October 2017 - The Sales Evangelist
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Chris Dials, VmWare, Donald Kelly, COO

TSE 693: VMware’s Secret to an Effective Sales Process

Chris Dials, VmWare, Donald Kelly, COO

In this episode, I was privileged to interview Chris Dials, VP of Global Operations for VMware, where he leads the company’s go-to-market operations worldwide —an 800-person global team that serves 5,000+ sales professionals, 75,000+ partners, and 1M+ customers.

A senior high tech leader with a 20-year history of leading operational transformation, Chris’ mantra is as follows:

imperfect progress outplays delayed perfection every time.

Today, he offers us a look into a unique side of sales. One many salespeople rarely get a chance to learn about.

Here are the highlights of my conversation with Chris:

Dealing with Imperfect Progress

“There’s no need to be perfect to inspire others. Let people get inspired by how you deal with your imperfections.”

Chris encourages his people to chase imperfect progress:

  • Drive momentum plans every 30 days that provide value to stakeholders.
  • Be innovative and constantly take big challenges. But it’s also okay to fail.
  • A permission to fail: Chris awards individuals that thought out-of-the-box and sometimes failed but failed fast and learned from those things.v

Pipeline Management Center of Excellence:

A concept that brings together a group of individuals. It starts with a process first.

Make sure you have the right processes in place to be able to manage your pipeline.

At VMware, now they have a global process on how to manage their pipeline. They measure on consistent KPI’s and metrics on the quantity and quality of their pipeline.

Once the standards are in place, the people working on that will disband and go on to a different type of Center of Excellence.

At VMware, they’ve set up 15 different centers of excellence across sales operations, marketing operations, partner operations, and professional services operations.

Strategies You Can Apply to Your Business:

1. Understand what you need to predict your business and how to forecast it.

2. Agree on a common process.

3. Leverage your CRM system and an analytics tool.

4. Reduce the manual processes but provide the most predictability for your business.

5. Think out of the box. Be creative. Go for the big things.

6. Listen to the people in your team.

The Biggest Challenges They’re Facing

1. Scaling – Set up your organization first.

2. Bringing people on – Get someone to change your people’s mindset.

Reducing Expenses

Centralizing people into central operational hubs

3 Types of Roles in an Organization:

1. Transactional

2. Center of Excellence

3. Business Partners

How Sales Teams Can Build Stronger Partnerships

  • Have strong business partners.
  • When you start adding value, partners see the value and need of an operations person to make sure they’re constantly looking three quarters out to ensure the health of the business.
  • Sales operations need to be the connective issue to your marketing organizations, IT organizations, and HR organizations.

Chris’ Major Takeaway:

Think out of the box. Things are rapidly changing in any industry. Go and make sure you provide incremental progress. Do it frequently. Smaller movements of the needle make a big difference over time. And start to think about imperfect progress.

Connect with cdials@vmware.com.

Episode Resources:

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

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TSE 692: What You Must Know Before Taking a Commission Only Job Part 1

Should you take a full commission job? This isn’t an uncommon question among sellers. So I want to give you some insights today into how you can be successful at it as well as some red flags.

Here are 8 things you need to make sure that you understand and have agreed to before accepting your full commission job.

1. A proven process to follow

Find out what the ramp up period is like or what is their process like. Do they have a manner for you to follow to sale? Or do you have to go in there and wing everything? They should have a process you can follow otherwise wining it will get you nowhere.

2. Leads

Will you get your own leads or will they provide them?

If you have to get your own leads, it takes you three months to close one deal. You don’t know who the ideal customers are or where they’re hanging out. You have to learn industry information.

All these you have to learn plus you have to find your own leads. So you have to go out and cold-prospect. Or you try to go to networking events.

Well, they have to help you getting the leads They should have a process for that.

3. Goals and Metrics

Make sure they have clear goals and metrics for you to hit for your ramp up period. Get an idea of what their ramp up period is.

Find out if they have key indicators you or they can use to gauge your performance – number of calls, amount of demo or appointments set, etc.

4. Compensation Plan in Writing

Don’t go with word of mouth, especially if you’re working for a friend or family member. Make sure you get everything in writing. It’s not being hard-nosed but it’s being smart.

It’s just business. It’s not personal. If they’re going to let you go, it may not be for a personal reason.

Make sure you get everything in writing. Whatever the arrangement is, make sure everything is put in writing.

5. Employee Reviews

Check out Glassdoor to find out from employees what they like about the company or whether the company has good reputation. Get whatever information you can about the company.

6. Current Customers

Do they have current customers? Find out if they have a process for handling customer complaints. Otherwise, you don’t want to be wasting your time handling those concerns.

Stay tuned for the last two things which I will discuss this Wednesday!

Episode Resources:

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

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Sales Motivation, Donald Kelly, Shiv Khera

TSE 691: How Winners Don’t Do Different Things, They Do Things Differently

Sales Motivation, Donald Kelly, Shiv Khera

Today’s guest is Shiv Khera, a motivational speaker who has inspired and worked with some of the biggest brands like HP, Citigroup, HSBC, Cannon, Nestle, Philips, Mecedes-Benz, and the list goes on.

Shiv is the Founder of Qualified Learning Systems USA. He is also the author of the book, You Can Win: A Step-by-Step Tool for Top Achievers. In sales, you have to have the ability to continue especially during those tough times.

Here are the highlights of my conversation with Shiv:

How Winners Don’t Do Different Things, They Do Things Differently

Winners form the habit of doing things losers don’t like.

  • Achievers also have those things they don’t like to do but they do them anyway. They bring all positive behavior into reflex action.
  • Then the positive behavior becomes habitual. Every time they do it, they just do it right. If it happens that way, the reflexes will go right.
  • The same thing happens with people who keep doing it wrong.

Practice Makes Perfect?

  • Not true. Practice only makes permanent whatever you practice. Only perfect practice makes perfect.
  • 90% of our behavior is habitual.
  • If we have positive habits, we have a positive character. If we have negative habits, we have a negative character.
  • Bad habits come easy. And before we get the habit, the habits got us. That’s what the whole thing is all about.

Winners always put in the extra effort even when it hurts.

  • The greatest master in the world went though greatest disasters when they started but eventually by persistence and constant practice in the right manner, they hit it.
  • According to Muhammad Ali, to succeed life, we need the skill and the will. But between the two, will is more important than the skill.

How to Develop that Will to Win:

1.Don’t take rejection personally.

Selling is a rejection business. You have to take ten no’s before you get a yes. When you’re rejected, you’re not being rejected personally. Maybe the product or the product has been rejected, but not you.

2.Persistence is key.

Most sales take place in the fifth closing attempt. But 80% of people quit before the fifth closing attempt. There is no wonder why only 20% of them make 80% of sales.

3. Input determines output.

Where we will be five years from now will depend on two things: the books we read and the company we keep

Read two or three books every month. Decide what you input into your head and output will be determined right there.

4. Understand the two kinds of people – Success Seekers and Failure Avoiders

Success seekers are motivated, enthusiastic, inspired, and passionate. They don’t quit after the first failure. They’re persistent. Their desire to succeed is greater than their fear to lose.

When you play to win, you play out of inspiration. When you play not to lose, you play out of desperation.

Failure avoiders sit on the sidelines. They tried but they were not committed.

5. Create a good environment.

Be willing to do it yourself. Invest in yourself. Learn as much as you can.

Shiv’s Major Takeaway:

People keep talking of one thing that there is too much competition. Very little fraction of people are willing to do more than what they get paid for. Are you willing to be one of them? Always give more than what you get. Live by this and you become your competition.

Episode Resources:

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Connect with Shiv on www.shivkhera.com to learn more about him. Or shoot him an email at shivkhera@shivkhera.com.

The Sales Evangelist, Donald Kelly, Prospecting

TSE 690: TSE Hustler’s League-“Hunt For Customers”

The Sales Evangelist, Donald Kelly, ProspectingIf you stop using or practicing the tools you know would work, you’re going to see a decrease in your sales.

Oftentimes, we get training and go to these amazing events. Then we get back to the office we’re back to our same old routines.

And we forget the things and principles we learned.

Today’s episode is another snippet from one of our recent sessions over at the TSE Hustler’s League. If you want to learn more about closing techniques or improve your sales or to simply connect with other like-minded people, register and join our amazing community.

Here are the highlights of today’s episode:

Understanding Your Ideal Customers

The managers expect you to sell to people. But they don’t have a process and system so they end up reaching out to the wrong people.

  1. List down all the products your company has.
  2. Break them into categories.
  3. Then list down the problems they solve.
  4. Then list how many products/ solutions you’ve sold.
  5. That company which makes the most results is where you need to focus on.

Problems You Solve and Why

Don’t find prospects for your products. But seek to find problems for your prospects.

Episode Resources:

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

TSE 689: Sales From The Street-“Don’t Be Sleazy”

There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy?

Today’s guest is Michelle Weinstein and she’s going to show us just that.

Michelle is fellow podcaster, her show Success Unfiltered talks about how you can overcome rejections to achieve the success you want.

Here are the highlights of my conversation with Michelle:

How to Stop Being Sleazy:

  • It’s not about you, but it’s about the buyer you’re selling to.
  • It’s all about your client.
  • Does your product or service solve one of their problems? It does, great. If not, find something new.

It’s Not About You

  • Work on building a rapport and relationship.
  • Some sales cycles are long, others are short.

The Pitch Queen System

  • Figure out what their problems are. Get to know them personally.
  • Don’t forget about the human connection.
  • Building rapport and relationship is like a transfer of “currency” in terms of your energy.

How to Get Personal Without Being Too Intrusive:

  • Start asking people questions.
  • If you’re in line at Starbucks, get someone to get off the phone. Find something authentic that you can strike up a conversation with.
  • Talk with your baristas or dry cleaners or car cleaners. Learn about their family.
  • Talk to your neighbors and get to know them.
  • Implement the above things into your business and it’s the same thing.

How to Avoid the Things that Turn Buyers Off

  • Talk less.
  • Remember the 70/20 rule. Let them talk 70% of the time, while you talk 30% of the time. The more people talk, the more they get into their emotional state.
  • Ask really good questions.
  • Be genuinely interested in the other person.
  • Make sure you love what you’re doing.

Your Contacts Are Your Worth

A relationship could pay off ten years from now. Don’t burn the bridge and keep in touch with people you know. Timing has a lot to do with it too.

Michelle’s Major Takeaway:

You can’t let any of the no’s and the rejections you hear get to you. Listen to her podcast called Success Unfiltered. Believe in yourself and do whatever you can to not let anything else get in your way.

Episode Resources:

Connect with Michelle on Instagram, Facebook, LinkedIn and her website, www.thepitchqueen.com and check out her eBook.

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.


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TSE 688: How I Grew Our Revenue to 120k MRR with Outbound/Cold Email

Still struggling with doing cold emails?

Our guest today is Mike Hardenbrook, the co-founder of Growth Geeks, a marketplace vetted for freelance marketers or geeks.

He is also one of the individuals behind Growth Hacker TV, an educational resource for startups to acquire monetization information and to grow the user base.

Mike has a lot of great insights and great strategies. Today, we’re going to talk about how he was able to help his organization grow their monthly recurring revenue to $120,000.

Here are the highlights of my conversation with Mike:

The process SDRs follow at Mike’s company:

  • Have the right messaging.
  • Show the right benefits.
  • Either agitate the problem or provide the benefit they want to see.
  • Have a good lead source in sending those messages out.
  • Use the right technology that will allow you to run analytics and tests.
Strategies in finding lead sources:
  • Use lead sources either through scraping or through data sources.
  • Drop them into your messaging.
  • Deliver your messaging two ways: house delivery system and another platform
  • Move them into your website to opt in for a trial or lead them to a phone sales call
How Mike hit the 100k mark:
  • They hit it in 18 months from product launch.
  • They concentrated the offer to avoid “analysis paralysis.”
  • Finding more leads and sending more emails and expanding the workforce
How to overcome your fear of picking up the phone:
  • The stigma is that you’re going to piss off a bunch of people. That’s the case if your messaging sucks and if your product isn’t something they want.
  • Show them what they need or want or could use to make their life or business better. Reach out with the right messaging along with the right product and they’re going to thank you for reaching out to them.
  • Do it right and people will respond.
Strategies for reaching out through cold email:
  • Try not to exceed five sentences.
  • Don’t write anything you won’t send a friend.
  • Keep it very casual.
  • Address the fact you don’t know each other or that it’s random.
  • Get right into the benefit of what you could offer them.
  • Be clear on having a call to action in the end.
  • The only answer to your call to action should only be yes or no.
How to personalize your email and scale:
  • It depends on the type of business.
  • Add personality to the email that is unique to them.
  • Ex. They sent out badges to a specific city. And they pulled in a weather API for that city, notifying them about the weather.
  • Be creative.

Mike’s Major Takeaway:

Set aside an hour for two weeks and in that hour, get some leads. Write an email and send it. See how that response goes. Just keep doing it. And in two-week’s times, you’re going to have a cumulative result and it’s either you get replies or non at all. Know first whether it’s something that would work for you. Don’t make it complicated just yet. Keep it simple. Give it a try and stay consistent. Identify some opportunities. Start thinking how you can dive in as a channel for your sales process.

Episode Resources:

Shoot Mike an email at mike@growthhacker.tv

If you’re interested in how Mike can help you, check out coldemailacademy.com

Growth Geeks

Growth Hacker TV

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

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TSE 687: Make Your Disadvantages Become Your Advantages!

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages.

I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura.
In the episode, we pointed out some of the disadvantages I experienced.
  • Being raised in a single parent home
  • We were immigrant to the country.
  • We were poverty stricken household.
In some instances, we see these as excuses that keep us from accomplishing our goals.

How This Relates to Sales

I went for a job interview and I was told I didn’t have any experience so they didn’t want to work with me.
The interview lasted for only five minutes.

Seeing the Disadvantage

No one would take me because I didn’t have a lot of B2B experience. Considering I was already in the door-to-door security and I did phone sales. They didn’t care about all the other things i did. They only cared about having that B2B experience.
So I hustled and went to my network. Someone introduced me to another until I got introduced to a CEO. I was hired and then got into the software industry.
You see, I didn’t have the experience to come in as a B2B rep. But that fueled me to get as much knowledge as possible.

Turning It Into An Advantage

Because of my eagerness to learn, it propelled to work harder and learn more. So I became one of the top selling performers in the company because of that hunger and that drive.
My inexperience propelled me to learn and to study and listen to podcast. I read and gained new insights. That caused me to become stronger.

How This Applies to Other Areas of Selling:

1. If you’re bad at picking up the phone
If you’re a great writer, write out what you’re going to say and practice that. Then your ability to articulate yourself on the phone becomes more effective than those natural at speaking.
2. If you’re not that great at closing
Closing doesn’t have to happen at the end of the call. Look at the close as a way to continue the relationship or how you can get them to say yes earlier. Closing can be more of a natural progression. Learn how to properly close and this becomes your advantage.
Don’t look at your disadvantages as something that’s going to hold you back. Utilize them as your strength by developing them and you’ll see amazing results, not only in your sales but life in general.

Episode Resources:

Pioneers of Insight Podcast

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Bill Troy, Donald Kelly, The Sales Evangelist, Online Marketing, Click Sand

TSE 686: This Is Why Online Marketing Is NOT Working For You!

Bill Troy, Donald Kelly, The Sales Evangelist, Online Marketing, Click SandAre automation and process the same thing? Nope. Not always.

Our guest today thinks online marketers are taking businesses off on a wrong path. And we discuss how you can correct your course. It’s never too late.

Today’s guest is Bill Troy. He is soon releasing a book called, Click Sand: How the Pitchmen of Online Marketing Suck You In and Ruin Your Business.

Bill is an Inc 500 CEO and running a business is his expertise, especially when it comes to marketing.

Are Tools Good or Bad?

The tools are neither good nor evil. They are just tools. The problem is the people selling them to you. They sell them as though it solves every problem you have.

Problem is that most people doing online marketing start with a tool, instead of starting what you need to accomplish. Then you are led astray. You start to change your business to fit the tool instead of making sure you pick the tool after you know how your business works.

3 Top Things that Work in Online Marketing

1. Understand what the other person on the other side needs from you. The more this leans toward the relationship side of things, and not just an anonymous transaction, that where you have to be careful with a lot of this online stuff. Think about what they need. Then build it around that.

2. Rather than using LinkedIn to strip mine titles and get a list of 3,000 people to send to, use LinkedIn to figure out what that prospect is into, what non profits they support, their education, etc.

3. Define what exactly the relationship is. A relationship is when they respond to you and you interact. Then build a process to fit that and do it regularly and consistently.

What Do You Do When You Want to Scale Your Business? 

1. Scale up by getting bigger customers versus smaller customers.

Either do more and more of the same activity efficiently or try to get bigger customers you can invest in. Most businesses look at smaller deals where they could go faster. And the techniques they use blow off large customers. They end up chasing small clients all the time.

2. Have both selling process and relationship process.

Sometimes, it’s not the right time to sell because it’s time to build a relationship. And if you have a client that needs that, put a process in place to build those relationships. And when it’s time to sell, then sell. These two things are not the same thing.

How to Become More Effective as a Seller:

1. Think of relationships in terms of people, not just companies.

  • Sellers tend to think of companies or brands, not individual people.
  • Sellers often forget there are people involved behind their client companies.

2.Follow up with your clients.

When you look at what really works, sometimes it’s not the thing that’s the most efficient, but it’s the thing that’s most effective.

3. Have a process and test it if it works for your industry. 

  • Just start with some system or process that is repeatable and consistent.
  • A process could be as simple as remembering to do something nice for someone on a day that’s important to them.
  • So just put something in your CRM to remind you why you’re doing it and to keep track of those activities.
  • A system basically involves repeating it and consistently doing it.

Bill’s Major Takeaway:

Start watching what people do with you, what kind of emails come into your inbox today, and what kinds of messages do you see that make you want to buy from them. Now that you see what works for you, are you doing this for other people?

There is this sense of denial in the sales world. We hate it when we get it ourselves but somehow we think our junk’s going to get noticed. Start looking at what other people do that delight you. Start using yourself as a guinea pig. Then do what you like to other people.

Episode Resources:

Check out Bill’s book Click Sand on www.clicksand.net/salesevan. Bill has put Chapter 5 up discussing the psychology of how online marketing can damage businesses.

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

TSE Hustler's League, Donald Kelly, Self Worth, Sales

TSE 685: TSE Hustler’s League-“Your Self Worth”

TSE Hustler's League, Donald Kelly, Self Worth, Sales

How much is your self-worth? How do you overcome your fear of rejection?

Today’s snippet taken from one of our recent sessions over at the TSE Hustler’s League is about the idea of self-worth and how you can overcome your fear of rejection.

How Would You Rate Yourself?

We play all these roles – husband, father, mom, sister, spouse, sales professional, manager, etc. Say, you’re put in an island and all these roles are taken away from you. How do you rate yourself on a scale of 1-10? (10 being awesome and 1 being “you’re nothing”)

You’re a 10! You Should Be!

Roles are the things we’re given in life which were either given to us or something we choose.

On the other hand, your identity is your self-worth or your self-esteem. This describes you deeper than your role.

You’re a 10? Why? Because even if all your roles are taken away from you, that shouldn’t diminish your self-identity or your self-worth. Never!

No one can take away your self-worth besides you.

So the next time you get rejected over the phone. Ask yourself. Are they rejecting the seller? Or are they rejecting you as a person?

They don’t know you.

They’re not rejecting you as a person. They’re just rejecting you as a seller.

Therefore, understand your sales role is what’s being rejected, not YOU.

Don’t Take It Personally

But what usually happens is when somebody rejects you in your role, we take that personally and it brings us down.

So when the next phone call comes, your confidence level starts to decrease.

You’re an i-10!

But why is it easy for some people to rub that off their back and not have any issue with rejection? That’s because they have a strong sense of self-worth.

You’re an i-10! You’re an identity of ten. On a scale of 1-10, you are a ten. Take all these roles away from you but your self-worth should never be brought down.

Your Roles Don’t Define Your Self-Worth, But Your Self-Worth Define Your Roles

Don’t care about what people think about you. Only care about what you think about yourself. Realize who you are. Your self-worth is 10. You’re not going to be judged based on your role. You’re going to be judged based on who you are. And that person who’s going to judge is YOU.

Episode Resources:

Tired of doing boring presentations? Use Prezi Business and your presentations will never be the same.

Join the TSE Hustler’s League.


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Harold (Butch) Frick, Donald Kelly, Elevator Pitch

TSE BLOG 015: Why Your Elevator Pitch Is Not Working And How To Fix It

Harold (Butch) Frick, Donald Kelly, Elevator PitchThere have been many articles and techniques revolving around Elevator Pitches.  These are the pitches that you can make in a very short time as in the amount of time it takes an elevator to go from the main lobby to one of the top floors.  This 30 to 90-second commercial is intended to get you more business and set meetings on the spot.  There have been numerous approaches to this speech that include everything from a wow statement such as “I change the world, one student at a time”, to telling a story, to showing humor.  There are even names for pitches, such as the Pixar Pitch wherein you pitch yourself the same way Pixar pitches their stories starting with “Once upon a time…”

Let’s be honest, would you want to be caught in an elevator listening to an Insurance Salesperson tell you that he protects your loved ones by providing your widowed wife and fatherless children security (i.e. money) after you die?  Or a financial planner that can lower your tax rate, or the car salesperson that tells you he makes dreams come true?

This approach reminds me of car dealership commercials where the owner is yelling about his great offers while standing on top of his dealership building, or the furniture dealer that thinks using his kids and pets as props will make you want to run to the store to buy furniture.  

These approaches are one-sided monologues full of sound and fury.  They are all about pushing something on you that you may or may not need.  There is the assumption that if you tell enough people the same thing, sales will flow.  It also assumes that all people are equal.  Everyone needs a new car, everyone needs to update their furniture, everyone needs to lower their tax rate.  What if the person you are babbling to has just bought a new car, lives in a furnished apartment, and pays little or no taxes.  

When someone asks me what I do, I usually tell them in one sentence, something like this: “I help companies grow their business.”  Right after that statement, I ask “what about you, what do you do.?”    There are a few things at work here:  

  1. I didn’t tell them what I do, but how I help companies
  2. My answer was extremely short.
  3. I switched the conversation back to them instead of going on about me.

My main goal is to build rapport, and see if there may be a potential need.  I am not trying to sell them anything and I am much more interested in asking and listening than I am in telling.  If it sounds like there may be a potential alignment of my services and their needs then I may see if they would like to meet for coffee or lunch to chat further.  Frankly, I may also see if they want to meet simply because what they do is fascinating, or that they may be an extremely interesting person and someone that I would like to better get to know.  You never know where these discussions may lead.  Obviously getting business is important, but also hearing about a great book, hearing a great story, hearing about a business approach, or developing a center of influence also has its rewards.   


About the author: 

Harold (Butch) Frick is a Sales Consultant with Lockton Companies. Where he is responsible for the ongoing stewardship of client services for a group of clients as well as new business development. Lockton is a professional insurance and risk management services firm that provides full-service retail insurance brokerage, loss prevention, claims management, and alternative risk financing consulting to commercial clients that range in size from smaller local companies to international Fortune 500 businesses operating in many diverse industries.

TSE 684: Sales From The Street-“Why Don’t They Do What They Know?”

Here’s a self-check question for you: What don’t I do what I know I should do?

Today, I’m sharing with you the concept behind this.

You know how to do cold calling. You know how to prospect. You already know how to utilize LinkedIn. You’ve probably learned something about social selling. Or you’ve listened to podcast and webinars. You’ve watched training and read books. And the list goes on.

The content is being delivered. No doubt about that. It’s going to the source. It’s being understood and it’s being grasped by the most part.

But here’s where I see the problem lies…

They lack habits.

The Fast Brain

They don’t have it ingrained in them. It’s been proven there are two sides of our brains – a fast brain and a slow brain.

Daniel Kahneman describes it in his book, Thinking Fast and Slow that we our fast-thinking brain makes up our subconscious. It does things on its own like when you get up in the morning and you just automatically tie your shoe without really thinking about it anymore.

Moreover, Charles Duhigg writes about building a habit in his book, The Power of Habit. Again, we make use of our subconscious mind and do the things we do without thinking.

For instance, you’re driving home without using your map because you don’t need it. It’s just a part of you. It’s something you already know.

This is the reason Steve Jobs wears the same style of shirt and jeans over and over. He doesn’t have to think anymore. Why waste brain power in that?

The idea is to build those habits.

The Slow Brain

Now the slow brain is the cognitive part of thinking. When somebody gets on the phone and asks you a question, you’re trying to figure out what to say next. Sellers may stumble if they’re not as educated as a seller.

Examples of this include doing your taxes or building a deck in the backyard or you’re researching something.

You’re thinking.

You’re forcing your brain to do something you don’t normally do. And sometimes, we go back to our way of doing things because we follow old habits.

So when sellers go through all this training, our slow brain says yes, we’re going to do it. It does make sense. We write it down. We understand the process and strategies. This happens on a Friday.

Then Monday comes. We go to the office. We go to the coffee machine or the break room. We go to our desk. We see our emails. We go back into our same old habits.

Basically, everything we learned on Friday is totally gone. Out of the window!

Build Habits

The key is to build habits. You have to build habits with your sellers.

When looking into training programs, make sure it’s not just a one-time thing. But it’s something that will help them over a considerable amount of time for them to be able to change their habits. Or in a way that they learn things bit by bit through the slow brain process.

With my clients, I give them a six-week training. Then they get enrolled into TSE Hustler’s League so they can digest more content. After which, they familiarize themselves over and over. Soon, positive habits begin to form. And the culture begins to change.

Essentially, our fast brain begin to pick up these ideas and these become habitual for us.

Why People Struggle to Do the Things They Already Know:

1. No daily planning.

Some of the main areas where sellers have the biggest difficulties with in terms of the things they know but still don’t know it – is with the daily planning. They go out and just wing it. Follow an effective sales process. Help them follow a process that helps build habits for them.

2. They don’t have a how to their why.

Sure you know your why, but without knowing how to go about doing that, your why becomes useless.

Agree? Say amen to this episode and send me a text message at 561-463-2531.

Episode Resources:

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Thinking Fast and Slow by Daniel Kahneman

The Power of Habit by Charles Duhigg

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Start with Why, David Mead, Simon Sinek, The Sales Evangelist Podcast, Start

TSE 683: How to Help Salespeople and Entrepreneurs Discover their WHY

Start with Why, David Mead, Simon Sinek, The Sales Evangelist Podcast, StartYou’re probably familiar with Simon Sinek and have watched his Start with Why concept on TEDxTalks. If not, how long have you been living under the rock? Seriously though, you’ve got to watch it!

In today’s episode, we have David Mead, a team member at Simon Sinek’s organization Start with Why. David is going to share with us how people can discover their why.

In 2004, he started his career in corporate training a few years after finishing his MBA focused on organizational development. Then he realized that what was being taught in business school was contributing to poor leadership.

In 2009, David met Simon Sinek and got introduced to the Golden Circle concept. He eventually got invited to join Simon’s team. He started developing the concept with Simon.

In 2012, he began speaking and facilitating workshops to help shift people’s preconception on leadership and culture. This led him to co-author a book called Find Your Why with Simon. David is known as the “how” to Simon’s why.

Here are the highlights of my conversation with David:

The Golden Circle Concept

It’s represented by a bull’s eye with three words.

Why – found on the center or right at the bull’s eye.

How – found on the middle ring

What – on the outer ring

The basic idea is that every organization and even our own careers operate on three levels – what we do, how we do it, and why we do it.

Every organization knows what they do (product, service, your title, your role).

Some know how they do what they do (How you set yourself apart from somebody doing the same thing you’re doing.

But very organizations can clearly articulate or talk about why they do what they do.

What Is Your Why?

What’s your purpose, your cause, your belief? What is the driver behind everything you do? What’s the human reason that your organization exists? This is the reason you get out of bed in the morning.

It’s not that why is important than how or what, but it’s the part that’s often forgotten. There has to be balanced among all these three.

Why We We Forget About the Why

The why is a feeling, a belief, and so we have a hard time explaining it. And that part of our brain that controls all the feelings, decision-making, and behavior, doesn’t control language.

That part of our brain where the why lives, does not control language, so a lot of people have a hard time putting into words what that why is.

Why Is What Differentiates You

Your why is not something you do to sound better nor is it a marketing tactic, but it’s what you believe. And people can feel that if you’re being authentic about your why.

If you show something that’s meaningful to you and it’s something that potentially matters to them, this results in bigger sales because you come across as more inspiring to people.

At the core, they believe what you believe and they want to share in the vision you have.

How Many Why’s Do You Have?

For entrepreneurs:

Your individual why is the same why as the organization you lead. Your organization is a way that you bring your why to life.

Our why is who we are when we are at our natural best. It’s the contribution we make and the impact we have on the lives of people around us. It should apply at work, at home, in the community, or wherever you find yourselves in.

Your why is the driving force behind everything you do.

For large organizations:

If the organization is a bit older and we don’t know what the founding story is, the why can come from the very best elements of that existing culture.

Bring in fifteen of the best people in the room and discover what is already there. What is it that makes this organization operate at its best? What the experiences where you have showed up as an organization you’re proud of?

Through all of those different experiences, you find that golden thread which ties all of those stories together. And this is the seed or the foundation of the why for that organization.

Your Why Is Who You Are

Your why is not aspirational and not something you hope to become someday. But it’s who you already are. It’s just a matter of articulating what that is.

How to Discover Your Why

1. Online course

Start with Why has an online course to help individuals discover their why. It’s an interactive online course that

2. Read the book, Find Your Why

This book is specifically designed for entrepreneurs and small businesses to discover and articulate what the why is.

3. Dig into your impactful experiences.

Get a partner who is genuinely curious to know more about you, who can dig deeper into your stories and experiences to help you figure out the significance of your life.

Dig into your past and remember all the stories and times in your life that have been the most shaping and impactful for you.

4. Find that golden thread that ties all of those things together.

Once you’ve figured that out, put that into words. So then you can consciously put yourself in that situation again rather than having it happen by accident. Then can find opportunities at home or at work or in the community that can give you that meaning and fulfillment. And so, you can live a life of meaning and purpose on purpose rather than by accident.

Sample questions to discover your why:

Think of your earliest happy childhood memory – a coach or mentor or teacher who really made a difference for you. What did they do and what is it about that?

Look for specific experiences. When you can connect with specific moments, that’s when you relive the feelings and emotions you had. And that’s where they why comes from.

Tell me about a time in your past that was particularly meaningful for you? The project you worked on back in college. Anything that can bring out feelings of something that you love.

Overcoming Possible Apprehensions

While you may have apprehensions on the front-end, it’s really freeing to be able to understand what it is that makes you tick and what drives you and fulfills you and inspires you.

Spoiler Alert!

Every person’s why is somehow about helping others do something and making that impact.

The key is to ask those questions to dig deeper and really get to the significance and meaning of each story. Then look for the patterns and themes that seem to come up over and over again. But we don’t find the meaning unless we dig in really further.

The Biggest Pitfall People Fall Into

People try to shove their what in their why. They talk about their products and services in their why statement. They’re important, too, just that they don’t belong in your why statement.

If you define yourself by what you do or what you sell. it will never be inspiring to anybody. Nobody is inspired to wake up and sell a widget. But they’re inspired by the difference that widget can make in someone’s life.

What inspires human beings is service to other human beings. Money is only a short-term motivator.

David’s Major Takeaway:

Finding your why takes time. It’s a process. Focus on the draft statement. It’s going to take some refining, some thought, and some additional work. Make some decisions and changes in your life that will put this to you. The hardest part is maintaining that why you’ve worked so hard to articulate. Sometimes, it’s going to take years. So you have to commit to it.

Watch Simon Sinek’s Start with Why


Episode Resources:

www.StartWithWhy.com or follow David on Instagram @igniterDM

Find Your Why by Simon Sinek, David Mead, and Peter Docker

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TSE 682: What the Magic School Bus Taught Me About Complex Selling

I watched a show on Netflix called The Magic School Bus. No, it isn’t an action film as you would imagine me watching. It’s actually an animated film but its story is worth to be told. And I want to share with you things from the show that we can tie back into sales.

The Story of Changing an Ecosystem

Arnold is the kid who’s always scared. They have a new teacher Ms. Frizzle, the younger sister of Dr. Frizzle, a researcher. Being new to class, she brought a whole new way of doing and learning things.

The story was about the ecosystem and how it changes. They talk about the danger of implementing new into the ecosystem as well as the benefit it can bring. So there was this invasive plant and Arnold wanting to get rid of it, left it on this magical island where their class went for an adventure. They went back to their time machine, 30 years in the future and everything was out of whack. Then they introduced bunnies on the island to eat the plant but the poor creatures went all crazy. So this whole ecosystem totally changed.

Now Ms. Frizzle was teaching Arnold about how not all things that enter an ecosystem can cause damage. She mentioned the idea of honeybees that were introduced to North America and how it helped the environment.

Application to Sales

Tying this back into the world of sales, there’s this idea that we don’t like changes.

1.Understand their current ecosystem.

As you present your product or solution to an organization, are you able to understand their current ecosystem? What is their current ecosystem? What current technologies do they have in place? Why do they have these kinds of processes?

Instead of focusing on your particular product or service, understand their current ecosystem in place.

2.Get the right people on board.

Some people are more open to change than others. For example, IT directors are sometimes not so inclined to a solution coming into their ecosystem when they didn’t agree to it (because finance or HR was the introducing it). Understand that IT has a system and they have their own processes. So when you try to come in and “mess up” their system, they try to derail the next steps.

Another example is the marketing department and sales teams. They have their own way of doing things and they may not want to get that change. Find out what their ecosystem is like. Try to find an internal champion to make it easier for you to transition into new changes.

3.Paint that vision for them.

Position your presentation in a way that you’re able to paint a picture of what it would be like if they had this kind of change introduced to them. Give them a vision of what’s to come.

Recognize that certain individuals have a stake involved in selecting a solution or service. So be delicate. Don’t bash what’s in place right now. But talk about what it could be like.

Paint the vision of what it would be like without insulting what they currently have.

Point out how they can enhance their job. Help make them look like the winner in the scenario.

Compliment them on the things they’ve done.

Today’s Major Takeaway:

Recognize your customers are human beings. And as humans, we don’t like change. Help mitigate that impact by getting them gradually into it. Paint that vision of what that new world can be like.

Episode Resources:

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Join the TSE Hustler’s League.

Catch The Magic School Bus on Netflix


Value, Donald Kelly, Raúl Sánchez Gilo

TSE BLOG 014: Value vs. Price: The Importance of the Perceived Value

Value, Donald Kelly, Raúl Sánchez GiloLast week I saw an interesting infographic on social networks saying the following: “Something is happening, Facebook, the most popular social network, does not generate content. Airbnb, the large provider of accommodation, does not own properties. Uber, the big taxi company, does not own any vehicles. Alibaba, the biggest marketer, has no inventories…”

Well, this is already happening a long time ago. Generally, we think about products as tangible items, as physical goods with a set of attributes (features, functions, benefits, and uses) that are capable of meeting one or several needs and requirements. But the product nowadays can also be something intangible, which cannot be perceived by the senses previously, at least not until they are used, and in that sense the product can be a service, or may even be an idea, a concept, a philosophy, a story, that is also perceived by buyers as able to satisfy their needs or desires and therefore as subject of exchange.

A product can be a good, a service or an idea.

In fact, on most occasions is a set of all of them. A beauty treatment is a service, but the idea that sells is the desire of youth. There are companies that sell ‘experiences’, and that is something else than just a service. Ideas are also the religious ideas, political ideas, environmental awareness, and also the reputation of the seller. The salesman, the trust he can generate, his personal look, his charisma, are also part of the product that he sells. Other main and differential psychological attributes of the product are the Brand and Quality, which also add value to the product.

People buy more by ideas, by emotions, by feelings and heart. They buy benefits and solutions, they buy advantages and buy services that are intangible. And they buy the ideas they perceive from the seller, and in the seller.

Said this, we can better address the concept of the perceived value of the product which allows us to avoid entering price wars, allows differentiation and even to increase the price of the product.

The Perceived Value Formula

We should not compete just on price, which is an unproductive battle. The price is important in the purchase decision but should not be the only buying reason. If we do not have differentiating advantages, or when the customer perceives similar products or services, he decides just for the price. So that it’s needed adding new ideas and concepts, add value to avoid competing only on price. The salesperson needs to persuade with a value proposition, aggregate value to his offer to find advantages that differentiate him.

In short, we have suggested that the price is just one more variable in the perceived value scales of customers and consumers, and not the only component. It is best to explain it with a simple formula that everybody will understand:

Customers always perform a mental operation, sometimes more unconscious than rational, and sometimes very calculated, to know when buying is positive. To justify the purchase, they make a balance between benefits and sacrifices perceived in the supplier’s offer, and the perceived value of the customer is based on the difference between what they receive and what they give, something like this:

Perceived Value = Total benefits and/or advantages – Total costs and/or prices

In this formula, the first is the whole set of economic, functional, abstract, psychological (such as brand, quality, etc.) benefits and advantages of the product or service, and all the added and differential values. The second term includes all prices, economic costs, and also time, energy and psychological costs. It must be stressed that part of the costs are also the time that is used to make a decision, also the time spent in making use of the service, the psychological cost (e.g. against a particular brand, or stop using the usual product to change to another) and the cost of energy spent or effort for the purchase and enjoyment of the service.

The customer will also make this assessment with your competition:

  • If the perceived value of your product is greater than that of the competition, he will be inclined to your offer, and vice versa.
  • If the perceived value is negative, the price is the barrier, and generally, he will not buy. Or he will say that it is very expensive, he perceives nothing beyond the price.
  • If the perceived value is very small, the price and the consequent price war may be what decides if he buys from you or from the competition, he will buy the cheaper, or not buy.
  • On the other hand, if the perceived value of your product is very high you will sell more and better.

The value proposition

It is the seller’s job to increase this value, making the customer perceives and properly assesses the full set of benefits, including here all the factors, subjective and emotional advantages and added ideas to counter the price force. In this sense, the price and value of a product are not the same. And so we say that the price is not or should not be the only reason to buy, it is not the only element of the equation unless we do not make any value proposition.

When a customer is asked how they perceive the value of a product, they are actually being asked to compare it with their perception of other existing purchase alternatives. And therefore a product is not expensive by itself, the answer is: ‘expensive compared to what?’…

In short, the value proposition is to explain to your customer why they should buy from you and not to your competition. This must include the whole range of benefits and advantages of your product or service that solve their problem and meet their needs and your differential value. In other words, to provide a higher perceived value to the customer.

The dynamic perceived value.

The ‘problem’ is that this scale of customer values, this perceived value, is subjective, is abstract and it is a dynamic variable, changing, but not only from yesterday to today, but also from one day to the next. That is, the valuation of the customer is different before the purchase, at the time of purchase, while using the product, and after using the product. There is an initial, middle and final perceived value.

Furthermore, it changes with each client, it is subjective, so for each client, or customer type, each market segment or niche, you have to make a different value proposal, because ultimately we are people, and we value differently the same advantage, we have different sensitivities, as well as different economic capacities that will also affect the appreciation of those advantages. For the same product, different customer segments perceive different values.

There are also companies that play with the initial and final perceived value, looking to satisfy their customers by promising something they can deliver, and deliver more than they promised or surprise the customer with small details that were not in the initially accepted formula, values that were not expected. But also the opposite happens, disappointing the client with a final perceived value lower than the initial, and that is not what we want.

Lower prices are not the way

Well, despite being a formula, it is not accurate. That’s why the ‘easy’ way of that formula is to lower prices, but this does not always mean that demand rises, and it also generates another spiral of problems. Just like raising prices, it also needs to increase the perceived value of the product to be able to raise the price without problems. It is a Price vs. Value balance. In today’s competitive and changing world, the best way is to increase the value of our product, not to reduce prices. Rather, even to increase the price, if and only if, we increase our perceived value.

Therefore, companies and salespeople must deal with the perceived value of their product in the customer’s mind, which is a continuous job. Furthermore, building customer loyalty, as result from their satisfaction degree, will depend on the good or bad management by the seller and the company of that perceived value in relation to the initial expectations. That is, customer satisfaction and his loyalty will depend on the difference between the perceived value and the expectations. But that’s another story. One that is priceless.

Author bio 

Raúl Sánchez Gilo is a Spanish engineer, traveler, salesman, chess player, and writer. And not necessarily in that order. Thanks to his long experience in exporting technical products to more than 60 countries, throughout Asia, the Middle East, Africa, Europe and Eastern Europe, the author now shares the secrets to success in sales in his first book: “Sell More and Better, Eternal Sales Techniques beyond Internet”. A must-read literary experience for the thousands of salesmen, entrepreneurs, sales managers, sales trainers and coaches, exporters, business owners and sales students, among others.

Robert Bethel, Donald Kelly, The Sales Evangelist

TSE 681-What I Learned About Sales After Turning Around 77 Businesses Into Profitability

Robert Bethel, Donald Kelly, The Sales Evangelist

Why do you think most businesses fail? Why is transparency critical in any business? These and more on our episode today!

Today’s guest is Robert Thomas Bethel – the man behind the turnover of 77 businesses over the past 50 years. He is an expert when it comes to customer acquisition, company turnaround, and onboarding.

Robert is the author of the book, Strengthen Your Business.

Here are the highlights of my conversation with Robert:

Reasons Many Businesses Fail

  • Few businesses are prepared to sell
  • Sales and marked have to be backed every minute of the day

The Power of Fundamentals and Measuring Them

Create a 90-day plan.

Break it into months and then break it further into weeks. Project your revenue, sales, and expenses. Make estimates of them. Put your monthly sales projection on a white board. Also write things down daily:

  • Sales
  • Expenses
  • Production

Indicate who is going to do what, to whom, when, and for how much.


Why owners hide information from their employees:

  • Owners feel like if they knew how bad it was, they’d all quit.
  • Owners say if they good enough money, they all want a raise.

When you start making good profit, take some of that each month and put that into a cash reserve.

Reduce debt by making profit and pay.

Giving Raises versus Giving Bonuses

A raise jeopardizes your future. Instead, give bonuses.

Throw as much profit as you can so you have a good bonus. This way, you’re not raising your overhead and not jeopardizing your future.

Teach your people to understand a profit and loss statement.

Strategies for Prospecting:

It takes 100 contacts to equal one prospect. It takes ten prospects to equal a sale.

Depend on yourself for your prospects. Don’t depend on advertising or sit back and wait for someone to walk in or call off of one of your business cards. Go out and work for prospects.

Make it happen.

Selling strategies:

Anyone can get online and find out who the most successful people are in their industry.

Identify the top 5 people in the industry. Find out the best in the industry.

Call and tell their secretary to ask for advice.

Sit down with people who have already succeeded and who are more than willing to share their advice.

Robert’s Major Takeaway:

Include everyone in your company. As a leader, communicate with the rest of the team of how important their support is to your sales effort. The sales team needs to continually take the lead in making sure the rest of the company is supporting them all the time. It’ necessary for all of us to make a profit.

Episode Resources:

Know more about Robert on www.RobertThomasBethel.com and grab a copy of his book, Strengthen Your Business.

Join 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.

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

TSE 680: TSE Hustler’s League-“Know Your Product”

Donald Kelly, TSE Hustler's League, Sales, The Sales EvangelistStill scared of picking up that phone?

Sellers need to build habits. You have to learn new skills, reinforce, and build on those skills.

This semester of the TSE Hustler’s League has two tracks. The first track focuses on business development and track two focuses on increasing value and close rate.

Overcoming the fear of rejection:

People are going to reject you no matter what you’re selling.

The Paintball Analogy

When I first started to play paintball, I didn’t want to be hit so I hid behind the tree. I would just wait for somebody to come by and shoot them. So I sat there the whole game and I shot no one. I saw no one. I heard screams and the guns going out. And I didn’t take any action and stayed in my spot behind the tree and hid.

I realized that in order to have fun at paintball, you have to get involved in the action. 

Then I got shot. But I realized it wasn’t the end of the world. My career wasn’t coming to end. It wasn’t a catastrophic event. All it was is a little ball of paint. And in that moment, I started having fun.

It wasn’t until I got hit by a paintball that I realized it wasn’t that bad after all.

Make that Phone Call:

Sometimes, we fear doing some calls at times that we waste our time doing other things. We are so worried we’d get rejected. So we try to hold off things like picking up the phone. 

We tell ourselves this lie that it’s going to be the worst thing in the world.

Strategies to overcome that fear of rejection:

1. Study your product.

Drink your kool-aid. Take part in your product or service. Experience it and you become more confident.

2. Get into the mind of your buyers.

Or listen to your buyers talk about how your product has changed their life. Once you see someone else has utilized and seen some results, it makes it so much easier for you to get on the phone and talk to people because you know it can produce results.

Episode Resources:

Join 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.

Donald Kelly, Closing, Sales from the Street. Sales

TSE 679: Sales From The Street – “Closing”

Donald Kelly, Closing, Sales from the Street. SalesThe Ben Franklin close, the puppy doc close, the Columbo close, the assumptive close, and the list goes on ー what close do you use?

Many people have the idea of closing totally messed up.

They think that since they’ve come to the “closing” part, they feel it’s the end of the process so they now have to convince the person to make a buying decision. So they tend to trick the person into signing up with their product or service. This just doesn’t sound right.

Here are some strategies to appropriately close your sale:

1. Get your prospects the opportunity to get on the sales process.

Give them the opportunity to tell no. In every phase of the process, give them the opportunity to back out again.

2. Articulate a business case to your buyer.

Breathe a business case to them. Personally, I find the assumptive close to be very effective, provided you’ve already presented a business case to them.

3. The close needs to happen at the earliest part of your sales process.

Ask meaningful questions. Build value. Don’t try to convince them they need to buy your product or service.

Guide them at the first quarter of your sales process. The last part of your process should just be demonstrating the solution, finalizing everything, and getting them on-board.

Today’s Major Takeaway:

Go for building enough value, presenting an effective business case, and the process will naturally lead into a conversion. People want to know you care about them. Build value.

Episode Resources:

Listen to TSE Episode 677: 3 Things You’re Doing that Your Prospects Hate

Facebook The Sales Evangelizers

Join the TSE Hustler’s League.

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Adam Witty, Forbes books, Donald Kelly

TSE 678: The Seven Pillars of Authority Marketing

How do you want to be seen by prospects – a salesman or a Forbes 500 businessman?

Speeding up the sales process is critical in any business and if you want to do just that, you have to learn how to present yourself to prospects as a trusted expert, not just a commodity.

Adam Witty is the Founder and CEO of Advantage Media Group – ForbesBooks, an authority marketing and publishing company. It’s Forbes’ first foray into the book publishing world.

He definitely knows a thing or two when it comes to grabbing attention and being able to present a product or service to a prospect in a way they can better make decisions. Today, Adam dishes out the 7 Pillars of Authority Marketing.

Here are the highlights of my conversation with Adam:

The Biggest Marketing Mistake Entrepreneurs Make:

Many salespeople tend to commoditize themselves. They talk, think, and act like everybody else. However, in this very competitive world of business, you need to get people’s attention.

So you need to do the opposite and stand out above the crowd. Strategically and systematically position yourself as an authority of whatever you do, regardless of the industry you’re in.

The Principle of Authority Marketing

If you spent more than twelve months at something you do, you know more about that one thing than 99.99% of the population. You become an expert in that very narrow niche topic. Unfortunately, we don’t recognize this.

Exploit the fact that you know so much about this topic and then build this into a marketing plan.

Your Best Marketing Tool: Write a Book on What You’re an Expert At

Write a book related to what you sell of course. And when you both sit down with that prospect, pull out a copy of your book. Autograph it to them and slide it across the table.

This completely changes the dynamics and it takes you from being a salesperson to a trusted authority. The prospect is now curious about what you have to share with them. You are now seen as an unwanted pest to a trusted guest.

The 7 Pillars of Building Authority

1. Content Marketing

This is when you publish your expertise through a book, an article, a white paper, an article about you, a blog post, a podcast, a webinar, an audio interview, etc.

This idea is that if you have something interesting and important to say to the right kind of person and you put that information in front of them, they’re going to listen to and consume that information. Then they will most likely want to engage with you.

Instead of pushing yourself towards the prospects, you’re actually pulling the prospects towards you.

2. Branding an Omnipresence

Are you seen as a salesman or an authority? This depends on how you show up – physically and online. What comes up when a prospect looks you up on Google?

Start with your LinkedIn Page and having a personal brand website. What is your personal brand and how is that represented online?

Through your personal branding website, you’re able to tie back into your content marketing (links to your Twitter, LinkedIn, Facebook, or whatever social media platform you’re using for your business).

What is your personal brand? Do you look like a salesman or a Fortune 500 CEO?

3. PR & Media

People won’t believe what you say about you but they do about what other people say about you. If you want to get the media, you have to give the media something to talk about (ex. book launch, compelling research)

The media is not the business of helping you grow your business But it’s in the business of reporting news or creating stories they think will be interesting to their audience.

4. Speaking

If you speak a lot, you are seen as an expert. Otherwise, they wouldn’t allow you to speak at an event.

You don’t have to be a professional speaker but you have to be able to speak about that thing you’re passionate about and you’re speaking to the right people.

When you’re speaking, you’re wearing that Fortune 500 suit and you have a command of the audience.

This is also your way to generate leads for your business.

5. Lead Generation

Bottom line, you need leads. But you attract really high-quality leads when you’re a magnet versus (again) pushing yourself towards other people. Nobody is attracted to needy people.

When you’re an authority, your customers brag about you. We create our own image and share that with your customers. Craft an image that your customers will brag about to their friends rather than image of just being a commodity.

6. Referral Marketing

When you’re the authority and customers brag about you, they’re going to talk about you to their friends and refer you to other people.

This is the key to preventing the erosion of margins and getting beaten up on price, and the key to shortening to sales cycle.

Your number one objective in sales is to accelerate the speed of trust. The quicker you build trust with the prospects, the quicker you get to the sales.

Being seen as an authority speeds up the trust. Then customers won’t buy on price but on value. They don’t treat you like a commodity.

7. Events

When you’re an authority, you have the ability to put on events. And when people trust you, you can post meetings, conferences, events, engagements for your customers, your fans, and your champions. Having an authority will get people to come to you.

Adam’s Major Takeaway:

Authority is not conferred upon you. It  will not creep up on you. If you wait for someone else to crown you king or queen, that won’t happen. The most successful people are the ones that have to guts to grab authority for themselves.

Episode Resources:

Grab a free copy of Adam’s new book, Lead the Field: How to Become an Authority and Dominate Your Competition on www.ForbesBooks.com/salesevangelistConnect with Adam Witty on LinkedIn or visit www.AdamWitty.com and www.ForbesBooks.com

Advantage Media Group – ForbesBooks

Facebook The Sales Evangelizers

Join the TSE Hustler’s League.

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Donald Kelly, The Sales Evangelist, Bad Salespeople

TSE 677: 3 Things You’re Doing that Your Prospects Hate

Donald Kelly, The Sales Evangelist, Bad Salespeople

Today, I’m sharing three things you’re probably doing but you don’t realize it’s harming you as a sales professional.

Sales applies to any areas of our lives.

Recently, I posted a fill-in-the-blank line on Facebook, which says:

“I hate it when salespeople _____.”

I got a bunch of amazing answers and it boils down to these top three:

1. Not listening

2. Being pushy

3. Not understanding that the buyer is more educated now more than ever

All these three tie very closely to each other. No matter what area of your life or area of selling, oftentimes, we don’t listen to our prospects. We don’t listen to the buyer.

How Sales Is Depicted in Movies

A common Hollywood scenario would be a boss pushing an agenda or the business owner tells the sales rep to go out and make sales. You don’t make sales and you’re going to get fired.

Movies glamorize crooked sales professionals. These “salespeople” win and the prospects lose. So people have a twisted view of selling because of this and they think this is the right way. They take this idea and apply it in the real world.

But this is not how it works.

What Great Sellers Do

Great sellers listen to the buyer. They understand the challenges they have and their own problems.

They ask meaningful questions. and keep talking, thinking that the more you talk, the better you’re going to be at convincing someone.

The customers, on the other hand, will just keep listening. Then they’d try to shut you up and just purchase your product. But this is not indicative of being a great salesperson.

It’s a sign of somebody not knowing what they’re doing and they only end up annoying people.

This can be changed with professional selling.

The Principles Behind Professional Selling

  • Ask the perfect questions.
  • Become a master of asking questions that would make your prospects think.
  • Questions persuade people more than rattling features and benefits.
  • The more meaningful questions you’re able to ask, the more genuine you come across to your buyers.

Today’s Major Takeaway:

Be a master of asking meaningful questions. The more you ask, the more prospects will respond. You’re talking less, but you’re getting more information. They think you’re listening more, which is the case. Then you don’t come off as someone pushy. They are in a dialogue with you. Then you’re able to bring value to the table leading you to becoming their through leader.

What are the things you don’t like about other sellers? Share them with us here or on our Facebook page.

Episode Resources:

Facebook The Sales Evangelizers

Abundance Now: Amplify Your Life & Achieve Prosperity Today by Lisa Nichols

Join 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.

Lisa Nichols, Donald Kelly, Abundance Now

TSE 676: Abundance Now: Amplify Your Life & Achieve Prosperity Today

Lisa Nichols, Donald Kelly, Abundance Now

Abundance is yours – NOW.

I’m telling you – this is one episode you want to go back and listen to again.

Today’s episode is loaded with gems. We have the most sought-after motivational speaker – Lisa Nichols.

A successful author and millionaire, Lisa is a single mom.

Her book is called Abundance Now: Amplify Your Life & Achieve Prosperity Today.

Lisa is a transformational coach who uses education, motivation, and inspiration to get someone to their transformation. Lisa helps people how to acquire and sustain, duplicate and scale abundance.

Here are the highlights of my conversation with Lisa:

A Little Background Story about Lisa:

Academic Struggles

Lisa was considered academically challenged in school, having had a hard time learning that she thought she was functionally dyslexic on her 20s. Her highest grade in school was a C+. Her speech teacher gave her a D- and was recommended that she never spoke in public.

In 1994, she had her son and had to get on government assistance. He had to get WIC (women, infant, and children) free food. She was at an all-time low and didn’t have money to buy diapers. She had to wrap him in a towel for two days.

She remembers telling herself – “This must be the definition of being broke and broken.”

When you’re broke, you just have to figure out how to make money. But when you’re broken, you have to figure out how to be inspired enough to get up to go do something. For her, it was difficult to see the light.

A Decision to Reinvent Herself

That time she wrapped her son in a towel for two days, she felt what rock-bottom was like made a decision that she was willing to reinvent every single part of her. She’s willing to become unfamiliar with any and every part of her journey so she can become familiar with something new.

She was willing to disrupt everything she knew for everything she thought possible. She got sick and tired of her own story. And that was the beginning…

Fall of 1995, she began to think about who she can become – period. that was the beginning of the woman we see today.

Free Online Workshop

What is Abundance?

Abundance is not just monetary and access because these refer to wealth. There is a difference between wealth and abundance. You can pursue wealth, but it's not abundance.

Wealth is just the slice of the abundant pie. Abundance is a 360-experience.

Most of the time, people don't recognize the distinction between wealth and abundance until they're already achieved some level of wealth.

Don't seek wealth and abundance, just go straight for abundance because abundance includes wealth.

Abundance is not only manifested in the tangible things, but also in relationships, health, spirituality, and finances.

The sooner you go after abundance over anything else, you create a holistic 360 abundant experience.

It's not just available to some people.

Abundance is your birthright.

Regardless of what you were born into, abundance is your birthright.

Living Inside a Limiting Belief

Our limiting belief didn't start from us. It started and was embedded in us when we were three, four, five, six years old. It came from our parents and our parents' parents. It came from factors of gender, geography, culture, spiritual background. So many elements are feeding into our belief system.

If it's supporting you, hold onto it. If it's limiting, release it. Then find another belief system to hold onto.

Only when you change your mentality will everything else follow. Otherwise, nothing will follow.

Feed yourself a different mental food. Then you begin to produce a different physical outcome.

Free Online Workshop

How to Get Clear on What You Want:

Most people think they're getting clear on what they want by really repeating what they don't want.

The more energy you expand on what you don't want, the more you're living in a contracted experience.

Energy grows where energy goes.

You're a creator. You're an artist. You are the Da Vinci of your own piece of art. What are you creating?

Every time you open your mouth or think of your life, you're creating something. What do you want to paint?

Paint ten years out, five years out, three years out.

Be intentional, not reactionary.

Most people are living without creating a plan. And if you create the plan, you only have to work the plan. Otherwise, you have to keep making up the plan as you go along. Then you begin to live more reactionary than being intentional.

As abundant thinkers, we live intentionally because we already made the plan. But most people live reactionary because they didn't make the plans so they only make it up as they go along. They're reacting to life experiences.

The angel is in the detail.

If you want abundant life, what does that plan look like?

Map out your five years.

  • Where are you living?
  • What are you driving?
  • What's the balance on your bank account on a monthly basis?
  • How many vacations are you taking in a year?
  • What does your relationship look like with your children or spouse or significant other?
  • How many times a week are you engaging with your mother or father?
  • How often are you having sex?
  • How often are you praying?
  • How often do you read scripture?
  • How often do you go out dancing?

You have to make the plan at that level of detail. It will not happen exactly that way. It will be very different than what you expected. But you at least have the plan.

Then make three-year decisions based on your five-year plan. Then do your one-year. It will be so powerfully clear because you know where you want to be in three years. And you know where you want to be in five years. So you know what you have to do in a year.

Now you're that clear, you won't live in drama. You won't get distracted more. Because something greater is pulling you forward. Something greater is calling you to stay focused, stay laser-focused, get up a little early.

It's something that gets you super excited because you made this crystal clear plan.

Your thought is the gas in your car. Your emotion is the turbo-boost.

List the color of the car. List the music that you listen to in the evening and what delicious drink you will be sipping - that level of detail. The angel is in the details. The blessing is in the details.

The better you can see it, the hungrier it will make you. The more you're going to taste it, the more you run to it.

Identify the smell when you walk into your new home. What's the color of your home?

At that point, emotional reaction gets attached to the goal.

Your thought is the gas in your car. Your emotion is turbo-boost.

Free Online Workshop

Focus on the micro goals, not the macro goals.

We've never been taught how to do detail. We keep making macro goals and we want macro wins. But we need someone to show us that we take every macro win and break it down into 12-15 micro wins.

Don't chase macro wins. Chase micro wins. Create micro wins from your macro goals.

If you have one big goal, have three milestones to show you're getting to that goal. For every milestone have five action steps. Manage your action steps on a daily basis.

Set yourself up to win.

When you set a goal for yourself and you don't hit, then you lose a little bit of faith in yourself. So set yourself up to win.

So set a goal in a way you know how to hit and that you can clearly get there.

Set achievable goals that stretch you, not stress you.

The moment your goal stresses you, adjust the goal, the number, or the timeline. Give yourself the time to make it happen.

Abundance is NOW.

Abundance is not something you get to have later. But it's something you get to have now.

Some Points from "The 12 Life-Changing Areas"

  • Love relationships
  • Family relationships
  • Peers, colleagues, and social circle
  • Mentors and advisors
  • Career and business
  • Investments and future legacy
  • Philanthropic endeavors - a life of service

The Impact of Your Social Circle

When you speak to inspire, not to impress, your inspiration has a ripple effect because of your social circle. You may just inspire people you've never even met.

Your social circle should inspire you to stand on your tippy toes so you can become a better person. If your social circle isn't doing that, make sure you expand your social circle.

If you're surrounded by negative people, remember that you're choosing to be everywhere that you are.

If you can't remove negative people from your life, go hunt for positive people so there's a natural blend.

Get yourself a tribe that inspires you to stand on your tippy toes. Get yourself a tribe where you can be a student in. Get a tribe that celebrates and honors your brilliance and your genius and requires you to have more brilliance and more genius in order to stay in that tribe.

Lisa’s Major Takeaway:

You are the true designer of your destiny. You are the true author of your autobiography. Write a delicious story. All that matters is you give yourself a powerful chance to be the brilliant being, the contributing angel that you've always been meant to be. Write a darn good story.

"Fill your cup up every day so you get to serve the world from your overflow. Serve the world from your saucer, not your cup."

Free Online Workshop

Episode Resources:

Go to www.abundancenowonline.com/free and get a free abundance checklist. Check out Lisa's book there too as well as some coaching programs

Abundance Now: Amplify Your Life & Achieve Prosperity Today by Lisa Nichols

Join 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.

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

TSE 675: TSE Hustler’s League-“Speed Up The Purchase”

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

The TSE Hustler’s League is an online group coaching program designed to help sellers of all levels. Each semester, we focus on a theme. And for this semester, we have two tracks – business development and building value.

Check out our first track if your goal is to increase your win rate while if you want to focus on finding opportunity and lead generation, check out our business development track.

In this episode, we talk about the idea of increasing scarcity and how to apply that into your presentation. This is a snippet taken from one of our past sessions over at the league.

Here are the highlights of today’s episode:

How You Can Apply Loss Aversion Inside Your Sales Process:

  • Loss aversion is the human tendency to avoid losing things.
  • The desire not to lose something is greater than the desire to gain something.
  • Take a snapshot of this in your deeper discussion with your prospect and utilize this later on as you present your solution.
  • Utilize the same information to build up urgency or the reason to do something.
  • Tell a story of another client who used the same product or service where they had to lose something to gain more in the long run.
  • As you end your presentation, insert two sentences which you recommend for them to start off with.
  • Tie all this back into giving the buyer the control over his decision-making.

Use of Time-Related Words:

These are some words you can use to increase urgency:

  • Now
  • Fast
  • Quick
  • Hurry
  • Rapidly
  • Close
  • Approaching
  • Never
  • Seconds
  • Again
  • Over
  • Instant

For example:

“When you fix it, you will never see any issues like this again.”

“Your website speed is going to be in seconds. It will be fast and quick.”

Words like these cause the mind the to think urgently about time, thus improving the person’s likelihood of converting.

Be mindful and make sure you’re incorporating words that encourage or push the buyer to think urgently.

Is there something you can do to help the client recognize scarcity and urgency?

Episode Resources:

Check out our Facebook Group, The Sales Evangelizers

Join the TSE Hustler’s League.

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

Curtis Rapp, Donald Kelly, Sales Mindset, Sales from the Street

TSE 674: Sales From The Street-“Change Your Mindset”

Donald Kelly, Sales from the Street, Curtis Rapp, Mindset

A quick question – where are your thoughts focused on right now?

Your thoughts are very powerful, they can actually either spell success or failure in your life.

It’s your choice.

Today, we have Curtis Rapp, a professional seller and an award-winning speaker. His current passion revolves around cultivating growth mindset by learning and teaching principles that foster growth in all areas of life.

Here are the highlights of my conversation with Curtis:

Challenges Curtis has faced throughout his career:

  • Work ethic – putting things in the right sequence
  • Curtis found himself in a bad spot where he was down on himself and not having the results he wanted.
  • Not having faith and confidence in himself resulting in being weak on the phone

Strategies to change your mindset:

1. Dedicate yourself to learning.

Work with mentors. Listen to podcasts. Read books. Stop thinking you know everything.  

2. Be present in the moment.

Focus on your task at hand. Overthinking leads to distraction.

3. Be aware of where you are right now.

Figure out how you can develop that once you know where you’re at.

4. Start journaling.

Put your thoughts down on paper to be in tune of where you are.

Things you can write in your journal:

  • Write down three things you’re grateful for.
  • Write down your goals in the morning.
  • At the end of the day, write more things you’re grateful.
  • Write down some sort of results review – what worked today, what was the win, what was the area for improvement.

5. Be a student.

Be a student of meditation. Be a student of writing SMART goals. Be a student of not focusing on you.

6. Shift your mindset looking from a place of abundance.

The Power of Gratitude – Channeling Negative Energy into Positivity

  • Instead of focusing on things you didn’t like, shift that focus into things you like.
  • What you think about and where you put your intention on is going to show up more in your life.
  • Focus on gratitude. Instead of focusing on the gap between “I hate…” and bringing gratitude into your life daily.
  • Be grateful for even the smallest things in your life. It makes a ton of difference!

Results Curtis experienced from overcoming these challenges:

Curtis has found his purpose and he now feels he has connected with what he needed to do. This has given him the courage, the energy, and the fuel to just get out there and go after it.

Curtis’ Major Takeaway:

Be aware. Be aware of your thoughts and emotions. Take a second to interrupt what normally happens and just check in with yourself. Then ask yourself how did that go? Or how do you feel about that? What are you thinking about based on this? Once you have awareness, you can start to address things if you need to.

Episode Resources:

Get connected with Curtis Rapp on Instagram or check out his website on www.CurtisRapp.com.

Curtis has a free gift for you all. He is making a course about changing the words you speak and changing the outcomes you get. Use this to influence your thinking especially if you’re looking to improve your self-belief or self-confidence. Curtis shares some techniques that learned from his mentors and he actually applied and has gotten great results from them. Check out www.curtisrapp.com/tse.

Mindset by Carol Dweck

Unbeatable Mind by Mark Divine

Check out our Facebook Group, The Sales Evangelizers

Join 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.

Stephen Hart, BrandYou, Donald Kelly, Branding and Sales

TSE 673: How to Craft a Personal Brand that “POPs” and Increases Sales

Stephen Hart, BrandYou, Donald Kelly, Branding and SalesDo you have a brand that pops? Well, there’s more to branding than just your logo. You have to have a brand that stands out from others. You have to have a strong brand presence. Learn more from our guest, Stephen A. Hart.

Stephen is a marketing genius, a successful entrepreneur, and he has done amazing things in the real estate industry. Now Steven works in marketing and is launching his own curses to help sales professionals and fellow entrepreneurs to create a brand that pops.

Stephen also has a podcast called Trailblazers.fm where he interviews and connects with successful black professionals as they share their insights and thoughts about their journey. Check out episode 1 where he had me as his guest.

Stephen has also been consulting individuals and businesses on how to really own their brand. His focuses mainly on personal branding, which is something many businesses and salespeople don’t have.

Here are the highlights of my conversation with Stephen:

Branding is a promise you’re making to your customer. There are 5 key elements to help you define your personal brand.


This is one of the first elements people perceive from your brand presence. Research proves that subconsciously, we make a judgment within 90 seconds based on color alone.

There are websites that can help you define your color palette. Document those specific colors. Pick two or three – one primary color and a couple accents you’re going to use for, say, the color of your buttons across your website.


Select two to three fonts. One for the header, one for the body. Then you can carry it offline into your other marketing collateral.

Move and vibe


Look at either creating your personal brand or enhancing your social presence.

Voice or tone of your written content

Is it casual, professional, or energetic? What’s the vibe you’re setting for your brand?

Can you leave it to someone else or marketing to define your brand?

Your personal brand is a reflection of you. You have to have an involvement in it because it’s a part of you. You want a brand that reflects you. You want it to be an expression of who you are. It’s okay to pass it on to someone else but you still have to have some influence in that process.

Beyond Color and Tone

Color and tone are hard elements.

But in terms of the mood of your brand, this refers to the personality or the vibe of that brand. Be able to relate what that emotion and feeling is. Without any mood, your brand is dull and boring. Define that mood and vibe you want to set and it will change the emotion and the feeling and it can add interest to the story.

Create a visual mood board.

This is made up of a collection of images that conveys the emotion you want customers to feel when they look at them. Then this allows you to connect to prospects.

Ways to define color:

  • Use a hex code (a six-digit code that defines the exact color you want).
  • When using Canva or PowerPoint, you can actually select this color you want by typing in your hex number and the exact same color comes up for you across the different tools you’re using.

Strategies for growing your network on LinkedIn:

  1. Optimize your branding elements where there are visuals.

This includes your professional headshot, great cover artwork that ties into those brand elements.

  1. Be consistent across the board.

Show your font and colors in your background and profile so you exhibit professionalism once they visit your website and they see those same fonts and colors.

  1. Optimize your copy/text.

Be sure to optimize every single field and categories on LinkedIn. Be mindful of using keywords here as this is what’s going to help you to be found on LinkedIn when someone searching for a particular product, service, or skill.

  1. Focus on what keywords you want to be searched for.

Be sure to lay off the term, ex. digital branding, throughout your LinkedIn profile, so if someone is searching digital branding in LinkedIn search, you’re going to come up in the top results.

  1. Get connected to more people on LinkedIn.

The more people you connect to expands your 1st to 3rd level connections. This affects how you appear in search results as well. If they’re searching for digital branding, you’re going to come up higher than the person who’s their second or third level connection.

Stephen’s Major Takeaway:

Take care of telling a story online that you want people to see, hear, and feel. Address your personal branding. Begin working on creating a personal website. Make sure you optimize social channels you want to be known on and grow a following with. Take care of your personal brand and your digital footprint.

Episode Resources:


Stephen is hosting a free online workshop on personal branding. Visit www.stephenahart.com. Connect with him on Twitter, Instagram, and Facebook.

Check out our Facebook Group, The Sales Evangelizers

Join the TSE Hustler’s League.

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TSE 672: How Can I Set Myself Apart When Making a Cold Call?

Prospecting may come in shapes and forms. Should you send an email beforehand? Or should you just call right away? These and more on this episode today.

First off, we’re starting a new thing where I’m utilizing more videos. Done Tuesdays at noon on our Facebook Group, The Sales Evangelizers where I will be answering questions there as well as more and more insights.

Here are today’s highlights:

In any selling situation, there’s something you believe your prospects need. Here are some strategies to make your call standout:

  • Figure out you can stand out.
  • Don’t look and sound like everyone else.
  • Use a more target approach than a shotgun approach.

How to Do the Target Approach:

1. Find a list of your ideal customers.

Add in 50 names that you can include in your list. Getting 10% of those would already be huge.

2. Grab their attention.

Creativity is key. Cliche as it may sound like but you have to be creative. Do something different to grab their attention (ex. snail mail like a postcard in the email or a handwritten note, send a catchy email, stop and visit, or find some way to connect with them on social media).

3. Do the follow up call.

You doesn’t necessarily have to reach the client when doing a followup call. It may be their executive assistant and have a conversation with them. Tell them you’re the one who sent that postcard. Now, you have the opportunity to grab their attention and get their appointment.

4. Uncover the unconsidered need.

In the book The Three Value Conversations, I learned the principle called the unconsidered need. Is there something you can share with them that they don’t even know, considering, or thinking about? Point out something in the industry that is going to help them to become more productive or to help them streamline their process. Again, try to stand out.

Today’s Major Takeaway:

You may not make a hundred phone calls, but the quality of your phone call will be a hundred.

Episode Resources:

Check out our Facebook Group, The Sales Evangelizers

Join the TSE Hustler’s League.

The Three Value Conversations by Erik Peterson, et al.

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.