Focusing Archives - The Sales Evangelist

Category Archives for Focusing

Kevin Yee, Rejection, Dan Loc, High Ticket Closing

TSE 1014: Sales From The Street: “New Rejection”

Kevin Yee, New Rejection, Dan Loc, High Ticket ClosingAs salespeople, we’ve all faced new rejection. It feels like a punch in the gut every time. It can sometimes make you question if you should even stay in the business.

Kevin Yee knows what I’m talking about. Rejection is especially hard to handle when you are new to it as Kevin was.

Kevin left the pharmacy industry and now runs a high ticket closing agency of about ten team members working with B2B and B2C clients.

It was risky move but after attending a sales training course, Kevin was highly motivated. He was excited to start making calls but terrified at the same time. He knew he lacked experience and that affected his confidence. Kevin wanted clients but he wasn’t sure if he was really going to be able to help them.

Intellectually, he knew he could work hard and figure things out but he remained insecure.

The wrong focus

He was so focused on those insecurities, that within moments, his first client had control of the call. Looking back, Kevin realizes he was trying to be someone that he wasn’t. He is naturally inclined to be helpful but he was trying to be authoritative in his delivery.

He knew all the right things to say but he lacked conviction and it came across in his voice. It didn’t help that the client was also not interested in the services of a high- ticket closer.

Kevin had worked so hard to put everything in his training so the rejection really hit him hard. His confidence in sales was shaken.

He didn’t want to go back to pharmacy, however, so he decided to try again.

Trying again

At the time, he was a one-man sales team. He had a marketing background so he set up a sales funnel for himself where he was the closer at the end. With help from his YouTube channel, the leads started to come in.

It was a good problem to have.

Kevin signed on a few friends to help out. Having confidence in the team’s ability to get results made it easier to reach out to more and more clients.

It has been six months since the sales funnel took off. The team has been getting better and better and Kevin has focused on getting more and more clients. He learned how to really connect with people and to be a good friend to his clients. Kevin takes the time to really learn about their businesses so that he can tackle any problems his clients may have.

He knows that the most important part of any new business is marketing and sales.

Working with others

He and his team are currently in the process of onboarding a B2B client with six-figure packages as they continue to reach out to new clients.

They strive to authentically reach out to people to help solve the closing and sales problems of their business. He believes there is a lot of opportunity on the table and is excited for the future.

Kevin knows he could not have done it alone. He encourages you to reach out to others, especially if you are struggling. He believes that you have to have a giving mentality to succeed; nobody wants to work with a selfish person.

Sometimes we just get so focused on our own lane that we fail to realize there are cars next to us. Kevin hopes his story will inspire others who may be ‘in the slumps’ to keep putting themselves out there, and to rely on others for help as you continue to do the same for others.

“New Rejection” episode resources

Check out Kevin’s YouTube channel at Kevin Yee PharmD, or contact him at refugeehustle.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.

 

 

 

 

Sales Vision, Daily Planning, The Sales Evangelist, No Vision

TSE 997: Where There is No Vision The Salesperson Perishes

Sales Vision, Daily Planning, The Sales Evangelist, No VisionWhere there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset.

The book Think & Grow Rich by Napoleon Hill, now available as a free download,  addresses the importance of vision and what can happen when you don’t have an eye on the future.

Vision for salespeople

Vision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years.

Without vision, you won’t progress and you won’t grow.

We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads.

Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over.

Positive loop

Michael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed.

I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios.

If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings.

You may work with people like this.

Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking.

Change your focus

Emerson said that whatever we persist in doing becomes easier.

I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes.

If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things.

When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach.

When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them.

Get rid of negative

When I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us.

If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen.

Be honest about the fact that you’re trying to focus on positive things.

Imagine the wins

When you achieve your daily goals, what will it feel like? What will you say to convince those people to close?

Practice seeing how that will look.

Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision.

You’re listening to this podcast, and that’s a great start.

Command your destiny

Take charge of your future.

For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast.

I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth.

My vision helped me connect with the right people so that I found positive opportunities.

Create positive vision for yourself.

“No Vision” episode resources

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.

Focusing, Donald Kelly, The Sales Evangelist Podcast

TSE 562: Focus on Your Essential Product or Service

Focusing, Donald Kelly, The Sales Evangelist PodcastI recently read this book called Essentialism by Greg McKeown and the idea is about disciplined “pursuit of less”. This is built around the context that when you do less, you gain more.

Sure, you can try to sell all products but these products have their own buyer persona. As a new SDR, imagine how complex this can be. Instead, how about just focus on that product that matters the most to your organization?

  1. Focus on only one product.

Take your flagship product and teach them on that. Make your team become experts of that one particular product. This is something that gives you the most leads, something that generates the most money.

  1. Diversify the members in your team.

Have one particular individual focus on only one or two buyer personas so they can have meaningful conversations. Most sales reps flip from one buyer persona to another and try to sell to each one of them. Eventually, the more conversations they have, the more burned out they’d get and they eventually become experts of none.

  1. Focus on what brings you the most results.

Find that most essential product you have to sell and eliminate the ones you really don’t need to push and just put them on the backburner. Identify the product which gives you the most revenue and focus on that.

  1. Structure your day.

Especially if you have multiple products to focus on, structure your week in such a way that, for instance, you focus on product A on day one and then focus on product B on day two and so on. Or perhaps structure your day in a way that you focus on one product at a time. Multitasking does not work. Hence, you can only maximize your result if you focus on just one thing at a time.

Episode Resources:

Essentialism by Greg McKeown

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Donald Kelly, Best Sales Podcast, Essentialism: The Disciplined Pursuit of Less

TSE 352: Why Most Sellers Are NOT Being Successful!

Donald Kelly, Best Sales Podcast, Essentialism: The Disciplined Pursuit of Less Do you feel like you have too much going on? You have so many tasks to take care of. You need to prospect. You still have to make proposals. You have to close those deals. And the list goes on… Whew! Overwhelming, isn’t it? So you will most likely end up being the “jack of all trades, master of none.” But of course, you wouldn’t want that to happen to you.

Today , I’m going to share with you some tips and advice to help you become more successful by focusing on the essentials.

We are specifically talking about a great book called Essentialism: The Disciplined Pursuit of Less by Greg McKeown where I will be touching on some points and how you can apply these as sellers as well as my experiences and how applying these concepts have helped me with my business and personal life.

Some Key Points from the Book, Essentialism:

Focus on THE most important things to help you become better in sales.

For sales managers:

Look at your team members’ workload and take a deep grasp of what they’re actually doing. If you’re able to take some of these things off their plate, could they improve on their selling? Are you setting up your salespeople in failure by sending them tons of non-selling related activities that take them away from selling? Are you giving them tons of projects? Are you having too many meetings that pull them out of the field?

  • Develop a prospecting team. Separate your sellers from your prospecting or marketing team.
  • Create insight sellers where their job is to prospect and work these leads to prepare them for the sales professional who can take them towards the end of the process.

Take this: Salespeople spend 40% of their time actually selling while the rest is spent doing non-essential activities.

 

  • Leverage the power of outsourcing. Determine what activities are pulling you away from selling. Then find people who can do that. Hire team members to take care of those activities so you can concentrate on selling.

 

Lastly, make sure the prospects are being taken care of.

Episode Resources:

Essentialism: The Disciplined Pursuit of Less by Greg McKeown

Coaching Salespeople into Sales Champions by Keith Rosen

Podcast Movement

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Curtis McHale, E-commerce, The Sales Evangelist

TSE 092: Service and Focus, Keys To Your Unbelievable Sales Success!

Curtis McHale, E-commerce, The Sales Evangelist  Curtis McHale is a successful entrepreneur, coach, writer, and speaker. He is living his passion for designing and building WordPress sites and plugins through his company SFNdesign, which specializes in eCommerce and Membership sites, as they seek to help their customers solve their online business problems.

In this episode, Curtis shares with us the concept of service and how service equals sales. Additionally, he talks about the power of choosing your ideal clients and refining who your ideal clients are through asking them powerful, yet impactful questions to cut through the process of finding customers that best fit your business. He also touches on the importance of turning down customers in exchange of getting higher overall returns.

Here are the highlights of my conversation with Curtis:

Curtis’ coolest sales experience when he was the customer.

The only way you can run a good business is if you’re serving your clients.

Many people don’t like being sold to.

The importance of having an idea who your ideal customer is for your business.

Reading Michael Port’s Book Yourself Solid four times and eventually doing the work.

Refining who your ideal client is.

  • Sending the first email to qualify them to move into a phone call.
  • Asking the same questions during the call.
  • Asking them if they enjoyed the call.

Getting lower financial value for his business but getting higher value overall in life.

On turning down people,

  • He doesn’t say “no” a lot. Personally; he makes them say “no”
  • Requires them to answer seven questions; if they don’t answer – bad fit!
  • Evaluating those you’re looking at as your ideal customers
  • Having the ability to say no to customers who are not an ideal fit for your business

Expense vs. investment

[Tweet “Get people to shift their mindset from think of your product or service from “being an expense” to “being an investment @curtismchale””]

Curtis’ questions on his initial email in finding his ideal customers:

  • Why is this current thing you want to do more important than you could be doing?
  • Have your clients been asking for this or internal staff?
  • What would happen if we didn’t do it?
  • What opportunities would you lose?
  • What happens in your business when we finish?
  • How will you move your business to the next level?
  • How are you going to measure success?
  • Timeframe – How long?
  • What’s your budget?

Current projects Curtis is working on:

  • Focusing on how to 10x his business for 2015
  • Putting his focus more on coaching, products (ex. his book: Don’t Be an Idiot:  Learn to Run a Viable Business)
  • His plan to release 4-5 books by 2015

Connect with Curtis over at curtismchale.ca (for coaching). He keeps one call per week for free.

For more information on eCommerce development or membership sites specifically on WordPress, you can find him at sfndesign.ca.

Curtis’ yearly course: Hope is not a strategy: Get a plan for your next business year

Curtis eCommerce and membership development site: http://sfndesign.ca

Curtis Sample Email:

Hey (client name) thanks for getting in touch about (project). It sounds interesting but I need some more information to help me decide:
1. If I’m a good fit or
2. If someone I know is a better fit
What I need to know is:
1. Why do you need (feature or project) now and why is it more important than something else you could be building?
2. Have clients or internal staff been asking for (feature or project)?
3. What would happen if we didn’t do (feature or project)? What opportunities would be lost?
4. What will happen to your business when we finish (feature or project)? How will it move your business to the ‘next level’
5. How are we going to measure success of (feature or project)? (time saved, more conversions to email, more sales…)
6. What is your timeframe for completion?
7. What is the budget you have allotted for the project?
Budget is usually the hardest question here but it’s something that I need to at least have an idea on. Do you have $1000 and I need to find existing solutions that can be ‘glued’ together to meet your goals (and you’ll probably have to give up on some specifics of how it works) or do you have $30k (or more) to spend and we can build you whatever you specifically need?
So even a range of where things start to feel ‘expensive’ helps me know what to think about as I sort out what works for your project.
The questions above are going to help me know a few things:
– if I’m the best fit for your project
– if someone else is a better fit
– if I’ve got the time for the project
– if my costs fit with your budget
– if I know of someone else that fits your budget better
Thanks for the answers, and have an awesome day
(your email signature)

Curtis’ Major Takeaway:

Book Curtis Recommended: 

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

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

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

The key is to focus, focus, focus!

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

 

  • Focus on deals that are more likely to close.

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

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

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

 

  • Be direct with your prospects.

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

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

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

 

  • Bring in the executives.

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

 

  • Offer promotions.

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

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

Previous TSE episodes mentioned:

Episode 79: Is Opportunity Hoarding Killing Your Closing Rate?

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