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Mindset, Skillset, The Sales Evangelist

TSE 1295: Mindset vs. Skillset – Which Is More Important In Sales?

Mindset vs SkillsetAs a salesperson, which do you think is more important, a mindset or a skillset? What are the differences between the two? In this episode, Donald will explore the value of both.  

Defining mindset and skillset

Mindset is your established attitude or beliefs. The mindset has two parts –  a fixed mindset and a growth mindset. A fixed mindset settles into what is working and doesn’t change.  A growth mindset can see opportunities to improve.

A skillset, on the other hand, is your range of ability. What training and skills have you mastered to be able to execute the work you need to do well in your business?

Donald Experiences the Difference Between Mindset and Skillset 

A salesperson should have both a great mindset and a relevant skillset.  When Donald was a young man his friend’s father, who was like a  second dad, gave him the book Think and Grow Rich by Napoleon Hill. He read it and internalized the information so he believed he would succeed in his goals.  As a result, when Donald started in sales, he was a ball of energy. He watched all the movies and rolled out his B2C experience fresh from college. He was working, setting up appointments and he felt good that he could take all the ideas he’d learned and brought them into professional selling. His mindset was propelling him forward. 

Things got a little bit difficult when Donald entered the B2B world. He had a growth mindset but he didn’t have the skillset to go with it. One of the companies he worked for had him knocking on doors and handing out business cards. This was something that Donald did not see as professional selling. Without the proper skillset, Donald felt he was just going around in circles. He eventually moved on to another company and there he got the skill set training he needed. There, he learned how to 

  • Use the phone to prospect
  • Make a proper cold call
  • Use LinkedIn
  • Go to networking events
  • Ask effective questions
  • Challenge a prospect about their beliefs to get to better solutions.

After gaining such valuable skillsets and merging them with his growth mindset, Donald started to see amazing transformation and acceleration. He started to produce well. 

As Donald started to grow, he noticed that colleagues that were decades his senior were remaining at the same level they’d been for years, even with much more experience. The reason? Donald’s teammates had a lot of skillsets but with even all their knowledge it was impossible for them to grow beyond their mindset. As a result, they missed out on the opportunities that Donald was able to enjoy. It was Donald’s mindset that helped him excel and perform well. 

Bringing Skillset and Mindset Together

Donald was different from stagnant colleagues in that he was able to take advantage of social selling, he could see fresh opportunities, and he was eager to prospect. With the proper growth mindset and proper skillset, he was able to excel as a sales representative. Do you see why both are so critical? Having a great skillset does not guarantee success if you don’t have the mindset that will push you through the glass ceilings you can set for yourself. 

Donald suggests taking time every single day to improve and sharpen and expand your beliefs. Listen to motivational videos, repeat your affirmations and goals, and get around like-minded people who can help you build up a positive mindset. Read the books that will help you get that growth mindset. One of Donald’s favorite books is The Alchemist by Paolo Coelho, a book that will help you open your mind to your potential. 

Build a great library

One of the best ways to support your business is by getting real about the skillsets you need to acquire and pursue that knowledge through books. Take a look at your prospecting, social, or closing skills. Do you know how to ask effective questions? Take time each day to build these skills and launch your day even better than you did the day before. 

Sales books are always there to help you improve and Donald has some suggestions to start your library if you haven’t already. One of Donald’s favorite authors is Mike Weinberg, who provides a lot of great content and value about sales management and simplifying sales.  Kevin Kruse’s book entitled, 15 Secrets Successful People Know About Time Management: The Productivity Habits of 7 Billionaires, 13 Olympic Athletes, 29 Straight-A students, and 239 Entrepreneurs discusses planning and time management.  

There are many great authors who have amazing books in a voice that will be perfect for you. If you want to turn your commute, downtime, or workout into a university,  download books using Audible and listen to the books if that’s more convenient.  No more excuses. 

Which is more important, Mindset, or Skillset?

Of course, both are important but if Donald had to pick just one, he’d pick mindset. He understands that a person with a proper growth mindset can be taught the proper skill set. A person who is able to see how to grow will think of ways to improve like water that finds its way to the ocean. A salesperson with the proper mindset will look for the tribe and that supports growth, will help improve skills, can offer training, and will refine the skills acquired.

People who lean on skillset alone will not be able to see where improvement can occur. They get stuck in their ways, work the same strategies, will fail to embrace new technology, and never take advantage of creative ways to prospect.  

Mindset vs. Skillset – Which Is More Important In Sales?” episode resources 

What do you think? Do you favor mindset over skillset or the other way around? Let us know by putting a comment down below. You can also subscribe and get notified of new episodes. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

You can also read more about sales or listen to audiobooks on Audible 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Graduates of 2020

TSE 1289: What I Wish I Knew Before Going Into Sales

Graduates of 2020To benefit the many new graduates and new sellers entering the sales arena, I’ve spent time thinking about the things I wish I knew before going into sales. This episode goes out to my buddy Isaac, who is just entering sales, as well as the other new graduates and new sellers.

Many sellers have initial experiences that leave them wondering if they made the right career choice. This month on The Sales Evangelist, we’re focusing on the class of 2020, but our messages will resonate with those who are entering the sales world for the first time as well as veterans who have been selling for a while. 

Believe in yourself and starve your doubts

Mindset is incredibly important, but I didn’t understand that initially. I remember watching movies like Boiler Room that portrayed a charismatic sales rep who would sweet-talk buyers and say anything necessary to land a sale. I figured sales was entirely about skill set.

When I came into sales, though, I realized that mindset is probably 70 percent of the effort. Unlike football, which requires learning physical tasks, sales is largely mental. 

Are you self-conscious about your ability to find prospects? Are you worried about people saying no to you? Do you believe in your product or service? All of these things tie back to your mindset and your belief, and you have to begin with a belief that you’re going to succeed. Believe that what you’re doing matters, and believe that you’re going to succeed.

I give credit to my buddy Jared Easley whose podcast Starve the Doubts first introduced me to the idea of dealing with doubt and worry. Feeling overwhelmed by doubts can cause you to wonder whether you’re cut out for sales, so you must avoid the temptation to fuel your doubts. 

There’s a Native American proverb that says that we each have two wolves within us: a good one and an evil one. Whichever wolf we feed most often will survive. You can feed the doubt or feed the belief in success. Create a proper mindset, develop some goals, and determine how you will overcome your existing belief system

Sales is not about winning or losing

Movies like Boiler Room perpetuate the idea that in any transaction, the seller is the winner and the buyer is the loser since the seller got money and the buyer got hustled. I wish I had understood that better before I got into professional selling. 

When I started selling B2B, I realized that I was engaging with very intelligent people. These were smart executives who weren’t going to be tricked or bamboozled. I wish I had realized this when I started selling. 

I realized after studying The 7 Habits of Highly Effective People that our job as sellers is to create a situation in which both parties win. We should create relationships in which both parties will benefit because the seller will close the deal and the buyer will solve a problem. Because the buyer needs our expertise, we’ll provide it and help them overcome a challenge. Once that happens, he’ll richly compensate us for our diligence and support. Sales is about helping the buyer identify a solution to a problem and then persuade himself that your organization offers the best solution. 

You must be ethical. You must deliver the things you promise to deliver in order to avoid customer churn. When you lead with the belief that your goal is to help solve problems, you’ll create raving fans in your customers. Focus on how you can help. 

Become an expert at asking effective questions

When I started out in sales, I thought that sellers did all the talking. I was surprised to find that many of the successful sellers are like Dr. Phil: they ask effective questions. 

Sellers who do this build rapport, and they are able to gather all the information they need to solve problems. And when you master the art of asking effective questions and doing follow up, your customers will tell you everything.

Consider a situation where you ask the buyer why his company is considering making a change right now. Some sellers would stop with that question, but sales pros will go deeper. 

“Why haven’t you been able to solve this problem in the past?” 

“If your current vendor is working well, why are you considering a move to another?”

I’ve spent too much time pitching my company’s great track record and providing information that my buyer didn’t really want to hear. By asking better questions and probing, I was able to gain true understanding and help my customers solve problems, which helped us close deals faster. 

 Don’t take rejection personally

Your customers will not wake up this morning planning to reject sales reps today. They won’t conjure negative ideas about you or your product. 

Most likely, when you call, they won’t be ready to talk. Give them a call back. Don’t take it personally if they reject you the first time. If you take these things personally, it can negatively impact your future phone calls. 

I wish I had known when I first started selling that rejection wasn’t personal. 

Compete with yourself

I ran track in college, and I learned the importance of being as aerodynamic as possible. If you turn to look behind you to see where your competitors are, you create drag. The wind pushes against you and you lose your forward momentum. 

We learned to focus on improving our times. Although we did compete with other people, we worked on beating our own previous performance. Eventually, I want to beat my competitors so I can win the race, and I will definitely work toward that.

In sales, work to beat your yesterday. Don’t compare your pipeline to that of other sellers. 

Be disciplined

Dedicate time to prospecting.

Understand that you will make a lot of calls in order to find the customers who have a problem that you can help solve. You have to send out emails, connect with people on LinkedIn, and do all kinds of outreach in order to fill the top of your funnel. 

Sales is a numbers game: the more you put in, the more you get out. New sellers may see veteran sellers succeed and assume that they aren’t prospecting much. What they don’t know is that the experienced seller goes to network events at night and generates leads in other ways beyond the phone. They are asking their current customers for referrals that lead to new business opportunities. 

Put in the sweat equity to become a master prospector. Be disciplined enough to prospect daily. 

Do the opposite of what everyone else is doing

When everyone else zigs, how can you zag?

If everyone else is relying on phone calls, maybe you can change things up a bit. Add something new.

If the goal is to get to the prospect, consider sending something via snail mail. Use LinkedIn. Use video. There are many, many people trying to connect with the people you’re reaching out to. Find ways to stand out from the competition.

We want to help

We create content like videos and podcasts because we have been in your shoes. I’ve been a seller who was frustrated with rejection and worried that I chose the wrong career. 

These things I wish I knew before going into sales changed my selling experience, and I want to do the same for you.

I want you to find more ideal customers. I want you to know what to say when you connect with them. I want you to build value, close more deals, and challenge your mind to do big things. 

“What I Wish I Knew” episode resources

Subscribe to the podcast. Connect with me on LinkedInCheck out Crmble CRM, a digital whiteboard that lets you create lists of leads and contacts, and manage your projects. It’s a free Trello power-up that’s easy to use and customizable. You can also connect with me at donald@thesalesevangelist.comI hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. Audio provided by Free SFX and Bensound.

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Succeeding the transition with Donald Kelly

TSE 1274: I’m Succeeding As An SDR But I Don’t Think I Will When I Become An AE

Succeeding the transition with Donald KellyA change in the work setting is a challenging thing since one has to adjust to the new operations and work process. Did you just move from an SDR position to an AE position and you’re feeling lost? Don’t worry. You’ve come to the right podcast episode. 

This heading is a question Donald saw posted on Reddit by a sales rep who is worried about his change in roles. The idea of becoming an AE scared him because he wasn’t confident that he had the skills to become successful and build value. 

Making the transition 

This individual has been in the SDR industry for nine months and is concerned that his success isn’t because of his sales skills but because of his ability to think outside the box. He thinks he’s terrible on the phone and feels that he lacks the ability to connect with clients. He finds it hard to drive business solutions and when he makes the transition to becoming an AE, he’s concerned his lack of experience and skill will get him into trouble. 

Although he’s been effective at finding people, building value, and closing skills as an SDR, he didn’t see these abilities as a win because he was evaluating himself based on how he rated his interpersonal relationship skills and his ability to generate opportunities. You may have felt like this too. So, how do you make the transition to this new position?

The Impostor Syndrome

Impostor Syndrome is also known as head trash. These are the things that we tell ourselves until we start believing them, even when those things are not true. The mind isn’t capable of separating reality from fiction so “what the mind conceives, the mind believes.” 

When we were kids, we could convince ourselves that there was a monster in the closet. The same is true with the head trash. When you tell yourself you don’t have certain abilities, traits, or skills, your mind will believe it and you will find yourself acting accordingly. As a result, you may start messing up your phone calls, stop reaching out on LinkedIn, and you’re not going to take action, all because your body has already started believing the lie. 

Overcoming your head trash

Shift your head trash to confidence and self-affirmation. Say positive things to yourself again and again and rewrite the program. Stop telling yourself you’re going to fail. The mind is very powerful. Start telling it exactly how great you are.  Your body will follow. This is the first step in doing better. 

Now, just because you tell yourself that you’re a good sales rep, it doesn’t mean you will become a great sales rep immediately. The next step is to take action by starting to read books, listening to podcasts, going to training, practicing, and studying industry information.

The impostor syndrome is a common trait in many salespeople, especially those who are just starting. As a beginner in sales, how do you bring value to the table? You may be better in some aspects than others. You may read more books, be more tech-savvy, or have more experience. Holding onto the positives, and seeing good results from your current skill set, will help you get past your head trash. 

Change your belief system 

Changing your belief system will help you adjust your actions and the way you perform. People have a certain swagger and confidence when they feel good about themselves and others can see that. They will see that you’re bringing your best to the table. 

The person we discussed from Reddit has to change his belief system. He thought he didn’t have ample skills to help him become an executive. He forgot one of the most important things a sales rep must learn is how to solve problems and he knows how to do this! He’s already doing the toughest tasks in the sales process, prospecting, and closing deals. 

When a salesperson shifts to an account executive role, he will still have ways to solve problems. A sales rep builds value by learning how to ask effective questions. You don’t even have to be versed in the industry, at least at the beginning. Nobody is versed in every industry when they first start. If you are selling something you don’t have experience with then study and get trade magazines. Learn about some of the content and that your prospects are studying for their business. Once you become versed in the industry, and understand the operations of the business, you will be able to solve problems better. 

Keep learning and solving problems 

Spend time learning the business and look at the deals. Figure out the initial reasons why people signed up for your services and products. Review pain points and check out websites to learn more about clients. Doing your part will help you feel more comfortable in moving forward. 

To move you toward success,  listening and asking effective questions is key. A confident problem solver isn’t afraid of digging deep and asking critical questions. He knows how to be direct and to the point without being offensive.  For example, instead of letting the client close the meeting, it’s best to take the initiative by saying, “Hey, I totally understand that it may not be a good time. When would be a good time for us to meet together?”  Drive down to the core issues and schedule a follow-up. 

Hone your skills 

You may be new to the work you have right now but you just have to keep honing your skills. We are not born to be great SDRs and AEs but we can keep growing. Do not hold back and keep your confidence in check. Challenge your mind to go out every day and do big things. 

“I’m Succeeding As A SDR But I Don’t Think I Will When I Become An AE” episode resources

One of the ways for sales reps to learn how to solve problems is by enrolling in training services and programs such as Dirk Sheep. The program usually costs $549 for a semester but due to the financial constraints that many are facing at the moment, the semester which will begin this April 10 is only offered at $149. This is the perfect time to take advantage of the TSE Sales Training Program. 

If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

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. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

You can also read more about sales or listen to audiobooks on Audible 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Noah St John talks about getting rid of head trash

TSE 1240: The 3 Foolproof Secrets to Get Rid of Your Head Trash 

Noah St John talks about getting rid of head trashWhat does it mean to have head trash and how exactly can you get rid of it? Let’s talk about 3 foolproof secrets to get rid of your head trash

Noah St. John is known as The Power Habits Mentor because he has helped thousands of people master their inner game and outer game to help them make more and work less. 

He works with sales professionals, entrepreneurs, celebrities, CEOs, athletes, and more. Noah helps them get rid of their head trash about money, relationships, and everything else holding them back. He is the author of 15 books and his most recently published book is entitled Power Habits: The New Science for Making Success Automatic. Through his work, Noah and his team have helped entrepreneurs and sales professionals increase their sales to six, seven, and even eight figures by using his methods. 

Defining head trash

Noah discovered the notion of head trash many years ago. Head trash is the negative voice in your head that constantly tells you, “I can’t because … “ It’s the voice that states all the reasons why you can’t do something you want to do. People consistently approach Noah and tell him they want to reach for more and do bigger things but they can’t because they’re too busy or they don’t have money for it. They have so many reasons why they can’t do the things they want to do. When you tell yourself something your mind is going to believe it. When you say you don’t have the time, then your inner self will believe you truly do not have the time. You are going to make that belief true even when it’s a lie. We all have 24 hours a day regardless of who you are. Time is irrelevant so it’s not an excuse that many people think they have. Head trash is damaging because it’s holding people back. 

Identify your head trash

The first step on how to get rid of your head trash is identifying what it is. For most people it’s repetitive but people fail to realize that it’s the head trash telling you the same lies over and over again. Ideas such as, I’m stupid or I’m not good enough can go through your mind in a loop and you don’t even realize it.  Because these lies are repetitive and habitual, many people aren’t even considering the damage it can cause. 

Identifying your head trash is fairly easy. Write down the negative beliefs you’re carrying about yourself. Most of the negative things we say to ourselves aren’t true. Writing down your negative thoughts will help you become aware of them. 

Noah has a client who was a sales professional. She was making about $5,000 a month in sales but she knew she was capable of making more. This salesperson spent time and money to train with gurus but for several years was still stuck at $5,000 a month. She attended Noah’s event called Freedom Lifestyle Experience and hired Noah as a coach. Within a year of using Noah’s Power Habit System, her revenue jumped from $5,000/month to $75,000/month! This is proof that understanding your own head trash and being able to overcome the negative noise will lead to good results. 

You need to look at your inner game in all the different aspects of your life. 

Knowing your outer game

The outer game includes the systems and strategies, the blocking and tackling. These would be all the sales tactics invested in and studied.  By working with salespeople for the last two decades, Noah found that success is attained only when someone has mastered both the inner and outer game.  

Understand that you can change your beliefs

The first step to transformation is awareness. It’s only when you are aware of something that you’re able to change. If you want to change your life, you need to change your beliefs – these are your thoughts. The human brain automatically searches to answer the questions you ask it. Noah thought about that and realized can’t just make statements the way we do in affirmations.  We don’t believe it. Instead, we need to start asking ourselves questions to put the brain to work. Start asking empowering questions that will lead to phenomenal answers. 

AfFORmations 

An affirmation is a statement of something you want to be true. One of the things Noah loves doing during keynote speeches is using the old-school affirmation method. He instructs people to stand up and say, “I am rich.”  Immediately after, the attendees start laughing. When Noah asks why, they say, “I’m not actually rich.” This is why affirmations don’t work. You have to believe in the statements for them to work. Noah, realizing affirmations were ineffective, created The Afformation Method. It is the most direct and powerful yet simple method you can use to change your beliefs. This method uses the act of asking questions that will lead you to look for the answers. Using the Afformation method, you can change the question to change your beliefs, habits, and eventually your life.                                        

Getting the correct mindset

It’s important to talk about your goals. In regards to goals, Noah has been telling his clients, “We don’t rise to the level of our goals, we fall to the level of our systems.”  

We all have big dreams and that’s all good. You won’t, however, be able to reach these goals if you haven’t mastered your inner and outer game. Use the power habits system to improve your inner game and use the marketing and digital sales systems to improve your outer game. Focus on the system, not just the goals, to be able to achieve mastery of both inner and outer games. 

When to use the system 

The inner game has to do with The Power Habits System. More often than not, successful people don’t realize what they’re doing to cause their success because many things they’re doing are subconscious. Napoleon Hill’s book, Think and Grow Rich talked about what successful people did to attain success. Many salespeople have read the book and tried to replicate what these successful people did, but most didn’t become successful. Why? Because what was shared in the book was what people were consciously doing, and what they were doing subconsciously wasn’t discussed. 

Napoleon talked about the conscious ways that people became successful and Noah tackles how people became successful by focusing on the subconscious.

The 3 Foolproof Secrets to Get Rid of Your Head Trash” episode resources

Identify your head trash, understand that you can change your beliefs and throw your head trash away, and then use the afformation method. These are the ways on how to get rid of your head trash. 

Order the book PowerHabits on Amazon or from the website, Powerhabits.com. Noah will send out a gift package worth $299. If you’re listening to this podcast, Noah will give our two tickets for his Freedom Lifestyle Experience event. 

Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

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

You can also read more about sales or listen to audiobooks on Audible 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Piyush Patel, On-boarding, New Sales Team, New Employee Training

TSE 893: How to Make New Employees Feel Like They Already Belong


Piyush Patel, On-boarding, New Sales Team, New Employee Training

When your company on-board a new employee, you invest time, effort, and resources into the process. So if you’re going to spend the money, doesn’t it make sense to put energy into making sure the employee is successful? The key is to help new employees feel like they already belong.

On today’s episode of The Sales Evangelist, Piyush Patel, author of Lead Your Tribe, Love Your Work shares how he on-boards his new employees and how he engages his staff in the hiring process.

He emphasizes the need to show new team members where the finish line is before expecting them to sprint toward it.

Initial welcome steps

Before employees set foot in Piyush’s office, they receive a box in the mail that includes initial paperwork plus t-shirts and other swag related to the company. The company also sends a book about the team and how the company operates.

The most important item in the box is an empty picture frame with a note encouraging the employee to bring a picture of a loved one for the new desk.

Psychologically, he said, the first day presents the highest stress for a new hire.

There’s the potential for a lot of doubt, and lots of room to wonder whether he made the right decision.

If the new desk has a picture of a loved one on it, there’s a better chance he’ll be convinced he made the right decision.

Making time to welcome employees

Piyush, the CEO of his company, dedicates himself to spending a half day with new employees on their first day in the building.

He gives new employees a tour, explains the inner workings of the company, and then gives them a spreadsheet with every employee’s name on it. Their assignment is to go from desk to desk asking a series of three questions.

  • Why do you come to work here?
  • What’s your favorite food?
  • What’s your favorite memory of your time here?

By the end of the exercise, the new employee has heard every co-worker explain all the best parts of the company, as well as a sort of history of the company in the form of memories.

The net result is an employee who is excited to be part of the story.

“Dating” for 30 days

Piyush treats every new hire like a 30-day date for both employer and employee. The two come together at the end of the 30 days to decide whether the pairing is a good fit.

He identifies employees he calls navigators whose job it is to “protect the culture.”  Piyush tasks them with taking the new employee to lunch, taking him to happy hour, and walking him through a segment of training.

At the end of 30 days, the group decides whether the new hire is a good fit for the team.

Even if the new hire isn’t immediately a good fit, he’ll evaluate whether the new hire can be rehabilitated.

It creates the sense that the whole team is in this together, and it results in a culture where people love their work.

The result is a community with low turnover and great results.

Ongoing coaching

Some employers say they don’t have time to invest in new employees this way.

To them, Piyush says that he realized he was investing much more time dealing with unfulfilled expectations. He would have saved time by making the initial investment early on.

Instead of constantly rebuilding the process, he could carry out regular maintenance along the way with much better results.

He avoids making employees feel like they are constantly being criticized. Piyush constantly affirms employees: they hear the things they are doing well as well as things they could improve.

He said that people work for three reasons beyond money: belonging, affirmation, and meaning. Once they are in the tribe, you have to work to constantly maintain those.

“Make New Employees Feel Like They Already Belong” resources

Grab a copy of Piyush’s new book, Lead Your Tribe, Love Your Work or connect with him on LinkedIn.

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d love for you to join us.

Audio provided by Free SFX and Bensound.

Income Goals, Passive Income, Goals, Positive Thinking

TSE 441: Daily Practices Around Money To Guarantee You Accomplish Your Income Goals

Income Goals, Passive Income, Goals, Positive Thinking As salespeople or entrepreneurs, we all want make a lot of money. The irony of it though is that many people think they don’t deserve to earn a certain income level. Or they have this limiting belief that they can’t accomplish it. Well, it’s about time to stop that trash talk and start earning the income that you deserve. Two more months to go until this year ends so let’s finish up the year strong and with the right mindset.

Today, my guest, Kat Loterzo shares some great practices around money to guarantee you’re about to accomplish your income goals.Kat is a writer, speaker, and a mentor where she helps driven entrepreneurs and leaders who identify themselves as the 1% within the 1% who have big dreams, want to make millions, and change the world and Kat helps them realize that what’s inside of them is real and that they can make a huge amount of money and make a huge impact on the world if they just follow what’s within.

Here are the highlights of my conversation with Kat:

The first steps in your quest to increase your income:

  1. Get clear on your outcomes.

Have that vision in your mind of what exactly the outcome is. Money has to be purpose-based. Money needs a home. You don’t have to spend it all. You have to invest of course. But don’t go not knowing where your money goes.

  1. Do your mental work first.

Before you worry about working and hustling, start from within. Write a journal. Do affirmations. Write into reality whatever it is that you want to come to life. Basically, guide your thoughts and consciously choose thoughts that are going to serve you. Think about the person that you want to be and you will ultimately create that into a reality. You need to do the action obviously but first see yourself as being that person and who will do the work.

  1. Practice this daily.

Do you money mindset early in the morning, every single day. Set all your goals and intentions even just for 20 minutes a day. Write your reality out over and over again and use this time to clarify things you’re not sure about. Write these down on paper or type it on your laptop or phone. Whatever medium you use, it’s all about making space for you to think.

Journaling

Write your stream of consciousness – just writing whatever is in your mind. There is no wrong way to journal. Just let your thoughts wander and write down whatever pops into your head. Just let it out.

The “I am.” exercise

Write things like:

  • I am super rich.
  • I’m super famous.
  • I make more money everyday with ease.
  • I am making money from alignment.
  • I’m very wealthy.
  • I always pay my bills before they’re due.
  • I always make my money goals.
  • More money flows to me each week from alignment and from purpose.

Write things that are specific. Don’t force your mind to come up with the set outcome. Just try to focus on the bigger picture or the actual end goal.

  1. Do 10 sales activities a day.

It doesn’t necessarily have to be 10 but find whatever number is good for you. Write down what those activities will be for the day such as writing a sales page, write emails, or content, follow ups, brainstorming ideas, etc. So at the end of the day, you won’t have any excuse of not knowing what to do. Writing these things down on a spreadsheet to help you stay organized and on track. It necessary to track your goals. Again, consistency is key. Do this everyday to help you build your momentum.

Passion, Alignment, Follow Through

Sell things you’re passionate about. They have to be purpose-based and they have to be in alignment. It’s about how to make people buy but it’s about following through every single day and keep doing a mindset work believing that you can hit that goal.

Kat’s Major Takeaway:

Get your mindset into alignment and be able to see in your mind what you want to see in reality. Whatever you believe, that’s what’s going to come to life. If you’re struggling to make the money you want, before you worry about doing the work and trying to sell more, get really fixated on creating a mindset for success.

Episode Resources:

Get connected with Kat Loterzo on www.katloterzo.com and take advantage of the huge amount of resources over there (talk about 8,000 blog posts she has written over the years). Follow her on Twitter @katloterzo.

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

Tyler Welch, Donald Kelly, The Sales Evangelist

TSE 404: Sales From The Street-“Using Phone To Convert Sales”

What can you do to better convert your leads during phone conversations?

Taylor Welch, Donald Kelly, The Sales Evangelist Today, let’s talk about perfecting your phone sales or at least fine-tuning your phone sales skills so you can do way better at it, get the right clients that you want, and get more closes.

Our guest on today’s episode is Taylor Welch. He is an entrepreneur and the Co-founder of Traffic and Funnels where he runs the copywriting side of things while his partner is in charge of paid traffic – a perfect fit! They work with service-oriented clients through a consultative coaching approach. They basically build funnels to produce inbound clients, applications, prospects, and help them build a system that can do a lot of the heavy lifting of the sales process.

Here are the highlights of my conversation with Taylor:

Taylor’s coolest sales experience when he was the customer at a Lexus dealership

The biggest mistake people make with converting online leads through phone:

Getting on the phone with the wrong people

The people who invented the “direct response” world didn’t get motivation from writing the most potent copy ever, but it was to get in front of the right people. Choose a hungry market and a starving crowd. Repel the wrong people so you get on the phone with the right ones and not spend time deluded with the wrong type of market.

How to repel the wrong people:

  1. Be specific and on purpose about the type of clients you want to work with.
  2. Make them sell themselves into buying your product/service.

Let them apply to work with you to see if both of you are a great fit or not. Someone spending time and investing time with you, your brand, and your company is a prerequisite to them buying from you. Flipping it around where they fill in the application and there’s a chance they’re going to get rejected, they would sell themselves into buying something.

The next steps:

  1. Ask questions and figure out people’s challenges, their goals, and is it realistic that you can help them.

Cancel clients who are bad fits upfront shows that you respect their time. Then you make room for more people who might be a good fit. Using a script as a guide, get all information and things that people don’t want to talk about like their revenue numbers.

Your job is not to sell them but to help them make the right decision for their business and their life. You can’t do that without knowing some details behind where they are.

  1. Find out what is holding people back and what’s keeping them from hitting their goals.

What’s stopping them? The people who fight their way back from that always buy.

  1. Get people to be empowered at the end of the call to decide on what they need to do.

It’s a win for you even if they say no. That means you won’t have to work with people who are not the best fit. Don’t pressure people to make a decision on the phone.

Strategies for following up:

  1. Set up the following meeting on your first call.
  2. Show people you’re as authentic and integrity-minded as possible.

** Taylor’s company asks for deposit for clients to show they’re serious and they’re not screwing around. They make that deposit refundable so at the end of the day, they’re working with people who are at the top of the game and not just making the decision to work with them because they didn’t want to lose their money. They also don’t make time-based pricing because at a certain point it becomes unethical.

Strategies for doing phone sales:

  1. Start your day with rituals that keep you consistent.

Whether you do visualizations, affirmations, or readings, when you do these, you carry confidence with you the rest of the day.

  1. Be able to control how you feel about the process.

The big thing is mental. If you can control that, then you’ll be better at closing.

Taylor’s Major Takeaway:

Control how you feel about the game by insulating yourself with those rituals. It’s so rare for someone to have the consistency in their morning rituals. Even evening rituals determine how you start the next one. Be consistent.

Episode Resources:

Check out their website www.trafficandfunnels.com/blueprint-checklist and watch their interesting video about how to position yourself and create the “velvet rope” system as well as their KPIs and some behind-the-scenes into their personal funnel to see how it works.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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

Register Today!

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Salespeople, Sales Motivation, Vernon T. Foster, Donald Kelly

TSE 206: Sales From The Street- “Hustle & Motivation”

Salespeople, Sales Motivation, Vernon T. Foster, Donald KellyWhat do you think every salesperson needs to have to get things going in this highly competitive selling world? One word, ten letters, four syllables.

M – O – T – I – V – A – T – I – O – N

In today’s episode, Vernon Foster II shares with us how you can get that fire burning and charge up for the daily hustle!

Vernon currently works with companies helping them launch podcasts, get their message out to the world, and build the know-like-trust factor through the podcasting medium.

Having completed two college degrees (one in marketing and another in real estate), Vernon was ready to take on the world until he realized there wasn’t actually a lot of opportunities out there and got blindsided by the American Dream. How did he manage to get up, find his purpose, and live by that purpose each day? Let’s find out!

Here are the highlights of my conversation with Vernon:

Strategies to Keep Your Fire Burning:

  1. Don’t depend on someone to be your sole provider.

Be in the position to kill the meat and bring it home. If you don’t, no one else will. You are the sole provider and creator of your own destiny. Don’t expect others to fulfill that for you.

  1. Watch your inputs and outputs.
  • Avoid watching the news which has negative stuff.
  • Surround yourself with people at your level or above. That way you soak up the knowledge and swag in your life and it helps build your confidence.
  • Read, read, read.
  1. Start your day right with a personal daily ritual.
  • Cultivate patience through meditation and gratitude. Vernon spends two hours each day meditating and keeps a gratitude journal where he writes three things he’s grateful for that happened the day before.
  • Recite daily affirmations.
  • Exercise even for a few minutes a day.
  • Read motivational/spiritual books.
  1. Set goals.

Set income goals and prospecting goals. Set goals but also be flexible. Don’t beat yourself up if you don’t reach your goals. Instead, think about why you didn’t hit your goal and how you can do better.

Vernon’s Major Takeaways:

Don’t be afraid to go out there and drum up the business and live out your dream or purpose. You can’t depend on someone to be your sole provider. Set goals, be consistent, manage your expectations and the universe will provide what you’ve asked for. Come up with your personal daily ritual to cultivate the right mindset and trust in abundance.
Connect with Vernon through Facebook and on Instagram @vernon_foster

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Motivation, Sales Success, Hustle

TSE 178: Sales Motivation From The Coach of Coaches with Marc Mawhinney

Sales Motivation, Sales Success, HustleMarc is the coach of coaches. He works with coaches, helping them build stronger businesses, get more clients, and have more fun doing the business. He is also the genius behind Natural Born Coaches, a podcast dedicated to the coaching business.

Marc not only has an entrepreneurial side but a sales background as well, having worked as a sales representative in the real estate industry.

In this episode, Marc talks about how to keep you motivated in sales and the power of visualization! Marc firmly believes that life is sales and if you can’t sell, then you’re screwed.

Here are the highlights of my conversation with Marc:

What makes the best coach: Sales + client support

Top strategies to get you motivated:

  1. Crank some music.

Whether it’s cranking up the music or meditating, do what you need to do to get yourself pumped up for the day.

  1. Fill your mind with as much good stuff as possible before doing your sales goal.

Take time to read. Keep a journal and write down your goals everyday and track your progress. Write down your affirmations. Or write a new “word for the day.”

  1. Visualize

Mentally prepare yourself for the sales call weeks before you actually do it. Do some role playing in your mind. Visualization is very powerful!

Marc’s Major Takeaway:

Be fearless. Sales is not as hard as you think. You’re not selling to a person, you’re helping them. Substitute the world SELL for HELP.

Current projects Marc is working on:

Seize Your Niche program

Connect with Marc on www.naturalborncoaches.com

Episode resources:

www.naturalboarncoaches.com

www.audible.com

Darren Hardy’s book: Entrepreneurial Roller Coaster

The Sales Evangelist Podcast, Sales Routine, Miracle Morning, Donald Kelly

TSE 149: Develop A Winning Attitude Every Morning!

The Sales Evangelist Podcast, Sales Routine, Miracle Morning, Donald Kelly Your attitude will have a tremendous impact on the way you perform. Do you believe that? I sure do and that is why I did this episode. I’ve been the lab test dummy on this experiment already. I have done everything right to have a great morning and saw significant results. It was like everything I touched, turned to gold. I found new opportunities, got past the gatekeepers, received referrals, and closed deals.

I have done the opposite, as well, where I did not start off the morning right. I slacked off on the information I looked at and did not develop a positive attitude. Those were the days where it seemed as if the world was conspiring against me. Prospects were mean, I could not find opportunities or develop interest with potential buyers, I lacked confidence, I did not get referrals, and it was as if deals were just falling apart.

So what did I learn? Your attitude makes a big difference. In this episode, I share my morning routine for success. I also refer to a couple of earlier podcast episodes I did with Justin Su’a and Ralph Quintero on winning your mornings and developing a positive attitude. Check them out below.

Episode: TSE Episode#7: 10 High Performance Habits That Lead To Success From Justin Su’aJustin Su'a, The Sales Evangelist, Donald Kelly

Episode: TSE Episode#2: Attitude of Success with Ralph Quintero!

Ralph Quintero, The Sales Evangelist Podcast, Success

 

Ralph developed an affirmations app, Affirmations for Entrepreneurs

Now, as you listen to this episode, feel free to reach out to me and share your morning routine. Let me know what you do, or plan to do, in order to win your mornings and develop a successful attitude. Send me an email donald@thesalesevangelist.com. You can also join the conversations in our private Facebook group. Join for free today. Overall, I want you to be successful by going out and doing “BIG THINGS”!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Ralph Quintero, Sales Motivation, Top Performers

TSE 107: 6 Things Every Seller Must Do To Stay Highly Motivated

Ralph Quintero, Sales Motivation, Top Performers Brace yourself guys! This episode comes with an explosive, wealth of really good, motivating and happy information.

Being his second time on the show, Ralph Quintero talks about the power of storytelling to achieve success in sales, the key aspects or fundamentals of being a good salesperson, turning so-called failures into positive things, surrounding yourself with superstars and so much more.

Ralph was my guest on Episode 2 which was one of the most downloaded episodes of The Sales Evangelist podcast. And I am so happy and thrilled to bring back Ralph Quintero who is the genius behind Happy Someone.

Here are the highlights of my conversation with Ralph:

Ralph’s second best sales experience being the customer: Being sold $1400 set of Cutco knives by a guy who reminded him of me.

Fundamentals of being a good salesperson:

  1. Tell great stories.

Why stories are so important to a seller as you’re explaining the point or value:

  • Stories connect with people emotionally.
  • People don’t really care about what you’re selling or about you. All they care about is how you can help them. If you can do that by connecting with them emotionally through a story, then you’ve got them!

Having “storyteller” as your title on your business card instead of “sales person” on your business card.

The Cutco guy who sold knives to Ralph told him an amazing story:

  • How Cutco had changed his life.
  • How Cutco has helped him go through school.
  • The impact of purchasing those Cutco knives on him.

Ralph had different motivational quotes printed on the back of his business cards and it became an automatic networking machine. (Check out www.moocards.com) Moo on Facebook

Moo Cards

My funny story behind my Instagram handle @Folgers09: I was in college and one year, I came back home after a semester and worked for a company called CompTec where I sold technical classes. I was making pretty good money plus commission. When I went back to school, I bought a new car, had a new computer and all that stuff. My friend, Jon told me I was like in that rap song by Nelly where he says “I’m like Folgers” (the coffee) “I’m young, black, and rich.” So my friend Jon and everybody in college knew me as Folgers.

  1. Stay motivated
  2. Get inspired
  • Knowing your “why” and how it frames things into perspective.
  • Money as motivation vs. your “why”.
  • Start with affirmations every single day to get yourself in the right frame of mind.
  • Read/listen to a motivational book or audio.

Ralph developed and affirmations app, Affirmations for Entrepreneurs

  • With 200 of Ralph’s favorite affirmations.
  • You have the option to set your favorites and set a reminder and you get push notification every morning.
  • Practice them consistently.

My personal favorites:

  • Doors of opportunity and abundance open to me NOW!
  • New opportunities come easy to me.

The concept of 212 degrees – the precise temperature at which water boils

  • One tiny little degree makes all of the difference in the world.
  • You may be one degree away from making things happen.
  1. Set huge goals

Also give yourself a reward for achieving your goal (whatever you’re motivated by)

Shoot beyond where you want to go because:

  1. You might surprise yourself.
  2. Even if you don’t make it, you get pretty close to where you want to go when you set yourself up. It’s not a failure, but another stepping stone to get to where you want to get to.

How to take a situation that doesn’t work and turn it into a positive:

  • Learning lessons from your failures – What worked? What didn’t work? Do more of what works. Do none of what didn’t work (going forward).
  • Don’t be down on yourself for a long time.
  • Own up to it. It didn’t work. Put the failure aside. Move on to the next thing.
  • Failure and the way you feel about your failure has a lot to do with your ego.
  • Look beyond yourself and your ego.
  1. Surround yourself with other superstars

Get rid of the “Negative Nancy’s” by literally running in the other direction as fast as you possibly can.

Surround yourself with other motivated and inspired people. Listen to people putting out positive content.

Ralph started out his Happy Someone Facebook Community.

Life is too short to be around negative people and negative people are going to bring you down.

You have the power to make the decision to not be around negative people. Remove yourself from a negative conversation.

Good salespeople never really have a horrible situation, company or boss. They realize that everything that happens to them is an opportunity to learn and do something better.

  1. Have fun and celebrate everyday

Celebrate the little things or the little wins every step along the way.

Happy Today! Celebrate just because.

Focusing on positive stuff = better output on personal life.

If you find yourself thinking that you said something negative, stop yourself and rephrase that into something positive. Keep rephrasing it until you get the negative thought off your head.

Build a snowball effect of positivity!

Current projects Ralph is working on:

App Your Biz, A flexible, online platform that allows businesses to take their marketing to a whole new level by allowing them to build their own mobile apps.

  • Option to choose 1 of 8 templates or a blank template.
  • All widget-based: Drag and drop widgets to build your app (Loyalty widget, Social Wall widget, etc).
  • Smart push notification feature – allows you to message anybody who has your app right on the home screen of their device (tips, specials, promos, upcoming events, etc).

Not having a mobile app for your business could actually put you out of business. Here’s why:

  • 79% of people are within reach of their mobile phones for 22 hours a day @RalphQuintero.
  • 80% of consumers will make a purchase via their mobile phones this year alone.
  • 70% of consumers research purchases via mobile.

App Your Biz makes it easy and accessible for business owners to have their own app and be able to partake in this mobile movement that is taking over commerce.

Connect with Ralph on Twitter @RalphQuintero and Facebook.

Find out more about Ralph and the awesome things he’s doing to spread happiness around the world over at www.happysomeone.com.

Affirmation for Entrepreneurs

App Your Biz

Ralph’s Major Takeaway:

Take massive action. Do big things. Stay motivated. And know what your why is. What is your why? Why do you do what you do?

Intro music by: http://www.freesfx.co.uk

Online MLM Leader, Ray Higdon, Homebase Business

TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales!

Online MLM Leader, Ray Higdon, Homebase BusinessHave you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success.

Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.

In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.

Here are the highlights of my conversation with Ray:

Ray’s entrepreneurial path:

  • Leaving his high salary job and getting into a real estate business
  • Market crashed and he wasn’t equipped to adapt and ended up losing every dime
  • Getting into home based business and turning it into a multimillion dollar generator

Overcoming fear and procrastination: The linchpin to a new life

His morning routine:

  • Reading his affirmations
  • Doing the hot-cold routine: Getting into a hot tub and plunging into cold water.
  • Using incantations everyday: Earn the towel!

Creating incantations as a psychological trigger:  Swing the bat!

Tips for overcoming fear:

  • Having a daily routine.
  • Being consistent.

How do you become consistent?

  • Creating a vision of who you want to become.
  • Holding on to the vision of that entity.
  • How this is different from your WHY

Creating a vision of who you want to become:

  • What does that look like?
  • What do people say about you?
  • How are you seen in your profession, employment, and among your sales people?
  • How do people view you?
  • How do you view yourself?
  • Who do you want to become?

How to develop your own vision:

  • Ray Higdon’s Vision
  • Simon Sinek’s great TED Talk, Start With Why: Ray thinks he falsely calls it WHY
  • Steve Jobs as a visionary
  • If you had a magic wand, who would you be?

2 critical elements to success that people should tap into:

  • Growth
  • Contribution

An example of Ray’s who has implemented what he’s talking about:

  • Quitting a job and getting to a point he’s making over $10,000 per day
  • Traveled and sent Ray a picture: a note from his wife about how much she loves him

Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.

Current projects Ray is working on:

Connect with Ray on www.rayhigdon.com and get fresh, new content every week. Or listen to his Home Business Profits podcast.

Check out Ray’s Workshop on Overcoming Fear and Procrastination. 

Ray’s Major Takeaways:

“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”

“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”

“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”

 

 

TSE 061: Eveline Pierre, Empowering Sellers with The Secret to Winning Big!

Eveline Pierre_mini

Let’s face it, as a seller sometimes we all fall into a rut or need an extra boost. Well, this is why I thought it would be great to bring Eveline Pierre on our show. Eveline is also known as the “Campaigner of Empowerment”. She is the author of  a book entitled “The Secret to Winning Big” with Brain Tracy. Eveline is also a  highly sought after speaker by the media for her expertise in Art, Entertainment and Empowerment.

Notably, Ms. Pierre is on the advisory board of Art Basel Miami Beach Brickell Avenue Literary Society and Miami Dade County Commission for Women. In 2012, Ms. Pierre has been awarded Black Street Excellence in Arts Award, ICABA Most Accomplished Caribbean American Executive, Miami Today 2011 front cover the “Achiever” and the In the Company of Woman Arts and Entertainment Women of the Year 2011.

In 2004 Eveline founded the first Haitian Heritage Museum in the world outside of Haiti to create a legacy for future generations. The museum has been critically acclaimed as Miami Best Museum 2010 by Miami New Times. Through books, CDs and seminars Eveline looks to empower 1 million people to live life on purpose!

Today, she is here to empower us on The Sales Evangelist Podcast. Here are some of the major takeaways from our discussion.

What does empowerment mean to you? 

It means you are not waiting for an affirmation to come in, you make things happen!

Why is the empowerment mindset so important to an entrepreneur and sales professional? 

Eveline shared that people will buy from you because of your confidence. When you are confident your ability to portray values increases drastically and clients will see that. When you are confident, you are able to express yourself more effectively and buyers can see and feel your conviction.

One simple way sellers can gain more confidence.

Record yourself doing your sales pitch several times. Just simply doing it without stopping and keep on going. When you are done, send it to a friend who does not know your business/industry very well. Take their feedback and refine your presentation.

Other  takeaways from Eveline:

  • Change your mind frame and you will see tremendous success. Don’t fog your mind with failure, focus on the positive or the abundance mindset.
  • Go to networking events with the idea of being a “GIVER” as oppose to being a beggar.
  • Don’t be afraid of sharing your top clients or contacts, great things will replicate back to you.
  • Maintain your imagine online, offline or where you may be. Be true to yourself in everything you do.
  • Never give up on your dreams no matter what you are going through!

Things Eveline is working on:

Eveline is currently developing “The Women’s Technology Alliance” in Miami.

Stay in touch with Eveline: 

Twitter

Facebook

LinkedIn

Eveline’s Book!

Remember as alway, go out and do BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

Ralph Quintero

TSE 002: Creating an Attitude of “Success” with Ralph Quintero

Ralph Quintero “AKA Mr. Happy”
Ralph is committed to having an AWESOME life! Ralph has a passion for excellence, personal development and the success of others. He lives life with no limits in his journey to achieve all of his dreams.

Ralph is a serial entrepreneur that enjoys sharing the keys to his success with anyone who is willing to listen (people like you and me). Most recently he founded Happy Someone to help people connect to their true purpose in life and The Great Business Project to help entrepreneurs get off the hamster wheel and take their businesses to the next level.

Before his latest ventures, Ralph founded several companies that have impacted thousands of people in over 100 cities across 21 countries worldwide. His clients have included some of the world’s most renowned brands and individuals.

Ralph enjoy’s paddle boarding, adventures, music, tech, and DJing. His wife and boys are the most important part of his life and contribute to all of his successes through their unwavering support.

Happy Someone Stickers

Ralph’s Affirmations

Click HERE to listen to it in iTunes! 

Music provided by FreeSFX