Category Archives for Objections

TSE 1189: How to Nurture No into YES

TSE 1190 How to Nurture “No” Into “Yes”

A good salesperson knows how to nurture “No” into “Yes”. Hearing No in the sales world is common regardless of what you sell or to whom you’re selling to. When you hear a no, you can’t just back down and give up. You need to get back on track and fix it. 

Craig Klein is based in Houston and he works in the energy business. He used to make deals with large oil companies and the deals would take a year or more to close. With that period of time and the level of complexity of every sale, he sought help from others. 

He began Sales Nexus to address that inefficiency. Today, his company helps other businesses to grow and aims to help everyone in the community give their fair share of making their community a better place to live. 

No is difficult to hear 

Craig was trained by Dave Blanchard for awhile. Dave does executive training and he talks a lot about our need to be right. Humans as we are, once the idea is planted in our head and we start dreaming about it, the idea becomes real. If that idea is taken away, we end up getting hurt. 

It is the same with sales. We meet our clients with big plans for closing the deal but when we turn up, we are told no and that hurts. There’s a lot of burnout in the sales position because sales reps tend to make many phone calls and end up getting No. The thing about it is that when we hear No, we tend to take a step back and sometimes, we don’t ever make a step forward again. 

Nurture “No” into “Yes”

Salespeople need to learn to be a bit aware of themselves and to focus on the customers’ needs, not on what they need. It’s also important to realize that sometimes, the prospects say “No” not because they don’t want to do business with you. They may be tied to a contract to your competitor or now may not be a good time. 

The primary way to nurture “No” into “Yes” is to have a sales strategy that makes you stay engaged with the prospects and build relationships over time. #Relationships

It’s not efficient to just focus on who you can close this month, it’s also about focusing on the people you can close deals with in due time. 

Stay in touch 

For every No you get, you make sure to take their name, their email address, their phone number, and keep it somewhere safe. You always have to write down everything you have learned from this customer including their budget cycle and their needs. Then, you create a system that allows you to keep connecting with time and getting them engaged. Check them out every once in a while and ask them how they’re doing. Let them know that you’re there. 

Meanwhile, you can find somebody else who is ready right now. Just keep nurturing and keep moving forward. 

Change your mindset that you will close every deal you have because that won’t happen. Instead, think of every appointment as a way of establishing a relationship based on trust. Resonate to them that you came not just to close but to understand what their needs are. 

Salespeople are like doctors. Physicians don’t sell their service in a way that’s too in your face. They diagnose their patients and examine what is something wrong with them. They then show you the patients how they can help with the problem. 

The same is true for salespeople. We examine their problem and we show them how we can help. You don’t sell the product the moment you meet them. You warm them up and figure out what they need first before presenting your options. 

The automated email drip campaign 

Craig’s Sales Nexus Platform uses an automated email drip campaign in order to stay in touch with their potential customers. They take every lead and put it into their system and into an automated email drip campaign. The potential clients don’t just get generic emails, they get personalized email depending on what they need. 

When the time is right for them, they’d click on the link to their site and they’ll be notified by it. This is their time to give them a call and ask them if anything has changed. 

One of Craig’s clients used the auto-drip campaign and things have been better for them now. They used to have sales reps call chiropractors all day long but these professionals are busy and they don’t look at their phones most times of the day. Then they started putting the chiropractors’ name on the system, they searched for their needs, and on the things they focus on.

They are then placed on their appropriate auto-drip where they get emails that are relevant to their needs. When they interact with the emails, the company is being notified and they get to start pitching again. The auto-drip system allows them to build relationships with prospects without compromising their sales rep’s manpower. 

There other ways to do it. Some are using the typical marketing system and sends out weekly or monthly emails to their list. Others also hire someone whose job is to focus on making mails and sending them out. 

“How to Nurture “No” Into “Yes”  episode resources 

Reach out to Craig Klein by visiting his website. Check out the site to get downloadable PDFs on how you can organize your customer list to send the right emails to the right people. 

Wanting to learn and hear more about sales? Don’t hesitate and connect with Donal via LinkedIn, Instagram, Twitter, and Facebook

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit to learn more and register! 

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Closing, Albert Alexander, Donald C. Kelly

TSE 1173: Three Great Closing Questions


Closing, Albert Alexander, Donald C. KellyThere are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro. 

Albert Alexander has been a partner in a construction equipment sales company that makes parts for excavators and bulldozers for 11 years now. Albert does all the marketing, inside sales, and digital marketing for the company. 

Closing questions

Often, sales reps are good at finding prospects and having a talk with them. Things change, however, when they’re turning them into leads. There are challenges in closing. 

Sales reps have this predisposed idea about how they purchase that gets in the way when they try to close a deal. Albert’s company grows 70% every year and that’s because they stick people to a process

For other sales reps, they stop in the middle of the process and it stops the action of the process moving forward. It could be because of the fear of rejection or any other reason, but the end result is the same. It halts the closing process. 

Imposing your buying style 

There are many decision types and processes that they take. For this reason, sales reps should know their customers through their pains and needs and be completely open to the different decision styles they have. Sales reps should remove their own fears and worries of rejection from the sales process and focus on their customers instead. If they do that, they can be empathetic to the needs of the clients. 

Say, for example, the client’s million-dollar equipment is not working and it needs a $50,000 part that the company sells. For the sales rep, the amount is huge and so he’d say, “I understand you need to think about it,” but that’s not the case for the client. The client is willing to spend $50,000 for his million-dollar equipment to work, but because the sales rep put his purchasing decision in the process, the entire closing will take a hit. 

Sales reps need to change their perspective or their purchasing styles and decisions when closing a deal. Sales reps need to learn to think like the clients they’re talking to instead of imposing their fears, views, concerns, or buying styles to their clients. 

Make a good logical decision for and with somebody, even when they’re concerned. Remind them of the things that are logical and that matter. 

The first step to close a deal is to put yourself in that person’s shoes better and eliminate the fears and worries. 

Closing styles 

We all have closing styles and the first one is the assumptive close. It’s extremely easy and it’s when sales reps choose and assume the next information that you have to collect and continue down the process. It’s almost like assuming that everything’s good and done after they’ve spoken with the client. 

This works for Albert’s company. They’ve implemented the assumptive process and it improved their closing deals to 25%.

So, their sales reps ask the following questions: 

  • Hey, where did you want me to deliver that?
  • When did you want that delivered? 
  • How did you want to pay for that? 
  • Is it going to be a Mastercard or wire transfer?

Most sales reps think that closing is an event and it shouldn’t be. They think that they have to ask questions and shake hands. That’s not how it works. 

If they investigate, build rapport, and lay out the solution that’s logical and emotionally fulfilling, sales reps can assume the next information and assume. Closing is not an event, it should be a natural thing. Sales reps should do all the work upfront and the closing is part of that.

Dig into the objection 

In the case of objections during a close, it’s often not the truth and just a reaction. Sales reps should dig deeper to overcome the objection. 

In Albert’s industry, there are five reasons that clients use to decline. 

  • Time 
  • Money
  • Price
  • Value
  • Quality 

Our sales reps dig deeper by feeding either of the top reasons why clients object to a deal. They wait for their response and try not to be pushy. They just make a conversation and wait because people have different buying styles. Some people like to think about it before saying yes, and some others just agree immediately. 

After the assumption, sales reps should dig deeper into their objection to see the real issue and not just the surface-level problem. In that way, you can give a solution to the real objection. 

A good sales rep is the one who can talk well and has the tenacity to understand and get down to the reasons to investigate. 

Being able to compensate with somebody doesn’t lead to a sale, you need to have a purpose and process. 

Utilize technology 

Sales reps can connect with a customer in a building effect of value. While sales reps are closing, they can talk to their clients in the process. In Albert’s company, their sales reps would send their clients’ invoices while talking to them on the phone. They also email and text pictures of what they’re going to get. They do these things while they’re closing the clients. People love how attentive the sales reps are in the whole process. 

When their sales reps close, they strive to make the clients feel like family. It’s different when clients get all the information they need while they are talking to the sales reps. 

So, utilize technology and use text and video messaging while closing because these things make them less guarded. 


Don’t think that closing is an event

It has to be a process that sales reps are moving forward through. As a sales rep, you need to cover all the bases because everyone is the same and the sale is the same. There are different variables but you can sum them up to a few things that you can master. 

Don’t complicate it and know that you’re closing from the very start. 

Three Great Closing Questions” episode resources

Connect with Albert in his site, You can also listen to their podcast at where they share ideas of the entrepreneurial journey. Their company has gone from zero sales to 30 million a year. They’ve become experts in Google marketing and ad words. 

You can also connect with him on his email at

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It is a 12-course program to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. Simply go to to get the first two modules for free. 

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Rejection, The Sales Evangelist, Cisco Terreros

TSE 1165: Why Getting a No is Not Such a Bad Thing and How to Accept it!


Rejection, The Sales Evangelist, Cisco Terreros

Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing. 

Francisco Terreros is a co-founder of Felkrem, a full-service sports marketing agency focused on two core services. First, they represent professional footballers/soccer players in their careers both on and off the field, and secondly, they sell brands and reach the players’ demographics through sports and marketing. They are FIFA agents and marketers who do sales every day. The sell to parents and kids they want to sign to their firm as well as to teams and sponsors. 

They are selling their experience as sports marketers to brands who want to capitalize on their understanding of how to navigate and reach their target demographics. 

Their company is surviving, thriving, and growing rapidly despite the competition in the industry. Felkrem is dealing with the athletes’ professions and their dreams. 

Getting no as a sales rep

Sales reps have been in this situation once or twice in their careers as salespeople. It’s difficult to hear the rejection, and much more difficult to accept it. But why do we get a no and why is getting a no not such a bad thing

A seller’s job depends on his ability to get a yes, so naturally, a no for an answer is a hard pill to swallow. 

Lions are the kings of the jungle. It’s their natural instinct to turn their chase into actual food. They have their hunting strategies matrixed down that when the prey gets away, they don’t just give up. They walk and find another kill. They also don’t necessarily go for the biggest and the fastest one. They change their game occasionally and go for something else. 

As sellers, we need to think like lions. It is our instinct to turn the potential sales opportunities into yeses. Our game must also be matrixed so that when we hear no, we don’t walk away dejected. Instead, we walk away with a new plan in our head. We should learn to walk away and get the next one. We need to understand that no is part of the process and it’s going to help us figure out what we must tweak to get the yes. 

Overcoming this is a hard job because our lives depend on the yes. ‘

The sales process is a numbers game and our closing rate of yes comes before several nos. Your sales career will change once you realize that and calculate how many nos you need to get a yes. Simply put, a no means one step closer to the yes. 

Back to the beginning 

We must all begin learning the basics before we become successful in our craft. Cisco got an internship with the sponsorship department in a major league soccer team in his area. He was assigned to support the sponsorship team. He took pictures of activations, set up banners in the stadium, and met with clients at the game to let them into the gate. He was a secretary but he needed to be more. He started coming in two hours before his shift and observed. With his notepad in hand, he listened to the sponsorship guide sell and he took notes to understand the process. Weeks later, he asked for more and he was given a list of people. He started calling and calling and got zero yeses. 

Years later he realized that all those nos taught him something since they got him closer to the job. The nos helped him understand himself and his techniques and what he needed to do to change the no into a yes. 

Cisco wouldn’t have been able to understand that it’s all a system and a process if he didn’t start with the basics. 

The hungry lion 

The analogy of the lion is perfect for this subject matter. After missing their prey for a couple of times, a hungry lion is more zealous than ever to catch another one. A hungry lion is persistent and patient in an intelligent way, not in a desperate way. 

We need to help our team understand that. Teach your team to think like hunters and that the no is a way for them to become hungrier. Not desperate; just hungry. Desperation can be felt a mile away, so don’t be that desperate seller who tries to oversell. Be hungry and be patient. 

A seller’s desperation is a puff of wind that clients don’t want to inhale. It’s also good to take a mental note that clients can hear your desperate sound even in a phone conversation. When your voice drops and your tone shifts, your client will start to zone out. Pay constant attention to how you sound and how you deliver your pitch. 

Turn that no to a yes

Cisco had a seller call him in the past for a pitch and his voice and tone were giveaways to his desperation. Cisco helped him understand the process of no and he asked the seller to count the nos he got before he had a yes. A week later, the seller talked to Cisco again but now with a triumphant voice. He said that he got 33 nos before he had a yes. Those 33 nos are no longer awful experiences because those are the setbacks that got him to a yes. 

Knowing the nos is the beginning. Doing something to lower the no-to-yes ratio is the next step. You do that by identifying where the gaps are in your pitch or in the presentation and you fill those gaps. 

‘Check Me’ partner  

Accepting no is a difficult thing but this process is a continuous one. Even if you get better at getting yes, you’ll still face some nos along the way. It’s better to have someone who’ll be on the journey with you. Find someone who can check you and get you back to reality when you’re facing a slump. It can be your co-worker or your business partner. It can be another team member or your boss. It can be anybody who can get you back to your feet. Teach them to remind of you three things:

  • What did you learn?
  • What can I do better next time? 
  • The no means you’re one step closer to the yes.

Be reminded of those three things to overcome the depression and dejection that come with the no. So, go and find yourself a ‘Check Me’ partner. 

This can be applied to basically every aspect of our lives because our society fosters a culture of positivity and negativity. People have high emotions of happiness and low emotions of sadness. This contrast is good because you won’t be able to feel the satisfaction and elation that comes with happiness if you haven’t experienced something bad. 

At the end of the day, rejection is a necessary evil to achieve heavenly success. Your no is one step closer to your heavenly staircase of success. 

We don’t have to become an expert in overcoming rejection but we do have to understand the tools to help us overcome the rejection. 

Learn to turn your awful nos to beautiful yeses. 

Why Getting a no is not Such a Bad Thing and How to Accept it!” episode resources 

Connect with Cisco in his social media to be inspired. Follow him on Instagram or shoot him a mail. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a tool for sales reps and sales leaders to become better in doing their pitches and presentations. The program has 12 courses to help you find the right customers, ask the right questions, and close great deals. You can get the first two modules for free! 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit to learn more and register! 

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TSE 1145: Flip the Script

Oren Klaff

Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instead of conforming to the buyer’s rules.

Oren Klaff is the author of Pitch Anything, a required reading throughout Silicon Valley, Wall Street, and Fortune 500 companies. Oren is the world’s leading expert on sales, raising capital, and negotiation and has written for Harvard Business Review, Advertising Age Entrepreneur, among others. He is also an investing partner in a $2 million private equity investment fund and loves motorcycles. Oren is about to release his follow-up book entitled, Flip the Script.

Raising money for companies  

There is very little flexibility in most meetings, in that what happens in the first few minutes determines the outcome of the whole thing. The pitch is very important because there are high stakes in every presentation. It’s expensive to travel to presentations, so you have to get everything right the first time. 

Making a pitch is like a surgery. There’s no room for error. 

A pitch is a pitch regardless of the value: $1,000, $5,000, $100,00, $10 million, or $15 million. An account is an account.

This is what Oren does. He invests in companies, buys companies, and he trains the salespeople in these companies to raise money. He knows this works because companies tell him that their sales averages have doubled, that they’re closing deals, and that they’re raising money effectively. He isn’t an academic who dives into the numbers and writes a study about it. He is the one who dives in and takes action. 

Pitch is everything 

You walk into the boardroom where there is a lot of money at stake and you give the pitch. The next five minutes determine the outcome of the meeting. In sales, if you don’t win the deal, you just go to the next one. In a given fund-raising project, you might be trying to raise $10 million for a company and have only 10 pitches to do it. You have to learn it, give it, and raise the money. If you don’t, it’s a catastrophic failure. 

You do what you can to give a pitch that will help you win your sales situation. 

Pitch Anything shares all the things Oren learned from all the pitches and high-stakes situations over 20 years and teaches how to apply the exact same rules to everyday business. Whether you’re taking part in a sales meeting, doing sales over the phone, or recording presentations for a webinar, the book teaches how to win in everyday sales situations. 

Pitch Anything sold a million copies and the follow-up book, Flip the Script, shows you how to do the things you never would have thought possible.

Writing ‘Flip the Script’

Oren has seen people put his concepts into practice: how to open a meeting, how to raise your status, how to control the frame, and how to lead the buyer to a purchasing decision, and how to build your status so high that people will be desperate to buy your product. Even when people are trained, we still make mistakes. This is what Oren has seen and he believes that the follow-up book is going to change the world. 


Oren said that most people wouldn’t recognize his techniques as the way to conduct sales. For example, Oren met with a guy who wanted help in selling his company. They discussed the terms and proposals for 45 minutes. After that, he left and then came back 90 seconds later, which usually isn’t good. You don’t want people to leave just to walk back into the conference room. But when he came back, he had a check ready for $15,000. 

When someone decides that even with no contract, no agreement, and no terms, he’s committed to working with you, this is inception. It happens when the buyer decides internally to do business with you and starts taking things forward. It doesn’t demand price negotiations, because you’ve positioned all the information in such a way that the decision to work with you bubbles up inside them. 

Buyers are cold and digital. They want information, pricing, and a cheaper and better version. There’s no buyer loyalty and they are never satisfied. 

When you order food for a group who’s working late in the conference room, you open the door wide enough to grab the food. There’s no tip and no humans involved. This is what buyers are today.

The conspiracy suggests that you can take that kind of buyer and try to close them by overcoming their objections and selling them, but people aren’t sold. 

We should forget the thought that we can sell to people because that’s not the truth today. People don’t want to be sold, they want to buy. 

Getting started with inception 

Begin by buying the book because it’s where you learn about how to get a buyer to inception. It’s where you are setting up the framework, and leading them through it. 

Next is to recognize that the videos, books, and all the standard knowledge today that are out there represent 40-year-old technology. You aren’t using a 40-year-old phone or a 40-year-old car because life is totally different than it was 40 years ago. Buyers needed you then but they don’t need you anymore because they have the internet. and know that it’s not your fault that you’re being trained on information that is decades old. 

Ask yourself who benefits from the notion that you can overcome objections by selling features and benefits and by providing discounts.

There is a trend, a recurring theme in the market that says “I deserve to get what you sell for free.” Recognize that this trend is out there. Flip the Script will walk you through specific steps that will help you recognize why these concepts don’t work. 

Becoming reliable 

Features and benefits don’t matter until your prospect understands three things:

  • that you’re an expert
  • that what you do is incredibly hard
  • that your product matters in the context of survival of companies

You have to make sure that you are an expert and that you speak their language. They must believe that this is incredibly hard and that nobody else can do it at the level you’re doing it. Lastly, you need to put in a survival context or you change the context. 

There is no point in explaining the features and benefits until all that is baked in., you try to establish all those three things mentioned earlier then you explain the benefits. 

There are probably other vendors who will be pitching the same things and they’ll start with the benefits and the features. You need to be different by coming in and showing that you’re an expert in the industry. Build your character and the character of your business then you go to the features and benefits. 

Power of plain vanilla 

Oren likes to commoditize everyone. Among Microsoft, Oracle, Google Services, and Amazon, they’re all the same stuff. The offerings in the market are plain vanilla, and his company offers the same stuff, too. 

Once you commoditize everybody, you can build the “power of working with me.” Everybody in the industry that you’d be looking at offers nearly identical services at the baseline. Avoid the confusing comparison of features and benefits. Commoditize the competition so that you don’t have to deal with them. You can commoditize your competition and build on that. 

Welcome the anxiety 

Flip the Script includes only new sales information that isn’t available in any other sales book. If the information was presented elsewhere, Oren didn’t include it in his book. As a result, though, there’s a sense of anxiety because it’s all too new.

Take a driverless car. It’s new, it’s cool, and it drives you from your home to your office and across the country. It’s interesting, but are you really going to buy a car without a steering wheel or brakes? Maybe you’d wait for other people to buy it and use it for a year and see what happens.

The highly differentiated features and benefits may also trigger anxiety. The same is true in this industry. We offer additional features that may create anxiety. There is reluctance and we shouldn’t forget that people are like sheep sometimes: we want to follow right behind others. 

In today’s complicated world, if you create something new, people would be interested and at the same time, be anxious. 

Positioning things on a trend

You must learn how to position things on a trend. For example, the trend today is gearing toward AI and machine learning and security hacks. 

Winter is coming. There’s an event in every industry that changes the trend of that particular industry. In real estate, it’s tax and regulation. In consumer devices it’s privacy. You should know that to be able to ride the changing waves. 

For example, when stadium seating came to theaters and stadiums, it wiped out every normal theater. Oren calls it the “nuclear winter” for typical seating. If you were selling anything to a theater during that time, you’d say, “stadium seating is coming, and if you haven’t made that adjustment before then your business won’t survive.” 

Similar to Game of Thrones, when they say Winter is Coming, it means something is coming that is going to change the world and people must believe it and act in order to survive. The same is true in business. Believe that something is coming to your industry and know how to operate on the other side of it. 

Flip the Script 

Buyers have a formula that they impose on you. Flipping the script means you are showing the buyer how they get to buy from you. You are giving them the formula by which they’re allowed to buy from you. 

You don’t control your buyer, you give them options. You flip the usual “do this and do that” speech and instead, sit down with the buyer and present options of how things work. Set a sandbox that the buyer is allowed to play in. 

This is why it’s important for them to know that you speak their language. that you’re an expert, and that what you do is incredibly hard to do. It is important that they know that you have the value or the product or the idea that when the change is finally settling in, you are the one they want to work with. You are setting up the formula that they’re allowed to buy. But you only work with a certain kind of people.

If they end up not buying from you, it means they weren’t right for you. They weren’t going to pay that price where you could have margin, they weren’t going to do reorders, and they weren’t going to be easy customers. 

When you control the formula, it becomes incredibly obvious that they were never going to be a good account.

“Flip the Script” episode resources

Sales leaders can go to FlipTheScriptBonus to see Chapter 1 and get an example of how to do inception. There are basic rules there that are also discussed in this episode. 

You can also connect with Oren via his website where he has some great blog contents and amazing articles. Hear our first conversation with Oren here

Check the TSE Certified Sales Program while you’re at it, while the first two modules are absolutely free. We want you to find the right customers, close deals, and go out every single day doing big things.

This episode is brought to you in part by Audible. Sign up now to get a book for free and enjoy its 30-day free trial. It’s also brought to you by TSE Certified Sales Training Program, a guide for sales reps in finding better prospects, making more meaningful conversations, and knowing the right questions to ask to close a powerful deal. Check it out and give the two free episodes a try. 

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greatness in the face of adversity, Weldon Long, objections, The Sales Evangelist

TSE 1093: How to Achieve Personal and Professional Greatness in the Face of Adversity


greatness in the face of adversity, Weldon Long, objections, The Sales Evangelist

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we’ll stick to our mission and achieve greatness in the face of adversity.

Weldon Long has plenty of personal experience dealing with adversity in the form of 13 years in the penitentiary, homelessness, and dropping out of high school. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Difficulties are coming

The truth is that difficulties are coming. It’s easy in personal life or in sales life to feel overwhelmed and tempted to wave the white flag of surrender.

Weldon was in federal prison when his dad died. He got a note to call home from one of the prison guards. He remembers realizing that his dad died with him in prison again.

He had a three-year-old son that he fathered while he was out on parole. He realized that he wasn’t being a very good father or son.

He made the decision to change the course of his life but he had no idea where to start. He still had seven years left in prison, so he started reading.

Copy successful people

His master plan was to figure out what successful people were doing and copy that. Seven years later, he walked out of prison and lived in a homeless shelter at 39 years old.

He learned how to sell reading books and he started knocking on doors looking for a sales job. It took about six months to find a job because he was a convicted felon living in a homeless shelter.

He got a job selling air conditioners and had a great first year. The next year, he used his earnings to open his own air conditioning company. Though he knew nothing about air conditioning, he knew how to sell air conditioners.

He hired the operations people and grew the company to $20 million in five years. In 2009, his company was selected as one of America’s fastest growing privately held companies.

His life has been a study in overcoming adversity, and the lessons are useful for anyone because everyone will eventually face challenges. Learning to face them is the key to achieving greatness in the face of adversity.

Sales process

Weldon points to the sales process as the secret to building a successful business.

The prospects are 100 percent in control of the result. They get to decide whether they will write us a check or not. The sellers are 100 percent in control of the process. Far too many sales professionals focus on the outcome rather than focusing on what they actually control, which is the process.

Weldon quickly learned all the difficulties of selling and he said he was amazed by the number of honest people who would promise to call him to follow up but who never did.

Buyers will say one thing and do something else, perhaps largely because they fear getting ripped off or misled. They put a lot of protective mechanisms in place.

Sales hallway

In his book Consistency Selling, Weldon introduces a concept he calls the sales hallway. He and the prospect are at the beginning of the hallway together. At the other end of the hallway is the door he’s hoping to get the prospect through.

As they walk together, the prospects have a lot of questions about products, services, and guarantees. Most importantly, prospects have questions about price.

When they have all the information, they tend to want to postpone the decision. They try to leave little trap doors or escape routes along the hallway.

  • “I’ll think about it.” 
  • “I’ll call you next Tuesday.”
  • “You’re too expensive.”

When Weldon learned to address those obstacles before they came up, it was the turning point in his sales career.

Influence and persuasion

Weldon read an article by Robert Cialdini, author of the book Influence. It was all about the consistency principle, which says that public declarations dictate future actions. The idea is that if you can get someone to make a public declaration, he becomes more likely to take actions that are consistent with that statement.

He determined which objections he was facing most often, and he structured his conversation so that the prospect didn’t struggle with those fears. When he did that, he found way less resistance at the end of the sales process.

When he started selling, it was “kitchen-table selling.” It was residential air conditioning to families who were mad that they were having to spend the money. He was on their turf and they had other bids that were half his price. Weldon learned to prosper in that situation.

Price objection

How do I deal with price objection?

The problem is that most people don’t bring up price until the prospect does at the end of the process. Once the prospect brings it up, he’s in a super defensive posture. They know you’re going to try to sell them on why you’re worth the extra price.

The heartbeat of his whole process is addressing those concerns. When he helped Farmer’s Insurance address the price objection, he recommended looking on the Internet for considerations when purchasing insurance. He found a thousand different articles that all said that price isn’t the most important consideration.

Now when he’s sitting with a prospect, he’ll address the fact that price is a valuable consideration when purchasing insurance. But then he’ll ask the prospect whether he agrees or disagrees with the fact that there are other considerations that are equally as important as price.

Public declaration

Weldon shared the example of a company that canvassed a neighborhood by telephone to find out whether residents believed it was important to fund research for childhood disabilities. The following week, when the canvassers came to actually collect money, the donations doubled because the people had previously made a public declaration that it was important.

Weldon realized that if he could get his customers to acknowledge that price isn’t the most important, and if he could get his customers to declare publicly that they would call him tonight with an answer, he was less likely to struggle against those objections.

Sellers tend to focus on the door at the end of the hallway and they try to close. The key is to prepare yourself as you’re moving through the hallway.

The way to help the prospect get back into resonance is to take action consistent with the words you said earlier.

Improving numbers

There are those who will point out that this approach won’t work every time, and that’s true.

But if you’re closing four out of 10, my job is to show you how to get one or two out of the six you’re losing. You’re already getting the four. I’m going to help you get better margins.

Everyone loves the idea of making twice as much money but no one wants to work twice as many hours. The key is to increase your productivity with your raw materials. Your raw materials are time and leads. How do you produce more output with the materials you have?

Anticipate the objections

If you’re selling air conditioners, it shouldn’t surprise you to hear that your price is too high. You should anticipate that objection. Lay the groundwork so you can have the right conversation.

By the time you get to close, the time for debate and argument is over. Your only hope is to remind them what they said earlier about price.

If I say the price isn’t the most important consideration, I’m a salesman. If they say it, it must be true.

Create the prosperity mindset to prosper before you face adversity. Get clear on what you want so you can achieve greatness in the face of adversity.

Remember the FEAR acronym.

  • Focus
  • Emotional commitment
  • Action
  • Responsibility

Build a plan that anticipates objections and create a sales process that addresses those objections.

“Greatness In the Face of Adversity” episode resources

If you text the word “Videos” to 96000, you’ll receive free content about how to create the prosperity mindset and how to deal with objections in the sales hallway.

Grab copies of Weldon’s books:

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by, a Chrome browser extension for Gmail that allows you to track and schedule your emails. 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.

Audio provided by Free SFX and Bensound.


Tom Pisello, Sales Conversation, Donald Kelly

TSE 1076: Holding Prescriptive Conversations With Buyers


problem solving, The Sales Evangelist

Sellers can guide prospective customers through the purchasing journey by holding prescriptive conversations with buyers. 

Tom Pisello launched into the topic of prescriptives because he was a product manager who was launching products in the marketplace, with a sales force that had never engaged these particular customers.

In an attempt to help buyers make decisions, he created prescriptive tools that would help customers analyze their existing situation and compare it to the new product.

Buyer frustration

The B2B purchase decision is more challenging than ever for buyers because there are six to 10 decision makers in every decision. Buyers spend incredible amounts of time on their own gathering, processing, and deconflicting information.

And 94 percent of buyers have participated in a buying cycle that just evaporated. Buyers are frustrated. About 84 percent report that the buyers’ journey is taking longer than they expected.

There’s a big opportunity for sellers as well as a challenge for them to overcome: to help buyers through a journey that has become much tougher and longer than ever before.

The problem is that most sellers show up to meetings talking about themselves: about the company, the product, the services, themselves, and the customers they are working with. Then when the competition shows up for their meeting, they do the same thing.

They all sound exactly the same, so the buying process becomes a shootout.

Flip it around

Instead of talking about the typical things, talk about the challenges the prospect might be having. Then, use that to do some teaching about the challenges you’re seeing at other companies.

Then, pivot to a Socratic approach. Ask probing, diagnosing questions to identify whether your prospects see themselves in the other customers you described. Do a little bit of cooperative discovery.

If you sell office furniture, start by sharing current research about what makes a good office setup. Is open office the way to go? What about standup desks? Instead of pitching yourself or your product, share information about productive office environments.

Talk about the challenges of collaboration and flexible work environments. Mention health and engagement. Talk provocatively about these challenges and how they affect your prospect.

The book The Challenger Sale by Matthew Dixon and Brent Adamson tackles this approach well.

Share examples

This leads naturally into you sharing stories and examples about how you’ve helped other customers with their office furniture needs and about how successful they’ve been as a result. From there you’ll use the Socratic method to dig deep.

Be careful how much of a challenge you present early on because it’s possible that you haven’t earned the right to do that. Start with something provocative, but then pivot away from the research to your questions.

The goal is to move into a collaboration with the customer.

Guide the customer

Buyers prefer this process because you’re solving a problem and uncovering problems they didn’t even realize they had. But even for issues they knew they had, you’re putting some numbers to them. You’re clarifying how their employees will be impacted by the purchase of office furniture.

That’s why pivoting from research to personal is important. You’re putting it into a perspective your customer can understand and telling the customer exactly what the problem is costing and how you can help solve it.

You’re helping them to prioritize all of these challenges and becoming a prescriptive consultant to them.

As a seller, it’s your moral obligation to act as a guide to the customer.

Because the buyer’s journey has gotten complicated, you need to provide a map of sorts so the customer knows what to expect. Then be prepared to proactively provide information to the buyer along the way.

If you know the company will ask for a business case, proactively provide it. Don’t wait for the customer to ask.

Proactive sellers

The buyer’s journey is hard. As you’re proactively providing content, you can also use smart sales enablement systems to track whether the content is being consumed. If they aren’t consuming the information, they may not be as far along in the process as you think they are.

You’ve got to anticipate every step so that you’ll have the visibility to know whether you’re progressing or not.

Bring up your buyer’s objections before they become objections. Realize that your prospects spend two-thirds of their time gathering, processing, and deep conflicting. Streamline that for them when you can.

Inspiring content

Marketing plays a vital role in putting together inspirational content.

We must identify the content that will inspire our customers. We’re not talking about content that is only about the products or services. It must be shorter, based on the challenges they are facing.

Then we need to enable sales to use the Socratic questioning.

Look back to your last presentation to determine whether you led with information about the product or service or whether you addressed challenges.

“Prescriptive Conversations With Buyers” episode resources

You can connect with Tom at Check out his blog Evolving Sellers From Pitch to Purpose or grab a copy of his book The Frugalnomics Survival Guide. Keep an eye out for his newest book Evolved Selling™: Optimizing Sales Enablement in the Age of FRUGALNOMICS.

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, 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. allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. 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.


Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, Sellout

TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, SelloutOn today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed.

No matter what industry you’re in, you’re probably going to find yourself selling. And truthfully, a lot of us aren’t good at it.

Kory offers the idea that perhaps we sell too much, so we’ve trained our customers to immediately put up a sales wall.

No skillset

So why do salespeople immediately ask, “How can I help you today?”

We don’t have a skillset. We aren’t aware of the different tools we can use at different times.

Most sellers don’t even have an effective elevator pitch in which they can build interest in their product within about 10 seconds. We don’t know how to distinguish ourselves from everyone else.

If we can’t distinguish ourselves, we’ll sound pretty average.

Instead, salespeople should learn to ask great questions.

Great questions

If it’s truly a great question, it should be able to do three things:

1. Plant seeds

You should be able to plant a seed without selling because once you’ve moved into selling, you’ve crossed the line. Since a sale is a transaction of money, it should only happen at the end.

Discuss price at the end. Planting a seed is understanding their needs and wants.

2. Overcome an objection.

A great question overcomes objections before they even come up; common objections like, “I’ll think about it.”

A great question is this: “Other than yesterday, when would you really want to start using this product or service?” If your customer says, “Now,” you’ve already overcome an objection.

3. Activate emotion.

The emotional part of the brain makes decisions. Tap into that part of the brain using really great questions that are intentional and that tap into our feelings.

Developing great questions?

Compare these two scenarios:

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 10, I’m going to get negative answers.

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 2, I’m going to get positive answers.

You’ve flipped the script and asked him for positive answers. It’s a philosophy.

You have to be relatable. Relate why you do what you do. Don’t forget to tell why you do what you do because it levels the playing field and makes you more personable.

Build an experience

1. Build rapport with your customer.

Use great questions to accomplish the three objectives above.

2. Talk about goals. 

The goal is the most important thing. You have to understand why your customer is looking to buy software.

Simon Sinek’s book Start With Why: How Great Leaders Inspire Everyone to Take Action teaches that people don’t buy what you do, they buy why you do it. The goal should always be to get the customer to believe in what you believe in.

Understand why the customer walked in the door that day.

One-minute drill

Kory uses an active listening drill that pairs two people up for 60 seconds.

One person talks for 60 seconds about something she’s really passionate about. The speaker can’t stop talking and it has to be something she is truly passionate about.

The partner is encouraged to do everything but listen. He can get on Instagram, take a selfie, browse on his phone. He isn’t allowed to listen.

That one minute teaches how bad it feels to speak to someone who isn’t actively listening.


Kory realized the key to selling when he asked a waitress in a restaurant for a recommendation. When she suggested a certain menu item, he asked her why, and then he went with her choice based upon her answer.

The key to asking for a sale is to give a recommendation and then share why you think it’s the right one.

We do it when we try to encourage a friend to try our favorite restaurant or when we try to convince him to see a movie with us.

At the end of the experience, you’re the subject matter expert. Recommend a product that you want to sell that meets the customers’ needs and then back it up with a reason.

Then close with, “Can you see how that would work for you?” and let the customer answer.

You must have a skillset and you must practice. There’s a lot of good material out there, and you can’t just show up on gameday and expect to succeed.

Practice every day until you feel really comfortable and confident.

“The Right Questions” episode resources

Connect with Kory at and grab a copy of his book #Sellout: How a Great Experience Can Help You #Sellout of Your Product. You can also find him on Instagram.

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

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to 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 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.

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, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Closing, Sales, Donald Kelly, Sales Podcast

TSE 932: How Do I Close The Deal?

Closing, Sales, Donald Kelly, Sales PodcastMost sales professionals understand the importance of closing. They also understand that the more prospects they interact with, the greater their odds of closing will be. But sometimes challenging situations arise, which leave us asking, “How do I close the deal?”

On today’s episode of The Sales Evangelist, we’ll talk about closing more deals and increasing our win rate by answering the question, “How do I close the deal?”

Talk to the right people

Many salespeople speak to the wrong person when they try to close a deal.

The person you’re connecting with may want the product or service you’re selling, but if he doesn’t have the buying decision, it won’t be enough to close the deal.

It’s tempting, of course, to focus your efforts on the prospect who wants to buy your product. That’s easier than interacting with people who may not yet be convinced.

If you truly want to close, you have to identify the key decisions makers or stakeholders who are actually able to say yes.

Understand the true problem

If you’re addressing a problem that isn’t actually the true problem, you’re not likely to close a deal.

Ask deeper, next-level questions.

It’s not enough to know that they have a problem with emails. Do they need an easier way to send them or do they need better quality emails?

Make sure you understand the problem they are trying to solve.

Identify timeframe

Understand the timeframe your prospect is working within, and how it will impact the buying decision.

The prospect may be excited about your product, but you can move the process along by gathering facts instead of making assumptions.

Is there a big event driving this purchase? What are the negative consequences if the prospect doesn’t make a purchase decision?

Make sure you understand the timeframe.

Recognize common challenges

Eventually, you’ll begin to identify the common challenges that arise when you’re trying to close. Figure out a way to address those challenges before they become a major issue.

Identify the top five objections you hear most often, and tackle them before your prospects have a chance to mention them.

Address it in discovery, or through a testimonial.

Share stories of customers who were similar to your prospect and how you helped them overcome their similar set of challenges.

If you diffuse their objections before they have a chance to mention them you take some of the impacts from them.

Mitigate risk

If your prospect has never worked with you, she may be apprehensive about jumping into a large recurring contract. If things don’t work out with your contract, it can reflect poorly on her.

Help her address that fear by reworking the contract when possible.

If, for example, you sell software, can you cut back the number of licenses and shorten the length of the contract, you can mitigate the risk for your clients. That allows your prospect to verify that your company is a good fit before committing to a lengthy, expensive contract.

Include an invitation

Sales professionals have to be bold without being overbearing. We have to ask prospects to commit to change.

Be prepared at every step with an invitation that moves the prospect to the next step.

Paint a picture of what life will be like when they buy your product or service.

“Close The Deal” episode resources

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

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

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.


Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist

TSE 875: TSE Hustler’s League-“Overlooked Basics”

Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist









Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics.

On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that help you close earlier.

Otherwise, you’ll find yourself lacking qualified prospects and closings, and in sales turmoil.

Address objections early.

Identify the objections you’re hearing often and address them as quickly as possible.

If, for example, your prospect fears jumping into unknown territory, address the objection by offering referrals at an appropriate point in the process. Although you wouldn’t want to inundate your current customers with prospects seeking referrals, it might help you move beyond the objections.

Think about the objections you repeatedly hear and address them accordingly.

Understand timing.

Sales professionals often make assumptions on behalf of their prospects about what their closing schedule looks like.

Very often, misalignment on time periods creates difficulties.

Instead of allowing those misunderstandings to fester, ask your prospect what their schedule looks like. The prospect won’t be offended that you asked.

Bring up the issue of timing early in the conversation. Ask “What is your timeframe?” Then ask, “Any particular reason you’re looking at that timeframe?”

Don’t take objections personally.

Aside from the common objections, you’ll still get random objections that indicate your prospect isn’t ready to buy.

This is why it’s so important to qualify your prospects early in the process. If you skip over that step, you’ll wind up with prospects that aren’t ready to buy.

I made the mistake of assuming once that because a prospect initiated the phone call with me, he must be ready to buy. I ignored the warnings that I should still qualify him, and ultimately I lost out.

Find the customer who is the right fit for your organization.

“Overlooked Basics” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program that will connect you with sellers from all industries all over the world. We’re accepting applications for our next semester this fall, and we’d love for you to join us.

Check out our Facebook page, The Sales Evangelizers, for a taste of what our online coaching community is like.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic way to learn what buyers are thinking and how to sell the way they want to buy.

Also, check out the Video Jungle podcast to discover how to use video to take your sales to another level.

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 and Bensound.





Sales Objection, Donald Kelly, New Seller

TSE 870: TSE Hustler’s League-“Objection”

Sales Objection, Donald Kelly, New SellerEvery prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear.

Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing.

Don’t trick the buyer.

Talk to the prospect about unconsidered need. Is there something you can share about the product that your product hasn’t thought about? Think about ways that other customers are using your product that your prospect may not have thought of.

Provide solutions that will make your prospect’s decision easier.

Qualify prospects.

It’s important in the sales process to qualify your prospect. If someone clearly isn’t going to buy, it’s best to eliminate that prospect quickly.

Recently, on my The Sales Evangelizers Facebook page, I asked the group why people seem so afraid to talk about money. One member said it was because, if we do, most of our prospects wouldn’t be prospects anymore.

While that’s funny, there’s some truth to it. I should do my best to figure out as soon as possible whether a prospect is legitimate.

Address objections.

When prospects throw up smoke screens, can you overcome them?

The best way to handle objections is to address them early and to address them before the buyer does.

Identify the objections you hear most often from your prospects, and tackle them before the buyer has a chance to. When you do, you’ll take some of the punch out of the objection.

One of the most common objections, of course, is pricing. If you know that six of the last ten prospects you had mentioned pricing as an objection, bring it up early in the process.

“As you know, we’re not the cheapest on the block, but we’re also not the most expensive. Let me tell you why our last customers chose us.” Then you can ask what kind of budget the prospect is working with.

“Objection” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

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.

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 so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.






Donald Kelly, Building Value, Price

TSE 850: TSE Hustler’s League-“Luxury Item”

Donald Kelly, Building Value, Price



If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it.

Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals can address these objections. We’ll address how you can help them address the extra work and how you can change their perspective of your product or service.

Alleviate extra work

Imagine you’re a house painter, and your prospect needs his house painted. Before you can paint, though, his walls need to be washed. He has so many obligations that he figures the paint can wait because he doesn’t have time to wash walls.

You have two choices. Either offer a service that takes care of this step for him, or train him to do it for himself.

If you find that a majority of your prospects are in this same situation, consider viewing it as an additional business opportunity.

Maybe you act as a consultant or you upsell your prospect an additional service as a leadup to your primary product or service.

Explain the business case

If your prospect views your product or service as a luxury, help him understand why it’s a necessary step.

Help him recognize why delaying this decision will cost him money. Or help him recognize why making the decision now will make him money.

Emphasize why acting now is a better idea for his business. Even if it isn’t a necessity, explain why now is the best time.

Address objections

Identify all the objections your prospects might bring up, and prepare responses to each of them.

If they don’t want to change providers now because it will create additional work, have a response for that. If they have a mediocre system that works for now, help them understand the benefits of acting now rather than later.

Educate the prospect by helping him understand why his objections are unfounded or short-sighted.

“Luxury Item” resources

The Sales Evangelist Hustler’s League is an online group training program that focuses on group training and collaboration. It’s a hands-on opportunity for members to help each other with individual struggles.

No matter how long you’ve been selling, others have faced the same challenges you do, and they may have insights you don’t have.

Visit to get more information and to apply for the program. If you prefer, call us at (561) 570-5077.

I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen 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 offering a free excerpt of the book so you can check it out and see the value for yourself.

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.

Grab a copy of The Science of Selling: Proven Strategies To Make Your Pitch, Influence Decisions, and Close the Deal.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Handle Objections, Jim Jacobus, The Best Sales Podcast, objections

TSE 811: How Do I Handle Objections?

Handle Objections, Jim Jacobus, The Best Sales Podcast, objectionsYour success as a sales professional depends largely on your ability to handle objections.

Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer.

On today’s episode of The Sales Evangelist, Jim Jacobus shares his experience with objections and explains why sales professionals must learn to handle “no” if they want to succeed.

Objections create opportunity

Customers often object to price without realizing their concerns might actually lie elsewhere.

Objections give us an opportunity to ask questions and identify what their true objections are. Is the payment too high? Is it outside of their budget? Is it truly too expensive?

Objections create dialogue which provides clarity.

Objections require education

Most sales people give up too quickly because they have never been taught to handle objections.

Inexperienced salespeople will address objections by immediately discounting the price. Very often, though, the price wasn’t the true problem.

Honor the objection, clarify it, and then respond to it.

When the client presents an objection, you have to respond as quickly and unemotionally as you would if he asked your birthday.

Don’t flinch. Get good at responding to objections.

Objections help you prioritize

Three possibilities exist in any transaction: great price, great quality and great service. You can have two, but you can’t have all three.

Objections determine which two are most important to your customer. If your customer is less concerned with service, you’ll adjust your presentation to focus on quality and price.

When sellers and buyers are on the same page, the relationship becomes collaborative instead of subservient.

Each party gets to decide today whether to do business with the other.

Resiliency counteracts “no”

“No’s” are part of sales.

If you can handle objections, you’ll develop the ability to bounce back at the highest level when the stakes are high.

If someone says no to listing a house with you, and it keeps you out of the game for two weeks, the agent that bounced back the same day will be more productive than you are. She’ll sell more.

If you can’t learn to handle  adversity and objections, you don’t belong in sales.

If you learn to handle objections, the second part of the process is turning “no” to “yes.”

Handling objections is your greatest opportunity to demonstrate your expertise and your competence.

Episode resources

Understanding how to overcome objections enables you to provide tremendous value to the customer.

It is possible to learn to address, overcome, and even prevent objections.

The Sales Evangelist Hustler’s League is an online coaching program for sellers of all levels and all industries, and we can coach you through objections. We can teach you what to look for and how to avoid getting stuck.

Our spring semester begins this month, and we’d be honored to have you join us.

If you enjoyed this podcast, subscribe to it so you won’t miss a single episode, and then tell others about it.

Consider leaving us a review wherever you consume the content so others will have a better chance to find us.

To connect with Jim, find him on Facebook, or email him at You can also connect with him on The Sales Evangelizers Facebook page by tagging him in a question or comment.

Additionally, Jim recently launched a podcast called The “Man Up” Project 2020 aimed at helping men navigate their lives as husbands, fathers, businessmen, and leaders. If you love it, subscribe, and share the message with others.

Check out the The “Man Up” Project 2020 Facebook page, engage with the content, and share it with others who might benefit from it.

Audio provided by Free SFX.


Phillip Washington, The Sales Evangelist, Full Commission Selling

TSE 799: Sales From The Street-“Full Commission”

For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer.

It was stressful because he had a family to support. He learned from his years in sales that he wasn’t wired to do anything but sell.

On today’s episode of The Sales Evangelist, the owner of Stonehill Wealth Management and author of Retirement Investing 101 explains how he weathered the transition to full commission.

Full commission

Washington’s philosophy is that you have to sell what you believe in. He went independent and switched to a pay model that meant his pay was based on the value of his client’s accounts.

He had a wife and a child on the way, and he didn’t have a predictable revenue model every month.

Washington discovered that it was the uncertainty of his situation that caused stress. He realized the stress would either cripple him or drive him to succeed.

Imperfect system

Washington knew he could make the transition, but he had to ensure that he had enough savings to cover him while he learned a new system.

He enrolled in a sales training program that changed his system but ultimately helped him win.


Washington uses objections to his advantage during interactions with clients.

He frequently tells clients they shouldn’t fix something that isn’t broken. Sometimes he brings up objections before his prospects have a chance to do it themselves. Washington encourages clients to postpone their decisions until after they have come up with questions to ask.

The key, he says, is to be confident without being over-eager.


Washington said that learning to convince people of something has made him a better communicator in marriage.

He also believes that everyone should learn to sell, especially in a world where people fear being replaced by robots.

Episode resources

Pre-order Washington’s book Retirement Investing 101 or find him on LinkedIn.

If you’re involved in full-commission sales and you’d like to find the kind of supplemental training that helped Washington be successful, check out The Sales Evangelist Hustler’s League.

Our online coaching program helps sellers of all levels take their sales to the next level and help you learn from others in the sale community.


Jonathan Pellegrin, Donald Kelly, Selling The Family Business

TSE 736: How to Handle the Most Major Challenges You Will Face When Selling

Jonathan Pellegrin, Selling The Family Business, The Sales Evangelist Podcast

If you’re creating or running a business, big or small, you should have that mindset that you’re going to be able to sell it when the opportune time comes. What? Yep! You’re creating value in your business so you have to be prepared.

We’ll have our guest today expound on that, particularly on the major sales challenges business owners face when it comes to selling their own business.

Jonathan Pellegrin has been in the publishing business for 30 years, having published trade magazines and business publications in 30 different industries.

Here are the highlights of my conversation with Jonathan:

Major challenge businesses face: Lack of energy to do business

  • This is the time to monetize the value of whatever assets you’ve built to provide for happy, productive retirement.
  • Businesses typically represent 90% of the owner’s net worth. Any business that can operate without the founder has value.
  • The business owner should always be thinking that whenever necessary to sell your business, you’re able to do that.

Selling a Business is an Art

  • Buyers are doing multiple transactions and make acquisition.
  • Sellers have one big sale to make so it requires a lot of attention and planning. It’s imperative they do everything possible to be able to go toe to toe with sophisticated buyers.

Intellectual Capital

The real value of any business is intellectual capital, but people often overlook this.

What comprises the intellectual capital?

These are the processes, the routines, and all of the methods the business owner has developed over the years to make their business successful and to make their business replicable.

100% Close Rate

  • We have 100% closing rate in our selling activities.
  • Closing is about getting a yes or a no. The absence of a yes is a no.
  • But salespeople are afraid to try to find out what the impediments are to getting a yes. If you don’t get there, there’s something standing in the way.
  • Not getting a yes or a no is worthless. When you get a no, you get to ask for a why. So find out what’s standing in the way?
  • Getting a no is the same as closing a sale because with a no, you have something to work with. Without any answer, you have nothing to work with.

The Framework of Selling a Business:

1. Exploration

This means gathering information. It’s important to talk to people who sold their businesses. Reach out to them and treat them as a mentor and they will share everything.

2. Decision making

If you’re a sole owner, you can decide yourself. But if there are shareholders, you have to create an alignment. It can be complicated if it’s a family business to get people on the right page.

3. Execution

Buyers have far more experience than sellers so sellers have to educate themselves. 4.Create your selling team composed of:

  • Right hand/Middleman: Have a right hand person to stay with the business after it’s sold and they should be part of the selling team because that’s part of what the buyer is buying.
  • Confidant: This could be you’re lawyer, only if they’re experienced and skilled in doing transactions.
  • Accountant: They should have experience selling companies. This is critically important. You also want to have audited financial statements even if you’re a small business so you have credible numbers.
  • Seller: This should be somebody who has sold a company before.

5. Position your company and develop a selling strategy.

Keep in mind that once you sell the company, you don’t own it anymore so they can do anything they want. Buyers are often not honest with what their plan is for the company. So shift the proposition so the added value is to the benefit of the sellers.

Jonathan’s Major Takeaway:

Be prepared. You’re creating something of value so you need to educate yourself. Talk to people who sold successfully and unsuccessfully. You should have a middleman about you still have to be actively engaged in the process.

Episode Resources:

Connect with Jonathan on or

Get his book The Art of Selling the Family Business.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

About Our Guest:

Formerly Chairman and Chief Executive Officer of Johnson Hill Press, JONATHAN PELLEGRIN, author of  The Art of Selling the Family Business, launched his first magazine while a student at the University of Wisconsin.  After graduation in 1967 and completion of the executive training program at a major New York retailer, he returned to Wisconsin in 1968 and joined Johnson Hill Press, a single-magazine publishing company founded by his father.  He became CEO in 1976, a position he held until 1994, at which time PTN Publishing Company of New York acquired his family’s firm.

Pellegrin led three catalog trade missions in markets served by the company’s publications for the US Department of Commerce in developing countries on the African continent.  This earned him an invitation from the Secretary of Commerce, Rogers Morton, to come to Washington and discuss his successful business endeavors.

Pellegrin attended the Owner/President Management program at Harvard Business School and received the distinguished alumni award from the School of Business at the University of Wisconsin Madison. This was followed by an invitation to become an executive-in-residence at the International Institute for Management Development in Lausanne, Switzerland. Working with IMD, Pellegrin created the IMD Distinguished Family Business Award as well as lecturing MBA students about entrepreneurship and writing a case study on the value of high functioning independent boards of directors in family companies. In addition, he earned a Doctorate of Business Administration at Business School Lausanne where he researched and wrote his doctoral dissertation on the sale of family companies. 

Donald Kelly, Ross Jefferies, The Sales Evangelist Posdcast

TSE 443: How To Use The Neuro-Semantic Art of Reframing to Overcoming Objections

Donald Kelly, Ross Jefferies, The Sales Evangelist PosdcastDo you realize how powerful words can be? Words can either unite or destroy a country. So too can the use of language either make or break a sale.

Today, our guest Ross Jeffries is going to teach you how you can use the power of language to bring about a whole different meaning to a simple conversation as well as how simply changing the way you think and becoming a mindset monster can totally change the way you do sales (for the better).

Ross Jeffries has a dating business but his real passion is teaching entrepreneurs and professionals understand the art of selling and the power of language in directing people’s minds and actions.

Here are the highlights of my conversation with Ross:

The art of being vague

It is important to understand the art of knowing when to be vague and letting the other person fill in the blanks.

Why sales overall is becoming ineffective:

  • People have already heard it before.
  • People are losing their ability to focus on anything because of distraction.
  • Many people don’t trust their ability to make their own decisions.
  • Mistrust in institutions

How to overcome common objections:

  1. Agreement frame – Starts with “I agree…”
  2. Linkage phrase – “that’s because…”
  3. Put in the tag question – “Shall we?”

The Use of False Causation

This means an implication of causation that may not apply. What you’re doing here is take the direction of their thought and completely spinning it around by saying “that’s because.”

The art of using the reframing your language:

  1. Control the meaning.

Instead of “cheapest,” use “lowest risk” company (but don’t sell and live by price)

  1. Use their excuse for not talking to you as an argument for talking to you to their benefit
  2. Disarm their canned responses and they won’t know what to say or do next.

How to reframe your own fear and lack of motivation to get on a call:

  1. Reframe your mindset.

Instead of “cold calling,” use this: How many unqualified prospects can you quickly eliminate today?

This completely changes that mindset of getting rejected so this eliminates your fear of reaching for the phone.

  1. Develop a mindset monster.

Have the ability to devour your doubt, crush your fear, and stride towards your goals like a giant.

Using scripts:

  • They’re a good guide but they have to be internalized.
  • They have to be flexible.
  • Use some hypnotic language like presuppositions such as naturally, readily, easily, powerfully.

Ross’ Major Takeaway:

Language structures consciousness. Consciousness is reflected back in language. If you can control the conversation or direct it, you can then control the decision and then you can make the sale. Learn how to use the language in a way that creates the meaning you want to create. Then build the momentum that leads towards the sale. Look at a sales as a living thing and that you’re creating a work of art.

Episode Resources:

Connect with Ross through

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

Kingsley Grant; Fear of Rejection, Sales Coaching

TSE 090: Building A Bullet Proof Sales Professional Mindset

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

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

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

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

Here are the highlights of my conversation with Kingsley:

How sellers can cope with sales rejection

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

How to prepare before the meeting:

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

Ways to build strong relationship:

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

Building a bulletproof mindset to handle rejection

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

Doing a “fire drill” of your sales presentation

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

Strategies for handling rejection:

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

Kingsley’s current projects:

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

Kingsley’s Major Takeaway:

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

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

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




Music Provided by 


The Sales Evangelist

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

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

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

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

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

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

Remember, go out and DO BIG THINGS!