Category Archives for Jill Konrath

Donald Kelly, The Sales Evangelist Podcast, 800th Episode

TSE 800: Some of The Best Tips From Over 800 Episodes Published

Donald Kelly, The Sales Evangelist Podcast, 800th EpisodeToday’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast.

I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss where we’re headed next and the new things you can expect from us in the coming months.

From our first 799 podcasts:

Overcome self-doubt.

In episode 001, Jared Easley, host of Starve the Doubts podcast, and Jeffrey Gitomer, author of The Little Red Book of Selling, discussed self-doubt, and the ways to overcome the self-doubt that plagues people in all industries: sales, business, even life.

Gitomer shared the impact of growing up in a family where people made their own money. Because he grew up around it, he assumed he would do the same.

The people around him were successful, so he assumed he would be successful as well. He never doubted himself, even when he went broke.

From that, Gitomer explained the importance of surrounding yourself with people who are achieving great things. Spend time around top performers and see what you can learn.

Take action.

Serial entrepreneur Ralph Quintero challenged us to do the things we know we need to do as sales professionals that will bring us success and happiness.

We should begin by looking at numbers, because they don’t lie. If we make 10 phone calls but convert only 2 of them, those numbers don’t lie.

Perhaps we’re allowing our fear of rejection to keep us in the office instead of getting in front of prospects. Maybe we’re staying out of the office to avoid working the phone.

If you are’t constantly hustling, you may be the reason you aren’t achieving the success you desire.

Understand buyers.

Many of us mistakenly believe that buyers make decisions based upon products, services, brand, pricing, or other variables.

Jill Konrath challenges that notion with research that indicates buyers make decisions based upon their experience with their sales person.

The more information you have about your buyers, his priorities and plans, his obstacles and challenges, his processes, and his finances, the better equipped you’ll be to bring insights and information that can help him meet his objectives.

Be human.

Jon Buchan shares his genius copywriting experiences with salespeople who are engaging in cold contacts.

He takes advantage of the fact that his prospects don’t know his name and he uses it to inject humor and honesty into his cold emails.

My name is Jon. You don’t know me because I got your name from a list, but at least that means you’re list-worthy, right?

Because his emails begin with such brutal, unexpected honesty, he has credibility in the eye of the prospect. Additionally, he has made them smile and he has piqued their curiosity.

Be human. You’ll stand out from the others.

Prioritize presentation.

Patricia Fripp came to the U.S. with $500 and made a name for herself as a woman specializing in men’s hairstyling.

She started her own business when she was 30, and she invested time and resources in several speaking courses at the urging of her mentors.

When she was 39, she sold her hairstyling business and started a business as a keynote speaker, which led her to work with sales professionals who seek to improve their sales presentations.

Her clients realized that they were in danger of losing large deals, not because of price or offering, but because of presentations. As a result, Fripp teaches sales reps to sound more professional, more personable, more persuasive, and to connect better with clients.

Join our community.

Each of us has our own niche in sales, and we often get into our silos and focus on our own industry. Other professionals are selling successfully in other industries like cars or advertising.

If those people are doing something that might benefit you, wouldn’t you want to try it?

The The Sales Evangelist Hustler’s League is an online group coaching program that brings together sellers from all over the world to share training, exchange sales tips and grows in their careers.

Moving forward, time limitations will restrict the number of one-on-one coaching commitments we can accept because we always want to focus on quality. F

We’ll be adding a second podcast in April and we’ll work with companies later this year to generate leads, create opt-ins, and develop business.

We hope you’ll join our Facebook group The Sales Evangelizers. 

We also hope you’ll share this podcast with others who can benefit from it, and that you’ll leave us a review wherever you consume this content. If you haven’t already, subscribe to this podcast so you’ll benefit from all the things we have learned and will continue to learn.

Episode Resources

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TSE 068: Learn How To Become An Agile Seller with Jill Konrath

Jill KonrathJill Konrath  is a best selling author of 2 award-winning books: SNAP Selling (#1 Amazon bestseller) and Selling to Big Companies, a Fortune magazine “must read.”

Jill’s newest sales book, AGILE SELLING, was released earlier this year and was the target focus for this podcast interview. The main things that Jill does in her book is teaching salespeople how to succeed in a constantly changing sales world.

Jill is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Jill has worked with companies such as IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms. She is an industry thought leader and sales expert.

Here are some of the major takeaways from our discussion:

  • Recognize that your clients and prospects may not be an expert in your industry, product or service. It becomes your moral obligation to clearly provide vital information to them that they don’t know. In essence you have to think one step ahead and lead them. 
  • Prepare an agenda for your meeting with your prospects and clients. This will help them to recognize you as a professional and also provide for an easy way for them to build trust in you. 
  • One thing many buyers are making a decision on is their relationship with the salesperson. Today it is not about your product or service, it is about truly understand your buyers! 
  • The more you know about your buyers, the processes they are using, the financial matrix they are using, the goals that they have etc. the more effectively you will be able to provide value to the seller with the ideas you bring. Understand that your buyers are busy and they want to work with people who can think for them without them doing all the work. 
  • If you are having a tough time as a seller, you must be brutally honest with yourself and evaluate where you are having challenges. Whether the challenges are you can’t get second appointments, you are having trouble finding your idea clients etc. 
  • Executives feel that less than 15% of sellers are prepared for a meeting. Only 7% of these executives will schedule a second meeting.
  • Learn to “borrow the brain of others”! This principle allows you to think like others! 
  • Sellers need to LEARN FAST! Be an idea person for your client.

Stay in touch with Jill:

www.JillKonrath.com

Visit Jill’s resource page to gain access to a lot of FREE information!

Check out a preview of the book on Amazon!

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