Selling Success Archives - The Sales Evangelist

Category Archives for Selling Success

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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Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist Podcast

TSE 738: Rethinking The Way You Sell

Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist PodcastToo often as sales professionals, we have the same old mindset that doesn’t give us the result we want. How about changing that? How about rethinking the way you sell?

Today’s guest, Jeff Bajorek, challenges sellers to rethink the way they sell. He is a consultant, speaker, sales advisor, and a podcaster.

He has been selling for several years and has learned that by rethinking the way you sell you will become successful.

Here are the highlights of my conversation with Jeff:

Is Social Selling the New Cold Calling?

Focus on what allows you to bring value to your audience and personalize that. Think about those things that got you to the table in the first place rather than focusing on the likes you get.

Salesperson-centric versus customer-centric

  • Have empathy for who’s receiving that message otherwise it’s nearly impossible to convert anybody.
  • Most salespeople just see names as numbers and how many people they can reach. They want to make their quota but don’t realize that at the end of the day those prospects are humans. Being honest is the way to go.

The Power of Connection

  • Instead of focusing on hitting your numbers, think about calling, say, 50 people, and connect with 20 with them and make four sales.
  • Just put yourself in those 50 shoes and try to tailor your pitch or proposition in a way that it’s going to resonate with them so they will respond to it.
  • The reason you only get a 10% response rate is because it’s a garbage proposition in the first place.

Strategies for Scaling to Get Better Results

1.Put yourself in the place of the rep.

Think about how you felt when you were in that role and you didn’t know about anything.

2.Take notes and review.

Take extra time after each call and if you were in the position of the prospect, would that proposition have resonated with you?

Take notes of what worked and what didn’t and review those stuff. What do you need to change? What needs to stay the same?

3.Pay attention to things.

Be aware of yourself and don’t think about the next five dials while you’re on a call. Be there for the person you’ve got on the phone at that time. Really engage with them.

4.Motivate people.

When you’re a manager, your salespeople are your customers. But managers stop thinking about that all the time. As a result, the sales professionals lose sight of what they’re trying to do as well.

5.Instead of worrying about scaling at an alarming rate, just make it work.

Figure out what works. Make it work repeatedly. And then build it own as tolerably as you can. Don’t lose sight of what you’re doing.

Developing Underlying Trust

If you do it right, your best customers do the prospecting for you.

You’re in this business to connect with people. You’re there to help.

Jeff’s Major Takeaway:

Everything is coming at you a million miles a minute. There’s more room than you can possibly imagine. So stop, take a deep breath, and think twice about why you’re doing what you’re doing. Effectiveness increases your efficiency.

Episode Resources:

Check out Jeff’s podcast The Why and the BuyThey’re soon starting a book club where they pick a book every month and they’re going to do a live podcast recording where everyone can join the conversation.

Check out the TSE Hustler’s League.

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

Donald, The Grinch, Sales Accountability

TSE 722: The Grinch Who Stole My Sales

Donald, The Grinch, Sales AccountabilityOftentimes, sellers blame their sales performance on the Grinch, well, on pretty much everything else but themselves. You see, it’s probably not the Grinch Or the Grinch probably is you. And the quicker you’re able to acknowledge this, the better chance of improving for the new year.

So stop whining and make it happen!

It’s probably human nature. We find something else to blame on when we’re not doing well.  I’m sharing the top reasons of salespeople that they do poorly on their sales performance:

1. My prices are too high.

2. I have no proper literature.

3. My territory is bad. It’s horrible.

4. I don’t have enough time.

We can have difficult times but we can overcome them. Here are strategies to help address each issue.

Price Is Too High

  • You might be selling to the wrong customers. Price is almost irrelevant if the value is strong enough.
  • Look at a different group of people who are more qualified. They are usually the ones that are more willing to pay.
  • It’s all about being able to build enough value. This comes down to you. Identify things affecting your customers. Then build value on that.
  • Marketing can produce leads but you can’t solely depend on them for leads. You still have to go out and hunt for yourself.

No Literature

If you have Canva, you have literature. You don’t even have to have literature sometimes. More likely, your prospects are not going to read what you send them. In fact, only a small percentage of people do that. So don’t fall into this trap.

Can material help? Of course, yes. But that’s no excuse for you to say you’re not closing deals. If you really need a literature so bad, use this free, powerful tool called Canva. Or send a link to your webpage.

Poor Territory

Territory management is key. Don’t let your territory be an excuse for not selling. You can still find some areas where you can find success.

No Time

We all have the same amount of time in a day. It all depends on how you can manage that time. Focus on things that are more crucial. Prioritize the things you need to do and don’t waste your time on unnecessary things.

Episode Resources:

Check out the TSE Hustler’s League.

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

Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The Top

TSE 199: Discover Your Purpose and You’ll Find Success!

Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The TopAre you constantly chasing the dollar? Are you living the American Dream? Nice car, huge house, loads of money, etc. It’s good to be successful. No doubt about that.

But is your success tied in with significance?

Are you truly living your purpose? Are you giving value to other people?

Aaron Walker has an ocean of wisdom to share with all of us regarding this today. At 13 years old, he started working at a local pawn shop. At 18, he partnered with one of the largest insurance agencies, took a $150,000 loan, put up his own pawn shop, and paid off the loan in 3 years time. By the age of 27, Aaron was self-made. But it wasn’t until one fateful, untoward incident that Aaron’s life has changed forever and that led him to live his purpose. Today, he helps people find their own purpose through his coaching/consulting firm View From the Top.

Here are the highlights of my conversation with Aaron:

How to discover your purpose beyond just the success:

  1. Define what “success” is to you.

Discover what gives you energy. The things you would do for free anyway, makes you find your meaning.

  1. Laser focus: Be an inch-wide but a mile-deep.

Get the non-essentials out of your life. Check out Greg McKeown’s book, Essentialism. Take your energy and tenacity and pour it on 1-2 things that you can become the expert at. Niche down to a point where you are the best at. Invest your time, energy, and resources into being the best.

  1. Be open.

Subject yourself to the scrutiny of others and interview them. Get different objectives and opinions from other people.

  1. Learn to be content in your present situation and be HAPPY!

Happiness is a choice. Elect to be happy. Attitude is the only thing you have 100% control over.

  1. Determine what metrics to use to determine if you’ve been successful.

Ex: choosing your own schedule, financial freedom, engaging family, clear conscience, leaving a legacy of wisdom

  1. Make your aim at how to enrich other people.

Lift them up. Take them to places they’ve never been. Pour into people. Being significant is being able to meet the needs of others. Learn to fully engage with people. Listen intently. Be human. Give because you want to. Help people even when it’s not convenient. Prioritize your goals with other people in mind.

  1. Have the ability to foresight and invest long term to potentially impact generations to come.

Look 5, 10, 20 years from now and have the ability to look long term to invest in the lives of others so you can change their family tree.

Now you’ve got success, significance, and a full, rich life!

Aaron’s Major Takeaway:

Fear missing an opportunity more than you fear failure. Success comes to those that venture out. Failure is in not trying, not in not succeeding.

Aaron’s Book Recommendations:

Greg McKeown’s Essentialism

Dale Carnegie’s How to Win Friends and Influence People

Bob Burg’s Adversaries into Allies

Charles Duhigg’s The Power of Habit

Aaron’s got a gift for you!

Visit www.ViewFromTheTop.com/tse and download these free documents that Aaron made especially for TSE listeners.

  1. Free Personal Assessment
  2. 25 Questions to Get the Life You Want
  3. Steps to a Productive Day

Episode resources:

www.viewfromthetop.com

Follow Aaron on twitter @vfttcoach

 

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