what everybody else is sending. Stand out and be daring. Test things out and don’t assume that because of their senior people, they’re the most boring people in the world and you have to be super serious. Amazingly, everyone is human even the really senior people. You’ll be surprised what happens just by being distinctive.

Episode Resources:

Charm Offensive

Join the Charm Offensive Facebook group and The Sales Evangelizers.

Check out @LiveStreamKatya, the LiveStream Strategist

Influence: The Psychology of Persuasion by Robert Cialdini

Pre-Suasion by Robert Cialdini

The Sales Development Playbook by Trish Bertuzzi

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

TSE 555: TSE Hustler’s League-“Make It Easy”

Today we’re going to talk about how you can make it easy for prospects to do business with us. Whether you’re a mom and pop shop or a large corporation, whether you’re selling for yourself or for someone else, each of us has a sales process that can be fine-tuned so it’s easier for the prospects, taking away any friction. Again, this is tied up to the concept of building value.

  1. Educate the prospect.

You have to educate the buyer as much as possible. The more you can do that, the better you can help them make a buying decision as opposed to you making a sale.

  1. Make sure you know what they need so you can prescribe the right kind of product or service.

Make sure they have at least a copy of what the services are just to make sure you’re both on the same page.

  1. Take advantage of storytelling.

Think of ways to incorporate stories and then get down to the main reason why you need this is for their profitability.

  1. Show that you care.

What’s going to set you apart from somebody else is the fact that you care or you’re showing empathy.

Today’s Major Takeaway:

There are main points in your sales process that are key gateways. Educate them as much as possible to help them make the decision so they feel more in control.

Episode Resources:

Check out the TSE Hustler’s League

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 554: Sales From The Street-“She Jumped Out of the Car”

Today is yet another episode of Sales From the Street but I will be the one on the hot seat today as I share with you a crazy experience.

Taking My Client to a Game

Back in software sales where I worked as an Account Executive, our company had just partnered with a data center and they’ve hosted parties every once in awhile. In one of the parties they did, they hosted an event at a Miami Dolphins game. My wife and I went to the game and sales reps each had the chance to invite a few people from their respective territories. So I invited one of our top clients.

As it was nearing the end of the night, I and my wife, along with this client, went out to look for our car in the parking lot and we found it. In fact, we almost called the cops thinking our car was stolen since we found ourselves in the wrong section.

She Jumped Out of the Car!

So we got in the car with this client so we can take her to her car but they blocked off so much of the parking lot. Now my client was beginning to freak out but the cops continued to block us off and had us all funneled to get back on the highway. The next moment I looked back of the car, the lady was just jumping out of the car, on the highway, and walked across the parking lot.

In my head, I was just worried that we’ve lost this client. I was freaking out now and my wife too. We tried to find her but couldn’t. I tried to call her but couldn’t get a hold of her. Later on, she called to tell us she found her car and got home safely.

I felt so bad the whole evening and the next day as I walked into the office, everything was just fine. I called the client and things just worked out fine.

Understand Your Clients on a Deeper Level

The moral of the story is that sometimes you’re going to have situations gone wrong no matter how hard you try to do good or make things work out. Things are going to get crazy and sometimes clients are different than they are in the office.

The biggest lesson I’ve learned is to make sure you know your clients even deeper so you get to understand their personality better.

Today’s Major Takeaway:

When you have accounts to manage, you have to know your clients on a deeper level so take that time to get to know them better.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Joe Gianni, Donald Kelly, Swagger: The

TSE 553: How I Became The #1 Sales Producer At A Billion Dollar Company In 6 Months!

Joe Gianni, Donald Kelly, Swagger: The "Way of the Sway" to Sales and Life Success,Imagine becoming the number one sales producer at a billion dollar company in just 6 months. How do you even do that? Well, lucky you because today we have Joe Gianni on the show and he’s going to tell us exactly how he did it.

Whether you’re new to sales or in a sales leadership role or even when you’re not in sales yet, you can still take principles from his experience and apply them into your life to see remarkable success.

25 years ago, Joe started his sales training and leadership training company. He had a unique way of building sales forces and individuals, took it to market, and it was picked up by major players across industries. Joe is also the author of the book, Swagger: The “Way of the Sway” to Sales and Life Success, which has recently just been released but is now gaining positive reviews and recognition.

Here are the highlights of my conversation with Joe:

A lesson from Joe’s coolest sales experience as the customer:

We, as sellers, are dream-makers. We help other people make their dreams become a reality which is a unique calling.

The impetus behind writing his sales book:

  • Sales is what he has the most passion about and it’s what his multi-million dollar company is built around.
  • Right out of college, he wasn’t interested in finding a job but he had a mission to find a mentor knowing he was going to start his own business someday so he really needed to learn how to sell.
  • Joe’s mentor has a unique insight that revolves around transcending the traditional development of a salesperson which is heavily steepened skill and sales process training in order to develop the belief system of an individual that enters the world of sales and how to leverage that into a way that enables them to quickly master fundamental skills and become a master executor of those skills. Writing his book was, therefore, his way to get this out there on a global level.

Why so many sellers never become top producers:

  • They are not properly developed. They themselves don’t even know what’s missing. .Most of them look for shortcuts.
  • There is a formula that is missing in the sales discipline which is to help people understand that the biggest producers in every industry are not being adequate or ample at fundamental skill sets but one’s mind has to be ready to take that journey.
  • You have to take a journey from within your own thinking. Get out of your own way so you could do the things you need to do when it comes to mastering the skills, that you would not do them without the right mindset or core belief structure.
  • Sales is a good 80%+ mindset, proper belief and convictions and about 20%-25% on the skills and process side.
  • Most people never become masters of the fundamental skills because they’ve never become a master of their own thinking first.
  • Understand that both mindset and skills are critical to achieving success in anything. You have to dream and think about the bigger business.

Joe’s Secret: Fundamental Training Mixed with Belief Training

If you want to kick your sales force’s productivity to the next level, you’ve got to kick their belief system to the next level first. They have to have a bigger conviction of who they are and who they want to be in life first then you can teach them fundamental skills. (That’s why they haven’t mastered those fundamental skills yet!) They have to understand the need to become the best at whatever those fundamentals are for their sales profession.

The formula is to develop the right mind structure first and then leverage that mind structure to become a master of the sales process.

Joe’s strategies to become the #1 top performer in a billion-dollar company in six months:

  1. Seek out the top producers in the company.
  2. When you found the best, shut up and listen to them very intently about what they did and how they did it.
  3. Ask them good questions about how they qualified or how they presented or close or handle rejections, etc. Take mental and copious handwritten notes.
  4. Ask them what they believe about themselves, the industry, and their clients and prospects.
  5. Look for that belief set and then duplicate that so you mirror these people in skill and strategy as well as in belief and conviction. When you can do that then you can duplicate that success at an extraordinary pace.

Joe’s Major Takeaway:

Walk with swagger and the path to swagger is a discovery path you can take anytime you’re ready to discover your own thinking and what you’ve come to believe about yourself, your self-efficacy, and career sales and really truly refine that and develop powerful thoughts, powerful beliefs and convictions and then go back to the fundamentals of your trade as if you just started today. Master those fundamentals with the right mindset.

Episode Resources:

Get connected with Joe Gianni on LinkedIn or visit his website at www.2logical.com.

Check out Joe’s book,Swagger: The “Way of the Sway” to Sales and Life Success

The Sales Development Playbook by Trish Bertuzzi

MasterCraft Wakeboard Boats

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Prospecting, Donald Kelly, The Sales Evangelist

TSE 552: I Don’t Like Using the Phone. Prospects Never Return My Voicemails Anyways.

Scared of using the phone? A lot of misconceptions about using the phone are floating around these days and today I want to shed light on this.

From entrepreneurs to sellers, from the newbies to the oldies, so often I find that sellers are afraid of using the telephone because of the stigma built around that.

The Stigma of Using Phones

Today, we find all kinds of folks who don’t actually know what they’re doing, calling and blabbering, showing up and selling things prospects don’t even want. As a result, prospects no longer want to pick up the phone and somehow this has created a stigma that the phone just doesn’t work anymore.

A Shift Towards Emails

Then emails came along which have been found to have better response rates. It’s quick plus you can hide behind the email you sent so you don’t have to worry about being rejected. And so everyone now just gravitates towards the email over using the phone. Or they just go to LinkedIn to connect or Twitter, or to whichever platform possible.

However, there is still a great number of opportunities once you’re able to use the phone effectively. A lot of people are so used to their fear of using the phone that those people who know what to do on the phones are actually seeing great results. How about giving it a try?

How to Use the Phone Most Effectively:

  1. Get a proper list of your ideal customers.

Make sure you have a list of people you know are a good fit for you. Call those who fall into your sweet post. Focus on your Dream 100 list consisting of people you’re going to reach out  to.

  1. Voicemail still works, but make it personal!

Stop leaving those generic voicemails that people don’t want to hear. You have to leave a voicemail that stands out from the pack and you can do this by making your voicemail personal. Make it simple, keep it about 40 seconds. Give something that is personal and show that you did some research. Don’t make it about you. Instead, speak to their needs and what you can do.

Today’s Major Takeaway:

Don’t be afraid of using a variety of things. Don’t be afraid of using a voicemail. Don’t be afraid of using the phone. Don’t focus on you. Focus on them!

Episode Resources:

SalesLoft

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Motivation, Donald Kelly, The Sales Evangelist, Shawn Anderson

TSE 551: How Can I Get and Stay Motivated Everyday?

 

Motivation, Donald Kelly, The Sales Evangelist, Shawn AndersonMotivation is a huge part of every salesperson’s success. But how do you actually stay motivated especially during those tough times?

Today’s guest is a motivator and excited Shawn Anderson and he’s going to help you get pumped up to sell and hustle. Shawn shares with us how you can get motivated as well as what you can do to make sure you stay on top of your game.

Shawn started his path to entrepreneurship at 10 years old, selling worms to fishermen as his very first business. What motivated him to sell those nightcrawlers? Baseball cards.

Fast forward to today, Shawn is a motivational speaker, coach, and author. He is also the Founder of Extra Mile America, a nonprofit organization that empowers individuals, organizations, and cities to go the extra mile.

Here are the highlights of my conversation with Shawn:

Shawn’s coolest sales experience when he was the customer: The Concept of Gratitude

  • When you feel appreciated by someone else, you want to be with that person.
  • If you got that positive energy flowing in you, it’s going to come out of you and people will feel that and they are going to want what you’ve got.

Intention + Action = Goals Turning Into Reality

  • If you want something in life, the only thing that truly blocks us from getting that is our own action.
  • Stop giving lip service to your goals. Put legs under it so your goals have the chance to run.
  • The only person you truly lie to is yourself!

“If it’s only words coming out of your mouth then you’ve lost all integrity with yourself to ever become anything as far as being the best version of yourself. You’re always going to be the second best version of yourself unless you take your own words and thoughts seriously.”

Why People Have a Hard Time Getting Motivated:

  • Doing something you’re not passionate about
  • If you’re not motivated about what you’re selling, you’re selling the wrong thing.
  • If you’ve got to talk yourself out to getting off the ground, why are you on the ground to begin with?
  • Motivation is something you want to do because you want to become better at what you’re doing.

Overcoming Fear and Self-Sabotage

  • We sabotage ourselves all the time and make excuses.
  • The reason we don’t take risks is we let our minds flow with these excuses that we don’t really want something and we let fear stop it.

FEAR is what blocks us from having to step outside of our comfort zone. We’re afraid of failing, of losing, of what someone would think, of having to start over. Then when we start feeling fear, we let it dominate our lives. This is when we begin to sabotage ourselves and settle for mediocrity.

  • Step outside of your comfort zone and your world explodes with awesomeness!
  • Look at fear as a chance to either win something great or to learn something awesome and take the whole “lose” part out of it.

Shawn’s secret to getting past his fears:

The one thing that affects him stronger than the fear of getting on the stage is not getting on the stage and missing the chance to share a powerful message that can help change someone’s life.

How would you feel if you don’t do the thing that you wanted to do?

How to Affect People to Help Them Become Motivated:

  • You don’t have the power to change people. All you can do is change yourself and you will find that the more that you change yourself, the more people around you start to change.
  • Keep being the best you can be and share the message you passionately believe and hope the others will catch that too.
  • The number one virtue a successful person has is a positive person at their very soul. Negative people are not destined to be salespeople for long.

Watering the Seed: Have the daily accountability to stay motivated.

Stay on top of yourself every single day. Every day is a new start. Every day is a new beginning.

Dealing with Failures, Loss, or Lack of Self-Confidence:

  • Each failure makes you stronger and each of those failures makes the next failure easier to deal with and less likely to happen.
  • Change your perspective on failure and become grateful for those lessons learned because those are what make us who we are now.

How to be consistently optimistic:

Practice. Program your thinking, And start mastering your thoughts. That’s when you start to change your feelings. And when you change your feelings, that’s when you start to change your actions. So it’s a three-step snowball effect:

  1. Change your thoughts.
  2. Change your feelings.
  3. Change your actions.

Where to look for motivation:

  • Look around you and everything you see, feel, or hear can inspire you if you just open yourself up to be inspired.
  • If you look for inspiration, you will be inspired more and more and more!

Shawn’s Major Takeaway:

Go the extra mile. If you really want to change your life and create the most amazing adventures, romances, thrills, moments, and meet the most amazing people, you don’t just keep living the status quo. GO the EXTRA MILE! Do more to be more. Give more to live more. It’s in going the extra mile that you get the chance to change your life. Quit blaming others. It’s time to stand in front of the mirror and that’s how you change your life. And when that person in the mirror does more and goes the extra mile, that’s when you start to live the life that you truly love.

About Extra Mile America:

In 2009, when America was going through some very tough times, people started to lose faith in themselves and started looking at everybody else to make the changes that would make their life better. Shawn decided to use his small voice and did something that reminded people that if you want to live the life you love, you go the extra mile.

Hence, the birth of the Extra Mile America Tour, where he paddled a bicycle from ocean to ocean along a 4,000-mile journey. Along the way, his staff created events in 21 cities where he got to talk to over 200 people who have been pre-identified as going the extra mile either through volunteering or chasing their own dreams. At the end of his ride, he gave away $10,000 to the one that had a story that was most inspiring to him.

On November 1, 2016, Shawn created a day in America called the Extra Mile Day where 560 mayors across the country declared it an Extra Mile Day and recognized their local heroes who were going the extra mile to make the world a better place.

Episode Resources:

Learn more about Extra Mile America

Sign up for Inspiration Thursdays to help you get motivated and achieve your goals. Go to www.shawnanderson.com.

Get connected with Shawn through email at shawn@shawnanderson.com.

Join our group The Sales Evangelizers on Facebook and LinkedIn.

Predictable Prospecting by Marylou Tyler

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Donald Kelly.

TSE 550: TSE Hustler’s League-“Great Presentations”

Donald Kelly.

Presentation, Demo, Donald Kelly, The Sales Evangelist Podcast

How are you bringing value to the table? How do you make yourself stand out from the pack? This week, we pulled out yet another snippet from one of our previous sessions over at the TSE Hustler’s League where we talked about building value, specifically about giving great presentations.

There are basically two problems that I’ve seen with many salespeople giving presentations. First, they only give what they want to give. Second, they give presentations at the wrong time. And when you do these things, you don’t actually get what you want to get. So what do you have to do?

Strategies for Giving Great Presentations:

  1. The Discovery Meeting

After grabbing a prospect’s attention and you’ve set a discovery meeting, this is clearly an opportunity for you to dig in deeper and discover more about the client. So you have to come prepared with some questions which are questions your prospects will be happy you asked them. Ask them questions that help build value, that help them to think, and help them to realize they need it, and ultimately, help them want to buy from you rather than you trying to sell them.

One of the biggest mistakes of people giving presentations is failure to have this discovery meeting. And once they’ve presented, the clients would just tell them they’d keep in touch. So please… never skip this part of the process. Take notes!

  1. A Creative Alternative

Sometimes, people want to really want to see what you have and get an understanding. This is where a 5-minute demonstration would come in handy. For example, have a video on your website or a video you can send them. The key thing to remember is to not waste your time with people who are not qualified. If they don’t have a problem you can solve or they don’t have the money, you’re going to be wasting your time with that meeting. So give them an alternative by creating a simple video on your website to give them the opportunity to see what you can offer. Give them value.

  1. The Demonstration Mode

There are several things to keep in mind when giving presentations. Again, be sure to take notes after each discovery meeting which you can utilize for the next meeting. This is the key to customizing your presentation.

Here are examples of the things you want to find out during your discovery meeting:

  • Their pain
  • What they want to know or learn
  • How you can help them
  • What they’ve done so far and what they’re currently doing
  • Who their ideal customers are and how to find them

Using these pieces of information, utilize their words and their verbiage and put that in your presentation.

  1. Starting Off with a Compliment

Start off your presentations by complimenting them in a genuine way. Find out things about them on their website or look up their social media accounts or do a quick Google search about their company. Look for anything you can compliment them on. This shows them that you did your research and this makes them feel good about themselves. As human beings, we want to feel important and cared for.

  1. Complimenting Your Champion

Anyone who tried to help you get into an organization is your champion and be sure to compliment them to make them feel good as well. Share something which they did and that would make them feel good being given compliments in front of their peers.

  1. It’s Not About You!

Never forget to review the agenda of what you’re going over. The goal is to get people from Point A to Point B. Do not over-complicate presentations and talk all about yourself. It’s not about you. It’s about them. Focus your presentations on your prospects.

Episode Resources:

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Predictable Prospecting by Jeremy Donovan and Marylou Tyler

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