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DeJuan Brown, Mindset, Donald C. Kelly,

TSE 1205: The Accidental Seller Series 2 – “DeJuan Brown”

DeJuan Brown, Mindset, Donald C. Kelly,

This is the second episode of the series The Accidental Seller. There is a more accidental sellers in the sales industry than we know of. In fact, there are about 4.14 million sales professionals in the United States who fell into this career. DeJuan Brown wanted to be a chemist when he was a kid. He also wanted to be a system analyst because he wanted to follow his uncle’s footsteps who worked as a system analyst for Guardian Life for a long time. But in college, he studied Psychology and Philosophy. The mathematics included in studying both Chemistry and System Analysis dissuaded him to push through with his childhood careers.

His view of sales and of the salespeople came about when his father started selling Insurance when he was two years old. Selling insurance then was very different compared to how it’s done today. People are able to sign up online or pay for their premium online but before, selling insurance was a door-to-door sport. His dad would spend hours going door to door collecting premiums from people. Seeing his dad selling made him think that sales was super lucrative on the back end but also super hard at the same time. DeJuan initially thought that salespeople were undesirable. 

The sale stigma 

The perception of salespeople then didn’t change much until today. In fact, stats show that only 18% of buyers respect salespeople. There’s still a bad stigma and DeJuan didn’t want to be associated with it. Salespeople are seen as sleazy and manipulative and even though his Dad is not like that, he came to adapt that view as well. It’s apparent with a car salesman and the salespeople you see in infomercials and TV. People kept telling DeJuan that he’d be good in sales but for him, it was a choice between using his skills for the worse which is doing sales or using it for the best which is helping people through law and other things. 

The accidental seller

DeJuan was doing a variety of things and was moving from one job to another. He ended up waiting tables and bartending. He was good at it and made a tremendous amount of money in it. His friends kept telling him to go into sales because he’s good at selling entrees but still the stigma of salespeople stuck in his mind. The stigma prevented him from considering the possibility until his buddy got a job at Intuit. His buddy convinced him to get into sales and he applied. He got a schedule for an interview and got a part-time job of 16 hours a week doing transactional sales. That’s when he got into sales. He fell in love with the reward of sales and it was the first time that he felt good about serving people. 

Fears in sales 

He had fears and trepidation when he started sales and most of the fear revolved on the thinking that he had to push people. DeJuan wanted to help people. If they want something, he wants to help them get it and if they do not want to get the product and services, then he doesn’t want to push them and he just wants to leave them alone. The fear went away relatively early in the process when he realized that he was helping people. He understood people and all that they have at their disposal. He gave them all their options and made sure that they made decisions based on what they have.

Helping people changed his paradigm on sales audits. DeJuan thought about quitting during his tough times but his experience helped him get through the rough times. When he isn’t at the top of the leaderboard, he thinks of quitting and starting out on another career.

That fact kept him on and motivated him. There’s no such thing as every time you dial, someone picks up the phone or responds to every email. Understanding that helped him control the inputs and outputs. The mindset shift helped him shift his attitude towards selling. His first sale was unforgettable for him. He was consistent with his deals and he was able to enhance someone’s product or their order.

For his first sale, he was able to sell a logo and on the same sale, he was able to add color and shadow. He also offered the self-sealing envelopes on the same order. DeJuan is now in the enterprise industry and connected with Seismic. DeJuan was an accidental seller but if asked if he was going to choose another path, he’d say that being an accidental seller is one of the best things that happened for his career. 

“The Accidental Seller Series 2″ episode resources

Reach out to DeJuan via his LinkedIn and he will also be in the Sales Success Summit. He is also on TwitterGo ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Our next semester starts on November 8 and we would love to have you. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Song credits:

Pick. Written By Matej Djajkovski, Martin Hampton; Performed and produced by OBOY

String Thing. Written and performed by Bradley Jay Hill

Projector. Written by Matthew Wigton; Performed by Falls

8-Bit Blues. Written by Bradley Jay Hill; Produced and Performed by Fairlight

Binary Falls. Written and produced by Matthew Wigton and Caleb Etheridge; Performed by Falls

The Menace. Written, produced, and performed by Bradley Jay Hill

Juice. Written by Matel Djajkovski and Martin Hampton; Produced and performed by OBOY

Bellicosus. Written, produced, and performed by Isaac Joel Karns

Lucorum. Written, produced, and performed by Isaac Joel Karns

Audio provided by Free SFX and Bensound.

Aaron Ross, The Sales Evangelist, Entrepreneur

TSE 1204: “Impossible to Inevitable”

Aaron Ross, The Sales Evangelist, Entrepreneur

How can salespeople turn the impossible to inevitable

Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. It changed how the fastest-growing sales teams are designed. The book talked about outbound prospecting which can be a very predictable way to drive appointments and if you have predictable appointments, you can create predictable revenue. It also talks about sales specialization instead of letting the sales reps do the prospecting. Managers must break the sales team into specialized groups to assess where they excel. 

Impossible to inevitable  

His new book called From the Impossible to Inevitable is the growth bible. It’s more for C-levels: the managers, executives, and the leaders who understand the few key reasons why a company gets stuck and won’t grow. The book answers three questions:

  • Why aren’t you growing as fast as you can?
  • How can you grow faster?
  • How do you keep it up?

This book touches on sales models and expands to lead generation. From Impossible to Inevitable will teach you the ways of the fastest-growing companies in the world such as SalesForce and Twilio. The first section of the book is called Nail a Niche as it addresses the hard truth that most companies are not ready to grow and that’s the reason why they don’t grow as much as they want. 

You can’t paddle downstream if you’re not even in the stream. 

Nailing the niche

When beginning a business, there’s the tendency of selling everything to everyone. But that doesn’t work. What it does to you is that you either have no customer or you have a bunch of customers who are a little bit of this and a little bit of that. An entrepreneur may sit back and ask which of the customers are easiest to close, or who is the audience that really needs me? It is important to define who needs you. 

Aaron was part of Salesforce, where he built an internal sales program. He left the team in 2006 and did what he wanted to do, like going into adventures and other things. Aaron also worked in a venture firm, then on a thing called Unique Genius, then on CEO Flow. 

He needed to focus on a niche and figure out where his expertise lies so that he could deliver the most value for his customers. He then thought of outbound prospecting. I wasn’t the general sales consulting.

For us salespeople, this can take a lot of testing, talking, and experimentation with companies to get the right package and the right pricing programs before you nail your niche and start to grow faster. Sometimes it can take a long time because we have all these unrealistic expectations on how fast it should happen. 

Do it as Twilio does it

Twilio is a platform company that provides a bunch of technologies. Twilio is used by many companies that build software or iPhone apps to power their message alerts and phone calls. For example, Uber uses Twilio to make an Uber phone call and text because it’s difficult and time-consuming to build it themselves. 

Simply put, Twilio is a platform that companies can use to do many things. The challenge when you are marketing something like Twilio is that it’s difficult to pinpoint the exact help it can offer to a company or a client. 

A salesperson must paint a specific picture for people to get it. Twilio researched to get into the minds of their customers, to understand and build empathy with their customers. 

The common corporate value which is to walk in the shoes of your customer is something that Twilio really lives by. The company put much effort into walking in their customers’ shoes to know what they want and what they are looking for. 

Salespeople need to remember this value at all times, whether you’re writing an email or making a call. You need to know what they need to get your message across. Another secret of Twilio’s success is to let all their employees have a taste of what it’s like being the customer. 

Specific targeting

Turning the impossible to inevitable is also a result of specific targeting. You need to be more specific in choosing your audience. It’s important to talk to fewer people that are relevant to your products or services. 

Having fewer people to talk to doesn’t decrease your number of opportunities. Your goal is to become the big fish in the small pond and specific targeting is the perfect way to do that. It’s harder to change your products and services but you can do the easier part: you change your targeting instead. 

Types of leads

Lead generation is the main driver for your growing business. There are three kinds of lead generation: seeds, nets, and spears. The seeds are relationship-driven leads, these include referrals, word of mouth, and friends/families. Since these are relationship-based leads, they are faster to close and with a higher rate. The downside is that it’s more difficult to generate. Word of mouth is hard to grow. 

The second type is the nets. These are marketing. You are casting a wide net which means you’re broadcasting one too many. These leads include a podcast, billboards, or online marketing. You get more leads in terms of quantity than in quality. 

The last type is spears which are prospecting. It’s when you have typically a targeted list. It’s smaller in number but you get better opportunities out of it. 

Businesses almost always start with the word of mouth but as you start to grow, you will want to venture into content marketing and prospecting. As a company, you need to know the kind of leads that bring in clients. Figure where you excel and put more effort into that first before you move on into other types of leads. 

Pick the one that’s right for you at first and do more of it. Do not do all the three leads at once unless you’re a huge company with millions of funding. It might take years for you to figure out what works best, it might take years for your sales design team to come up with a plan that works, but it’s all worth it in the end. 

One section in the book Impossible to Inevitable is a lesson from Mark Roberge, the CRO of HubSpot. He has hired hundreds of people and the number one thing they look for when hiring is coachability. It’s an individual’s ability and desire to learn and their ability to connect, change, and adapt. 

Companies who are expanding and hiring people should look at the coachability of a person. Aside from that, as a company, you also need to know the kind of roles you need. 

Small steps

If you are a startup business, start with the basics. The CEO starts selling, then he hires a junior person to do prospecting and appointment setting. After a few months, you can promote that person to closing or you hire a closer. You look at your company and you see that there are now two people selling, the CEO and the newly hired close. You also have the junior person to do the lead generation. 

Think of smaller steps instead of going too quickly and hiring the wrong individuals in the process. 

The social media is always surrounded by stories of fast success but the reality in sales and in business is that it takes years before you get to the top. 

Everyone is struggling especially entrepreneurs because it’s your job to struggle and solve problems. So the next time you are discouraged, just remember that many others are in the same boat. #Entrepreneur

“Impossible to Inevitable” episode resources

Connect with Aaron Ross on LinkedIn and check out his website Predictable Revenue. 

You can also reach out to Donald for your sales concerns and interesting stories via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Our next semester starts on November 8 and we would love to have you. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

TSE 1203: One Major Closing Question Youre Neglecting to ask

TSE 1203: One Major Closing Question You’re Neglecting To Ask 

 

There are times when the sale is almost a done deal but at the end of the day, it’s not pushing through because there’s that one major closing question you’re neglecting to ask. This can happen to everyone, not just for the new sales reps. 

That one closing question you’re neglecting to ask

Let’s take Dave as an example. Dave is a seller who is wrapping up things with Bob in a phone call. Dave gave an amazing demonstration but Bob is being wishy-washy in his response and told Dave that he is still going to analyze internally first before moving on with Dave’s deal. Now, Dave is upset, furious, and blurted out some things. 

Dave could have done things differently by asking follow-up questions. Seeing it from Dave’s perspective, his outburst was understandable. He’s been working the deal for three months and he thought that he already got everything right. He already told his manager about it and he’s pretty excited for it to officially close. He needed this sale to achieve his quota. 

If he remembered to ask the closing question that many neglects to ask, the result would have been different. 

“Would I make  this purchase based on the same information I know if I were the buyer?” 

Based on the things you’ve shared with the buyer, would you have made the decision to make the investment? Many take this for granted because oftentimes, salespeople are shortsighted. 

Focusing on your pipeline 

Having focus is a great characteristic, however, focusing on the wrong thing isn’t. As salespeople, we need to shift the focus from ourselves and our pipeline, rather, we need to focus on our clients and our prospective clients. 

Going back on Dave, he was too focused on himself and the need for impressing his manager. He is a rising star in the company and the deal would be 25% of his quota. Everything was about Dave. Sometimes, a similar thing happens to us. 

We tend to focus on ourselves and fail to show empathy toward the clients. Stephen Covey’s The Seven Habits of Highly Effective People states that the fifth habit of becoming effective is to seek first to understand then to be understood. 

The outcome would have been different if Dave asked himself the closing question mentioned above. Dave was in a difficult situation. He just got promoted and he’s now in the big boy’s league, this means that he’s afraid. The thing is that all these situations that Dave is facing don’t help his potential client solve his problems. Bob has nothing in him to consider shifting to Dave’s offer. If you were Dave, you would have gone a different path. Instead of looking at your fears, you instead looked at what Bob’s company needs. 

Perhaps you’d look at some studies and do some homework about Bob’s industry in relation to the software that you’re selling. 

Reality in sales 

Not every deal is going to close, that’s a universal fact in sales. But when you try to ask the closing question mentioned earlier, you won’t get in an awkward situation. Take for example the close rates, it’s the sales rep’s number of prospects to the number of deals converted. A 25% close rate means closing 10 deals out of your 40 prospects. The average close rate is between 15%-23%. Some people have higher close rates and others have a lower close rate. 

The close rate would increase if we work a little more in asking the tough questions. Salespeople must analyze the situation from the buyer’s standpoint. You can start the conversion process after every call, ask the buyer the same closing question, “Based on what you know, do you feel comfortable moving forward with us to a demonstration?” “Based on what you know, do you feel comfortable moving forward with us toa proposal?” Do this in every step of the process. 

The closing question you’re neglecting to ask should be given priority now. Ask yourself and the buyer that question. Find more of your ideal customers and have more meaningful conversations with them. Don’t be afraid to ask questions. 

“One Major Closing Question You’re Neglecting To Ask” episode resources

Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Ludovic Vuillier, Accidental Seller, The Sales Evangelist

TSE 1202: The Accidental Seller Series 1 – “Ludovic Vuillier”

Ludovic Vuillier, Accidental Seller, The Sales Evangelist

Hubspot’s stats showed that 46% of salespeople did not intend to go into sales. That means a massive 4.14 million individuals are now an example of an accidental seller. Perhaps they were working different jobs and suddenly they decided to go into sales or the circumstances prompted them to go into sales. This series will be about the people who have become an accidental seller by hook or by choice. 

Ludovic Vuillier is an entrepreneur who runs the Good Life Manifesto. It is a tool to help you live a good life. It is a guide that’s related to health, business, finance, and relationship. 

Ludovic started his career in sales 20 years ago. He sold for myriads of companies and consulting organizations. He also helped these organizations to find success in their sales. 

But before he went into sales, he wanted to become a doctor because of his interest in the human body. The downside to that is one has to spend over 12 years in school before becoming a doctor, which is something he cannot do. That made him ditch the college path. 

The deciding path 

His father died when he was young and he inherited some money but didn’t have a clue what to do with it. The amount wasn’t big but it was enough to offer comfort. He spent a year and a half traveling. He saw places and learned about many cultures. The experience taught him to be comfortable outside his comfort zone. After that, he fell into sales. 

He started selling mobile phones door to door. His lack of social skills became an advantage because he was able to absorb and pick up the things that work and that don’t. Ludovic also ventured into telemarketing and sold cosmetics over the phone. 

It takes many things to become a salesperson. One has to have a strong will and desire, persistence, and a greater purpose. 

Ludovic started to take on different types of sales jobs including doing sales over the phone, face-to-face sales, one-on-one, one-to-many, and others. He learned how he can influence peoples’ thoughts, emotions, and actions to be effective in the sales industry. 

The challenge that was the sale 

It wasn’t just the money and the people that prompted him to go into sales, it was the challenge in sales. He was hooked with the idea that people have patterns and salespeople can study what makes them tick and influence that. Unlike other new sales reps who are afraid of rejection, Ludovic was just fearless and kept pushing head-on. 

One of the challenges in the sale is the need of doing it repeatedly, like a cycle. He gets bored easily and the thought of doing the same thing over and over again for a long period of time was a huge challenge. Ludovic was able to fight against the boredom by just keeping on. He made the decision of not quitting. 

He was one of the sales reps who didn’t make sales consistently but his perseverance reaped good results as he started to make a sale after another. 

Closing a deal

Closing a deal is exciting, elating, and motivating. He closed his first deal and kept closing deals. His career began to expand and his sales experience continued to grow. Ludovic started to use his talent to help call center companies. 

This, again, came by accident. 

His friend opened up a sales office and he tapped him for help to train his friend’s salespeople. The gig wasn’t going to last for more than a few months and Ludovic knew that. He went there and helped. Within three months, he was able to help the team grow their average revenue to five times more, totaling to $500,000 a month. After leaving his friend’s company, with his friend’s encouragement, he decided to make it a business. 

He then cold-called a few telemarketing companies and set up appointments. He observed sales offices and based his price on the noise he hears in the company. A telemarketing company that makes a lot of noise earns well while a company that doesn’t make a lot of noise means something bad is going on. When it’s quiet, it means he is needed. 

Looking back 

In Tim Ferris’ podcast, he always has this question to ask his guest: “If you could give your younger self a piece of advice, what would it be?” Ludovic said that he would do nothing. Where he is right now was because of the decisions he made along the way. Being the accidental seller that he was, he was able to use all the things he’s learned and picked up while being a seller. 

Learn as much as you can. Life doesn’t happen based on what things are supposed to be. 

“The Accidental Seller Series 1 – “Ludovic Vuillier” episode resources

Find Ludovic Vuillier in any social media. He’s also got two websites, one is a personal travel blog and the other one is the goodlifemanifesto.com

Take some of the principles shared here and remember to not give up. Instead, make things happen. Reach out to Donald for any sales concerns on LinkedIn, Instagram, Twitter, and Facebook. We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. The Sales Evangelist wants every salesperson to be able to build stronger value and close more deals. Our TSE Certified Sales Training Program will help you be that. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Rylee Meek, Social Dynamic Selling, The Sales Evangelist

TSE 1201: What Is Social Dynamic Selling & Why Does This Work So Well?

Rylee Meek, Social Dynamic Selling, The Sales EvangelistMany sellers appreciate how social dynamic selling works well. It’s effective and has connected more than 2 million consumers to their clients. 

Rylee Meek grew up in a small town in South Dakota but is now residing in Minneapolis, Minnesota. He lived in a town with very few opportunities but at the age of 15, he already had that drive to start earning money. Rylee got a job at a pizza joint and made a minimum wage of $5.15 an hour. He dove into the entrepreneurial world at that young age. His family made a significant amount of money from network marketing and that impacted his path. He met many like-minded people who directed him to the right books to read. It was his initial step of taking that entrepreneurship role. 

He then started working with a network marketing company instead of proceeding to college. At 19 years of age, he was able to get his   BMW but then he realized that his income came solely from the effort and from working up to 17 hours a day. So he started to do things differently. He worked for Prudential but then he wanted to work and sell to more people and not just family members and friends. He proceeded to take another job selling home remodeling.

Rylee clearly remembered what the manager told him on that interview, that the job is 85% negative but he needs to focus on the 15% that’s positive to make it through. Until now, Rylee still believes in focusing on the 15% because that’s what matters. Getting 85 Nos to get 15 Yeses was all it took. 

Network marketing journey 

Rylee invested in several network marketing ventures and met many challenges along the way. At one time he became homeless after putting much of his money into a business in Mexico. The government shut down their company and he needed to come back to the states. He spent some time thinking of the things he could do next. He was invited to a pitch presentation and that helped his wheels spinning. His first presentation was done a few months after and he made $2.1 million in sales. They then started recruiting, hiring, and training. When everything worked out well, Rylee stepped back from presenting and started doing coaching, training, and teaching their sales reps. 

Reaching the masses

Rylee was earning well and could take his products to the masses but he didn’t have any passion for his products. While there are many businesses who have so much passion for their products but do not have the vehicle to take their products to the masses. 

He thought hard and brainstormed on all of the things that they’ve been doing right with their company from the coaching to selling their products and services. Rylee wrote everything down and that gave birth to what is now the social dynamic selling system.

Social dynamic selling works well

The core of social dynamic selling is dinner seminars. Invite people and give them a nice steak dinner. You then establish the presenter as the authoritative figure in that industry to gain the trust of the guests. After giving the pitch, you can ask them for an appointment and meet with them the following day to close the deal. 

Creating a message is important. It is an atmosphere where you’re sending an invitation directly to your potential clients to come over to listen to your presentation and craft that into multiple different verticals. 

It takes a little bit of money to make this happen and your product has to have a decent enough margin for this to work. 

Rylee’s team uses direct mail. Many may say that this method is archaic but they had a higher return on investment using direct mail. It beat all the other kinds of marketing including Facebook, Google, and SEO. The response they get from direct mail is crucial in any campaign. Regardless of the method that you’re using, you need to know and track your numbers to be able to see if you’re allocating your funds properly. 

Direct mails

The competition of using direct mail has dwindled today because of the massive amount of junk mail that people get. Companies tend to forget that they are many ways for you to not make your mails appear like junk such as addressing people by their first and last name. 

Social dynamic selling works well if sales reps learn their numbers and not just the art of selling. As a salesperson, you need to know how effective you are and you will see this with your appointment rate, closing rate, and stick rate. 

There are so many components involved in any successful campaign and the first step is knowing your ideal clients. Use the tools available today to figure out your true customers. After that, you can demographically and geographically identify the best area to target those people. Choose the venue according to the result of that targeting. The next step is to craft the message and to create an invitation that’s compelling enough for the potential clients to take action. Everything must be consistent from the crafting of the message down to the day of the event and the actual sale. 

The whole process has a flow and you can’t rush it. 

Always think of your target audience and create the event with their convenience in mind. Do an early dinner for potential clients aging 50 years old. For retirees, you can do breakfast. The rule of thumb is to offer something up the moment they come to the venue because that’s when the law of reciprocity kicks in. 

The goal in every event is not just to sell but to get to know the potential clients and earn their trust. You can do that by creating a fun and laid back environment. People want to buy but you need to create that environment that allows them to make the buying decisions instead of pressuring them just to make a sale. 

Social dynamic selling works well, there is no question about that but you need to follow the process. 

Remember, the first step is knowing who your clients are and it all goes from there. 

“What Is Social Dynamic Selling & Why Does This Work So Well?” episode resources

Reach out to Rylee by visiting his website, socialdynamicselling.com. You can also visit his other site, workwithrylee.com. You can schedule a strategy call with him or with one of his team members. 

If you any sales concerns, you can also shoot Donald a message on his LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a training program designed to help sales reps improve their skills in making sales and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

TSE 1200: How To Elevate Your Sales Game 

Value, Closing, The Sales Evangelist,As a salesperson, you might have asked yourself the ways to elevate your sales game. 

Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader. 

He and Tony help individuals see their role in the organization. 

Salespeople can’t change the market, the economy, the way the organization works, and the standard of practice. Tony and Dug want salespeople to see the clear picture and help them realize their true potential. 

Elevate your sales game 

Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales. Sales reps must look at the pattern when they’re stuck. Do not have the tendency of beating yourself up and taking the fall when things go wrong or when you’re stuck. 

Assess the activities that have been holding you back as a salesperson and be aware of them. Look at the pattern of thought, the pattern of activity, and the pattern of focus. These may be small things that you’ve stopped doing like making your bed in the morning, praying, meditating, exercising, and whatnot. 

Most of us are running away from the pain but in order to succeed, we need to go through the pain.  

The best time to get a sale is right after you just made a sale. Listen to the power of momentum. You sell one and own it. Do not doubt your ability to sell, just get on with the selling and be carried by the momentum. 

Believe in yourself

That belief in yourself is so vital in sales. It doesn’t matter that you’re shut down several times or that your presentation is put to a stop. You just have to keep going. 

Sell yourself first and have that confidence before you go off selling to other people. Salespeople have a moral obligation to help others even when they’ve said no for the first few times. You need to get over that objection in order to deliver the message. 

A great salesperson needs to get into that state of gratitude before going into the next steps in sales. You need to be truly present and get clear visualizations of your goals. You also need to believe in your product and the services you sell. 

In sales, your network is your net worth. 

Nothing replaces a full-on immersion and meeting people. The prospects are everywhere so you need to be always selling and offering. Look for strategic partners and find the opportunities and the people who are willing to invest their finances and their energy. Salespeople have skills and it’s up to having the right training to be able to unleash those skills. 

Challenges in sales 

We live in a fast-paced society and everyone wants to speed up the process. Many are caught up in technique hopping when things go wrong. There are three pillars of extraordinary results to address this issue. The first is the strategies and the second is the action plan such as making phone calls, using technology and digging into LinkedIn, Instagram, and other social platforms. All these strategies are not going to work if they’re not implemented and acted upon. 

What most people do is they take action but they do it half-heartedly. This compromises the third pillar which is the mindset. They spend thousands on a strategy and then they move on to the next strategy. They move from one strategy to another and then if it still doesn’t work, they blame the system. 

Don’t do it with the belief that the strategy isn’t going to work in the first place. 

When you do your pitch, don’t do it half-heartedly. When you mail prospects, don’t send a blanketed e-mail because they’ll know that you didn’t put any effort into it. Make a personal email that shows them you care. 

Be willing to get vulnerable 

Salespeople who are crushing it on their sales are the ones who are willing to be vulnerable. They are the ones who are willing to be authentic and putting themselves at risk on a personal level. This is how they connect with potential clients. 

As a salesperson, you need to understand the value that you offer and come from a place of service rather than expecting. 

You learn things as a sales rep when you push through the pain. Look at challenges in new perspectives and work your way around them. Master your ability to perceive what’s going on and change your relationship with the situation at hand. Push yourself ahead with every No you get.

When you’re facing a slump and you’re wondering how to elevate your sales game, you need to evaluate your mindset and be present. Realize how valuable you are and use that to connect with clients on a deeper level. 

There will be more on this at the “Unleash the Power Within” event that’s going to happen at the American Airlines Arena on November 7-10. 

  • Day 1: Turn fear into power.

What stops people from referrals? FEAR. 

What stops people from prospecting? FEAR. 

What stops people from door-knocking? FEAR. 

Turn fear into power and work the muscle of state management. The first day is all about building your confidence as a salesperson. 

  • Day 2: The power of influence 
  • Day 3: The conversation

“How To Elevate Your Sales Game” episode resources

If you’re interested in going, reach out to Dug via his email dug.mcguirk@tonyrobbbins.com or call him on his phone number (646)523-8230. You can also send the word D-U-G to 64600, and you’ll get a link to all his contact information. 

For other sales concerns, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

 

Sales From the Street, Motivation, Sales Activity

TSE 1199: Sales From the Street: “I Almost Quit”

 

Sales From the Street, Motivation, Sales ActivityWe all face challenges and sometimes, the sense of defeat is so strong that the phrase, “I almost quit,” is so relatable. 

Luigi Prestinenzi struggled in his sales journey as well. His mom was great in sales and worked for Mary Kay, a global cosmetics empire. His mother won awards and was an icon within the company. 

All the success, however, came to a halt when she suffered complete burnout. Luigi was seven then and he didn’t understand what was truly happening except that he saw his mom hustling and reaching her goals. 

Fast forward to 23 years later, Luigi also fell on the same path. Everything was working well for him but all of a sudden, deals fell apart and they just kept falling through. It was the first time that he found himself in a challenging situation. 

His manager talked to him one Christmas and he couldn’t focus on anything, not the festivities, his family, or the food. He questioned his life and his decisions and he started drafting his resume and looking for jobs. Despite that, he still went back to sales because it was his only option. 

Like other salespeople who got disappointed and might have said the words, “I almost quit,” Luigi also quit – almost. 

Changing the actions and mindset 

Luigi made a decision to triple his sales activity to make up for the last quarter. He realized that the best way to work through it is to change his actions and his mindset. 

He listened to Paul J. Meyer, the founder of the Success Motivation Institute. It was a 50-minute combination of different talks and he listened to it every day in his car. All the talks he listened to prompted him to start his pipes running again. Six months later, he closed the biggest deal in his company’s history. He also won the global sales leader award across 60 countries for that organization. 

Keep Going 

Luigi’s father was a migrant and he’d always tell him, ‘first in, last out.’ People would argue about that saying that it doesn’t foster a smart working mentality. He did not question his work ethic, but he questioned his mindset on things. He needed to change it because he’d still face the same problems at some point. 

There are a lot of salespeople these days who jump from one job to another every 12-18 months. They’re good in the interview process but the moment they hit a bump, they go to the next role. He didn’t want to be that person so he kept going.   

The imposter syndrome kicks in at your lowest points but that feeling shouldn’t let you down. Even when you close a deal, you somehow still feel like you just got lucky. 

You can only control your mindset and the way you approach the situation. 

Break it down to image and pipeline.

  • Image: How are you showing up? How are you getting up? How are you preparing yourself? What is your mindset to achieve success? 
  • Pipeline: Do the activity and get the hard work done. Don’t cut corners in what you do. 

Get these two done and the magic will happen. Do not focus too much on the scoreboard without getting the right mindset. If you’re not getting the target and you’re struggling, just go back to the foundation of success. 

I almost quit,” is fine but never say, “I quit.” 

Sales From the Street: “I Almost Quit” episode resources

Reach out to Luigi Prestinenzi on his LinkedIn account and check out his podcast, Sales IQ. He also talks about sales and does interviews with sales leaders. 

Do you have sales concerns and questions, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Thomas Steenburgh, New Products, Donald C. Kelly

TSE 1197: Effectively Sell New Products To Current Customers

 

Thomas Steenburgh, New Products, Donald C. KellySalespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal. 

Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years. 

His team did a five-year research project on how to effectively sell new products to customers and what’s so hard about it. 

Looking at the problem when selling new products

Thomas’ team looked at various factors:

  • The different ways people sell
  • The types of people who excel in the process
  • The organization’s structure
  • The culture that the companies/organization create

The combination of these processes which is finding the right process, finding the right people, finding the right organization, and finding the right culture is the key to making this happen. 

Challenges with new products

If given a choice, most sales reps would love to sell new products because it gives them an advantage at the clients’ accounts. The question, however, is if they’d continue to put the same amount of effort from beginning to end. 

Selling new products takes a lot of energy and more time. Thomas and his team found out that selling a new product takes about 30-40% more time as opposed to selling an extension of a line. On top of that, sales reps need to meet with a lot more people in the buying process and develop a different network site to be able to sell. 

It is very resource-intensive. 

On the customers’ side, when you’re selling a new product, everybody wants to talk to you because people naturally want to know what’s going on in the marketplace. 

Sales reps become hyped due to the attention but not for long. 

When the reality sinks in, they’ll realize that there’s a change in the buying organization. It’s actually late in the sales cycle. This is problematic from the seller’s perspective. What felt like traction would suddenly feel like getting stuck in the mud. Sales reps aren’t making any progress beyond the hype, they become discouraged, and eventually stop devoting effort in selling the product. 

When you face resistance, your numbers don’t go down quarter to quarter. What happens is that it becomes harder to figure out how to make that sale and investment. But if you persist, the effort will pay off in the long run. t can be difficult to make that commitment to selling new products when you have numbers to think of but in time, you will get there. 

New products take a while to sell

Thomas’ research on several companies that did well shows that new products take a while to figure out how to sell. There are a couple of different types of mindsets for reps. One is the performance mindset sales reps who think of the quarterly numbers and the one who gets the joy out of learning and solve problems. 

Research shows that the trajectory of sales from these two mindsets is very different. Performance reps don’t invest in learning the product right after launch. The sales go down initially because they failed to learn how to sell the product. For learning-based reps, there’s a big drop early on because they spend that time learning the product instead of selling and marketing the product. 

In the long run, the sales of the performance reps recover but they go up only so much. For the learning-based reps, their sales go up at a rapid pace but it’s very late after the launch. 

Learn how to effectively sell new products to current customers by finding the balance. 

Finding the balance between selling and learning

What this reminds us is the need to find a balance between these two sales reps. Find sales reps who go out and learn how to sell the product at the same time. Sales leaders need to give their sales reps ample time to learn the product, figure out how to work their clients and their pain points, and know the objections that may occur later in the sales cycle. After that, bring them back to the firm and redesign the sales process to sell the new product. 

Most marketing teams throw the product over the wall then disappear. Sales reps are left to figure things out themselves. Somewhere in the sales organization, sales reps are bound to dedicate some time to learn how to sell and anticipate objections later on. Not all sales reps are willing to devote their time to learning, so sales leaders should find the right person who is willing to learn and put in the time. 

Most sales training for new product launch often focuses on features and benefits, not on the marketing trends. The training doesn’t include changes in the buying process. 

Clients’ perception matters

One example is a company moving from old-line media to digital media. Their sales force was asked to sell new digital ads in this new space. They had the knowledge they needed but they were worried about how to interact with the clients because they hadn’t interacted with them before. 

The manager saw this problem and he approached the team differently. He had a two-pronged approach. He invested time in learning and figuring the market trends and where the marketing was going. He tried to look for ways these trends could help his sales reps sell the new product to their clients. Aside from that, he coached his team to figure out exactly what their job was. He asked each of them to write down their roles in the business. 

This taught Thomas how much emotional component there is in sales. Even when sales reps are thick-skinned, they’re still worried about how clients see them. 

They want to look good and they want to be an expert in front of their clients. 

Going back to the example, the sales reps of the company weren’t confident with just the knowledge of the product. They were only able to go out when they had the right type of market knowledge. 

What matters: 

  • Figuring out what’s different about the sales process
  • Knowing what your roles are in the sales process
  • Knowing how to make a difference in your clients’ business
  • Encouraging people that they have all the resources they need

When sales leaders and sales reps consider the factors above is when things can start to take off. 

It’s not always the one on top

Another research result shared by Thomas is that it’s not always the best overall performing rep that becomes the leader in selling the new product. Sometimes it’s someone else from the team. If somebody figures out how to sell the product fast, you need to share the knowledge and the best practices at some point to the rest of the sales team. 

Sales culture is important to be able to effectively sell new products to current customers. Companies need to take a long-term perspective on the sale. Give your sales rep some space to figure out how to sell the new product and let them invest in learning. 

The best performing reps focus deep on the sales process and ask questions about how the new product is beneficial to the clients. 

Best performing reps focus deep on the sales process while average reps focus on the immediate thing. #SalesFacts

Focus on learning first then move on to performance. 

“How To Effectively Sell New Products To Current Customers” episode resources

Stay in touch with Thomas Steenburgh. You can find all of his information on his academic page. Do you have sales concerns and questions, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Video, The Sales Evangelist, Sales

TSE 1198: Closing Questions

 

Video, The Sales Evangelist, Sales

Salespeople are good at closing deals but before that, we are great in making closing questions. Master the closing deals that ensure a done deal client. 

Benton Crane isn’t from the advertising and marketing background. He is from data analytics and started his career in Washington D.C. as a statistician at the Census Bureau and analyst in the National Intelligence Agency. He then partnered with the brothers Neil, Jeff, and Daniel for a campaign. The combination of their creative skillset and his analytical skills created a system that makes advertising campaigns effective. 

The power of videos in the business

The most powerful form of communication happens in face to face conversations between two individuals. These face to face interactions are how you make out the nuances of a conversation. This will allow you to listen to the tone, see the gestures and body language all happening at a subconscious level. 

Video is the medium that’s closer to that face-to-face action. When you talk to someone on the phone, you miss the body language and all the subconscious communication that’s happening. But with video, you’re able to capture a large portion of what happens in face-to-face interaction. 

Aside from that, videos are scalable. The people you can’t meet through phone calls can be met via videos. You can take your most effective salesperson and sales pitch and scale that up to reach millions of people using videos. 

Effective pitch through videos 

People have thought that the world of sales and marketing are two separate camps. In the advertising space, it’s often about infomercials or traditional branding styles like what you see in Nike and Apple. But it doesn’t work that way. You can blend those two worlds together. 

For so long, there’s been a competition between the two camps. The salespeople would trash the marketers and the other way around when in fact, they can incorporate together to create a great pitch. 

Incorporate a story in your sales pitch and put in brand humor, voice, and character to make it more memorable. #SalesTips

At the end of the day, no matter how effective the sales pitch, it’s not going to build the long-term brand. Squatty Potty, for example, has the humor and the character and that what makes it memorable. If you break down that video for a sales structure, you’ll see that it follows the perfect sales structure. 

The sales structure

The Squatty Potty has elements that are as follows: 

  • It has the hook
  • It captures attention
  • It shows empathy
  • It understands the problem
  • It presents a solution, 
  • It has a call to action for viewers to buy the product. 

When it still doesn’t work, then build that credibility. Make that call to action as soon as possible. There will always be a percentage in the audience who are ready and there’s also a percentage who are not quite ready. So, address their concerns and build that credibility. Give them another call to action after you’ve done that. 

Anyone can create videos. Creating videos takes hard work but everyone can learn how to do it. The principles that Benton’s team use in making a $5,000 video are still true in making a $500,000 video. It’s not much on the scope and budget, it’s more of doing the right thing at the right time. 

The Squatty Potty story 

Benton’s team just did a successful video for Poo-Pourri and when the CEO of Squatty Potty saw that video, he just knew that they needed to have theirs created as well. They came to Benton’s team and his team was initially cold since they just did one for the same product. But then they thought of ways on how to make it less disgusting to talk about and make it more proper and put together. 

They landed on the unicorn idea and it all happened from there. They made it safe, colorful, and less awkward to talk about. They had to reach a broader audience so they needed to do something a little more unexpected. 

Squatty Potty worked with Shark Tank and Bed Bath and Beyond prior to working with them. They were making $4 million a year and jumped to $25 million after they worked with Benton’s team. It was around that ballpark. 

Bobby Edwards, CEO of Squatty Potty, had the guts to put a pooping unicorn as the face of its brand. But the risk was worth it and took them to where they are today. 

If what you’re selling provides a real solution to the problem, then the video can work. It can be a sales tool and it can also be just a part of the sales process. Either way, it’s a powerful tool to use.  

Investing in the video can go both ways, losing your production investment or gaining millions of dollars in return. Incorporate your closing questions in your videos and make the best out of it. 

“Closing questions” episode resources

Connect with Benton Crane on his LinkedIn or via his site, harmonbrothers.com. For more sales concerns, connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Client Relationship, Andy Racic, The Sales Evangelist

TSE 1196: Sales From The Street – “Are You Firing Me?”

Client Relationship, Andy Racic, The Sales Evangelist

One of the scariest questions to ask in this field is, “are you firing me?” You might have asked this yourself, out loud or in silence, but regardless of how, it’s nerve-wracking just the same. 

Andy Racic has been in professional sales for nine years and most of those years were spent serving HR professionals. These days, Andy is with a software company called Tango Health. They offer B2B software and outsourcing solutions to help professionals across the country. 

The beginning

While Andy was living in Houston, he was working for an agency recruitment firm called Michael Page. The agency recruitment space is 100% sales: that is 90% sales and 10% consulting. They were in the business of the oil and gas market and despite the difficult times in the business, their agency was able to establish a good relationship with their clients. Out of the blue, one of their clients asked him to help find a recruiter. 

That was an alarming thing to hear because to him it sounded very much like looking for their replacement. It was a source of concern because the market was going downhill so their company was looking for ways to keep their clients and continue serving them. 

Andy ran that client inquiry to his manager and they dug into it. They discovered that the company was having a big project that would involve a lot of hiring for them. The company was looking at 30-50% growth and they were looking for more people. Andy and his manager went back to the drawing board and built an entire recruitment process outsourcing model for that company. 

They then made the call and presented the model for them and convinced them to trust them a little bit more instead of hiring another recruitment agency that they hadn’t worked with before. 

Putting the best foot forward

There were doubts about whether what they did would work. The market was changing and the client could have gone in a different direction instead of working with them. Still, Andy and his team did what they could. 

Andy’s team did a thorough briefing on the situation with their client’s internal stakeholders and presented a team that would help in the recruitment process. He gave them the background of each individual along with their track record and the reasons why they’re a good fit. 

They won their trust and worked with the company, so to speak. Andy’s agency found a lot of people for them and delivered good results for them. 

When a problem arises, salespeople can always go back to the traditional process of evaluating the problem and going deeper to understand that challenge. You need not have that “Are you firing me?” moment when you learn to take measured steps and prevent such a situation to arise. 

A good salesperson needs an open mind whenever he hears information because the snippets of information may make or break your business or the deal. Be on the lookout for what’s going on and dig in until the third level questions to ensure that there are no assumptions on your side. Make sure that you make the best out of any situation. 

When you’re talking to a client, listen intently to pick up something especially when things go south. Stay present when the client is speaking rather than making them repeat what they said because that’s how you win a deal. 

“Are You Firing Me?” episode resources

Are you firing me? Listen more to what Andy has to say about that. Get in touch with Andy Racic via his LinkedIn profile. Make sure to customize your messages for a more positive response from Andy. You can also connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

New Products, Dan Cockerell, Donald C. Kelly

TSE 1195: Creating Great Customer Experiences To Close More Deals

New Products, Dan Cockerell, Donald C. KellyCreating great customer experiences to close more deals is often a neglected sales strategy by many. That shouldn’t be the case. 

Dan Cockerell grew up in the hospitality industry. He went to Boston University and worked at Disney World for a summer. He officially joined the Walt Disney Company as a parking attendant in 1991 after finishing college. After 26 years and 19 jobs at Walt Disney, he decided to leave to start his own consulting company. 

Most of the employees in Disney who are working as executives in the operation started in the frontline roles to understand the customer experiences at the ground level. Disney isn’t sales but the structure that is used in its marketing is similar to sales. 

Translating it to our language, salespeople are bound to creating customer experiences to close more deals

The beginning of Disneyland

Walt Disney was ahead of his time. He was an animator and he wanted to create a 3D world where people could escape reality and step into movies. He wanted to create happiness together as a family. This was his original thought for building Disneyland in 1955. He kept the business clean, he was nice to people, and he valued them. People kept coming back because of the Midwestern values set by the company. 

Dan understood then that people are looking for experiences. Even millennials these days are looking for experiences rather than buying objects that lose their value over time. Experience, on the other hand, gains value over time. Disney had a great business model: to make emotional connections with people and have a great product and service to offer them simultaneously. 

The immense popularity of Disney parks stems from its ability to create experiences. 

Creating great customer experiences to close more deals

Disney did a lot of research and measurements to help the company improve. They have round table discussions, group discussions, and surveys. They pulled out a group one year and made a survey on what makes them different and why people keep coming back to Disney World. The Disney team had their expected answers, including the fireworks, the hotels, the attractions, the food, the characters, and others. 

There are four things, however, that Disney and salespeople have in common. 

Disney makes people feel special

They translated that to the cast members and they had a common purpose which is to create happiness for guests. Their team always looks for ways to make their guests feel special every day. It’s challenging when you have 50 million guests coming to the park every year. 

The same is true in sales, salespeople need to make their potential clients and existing clients feel special. Often times, it’s the simple things like sending them notes on their birthdays or when there’s something big to celebrate in their company. You have to invest in time with them. 

Disney treats people as individuals

Connect with people individually and make exceptions depending on one’s situation. As salespeople, you also need to treat people as individuals. Don’t quote them because the policy won’t work for some of them. Figure out a way to make exceptions according to their needs to make them feel like individuals. 

Creating great customer experiences to close more deals doesn’t have to be expensive. It takes attention to detail in order to connect with people. You just have to hire people who are keen on taking interest in people.

 A team needs a good leader or role model. Show your people that you are approachable and you want to help them with their sales problems as much as possible. Talk to them and be with them. Seeing their role model in action motivates them to do better in creating great customer experience to close more deals. 

Get down with the best practices you can as an organization no matter how small these gestures are to make your potential and existing clients feel special. Think of the ways you can give your clients great experiences. 

Disney respects everyone 

Respect is basic. People who come to Walt Disney are treated equally regardless of where they are staying. Guests who pay $99 a night and guests who pay $1,200 a night are given the same amount of respect. Disney isn’t looking at the color of the skin, the language people speak, and where they came from. Everyone must feel welcome without prejudice. 

Salespeople must show respect to all clients regardless of color, language, or policy they are going to get. Even when, as a leader, you aren’t particularly fond of the organization you are in, you still have to take personal pride in your profession. 

When you treat your team professionally, they’ll also respond professionally. 

When the clients’ experience fails, it isn’t the fault of the sales rep but that of the leader. You might have hired them in an environment they shouldn’t be in, you might not have trained them, you might have failed to give them feedback, and/or acknowledged them enough. 

Leaders create the environment for their people then their people go and operate in that environment. #SalesQuote

Be knowledgeable 

Salespeople need to know the product inside out and really believe in it. It’s a lot easier to sell to clients when they hear the excitement in your voice. A good salesperson also needs to bring the product to the next level by implementing it to the needs of the clients’ company. Explain how your product or services would cater to the needs of their company. 

We don’t know the answer to every question so when the client asks you something that you have zero idea what the answer is, be honest. Dial-up a person who has the answer or read more. Don’t just give them bad information to save face. 

Close more deals

Four things are laid out in creating great customer experiences to close more deals. 

  • Make people feel special
  • Treat people as individuals
  • Respect everyone
  • Be knowledgeable

Pick one from these four ways and start doing it to change your sales game. Do this one bite at a time. 

“Creating Great Customer Experiences To Close More Deals” episode resources

Connect with Dan by visiting his website, DanCockerell.com. He has his email there and his phone number. 

If you have sales questions, concerns, and great stories to share, don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales rep get from where you are now to where you can be in the future. Every seller should be making six- figures and this can be achieved with our rigorous training schedule and group coaching. Join us for a new semester beginning each quarter. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Stu Heinecke, Donald C. Kelly, Contact Marketing

TSE 1194: Use Contact Marketing to Breakthrough to Anyone

Stu Heinecke, Donald C. Kelly, Contact MarketingProspecting is always a challenge for sellers, but it’s easier when you use contact marketing to breakthrough to anyone. 

Stu Heinecke is a Wall Street Journal cartoonist, a marketer, and an author. Stu has been nominated for the marketing hall of fame twice and has authored the popular book, How to Get a Meeting with Anyone. There are many ways salespeople can contact their clients and make a breakthrough, Stu’s book helps you navigate the whole process of reaching out to various clients. Stu is now writing his second book about how business cards can help salespeople reach out to prospective clients and what makes these business cards so special. 

In the business industry, he helps his clients’ sales teams break through their top prospects.

Contact marketing to breakthrough to anyone 

Stu is a fan of great business cards. Unfortunately in this digital day, clients aren’t keen on business cards anymore. The tables have shifted and they’re no longer given much emphasis as compared to then. This is saddening when in the sales world, a business card is the first conquest point to form a meeting. People just type out names and numbers directly to their phone and check them out later on. The thing about this is that most of the time, clients won’t even remember the name of the sales rep they talked to. Thus, we go back to the basics, only this time, we upgrade it into something more. 

From cards to devices 

Say goodbye to business cards and hello to engagement devices. The regular business cards aren’t impressing people anymore, especially those with long titles. So, instead of giving them a card, you give them an engagement device. 

An example of this is Kevin Mitnick’s card. It’s a piece of thin metal that has been cut out. When you try to pull out the little pieces, it gives you a lock picking set. You can see the details etched into the metal. The card isn’t just a card, it’s also a metaphor of what he does for companies. He makes virtual locks and offers it to companies to keep hackers away from breaking into their system. 

There are no logos, words, and descriptions in the card. The card speaks for what the company does. 

The goal is to make business cards serve as visual metaphors of what you do best. It still fits in their pocket but they use it differently and not only for when they give you a call. 

How does contact marketing work?

These new business cards all tie up to the contact marketing model. Businesses should be able to set a baseline for a response. The goal is to have a 100% breakthrough to everybody that we make a bargain. 

You do that by giving them an impressive card that points to your landing page. Seeing how wisely done your card is, they’ll be more curious about what your landing page has in store. This might be the start of conversion. 

Stu’s book has a great compilation of stories about how they can begin their campaigns using contact marketing. His books are filled with ideas that you can borrow and apply to your own journey towards contact marketing to breakthrough to anyone. 

Do not be intimidated by the positions of the people you want to reach. You need to believe that you belong in that space because of the value that you bring. 

Contact marketing is sales and marketing working together. It’s a micro-focused campaign where you can spend some money, but the expenditure will be nowhere near the marketing costs. 

“Use Contact Marketing to Breakthrough to Anyone” episode resources

Connect with Stu Heinecke on his LinkedIn account. You can also check out his books on Amazon. 

If you have sales questions, concerns, and great stories to share, don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales rep get from where you are now to where you can be in the future. Every seller should be making six- figures and this can be achieved with our rigorous training schedule and group coaching. Join us for a new semester beginning each quarter. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

TSE 1193: What are the 6 Critical Steps to Developing a Successful Sales

TSE 1193: The 6 Critical Steps To Developing a Successful Sales Strategy

Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy

Lance Tyson is an author and speaker who runs his own training company. Tyson Group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. It has been operating for 15 years and invested in Dale Carnegie Training in 2010. They work in the sports entertainment industry and one of their biggest customers is the football team, the Raiders. They coordinate with the sales team to sell premium tickets, sponsorships, suites, and others. His team also works with Michael Jordan’s company and several tech companies where they coach, train, and consult with sales teams. 

Lance isn’t just teaching; he is also out there grinding and doing all the sales work that his salespeople are doing. 

Six steps to developing a successful sales strategy 

Attitude, perseverance, and grit aren’t part of the steps. These things must always be present but let’s think of outcome first. In some cultures, the word relations isn’t great and it’s often overused. We prefer the term rapport.

This is one of the three outcomes you need to go after. Partner rapport with credibility. While rapport gives you influence, credibility gives you people’s trust. The third one is showing a level of understanding. These three are the beginning of the steps to developing a successful sales strategy which is the following: 

  • Connect
  • Evaluate
  • Diagnose
  • Prescribe
  • Dialogue
  • Close

The six critical steps to developing a successful sales strategy 

Connect

We talk about connecting with others all the time but the conversation of connecting is different today. You may be trying to deal with a level of preoccupation by the buyer. You have to connect with people via text, email, or voicemail and talk to people to build rapport. The fragmented conversations can be broken down and taken to connect step to overcoming preoccupation. This will lead to building rapport, credibility, and a  level of understanding. 

Evaluate

When you go to your doctor’s appointment, one of the first things they do is to evaluate you. The same is true in sales. We evaluate our prospects to determine whether they’re interested or not.

Other businesses call this assessment while some refer to it as an opportunity. Whatever you call it, it’s the step where salespeople deal with the inherent objection of disinterest.  

Diagnose and Prescribe

This is where salespeople make an educated guess. Ask yourself what they need most and do not forget about creating a level of comfort. A lot of salespeople walk in the door and make assumptions based on their grand experience, they then ask a few questions.

You need to talk to the clients through their feelings and their thoughts. You need to look at their past, their present, and the future to make a good diagnosis. After the evaluation and diagnosis, you make a prescription. 

Dialogue and Close 

After getting your prescription, your next step would probably be talking with your doctor and asking questions so as to get a clear understanding of your health problem.

In the same manner, after giving your prescription as a salesperson, your next step is to have a dialogue to overcome any form of objection. Ultimately, having every question answered, your next step is to close. 

Researcher or salesperson

The biggest challenge right now is the confusion that most salespeople are stuck in which happens in the connect step. Inside sales reps are responsible for prospecting. You can’t trust everything that’s written on LinkedIn and you can’t just get somebody without fact-checking what their bio says.

This creates a problem for sales reps because they often feel like they don’t have enough information to move forward. Thus, the confusion of whether to spend more time on researching about the prospects or looking for prospects to pitch. 

It gets harder because it takes at least six touches to get in contact with a target and another six to get an appointment. Salespeople are now trying to cheat the process and just connect because they’re exhausted. 

Many sales reps these days just sell their whole service in one move. They’d say it’s free and without obligation. This is a mistake that many salespeople make. Instead of getting on the phone and pouring it out in one go, sales reps must be patient and sell one piece at a time. 

If you can’t sell time, you can’t sell your products or services and that’s what people in sales lack: time.  

Getting better in evaluation 

We do a lot of sales assessment and we do predictive index studies on people to see where they’re weak and to know where to start on their training. We’ve seen that salespeople are often not good facilitators. What most salespeople do is spray and pray. They start asking questions right away without getting into the introduction stage of presenting what’s going to happen in this meeting. 

Salespeople can evaluate better if they learn how to facilitate and set things up better. Sales isn’t just about asking questions, it’s also about facilitating the meeting well and making good set-up. Evaluation is a back-and-forth process. You ask questions and they answer, all the while maintaining a good grip on where the conversation is going. 

On prescribing

There has to be a level of dramatization in prescribing. Salespeople need to make prospects understand that reason why they want what they want. Dramatize your pitch the way they want it. 

You are trying to overcome doubt in the prescribed step. So, describe your products and your services in a way that answers a few questions. Don’t just state facts. Learn to become a storyteller because that’s how you make them listen. 

Remember the six critical steps to developing a successful sales: you connect, then evaluate, then diagnose. After these, you make the prescription, have the dialogue, and close. Take your sales per process and see where you are and where you’re potential customers are. Make sure that both of you are on the same spot, if not, take a stop and go back or move forward.

“Steps To Developing a Successful Sales Strategy” episode resources 

Connect with Lance Tyson on Twitter, LinkedIn, and his website, Tyson Group

Don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

Wanting to learn and hear more about sales? This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where they are now to where they can be in the future. Every seller should be making six figures and this can be achieved with our rigorous training schedule and group coaching. Join us for a new semester beginning each quarter. 

Sign up now and get the first two modules for free! You can also call us at (561)570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. One of the great books right now is the StoryBrand by Donald Miller, do give that a go. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.