All posts by The Sales Evangelist

Psychology of Sales, Anita Nielsen

TSE 1242: The Psychology of Sales

Psychology of Sales, Anita NielsenBehind the sales process, there’s a whole psychology of sales that is part of the interaction between sales reps and customers. What does that entail?

As a sales performance consultant and coach, Anita Nielsen answers this question for her clients. She works with sales leaders and salespeople to help them up to their game and get them to where they want to go. As a sales coach, Anita does one-on-one training and offers sales enablement services. She is known as a fixer when sales aren’t going smoothly. 

Anita is also the author of the newly published book, Beat the Bots. 

In recent years, sales reps have been wringing their hands about how robots are going to take away jobs. Anita’s book was the result of hearing these same fears over and over again.  She doesn’t agree. She believes people who are great at customer service and building relationships will always have a job. The AIs won’t be able to learn empathy or trust and they can’t build that human connection. Buyers crave that connection more than ever due to the rise of technology. Customers want to work with people who they feel have their back and want them to succeed. They want sales reps they can trust and interact with. 

How AIs help the sales force

Computer-based programs can do many things. AI can help with jobs that entail just dialing or deal with a template but they will never promote trust or empathy. The complex purchases won’t be handled by AI and technology. When they need specific business outcomes, customers still want a sales rep to help them figure out how to achieve those outcomes. Trust and empathy are two of the biggest factors that keep a human connection in the sales force. Buyers want to work with people who can provide both. 

There are many things that a bot and AI can do. Some of the AIs are helping people to screen phone calls and can determine how long a salesperson spends talking to a customer or the length of time the customers are speaking. The technology won’t take away the jobs of salespeople.  Tech is there to make salespeople better by supporting their work. It’s not there to replace the valuable things salespeople do for their customers. 

Value is in the eye of the customer

When Anita talks with sales leaders, one of the first things they say is that their sales team doesn’t know how to articulate value to the customers. She then asks what they mean by value and Anita has yet to hear the same answers. What she does is break down value in three layers:

There’s the basic inherent value,  the general value. The general value is the reason why customers are buying. 

The second one is the company’s value. This value reflects what a company does that sets it apart from its competitors. 

A customer looks at who you are and what you stand for, and how well you understand your customers. As a company, these need to be brought together to bring personalized value to the customer. What can you offer to make your customers feel better or more successful? 

For salespeople and companies, the only thing that should matter is your customers’ perception of value and is to articulate how you can support those values. 

Salespeople’s job

As salespeople, it is our job to tap into the emotion behind the purchase and figure out what the customers’ motivations are. This discovery, however, has to come from a place of good intent. Be a salesperson who truly wants to help your customers succeed. People can sense your intention and good intention goes a long way. 

It is this mindset that will guide your interaction with your customers. High performers are the ones who are instinctively tapping into these driving emotions. 

Anita was working with a saleswoman a few years back who was selling medical devices. The device was sold to emergency departments and it helped get quicker results with less errors when checking for blood pressure and other stats. Every time a sale was done, training was provided to show the nurses how the device worked. 

After once a particular sale, Sharon the sales rep was working with a nurse director named Florence ( both names changed) and she wondered why Florence wasn’t scheduling the training for her team. Florence had been living in the States for 20 years but still had a thick Philippine accent. As a result, Florence was insecure and stressed about conducting the training. Sharon understood and so she offered to do the training herself. Six months later, Sharon got a call from six different hospitals. She had gotten referrals through Florence, the nurse she’d helped. Florence was a customer for life and was pointing new customers to Sharon. Be the salesperson who is able to anticipate and address a customer’s problems and challenges.

Be good at discovery 

The first thing you need to learn is to be great at the discovery. Learn to ask questions that are going to help evoke emotions. Use high-impact questions. For example, if you’re selling technology, you might ask:

  • Help me understand how you guys are using X technology today.
  • How well do you think your team is performing with that technology?
  • What are the reasons that are happening?
  • How do you think the team feels about leveraging the technology?

When asking questions, consider the hows and whys. Be humble and ask questions that will help you understand what your customer’s values are. Be real and sincere about learning your customer’s needs before introducing your product or service.  You first have to know the problem you’re there to solve first.

Anita teaches her clients the question of exercise.  In her book, Anita offers questions that can help launch these conversations and suggests picking out three that will help them master discovery. Her client gets to pick out the questions that feel most authentic them. Otherwise, methodologies don’t work if it goes against their nature.  These questions can be practiced and implemented over time. 

Language of the Elephant 

A social psychologist talked about the idea of change as a human rider sitting on top of a six-ton elephant. The rider represents the rational system of the brain and the elephant is the emotional system of the brain. The path is the change that needs to be made. 

When talking to the rider, you’ll talk about the data and the features.  If you’re talking to the elephant, you understand what the team’s pain is, what the initiative is to them. At the end of the day, if you want to sell, you have to sell to that elephant so the rider and the elephant can move together. If a salesperson gets this, they can change the way they interact with customers immediately and it changes the whole dynamic. 

“The Psychology of Sales” episode resources

Find the book on Amazon, Beat the Bots. You can also connect with Anita via her LinkedIn account

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. 

 

Mahatma Gandhi

TSE 1241: Best Sellers In History Series 5 – “Mahatma Gandhi”

Mahatma GandhiDepending on who you ask, hearing the name Mahatma Gandhi may bring up the titles of leader, spiritual guide, a person of nonviolence, The Father of India, and many more. You may think about the man who defied the British Empire. How did one man make it possible? How was he able to get millions of people to follow his ideals and eventually shape the rest of Western culture? 

For this episode, we will look at Mahatma Gandhi and explore the traits that made him an influential person. 

Sales Spotlight – Mahatma Gandhi 

Mahatma Gandhi was born on October 2, 1869, in Pordabander, India. He studied law in London but moved to South Africa in 1893 where he spent 20 years opposing discriminatory legislation against Indians. Gandhi was from a successful family, his father a successful merchant. Gandhi’s experience in working for a law firm in South Africa led him to focus his efforts on helping those who are disenfranchised by society.

One particular day, Gandhi was riding on a train in first-class.  Being a man of means, he’d the money to pay for the ticket. However, another passenger in the first-class didn’t like that an Indian was riding there as well. The conductor tried to encourage Gandhi to move to the lower class but he had paid for the ticket and had broken no laws. He defended himself and was thrown off the train. 

Gandhi went back to India and supported the home rule movement, where Indians could rule themselves, independent from the British Empire. The British had come into India and raked the country’s resources for 200 years. The British originally talked about how they were going to help the people and the economy and would create jobs, but it didn’t happen in India’s favor. Most of the money went back to England and English people started to look down on the poorer Indian people. The English people were able to take the whole of India because India wasn’t united. 

Indian Revolution against Britain 

The largest rebellion against the British took place in 1857 and it lasted for 18 months. The British called it the Indian Mutiny and it started to spread even though the British downplayed the rebellion and by calling it a mutiny. Both sides had a difficult time but the British eventually won. Many of the Indians were conditioned to think they couldn’t fight against the British despite their huge number. Instead of fighting for their own battle, the Indian army became the backbone of the British empire. 

The British Viceroy, Lord Curzon said that as long as they ruled India, they would be the greatest power in the world. The Indians, however, wanted their freedom and their own democracy. 

The lack of unity 

Imagine the same situation in the B2B world. Suppose a new client has a huge problem? They have tried to fix it in the past but they weren’t able to win against it.  As a result, they started to just live with the problem. Within the company, there could be groups of people who have great ideas on how to solve the problem but there’s nobody who is unifying them. Every department keeps doing the best they can and everyone just lives with the pain. They need a powerful leader who can recognize there’s a problem, bring all the groups together, and create a solution as a team. 

Mahatma Gandhi showed that kind of leadership. 

Going to the masses

Unlike other politicians and wealthy people, Mahatma Gandhi spent time with the masses. This was very similar to what Jesus Christ, Mother Teresa, Abraham Lincoln, and the other personalities in this history series did. They wanted to make a lasting impression so they spent most of their time with the masses. If you want to make a massive impact, you need to go to the people. 

The same is true for Mahatma Gandhi. He went among the people and built relationships with them. He tried to understand what was going on in their everyday lives. This allowed him to see the challenges they were facing as the oppressed people of society. He was able to articulate their problems and speak for the people. He became the unifying voice. 

Sales reps understand the clients’ pain 

Much like with Mahatma Gandhi, sales reps need to understand their clients’ pain and see where they’re coming from. You shouldn’t just be a salesperson who comes in trying to get the money and resources.  You are a person who should be able to identify with the pain of your clients. Being able to relate to people at that level will earn you their trust. People will respect you and have confidence in you. They don’t give you money for anything. They give you money because they believe you can solve their problems. Build rapport and talk to your customers regularly.

How can you do that? 

  • Send them birthday cards and email
  • Send them articles and information you find online
  • Keep in touch with them
  • Touch base with your current customers

As a sales rep, it is important to build rapport, understand where they’re coming from, learn about their challenges, and be involved with their lives. 

Give them a solution 

The second thing that Gandhi did was that he gave people a solution. He wasn’t focused on raising an army of who would fight the enemy on the battlefield. He didn’t have an army but he was able to suppress and bring down a British Empire without having to set foot on the battlefield. Gandhi gave them an unconventional solution to a conventional problem. If he had tried to fight the British in a physical battle, he would have faced an uphill battle. 

The British didn’t know that. As a salesperson, adopt a mindset different from other salespeople in your field. Instead of trying to fight a losing battle,  look for another strategy. Do the opposite of what everyone else is doing. 

For instance, Gandhi boycotted the British mill and textile industry and that hurt the British economically. Because Gandhi had built a good relationship with the people, they listened to Gandhi. 

Gandhi presented an unconventional solution. One of Gandhi’s significant protests wat the Salt March. The salt tax affected mostly poor people. Even though India had salt as a resource, they weren’t able to use it and instead, had to buy salt from England. Seeing the problem, Gandhi started a protest that gained momentum as it went on. 

Solve your clients’ problems 

As a B2B sales rep, think of the ways you can solve your clients’ problems and look at it from an unconventional standpoint. Do some research and look for unique ways to solve their problems. Always bring something to the table your competitors haven’t done before or don’t already do. Be a new resource, think outside the box, and paint outside the lines. 

If there is a bid and you’re up against competitors who are trying to solve the same exact problem, try to look at it differently so you can provide a different and better solution. Even head to head with all things remaining constant, you can still find ways to stand out. 

Translate their pain into words and feelings 

The third trait of Gandi is the ability to translate peoples’ problems into words and feelings. He was able to paint a vision for them of what life would be like in an independent India. 

Say a company offers sales training. Instead of saying what the training is all about, we paint a picture of what the company and profits can look like after the training. Sales reps need to dig deeper to be able to come up with specific solutions. If you want to become the top seller of your organization then you have to figure out your clients’ problems and simplify the way you present your solutions. 

Death of a great man 

Mahatma Gandhi was eventually assassinated and at his burial, over 1 million people came to mourn. He was known as the person who inspired nonviolent solutions. People followed Mahatma Gandhi because he helped with a sincere heart and a mind for the people.  His protests weren’t just political stunts. He loved his people, he loved his faith, and he loved his country. 

Best Sellers In History Series 5 – “Mahatma Gandhi” episode resources

As a recap, Mahatma Gandhi showed three traits: 

  • Going to the masses
  • Give them a solution 
  • Translate their pain into words and feelings

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.

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.

Mads Singers, DISC Assessment Profile

TSE 1239: What Is The DISC Assessment Profile And How Can It Help My Sales Team?

Mads Singers, DISC Assessment ProfileThe DISC Assessment profile is an important training opportunity for any sales team. It is one of the tools many sales reps have started to utilize as its reputation for personality assessment has grown among sales leaders and their companies. So what is the DISC Assessment and how can it help your sales team?

Mads Singers is a management coach.  He has been in the management field for 15 years and has worked with industry giants such as Xerox, IBM, and more. For more than seven years, Mads has been running his own business. 

What is DISC?

DISC Assessment Profile is a behavioral framework similar to Myers-Briggs. It’s a framework to help people understand themselves and other people. The acronym DISC stands for:

  • D: Dominance
  • I: Influence
  • S: Steadiness
  • C: Conscientious 

Everyone is born unique; however, there are traits that certain groups of people share. If you look at a sales team, for example, you can see that many members have similar personalities.  Salespeople, as a whole, tend to be assertive and focused. Typically, they are also comfortable around other people. These are traits that most successful people have so sales managers tend to be drawn to these types of personalities when hiring sales reps. 

DISC Assessment Profile is immensely effective when looking to hire the right people for the right jobs. Many assume that people are motivated by money but the truth is that people are motivated by goals and having the ability to achieve their goals. 

Facing the challenge

There is a challenge when you are selling to someone who is not like you. Salespeople need to understand the different ways other people think. Sales don’t just happen from a meeting.  Rapport has to be built and it’s not as easy when the seller and the buyer don’t connect to people in the same way. For instance, people from software and technology companies aren’t your typical salespeople.  They don’t talk as much and they want to cut straight to the point.

This can be a very abrupt style of communicating for buyers who need more of a relational approach. For such different personality types, it’s harder to build rapport because the style of communication is so different.  The salesperson has to be mindful that they will not always get to sell to a client the way they themselves want to be sold to.  It’s up to the salesperson to uncover what style is needed for each unique client. 

Different Personality types from the DISC Assessment Profile

There are four personality types reflected in the DISC Assessment Profile:

  1. D – Dominance 

The high D personalities are very driven people. These are the people who don’t usually smile a lot because they’re constantly thinking. They are focused, law-oriented, money-oriented, and power-oriented. They are the people who will do whatever it takes to get whatever they want to get. You will find a lot of these people at the highest level in big organizations because they are willing to do whatever it takes to meet their goals.  These personalities push people to the extreme but they are willing to work just as hard or harder. 

  1. I – Influence

High I personalities are typically salespeople. They tend to be loud and talk a lot. They are the storytellers. Sales managers hire these personality types because of their ability to network and talk to strangers. Because of this they usually know a large pool of people.  In sales, referrals are essential and high I’s know how to call in favors. They have a very positive mindset and know-how to inspire people to follow them toward their goals. 

  1. S – Steadiness

The high S groups are the moms and uncles of the team. They are the ones who are more focused on others than on themselves. Their happiness comes from drawing out other peoples’ joy and they don’t adapt well to change.  High S’s are people-focused but aren’t the ones who are going to start a conversation. They’re in the corner wanting someone to initiate the discussion first

  1. C – Conscientious 

Lastly, the high C personalities are the accountants and financial people. They love learning every minute detail and will ask a lot of technical questions. These people generally shy, however, and prefer not to have verbal communication. They are very detailed and want to know everything about everything. Salespeople who don’t know their product well fail to make a sale with Cs. 

Hiring the right sales reps

Most salespeople are high Ds and high Is. These are the people who have a mix of high drive and are also excellent networkers. One challenge with having an assessment test for salespeople before hiring them is that most people will tell you what they think you want to hear. Some can tweak their tests to have a result similar to what you’re looking for. The other challenge is that people don’t know themselves well enough to give accurate answers. 

Just realize that natural behaviors do not change. Even when your personality changes, your natural behaviors stay the same.  There is hope for people who are hiring. People can learn coping traits. Someone who is naturally loud, for example, can train themselves to be quieter around quiet people. 

Identifying the person you’re talking to

There is an easy way to connect with someone who has a different personality trait or communication style. Watch them and mirror their speech and/or body language. Try to adopt some of what you observe as you’re talking.

When you meet a person with a different personality  and you want to sell to them, adjust more to their behavior to build a significantly stronger rapport with them. If you are a high D and talking to a high S is a challenge, mirror them and they will likely warm up to you. 

From a management point-of-view, you can hire people even when they don’t share the same personality as long as they help you build value for your business. If you want to be more effective with people around you, try and behave more like them. It doesn’t mean you turn into them but you’re going to have a much better relationship if you can match the behavior. 

“What Is The DISC Assessment Profile And How Can It Help My Sales Team?” episode resources

Reach out to Mads Singers via his website. He also has a training course called Management Mastery that’s designed for business owners. If you have more sales concerns, 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.

The Sales Evangelist

TSE 1238: Best Sellers In History Series 4 – “Benjamin Franklin”

The Sales EvangelistThis is the fourth episode for the Best Seller in History series. This time around, the sales spotlight is on Benjamin Franklin. 

Despite Benjamin Franklin only having two years of formal education, his inventions are used to this day. He was a phenomenal writer when he was a teenager and was an inventor throughout his life. Franklin was a statesman, designed a musical instrument used by Mozart and Beethoven, and was an abolitionist in his later years. It’s worth noting he was also a writer, painter, political philosopher,  politician, Freemason, diplomat, and so much more, including a phenomenal seller. We will explore five reasons why.

Sales Spotlight – Benjamin Franklin

One of the founding fathers of the United States, Benjamin Franklin grew up in Boston, Massachusetts. Due to financial constraints, he wasn’t able to finish his formal education so he worked as an apprentice for his brother who was in the printing industry.  When Benjamin was 15 years old, his brother founded a newspaper called The New England Courant. His experience in his brother’s company helped in shaping his skills as a phenomenal seller. 

There are five reasons why Benjamin Franklin was so effective:  

  1. Problem-solving skills
  2. Curiosity 
  3. Ability to seek knowledge
  4. Learning from smarter people and masterminding 
  5. Ability to build a strong rapport

Ability to solve problems  

Benjamin Franklin had extraordinary skills in problem-solving and used this talent throughout his life. James Franklin, his brother, was running a newspaper but he wouldn’t allow Benjamin to write for the publication. He realized the solution was to ghostwrite through anonymous letters, under the guise of being a middle-aged widow. The anonymous letters focused on what was going on in the community so it naturally piqued the interest of the readers. 

Benjamin would slip the letters under the door of James’ newspaper each night. Each morning, James and his friends would discuss and debate the content of the letter. The letters got published and Benjamin’s alter ego became a popular contributor to the paper. His brother wasn’t happy when he found out that it was Benjamin who was writing the anonymous letters but had no choice but to continue publishing for the readers who loved the anonymous letters. 

Sometime later, James was thrown in jail after writing something that wasn’t favorable to the government. During his absence, Ben ran the newspaper without major issues. When his brother came back, Ben presented the idea of partnership. When James didn’t agree with Ben’s proposal, Ben decided to leave and went to Philadelphia.

Problem-Solving skills as a sales rep

There are times when buyers don’t even recognize they have a problem. They are so focused on the status quo and happy with their current system that it doesn’t occur to them to change things. They refuse to learn more or don’t realize there is more to learn. 

The prospect may even have problems they’re not aware of.  Others have identified their problems but they just have a band-aid solution to ease the discomfort. As a sales rep, you need to find a way to actually solve the problem. That’s what Benjamin did. Even when he asked his brother, James said No repeatedly. Ben thought outside the box and he thought of ways to address a problem regardless of the decisions made by James. Your job is to help your clients recognize the problem and present them with a solution, even if they may have objections. 

Be Curious 

Benjamin Franklin was curious and was a voracious reader, consuming books and literature.  He was always learning.

This love of learning led him to create an almanac where he included tips and advice that could be applied to everyday life. As a result, his almanac stood out from the rest of the competition. 

Benjamin’s curiosity was ever-present, even after his retirement in the publishing industry. He made many inventions and even received recognition from the King of France due to his skills as a scientist. Money wasn’t his motivation for inventing things.  It was more for satisfying curiosity and creating a better society.

Curiosity as a sales rep

Sales reps who are curious are the ones who are able to dig deeper and as a result, offer true value. Take for example a sales rep selling a SaaS software solution. It is a service that allows you to send mass messages to clients and interact with them. If the sales rep presenting the product jumps directly into the proposal and price offer, he will likely lose the deal. 

Consider another sales rep who is very curious and wants to figure out why they need the text messaging service. She wants to find out how the client can take advantage of the software. It will be easier for the second sales rep to actually make the sale because she’s gathered more information. She’s able to build more value by asking effective questions. Your curiosity will help you land deals because you’re willing to put in the extra effort.  When meeting with clients, always go deeper. It all comes down to providing value to your client. 

Keep on learning

Benjamin Franklin had an affinity for learning and that is what made him stand out from his contemporaries. He always knew a little more. When he was left in Europe with no money, he took it upon himself to learn the printing industry of England. When he came back to the US two years after, he had an arsenal of knowledge ready to use.  He was able to successfully turn his business into a success and take advantage of opportunities that allowed him to learn more about the daily operations.

As a sales rep, you can fuel your mind by reading books and listening to podcasts related to your industry. Keep on learning more about your clients. Read more newspapers and know the trends. Read up on current events and research how these trends affect your industry. Take part in training and workshops that will help you improve, not only as a sales rep but also as an individual. Provide the value as a consultant within your space. There’s nothing new under the sun but you can always learn something new from other people.  We can never know enough.

Learn from smarter people 

When Benjamin Franklin first came to Philadelphia, he was a boy who was broke, dirty, and dingy. Benjamin realized that in order for him to excel, he had to learn more. He didn’t have much but he had nice clothing. That helped him hung out with the right people, the high society. He spent so much time with these individuals, the people around him just assumed he was already successful and belonged.

This inclusion allowed him to network and make relevant connections. It was a smart strategy and he thrived. Benjamin Franklin even organized a group that would be able to benefit from one another. There were 12 members initially and all the members were from different backgrounds. What they had in common was they shared an inquisitive spirit, a desire to improve, and they wanted to help others in their community. Among them were painters, surveyors, clerks, bartenders, and more. The members were older than Benjamin Franklin but he was clearly the group’s leader. 

Make it a point to learn from smarter people and associate with them. Being in a group will help you thrive but the moment you become the smartest person in the room, you need to find a new group. The people within your group will challenge you, push you, and help you grow in your career.  In a mastermind group, there’s a lot of accountability in place because you’re there with a purpose. Be dedicated to your group and its goals.

It’s important to look the part you want to become. Come to the group looking put together and be professional.  

Ability to build rapport 

Benjamin Franklin knew the ability to build rapport helped him solidify his biggest deal and he understood it’s one of the most important facets of sales. 

The TSE Certified Sales Training Program is designed to help salespeople learn how to build value and build rapport. It helps salespeople land deals by training on what to say and asking effective questions. 

Andrew Rosebrough is the owner and president of Portable Medical Diagnostics, a mobile x-ray and ultrasound company servicing various parts of Florida. His company has taken on some of these principles Benjamin Franklin taught over the years and it has helped his company to thrive.

Some salespeople think to be a great seller, one also needs to become a great orator. Contrary to that belief, Benjamin Franklin wasn’t much of a speaker. He was more of a listener than a speaker. He felt like he didn’t know what to say all the time. An author pointed out that the best-sellers are not the extroverts or introverts, they’re the ambiverts – the ones who fall right in the middle. 

The Scenario 

In Benjamin Franklin’s time, the United States was in trouble. They were fighting the British and the situation was bad. The American soldiers were underfunded and undersupplied.  Their circumstances were dire. The French, however, were secretly assisting the U.S. armies but they weren’t fully committed to helping the soldiers just yet. Luckily, Benjamin was already famous in Europe. He was an inventor, a scientist, and the French people knew him. Benjamin Franklin also learned French and the French people appreciated that. He was charismatic and he used that to his advantage. Benjamin socialized, networked, and made sure to play their game.

Benjamin just didn’t ask for what he needed right away, he first played the long game and learned the way of the French and it softened them to his requests. His counterpart was John Adams but John was the typical American and the French didn’t like him. He made no effort to level with the French. 

Understand your clients

As a salesperson, you need to understand your clients and what they like to do.  Try to be part of that. Discover what makes them tick. Spend time with them and get to know them on a personal level. 

This can be difficult because you may have other things you like to do more. This is, however, an investment to land that big deal. John Adams didn’t take the time to understand the French and because he was forcing business, he was kicked back to the U.S. 

Employ the platinum rule like Benjamin Franklin did. The platinum rule says, treat others the way they would like to be treated. 

Best Sellers In History Series 4 – “Benjamin Franklin” episode resources

Benjamin Franklin was an amazing seller. Here are the five reasons why: 

  • Problem-solving skills
  • Curiosity 
  • Ability to seek knowledge
  • Learning from smarter people and masterminding 
  • Ability to build a strong rapport

Connect with Andrew Rosebrough via his LinkedIn account or visit their website.  

If you have more sales concerns, 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.  

It’s also brought to you by B2B Sales Show with a different podcast format. It has a rotating co-host and they brought in multiple sales though leaders and half a dozen other co-hosts that are either interviewing the guests or sharing quick hit tactical content themselves from their own lessons throughout their sales career. They have multiple episodes a week. 

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 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. 

Justin Su'a, Sales Habits

TSE 1237: 10 High-Performance Habits That Lead To Success 

Justin Su'a, Sales HabitsAn article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

  • Win the morning
  • Do hard things
  • Embrace feedback
  • Learn from failure
  • Choose your attitude
  • Do one more
  • Have a purpose
  • Recommit every single day
  •  Be patient
  • Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

“10 High-Performance Habits That Lead To Success” episode resources

Success is a choice. As a salesperson, always make the right choice. Follow these habits that lead to success. Contact Justin Su’a via Twitter, Facebook, and Instagram. 

If you have more sales concerns, 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. 

Nicolas Vanderberghe, Customer-Facing Solutions

TSE 1236: The Next Wave in Customer-Facing Solutions

Nicolas Vanderberghe, Customer-Facing SolutionsWith the new year, we are all looking towards the next wave in customer-facing solutions available for us. This is important as it helps improve our business and sales strategies. 

Nicolas Vandenberghe is a CEO and entrepreneur. Nicolas is originally from France but has now lived in the U.S. for a good part of his career. He’s been working for tech companies, working at Chili Piper since 2016. The company’s biggest vision is to improve sales and completely transform the industry by using digital tools. 

Big companies like SalesForce specialize in back end algorithms and can miss the opportunities on the front end.  This is where Nicolas’ company helps its clients thrive.

Salespeople used to be technophobes and hated the idea of using technology in their sales process. As new technologies have become available, salespeople now adapt to a variety of tools and have become savvier. 

Next wave in customer-facing solutions

The sales industry tends to move in waves. First, it was about automating internal processes, and that’s why we have CRM. It ensures that everything is recorded so, in any situation, much of the sales cycle happens in the backend. 

The next generation helps with the interaction and is referred to as customer-facing tools. This is the next wave in customer-facing solutions. 

An opportunity that Nicolas’ team addresses is in the booking, or scheduling a meeting. In sales, even before the first meeting, an opportunity has to be created to book a time and engage with a prospect. The easiest example would include inbound products, called the concierge.  In earlier days, the concierge occurred when prospects visited your site, and let you know they were interested in learning more by filling out a form that provided contact information for the follow-up. Upon clicking the submit button, they’d be brought to a thank you page and told that someone would be in touch.  The prospect was left wondering who would get in touch and when. In some cases, there would be no follow up so retention was lost. Many companies are losing more than half their pipeline due to a broken process. Businesses can lose up to 80% of their leads because they don’t act fast enough. 

Qualifying the prospects

Nicolas and his team built an intelligence solution to address this problem. In their version, once the prospect fills out the form for submission, Nicolas’ company uses the information from the form to qualify the prospect right away. They look at the prospect’s company size and the criteria set by their client to qualify. They’re able to do this, and reach out to a salesperson, in real-time. They call the prospect’s number and when they pick up, the prospect is connected immediately to a salesperson. If the sales rep isn’t available, a calendar is made available so the prospect can book a time that works for them, all with one click. 

Streamlining the front of the sales cycle allows for more direct revenues. Companies that work with Nicolas’ team have seen an increase in revenue and conversation rates between 50-100%. They’ve even seen many companies double their conversion rates.  Some companies have even started to work with them with as little as 30-40% conversion, losing 60-70% of their leads. 

Business to small businesses

When a prospect wants to purchase a product or service, the quickest company to reply is typically the one that will get the account. This concept is called business to small businesses, where a bigger company is sending to small businesses. They don’t have an army of people to go through a procurement process.  Instead, they’re going to look for a variety of vendors. These are the types of prospects that bigger companies are losing. It’s because they fail to act quickly and respond to their prospects’ needs. 

For a larger enterprise, the buyer has more time but they’re also going to look at how they are going to be served. The solution to this is called the red carpet. This means showing up, taking the form, and immediately offering the option to talk to somebody. This strategy of being direct is another boost to your conversion rate.

As a salesperson, you need to remember that the very beginning of the sales process is to make sure that things end on a very good note. 

B2B and B2C

Things don’t go as fast for B2B because of the different teams involved in the sales process. The marketing team is in charge of bringing in traffic to the website. The sales team is in charge of managing the resulting. Each of these teams follows their own processes. The problems can begin when there’s nothing that brings these two teams together. The greater the number of people involved, the more inefficient the process becomes. 

It takes a long time for people to adapt to the changes.  Different teams can have their own incentives and may not be completely aligned with the company’s goals. 

The breakdown of the decision-making power between the marketing team and the sales team is the reason why B2B may not be as effective as B2C. 

Increased conversion rates

There have been many companies that have sought Nicolas’ company’s services and some have doubled their conversion rates. Every customer with Chili Piper increased their conversion rates by at least 50% or more. The company called Grow.com and its marketing operation were very keen on optimization, especially after they plateaued at a 40% conversion rate. The company went to Chili Piper. Upon implementation, they went up to 68% in their first month and 72% in the second month. That is a drastic jump from 40%-72%. More revenues mean more pipelines, and more pipelines mean more profits. 

It can take time to get everybody on board to adapt and accept the changes. However, when that’s done and the solution has been deployed, it becomes a beautiful success story. 

Re-educating the market 

There are people working for a company whose sole job is to make calls and set an appointment. When they are able to set a schedule, they get a commission. These middlemen aren’t needed under the new system. This can understandably lead to resistance. 

This process needs more education so people know how to use the resources available. This knowledge ensures that everyone is aligned.  Everyone using this system will be better off. 

What can you do?

Collaboration between sales and marketing is a recipe for success. When you meet your prospects, you need to be prepared. Have prior meetings so you can make the most of your time with the client. The marketing team prepared the presentation and the sales team meets with the customers. There must be something that connects the marketing team and the sales team. 

To address this, Chili Piper created the events workspace where it becomes easier for both teams to schedule. The marketing team will be able to explore the sales team’s calendar. They then schedule meetings ahead of time. The sales and marketing teams need to collaborate with each other to ensure an increase in revenue. 

Salespeople need to understand these new customer-facing tools and their massive impact on their business. This a hyper-competitive market. Companies who are struggling should rethink their sales process and look for ways to optimize the opportunities that are currently available. Companies that ensure the buyer has the best and fastest experience all the way through the entire deal will have a much better chance at closing. Map out your journey and look at the places where your processes are optimal. 

“The Next Wave: Customer-Facing Solutions”  episode resources

Reach out to Nicolas Vandenberghe via their website to know more about the next wave in customer-facing solutions. You can also call out to Donald if has some time. 

Reach out to Dave Mattson via his LinkedIn profile. You can also email him directly at Dmattson@sandlercut.com

If you have more sales concerns, 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. 

 

Mother Teresa

TSE 1235: Best Sellers In History Series 3 -“Mother Teresa”

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Disclaimer: This episode is in no way trying to influence listeners on their religious beliefs. 

Mother TeresaThe Best Sellers in History series is focused on people who were influential in helping others recognize what was best for their future and motivated them to take action. The first episode focused on the impact of Jesus Christ and the second episode was about the persuasiveness of Abraham Lincoln. In this episode, the spotlight is on Mother Teresa. 

Mother Teresa wasn’t viewed as a sales rep but she shared a vision and a cause with everyone she spoke to.  Her ability to influence and lead others gained such momentum that her impact reaches well beyond her lifetime and the borders of India where she served.

The Missionaries of Charity, established by Mother Teresa in 1950 began as a small order of 12 nuns and has now grown to more than 4,500 nuns who are actively working in over 600 missions across 133 countries. Through her efforts, Mother Teresa went on to receive a Nobel Peace Prize.  After her death, she was honored as Saint Teresa of Calcutta. Mother Teresa set out to serve others and model to others how they could join her. 

Let’s take a look at the reasons she was so influential and how we can use the same principles in your B2B sales efforts. In this article, we will discuss 5 main points that made Mother Teresa a historical figure of great impact but first, what were her roots? 

Humble beginnings

Mother Teresa was born on August 26, 1910, in Scopia, the capital city of North Macedonia. She eventually left to serve in Ireland and then went on to India where she spent the majority of her life. There, in 1950, Mother Teresa founded the Missionaries of Charity, a Roman Catholic religious congregation. The nuns took the traditional vows of chastity, poverty, and obedience but in addition, they professed to wholeheartedly give their service and strength to the poorest of the poor. 

Because of her tireless efforts and huge impact around the world, Mother Teresa’s lifetime was filled with awards and recognition, including the Nobel Peace Prize in 1979. How did she go from such humble beginnings to gaining international recognition and worldwide impact? Five reasons:

  • Deep conviction
  • Taking action without hesitation
  • Adept in building a strong rapport
  • Ability to teach
  • Drive to push against the status quo

Let’s take a look at how these principles can be applied in B2B selling. 

Deep Conviction 

A nun is a member of a religious community of women living under vows of poverty, chastity, and obedience. They typically live in a convent or monastery under a life-long calling. Nuns can focus their efforts on various causes such as education and healthcare.  Unmarried, they focus on a higher calling. Unlike many missionaries who may commit to a finite amount of time in the mission field, most nuns commit their entire lives to service, like Mother Teresa. She dedicated her entire adult life to serving and helping others, usually the poorest of the poor. She was the epitome of selflessness, committing to what she believed in until she died in 1997. Millions of people around the world believe in God but not everyone has the same conviction to serve others the way Mother Teresa did. 

Conviction should be important to you as a B2B sales rep because you need to believe in what you do, what you sell, and how you can serve others through your business. If you want to help others by asking them to take action toward change, there has to be a belief in you that will translate to your prospect. Sales reps often jump from one job to another looking for a company that will earn them more money or they go from one industry to another.

Conviction as a salesperson

If this is you, understand that frequent changes can keep you from the commitment to the product or service you’re selling. For buyers, a sales rep who doesn’t stick with a company can translate as someone not dedicated to sticking to what they represent. Buyers can see a salesperson who isn’t willing to be there long-term. 

OB Smith shared that confidence and enthusiasm are the greatest sales producers in any kind of economy. A sales rep without much confidence and conviction in what he’s selling usually doesn’t get many sales. 

Sales reps must have conviction and passion. Confidence is contagious and that’s how people perceived Mother Teresa. They saw her confidence and passion and were convinced to work with her and support her cause. 

When you keep hopping from company to company, you don’t give yourself time to believe in what you’re selling. #SalesFacts

Build your confidence 

You can build your confidence by sticking with a company and product you believe in. If you love CRMs than look for a company that makes you feel confident in their mission and what they’re doing. If you believe in the product you’re selling, and you’re a consumer yourself, you’ll be able to share the value of your product even better. Do your research.  Learn about how other customers are finding success with these same products, read success stories, and get personally involved with your own clients. Talking to people about their successes will bolster your confidence, conviction, and passion as well. Potential clients will see this in you and through that connection, you’ll make sales with a higher retention rate. 

Ability to take action without hesitation

Having conviction is great but you also need to check your commitment level. Mother Teresa took her commitment to another level on September 10, 1946. She was on a train ride when she was struck by inspiration. Mother Teresa decided to leave the protective walls of her convent to help the poorest of the poor and be among the people who needed her the most.  It was her new calling and her mission to go into the streets to help the sick and afflicted. 

It was during this time that India was gaining its independence to recognize what was best for their future and motivated them to take action.

Amidst the chaos

The tension was high. Despite the chaos, the nuns were protected against all the violence. They had food, funding, and an education system. They were provided with everything they needed. While others prayed for the poor, she left the safety of her gated home to take food to people living on the streets. The convent protects her and people wants her to go back there 

 Locals looked up to her and people cared for her. The inspiration she had in the train was far more powerful, however, and she wouldn’t be deterred. She knew she needed to leave her position in the convent to serve the poor. Because of this, Mother Teresa sought exclaustration, an option given to members of the Catholic church who are religiously bound that allows time to live outside their religious institute. Mother Teresa had to get permission from the local leaders and hire ecclesiastical leaders from the Vatican to be granted permission to go outside and help the poor. She was given permission to have three years and upon completion, she filed to create her own congregation, the Missionaries of Charity. 

Mother Teresa saw a problem, she wanted to fix it, and she took action. She didn’t wait to be asked.  She took the initiative and moved forward. 

Taking action as a B2B sales rep 

As a B2B sales rep, consider creating content that’s going to be relevant to your ideal customer. Most reps don’t take advantage of providing solutions for their clients. A member of  LinkedIn posts every single day. His followers know he will answer their questions or he shares insight to help his potential customers. This gives him a lot of connections and has led to more conversations. His efforts result in natural engagement because his posts make people curious about his services as they come to trust his expertise and level of commitment. It’s a simple concept but it takes a lot of work. What keeps him going is a commitment to do something for his potential customers every day. 

Take action and dedicate yourself to your cause. Start by writing thank you notes or sending cards to your clients. Don’t wait for the HR department to do it. Have the initiative to take action. Do it because you care for them as individuals and as human beings. What separates the greatest salesperson from an average salesperson is their dedication and commitment to their job and their clients.

Building a strong rapport

Mother Teresa built long-lasting relationships with people. She could have stayed in the convent but she needed to do something more. Mother Teresa left to live among the poor and her conviction was so strong that it pushed her toward action. She spent months with people from all walks of life after coming out of the convent and built rapport and relationships with them. The people who once hated her eventually became her protectors. 

You need to build rapport as a sales rep. Get to know people and your ideal customer. Listen to them when you have a conversation and be genuine. Follow people and businesses, read the news that would be relevant to them, and stay updated. 

Taking this extra time and effort will position you to be more caring and help in building genuine rapport. If you want to have a strong influence, find a way to become a part of the community. Find a way to give back. 

Ability to Teach

Mother Teresa was a teacher for 16 years before she left the convent. Because of her experience in teaching, not only did she know how to interact with people, she knew how to ask questions and was able to break down complex ideas in a way that people could understand. When she was outside the safety of the convent, Mother Teresa didn’t have the same resources but she did what she could. She began teaching the local children the alphabet and other beginning education. She knew how to command attention, and as she taught the children, the adults began to also pay attention. 

As a sales rep, look for ways you can educate your customers even if you get nothing in return. Whether you’re going to an event or appearing as a guest on a show, look for new insights gained from these activities so more people will benefit from your experience. Offer effective guidance. 

Drive to Push Against the Status Quo

Mother Teresa told her leaders she wanted to go outside the compound and live among the poor.  At that time, it was unheard of. Some saw it as an act of defiance because it wasn’t the norm but she was determined. She went through all the proper channels and while there were people who were against her goal, there were even more who supported her. They understood she was on a mission to do God’s work. 

Abraham Lincoln pushed against the status quo and so did Jesus. They were very passionate about elevating the people who lived during their era to build a better future. It pushed them to go against the current. 

As a salesperson, you can do the same thing by veering away from the status quo. While others are just working 9 to 5, making traditional calls and appointments, and watching Netflix during breaks, you can set a higher standard for yourself and your customers. 

Consider hiring a sales coach, read more books, and listen to sales podcasts. Educate yourself by going to different events, and take the time to research your product and services so you have a better understanding of their value. Being average will gain average income. Be someone who’s earning significant income by making a difference in people’s lives. If you want to be somebody that’s going to have a strong influence, be someone who acts beyond the ordinary. 

Best Sellers In History Series 3 -“Mother Teresa”

As a recap, here are the five reasons why Mother Teresa became so influential: 

  • Deep conviction
  • Taking action without hesitation
  • Adept in building a strong rapport
  • Ability to teach
  • Drive to push against the status quo

If you have more sales concerns, 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. It’s also brought to you by B2B Sales Show with a different podcast format. It has a rotating co-host and they brought in multiple sales though leaders and half a dozen other co-hosts that are either interviewing the guests or sharing quick hit tactical content themselves from their own lessons throughout their sales career. They have multiple episodes a week. 

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. 

Sam Edwards

TSE1234: How to Grow Sales with Local Networking Events

Sam EdwardsAll salespeople have tried to grow sales with local networking events. Many organizations utilize these events to bring awareness and drive sales. It’s a strategy that truly works. 

Sam Edwards is the Chief Marketing Officer of SEO.co. It’s a content marketing and link building agency based in Seattle. He’s been in the digital and marketing space for the past 10 years and now he’s focused on hosting marketing events to get more clients on the sales side. Sam has experience working with TEDx talk and has written for Forbes, Inc, Entrepreneur, and other large publications.  Through this work, he’s developed his teaching side and helps local communities build their own stories and plans.

Sam has a meet-up group with approximately 400 members.  Another he’s affiliated with has over 300 and a third has close to a thousand members. Sam’s group has an average attendance of about 50 – 100. They have an upcoming event this February 5th that’s slated for over 120 people. Typically, the idea of going to a networking event right after work isn’t that appealing to people who work 9 to 5 jobs. Sam’s group met that challenge by creating events that are more like fun outings so people were excited to attend, even after a long day.  That’s how they were able to obtain and retain the number of people coming month after month. 

Monetizing networking events 

Their very first event was agency-sponsored. That agency believed in their idea and wanted to look further into what Sam was doing. They spent $300 for the event and it was focused on an industry-specific topic about how to use the paid SCM data to influence the organic SEO strategy for search marketing. That event cost them $300 but they made eighteen thousand dollars.

There are three main things you need to ensure when setting up a networking event. 

  • There is no selling at events
  • Focus should be on the quality of the event and the content you’re offering
  • Take the time to build up the group.

There is no selling at events

People have their guard up when listening to a presenter. It’s after the presentations that everyone lowers their guard, especially when it’s time for the after-party and everyone is going to the bar for drinks. People tend to relax in that environment and it’s then you can start a conversation. 

When talking to people, just talk, no pitching. People will see what you have to offer through talking with you. If they like what they see, they will want to work with you.  Focus on building a relationship using organic means instead of trying focusing on presenting a pitch. 

Be transparent and honest when you are talking to people coming to your events. If you see the potential client isn’t going to be a good fit early on, be upfront. Don’t take the client just because they’re available. You want to make sure you’re qualifying the people who want to work with you. 

Make your events free and organize them to grow through invitation. It takes everyone to help for these events to continue to grow, and that includes previous attendees. 

Understand this is not a one and done quick fix. Even if you only have a handful of people coming to your first event, that shouldn’t deter you from planning another one. It takes time for the actual growth to happen. You will experience growing pains before you’re finally able to identify the kind of event that will attract attendance and growth. Event planning takes time and effort to build. 

Focus on the quality of the event and the content you’re offering

Regardless of how long you’ve worked in your industry, your event still needs quality content to be successful.  People won’t see the value of your events if they don’t see the benefits they will gain from attending. Sam makes it a point for his events to have specific themes or content so attendees know exactly what to look forward to. 

The easy part is inviting people to their first event but the challenge is getting them to the events that follow. You do that by ensuring that attendees are presented with quality content. This doesn’t just speak to the presentations. It begins the moment they step into the hall, as you shake their hands, give them their gift bags, and prepare for raffles. A lot of effort goes into a quality event, including everything that is built around the actual presentation. Focus on the details that others may overlook. 

Whatever industry you are in, try to make your events fun. Create a catchy event title. 

Create Raffles

Sam’s event last October had a presentation entitled, “The Spooky Tell-tale Signs You Need to Fire or Hire Your Search Marketing Agency.” Ken Shankman from bulkcandystore.com was one of their sponsors. They gave him the plugins and suggested that he dress up as Willy Wonka. The event planners made 65 gift bags for the attendees and a golden ticket was put in one of the gift bags. The recipient of the golden ticket won the opportunity to visit his candy warehouse for a tour. It was a fun giveaway and it turned out great. This event not only had great content in the presentation but the giveaway made it more exciting and fun. Pictures were posted to their social media circle and meetup groups after every event.  Seeing the fun the attendees had at the October event generated excitement in the following months. People who didn’t go in October did not want to miss out on the fun again!

No one wants to feel like they could miss out on a really fun networking opportunity and a great session. Whether it’s a window washing company or a financial institution, you can create themes, presentations, and giveaways around those industries that are creative and have a lot of energy.  If you have sponsors, a win-win opportunity comes from inviting them to offer a prize. They get marketing at the event and another prize adds to the excitement. 

People are more inclined to listen to sessions that are energetic and fun so make that a big focus in the planning.  Think about what will maintain attention and interest.  

Take the time to build up the group.

Location is important if you want to grow sales with local networking events. You can start looking within your community for businesses that will allow you to host free events at their location. Sometimes you can negotiate with owners or managers to host events as a sponsor. Sam makes events free as an incentive to attend. Look for places that are eager to help grow the community. These could even be co-working spaces and event spaces. Local coffee shops also host events for a small cost. Some restaurants may allow an event to come in on a slower night with the promise that attendees will purchase meals.

You also have to consider the environment in which you’re building the event. Don’t choose an off-putting location because that could affect the ambiance you’re trying to create for your event.

Use LinkedIn to grow your group

Sam uses LinkedIn and Meetup as his main platforms to invite people to his events. Creating a group on meetup allows you to send an invitation to a group of people that are in similar businesses and industries. 

People want to be involved especially in an event that’s similar to the industry they’re working in. This is how you can effectively build your group.

Sam likes LinkedIn for its outreach strategy. In the search bar, type in the industry you want to focus on. Once the results show up, you will see job content and more. You can click on these people and send them the same text you use for Meetup invitations. Include information about the event and a link to register. This way, you get to build a connection. It takes time to see results but these events are about building long-term relationships with people. This is the beauty of organic personal outreach.

What it comes down is, just be the real you, transparent and honest. 

“How To Grow Sales With Local Networking Events” episode resources

Do you have more questions on how to grow sales with local networking events? You can find Sam Edwards at sam@seo.co and via his LinkedIn account. Do you have any sales experience to share? 

If you have more sales concerns, 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. 

Planning and Setting Goals for 2020

TSE 1233: How To Plan And Set Goals You Can Achieve In 2020

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Planning and Setting Goals for 2020With the new year comes new goals and resolutions. This episode’s guest offers new ways and suggestions to help you plan and set goals you can achieve in 2020.

Many salespeople don’t realize that sales is easy if you follow a basic formula. Typically, however, sales reps have a habit of following the bouncing ball their prospects are throwing despite the many times it can lead to a dead end. 

Dave Mattson started out as a client at (David) Sandler Training and he’s been with the company for 30 years. He worked his way up the organization and became a partner in 1994. He had an opportunity to work with Dave for six years before David passed away in 1995. Dave purchased the company in 2012 and is currently the Brand Manager and CEO. They have 265 training centers globally and just last year, they trained 31,000 people and streamed their training to 19,000 people. 

This streamed training is becoming the way of the world, especially with the technology that is currently available. As a result, people in their system are represented by different age groups, different cultures, and different countries. Dave’s company creates content that is accessible in whatever format their clients need. For example, younger clients prefer several 4-minute micro pieces of training, versus a 45-minute lesson. With that knowledge, Sandler made 2,700 micro-learning lessons and added it to their suite of products and services. 

Sales strategies keep evolving so Dave and his company must keep up with new trends.  With Sandler being one of the longest-running companies, many people in the industry may view them as “dinosaurs” but year after year, they win awards for best sales training, management, and coaching. They clearly have the expertise to do it right. 

Importance of goal setting and planning

From a CEO’s perspective, planning is imperative to make sure all the different groups in the organization know where they’re going. The assumption is that you have great salespeople working for you, competent individuals, but you have to make sure they are all heading in the right direction. It is the leader’s responsibility to see all the working parts. Each group needs to be assigned their tasks so everyone ultimately moves toward the organization’s goals.  

As a leader, you need to set up a strategy on how to plan and set goals you can achieve in 2020. Layout the benchmarks you want your salespeople to achieve and how you intend to get there.  Show your team the contingency plans so they can better define daily goals for themselves. When the entire team has accountability, planning becomes a “we” exercise. The more you socialize it, the more people get involved. Dave suggests that for your corporate goal to become successful, each salesperson needs to link their commissions to personal goals that will keep them motivated.  A great question is, “If you earn your $250,000 commission, what are you going to do once you have your money?” Being able to visualize something that is meaningful to them, helps to keep up the momentum.

There are two reasons why people leave the company.  The first is that they don’t feel like they’re being stretched. The second is they don’t respect the person they work for. Sales leaders have to think of ways to motivate their sales reps to achieve their goal, not only for the organization but for individual goals as well. 

When the team doesn’t play their role 

The most common reason people say they don’t play their role say is they don’t have enough time. There has always been a serious time compression problem in sales. Many magazines claim that the top 3% of all producers are the people who have written down their goals so 97 out of 100 people don’t. This tells you how difficult the job of a sales leader is in an organization. They are in charge of producing revenue from people they can’t control. 

Sales leaders need to find a way to motivate their people to make the organization’s plan a success. 

The planning process

The first thing you can do to plan and set goals that you can achieve in 2020 is to think about the different buckets of goals. What are the categories that are most important to you?  Job promotion? Family? Purchases? Think of the things you want to do in those areas and mindmap. Doing this allows you to free your inhibitions and get comfortable with the things you want to do. It’s the fastest way you can brainstorm. Using your dream board or a journal, start putting these buckets in order of priority.   

As a CEO, Dave usually focuses on no more than five goals. This allows him to really focus. Goals are more achievable when you don’t have a broad list that can serve as a distraction. 

Have your mind map, narrow your goals to five, and have some plan of action. Break your plans down quarter by quarter, month to month, and day-to-day. If you can hit your goals for Q1, then you know you’re on track. If not, plan out your contingency and look for the people who can help you get refocused. 

The problem with setting annual goals is, while there’s nothing wrong with that, these goals are a long way off and you don’t get to feel a daily win. 

Become a behaviorist 

Say you have a goal of $10 million. You may have a monthly goal of  $850,000. That may mean six sales a month and 24 presentations. Getting in front of people is part of the plan but you can’t control all aspects of that goal.  For example, you can’t control how your prospect will respond. You can’t control anything but your own behavior. An option is, then, is to take a financial goal is and then reverse engineer. What are the daily goals you need to meet? Make little daily goals because you may not be able to control the outcome but you can control your behavior every single day. 

Sales reps from any company can break down their annual goal and reverse engineer to daily behavior. Doing this will help them reach their quota faster.

When setting goals, what matters most is your attitude and behavior. A sales rep must have a balanced mindset and do the things he is supposed to do on a daily basis. 

Balance between realistic and stretch goals 

You need to know the distinction between a stretch goal and a realistic goal is. Stretch goals are reachable in longer time frames and while that is okay, you still need realistic goals that you can hit. 

Sandler taught Dave how to make some stretch goals.  When Dave was 70% to his goal, David would move the target even further. Sandler didn’t do it to be discouraging but, instead, he’d encourage Dave to keep moving because he knew Dave had the momentum to do even better. 

Remember to move slowly and celebrate your success. 

Goals are there to adjust. Be careful of setting goals that are too low just to feel good about yourself. 

Motivate yourself to reach your goals

You can plan and set goals you can achieve in 2020 by motivating yourself.

Motivating yourself is a great idea way to reach your goals. Verbalize and publish your goals. Some people write down their goals in a journal so they can track their progress. It’s also good to have people around you who will hold you accountable to your goals and keep challenging you. They can be your partners, your colleague, or anyone else who won’t shy away from calling you out. 

It’s also important to be able to adjust in the event you don’t achieve your goals. Failing isn’t a bad thing when it offers an opportunity to make the adjustments you need to get closer to success. These tweaks are the way to get back on track.
To plan and set goals you can achieve in 2020 write out your goals and create a plan of action. That will be your guide. Verbalize your goals too and make sure to break them down into achievable, daily goals. Believe in yourself and remember the Success Triangle: Attitude-Behavior-Technique. Know that it’s okay to fail. You are going to fail more than you win and the failures are not necessarily negative to your goal setting. They just let you know it’s time to adjust. 

“How To Plan And Set Goals You Can Achieve In 2020” episode resources

Dave Mattson recently finished his book entitled The Road to Excellence. It’s a playbook to help small entrepreneurs take their businesses from where they are today to where they want to be in three to five years. He also just published the book Success Cadence, he wrote it with two other business-minded people from the company called Splunk, they were able to take their company from 30 million to 1.2 billion in just five years. This book is about how to turn your organization and yourself as a producer into a sales-focused machine and find people who are willing and able to do what it takes to succeed. 

Reach out to Dave Mattson via his LinkedIn profile. You can also email him directly at Dmattson@sandlercut.com

If you have more sales concerns, 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. 

 

Abraham Lincoln, The Best Seller in History episode 2

TSE 1232: Best Sellers In History Series 2 – “Abraham Lincoln”

Abraham Lincoln, The Best Seller in History episode 2

This is the second episode from the Best Sellers in History series. This series talks about some of the most successful people and sellers in history. We’ll talk about who they are and what made them so successful. 

Abraham Lincoln was the 16th President of the United States of America and led the nation during some of the most turbulent times in American history, such as the Civil War. It was the bloodiest war and the greatest constitutional and political crisis faced by the U.S. at that time. President Lincoln persevered and was able to abolish slavery, strengthen the federal government and modernized the U.S. economy. Despite humble beginnings, Abraham Lincoln became one of the greatest statesmen leaders in our nation’s history.

Sales Spotlight – Abraham Lincoln 

A half-hour long episode isn’t enough time to discuss what made Abraham Lincoln persuasive and successful in his career. However, we can highlight The Gettysburg Address to illustrate how President Abraham Lincoln had the power of persuasion. Here are the four points we’ll be looking at in this episode:  

  • He had the ability to tell stories
  • He sought common ground
  • He was empathetic
  • He had the ability to give compelling reasons

 

In the era of Abraham Lincoln

In the early 1800s, slavery in the United States was a very common thing. At its height, there were 700,000 individuals who were slaves. The first slaves came into the country as early as 1619 and slavery was finally abolished in the year 1865.  For 246 years slavery was entrenched in the U.S. economy and modern society. It was a fact of life and it brought in so much money that by today’s standards, slavery would account for roughly $6 billion. It’s been 154 years since Abraham Lincoln abolished slavery and still, slavery lasted almost a hundred years longer than we’ve known our country without it!  

Abraham Lincoln was raised in Kentucky and eventually, it became a slave state. His father who was a farmer but they eventually had to leave their smaller farm.  Larger farms had slaves and they couldn’t compete with the manpower. In addition, his father was a Christian and didn’t believe in slavery. Thomas Lincoln took his family and would move several more times before eventually settling in Illinois where Abraham Lincoln grew into adulthood. Lincoln married and his wife’s father had his own slaves. Through this exposure, Lincoln came to know how slavery operated and he didn’t like it.

Changing the system

Slavery was big business and everywhere. It was a system where some of the most influential people were involved. It would be a difficult system to change but Lincoln didn’t believe that people should be property. It became his passion to reverse slavery.  When he became a president in 1860, many from the southern states weren’t happy about it. They looked at it as the North trying to impose their rights over their way of life and their economy. This eventually led to the bloodiest war in the U.S., the Civil War. The nation was divided. Family members who fought on different sides killed each other. This went on from 1861 to 1865. It was a difficult time for the nation. Democracy was hanging by a thread and with the war going on, everything was falling apart. 

Through the need to unify, The Gettysburg Address was written. The four lessons highlighted in today’s episode came from this famous speech.

Ability to tell stories 

The Gettysburg Address was delivered in an attempt to pull the nation together. Abraham Lincoln wanted people to recognize they weren’t just the north and south but one nation. 

Tim David wrote an article about this and he pointed out the lessons from the address,  The first was the power of storytelling. He emphasized that the opening line of the Gettysburg Address was a story about our forefathers and their legacy. From the very first line of his speech, people wanted to know where Abraham Lincoln was going with his story. 

Abraham Lincoln was a self-educated man. While kids during this time were working in the field, Lincoln was reading books. There were traveling teachers and when they came around, he’d get a formal education, but still, it wasn’t enough on its own. Most of his education stemmed from his desire to learn. He was dedicated to his education and as he read, he learned the power of a story and how it can make an impact when written well. 

As a sales rep, you need to be able to engage your prospect with a story that is grounded in reality. Talk to your prospects about a successful experience you had with a client. Help your prospects see the positive results that can come from working with you. Instead of just talking about the benefits of your products and services, offering a real scenario can help to illustrate the point better. Talk about how you helped previous clients and their companies. For example, a social media marketer may say, “We helped ____ generate X amount of return with their social media ads. If I could share with you how we did it in just 5 minutes, would you be open to  a conversation with us?”

Like Abraham Lincoln, use a quick story to pique their interest. 

Seeking a common ground 

Abraham Lincoln looked for common ground. 

With the war over, Lincoln wanted to make sure his speech would unify a divided nation. The time was ripe for rebuilding the country. Abraham Lincoln looked for common ground to ensure that his message would speak to the hearts of his people. He knew that regardless of where they came from, both Northerners and Southerners loved their nation. They fought together against the English, against the mother empire, and they won. He implored everyone to bring back that feeling of solidarity when the union was founded. Abraham Lincoln used the word Liberty because it was something that would resonate through the hearts of his listeners. 

He capitalized on the American ideal and it made his speech compelling. His writings are persuasive because he knows exactly what topics people are passionate about.

Connect with your prospects

Sales reps can utilize this skill, especially when meeting with prospects. It is your job to make them feel connected and have common ground. Donald Miller’s book uses Joseph Campbell’s idea of The Hero’s Journey. It is the story of a hero who is transformed after the difficulties he faced in war. As the salesperson, your role is the guide.. As the guide, you’re not trying to take over or compete with your client, you’re trying to move your prospect to action. 

Before the meeting, do the research to find common ground.  It may be the school attended or other notable experience or hobby. Bring up topics that both you and your prospects love to talk about. Always follow the basics: Build rapport and help them realize you’re coming from common ground.

Showing empathy 

Tim David pointed out how Abraham Lincoln used words that made people feel connected to him. He used a lot of personal pronouns like ours to help develop rapport and to create a sense of togetherness. The use of personal pronouns increased Lincoln’s status in the minds of his audience.

 Tim continued to emphasize this point with James Pennebaker’s studies about how people use functional words such as pronouns. In his book, The Secret Life of Pronouns, he wrote that in any interaction between people, the person with a higher status uses fewer “I” words and instead, uses first-person plural pronouns such as we, us, and ours.

Using personal pronouns

Abraham Lincoln’s use of personal pronouns early on in his speech allowed the audience to recognize his authority and role as a guide. They were able to classify him as someone they could listen to. Because he established his authority, people were willing to listen.

From a sales perspective, we can do the same thing when talking to prospects. Use inclusive personal pronouns in your conversations as you talk about common ground.

This will make your prospect feel involved in the process and let them know you’re there to help them. Assure them you are committed to their problem and you are there to work with them to come up with a solution. 

Speak as if you are part of their organization.

Creating a compelling reason

Abraham Lincoln was particularly skilled at offering compelling reasons for people to do something different.

Salespeople want to have influence as well.  We want to give prospects reasons to change and take action. Tim shared a 1970 Harvard Psychology research led by Helen Langer.  In her study, she discovered that saying the word because increases your persuasive power from 60% to 92% even when you don’t actually have a compelling reason. 

Tim has a concept called ABT or the Advanced Because Techniques. Abraham Lincoln may not have literally said because in his speech but even without using the word, he made the entire Gettysburg Address a speech that answers the question why.

Lincoln was giving compelling reasons to many Whys

  • Why we need to come together
  • Why we need to to work together
  • Why we need to be one nation

People responded to his speech because he gave compelling reasons. They saw the bigger purpose

Giving prospects compelling reasons

Salespeople can’t just state facts about products and services. You need to give them the reasons why your products and services will work out to their advantage. Examples are as follows: 

 

  • “When you implement the software, we’re going to make it possible for you to actually get home and have dinner with your kids every night.”
  • “When you implement this solution, we’re going to make sure you never have to pay a late fee to the government again.”

 

When you give them compelling reasons, people will take action.

Best Sellers In History Series 2 – “Abraham Lincoln” episode resources

We are no Abraham Lincoln and we are not facing a divided nation, however, we have daily battles and regardless of the severity, we can still use these principles in overcoming sales difficulties. 

Do you have any stories worth sharing? Sellers in the history that made an impact on your life? Tell 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.

Carman Pirie, Generating more from your initial appointments

TSE 1231: How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy

Generating more from your initial appointmentsSalespeople are always looking for new ways to generate more initial appointments. How do you do that? There are many strategies. In this episode, Donald and Carman Pirie talk about utilizing strategies that include co-creating and content building

Carman Pirie is the co-owner of Kula Partners. It’s a manufacturing marketing agency that helps manufacturers transform their marketing and sales apparatus by making it more digital in nature. He is also a co-host of the podcast called The Kula Ring, a podcast that focuses on manufacturing marketers and telling their stories. 

The challenge in sales prospecting 

Prospecting is a huge part of the sales process. Carman personally does prospecting every single day and he coaches many salespeople on how to do it right. It can be difficult to pick up the phone and start a conversation with people. Many sales leaders and managers have not explored other options outside of traditional practices. They have limited their sales teams by thinking and training the old methodologies. While picking up the phone as a way to prospect isn’t bad, the answer to prospecting isn’t just activity management. 

There are many tools available for sales reps to use in order to prospect. We don’t want to just bombard people with calls and emails or rely heavily on LinkedIn invites. This is where the challenge lies. 

 Breaking the challenge

In working with B2B manufacturing organizations, Carman’s company almost always interfaces primarily with the marketing function. These marketers have an overwhelming thirst for people in sales to actually care. 

Carman suggests three approaches that Kula Partners recommends for co-creating and content building.

The first is through a podcast. The Kula Ring podcast is their primary vehicle to generate prospects. They put out episodes weekly. They expand their reach by simply talking to more

manufacturing marketers and getting them on as guests for the show. 

Through the podcast, these guests become more familiar with what Kula is offering and some have eventually become their clients.  Sending out emails with a subject line that sounds like a request, or extending a LinkedIn invitation, doesn’t typically yield a positive outcome. Inviting somebody to be a guest on a podcast, asking about their industry and showing an interest in what they offer is a much better opportunity to build rapport. The interview gives you a better insight into their problems and challenges. This information then allows a salesperson to come up with specific solutions to offer.

As a salesperson, you can use an intent data platform and bring in guests that are likely in a buying cycle. However, it’s best to approach them with the pure motive of getting to know them. After a relationship is built, a discussion about business can happen organically. This introductory conversation can even happen by the end of recording a podcast.

Traditional outreach, like a phone call, can typically have a response rate of 10%.  In Carman’s experience, they’ve seen that the targeted podcast outreach campaigns have a response rate closer to 50%. 

Making it work

Every business is different so it’s up to the salesperson to experiment with a variety of formats to see what works best for their particular industry. If scaling can work, then go for it. If it’s written content or other similar strategies that work, pick one of those. What works for others may not work for your client’s specific needs so take the time to find the right niche. Look for the right angle or a topic that’s of interest to your client. Create your podcast based on that information.

Peer round tables 

Another suggestion from Carman for co-creating and content building is to host a peer round table discussion. For example, invite 12 – 20 target prospects in an information-sharing environment and serve as a host to the dialogue. They did this at Kula and they called these meetings marketing leadership exchanges. They brought in marketers who shared common characteristics and fostered an information-sharing conversation. 

You can easily make an agenda out of five to six topics or questions and turn them into a 90-minute round table for information-sharing. For marketers who are widely distributed geographically, a virtual round table is more plausible.  When you can, however, the preference is to have everyone in person.

 Despite the limitations in a virtual setting, the dialogue can still be rich. The exchange of information is still helpful for prospecting and building rapport. The guests are telling you the challenges they are facing in their business and asking their peers for advice. All you do is to play host to the dialogue. How to activate the conversation and transition it into a sales opportunity is up to you. After that dialogue, you now have permission to email them and build a working relationship with them. This is a much better choice as opposed to a cold call. 

There’s a difference between the podcast and the peer round table. There is an ongoing continuous recruitment process in the podcast guesting. However, marketing leadership requires more effort as it needs time to get a specific number of people to gather for a particular time. It can be difficult to organize a date where everyone can come together and talk. 

When traditional tools aren’t working, these co-creating strategies can be highly effective in moving someone from a prospect to a client. 

Building content with potential customers

You can start planning your co-creating and content building by looking at some content pieces related to your niche. If you’re a salesperson in a technical space and you’re selling mostly to engineers, you can look at the challenges common to your prospects and your client base. You can partner with one or two clients or prospects in creating a solution to address challenges specific to that industry. 

One of the great results in using the peer round table strategy is that guests naturally follow up with each other and continue to exchange and share information with one another. It’s important to trust the process and let these relationships happen organically.

Marketing organizations are often hungry for sales reps who can offer insight into the sales process and customer needs, as well as someone who is active in the social media channels. Salespeople can be involved in the marketing function and develop relationships with their prospects before the prospect ever even has a need for their services or products.

One of Carman’s guests was on their podcast and this guest had a manufacturing talk radio podcast himself. He used the podcast to give his business exposure and ended up becoming a source to develop his business. As a result, his steel company turned into a broadcasting company. It was unconventional but worked for them. If you want to use a podcast to sell, understand it won’t become daily bread for the next quarter, at least. It takes time for momentum to build. 

Podcasts are a natural megaphone for great ideas but it’s really about building relationships, co-creating and content building. 

“How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy” episode resources

Salespeople can start co-creating and content building with your prospects without other motives but to build a relationship with them and not just because you want to sell to them. Find Carman Pirie on Kula Ring in all major podcast. You can also check their site KulaPartners.com. 

You can also catch up with Donald 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. 

Sales Tips from Resa Gooding

TSE 1230: How To Ensure Your Sales Teams Actually Have Time To Sell

Sales Tips from Resa GoodingAll organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell

Resa Gooding is a partner in a Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies. 

Challenges salespeople face

The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters and expect them to swim. 

Many companies are so focused on the technology or the product they’re producing,  they don’t spend adequate time sharing the value and benefits of their product with the sales force.  An untrained team ends up spending more time on the administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. 

If management fails to offer the sales team a way to stay accountable to the workday activities, management can mistakenly think their team isn’t working. There has to be a system in place so the sales team can report their activities and successes.  Having this in place also gives management a tangible way of seeing the work their team is doing. For example, how many calls they’ve made in the workday. 

Resa set up marketing campaigns for her clients but began to see that if salespeople didn’t know how to work with the prospects that came from the marketing, the efforts were in vain. She saw that to make marketing effective, the salespeople needed to be able to summarize conversations properly and sales reps needed to reduce their time spent on administrative efforts. They needed to be equipped to spend their time selling. Resa aims to give salespeople the time to study their product, set up appointments, and communicate with prospects effectively, instead of spending their time doing administrative tasks. 

Ensure that your sales teams are having the time to sell

Sales reps need training in order to be successful and reach their goals. Sales processes they can follow have to be set up so their efforts can be checked by management.  This promotes accountability. There are three tools that can be used to ensure that sales teams are getting more time to sell their company’s products.

Connect your email inbox to your CRM software

You can use HubSpot, SalesForce, or other similar CRM software. At the end of the day, what matters is that your sales team is more efficient in their work. The first thing you can do is connect your email inbox to the CRM software you’re using. 

This is efficiency at its best.  Using this software allows your manager to see the emails exchanged between you and prospects or customers.  Enabling the manager to view this communication directly eliminates the need to summarize conversations at a later time.  Leave that to your CRM. 

Both marketing and sales today can be measured through this software. Managers and the sales team no longer have to meet each time reports need to be made. All aspects of the sales process can be viewed as needed and everything is measurable. 

Earlier salespeople, like the ones who sold door-to-door, had to write down all their data or write a report about their sales day. Today, the salesperson just needs to connect to their email inbox on the CRM platform and reports are immediate.

Using CRM increases the sales reps’ available time up to 21% compared to doing the reports manually. 

For example, when you attend a conference, typically you have to wait until you get home to input information manually. You can potentially delay communicating with the contacts you made at the conference up to a whole week.   This is valuable time wasted in a world where transactions can happen so quickly. 

When you are using CRM software, you are able to reach out immediately by asking for their email and starting a conversation while still at the conference. This is a huge advantage to setting up CRM software and free up so much time in the sales process. 

Connect your Calendly to your email communications 

The second way to ensure your sales teams are getting the time to sell is to connect your Calendly to your email communications. This is an efficient way of setting up a meeting with prospects and clients. Hubspot has an amazing tool that can help salespeople connect with speed. It’s suggested that you also embed three specific times a client can meet with you.  It’s more efficient when they don’t have to work as hard to figure out a time or date you’re available. It cuts down on the emails that have to be exchanged to firm a meeting which also saves valuable time. 

Use templates effectively 

Templates are ways to streamline the time it takes to write and send an email while it makes communication customizable.  This can be set up in HubSpot once your inbox is created and by simply clicking a button, it will copy all the text and bring it straight to your HubSpot. You can then change the information and content to make it more personalized and unique to your prospect or client.  

Resa has observed that this feature is especially helpful for salespeople who may not be strong in written communication. This is where the marketing team can be especially helpful. Marketing can set-up the templates for salespeople to use. 

After emails are sent, the software can then track when it’s opened by the recipient.  Having this information helps salespeople become more efficient about timing and targeting the callback or follow up.  It’s much easier to build a rapport with someone who has already shown initial interest. The recipient won’t get any notifications that you’ve seen them open the email.  It’s just a helpful tool for you to time the response. 

These three tools help make your sales team more efficient as it reduces their time on administrative tasks.  Using Hubspot also allows access to reports summarizing all the activity as well.

HubSpot is free so businesses can check it out and test it in their own sales systems. This is a good platform for startups that don’t have the budget to invest in programs and software. 

Many startup companies that Resa has helped have seen positive results when they use her three suggestions for saving time. 

“How To Ensure Your Sales Teams Actually Have Time To Sell” episode resources 

You can message Resa via her LinkedIn account. You can also check out her website: www.cacaomedia.co

For more sales information and questions, you can also catch up with Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Jason Kren, Why are your contracts not working?

TSE 1228: Why Your Contracts Are Not Working and How To Fix Them! 

Jason Kren, Why are your contracts not working?Ever asked yourself why your contracts are not working and how to fix them? Jason Kren is just the man with the answer to that frequently asked questions. 

Salespeople want nothing else but to see their contracts and deals turn out for the best. Unfortunately, there are times when contracts fall off and clients don’t agree to something. How do go about fixing such contracts? 

Jason Kren works for PactSafe. It’s a company that’s built from the ground up. They manage clickwrap contract acceptance at scale. This means having the ability to manage millions of clickwrap contracts at a super high velocity. 

Disney+ launched its video streaming service recently and attracted 10 million subscriptions in the first 24 hours of launch. At the end of the sign-up process is a contract that states the terms and conditions of the service that users are getting. These contracts are often the highest valued contracts that a company’s legal department manages on an annual basis. 

Jason’s company takes that contract and utilizing the PactSafe platform. It’s a quick wrap embedded contract and once it’s accepted, the platform will track the version that’s accepted. Using the platform, we know the time when the contract was accepted and who accepted it. PactSafe can also reproduce what the contract looks like on an individual screen, they know whether the contract is downloaded on a mobile device, on a computer, or via a tablet. 

In terms of sales contracts, this platform makes things run smoothly. With just a click, users already signed a legally binding agreement.

In the sales application, we can take contracts and use the platform to speed up the contracting process for sales. 

Making contracts easier to understand

Let’s look at why your contracts are not working and how to fix them. A salesperson should know what your legal department puts in the contract. To make this easy for the sales reps, the sales leader has to make sure that the legal department thinks about the contract design. The legal department has to discern the language used in the contract including the words and phrases. Most importantly, they need to think about the contract design around multiple components and focusing on an end result of acceptance and execution by the customer.  

The goal is to remove the friction from every step. Sales leaders can talk to their legal department to come up with a language that will make their contracts easier to accept and lessens the point of negotiation. Try to get your legal department to standardize as many contracts as possible. These contracts are often in order forms for upsells and cross-sell within the organization. 

Adopt a standardized language 

It is imperative to standardize your contracts and agree that we’re not going to negotiate there. Contracts such as these are better for the customers and for the salesperson. As part of the sales team, it is your job to start thinking about changing the language of how you talk about the contract. Most salespeople today are still using the archaic language of talking about contracts, “Hey, I am going to send you the contract and once you’re done reviewing it and signing it, then we can start.” This isn’t how you should be talking about contracts today. You can’t seed the control to the potential client and give them the reigns of the negotiation process. 

What you want to say is, “Hey, if we get a clickwrap acceptance platform in place and you can standardize those contracts and the language you use, I am going to send you a link for you to accept this contract and we’ll get started.” 

You don’t talk about the contract with them, you’re sending them terms that they can accept. That little shift in your language can increase velocity and reduce the friction of the contract process. 

Moving away from PDFs

Another key change that salespeople can do to make contracts work is to move away from the massive pile of PDFs. You want to standardize and minimize your contracts and get them into a clickwrap to make it a one-button accept. By doing that, you increase your customer experience and your deals. This process takes so much time that you end up losing money in the end. 

When running a particularly high-velocity business, you should know all of the four components that make up your sales velocity equation. If you can tweak one of the four components then the result will even be greater and you’ll see a 22% increase year over year in your business. 

Let’s take for example of changing how fast your deals close. 

Using the archaic method of sending over the contract via a signature platform. If your prospect is traveling and they’re on the road with just their phone, they won’t be able to execute the contract because they still have to go through a PDF process to hit certain points. This delays the closing by 48 hours or even more. 

Reducing the friction 

Even when you speed up your contract process by 24 hours, that will likely increase your overall sales velocity as well. Embedding a contract and sending them out via ClickWap eliminated the unnecessary process of opening a PDF format and have it digitally signed. It’s more efficient for the salesperson and for the client. Shaving a day or two in the sales cycle will greatly improve your overall revenue. 

You can’t let totally let go of the signature contracts because that method is also effective in some aspects of the business such as large enterprise deals. However, when you go down to the smaller deal size at large, you’ll see that standardized contracts and the standard language can reduce friction in the sales process. 

On the sales spotlight – DoorDash 

DoorDash is one of the clients of Jason’s company. The Door Dash has three primary groups, they enter into contractual relationships with dashers, these are the people who deliver food. The end users are the people who download the app, and then there are the merchants, these are the ones that provide the food. It has a massive sales division that calls on the managers of the restaurants and they want to enroll them as dash merchants. They can go ahead with the signup and have their food delivered by DoorDash which then expands all the offerings to the end consumer. 

Thinking about it on the restaurant manager’s viewpoint, they don’t have the most carefree job. They’re often on their feet and checking that everything in the restaurant is in orders. They definitely do not have the time to check their computers and respond to email, and process PDFs to get the contract signed. Jason’s company worked with them and now their sales team is sending out contracts through a clickwrap which is so simple and efficient. It eliminates the whole e-signature workflow. 

The massive enterprise software company, BMC, didn’t have centralized control of the contract acceptance process across dozens of their product lines. They needed to take a third-party to control and enhance their contracting process. This was where Jason’s company came in. PactSafe implemented more than 10,000 different forms for their 14 products. This gave their legal department the ability to regain control over any changes to agreements that didn’t require code changes and it game them the visualization and analytics that they needed.

When you think about that for your business, you’re not only transforming your legal team but you’re also transforming your sales team which creates a frictionless digital transformation across the organization. 

Creating the pilot program

Doing some changes in how an organization works requires effort. Jason suggests that before making any changes, it’s best to first create a pilot program. It is important to test with a subset of your sales team so that you can refine the process and make sure it works right once you implement it in the whole organization.

In sales, you only have one shot to roll something out to an audience so might as well make it work. Create a pilot test to see the benefits it will have for your broader sales team. Once you have the process perfected, then it’s time to apply it as a whole. 

There is no reason why we have to do things the old way when you can make a change to do move things faster in your organization. 

“Why Your Contracts Are Not Working and How To Fix Them!” episode resources

Catch Jason Kren via his LinkedIn. He is also on Twitter with the username @jasonkren. Visit their website PactSafe as well 

You can also catch up with Donald 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.

Best Seller in History episode 1

TSE 1229: Best Sellers In History Series 1 – “Jesus Christ”

Disclaimer: This episode isn’t a podcast to convince listeners to become Christians. This episode simply highlights how Jesus Christ persuaded people, an important trait in sales. 

Best Seller in History episode 1There are so many individuals who have been great persuaders throughout history. This new series, The Best Sellers in History, will be a game-changer for salespeople of today. The best persuaders in history were people who could prompt others to take action and move toward a better way of life. Great salespeople who know they are guides for prospects and clients make great B2B sales reps. With the exception of social media, the way communication works in sales today is historically similar. This eight-episode series will begin with Jesus Christ, whose existence has been proven by history. 

In the sales spotlight – Jesus Christ 

It’s the perfect time of year to put Jesus Christ in the spotlight. Today is Christmas, a day where people celebrate Jesus’ birth. In his time, he was referred to as Jesus of Nazareth, the common way people were referred to. Men were known by their name and the place they were from. Donald would have been known as Donald of West Palm Beach. 

Jesus was a preacher, a rabbi or teacher, and a leader. Today, to Christians around the world, he is the Son of God and the Savior of all mankind. 

Jesus was baptized by John the Baptist and after his baptism, he began his ministry. Most of his preaching and teaching weren’t done in Synagogues but in the countryside where most people lived. 

Jesus was teaching people they could repent, turn their lives around and return to God. His teachings were based on love. Jesus opened the path for many to know eternal life. People were astounded by his teachings and followed him. He was changing the minds of common people and undermining the wayward teachings of the Pharisees. Because of this, Jesus faced opposition from the leaders of the day.

This conflict, and the outcry of many Jewish people, eventually led to his death by the hands of  Roman soldiers. 

While he died long ago, his teachings did not die with him. His words became so influential, to this day, one-third of the world’s population is associated with Christianity. By far, it is the largest religious group. There are seven reasons why Jesus was so persuasive and Donald is going to expand on each to show how they can be applied in B2B selling, even today. 

  • He Showed Sympathy and Built Rapport 
  • He Was a Skilled Storyteller
  • He Shared a Vision
  • He Challenged the Status Quo
  • He Listened Effectively
  • He Asked Powerful Questions
  • He Invited People to Change

He Showed Sympathy and Built Rapport 

Jesus is the first The Best Sellers in History character. The first reason for Jesus’ persuasiveness was his ability to empathize and build rapport with the people he talked to. 

Jesus made the time to sit down with common people, who made up the largest portion of the population, as they do today. He talked to people who were marginalized by society and could relate to them. During his time, Romans had the power and ruled over many territories. They hired people to collect taxes from the citizens, including Jewish people, and this money funded the Roman empire. Because the work is done by tax collectors they were not approved of by the communities they lived in.  At public gatherings, they were not welcomed to be among everyone else. As a result, they became marginalized citizens. 

The status put upon tax collectors didn’t keep Jesus from them.  Jesus sat down with them and had dinner with them. 

One of these tax collectors even became one of Jesus’ disciples.  His name was Matthew. Zacchaeus was a chief tax collector from Jericho.  He was a wealthy man but hated by many. When Jesus went to Jericho, people flooded the town and swarmed him. Being a short man, Zacchaeus climbed a tree to see Jesus. Jesus noticed and asked the man to come down so he could be a guest at Zacchaeus’ house, unheard of during this time. He also showed sympathy toward Levi, another tax collector and the son of Alphaeus. Jesus saw him at his booth, invited Levi to follow him, and he did.  

People didn’t understand these actions but Jesus shared that a physician comes to heal the sick, not the healthy. In the same way, Jesus was spending time with people who needed his help the most.  He went out of his way to help the poor and heal the sick. 

He made an impact

Jesus wanted to make an impact by modeling how he wanted people to treat one another.

As a B2B sales rep, how do you show your clients and prospects you empathize with their needs? Set yourself apart from others by taking the time to understand where they are coming from. Identify their pain points and tailor your message to their specific issues.

An example of how a salesperson can distinguish himself or herself can be illustrated by two sales reps who want a nursing home to be a new client. Sales rep A sens a generic email to the chief administrator that says he can help them save more money. This same message, however, has been sent by many salespeople and it gets lost among the others. Sales rep b, on the other hand, has spent time reading trade magazines and learning about the industry. This sales rep sends a personalized message that talks about the losses the administrator may face when the new Medicare starts cutting back and what it is going to cost them. Sales rep B also talks about how their company has crafted a new service that could benefit the nursing home despite the cutback.

In this case, sales rep B will surely get the deal because they have discovered a problem and are providing a solution. While it takes more time and effort to learn about your prospect or client by listening to their needs and hearing about their challenges, it will help you craft a more personalized message. In the sales training program, we call this a deliverance message. Share with your prospects the challenges they didn’t know they could face. These are called blindside challenges. Distinguish yourself among other salespeople by studying, being prepared, listening, and offering a solution. 

Another way you can show empathy and create value is by writing a blog post or creating content that’s related to the challenges your prospects are facing. When a potential client feels understood, sees you’ve done the work, and you’re building rapport through your efforts, you’ll find prospects are going to pick up the phone to talk to you. 

He Was a Skilled Storyteller

The second reason for Jesus’ persuasiveness was his storytelling ability. In one instance there was a lawyer in the crowd where Jesus was preaching and the lawyer wanted to trap Jesus. He asked Jesus how to receive eternal life, one of Jesus’ core messages. In response, Jesus replied with a question about what was written in the law. In reply, the lawyer replied that the law states that one should love the Lord with all his heart, his soul, and strength. One also has to love his neighbor as he loves himself.  He then asked Jesus who he should consider his neighbor and Jesus shared the story of the Good Samaritan.

This story talks about a man robbed and attacked on a countryside road. There were several people who walked past him and didn’t help him, including a priest, a Levite, and the good Samaritan. The first two men just passed by. The priest crossed to the other side of the road as did the Levite. It was the good Samaritan who took the injured man and tended to his wounds, brought him to an inn and told the innkeeper to take care of the man, paying for all the expenses. All the people who ignored the man were his people but it was the Samaritan who showed compassion and saved him.  By sharing this story, Jesus was able to illustrate the actions of a neighbor. The story that Jesus told was relatable and the people listening understood the point he was trying to make. 

Selling to highly educated professionals, like doctors, can be unnerving. They can ask a question that may be out of your scope of expertise. You can navigate their questions by sharing a story. Understand the purpose of the question and solve their problem through a story that promotes rapport. Ask a clarifying question and share a story that’s similar to your clients’ situation or problem and share how that problem was solved. Stories are a great persuasive tool. 

He Shared a Vision

Jesus was skilled in promoting hope for the future. The people already knew the prophecy of the Messiah who would come and save mankind. The Messiah would deliver them from their enemies and the tyrannical rule of the Roman empire.

People believed in Jesus because he fulfilled the prophecies laid out in scripture. When Jesus came and preached to people listened to hear his message of hope.

As a sales rep, it’s your responsibility to understand a prospect’s pain, their struggles, and their challenges.  As you get to know them and learn more about their needs, you have the opportunity and then to offer hope and solutions through the products and services you have to offer. 

For example, if you are selling digital marketing services, you may discover that a prospect’s website is not functioning effectively.  It’s your job to convey to this potential client how you can help make their website work faster and appear on the first page of a Google search. Approach the client with the knowledge of their struggle and offer a vision of a better future by working with you.

He Challenged the Status Quo

Jesus treated women with care in a time when women didn’t have much value in society. Women were separated from men in public and religious life. They were not allowed to participate in public prayers but they were encouraged to pray privately. In contrast, Jesus showed immense respect for women. 

An example of Jesus’ compassion toward women was illustrated in the story of the Canaanite woman who yelled after Jesus to help her daughter. Jesus showed compassion to the woman, a gentile, and helped her after hearing her great faith. This was unheard of during Jesus’ time.

There are many examples in the Bible where Jesus pushed the boundaries of the status quo to create change.

In sales, we can experience the status quo and many industries can get stuck in these familiar patterns. In many instances, the most daunting competitor isn’t another sales rep but your client’s comfort with the existing routine inside their organization.  

As salespeople, we have to face the status quo head-on. It would be easy to ignore the need for change.  Very few people are willing to break the norm and face being rejected by society. Sometimes, even when we know that our prospect is doing something wrong and their system doesn’t work in their best interest, it can be tempting to stay silent in order to avoid conflict.

For example, Donald joined a sales training program with David Sandler about how to challenge the status quo. In that training, Donald learned that you can overcome the status quo by using off-the-record conversation. When things are dying down and everyone’s starting to relax, hit up your prospect with your suggestions. Tell your prospects about the problems that you have found in their system and back it up with proof. Creating this margin allows prospects space to really see what you’re trying to point out. The conversation may be bold but sometimes it takes boldness to get people to change. Push against the status quo and don’t be afraid. 

He Listened Effectively

Jesus knew how to listen to people and it became another tool in building rapport. Let’s go back to the story of the woman who was bothering Jesus and asking for help. The lady was persistent despite the disciples’ efforts to turn her away. Jesus listened to her and heard her troubles. Throughout his ministry, Jesus listened to the people and showed up to teach. He tuned in to their stories and showed mercy and compassion. 

As a salesperson, you can imitate Jesus by listening intently to your prospects. The act of listening comes in many forms. For example, you can listen through a phone conversation, or by reading LinkedIn posts and seeing what’s going on under someone’s profile. You can also listen by going through reports, annual filing, and quarterly earnings. 

When you’re listening, don’t let your mind roam. Focus on what they’re saying instead of thinking of what you can say next. Listen for opportunities to ask a clarifying question that leads to a value-rich conversation.

If a prospect is trying to decline your offer because it’s not a good time, instead of just giving up or trying to force your own solution,  try listening to what’s between the lines and figure out what the prospect is really saying. Ask why it isn’t a good time for them and get closer to finding out what the core of the objection really is. 

He Asked Powerful Questions

Jesus was skilled in asking for effective and clarifying questions.  When the lawyer wanted to trap Jesus, instead of answering his question, Jesus asked a question in return. In sales, sometimes you don’t have to give your prospects the answers right away.  Alternatively, additional questions may be needed.  

When you hear “I’m not interested” you don’t have to take that at face value and end the conversation there. Ask them questions and let them talk. Your ability to ask questions can help you become successful in sales. In every objection you face, there is potential to learn more and get closer to helping your client find a solution.

He Invited People to Change

The last reason why Jesus was persuasive was his ability to ask people to do hard things. Jesus began gathering his disciples early on in his ministry. Some of his first were Peter, James, and John, who were all fishermen. Jesus told them to leave their livelihood and invited them to become fishers of men.  His invitation was a much bigger vision than they had ever seen for themselves.

Peter, James, and John recognized that Jesus was the Messiah and they gladly left their lives behind to follow Jesus. More would soon follow.

When salespeople ask clients to use their products or services, you are inviting change to take place. You can successfully do this when you ask the right question, are a good storyteller, and when you show empathy. 

Never assume a potential client is going to come to the conclusion to work with you on their You are their guide to finding solutions through your products and services.  Always be proactive, ask for the change, and be prepared to show them the action steps. 

Jesus showed us how to be persuasive in order to offer a better way of life. Do the same for your clients.

Best Sellers In History Series 1 – “Jesus Christ” episode resources

Selling is not complicated but you have to have a strong foundation. Learning fundamental practices and implementing them will offer potential clients hope for positive change based on what you have to offer. 

Watch out for the next episode in this series. 

You can also catch up with Donald 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.

 

 

Brian Keels, Hiring Process

TSE 1227: Things To Look For When Hiring Successful Sellers

Brian Keels, Hiring ProcessHiring is part of the sales process but businesses know there are things to look for when hiring successful sellers. Getting the right people to join your sales team is one of the most effective ways to boost your sales revenue. 

Brian Keels is a businessman living the life of a busy entrepreneur. In addition to being a happy husband and father, he is also working for a very large enterprise software company. There, he takes on different sales and leadership roles from regional to global levels. He’s done businesses in Europe, the Middle East, and Africa. Recently, he’s been doing enterprise sales in Barcelona, Spain by day. By night, he is building his own investing business in the U.S. 

Things to look for when hiring successful sellers 

Sales leaders are always looking to hire successful sellers to help increase their revenue. The model in which a business is working is an important consideration when hiring new people. 

Business models vary.  While some are constantly looking for new businesses, others adopt a farming role where they want to sell more within their existing customer base. Another consideration is the size of the business, whether it is a multinational brand or targeting a smaller niche. 

Hire the right behavior 

Of the three things to look for when hiring successful sellers, the first and the most difficult is the right behavior. If you are hiring a salesperson who is to make 50 calls a day, being proactive is important. 

The ideal candidate will need to be someone who can be proactive. They should be able to work without someone having to tell them to pick up the phone and make calls. This is a challenge because no matter how skilled the salesperson, if he doesn’t have the impetus to pick up the phone, smile while talking with the customers, or keep the calls energetic, then he won’t have the behavior be successful in that position. 

Most successful salespeople didn’t have this proactive spirit when they started selling. Proactiveness has to be developed over the years of working in sales. Being proactive is a core strength for sellers. It opens more doors, creates more connections, and can eventually point their customers toward the right decisions. 

At the end of the day, when you consider the sales process, regardless of the products and services you sell, it all comes down to being proactive and having the ability to go out and do what’s needed. 

Whether it’s selling knives door-to-door or selling in an enterprise, a salesperson should be able to design and execute an effective sales process by talking about the value they lend to the consumer through their products. 

As a hiring manager,  a good interview question for potential candidates will give them the opportunity to talk about an experience when they got to be proactive. New sales reps tend to go through trial and error as they gain more experience, so ask about their experiences and what they have done, not what they would do. As they answer, listen carefully as they explain the way they dealt with needing to be proactive. Their answer will help you understand how they will do things in the future.

Look for self-awareness 

There is so much opportunity that comes from being self-aware. The benefits are tied to existing behaviors as well as understanding the candidate’s skills, ambition, and attitude. 

Looking back at the successful people Brian hired in the past, he saw their high sense of self-awareness. Self-awareness is also integral to the type of model the seller is in. 

If you are hiring a salesperson for inside selling, then you might forego knowledge and go for a person who has a higher potential in selling products and services over the phone. As a sales leader, you compensate for that gap and understand that their self-awareness may not come with as much knowledge but they can be supported by the strength of available training programs that are offered to sales reps.  

To see if a candidate is self-aware, you can also ask about the issues they had with quotas and what they did to improve those results. Listen to what they tell you and tune in to the things that they did to address their challenges. When they say that they haven’t had any challenges in the past, then that can set off a big red flag. 

It’s a hard truth in sales that we don’t win all the time. Being able to overcome their issues and how they came through can shows you how self-aware they are. 

People who are self-aware typically know where they need help, they recognize where they are in a specific model and most importantly, they know if they’re ahead or behind the curve. They’ll come to a sales manager with the areas they need support based on the models that they’re in. It helps support the seller and it helps the sales leader be more focused on the areas where they need the most help.  Having a methodology, skill, and an understanding of the product is key to success. 

Considering the scale of their roles 

When hiring a salesperson to consider the scale of their role. If the person is on the enterprise level and they have a knowledge gap, that’s probably going to be an issue. However, if you hire that person knowing they are going to be part of a sales academy program, there is less worry that you’re hiring someone who doesn’t have the full skill set.  You know that it’s coming after the proper training.  

What skills the salesperson needs to have at the point of hire, depends on the role that your candidate will be playing in the company. 

There is a process that you need to follow in sales. You also have to have certain behaviors to convey that you understand what you’re selling. 

It is also equally important to have realistic expectations as a sales leader. Setting your expectations too high causes burnout for new sales reps. This won’t help them reach their goals no matter how much they produce. This isn’t setting them up for success. 

Hire people who can manage themselves 

These people are able to take a specific situation, diagnose and execute planning. No one may be getting the results they’re going for but they can assess, see the need and come up with a solution. Look for candidates who have sales goals who approach you with a plan and don’t need to be told what to do. They can work independently and just do what’s best for their career and their business. 

In the event that they didn’t reach their sales goals, they are able to self-correct and start a new plan. They don’t feel the need to go to their boss every time they have to make sales decisions. They can manage not only themselves but also their situation or their virtual account team. 

The key is understanding that no one is perfect. People are going to step up to the plate, swing, miss, strikeout, and learn what to do the next time they go to bat. 

There are different types of successful sellers out there. Even when we work on a sales team, treat your team at an individual level. Remember that every salesperson has their own environment where they succeed. When your sales team is clicking on all cylinders, it makes every quarterly business review a pleasure to sit in. 

“Things To Look For When Hiring Successful Sellers” episode resources

Connect with Billy Keels via his LinkedIn. You can also check out his site, Billykeels.com. 

You can also catch up with Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

The Sales Evangelist, Donald Kelly, The Accidental Seller Series

TSE 1226: The Accidental Seller Recap  – “Three Things I Learned”

The Sales Evangelist, Donald Kelly, The Accidental Seller SeriesFor the past 8 weeks, we have been interviewing several successful “accidental sellers” and sharing their stories.  We have come to know how they started in sales when it wasn’t their intention to ever be in sales, and what they did to become successful. 

The last episode aired last week when Donald interviewed a very special person in his life, his own mother, who Donald credits in shaping him to be the man he is today.  As he wraps up the series, Donald wanted to share his three main takeaways. 

The Accidental Seller Series Recap

This series has been well-received by listeners because they’re hearing their own stories in these interviews.  Each story has been relatable and speaks to the struggles and successes that many experiences in the sales industry.  The guests were very open about their challenges and feeling like a failure as being part of their journey. These are stories everyone relates to.  From these struggles, a success story was born, and it’s these stories that offer a fascinating insight into what it takes to make sales a career. Through this series, Donald has learned three main points: 

  • The view of sales
  • How they have a guide
  • Sales was easier than they thought 

The View of Sales

When you ask someone to share their perception of a salesperson, it’s common for someone to bring up the stereotypical used car salesperson. Many of the guests on the Accidental Seller series thought the same thing. This is the stigma around sales and it’s been embedded in the minds of many. Society has painted salespeople in such a bad light that naturally, salespeople are seen as people who are only looking out for their own best interest.

While this doesn’t apply to everyone, unfortunately, it has been proven to be true for some businesses and industries. For example, when a big bank has been caught in unethical dealings. As a result, integrity has to be proven as everyone in sales comes under scrutiny.

When there are opportunities to gain large sums of money, people can end up making the wrong decisions. It may not be true for all salespeople, but people who are caught in shady dealings make it harder for honest salespeople to connect with potential clients. 

Several of the more high profile crimes get turned into movies. Consumers aren’t going to line up to hear about a great salesperson in the same way they want to know more about a salesperson’s dishonesty. There’s no drama in that. 

These movies helped shaped the perception of many and have influenced people into thinking that sales is a career they would never touch. However, that’s not the sole reason people steer clear from sales. 

Change of perception

De Juan, the second guest in The Accidental Seller series, shared his own definition and feelings about salespeople. His father was a good sales rep selling insurance. Growing up, De Juan saw how the business worked. His dad did hours upon hours of door-to-door selling. Watching his dad work, De Juan grew up thinking sales was an extremely hard job. It was a lucrative job but also very difficult. Salespeople were undesirable and homeowners would pretend to be out of the house so they wouldn’t have to spend their time talking to salespeople. 

De Juan, believed joining a sales force was a waste of talent. He believed that if someone had the ability to connect to people and have meaningful conversations but used it in a sales position, it was a waste of skills. However, that view changed when De Juan finally got a good feel of what selling really is. 

The job wasn’t a waste of talent or undesirable. In fact, it was something he could be proud of. In addition to that, he realized that you didn’t have to sell door-to-door to build good relationships. He discovered you could help businesses solve their problems and be greatly rewarded for it. 

It’s the responsibility of the seller to break free from the stereotypes. Kids can be taught early on that sales is a lucrative career and should be considered as an option. 

As a salesperson, you can help others recognize the value of professional selling. 

John Barrels and his daughter finished a book recently to help enrich the views about selling, especially for future generations. It’s a great idea to give kids the proper education about selling, even at a young age.  We can share the value of professional selling even in elementary school.

Everyone Needs a Guide 

For anyone who has goals and dreams, it’s helpful to have a guide who is going to help us down the path and lead us in the right direction. 

Ashley Reusch’s story is a great example. She wanted to take a break from college and her dad suggested that she try to get into sales. Like her dad, she became a car salesperson and sold new and used cars. Despite it being a male-dominated industry with a high turnover rate, Ashley thrived because she had her father to guide her along the way.

Wendell Jordan was helped by his sales manager. Although his sales manager wasn’t always there at the beginning, he was able to coach him later on. He offered Wendell insight and guidance that helped Wendell perform well. 

Stephen had a guide too and Debbie also had her dad to help her have more involvement in the business. 

Basically, all salespeople, regardless of what you are selling and regardless of the length of time you’ve been in the industry – all need help, we all need a guide. 

Nobody knows everything there is to know about sales no matter how long they’ve been in the industry. Donald has been in sales for quite some time but he still takes courses and reads books. Learning is a continuous process and doing podcasts has helped Donald learn more and more about the sales industry. It also helped him gain accountability and guidance to be able to help others as well. 

Even if you don’t join a paid mastermind, you still need someone who can act as a guide. It can be your manager, your spouse, or your friend. It is important to have someone close to keep you accountable and help you with your goals. 

Sales Isn’t as Hard as They Initially Thought

The other thing that successful salespeople use is a formula or sales process they follow religiously. 

Ashley’s father helped her become a better salesperson but in addition to that, she also used her own creativity to develop a training regimen. When she wasn’t working with her own customer, she would sit by the cubicle of the salesperson doing his pitch and would tune into the conversation. With a notepad and pen in hand, she’d take notes and try to learn from their experience. She knew she had to get familiar with the common objections and situations of her business.  She prepared herself by learning from other salespeople she worked with. Ashley didn’t just wait for help to come around, she took action and created opportunities for herself. She looked for ways to make her success possible.

All the guests on the Accidental Seller series fell into sales by accident but they all created it as a path, they made sales a workable solution. Sales became a profession that helped them to support their families and enrich the lives of other people. 

For all accidental sellers out there, your stories have a home here on The Sales Evangelist. The series is coming back next year and listeners cannot wait to hear how you have thrived and succeeded in this industry as well. 

What’s Next? 

The Accidental Seller Series has given us some important lessons: 

  • There is still a stigma about sales and people have different views on what sales are about. 
  • All the successful people in this series didn’t attain success overnight, they had guides. They had people to help them achieve their goals. 
  • In the beginning, they thought that sales was a very difficult path but when they learned to pave their own path and followed their processes, they realized that their initial thoughts weren’t at all true.  

The Sales Evangelist wraps up this series and will be diving into another series that no other podcast has ever done before. The upcoming series will be about historical figures and very persuasive individuals who were great sellers in their time. Their experience will be broken down to discover what made them so successful.  The first key figure will be Jesus Christ and this episode will be uploaded during Christmas. This series is expected to help you improve your sales and skills. 

“The Accidental Seller Recap  – “Three Things I Learned” episode resources

Do you have an interesting story to tell? You can tell Donald about it via LinkedIn, Instagram, Twitter, and Facebook or you can reach out with 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 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. 

Kristie Jones on Hiring Process

TSE 1225: Stop Hiring From Your “Gut” – Putting a Formal Hiring Process In Place That Works

Kristie Jones on Hiring ProcessThe hiring process can be a challenge for many. There’s the temptation of hiring people from the gut when in fact, there needs to be a formal hiring process in place that works for every company regardless of its size. 

Kristie Jones works with early-stage startups and helps these companies do three things – process, strategies, and people. She has been in the staff leadership industry for 20 years and as part of her consulting services, she offers companies the strategies for hiring the right people. Kristie now manages her own company, the Sales Acceleration Group, and has helped funded and non-funded startups in the Midwest for the last four years. Her services are focused on the strategies that companies can use to hire the right people. 

Hiring from the gut

Hiring from the gut is basically hiring based on first impressions. In the sales world, it’s very much like sending a contract to your prospect without doing a discovery call. Salespeople follow the sales process in vetting and finding prospects. In the same manner, there is also a process that sales leaders should follow in vetting and finding the right candidates to join their companies. 

 

  • The ideal candidate

 

The process begins by deciding on your ideal candidate profile, which includes their competencies and skills. As a salesperson, you take the time to figure out who your ideal customers are by spending time with them.  The same goes for hiring new salespeople. You want to invest the time in figuring out what competencies are most important to the success of your company, and build interview questions around those competencies. It’s also imperative to build your ideal candidate profile with business culture, core education, and relevant experience in mind. 

 

  • Candidate discovery 

 

In this stage, you identify their experience. The resume is only a piece of paper that details a person’s information. In the hiring process, you need to be asking the candidates open-ended behavioral-based questions. 

 

  • Make them an educated consumer 

 

This stage of the hiring process entails flipping the table on your candidate and allowing them to interview you.  This isn’t done by everyone but it’s a strategy to start a great working relationship, even at the interview stage. This point in the interview allows the candidate to see whether or not they will be happy working in your organization by getting to ask questions that are important to them. 

When hiring the right people to join your sales team, you can’t just hire from the gut and have the expectation of longevity. You need a formal hiring process in place that works.  This process includes understanding your ideal candidate profile, preparing your discovery questions, and lastly, giving the candidates an opportunity to become the interviewer.

Knowing your ideal candidate 

Experience is important in hiring the ideal candidate. Look for people who have a good track record of success. It’s your job as a sales leader to discover the candidates’ competencies, characteristics, and traits that have helped them become successful. There are many ways for a business to find the right people to hire. 

Kristie has used recruiters to line up job candidates for her clients but she’s also helped her clients build and post a strong job description through a paid LinkedIn ad. Through these efforts, they’ve been getting between 50-70 resumes within the first two weeks of posting a job on LinkedIn. 

It’s not necessary to utilize recruiters when you are looking for lower-level sales reps but they are a good resource if a company is looking for specialized sales leaders. 

When posting a job on LinkedIn, the most attractive posts will include the following information:

  • Job Title – Many companies use the titles Account Manager and Account Executive interchangeably. When you are looking for a new salesperson for your company, it’s a good idea to specify the job titles that are specifically related to your industry or niche. 

 

  • Length of time you’ve been in the business

 

  • The markets you use
  • How successful your company has been
  • A short description of the job
  • Transparencies and accountabilities – you need to state what their job will look like and be upfront about the things they will be doing. 
  • Compensation range

 

 

A great job post will be gender-neutral and have a wow factor. Impress the best candidates with your company’s values and share the perks and bonuses that will come if they choose to work for you.  If your company offers free lunches, happy hours, personal development training, or quarterly healthy bonuses, make sure you say so! 

Candidate discovery 

When Kristie first works with her clients they go through a list of competencies and pick several that are most important to work for that specific company. They then create their behavioral-based interview questions from the competencies they’ve chosen. The questions will vary for each company and will be influenced by the type of company it is and its core values. Questions about accountability can be very telling about a potential candidate. For example, “Why did your  previous quarterly goals?” Kristie wants to know if a candidate will take accountability for their actions.  

When hiring for a startup, Kristie is looking for a willow, not an oak, a person who bends but doesn’t break. Questions or prompts that uncover this trait might include, “Tell me about  a time when you made a personal sacrifice for an employer.” Another question might be, “How you stay on track when you have competing priorities?” Look for the candidates’ perseverance and objective judgment. 

Flip the table

The last phase of the formal hiring process is flipping the table. This simply means letting the candidate become the interviewer. Give them the opportunity to go through the discovery process by seeing what questions they have about the company. Allow them to spend time with your current employees in a variety of departments. When you flip the table, you get to stop asking questions and allow the candidate to discover if they really want to work for the company.

 After posting the job on LinkedIn and collecting all the responses, you’ll typically pick 10 candidates to conduct a phone interview.  This is a critical stage where you can ask them questions to gauge which candidates will be chosen to come in for a face-to-face, behavioral-based interview. Kristie runs a sales profile test before flipping the table on a candidate by using a test she says is a combination ACT/ Myers-Briggs personality test. The first section is a verbal and math test. This is to test their verbal and reasoning ability as well as numeric reasoning. In addition, Kristie has also developed the ideal candidate profile for SDRs and it can be used to hire anyone from sales reps to sales leaders. Once the results come in, there’s an opportunity to go over the results with the candidate to discuss the fit. 

The Hiring Process

During a typical hiring process, Kristie invests about four hours conducting a face-to-face interview. She goes through an hour in reviewing the test results and another 30 – 45 minutes interviewing. Afterward, the candidate is given the chance to work with a sales rep or one of the team members. At the end of the day, Kristie asks the group what they’ve learned.

The process is long but following this formal hiring process, you’ll get fewer mis-hires in your company. 

A sales manager looking for a sales rep must know what the company is looking for. When people don’t have a formal hiring process in place, they can mistakenly hire solely based on a gut feeling. Having a formal process can save you from any legal troubles and provide a better quality employee. The process helps you hire the best fit because you already know the right answers to the questions. Implement this process in your organization and let everyone understand they all have a role to play.  The first impression starts with the first person the candidate meets. 

“Stop Hiring From Your “Gut” – Putting a Formal Hiring Process In Place That Works” episode resources

Catch up with Kristie Jones via her email address kjones@salesaccelerationgroup.com. You can check out the list of competencies and some starter behavior-based interview questions that you can use in your own hiring process. Check it out on salesaccelerationgroup.com/TSE. 

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

Brian Harrington, The Sales Evangelist

TSE 1224: How To Craft A Rock Solid Sales Pitch To Potential Investors

Brian Harrington, The Sales EvangelistA sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors.  First, everyone is a salesperson. Regardless of what you do, everyone sells to someone.

Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. 

In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made.  They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. 

Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. 

Brian’s company sells products with a focus on three core worlds: 

  • Product
  • Education, providing ongoing training to entrepreneurs and sales professionals
  • Investing/ Advising/Consulting where they help startup businesses grow and provide value. 

Mistakes you’re making when pitching to investors

It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared.  If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. 

Simple changes can make the pitch so much better.  Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. 

The Tease, The Please, and The Seize 

The Tease:  Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind.  BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds.  

You also want to be mindful of how your actions and words may be received by your audience.  If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. 

The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues.  Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes.

 The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action. Think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture.  You want them to have confidence in you and the products or services you represent.

It’s important to take the time to do the research in potential investors.  Make sure you know they’re looking to invest in your industry or type of product before you ever get in front of them.  Find out what kinds of pitches they’re drawn to. For Brian, the best pitches are the ones that come from people who command attention and hold the attention of the room throughout the presentation. 

Have the right amount of confidence 

Confidence is key for any salesperson. That confidence, however, has to balance with the facts that are being offered.  A good investor is going to research the data you are using to support your claims so stick with the truth. Don’t makeup stories to make yourself look good.  It can compromise your integrity and an investor needs to be able to trust you. 

You also want to be careful about being annoying.  Again, you don’t have a lot of time to make a great first impression.  You don’t want to come off as too cocky or flashy. The best course of action is to substantiate your claims and have a real plan you can confidently and competently execute. 

The truth is, not all pitches will be successful. There are risks in every opportunity but oftentimes, the rewards are bigger than the risks. You can lower the risks by offering realistic projections that show you’ve systematically mapped out how you’re going to make a profit. 

Crafting a Great Sales Pitch

As a salesperson, it’s your job to craft a rock-solid sales pitch to potential investors. The right pitch doesn’t sound too  “salesy.” During a pitch, be careful of talking too much. It could seem like you’re trying too hard and can be perceived as a lack of confidence in your presentation. 

Turn that around by keeping these key elements in mind when crafting a great sales pitch:

  • Come prepared
  • Be confident
  • Know your business
  • Show a level of traction and validation 
  • When presenting, take a deep breath and refrain from repeating the same things over and over again. 

“How To Craft A Rock Solid Sales Pitch To Potential Investors” episode resources

Connect with Brian Harrington by emailing him at brian@kevingharrington.tv. For more sales information and questions, you can also catch up with Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

The Accidental Seller Series

TSE 1223: The Accidental Seller Series 8-“Norma Bell”

The Accidental Seller SeriesThis is the last episode for the Accidental Seller Series. Because it’s the last, it needed a very special guest, Norma Davis Bell, Donald, The Sales Evangelist’s mom. Check out our previous Accidental Seller Series episodes. 

Norma Bell wanted to become a policewoman growing up because of the idea of protecting and helping people. As she grew older, however, her path took her in another direction.

After Norma decided she wasn’t going to train to be a policewoman, she discovered she had the skill to make dresses.  Norma’s older sister, Ivy, wanted to support her and connected her with a friend with the idea that Norma could be her apprentice.  As it turned out, however, the friend wanted an assistant more than she wanted to teach so the opportunity was short-lived. Ivy, who owned a small store and bar at the time, new Norma was great with people and invited her to work with her.

Ivy had a great head for business, was able to network well, could make things happen and managed the administrative details of their work.  What she was lacking, however, was the customer service skills. Her little sister, Norma, had a natural gift when it came to working with customers, entertaining people with jokes, and bringing joy to their places of business. This was especially evident when Norma worked in the store. As a cashier, even if she had the longest line, people would stand in line longer, just to wait for her. She knew the names of each of her customers and Norma made each of them feel special.  With the sisters working together, the businesses thrived.   

Working as a salesperson in the shop

Norma felt good while working in the shop because it gave her the opportunity to earn money. She felt happy knowing she brought in more customers to the store and to the bar. She talked and laughed with them and she became their reason for coming back. People gravitated towards the shop and the bar because of Norma’s outgoing personality. 

Seeing all the success, Norma’s husband eventually convinced her to quit working with Ivy to start her own business. She hadn’t wanted to leave but did so with her husband’s encouragement. 

Running and managing the store on her own was a challenge because all the pressure was on Norma. She no longer had Ivy handling the administrative aspects of the job and the money was leaving as quickly as it was coming in. 

Norma decided to close it down when the money ran out. She went to live back with Ivy.

After some time, the family moved to the United States and Norma went into customer service. She struggled for almost 4 years before things began to smooth out for her family. Despite the hardships, Norma decided to take on the challenges and opportunities the United States had to offer in order to give her kids a better life. Today, Norma enjoys the fruits of her labor through the success of her grown children, like Donald.  Even when he was young, she had dreams of Donald becoming a radio announcer. Today, she gets to be interviewed by her son! It’s a joy for Norma to listen to Donald, The Sales Evangelist, as he makes a global impact through his podcast.

Norma’s best advice:  Keep on going. Keep on praying.

“The Accidental Seller Series 8  – “Norma Bell” episode resources 

You can connect with Norma and her life story on Facebook. 

You can also catch up with Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Veronica Romney, Personal Brand

TSE 1222: How Can My Personal Brand Set Me Apart From My Competition 2020?

Veronica Romney, Personal BrandThe year is almost over. As a salesperson, how can you set your personal brand apart from your competition in 2020? 

Veronica Romney is solely focused on educating and facilitating individuals in their marketing and branding efforts. Veronica and her team are helping clients to stand out from their competition. They make it their goal to ensure you position yourself correctly so you can jump into the narrative and story that your prospective customer has as opposed to trying to force the customer into yours. 

You Don’t have to be the Best of the Best 

Set your personal brand apart from your competition even when you’re not the best in the business. Many businesses and sales reps are under the assumption that in order to distinguish their personal brand, they have to be the best of the best. The prevailing thought is that the only way to be seen as special is to look bigger and be better than everyone else in the same industry. This mindset can be exhausting for both business owners and sales professionals and can lead to burnout as they fight for consumer attention. Customers are bombarded with attention-seeking ads, streaming services, and other campaigns.  Companies and salespeople do a disservice to them by adding additional distractions that just focus on how great they are.

Veronica teaches her clients to focus on something more critical:  You don’t have to be your customer’s hero. It’s more important to be their guide in helping them get to where they want to go. 

Tony Robbins, for example, is a huge brand. He is a big name and a big individual with a big personality. Everything about Tony Robbins is larger-than-life and at the end of his documentary, Tony Robbins: I Am Not Your Guru,  he was asked what he hoped people would better understand about him through the documentary. His answer is critical to his branding and should be a great takeaway for people who work with consumers.

He said that it’s not really about people caring about the person, Tony Robbins. The Tony Robbins brand lets customers know that it’s the means to an end and it’s a company that will get them to where they want to go. Tony is aware that he isn’t the show and he isn’t the product.  It’s more about how they are transformed through him and what he teaches. People respond to the things that cause change, keeps them hungry, make them feel fulfilled and feel alive.  

His organization does that.

The Positioning Technique

CarMax uses this method of selling cars. You can use this tool to set your personal brand apart from your competition. The industry is overly saturated and the competition is stiff. There’s no point in fighting against the current. Instead, CarMax guides its customers where they want to go.  Whether the customer is purchasing a car, trading in or selling a car, CarMax has made it a simple three-step process. They have removed the barriers of haggling and negotiation from the interaction with their salespeople and by doing so, have made it easier for the customer to do business.

This positioning technique relieves salespeople from having to be the product or prove they’re the best. Instead, they can concentrate on being a guide, mentor or coach for their customers to avoid burnout. 

People need a guide when purchasing decisions need to be made. For example, someone buying a weight loss program or supplement isn’t just buying a product but the transformation that product offers. As a salesperson responsible for packaging products and services to the consumer, the goal isn’t to make the product the hero of the sales pitch. The goal is to offer transformation by helping customers understand how the product can get them to their destination.

Position Yourself as a Guide, Not the Hero. 

Consumers today are focused on their self-interests. Consumers want their problems solved quickly and as salespeople, guiding them through their ambitions is key. 

Develop your voice

It’s tempting to want to be a chameleon who can be everything to everyone but it’s also impossible. Yes, it’s important to mirror the person you are talking to in order to help build a connection but your voice must be unique to you and your brand. 

Let’s take Warren Buffet as an example. He is a billionaire, investor, and businessman. Warren Buffet is famous for writing an annual letter to his shareholders to talk about his market forecasts and investments for the upcoming year. 

MSNBC and Forbes have turned these letters into books. He has been able to deliver consistently, over decades, to successfully build a personal brand that people can trust and feel confident about. 

Warren did this by writing letters to just a single person, Doris. Writing to just one person makes the letters have a unique and intimate tone.

Speaking to one person creates consistency in your voice and people relate to that when you connect with them. 

Find Your Own Doris

Doris is Warren’s sister. He has an emotional connection to her and that’s the kind of affection and connection that you need to have with the people you choose to connect with. Finding your voice can be difficult, especially if you are new to sales, so find a favorite customer, someone that can really benefit from what you have to offer, and pretend you are speaking to that person every single time, no matter who your customer is. Eventually, you will be able to develop your natural tone consistently. 

It’s the same thing in politics. Politicians who are consistent and speak the same way, regardless of audience or circumstance draw people. 

There can be a disconnect when businesses have one person writing for their blogs, another person their press release, and yet another working their ads. Each person is going to have a different voice in their writing instead of having a company voice.  It’s important that there is consistency in a company voice throughout. 

Consider Asking Your Customers these Four Critical Questions

Veronica suggests four critical questions you can use to set your personal brand apart from your competition and help find your voice as a salesperson and help you understand your customers more intimately. They help to develop a relationship when you have an opportunity to survey a new client. The answers to these questions are a great vehicle to learn how to be the best guide you can be:

  • What are you trying to accomplish this year?

It’s important to set a time parameter on the things your customer wants to achieve. For example, you can ask about a quarter goal or a yearly goal. Setting a time frame gives you an endgame and will serve as a guide to where the customer hopes to go.

  • What do you think it would take to double your business results or your happiness this year?

Your goal is to enter their story and not to force them into yours. They have already been thinking about what they need to accomplish their goals but these questions allow you to go into the story they have already created in their own mind. What if their solutions are wrong for them? You have to know what they’re thinking to guide them to the right answer. 

  • What frustrates you the most about your business and life right now?

Whatever the answer is, your product and services have to offer the solution. You are in the business of taking away the pain and obstacles that prevent your customers from getting to where they want to go. Every client will have different pain points so you can’t make assumptions about what frustrates them about their business or life.

  • What have you tried to do to improve the situation you’re in?

Your customer’s answers will give you insight into what they’re open to trying. Knowing that you’re offering something they’ve never tried before may feel revolutionary to them. You need to understand what people are comfortable doing. 

The answers to these questions will allow you to see your client’s aspirations and what they think they need to double their business. Their answers will give you an idea of what frustrates them the most and what their pain points are. The questions tell you the mechanism and the behavior they’re already accustomed to. It’s why these 4 questions are critical in distinguishing yourself from the competition. 

Stay focused on your client and maintain the goal of making them the hero of their own story. You’re there to offer the transformation.

“How Can My Personal Brand Set Me Apart From My Competition 2020” episode resources

Catch up with Veronica via her personal website, veronicaromney.com. She is also on various social media such as Twitter

You can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program, 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Felipe Lodi, LinkedIn Sales

TSE 1221: How To Create A LinkedIn Profile That Consistently Brings New Business To Your Pipeline

Felipe Lodi, LinkedIn SalesHow do you use your LinkedIn profile? Many salespeople create a LinkedIn profile to bring in new business. 

Felipe Lodi is a returning guest and he’s back to teach salespeople how they can create a LinkedIn profile to bring in new business. Felipe is based in Ireland and he is helping other expatriates like himself to establish themselves in Europe. By teaching them the social skills needed and building their LinkedIn accounts, he’s helping them market their abilities and attract opportunities. He launched his book, Advanced LinkedIn, last year and now, he holds hundreds of workshops within the public and private sectors throughout  Ireland. 

Common Mistakes Salespeople Make on LinkedIn 

There are many common mistakes made on LinkedIn. Once you know what they are, they can be avoided. The most common mistake is the failure to use their headlines creatively.  The headline is 120 characters long and can be found underneath your profile picture. Most people just list their titles with a brief job description. Doing this is a waste of characters. The tagline stay visible and can be used to make a value proposition. As an alternative to your title, create a sentence that shares your why, how you do what you do, and what you sell. 

Another common mistake is that people don’t utilize their Summary or About Me sections effectively.  These areas give you a whopping 5,000 characters to really make a statement.

Common content: 

  • Creating bullet points
  • Providing your contact number and email address

A better alternative: 

  • Reasons why you’re doing what you’re doing 
  • Tell people why you are the right person for them 

Your profile is where you talk about yourself. When you go outside your profile and start engaging with people and creating content for others, talk about your prospects and how you’re going to solve their problems. 

Creating your LinkedIn profile

It’s not necessary to spend money on LinkedIn to make money. Use LinkedIn because of its organic reach instead. 

There are three ways to enhance your account:

Optimize Your Profile

Profile Optimization is to better ensure people will get to the information about you you want them to see, make sure your LinkedIn profile is visually appealing.

If you are looking for a job, don’t open a LinkedIn account to just looking for employment, but seek ways for you to find opportunities.

If you are in sales, start believing that LinkedIn is your sales platform. It’s the best place to reach out to C level executives because you have direct access. There are no gatekeepers on LinkedIn and salespeople can use this accessibility to their advantage.

It’s important to make your profile visually appealing. People will judge images before they read any information. It’s important to have an avatar and profile picture that looks professional. When Felipe changed his profile picture to an image of him holding a mic, the invitations for speaking engagements began to grow. People believed he had the ability to speak because of the image of him already doing the job. Use your photo to tell people what you do without them ever having to go to your profile. 

The people who invited Felipe to speak were the people who already had him on their radar because they already had a relationship through engaging on LinkedIn. Every little detail counts – the picture, the tagline, and the summary need to support the story you want to tell and what you want potential clients to know.

Start Creating Content

LinkedIn’s algorithm doesn’t downgrade content that looks like an advertisement, unlike Facebook and Instagram. You can take advantage of the organic reach by posting free ads.  In doing so, you reach people with whom you’re connected without paying any additional fees. LinkedIn’s ad platform is still fairly young compared to Facebook. For example, LinkedIn doesn’t have a feature to target a specific demographic but it can still be used to publish compelling content to attract business. 

The second part of Felipe’s methodology is to create a LinkedIn profile to bring in new business through the content you’re offering. Your content is your vehicle to attract more people to your profile.  If offers an opportunity to inject your products and services in a way that is appealing. For example, create educational content and allow people to have access at no charge. Include some components that talk about the items or services you offer. 

How to build your content:

  • In the first paragraph, talk about what you do. 
  • In the second paragraph, tell them a story about how you’ve helped someone in the past.

Content on LinkedIn needs to be there at all times. Utilize automation to repurpose your content for different time zones. Automating your content gives you more time to do the third part which is engagement.

Consider the Cost of Engagement

The last method you can use on how to use the LinkedIn profile to bring in new business is the cost of engagement which includes the time you invest in the activity on your profile, especially with the people who want to connect with you.  The more you engage, the more attractive your profile becomes. The relationships you nurture in the present can turn into future selling opportunities. You can show potential buyers how committed you are in your profile presentation and content creation. Don’t let two weeks go by without checking in. You want to let people know you’re accessible and you’re ready to answer their questions. Position yourself as an authority within your niche.

You may not see a lot of results such as likes from your posts but that’s fine. Even when you don’t see the number of likes, it doesn’t mean that it’s not working. LinkedIn only chases the number of views that matters. Your post might have zero likes but gets 230 that means, 230 people have stopped for at least three seconds to check your content. 

Even when people didn’t like or share your post, they have come to associate your face, your compelling tagline, and the type of content that you are pushing. 

LinkedIn also breaks down the number of views of your post such as the names of the companies that viewed your post. 

As a salesperson,  you can follow up with the people who have seen your post to start the conversation. They may have not liked but they keep seeing your posts and make the association with your content. There is something there that you can explore. Don’t be stuck in content creation, make sure to have time to create engagement. Try not to be anxious about the spellings and other menial things, put more importance on how you can repurpose your content. 

“How To Create A LinkedIn Profiles That Consistent Bring New Business In Your Pipeline” episode resources

Catch up with Felipe Lodi via his LinkedIn account. You can also check on his book, Advanced LinkedIn

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

Debby Montgomery Johnson, Accidental Seller

TSE 1220: The Accidental Seller Series 7  – “Debby Montgomery Johnson”

Debby Montgomery Johnson, Accidental SellerHere’s another episode from the Accidental Seller Series where we interview successful salespeople who didn’t start their careers with the intention of going into sales. 

Debby Montgomery Johnson is the president of Benfotiamine.net. Most of Debby’s family members are in the medical field and growing up, she wanted to be an anesthesiologist. It was during middle school when she worked at a hospital, she thought being an anesthesiologist was cool. When she got into high school, she discovered medicine wasn’t for her. Her interest was in languages so she studied French, Spanish, and a little bit of German. Once in college, she majored in Political Science and got her bachelor’s degree. 

Debby had planned to go on to law school but after she got out of college, she enrolled in paralegal school and worked for a firm specializing in corporate and family law after graduation.  Unfortunately, she was let go from that job. 

Getting into sales

Being released from her paralegal job became the catalyst for her going into the Air Force where she served for eight years, even in Germany.

Debby was working with the Pentagon as an imagery analyst and during that time, their work entailed analyzing photos from the Cold War. Till then, Debby had never really looked at the sales industry as a career. When Debby thought of sales,  thoughts of a car salesman or vacuum cleaner salesman came to mind. She didn’t really want to be a salesperson. 

Debby left the Air Force when she had her third baby and started working as a bank manager. There were sales involved in her job but what she really wanted to do was assist people and help them with their finances. Debby left the job when her husband died so she could take over their company. Debby had no experience in running a company that was based on internet sales. 

As she became more involved, she realized the company made more money in a month than she made in a whole year. This convinced her to jump into the business full-time. Thus her becoming a part of our Accidental Seller series episode. 

Fears about sales 

Most salespeople in our accidental seller series have fears. For Debby, her biggest fear was the fact that the company wasn’t familiar with the details. It was built to help people suffering from diabetes with neuropathy. Her late husband, Lou, had the same disease.  The company offered products that worked for him and he shared a personal testimony about how each product worked for him. It was hard for Debby to really embrace the company as hers and to believe in herself when she didn’t know how the products helped their clients. She didn’t have the confidence in herself that she could actually sell. 

Debby was able to get past that fear by bringing her father into the company. 

Her father answers the phone and talks to clients. Being a retired dentist, he has a medical background that helps build rapport. Debby’s father also understands the chemistry side as well as the medical side of their company. 

Debby’s first sale made her ecstatic. It was fun and it released her from the fear of talking to clients. She was getting to interact with them as a person, not just a client. She made it her goal to build relationships, not just transactions. 

Selling is helping

Debby has a great mindset as a salesperson. She talks to clients and only sells products that will help their specific needs. She keeps a positive outlook throughout but understands people are different and every product may not work for every person. With this understanding,  she tries to create opportunities for clients to try a product so they can see if it works for them. Instead of just trying to complete a transaction, Debby is making interactions more personal. She thinks of her clients like family and she’s willing to go through great lengths for her family. 

Even with all their success, there are trying times throughout Debby’s sales experience as well. An example is when she’s calling potential clients and there is an apprehension the client will say no. Cold calls are dreadful for Debby. 

One challenging client was a doctor.  Debby’s company had stopped selling the product the doctor wanted so Debby called her and left a message. When she finished the message, she started complaining about the client to her son. It was right after that she heard on her phone, “If you are satisfied with the message, please hit send.”

Needless to say, she got a phone call from the client telling her how unprofessional she had been. 

Should I quit?

It would be easier to quit than run a business but Debby has become very close to her clients and sees them as part of her family. She feels responsible for the products they take and she just can’t turn her back on that. With the mindset that clients come first at all times, she keeps on pushing on with sales. 

Her husband’s death has been life-changing for her but it’s the reason why she went into sales. She has since expanded her career path and is now an advocate for relationship survivors. Debby has also started a nonprofit organization called The Woman Behind the Smile. 

For Debby, it’s important to just jump into it when she finds something she likes. She knows if you fail, it only means you’re one step closer to your goal. 

“The Accidental Seller Series” episode resources

Catch up with Debby Montgomery Johnson by going to benfocomplete.com or through her email addresses,  orders@benfotiamine.net or debby@thewomanbehindthesmile.com

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

Devin Reed, Closing Revenue

TSE 1219: 5 Counter-intuitive Mistakes Preventing You From Closing Revenue

Devin Reed, Closing RevenueThere are times salespeople don’t make the best decisions that would lead to closing deals. These mistakes can cause a fall. Let’s take a look at the 5 counterintuitive mistakes preventing you from closing revenue

Devin Reed is a content strategy manager at Gong. He handles all the content marketing strategy courses and responsible for presentations. He also goes to roadshows, such as Sales Live Miami. 

At this roadshow, Devin talked about  5 Counterintuitive Mistakes Preventing You From Closing Revenue. It’s about the five things salespeople think are good practices, and are trained to believe are good habits when in fact, they’re doing the opposite. These five mistakes hurt their deals and sales conversations. What Devin is sharing is backed up by data. 

Devin works for a company that has millions of sales conversations. They’ve looked and analyzed these conversations to see patterns that help them get an idea of the things salespeople talk about the most. Here are the 5 counterintuitive mistakes preventing you from closing revenue. 

  • Using the ROI to seal the deal
  • Focusing on quantity when it comes to discovery questions
  • Answering objections quickly and thoroughly
  • Using  large enterprise clients
  • Using cold call opening line

Don’t use ROI to seal the deal

People make the mistake of using the ROI to close. Finding a way to bring ROI into the conversation is one of the basic strategies taught to beginning sales reps.  This strategy is proving to be counterintuitive. 

ROI isn’t bad in itself, but it becomes an ineffective tool when it is used for persuasion. Presenting your ROI to the client doesn’t work because the information doesn’t go to the right part of their brain. 

The human brain has two parts – the emotional and rational. More often than not, the right part processes information later than the emotional part. If you want to get the attention of your prospects, you need to tap into the emotional side of their brains first. You do this by giving them a before and after story.

“Hey, I was in a podcast and not to brag or anything but that podcast did so well. They were doing this and that. I came on and I did this thing and two weeks later, they saw an X increase in their ROI.” This is an example of a “before and after”, then diving into the ROI. 

When you are able to provide the identifiers with the before and after stories, the emotional pull comes in. Make it a goal to tap into their curiosity instead of just desperately presenting the numbers. A good salesperson always to starts with emotion and understands people need to feel before they will give you their ear and show interest. After you’ve piqued their interest, then you can get to the boss to present the ROI. You show them what you can do for them is not only a great idea but also makes fiscal sense. 

Another reason why presenting the ROI often doesn’t work is because it’s naively done. Junior sales reps usually speak to CFOs who have years of experience. Their newness in the industry and lack of confidence make their calculations look phony. CFOs don’t find the numbers trustworthy. 

Focusing on quantity when it comes to discovery questions

Most salespeople have a discovery playbook with 15 to 30 questions. New sales reps believe it’s necessary to ask them all because they have the mindset the more questions mean more information and eventually, the more chances of closing the deal. While asking questions isn’t a bad thing per se,  on the other hand, it gives buyers discovery fatigue. It feels more like an interrogation than a valuable business conversation. 

Based on the data, 11 – 14 targeted questions is the sweet spot for the number of questions a salesperson should ask. The article by Chris Orlob entitled Why You Can’t Sell to C-suite Executives shares how salespeople only have four questions to ask C-suite executives. 

Tips when asking targeted questions: 

  • Use open-ended questions Using open-ended questions allows you to get more information. Ask one question that prompts a stream of answers. 
  • Get someone to think instead of reciting information  Ask questions that will make them think about their answer. For example, “How is that tech stack preventing you from closing revenue?” This question causes them to take a moment before giving an answer. 
  • Ask connected questions  Don’t just throw out random questions. Ask them in a way that paints a bigger picture. 

Answering objections quickly and thoroughly 

Answering directly shows how ready salespeople are to handle objections but the downside to that is the risk of actually answering the wrong objections. Instead, pause and wait. The benefits go both ways. For the salesperson, pausing creates room to time to think and for the prospect, the pause makes them feel heard. 

By the middle of the discussion, the prospect has already decided if they want to actually meet with the salesperson.  It’s the salesperson’s responsibility to make sure the conversation is good throughout the meeting so prospects see the value and have a good time. The prospect of enjoying the conversation is the most important goal. 

Using the enterprise logo when selling

Data shows that salespeople using social proof has actually a lesser success rate. Salespeople may think dropping names of big companies they’ve worked with is compelling information but prospects don’t share the same perspective. Instead of building trust with the prospect, what it does is alienate them.

The right approach is to use tribal identifiers. This means building a tribe based on shared characteristics. The best salespeople will have three to six tribal identifiers to make the connection more appealing and compelling. For small startup businesses with fewer clients, salespeople can make a hyper-specific process. This would mean not focusing on the same geography, for example, but instead, targeting companies with the same struggles and goals. 

Salespeople need to show their clients they are more than just someone on LinkedIn. They need to invest time upfront if they want to be heard. #SalesFacts

Cold call opening line

Many believe if you want to catch your prospect’s attention, give them an opportunity to first say no. The assumption is that using an opening line that allows them an opportunity to say no gives the prospect the power they want to feel in the conversation. Philosophically, you want them to feel comfortable in letting their guard down. 

This strategy doesn’t work. Data says there’s a 6.6X increase when, instead of trying to get them to say no, you ask instead, “How have you been doing?”

The potential client answers in the same vein and it causes a pattern interrupt. Your opening line isn’t something that the receiver is expecting. 

An opening question like, “Hey, this is Devin. Did I catch you at a good time?” is a telltale sign that it’s a cold call and immediately the guard goes up. From that point on, it’s an uphill battle.  

Always remember the before and after story because that’s how trust is built. People may not remember you but they will remember your story. You don’t have to be a great salesperson to share a story, you just have to share stories of value. 

“5 Counterintuitive Mistakes Preventing You From Closing Revenue” episode resources

Catch Devin’s podcast, Reveal the Revenue Intelligence, where they interview industry leaders who understand how they use their revenue intelligence to win the market. They have a pretty impressive line-up of key interviews. Connect with Devin Reed in his LinkedIn profile

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

 

Anton Van Rhyn, Cold Email, Email Prospecting

TSE 1218: How To Write A Cold Email Your Prospect Will Open And Reply To

Anton Van Rhyn, Cold Email, Email ProspectingThe cold email has been part of the sales process for a very long time but how do you actually write a cold email that your prospect will open and reply to?

Anton van Rhyn is the CEO and founder of the company Wavo,  a cold email platform that helps salespeople automate email outreach and follow-up. He also built Huron, a company for outbound prospecting and service. Anton has used both his software development experience and sales development experience to fine-tune the email automation platform. 

A cold email automation platform 

Anton built a cold email automation platform in order to assist sales representatives to relieve them of these more mundane tasks. The platform creates a sequence for the machine to follow. It can reach out to prospects and follow up in a way that looks like human effort. The tool is very efficient in that it focuses on making initial contacts while it frees up sales reps to focus on their demos and talking to people. 

Anton’s company has been utilizing email for three and a half years. Their previous experience came from being a prospecting service where they used emails to contact different verticals and industries. regardless of company size. 

Email makes it easy to prospect because most people today already use email. It is reminiscent of the cold calls used in the past. Cold calling was effective because most people were already sitting at their desks and ready to pick up a phone call. Today, very few people own office phones. Businesses have resorted to using emails to reach their clients. It’s become one of the most powerful channels to engage with prospects. 

Emails that don’t work 

Using a template in making cold emails is one of the reasons why this strategy often fails. In the U.S. alone, the phrase cold email template is searched for around 200,000 times a month in Google. Mail servers create a hashing algorithm to identify email content and using these algorithms, servers can quickly identify these emails as spam. 

The other reason why cold emails are failing is that some people in the email list aren’t interested and just flag your email as spam. 

When you’re using the cold email templates, it’s very easy for emails to go straight to spam. 

Over time, Anton’s company developed a framework in using cold email, calling it the 1-2 punch. It’s a series of emails to address a topic. After some time, another mail is sent to revisit the topic sent two emails ago. It’s important to give the recipient a break. 

Use a good subject

It’s important to use a good subject when creating a cold email so it seems you are really writing to someone. A subject line that looks like a headline from an ad stands out to people. Even when the email isn’t flagged as spam, or ends up in the Promotions Tab, the receiver will still likely not open it because nobody likes being sold to. An ad is off-putting.

Google and Gmail Suite are also getting smarter by the day. They check your inbox and look at how people engage with your emails. A sender who gets replies gets a higher score than sanders whose emails don’t get opened and responded to. 

As a salesperson who is using emails to reach their clients, find smart ways to get them to reply. One trick Anton suggests is to include a way for people to unsubscribe. For example, “Hey, if you don’t want to hear from me again, please reply to this email with your request to unsubscribe,” or some other variation.  

Anton’s clients have seen how using this trick improved their engagement rate. While there are some who reply unsubscribe, they also see positive responses coming back as well.

At the end of the day, your goal is to make your cold emails sound more human to get the other person to respond. 

When you write a cold email that your prospect will open, the three word-subject line works well. You can email your list with no more than a three-word subject line and talk about the value proposition. 

Talk about the quarter’s results or related subject clients may find interesting. 

A quick question subject line is the most overused subject there is but it has 40-60% open rates. This shows just how effective a short subject line is.

The body of the email

You can write a cold email that your prospect will open by building a series of two emails. The first email shouldn’t be longer than three sentences. Salespeople often make the mistake of putting everything in their mail. They try to explain every value proposition and all the information about what they’re selling. 

Explain the most important things in three lines: 

  • Who you are
  • Why you’re reaching out
  • The relevance of your product/services to your prospect 

Anton observed that trying to get the conversation started is what matters. It’s equally important to give the prospect of breathing room regardless if they respond or not. After two days, send them another email as a reminder. You can also add some social proof in your second email to tell them who you’ve worked with and how the partnership produced good results. Build on that sequence and wait another week to create an additional one-two punch email. 

If there is no reply then give it another week or two to give the prospect breathing room and time to forget. You can then start the process again. 

You can continue this sequence as long as you deem effective. 

Scheduling effectively 

Google has implemented many ways in detecting cold email these days as the use of cold email starts to proliferate. In the early days, using cold email was very effective when sent by batch before and after office hours. It let people do their jobs in the middle of the day and then emails were sent before they got into the office after they left. 

In the last months, this strategy hasn’t been performing very well. This is due to the spike of activities during the 6:00 AM – 9:00 AM and 5:00 AM-9:00 PM window. People tend to get busy in those times and end up not doing much during the day. 

Anton’s team is changing its approach and adapting to peoples’ activities. It’s counterintuitive to what they’ve done in the past but it’s proving to be effective today. Sending the emails by batch in the times when people aren’t too busy has become their automating signature. They rewrote the scheduler in a way that emails are sent consistently throughout the hours between 9:00 AM-5:00 PM, rather than sending all the emails as quickly as possible in just one time. 

This has proven a preferable schedule for delivery. 

When sending cold emails, remember these few things:

  • Introduce yourself, your reason for mailing, and state why this is relevant to them 
  • Keep the email short
  • Have a very quick call to action
  • Your goal is to start a conversation

Scheduling tools such as Calendly are also helpful especially if you get a reply showing interest. This is the perfect time to send your Calendly link. 

“How To Write A Cold Email Your Prospect Will Open And Reply To” episode resources

Contact Anton Van Rhyn via his mail anton@wavo.co. They are also giving out PDFS of their frameworks at wavo.co/tse. 

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

 

Accidental Series, Joseph Storer

TSE 1217: The Accidental Seller – Joseph Storer

Accidental Series, Joseph Storer Joseph Storer is one of them. 

Growing up, Joseph Storer wasn’t sure of what his career would look like. He was a lazy student in high school but he had a passion for playing baseball. Joseph thought he’d end up working with cars as an electrician, just like his father. 

In his freshman year in college, he discovered his interest in business and working with people. His first experience in business was right after he went on a mission for the Church of Jesus Christ of Latter-Day Saints. 

Getting into Sales

Going into the mission field was a difficult decision because he had a student permit that was valid for six years. He was sent to Brazil, learned a foreign language, and lived in a big city. Joseph discovered a whole other world filled with great people and exciting experiences. The mission taught him to have structure and order in his life. 

Coming home, Joseph went back to college for accounting and finance. During the summer, he was able to get a union card and went to work building two dams in Idaho. The pay was very good so he decided to put a halt to his college and continued to work on the dam. 

He was then given another assignment as an aid to an engineer for a new project. While working in Rexburg, Idaho, he met a lady who became his wife. Joseph got married and didn’t go back to school. They moved to Harper’s Ferry, West Virginia where Joseph started his waterbed business. Sadly, the business went down six months after launch and that became the catalyst for starting his professional sales career. 

His friend saw his potential in the world of B2B selling. This, along with having a neighbor who was in manufacturing sales, made him interested in selling for manufacturers. This was his catalyst for getting into sales. 

Challenges in being a true sales professional 

The biggest challenge when getting into sales was the wage. He was working in construction and was earning well and transitioned to sales where he was earning $1,200 a month, as well as a commission-based income. He wondered if he could make ends meet but at that time, there was no choice. 

Maria, his wife, was very supportive and she believed that sales was something that Joseph could do. His boss trained him and taught him basic selling skills. Joseph was given a list of all the hospitals and clinics in the area and was told to set a goal to make at least three face-to-face calls every day. 

He took the lessons to heart and ended up making more than three face-to-face calls a day. Even when he was done for the day, he tried to do one more. At the end of his first year in sales, he was in the top 10% of salespeople in the company. He started his sales career being “consciously unconscious” but through time, he learned to sell and became very efficient in sharing the product line and distinguishing his company from the competition. 

Effectiveness in sales

A lot of his success was due to putting in the face time with people and being available to meet their needs. Joseph took great care of this aspect of sales.

For example, he worked with a hospital in Washington that needed a suction system. The people there said they had very poor suction. Joseph assured them with his products, their suction would get better. They purchased the device but then, Joseph went arrived with a bucket of peroxide, rubber gloves, and did the installation. The next morning, everyone in the operating room was amazed by the volume of blood the suction was able to get. The results weren’t just due to the product but also because of Joseph’s extra steps to make the product work better. 

At 67 years old, he is now in the latter years of his sales career but still, Joseph feels like he is just starting again. He is in a new company and there is technology he doesn’t understand. Joseph is learning and back to the same reliable process, he used in 1977 – getting on the phone, making calls every day, talking to people, getting in front of them, and learning the ropes. 

 Continue learning

In Sales, the more you learn the process, the more effective you become. 

The very principles that started his career back then are the same that are driving him today. 

Joseph loves the medical industry because he knows that he is helping to save lives. He’s making a difference. This is especially evident when he visits third-world countries. It’s not just about6 the money. At the end of the day, he is helping people and for Joseph, that’s what matters. 

Joseph loved learning and learned many languages. This helped him talk to more people and advance his career. 

His boss once saw him speaking Portuguese. It opened up the opportunity for him to lead a Latin American division of his company called Spacelabs based in Dallas, Texas. Joseph did well. He was also called to go to Macau to take care of a $7 million deal. He arrived with his translator but during the presentations, he realized most of the people in the room were Portuguese. The translator sat down and Joseph did all the talking. It didn’t take long until he closed the $7 million deal. 

Joseph is always ready and when an opportunity presents itself, he adjusts accordingly.

As a salesperson, it is important to love what you do so you won’t have to work a day in your life. 

“The Accidental Seller” episode resources

Joseph Storer has a training class called The 1,2,3s of Selling. It’s based on the principle of doing three things and then doing it over again. It is a helpful guide for people who are getting into sales.

He also has a program called the Power of One which talks about how much success you can have when you make one more call. 

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

AI in Sales, Increase Sales, Chad Burn,

TSE 1216: How Can I Use AI To Increase Sales?

AI in Sales, Increase Sales, Chad Burn,Have you ever thought to use AI to increase sales? In today’s society, the application of AI is apparent throughout many industries, including sales. 27% of global consumers say that AI can deliver better service than humans, 38% believe AI will soon improve customer service, and 73% of global consumers are willing to utilize AI if it makes their lives easier. 

Chad Burmeister is a cofounder of  Sales Ex Inc. Their company is rooted in the idea that AI can increase revenue, eliminate repetition, and make selling more efficient and effective. 

Growing up, Chad had always been at the cutting edge of technology and was always looking for ways to make people’s lives more efficient. 

Chad is officially releasing his book, AI for Sales, this Thanksgiving, November 28th along with Stu Heinecke’s Get the Meeting. If you buy both books on Amazon and send them a screenshot, you’ll get a dozen VIP conference codes for next year to attend events such as Sales 3.0 and AISP. With the codes, you’ll get a20% – 85% discount. Chad is encouraging everyone to read the books and meet the authors at the conferences. 

Use AI to increase sales 

Chad has seven virtual sellers who are commissioned, salespeople. The team has set up a daily data poll for these virtual sellers with a company called Lead 411. The data is fed into their CRM and the CRM goes through their email bot, a virtual assistant named Marissa Brown. They create preconfigured emails that filter through these virtual assistants so multiple batches of emails can be sent every day. The AIs are preprogrammed to have a “conversation” akin to what you see on a chat feature. When a person responds, the AIs can communicate with the prospects.

The chatbots can also set up meetings and appointments. The AIs chatbots are configured to know when to schedule an appointment. It knows when you’re out of the office or if you have time for a meeting. 

One simple questions have about a thousand variations, such as the cost of a service or a product. The AI knows what to listen for and offers a very simple answer. It then replies with the cost, along with a link to your calendar so the prospect can set up a meeting. 

As the business owner, you need to teach the AI to respond in a way that gets the highest level of conversion. If you are a BDR (Business Developer Representative)assigned to pulling data from a CRM and pushing the send button, then your job might be in jeopardy. However, most BDRS are doing more than just pulling data. They are also pulling relevant lists, and doing research. Additional tasks include figuring out which people to send emails to, writing a good email, and leaving a voicemail as needed.BDRs are responsible for a complex system of outreach. 

Setting appointments via AI 

Chad’s tools called BDR.AI executes 50 to 100 connection requests per day through LinkedIn and get over 100 emails a day on the same platform. 

By using this software, they get five to fifteen meetings a month.  As a result, the organization can work more efficiently. The AI allows the BDR more time to do other tasks. This would include getting on the phone to connect with people personally. This enables them to understand their customer’s needs and show a more personal interest to the prospects. The tools let the bots and humans do what they do best. 

Tokyo, for example, pushed a 4-day work week and the results have shown about a 40% increase in productivity. That increase can be attributed to the use of AI in their respective industries. 

Salespeople can do more with their day than just sitting in their offices,  making appointments and making calls. They can now spend time with their families or take the Friday off to just improve their quality of life. 

The downside of AIs

In the virtual world, somebody always gets to play God.  While it’s true that salespeople can use AI to increase sales, there are also downsides in using it. Let’s consider the trolley car example and put yourself in the conductor’s shoes. As you’re going down the tracks, there are five people on the right side and one person on the left. You can’t stop the train so you have to pick a side to do an emergency stop. Many people would say to choose the left to minimize the damage.

However, let’s say the five people are wearing an orange jumpsuit and the one on the left is your child. In this scenario, there are many solutions and a million points of data to consider. Mathematician Chris Beal says it would take a very long time before we could put all that information in the system. He further added that the AI can only get to a certain point and then it’s up to us to make the final decision. 

We tend to let the bots make the decision for us but think of the trolley dilemma. In hiring, the bot would go to the more qualified candidate. But who really determines the qualification?

In small companies, a decision like this is easy. It’s much more efficient to get a bot who can do a better job at a lesser cost. The same isn’t true for bigger companies where more political decisions are involved. 

Chad believes that there will be a need for people to help companies make decisions about the ethical use and deployment of AIs. 

AIs assist sellers

AIs are helpful but you need to assess where they can be of help. It’s imperative to know your top three pains to be able to find the right solutions. A lot of companies get their lists wrong the first time because they fail to consider their ideal customer profile. 

Always go for your target list to get the right people and give these lists to your reps. This keeps them from wasting their time looking for unqualified prospects. 

Joe, the head of product from Inside View, says they can go into companies and take a look at their CRM to analyze all the closed deals Their best customer profiles are revealed after analyzing the transactions that have already happened. 

These customers renew, they purchase when upselling is offered, and they pay on time. On the other side of the coin are the clients who don’t pay and don’t renew. Your goal as a sales company is to go after the best customers.

This is the area of AI that helps companies grow. It’s the ability to look at data and change the trajectory of the organization by leading sales reps to the right customers. 

Salesdirector.AI is doing a great job of utilizing AI to improve its sales force. Their bots send messages by text and ask a series of questions pertaining to your sales schedules and appointments. 

AIs are programmed to be efficient. It can go through huge amounts of data using a  fraction of the time. By using AI, you can give your salespeople the tasks that they can focus on such as building trust and rapport as well as building human to human connections. 

“How Can I Use AI To Increase Sales?” episode resources

Reach out to Chad at SCALEX.AI.  Use AI to increase sales and to always stay ahead of the game. 

You can also reach out to Donald 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Joe Ingram, Phone Sales

TSE 1215: Three Ways To Make You More Successful Selling Over The Phone

Joe Ingram, Phone SalesHave you ever tried selling without being in front of someone? Three tactics to successfully sell over the phone include building relationships, choosing the right words, and knowing the right speed.

Joe Ingram is a sales genius who uses an intellectual approach to sales. Joe realized that phone conversations play an integral part in the process and many people are missing this key point by looking at the training cycle and sales industry.

The average individual in the U.S. touches their cellphones 2,500 times a day. It’s very observable when you walk into Starbucks. Nobody would even notice you walked in because they’re looking at their phones. We are continuously on the phone. 

While using emailhttps://thesalesevangelist.com/episode866/ is a good way to communicate, the product is only perceived as great up to a certain price. Sending out a well-written email is a good marketing strategy but there’s a big difference in sending emails and talking to somebody over the phone to get the call to action to take place. If the price goes over a hundred dollars, then you need to make a phone call. The way you present yourself and your company, during the phone conversation, will determine if the potential client is going to purchase the product. 

Communicating over the phone

Communication has several elements. As a speaker, you need to be able to perform all of them to accurately get your message across. 

55% of communication comes from body language. The person you’re talking to is watching the way you move during the conversation. For example, when we were at school, we observed how our teachers moved, paid attention to the things they pointed out, and more. All these signals conveyed to us what they felt, what they meant, and what they were trying to teach us. 

38% of communication comes from tone and inflection. You can say the same thing but use different tones to convey a whole different meaning. Tone and inflection tell your client what to pay attention to. 

7% of communication is based on the actual words we use in a face-to-face conversation. In a phone conversation, you lose 55% of your ability to communicate because your client can’t see your body language. Because there are many disconnects over the phone, salespeople tend to veer away from calls as a channel to making a sale. Without body language in phone conversations, you’re left with 80% tone and inflection and 20% words. Based on that percentage, it would be easy for a phone conversation to go badly if the right tone and choice of words aren’t being expressed well. 

As a salesperson, you can’t sound like a customer service provider. 

Many cell phone providers don’t sound excited over the phone because they’re not trying to make a sale. They are talking to you because you need something from them, and regardless of their performance, they know you will not drop the conversation. 

You will tolerate a mediocre to poor performance to accomplish your goals. There’s no selling involved. However, it’s different when you tell them you’re canceling your subscription. You immediately get transferred to someone on their sales team and suddenly, the conversation takes a turn. Their goal is to make you feel better and they want you to feel good enough to stay.

Joe sees this in a lot of companies. They teach their sales department to treat everyone like customers, even though people who are still prospects need to be approached differently.

Building relationships through your phone

Building a working sales relationship takes time. The easiest way to start is by phone as it allows you to hear and understand each other. Joe has worked with companies who are able to make sales using phone calls. 

When Joe was working as a manager in Chrysler Dodge Jeep, he had an employee named Jay. He spoke four languages and it was difficult to understand what he was saying. Jay was able to sell 20-25 cars each month while maintaining great customer satisfaction and profitability, all because of his body language. He made sure that potential clients felt safe during the sale. His clients watched his mouth when he spoke because it helped them to understand him better. Joe knew his customers needed this visual cue so he didn’t talk over the phone but preferred to conduct a sales transaction in person. because then the customers won’t be able to look and see what he’s trying to say.

Joe teaches people how to use better words when talking to prospects. 

Choosing the right words

Our subconscious mind cannot process the negative part of what we’re saying. When we’re told, “Don’t think of a kitten,” our mind zeroes in on the kitten, the opposite of what we’re told. The same thing is true when we tell our clients, “No problem.” Their subconscious mind picks up on “problem” and you want to avoid that. 

A simple strategy is to replace  “No problem” with more positive language. For example,  “my pleasure,” “certainly,” and others. Create a positive mental picture in their heads. Couple your words with great tone and inflection to deliver a good message. 

When a company calls and inquires about your business, don’t think of it as someone trying to buy a product. Instead, think of it as someone who is calling with a list of companies in mind and they’re trying to see if yours is the best.  If they talk to you and you aren’t using the right words or tone – don’t expect your company to be considered. 

If I can’t get your prospects to have a face-to-face conversation, your next best option is a phone conversation that allows you to build rapport

Texts and emails are the segues to get you to an actual phone conversation. If you can sell and close a deal over the phone, then great. If you can’t, your goal is to set a face-to-face appointment. 

Choosing the right speed

You need to consider your speed when talking over the phone as well. Speak based on how the person on the other line is speaking. Be slow in speaking when you’re talking to somebody who speaks slowly. Adapt to the person you’re talking so you can deliver your message in a way they can understand. Listen to their words and use them when you respond. If they are looking for significant discounts, then use the exact terms when it’s your time to talk. 

This is how you show empathy in your conversation. You abandon the phrases or words you’d like to say for those the other person wants to hear. As a salesperson, the way to successfully sell over the phone is to be who your client needs you to be. 

You’ll find many of the same skills you use in a closing face-to-face can be used on the phone.

“Three Ways To Make You More Successful Selling Over The Phone” episode resources

Reach out to Joe Ingram via his phone number (+562 548 526). You can also check his website, ingraminteractive.com. 

You can also reach out to Donald 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’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.

Accidental Seller Series, Stephen Snyder

TSE 1214: The Accidental Seller – Stephen Snyder

 

Accidental Seller Series, Stephen SnyderWelcome to the fifth episode of The Accidental Series. 

Some people are into sales because it’s their passion, while others were led to the industry because of their circumstances. We call them the accidental sellers. 

Stephen Snyder is a district sales coordinator for Aflac. Growing up, Stephen loved playing sports and he aspired to become a professional athlete. In his college days, he was fortunate enough to play baseball. He was good at it and his life revolved around playing the game. Despite that, he didn’t become a professional baseball player. Apparently, life had other plans for Stephen. 

Stephen realized that sports wasn’t for him after doing an internship during his senior year in college. He saw how tough it was to work in the field of sports marketing. You didn’t become the head of scouting just because you knew the game.  His job as an intern required physical labor from 7 AM until the end of the game. A sports manager had to be at the field long after the game was over to help with any tasks needed, including covering the field with a tarp. Stephen thought that he could do more.

Becoming an accidental seller 

By the time Stephen finished his education, the economy was taking a downturn. Although he graduated with a degree in sports marketing and kept looking for work in his field, most available jobs were all about sales. It seemed everyone was either selling a yellow book or insurance. Salespeople were often associated with the “used car salesman” stereotype so because of this, it took a long time for Stephen to consider sales as a long-term career. 

Stephen eventually reached out to his friend who had been working with Aflac. He decided to try sales until he could find himself a “real” job. Years later, Stephen is still with Aflac excelling as a salesperson. He realized the old stereotypes don’t have to apply.  For Stephen, it was about meeting people and talking to them about the services provided by Aflac. 

The difficult part of selling

When he started with the company, Stephen was provided with a script. When a sale didn’t go through, he was made to think that it was because he didn’t stick to the script. Stephen is an introvert and although he is comfortable with talking to people, he’d always kept a protective shell around him where he could remain comfortable. The challenge he was facing in sales was how to prospect in his own way. Like any other salesperson, Stephen was also afraid of rejection. 

There were many days he thought of quitting sales but when he actually got to thinking about it, he found that sales could be fun too. As a former athlete, he found the competition he loved could be applied to sales too.  There was a scoreboard all the salespeople tracked their sales this brought out the competitive spirit in him. 

Seeing success in sales

Competitiveness and a good team atmosphere are great ways for an accidental seller to stay motivated. Salespeople thrive when they know that a mistake is made, they won’t be criticized, but instead, coaching is offered instead. As a salesperson improves and starts setting appointments, he sees his actions cause a snowball effect. This results in good sales.  

Stephen’s first deal started with an elevator ride. He began talking to a man who turned out to be a business owner and the decision-maker in his company. They had a good-natured discussion and Stephen was able to land an appointment. 

That business owner decided to pay 100% of the voluntary insurance product for his employees. It was one of the best deals Stephen’s company had seen. 

After 11 years, Stephen continues to work for Aflac. Working for the company has given him so many opportunities and a certain level of success. 

A salesperson needs to consistently find ways to improve. A scoreboard is one strategy to track success and stay competitive. This is regardless is he’s an accidental seller or not. 

“The Accidental Seller – Stephen Snyder”

Contact Stephen Snyder via his email, stephensnyder2017@gmail.com or connect with him on LinkedIn. 

You can also reach out to Donald 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’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.

Prospecting, Terry Hansen, The Sales Evangelist

TSE 1213: How to Build A Six Figure Income Even If You’re Not Great At Closing! 

Prospecting, Terry Hansen, The Sales EvangelistEver wonder how you can build a six-figure income even if you’re not great at closing? Closing is one of the most important parts of sales. It is crucial and every word you utter during closing matters.

Terry Hansen hails from Idaho Falls, Idaho. His plan is simple but he still has impressive sales success stories. He’s worked with many organizations and sales reps around the country and helped them boost their sales. Throughout his sales journey, Terry has observed three bottleneck scenarios in which entrepreneurs and sales professionals can get stuck.

The first is that many struggles to increase their sales and income because they are not getting in front of the right kinds of companies and individuals. They are going at it like opening a phone book and just calling from the top of the list, hoping that someone will buy from them. Once on the phone, they don’t spend time introducing themselves, starting a conversation and making appointments.

The second scenario a bottleneck can occur is the lack of a framework to qualify customers and salespeople end up closing with people they shouldn’t. This comes from a scarcity mindset. There will always be goals and sales quotas, that have to be hit. Because of this, many people in sales end up trying to sell to without taking the time to determine whether they’re selling to their target customer. Sometimes, salespeople can close a client and later have regrets because they didn’t share their work values.

The third bottleneck in failing to close well comes from not having the right skills.

It is each of these three scenarios that can become the speed bumps that keep entrepreneurs from growing their sales.

The value of prospecting 

Many sales books stress the importance of having closing techniques. You have to be a champion in overcoming objections and resolving concerns to become successful in growing your sales. Another secret to success is becoming an account manager. You need to have stellar customer service, be able to ask for referrals, take good care of your base, and keep your competitors from your clients.

Terry read a variety of books and did everything they suggested but he still wasn’t hitting his quotas and achieving the level of success he wanted. He then had lunch with a great mentor and was venting about his frustrations. Terry let him know that despite doing the right things, he was still living paycheck to paycheck. His mentor shared an illustration about two salespeople, one great at appointment setting but lousy with closing and the other, great at closing but bad with appointment setting. The first salesperson could schedule 40 appointments per month but only closed 10% of those appointments, which resulted in only four sales per month. The second salesperson lands four appointments per month. He is an amazing closer and but can only close deal 50% of the time, making two sales per month.

Terry understood that he would make more money and build a six-figure income even if you’re not great at closing by being good at setting appointments and increasing opportunities. Closing is equally important but the analogy taught him he needed to redouble his efforts in making appointments and meeting with people.

The challenges in prospecting 

Prospecting is uncomfortable, scary, and awkward.  Stereotypes of salespeople being manipulative, talking a lot, listening too little, and using high-pressure tactics have to be overcome. Most salespeople don’t want to be perceived as manipulative and try to make relationships a priority. However, there can be a period of adjustment as they work to avoid reflecting on the negative stereotype.

Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. Too often they leave multiple voicemails and emails with the hopes of getting a reply but typically, that doesn’t happen. The challenge is to be compelling in those initial interactions.

Terry tries to be generic in his voicemails to avoid stereotypes. The first three seconds you’re identified as a salesperson are the most challenging.  The person who is being contacted can lose interest regardless of what is being sold. It’s best to veer away from bad introductions and barking up the wrong tree. Salespeople shouldn’t just go through the phone book without a clear idea of who they want to contact. There’s no need to spend too much time trying to facilitate an introduction with people who don’t fit the ultimate goals. Doing so will delay getting in front of the clients who actually need the service or product being offered.

Building your client 

Salespeople should look at their top  10 best clients, profile them and get an overall sense of the companies they represent. From this information, they can build a dream list of similar companies. Use these strategies and tactics to make contact with the decision-makers: create a profile, build and stay focused on a  specific list of desired traits, and use the right kinds of tactics.

Many salespeople hate prospecting because they find it awkward. There’s already a resistance when they call companies and there’s a feeling of relief, not the disappointment when they get a voicemail to leave a message. The voicemail is now an escape. With the gatekeepers, like receptionists, salespeople have to get assertive to get to the decision-makers. The goal is to get past the voicemail and get to a person. This is an opportunity to be persistent

Instead of just saying, “Yes, please,” to leaving a message, salespeople should be a little more curious and assertive. Probing questions such as, “Is he in the office or out of the office?”, “Is he at a meeting?”, or “If you slip a note to him to let him know I’m on the line, would that be appropriate?” can move a salesperson closer to their target client.

Be persistent and follow-through

It’s also a good idea to ask the secretary if it would be okay to wait on the phone until the meeting is done, especially if they’re already wrapping up.

If the decision-maker is out of the office or on vacation, press further and ask if it’s possible to get their personal number. If it’s given, follow up is imperative.. 50% of the time, secretaries will say not but the other 50% will give the number or transfer the call directly.

Think positively and don’t assume the other person is unwilling to talk. If your persistence doesn’t work, however, then ask for someone else in the organization. The director of marketing, the human resource officer, the CEO, anyone with buying power in a decision committee can be great alternatives. These days, CEOs and presidents no longer make a decision by themselves. A vote or by committee makes the purchasing decision today. Find two or three of these people in the organization and talk to them. These tactics are not difficult but they do require you to be more assertive and persistent, not aggressive and arrogant.

The secret to prospecting and having conversations with decision-makers is to be more persistent, assertive, polite, and professional.

“How to Build A Six-Figure Income Even If You’re Not Great At Closing!” episode resources

Terry Hansen and his team are hosting a special online sales training workshop this week where they’ll be teaching the three secrets that salespeople can use to boost their sales revenue. They’ll be talking about how to build a six-figure income even if you’re not great at closing. You can go to salespitchmastery.com/register to attend for free by using the special link or you can attend it for $49.

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work 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.

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.

TSE BLOG 027: How Learning and Development Training Can Boost Sales Team Success

Companies are only dedicating 10% of their training activities in improving sales. Should this number increase? A recent report says yes.

The Case for Sales Training

According to the 2019 Learning and Development (L&D) Report from findcourses.com, of the 70 plus L&D professionals surveyed, only 10% reported sales as a top training priority. A whopping 57% of respondents reported leadership and management development as their primary training focus, with customer service, sales and communication rated far lower. The report found links between learning and innovative business practices, diversity & inclusion training and financial growth, and current financial growth with increasing L&D investment. 

L&D training is a key facet of running a successful and growing business. But with sales training being overlooked in companies’ L&D plans, businesses are missing out on fostering their growth in the long term. On top of revenue growth, sales teams impact brand recognition, brand reputation, and building long-term customer relationships. By strategically increasing investment in L&D, you can maximize your potential for revenue growth, while cementing the sales team at the center of your business’ success. 

With only 13% of salespeople producing over 87% of total sales in a typical organization, what L&D strategies will help more sellers become more effective? If you’re a new or struggling seller, practicing L&D professionals have identified some key training insights to boost sales and encourage innovation. 

Invest Upfront, Reap the Rewards

Cost-based functions can always be vulnerable to budget cuts and L&D is no exception. But, home assistance provider HomeServe has proven that keeping L&D a budget priority produces results. Awards for Best L&D Team, Learning & Organizational Development and Leadership Development all went to HomeServe at the 2018 HR Distinction Awards. For HomeServe’s Director of Learning & Development Rebecca Edwards, it was an upfront investment in L&D that illustrated its long term impact. In response to findcourses.co.uk’s 2019 L&D survey, Edwards explained that “When times are tough, it’s easy to forget about training and development, the more you invest in it upfront the longer-term benefits will be.”

Nonetheless, not everyone has access to the right sales training within their organization. Looking outside company walls for guidance and external sales training providers will further your opportunities for growth while fostering a culture of innovation. “You can influence innovation when you’re living it,” finds the head of U.S. Learning & Talent Development at Bayer Karen Bicking. Partnering with external training providers opens the doors to innovative practices that transform your conception of L&D.

The Future is Now: Innovation and Virtual Reality 

Technology continues to form the baseline of innovative L&D practice. Companies with revenue growth are more than twice as likely to use innovative technologies such as game-based learning and augmented reality in their L&D offerings.

Business Insider forecasts that VR software and hardware revenue will jump 587% in the next five years, from $800 million in 2018 to $5.5 billion by 2023. The pioneering technology can already be found in offices nationwide, from companies like JetBlue to the NFL. By harnessing the power of this exciting new technology, L&D professionals have the opportunity to complement existing sales training with something relatively rare, practice-as-learning in a safe environment. 

With beginnings at Stanford University’s Virtual Human Interaction Lab, VR coaching company STRIVR’s Chief Strategy Officer Danny Belch has seen the impact of VR on L&D in real-time. “With VR, because of the on-demand nature, the real-life experience can be fired up at the click of a button … it’s not role-playing. You have this beautifully free space to practice, to stumble upon your words,” Belch observes. He finds that putting the information presented in training into a real-life scenario gives you the repetition needed to get it right.

Technology doesn’t replace quality training however, and Belch explains that while tech innovations like VR can be useful, they should always be complementary to existing L&D materials.  “The companies that have jumped in usually have one champion who really believes in it – the forward thinkers who jump in while everyone else is waiting,” finds Belch. Companies with growing revenue are three times more likely to predict an increase in their L&D budget. By taking the plunge into innovation in collaboration with L&D professionals, you can maximize growth potential through sales training, and ignite a culture of innovation across your organization. 

Staying Agile to Avoid Complacency

Technology can be a direct way to encourage innovation, but it is by no means the only way. Keeping your L&D program agile and personalized to your sales division will help new and struggling sellers adapt faster to the lightning-fast shifts any business may require. Findcourses.com’s 2019 report found that 19% of L&D teams are challenged by employee’s lack of time. Techniques for tailoring training to the present and future needs of your employees and your business like training on optimizing your sales team’s territories helps trainees personalize their learning experience. Personalization can make the L&D process more efficient for all involved, leaving more time for selling!  

While these insights can all function as key ways to boost sales and encourage innovation, consistent evaluation and recalibration are the best ways to keep exceeding expectations. Tiffany Poppa, Director of Employee Experience at Bonobos explains that “Focusing on what’s right with people makes for an inclusive environment where people can openly express themselves, their ideas and even their challenges.” Cultivating a working environment and an agile L&D culture that encourages openness is the first step to inviting innovation to your office, and to keep it there.

The Takeaway

If you are a new or struggling seller or have a burgeoning sales team ready to hit your market, investment in sales training L&D will provide the tools to maximize your sales team’s success. Making that upfront investment in L&D, looking outside your organization for inspiration, researching the latest trends in technology and innovation and keeping your training agile and personalized are all techniques practicing L&D professionals have found successful. Boosting sales training is no small feat, but the research shows that investment in L&D is by far the best place to start. 

 


Max Maccarone is a content editor for the higher education portal educations.com and professional development search engine findcourses.com. Originally from Canada, Max relocated to Stockholm after graduating from York University in Toronto. As an avid traveler, Max is dedicated to creating diverse and engaging learning and development content for a wide range of publications.

Seize attention, Likky Lavji, The Sales Evangelist

TSE 1212: Networking Effectively and Creating a Sphere of Influence

Seize attention, Likky Lavji, The Sales EvangelistThe idea of networking effectively and creating a sphere of influence is nothing new in sales. It’s a facet of sales that everybody understands and executes. Networking is one sure way of meeting new people, building relationships, and it eventually opens doors for opportunities. 

Likky Lavji has been meeting people and building relationships for 30 years. He built and grew his IT company based on his referral network. By the time he sold his company, he had ample knowledge about how to do the business. Now, he’s sharing his knowledge with others.

The old methods of doing business 

Face-to-face meetings and getting to know people before starting the business are old methods of doing business. Today, people depend on social media to grow their business. We are bombarded with social diversions making us adept in communicating using social media platforms. The downside to that is it’s becoming more difficult for many to have conversations face-to-face. 

As salespeople, we need to combine old and new methods to make it work. It’s great to go back to the basics. Look at your existing base of connections and get to know them. Identify your best clients from your database, the ones who not only bring in revenue but referrals as well. Once you’ve identified your clients, you can start building your sphere of influence. 

Creating your sphere of influence is easy to do. You need to know your people and reach out to the people they know as well. In a networking event, look for the person who has people around them. Find an opportunity to start a conversation and be authentic. Don’t force anything. It has to be organic. 

Likky once stuttered and it held him back. With the help of Bob Burg, the author of The Go-Giver Way, he was able to move past his stuttering. 

Building relationships 

It’s normal to have some level of fear when talking to strangers in a networking event, or anywhere else. However, that fear can be overcome. You need to veer away from the misconceptions of others. Put those aside and just be who you are. People fear networking because of the notion they have to sell. Change that mindset and think of networking as meeting people and making friends. 

Don’t go into sales mode right away. 

Likky uses the acronym F.O.R.M. to start conversations: 

F – Family. Everybody wants to talk about their family. Some people even have their family photos in their wallets. You can talk about their dogs too. 

O – Occupation. You can ask about their occupation. For example, ask them how they got into their business. 

R – Recreation. Find your common ground and talk about their hobbies and interests. 

M – Message. These are the things you stand for. 

Listen to what they say

Build meaningful conversation and listen to their response. Ask more questions about their interests. It doesn’t matter if they don’t ask you questions because this isn’t about you. Make sure they do all the talking. Bob uses 10 field questions when meeting new people such as, “What do you enjoy most about your profession?” and “Describe the strangest thing you’ve experienced in your business.” 

People get excited when talking about these things. It’s your job to hear and understand what they’re saying. Show empathy and put yourself in their shoes. Understand what they’re going through. Listen well, take notes and follow-up. 

In Bob’s book, he suggested listening with the back of your neck. This means listening to what they’re saying and putting everything aside. All the words would go through your mouth, your face, through your ears, and to the back of your neck. There’s nothing else present except for those words coming into you. 

Giving out business cards isn’t the best way to execute networking effectively and creating a sphere of influence. Whenever Likky sees he may need to give away his business card, he tries to avoid it. 

Connect them to others 

In networking effectively and creating a sphere of influence, another way to do this is by giving referrals to someone else When you meet people in a networking event, ask them who their ideal customers are and you will see there are others in the room who have the same audience that they have. Refer them to those people and help them make a connection. They will learn to trust you because you helped grow their business. Don’t worry if the referral sources aren’t 100% successful.  All you need to do is make the introduction and let them have the conversation. 

If they want to do something for you in return, then talk to them about the kind of customers you are looking for. Consider having a meeting with them first so they know who you are and what you want. You’ll also get to know who they are, their centers of influence. 

If you meet somebody and you promise them something, always make sure to follow through within 24 hours, either by email or follow-up, because they may forget you beyond that time frame. 

A handwritten letter or card is also a great idea in networking effectively and creating a sphere of influence. 

Start building relationships and connections before you start selling. The more relationships you build, the more people know what you do, and the easier it will be to get referrals and make business happen. 

When it comes to building your sales income and boosting your sales, developing the skills of appointment setting. It pays more than the skill of closing sales. The secret to mastering the art of appointment setting is persistence, being assertive, and being polite and professional. 

“Networking Effectively and Creating a Sphere of Influence” episode resources

Connect with Likky Lavji and visit his site. He has a free workshop coming up and you can check it on www.salespitchmastery.com/register. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work 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. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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.

The Sales Evangelist, Wendell Jordan, Accidental Seller

TSE 1211: The Accidental Seller Series – Wendell Jordan

The Sales Evangelist, Wendell Jordan, Accidental SellerThis is the 4th episode for the Accidental Seller series.

Wendell Jordan is the owner of Jordan Consults and a local SEO specialist. His company works with small businesses to increase their digital footprint.

Growing up, Jordan and his friends wanted to become professional basketball players. However, playing for the NBA became an afterthought when he reached high school. He actively studied music during his first few years in college. By then, he was in and out of recording studios in New York City.

Perceptions of sales

Wendell thought of salespeople as sleazy individuals. He first came across sales when he was young.  A vacuum salesman was doing door-to-door sales and he wouldn’t leave until his mother threatened to call the police. The salesman was trying to force his mother to buy a product they didn’t need. That  experience had a negative impact on Wendel and affected how he viewed sales.

Wendell’s mother worked for the city of New York and his father was a postal worker. His parents’ jobs, along with how he viewed salespeople made him think that sales was not for him.

He accidentally came into sales when he was checking out Craigslist ads. The ad was looking for someone to work in customer service and didn’t mention  sales. When he went in for the position, it was commission-only, door-to-door sales process. Wendell’s wife played a huge part in his decision to take the position. She had faith that he could do it and  encouraged him to try. He’s been in sales ever since.

Overcoming the fear

Like any new salesperson, Wendell  had fears. He worried he’d become the sleazy salesperson who had to be removed from someone’s home, just like the man from his childhood. In his first days on the job, he shadowed a sales rep and  was told just to take notes. For two days, he tried to learn what he could from shadowing. On the third day, he was thrown into the fire and had to have his first door-to-door experience on his own.

Making a sale on the first day can be difficult but Wendell was able to do it. His first deal felt magical and it inspired and motivated him to keep going. He thought, if he could do it the first day,  he can also do it the second day so he kept going.

However, the lack of sales training affected his morale and the number of sales made. Shadowing others for a day or two wasn’t enough for him selling door-to-door effectively. He just didn’t have the skill set to close and the  result was a lot of deals weren’t pushed through.

Quitting sales

Wendell’s sales journey wasn’t easy. He experienced being removed from payroll and spent a good part of the year in  limbo, not knowing if he’d be able to make a sale again. The instability of the job almost made him quit. An old business partner convinced him to try again, but  this time, he’d be selling websites. Wendell had trepidation considering that his previous sales experience wasn’t stellar. Still, he tried again and started cold-calling businesses.

Wendell went from a door-to-door sales process to  talking to potential clients and educating them about their services.

Sales has been one of the greatest opportunities Wendell has ever had in his life and he would choose it again. It allows him to work from home and learn  about different cultures. The door-to-door sales experience exposed him to different lifestyles and it trained him in different ways to socialize with others.

If you’re new in sales, keep at it. Don’t get caught up in what people perceive sales to be. #SalesMotivation

Shift your focus.

See yourself three years down the road. You’ll think about the number of Nos you got but  you’ll remember the the Yeses were far greater. Focus on the bright side.

“The Accidental Seller Series – Wendell Jordan” episode resources

Reach out to Wendell Jordan via his phone number, 314-325-829. You can also visit his website and check out the contact form there.

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work 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.

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 audio books 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.

Song – Yurr 2 Pretty Gurl

Written By Elliot Ransom Sprinkle

Produced and Performed By Yung Koolade

Song – String Thing

Written By Bradley Jay HIll

Performed By Hill

Song – Funky Super Mall

Written By Dustin Ransom

Produced and Performed By Cast Of Characters

Song – Tipsy

Written By Amit Nagra

Produced and Performed By AlterEgo

Song – A Slow Moving Thought

Written By Bradley Jay HIll

Produced and Performed By Fairlight

Song – Bellicosus

Written By Isaac Joel Karns

Produced and Performed By Isaac Joel

Song – A Champion From The Ashes

Written and Produced By Stephen Keech

Performed By Third Age

 

The Sales Evangelist, Seize attention, Ron Tite

TSE 1210: How to Seize Attention and Build Trust in a Busy World 

 

The Sales Evangelist, Seize attention, Ron TiteAs salespeople, we look for ways to seize attention and build trust. While prospecting and building trust among clients is critical, it’s also one of the most difficult tasks in sales. 

Ron Tite is the founder and keynote speaker of the Toronto-based agency, Church+State as well as the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World.  Being an executive creative director at a large multinational ad agency, Ron has extensive knowledge about traditional agency marketing, advertising, and design. In addition to that, he’s also an experienced comedian, using that in his own entrepreneurial journey. Ron is also an investor who appreciates the need for sales to do business. 

The desperate need for attention 

Salespeople are looking at the ecosystem correctly but are using the wrong tactics to make a breakthrough. They’ve been chasing metrics that don’t deliver to build long term businesses

There are so many thought leaders, evangelists, and LinkedIn lead generators who are going about it in the wrong way. Seeing this drove Ron to eventually build his own agency.

With a growing number of salespeople, the sheer number of sales reps and clients are overwhelmed by pitches. 

Time Square is a great metaphor. Everybody is in Time Square. Big corporations and companies use traditional means, such as using billboards, to get attention. Meanwhile, there are smaller sellers on the streets that are doing things differently. They are more aggressive, targeted, and their pitch can be customized. These are the people who sell practically everything in Times Square, from ripped off t-shirts to street meat. Every one of them trying to get attention. 

However, the challenge doesn’t stop there, it continues. Now you’ve got their attention, how do you earn their trust? 

Other salespeople are still using the automated messages they used in the 60s when talking to potential clients. They could have customized their message and tailored it but they didn’t. They need to revamp their style with three phrases in mind: based on what you think, based on what you do, and based on what you say. 

Set yourself apart

As a salesperson, the ‘based on what you think’ approach considers the things you firmly believe regardless of what you’re selling. This is important because you aren’t selling a unique product. There are others selling the same product so what you think is what makes you unique. Ask yourself,

Do you believe that:

  • relationships are the key to success?
  • you should deliver the most value?
  • your role as a salesperson is to connect people with the right opportunities?

 ‘Based on what you do’ are the things you do to reinforce your beliefs. The last part, ‘based on what you say.’ 

Salespeople can be hesitant about sharing their products/services with others because they don’t want to come off as “pitch slapping.” It’s important to deliver the right message through their actions and behaviors by talking about what they do in an authentic way and transparent way. 

Don’t create smoke and mirrors and say nice things just to make a sale. People are sensitive to that approach and they can see it a mile away. Use the following questions as a guide to starting your conversation. 

  • Who do you do it for?
  • What do they want you to do?
  • Who do you do it with?

For so long, salespeople have used many strategies to seize attention and build trust but still find it difficult to have a breakthrough. They need to customize their sales pitch and talk to clients according to their needs. There is no need to cheat the system. Rather, they have to speak to potential clients in the right way.

Invest in being good 

Comedians come and go and they try a variety of tactics to make people laugh. However, nobody has sustained a career in comedy by doing anything other than being really funny. It is the same thing in sales. You can try other platforms in the course of your sales career but it won’t work unless you show your humanity and have the best interest of your clients and prospects at heart. Jumping from one platform to another may give you some benefit and short-term metrics but it won’t sustain your business in the long run. 

Ron’s first project when he launched his agency was with a client he already knew. The marketing director discovered Ron was running his own agency and she gave him his first project. The trust didn’t come from Ron chasing tactics. It was due to Ron’s honesty in the business. 

Red Bull is a great company that bases its marketing on the three things mentioned earlier. The company firmly believes that life with an adrenaline rush is a better way to live. They reinforce that belief by encouraging activities where their audience can have an adventure. Their advertising reinforces this message by showing people grow wings after drinking their product. 

Red Bull reached out to one of Ron’s friends Matt, a chef, to star in their videos. The company said they shared Matt’s values and attitude and they wanted him on board. Despite Matt’s respect for the brand, he couldn’t push it through because he didn’t drink Red Bull. The company respected his response because they align with people based on values. They know that many respond and convert because of that approach. The number of converts exceeds those who don’t respond favorably so that’s what they focus on. Still, they just don’t walk away from people who don’t buy their products. 

Looking for ways to seize attention and build trust may be difficult but resist the desire to scheme in order to turn the system in your favor. Do the hard work, roll up your sleeves, and find out as much as you can about the prospects you have. Above all, be a real human being using real conversations. It doesn’t matter if they don’t convert because that’s not your goal. You are there to add value and help solve their problems. When you focus on that, enough of your prospects will convert in time. 

Hiring the right people

A section  Impossible, a book by Mark Roberto, highlights coachability as the number one value managers need to look for when hiring. Salespeople need a desire to learn and have the ability to change and adapt. It’s also important to delegate clear responsibilities to the sales team. Each sales rep can specialize in the activity in which they excel. Don’t rush the hiring process or skip steps. Hire who can do the prospecting, not just close. Don’t hire somebody and expect them to save the business or figure things out on their own. 

“How to Seize Attention and Build Trust in a Busy World” episode resources

Get in touch with Ron Tite via Twitter, LinkedIn, and Instagram. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work 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. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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.

Negotiating, The Sales Evangelist, Adam Ayers

TSE 1209: How to Negotiate a Mutual Win

Negotiating, The Sales Evangelist, Adam AyersSalespeople are always looking for a win and when closing with clients, landing a great deal while being able to negotiate a mutual win is the ideal goal.  

Adam Ayers studied mechanical engineering and built a software technology startup after graduating. He is now the Chief Technology Officer and founder of the company, Number5, which specializes as an outsource CTO for celebrities, eCommerce companies, and internet brands. Fifty percent of their operations involve running technology, and acquiring customers, for commerce businesses and executing the data science.  The other fifty percent is on custom technology where they build platforms, APIs, and high-performance software on the internet. 

Negotiate a mutual win

When Adam was a child he asked his father what inventors do and the response resonated with him. He was told the best inventors don’t just invent things, they are capable of selling what they’ve invented. That thought motivated him to make things himself, build a team, and sell the things he created himself. As an engineer, Adam has learned to think in frameworks and processes, finding that telling stories are effective ways to negotiate a mutual win and make a sale. 

The biggest problem most salespeople face is the tendency to talk more and listen less. People want to be listened to, to be asked questions, and to be understood. This is a factor that other sales reps forget. No matter what you are selling, you must put the clients’ interests first. Listen to them, ask questions, and understand where they’re coming from. You learn to see their problem and present customers with a solution when you sincerely tune-in to what they are saying. This is how they make the buying decision, to trust the solution you present to them. 

The ideal ratio is 80-20, where 80% is spent listening to the clients’ story and asking them questions while 20% is spent sharing a story about how you’re going to help solve their problems. 

The book entitled, You Can’t Teach a Kid to Ride a Bike at a Seminar emphasizes the Sandler sales submarine, with the initial point being we need to bond and build rapport with our customers.  Showing compassion and kindness and asking people who they are and what they need is the first step to negotiate a mutual win

The importance of self-awareness

It’s a trait that many salespeople need to master to negotiate a mutual win. Being who you are is important because that’s how you connect with people. While compromising is a good thing, you also want to be authentic. Your flaws as a salesperson will make you more human and more relatable to others. A corporate approach in sales is uncomfortable because ultimately everyone is just looking for a smart friend with whom they can make a connection when they’re being sold to. 

Adam sells software development, customer acquisition, and data science. These are products the average person doesn’t understand but they know they need it to grow their business. He understands he needs to nurture confidence in his potential clients, that they want to feel good about hiring him.  Adam highlights his previous experience, his background, who he’s already worked with, their integrity and what he’s already delivered.

Adam’s team doesn’t sell. Instead, they connect with people – they talk, dine, and get drinks.  

While the sales process and negotiations are pretty straightforward, the reality is that it works for his team. When Adam knows that his services aren’t going to fit what the client needs, he is upfront and honest about it. Adam knows his customers need someone who can execute the tasks and if needed, communicate to the stockholders and investors what’s going on. 

Unconventional approach works 

This approach of combining tech expertise with a personal touch is the core of, Number5, a company name inspired by the1986 movie, Short Circuit. Sometimes, people are hired based on relationships and not on their knowledge about technology. 

Their process on how to negotiate a mutual win is shaped around helping clients understand their needs and what their role is to make meet the company’s goals. Adam shows them how his team uses technology to deliver the solution efficiently and effectively. 

One company Adam was an engineer for, had the Five Four Club, a men’s clothing line subscription, that quickly rose to popularity. The company needed the technology to keep up with its growth. Adam not only offered the tech to support the growth but as a leader, helped offer resources to build up the existing team.  Adam didn’t have to explain how the tech worked but still offered suggestions on how employees could support it within their roles.

Clients say that Adam’s approach is abrasive and shocking until they get to know him. Once they see his process and his ability working for them, they’re on board. 

 Many salespeople aren’t just selling, they’re also doers. Sales grow with a better job of doing and executing. 

Moving forward

Adam is always looking for different tools that will help from a market broad perspective and a sales perspective. For example, CrystalKnows is a plugin that helps you analyze the personality type of anyone’s LinkedIn profile. The results will give you an idea of how to communicate with that person. This is an amazing way technology can start connecting people more effectively and efficiently. 

Technology is also helpful for companies that are looking to expand and hire people. The Sales Acceleration Formula, by Mark Roberge, shares it’s not just the experience that’s important, it’s the coachability of the salesperson and their ability to adapt. 

“How to Negotiate a Mutual Win” episode resources

Connect with Adam Ayers directly by scheduling a meeting with him through email or look him up on LinkedIn

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. 

This episode is brought to you in part by TSE Certified Sales Training Program, 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. Group of friends put together this event designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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.

 

Ashlee Reusch, Donald C Kelly, Honesty in Sales

TSE 1208: The Accidental Seller- “Ashlee Reusch”

Ashlee Reusch, Donald C Kelly, Honesty in SalesThis is the third episode for the Accidental Seller series brought to you by The Sales Evangelist. 

Ashlee Reusch is a business development representative at Cognos HR. Ashlee was always on the lookout for change growing up and thus wasn’t chasing a specific career. She graduated high school a year early and proceeded to go to the local community college to get her radiology technical certification. 

Ashlee realized that science wasn’t her passion. The classes didn’t excite her and being a creative person at heart, she felt like the course didn’t foster that part of her. She didn’t want to sign up for endless classes to get certifications to advance her career in the medical field in the future. She was at a loss for what to do next and that’s how she fell into sales. 

Falling into sales 

She was finishing her associate’s degree at a community college and was deciding whether to proceed to her bachelor’s degree at a university. But Ashlee lost her passion in science and didn’t want to invest in her education being unsure of what she really loved. He friends who studied at universities and paid tens of thousands of dollars but in the end, went back to square one because they were no longer interested in the career path they chose. She didn’t want to be in the same boat. 

Ashlee talked to her dad about her predicament. He has been with the local Chevy dealer selling cars. He then suggested that she get a job and try out sales for a full year. She thought of it as an intersection where she wanted to experience the world and figure out what she wanted at the same time. That’s when she became an accidental seller

The first few days were nerve-wracking, especially being there were only 2 women in the sales department. Everyone else was men with the average age of late thirties. Ashlee was 19 years old then. The experience was both exciting and nerve-wracking, especially since there was no sales training available. She shadowed other salesmen for a week and then she was put on the floor after that to sell some cars. 

Since her dad had been in sales his whole life and both her parents were entrepreneurs owning a small art business in the late 90s and early 2000s, sales and business was nothing new for Ashlee. She also saw how her parents worked long hours. There was a lot of instability in sales and that made her think that sales was not her cup of tea. She wanted something stable with normal work hours. Sales was never part of her plan even until her college years.

The accidental seller sells for the first time

Ashlee was an introvert growing up and she likes to hang out in the background a little bit. This part of her made sales a scary avenue. It was difficult for her to talk to strangers face to face and sell them cars. Her limited training lasted only a week. She was the typical salesman but she made it her goal to be honest with her clients. 

Whenever she doesn’t know anything, she tells them that she doesn’t have the answer at the moment but she’ll find it out for them. She found out that people respect honesty and humility. 

She was working on a hundred percent dealership commission roll, so not selling a car means not getting a paycheck. It was a motivating factor to learn the ropes quickly. She spent almost four months before she felt like had things under control. 

She moved from one salesperson’s cubicle to another to learn how to strike a deal in her downtime. She’d listen and take notes on how to handle common objections. She followed her dad’s suggestion. 

A moment of doubt

Being an accidental seller means that sales isn’t your first choice and when faced with difficulties, an accident seller would tend to fold. Ashlee has her moments of doubt and thinks about quitting. When it does cross her mind, she convinces herself otherwise by thinking of all the skills and opportunities of the people she met in the sales industry so far. 

It’s easy to get caught up in the negativity but it’s important to not get swayed by all of it. Her dad told her the way to get out of a rut is to sell. Whenever she feels down, she tries again. 

Her first sale wasn’t that exciting. She sold to a newly married couple who were buying their first car together. It was special for them and they used a true car certificate. All she had to do was a test drive with them and make sure that they liked the car. The experience wasn’t overwhelming but the income that came with it was fun and exciting. 

Moving forward, she went from selling cars to membership training for a large gym chain and made her way into the Chicago tech world. She is now working for a small outsource HR company where she helps businesses accomplish their goals every day. There’s a lot of networking and meeting other people involved. She learns about clients’ businesses and their growth goals and she helps them reach their goals. 

Ashlee would do sales in a heartbeat even if she had other choices and sees no possibilities of changing anything in her sales journey. Sales gave her tons of independence and confidence. It bought her a house and gave her a great career.

Sales is difficult and it’s a roller coaster ride but when you’re in it for the long haul, you’ll be surprised with the many things you learn, the people you meet, and the opportunities you meet along the way.  

“The Accidental Seller” episode resources

Get in touch with Ashlee Reush via LinkedIn and her personal email

With any sales concerns and questions about sales, you can reach out to Donald 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, 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.

Game On

Written By: Benjamin Caleb Johnson

Performed By: BRASKO

Produced By: BRASKO

Larry The Unicorn

Written By: Benjamin Caleb Johnson

Performed By: BRASKO

Produced By: BRASKO

Dust And Dirt

Written By: Markus Huber

Performed By: Tide Electric

Produced By: Tide Electric

Christopher Walken

Written By: Matthew Wigton

Performed By: Falls

Written By: Matthew Wigton

Performed By: Falls

Bad Boys

Written By: Amit Nagra

Performed By: AlterEgo

Frenchy

Written By: Adrian Dominic Walther

Performed By: Liberty

Frenchy

Written By: Adrian Dominic Walther

Performed By: Liberty 

Split Second

Written By: S.L.J. Kalmeijer

Performed By: Sounds Like Sander

Produced By: Sounds Like Sander

Flowin’

Written By: Elliot Ransom Sprinkle

Performed By: Yung Koolade

Gia Le, The Sales Evangelists, Business referrals

TSE 1207: How to 10X Your Income With Repeat and Referred Business

Gia Le, The Sales Evangelists, Business referralsBusinesses, regardless of size, will always find ways to grow. One sure tactic to 10x your income is to use repeat and referred business. 

Gia Le is from Australia with a mixed heritage of Chinese and Vietnamese. She started her career in finance and insurance with an automotive dealership. That’s where she got her start in sales. In the beginning, she went from almost being fired three months into her job to being the top-performing consultant in Australia’s largest automotive holding company. Later on, Gia realized she wanted to have more flexibility in her life. She looked for ways she could use her skills and pursued another career that would give her more freedom and flexibility. 

She tried real estate for a year and noticed that digital marketing, an emerging platform, was being underutilized in Australia. Four years ago,  the use of social media was just starting to blossom. She saw that as an opportunity and decided to build a digital agency where she made just  $500 in her first month. Today, her agency is growing across Australia and Asia. 

Selling using out-dated  methods 

When Gia started with the dealership, her company offered several training programs. She learned the techniques and rehearsed the scripts but nothing was working. The old methods of selling didn’t work for sophisticated customers who saw sales tactics as insincere. She was in the new world using out-dated methods of selling. She struggled for three months until the right mentor appeared. He pulled her aside and told her not to focus on the sale. Instead, he instructed her to focus on the people and realize they’re more than just selling finance and insurance. 

Salespeople want to solve a problem and deliver a service.

When Gia started connecting and focusing on her clients’ pain, empathizing with them, and gaining their trust using the art of storytelling, she started closing nearly 70% of her clients. The dealership was fast-paced and it was important the salespeople could close a transaction in less than a day. 

In Australia, financing and insurance make more money than the actual vehicle, comprising 60- 70% of the dealership’s profits. Gia learned to never give out her business cards because she knew that was a customer’s consolation prize, that they were leaving her with hope and hope she didn’t pay the bills. She had to close before the client left.

Growing the business through repeat and referred business 

People think referrals happen by luck. Getting referrals is actually all about having the right strategy, being disciplined, having a strong thought process, and making sure that the system is bigger than yourself. Gia took advantage of her downtime as a salesperson when Facebook and Google were still growing in popularity. While everyone else was busy trying to find new clients on Facebook, Gia was busy prospecting her old clients. She understood that 90% of her next sale was going to happen before they even walked into the door. When her clients came back, they had made a conscious decision to return to Gia. They remembered who Gia was, what she did and the way she’d treated them.

Not many salespeople kept in touch with their clients the way Gia did. It takes a lot of discipline and tenacity to follow-up, especially when you’re busy. Gia made it a point to have at least six touchpoints when working with a new client.  For example, sending a gift, making sure a thank you note got sent within thirty days, hand-writing birthday cards and calling on an anniversary. With consistency and automated systems in place, relationships were built. It was because of her dedication that clients were consistently referring to family members and friends.

Build a connection

Staying connected is the key. The relationship began when clients signed the contract. Gia would assist them when they wanted to make a claim due to an accident, enabling her to assist clients with a replacement vehicle. She could also help with the contract and make more money for the dealership. Everyone benefited because she stayed connected and earned the client’s trust. 

Gia’s current team also emphasizes having a relationship with their clients. They go beyond what they offer and know they aren’t just selling products and services but also trust and a promise. They even help clients who have poor credit ratings. 

There are many ideas to grow your sales but discipline and consistency are key when using repeat and referred business. If you decide to make 10 phone calls a day to original clients, do it and watch your business grow. 

“How to 10X Your Income With Repeat and Referred Business” episode resources

Visit Gia Le’s digital agency website to see helpful sales strategies, tips, and tricks. Also, check out her own company site. 

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work 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. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

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.

Vlad Calus, Content Marketing, Lead Generation

TSE 1206: The Main Things Generating The Most Leads Right Now! 

 

Vlad Calus, Content Marketing, Lead GenerationAs salespeople, we often ask ourselves about the main things generating the most leads right now because we always want to be in on everything that works. Consumers’ purchasing decisions are affected by their experiences and we want to know what affects them in order to appeal to those emotions and convince them to buy our products or services. Sales professionals that we are, we love leads and we like getting new prospects. 

Vlad Calus is the founder at Planable, a content collaboration plan for freelancers and marketing teams. It is the most visual platform that helps you preview your social media content before publishing it. Planable helps you check and review your content before publishing it. It makes collaboration and asking for feedback from your teammates easier as well as asking for clients’ feedback before finalizing the content and scheduling the posts through social media. 

Generating the most leads right now

 There are three things that helped Vlad to get leads. The first one was writing a book. He wrote a book called Marketing Themes of the Future which gained them over 2,000 leads in just a couple of weeks. They also published the Content Academy and it generated them more than 500 people in just a couple of hours. 

Publishing is one way to generate leads and that’s what Vlad and his team did. They also did a content calibration report where they reported on the state of content marketing and how content marketing teams are working. For them, their team wasn’t able to generate many people by just a sudden initiative. They did the planning on how to create their content and spent a lot of time on it. The content are called special initiatives. They worked on it for about 12 months and all of the people involved were on the same page. They then had press releases for client launches and they constantly repurposed their content. 

Content calibration 

Vlad’s team looked for the problem in their industry and wanted to address it. Research shows that there have been no content calibration reports done for the last nine years. They wanted to understand the state of the market but there are only old data available. In marketing, data are key players to a business’s success. They then understood the need to generate a lot of data and started the project with their customers, connections on the net, and the people they met. They generated leads by using the data of the report they collated. 

One of the data they have is on how to repurpose content for their followers. There’s also the part where you need multiple stakeholders as part of your content strategy. They also discovered in their research that broken collaboration is wasted time and communicating with your stakeholders vie spreadsheets and emails is one of the most broken workflows there is. They use all these data and share their marketing reports to their clients and potential clients to motivate them to jump on a call with them and start using their Planable. 

It’s applicable to other industries as well regardless of the size of the company. You can make reports using the data from the audience that you are working on and start by sending your audience Facebook polls or sending them a simple type form they can fill out. You can collate the data and use it for your marketing strategies. 

Publishing a book to get more leads works especially if you promote it yourself. Put your email signature in the book and see the number of people who click on it every single day. 

From readers to lead generators 

People who have read Vlad’s book started recommending it to other people they know. The book presented the benefits of collaborating on the content and using many different platforms to create a more collaborative market. The ebook also presented solutions that you can use for your content marketing collaboration as a marketing team. 

Every email we get, we put them into an email marketing flow and we ask them to jump on a call with us for them to find out more about Planable. We send people case studies on how Planable has been helping companies. 

The other thing that helped them in generating the most leads right now is their Content Academy. They interviewed over 30 experts in content marketing from different industries. These people are the front line in creating content, from the ideation, editing, writing, publishing, and generating leads. The Content Academy includes seven-step videos with topics like ideation strategy, content editing, content publishing, promoting, and so on. 

Vlad’s team presents it to potential clients and we give them sneak peeks of the things they can learn in the Content Academy. 

He makes snippets and minute-long videos showing how it would help businesses and publishes the videos on his LinkedIn and other social media. 

In content marketing, don’t be afraid to try creating content and putting yourself on camera. Get yourself out there and just start creating content. Listen to the feedback of the community and write again until you are able to make quality content. 

“The Main Things Generating The Most Leads Right Now! ” episode resources

Reach out to Vlad Calus via his LinkedIn

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. 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.

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.

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