Category Archives for entrepreneurs

Objections, Donald Kelly, How to handle objections

TSE 787: Why They Should NOT Buy

Objections, Donald Kelly, How to handle objectionsSometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct.

In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them to purchase our product or service. We’ll build credibility.

Recently, for example, I generated a Facebook podcast that asked people about the biggest problem they have with sellers. The most frequent response was that people didn’t like how pushy salespeople were.

We aren’t all pushy, of course, but we have to deal with that public perception. Obviously, we want to make money, but we can’t allow that to be our push.

Your job as a sales professional is to persuade people to buy your product or service. We often focus on making money instead of adding value.

[Tweet “Our goal as sales professionals should be to find solutions to challenges rather than pushing a sale for our own gain.” #SalesSolutions]

In this episode:

  • Hear how customers work to disqualify you and your products and services.
  • Learn the questions you can ask to understand the competition and identify with the customer.
  • Understand the role your commission does or more realistically doesn’t, play in the sale.

Objections

When you empathize with your customers and establish credibility, your customer will be more likely to recognize you as the solution to her problems.

Establish what sets you apart from the competition. Identify the ways your prospect is seeking to disqualify you as an option. You’ll be better prepared to create content that is molded to your customer.

If you or your team could benefit from learning to build value with your prospects, the April semester of The Sales Associate Hustler’s League is a group coaching program designed to help sales professionals, entrepreneurs, and sellers of all levels.

Each week’s training addresses concepts or training relevant to the theme of the training. For the month of April, it’s building value. Visit thesalesevangelist.com/hustlers.

 

TSE 221: Sales From The Street- “Hustling to Find Business”

TSE 221: Sales From The Street- "Hustling to Find Business"

Today’s guest on Sales From the Street is my good friend, Rom “The Tutorpreneur” Jean-Baptiste. He is an entrepreneur and a true hustler, that’s why he absolutely deserves a spot on this show.

As a Special Education teacher in New York City, Rom didn’t have any prior experience in entrepreneurship whatsoever but he wanted to earn extra income so he eventually founded the RJB Educational Services, which provides in-home tutoring services in New York City and Long Island and where he also serves as the Chief Education Consultant for five years now.

Some challenges Rom faced as he was starting out:

  1. Getting clients when they first started.
  2. Rom had no experience in entrepreneurship.

Strategies Rom took to overcome those challenges (which you can also apply to yourself):

  1. Research.

Read books on marketing and sales as well as listen to YouTube videos and podcasts.

  1. Know your ideal clients.
  • Once you define your ideal clients, you can market correctly.
  • Ask yourself, “Who wants your service.” (Not who needs it but who wants it).
  • Know where they hang out whether it’s a certain place (beauty salon, shopping centers, etc.) or in social media.
  • Be present wherever your ideal clients are because you need to know what the conversation is all about.

In short, learn the language of your ideal client.

  1. Create a sales system.

Create a system that not only brings in the clients, but also, retains clients.

What made a big impact on Rom’s business today?

Copywriting

  • Focus on copywriting.
  • Write down what clients would understand on your flyers and relate with them once they visit your website.

Strategies for effective copywriting to help you in sales:

  1. Understand your client’s language.

Understanding their pain points helps you define their problems better than they are able to define those problems. Once you’ve identified them, you placed yourself as an authority. Create your avatar and know what their challenges are. Understand your client avatar and how you can better serve them. Know where they are hanging out online or offline and be there wherever that is.

Clients usually want to know that:

  1. You provide convenience
  2. You provide flexibility
  3. You care about the job and are willing to do everything in your power to make it happen.
  4. You’re there for them whenever they need you.

Rom’s Major Takeaway:

Invest in yourself. There are a lot of free resources out there and you don’t need to spend money to invest in yourself. Listen to YouTube or podcasts.

 

Connect with Rom on Facebook or on Instagram @rom_jb or email him at thetutorpreneur101@gmail.com.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 041: How To Build A Sustainable Business As A Service Based Business with Josh Shipp

Josh ShippDuring this episode I interviewed Josh Shipp on the subject of developing a service based organization. Josh Shipp is a former at-risk foster kid turned teen advocate. His TV series TEEN TROUBLE (A&E / Lifetime) documented his work with teens in crisis. Josh is the author of “The Teen’s Guide to World Domination“, he was named a CNN Young Person Who Rocks and was listed on INC. Magazine’s 30 under 30 list. He helps adults understand teens & teens understand themselves.

Check out the main points we speak about during this episode:

  • Seek opportunities to delight your customer. Do something that is “unexpected” for them.
  • When thinking of a service based business to start, look for things that come easy for you and difficult for others to understand.
  • When you have a service based organization, think of ways to make it scalable.
  • Look for inspiration on ways to grow your business based on what other industries are doing.
  • Before you become a business owner, really think about all aspects of the business that you will have to take on.
  • Wishful thinking is not a strategy, you must really think about every aspect of your organization.
  • Systematize your lead generation as much as possible.
  • Learn as much about your client (What makes them buy? or What makes them NOT buy?).
  • One way to grow your business is to recall people who did not buy from you and ask them to be brutally honest. Ask them to tell you “WHY” they did not buy from you. Use that information and have your existing buyers give an intentional testimonial regarding the information you found from those who did not buy from you. Don’t run from it, but address is head-on.

Stay Connect With Josh Shipp: 

Joshshipp.com

Youth Speaker University

A Year Of Awesomeness

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TSE 026: What Is This Social Selling Thing???

social-selling-Have you heard of social selling and wondered what in the world it is? Well, you are not the only one. It is a HOT new buzz term that is being thrown around to describe the power of utilizing social media and the web to sell. I LOVE IT! But with the excitement it is very important for us to understand that the basic principles of selling does not change.

In this episode I take the topic head on and share my opinion and thoughts about social selling. I have seen it as a powerful way to build an audience and to eventually sell your product or service. However, one of the mistakes I see individuals make is thinking that if they give a great sales pitch online and send out tweets about their company, that people will come and want to buy their stuff. This is a false concept! It does not work!

The key is to always remember the fundamentals of selling. It is an exchange of value for something else of value. You must offer individuals valuable information and seek to build trust. People will buy from those who they like and trust. Listen to the episode and hear some of the tips and advice I recommend. If you want more than that, feel free to register for this webinar below that my buddy Omar from the 100MBA and I are hosting related to selling online. Come check it out. I know you will enjoy it.

 

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TSE 025: The Conscious Millionaire with JV Crum

JV_Crum“I want to be a millionaire so freaking bad”….. Have you dreamt of being a millionaire? Or thought, what does it takes to get to that level? Well, JV Crum is a successful entrepreneur who has a passion to make the world a better place, by changing people’s lives. To do this, JV wrote the book Conscious Millionaire: Grow Your Business By Making a Difference.  In his book he outlines key principles that anyone can apply to focus on finding success. Now not everyone has a yearning to be a millionaire, but you may have  a desire to live comfortable, chase a dream or accomplish a challenging task. JV’s book is designed in a way that applying these principles can help you on your journey, no matter what it is.

During our interview I ask some key questions based on chapters that I found very interesting and applicable to sales, business and personal life fulfillment. JV and I had a great discussion as he elaborated his ideas for success. As a gift, JV is offering the opportunity for my listeners to get a free downloadable copy of his book. All you have to do is go to this link below that is designed for our listeners. Here is a link below to access the eBook! I also posted it on our Facebook page.

 

Here are some take aways from JV:

  • Focus on your personal passion that brings you joy and makes you feel alive and on fire
  • Find out what kind of difference you want to make in the world
  • If you are working to just put money in the bank, then you will not be successful. Focus on doing what you love and in return people will pay you for it
  • Habits are actually unconscious patterns that are either moving you towards your goals or away from your goals
  • Laser focusing on what that matters and pour your time and energy into it
  • Take fast actions designed to a particular focus
  • Build relationships and look for opportunities to help others

Stay connect with JV and the things he’s working on:

Conscious World Foundation

J V Facebook

J V Twitter

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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 017: Why Do People Give “Sales” The Stink Face?

Omar and NicholeIn this episode I have the opportunity of interviewing two amazing individuals who are doing BIG THINGS to transform the way entrepreneurs build a successful business. Both Omar and Nichole have an educational background and recognized the limitations that traditional schooling offers related to business.

They look at what it was missing and developed an alternative call the “$100 MBA”. They run  “The Business Republic” which is a weblog for those who are bootstrapping their business. Their focus is to related to these entrepreneurs by providing weekly thoughts, articles and videos to help them build a business that can’t be ignored. They are also developing a podcast that will be released pretty soon. Everything they do is to offer a rich experience to their students.

Some of the major take aways from our discussion are:

  • Creating a great “sales experience” for your prospects/clients
  • People love to buy, but hate to be sold
  • Lack of knowledge/ability is a major contributor and affects a sales experiences
  • Anyone can sell when taught what to do
  • Make the sales experience enjoyable for the buyer

They also reveal the BIG SURPRISE I mentioned earlier this week related to their retreat. It is The Business Reboot Retreat in Cancun Mexico May 10-14, 2014. The retreat is slated to have some awesome instructors and is a going to be a great time to relax and get refreshed. Check it out.

Also check out their free course at www.100MBA.net\free-course . Follow them on Twitter @BusinessRepublic or visit their website at businessrepublic.net.

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