Accidental Seller Archives - The Sales Evangelist

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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. 

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.

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.

 

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.

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.

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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

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.