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Donald Kelly, Presentation

TSE 1135: TSE Certified Sales Training Program – “Presenting In Person”

Donald Kelly, PresentationYour closing process will often require you to speak to a board or a group of people about your product or service, and you must provide value to your audience when presenting in person.

The Sales Evangelist Certified Sales Training Program provides specific sections for prospecting, building value, and converting to a paying client, and we’ve designed the training to help sellers prepare for presentations and to train their teams to do the same. It’s designed to help sales reps and sales teams improve their skills, find the right customers, adopt the right activities, ask the right questions, build strong value, and close more deals. 

Guessing game

Many situations demand that sellers meet with a team of individuals who will ask a variety of questions about the product or service. You’re wasting your time if you don’t understand the problems they need to solve or the challenges they are facing. It doesn’t make sense to play the guessing game during the limited time you have with this group of people. 

Once you understand the issue, you must also determine who the decision-makers and buyers are. You must understand the timeframe they are working against and their budget for the purchase. 

The company you’re pitching to will also bring in competitors who will pitch as well, but they aren’t your concern. 

Storytelling

John Livesay recently spoke about storytelling and the need to be memorable. It doesn’t matter who presents first or last, but rather who tells a better story. 

Consider having other team members attend the presentation with you and introduce themselves by telling an interesting story. Perhaps your CTO can share how his love of Legos® pushed him to create complex things and find solutions to problems. It inserts personality into the presentation. 

Tactical presentation

Make sure you know who will present information on the buyer’s behalf. Have someone from your organization research to determine who will attend.

If possible, learn what those people hope to discover from your presentation. Engage your champion, or the person you’ve been working with to this point, to find out whether you can introduce yourself prior to the presentation. When you do that, ask them what questions they’d like you to address in your presentation and then be prepared to address those specific topics. 

Once you understand who will attend and what information they’ll be seeking, you can build your presentation around those topics. 

Recruit help

If at all possible, take someone else to the presentation with you. Take several people if you can. Assemble a team of people from different departments. 

When you set up in the conference room, don’t divide yourself on opposite sides of the table. Use name cards for both groups to indicate where different people should sit. Also make sure you spell everyone’s names correctly. 

Intersperse the members of your group among the members of the company you’re pitching to. When you have breaks in the action, because the two teams are sitting together, they’ll be able to share conversation instead of squaring off like rival gangs. 

We recently used name cards for a presentation and they were a huge hit. The company was blown away by the preparation and the organization that went into the meeting. They assumed that if we were willing to invest that much preparation in a presentation like this, we’d certainly do it in our efforts to help them solve their problems. 

Control engagement

Develop slides that include imagery rather than a jumble of words. Tell a story about the problem your prospect is facing and how you can help solve it. Demonstrate your solution. 

Assign one member of your team to watch for reactions from the others in the room. Use him as a spotter. If he notices that someone is disengaged or fighting against sleep, he can signal that to you by interjecting or posing a question that will signal to you to adjust your direction. 

Have him watch for body language that indicates interest or to take note of those people who are jotting down things while you’re talking.

If, for example, the IT director takes lots of notes during the presentation, at the break I could suggest to the presenters that we talk a bit about IT and the most common questions we hear. 

Business case

Thank your champion in front of the entire group for making the presentation possible. Make her feel good in front of her colleagues. 

Then begin the work of building a business case for your prospect. Explain that you’ll answer the questions they submitted ahead of time and address the challenges you see based on the lessons you’ve learned. Describe how you’ve solved these problems for others and how you’ll translate that to this organization. 

Talk about how much the problem is likely costing the company and why they need to fix it. Explain how you’ll help, and do it all using stories. 

Virtual meetings

You can apply many of these same concepts to your virtual meetings as well. Although you can’t intersperse the participants, you can consider sending some treats that will arrive prior to the presentation. You can even send treats that somehow tie to the presentation you’ll be making, like Swedish Fish to make the case that you’re going to help them land bigger clients. 

Work to stand out from the pack by being unique and telling an amazing story. 

Action plan

When the meeting is complete, everyone in that room should leave feeling like they participated and like they were fulfilled by what happened. Then provide a specific action plan for what happens next. 

Present a few different options for ways to move forward. Give them time frames and explain the steps required to progress. 

I conduct presentations this way and they work well for me and for the people I’m presenting to. I want you to realize the same benefits in your own presentations.

“Presenting In Person” episode resources

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.

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.

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 mailtag.io, 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.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audio book, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

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. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, Chala Dincoy, Closing The Deal, EMSDC,

TSE 1056: 5 Closing Mistakes That Prolong the Selling Cycle

Many small business owners and sales reps face challenges with closing, and there are five closing mistakes that will prolong your selling cycle.

I met Chala Dincoy at the Eastern Minority Supplier Development Council ROAR Conference, and today she’ll talk to us about the mistakes that can delay or prolong your selling cycle.

Chala is an elevator pitch coach who helps people get into the room. Then, once they’ve landed a sales meeting, she helps them close it faster.

The greatest challenge, she said, is getting the appointment because people don’t stand out. About 86 percent of buyers think you’re the same as your competition. Now she teaches reps how to get through the noise and stand out.

Interestingly, she pointed out that many companies don’t use titles like “sales rep” on their business cards anymore because it puts people off to see that someone is in sales.

Thought leadership

That’s the first closing mistake.

The second is you haven’t specifically addressed the customers’ pain points. So now you’re in the wrong room and the wrong people are in the room with you.

You end up talking to lower level managers who pass you off over and over. As a result, you’re never able to get to the influencers that you need to reach.

The real trick, then, is to change your marketing so that you’re in front of decision makers all the time.

Since Chala’s sweet spot is diversity businesses, she works to get in front of conferences where those people are gathered. She has their business cards and they are talking to her at conferences.

This is the kind of marketing you should do, via speaking, networking, blogging, and any other kind of thought leadership.

Branding

Your branding is one of the tools that gets you into the room. Sheryl Sandberg is a celebrity in the business world, and you can do the same thing in the world of your target.

Chala recalls being at a recent conference where five people hugged her as she got off of an elevator. Though she didn’t know them, she says it’s a sign that you’re becoming known in your industry.

Once they know who you are, it’s really easy to land an appointment. It’s easy to invite them to an executive round table and for them to say yes.

Realize, too, that though everyone might be able to benefit from what you’re selling, not everyone needs it. We all sit in chairs, for example, but I may not need the kind of chair you’re selling.

Pain

Seventy percent of humans purchase based upon pain, so if they have a problem, they buy. The flip side is that only 30 percent of people will buy if you’re selling based on improving something.

Chala is fond of the saying, “No pain, no sale.” The third mistake is trying to sell something without addressing pain.

Stories have to be about the pain. When you’re in a presentation, offer case studies of pain. Your elevator pitch has to be based on pain. And all of it has to be the same pain.

We must niche down and focus.

Stop talking about yourself. No one cares how many offices you have or how many awards you’ve won.

Your prospects only care about the pain.

The purse

You must have both the budget and the authority in the room with you. Failure to do so is mistake number four.

We often call it the purse and the pain. If the pain doesn’t have the purse, no decision can be made, and vice versa.

As an extension of that, lower level managers may talk about a different kind of pain that company leadership will. If you base your entire presentation around one person’s pain, especially if that person isn’t the decision maker, your presentation will miss its mark.

You must have both people in the room.

Finally, avoid leaving without a next appointment. You must establish a next step with your prospects.

If they tell you they can’t commit to a date because there are other stakeholders involved and they don’t know all the schedules, then set a date to get a date. In other words, schedule a day that you’ll call to set up the next appointment.

If they aren’t willing to give you a date, it’s a really strong indicator that they aren’t going to buy.

Stop talking about yourself and connect with their pain points.

“Closing Mistakes” episode resources

You can connect with Chala at LinkedIn or at repositioner.com and you can take a quiz to determine how good your elevator pitch is.

We are currently in the Beta portion of our new TSE Certified Sales Training Program. The first section is about prospecting, the second is all about building value, and the third is about closing.

This episode is brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

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

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

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

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

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

Audio provided by Free SFX and Bensound.

Key Stakeholder, Donald Kelly, Decision Maker

TSE 1055: TSE Certified Sales Training Program – “Key Stakeholders”

As you move closer to the end of a deal, you’ll likely encounter more objections, and identifying key stakeholders is the secret to overcoming those challenges.

As you move into deeper conversation with the prospect, you may not realize that there are other people involved in the process, even if you aren’t directly interacting with them. Your job as seller is to find out who they are.

Today we’ll help you understand who those key stakeholders are, how you should work with them, and how you can prepare for the process.

Initial interest

Imagine you have an initial conversation with someone who is interested in your lawn care business. You generated some interest and they expressed a desire to know more. You’ll naturally address how you’ve helped other people in the past and take other steps to build value.

At this point, you’ll want to find out who else will be involved in this conversation. Typically, though, sellers neglect to ask that question.

Ideally, you should find out whether the prospect has made a decision like this before. If so, has it been a long time?

You do this kind of work on a day-to-day basis, but the prospect doesn’t. He needs guidance, and you can help him move forward.

Identifying stakeholders

Avoid making him feel as though he isn’t competent to make the decision. Instead of asking him who should be involved in the next call, ask it this way: “At this point in the conversation, my clients typically invite other people into the conversation.”

Instead of asking whether he’d like to invite others in, I would simply ask him who he would like to invite into the conversation. He might identify the CFO or the decision maker.

Next, I would point out that, in order to make sure the next meeting is as valuable as possible, I’d like to know whether I can connect with some of those stakeholders to find out what they’d like to hear.

If he has an objection, reframe the request so that he’s the one making the contact with his stakeholders on your behalf. Keep him involved in the process so he feels comfortable.

Cast of characters

The first stakeholder is your decision maker. He tends to be the person that sellers most often keep their eyes on because he’s the one that will do the final sign-off.

But he may not get involved until later in the process. The decision maker may expect the influencer and the champion to do all of the hard work.

Second is your influencer or the person who has the ear of your decision maker. She may be the right-hand person of your decision maker, or she may just be someone who has a connection with him.

In some companies, this may be an administrative assistant, and sales reps must be mindful not to overlook these people. These executive assistants often wield much influence with the leadership.

My wife worked in a similar position once, and her recommendation often depended on how the sellers treated her when they called into the office.

End users are the people who will use the product or service you’re offering, and they’re the ones you’ll likely interact with the most. We must make sure that they understand us and that we understand them.

The buyer will sign the check to close the deal. If he doesn’t like the deal, he will likely have key influence in it.

The champion is the person who likes you and who brought you into the fold. She invited your team to consider the possibility of hiring you.

The champion

We recently did an entire episode about the importance of the champion. The discussion centered around the fact that sellers often focus so intently on the decision maker that they neglect the champion.

In actuality, though, the champion is the one that you’ll interact with the most, and he’ll be the one that has the most interaction with his team.

He’s the one that wrangles the group through the decision-making process. He’s the quarterback, but he must have your support in order to succeed. If he doesn’t have it, he may lose the desire to champion your cause.

The knights

The dark night doesn’t necessarily have interest in your product or service. He’s usually the member of the organization who is a little bit apprehensive, and it’s in your best interest to discover who he is and why he is a dark knight.

The champion, of course, is your white knight. He will tell the company why it should hire you. He believes so strongly in what you have to offer that he’ll work to sell you internally.

The white knight will likely recognize the dark knight, so you can ask him who it is and what his concerns are. Gather as much intel as you can about the dark knight so you’ll know how to address his potential objections.

Handling the dark knight

Make sure you have a conversation with the dark knight prior to the meeting. Present information to Doug that addresses those concerns and ask him during that conversation whether there is anything specific he’d like to see in the presentation.

In some cases, the dark knight will be the person who made the previous decision and whose decision is potentially being undone by your company. Make him part of the process and compliment the work he has done.

Add on to the value and break down the existing barriers.

When you give the demonstration, you’ll be more effective because you took the time to identify these characters.

“Key Stakeholders” episode resources

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you’re not familiar with the TSE Certified Sales Training Program, it’s a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. We address three topics: finding, building value, and closing. It’s amazing and it’s fun!

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

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

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.

Dr. Zvi Guterman, Sales Presentation, Donald Kelly, Giving Prospects Hands-On Control During Presentations and Leave Behind

TSE 1021: The Value of Giving Prospects Hands-on Control During Presentations and Leave-Behind

What is the value of giving prospects hands-on control during presentations and leave behinds?

Zvi Guterman, founder and CEO of CloudShare, is here today to tell us. CloudShare is a cloud company providing IT labs as a service mainly for IT training, IT sales enablement, and sandboxing, all in the cloud.

Like most entrepreneurs, Zvi got the idea for CloudShare when faced with a problem that needed a solution. In previous positions, there was always a point in the sales process when Zvi needed to build a demo or training talk.

When he realized how much time and work he was spending to build that infrastructure, as opposed to actually doing the demo and closing the deal, he knew there had to be a better way.

He looked but couldn’t find a service to create labs for him, so he decided to create that service.

Ten years and $30 million later, Zvi has seen a lot.

Hands-on control during presentations

Zvi learned from working with his customers and users that, once a prospect is given a hands-on experience, the level of commitment from those prospects increases.

It is no longer some vague idea that you are selling but rather a tangible product.

When the clients understand how the software works, for example, it is easier for them to imagine using it. They are more committed and less worried because their questions are answered. It also allows sales to collaborate with the prospects on how best to utilize the product.

A hands-on experience allows sales to move control of the demonstration to the prospect. It increases the prospect’s understanding of the product and allows them the opportunity to ask questions they may not even know they had.

Onboarding then becomes super enjoyable.

Begin by answering simple questions and explaining terminology. Then, proceed together to determine other areas to test, what type of specific functionality to add, or which performance issues need to be addressed. It also enables sales to personalize a timeline and success criteria for each prospect.

Other benefits of the hands-on approach 

Client engagement increases retention. The hands-on process increases usage and reduces the risk of the prospects buying but never deploying the product simply because they don’t have the time to install or set it up.

Cases will still arise where the product is not a good match for your prospect. But looking at the big picture, you want to see the No’s. Hands-on presentations shorten the time spent on irrelevant leads because the prospects will see right away whether the product is a match for their needs.

Most times, salespeople focus on leads or clients that are not going to progress. Engaging the customer with hands-on opportunities saves times and energy for everyone.

Zvi insists that the demonstration parameters be the same parameters the prospects can expect when the product is deployed to their data centers. They do not optimize or otherwise tweak the demonstration. This provides true value to the customers.

It also allows everyone the opportunity to enjoy the move toward deployment. The transition is smoother and the actual deployment is faster.

The duality of the hands-on process

The prospects are happy with the duality of the hands-on process. On one hand, they have control of the environment. No one will interfere or touch their data.

At the same time, sales is available to answer any questions and to collaborate.

An in-house test lab is probably the most common scenario in many organizations but scheduling use of the lab is both cumbersome and expensive.

CloudShare simplifies and reduces that cost by reducing the amount of lab time.  Hands-on demonstrations are more efficient, more powerful, and less expensive.

Providing hands-on demonstrations and a trial in the cloud also allows for more and more advanced scenarios. Zvi sees people utilizing all the available tools together and becoming more efficient.

People are now using the data available in CloudShare to calculate the probability of engagement. They can also determine where to concentrate their efforts and to learn about new directions to take.

It allows people to collaborate and get the best results.

For example, if a sales rep on the east coast notices better results from a demo being used on the west coast, he can quickly learn more about it and how best to apply it. With CloudShare, team members can share improvements implement them on a global scale.

Organizations become more efficient as a result.

“Giving Prospects Hands-on Control during Presentations and Leave-Behinds” episode resources

The best way to reach Zvi is via email at Zvi@Cloudshare.com.

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!

 

Matt Suggs, MediaFly, The Sales Evangelist, Donald Kelly

TSE 946: Three Effective Ways To Create Loyalty

The buying process has changed, and by the time your prospect gets to you, he has already done a substantial amount of online research. A recent study showed that 68 percent of people in the B2B space believe online information is far more helpful to them than the information they get from salespeople.

On today’s episode of The Sales Evangelist, we talk to Matt Suggs, executive vice president of Mediafly, about developing better presentations to create loyalty.

Mediafly creates mobile selling tools for large companies to use to their customers.

Loyalty

Loyal customers will see you as a partner in their business. If your customer sees you as a vendor, you don’t have loyalty.

The challenge for salespeople today is that buyers have access to vast information on the Internet. Some of that information is true and some of it isn’t.

Think of the things a salesperson would least like to hear from his clients. The worst thing would be hearing that your customer purchased a different solution from another vendor because they didn’t know you provided that capability. If they didn’t know you offered it, you missed an opportunity to help them solve that problem.

Perhaps your customer doesn’t have a full understanding of all that you do. Think back to your customers over time and evaluate whether they call you about a problem even if you’re ultimately going to point them to someone else.

Make sure you’re their first stop.

Building relationships

The most important consideration is how much value you bring to the customer. Do an honest assessment of your capabilities and build a relationship with your customer based on your strengths.

Responsiveness is a big component. Your customer will likely call the provider that is the most responsive to his communication because he wants an answer quickly.

Knowledge is important as well. If you present the same information to every single buyer without tailoring the conversation to each prospect and making the presentation relevant, the buyer will be less likely to see you as a partner.

Capitalize on your own capabilities. Use your strengths to solve problems for your partners so they learn that you’ll help them solve their problems.

Make every conversation valuable to the client rather than simply pushing product.

Maintaining clients

Many salespeople excel at discovery. They’re good at finding what the customer needs. Most are able to use it to run their sales process. 

When you engage with the client, use discovery to tailor the solutions and conversations to the client. Tie those solutions and conversations to the information that you found during discovery.

Realize, though, that your engagement after the sale is just as critical because your customer can go find another provider.

When you compare the cost of acquiring a new client to the cost of maintaining an existing one, it’s obvious that implementing solutions for your existing clients is important than ever.

The ability to go back to past clients is critical to long-term success, and you’ll need those clients to develop new ones.

Those clients, for example, will provide referrals for prospective buyers, and your relationship with each customer is part of that positive reference.

The hit-and-run sales approach will eventually catch up to you in the long run. You’ll eventually wear out your welcome. You’ll build a reputation for that kind of activity.

Interactions

Ensure that every interaction you have with your customer provides value to that customer. Loyalty is about maintaining those clients.

Making sure that you prepare adequately for each interaction is vital. Don’t take your customers for granted.

Create scorecards or health checks that help you keep the finger on the pulse of that client.

Every company has a couple of metrics they use to measure customer satisfaction, but the customer may measure it differently. Talk with the client about what’s important to him.

Get your sales and customer success teams working together. Treat your client the same on the last day of the relationship as you did when you were selling them initially.

Ensure that they never feel a dropoff in your concern or care about that account.

“Create Loyalty” episode resources

Connect with Matt at Mediafly, and check out the available webinars about the tools they have to offer.

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

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

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

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.

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, 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.

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Audio provided by Free SFX and Bensound.

David Hooker, Prezi, Story Telling, The Sales Evangelist Podcas

TSE 816: Don’t Bore Your Prospects to Death!

David Hooker, Prezi, Story Telling, The Sales Evangelist Podcas

The battle for your audience’s attention is fierce, so you must ensure you don’t bore your prospects. Storytelling is the key to interesting presentations. The good news is that you’re already a storyteller.

On today’s episode of The Sales Evangelist, David Hooker of Prezi explains how to keep your prospects interested and provide the information they need to make decisions.

8 seconds

Some suggest that our attention spans are only 8 seconds at best, but it simply isn’t true. Ever binge watch an entire season of a show in one sitting?

More accurately, there is more competition for our attention. The immediacy and availability of information gives us a subconscious desire to never be bored. People can check Twitter, Facebook, Snapchat, or any other platform at will.

Storytelling prevents boredom during your presentations.

The truth is that your prospects know what you’re coming to tell them. They’ve looked you up. They’ve read about your product. They know 85 percent of what they need to know to make a decision.

The good news is that they’ve invited you in, which should be encouraging. The bad news is that you don’t know where the gaps in their knowledge are.

Conversations, not pitches

You’re selling a product your competitor sells. You might have a slight advantage at some point, but it likely won’t last long.

People buy things because of relationships. They’ll decide that “Vendor B was attentive, courteous, punctual. If something doesn’t work right, Vendor B will likely be there for me.”

Conversations help you built those relationships. Storytelling helps you keep your prospect engaged.

You can practice your storytelling skills every day when your family asks about your day. Talk about your day in a way that engages their attention.

Check their facial expressions:

  • Are they engaged?
  • Am I talking too much?
  • What is their body language telling me?

The great thing about practicing on your family is that they’ll tend to be honest.

When it comes to sales, you’ll end up telling the same story again and again, so you can workshop it.

  • If I add a detail does it get a laugh?
  • Does this fact help my customer understand better?

Always work on developing your story so you don’t bore your prospect.

Visuals complement

If you ask your prospect to list the appliances in his kitchen, he won’t visualize a list of appliances written with bullet points in Comic Sans. He’ll visualize his kitchen in order to list them.

Prezi allows you to arrange your content in a way that makes sense. It allows you to navigate the way you need to.

If you have a prospect who only needs information about pricing, Prezi allows you to segment your content so that you can go straight to the content you need. Your prospect will appreciate that you skipped the information that wasn’t relevant to him.

Prezi requires a little bit more time than other presentation programs, but it will help you keep your audience engaged so you don’t bore your prospects.

Episode resources

You can connect with David on LinkedIn or Twitter.

Find Prezi at www.prezi.com, and get to know Prezi’s YouTube channel for tutorials that will help you make the most of Prezi.

Finally, check out The Narrative, a podcast dedicated to helping professionals craft better business stories.

If you’ve enjoyed this content, subscribe to The Sales Evangelist so you don’t miss a single episode. Tell your colleagues about the podcast, and consider leaving a review for us wherever you consume the content so that other sales professionals can find us as well.

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Donald Kelly.

TSE 550: TSE Hustler’s League-“Great Presentations”

Donald Kelly.

Presentation, Demo, Donald Kelly, The Sales Evangelist Podcast

How are you bringing value to the table? How do you make yourself stand out from the pack? This week, we pulled out yet another snippet from one of our previous sessions over at the TSE Hustler’s League where we talked about building value, specifically about giving great presentations.

There are basically two problems that I’ve seen with many salespeople giving presentations. First, they only give what they want to give. Second, they give presentations at the wrong time. And when you do these things, you don’t actually get what you want to get. So what do you have to do?

Strategies for Giving Great Presentations:

  1. The Discovery Meeting

After grabbing a prospect’s attention and you’ve set a discovery meeting, this is clearly an opportunity for you to dig in deeper and discover more about the client. So you have to come prepared with some questions which are questions your prospects will be happy you asked them. Ask them questions that help build value, that help them to think, and help them to realize they need it, and ultimately, help them want to buy from you rather than you trying to sell them.

One of the biggest mistakes of people giving presentations is failure to have this discovery meeting. And once they’ve presented, the clients would just tell them they’d keep in touch. So please… never skip this part of the process. Take notes!

  1. A Creative Alternative

Sometimes, people want to really want to see what you have and get an understanding. This is where a 5-minute demonstration would come in handy. For example, have a video on your website or a video you can send them. The key thing to remember is to not waste your time with people who are not qualified. If they don’t have a problem you can solve or they don’t have the money, you’re going to be wasting your time with that meeting. So give them an alternative by creating a simple video on your website to give them the opportunity to see what you can offer. Give them value.

  1. The Demonstration Mode

There are several things to keep in mind when giving presentations. Again, be sure to take notes after each discovery meeting which you can utilize for the next meeting. This is the key to customizing your presentation.

Here are examples of the things you want to find out during your discovery meeting:

  • Their pain
  • What they want to know or learn
  • How you can help them
  • What they’ve done so far and what they’re currently doing
  • Who their ideal customers are and how to find them

Using these pieces of information, utilize their words and their verbiage and put that in your presentation.

  1. Starting Off with a Compliment

Start off your presentations by complimenting them in a genuine way. Find out things about them on their website or look up their social media accounts or do a quick Google search about their company. Look for anything you can compliment them on. This shows them that you did your research and this makes them feel good about themselves. As human beings, we want to feel important and cared for.

  1. Complimenting Your Champion

Anyone who tried to help you get into an organization is your champion and be sure to compliment them to make them feel good as well. Share something which they did and that would make them feel good being given compliments in front of their peers.

  1. It’s Not About You!

Never forget to review the agenda of what you’re going over. The goal is to get people from Point A to Point B. Do not over-complicate presentations and talk all about yourself. It’s not about you. It’s about them. Focus your presentations on your prospects.

Episode Resources:

Interested in becoming a member of the TSE Hustler’s League? Please register, drop us a message, chat with one of our members, and see if it’s a good fit for you.

Check out our Facebook group, The Sales Evangelizers

Predictable Prospecting by Jeremy Donovan and Marylou Tyler

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

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

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

TSE 395: TSE Hustler’s League-Whiteboarding Concept Part 1″

The Sales Evangelist, Donald Kelly, TSE Hustler's League, WhiteboardingToday, I’m going to share with you a concept named Whiteboard Conversations. I got it from an amazing book called The Three Value Conversations. But first, picture this out:

You go to a prospect, work your thing, do your presentation, get finish and leave. Follow up with the prospect in a couple of days. You remind them about it. They remember you. But they don’t fully remember the full context of your presentation.

They don’t want to be embarrassed so they’ll tell you they do remember it but I doubt they actually remember the true essence of your presentation. Then they tell you they’d think it over and ask you to send a recording of it so they can review it for which the likelihood of them reviewing it is, well, zero.

So then what do you do?

There needs to have a conversation between you and your prospect in a way that engages them. A conversation consists of two people talking, sharing thoughts and ideas. You come to your prospect. You try to establish that “unconsidered need” and share with them your solution but you have to break this down to them the simplest way possible.

Understanding the old or the reptilian brain versus the new brain:

The Old Brain: The decision to change takes place in the emotional or the intuitive part of the brain. It’s a simple “machine” that makes fast decisions, creating contrasts to simplify the process

The New Brain: Justification and validation of the decision takes place in the logical part of the brain called the neocortex or the new brain.

Your job:

  • Simplify the process to your prospects.
  • Make sure you give them a visual stimulation that is going to make it simple for them and easy for them to understand.
  • Make it as simple as possible for your prospects to understand with simple logic and simple pictures and visualizations such as white boarding.

Why Whiteboarding?

  • It’s simple and easy for your prospects to grasp and understand.
  • People remember only 10% of what you say within two days of meeting with you. But when you’re able to implement a concrete visual, 65% of what you shared will be remembered.

How Whiteboarding Works:

  1. Write the problem on a white board or an easel pad (instead of putting it on your slide presentation)

Do not just put up a slide with a problem on it. Instead, write it out on a white board or an easel pad. This leaves a mystery in your mind that allows your brain to process, think, and engage in the presentation.

  1. Tell an engaging story.

Being able to tell an engaging story to your prospect increases the likelihood of them thinking of you over your competitors.

Episode Resources:

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

Pitch Anything by Oren Klaff

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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DO BIG THINGS

Martin Clay, The Sales Evangelist, Donald Kelly

TSE 131: TSE Success Story- Changing The Game with Sales Presentations

Martin Clay, The Sales Evangelist, Donald Kelly In this episode, I had the honor of interviewing one of our Sales Evangelizers! Martin Clay applied a sales presentation method he learned from one of our guests, Patricia Fripp (TSE 020), and was able to see remarkable success in the first application.

Martin is a medical equipment sales representative, selling to clients in the North American market. The challenge he faced was the fact that every time he met with doctors to do a sales presentation, it was inevitably always in the afternoon, after lunch, and the doctors would fall asleep during the presentation or get “pages” and had to go. This left his presentation feeling unfulfilling and incomplete.
As Martin listened to our podcast and heard Patricia Fripp, he found a better way to demonstrate his product that was guaranteed to engage the listener and cause them to recognize more value.
As you listen to the episode, you will hear the steps Martin used to see remarkable success. Here a few of them below:
-Don’t thank them for their time, thank them for the opportunity to be there
-Congraulate them on something they have accomplished
-Publicly recognize your champion
-Clearly paint a picture of the challenges
-Present viable solutions
-Encourage them to take action
Martin’s major takeaways:
Follow the process and incorporate it! These steps will drastically change your results right away.
Remember, until you apply what you have learned, NOTHING will happen!
To stay in touch with Martin via email at martinclay64@gmail.com
Join our Private Facebook Group Today: 

Donald Kelly, Donald C Kelly, The Sales Evangelist Podcast

 

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TSE 020: Discover the Secret to Effective Sales Presentations with Patricia Fripp!

Patricia Fripp

Patricia came to this country from England as a young 20 year old with $500 as a hair stylist and soon realized that she needed to do “BIG THINGS”. Patricia Fripp, CSP, CPAE is a CPAE Hall of Fame keynote speaker, business presentation expert, sales presentation skills trainer, and highly sought-after executive speech coach. Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-energy, high-content, and dramatically memorable presentations.

For over 25 years, Patricia has transformed sales teams and coached executives on how to deliver dynamic and inspiring presentations. She delights and entertains audiences while delivering practical, personalized content and consistently exceeds client expectations.

Patricia’s most in-demand topics include:

  •  Preparing and Presenting Powerful Presentations. Effective speaking skills can mean life or death. Learn to start, structure, tell stories, and connect with every audience.
  • Super Star Sales Presentations: The Inside Secrets. How many more sales could your sales professionals make if they stopped making stupid mistakes and started giving awesome presentations?
  • Opportunity Does Not Knock Once. Opportunity does not knock once; it knocks every time we hear the sound. To maximize opportunities we need to reflect on past experiences, acknowledge successes, and develop new habits.
  • Selling Yourself and Your Ideas to Senior Management. If you have brilliant ideas but lack the confidence to share them, you will never receive the credit you deserve. Learn career-building strategies that get the attention of upper management and have a long-term impact on your career.

Some of the major take aways from Patricia are:

  • Mom said “who you hang around with is going to make a great difference on what happens to you”
  • Always listen to your customers and offer what “THEY NEED”
  • Product knowledge is important, client research is important, but sales people need to know “what” to say when they are in front of their prospects
  • The first comment when giving a presentation is to congratulate the client and say something nice         about them
  • Thank them for the “opportunity to discuss (your service here)”, NOT “thank you for the time”. Everyone else thanks them for the time, you want to be different
  • Then thank your “white knight”, the person championing the project who has brought you this part of       the project
  • Setting the structure of the presentation is based on what information your “white knight” or champion gives you
  • Whenever you give a presentation you must PRACTICE, PRACTICE, PRACTICE! Rehearsal is the word and performance is the presentation
  • Know your intro and closing like the back of your hand

Listen to the podcast here in iTunes or Stitcher!

www.fripp.com (Get plenty of Free presentation & sale information here)

 

Join our Private Facebook Group Today: 

Donald Kelly, Donald C Kelly, The Sales Evangelist Podcast

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TSE 019: Keys To A Championship Presentation From “Ryan Avery”

Ryan Avery - Keynote SpeakerDuring this episode I had the pleasure of interviewing Ryan Avery, the youngest World Champion of Public Speaking. Ryan is currently a professional speaker working with audiences all over the world. In our conversation, Ryan offers great tips that you can apply to advanced your ability to deliver a great presentation.

Some of the things Ryan shares are:

  • Break the ice by showing you are vulnerable (laugh at yourself)
  • Know your audience by learning about each individual who will be in the room
  • When seeking to connect with your audience, dress to relate not to impress
  • When preparing for a presentation, you are always developing and refining it
  • How you practice will determine how you play
  • When giving a presentation make it simple, impactful and relatable
  • When giving a presentation show that you are human
  • Differentiate yourself by being YOU! This will give you an edge over your competitors because they can’t be you!
  • PowerPoint should not have more than 10 words. Ryan recommends the use of videos instead of pictures sometimes
  • Focus on ONE message that you want your audience to get

These are some very practical tips and advice that any of us can begin implementing today to see a difference. Please try them and let me know how effective it was for you.

You can stay in touch with Ryan via his contact information below:

Website: “How to Be a Speaker”

Twitter: “How to Be a Speaker”

Facebook: “How to Be a Speaker”

Check out Ryan’s New Book:

 

 

 

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TSE 018: What Can I Do To Offer A Great Sales Presentation?

Donald Kelly During this episode I answer a question regarding what it takes to offer a great sales presentation. This is a question that most sellers and entrepreneurs ask because they feel it is a crucial part of they’re selling process.

I sought out two experts to address this topic over the next couple episodes. One of them is Ryan Avery, a World Champion of Public Speaking. The other is Patricia Fripp, who is an expert speaker who coaches top executives on public speaking, sales presentations and keynote speaking. Each have very specific answers that will help you create that unbelievable sales presentation.

For now you get the chance to hear my answer and what I feel has helped my sales presentations become top notch. One of the most important is that I don’t give my presentation right up front. I wait until the buyer and I have discussed thoroughly specific challenges, I make sure that I am speaking with someone who has the power to say yes (decision maker) and I make sure that they are capable of purchasing.

I then refer to the first step where we set the rules before hand and discuss the challenges in detail and craft the demonstration around that. I speak specifically to what they want to see and need to get fixed. NOT to what my company or I feel is cool to demonstrate. This is very crucial to understand. You must speak to the buyers “WHY”. Meaning, why would they buy your solution? Why are they facing these challenges and why do they need to change? There is a “WHY” with every buyer, the core that is going to make them take actions. This is what their “PERCEIVED VALUE” is. This is your responsibility to discover this and offer a solution. When you do, the buyer will “perceive you and your solution to be valuable” and then you will more than likely have a new client.

As you listen to the episode you will see how I skillfully accomplish this and reduce the time I spent on a specific demo by more than 88% of the normal time. I know you will enjoy it.

 

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BRR_Postcard

Katherine Kotaw

TSE 015: Communicating Your Value with Katherine Kotaw

Katherine KotawDo you really know how to build a relationship that will transform prospects into long time clients? On today’s episode, Katherine Kotaw explains how properly communicating your value will help you build strong relationships with your prospects.

Katherine is the CEO of KOTAW Content Marketing, an international marketing agency headquartered in Los Angeles. Katherine is the queen of story telling and has mastered the art of presenting value. She is a New York Times-acclaimed writer. Katherine and her KOTAW team currently help Fortune 500 and smaller brands build their brand and how to market themselves properly.

Here are some of the major take aways from this episode:

  • Build a relationship first instead of going for the sale
  • Brand yourself before someone else does
  • People want to make a connection with you, use those social media sites wisely
  • Learn  the real definition of communication and how to use it
  • Learn effective ways to personally connect with your prospects
  • A great presentation is more than just a fancy powerpoint
  • Seek to connect with your audience by “feeling” the mood of the room
  • Seek to become a great story teller because people always love a good story

You can connect with Katherine at Kotaw.com. She is also on LinkedIn , TwitterGoogle+ or Facebook.

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