Fear Archives - The Sales Evangelist

Category Archives for Fear

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. 

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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.

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Replacement picture, fear of rejection, The Sales Evangelist

TSE 1094: Sales From The Street – “Replacement Picture”

 

Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward positive change.

Mark Panciera is a third-generation funeral director, so he says he has a caregiver’s heart, but he has grown into being a sales maven. He’s a partner of the Pacific Institute, a performance consulting firm with an international footprint, where he helps leaders tap into their potential to drive greater personal and professional performance.

Meaningful change

All meaningful, lasting change starts within ourselves and then works its way out. That equates to mindset or habits, attitudes, beliefs, and expectations. It’s focusing on the beliefs that are propelling us to our greater good or our higher purpose.

It’s about the pictures that we hold in our mind.

Sometimes as sales reps we get focused only on closing the deal. Even before that, we may routinely tell ourselves garbage that keeps us from reaching our potential.

What grows naturally

Think about what grows naturally in a garden: weeds. Likewise, we have a natural inclination. We’ve got this chatterbox in our minds that acts as a little committee telling us what we can and can’t accomplish.

  • Don’t try new things.
  • Don’t leave your comfort zone.
  • You’ll be ridiculed if you fail. 

Mark was full of trepidation when he moved from the caregiving role to transacting business with leaders around the globe. He realized that his self-talk was holding him back.

Mark couldn’t imagine that he could teach them anything that they didn’t already know.

He had to feel the fear and then move anyway. Mark needed to run toward the roar. It’s more easily said than done, but he realized that he had a choice to become more transactionally oriented or to stay where he was. He could either do it or not.

Adult choices have adult consequences. You will have consequences to your choice to make a solicitation or do an outreach or dial just one more time despite a bunch of “no” answers.

Higher purpose

Mark knows that ultimately his higher purpose is served because he will be a caregiver to a larger audience when he transacts business.

He chooses to say yes to that purpose because beyond the fear or resistance or limiting beliefs or self-talk is the replacement picture that emerges when he serves his higher purpose.

When you’re helping people and giving them the tools to think and perform differently, create a “want to” mentality instead of a “have to” mentality. When people are forced to do something, they subconsciously push back on those efforts. It’s even true when you’re forcing yourself to do something.

So don’t push yourself. Create a “want to” mentality. Have some fun doing it. Most importantly, move toward that replacement picture of what success is going to look like.

Burning the boats

If Mark hadn’t moved toward a replacement picture, he wouldn’t have a new career. He stretched himself out of a major comfort zone. His replacement picture was stronger in this new realm.

He had to rebrand himself to do outreach because in funeral services people come to you. Performance consulting was a different story. He had to create a “want to” mentality for himself so he could create a different mindset. Mark had to recast his habits and attitudes toward selling.

He had to feel the fear of something he had never done before and run toward the roar.

Imposter syndrome

Mark wrestled with imposter syndrome because he moved from caring for the dead to breathing life into leaders around the globe. He felt like a poser.

He worked feverishly once he painted the replacement picture to garner the knowledge necessary to built a skill set of competency in this realm. Mark surrounded himself with the right consultants, coaches, and leaders and poured himself into reading, listening, and going to conferences.

Because we think in pictures, he had to see himself in a new picture and then move toward it.

Armor

Make sure you’ve got your armor around you and don’t take it personally when you hear a “no.” Even if the people around you like family or friends don’t understand what you’re doing, be convicted based upon your own mindset.

You’re going to deal with cognitive dissonance which will cause you to feel like you’re out of order.

But just as your muscles will feel fatigued and tired when you exercise, you’re going to feel fatigued if you move to a higher level of performance.

Moving through fear

Imagine going to a networking event. Some folks have resistance in their minds to interacting with strangers and possibly being rejected. We worry about forgetting people’s names or not being invited in. We might be a little clunky with our conversations.

If you think about the negative things, that’s where you’ll end up. It’s like a kid learning to ride a bike. If you tell them to watch out for cracks they’ll become so worried about the cracks they’ll end up there.

So now take that same concept to a networking event and realize that if you focus solely on the things you don’t want to happen, you’ll manifest them because the brain doesn’t know the difference between something vividly imagined and an actual experience.

Instead, replace those pictures with how you want things to actually go.

  • I’m going to connect with someone with a cool story.
  • I’ll hear a great speaker.
  • I’m going to learn something wonderful.

And in the end, even if none of that happens, you’re going to celebrate the fact that you actually acted. That success will give you the energy to move forward the next time at the very least.

Faith and brain science

As a person of faith, I often pray, “Help me to be led to someone today who can benefit from my product or service.” It puts me in the mindset to find someone who needs my help.

Whether you believe it’s mysticism or something else, you can drive synaptic firings of your brain and create new neural pathways. You can manifest a morphing of your brain.

Changing habits

People often ask how long it takes to change a habit, but Mark believes it has to do with quantity of repetition rather than quantity of time.

All habits are based on behaviors which are based on beliefs. Go back to the core thinking that drove your beliefs, that drove your behaviors, that drove your habits.

Conduct a self-examination. Do you do a lot of creative avoidance? Do you do a lot of research?

Distal vs. proximal

You can’t get 50 cold calls at once but you can start with the first one. Realize that there are proximal goals and distal goals. The 50 cold calls you need to make are distal goals that are in the distance.

At the end of the day, you need to have that 50 done, but look at the proximal goal to make sure you’re accomplishing them, and then celebrate them once you do.

If you’re looking at 50, how many do you need to make per hour? Game your own system. Create habits around that.

Stop with the creative avoidance and get after the first 10 because those first 10 will motivate you and move you toward the next cup of coffee or the walk around the office.

Build momentum

You only steal second base by getting your foot off of first.

Make the first call and commit within your first 10 minutes in the office in order to build momentum. Then jog around the block and keep your energy up.

Admiral William McRaven gave a commencement speech at the University of Texas in which he encouraged students to make their beds first thing in the morning. If you do, you can never look back on your day and fear that you didn’t succeed at something.

Focus on your strongest picture and if you’re compelled to believe that what you’re selling can make people better then focus on that. Find your why or your north star.

Once you have that prize in mind, get after it.

“Replacement Picture” episode resources

You can connect with Mark at (844) 200-8649 or email him at mpanciera@thepacificinstitute.com or find him on LinkedIn.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

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

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

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

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

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

Audio provided by Free SFX and Bensound.

Coaching, Start Up, The Sales Evangelist

TSE 1078: CEO Lessons and How They Can Impact New Business Owners and Revenue Generators

Coaching, Start Up, The Sales EvangelistRegardless of industry, certain CEO lessons are common to every business owner, and the same lessons are important for you whether you own a business or not.

Benoy Tamang talks to us about the common lessons CEOs learn and the difference it makes if we take these lessons to heart.

Lesson 1

Being a CEO or a first-time startup guy is a lonely position. You’re trying to figure things out and take the bull by the horns.

You believe that your product or service or widget will be in high demand. You have a passion for it that no one else shares. Even your spouse likely isn’t as vested in your business as you are.

Everyone needs a trusted circle. Maybe it’s one person or maybe it’s five. Some will be very different and some will be similar to you. Have some people that you can talk to about the pains and troubles you’re facing.

You must have a support system.

Stand up for your business

Benoy talked to a CEO once who admitted to doing everything his board asked of him. He said he never offers any feedback to their requests either.

Benoy suggested that the board would rather him stand up for his business and speak up for the best interest of the business. Offer an alternative and suggest that you’ll execute your idea and report back.

Just because you took money from them doesn’t mean that they own you. They want you to run your business and stand up for what you believe in. You are the jockey they are investing in and they want you to lead them.

A good support network can offer you that kind of valuable feedback. That’s the kind of relief you can get if you have a good circle and cadre of people who provide unbiased input because they have experience and a willingness to help.

Lesson 2

Every CEO I run into, every senior executive, has a huge fear-based issue that undermines their performance. It constantly drags us down. It can manifest in arrogance, pride, and blustering of “I can do it myself,” but really it’s a cover.

On the other end of the continuum are people who are paralyzed by uncertainty because they aren’t entirely sure they can carry out what is being asked of them. They worry about making the wrong decision.

Benoy had a past client that hired two executive vice presidents who were older than him and who had significant experience. He feared that he couldn’t help them and that he was subservient to them.

Because they were more experienced and seasoned than him, he felt like he couldn’t talk to them. He was a tech, engineering, and product guy. One of them was a CFO and the other was a sales and marketing guy.

He was paralyzed by the inability to give them counsel and coalesce everyone around an idea.

It turns out this guy had some toxic relationships when he was younger and he carried that into his work situation. It neutralized his capability to lead and guide his employees.

It’s the same fear many of us feel when making prospecting phone calls.

Unconscious belief

The truth is that we’re all bright and capable and talented. Unfortunately, we suffer from an unconscious belief that originates from our early stages of life when we started to believe the wrong stories.

We’re capable, but we have a sort of alter ego that believes that we’re inferior. We perceive ourselves as slow of speech, impatient, and dumb. We focus on our weaknesses instead of our strengths.

Instead, we have to isolate the truth and recognize that we’re capable of magnificent work. We have to recognize our tendency to sabotage ourselves by listening to the alter ego that continually undermines us.

Evaluating self-talk

We have to start evaluating our self-talk to determine whether the things we believe are actually true or just a concern of mine that I’ve internalized.

If someone slams the door or hangs up the phone because he isn’t interested, does that make you a bad person? It doesn’t. It simply means that he isn’t interested.

Very often, though, we assign meaning to the rejections and we believe that we must have done something wrong. We assume it’s our fault they said no.

Be aware of the meaning you’re adding to the things that happen to you in a day.

Projecting

The same kind of projection happens in our relationships, too. Imagine my 16-year-old son doesn’t get up on time for school, and I immediately leap to worrying about whether he’ll make good grades or get into college.

I get wrapped up in fear worrying about what could happen.

Then he comes downstairs and tells me that he was up all night throwing up which is why he overslept. I’m in real danger of screwing that situation up by projecting my own fears as a parent on to him.

Identify the best course of action based on data rather than projecting your fear onto other people.

Lesson 3

It’s pretty surprising to find that straight talk is often absent. Too many new leaders focus on being nice instead of being kind.

Nice involves platitudes.

  • “You were great.”
  • “That was a great presentation.”
  • “You’ve got a great business.”

Kind actually goes deeper, and because it originates from a real concern for the person, it offers feedback.

  • “May I suggest that you make eye-contact next time?”
  • “You’ve got something in your teeth.”

A kind person goes a little deeper and offers straight talk even when it’s uncomfortable. Nice is too shallow. Nice is superfluous. Kind is authentic.

If you can just learn to believe in yourself everyone will be much better and we won’t be held ransom by jealousy, rage, and fear.

“CEO lessons” episode resources

You can connect with Benoy at bxtamang@gmail.com.

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

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

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

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

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

Audio provided by Free SFX and Bensound.

 

 

Kristy Ellington, Donald Kelly, The Sales Evangelist Podcast, understanding and managing fear

TSE 1020: TSE Certified Sales Training Program – “Understanding & Managing Fear”

Kristy Ellington, understanding and managing fearIf we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the source of our fear and we can improve our own performance.

Kristy Ellington shares today why she believes that being fearless is a myth, and how she overcame years-old fears to unlock improved performance in her own job.

Fearless

Being fearless is a myth because the truth is that everyone experiences fear. Fear doesn’t simply infect one section of our lives, but rather every part.

We get caught up in our thoughts and emotions, and fear keeps us from doing the things we want or need to do to get to the next level. Fear causes us to focus inward instead of focusing on the client, which is really detrimental in sales.

As sellers, we want to focus on our clients and how we can connect with them, but fear keeps us focused on how they perceive us, and whether they are judging us, and how we look to them.

Fight or flight

Fear triggers our natural fight-or-flight instinct, which diverts resources from our brains into our arms, legs, heart, and lungs.

It slows down our thinking so that we can’t fully analyze situations and we can’t think critically. We have no available judgment and we can’t find creative solutions because we’re afraid.

Fear hinders us in a variety of ways, but realistically it’s all in our heads and it’s all connected back to some unidentified source of fear that we have to address.

Take action

For sellers, the need to overcome fear is real, and they don’t have a lot of time to do it. They have quotas to meet and they have to pick up the phone.

Understand your trigger. If you’re afraid of picking up the phone, unpack that fear. It’s often the fear of judgment or the fear of rejection or not being professional or expert enough. You fear going off-script and looking or sounding stupid.

Use this five-step process before any big presentation or conversation:

  1. Notice. Recognize the problem. Admit when you’re afraid.
  2. Aware. Be aware of where the problem is: tightness in your throat or butterflies in your stomach.
  3. Make. Make the connection. Where did you first feel this problem? What’s the source? A bad public speaking experience?
  4. Evaluate. Is this real right now? You have no reason to believe that anyone will make fun of you, so your own thoughts are causing the fear. It isn’t real.
  5. Shift. Once you understand that your fear isn’t real, you can shift your focus back to your client.

Worst-case scenario

If you have any kind of fear, it’s always valid to determine the worst-case scenario.

If you fear elevators because you fear getting stuck and being claustrophobic, ask yourself if it’s real. Is it true that you really won’t be able to breathe in the elevator?

Is it true that the elevator is going to fall while you’re in it? That’s likely something you saw in a scary movie once.

Fear is false evidence appearing real.

Imposter Syndrome

Imposter Syndrome is huge for many people, and it prevents you from asking questions for fear that you’ll look stupid. It can prevent you from understanding the buying decision or the challenges that your customers are facing.

People also fear saying “no” to clients who aren’t the best fit for fear of what might happen. They fear failure and what failure might lead to. Maybe you don’t get the promotion or you don’t make enough commission to pay your bills.

As a result, you end up with the worst clients on earth because you bent over backward for clients that really weren’t worth the effort.

Eliminating fear

It’s probably not really realistic to think that someday you’ll be fearless. No matter what level you are in life, you’ll experience fear.

The fears for a sales development rep will be different for that of a CRO. You’ll always experience fear somehow. If you don’t experience fear somehow, you’re probably not moving forward.

You should be feeling fear. It’s a biological response. You can’t crush it or eliminate it. You must learn to manage it.

When you do, you can move forward and take inspired action that’s thoughtful and clear instead of action that’s chaotic and desperate.

Fear is really just there to protect us and keep us safe. Your brain is working to protect you from bad things that happened in the past. Our fears now are social in nature, but they manifest in the same way that physical threats did generations ago.

We don’t have to spend so much time being afraid of fear.

Leadership fears

Leaders are just as afraid of looking stupid as the rest of us, just on a different level. They inadvertently create a culture of fear because they are operating from fear.

The stressors are different because they have more responsibility.

As you address fears, it becomes easier to manage them.

“That which we consistently do becomes easier, not because the nature of the thing changes but our ability changes.” ~Ralph Waldo Emerson

Fear into confidence

It’s possible to turn fear into confidence.

You have to be comfortable with emotion because it’s an important part of sales. Empathy is an important part of the work sellers do.

If you’re running from emotion, it will make your job much tougher. Embrace emotion. Embrace fear. Start to learn what that looks like.

“Understanding & Managing Fear” episode resources

You can connect with Kristy on LinkedIn, Twitter, or on her website KristyEllington.com

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

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

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

Audio provided by Free SFX and Bensound.

 

Ian Wendt, Door-to-Door Sales, Summer Sales, Fear and Mental Toughness

TSE 1019: Sales From The Street: “Fear and Mental Toughness”

fear and mental toughness, Ian WendtSalespeople need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t going well.

Sometimes clients choose another seller. Sometimes a customer ends the relationship. In other cases, we do everything we’re supposed to do, and the deal still won’t close.

Today Ian Wendt talks with us about one of the most difficult moments in his career and how he got through it and continued his journey.

Teaching instead of selling

Sales is full of challenges, and it requires a certain amount of self-motivation. For Ian, though, the greatest challenge was when he decided that he didn’t want to knock on doors.

He realized that while he was really good at selling, he was even more valuable as a teacher. He needed to find a way to make himself valuable enough that he could teach other people how to sell and how to be mentally tough, which was what he was really passionate about.

It’s sometimes tough for people to build a sales career that doesn’t involve knocking on doors. Finding a way to make the transition felt daunting to him.

He was haunted by the fear of what would happen if he couldn’t make it work.

Ian shared a quote from the book Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins that goes like this:

“Most people don’t even start if they don’t have a guarantee.”

That was Ian’s mindset at the time of the transition.

Pulling the trigger

Ian decided to sell for one more summer, and his regional manager used him to do some training. When Ian went to certain offices, those groups started seeing huge spikes in their performance. He was helping them close significant deals and move the needle.

He started tracking his results so he could demonstrate his value.

Ian asked for the opportunity to run a training program, but his leadership told him there was no such position available in the company.

If, however, Ian could prove the value in his training, the company would consider creating one.

Ian is a big believer that you don’t negotiate until you bring value, so that’s what he set out to do. He was determined to produce something he could negotiate with.

Tracking results

Ian started tracking the offices, reps, and leaders that he was training. He tracked their metrics and their increases and the improvements in their completion rates for about three months.

He visited about 11 offices and trained more than 60 reps.

Once he had a binder full of information, the leaders called him in to ask what he was doing. They were seeing improvements and they wanted to hear how he was doing it.

He got the leadership on board and he created a pitch for his proposed training. They jumped on board with his idea and moved toward getting started.

Unseen struggles

One of the biggest struggles for Ian was that he wasn’t directly selling anymore. He was investing his time and efforts into these offices and these other sellers, so he wasn’t selling a ton of accounts.

He got a few sales, but he went from making a lot of money to making very little. Ian overdrafted his account at least four times, which was unheard of for him.

He was battling the stress of the downward mindset.

As a result, he now teaches that stress is the number one factor in negativity and negativity is the one thing that will destroy a sales career.

Those reps that operate in fear can be completely debilitated.

What if?

What if I’m moving the needle but this doesn’t pay out? Or what if I have nothing to show for all my work? Worse yet, What if I don’t make enough to live off of?

Ian lived with exactly that fear during the summer he spent training other sellers. He was plagued by the internal debate over whether to return to the regular sales or to keep trying to develop his training idea.

Results

Ian put himself in a position to do work that he loves. Now he’s over all of the training and content creation for his entire company, and he gets paid really well for it.

He’s grateful every day that he was able to create his own future. He recently spoke at a conference where he reminded the audience that sales will always be hard. But, he said, if you can master it, you can really control the outcome of your life.

You can find a way to do work that you love and position yourself to look forward to the work week.

He loves the opportunity to share what he has learned with other people, and he loves being surrounded by people who are constantly trying to develop themselves.

“Fear and Mental Toughness” episode resources

Ian is in the process of developing a consulting and coaching program. In the meantime, he’s doing some side work with individual organizations and people.  Connect with Ian via direct message on Facebook @ian.wendt, LinkedIn @ianwendt, and Instagram @iwendtster.

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

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

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

James Moffat, Visibility Impact, Donald Kelly, The Sales Evangelist

TSE 1001: What Causes Fear and How to Overcome It?

James Moffat, Fear, The Sales EvangelistWe all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well… cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears – or at least accepting them and learning how to cope with them – is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced – once the number of unknowns is reduced by planning ahead – the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

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

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

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Carissa Hill, Donald Kelly, The Sales Evangelist Podcast, Time Management

TSE 949: Sales From The Street – “You Do Have Time”

Carissa Hill, Sales From The Street, The Sales Evangelist, You Do Have Time

Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s because they aren’t using their time in the right way. They aren’t prioritizing the things that are important.

On today’s episode, serial entrepreneur Carissa Hill shares how to grow your business and then systemize it, and prove to yourself that you do have time.

Carissa wrote a book called You Do Have Time because she wanted to help people understand that when they use their time the right way, they’ll have plenty of time to accomplish the important things that need to be done.

Changing focus

Carissa’s journey began when she was trying to run three stores by herself and she realized she was taking on too many things.

She focused on all the wrong things instead of focusing on the things that would truly grow her business.

Carissa was operating a chain of hair and beauty salons and she found herself micromanaging her team. It kept her from getting the results she wanted, just as it does to other people.

Business owners might, for example, invest time in getting more social media followers instead of working to truly learn marketing, and sales, and conversion.

Right things

If you want your business to continually grow, you must focus on lead generation and sales. As soon as you take your foot off the pedal for marketing and selling, it will slow down.

As you grow, you can scale that by hiring salespeople or automating things. You can offer launches to groups of people rather than selling one-to-one.

Many sellers and business owners allow fear to dictate their actions. Fear of rejection, fear of the next level of success, and fear of the unknown prevent people from taking the next steps.

Many people run Facebook ads that generate a lot of success, and then, instead of hiring someone to help them continue to grow, they’ll turn the ad off because they are too busy.

When they get out of their comfort zone, they’ll return to the place where they are comfortable rather than pushing out of it.

People fear uncharted territory and additional work and the second- and third-order effects that come with success.

Overcoming fear

Carissa said the key is to help clients find clarity about the things they are truly afraid of.

What is the worst thing that will happen if you take this step?

When Carissa started making YouTube videos, she was terrified of negative comments. That fear kept her from generating videos for a long time until she intentionally addressed what she would actually do if she got negative comments.

Once she had a plan for the worst-case scenario, she was able to move beyond the fear and try making some videos.

Don’t allow the fear to linger in your brain.

The other step is to decide whether you’re prepared to stay in the place you’re currently in. If you aren’t willing to stay here, then what will you do to get yourself out of this place?

The truth is that you could be helping many more people if you got beyond the fear that is holding you back.

Eliminate clutter

Answer this question first: Are you crystal clear about where all of your time is going?

Many people don’t know the answer to that question, so the best place to start is with a time-audit system. Keeping a time audit means that you write down everything you do and how long each task takes you, for a total of seven days.

Once you’ve done that, you can pretty quickly identify the wasted time in your day. The simple act of writing down your tasks will kick yourself into gear because you’ll create accountability for yourself.

You’ll discover the time you’re spending on social media, even if it’s just in 5-minute increments. You’ll identify all the things you’re doing in a week, and you’ll likely find tasks that aren’t creating any return on investment and that aren’t enjoyable for you.

The first thing Carissa did was outsource her housecleaning because it took hours of her time and she didn’t enjoy it. She recovered the hours she once spent cleaning her house so she could focus on other things.

Once you’ve completed a time audit, put a smiley face or sad face next to each item as a step toward figuring out the tasks you want to keep and the ones you could let go of. Find things to outsource or automate.

Make a “Things Not To Do” list to identify the things you don’t want to do. Focus on those things that will move the needle.

Streamline

Carissa discovered early in her coaching career that she was spending a lot of time on sales calls because she thought that was the only way to sell. She got tired of it because she couldn’t scale herself.

She tried an online launch style because she determined that her ideal prospects had all the same concerns and objections. By getting numerous people on one call, she was able to streamline her process and save herself a lot of time.

She found herself having the same conversation over and over, so she addressed those questions and issues in a PDF. She offers it as an info pack to her prospects, who can contact her if they need more information after they’ve reviewed it.

Facebook ads

You’ve got to have a really good offer and if people want it, they will buy it. Offer something that sells someone’s problem.

Offer content that is so good that you should really be charging people for it. Don’t hold too much back from your prospects.

If you can get people results in advance without costing them anything, you’ll create the sense that the paid info must be really good if the free stuff is already producing results.

Time

You can’t get time back. The way you spend your minutes, your hours, and your days is your entire life. You can always make more money but you can’t make more time.

Get really clear about what you want out of your life. Determine what is most important to you.

Instead of reaching the end of your life wishing you hadn’t spent so much time scrolling on your phone, do things that actually help people. Spend time on things that you enjoy.

Ask yourself this: Is this the highest and best use of your time?

Post that question somewhere that you’ll see it frequently and you’ll improve the way you spend your time.

Focus on delivering what people really want. Focus your energy on that so you can help people well.

“You Do Have Time” episode resources

Connect with Carissa on her website or her Facebook group.

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

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

Check out TSE Hustler’s League and apply to see if it’s a good fit.

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

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

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast

TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales

Samantha Alverez, Donald Kelly, The Sales Evangelist Podcast

 

 

The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales?

Today on The Sales Evangelist, Samantha Alvarez explains why you should view sales as a service, and the important role persuasion plays in all aspects of life.

Sam coaches entrepreneurs who have a hard time selling themselves, and helps people discover the service side of sales. Prior to her time in sales, she was a nurse practitioner, one of the most trusted occupations in the country. Moving from that to sales, often considered the least trusted occupation, created an identity crisis for her, but it moved her to discover how her coaching could help people achieve their vision.

Now she focuses on removing the roadblocks to learning soul-centered sales.

Fear

Sam realized early on that sales involved persuading people to buy, and that felt wrong. She felt like she had moved from an industry of giving to people to an industry of taking from people.

The jolt was so profound that she spent the first six months of her sales career speaking in a fake accent, because she didn’t want to take on the salesperson identity. She was afraid of who she would become.

Along the way, though, she realized that she didn’t have to use her skills to hurt people.

In fact, she discovered that the same persuasion required of sales professionals was the skill that empowered medical professionals to convince people to care for themselves. Most of the people she saw in her practice were relatively healthy, but she had to persuade them to make healthy choices for themselves.

The sales industry helps people dream, and it creates a new reality for people as they learn to do it well. Sam envisioned herself as someone who was helping entrepreneurs create magic, and she learned to accept herself in a sales role.

Uncertainty

Although she loved her job as a nurse practitioner, she was burned out. She needed to leave but she wasn’t sure where to go. She accidentally fell into sales for medical research, but she didn’t expect to like it.

It was a perfect fit, because it enlisted her 10 years of medical experience helping to find subjects to participate in expensive medical studies with extremely stringent criteria.

She realized that sales improved things for people, and the more confident she got, the more she recognized her ability to help people create new realities for themselves.

Prejudice

Early on, Sam believed that sales was a zero-sum game: salespeople win, and buyers lose. She bought into the negative connotation, so she just wanted to make her commission and move forward.

Slowly she realized that she was working with people who were doing cool things,  and she was helping them accomplish those things.

She recognized that sales was simply persuasion, and persuasion exists in many different industries. When she accepted sales as an opportunity to persuade people to do things that moved them forward, she started having fun.

When you help people change the way they think and feel about themselves, people get excited.

“Soul-Centered Sales” episode resources

You can connect with Sam and find out more about her coaching practice at www.samalvarez.com.

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen keeps salespeople from having to shoot in the dark. It prevents them from guessing how to build value because buyers are telling us to stop selling and start leading.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

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

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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

Audio provided by Free SFX.

Fear, Prospecting, Fear of Rejection

TSE 777: Don’t Lets Your Fears Keep You Stuck

Fear, Prospecting, Fear of RejectionAre you afraid of cold calling? Are you afraid of reaching out a new customer? Or are you scared to try out a new position in your organization? How about following up on a customer who hung up on you?

Today, I talk about some fears that could be holding you back and how you can hopefully overcome them.

What is FEAR?

Fear is this belief that someone or something that is likely to cause us harm or pain. We have these feelings in our hearts and minds that we conjure up with our imagination that causes us to have fear.

Phobias come in many forms and they’re basically irrational fears.

Personally, I had this fear of riding elevators because I was afraid of getting stuck in a small place. It’s because of a show I watched where someone got stuck in the elevator. And that just kept going in my mind.

The way fear works is we tend to focus on the negative side of things.

Overcoming Fear

I learned to get over my fear of riding elevators when I went to a debate tournament in New York City in 2000 and I pushed myself to ride the biggest elevator at the World Trade Center.

The result: Nothing happened. We got to the top and the view was amazing.

Case in point: Your fear isn’t really founded on anything. Usually, what you fear of the most doesn’t actually really happen!

Phobias as Sales Professionals

Sure, you could be scared of the thought of being yelled at or rejected, but what’s the worst thing that can really happen?

You can focus on the negative but you can also focus on the POSSIBILITIES!

What if the deal could actually happen? What if they’re actually interested in your product/solution or that you land an appointment. You take the management role. See, the opportunities are endless.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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

Facebook group The Sales Evangelizers

Donald Kelly, Fear of Rejection, The Sales Evangelist

TSE 597: Don’t Talk Yourself Out of It

Donald Kelly, Fear of Rejection, The Sales EvangelistYesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.”  So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that meant letting opportunities pass by.

Reasons why sellers don’t ask and what you can do about it:

  1. Fear

Fear is false evidence appearing real. They’re simply false ideas. These are the things we tell ourselves that may happen but the likelihood of them happening is zero to none. These are things that appear so real that they hold you back. Don’t let these ideas hold you from taking action. Change the story around and fill your mind with the things that are potentially good.

  1. Laziness

Laziness holds you back from taking action and from making any money. No one person who became successful was ever lazy. All things require work and a massive amount of action. You can relax later on. Don’t be lazy. Don’t be late. Don’t start your work day late. Get working and start hustling. The best way to prospect is between 8 and 10 am so get out there or get on the phone.

  1. No habits or sales process that can help guide them especially in certain situations

Having confidence comes from having a process or having an understanding of what’s going to happen before it happens. When you create a habit or know the process, you know the outcome from the beginning. You experienced it before and you know what to do in case things happen.

As you make phone calls or go door-to-door and you’re afraid of those rejections, what process can you put in place? Figure the top five to ten things these prospects may tell you such like rejections or challenges. Then carry on the conversation if any of these come up. What could be their “unconsidered need” which is something they don’t know they may need right now? It could be painful but they didn’t realize it until you came. Utilize some opportunities to plan and to be effective.

  1. No strong why or motivation

You have to have a strong enough motive. What motivates you? having a strong motive provides that force that pushes you through any adversities. When you don’t have a motive and you just wing it, this doesn’t work. What is it that moves you? Maybe you want to travel or get married or buy a house or provide a way for your family to not go without – whatever it is, use that as fuel every single day to guide you.

  1. Not knowing how to handle rejection

People are going to say no to you. They’re not going to like your product. And that’s all fine. That’s life. Not everyone likes everyone. Understand they are rejecting your role and not you. They’re rejecting the salesperson and not you as a person. They don’t know you. And maybe you didn’t just do a good job of letting them know you. So create a way to get them to know you. This could mean multiple attempts of reaching out to them and having that opportunity for you to present value so they can see what you can do to help them. Take advantage of social media or email. There many things you can do to grab their attention.

If you want to learn how to become more buyer-centric to help increase your win rates, check out the TSE Hustler’s League.

Episode Resources:

The Three Value Conversations by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Join the TSE Hustler’s League.

Be a part of The Sales Evangelizers group.

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

 

Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast

TSE 484: Sales From The Street: “I Was Afraid of Asking For Big Dollars”

Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast Today, it’s my turn again to share the struggles that I’ve had. I was that sales guy. I’ve done pretty much everything — door-to-door, IT training classes, appointment setting, etc. I’ve sold almost everything from Dish Networks to medical services, EHR records, until I settled in software where I sold document management solutions.

Podcasting

I launched The Sales Evangelist as a little side project (for which I’m doing it full-time now) until it grew to a point where people asked me for some coaching and training and I helped them develop some processes and put the system in place. I also have the TSE Hustler’s League, an online group mastermind and coaching group.

Speaking

I love speaking and it’s obvious since this is the 484th episode. I love to be behind the mic. I am also being given opportunities to speak at conferences or small groups. And when they asked me how much I charged for my services, I didn’t know how to do that. This was a big challenge for me.

My greatest challenge – Asking for more

And then my clients started to tell me that their lives are being changed. Once I started to see and believe that the things I have to say can change sales teams or motivate an organization or a group of people and they’re seeing great results out of it, this gave me the confidence to start asking for more.

Crush that limiting belief!

I finally overcame that limiting belief that I could not get that much money. What are some limiting beliefs that you have? If you have the value to bless or help somebody’s life then ask for it. If they’re going to get that ROI, ask for it. It is your moral obligation to do so.

People put more value on high-ticket items.

I used to charge low for coaching at one point and then I realized that the people weren’t doing the things I was coaching them on when I was charging them lower fees. And then when I raised my coaching fees, I saw people were applying the stuff I was giving them and they placed more value on it. Their lives are transforming. But that came as a result of me asking for more money.

Today’s Major Takeaway:

Don’t be afraid to ask for more if you have something of value. Ask for it because people will feel and see your confidence. They will apply your stuff and they will see great results.

Episode Resources:

David and Goliath by Malcolm Gladwell

Steal the Show by Michael Port

TSE Hustler’s League

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Fear of Rejection, Donald Kelly, Angel Denker, Podcast

TSE 134: The Surest Way to Overcome Your Fear of Rejection

Fear of Rejection, Donald Kelly. The Sales Evangelist, Angel Denker “In sales, we’re going to hear that “no” word and we’re going to hear it a lot.  We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel

Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.

In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.

Here are the highlights of my conversation with Angel:

How to Overcome Your Fear of Rejection:

  1. Be able to take that “NO” and just move on.

“No” may just actually mean:

  • “Not now”
  • “I’m just busy today. I don’t have time to listen.”
  • “I don’t have the money right now. We don’t have budget.”

“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel

  1. See things differently and stay positive enough to make your next call.

Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.

The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!

“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel

  • Eat positive food everyday.
  • Train your mind.
  • Learn about this idea of rejection, which starts in your childhood, and how it can affect you. How did you take those “no’s” as a kid?

The I.R. (Identity Role) Theory:

Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis

The attitudes and beliefs of a salesperson are an integral component in their success

Identity:

What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective

Role:

  • Roles change: wife, daughter, wife, golfer, etc.
  • You perform your roles in a different way depending on your circumstances.
  • Your performance and your roles are changing

How to practice this:

  • Get your head in the right place; otherwise, you start to make excuses for how to perform in your role
  • Learn through listening and watching really good salespeople (reading books, CD’s, webinars, seminars) or just writing with somebody out in the field who’s a good salesperson

“Salespeople that are good, reward themselves.” – Angel

Should you take it personal when you get rejected?

It’s not taking it personal but you’re just in the learning stage.

Taking it personal will kill you in sales. Instead, determine:

  • What lesson you learned from that call?
  • What should you try differently next time so that wouldn’t be the reaction you get?

How long will it take to reach that level of confidence?

If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.

It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.

Angel’s Major Takeaway:

“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”

“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”

Connect with Angel through angeldenker@gmail.com or reach her through her phone number 954-675-3790.

Overcoming Fear, Rejections, Confidence, Sales Training

TSE 125: Overcome Your Fear Through Persistence and Confidence

Overcoming Fear, Rejections, Confidence, Sales Training “That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” -Ralph Waldo Emerson

Heber J. Grant was also a big proponent of this quote for persistence and tenacity.

Problem:
  • We anticipate things before they happen and since we tend to envision the worst, that translates into poor performances. We are too busy focusing on things that are not REAL that we forgot to focus on the now! Many times these  fears of failure will stop us from performing well in anything else that we do.
One example was when I played flag football in college. I was too focused on getting hit  (the fear of it) or missing the ball, that I would not catch the ball. Worst of all, many times the things that I was most fearful of never actually happened.
 
So it is with sales. We worry about “what ifs” and 9 times out of 10 those “what ifs” NEVER happened. What if the prices is too high, what if they say no, what if I forget what to say or what if he thinks I’m not telling the truth? No one else is thinking about those “what ifs”, but  you. The truth is, those “what ifs” are lies that translate into fear and poor performance.
Solution:
If we however, focus on the positive, we tend to see a better outcome. 
  • Focus on what you need to do right now
  • Practice what you are going to say…say it over and over and over again
  • Practice your body language in front of a mirror so that your body gestures exhibit that of a confident individual
The more confident you sound, the more likely someone else will be confident in the value you claim you have. Overall, take that new found confidence, 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!

 

 

Online MLM Leader, Ray Higdon, Homebase Business

TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales!

Online MLM Leader, Ray Higdon, Homebase BusinessHave you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success.

Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.

In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.

Here are the highlights of my conversation with Ray:

Ray’s entrepreneurial path:

  • Leaving his high salary job and getting into a real estate business
  • Market crashed and he wasn’t equipped to adapt and ended up losing every dime
  • Getting into home based business and turning it into a multimillion dollar generator

Overcoming fear and procrastination: The linchpin to a new life

His morning routine:

  • Reading his affirmations
  • Doing the hot-cold routine: Getting into a hot tub and plunging into cold water.
  • Using incantations everyday: Earn the towel!

Creating incantations as a psychological trigger:  Swing the bat!

Tips for overcoming fear:

  • Having a daily routine.
  • Being consistent.

How do you become consistent?

  • Creating a vision of who you want to become.
  • Holding on to the vision of that entity.
  • How this is different from your WHY

Creating a vision of who you want to become:

  • What does that look like?
  • What do people say about you?
  • How are you seen in your profession, employment, and among your sales people?
  • How do people view you?
  • How do you view yourself?
  • Who do you want to become?

How to develop your own vision:

  • Ray Higdon’s Vision
  • Simon Sinek’s great TED Talk, Start With Why: Ray thinks he falsely calls it WHY
  • Steve Jobs as a visionary
  • If you had a magic wand, who would you be?

2 critical elements to success that people should tap into:

  • Growth
  • Contribution

An example of Ray’s who has implemented what he’s talking about:

  • Quitting a job and getting to a point he’s making over $10,000 per day
  • Traveled and sent Ray a picture: a note from his wife about how much she loves him

Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.

Current projects Ray is working on:

Connect with Ray on www.rayhigdon.com and get fresh, new content every week. Or listen to his Home Business Profits podcast.

Check out Ray’s Workshop on Overcoming Fear and Procrastination. 

Ray’s Major Takeaways:

“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”

“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”

“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”