Building Trust Archives - The Sales Evangelist

Category Archives for Building Trust

Need every men need

TSE 1309: The One Need Every Human Mind Has And How It Will Help Increase Your Sales

Need every men needThe human mind has one very powerful need. In this episode, we’ll talk about what that one thing is and how you can use this knowledge to increase your sales. 

John Voris’ parents wanted him to be a lawyer but he wanted to be a teacher. As a result, he went to Berkeley and studied philosophy, which was good preparation for going to law school. During that time, John needed a part-time job and tried a job doing door-to-door cold calling. It wasn’t easy and John was fired four times. He realized he needed to study and learn more so he went to workshops and seminars. He also read books and listened to tapes. He tried again and failed three more times. Still, he continued to educate himself. 

John observed that sales training doesn’t really touch on the topic of language and how it works. Salespeople know very little about this topic even though the idea of language is so massive it could fill an entire bookstore. John went on to read books on existentialism, phenomenology, and more. He was able to learn how language works, what objects are, and how they affect our lives. John experimented with the knowledge he’d accumulated and within three to six months, he was able to see the pattern and make a model he could use in sales.  John, who had been fired seven times, was now able to close 14 sales out of 20 calls. 

Learn the symbols 

Everything around us is a symbol. People collect and surround themselves with symbols that resonate with who they are. These symbols represent with what we like and dislike. Knowing that everything around us comes from who we are, salespeople can use these symbols to discover who their prospect really is and what’s important to them. 

Salespeople being human

People have different motivations.  We are curious and this curiosity leads to wisdom. We want to change things. This is where our power manifests itself. We think about what is fair and this leads to justice. The books of Donald Edward Brown entitled Human Universals talk about 300 universal aspects that reflect what it means to be human and these are aspects that are consistently repeated. For example, human beings all need to be loved, engage with others, and have relationships. It’s these consistencies that John was able to create into a model of selling.

John recognized there’s a difference between drive and desire. What John wanted to figure out was what drives people to take action. The result? His book,  Discover the Power that Drives your Personality: How Four Virtues Define Your World – Introduction to the Life Themes: Love, Justice, Wisdom, Power. This drive is where your energy and power are. 

While we live in a visible physical world, we live for the invisible abstract world of ideas. We surround ourselves with objects to manifest who we are. We all have the innate desire to express ourselves. Once you see how your prospects want to express themselves, then you will understand how to sell to them. Through what you observe in these objects, you can find out what motivates your prospect and adjust your language accordingly. Knowing them doesn’t mean you will sell each time but it does mean you’ll get closer to the language you need to connect with them and increase the odds of making a sale.

What is an authentic identity?

Imagine that you are creating a Western movie and you need items for the set that falls under that theme.  You would not be able to sell a laser gun to a western-themed movie.  The theme dominates everything. A salesperson cannot sell anything that doesn’t conform to the theme. 

The same is true for your prospects.  If your client is a master carpenter, you know they don’t rush through work, they have patience in learning their craft, and they are interested in details. As a sales rep, talk to them about your product in terms of details and be ready to take your time. As you see the symbols of their authentic identity, you’re able to adjust your language to the symbols that represent your clients.  Simply observing their surroundings and being able to find meaning from these symbols, will help you understand who they are as an individual so you can adjust accordingly.

Archetypes and Authentic Identity impacts the sales process

Your job as the sales rep is to language yourself towards your prospect honestly and authentically so it creates mutual trust. With the pandemic going on, most conversations and interactions are happening on the phone. Even then, you can still look for symbols. Everyone has their own lexicon, their own vocabulary. They will drop signals in the way they talk. Listen intently to how they express their own logic and reason and they will tell you exactly who they are as an individual. People fall under one of four archetypes – love, justice, wisdom, and power. Figure out which archetype your prospect is reflecting and speak to that in your discussion. 

The idea of a script

A sales rep must have the freedom to tweak how they talk about what he/she is selling so it’s more authentic. When sales reps feel more authentic there is a greater opportunity to connect with the prospect. This is how trust is built. 

John suggests that sales reps must deliver selling points in a way they feel most like themselves. When both the sellers and the prospects have room to be truly authentic, a certain level of empathy is created. People typically have their guard up but authenticity is the way to start bringing these guards down. John was able to sell despite failures because he learned how to language his selling. What he lacked in natural talent, he made for in his passion to learn and adjust.

The One Need Every Human Mind Has And How It Will Help Increase Your Sales” episode resources 

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

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit also call us at (561) 570-5077. 

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

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Watch on YouTube:

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.

Larry Levine, Selling From the Heart, Linkedin, Sales Book

TSE 1066: Selling From The Heart

Sellers have a bad reputation as people who are artificial and only concerned about themselves, but in order to succeed, you must focus on selling from the heart.

Larry Levine has spent 30-something years in the trenches of B2B work, and he recognized some glaring weaknesses in sales teams he worked with. He values authenticity and he points to it as a big disconnect for many sellers.

But it isn’t just sellers. Think about how many times you’ve run into a friend you haven’t seen in a while, and you toss out the phrase, “we should do lunch.” It doesn’t usually mean anything other than “I’ll see you when I see you.”

Sellers must pay attention to their words.

Use your words

The words genuine, authentic, value, and trusted advisor prompt the follow-on question: “What does that mean?”

Start by leading an authentic lifestyle. Think about this: When you say you’re a salesperson or an SDR, you’re already behind the 8-ball already in the minds of your clients and prospects.

For every great sales professional, there are 10 that give the sales world a bad name.

When you deal with the people in your personal life, are you genuine and true to who you really are? Most likely you are. So why can’t we play that same role when we’re dealing with our clients and prospects.

Building relationships

Many sellers maintain a certain amount of distance in their relationships with their clients. In his book, Slow Down, Sell Faster, Kevin Davis asked how it’s possible to sell something to someone if you don’t spend time figuring out who they are?

  • What makes that person tick?
  • What do they care about?

Sellers try to move their prospects through the sales funnel as quickly as possible instead of investing the time to understand. Listen with intent and help them do their jobs. You’ll be surprised to find that things actually speed up.


If you don’t build a relationship throughout multiple steps and influencers, it will be difficult to sell anything. People will buy from people they know, like, and trust.

People are beginning to understand that it’s ok to bring your heart to the sales world. It’s ok to be genuine and real. But in order to do that, you have to be vulnerable, which goes against what we believe about sellers.

If you asked your prospects what they truly desire in a seller, what do you think they’ll say? Maybe someone who is honest and who can solve their problems. At some point, you’ll hear them say “I want them to be sincere and show up after the sale.”


Have a conversation like you would with your friends.

Memorizing scripts may make you sound too robotic. It isn’t that scripts are bad, but we must make the verbiage in the script our own. If you can’t align to it, you’ll struggle with it.

Imagine if you understood the person you were reaching out to. What are the issues and challenges they are facing.

If you’re calling a VP of sales to set up a demo for software, find out the issues that VPs of sales struggle with. Offer three issues that are most common for sales teams. Ask your prospects which of those three topics he can most closely align with.

The truth is that even tenured sales reps are going about this the wrong way. Instead of the phone call being focused on setting a meeting, focus the call on starting a conversation.

Sales leaders

Time and patience matter. Your organization wasn’t built in a day. You took a series of small successful steps to get where you are.

The same is true for your sales process, but no one has time or patience for it. No one wants to slow down.

Larry recalls deciding one day to focus on quality over quantity. He focused on opening at least two new conversations with two people he didn’t know every single day. His phone skills improved and his mindset did, too.

Sellers who are allowed to focus on quality over quantity may find that they enjoy their roles a bit more because they are connecting with people.


Larry’s first mentor freed him from the pressure of memorizing his prospecting script word-for-word, and instead encouraged him to understand the foundation of the script. Once you’ve done that, make it your own.

Get back to humanizing what we’ve previously dehumanized in the sales world. There’s a time and place for technology, but human-to-human matters. Technology can’t replace every human aspect.

Larry warns against being an “empty suit with commission breath.”

Once leadership realizes that there’s a human on the other end of the sale rather than just a bunch of dollars and they set out to solve problems, watch what happens to the level of your relationships and referrals and profits.

Avoiding sameness

In a crowded field, in order to rise above the sea of sameness and be seen in a different light and stand out from the sales wolfpack, the differentiating moment goes back to the human aspect.

People smell sincerity immediately. Instead of juggling personalities, be authentic.

Understand that credibility and clarity sell in a world of insincerity.

Create a transformational experience by having a conversation. As you transform your relationships, you’ll stick out like a sore thumb in a world of transactional conversations.

“Selling From The Heart” episode resources

Find Larry on LinkedIn @larrylevine1992 or on his Selling From The Heart podcast at

Grab a copy of Larry’s book, Selling From the Heart: How Your Authentic Self Sells YouHis website also offers an accompanying self-reflection journal.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Tom Payne, Charisma, Selling

TSE 793: The Power of Selling With Charisma

Tom Payne studio portrait. Photo by Andrew Collings.

Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively.

Charisma consists of both verbal and nonverbal communication.

Power of charisma

Because we interpret nonverbal cues subconsciously, nonverbal communication is far more powerful: we transmit information to other people without even realizing it.  Those people, in turn, read our nonverbal cues without realizing it.

If we tell use words to tell a prospect one thing, but our nonverbal cues communicate something different, the prospect will trust our nonverbal cues over our verbal ones.

Balance of charisma

You must balance the two aspects of charisma: strength and warmth.

Strength communicates an ability to help. Warmth communicates a desire to help. If you’re too warm, you may seem weak. If you’re too strong, you’re intimidating.

When you balance strength and warmth, the results can be almost hypnotizing.

In this episode:

  • Understand the number one tool for developing charisma.
  • Learn the impact charisma has on people’s emotions.
  • Discover how to avoid ambushes in sales presentations.
  • Uncover the relationship between self-talk and charisma.
  • Learn easy ways to practice reading other people’s nonverbal cues.
  • See how charisma can save situations that shouldn’t be salvagable.

Studies show that 70% of people can identify the winner of election simply by looking at the candidates’ photos for one second. Researchers asked participants to choose the more competent candidate, and they were successful 70% of the time.

Episode resources

Tom’s book Selling With Charisma will teach you about the most charismatic people in the world, and how their ability to control their nonverbal behavior allows them to succeed in their work.

Join us in April for the next semester of The Sales Evangelist Hustler’s League. Whether you’ve been selling for 15 days or 15 years, we’ll focus on how to build value so you can find more leads and close more deals.

Drop me an email if you have additional questions or want more information.

Juan Cano, Beachbody, Sales Podcast, Donald Kelly

TSE 277: Sales From The Street-” I Was Doing It Wrong”

Juan Cano, Beachbody, Sales Podcast, Donald KellyToday’s guest is Juan Cano, a member of TSE Hustlers League and founder of Lose It With Juan, a beachbody fitness and nutrition coaching program that combines fitness and nutrition along with personal attention from your personal coach in order to take you from where you are to where you want to be.

So I brought Juan on the show today as he shares his thoughts and insights into what he’s doing to find success.

Here are the highlights of my conversation with Juan:

Juan’s major challenge that he faced:

Being so shy about selling things and finding the way to break the ice.

Strategies Juan took to overcome the challenges (which you can very much apply too!):

  1. Approach people how you would approach a friend.

Find out what your friend needs and model your business approach toward them. Show that you’re there to help and not to sell.

  1. The 10 x 10 Method

Reach out to ten people everyday before 10am. Open a dialogue and put in a little hook about what you do to draw more genuine interest in you.

  1. Build long-term relationships and show them value.

It’s not about “buy me.” It’s about giving them value.

Connect with Juan through his website or on Facebook where he offers a free fitness group for men only.

Juan’s Major Takeaway:

Go out there and work the process. Be the process and results will happen not only sales but also in fitness and in life.

Episode Resources:

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies

TSE 203: Sales Management for Dummies with Butch Bellah

Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It’s a book he’s written called Sales Management for Dummies.

Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain more appointments, win more business, and retain more customers. Based in Dallas, Texas, Butch helps people find areas in the sales process where they have hung ups and he is truly passionate about professionalizing the profession of sales.

His first book, The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten which hit #1 on Amazon’s list of Sales Books in August 2014 (and he has a picture to prove it!) paved the way for John Wiley & Sons publishing to approach him where they asked him to write a book, Sales Management for Dummies.

In this book, Butch offers a handy go-to guide for sales managers covering areas like management, building a commission program, budgeting, resolving territorial disputes, etc. – all necessary for creating a solid and successful sales team.

Here are the highlights of my conversation with Butch:

Biggest issues sales managers come across:

  1. Defining territories
  2. Compensation plan
  • Be very careful with people’s money. Check it multiple times and test it for 6 weeks before you ever roll it out there.
  1. Managing different personalities
  • What motivates one might demotivate another. As a sales manager, you need to wear different hats.
  1. Set your sales goal high, set your sales budget low, set your forecast about where you think it’s going to be.

How to Keep Your Team Motivated:

  1. Keep the inspirational fires burning.

You can’t motivate someone to do something. But you can inspire them and give them a reason to be motivated. Find out what it is they’re striving for or the gold standard for them.

  1. Adapt your personality to every sales person.

Learn the in’s and out’s and nuances of each individual personality. Doing the same thing for everyone might cause you to lose really good people that don’t like to be managed that way.

How to Make Effective Sales Meetings:

  1. Set a schedule and agenda.

Work with a sales meeting calendar and plan ahead the topics to include. Back plan everything and know when you want to roll it out. Butch thinks Saturdays are the best time for sales meetings to avoid pulling them out of the market during weekdays.

  1. Bring in another voice.

Your team can get tired of hearing you all the time. Break that monotony. Keep it interesting. Give them a reason to want to go to your sales meeting.

  1. Offer something of value that they’re going to get from the meeting.

Product knowledge, sales skills or GAME (Goals, Attitude, Motivation, Education)

  1. Do role playing.

Get people comfortable to ask questions, overcome questions, build rapport, and do the basic steps you’re supposed to do all the time. This is a time for you to inspect what your people are doing.

Butch’s Strategies for Effective Time Management

  1. Hit the ground early Monday morning and have an appointment schedule for late Friday.
  2. Take 10 minutes at the end of everyday to make sure you’re ready for the next.
  3. Take 30 minutes on Sunday afternoon or evening to prepare for the week.
  4. Take an hour at the end of the month to look at the entire upcoming month and write down your goals.

Butch’s Major Takeaway:

Forget what you’ve heard about ABC (Always Be Closing)… it’s Always Be Prospecting! Get out and meet new people.

Episode Resources:

Get in touch with Butch through or connect with him on Twitter @salespowertips and Facebook B2TrainingAndDevelopment.

Download a free copy of Butch’s first book The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten by visiting

Sales Management for Dummies

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

know Like and Trust; Selling; Podcast; Sales Training

TSE 122: Three Effective Ways To Be Known Liked & Trusted

know Like and Trust; Selling; Podcast; Sales TrainingWe have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m doing this episode.

After really thinking about this topic, analyzing my past business/personal relationships, I came up with three ways we can easily build relationship with others to get known, liked and trusted. Now, obviously strong relationships takes time and effort but doing these three things will help you see incredible results.

  1. Smile more with your prospects
  2. Mirroring
  3. Being relatable

Smile more with your prospects: 

There is something contagious about having a smile on you face. Studies show that when you smile, others will naturally return with a smile. A smile also makes you look more excited and confident in what you are doing. This translate to the prospect that you are passionate about your offering, thus generating a sense of curiosity in the prospect to learn more. Now, I’m not telling you to go out and smile like a circus clown. But a nice warm smile will go a long way to help prospects take down their defensive guards.


According to the great Wikipedia“Mirroring is the behavior in which one person subconsciously imitates the gesture, speech pattern, or attitude of another”.  So how can mirroring help you get known, liked and trusted from your prospects? Well, people tend to like others who they feel a connection with, someone who is like them. When you mirror, it reflects that you are in sync with others and are like them in some way.

This subconsciously allow the prospect to open up a bit more. However, don’t get the idea that you should copy every thing the other person does, but pay attention to the mood of their body language and reflect that in your posture. If their legs are crossed, you should cross your legs as well. Maybe a hand gesture on their face or the tone of their speaking. There are many different ways you can do this. Try it with family members and friends and see how much fun it is.

Be relatable:

This is also a very simple thing you can do and it relates very closely to the idea of mirroring. Essentially it shows that you are human and can sympathize with them. So many times well meaning sellers go into a meeting so cocky that it becomes a turn off. They put themselves above their prospects and makes the prospects feel inferior. Many times this happens when the sales person start using buzz words and terminology that the prospect does not understand. And once that happens, the meeting with be over and the sales persons will be dismissed with a statement live “leave some literature and I will get back to you”.

Don’t be that type of seller! Speak the prospects language. Explaining your product or service in away that relates to their business. Give examples that tie to their industry, success stories of companies like them. Before you meet with them, do some research via LinkedIn (social media) and see if you have anything in common. This is a great way to take down the barriers that prospects have up initially.

Overall, the more people feel you are relatable (like them), the more they begin to trust and open up to you. Doing these simple activities of smiling more, mirroring your prospects and being relatable, you will increase you chances significantly to being known, liked and trusted. Try it and let me know how it works for you. Drop me am email at You can also join in on some of our other sales conversation in our private Facebook group, The Sales Evangelizers. Either way, I can’t wait to hear from you. In the mean time, remember to DO BIG THINGS!



TSE 046: How To Ask Questions To Gain Trust

The Sales Evangelist Podcast. Launching Dec 2014!

Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never thought about that before?”. As a sales person these are the types of questions that YOU should be asking.  

Now, there are many other qualities that indicate if someone knows how to effectively sell (share value), but for some reason a thought provoking question does a pretty good job. In this episode I share some thoughts on this topic and offer some ideas on how you can incorporate this in your daily work.

Here are some of the major take aways:

  • Asking thought provoking questions that are resourceful and engaging, they will consider you a person of value.
  • Gain more trust from your prospects when you ask detailed questions.
  • Using your experiences with prior prospects will make it easier for you to ask those detailed questions to new prospects.
  • Build a list of key questions that  you can ask prospects when cold calling so you can make a good first impression.

Come listen to this episode NOW!



TSE 043: Why Building Genuine Rapport & Trust Will Help You Gain More Business

DSC_5456During this episode I connected with Dan Miller and had a discussion around sales and helping others find what they love! Dan is the author of the New York Times best selling, “No More Dreaded Mondays” and “Wisdom meets Passion”. He has been a guest on CBS The Early Show, MSNBC’s Hardball with Chris Mathews, Moody MidDay Connection, and the Dave Ramsey Show.  Over 130,000 people have subscribed to his weekly newsletter. His 48 Days Podcast consistently ranks in the top 3 under Careers on iTunes, and the business community is viewed as an example around the world for those seeking to find – or create – the work they love.
Four important components of Dan’s sales process:

1. Building trust and rapport is important because people buy from those who they KNOW, LIKE and TRUST. Dan said that this is about 40% of the sales process.

2. Identifying the proper NEEDS is about 30% of the sales process.

3. Product knowledge and presentation is about 20% of the sales process.

4. Gaining commitment is 10% of  the process because if you do the other 3 steps, this will be easy.

Major take aways:

  • Dan also comments that the four important components of the sales process works online and offline. Build rapport with folks and they will love you and buy from you.
  • Don’t be afraid of giving things away for free. Dan believes in the law of the harvest that if he gives out information for free, it will come back to him later. He said that he probably gives away 95% of his information for free and then charges for only 5% of his information.
  • Take action and don’t just plan. It is important for us to ACT!
  • With proper sales skills, you can always land on your feet! Sales is important for any organization.
  • It is never too late to make a new beginning. You can and should do what you LOVE!

Connect with Dan Miller

10 Anniversary Edition of “48 Days To The Work You Love” is set to launch in 2015.

Dan’s Coach Mastery Program (Networking Community of 14,000 others trying to make a difference in their lives)