Donald Kelly Archives - The Sales Evangelist

Category Archives for Donald Kelly

What sellers need to avoid

TSE 1322:10 things new sellers should avoid doing

What sellers need to avoidWe all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you don’t have to. 

Mistake #1: Being pushy

People hate pushy sales reps. These are the ones that are often associated with being a stereotypical “used car salesperson.” This makes buyers feel like they are being tricked into making a purchase. Buyers nowadays are educated, prepared, and they are familiar with the tactics that sellers use. These days, buyers have different options and can go somewhere else if they don’t feel you have their best interest at heart. Buyers want to move toward sellers who can educate them to make the best decision, as opposed to someone who is trying to push them into an option they don’t really need.

Pushy sellers are those who are trying to hit their own deadlines and quotas without taking into account what’s best for their customers. They have abandoned the whole idea of empathy.

Mistake #2: Not listening

We’ve all heard that we have two ears and one mouth so that we can listen twice as much as we speak … but not everyone takes this to heart. Donald was taught early on that he should only speak about 30-40% of the time. The rest of the time should be spent listening. New sellers have the notion that the more you talk, the more convincing you get. Actually, the opposite is true. Great sellers spend their time asking effective questions. When you research and come prepared with questions buyers can respond to, it helps them see you’re more engaged. For example, ask questions pertaining to their business or personal interests. It’s during these conversations that the prospect will tell you how to sell to them. 

Mistake #3: Saying “Tell me more about your business” 

Don’t ask a buyer about their business when there’s so much information available over the internet. Do your research before the meeting. The buyer shouldn’t have to waste their time educating you about their business. You don’t want to be caught less informed than your competition. Instead, ask them questions that pertain to their services and about the challenges their company may be trying to overcome. 

 Mistake #4: Lying 

Nobody likes a liar. As a seller, you have an idea about what numbers you want to hit. Regardless of what that might be, when the buyer asks for the price, don’t tell them you don’t know if you can give them a margin to work with. Help the buyer make a decision that’s in their best interest by offering great value first, then talk price. 

If you truly don’t know the answer to a critical question, let them know you’ll get back to them. Just don’t lie. The buyer will appreciate your authenticity.

Mistake #5: Not taking No as an answer

You want to help people but you can’t force them to get your products or services. Sales work is very much like baseball. Not every swing turns into a home run. Sometimes you’re just going to get to first base or hit a line drive. The same is true with your prospects. You want to give your best but when a buyer says no, you can ask a follow-up question to make sure it’s not a problem you can solve. If it’s just not a good time, don’t be pushy and revisit down the road. 

Mistake #6: Not knowing the buyer’s true needs

It’s best to meet a client with some understanding of their needs and how you can offer solutions or better alternatives. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. Try to understand the pain points of their business. The more you understand them, the more you’ll be able to add value. 

Case studies and testimonials can offer great insight into how problems can be solved or what the problem is. These can be found in your own company’s files, through your competitors, or your prospect’s website. Look at some of the training and videos. Look at their case studies and read on the challenges they solve for their buyers. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. 

Mistake #7: Being late for meetings

When you set up an appointment, make sure to show up on time, and don’t miss appointments. Buyers are busy and being late is a bad first impression. Be diligent with your scheduling and don’t stack appointments if you can’t follow through. Learn how to organize your time in a way that you will have extra time to prepare for your next appointment. Calculate in your travel time, the time you need to prepare your slides and anything else that will take up precious minutes.

 Be careful too of being too early and creating a burden for the client. Be there early enough to set up and then be ready to go by the time the client gets there. 

Mistake #8: Not keeping your word

This mistake ties closely to the previous one. For example, if you gave your word you were going to bring information to the meeting, then do so. You don’t want to come across as unreliable as they will wonder if this will be how you are after closing.  Embrace the idea of under-promising and over-delivering. 

Mistake #9: Overselling

Overselling can happen with new sellers. Sometimes new sellers feel they have to tell the buyers everything about the product. Your job is to show what’s specifically important to the client. If you’re selling a house and the buyer really wants a nice garage, don’t spend most of your time showing them the bedrooms – show them the nice garage. Give them what they want.

This is how your buyers gain confidence in you and the product or service you have to offer. 

Mistake #10: Not willing to learn

 As a new seller, it’s part of your job to learn from everyone. Talk to your colleagues, people from different departments, and other people in the industry. Recognize your gap and seek opportunities to keep learning and growing.  Watch videos, read books, listen to podcasts, go to training seminars, and utilize other modes of education. Be an effective seller by continuously increasing your knowledge. 

10 things new sellers should avoid doing” episode resources

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

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

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

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

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

Watch on YouTube:

What to do before prospecting

TSE 1319: 5 Things All Sellers Should Do Before Prospecting

What to do before prospecting Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales rep can do to develop leads. Donald has worked with many salespeople and he still sees sales reps who don’t prepare as much as they should when prospecting. Even people who are high in the organizational chart need to prospect. 

In this episode, Donald is sharing 5 actions that all sellers should take before prospecting.

  • Set goals
  • Plan ahead of time
  • Focus on your list
  • Do your research and find the right information about your prospects
  • Have the proper mindset

Setting your goals 

You must have a goal whenever you prospect. Having a goal allows you to have focused action in the time you’ve set aside for prospecting. Set a goal for how many prospects you want to contact in your scheduled time frame. Evaluate what you want to achieve. For example:

Do you plan on getting three new prospects?

Are you setting two new appointments?

Will you be making X number of calls?

To stay accountable, you can share your goals with somebody on your team. By doing this, you have someone to check on whether or not you’ve achieved your goals. For additional accountability, you can also check out The Sales Evangelizers, on Facebook and LinkedIn, to talk with the other sales reps who share similar goals. 

Plan it 

For many sales reps, prospecting can be treated as an afterthought. The best approach to prospecting is to have action. Block out the time on your calendar and treat it as sacred so you can focus on your prospecting efforts. 

Use your dedicated time for prospecting and focus your efforts on that. Don’t use this time to check company emails,  Facebook notifications, or LinkedIn. 

Focus on your list

Before you prospect, build a list first. Regardless of the tool you use, putting together this clearly defined list should be part of the planning process. Use LinkedIn or some other software or company to make sure the information is updated so you’re not wasting time when it’s time to make contact. Clean up the data beforehand so you make the most of your time prospecting. 

Do basic research 

Donald uses a three by three approach when doing research about a new prospect: He finds three things about the prospect within three minutes using LinkedIn or their own company site. Some of this information includes their position or roles in the company, any new acquisition, new announcements in the company, new promotions, and more.

You can use the information you gathered when you’re reaching out to them to personalize the correspondence. In your research, you can find out their roles and vary your approaches accordingly. Depending on the positions they have in their organization, you can adjust the value proposition. Research can take time but it’s worth it. If you need to, ask for help from the members of your sales team or marketing and sales research departments.

The Mindset 

Meditating is one of the best ways to prepare yourself for the day. It’s a time where you can get quiet and focus. Get into the zone and picture your success. Professional athletes spend thousands of dollars on coaches to help them get the right mindset so they can stay top of their game. 

You can join Donald’s mastermind classes as they have sales reps from a variety of fields who come together and partner with us. There, you can find accountability, support, and guidance. To join, check out the website at www.thesalesevangelist.com/mastermind to fill out an application. Getting your right mind is critical for your success. You need the mindset and belief you can get those appointments and close the deals.

5 Things All Sellers Should Do Before Prospecting” episode resources 

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

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

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Watch on YouTube:

LinkedIn Voice Messaging

TSE 1316: 5 Things To Know Before Using LinkedIn Voice Message

LinkedIn Voice MessagingSalespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however,  things you need to know before sending your first one.

LinkedIn Voice Messaging

LinkedIn is now expanding its reach and updating its platform with new features. One great feature you want to be aware of is the ability to send a video message. Donald Kelly has 5 tips for using LinkedIn’s voice message:

Tip 1: Keep your message simple 

Tip 2: You need to have a specific message

Tip 3: Offer value

Tip 4: Follow a structure

Tip 5: Have an invitation to action

Keep it Simple 

LinkedIn voice messages offer a 60-second to record a message. (If you don’t know how to find this tool, you can check out this episode on our YouTube channel, episode 1316.) When you only have 60 seconds you need to keep your message simple and brief. Your prospects are bombarded with activities from daily schedules and you don’t want to make their lives more difficult by giving them a voice message that takes too much time. 

Use a message and a value

When you reach out to your prospect, be sure of your message. What do your prospects really need from you? The prospect wants the message to be worth their time. Your job is to focus on their problems and the solutions you provide. The people you’re contacting are likely first-degree connections so you don’t need to tell them everything your company does. These people have already connected with you. The first thing you’re going to say is your name and then you can go ahead with your message and tie it in with value. 

Follow a structure 

Leave a message like you’re talking to a friend and make sure you include an invitation to an upcoming event or make them aware of information that brings value. Offer something that will be beneficial to them. This may be as simple as sending images or videos that may be helpful to them but it increases engagement. 

Keep in mind, this feature is only applicable to those who have the LinkedIn application. For those without the application, you need to download the application on your device to get the most robust features LinkedIn has to offer.  

Call to action 

Include an invitation or call to action.  An example message might be:

“Hey, Shannon! How are you doing? I loved your post recently about ____. You guys are doing some amazing stuff. By the way, we’re doing a webinar next week. I wanted to see if you’d be open to coming into the webinar.” 

 For people with whom you’re already connected, you can leave a similar message or ask them a Yes or No question to offer an opportunity to respond. Ideally, you want this to lead to a conversation.

5 Things To Know Before Using LinkedIn Voice Message” episode resources 

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

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

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

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

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

Watch on YouTube:

The Fear of Rejection

TSE 1313: How to Overcome Your Fear of Prospecting

The Fear of RejectionThere’s a fear in prospecting that many salespeople share, the greatest being the fear of rejection. In this episode, Donald talks about what it takes to overcome fear. 

Early career in sales 

Donald started his career selling security systems door to door in the summer between his junior and senior year of college. He needed the money for a non-paid internship in New York for a record company.  This first job was a difficult job as he had to knock on doors and try to sell the homeowner a security system within 45 minutes. When  Donald started he wondered if this would work but as he learned more, he realized it was the wrong attitude. The limiting belief and fear could have held Donald back.  As he moved through the sales training, however, and he watched the videos and observed how other sales reps were doing the job, he became more confident.  

Donald took the door to door security sales job and after the training, really started to hustle. He didn’t just sit back waiting to be called. He knocked on doors. It was a full commission job and the deal differed from client to client. With so much at stake, Donald held onto his purpose and that pushed him to get up in the morning and continue doing his job. Every step of the way, he also had a team that guided and motivated him. His situation pushed him to really strive and make a sale.

Donald met various prospects and clients on the job. From apathetic households to people who were truly interested in getting the security system service. Donald came to realize that had he let his fear drive him away from prospecting, he wouldn’t have been able to provide help for those families who needed the security system that kept their families safe.

The moral obligation

Sales reps have to be careful about allowing fear to keep them from doing their best work.  This can lead to an assumption that the prospect doesn’t really need what is being offered. You may even convince yourself that the prospect isn’t interested in your services without ever asking if they want them! As sales reps, it’s your responsibility to ask prospects what they want and what they need. Regardless of what you’re selling, you have to recognize that your product or service has value. You need to believe in your product and know how it can help others. There is a moral obligation to tell people how your offering can help them solve their problems. 

You need a why

Salespeople need apurpose to stay motivated. For Donald, it was needing to fund the unpaid internship in New York City. He wanted it so bad because he truly believed it would help his future. That belief got him to work every day, knocking on those doors. 

Adopt a system 

As a salesperson, it is important to have a system. You need a community and be in an environment that will push your sales team and motivate all of you. Even in this pandemic, you can still surround yourself with a community that will motivate you. You can go to LinkedIn and Facebook groups to find people in the same industry. If you don’t have a community, you can search for Donald’s Facebook group, The Sales Evangelizers. Donald posts every Monday and interacting with other sales professionals is a great way to stay motivated. It’s a way to keep each other accountable. 

Act each and every single day

Working door to door sales is tough but Donald made sure that he was doing something daily that would give him the opportunity to close a deal. He had his reason to stay motivated, he had a great support team, and he limited his distractions. You have to be willing to put aside scrolling through social media and binging Netflix and YouTube. If you want to succeed, the only action will do it. Put yourself in a situation that forces you to act and dedicate time to prospecting or moving in the sales process. 

Remember too, don’t give up on prospects before you’ve given them the opportunity to reject your offer. Don’t let that fear mentality steal your voice. It is not your job to disqualify yourself. Your job is to show up and share, bring value to the table, and help those people who need your services. 

  We will have fear but it can be overcome. 

How to Overcome Your Fear of Prospecting” episode resources 

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

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

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

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

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

Watch on YouTube:

Strength in Numbers

TSE 1310: There is Strength in Numbers

Strength in NumbersThere is strength in numbers but what is the application of this statement when selling? In this episode, Donald will be offering some great advice around this concept. 

Jared, Donald’s friend, worked in a software company where Jared was the project manager. The company CEO had a philosophy that he used to apply:  He would tell Jared and another team member to go to the conference room with him for a demonstration. The CEO explained that bringing an additional two people into the conference room would help balance out the power. The prospect was with three other individuals and the CEO brought in more people to add to the influence of choosing their services.

Jared realized this was an interesting philosophy. It created a huge change in the dynamics of the meeting. While he and the other team members didn’t do anything except sit back and watch the demonstration, to the client, their team as a whole sent a different message. It gave the perception that the company had a plan in place. It was a huge win and had a great impact on the sales team. Jared has carried this strategy through his career and shared it with Donald. When meeting clients and doing demonstrations, they do it as a group because there is strength in numbers. It gives the client the message that this isn’t just the sales rep talking, but a whole professional team. 

Sharing the experience 

One gentleman came to Donald’s office to be interviewed for a paint job and brought someone with him. As a salesperson, Donald always looks for ways to negotiate a win-win deal. The painter coming in with someone brought a different dynamic. It was a great strategy because Donald relented and paid a little bit more than what he was willing to pay in the beginning. Two people made him less willing to push back. They were ultimately hired because they were a  referral and Donald believed in their capabilities but there was also the added pressure when there were two people involved. There was a perceived strength when two people came rather than one. It showed a team, not just an individual. 

More ideas on how to meet clients 

You may be one of those salespeople who have to work on their own. Rest assured, you can still make use of this technique:

Sending an email

Consider tagging a team member when sending out an email to your prospect. Because of the additional name, the likelihood of the buyer opening the mail increases significantly. Tagging somebody else on your team changes the perception of importance and causes the prospect to want to investigate the information within the email. 

Discovery meeting

When you are trying to close a deal that’s significant to your organization, it’s best to bring someone with you to balance the power. While you aren’t forcing your prospect to take the deal, you have another person with you who can help with questions. 

Demonstrations 

Absolutely do not do a demonstration by yourself. Make sure you have someone with you. Let somebody without a stake in the game do the demo. You want to send a strong message to your prospect in showing there are people in your company who are assigned to product demonstrations. Having other people with you also disperses the pressure to field any questions and objections. 

There is Strength in Numbers” episode resources 

Donald has your best interest at heart. These tips and suggestions will be helpful for you as a salesperson. 

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

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

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

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

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

Watch on YouTube:

Taking advantage of lost opportunities

TSE 1304: How To Generate Interest In Lost Opportunities 

Taking advantage of lost opportunitiesSo often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? Today’s episode will talk about how you can turn “trash” to treasure! 

Have you experienced winning a deal that came from a lost opportunity? How did you do it? Leave a comment below!

Defining lost opportunity

Imagine this sales scenario: You are moving through the sales process with a new prospect and he/she is very excited to work with you. For some reason, however, before you get a chance to close the prospect loses interest. You’re not alone. A study from HubSpot shows that almost half the deals are lost due to budget and the other half is because of timing. Other reasons for a loss of interest are as follows are because of the lack of the prospect’s authority, no time to review or wanting more time to review the deal, and lack of urgency. Your deal became a back-burner item and it just fizzled out. Being diligent, you reach out multiple times but eventually decide that you can’t waste any more time and move on. At that point, you label the deal as a lost opportunity and end it. Think about all those deals and lost opportunities. Could there be a treasure in that trash?

YES! There is. 

A lost opportunity

One company thought The Sales Evangelist was a lost opportunity. Donald’s sales team had used a particular software and actually liked it. With changes happening in the TSE organization and the pandemic, however, they didn’t get to use the software as much and canceled the service. In this case, Donald was already a customer but canceled the service to focus resources on more immediate needs.

Due to Covid-19, the software company wasn’t doing too well. Luckily, one member of their team figured out a way to move through it by looking at the list of people who had canceled their subscription. The company figured these cancelations were customers who, at one point, saw the value of their product. They asked themselves how they could re-generate interest and get these customers back.

Donald was one of the customers they reached out to. In one of Donald’s previous podcasts, he talked about making an offer so good, the prospects can’t refuse. Through that email, Donald got an offer he couldn’t refuse. The software hadn’t been overly expensive when he was their customer, costing $50/month, but the email invited Donald to come back at 50% off, $25/month, for 6 months. Donald was happy to accept the offer. 

Had the software company focused on looking for new business alone, they would have had to educate new clients about their software and convince people to use their software.  It would have been a much harder uphill battle. Instead, they had the wisdom to focus on the people who had already shown some loyalty. While it took some work to bring these customers back, it was far less than what it would have taken to look for new clients altogether. 

Generate more deals

Visit your CRM and look out for lost opportunities. Do your research and understand why they became lost opportunities. It is best if you know why they dropped your service and address the reasons why these customers dropped their accounts. There are many different ways you can spark their interest again: 

  • Offer a smaller package with an opportunity to scale up in the coming months. 
  • Offer a service or solution that will help them solve a new or current problem. 
  • Offer smaller modules. 

All you need to do is be creative to ensure that you are offering great customer service while reinvigorating your accounts. 

Understand the timing

Remember that 25% of deals fall away due to bad timing and reasons will vary. As a salesperson, you want to be sensitive to the reasons why the timing might be wrong. Look at accounts at least three months after they decide to drop the service. This is generally enough time for your clients to self-correct any issues that may have prevented them from working with you further. 

Urgency

When you offer a discounted deal, let the prospect know it is only good for a limited amount of time to create some urgency. 

Even if your customers aren’t ready to sign on again, at least you’ve been able to touch base and get your company in front of them.

Salespeople should be looking at the next deal but in times like these, it’s great to revisit previous accounts as well. Get ready to go on a treasure hunt! 

How To Generate Interest In Lost Opportunities” episode resources 

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

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

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

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

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

Michael Jordan's The Last and Sales Dance

TSE 1298: Three Things I Learn From Jordan’s Last Dance To Dominate Sales

Michael Jordan's The Last and Sales DanceDonald Kelly’s knowledge has come from a variety of sources — books, podcasts, training, sales seminars, documentaries, and more recently, the docuseries, Michael Jordan’s Last Dance. The natural seller in Donald caught key principles from the series that will help salespeople to dominate sales. 

The Last Dance is a docuseries featuring the last year Michael Jordan was with the Chicago Bulls. It’s a revealing 10-part series that shows why Michael Jordan is one of the best basketball players of all time.  As Donald watched, he could see the lessons that are revealed are applicable to Donald in every role: as a father, a husband, a business owner, and as a sales professional. Here are the top takeaways for Donald from the Last Dance series: 

  • Have a win-at-all-cost mentality
  • You need a mindset and belief system of success 
  • Be a perfectionist in the details

Win-at-all-cost mentality

To Michael Jordan, a win-at-all-cost mentality, meant he didn’t let it enter his mind that he could miss a shot. His only focus was getting the ball into the basket every time. While he did miss shots in the span of his career, he was able to make critical shots because it didn’t occur to him that he wouldn’t. 

If you want to achieve greatness, this is the mentality you need to master. Within ethical and legal boundaries, what are you willing to do?  Will you dare to believe you can’t miss a shot? 

Michael Jordan was willing to put in the work. His mindset allowed him to give his best and practice hard. He was willing to work longer than anyone else, learn from the best, and he could adapt to new strategies in order to take him to greater heights of success. 

How does this apply to sales?

More often than not, sales reps desire success but don’t truly believe that they can achieve their goals. Not everyone does what it takes to achieve the success they want. If you want to be the best in the team and excel in sales, however, then you may have to reevaluate the level of effort you’re willing to show up for. Thoroughly understand the products and services you’re selling,  understand the profile of your client, and know how to find them. Make it your goal to study the clients’ industry, learn the trends, and know what’s going on in the industry, making sure that you are updated with the trade policies. Don’t stop learning even when you think you’ve been taught everything you need to know. 

There have been many good basketball players over the years but only a few of them turned great because so many settled. Shaquille O’Neal was a good player who could have been great but he’s admitted to being lazy. He could have become one of the best in the history of basketball but he limited his efforts. Jordan aspired to be the greatest and he was willing to do whatever it took. 

As a salesperson or a business owner, you must be willing to do whatever it takes to make sure you close the deal. This may include traveling long distances or working hours that don’t fit into a normal day. Do this with Jordan’s mindset:  You’re going to make every shot.  Even if you don’t, with a great mindset, you’ve shifted the odds in your favor. 

Mindset of success

Michael Jordan has a mindset of success and this reflects a high level of toughness. He let this mindset dictate his level of fitness and gameplay, leading to multiple championships. He was able to overcome his opponents and defeat them. 

As a salesperson

If you want to be the best, mental toughness is also needed in sales. Jordan didn’t win every game he played. In sales, you won’t land every presentation or close every deal. A tough mindset allows you to show up even when you’ve experienced defeat. Don’t worry about the losses.  Let it be an opportunity to think of all the ways you can improve. A great mindset doesn’t blame others but focuses on how you can show up better next time. 

Turning the wheel 

Do not let the lost deal affect your next call and don’t let negativity become part of the conversation. It’s a slippery slope when you allow interactions with new clients to be influenced by previous losses, especially when you blame others for losing a deal. Instead of pointing fingers, re-evaluate and assess how you can do better next time. 

Jordan was also keen on learning from other players. Who is the best in your industry? These are the people you want to learn from them and emulate. If you can’t find a person, seek out the books that resonate with you.  Just keep learning.

Aim for perfection 

Look for perfection in the details. Evaluate your calls, look at how you describe your products, and think about how you phrase a message. Other areas to consider include: 

  • How you write and send emails
  • Look at how you take notes and recap 
  • How are you writing and updating the CRM
  • Are you engaged on LinkedIn

All these little details will help you in the long run. 

Paying the cost

Jordan sacrificed popularity among his teammates to achieve his success. Being competitive in sales means some people aren’t going to like you too. Don’t worry about a popularity contest and just do your very best. Keep doing what you need to do to improve. 

Donald himself doesn’t worry about whether or not his competitors like him.  He gets the work done.  He also doesn’t sacrifice his family time but he does work late at night and early in the morning while honing his craft throughout the workday.

Regardless of whether Jordan was well-liked, his teammates knew he pushed the team forward and upward. You can be that catalyst for positive change on your team as well. Be an example of ethical conduct and hard work and everyone wins.  Just remember being the best isn’t the same as being popular.

Three Things I Learned From Jordan’s Last Dance In Order To Dominate Sales” episode resources 

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

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

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

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

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

Stand out from competition

TSE 1292: How Do I Stand Out From The Competition?

Stand out from competitionAre there still ways salespeople can stand out from the competition? This is an age-old question that was posed by a recent college graduate. If so, how?  In this episode, Donald will share four ways he’s learned, through his personal and professional experience, to stand out from your competition: 

  1. Be persistent
  2. Personalize
  3. Use your CRM and bring value
  4. Have energy and drive

 Be persistent

Studies have shown that many sales reps give up making contact after one or two attempts. In reality, it takes 8 – 12 points of contact before a potential prospect may respond. If you want to stand out from your competition, be consistent and persistent. Of course, this doesn’t mean sitting and calling eight times in a row within a day. You have to ensure you have an organizational flow process. This is the process that moves through the buyer’s journey to get to the interest and awareness phase within the organization. 

Use an omnichannel approach when strategically making multiple contacts with prospects. The buyers are not camping out in one location. Many salespeople think the only way you can get in touch with a prospect is through phone calls and emails. With this digital world, there are multiple platforms to utilize, like LinkedIn. Don’t just hop from profile to profile but truly invest your time engaging with people you’re already connecting with. Some suggested steps include the following:

  • Call
  • Send an email 
  • Reach out on LinkedIn and connect
  • Follow them on LinkedIn 
  • Follow their company 
  • Give them a second phone call
  • Send a gift through physical mail
  • Send them a gift through digital mail, like a gift card

You can modify these steps based on how you choose to reach out to your prospects. The important thing is getting beyond the first two tries. 

Always Personalize

Donald uses some important strategies when it comes to personalizing a message.  One of the most important elements in a message is to use their name. No one wants a generic message. Make use of a personalized message and let them know you’ve looked at the problems their company is facing. Address these issues in your message and bring some value that ties to their concerns. Provide a solution specific to their challenges. 

A great way to personalize a message is by sending a video.  This way, a potential client can see your personality before they ever get to meet you in person.

Bring in value and use your CRM

Another way to bring value is to go back to your CRM. If your company doesn’t have a CRM, you can visit Crmble. It’s an awesome tool that companies can use for free but upgrades are available. If you already have CRM already, go back to the very beginning and see what problems you were addressing then. Check out if it was a decent sale and read through a thread that might give you some current insight. While it may take some work, you’ll be armed with the knowledge of the issues these customers were facing and be able to apply current solutions now and into their future. 

Energy and the drive 

Whether you are a seasoned salesperson or a new graduate, another way to stand out from the competition is to know that you are awesome! Your clients have the chance to get YOU – your passion, your desire, your work ethic … only you can bring that.  Know that you are your own best asset.  

How Do I Stand Out From All The Competition?” episode resources 

Donald is currently working on his new book, Sell it Like a Mango. In the book, Donald has written about his experience in Jamaica, seeing people sell the same exact product, and seeing some have greater success than others. You’ll learn what made them stand out in Sell it Like a Mango. 

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 for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

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

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

Graduates of 2020

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

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

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

Believe in yourself and starve your doubts

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

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

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

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

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

Sales is not about winning or losing

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

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

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

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

Become an expert at asking effective questions

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

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

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

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

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

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

 Don’t take rejection personally

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

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

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

Compete with yourself

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

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

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

Be disciplined

Dedicate time to prospecting.

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

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

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

Do the opposite of what everyone else is doing

When everyone else zigs, how can you zag?

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

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

We want to help

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

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

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

“What I Wish I Knew” episode resources

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

Watch on YouTube:

Ideal Seller Profile with Donald Kelly

TSE 1286: Why Every Seller Needs To Create An Ideal Sales Profile 

Ideal Seller Profile with Donald KellyIt is imperative for all businesses, no matter the size, to be able to describe their target customer. It is equally important for businesses to create an ideal sales profile. This will help you identify the right hire for your sales team. In this episode, Donald will talk about the  importance of defining the ideal sales profile in detail. 

Oftentimes, as salespeople, we start our days with a list of things we want to accomplish in our day. By the end of the day, however, we realize we didn’t get to do what we set out to do. As a result, you come up with excuses for why you didn’t get your tasks completed. You can avoid that by creating the ideal sales profile. This is about the picture you’ve set in your mind about how you will conduct yourself in each activity throughout the day, long before they happen.

Visualize your success

The greatest swimmer of all time, Michael Phelps’ was taught by his coach about playing tapes to watch his performance.. His coach told him to visualize the perfect race and all the details surrounding those moments. His job was to play in his mind every scenario that could occur: What does the audience look like, what is the feel of the water temperature, how does he feel mentally and emotionally? He would visualize his win over and over again until eventually he knew exactly what to do to win the race. He visualized it before it happened. 

The greatest people in their careers and fields have all visualized their success long before they ever got there. That’s exactly what you need to do – visualize your success before it happens. 

In a sales situation, salespeople can get distracted because more often than not, we focus on external factors. We spend hours, days, and even weeks coming up with the ideal customer profile. Your task now is to create the mental tape of your ideal sales profile succeeding in every scenario.

The ideal seller

Who is the ideal seller? The ideal seller is you, at your best,  able to sell in every possible scenario. It’s about more than what it looks like to execute a sale, it’s about what the seller can do under various situations. 

In 2008, Michael Phelps was competing in Beijing and while in the water, his goggles broke but this didn’t stop him. He still won. How was he able to pull through? He had already visualized himself winning the competition with broken goggles. Michael Phelps had already created his ideal swimmer profile, planned out what he’d do in a variety of adverse circumstances and saw himself win anyway. His preparedness enabled him to perform without skipping a beat. 

Envision yourself

It helps to see yourself accomplish everything on your to do list. If you have made up your mind to make phone calls at a certain time of day, then ensure you’ll do what you have planned no matter what other schedules will pop up. If you planned on making phone calls at 2 PM, then make the calls and prospect. Envision yourself sitting in your chair, making calls, and think about what you’ll do if you’re faced with any distractions. Let it play out in your mind until you’re positioned to get back on the calls. This will help you to know what to do and say in order to  take control of the situation. If you don’t, you have a greater probability of getting pulled away from the task at hand. 

You can apply the same visualization technique to negative conversations. Some clients will not be receptive to your offer but you can envision how you’ll handle these scenarios beforehand and prepare what you’ll say. You don’t need to have all possibilities covered but you can have a better idea of how you’ll respond for a greater success rate. 

  • Envision yourself to be a seller who hits quota 
  • Envision yourself to do prospecting everyday
  • Envision yourself to perform well under pressure

Play the situation in your head

You may have created a habit of doing a different activity when you’re supposed to be prospecting but habits can be replaced with some creative visualization.  Believe that you will prospect at a set time and stick to it.  If you’re playing a tape in your mind of being distracted, replace it with focus and execution. 

If you make prospecting a new habit and stick to it, your mind will replace the old tape and success will be the new norm. Your mind will recognize these habits as something you do on a regular basis. As a result, you’ll have the energy and the capacity to perform your goals. The key is that long before the habit is formed, play the tape over and over again in your head until your brain believes it.  Once that happens, the actions will start to match until it’s truth. Just make sure that as you release the negative scenarios you’re replacing them with your best actions.  If you don’t, your mind will fall back into old habits of thinking.  Get those new habits locked in!  

The importance of mind setting 

Instill in your mind that you are a problem solver.  What you think, you’ll become. 

“Why Every Seller Needs To Create An Ideal Sales Profile” episode resources 

If you have more questions, don’t hesitate to comment on this episode. Donald will get back to you with the answer. Find Donald C Kelly in all the other platforms out there. 

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 for free now at www.crmble.com/tse. This course is also brought to you in part by  TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

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

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

Watch on YouTube:

Best Sellers in History Recap

TSE 1259: Best Sellers In History Recap 

Best Sellers in History RecapThe Best Sellers in History has been a hit and we’ve been doing it for the last few months. We have highlighted individuals and classified them as the best sellers throughout history. Over the course of the series, we’ve talked about: 

  • Who they are
  • What made them great at selling
  • What separated them from everyone else
  • How we can take those ideas and apply them to our selling career

The Recap

In this series, Donald has talked about several individuals who made their mark. They were influential and persuasive people who were able to make a difference in their lifetimes. We’ve talked about Jesus Christ, Oprah Winfrey, Reginald F Lewis, Martin Luther King Jr., Harriet Tubman, Benjamin Franklin, Mahatma Gandhi, Mother Teresa, and Abraham Lincoln. They were amazing sales people even though they weren’t in sales for a living. For example, Abraham Lincoln wasn’t a salesman but he did sell a major idea. 

  • Abraham Lincoln – sold the whole country on the idea of unity and the need to abolish slavery. 
  • Mother Teresa – sold to the Catholic church the idea of leaving the convent and personally helping the needy to create her own ministry. 
  • Mahatma Gandhi – sold to the whole country the idea of a peaceful revolution. 
  • Martin Luther King Jr. – sold the idea of civil disobedience. 
  • Harriet Tubman – sold to people the idea of running away toward freedom, despite the danger

They all had vision 

All of the individuals we’ve discussed are tied to a vision we are still talking about today. Websters defines vision as a thought, concept or object formed by the imagination. You can have a vision but that doesn’t necessarily mean your vision is going to compel people to take action. For people to join you, your vision must reveal and alleviate the pain. If people understand how your vision can help them, they will want to know more and be more compelled to come alongside. People need to understand why they should sacrifice their time, effort, and resources for your vision.  

Martin Luther King Jr., illustrated this beautifully in his speech,  I Have a Dream. He didn’t offer a detailed plan of execution, Martin Luther King Jr. simply stated his vision and invited our imaginations to join him in a better world.  

Sell a dream, sell a vision

If you want to become a great salesperson, you too must be able to learn to sell a dream. 

As scripts are recycled, sales reps are saying the same things. How are you going to stand out in the way you communicate with your prospects?  By recognizing your clients’ pain points and offering a vision of what life would be like without these challenges. Here’s an example: 

“60% of what your sales reps are doing today are non-sales related activities and will not generate business for  your organization. Based on what you’re paying them, that could cost you anywhere from $2000 to $5000 in wasted resources, not to mention lost opportunities. If we can demonstrate how we have helped other organizations like yourself show their sales reps how to become more productive and increase sales by 30 to 40% per rep. would you be open to learning more about that?”

You can do this in the form of a video or a phone call. Regardless of the platform you use, be able to paint a picture for your prospect. Speak about the pain that most sales leaders and other businesses face. Help the culture change within the organization by making them see the problem, quantifying their pain, and helping them see how bad it impacts their business. You are giving them a vision of what life could be like for their organization if they keep going in the same direction.  As the sales rep, show up as the solution.  

It’s a fact that not everyone will buy into your vision, just like the other individuals we’ve talked about in this series. The greatest sales people in history faced opposition but they showed up and they were brave. Be brave.

Do not fear the challenge

The second lesson from this series is to not fear the challenge of going against the status quo or your own organization. When organizations find themselves in a rut , they can do the same things over and over again even if they’re still not seeing positive results. Disrupt the rhythm by showing how you can provide the opportunity for these systems to get better. 

When you offer change, be respectful and be ready to show the data. Pepared and take on chances. 

Welcoming the new series

The new series will be coming in after the month of March. We will be focusing on SaaS and we’ll be interviewing individuals who are in the SaaS world. This series is called BDR, business development representatives and it’ll be rolling out by April. We’ll be getting on people from Donald’s team. It’s almost like a reality TV show and they are going to talk about their journey and experiences as salespeople and how they were able to become successful. This series may run for six episodes and will be posted and played every Wednesday. 

“Best Seller In History Recap” episode resources 

If you want to hear more and review this series, you can just head on to The Sales Evangelist podcast site and type Best sellers in history series in the search bar. 

If you want more stories, you can just reach out to Donald. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

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

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

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

Donald Kelly on lessons from Jamaica

TSE 1257: Three Sales Principles I Learned While Visiting Jamaica

Donald Kelly on lessons from JamaicaDonald Kelly, our podcast host, recently traveled back to his home country, Jamaica. The trip was beautiful and an eye-opener. In watching the work ethic and ingenuity of the Jamaican people, Donald learned 3 key principles that can be used by sellers in the U.S. and abroad. His experience in Jamaica can strengthen and help sales professionals to persevere in their roles. 

Jamaica is a beautiful country. It has beaches and looks to be people with an easy-going lifestyle. People picture Jamaica as a beautiful country but the way it looks doesn’t tell the whole story. It has its fair share of challenges too, just like any other country. The average salary of an individual is $149,000 (Jamaican dollar). That’s $138.72 in the US. People have to learn how to live off a meager income. While it’s not easy, they are still able to make it work. Parents are still able to send their kids to school to get a great education. 

Principle 1: Sell lemons 

Despite its current economic state, Jamaica has a high-quality education system. The challenge is to translate that education into opportunities for the graduates. Many receive their education and leave Jamaica so they have a greater chance to apply their degrees to a career. To do that, they must go to western countries to look for opportunities. Once established in their work, they are able to send money to their families back home. This is the way they can continue to help with their communities even if they aren’t there. 

There are a few who choose to stay but it’s not guaranteed there will be jobs available for kids who graduate from college. There are many things to do after finishing your education, such as paying a mortgage, bills to pay and more. In Jamaica, though, they know that if life gives you lemons, sell it and buy food. Because of tough conditions, Jamaicans are very creative and crafty. 

This is the spirit of the Jamaican people. They know how to make the best out of hardship. The Jamaican people are willing to go through the difficulties and have a good time while going through it. They know how to have fun using music. Jamaicans don’t whine about their situation. Whenever a tough situation comes their way, they figure out how to make it better. 

As a sales professional, there may be times when it feels like your situation is dire but you have options. You can be your greatest catalyst for change. You may feel you don’t have enough leads but the only way around it is to take what you have and make it work. The ability to create something out of nothing is powerful.  In the United States, there are lots of opportunities but you have to have grit and be clever.  

Principle 2: Outwork everyone 

Donald was partly raised by his aunt when his mother came to the United States looking for opportunities. It wasn’t always easy. They had their fair share of struggles. 

His aunt went back and forth to the US and Jamaica. She’d buy items and products from the West and brought them back to Jamaica to sell. Donald’s aunt and his cousins would spend the night setting up the shop and watching over the products. They slept outside the marketplace and would take turns selling. They all hustled together. Everyone in the family was part of the business. 

What Donald saw in his family taught him to outwork everyone else. People who didn’t stay in the market at night didn’t get the prime positions in the morning. They didn’t have the same opportunities to sell because they had taken it easy. 

As a sales professional, you have to out-hustle everyone else. Most importantly, you need to outrun and out-hustle the person you were yesterday. If you closed $5,000 yesterday, then close at $6,000 today. Sometimes we look at others’ pacing and want to run with them without looking at their experience. We don’t look at their length of service. You become better when you beat your old self, not someone else. That’s how you’re going to be better in the long run. 

Principle 3: Be happy 

Learning to be happy and content with who you are is important. A $500 income a month doesn’t go far in Jamaica, and it would certainly be a struggle in the US. No matter how poor people are in Jamaica, however, they know how to be happy and take care of themselves. 

Whatever happens, at the end of the day, you’re still breathing so take the time to count your blessings:  the people in your life, the provision, the shelter, the transportation, the food, running water, and so much more.  There are many different things you can look to in life to be grateful for. 

Successful people didn’t become successful overnight.  Their success took years in the making. Moving toward your own success, you can either do it whining and complaining or you can enjoy your life along the way.  The latter seems like a better choice. 

Live life, love life. Be grateful for your family, for your health, for your loved ones. While money is important, it’s not everything. There are far more important things than material possessions. 

“Three Sales Principles I Learned While Visiting Jamaica” episode resources

Remember to hustle and the three principles: sell lemons, outwork everyone, and be happy. If you want more stories, you can just reach out to Donald. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

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

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

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

TSE 1203: One Major Closing Question Youre Neglecting to ask

TSE 1203: One Major Closing Question You’re Neglecting To Ask 

 

There are times when the sale is almost a done deal but at the end of the day, it’s not pushing through because there’s that one major closing question you’re neglecting to ask. This can happen to everyone, not just for the new sales reps. 

That one closing question you’re neglecting to ask

Let’s take Dave as an example. Dave is a seller who is wrapping up things with Bob in a phone call. Dave gave an amazing demonstration but Bob is being wishy-washy in his response and told Dave that he is still going to analyze internally first before moving on with Dave’s deal. Now, Dave is upset, furious, and blurted out some things. 

Dave could have done things differently by asking follow-up questions. Seeing it from Dave’s perspective, his outburst was understandable. He’s been working the deal for three months and he thought that he already got everything right. He already told his manager about it and he’s pretty excited for it to officially close. He needed this sale to achieve his quota. 

If he remembered to ask the closing question that many neglects to ask, the result would have been different. 

“Would I make  this purchase based on the same information I know if I were the buyer?” 

Based on the things you’ve shared with the buyer, would you have made the decision to make the investment? Many take this for granted because oftentimes, salespeople are shortsighted. 

Focusing on your pipeline 

Having focus is a great characteristic, however, focusing on the wrong thing isn’t. As salespeople, we need to shift the focus from ourselves and our pipeline, rather, we need to focus on our clients and our prospective clients. 

Going back on Dave, he was too focused on himself and the need for impressing his manager. He is a rising star in the company and the deal would be 25% of his quota. Everything was about Dave. Sometimes, a similar thing happens to us. 

We tend to focus on ourselves and fail to show empathy toward the clients. Stephen Covey’s The Seven Habits of Highly Effective People states that the fifth habit of becoming effective is to seek first to understand then to be understood. 

The outcome would have been different if Dave asked himself the closing question mentioned above. Dave was in a difficult situation. He just got promoted and he’s now in the big boy’s league, this means that he’s afraid. The thing is that all these situations that Dave is facing don’t help his potential client solve his problems. Bob has nothing in him to consider shifting to Dave’s offer. If you were Dave, you would have gone a different path. Instead of looking at your fears, you instead looked at what Bob’s company needs. 

Perhaps you’d look at some studies and do some homework about Bob’s industry in relation to the software that you’re selling. 

Reality in sales 

Not every deal is going to close, that’s a universal fact in sales. But when you try to ask the closing question mentioned earlier, you won’t get in an awkward situation. Take for example the close rates, it’s the sales rep’s number of prospects to the number of deals converted. A 25% close rate means closing 10 deals out of your 40 prospects. The average close rate is between 15%-23%. Some people have higher close rates and others have a lower close rate. 

The close rate would increase if we work a little more in asking the tough questions. Salespeople must analyze the situation from the buyer’s standpoint. You can start the conversion process after every call, ask the buyer the same closing question, “Based on what you know, do you feel comfortable moving forward with us to a demonstration?” “Based on what you know, do you feel comfortable moving forward with us toa proposal?” Do this in every step of the process. 

The closing question you’re neglecting to ask should be given priority now. Ask yourself and the buyer that question. Find more of your ideal customers and have more meaningful conversations with them. Don’t be afraid to ask questions. 

“One Major Closing Question You’re Neglecting To Ask” episode resources

Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

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

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Donald Kelly, Gmail, The Sales Evangelist, Email

TSE 1142: 5 Reasons Gmail Is The Best Email Tool For Sellers

 

Donald Kelly, Gmail, The Sales Evangelist, Email

Many of us start our day with emails, so knowing that The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers. 

Multiple functions 

Google’s Gmail Suite is an incredible tool for companies due to its many functions. For The Sales Evangelist, we use domains. I personally have Donald as my domain and this is connected to my Gmail business suite. Every email that I receive goes through my domain and into my Gmail inbox. 

Aside from that, it is also easy to set up. There are plenty of videos on YouTube that you can check for instructions. You can also hit Google and read about how to sign up for the suite. 

Integration 

A lot of platforms have integration but for me, Gmail beats them all. While Outlook has 365, it seems clunky and the apps are difficult to integrate. The same couldn’t be said with the Google-owned Gmail. Google is the top-dog in the industry and has a massive number of users. With that many people using Gmail accounts, it became necessary for developers to find ways to integrate their apps and tools into Gmail. 

I use Calendly, a tool that integrates seamlessly into Gmail. Other apps like Hubspot and LinkedIn Sales Navigator connect to Gmail as well. These tools and plugins make full use of Gmail’s integration capabilities. 

Templates

Google has what they call canned responses and these are found in the settings of Gmail. Look for the settings, and click on advanced. This option explains what canned responses are and provides instructions on how you can create templates for common messages that you send. You then click enable and save the changes. 

For a sales rep who’s always out there sending intro emails, follow-up emails, and other responses, this canned response is a good thing. Although you need to personalize it, you will not need to write the whole thing over and over again when you’re using the template. You can just tweak it. 

You can make templates for commonly asked questions that you get. Even better, you can just type out the common responses to these questions and make it into a canned email. Now, that’s your template. You can learn more about this in Episode 11 of The Sales Evangelist. You can also connect with us on YouTube for more videos.

Mail scheduler

The third reason Gmail is the best for sales reps is its ability to schedule emails. The great thing about this is it’s free. I used Boomerang and Hubspot in the past but now, I just go to my Gmail account and click compose at the bottom. 

You’ll see that arrow next to the send button; you click on that and you can then easily schedule your mail. This feature is helpful for busy people and busy prospects as well. 

Sometimes we are inundated with so much on a day-to-day basis that we take the work home. The same can be said with business owners, VPs, executives, or mid-level managers. They are so busy and they can’t respond to mail throughout the day. This is where scheduled mail comes in.

Email callbacks 

Outlook and other providers offer email callback as well, and it’s very useful in case you make mistakes in sending out your mail. 

Say that when you used your canned response you weren’t able to personalize it enough and ended up putting the wrong person’s name. This isn’t a good thing, so you need to unsend it. You can do so with Gmail. 

Go to the top right corner, click settings, click on general, and look for the undo send. You can send cancellations up to different time periods. You can keep the email longer to give you more time to recognize your mistakes, edit them out, save, and send. 

Shortcuts 

Here’s the fifth reason: shortcuts. It’s also an easy one and you can find it on the cog and click advance. You can create your custom keyboard shortcuts once it’s enabled and saved. Google has default shortcuts you can use or you can utilize the shortcut feature and make your own. 

As a busy sales rep, you can just hit C and you’d be able to compose an email or reply to an email, or hit A and reply to a particular mail. There are several other shortcuts that you can use to save your precious time. You can check out Episode 1137 of The Sales Evangelist for more information about this feature. 

I like Gmail because of its integration, the ability to create templates, the scheduled responses, the email callbacks, and the shortcuts. 

“5 Reasons Gmail Is The Best Email Tool For Sellers” episode resources

Time is money and we want to work as efficiently as possible. We keep including TSE Certified Sales Training Program every chance that we get because we want to help you. So, check the program out and explore the possibilities. 

This episode is brought to you in part by TSE Certified Sales Training Program, designed to help sales reps and sales team on how to improve their skills in finding the right customers, the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. 

To see how helpful it can be, simply go to thesalesvengelist.com/freecourse to get the first two modules for free. Take a bite and have a feel of the course. 

You’d want to be a savvy salesperson and Audible can help you do that. Enjoy the free 30-day trial and explore the thousands of books they have today. 

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Sales Opportunities, CRM, Sales Prospecting

TSE 104: Secret Nuggets In Lost Opportunities

Sales Opportunities, CRM, Sales Prospecting No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question that most sellers often forget to ask the customer. “Why did I not get the business”. 

During this episode I share why everyone that is selling needs to ask this question when they are not awarded the deal. I also cover how to properly ask the question, how to use the information received to better your business and how new sellers can take advantage of this information to prospect.

Here are some of the major takeaways:

Asking the question

It’s important to ask this question properly with a good attitude. Even though you just lost a potentially great deal, you have to realize that its over and you need to move on. Keep a respectful attitude. I’m not saying you have to throw a congratulatory party, but it’s important to stay professional. Many times new sellers will want to get off the phone as soon as possible or if it’s an in person meeting, they want to leave the business ASAP to avoid an awkward situation. But while you are with the customer, it is important to ask them why you did not get the business.

Understanding that it may be awkward for the customer as well, the best way I have found to naturalize the situation is to remind the buyer of  the rules we set before we started about making sure we are a fit (learn more here “set the rules before we play the game”). Sometimes we are not a fit and that is okay. After I set the stage with that, and let them know that I am okay, I ask “now that it’s over, is it okay if I ask what were the deciding factors why “X company” was selected over us”? Typically at this point since it is over and they don’t need to have a guard up, the buyer will tell you everything you need to know. This information will now become gold for your business.

Using the information

Now that you received a wealth of information, it becomes crucial for you to log it in your CRM (Customer Relationship Management Software). For instance, in the Salesforce software in the opportunity profile, there is a section for sellers to indicate why an opportunity was lost. It becomes vital for you and your business to document well all the reasons. Why? If you are a business owner or someone who makes decision about the business, this will help you understand if there are things your business need to change.

For instant, if the reason why you were not selected was because your product is lacking a key feature, it becomes important for you to know this so you can fix it. More than likely if this buyer saw that reason as an important enough of a reason to select another vendor others may feel the same way. Now, I am not saying to run off and change everything based on the one lost opportunity, but if there’s a trend among the reasons why you are losing deals, it may be important to consider a change.

Prospecting

The final area where lost opportunities may become a gold mine is prospecting. If you are new to sales, new to an industry or company, look into the lost opportunities section of their CRM and learn the reason why your company are losing business to your competitors. Is it something that the sales person did or did not do? Is there a feature or solution that you should stay clear of? Or is there something that can potentially become an issue early in your business development process with a buyer? These notes in the lost opportunity sections can also provide you with a better understanding of who of your ideal customers is and what they want.

Conclusion

Overall, there are many reasons why people my elect not to buy from you and it is critical for you to know those reasons. Don’t look at it as a rejection and that all hope is lost, but learn to ask why you were not selected. Take it as a learning opportunity to enhance your business, product or services. Use it as a means to better prospecting and develop your sales skills. This information is GOLD!

I know this simple principle will help you grow. All and all, I want you to be successful and  I want you to go out and DO BIG THINGS!

 

The Sales Evangelist Podcast, Donald Kelly, Sales Podcast

TSE 102: Why Selling Into LARGE Accounts Is Better Than Small Accounts.

The Sales Evangelist Podcast, Donald Kelly, Sales PodcastIn this episode I share my personal thoughts on why I feel selling into LARGE accounts is better than smaller ones. I’ve had the privilege of working with both and the overwhelming conclusion came to me that large accounts were so much more worth it. Why? Because of the fact that large accounts and small accounts tend to take the same amount of time to close, large accounts tend to have a bigger budget, they also offer easier way to up sell and the commission far exceeds that of the smaller accounts.

But you are probably asking yourself, why are more people not taking advantage of large account selling? Well, the answer is simple. It’s because of the fear of failure or thinking it is harder to get into larger than the smaller accounts. Another reason that ties closely to fear, is not knowing how. But since I am the lab test, I have experiment with both and the results were astounding. Here are my thoughts why and how you need to get started on larger accounts.

1. Requires The Same Amount of Time 

When I worked with large and small accounts, they took the same amount of time because I had to do the same work in both accounts. I had to identifying the challenges, meet with key decision makers, discuss budget, offer a demo, go through contract/negotiation and wait though the legal process (aka contract hell). When it was all said and done, both took about the same amount of time. I was so convinced that the smaller guys would take up less time to close and thus I could do more of those, but it was simply FALSE. Thinking they will close quicker than the big guys, is a deceptive concept that we tell ourselves as sellers.

2. Larger Budget to Spend

Larger accounts also tend to have a more decent size budget than smaller accounts and thus pricing never becomes an obstacle, especially when you clearly identify a solid solution to a challenge they are facing. When working with small accounts, their budgets are tighter and thus they are more willing to live with pain than to fix it. Larger accounts will also offer you the ability to do more up selling as you properly manage the account during the sales cycle and post sale.

3. Better Commission for You

Since the large accounts have a significantly bigger budget, (in my case the deal was 6 times greater than the smaller account), the commission will be much more favorable with the larger accounts. Understanding that they will take the same amount of time to close and the same amount of work, why would you do anything else? It’s a no brainer decision.

But how do you get into these lager accounts? The same way you get into any ideal company (small or larger). Start off in one department and grow from there. For instant, can you assist the HR department in phase one of your deal and then work your way into other departments for phase two and three. This will allow you to learn the account, key individuals and understand processes and challenges facing their business. Your champion will then be a able to introduce you to decision makers in other departments and thus have a warm introduction instead of cold calling.

 

Take it from me, large accounts offer the best bang for the buck. However, as I discuss in the episode, if your business model has been successful working with small accounts, keep working your plan. If you are just scared of starting, stop it and start hunting bigger accounts.

I would like to hear your thoughts. What’s your experience working with larger v.s. small accounts? Feel free to weigh in on the conversation in our private Facebook Group, “The Sales Evangelizers”.

Remember, DO BIG THINGS!

 

 

Donald Kelly; The Sales Evangelist Podcast; Sales Goal

TSE 100: Sales Healthy Part 3: “Results Will Come Over Time!”

Donald Kelly; The Sales Evangelist Podcast; Sales Goal This is the last of the three-part series of Sales Healthy in getting started with this upcoming new year, 2015, as we talk about things we can do to get started and to see some success, goals and visions we can implement.

Just a quick recap, in our first episode, we talked about just getting started. The second episode talked about FOCUS and setting incremental goals.

Now the third part is all about:

Results will come over time after doing the proper thing over and over and over again.

But before anything else, I want you to know that this marks our 100th episode. We’ve been around for one full year. Woohoo! We’ve had awesome guests on the show and we’ve gained a lot of great connection with you so THANK YOU!

Now going back to the third part of the Sales Healthy series…

Full disclosure here >> Once when I started running, I was looking for results the minute I got done. Sounds stupid, I know. But a lot of us actually do that, don’t we?

We try to find instant results or instant gratification immediately. We want to see immediate results. We want to see changes at that very instant. Duh! Of course not. You won’t see any difference right away.

Generally, you won’t see big results after running just one day. Results come over time after doing the activity over and over and over again.

My wife and I went through a beach body workout which is a 21-day fix. Super grueling! We made a plan to get started. (We procrastinated for some time there but we finally got it started.) We focused. (I tried to bite off way more than I could chew and wanted to go overboard on these exercises.) But the most important thing I realized is that results come over time of doing the proper things over and over and over again.

After 21 days, we really saw a difference. I started seeing results. I was getting leaner. I was following the workout plan and the eating plan. And things were just awesome. But it came over time.

The same goes with SALES.

Implement the sales principles you learned over and over and over again.

With sales, you set goals. And you have all these resources in line which you think are going to help you out achieve your goals. And so you think you’re carrying a silver bullet with you. But it’s not the silver bullet that’s going to solve your problem right away, but it’s the practice of those right principles and all the things you learned from this podcast or the books that you read or people you interact with or with other colleagues.

Over time, keep on doing the right thing and you’re going to see the right and amazing results!

The top performers do it over and over and over again.

People I’ve worked with who are top performers, they do something so well and they do it over and over and over again. They are not just winging it. They are practicing things off scene and backstage. They’re prepping up and doing their activities and making their calls, whatever is necessary.

The more you do the right things, the more you see the right results. And the same applies to your business and your pipeline. You must apply things you learn.

My biggest question is: WHAT are you doing to follow through?

Sure you love a certain episode of my podcast, but if I were to follow up that with a question, what are you going to do to apply it?

So, apply it.

Be consistent at doing that.

Go forward and set up those plans.

My biggest key takeaways from this three-part Sales Healthy series:

Get started on whatever you have planned. Whatever goals you have for 2015, just set the plan. Get it written out. Get started. Then, focus.

Focus on that goal, vision, plan or map. Set your incremental goals. Set strategic, realistic ways that you can accomplish those goals.

It takes time. Don’t get down if you don’t see results right away. Keep working at it. It takes that proper activity over and over and over again.

Start this year with a bang! Start going forward. Don’t stop. You got 365 days that you need to push forward through. Work every single day and keep going. Great things can happen for you. Great things will happen for you!

It’s the fundamental and basic principles that generally drive results. People overlook them because they’re too basic. But follow and go through doing the basics and you will see amazing results.

Sales Training; Donald Kelly; New Years Resolution

TSE 099: Getting Sales Healthy Part 2: “Focus & Set Incremental Goals!”

Sales Training; Donald Kelly; New Years ResolutionThis is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set some resolutions and goals year after year, but the real question is – are you making them happen? Are you accomplishing your goals? Or do you end up pushing yourself too much?

So the second principle that I’ve learned from my little run last week is this:

Focus and setting incremental goals.

When you haven’t run for some time and then you pick up running again, you have to work your way into it. My house is about 2.5 miles away from the ocean. After some time that I’ve put off my running shoes, I decided to get back into running and so I ran.  I hit a mile or so just to get started and then pushed myself to go a mile and a half. Then pushed myself further to go all the way to the ocean. And so I did! I did end up at the ocean. But I didn’t see the exhaustion coming. I was too tired to run back home so I ended up walking.

And so looking back from that experience, here are some things I’ve learned that also ties into setting sales goals.

1. Do small amounts.

Sometimes we bite off much more than we can chew. You’ve got all these goals, but sometimes that’s not the best thing to do. You need to push yourself of course, but don’t go out and try to do more than you can handle. Do it in incremental amounts.

In my running experience, when I “failed”, where I got to the beach and I couldn’t make my way back, I learned I needed to pace myself and set those incremental goals.

If you want to have 5 opportunities that week, what are you going to do to get those? Set those goals and once you can accomplish them, then you can increase in small increments and aim for getting 2 opportunities a day.

2. Set realistic goals.

Set goals that you can accomplish. Push yourself but don’t make them unrealistic.

Don’t put yourself up for a failure with unrealistic goals. Set goals that are going to make sense, meaningful, can be measured, and that can drive results to you and your organization.

3.Make a clear path for your goals.

What are you going to do to accomplish that goal?

  • Attending a networking event
  • Going to trade shows
  • Making calls

Whatever it is, set those incremental goals and work towards it.

The last thing you want to do is push yourself further than you can go, get burnt out and then you feel like you failed.

Put plans behind your goals, be it, numbers, names, etc. or whatever path you can draw behind all of that. With running, I know exactly what path I’m going to take and where I’m going to go, so I know I can have the best results.

Set up your path. Lay out your plan so you know where you’re going and how you can accomplish what you’re going after.

4. Focus and apply the 80/20 principle.

Don’t try to go after every industry. Focus on the industries that are best for your business, ones that will give you greater results. Focus on the things you can do 20% of the time to gain 80% of the return. Don’t do time consuming activities that don’t yield the results you are planning to accomplish. You want to gain greater results not greater failures.

Focus. Focus. FOCUS!

Well, tell me more about your goals. Do you have plans to accomplish BIG THINGS in 2015? Share with me you’re winning strategies. I am excited to hear about them! Remember as always, I want you to go out and DO BIG THINGS!

 

Donald Kelly, Sales Podcast, Sales Healthy

TSE 098: Getting Sales Healthy Part 1: “Getting Started”

Donald Kelly, Sales Podcast, Sales Healthy Christmas was here and now it is gone. Man did we have a great Christmas! We hope you did as well.

As the New Year starts we tend to start off a list of resolutions that we want to accomplish for the coming year. During this episode I will share an experience I had, just last week, on how going out for a run and getting in the exercise mode related to setting sales goals.

Over the next three episodes, I will layout three important things you need to do, in order to get sales healthy goals going for 2015. Each episode I will present a principle that you can apply for the new year and how to implement it.

During this episode I layout:

  • The first thing you need to do is actually start!
    • With any goal anyone may have, the toughest part is actually getting started.
    • Learn to work through excuses.
    • The longer you take to start, your vision will begin to disappear and you will end up not getting stating.
  • Stating off will be tough, but it will dissipate and you will start feeling good.
  • Stop analyzing and just DO IT – GET STARTED!
  • Write your plan out and specific date/time to GET STARTED!

During our next episode we will go over the next principle you need to do to start off the new year right!

Reach out to us on Facebook.com/TheSalesEvangelist and share how you will start out the new year.

Donald Kelly; The Sales Evangelist, Sales Podcast

TSE 097: One Simple Activity That Will Increase Your Post Sale Effectiveness!

Donald Kelly; The Sales Evangelist, Sales PodcastStatements of work (SOW). That is the one simple activity that can increase your post sales effectiveness and also help you tremendously in your prospecting efforts. I know, it sounds simple and is a basic activity but it’s the simple activities that will make the world of difference between the top performers and mediocre sellers. Why? The mediocre sellers think that things like doing an effective statement of works are beneath them.

They are not differentiated from the crowd and are seen just like all the other mediocre sellers out there in the eyes of clients and their colleagues. The top performing sellers, recognizes the value of the simple activities, implement them and are instantly differentiated from the pack. This is why I share the importance of the little value adds.

Here is the three main reasons I recommend this activity:

  • Client Benefit:
    • The client will know what they re getting and how it is going to help them overcome their pain. This will help to reduce the chances of discrepancy later on after the product, solution or service is completed.
    • The statement of work sends a message that you listen to them, understand their challenge and precisely how to offer an effective solution.
    • The statement of work may also be used by the client to present to boards why they are electing to invest in your solutions. It may offer a detail description of pain and the ROI the business can expect after the project is completed. This will make the client look like a hero to superiors, especially when your product or service delivers as you promised in the statement of work.
  • Internal Benefit:
    • Project managers and departments who offer the deliverable will know exactly what they need to deliver, how, when, why and to whom.
    • It minimizes mistakes by other departments throughout your organization.
    • Statement of works allows colleagues to build trust in your abilities and elevates you as professional. It shows that they you care and want to help their lives become easier because you are clear in your communications with them.
  • Personal Benefit:
    • Clients will hold you in a much more higher regards because your professional nature. This will increase your opportunity to receive referrals from clients.
    • A statement of work will help you easily remember exactly what the clients challenges are and how  you are offering them as a solution.
    • The more detail you describe the challenges of the clients in the statement of work, the more easier it will be for you to speak to that pain to other similar prospects. It helps you to have concrete data that you can refer back to and positions you as the confident industry expert.

All in all, an effective statement of work will strengthen your relationship with clients, increase your post sales process with other key internal departments and arm you with data and metric to assist you’re prospecting efforts. It is a simple way that you cab differentiate yourself and be viewed as an effective sales professional.

As promised in the episode, here is a basic sample of my fist statement of work I provided for a client.

 Sample Statement of Work

Sunshine County Public School-SAMPLE (Statement of Work Example)

Sales Training, Podcast, The Sales Evangelist

TSE 093: Why Breaking Promises With Buyers Will Hurt Your Sales Every time.

Sales Training, Podcast, The Sales Evangelist During this episode I will go over why breaking promises with your clients or prospects will hurt your business.

Why breaking promises will hurt you:

  • People will buy from those they know, like and trust. But when you break your promises, you start losing their trust.
  • Think about how you feel when someone breaks a promise to you.
  • Think about the how your client or prospect will feel if you break a promise.

What you can do:

  • Under promise and over deliver.
  • Do the opposite of what everyone else is doing and keep your promise and go above and beyond the call of duty.
  • Be realistic and give yourself a buffer to make sure your promise is fulfilled.

We are all humans and sometimes we don’t keep the promises. Things come up and a promise a broken. I am here to tell you that if you focus and schedule as you should and keep the promises, you make with your clients or prospects they will trust you and favor you over your competition.

Join our private community on Facebook called The Sales Evangelizers!

Kingsley Grant; Fear of Rejection, Sales Coaching

TSE 090: Building A Bullet Proof Sales Professional Mindset

Kingsley Grant; Fear of Rejection, Sales Coaching In sales, rejection is always part of the game. Whether you like it or not, there will come a point in your sales career where a client will reject you in one way or another. How do you handle that?

Rejection is like a treasure chest wherein lies hidden opportunities just waiting to be unlocked. So don’t easily give up when a client rejects you. In this episode, Kingsley Grant will teach you how you can build a bulletproof mindset to handle rejection so you can achieve success in sales.

Kingsley Grant is a Marriage and Family Therapist, a life coach, author, speaker, and a midlifepreneur (an entrepreneur at midlife). He is passionate about bringing the best out of each and everyone in order for people to have more balanced, happier, and more meaningful lives.

His recently released book, Midlifepreneur: Making Your Dreams Come True Without Risking Everything, is all about getting out and just turn your dream into a reality without risking the loss of things or people that are most important to you.

Here are the highlights of my conversation with Kingsley:

How sellers can cope with sales rejection

  • Mastering core strengths so you can dominate
  • Gauging how customers are pre-contemplating what you’re going to sell them
  • It may just be a “no” now so listen to the person and recognize the opportunity
  • Rejection is an opportunity to reassess

How to prepare before the meeting:

  • Know thyself.
  • Sell your likeability first before you sell your product.
  • Recognize how you can connect with the client.
  • Prepare your mind to how you can create a moment of likeability and trustworthiness

Ways to build strong relationship:

  • People have certain ways they want to be sold to.
  • Know to whom you’re selling.
  • Recognize that everyone does not buy the same way.

Building a bulletproof mindset to handle rejection

  • Sell according to how a client wants to be sold. How? –  Listen!
  • Empathize with them.
  • Shift the conversation from the product to the person.
  • Make the client feel that you understand them.
  • Take time to get to know your client.
  • Make it not about you but about the client.

Doing a “fire drill” of your sales presentation

  • Have a strategy and be prepared.
  • Know what to say, when to say it, how to say it
  • Practice so you can put your personality into it, then it will come out naturally

Strategies for handling rejection:

  • Think about what value can you bring to the person.
  • Pound on the value of what you’re selling – For example, you are not just selling a house but you are comfort, security, protection.
  • BELIEVE what you are offering them is something of VALUE

Kingsley’s current projects:

For more information on Kingsley and the amazing things he’s working on, visit www.kingsleygrant.com. Connect with Kingsley on Twitter @kingsleygrant

Kingsley’s Major Takeaway:

Seller, know thyself. Figure out your personality type and understand that your type may not be the same as other person’s personality types. It’s not about you but them.

Eliminate from your mindset all the things you have been hearing about how you should do it because you’re not everybody else. You are YOU. You are uniquely positioned. There is only one you so be you.

Know yourself. Know your style. And deliver through that style and not like how everybody else does it.

 

 

 

Music Provided by Freefx.com 

 

Sales Competition, Cast Study, Thankful, The Sales Evangelist

TSE 089: The Most Unexpected Thing I am Thankful For!

Sales Competition, Cast Study, Thankful, The Sales Evangelist Happy Thanksgiving everyone!

During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as health, family, freedom and most importantly my wife. But the most unexpected thing I am grateful for in relations to business is my competition. Here is why:

  1. The competition has performed in depth case studies that you can be used to educate your prospects.
  2. They validate ideas that you may have about unique challenges facing your ideal customers. They do the research in the form of case studies which you can use to position your product or service in a new and unique way.
  3. Competition can help you get into a new market quickly.
  4. You can take the companies they highlight in their case studies and search them on LinkedIn and find similar companies. It will become very likely the company your competition does the case study on is facing the same challenges your prospects are facing. They reveal great information you can share with them.
  5. Connect with key individuals within the company the case study was done on so that when the honeymoon phase is over, you may be able to come in and position yourself. Executives may change, customer service may go down or any number of things. You need to be there as the BEST alternative. The case study also already revealed that they are willing to pay high dollars to fix challenges. This will be helpful when you get the opportunity to position yourself.

So as you finish up this Thanksgiving holiday and work on plans to start of the new year strong, implement this strategy to help you get an edge. Thank goodness for competition and also turkeys!

 

Fourth Quarter; End of Year; The Sales Evangelist; Closer

TSE 087: 4 Strategies You Must Do To Close Out The Fourth Quarter Successfully!

Fourth Quarter; End of Year; The Sales Evangelist; CloserThis is the final countdown! Indeed, this is a crucial time not only for your pipeline, but also, for your business.

The key is to focus, focus, focus!

Here are 4 Strategies to help you close out the quarter successfully:

 

  • Focus on deals that are more likely to close.

Stop being an opportunity hoarder, which means holding onto deals that you know are not going to close now, but you’re so afraid of losing them, that you never let go and you ultimately waste time trying to bring them in.

What to do? Focus on deals that fits the criteria of your ideal client:

  • You’re communicating with them frequently
  • They have the pain and the budget
  • They have the right decision makers on the deal
  • The deal has not been stagnate for over 6 months

 

  • Be direct with your prospects.

Stop beating around the bush. Be direct with your prospects. What’s the worst thing that can happen? A little bit of pushing is what some prospects need, to finally be able to take the leap they need to do. Amazing things happen when you are direct.

In episode 85, I mentioned three reasons why you’re not closing enough deals. See some of the strategies there. Specifically, the idea of pushing your prospects. Sometimes they can be complacent. Be their educator. The person who will guide them along the path and get them to where they make the decision.

Your golden key:  Have strong relationships with your prospects and buyers.

 

  • Bring in the executives.

Executives have more authority obviously and bringing in an executive from your company to one of your discussions could help the prospect take the next step. Maybe they’re able to offer a few more things that you probably can’t offer to make the deal a little sweeter. This strategy can give that extra oomph to your deal!

 

  • Offer promotions.

Some companies have crazy promotions at the end of the year. For instance, you can offer a “buy one, get one” promotion to target prospects. This may open the door for great business opportunities. This strategy totally works, because these deals and promotions have expiraton dates, thus the scarcity idea encourages prospects to take action.

Now think about your organization, your industry, and your pipeline. Think about what promotions or opportunities you can offer to your prospects or customers to incentivize them to make the purchase.

Previous TSE episodes mentioned:

Episode 79: Is Opportunity Hoarding Killing Your Closing Rate?

Episode 85: Three Reasons Why You Are Not Closing Enough Deals!

 

New to Sales, Not Closing Deals, Closer, The Sales Evangelist

TSE 085: Three Reasons Why You Are Not Closing Enough Deals!

New to Sales, Not Closing Deals, Closer, The Sales Evangelist Having played soccer in my neighborhood as a kid, middle school, high school, and even in college, I can see how the game of soccer can be incorporated into the way we do sales effectively.

Here are the things that I’ve learned from soccer coach, Coach Ruth:

  • Take more shots on goal. Don’t be afraid.
  • It doesn’t have to be perfect. It just has to be a shot towards goal.
  • You can’t just sit back and dribble around.
  • Take shots within the ideal range.
  • The more shots you take on goal, the more you will increase your likelihood of scoring.

Now how do we translate this into sales?

Many sellers are too afraid of asking for the business and closing the deal. It is a fear that hinders then for accomplishing their goals and performing well.

From the soccer example, once you’re in an ideal position, do not be afraid of asking for the business. The 20% of successful salespeople who are bringing 80% of the business are not afraid of asking for business – Why?

  • They believe in what they’re doing.
  • They know it will work.
  • They understand the value that they can bring to their prospects’ organizations.

3 Reasons Why Most Sales Professionals Are Afraid of Asking for the business:

  • They assume the prospects will tell them when they are ready.
  • They don’t want to be pushy.
  • They don’t know how to ask for the business.

My recommendations (addressing the 3 reasons mentioned above):

  1. Sometimes people are complacent with their current situations. They are reluctant to change, so this is where you come in as a sales professional to educate them. Guide them to a point where they say their ready to move forward. This is where you take a shot on goal and ask for the business.
  1. You have to challenge your prospects at times. Take charge of the selling situation and set the terms or rules before you start playing the game.
  • Find out what the buying criteria’s.
  • Find out what their buying process looks like.
  • Understand their process and share with them your process as well.
  • Implement it by having an upfront contract and a plan with steps of what will happen next.
  • Review with them each stage of the process and find out if you fulfilled what they wanted to, based on the criteria that they agreed upon
  • Help them by continuing the process and don’t be afraid
  • Take that next step with them
  • Challenge their status quo to help them get into an ideal situation, where they can overcome the challenges that are hindering them from being productive.

3. Simply, ask for the business.

  • Do not be afraid.
  • Ask “What would you like to do next?”
  • Another example of asking for the business, “based on the criteria’s we discussed, do you feel confident moving forward with us?”

Take more shots on goal!

Go out and do big things!

Previous TSE episodes mentioned:

Episode 6: Quick, Easy Way to Overcome “The Undecided Prospect”

Episode 81: Case Study “How to Deal With People Who Are Too Nice to Say No”

Sales Contract; The Sales Evangelist, Donald

TSE 083: How To Avoid Contract Hell!

Sales Contract; The Sales Evangelist, Donald “Contract hell”…. This is the one place that no seller wants or needs to be. Believe me, I have been through it and it is not a pleasant place to be. During this episode, I will explain what “contract hell” is like and how and why you need to stay away from it.

What is “Contract Hell”: 

“Contract hell” is a horrible limbo land that many sales professionals get trapped in after going through the hard work of bringing a deal through the whole sales process. From finding the new business, identifying the challenges, getting leadership buy-in, doing presentations, working out through negotiation etc. But there is one phase that is generally overlooked, it is the contract (aka the agreement). Since the contract generally comes in at the end of the sales process and statistics show that the majority of sellers spend more time at the other end of the spectrum of “finding”, they don’t know how to chart this part of the process. It may have taken the seller 3 months to bring the deal to this point, but “contract hell” can last longer than that and delay the seller from getting money. Because even after having the contract finally coming in, there is still a at lease 30 days before the client pays your company. If you are waiting for the that money for some reason or another, you may end up waiting for a really long time.

“Contract hell” consists of legal folks going back and forth tweaking things over and over again. It cost both parties, money and energy. However, depending on the complexity of the product or service you are selling, your contract/agreement signing period may be a very small window. I have seen when a delightful prospect becomes bitter and frustrated because of the long, rigorous process. As a result,it puts the deal in jeopardy. Imagine how you would feel as the seller when the deal that you have labored over for so long was being totally unraveled by the company’s executives. Well, it is not pretty. Depending on the size of your organization, it may be totally out of your hand. Speaking from experience, you don’t want to go through contract hell!

But how can a seller avoid it? Well, this is what I have found.

How To Avoid “Contact Hell”:

Well, here is the solution. The key to getting through “contract hell” is to focus on getting the contract/agreement in the hands of the buyer’s legal team earlier. Now, I am not encouraging you to send a contract as soon as you get someone who is interested in your product or service. However, maybe when the buyer understands the value of your product or service and has seen a presentation and you know they are going to buy. Typically, most large deals have to go through some sort of a committee or board approval. This where negation may start and where I recommend getting a copy of the contract to your champion, to pass on to legal.

Tell them, I understand that your legal team will need to review the contract before the purchase is made, so I want to get them a copy of the terms and conditions in advance to comb over it. I typically joke with them saying that we both know how long legal folks take and we want to prepare as much in advance so something small does not hold them back from making the purchase.

This act allows the legal team time to look over and identify any changes that is needed. Although what I am saying  may sound basic, I can tell you many of us don’t do it. We sit back and wait for the buyer to tell us when to send over our agreement, after everything is said and done, you are risking a stay in the torturous “contract hell”.

Take Action:

In conclusion, be proactive and take matters into your own hands. This will help you overcome this silly little mistake. If the product or service you sell doesn’t have a painful closing process, but you face something else that typically causes a longer waiting period, please share with me below in the comments area. I would love to learn more. Overall, I want you to go out and do BIG THINGS!

 

 

 

Closed Rate, Sales Training, TSE, Closer, The Sales Evangelist

TSE 079: Is Opportunity Hoarding Killing Your Closing Rate?

Closed Rate, Sales Training, TSE, Closer, The Sales EvangelistSo, several years ago my wife introduced me to a TV show on TLC (Opps, I said HGTV on the episode instead of TLC) called Hoarders. I am sure you have seen it or heard of it before. The people on the show all have mental or emotional challenges that prevent them from letting go of their belongings. Even things that don’t work or they don’t need. Sometimes the hoarding becomes so horrible that these individuals’ health and homes fall into jeopardy.

But because of an emotional connection or fearing if they were to get rid of anything, they think they may need it in a future date. They still can’t let go of their useless belongings. On the show these people sometimes have a family member or friend who comes in and has an intervention with them to overcome this challenge.

 

Well, the funny thing about this example is the fact that it applies to us as sales professionals. Think about it, we have all been there! We have a pipeline FULL of potential opportunities. People who at one point were interested in our products or services, but for some reason the deal has died and just like someone with hoarding tendencies, we are afraid of closing the opportunity out and focusing our energy on new qualified opportunities. We hold on it forever, hoping that they will come around and you will close this big deal. If you are doing this, news flash – you are an “Opportunity Hoarder”!

 

However, don’t you fret. I am here to help you have our very own intervention that will let you get through this process and potentially increase your close rate on more meaningful deals. In a recent HubSopt article written by Emma Sinder, she discusses an Inforgraphic done by Implisit who studied 20,000 sales opportunities and discovered some key indicators that made a deal close more so than others.

 

The study also shows that 70% of a company’s opportunities are lost, while the other 30% will turn into won deals. But for some reason the sales people are living in denial and don’t seem to want to let go of the 70% of lost deals and focus on getting others who fall into that 30% criteria. So, what are those key indicators or attributes of a deal that is worth pursuing vs one that is not? Let’s take a look below.

 

Implicit CRM, HubSpot, The Sales Evangelist

 

  1. Email Communication: Opportunities that fall into the “Won Range” had 4.8 times the amount of sent and received email communication between the reps and the champions. If they are not communicating with you, then this is the first indicator that this opportunity is not progressing well.

 

  1. More People Are Involved: Deals that are more likely to fall on the won side have more people involved both on the side of the seller and that of the prospect. Won opportunities have an average of 1.4 individuals working on them compared to 1.1 on lost opportunities. This may mean that you have a project manager, sales engineer etc. On the buyers end, the average opportunity that turns into a “WIN”, will have about 1.2 times more people on the prospect side as involved as well. This may be the decision maker, the champion, influencer or end users or their end.

 

  1. Things Progress Quickly: Deals that will turn into a win generally close quicker. The study show that more than half of all won opportunities closed within 6 months. After 6 months of sitting out there, there is a less than 20% chance that the opportunity will become a win.

 

From examining this data, we have some great indicators that can help us know what to throw out and what we should hold onto. Now, obviously, some industries just have a longer buying cycle than others, but the principles are still the same. If your opportunities do not have communication, minimal people involvement from both sides of the opportunities or the deal has been sitting for over 6 months, it may be time to take it out of your pipeline and find new ones.

 

It may be difficult at first as you start getting rid of stuff, but just like those with hoarding challenges and go through the de-cluttering process, you will be happier and your pipeline will be healthier in the long run. You will increase your close/win rate because you will focus on ideal opportunities and the commission will start rolling in. I promise you.

 

If you have specific practices that you have employed to freshen up your pipeline let me know in the comments below. Or share it with the community at Facebook.com/TheSalesEvangelist.

Remember, DO BIG THINGS!

The Sales Evangelist, Pricing Questions

TSE #077: How To Handle Pricing Questions Early In The Sales Process

The Sales Evangelist, Pricing Questions During this episode I answer questions that are often brought up by sellers in regards how to handle the situation when your customer is trying to bring up pricing too soon. I feel that one of the important things to establish with the prospect is that you are not going to enter a price war or bidding match. If they are out kicking the tires or actively looking for a product or service you need to know. If they are just trying to get a price to have you compete with other vendors, it will be a waste of your time because no matter what you do or say they are just going to go with the lowest bidder. These types of opportunities are neither worth my time nor yours. Telling them up front that you may not be a fit if they are just looking to get a low price is the way to go. In my experience those who are just about trying to get the lowest price end up costing you more time than those who have money and are more of a fit.

If the prospect is honestly looking to see if the price fits in their budget, I don’t mind, offering them a ballpark figure of what others have paid. I have seen that a ball park such as $1,000-$5,000 a month tends to be more of a meaningful way to offer a realistic idea. I then follow up with the idea that in order to offer a more accurate pricing, it will require that I understand more of what they are looking for/need. I can also share insights into how others are leveraging what we do specific to their industry. By so doing I can then offer them a finer tune realistic  price. It also helps me to sell based on value and not be seen as a commodity item. This approach has helped me to close many business deals. Some organizations are secretive about pricing. However, I don’t feel that it’s needed. But I do want to be up front with buyers and have them be up front with me.

Check out the episode and feel free to share with me if you have your own strategies that have worked for you. As always, remember to “DO BIG THINGS”!

Check out our recent mention in Entrepreneur Magazine 

Screen Shot 2014-10-10 at 5.17.54 PM

Team Selling, The Sales Evangelist, Donald Kelly

TSE 073: 3 Important Things To Remember When Team Selling!

Team Selling, The Sales Evangelist, Donald KellyWe have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also in the sales meeting with someone else in a team selling situation and you didn’t do much preparation prior to the meeting. Before you know it the appointment is not going the way you thought it would.

Why? Because you are the only person who thought it would go that way. They are YOUR thoughts and others don’t know them. Since nothing was planned, your team selling turns into a sales appointment disaster! Well, don’t you fret. Those days a long gone now.

Here are the three most important things you need to remember when team selling:

1. Have a clear goal (purpose):

A. Why are you meeting with the prospect or client?

It is important to have a clearly defined outcome for the meeting. Is this an initial meeting to discover if you are a fit for each other, a meeting to ask for the sale or is it a demonstration/presentation of some sort? Whatever it is, make sure it is VERY clearly defined.

B. Why are you bringing someone else along to this appointment?

What is the reason for someone else attending this meeting with you? Do they have a clear understanding of what they are supposed to be doing? These are important questions to discuss with your selling partner. The last thing you want to do is start the meeting and the person who is supposed to be your sales engineer, starts taking the prospect down another path. Believe you me, bad things start to happen when folks don’t know their roles.

2. Plan your meeting:

The second important thing to remember in a team selling situation is effective planning. Since it is “team selling” you need to perform as a team. Great team sellers look like they are doing a performance when they work together. They understand  what they are supposed to talk about, when they are suppose to talk about it and why. They are totally in sync with their communication and delivery.

This portrays to the prospect a unified front and your a professional organization who knows what they are doing. It helps them gain that added confidences in your product or service.

Another thing to prepare for when doing a team selling demonstration on site is seating. Where will the person offering the presentation sit or stand? Where will the supporting person sit? This is something important I learned when I was selling with a software company. I went on a demo with the CEO of the organization. Prior to the meeting, in our planning session, he brought up the seating situation. He said as he was presenting, I would sit in a position where I can look at the prospect and see if they are getting the information being presented. Since I had seen the demo before, my role wasn’t to watch the demo as much as it was to watch the prospects and their comprehension/receptiveness. When I saw their facial expressions and body language indicating that they weren’t getting a point, I would jump in and help to clearly. This worked very effectively.

Also, be sure to offer intel to your sales partner. What information do you have from previous meetings which you can share to help them get up to speed on the prospect. For example, who is your supporter for this project, who are the decision makers, who is the non supporter. Fuzzy file info like where the prospect is from, favorite activities, how many kids, favorite sports team etc. These simple preparation infromation will help your team selling situation go along way.

3. Meeting outcome and post meeting:

Now this one of the most over looked part in team selling. Your presentation needs to be flawless, but this is the part where money is usually made. Did you accomplish what was defined in the first meeting? Is there a clear outcome or goal? Is it fine to ask for the business and who is going to do it? What will you say? What commitment or next step you would like the prospect to take?

What about the next meeting? Who will send a meeting recap to the prospect? Are you going to send a hand written thank you note and who will do it? I highly recommend the thank you note. It is always exceptional edge that will impress the buyer.

You also need to do things that you promised the client in the meeting that you would do. Such answer further questions, maybe offer references, send over the updated agreement etc. At the end of a meeting there are things the sellers need to do and you need to know who will do it and when it is going to get done. Finally, always have a clear next steps!

These things are not complicated and you may have your own practice. But from my experience these are some of the most important steps to do.

Feel free to tell me more about your team selling practices below. I would love to hear from you.

The Sales Evangelist

TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!

Mental GymnasticsPicture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and you were able to connect. Then out of curiosity you ask her, “Mary, tell me more about what you do.” Just then in a instance it seems as if this once down to earth human being transformed in to corporate robot who spews out a rather lengthy, technical, buzzword filled riddle that leaves you with a headache truing to decipher the meaning of what the heck she just said. It’s as if you just did some mental gymnastics and after you are done, you are left confused as ever. You are so confused that you don’t know what to say next and just say, interesting and then you quietly excuse yourself. What could have been a cool networking experience turned totally south!

But imagine, if you were a prospect? Think of how many people Mary was pushing away because she was totally confusing them? As a buyer we have all experienced this before and because we are too embarrassed to ask and not wanting to reveal our ignorance we leave confused! Many sellers are doing this today, heck I know I have done it before in my early days of technology sales. I had to learn the hard way, but I want to hep you circumvent the pitfall of putting people through a confusing mental gymnastics riddle.

There’s a Problem

Many sellers, especially in the technology space think that if they use big buzz words they will come off more educated on their product/services and it will impress their prospects. Well, 99% of the time that is not the case. It ends up leaving them worse off than before they spoke with you. It actually damages the relationship because it causes the prospect to feel uncomfortable and not okay. Hint, people will buy from those that make them “feel good”. They buy from those who they know, like and trust. Since you made the prospect feel uncomfortable, they are less likely to engage with you again.

If they are not likely to engage with you, how in the world can you build a trusting relationship? It will not happen. Besides, the prospect would not want to encounter with you again because of the fact that they were embarrassed that they can’t seem to understand you. Think of it from the side of a potential business partner. If we were to refer back to the scenario at the beginning on the top of this page, what if the this lady speaking to Mary knew folks in search of Mary’s company’s product? That is a lost opportunity for Mary because people can’t understand the words coming out of her mouth.

Many sellers like Mary may not really understand what they do or are capable of doing for the prospect so they memorize their company’s or corporate’s jargon. The problem with tying to sound sophisticated by using big words or company’s jargon, is that you are not speaking for understanding for the prospect. You are doing it for yourself. You are doing it not to reveal your lack of knowledge or to impress and boost your own ego. The prospect and you both loose in the end.

Solution

The first thing to do is to recognize you have a problem. But how? Well, for one if your conversations are not developing after you tell people what you do or they are leaving looking confused, that’s probably a sign. Another way  to evaluate if your message is causing people to do some mental gymnastics is to get a family member or friend who is not familiar with your industry and share with them what you do. Have them promise to be honest before hand (family members usually are the best for this) and tell you if they understand what you do. If they can’t understand what you do, then that’s a likely sign you need to come up with a simpler message.

But, if you are like Mary or many others, here are a few things you can do to prevent the mental gymnastics routine:

  • Recognize that it is not about you! It is about your potential client or business partner. They are the ones that need to understand what you do. They don’t need or want a dissertation that is designed to boost your ego. They want to hear your value and if it can benefit them!
  • Find a 10 year old (preferably someone you know) a child, niece, nephew, cousin or family friend and explain to them what you do. Keep changing  your message so that they can understand.
  • Do the opposite of the “golden rule” and treat others the way that “they would like to be treated” and not “the way that you would like to be treated”. Every prospect or business partner are different, so treat them as unique individuals by adjusting your message according to practical terms/examples they can understand. Make it relevant to them.
  • Try not to use industry buzz words unless it is someone in your industry and would understand/appreciate them.
  • Keep it short and not a long drawn out message. If you can’t tell someone what you do in a few sentences, you probably don’t know exactly what your true value is.
  • Practice by recording yourself telling your imaginary friend what you do and listen to it over and over again. Make sure you are not speaking too quick or regurgitating big complex words from your company’s marketing material.

The great news is that the method works! Mary applied these soultions and is now happily engaging with others and finding meaningful business partnerships.

I too have found that the clearer I can explain what I do the more I have meaningful conversations which leads to more business opportunities. I learned the art of putting others first and speaking to their needs will always make me look more educated than if I was to blabber corporate jargon.

Mental gymnastic is tough stuff, lets all promise to stop dong it to our prospects. I hope that you enjoy this and that you see a difference as well, but most importantly, I want you to go out and DO BIG THINGS!

 MUSIC PROVIDED BY FREESFX

TSE 062: One Major Thing Most Salespeople Hate About Sales!

TSE 062 Episode Cover_mini

One of the big plagues for sellers is taking notes or updating accounts in their CRM (Customer Relations Management). Many of us love to visit with clients and prospects to learn their challenges, but when it comes to taking notes or writing a recap of what was discussed it is torture! I have heard my fair shares of “logical reasoning” (aka excuses) why sellers have tough time doing this.

Here are a few of the common ones that I came across:

  1. Don’t need to take notes, I have a great memory.
  2. Taking notes will take me away from giving my clients/prospects my full attention.
  3. It takes too much time to write notes or update my CRM (Customer Relations Management).

My personal gripe with taking notes was that it took me away from actually selling. I wanted to be out there visiting with client, doing demos, networking, you know really doing sales stuff! Over the years though, I came to realize that I was totally wrong! Taking effective notes is a key part of any sales process. In this podcast episode I go more in depth about this.

Here are some reasons why I started taking effective notes:

Why Note Taking Is So Important:

  • No matter I hard you tried I could never remember everything if I did not write t down. As a result, often times something important about the account would fall through the crack.
  • Taking notes on your visit with clients or prospects also made it easier when updating the account information in your CRM (Salesforce, Goldmind etc.).
  • Taking great notes is beneficial for the clients/prospects because it provides an effective way for them to remember details. They tend to forget details as well. They are humans! It is awesome when we can review key information we discussed during our last visit and remember the plan instead of playing the memory game.
  • In relation to the previous bullet point, you should send an email, post your meeting and provide a summary of your visit. You can even put it in a calendar invite as well for your next visit so they know what you discussed and what you are going to discuss on the next visit.
  • Taking great note does not require much time. You can simply just write down key things in bullet form. (i.e. What are their challenges and how is it effecting their organization, who is going to be apart of the demo, when is the next meeting etc. ).
  • To contrary thinking, taking notes will not take you away from focusing on your clients, it will help you focus more on them. How? Simply ask them if it is okay for you to take notes so that you can remember important things from their conversation. I never had anyone say no. This shows them you care about what they are saying.

Easy Ways To Take Notes:

  • You can use a good old fashion paper and pen. Make sure it is something small that it doesn’t become distractive.
  • Evernote is also a great tool to collect information or a note pad on your tablet.
  • I don’t use a laptop on a visit because makes a barrier or a wall between us. They also can see the screen and see if I am really taking notes or not.
  • Depending on the circumstances, you can also ask if you can audio record a key part of the conversation. This is different based on legality in your county, state or industry. Make sure to ask someone in the legal department from your organization. But if possible, you can use a recorder application on most smart phones.
  • If you don’t like the actual process of writing, simply pull up Evernote on your phone and there is an audio record tool that allows you to speak and it will transcribe what you dictate. This is also for easy note taking after an appointment.

Well I hope that this is able to help you as much as it helped me. All the excuses that I have heard are no longer valid. I saw amazing results from my efforts to properly tack key information.

Bonus:

Another benefit is that it also allows for your supervisors to easily review account information without the need to bother you on next steps or why the account is not moving.

Remember to GO OUT AND DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

TSE 060: You Are A Sales Professional….Stop Trying To Be A Psychic!

TSE-Slide-With-MegaphoneOkay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict what I thought my prospects were thinking or going to do. As a result, I lost a lot of money and wasted tons of time. If you are experiencing these “psychic” problems, I want to help you over come it and make more money. Here are some of the takeaways from this episode.

  1. DON’T assume! You are a professional seller, not a psychic!
  2. Ask specific questions that probes and reveal the reality and not vague assumptions.
    • Ex. “No two organizations are alike, can you explain to me what your “take it to the board” process is like exactly?
  3. Keep asking them to tell you “what happens next?” Keep going till you get to the root of the situation and have a crystal clear understanding of what is to come.
  4. When you get vague answers from prospects, if you feel that they are going to get offended that you are probing, try adding a softener before your questions. Something like “If you don’t mind me asking”… or “Just so that I understand”…Try them, they are fun!

Here are a few common unclear comments that I hear from prospects, where probing questions can be used.

  • The project is on hold…
  • This is not the right timing…
  • We have to wait for it to go to the board…
  • We have to get our lawyer to review the contract…
  • Call me back in 6 months and we will have a better idea…

You get the picture. Well, listen to the episode and hear my personal story in details.

MUSIC PROVIDED BY FREESFX

 

TSE 057: Showing Up and Throwing Up Does NOT Work!

TSE-Slide-With-MegaphoneOne of the major challenges that I faced as a new seller was my over excitement for the products and services that I sold. As you can tell, I get pretty excited about things that I find valuable. The problem was whenever I met with someone, I was “that guy” who spoke way too much! As I matured and learned through the school of hard knocks/received training from other experienced sellers; I came to realize that too much excitement was not always a good thing in sales.

As one of my sales trainers said “I was showing up and throwing up”. Obviously I have since adjusted my errors and have seen dramatic improvements over time. So if you are not supposed to show up and throw up, what is a seller to do?

In this episode I share some of the best practices I have implemented to prevent “showing up and throwing up”. Here some of the major takeaways:

  • Take the edge off of the clients by “setting the rule before you play”. Give them an opportunity to have an out before you get started.
  • It is not about you! It is about the prospect and their needs. Do all you can to let them know that you are genuinely trying to learn about their needs to see if they are a fit or not.
  • Play Colombo and don’t try to sound like a know it all. Ask probing questions that will give you an understanding about their business challenges. Use questions such as “Tell me more about that….”, “If I understand correct?” etc.
  • Verify that you understand what they are expressing by summarizing it in an intelligent manner.
  • Take effective notes that you can refer to.
  • Practice your question asking with co-workers, so that you can be well prepared during a live situation.
  • Become a consultative expert so that you know what questions to ask/gather to make an educated decision if they are a fit or not.
  • After truly understanding their challenges, share how you can help them if at all possible.
  • Ask, what will you like to do next? If done right, the prospect will sell themselves or tell you how to sell them.

Come and listen to the episode to learn more. I know you will enjoy it.

MUSIC PROVIDED BY FREESFX

The Sales Evangelist

TSE 055: Is There a Proper Way to Ask For a Referral From a Client?  

NetworkinfminiA few episodes back I mentioned the power of asking for referrals from everyone, even prospects. Now, granted the quality of a referral from a prospect may not always be the strongest avenue to get a referral but it sure beats a sharp stick in the eye for not asking for a referral at all. I have asked prospects and seen very good results, but what about asking a current client? Is there a proper way/time to ask for a referral? I think these referrals tend to have more weight and would require more research. In this episode I break it down in details and share a bit more. Here are some of the major takeaways:

 

  1. Ask for a referral from a client when they become confident in your products or services.
  2. Ask for a specific person by name that they may know.
  3. Get an email or if possible a personal introduction (lunch etc).
  4. Thank the client who gives you the referral before you meet with the prospect.
  5. Offer updates and information to the client on the processes/outcome of the meeting with the referral.
  6. Thank the client who offered the referral and if the their friend elected to purchase your service or not.
  7. Rinse and repeat with other clients.

Listen  to the episode to learn about my personal experience and how it turned into a successful new client. As aways, I hope this was beneficial to you but most important is my desire for you to apply it. So go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

TSE 053: At Least 1 of 4 Things You Should Get From EACH Prospecting Call!

Donald on Bench During this episode I am going to go a little personal and share something that I learned early on in my sales career as a novice seller. You see, when making prospecting calls I use to think that there were only two possible outcomes. Either the prospect was going to reject me with a no, or they were going to show some interested and say yes. However, as I became a mature seller, I realized that there were more than these two options. There are actually one of four outcomes that I look forward to now. Here they are:

1. A Clear No!

A clear no is powerful! Why is it so powerful? It prevents you from living in a false, “hopeless” state, wondering if this deal is going to come true or not. Wishy-washy answers like “maybe” or “send me information” are not clear but leaves to more headaches later on. A clear no allows you to get rid of the junk and focus on the deals that will matter.

2. A Clear Yes!
A clear yes is obviously important because it is someone who is interested. But besides the yes, you need to know specifically what the next step is. Usually I ask the client what would you like to do next and then they basically tell me how to close the deal.

3. A Referral

A referral can come from many possible sources; why not from a prospect? As you listen to the episode you will hear a story how I gained 4 referrals from someone who “was not interested”. All you have to do is just simply ask, no major trick to it.

4. A Lesson

Every prospecting call can teach you a lesson. It maybe the way you said something or the way you did not say something that you should have. Maybe it is something that the prospects said that you can take and apply to your approach next time or your marketing. There are plenty of lessons if we can learn from.

So there you have it. There are more than two outcomes from a prospecting call. Listen to the episode below to hear the stories I shared and more detail. As always, go out and DO BIG THINGS!

MUSIC PROVIDED BY FREESFX

 

TSE 051: Does Standing Up When Making Phone Calls Make A Difference?

Donald on tree_miniHave you ever wondered if standing up while making phone calls is effective or not? Well, you are not the only one. I find that many people have that similar question. That is why I created this episode. I have tried it and saw that for me standing up was VERY EFFECTIVE.

See some of the major takeaways below.

  • Standing up allows you to better improve your posture.
  • Standing up allows your lungs to be opened and offer you the ability to breathe better. (slouching over talking on the phone is not good)
  • When you are on the phone, both parties have to rely on what they hear (tonality, inflection etc.) to picture what the other party is doing/look like. When you stand up, it enables you to sound better over the phone and therefore seen better to your prospects/clients.
  • Clients and prospects want to work with those who are confident and professional. Standing up allows you to have this confidence when speaking on the phone.
  • When you stand up you are better able to generate more energy and that is felt over the phone. Standing also allows you to move more freely and add flexibility and dynamic to the way you communicate.

Come and listen to the episode and gain your own takeaways.

Remember, Go out and DO BIG THINGS!

Come listen to this episode NOW!

MUSIC PROVIDED BY FREESFX

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!

MUSIC PROVIDED BY FREESFX

 

The Sales Evangelist

TSE 044: “Can You Send Me Some Literature?”

The Sales Evangelist We have all heard this before “can you send me more literature”? Well, in this episode I share some tips on things you can do when approached with this question. In my experience as a young sales professional, I would get excited and start to think, this buyer is very interested! They want more information! “MAYBE” they will read it and realize that our product/service is great and come back wanting to buy!

It’s has been years and I still have not seen any of those folks come back begging to make a purchase. Now, learn from my experience. Many times when someone says send me more information, they are just too polite to tell you that they are NOT INTERESTED or they are too busy to speak with you.

Here is what I recommend you do when faced with this question:

  • In a polite way address the elephant in the room (are they just too busy or are they just not interested?).
  • Rescue them by letting them know that you understand that they are busy and if you can set up an appointment for another day and time to share more.
  • If they are really interested in getting information, provide basic summary of the product/service. They can read it real quick and get an idea of what your product or service is about. You can have a meaningful discussion next time you meet with them.

Listen to the episode and get more details. Tell me what you think by sending an email to Donald@thesalesevangelist.com or a tweet @DonaldCKelly.

Remember, go out and DO BIG THINGS!

Donald Kelly

TSE 040: How To Be Successful In A Negative Environment

The Sales Evangelist

The Sales Evangelist

Some organizations have an amazing environment to work in and others sometimes tend to be not so ideal to work in. During this episode I discuss my thoughts on working in a negative environment. In my personal experience, I have worked in both. The environment that best foster a much more successful performance was positive environment. This is not to say that you can’t find success in a negative environment, it can be done. But why would you want to put yourself through that, if you can perform better in a more uplifting atmosphere then do your best to create that.

Here are some of the major points I share in this episode:

  • Recognize you are in control on what you can do
  • Recognize you have a say in whether you want to be part of the organization or not
  • Read books to motivate you to keep going
  • Associate yourself with likeminded people who can motivate you (mastermind group)
  • You don’t have to put yourself through the torture of a negative work environment, feel free to seek out other organizations where you can best utilize your skills

Remember you are in charge and can take control of what you do, what you say and how you act!

Feel free to connect with us on Facebook if you need more positive people around you.

MUSIC PROVIDED BY FREESFX

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TSE 038: How To Prepare For A Sales Job Interview

Donald KellyDuring this episode I answer a question frequently proposed to me by our listeners.They’re looking for sales job or preparing for an interview. Many folks ask how can I best prepare for an interview.

Here are some of the things that I recommend:

  • Before the interview, find an insider in the company who can get you in contact with the right people and recommend you to those making the decision.
  • Research as much as possible about the company prior to the  interview.
  • Take advantage of tools such as Google Alerts that can gather information about the organization for you.
  • Prepare your resume based on what you learn from your insider and the objective of the position you’re applying for.
  • Prepare your resume in a way that it tells a story with each bullet point. Make sure to utilize numbers and percentages to assist with the story telling.
  • Utilize the Refresh app and LinkedIn to learn about those doing the interview.
  • Dress for success and maintain strong confidence in your ability to fulfill the objectives of the role (not arrogance, confidence).
  • Be as human as possible and connect with those you are meeting with. (Utilize the Refresh app)
  • Ask intuitive questions about the organization based on your research.
  • Learn their hiring process.
  • Find out what are the next steps.
  • Ask for the job!

Connect with us on Facebook 

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TSE 033: How To Maximize Your Time As A Sales Professional

BlogImageTSAIt’s GAME TIME! Using your time wisely is very important. In this episode I talk about the importance of scheduling your time properly with your prospects. As a salesperson, how you schedule your appointments is important. You need to take in consideration when the decision maker is available or when they are ready to go over a proposal. Use your resources wisely and your calendar is powerful.

During this episode I go over:

  • Plan out the top things you want to do during the day
  • Plan, practice what you have learned and APPLY IT!
  • Researching is great, but that is practice time
  • Get out of your comfort zone and go the extra mile to accomplish your goals for the day

Use your calendar and schedule time to listen to my podcast and improve your selling skills!

Listen to this episode by clicking below.

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The Sales Evangelist!

TSE 031: The Power Of A “Closed File”

The Sales Evangelist!Do you have prospects that just don’t go anywhere? Or how about prospects that just linger around not making a final decision on closing the deal or not? In this episode I teach you have to get those prospects into a “closed file”. Now, I know that may sound a little odd by putting your prospects in a “closed file”, but trust me it will make your pipeline much cleaner and eliminate any real estate.

Here are some points I touch on during this episode:

  • If you never had a prospect as a client it’s like saying you can’t lose what you never had
  • Work smarter and not harder by taking action
  • How to be straight forward with your prospects to determine if your product or service is a fit for their company
  • How to help your prospects communicate with you to determine where to take the next step

Starting in sales can be tough, but if you take the basics and make them your own you will succeed. So, take this simple tip and make it your own. Share with me below on how this and other tips have helped you!

Listen to this episode by clicking below.

 

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TSE 028: 1 Simple Secret That Will Help You Schedule More Appointments!

The Secret To Getting AppointmentsNot getting enough appointment with your prospects? Well fear not, I am here to tell you the secrets of getting more appointments and eventually convert those prospects into clients. The secret is not how many times you have called them or even how many times you email them, but the secret is how do you stand out from your competitors.

In this episode I will teach you THE SECRET into getting you in communication with that decision maker. I share with you my experiences when applying this secret and how it can help you.

Here is what you will learn:

  • The secret to getting more appointments with your leads, prospects and event clients
  • How sending calendar invites will make you stand out
  • How to capture the attention your leads, prospects and even clients via emails
  • Why giving your prospects options is so important

Life is about thinking outside of the box and how you can make it your own.

Click below to listen to the episode

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TSE 024: The 3 Most Crucial Elements Of A Sale!

Donald Kelly “The Sales Evangelist”So the first quarter came and went and some individuals are worried that they did not hit their goals or quota. Now, the reasons may vary and may not all be related to one particular thing. However, often times I find that a sales person becomes very worried because management may now be down your back. If you are the business owner, you may be able to purchase or grow the way you were hoping next quarter. It becomes very frustrated and you may be worried that everything is all off and messed up. Rest assure that this is not the case. I will give you three VERY crucial elements that will help you accomplish more of your goals. There are:

  1. Focus on the ideal client and make sure that they have a PAIN or a CHALLENGE you can solve
  2. They must have a BUDGET and a time frame when they want to make the purchase
  3. They must be the DECISION MAKER!

As you listen to the episode, you will see why I feel that all of these elements are very crucial to your progress  and making those prospects clients.

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TSE 23: What’s The Power Of Klout? with Terry Brock (@TerryBrock & @jaredeasley)

New Media Expo
Have you heard about Klout? Most people out there may not have a vast knowledge of this new and growing social media measuring tool. But I know two experts who do, Terry Brock and Gina Carr! Terry and Gina joined forces and developed a phenomenal book about Klout and how powerful it is. During this episode, my great friend Jared Easley at the Starve The Doubts Podcast invited me to join in on an interview with Terry Brock. Jared and I both learned a great deal from Terry and how Klout can influence our business and personal lives. There is also a significant benefit to sales professionals and entrepreneurs who take advantage of it.
Below is a brief video I posted recently on The Sales Evangelist Facebook Page, where Terry and Gina educate us on Klout.

Check out some of the major ttakeawaysJared and I got from Terry below.
  • Higher Klout score will mean that you will get more business
  • The power of Klout comes from an individual’s ability to genuinely connect with others
  • To succeed on Klout, you must share your own created content as well as others
  • When you do create your own content, make sure the information is accurate because it will separate you from many others
  •  As a salesperson, with a quality Klout score you will be able to be seen as more valuable in the eyes of your clients and prospects
  • Pour more TME (Time Money and Energy) into something that you like and will be relevant to others. If you do so, you will be happy and help others to be happy as well
If you are curious about my Klout score, send me a tweet me at @Donaldckelly and hashtag #KloutScore. I will be more than happy to share it with you. Enjoy the episode.Check out Terry and Gina’s book (Affiliate link to Amazon):
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TSE 22: The Power Of A Customized Thank You Note!

Thank You! These are two of the most important words in the English language, and so often over used, without true meaning. But, when it is used properly, with true appreciation and meaning its power is transcending. In this episode I speak about an experience I had where a vendor went above and beyond the call of duty to express appreciation and thankfulness for my business.

Several months ago when I launched this podcast, I was referred to VA Game Plan. They are an organization that offers virtual assistance to online businesses and podcasters like me. They are very professional and offered wonderful services. I was more than satisfied with the quality of experience I was receiving. One day they went above and in a gesture to express their appreciation for my business.

I received this thank you card in the mail: Tell me which thank you card you would prefer on our Facebook post below:

 The fact they sent a card via postal mail was cool, but the fact that it was a CUSTOMIZED thank you card to me blew me away. To some they may say, it’s just another card, but for me (the customer) it showed that they cared enough to put the time an effort in expressing their gratitude and tailored it JUST FOR ME! It was so memorable and very appealing to look at. I have thrown away many thank you cards after sometime from other vendors, but it has been months since I received this customized thank you and it sits in my office on my desk. Now, let’s think about this. Who do you think I am going to refer folks to when I have others that need virtual assistance? Since they are right on my desk, they are always on my mind. Since than I have referred a number of my friends to VA Game Plan.So how does this apply to you? Go above and beyond in everything you do, especially in the small things like a thank you note. People will love it. Imagine if your clients all received a unique thank you note from you? How much would that say to them that you appreciate their business? Imagine if someone received a unique hand written thank you note from you after a great visit? How likely are they to remember you over the competition and favor you? Remember that you are dealing with human beings and we like to be treated as such and not another number on your list.What unique ways can you SHOW that you appreciate your prospects and clients?Check out the episode and tell me what you think.This is a thank you card I made for a prospect I had a great visit with. You think they will remember me and keep this card? Thank You CardListen to Stitcher

TSE 018: What Can I Do To Offer A Great Sales Presentation?

Donald Kelly During this episode I answer a question regarding what it takes to offer a great sales presentation. This is a question that most sellers and entrepreneurs ask because they feel it is a crucial part of they’re selling process.

I sought out two experts to address this topic over the next couple episodes. One of them is Ryan Avery, a World Champion of Public Speaking. The other is Patricia Fripp, who is an expert speaker who coaches top executives on public speaking, sales presentations and keynote speaking. Each have very specific answers that will help you create that unbelievable sales presentation.

For now you get the chance to hear my answer and what I feel has helped my sales presentations become top notch. One of the most important is that I don’t give my presentation right up front. I wait until the buyer and I have discussed thoroughly specific challenges, I make sure that I am speaking with someone who has the power to say yes (decision maker) and I make sure that they are capable of purchasing.

I then refer to the first step where we set the rules before hand and discuss the challenges in detail and craft the demonstration around that. I speak specifically to what they want to see and need to get fixed. NOT to what my company or I feel is cool to demonstrate. This is very crucial to understand. You must speak to the buyers “WHY”. Meaning, why would they buy your solution? Why are they facing these challenges and why do they need to change? There is a “WHY” with every buyer, the core that is going to make them take actions. This is what their “PERCEIVED VALUE” is. This is your responsibility to discover this and offer a solution. When you do, the buyer will “perceive you and your solution to be valuable” and then you will more than likely have a new client.

As you listen to the episode you will see how I skillfully accomplish this and reduce the time I spent on a specific demo by more than 88% of the normal time. I know you will enjoy it.

 

MUSIC PROVIDED BY FREESFX
LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.

BRR_Postcard

TSE 016: Never Hit Your Prospects with The Okey-Doke!

Donald KellySo you must be asking yourself, what is the Okey-Doke? Well, in this episode I reveal exact what it its, why you should never do it but if you do, I provide guidance on how you can remedy the situation. So here it is, the Okey-Doke is a set up, a surprise or unexpected event that may negatively affect your prospects. It is a term that I learned from one of my best friends, Reggie Taylor. As you listen to the episode you will here how the term originated. However, the term is very applicable to sales.

So many times I have experienced sellers who willingly seek to “hit their prospect with the Okey-Doke”, basically fib or hide things just so that they can get the deal. When the prospect/new client finds out about this surprise, it will cause ill will towards the prospect/client and the sell. It also brings a negative stigma upon the company. The client will not be happy, new business opportunity with this prospect will cease and you will not get ANY referrals. It is all around bad for everyone and at the very first opportunity, the client will leave to another vendor.

Sellers who purposely “hit their prospect/clients with the Okey-Doke” give sales a bad name and are in my book are a con-artist. However, if a seller accidentally “hit someone with the Okey-Doke”, there are easy ways to fix the situation.

I was someone who accidentally had an Okey-Doke situation and here is how I fixed it:

  1. Recognize the error and ADMIT to it aka “Fall on the Sword”, even if it wasn’t you but someone else in your company. The client sees you all as the same anyways.
  2. Apologize for the inconvenience you have cause.
  3. Have an open conversation about the challenges that you caused and discuss a solution.
  4. Make restitution and see that the client situation is fixed.
  5. Learn from the situation and NEVER do it again!

Listen to the podcast episode below and experience my story. I know you will enjoy it.

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LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.

 

TSE 012: The Easiest Sales Opportunities to Close Are?

Donald Kelly: The Sales Evangelist Have you ever wondered what are the easiest sales opportunities to close? Well, in my experience, I feel those are unsolicited referrals! Think about it, if you were in need of a product or service and a trusted friend gave you a really convincing recommendation, how likely are you to get that product or service?  Chances are that I would buy that product or sign up for the services ! Why, because someone I know and trust already did all the work for me and they have experienced it. They know what I am looking for and understand my needs. This is why I feel that those who are referred to you from your “raving fans” are the easiest business opportunities to bring on.

But, there are two sides to referrals. There is the giving opportunities and the receiving opportunities. We must all seek to give referrals and  naturally in return we will receive referrals. In this episode I  share a couple experiences when I received and gave a referral.

Here are some of the take aways from this episode:

1. Look for opportunities to give referrals.

2. When you receive a referral, always offer gratitude and keep the giver in the loop.

3. Referrals are the easiest business  opportunities to close.

4. A BIG referral secret to getting more referrals (You must listen to the episode and hear the secret).

Come and listen to the episode and learn how you can do #BIGTHINGS!

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LISTEN TO THIS EPISODE ON ITUNES OR LISTEN ON STITCHER RADIO.

TSE 010: Networking 101 With Donald Kelly

Donald Kelly “The Sales Evangelist”Networking is a very critical role for any sales representative, but many people do not know how to effectively do it. Over the next two weeks I have two amazing guests who will share their expertise on networking and how to do it right. During this episode I kick off our networking crusade with some very fundamental tips about networking. I also share a story how I received an excellent employment opportunity from an unlikely networking source, a competitor!

I feel that there are many different ways you can network, online or off-line. Here is a critical principle to understand when networking, seek to find opportunity to give more than to receive. I promise as you do this you will see a tremendous difference in your capability to effectively network.

Come and check out the episode, I know you will enjoy it.

 

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Listen to this episode on iTunes or listen on Stitcher Radio.