Category Archives for Preparation

Henry Kaminski, The Brand Doctor, Sales and Branding, The Sales Evangelist

TSE 1008: Plan, Prepare and Refuse To Give Up

 

Today we’re talking about how to Plan, Prepare and Refuse to Give Up with podcast host, branding expert, and author Henry Kaminski, Jr.

Henry is the founder of Unique Designz, a full-service design, branding and digital marketing agency dedicated to helping authority brands; coaches, consultants, influencers, speakers and authors to scale their expertise and personal brands into profitable business models.

Henry started twelve years ago as a freelance graphic designer, eventually growing his business into a mature, boutique brand development agency.  His average client is typically worth $50-100K over a calendar year.

But Henry remembers not so long ago when he was working for Fiverr. As sales reps, we know how it feels to want to get to the top as quickly as possible. We think it will be easy but then it is not long before we hit the hiccups.

Plan and prepare

Henry says it all comes down to preparation. He credits himself with once being the worst salesman on the planet.

These days, Henry follows a very specific, tried and true script that he practices on a weekly basis. He does not deviate from that script and, as such, he is closing more and more sales.

People perceive our value based on the questions we ask so planning ahead of time what to say is key. As Henry says “asking stupid questions only gets you stupid answers.” You will be perceived as an amateur.

As a brand strategist and brand developer, Henry wants to position his clients to become subject matter experts.  He wants people to be on the edge of their seats whenever one of his clients is speaking. It is all about positioning and that comes with preparation.

This is a lesson Henry learned the hard way.

You have to know the answers to the questions but you will want to challenge the person that you are speaking to. There is no value in telling the client what they already know.

Let your client know that you may ask them some tough questions – questions they maybe haven’t about thought before. Be sure they understand that your intent is not to pry but to get to the root of the issues in order to be the most helpful.

Be intentional

Henry became intentional with his desire to start his own business after Hurricane Sandy blew through New Jersey and wiped out two of his biggest clients. Henry tried to continue living the lifestyle to which he had become accustomed but with a revenue loss of a quarter of a million dollars, it just wasn’t possible.

At the same time, Fiverr entered the design world and disrupted the entire industry. Henry couldn’t beat them so he joined them. But it wasn’t a sustainable position.

He remembers a $120 paycheck for over 90 hours of work and he remembers earning $5 for six hours of revisions on a business card.

And he remembers telling his wife that they needed to make a change.

She got out the laptop and said, “Let’s get to work.”

Henry started working with a mentor, Russell Brunson. He couldn’t afford to pay for the coaching program but he couldn’t afford not to, either. So he maxed out his credit card and got on the phone with Russell.

At the end of the one-hour call, they were both crying hysterically as Henry was hired on the spot to help with Russell’s first book launch.

That gave Henry the confidence boost he needed. It was the biggest sale he ever made and it led to another job with Russell a few months later.

More importantly, Henry received the most important tidbit of insight from Russell. Despite all his fancy websites and great designs, Henry himself was nowhere to be found on any of it.

His big personality was hiding behind the logo.

That has all changed now and Henry doesn’t regret it for a minute. He has found his lane. Content creation and working one-on-one with the clients is where he wants to stay.

Get seen

As a podcast host, myself, I can relate. People came to my webpage and listened to my podcast, but if they wanted to see me, they couldn’t. It was all stock photographs. I had to put myself out there. I had to make myself available for my audience.

We shouldn’t diminish ourselves. We need to put ourselves first and refuse to give up. I used to be intimidated and afraid that maybe I didn’t look good on camera or that seeing my brand was better than seeing the real me.

Rather, your personal brand is just an offset of your business. If you are shy and timid, it will show in your messaging. Don’t be afraid of yourself.

Even the bigger brands, according to Henry, are coming out of their shells. The only difference between you and everybody else is you! You have to invest in your personal brand. It’s critical.

Refuse to give up

Henry credits his unwillingness to give up to his parents who tried for 16 years to become pregnant with Henry. His Mom would call him her ‘miracle baby.’ Henry believes that hearing that story while growing up – that his parents refused to give up for over 16 years – is what fuels his drive now.

There are so many times when we try something once or twice and quit when it doesn’t go our way. His parent relentlessly pursued their goal for 16 years.

If you are feeling uncertain or hesitant when looking forward because of past difficulties, Henry recommends you remember that it is all a numbers game. He once went three months without one single sale. He kept looking back and beating himself up over what he might have done differently.

His mentor reminded him that a rearview window is smaller than a windshield for a reason – because you are not going that way.

Any setback is temporary. It’s like a storm passing through town. It might be a struggle but it will pass.

Have confidence in your preparations and see them through.

“Plan, Prepare and Refuse to Give Up” episode resources

Henry is very active on Instagram and can be found at thebranddr and on his website Unique Designz.

Grab a copy of his book Refuse to Give Up and connect with him at Brand Doctor’s podcast.

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

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

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

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

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

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

Audio provided by Free SFX and Bensound.

 

 

 

 

 

 

 

 

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 945: TSE Hustler’s League-“Overselling”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueYou cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your clients exactly what they want.

On today’s episode of TSE Hustler’s League, we’ll discuss how to improve closings and how to avoid overselling.

The TSE Hustler’s League is an online group coaching program designed to help sales reps like you and me learn how to improve our skills. Each semester has a different focus, and for 12 weeks, we conduct trainings and discussions related to that topic.

Jargon

I met with a manager once who was on board with my product and we were scheduled to do a presentation.

“No matter what you do, Donald, my boss doesn’t like jargon,” the manager told me. “We don’t care about the marketing stuff. We only want to see the software and the problems it can solve for us.”

It turns out this manager had given the same warning to another sales rep in a different company before me. The rep promptly ignored the guidance and gave the same pitch he always gives, and the executive promptly left the meeting.

Based on the guidance he gave me, I gutted my presentation. I knew they didn’t want to waste time on company history and I wanted to honor their time I wanted them to view me as a trusted advisor.

I wanted to help them recognize a problem and help them solve it. Most sellers don’t do that, mainly because they don’t know how.

I focused exactly on what the prospect said wanted. I didn’t oversell and I didn’t undersell. Because I quickly addressed the problems I could help him solve, we were able to get to “yes” quickly.

Overselling

Once you have an interested prospect, it’s tempting to keep trying to sell him more. You likely have so much more that you’d like to show him, but you must give him exactly what he wants.

If he’s already convinced, skip over the junk and figure out the next step. Go to the part of your process where he can sign up.

Obviously, you’re going to have some steps that you can’t skip, like making sure the proper people understand and approve the buying process.

Interacting

The buyer will likely want to interact with your presentation. He’ll want to ask questions, hear testimonials, and share stories.

If you prepared well and you understood exactly what he was looking for when you arrived for the presentation, you’ll be able to provide the exact information the prospect needs to make a decision.

Overdoing a presentation can ruin a great opportunity just like overcooking a steak can ruin a great cut of meat.

Evaluation

Consider whether your presentation provides enough opportunity for your prospects to engage in discussion.

Know your content and your industry. Understand the customer and the difficulties he typically faces. Then build your presentation around that knowledge.

Don’t risk losing a deal because you oversold.

My goal is to help you find more ideal customers and build value. I want to help you close more deals. I want to challenge you every single day to do big things.

“Overselling” episode resources

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

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

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

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

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

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.

Sales Success; The Sales Evangelist; Donald Kelly

TSE 133: The One Thing You Must Do To Succeed In Sales!

Sales Success;  The Sales Evangelist;  Donald Kelly During this episode, I go over the one thing that every seller must do to find success in sales. It’s being able to quantify your performance with data and key indicators; AKA, setting goals and tracking your performance. If you are not doing anything related to this, you are playing a guessing game and not taking your sales career serious. The common questions I get are: “How do I know what to track?” and “What do I need to do to get started?” As you listen to this episode, you will hear what I have done and then you can tailor yourself accordingly.

1.Set an over-arching, measurable goal for your sales success

2.Break that goal down to quarterly, monthly, weekly, and daily figures

3.Develop “key indicators” or activities that are going to help you accomplish your weekly, monthly, quarterly, and ultimately your annual goals

  • Here are some examples:
    • Conversations with Prospects
    • Less Messages
    • Emails Sent
    • Referrals Received 
    • Referrals Given 
    • LinkedIn Connections 
    • Networking Events 
    • Appointments Set
    • Demonstrations
    • Budgetary Meetings
    • Deals Closed 

Once you have these set key indicators, you can start to track your performance for improvements. You can then focus on areas you need to tweak and so forth.

Below is an example of what I used as an inside sales representative. If you desire an electronic copy of your own, send me an email at Donald@thesalesevangelist.com

 Podcast Paradise Cruise

The Sales Evangelizers

Sales Competition, Cast Study, Thankful, The Sales Evangelist

TSE 089: The Most Unexpected Thing I am Thankful For!

Sales Competition, Cast Study, Thankful, The Sales Evangelist Happy Thanksgiving everyone!

During this episode I reveal one of the most unexpected things I am thankful for. Can you guess what it is? Well, obviously I am grateful for the usual things such as health, family, freedom and most importantly my wife. But the most unexpected thing I am grateful for in relations to business is my competition. Here is why:

  1. The competition has performed in depth case studies that you can be used to educate your prospects.
  2. They validate ideas that you may have about unique challenges facing your ideal customers. They do the research in the form of case studies which you can use to position your product or service in a new and unique way.
  3. Competition can help you get into a new market quickly.
  4. You can take the companies they highlight in their case studies and search them on LinkedIn and find similar companies. It will become very likely the company your competition does the case study on is facing the same challenges your prospects are facing. They reveal great information you can share with them.
  5. Connect with key individuals within the company the case study was done on so that when the honeymoon phase is over, you may be able to come in and position yourself. Executives may change, customer service may go down or any number of things. You need to be there as the BEST alternative. The case study also already revealed that they are willing to pay high dollars to fix challenges. This will be helpful when you get the opportunity to position yourself.

So as you finish up this Thanksgiving holiday and work on plans to start of the new year strong, implement this strategy to help you get an edge. Thank goodness for competition and also turkeys!

 

TSE 059: Learn How To Have Conversations That Sell From Nancy Bleeke!

Nancy Bleeke is the queen when it comes to having meaningful conversation with prospects. Conversations that really, engage the prospects and that really sells! She has been doing this for quite some time and offers impeccable advice. Nancy Bleeke founded Sales Pro Insider in 1998 to help companies improve their sales, customer service, coaching and teamwork results with conversations that count. During this episode we discuss points from her book Conversations That Sell, and ways sales professional can apply them. I know you will love it.

Here are some of the major takeaways from this episode:

  1. Top producers are top producers because they don’t complain or make excuses.
  2. Conversations are important to a seller because technology will not do the work for you.
  3. Effective conversations have a proper form:
  • Start the conversation.
  • Find the prospect’s challenges.
  • Explain why your product is relevant to the prospect.
  • Work through concerns.
  • Work towards the close.

4.   People will buy from people who they feel is able to give them true value.
5.   Stop winging it! Those who prepare consistently are 17-25% more effective than those who don’t.
6.   There are many ways to be successful, you have to find the ways that are most effective for you and your business. If you don’t know those successful ways yet, you need to get to work to figure them out by trying new things.
7.  Prepare for meetings with a focus of what’s in it for your prospects. This will get them engaged to have meaningful conversations with you.

Stay in touch with Nancy Here!

Conversationsthatsell

 

You can learn more about her book here at www.conversationsthatsell.com 

 

 

SalesproinsiderYou can also get access to FREE training information here as well.

“3 Tips To Work Through Objections Ebook”

 

 

 

Contact Nancy at: 

Nancy@salesporinsider.com

Sign Up For Her Newsletter (www.Salesproinsider.com)

@SalesProInsider (Twitter)

Listen to the Full episode Below:

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