October 2018 - The Sales Evangelist
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Halloween, Prospecting, Losing Prospects, Donald Kelly

TSE 954: Sales From The Street: “Scary Cat”

Halloween, Prospecting, Losing Prospects, Donald KellyWhen you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding.

On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what you can do to get past it.

It really isn’t so scary.

Loss aversion

The truth of loss aversion is that we’re often more concerned about losing something than we are about gaining something.

Sometimes that fear can be detrimental because we don’t change. We stay with the status quo because it’s safe. It’s human nature.

I struggle the same way in that I didn’t want my prospects to reply to my communications when I wasn’t there.

I sold document management software to city and county governments, and the buying process is long when the government is involved.

If I sent out emails to all the IT people and I didn’t hear anything back, I continued sending the same emails over and over. It was easier to keep sending those repeat emails to people I knew than to find new people.

I was afraid that if I didn’t email them today, I might miss the day when they actually wanted to commit.

If it’s not the right fit, move on.

Market share

Out of the thousands of people who are in your market share, you’re probably communicating with about 60. You’re probably also guilty of thinking you have to keep them because they are the only ones.

If that’s where your head is, you have a mad dose of loss aversion. You’re afraid of giving up stuff and moving on and trying something new.

You’re afraid of trying something new and pursuing new prospects.

Sometimes we have to let go of the things that are holding us back. There’s a fine line between persistence and hoarding. 

Cold campaigns

I use prospect.io for my cold campaigns because it’s simple. I can send a sequence of personalized emails that go out automatically on a scheduled sequence based upon certain conversion metrics.

At the same time, I’m doing phone calls as well as taking advantage of snail mail. By the time I complete the process, if no one answers, then something isn’t right. It probably isn’t a good fit, so I move on.

If I’ve exhausted everything I could humanly do but they aren’t raising their hands to say they are interested, I’ll push them aside to make room for others who might be interested.

The world doesn’t end.

If those people do eventually come around, they know how to reach me because I’ve contacted them by every way possible.  In the meantime, I’ll put them on a drip campaign.

Now think of how many I would lose if I kept focusing on these customers instead of looking for new ones.

One of my sales trainers told me you can never lose something you never had, and I’ve never forgotten that.

“Scary Cat” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Warm Leads, Videos, Pitching, Lead Generation

TSE 953: The 2-Minute Video Pitch That Helps Me Generate Very Warm Sales Call

Deepak Shukla, 2-minute video pitch, The Sales EvangelistVideo is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and using Instagram as well. On today’s episode, we’ll talk with Deepak Shukla about the 2-minute video pitch that helps generate warm sales calls.

Deepak is the founder of the SEO agency Pearl Lemon, helping businesses generate more of an internet presence or improve their ranking on Google.

Effectiveness of video

There are three primary reasons that video is at the forefront right now.

  1. Improved internet has allowed people to stream videos on the fly. Video has been on the rise in terms of popularity, but accessibility has really improved within the last 18-24 months.
  2. Additionally, people’s attention spans are extremely short: about 30 seconds, because of the massive amounts of information we are targeted with every day.
  3. Video is the de facto way that we make decisions in business.

Cold calls, direct message on LinkedIn, and cold email all work to varying degrees.

There are things you can communicate in video that you could never communicate in an email or a call. Your energy and the way you present yourself on screen offer a different way of communicating.

Video grabs people’s attention, and it’s unique. It engages multiple senses at the same time, offering more sensory engagement than other forms of communication.

Sales pitch

Deepak created a two-minute video that helped generate warm leads, which he defines as a prospect who loves his videos.

Warm leads are those who are interested in him because they liked his pitch but they aren’t sure about the business. Warm leads could also be those who are interested in him and his pitch and who will eventually become clients.

He uses video as a second stage, in combination with a direct response first. Once he has some kind of response he’ll engage with a video pitch.

Personalized video doesn’t scale, so consider using it as a second step. Sending a personalized video to every single prospect isn’t really practical. It’s too exhausting.

Once you have some level of initial response, video functions better.

It drives positive follow-up, allowing us to get past text-only emails. We can use videos to create warm contacts before the markets become saturated in a few years.

Videos allow clients to process information more quickly and it’s far more entertaining.

New tools

Deepak’s team has largely moved away from text, relying instead on “voice notes” and using WhatsApp to communicate. The team has increased its throughput by using video and voice notes rather than text to communicate.

For relationship building, it allows international communication anywhere Internet access exists.

We aren’t taking advantage of all the tools that are available to us because we’re entrenched in the traditional models.

When you’re ready to try your hand at video, check out Loom, an easy and free video recorder that allows you to capture audio and video from your computer camera and then share it, all from your Chrome browser.

Bombbomb and Wistia also offer video capabilities when you’re ready to jump in.

We all have to do things that scare us in order to progress. Try new things with someone that you trust; with someone that you can afford to mess up with. Once you get beyond the hurdles and glitches, you can expand to other people.

Video has helped Deepak generate significant volumes of business.

“2-Minute Video Pitch” episode resources

Contact Deepak Shukla at deepakshukla.com or hire him to help you with your online presence at pearllemon.com.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. Click on the link to get a free demo of what Maximizer CRM can do for you.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It will help you with your outbound to expand your outreach and it allows you to set it and forget it.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

 

Prospecting, Value, Networking

TSE 952: Value Prospecting

Prospecting, Value, NetworkingOn today’s episode of The Sales Evangelist, we’ll talk about value prospecting and how we create opportunities when we help people recognize the value in the products or services we’re offering.

In 2009, I went on a school trip to Santa Barbara to connect with industry and learn more about the world of startups. One morning, we were scheduled to leave the hotel at 9 but a friend and I had ventured out to find breakfast, and there was no way we were going to make it back in time.

As we were walking back to the hotel praying we’d make it on time, we passed a guy loading plywood that had fallen off his truck into the road. We stopped to help him, and when the job was finished, we asked him for a ride to our hotel.

He gladly gave us a ride, and we made it back in time.

Skipping steps

Now imagine if we had run up to random cars in the intersection knocking on windows and asking people to give us a ride back to our hotel.

Do you think people would have been willing to do it?

They probably wouldn’t have, but since we helped the truck driver meet a need, we delivered value to him. He trusted us because we helped him and he saw that we weren’t a threat to him.

He was more than willing to reciprocate because we had helped him first.

LinkedIn

Many of us do the equivalent of knocking on windows and asking for rides when we connect with people on LinkedIn. Instead of looking for ways to deliver value or pointing out how our product or service could benefit them, we jump in an go straight for the sale.

If we begin by delivering value to them, just like we helped the surfer truck driver load plywood, we would find ourselves with high-quality prospects who are like to reciprocate.

You’ve probably seen an outreach of some sort where a seller explained to you that his company has been in business for 15 years and he’d like to set an appointment with you to talk about his product.

It just doesn’t work.

Instead, go to your prospect’s LinkedIn or the company’s website to uncover a challenge the company is facing or a problem you can help solve. Focus your outreach on the prospect.

Provide value

Congratulate him on a new position as CFO. Then send him a link to an article like, “10 Things New CFOS Wished They Knew Before Landing the Job.”

If your company helps CFOs and you have software that can help him be successful, now you’re delivering value. You’re loading plywood in the back of his truck.

Continue your flow process, and after you’ve built value, go for the ask. Tell him you’d love to see if there is an interest because you’ve worked with other CFOs just like him and this software has benefitted them greatly.

You delivered value and you came as a friend. You built the relationship and then you extended the invitation.

Numbers game

The alternative is that you send a thousand emails out talking all about yourself and your product. You might find a couple of people who raise their hands to say they are interested, and maybe they’ll even buy from you.

Think about the time you wasted. You sent a thousand emails for one appointment.

Instead, if you load wood into the back of their trucks and build a relationship first, then you can use your cadence process, together with prospect.io, to connect with people who are more likely to convert.

Students

The message was the same for the students I spoke to this week in Idaho. Some of them will connect with alumni a week or a month before graduation hoping to find help getting a job.

They won’t likely be successful.

If, however, they build relationships with us over the course of time and help us load plywood into our trucks, then they’ll be at the top of our list when they need something from us.

Be the person who builds value.

Do what you know

As sellers, many of us know this stuff, but we don’t do it.

If people always did what we knew was best, we’d be the healthiest people on the planet. Sellers don’t always do what we know, but if we did, we’d improve our results.

I’m here to remind you to take advantage of the knowledge that you have. As you reach out today, determine whether you’re building value and whether you’re creating opportunities for yourself and your buyer with value prospecting.

“Value Prospecting” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

AI Sales, Erroin Martin, Donald Kelly, The Sales Evangelist Podcast

TSE 951: How To Increase Sales Faster Using AI

Artificial Intelligence, Upselling, Erroin MartinOn today’s episode of The Sales Evangelist, Erroin Martin shares what he has learned about artificial intelligence and how sales professionals can increase sales faster using AI.

Martin is the vice president of sales at Conversica, with 20 years of experience in sales. Conversica does conversational artificial intelligence for B2B and B2C.

Robots?

Artificial intelligence is a series of algorithms that are statistical models looking to repeat tasks or transactions that happen on a routine basis.

Anti-lock brakes are a great example of AI. Many years ago, drivers were taught to pump the brakes when stopping to avoid having your car’s brakes lock up. ABS actually pumps the brakes for you. It’s a repetitive task that doesn’t require a human being.

In the business world, there are tasks that you don’t need to pay a human to do. The technology is artificial in the sense that it’s manmade. It’s intelligent because it can learn from its errors as well as from training models.

There are countless applications of AI in the sales space. AI can create a transcript of this conversation, evaluate past performance to predict the future and conversational AI which can handle some of the routine follow-up emails or tasks that happen in the sales process.

Healthy balance

The ATM is a great example of the balance possible with AI. Thirty years ago, people stood in line at the bank to deposit checks or handle transactions.

When the ATM emerged, people feared that it would take jobs from bank tellers, and for a while it probably did.

Now, though, there are still tellers in banks, but many of those tellers became loan officers or financial advisors. There are actually more people in banks today than there were before the ATM.

ATMs removed some jobs but it allowed the creation of better jobs.

The means of operating evolves.

Mundane tasks

The number one task that all sales managers want their people to do but which sales reps hate doing is logging their activities in their CRM.

Those tasks are important but they are boring. If you don’t record your activity as you go, it stacks up on you.

It’s a mundane task that is automated now.

Think, too, about the follow-up of a lead. Leads are the most important thing marketing can give you. If you try to craft an email to 10 leads, eventually you end up doing copy and paste.

AI can help you create inviting messaging and engage the human that responds until the human rep can respond.

Transcription tools also help sales managers provide coaching to their team members. It can help with re-education and help to highlight the best parts of what your team is doing.

Increasing sales

The next piece of AI is finding like-minded customers.

No matter how messy your databases, AI can look at your past wins and evaluate your current databases and identify those who are more likely to buy your products and services and engage with your company overall.

It’s one thing to find customers, but it’s another thing to keep customers and grow your customer base. You always want to make sure you’re talking to the right people.

AI can give you hard data about the conversations you’ve had that you can use to back up your efforts because human beings aren’t really good at assessing the subtleties of a changing market.

Big companies are like battleships and small companies are like speedboats. Small companies can be rocked by waves that can swamp the boat really quickly. Large companies can weather the waves better. AI can move an organization that is so large it doesn’t really feel the impact of smaller changes.

Understanding the customer

There are AI tools that help you understand your customers based upon what is in the news, and AI tools that help you track when it’s time to connect with your customer.

AI can make your time with your customer much more impactful.

Sales reps can also use AI to help with upselling to help you recognize when your customer is ready to engage in the buying cycle and to identify which customers are the best ones for you.

The best customers are the ones who have already bought from you before because you’ve overcome their initial fear and developed the relationship. They know what it’s like to deal with your products and services.

Conversica

Conversica works in a traditional format as a revenue-generating tool for both sales and marketing. It’s engaging inbound leads and following up with leads.

It also provides the ability to engage with partner leads.

Conversica uses AI to identify upsell opportunities and to make sure customers meet their quarterly needs. The finance team uses it to help with collections.

Everywhere they can automate the conversational experience,   Conversica uses AI.

Fear

Companies haven’t completely embraced AI for a couple of reasons.

No one has really thought about the technology and how it applies to their business. As a follow-on, there’s a great fear of the unknown.

Computers and phones once changed the dynamics of the work world by automating tasks.

Companies must have a roadmap of where they want to get and how AI can help them accomplish that. Failure to map out a plan will fall behind the competition. Those that do create a roadmap will be anywhere from 7 to 10 times more profitable.

Fear is fully understandable. Human beings resist change even though it happens all the time.

Adopt AI wisely. Find the areas where AI might serve you well. Set realistic expectations.

AI is a series of statistical algorithms made by people and trained by people. AI isn’t infallible.

It also won’t solve every problem your company has so don’t expect it to be a perfect cure. Along the way, you’ll uncover processes that are broken or struggles you didn’t realize existed.

AI isn’t a Hail Mary approach, but be willing to embrace change. It always happens.

Be totally, passionately into your customers. Understand their business and you’ll learn to recognize change before it actually happens.

“Increase Sales Faster Using AI” episode resources

Connect with Erroin via email or on Twitter @myconversica.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

 

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

TSE 950: TSE Hustler’s League-“The Upsell”

Upselling, Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueThere’s no need to reinvent the wheel. Instead, let’s make the wheel more effective. If something already works, try to improve it rather than starting from scratch. It’s so much more difficult to find new customers than it is to sell to people who are right there in front of you.

On today’s episode of The Sales Evangelist, we’ll talk about upselling as part of our monthlong conversation about closing. Specifically, we can increase sales faster by upselling.

Upselling

McDonald’s uses its world-famous hamburger to upsell its customers. Once they have the customer’s attention, they work to sell the products that have higher margins. It isn’t that the company loses money on the burgers; simply that it makes more money off the fries and drinks.

Once the customers are in the restaurant, they encourage them to upsize their meals, which adds a couple of extra dollars to the overall bill.

That’s an important concept for sales professionals. We should focus on the customers who are right in front of us in addition to working to find new customers.

Existing customers

I was listening to Russell Brunson recently, the genius co-founder of Click Funnels,  talking about his first experience with funnels.

He was selling a product, and he went through his competition’s buying process to discover what they were doing. As he moved through the funnel, he noticed that the company worked to upsell him three or four times after he placed a product in the shopping cart.

If, for example, the product was $19.99, the company showed its customers how buying two or three bottles would save them even more money.

That makes sense for the customer because he is saving money, and he doesn’t have to come back and reorder next month. The customer came to the website to spend a certain amount of money, but he spent twice as much as he originally planned.

Now imagine doing that with multiple customers.

Encouraging people to buy more increases the company’s revenue tremendously.

Missed opportunity

Sales reps might be so focused on getting customers to buy a product that we overlook the opportunity to upsell them.

Maybe you’re trying to familiarize your customer with your brand or product and you need a strategy to invite them to purchase something more.

Here’s an exception: Don’t sell your customers something they don’t need. Understand your customers and their needs and focus on what they are trying to accomplish.

If it makes sense for them to buy additional products, it’s your moral obligation to invite them to do just that.

You’re their advisor. Your job is to help them solve problems.

Don’t focus only on money. Instead, help them find value by giving something they truly need. When you do that, you’ll benefit from it as well. You’ll make more money and hit your quota more easily.

Options

McDonald’s gives its customers options. Are you giving your customers options or are you taking options away from them because of your insecurity or fear?

There’s always the possibility that your customers will say no to additional products, but if you never give them the chance to say yes because you’re afraid of rejection, you might miss an opportunity to provide even more value.

Consider whether there are complementary products that you can add to your customer’s transaction that will make it easier for them to implement your solution. If you’re selling a scanning software, can you sell the customer a scanner as part of the transaction?

Is there another product or service that customers typically purchase within 6 months of their original purchase? Is there a way to bundle that product with the original purchase?

If that isn’t possible, can you build your account management strategy so that you follow up with existing customers at month three to offer them this additional purchase?

McDonald’s successfully uses upselling. Airlines offer upgrades.

Not everyone will take advantage of the opportunity but a percentage of your customers will. Invite them.

“The Upsell” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

 

Carissa Hill, Donald Kelly, The Sales Evangelist Podcast, Time Management

TSE 949: Sales From The Street – “You Do Have Time”

Carissa Hill, Sales From The Street, The Sales Evangelist, You Do Have Time

Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s because they aren’t using their time in the right way. They aren’t prioritizing the things that are important.

On today’s episode, serial entrepreneur Carissa Hill shares how to grow your business and then systemize it, and prove to yourself that you do have time.

Carissa wrote a book called You Do Have Time because she wanted to help people understand that when they use their time the right way, they’ll have plenty of time to accomplish the important things that need to be done.

Changing focus

Carissa’s journey began when she was trying to run three stores by herself and she realized she was taking on too many things.

She focused on all the wrong things instead of focusing on the things that would truly grow her business.

Carissa was operating a chain of hair and beauty salons and she found herself micromanaging her team. It kept her from getting the results she wanted, just as it does to other people.

Business owners might, for example, invest time in getting more social media followers instead of working to truly learn marketing, and sales, and conversion.

Right things

If you want your business to continually grow, you must focus on lead generation and sales. As soon as you take your foot off the pedal for marketing and selling, it will slow down.

As you grow, you can scale that by hiring salespeople or automating things. You can offer launches to groups of people rather than selling one-to-one.

Many sellers and business owners allow fear to dictate their actions. Fear of rejection, fear of the next level of success, and fear of the unknown prevent people from taking the next steps.

Many people run Facebook ads that generate a lot of success, and then, instead of hiring someone to help them continue to grow, they’ll turn the ad off because they are too busy.

When they get out of their comfort zone, they’ll return to the place where they are comfortable rather than pushing out of it.

People fear uncharted territory and additional work and the second- and third-order effects that come with success.

Overcoming fear

Carissa said the key is to help clients find clarity about the things they are truly afraid of.

What is the worst thing that will happen if you take this step?

When Carissa started making YouTube videos, she was terrified of negative comments. That fear kept her from generating videos for a long time until she intentionally addressed what she would actually do if she got negative comments.

Once she had a plan for the worst-case scenario, she was able to move beyond the fear and try making some videos.

Don’t allow the fear to linger in your brain.

The other step is to decide whether you’re prepared to stay in the place you’re currently in. If you aren’t willing to stay here, then what will you do to get yourself out of this place?

The truth is that you could be helping many more people if you got beyond the fear that is holding you back.

Eliminate clutter

Answer this question first: Are you crystal clear about where all of your time is going?

Many people don’t know the answer to that question, so the best place to start is with a time-audit system. Keeping a time audit means that you write down everything you do and how long each task takes you, for a total of seven days.

Once you’ve done that, you can pretty quickly identify the wasted time in your day. The simple act of writing down your tasks will kick yourself into gear because you’ll create accountability for yourself.

You’ll discover the time you’re spending on social media, even if it’s just in 5-minute increments. You’ll identify all the things you’re doing in a week, and you’ll likely find tasks that aren’t creating any return on investment and that aren’t enjoyable for you.

The first thing Carissa did was outsource her housecleaning because it took hours of her time and she didn’t enjoy it. She recovered the hours she once spent cleaning her house so she could focus on other things.

Once you’ve completed a time audit, put a smiley face or sad face next to each item as a step toward figuring out the tasks you want to keep and the ones you could let go of. Find things to outsource or automate.

Make a “Things Not To Do” list to identify the things you don’t want to do. Focus on those things that will move the needle.

Streamline

Carissa discovered early in her coaching career that she was spending a lot of time on sales calls because she thought that was the only way to sell. She got tired of it because she couldn’t scale herself.

She tried an online launch style because she determined that her ideal prospects had all the same concerns and objections. By getting numerous people on one call, she was able to streamline her process and save herself a lot of time.

She found herself having the same conversation over and over, so she addressed those questions and issues in a PDF. She offers it as an info pack to her prospects, who can contact her if they need more information after they’ve reviewed it.

Facebook ads

You’ve got to have a really good offer and if people want it, they will buy it. Offer something that sells someone’s problem.

Offer content that is so good that you should really be charging people for it. Don’t hold too much back from your prospects.

If you can get people results in advance without costing them anything, you’ll create the sense that the paid info must be really good if the free stuff is already producing results.

Time

You can’t get time back. The way you spend your minutes, your hours, and your days is your entire life. You can always make more money but you can’t make more time.

Get really clear about what you want out of your life. Determine what is most important to you.

Instead of reaching the end of your life wishing you hadn’t spent so much time scrolling on your phone, do things that actually help people. Spend time on things that you enjoy.

Ask yourself this: Is this the highest and best use of your time?

Post that question somewhere that you’ll see it frequently and you’ll improve the way you spend your time.

Focus on delivering what people really want. Focus your energy on that so you can help people well.

“You Do Have Time” episode resources

Connect with Carissa on her website or her Facebook group.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Michael Koral, First Ever RoboAgency Needls, Donald Kelly, Social Media Marketing

TSE 948: What Small Businesses Need To Know About Building An Empire Through Effective Marketing

Michael Koral, First Ever RoboAgency Needls, Donald Kelly, Social Media MarketingOn today’s episode of The Sales Evangelist, we talk to Michael Koral about building an empire, and what small businesses need to know about building an empire through effective marketing.

Michael is the co-founder of needls.com, a robo-agency that creates targets and optimizes Facebook and Instagram ads for small business owners and entrepreneurs.

Small business owner

Many small business owners have tried using Facebook ads in the past without a lot of results. It’s tempting in that case to assume that the ads don’t work, but the reality sometimes is that they didn’t use them well.

Perhaps the business owner didn’t have a good handle on what he was doing or he didn’t want to admit that he needed help.

Business owners only have a few options when it comes to Facebook ads.

  • Do it yourself (which is challenging)
  • Hire an agency (which is expensive)
  • Use a different platform (which is complicated)

Needls is intended to “dumb down” the process of running Facebook ads. Its meant to help entrepreneurs or small agencies run Facebook ads properly.

Know your audience

Understanding the demographics of your audience isn’t the same as truly understanding your audience.

If you sell women’s shoes, it isn’t enough to know that your audience is women around 40 to 50 years old. You must know what her job is, what her income level is, who her friends are, what kind of shows she watching on TV, and who influences her purchasing decisions.

You must know the ins and outs of your potential customer in order to advertise effectively. The best way to do that is to talk to your existing customers.

If you’ve only sold 100 pairs of shoes, talk to the people who bought your shoes to find out why they bought them. Frame your marketing and sales around that particular buyer persona.

Consider whether there are multiple personas that make up your target audience.

Testing different objectives

Even if you talk to your customers, you’ll still have to test different marketing objectives and advertising objectives.

Your first 100 customers may have a different persona than your next 1,000 customers, so you may have to shift your approach.

You must try different approaches in your digital marketing mix.

You only have to do one thing really, really well, but you can test things outside of that one thing to make sure you’re not missing the boat somewhere else.

Grow the organization

It’s somewhat counterintuitive to digital marketing people, but in-person events are a great way to interact with potential customers or partners.

There’s still nothing better than actually talking to people in persona and getting to know like-minded business owners.

Meet with different people at different networking events. Go to dinners or meetups or find ways to connect with people in your industry.

It’s not digital, but it’s important. The point isn’t to gain business; it’s to make genuine connections and get insights.

When you go to in-person events, listen to people and provide advice and build trust. Then build an understanding that people should go to you for whatever it is you’re selling.

Having conversations

Sales calls now are about having meaningful conversations.

If you’re relying only on cold calls, you have to try something else. Focus on social media or ads, or content, or try the soft-sell approach.

Cold calls don’t work even as well as they did five years ago.

One executive told us that he doesn’t respond to cold calls. He said that the LinkedIn connection or emails are the primers for those conversations.

Needls has never done a cold call. They’ve grown from 0 customers to 1,000 customers by driving qualified customers to their site using Facebook ads, content marketing, and influencer relationships.

Start small.

It’s so easy to connect with people on social media. If you don’t already have an Instagram account for your business, set one up and start posting content. Instagram could become one of the biggest drivers for your business.

Finding influencers

If you sell office furniture, which isn’t super sexy, realize that everybody has office furniture.

Find someone on Instagram who has a unique twist on their office furniture. Follow that company.

Find people in your niche who already have a large following. Reach out and offer to supply a desk to an influencer who is willing to do a shout-out about your product.

Find people who have a large following and connect with them via direct message. Try out their service. Get in front of their faces as politely as possible.

You can generate leads on Instagram when you’re able to:

  1. Build connections
  2. Grow your following
  3. Use Instagram stories to talk about your service or provide advice.
  4. Use Instagram stories to drive traffic to your website.

Mistakes to avoid

To make your videos more effective, realize that 80 percent of the traffic is mobile, and most people don’t have their sound on while they are watching videos.

Without subtitles, they don’t know what’s going on, so they scroll past.

Use subtitles so that people who are watching without sound will still get your message.

Also, install a Facebook pixel on your website that will track to see how well your ads are doing. Without it, you have no idea how effective your ads are.

Make sure that you have a call-to-action. Don’t just talk about your product or service and then hope that someone clicks to your site and buys something.

Try something like, “Go to my site and check us out, and get a 25% discount if you use this code.”

Capture the audience’s attention within the first one to five seconds. Attention spans are incredibly short, so you must give people a reason to stop scrolling and engage with your content.

Facebook and Instagram are amazing ways to grow your business without spending a lot of money.

Using Needls

Check out Needls by answering a few questions that will help launch your first campaign.

  1. Tell the team more about your business.
  2. Identify where you hope to drive traffic.
  3. Enter a URL.
  4. Provide us with a headline or piece of text that describes your product or service.
  5. Upload an image or two.

After you’ve answered those questions, Needls can create hundreds of different ads for you to test to see which ones will work best.

They’ll target your ads using data science, and then optimize the ads 24/7.

It takes about 10 minutes to set up the campaign and then you can set it and forget it.

If you’re looking to build your business and get more sales and work hard now to create freedom in the future, you’ll put the time in now but you’ll be able to look back and see the benefits of your hard work.

“Building an Empire” episode resources

Needls is offering a 35-percent discount off the platform fee for listeners of The Sales Evangelist podcast.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, New Product Sales, Prospect.io, Brand New Product

TSE 947: How Do You Help Sell or Bring a Brand New Product to Market?

Donald Kelly, New Product Sales, Prospect.io, Brand New ProductBringing a revolutionary new product to market can be difficult, especially if you don’t yet have a community of supporters. Apple did it in 2007 with the iPhone, solving a problem that people weren’t even aware that they had. How can you capture people’s attention if you don’t already have that community?

Today on The Sales Evangelist, we’ll talk about how you bring a brand new product to market and get it to the masses.

Ideal customer

Steve Jobs was revolutionary. Even if you aren’t an Apple fan, the company changed the cell phone industry. It changed the music industry and other industries as well. But Apple had advantages that we don’t have.

For an average Joe that doesn’t have a huge community, how do you get your product to as many people as possible?

As a sales professional, or a marketer, or an entrepreneur, how do you accomplish that?

First, you must understand your ideal customer. We talk about this all the time because it’s vitally important, but people miss it.

We create products and services that we think people would like when in actuality they don’t.

Steve Jobs talks in his video launch about the years of research that Apple did, and the years of gathering information on user preferences, and the research to understand how people use their current phones.

Apple identified how people were using their phones, where the gaps were, and then addressed how iPhone filled in the gaps that users had. Apple found solutions to problems that people hadn’t even identified.

Problems

If you aren’t able to identify the problems that people want to get solved, that’s the next big focus.

Your audience may not realize that they have a problem yet. Henry Ford once said that if he had asked people how to improve transportation, they might have said they needed better whips or faster buggies. They didn’t understand the possibilities that were available.

The key is to educate the masses.

Influencers

Find influencers or people who already have the ear of your buyer.

In the example of a phone, find tech websites or folks who do online reviews of tech products. Many of them have Youtube channels and Instagram channels and you can grab their attention, or even consider paying them to review your product and help bring it to the people they help.

People who are launching products try to appear as many places as possible. How can you make sure as many people as possible see you?

The Squatty Potty took a product that wasn’t necessarily revolutionary, but they educated people about the need for the product.

Take advantage of local events or other opportunities to introduce people to your product.

Airbnb

Airbnb emerged during the Democratic National Convention in 2008 when people couldn’t find enough hotels.

The company shed light on a huge problem and offered an easy solution by having people use their homes as hotels.

Is there a problem in society that you can shed light on and launch a solution to, even if it isn’t a nationwide or worldwide problem? Is there a local problem you can latch onto and utilize the news angle to help you educate people?

When we launched The Sales Evangelist podcast, we were mentioned in Entrepreneur magazine. We took that information and went to the local news folks and they wrote stories about us in local journals. Then a local news channel picked up the story.

We didn’t pay for any of it. We used our mention to grow our brand and our podcast.

Look to other products and brands to see how they have navigated their launch.

One-to-many

Find ways to go one-to-many as opposed to one-to-one. Sometimes when we get a new product, we try to grow it by having the people we know share it with the people they know, and that approach does work sometimes.

Instead, find pockets of ideal customers. Go on podcasts. Create a Youtube channel.

When Russell Brunson launched the book Click Secrets, he appeared everywhere. He went to conferences and other places where his potential clients were. He had a funnel on the back end, but he also had affiliates who helped him spread the word.

Find people who have one-to-many voices to help you.

These aren’t the only ways, and we could talk for hours. Look and see where success leaves clues.

“Bring a Brand New Product to Market” episode resources

Check out the video launch of the iPhone in 2007. Although it’s a long video, there’s a lot of interesting information.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Matt Suggs, MediaFly, The Sales Evangelist, Donald Kelly

TSE 946: Three Effective Ways To Create Loyalty

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study showed that 68 percent of people in the B2B space believe online information is far more helpful to them than the information they get from salespeople.

On today’s episode of The Sales Evangelist, we talk to Matt Suggs, executive vice president of Mediafly, about developing better presentations to create loyalty.

Mediafly creates mobile selling tools for large companies to use to their customers.

Loyalty

Loyal customers will see you as a partner in their business. If your customer sees you as a vendor, you don’t have loyalty.

The challenge for salespeople today is that buyers have access to vast information on the Internet. Some of that information is true and some of it isn’t.

Think of the things a salesperson would least like to hear from his clients. The worst thing would be hearing that your customer purchased a different solution from another vendor because they didn’t know you provided that capability. If they didn’t know you offered it, you missed an opportunity to help them solve that problem.

Perhaps your customer doesn’t have a full understanding of all that you do. Think back to your customers over time and evaluate whether they call you about a problem even if you’re ultimately going to point them to someone else.

Make sure you’re their first stop.

Building relationships

The most important consideration is how much value you bring to the customer. Do an honest assessment of your capabilities and build a relationship with your customer based on your strengths.

Responsiveness is a big component. Your customer will likely call the provider that is the most responsive to his communication because he wants an answer quickly.

Knowledge is important as well. If you present the same information to every single buyer without tailoring the conversation to each prospect and making the presentation relevant, the buyer will be less likely to see you as a partner.

Capitalize on your own capabilities. Use your strengths to solve problems for your partners so they learn that you’ll help them solve their problems.

Make every conversation valuable to the client rather than simply pushing product.

Maintaining clients

Many salespeople excel at discovery. They’re good at finding what the customer needs. Most are able to use it to run their sales process. 

When you engage with the client, use discovery to tailor the solutions and conversations to the client. Tie those solutions and conversations to the information that you found during discovery.

Realize, though, that your engagement after the sale is just as critical because your customer can go find another provider.

When you compare the cost of acquiring a new client to the cost of maintaining an existing one, it’s obvious that implementing solutions for your existing clients is important than ever.

The ability to go back to past clients is critical to long-term success, and you’ll need those clients to develop new ones.

Those clients, for example, will provide referrals for prospective buyers, and your relationship with each customer is part of that positive reference.

The hit-and-run sales approach will eventually catch up to you in the long run. You’ll eventually wear out your welcome. You’ll build a reputation for that kind of activity.

Interactions

Ensure that every interaction you have with your customer provides value to that customer. Loyalty is about maintaining those clients.

Making sure that you prepare adequately for each interaction is vital. Don’t take your customers for granted.

Create scorecards or health checks that help you keep the finger on the pulse of that client.

Every company has a couple of metrics they use to measure customer satisfaction, but the customer may measure it differently. Talk with the client about what’s important to him.

Get your sales and customer success teams working together. Treat your client the same on the last day of the relationship as you did when you were selling them initially.

Ensure that they never feel a dropoff in your concern or care about that account.

“Create Loyalty” episode resources

Connect with Matt at Mediafly, and check out the available webinars about the tools they have to offer.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

The upcoming semester of TSE Hustler’s League will focus on prospecting. We’ll give you insights and tools that will help you gain new customers. We’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

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

TSE 945: TSE Hustler’s League-“Overselling”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueYou cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your clients exactly what they want.

On today’s episode of TSE Hustler’s League, we’ll discuss how to improve closings and how to avoid overselling.

The TSE Hustler’s League is an online group coaching program designed to help sales reps like you and me learn how to improve our skills. Each semester has a different focus, and for 12 weeks, we conduct trainings and discussions related to that topic.

Jargon

I met with a manager once who was on board with my product and we were scheduled to do a presentation.

“No matter what you do, Donald, my boss doesn’t like jargon,” the manager told me. “We don’t care about the marketing stuff. We only want to see the software and the problems it can solve for us.”

It turns out this manager had given the same warning to another sales rep in a different company before me. The rep promptly ignored the guidance and gave the same pitch he always gives, and the executive promptly left the meeting.

Based on the guidance he gave me, I gutted my presentation. I knew they didn’t want to waste time on company history and I wanted to honor their time I wanted them to view me as a trusted advisor.

I wanted to help them recognize a problem and help them solve it. Most sellers don’t do that, mainly because they don’t know how.

I focused exactly on what the prospect said wanted. I didn’t oversell and I didn’t undersell. Because I quickly addressed the problems I could help him solve, we were able to get to “yes” quickly.

Overselling

Once you have an interested prospect, it’s tempting to keep trying to sell him more. You likely have so much more that you’d like to show him, but you must give him exactly what he wants.

If he’s already convinced, skip over the junk and figure out the next step. Go to the part of your process where he can sign up.

Obviously, you’re going to have some steps that you can’t skip, like making sure the proper people understand and approve the buying process.

Interacting

The buyer will likely want to interact with your presentation. He’ll want to ask questions, hear testimonials, and share stories.

If you prepared well and you understood exactly what he was looking for when you arrived for the presentation, you’ll be able to provide the exact information the prospect needs to make a decision.

Overdoing a presentation can ruin a great opportunity just like overcooking a steak can ruin a great cut of meat.

Evaluation

Consider whether your presentation provides enough opportunity for your prospects to engage in discussion.

Know your content and your industry. Understand the customer and the difficulties he typically faces. Then build your presentation around that knowledge.

Don’t risk losing a deal because you oversold.

My goal is to help you find more ideal customers and build value. I want to help you close more deals. I want to challenge you every single day to do big things.

“Overselling” episode resources

The upcoming semester of TSE Hustler’s League will focus on prospecting. We’ll give you insights and tools that will help you gain new customers. We’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

CoVoideo, John Simpson, Donald Kelly, The Sales Evangelist Podcast

TSE 944: Sales From The Street: “Video Cold Outreach”

Your prospects are inundated with cold communications every day. Your job is to make sure that your communications don’t wind up in someone’s spam folder. Personal communication is an important part of modern-day sales, and video cold outreach is an important tool.

On today’s episode of Sales From The Street, John Simpson, Director of Business Development at Covideo, talks to us about the value of video cold outreach.

Why video?

How sick are you of boring emails?

How many unsolicited emails end up in your spam folder?

The most important part of prospecting is building trust and helping the person on the other end of the email realize that you’re authentic. Being able to put a face with a name is a game changer.

Video is a strong value-add if you do it as part of your sequence. It’s not true, though, that video solves every problem.

Typically, the first outreach won’t include a video. It will be a simple value statement to someone who has never met us. Usually, it’s to a sales leader who might benefit from our product.

If we get no response, we’ll send another email, and then we’ll send the video. As soon as we get the view notification, we’ll pick up the phone and call them and try to determine whether we’re a fit.

Video is an attention grabber. `

Emails

The point of all this isn’t that emails are bad. You should absolutely still use emails.

You must have a strategy for your emails, and they must be part of your overall sales process.

The point isn’t that videos are always the right answer. The point is that everyone fails from time to time, and when you do, you have to re-evaluate what you’re doing.

Those failures can help you identify other avenues that you can take.

If you’ve mailed a prospect multiple times and he’s not responding, shoot him a video. Shoot him a text.

You’ve got to do something that stands out and sets you apart.

Sequence

Covideo discovered through trial and error that sending a video in the first cold email wasn’t usually best.

People weren’t responding to their efforts, so they changed their sequence and saw results. They learned from their failures.

In certain industries, they found that it was ok to send a video immediately. It depends on the person and the industry.

If you’re pursuing a CEO you’ll likely take a different approach than you would if you were pursuing a salesperson at a logistics company.

Conversation

Anytime you’re reaching out to someone, your goal is to start a conversation.

Instead of just spitting about your product, slow down a bit. Give yourself time to simply chat.

Instead of shoving your product down his throat, provide a solution to the problem. The concept of “always be closing” in Glengarry Glen Ross doesn’t exist anymore. The buyer has changed.

We sometimes try to put too much information into our emails and videos. Instead of trying to include a whole bunch of info, we just have to get to the next step in the conversation.

It’s always about progress.

Connection

Video allows you to engage all of your senses, where email only involves our sight.

When we engage with video, we use our hearing, our sight, and we’re cognitively responding to the body language in the video. Using multiple senses leads to a deeper connection.

We tend to misinterpret emails because we sometimes add tone. That won’t happen with video because people can see how excited you are to work with them. Video gets rid of the unknown.

The problem is that people have dozens of reasons for why they don’t do video: they’re uncomfortable, it won’t work, they don’t like the way they look.

Typically, though, video use builds organically through an organization. As people see coworkers succeeding with video, they inquire about what is helping them be successful.

No matter your industry, no matter what you’re doing, no matter what you’re selling, you should be willing to put new things out there to break the monotony.

Video mistakes

Don’t write a script for your video read it from a teleprompter, it will typically feel pretty awkward. Be yourself. Talk like you’re talking to another person.

You don’t “act” while you write emails, so you shouldn’t do it while you’re making a video.

People like to connect with authentic people rather than with a persona.

Make sure the lighting is good and check that there’s nothing distracting in the background.

“Video Cold Outreach” episode resources

Covideo provides a mobile app, a Google plugin, and a web-based recorder making it super easy to use. Because you aren’t actually sending a video file with your email, it diminishes the chances of your email being kicked back as spam.

Grab a free trial and try your hand at creating video cold outreach, or you can email John or connect with him on LinkedIn.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Alice Heiman, Alice Heiman LLC., Donald Kelly, The Sales Evangelist

TSE 943: How Business Owners Who Don’t Like Sales Can Improve Sales Performance

Business owners often have to lead their sales teams despite the fact that they don’t always understand exactly how to do it. Often times, they’re simply ignorant about what to do. It’s absolutely true, though, that business owners who don’t like sales can improve sales performance.

On today’s episode of The Sales Evangelist, we’re talking with Alice Heiman about the challenges business owners face when selling their product or service and how business owners who don’t like sales can improve sales performance.

Alice leads the Alice Heiman, LLC team, which helps companies drive sales growth and bring about sustainable change that leads to growth.

Challenges for business owners

Not all business owners hate selling, but many of them do. The truth is that the person who leads the company is the sales leader.

We have to help them understand their role in sales.

Most people who start a company didn’t do it because they loved sales, and though the entrepreneurial enthusiasm is necessary to start a company, sometimes it leads us down the wrong path.

We assume we’ll just build a great company and people will automatically buy, but the vast majority of business owners have no sales experience. They don’t understand strategy or tactics.

Whether it’s an early stage or a more mature company, many business leaders are abdicating their role as sales leader. The most successful companies have leaders that are very involved in sales.

Even if you intend to hire a sales leader, unless you understand sales, it will be hard for you to hire the right person and then coach that person to lead well.

Team approach

If you’re pursuing a company that is a billion-dollar or a multi-billion-dollar company, you can’t send a lone salesperson to capture the entire company. You have to think of your team as a whole.

  • What role does the salesperson have?
  • What role does the sales leader have?
  • How will the subject matter experts support the effort?
  • What role will the IT people have?

In order to be successful, you have to get everyone positioned properly, which means that the business owner must take a role as well.

Begin by addressing the simple question of how you feel about sales in your company. In many cases, you’ll discover a lot of negative perceptions of sales.

Often the sales leader must address a negative mindset, and begin by talking about the future of the company and how sales will help the company achieve it.

Then you’ll determine where you are right now.

Are you still doing the selling yourself? Have you hired salespeople to help you with sales? Are you ready to hire a sales manager to manage your salespeople? Do you have a sales organization built?

Once we know what the sales organization should look like when it’s complete, your company can begin building toward that.

B2B sales

Sales has changed tremendously,  but most business owners haven’t seen it yet. They are stuck with the notion of selling as they were previously sold to.

In B2B complex sales, you are a smaller company selling to a much bigger company with a long sales cycle and lots of complexities.

You must know your market first. If we know of companies that we want to sell to, we have to get smart really fast. The other option is to make lots of phone calls trying to set up appointments, but you’ll likely burn your people out.

Instead, take the companies you want to do business with and divide them among your team. Give them teams within the same industry so they can learn the industry and its language and do basic research.

It’s important to learn the right things rather than just whether they are a viable prospect.

  • What initiatives are they pursuing this year?
  • What are they posting this year on social media?
  • Can you determine their priorities?

Then figure out how to marry the information you found with your product or service.

Realize, too, that the one lead you connect with may very well block you from other decision-makers. Because they’ve been tasked with this project, they want to look like the hero, so they block you from interacting with others.

Work to find 9 or 10 people who could be involved in the sale.

Get educated

Be a smart, savvy problem solver because you can’t solve problems if you don’t understand what your prospect’s problems are.

Information, especially about large companies, is all over the place. Read annual reports, press releases, the president’s message, and read about products your prospect is launching.

Then think about your customer’s customer. How does your prospect serve its customers? Who does your prospect sell to? How does your prospect help its customers meet their goals?

If I come prepared, and I know your products and services and your industry, you’ll choose to work with me.

If you’ll approach sales as solving problems, perhaps it won’t feel so icky anymore. As a sales leader, focus on your salespeople so they can focus on your customer. If you have happy people who know what to do, if they love their product, and if they are well-trained, they will serve your customers well.

“Improve Sales Performance” episode resources

You can connect with Alice on LinkedIn, Twitter, or Instagram, or you can email her or check out her website and her blog.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Closing, Confidence, New Customer, Donald Kelly

TSE 942: How Confident Are You With Closing?

Closing, Confidence, New Customer, Donald KellyWhen it comes to closing, you have to be confident. Closing is throughout the sales process and you have to build confidence in what you sell. The buyer must feel your confidence and believe that your product or service is capable of solving her problems and helping her business to succeed.

On today’s episode of The Sales Evangelist, we’ll discuss the power of your own confidence and we’ll ask the question, “How confident are you with closing?”

Your confidence will cause them to persuade themselves to buy just the way the Jamaican food seller almost persuaded me to buy something I don’t even like.

Defining confidence

Confidence amounts to your belief in yourself and your ability to succeed.

If you are confident, then you will project an attitude of competence and authority.

As a seller, you must be able to project confidence, even in a situation that isn’t certain. Whether you’re new to sales,  just not closing deals, or selling a product that is new to you, you must project confidence in order to convince your prospect to buy.

You have to drink your own Kool Aid, so to speak.

Evangelizing

Because I grew up poor, when I realized I could earn a decent living in sales doing something that I really loved, I wanted to evangelize about it. I wanted to tell other people how they could be successful in sales.

First, I launched my podcast. I discovered along the way that when people encounter a passionate seller who really loves what he is doing, they see him as an authority figure.

Without that kind of influence, it’s very difficult to convince people to make an economic decision.

Confidence vs. certainty

A 2018 study of experts revealed an interesting trend among people who hire experts to help them solve problems.

Whether the expert was in sales, finance, or any other industry, people generally valued competence and authority over an ability to accurately predict an outcome. In other words, they felt better about the process if the expert exuded confidence.

If, for instance, you offer prospects a 60 percent likelihood of a certain outcome, they will value that authority over a general suggestion of what might happen.

If you can share that 90 percent of your customers experience a certain outcome, that will bring a tremendous amount of clarity to your buyers.

You’ll have a much better chance of closing that deal and encouraging that person to persuade himself to purchase.

Taking shots

Wayne Gretzky said that you miss 100 percent of the shots that you don’t take. And while that’s true, it’s also true that not every shot will be the right one for us.

As a sales rep, you’re not going to try to sell every single product to every single person. You’re going to go after clients or prospects that are qualified; those that are more likely to close.

My soccer coach used to tell us that the more shots we took on goal, the better our chances of scoring. But shooting on goal is different than randomly kicking balls.

I made the mistake as a new seller of limiting myself to those shots that I knew would succeed. I decided that I would only pursue prospects that I knew would say yes.

The problem is that no one can know that with any certainty. Even in those moments, you must exude confidence.

Invite change

You must be sure that you’re confidently encouraging your customers and inviting them to change.

Take advantage of the upsell. If you recall, McDonald’s spent years asking its customers if they wanted to supersize their drinks and fries.

Practice your competence and your confidence through repetition.

Be humble, but be confident. Don’t be cocky.

“How Confident Are You With Closing?” episode resources

Read more about the basics of confidence here.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Tyler Sickmeyer, Donald Kelly, The Sales Evangelist

TSE 941: Build Enough Value Before You Try To Close

Tyler Sickmeyer, Donald Kelly, The Sales EvangelistThe process of building value begins early in the buying journey. Sales professionals talk a lot about building value, but the truth is that value looks different to everyone.

On today’s episode of The Sales Evangelist, we have a candid conversation about value — and why it’s important to build enough value — with Tyler Sickmeyer, founder and CEO of Fidelitas Development.

Defining value

People define value differently.

The word value suggests something of worth. It’s how people measure the desirability of something. It’s the answer to the question, “How bad do you want it?”

Because people are different, they will place different amounts of value on things.

This truth shows up all the time on TV shows where people go garage sale hunting or “picking.” One person just wants something out of the house, and it’s a bonus if they can get a little money out of the deal. The other person recognizes an opportunity to buy something of value and flip it to make money.

Value is a matter of perception.

Finding a fit

Your product or service probably won’t be a good fit for everyone.

Tyler’s company recognizes that, and Fidelitas uses it to field the right sales team and to find the right clients.

To avoid wasting people’s time, the team strives to have honest conversations early in both the hiring process and the buying process to make sure the fit is a good one.

The team recently passed on a project that was beyond the scope of its expertise because it didn’t want to tackle work that would create headaches and potentially tarnish the brand.

Tyler believes that acknowledging limitations and pointing the client in the direction of a team who is a better fit is a form of building value. By saving the prospect a lot of time and headache, they built value for the prospect.

Value creation

Any time you take on a project that isn’t ideal, you’re missing an opportunity to find something that is ideal because you have a finite amount of resources available.

We’ve all made these mistakes, and Tyler calls it “drinking your own Kool-Aid.”

When you ignore your instincts and take on clients that you shouldn’t take, it creates headaches for your team and can bring toxicity to your culture.

Tyler found that those tended to be the lowest-paying clients who treated his people poorly, so they’ve learned now to fire those clients if they misbehave.

Better yet, they have very clear conversations ahead of time to set expectations.

In the midst of sharing what makes Fidelitas such a great agency, they make sure to ask, “Why would you be a good client?”

Wrong incentives

When you have a sales team that is incentivized incorrectly, a team that is trying to hit unrealistic numbers or that has been set up for failure, you’ll damage your brand.

If, for example, you accept a client that isn’t a good fit, but you justify it because you want the sale, you’re entering dangerous territory.

If the sales process goes badly, they’ll tell other people. Though you might eventually refund their money to compensate for the trouble, they won’t get back the time they lost in the process.

The result will often be people who are anti-evangelists to your brand because their experience is so bad.

Focus on quality over quantity.

Most people shop for cars on Sunday because they know the dealerships are closed. They aren’t going to be “sold to.”

After the sale

One of the big questions to ask is what happens after the sale. Once we’ve made our first payment and committed to this purchase, what will the relationship look like?

Look for someone who is invested in you after you swipe your credit card.

Things will always go wrong because we’re human. But when something does go wrong, what will the process of fixing it look like? Who will have the decision-making power to make things right for us as customers?

Don’t leave your customers feeling as though they are shouting into the wind. Treat your customers well.

Remember this overall: if your product or service doesn’t perform well, and it makes me look bad in front of my clients, you’re likely going to have a big problem on your hands.

Onboarding questions

Two questions to consider:

What do our wins look like? What does a win look like for you and for your boss? Those aren’t always the same thing.

Sometimes you’ll know what’s needed for the brand, but your boss will need vanity metrics that are different. Being a good partner is doing both things.

Do you want a vendor or a strategic partner? If you’re simply looking for a vendor, Fidelitas probably isn’t the right partner for you. If you’re simply looking for five Facebook posts on a regular basis, you can most likely find this service cheaper somewhere else.

Think of it as two kinds of agencies: a Wonderbread factory and an artisan bakery.

One team will offer you off-the-menu options with add-ons to address your pain points. The other will customize a strategy and solution; a customized approach that positions it as your strategic partner.

If you just want a Facebook page or a website, you can find that somewhere else. We’ll help you understand why we’ve chosen the strategies that we’re using.

Fidelitas wants to work with clients who value their insights.

Strategic partnerships

Focus on strategic partnerships rather than just vendor relationships.

Figure out how you can add value. Adding value includes things like taking your team on a road trip to visit the client and get to know their needs. You aren’t being paid for that, but it will help you address their pain points.

If you can give something that the client didn’t pay for, and exceed their expectations with superior service, you’re providing value, and you’ll take your relationships to the next level.

“Build Enough Value” episode resources

You can find Tyler’s podcast, Lion’s Share Marketing Podcast, on iTunes, Spotify, Google Play, Stitcher, and anywhere that you’re listening to this podcast. Learn more about marketing wins and brand marketing strategies.

You can also find him on Twitter and you can email him at Fidelitas’ website.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Prospect.io, Maximizer CRM, Donald Kelly, Closing Skills

TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

 

Prospect.io, Maximizer CRM, Donald Kelly, Closing SkillsMost sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of dollars, on what you’re offering. Until you build value, you can’t sell.

On today’s episode of The Hustler’s League, we’ll talk about why tricking people into saying yes will never work and the reasons why you can’t sell.

Early closing

My philosophy about closing is that it begins early in the sales process, but there are things you can do to help bring the client across the finish line.

Scarcity won’t help you convince the buyer to buy; you have to give the buyer a reason. You must bring value.

The buyer will determine whether something is valuable or not. Even if you push it as the most amazing product or service ever, if the buyer doesn’t recognize it as such, the buyer won’t invest.

You’ve heard this before because we’ve talked about it in previous episodes.

Build value

When you’ve built enough value or excitement, naturally the buyer will want to continue. Your buyer will want what you have.

Sometimes, however, you have to push buyers across the finish line, or simply guide them across.

When your prospect has had a particular software for many years, she may not see an obvious reason to change. If it’s not immediately obvious why she should change, and you can’t bring her across, then she probably won’t buy.

Walking her across the finish line is what closing is all about.

Change of heart

We had a client who found us online and who was interested in our services. She was really excited, and we built a tremendous amount of value in what we were offering.

When it was time to sign up, she initially wanted to sign up for our low-end package. But throughout the conversation, she decided she wanted to buy our higher end package.

That’s likely because I emphasized to her that I wasn’t able to work with her at that time because I was already working with other clients. I didn’t have the time to invest at that exact moment, but when my schedule freed up, I would be able to.

When she realized that other people were trying to work with me and that my time was valuable, she changed her tune.

Scarcity was her motivation. I didn’t try to trick her or lie to her. I was simply letting her know that, even if I wanted to work with her at that moment, I didn’t have time.

Scarcity

Sometimes the scarcity effect will serve you well in the sales process. It’s similar to loss aversion.

We’ve talked about loss aversion before, but it simply refers to the fear we have of losing something.

The customer I was working with didn’t want to miss out on her chance to work with us. She wanted to sign up immediately for the higher-end package. She saw so much value in working with me that she didn’t want to miss out.

How do you create scarcity without coming across as cheesy?

Do it by being time sensitive and emphasize your finite time. If you only have a certain amount of time to devote to coaching, use that fact to your advantage.

Amy Porterfield only offers her course twice a year. As a result, there’s a small window which creates scarcity. The window won’t open back up until the next go-round, so people feel compelled to jump in.

Window of opportunity

If you’re selling software every day, scarcity doesn’t really exist. But can you offer certain things at certain times? Can you create time-sensitive deals.

Maybe you offer a proposal that expires within a certain time period.

If you can uncover that they are losing a certain amount of money every month, use that against them. Remind them how their failure to act is costing them money.

Or create scarcity by reminding them that if you’re going to get the new system in place by a certain date, you’ll have to close the deal by a certain date.

Missing out

When I was selling security systems, people would ask me to come back the next day so they would have time to think about it. I was able to tell them that we wouldn’t be in that same neighborhood tomorrow, which created a sense of scarcity.

Cell phone companies effectively use this concept when they release new phones. They use preorders to create a sense that you will be among the first to get them.

No one wants to be the loser, so after you’ve built enough value, use scarcity to coax your prospect across the finish line.

Use time sensitivity to close more deals, and then let us know how it works for you. Drop me an email at Donald@thesalesevangelist.com, or post a question on our Facebook page The Sales Evangelizers.

“We Can’t Sell It Right Now” episode resources

Use time sensitivity to close more deals, and then let us know how it works for you. Drop me an email at Donald@thesalesevangelist.com, or post a question on our Facebook page The Sales Evangelizers.

Learn more about the TSE Hustler’s League in preparation for our new semester that begins in January. We’d love to have you check it out and join us.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Jereshia Hawks, Sales Funnel, Sales Consultant, Donald Kelly

TSE 939: Sales From The Street: “Ditch The Funnel”

The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In some cases, sellers have to find a different way to operate. Jereshia Hawk had to ditch the funnel.

Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset from exchanging time for money to helping people find a solution to their problems.

Jereshia calls herself a corporate dropout, having left a job as a pipeline engineer to become an online income strategies coach and consultant. She teaches a simple way to sell services online.

Finding “worth”

Jereshia left a large corporate pipeline project because she wanted women of color to have a voice at the business table. She believed that entrepreneurship was an economic equalizer, but she compared her early efforts to “throwing spaghetti at the wall” to see what might work.

She launched two coaching programs at ridiculously cheap prices and then doubled the price every time she sold it. When she reached the point where no one bought it, she was heartbroken.

She called it a new concept that people would pay her for something that wasn’t tangible. It was a foreign concept that people would pay for intellectual property.

She didn’t understand the value exchange and how to adequately price for the value and transformation she was providing.

Imposter syndrome

Jereshia forced herself to decide whether this was simply a hobby or something that she was truly going to invest in.

She decided to develop a recipe; to implement a strategy that would help her find future success.

She realized she was struggling with imposter syndrome. Jereshia didn’t believe she was qualified to charge money for a service, and she also didn’t believe that people would actually pay her for it.

She realized that she had to shift her mindset.

Mimicking others

Until she shifted her mindset, she was trying to sell everything under the sun. She mimicked the things that helped other entrepreneurs be successful.

She had opt-ins, membership sites, digital products, trip wires, upsells and all kinds of content.

Then she realized that there had to be a simpler way. She realized the funnel wasn’t working for her.

She flipped the funnel, and instead of focusing on finding a bunch of leads and coaxing them through a funnel process, she worked to solve a single problem well.

Jereshia worked to solve a problem that people needed help with at a higher price point.

Warmup

In a traditional funnel, you warm up your audience.

Jereshia wanted to simply figure out how to sell something consistently.

The best way to do that, she realized, was to focus on one core offer and learn to sell that really, really well. She focused on solving just one problem.

Then, she picked just one person in her target market, picked one problem to solve, and packaged a single process that became her signature service.

That’s when the game changed for her.

The outcome

After she changed her process, she got an offer of $9,000, where before she hadn’t been able to sell a $900 offer.

Over a six-month period, she grew her offer to $9,000, and six people bought it.

She offered a six-month mastermind teaching business owners to break through the six-figure mark.

Jereshia booked more than $60,000 in sales in one month, and that created the cash cushion that allowed her to quit her job.

Lean launch

She created a process involving basic sales psychology and the three core stages of awareness.

Once they develop awareness and realize they have a problem, they begin searching for a solution and ultimately they evaluate who they will buy from.

To address that, she created Facebook live videos based on those three stages of awareness and structured those videos over the course of two months. She used those videos to warm up her audience.

She believes that anyone earning less than six figures should begin with a more lean approach to selling and should return to business basics. Advanced funnels work, but if you don’t have a solid enough offer, it will be tough for you to land those deals.

The lean launch is a really solid foundation for any service-based business.

She now helps customers package their programs and services and she walks them through the entire four-step process to package their offer, price it, position it, and then profit from it.

“Ditch The Funnel”

If you’d like to connect with Jereshia and hear more about her signature service, check out her live 90-minute crash course which breaks down her methodology and strategy. Learn more about Jereshia at her website, jereshiahawk.com, or connect with her on Instagram, LinkedIn, or other social media platforms.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Buyers Journey, Martyn R. Lewis, Donald Kelly

TSE 938: How Today’s Buying Journey Has Drastically Changed And Why It Matters To You!

Martyn Lewis, The Sales Evangelist, Buyer's JourneyThe buying journey has changed, and sellers must change with it. Sellers must address the gap between how people buy and how people sell. We must uncover why it matters that today’s buying journey has changed.

On today’s episode of The Sales Evangelist, we talk to Martyn Lewis, founder of Market Partners, about how today’s buying journey has drastically changed and why it matters to you.

Martyn is a seasoned veteran of the sales industry, and he founded Market Partners when he discovered that many sellers were selling their products and services according to the way buyers used to buy.

He’s an entrepreneur, and authority on business strategy. We’re talking about closing this month, and the buyer’s journey is an important part of that process.

Changing the buyers’ journey

Selling was much easier prior to the 1940s. People sold to each other and they had limited choices. Buyers knew what they wanted and they knew where to get it. Purchases were local.

Beginning in the 1940s, people had more choices. More people were involved in buying and more were involved in selling.

Communication, radio, television, fax changed the face of selling. They made the world smaller.

Buyers had the freedom to find sellers outside of their buying market. They could go to the next town or city or country to find something they needed.

Large companies saw the change coming and they introduced sales process.

Three generations

Today, in the third generation of sales since then, buyers have an abundance of choice. They can Google and find all sorts of things.

They have countless alternatives and no shortage of things they can do, and probably too much information.

That means you’re not the only one who’s selling. You’re not the only one competing for your buyer’s attention.

Today’s buyers are very busy. Technology has caused a huge disruption for buyers.

Previous buying stages

Every buyer’s market is different but the macro journey looks like this:

  • awareness
  • interest
  • commitments
  • acquisition
  • adoption

In the first stages, buyers had to really connect with the companies they buy from. They sought information from salespeople and brochures and phone calls.

Today, though, buyers can find their information on the Internet. The first two stages of that buyer’s journey can now be done without talking to a salesperson.

Data suggests, too, that more than 50 percent of the buyer’s journey happens before the buyer ever talks to a salesperson.

Prepared clients

Sellers have to go well beyond being a conduit of information for the buyers.

We have to discover what is on the buyer’s mind. We’ve got to manage the entire buying journey. So the role of the salesperson now isn’t to position and promote the product.

What does it take for an organization to commit to your product or service once they are truly interested?

Are they looking to test the equipment or are they simply window-shopping? They might worry about how to implement your product or service. Perhaps they’ll worry about training their people to use your goods.

Salespeople must manage that journey. Who all will be involved? What are their concerns and how do I handle them?

You’ve got to reduce that friction.

Falling short

The days of the single decision-maker are over. Today’s buying journey has changed so that networks of dynamic people make buying decisions today.

Very often the buyers themselves aren’t even sure after the fact who made the decision to go with a certain product.

Sellers must always look at everyone who is involved in the process and manage all the key players. Don’t ever assume a champion will do all the work for you.

Recognize the difference between interest and commitment. Never think because you’ve got someone who is sincerely interested in your offering that they will automatically buy it.

Think outside in. Start with the customer and their world.

How many things are on the customer’s mind? Always start with their world?

“Today’s Buying Journey Has Changed” episode resources

Grab a copy of Martyn’s book, How Customers Buy and Why They Don’t.

Email Lewis at mlewis@market-partners.com. He loves hearing from people about the work they are doing and the projects they are working on.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you by Maximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Trust, Donald Kelly, The Sales Evangelist Podcast

TSE 937: The Questions You Ask Are NOT Building Trust

 

Trust, Donald Kelly, The Sales Evangelist PodcastSometimes as sales professionals, we unintentionally erode the trust we have with our clients. The way we pose a question or the way we treat our clients can prevent us from closing a deal. Sometimes the questions you ask are not building trust.

On today’s episode of The Sales Evangelist, we continue our month-long discussion about closing, and how the questions you ask are not building trust. Many of us make common mistakes that keep us from closing.

Trust

Trust is truly valuable. If you don’t have trust as a sales professional, your clients will never buy from you.

People do business with people they know, like, and trust. You’ve probably also heard that it’s not what you know, but who you know.

The truth is that closing begins early in the sales process.

We have to realize that the questions we ask our prospects will determine whether they trust us moving forward. When we don’t ask them well, they’ll cause our prospects to see us as superior or misleading.

They’ll perceive that we have an agenda and that you’re using your questions to frame your plan. If, for example, we ask questions that we already know the answer to, it erodes your trust because it’s not genuine.

Manipulation

Asking a question isn’t bad unless you’re asking a question in an attempt to get your prospect to give you a specific answer.

Imagine your prospect runs a print shop and has a printer that is down.

“What do you think will happen if you don’t get it fixed?”

Clearly, the salesperson knows the answer to this question. If the printer doesn’t work then the company won’t make money.

Asking that question will likely make everyone involved feel stupid because both parties already know the answer to it. Instead, I’ll ask something more specific that helps me learn more about your situation.

“Clearly it’s not good for business that your printer is down, but how much would you say you guys do on a day-to-day basis?”

Fears

If you’re talking to a prospect about changing from a current supplier and the prospect insists on staying with the current provider, you can safely bet that fear is the driver.

They’re probably afraid of your price. It’s possible that they’re afraid of changing to a new company. They may fear setting up a new process or going through the process of canceling services.

Instead of asking if they think it’s a good idea to stay with the current provider, ask if you can share your own observations. Your prospect usually won’t say no, and if you’ve built a good rapport, they’ll usually be willing to hear what you have to say.

When the prospect sees that you have no hidden agenda and that you’re being authentic, it builds trust.

Authority

We had a client in a similar circumstance who didn’t want to switch from his current vendor because he had been with the vendor for 10 years. Although there were problems with the vendor, it was easier to stay than it was to change.

The decision to stay cost them a lot of money, and eventually the prospect changed to our company. Because he knew that we cared about his business and we were trying to guide him, he trusted us.

They need you to help them make a good decision, and when you ask for permission to share your knowledge, they’ll give it to you.

Questions

We can become top-performing sellers if we use questions and psychology to make our buyers feel comfortable. We can help them recognize their true challenges and guide them toward the decisions that is best for them.

The Sales Evangelist is building a new course this month and we’d love to have you take part in it. Email me at donald@thesalesevangelist.com for more information.

“Questions You Ask Are NOT Building Trust” episode resources

Check out the video of Jean being set up by his girlfriend.

You can read the article by Dr. Rom Brafman here.

Even if you don’t buy my course, if you don’t engage with our business, we’re glad you’re here listening to the podcast. You’re taking advice and you’re applying it to your own situations. That’s what we care about the most.

This episode is brought to you in part byMaximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Payman Taei, Donald Kelly, Visme,

TSE 936: Best Practices For Using Visuals To Level Up Your Sales Game

Payman Taei, The Sales Evangelist, Visual contentAbout 65 percent of the population learns visually. When you’re engaging with your prospect, are you simply explaining your goods and services or are you showing them your goods and services? Today we’ll discuss the power of using visuals to level up your sales game.

On today’s episode of The Sales Evangelist, Payman Taei, founder of Visme, a DIY platform to help you create and manage visual content, talks about how you can begin using visuals to level up your sales game.

Payman has run a boutique digital agency for 17 years, and his mission is to empower anyone, even those with no design experience, to create engaging, “snackable” content.

Wide audience

Payman realized a need several years ago to create a tool to help people create visual content. He realized that 98 percent of the population has no design experience, which means they cannot effectively communicate visually.

Visme seeks to fill that void and give people a starting point. It’s a platform that allows you to create all kinds of visual content using an easy interface, and it allows you to create it more efficiently than you could without it.

This matters to sales professionals because they constantly communicate with prospects and customers. You have to demonstrate why your product or service is different from your competition’s product or service.

Starting point

Visme is meant to give sales professionals a quick starting point.

It offers templates and themes and icons and assets, so regardless of what industry you’re in, you’ll have the ability to put something together pretty quickly. Then, the analytics behind Visme will track how much time the recipient spends on each of your slides or pages.

You can create a form at the front of the content that requires users to submit a name and email so you can track who looked at your content.

It eliminates the guesswork after sending a proposal or other content.

Sales struggles

If you’re an individual working in a very small business and you don’t have a design team, the platform allows you to create presentations and reports without relying on a designer.

You may not have access to a designer, and you may not have the budget for a designer. The other fact about designers is that there’s a certain amount of back-and-forth that exists in that process.

Visme allows individuals to address those pain points.

You can create the document, and then share it digitally or in person, and you can measure its performance.

Breaking down silos

If you’re part of a sales team, and you have a marketing department, you may still face some of the same challenges that individuals do.

You might work with templates that include your branding and your messaging. Visme allows your team to create templates and then lock certain aspects of them so that they can’t be changed.

Visme gives teams the confidence that they can create unique content without altering the important details. It keeps your rogue agents at bay.

This platform allows you to interact with the templates without the worry of messing them up.

The designers can decide how deep to let individual users go in terms of editing.

Focus on content

Visme allows you to focus on the content so that you can quickly create something you’re happy with.

The other advantage is that the more content you create, the larger your repository of icons and images you’ll collect. You can reuse and recycle them. So your second project will go faster than your first, and the third one will go faster than the second.

Each project becomes more efficient because you’ve got material from the previous one.

Adding value

When you’re following up with your prospects, visual content will allow you to provide relevant information. If someone applies for a download or interacts on your website, you can provide content that stands out from your competition.

You may be able to create a sales pitch for a client, and then without a lot of effort, personalize that sales pitch to another client and send visual content that is personalized to your customer.

Most salespeople aren’t as concerned about content as they are about sales. We’re trying to help them fill that gap and overcome that fear factor.

The audience cares about the small details, so first impressions matter.

Visme can work together with the other pieces of your process to help improve your conversion. It’s a piece of the puzzle.

If your process is completely broken, Visme won’t fix it. There is no magic bullet. But if you need to tweak aspects of your process to improve your sales, Visme is the tool that can help.

“Using Visuals to Level Up Your Sales Game” episode resources

You can connect with Payman on LinkedIn, and if you are interested in Visme, you can message him on LinkedIn and he’ll send members of The Sales Evangelist community a discount code for the premium package.

You can test drive Visme for free, and access a certain number of templates and graphics.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you by Maximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, The Sales Evangelist, Sales Podcast, Closing The Deal

TSE 935: TSE Hustler’s League-“Closing Is Too Much”

 

Donald Kelly, The Sales Evangelist, Sales Podcast, Closing The DealIf you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of all levels. Today we’re discussing the occasional mindset that tells us that closing is too much.

On today’s episode of TSE Hustler’s League, I’m going to share some of my training with you from David Hoffeld’s book, The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal. I’m going to address the idea that closing is too much.

Sometimes as sales professionals we get the idea that closing is a big obstacle that we simply can’t overcome. We fail to understand that closing is easy if you follow basic principles.

Incremental commitments

In the opening of the show, I talked about a salesman who asked for permission to put a billboard in someone’s front yard. This story was the basis of research that David reported in his book.

In 1966, the Journal of Personality and Social Psychology reported that researchers visited neighborhoods asking residents if they could place a large billboard in their yard that encouraged people to drive carefully. The billboard obstructed the house, and only 17 percent of the participants agreed to the sign.

Then researchers visited a separate neighborhood and asked the same question, but this time they got 76 percent participation.

What’s the difference?

In the second neighborhood, researchers had previously visited each of the houses asking for permission to place a small 3-inch sign with the same message in the front window of the home.

Those neighbors who agreed to the smaller sign were more likely to agree to the larger sign later.

Sometimes we do to our prospects what the first salesman did in this story. We talk to them about their challenges and their pain and then we ask them to purchase a $10,000 software program.

Start small

We’ll be discussing the sales process in November, but for now, is there a way you can break your larger commitments into smaller ones to make it easier for your prospect to engage?

You must have some kind of commitment in mind at the end of every call.

When I did do0r-t0-door security system sales, we started by asking people if we could put one of our small signs in their yard. Most people agreed because it was an easy way to deter burglaries.

Beyond that, we would continue our conversation about security systems and discuss what they liked about their existing system. Then, we would ask if we could see their existing system, and we would share value with them about security systems.

We ended up sitting at a table with them discussing security and the challenges they face.

Very often, we were able to convince them to install one of our systems or to switch to our company. We succeeded because of incremental commitments.

Get to yes

Figure out a way to get your prospect to say yes to something. Maybe it’s an initial meeting. Then it’s a demonstration. Then it’s to get their colleagues involved.

Commitments at each stage of the process make a huge difference.

If you end a phone call with a prospect by simply saying, “Talk to you soon,” you haven’t given your prospect any homework. You’re going to have a tougher time closing deals because you aren’t offering incremental commitments.

Examine your process

Are you providing incremental commitments along the way to your prospects? Are you giving homework or giving them opportunities to say yes to little things that will lead to bigger things?

If the brain is accustomed to saying yes, it will more likely continue to say yes along the way.

I want to help you improve your sales process so you can increase your close rate. If you and your team need help, check out the TSE Hustler’s League.

“Closing Is Too Much” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits.

Don’t let your CRM be unruly Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

I mention software that we use likeprospect.io and likeMaximizer CRM because I know they work and I want to help you.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Dr. Richard K. Nongard, Donald Kelly, The Sales Evangelist, Referrals

TSE 934: Sales From The Street – “Referral Business”

The Sales Evangelist, Sales From The Street, Dr. Richard NongardPeople are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral business until you find prospects.

On today’s episode of The Sales Evangelist, Richard Nongard talks about the role prospecting plays in transitioning to a referral business.

It’s our mindset that leads us to fear cold calls, but the truth is that people aren’t usually mean when we’re face-to-face. Unfortunately, that same mindset cripples us even when we’re dealing with warm or hot leads.

We miss the chance to follow up two or three days later to make sure that we answered all their questions. We never check in to see if there’s anything else we can do for them.

Come with value

There’s a reason we don’t just randomly hand out business cards at networking events. People didn’t ask for our cards, so we don’t hand them out without any context or conversation.

Instead, if I come with value and answer their questions in a way that relates directly to them, they’ll be more likely to welcome my interaction.

Richard recommends a simple strategy when cold calling. He explains to his prospects that he’s in the neighborhood learning more about local businesses so he can refer and network with other people here in the community.

When you explain it that way, people are always happy to tell you about their businesses and, of course, they’ll be willing to reciprocate.

Overcoming fear

Sales trainers across the board report that overcoming fear and self-doubt are the most frequent challenges they address.

Most salespeople are well trained in the language of sales

Imagine you’re a new sales rep at a company where 90 percent of your business has to come from prospecting. You have very few leads, and you’ve never sold before.

The key is to build relationships. Networking is essential in a B2B sales position.

We mistakenly believe that if they build a website, buyers will come. As a result, they spend all their time trying to make their website perfect so that when people come to their site, those prospects will become buyers.

They tinker with images and with fonts without realizing that people are the most important component in the transaction. Technology actually becomes a barrier for us because we believe we’re spending our time doing something useful but we really aren’t building relationships that drive people to our website.

Your website should simply be proof of your product or service rather than a way of generating leads.

Networking

Get out in the community and go to meetups. Go to networking events. Take every opportunity to meet real people.

If you’re invited to events that you aren’t interested in, go anyway. The people there might need your services someday.

Many of us would prefer to have a referral-based business over a prospecting-based business, but the truth is that you have to prospect to get to that point.

The reason so many businesses miss the opportunity to pivot from prospecting-based to referral-based is a failure to follow up after the sale. By not creating relationships with the people they are selling to, and not asking for referrals, we overlook many opportunities.

Time management prevents us from following up, as does the lack of a system to support a referral-based business.

Seize the power of now

Richard recalled that he often spent time worrying about the future. He ended up focusing on the future rather than living in the moment.

When we live in the moment, though, we can actually activate all of our intentions. It’s a much more powerful strategy than goal-setting.

Research actually shows that goals have a downside. They can be a downward spiral to mediocrity as we lower our goals to meet our deadlines.

Goals cause a great deal of anxiety. Goals are focused on the future while all we actually have is this moment.

By staying in the present, we activate our greatest level of potential.

“Referral Business” episode resources

You can reach Richard Nongard at his website, Viral Leadership and you can grab a copy of his book, Viral Leadership: Seize the Power of Now to Create Lasting Transformation in Business.

You can also get more information there about training and consulting for large and small companies, as well as coaching services, keynote speaking, and Richard’s new podcast on leadership.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Closing, Sales, Donald Kelly, Sales Podcast

TSE 932: How Do I Close The Deal?

Closing, Sales, Donald Kelly, Sales PodcastMost sales professionals understand the importance of closing. They also understand that the more prospects they interact with, the greater their odds of closing will be. But sometimes challenging situations arise, which leave us asking, “How do I close the deal?”

On today’s episode of The Sales Evangelist, we’ll talk about closing more deals and increasing our win rate by answering the question, “How do I close the deal?”

Talk to the right people

Many salespeople speak to the wrong person when they try to close a deal.

The person you’re connecting with may want the product or service you’re selling, but if he doesn’t have the buying decision, it won’t be enough to close the deal.

It’s tempting, of course, to focus your efforts on the prospect who wants to buy your product. That’s easier than interacting with people who may not yet be convinced.

If you truly want to close, you have to identify the key decisions makers or stakeholders who are actually able to say yes.

Understand the true problem

If you’re addressing a problem that isn’t actually the true problem, you’re not likely to close a deal.

Ask deeper, next-level questions.

It’s not enough to know that they have a problem with emails. Do they need an easier way to send them or do they need better quality emails?

Make sure you understand the problem they are trying to solve.

Identify timeframe

Understand the timeframe your prospect is working within, and how it will impact the buying decision.

The prospect may be excited about your product, but you can move the process along by gathering facts instead of making assumptions.

Is there a big event driving this purchase? What are the negative consequences if the prospect doesn’t make a purchase decision?

Make sure you understand the timeframe.

Recognize common challenges

Eventually, you’ll begin to identify the common challenges that arise when you’re trying to close. Figure out a way to address those challenges before they become a major issue.

Identify the top five objections you hear most often, and tackle them before your prospects have a chance to mention them.

Address it in discovery, or through a testimonial.

Share stories of customers who were similar to your prospect and how you helped them overcome their similar set of challenges.

If you diffuse their objections before they have a chance to mention them you take some of the impacts from them.

Mitigate risk

If your prospect has never worked with you, she may be apprehensive about jumping into a large recurring contract. If things don’t work out with your contract, it can reflect poorly on her.

Help her address that fear by reworking the contract when possible.

If, for example, you sell software, can you cut back the number of licenses and shorten the length of the contract, you can mitigate the risk for your clients. That allows your prospect to verify that your company is a good fit before committing to a lengthy, expensive contract.

Include an invitation

Sales professionals have to be bold without being overbearing. We have to ask prospects to commit to change.

Be prepared at every step with an invitation that moves the prospect to the next step.

Paint a picture of what life will be like when they buy your product or service.

“Close The Deal” episode resources

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Dave Cook, Donald Kelly, The Sales Evangelist Podcast, Closing

TSE 933: Closing Strategies That Can Be Used By People at Any Level In Any Industry

Dave Cook, Donald Kelly, The Sales Evangelist Podcast, ClosingNo one wants to discover at the end of a sales process that the prospect isn’t planning to buy. So how can you improve the odds that your prospect follows through? What closing strategies will improve your odds?

On today’s episode of The Sales Evangelist, David Cook, author of How to Be a Great Salesperson… By Monday Morning!, discusses closing strategies that any seller can use in any industry to close more deals.

Closing

When we do our jobs properly, our prospects can’t help but buy our products and services.

Even though we’re all constantly using computers, sellers have to humanize the process. When people call your organization with questions, they want to talk to someone who is more than a robot with a heartbeat.

David begins with a cough. It sounds strange, but he explains to his prospects that he picked up a cough while he was walking his dog over the weekend.

Now your prospect knows you have a dog, and if he has a dog, there’s common ground. The prospect is no longer talking to a robot.

People are dying for the human touch. They crave it, so give it to them.

Urgency

Make sure to say your customer’s name over and over. Every time you do, you’re breaking down barriers. If you’re making a really strong point, make sure to use the prospect’s name.

Also, urgency separates the stars from the superstars. If you don’t create a need for the prospect to act now, why would they?

The first moment they hear about your product is the hottest they’ll ever be. They’ll get involved in other projects as time goes by, and they’ll cool to your product.

But how do you create urgency without being pushy?

Talk about the company as an outside entity.

“They’re allowing me to offer you x if you act by this date.” It isn’t you making the rules; the company is making the rules.

Position yourself as an advocate for your prospect.

Confidence

You must expect the sale. You must stay positive.

In the example of real estate, when you’re showing a home to a prospect, refer to it as their living room, their swimming pool, and their kitchenThe more times you refer to it as theirs, the more likely the customer will subconsciously start to think of the house as theirs.

If you build a burning desire within your customer to acquire your products and services, there’s no dollar amount in the world that’s too much.

Humor

Make your customer laugh.

Within a first few seconds of talking to you, they’ll decide whether or not they are going to buy from you. Get them laughing immediately.

If you make them laugh, they are on your side because their brains release endorphins that make them feel good.

Happy people buy and unhappy people do not.

Believe

You have to believe in your heart that your customer is lucky to be talking to you. You must believe in your product.

If you don’t think they’re lucky to be talking to you about your product or service that will make their lives easier or help them impress their bosses, then why should they believe they are lucky to be talking to you?

Your customer will pick up on it if you don’t absolutely believe in your product.

Believe that you have a moral obligation to share good things with your prospects.

“Closing Strategies” episode resources

You can connect with David at his website, salestrainingonthego.com. You can also grab a copy of his book, How to Be a Great Salesperson… By Monday Morning!

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.