Conversations Archives - The Sales Evangelist

Category Archives for Conversations

Donald Kelly, The Sales Evangelist, Reddit, Why Should I Buy?

TSE 1064: Sales From The Street – “Why Should We Do Business With You?”

Donald Kelly, The Sales Evangelist, Reddit, Why Should I Buy?One of the most important questions you’ll answer is “Why should I do business with you?” and it’s vital that you get it right when you do.

When the question comes, you’ll be tempted to point out how long your company has existed, how great your product is, and how great your customer service is, but those answers won’t likely work.

Sales From the Street tackles actual problems that sellers are facing and allows a sales rep just like you to provide an answer that worked for him.

Loaded question

People frequently get on Reddit seeking advice about how to answer this question. I love checking in there because it gives me a great opportunity to connect with sellers and share my own insights and expertise.

They frequently listen to the podcast after our interaction and it presents a great opportunity to grow my business. If you haven’t checked Reddit for a page related to your own industry, you definitely should.

“Why should I do business with you” is a loaded question, and I’m going to answer it in two different ways.

When I was a young seller, I was quick to point out the features of my product and to preach about why we were the best company, but it never addressed the client’s true issue.

Initial conversation

Your answer to the question will largely depend on whether this is the first time you’ve spoken to this person. Do you have a relationship already, or this your very first contact?

If you’re speaking to the customer for the very first time, he may be testing you to see how you’ll respond. You could play a seller’s version of whack-a-mole and blindly try to guess the right answer, but as a sales professional, that’s not how you want to operate.

Instead, take control of the situation. Your first priority should be to find out why she is asking this question in the first place.

You can respond with a listicle or with a question of your own. Or, consider this:

“You know, David, when people ask that question it’s usually one of three things.

  1. To see if we have the proper expertise
  2. Testing whether I’m quick on my feet. 
  3. To determine whether we can solve their problem.

Which one of those are we dealing with David?”

His answer to your question will help you understand how to proceed.

Take control

Ask questions about the sales process that will help you determine what the customer is seeking. Take charge of the sales process by controlling the conversation.

If the prospect is wasting your time and has no intention of hiring you, you’ll determine that more quickly rather than wasting time on a deal that will never close.

If the prospect is interested, he’ll answer the question and you can continue from there. Pose a question in response to his question.

Ask him why he’s inclined to ask that. If he indicates that his company has encountered other sellers who couldn’t solve its problems, then you’ll know how to respond.

Address the concerns

“I don’t ever want to do business with you if I can’t solve your problem. We want to make sure we’re a fit. I don’t want to waste your time or mine.”

“If you are open to it, I’d love to see what you’re doing now to see if we can help you just like we’ve helped many other companies in the past.” 

You can even mention at some point that you’d love to be honest enough to acknowledge if the two of you aren’t a good fit. That will keep you on the same page.

Your customer expects you to rattle off a list of features and benefits. They expect you to be a submissive seller.

They may not realize that as a professional seller, you’ve helped a lot of people, and you’re an expert at doing so. You’re going to stay calm and confident.

Surprise the customer

If, on the other hand, this is a customer that you’ve worked with for some time, he may be truly trying to determine whether he should work with you. Your goal is to communicate to him that you’re the best at solving his particular problem.

You’ve done it for thousands of other clients, you’ve run the protocols, and you know you’re the best. You can turn the tables on the customer at that point.

“Why should you not do business with me?”

Be confident. Make sure you understand why the customer is asking the question.

“Why Should We Do Business With You?” episode resources

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.

Be Human, Erick Hart, Sales Podcast, Donald Kelly

TSE 959: Sales From The Street: “Be Human”

Erik Hart, Sales From The Street

For this episode of The Sales Evangelist, I talked with Erik Hart, a Sales Manager for an Internet company, to discuss how he is able to help his team achieve not only sales results and, perhaps more importantly, person-to-person results by learning to be human.

The Numbers Game

Often times, especially with sales, it becomes such a numbers game that the person-to-person experience is lost. The human connection is lost.

We find ourselves churning through conversations and deals with a laser focus on strategy and metrics and we lose context.

Erik, for example, had a rep on his sales team with a great understanding of how to guide his clients through the various buying stages but it became such an exercise in ‘checking the boxes’ day after day that the rep felt totally defeated, unproductive and he failed to generate revenue.


Erik asked the rep to take a step back and to really think about: What kind of story did he want to be part of? What kind of difference did he want to make?

In doing so, the rep realized not only where he wanted to go but how he could get himself there, without just running on autopilot.

Simply put: Let things be a little messy!

The sales rep had organized himself into a rut by creating a very specific process when interacting with leads and clients.

The response to a potentially lower quality lead, for example,
was three phone calls and one email while a high-value lead would have other very specific tasks tied to it.

Eventually, the tasks became more important than actually having the conversations with the clients. He found himself speaking with clients but thinking about the next task – the next box to check – instead of making a human connection.

He was reading the script instead of being present in the moment; acting like a robot instead of really digging into the needs of the client. He failed to see them as people – and they could hear that in his voice.

The New Bottom Line

Taking a step back and re-evaluating his goals worked.

Overall improvement became evident in just three months; not only in sales but with increased engagement with the customers and improved morale.

The sales reps are proud of what they do again. The sales are great, but the intangibles are sometimes even better.

We all have our imperfections and personal baggage and business operations to deal with and they have the potential to become real struggles.

There is a futility to the task of trying to attach the minutia without really understanding the context.

Instead, think about what you want the conversation to be. What’s your story? Where do you want to be? What kind of world do you want to live in?

Let those answers be your guide. Let that help you reach your goals.

It can become an incredibly powerful experience. The minutia will take care of itself.

“Be Human” episode resources

This episode is brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Dave Lorenzo, Networking, Sales Reps, Donald Kelly

TSE 924: Sales From The Street: “The 60 Second Sale”



The Sales Evangelist, Sales From The Street, Dave LorenzoWhat if you could make more money and get home on time for dinner every night? Sounds impossible, right? The 60-Second Sale might be the answer for sales professionals who want to achieve success without sacrificing their lifestyles.

Today on Sales From the Street, we’ll talk to Dave Lorenzo, author of The 60-Second Sale, about how to develop deeper relationships with prospects and align your business goals with your lifestyle.

Dave calls the book the ultimate system for building lifelong client relationships in the blink of an eye.

Business relationships

Dave compares his concept to love at first sight: a lightning-bolt moment of magic when two people are deeply connected. Likewise, his book is about making those moments and creating the conditions that allow you to close a huge deal in 60 seconds.

The secret is having the right relationship with the right person.

Regardless of your industry, and whether you’re B2B or B2C, the process works for everyone.

A lot of salespeople are struggling to figure out how they’re going to make enough money to take care of their families.

Dave’s answer to that is that every salesperson already knows enough people to make the money they need for the month. They know enough people to make their sales quota.

Connect with people

It may be true that those people have forgotten what it is you do, or they’ve forgotten about the value you can add, so you have to refresh their memory.

Start by making a long list of everyone you know and reaching out to them. Your goal is to make sure they know what you do and how you can help them.

Once you’ve done that, those people will be out looking for people they can introduce you to.

In the past, when I’ve given this advice to struggling salespeople, they usually get themselves back on track within a few days if they follow my advice. They usually have some solid leads and some even close some deals, and though those deals aren’t huge, they are usually enough to spark some confidence.

Once you get the first one, it gives you some momentum, and relationship sales is all about having the confidence to help people.

Sales mindset

Your mindset is the key to success in sales.

If you sell security systems door-to-door but one person tells you they aren’t interested because they already have a system, you shouldn’t take that as rejection.

You hand the person a card and ask them to put it in the kitchen drawer so that later down the road when the current provider fails to meet his standards, he can call you back about changing companies.

About 90 percent of your sales career hinges on your mindset.

Lasting impression

If you’re a member of the Chamber of Commerce, a couple of days before the next meeting, call the membership person who signed you up for the chamber. Let her know that you want to make two really good connections at the event.

Given that she knows about your industry, ask her to name the most valuable people for you to target.

She’ll make a couple of suggestions, then you ask her for an introduction to those people. She’ll understand, after all, that the reason people renew their memberships to the chamber is because of the ROI.

Any chamber person worth their salt will be happy to make those introductions, and once you have a great introduction, you’ll be able to have a productive conversation.

Maximize the conversation

After the introduction, you explain that you’re thrilled she introduced you and you’ve read up on the person’s company. Then ask the other person how she gets the most out of her chamber membership.

They expect that you’re going to make a pitch. When you ask about the chamber, you’re highlighting a commonality, and you’re asking them for help that isn’t related to their business.

Then, ask her how she got into the industry that she’s in now. You’re opening a chapter in her mind where she gets to talk about herself, and she’ll start to relax a bit.

She’ll think either one of two things: either this guy is really into me, or this is the worst salesperson I’ve ever seen in my life. Either way, she will let down her guard since she isn’t anticipating a sale.

Then you ask how business is. You ask how the economy is treating her. Ask her whatever you want to know about her business.

Then you can say something about goals and targets. When you do, you’ll be speaking the language of entrepreneurs and business people rather than sounding salesy.

Then you offer to introduce her to someone who can help her achieve her goals, or you can follow up with her later.

Sales leaders

A lot of sales leaders shouldn’t be in leadership roles. They simply get thrust there because they are the best salesperson.

Dave’s philosophy is to determine your best salesperson and then get out of his way. Remove all the barriers and let him sell.

Your best managers should be capable of three things:

  1. Removing barriers to free their best people to soar.
  2. Onboarding people and training them effectively so they know how to develop deep relationships.
  3. Coaching and mentoring people to maintain their attitudes and confidence.

The worst thing you can do to your salespeople is forcing them to do something unnatural, and the best thing you can do is challenge them.

Rule of thumb

Each industry is different.

For every 100 relationships you develop, about 10 will result in business in the short term. about 15-20 will result in business within the next 60-90 days. Over the next six months, about 35-40 percent of those relationships will produce business.

Be very intentional about the people you meet in a business setting.

Of everyone you’ve met in college or in your town, two-thirds of those people are going to either refer business to you or do business with you.

Dave has a list of 20 names in his office that will be future clients. He works every day to find people in those companies that he can call or email and he reaches out to them.

Get three pieces of stationery.

Send one to a client thanking him for doing business with you. Include a business card so that if someone needs your services, he can share your card.

Send another to someone who referred business to you in the past thanking them for their help.

Send the third to someone you want to work with who has been highlighted in the news, either online or in the physical newspaper.

Do three cards every day, even on Saturday and Sunday.

The 60-Second Sale” episode resources

You can connect with Dave at his website, You can find all kinds of free stuff there, including about 300 articles and 500 videos.

Grab a copy of The 60-Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye

This episode is also brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to Your prospecting will never ever be the same.

If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

TSE Hustler's League, The Sales Evangelist Podcast

TSE 895: TSE Hustler’s League-“Use Their Own Words”

TSE Hustler's League, The Sales Evangelist Podcast










When you’re talking to a prospect, the most important thing you can do is build value into the conversation. Your goal should be to delight them in ways that none of your competitors have. One of the easiest ways to do that is to use their own words.

Today we’ll hear a snippet from The Sales Evangelist’s Hustler’s League about ways you can use their own words to demonstrate to your prospects that you’re listening.

The Sales Evangelist Hustler’s League is an online group coaching program for sellers of all abilities in all industries. Each semester we focus on different parts of the sales process to help sellers build more value and close more deals.

Previous information

Pay attention to the small stuff, like the challenges they share with you.

Whatever they tell you in your initial conversation, jot down some notes. I use a tool to record conversations so I can go back and listen to them. I can take advantage of recapping and listening to things that they said in our initial conversations before our next meeting.

If, for example, they tell me that hiring has been a beast because they are losing people left and right, I’m going to use the phrase “hiring is a beast” in later conversations because it demonstrates to the prospect that I was listening.

The simple idea that you listened can make a huge difference. It shows that you’re not just an order taker, but you care about the prospect. It isn’t about you; it’s about your prospect.

What the prospect wants

Many times, sales professionals get so focused on what they know about their product that they forget to address what the prospect needs.

Imagine an oncology office that uses masks to stabilize a patient’s head during a brain scans. Without the mask, the office can’t complete the procedure, so they don’t get paid. Perhaps the tumor grows while they reschedule the procedure.

This prospect doesn’t care whether the masks smell like lavender. They don’t care how comfortable the masks are. They need the masks to arrive on time and to be safe to use. If you’re marketing lavender masks that are comfortable, you’re missing an opportunity.

Personalize the demo

Give the prospect the demo that he wants to see. Personalize it.

If you’re demonstrating a copier, set up your demo so that the first document you print on it has the prospect’s name on it. “Congratulations, David!” or something like that.

If you use a demo that doesn’t exactly speak to this prospect, he may decide that your demo doesn’t relate to what he’s doing, and he’ll check out of the process.

If you’re selling products to finance companies, scan the company’s invoice into your demo so that the prospects see their own documents in your demo. Subliminally, they’ll feel that the process already belongs to them.

“Use Their Own Words” episode resources

We have a new semester of The Hustler’s League starting in the fall, and we still have slots available. We’d love for you to join us. It’s an online group coaching program designed to help sellers of all experience levels improve their sales production.

Our friends at Wiley are offering a 20% discount plus a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

To take advantage of the 20% discount, go to and enter the code SSLSE.

They’ve also created a SlideShare free for you to use or download.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

If you love this content, leave us a review wherever you consume it and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.


Sales Coaching, Group Sales Coaching, Customers Service, Unhappy Customer

TSE 865: TSE Hustler’s League-“Prevent The Cancel”

Sales Coaching, Group Sales Coaching, Customers Service, Unhappy CustomerOn last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again.

As you know, on each episode of The Hustler’s League, we devote the first 15 minutes to a Mastermind. One of our members’ lands in the hot seat to discuss a problem he needs help.

In this case, we sought to help him determine what went wrong. We also reminded him that sometimes things are outside of your control.

We also tried to answer what sellers can do when the problem is within their control.

Ask for a conversation.

Following the cancellation, our Hustler’s League member hadn’t had a conversation with his client. He was frankly dreading the idea, but he wanted to resolve the situation and put it behind him.

One of the recommendations our group offered was to get the client on the phone to address any fears she might be having or any concerns that had developed.

Because she’s a realtor who recently had a baby, perhaps she didn’t have the cash flow to pay for those services.

If you can get the client on the phone, in many cases you can walk her off the ledge. Sometimes clients feel uneasy and our reassurance can help.

It’s easier to keep an existing customer than to find a new one.

Set rules before you play.

My friends and I who play flag football learned this the hard way.

When this client hired someone to do her marketing, she may have had unreasonable expectations. She may have assumed she would get emails and listings immediately.

Never send over the agreement or proposal without first reviewing it with the client. I use PandaDoc and the screen share function to make sure there are no hiccups.

At the point in the process where we’re prepared to enter the contract, I ask for 5 minutes so we can review it. If they have expectations you aren’t aware of, you can identify them quickly. You’ll eliminate a lot of confusion.

Learn from the situation.

If the situation isn’t recoverable, use it to develop your business. Ask the client whether she has five minutes for a phone call. Offer to buy her a cup of coffee.

Tell her you’re always seeking to improve and ask for her feedback about your work together.

Consider other options moving forward:

  • Does it make sense to narrow the industries you work with? If you’re losing money because of the time you’re investing to learn each new industry, perhaps you should limit the ones you work with.
  • Should you choose larger clients? Rather than individual realtors, consider working with brokers who have multiple agents.

In this case, our member recalled that he had always reviewed documents with clients in his last position. He had not thought to do that in his own company.

We share these things with you because we want you to be successful. To find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

“Prevent The Cancel” episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Tell others you know about our podcast, and subscribe if you haven’t already. Tell them about The Sales Evangelist Hustler’s League as well, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Relationship Selling, Sales Basic, Donald Kelly, The Sales Evangelist

TSE 827: Sales Basic 101…Keep The Relationship Going

Relationship Selling, Sales Basic, Donald Kelly, The Sales EvangelistYou don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship.

Today on The Sales Evangelist, we’re going to talk about the steps you can take to make sure that your customer doesn’t feel like you only cared about the sale.

Continue the relationship.

I understand the need to keep your pipeline fed. The numbers game says that the more doors you knock on, the more opportunities you have to close a deal.

I want you to understand the need to move your prospect into a role as a client who is a happy, raving fan. I want you to understand the long-term approach.

Especially in industries with long sales cycles, you develop a certain level of intimacy with your prospects. You know about her family, about her work situation, about many issues that are personal for her.

Now imagine that she has paid for your product, and she’s ready to start finding solutions and implementing the product, and you’re completely gone.

The truth is that everyone must focus on their area of expertise. The implementation team doesn’t want you micromanaging their part of the puzzle.

So how can you help your new customer transition to the next department without feeling forgotten?

Take small actions.

1.  Prepare your new customer for the next step in the cycle. If the implementation team will take over and help them begin using your product, prepare her for what that might look like.

Give her a map of what to expect over the next few weeks.

2.  Send some sort of acknowledgement as a “thank you” for the business. If your industry allows it, consider sending a gift of appreciation.

Let her know how much you appreciate her business.

3. During the on-boarding process, check in on a regular basis. Perhaps call once a week just to make sure that everything is going as expected.

Ask if there’s anything you can do to help move the process along.

4.  Move the conversation from email to something else. If you continue your relationship on LinkedIn, you can provide a recommendation for your customer and she may just return the favor.

5. Do something nice for your customer “just because.” If you see a book that makes you think of her, send it with a note.

Besides, if you have an opportunity to upset or upgrade later, you want her to know that you’re still around.

Episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

After you’ve tried some of the ideas here, I’d love to hear how they worked for you. Email me and let me know what your results were.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Business Development, Tom McMakin, Service Base Business

TSE 801: How Clients Buy-A Practical Guide to Business Development

Tom McMakin, The Sales EvangelistClients buy services differently than they buy products. Where products are frequently sold by features and attributes, services are sold on reputation, referral and relationships.

Today on The Sales Evangelist we talk with Tom McMakin about the challenges of selling services, and the key to becoming the very best at your chosen field of expertise.

Prioritize trust.

In his new book, How Clients Buy, McMakin introduces two different kinds of trust.

The first trust results when a person consistently follows through on his word. If, for example, I consistently show up on time to give you a ride to the airport, you will learn to trust my word.

The second trust develops as a seller demonstrates that he has his buyer’s best interest at heart. If a mechanic routinely recommends only the necessary repairs to your car without suggesting extraneous costly repairs, you develop a trust that your mechanic is protecting your interests.

That trust creates a valuable relationship over time, and it impacts how clients buy services.


The world tells sellers to broadcast in order to spread the word about their product. Sellers, conversely, should narrowcast.

Segment your market. Find the people you most want to serve and connect them to one another.

Instead of immediately trying to sell them, help them create a conversation amongst themselves about best practices in the space they occupy.

You don’t have to be the person with all the answers; you simply become the person who knows where to find all the answers. When they view you as a resource, they’ll likely become clients who buy services.

Shrink the pond.

Position yourself as the very best at something; use geography, company type, size and specialty. Shrink the size of your pond until you’re the biggest fish in the pond.

If you can’t be the number one cybersecurity company in the Rocky Mountain region, then consider positioning yourself as the number one cybersecurity company for law firms in the Rocky Mountain region.

Look at your case studies and your experience. Stake a claim to the service you’re best at.

Understand the buyer’s journey.

McMakin has identified 7 steps people take when they are considering buying services.

Because there aren’t many books about selling services, especially those that address the impact technology has had on the industry, he wrote a book to help those selling services become the best in their fields.

His major takeaway is to define who you want to serve an underwrite the conversation between them. Stop thinking about what you want to say to them and create a peer conversation instead.

That effort will seed the clouds that will water your future growth.

Episode resources

The Sales Evangelist Hustler’s League is a group coaching program designed to bring sellers of all levels and all industries together to exchange ideas. The Hustler’s League provides high quality training that doesn’t cost a fortune, and it allows you to connect with other sellers.

We begin a new semester in April focused on building value for your prospects, and we’d be honored to have you join us.

You can email Tom directly at for more information about his book or his services.

Audio provided by Free SFX.

Profit Heroes, Bob Rickert, The Sales Evangelist

TSE 082: Learn Why Every Sales Professional Need To Become A Profit Hero Today!

Profit Heroes, Bob Rickert, The Sales Evangelist During this episode I interview Bob Rickert, author and CEO of PCS Strategies. Bob has been selling for over 30 years. After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life. He learned that to reap the greatest rewards from selling, he must help his customers achieve their ultimate goal—greater profitability.

When he did this, he achieved success beyond his wildest dreams. He wrote his book “Profit Heroes” and launched his company PCS Strategies. Both help companies build profit-centered sales teams dedicated to winning at the top, winning deals with the ultimate power of profit impact. Most of all, he is passionate about helping salespeople understand the power of delivering value for customers at every level.

Throughout our discussion today, we talked about principles from his recent book “Profit Heroes”.  Here are some of the major takeaways from our conversation:

  • To be successful in sales, you need to learn to solve problems for your prospects and focus on how you could help your customers make money.
  • You could become successful in sales if you sell on profit improvement. The goal of most businesses is to earn revenue or make money. So as a seller, the most important questions to ask is “what can I do to increase the profitability of my customer?”
  • Over the years we have had product selling, solutions selling and now sellers have to look for another way to position their product and services. This new way is to do so based on value.
  • Learn to differentiate the impact that you are capable of doing. The only way this is possible is to sell on value. This will prevent you from falling into a price war and commoditizing your product or service.
  • It is less about what you sell but more about the impact of what you sell. Many companies teach their sellers about their products and services, but not about the impact of what that product or service can have.
  • When businesses are making decisions, they want to know three things:
    1. How can this help me grow my business?
    2. Will this product or service help me become more efficient?
    3. What is the return on investment for my business? 
  • By knowing your value, you will  better understand how to price what you do!
  • Always put yourself in your customers shoes.

About The Book: Profit Heroes 

Profit Heroes addresses a new “call to arms” that is transforming selling. To thrive in the future, salespeople must understand how customers are changing and what it will take to win. It is no longer about your company against mine, or your products and services against mine, or your know-how against mine. It is now all about profitability and the ability to identify it, quantify it, sell it and deliver it. To win you must be viewed by customers as more than “a vendor.” You must now become “an earnings contributor”.

The book offers a unique inside and emotional view of two competing salespeople who faced off in the pursuit of a big opportunity. Both represent great companies. Both are highly talented and successful. One wins and one loses. There is a classic competition you see every day in American business, and is what makes selling the most exciting profession in the world. The book unveils the strategies and approaches that the winner and all Profit Heroes use to achieve success.

Stay In Touch with Bob Rickert:


Bob Rickert; Profit Heroes; Sales Training

TSE 059: Learn How To Have Conversations That Sell From Nancy Bleeke!

Nancy Bleeke is the queen when it comes to having meaningful conversation with prospects. Conversations that really, engage the prospects and that really sells! She has been doing this for quite some time and offers impeccable advice. Nancy Bleeke founded Sales Pro Insider in 1998 to help companies improve their sales, customer service, coaching and teamwork results with conversations that count. During this episode we discuss points from her book Conversations That Sell, and ways sales professional can apply them. I know you will love it.

Here are some of the major takeaways from this episode:

  1. Top producers are top producers because they don’t complain or make excuses.
  2. Conversations are important to a seller because technology will not do the work for you.
  3. Effective conversations have a proper form:
  • Start the conversation.
  • Find the prospect’s challenges.
  • Explain why your product is relevant to the prospect.
  • Work through concerns.
  • Work towards the close.

4.   People will buy from people who they feel is able to give them true value.
5.   Stop winging it! Those who prepare consistently are 17-25% more effective than those who don’t.
6.   There are many ways to be successful, you have to find the ways that are most effective for you and your business. If you don’t know those successful ways yet, you need to get to work to figure them out by trying new things.
7.  Prepare for meetings with a focus of what’s in it for your prospects. This will get them engaged to have meaningful conversations with you.

Stay in touch with Nancy Here!



You can learn more about her book here at 



SalesproinsiderYou can also get access to FREE training information here as well.

“3 Tips To Work Through Objections Ebook”




Contact Nancy at:

Sign Up For Her Newsletter (

@SalesProInsider (Twitter)

Listen to the Full episode Below: