Category Archives for Sales Story

Dre Baldwin, Success Story

TSE 1254: How To Develop An Unstoppable Drive To Sales Success

Dre Baldwin, Success StorySalespeople and startup entrepreneurs all strive to have an unstoppable drive toward sales success; however, this isn’t an easy feat. There are hurdles to face before that success can be attained. How do you get the unstoppable drive to sales success?

Dre Baldwin was a professional basketball player. He graduated from Penn State and played overseas for nine years across eight different countries. He is now an author and speaker. Dre creates programs for both athletes and non-athletes and does coaching and consulting, among his many jobs. He is also considered as an influencer with YouTube views of over 40 million.  

The beginning of his basketball career 

Dre started playing basketball at the later age of fourteen. With other players starting out much earlier, many were better than he was and had a greater skill set. With this in mind, he knew the only way for him to get better and earn their respect was to do more than everybody else was doing. 

He practiced way before others were coming to the court. While people started playing when the sun went down, he started playing between 10 AM to 4 PM, when it was too hot for others to join him. He didn’t have a coach or a mentor so there was no one he could ask for help. He had to drive himself to improve.  

Dre went on to college and tried out for the basketball team as a walk-on. Fortunately, he had improved enough to be recruited in his freshman year and by summer, he was invited to go to another Penn State branch that was an NCAA division three school.

Developing the drive 

Many success stories have rags to riches origin story but that wasn’t Dre’s case.  He grew up comfortably with both parents. When you’re comfortable, where does the drive come from that pushes you to do better?  For Dre, it was seeing the success of people who’d truly had rags to riches stories, like 50 Cent and Jay Z. Dre’s favorite entertainer is the rapper 50 Cent who was shot nine times and almost died. 50 Cent ended up making it big in the industry, working hard to get out of the ghetto and into a glamorous life. Jay Z came from the projects, didn’t know his father, was selling drugs on the streets and became wildly successful as a rapper. 

These people grew up in some of the worse situations but they turned their lives around. You might ask yourself how you can have the same success story by finding ways to motivate yourself to do better.

Having the force within

Many people have to find the drive within themselves to strive for better. You have to force yourself to find inspiration and get motivated. 

Dre works hard and keeps himself motivated to strive harder. He’s published books on self-discipline and he’s talked about it on podcasts and a variety of other platforms. Knowing that he’s created so much content himself, he realizes that information is available if you’re driven to apply it. How to move into success isn’t a secret.  Being successful is more about your willingness to show up and take action over and over again. 

The lies keeping you from success

The most common lie that keeps people from realizing success is I can’t do this because ________ and they fill in the blank with all kinds of reasons. The other lie is I need more information. This is something that we hear a lot. More often than not, people already have the steps and the training but they’re just not sure if they’re doing it correctly. This is especially true if they are looking at other people who are doing it differently. 

We need to understand that not everything works immediately. Starting the process doesn’t mean immediate success. In the same way that buying an SEO online course doesn’t mean that your website will rank number one within a week. You need to put in the work over and over again. Success is not a matter of what you’ve done or what you’re doing at the moment, it’s a matter of showing up and doing it repeatedly.

When you don’t see immediate success you don’t have to question all the information you’ve gathered and gone back to information-gathering mode. You must take action and not stop.

Taking the leap

Dre’s basketball team in college got a new coach and he wanted new players. Dre was kept on the team initially but was eventually let go.  He didn’t play basketball in the last year and a half he went to school. When he got his degree, he went back home to Philadelphia and his parents asked him what he was doing next. He told them that he was going to play professional basketball. At this point, his parents hadn’t gotten to him play. He was 22 years old with a degree in business but he was choosing to play basketball. It made no sense. 

When he graduated, Dre had no resume or experience  and that became his drive. He went to an exposure camp, where you bring your sports gear and play against other players. This is where you prove your worth in front of coaches, managers, agent scouts, power brokers in eSports, and other power players. Dre got a video from the camp and that became his golden ticket to professional basketball. He emailed every basketball agent he could find and he sent his video to those who replied to his initial message. Dre also uploaded the video on YouTube, beginning his YouTube career. He finally found an agent and this agent negotiated Dre’s first game in Lithuania. 

Explore social media platforms 

Dre was doing social media before it boomed and became the business it is today. There were no ads on YouTube then and wasn’t yet a platform where you could monetize your content. Dre’s videos were mainly uploaded for safekeeping but people saw his videos and kept asking questions.

Dre realized that YouTube was an underutilized resource. He decided to bring his camera with him to the gym and started filming everything. He then uploaded these to YouTube thinking his videos may help other people improve their game. It wasn’t about the money, it was about helping others. Viewers responded to Dre because they could see his genuine desire to help and he was authentic. He didn’t pretend to be anyone else in front of the camera.  Dre was himself and his viewers kept coming back.  

“How To Develop An Unstoppable Drive To Sales Success” episode resources

There are so many resources that sellers utilize. Social media is one of the most powerful ways you can increase brand awareness. Whatever competition you may face, the one competitive advantage that can never be duplicated is your individuality. When you talk authentically with other people, you’re not only sharing your products and services, you are also allowing them to see you as a person and with customers, that goes a long way.

Dre Baldwin is in every social media: Snapchat, Instagram, Twitter, etc. Let us answer your sales inquiries. You can also talk to Donald directly via LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

 

Sell with a story with Jude Charles

TSE 1248: How To Tell A Story That Connects & Sells

Sell with a story with Jude CharlesIn this episode, we are going to talk about how to tell a story that connects and sells. We tell stories to inspire others, show empathy, and more. The problem is, we don’t know how to tell stories in a way that consumers will be compelled to buy our products. This is what Jude Charles is going to teach you in this episode. 

Jude Charles is a story-driven filmmaker, brand strategist, and a speaker who’s been running a video production company for the past 13 years. He’s been helping entrepreneurs tell stories effectively to be able to connect with prospects and clients. 

What is a story? 

Stories are universal. There is no difference between a story about your normal day and a story you might tell during a sales meeting. The only difference is the ending and its goal. Stories are about a specific moment in time. It has a beginning, a middle, and an end. What happens at the end will make your story impactful. 

When you’re telling a story in sales, you want the listener to buy into the service you’re selling. This story has to matter in a way that by the end, they will want to buy your product or service. Stories can make a connection. 

Case Example: Money Heist

Storytelling works because it’s relatable. A Netflix show called Money Heist has a story that pulls you in. It includes a group of nine guys that are getting ready to rob a mint in Spain. Although viewers aren’t robbers themselves, as the movie unfolds, the audience begins to relate to these men and become more invested in the characters and the plot. The viewer gets to know these nine guys and sees their reasons for wanting to rob the mint. 

The same is true in selling. You want to share a story with your client that he/she can relate to. Instead of just selling your products and services outright, or presenting bullet points of the benefits, share a success story instead. Set the scene by beginning with the problem. You’ll then go into the actual journey that leads to solving the problem.  As the story unfolds, the client or prospect should be able to picture themselves in the scenario. By the end, they will see themselves as the ones rescued from the problem by the solutions you have to offer. 

The basics of presenting a story 

When forming a story, think about how you will sit with the client and talk to them about what you’re doing. 

The number one question in your client’s mind is about who you are and why they should do business with you. It’s during this assessment your storytelling should be an integral part of the sales process. It will become part of the conversation you’re having with your client. The basic framework of storytelling is pretty much the same: 

  • Start with a problem
  • How you went on the journey of solving the problem
  • Reveal the solution 
  • Share the results of the solution 

Jude keeps a story bank and saves story notes throughout the day, from the biggest details down to the minute ones. It’s these pieces that are used to create a story that is meaningful to the client. 

Kinds of Stories

There are different kinds of stories. When you talk about yourself, then you are telling the Who are you? story. Other stories include Client Success stories. These kinds of stories not only build your credibility but they prove your process has worked for someone else. 

There are also Closing Stories and Value Stories. These are your core values. Clients like to see integrity and transparency so you can tell a story that illustrates these values.

To see examples of great stories, a recommended book is The 10 Great Stories That Leaders Tell by Joseph Lalonde. 

Raising the stakes

Let’s look at Money Heist again. The objective of the movie is for nine robbers to be able to get into the Royal Mint of Spain. The first thing they did was to pose as cops. The story raised the stakes when the police commissioner decided to try to break into the Mint of Spain while the robbers are there. The robbers say they have hostages and that one of them is the daughter of Spain’s ambassador. The police could rescue all the people but the stakes are high because the ambassador’s daughter will die. 

Raising the stakes is getting to the moment in the story where it looks as though you think the journey is way too hard.  A great story will illustrate how the characters overcome.

What happens at the end

The end is where you become very strategic about your story. It will include the lesson you want the client to learn. Your goal is for the client to understand that they need to be all in. The important factor at the end of the story is how you frame the lesson. What are the results after the solution? That’s a question you need to answer. 

A great way story lets your client know you have an understanding of who they are, what their problems are, and the solutions they need. You want to set the vision of what the future looks like with, or without, your product or service.  

Another book called The Story Factor by Annette Simmons also talks about storytelling. While it’s not in the concept of a framework, it shows you how to use storytelling in everyday life. It shows you how you can influence the person you are talking to so you can get your message across. 

You can get better at telling stories by doing it every single day and observing how people react. It’s a skill worth learning. 

How To Tell A Story That Connects & Sell” episode resources

Connect with Jude Charles via his website, judecharles.co 

Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.