Category Archives for TSE Hustler’s League

Donald Kelly, The Sales Evangelist Podcast, Rejection

TSE 985: TSE Certified Sales Program – “Fear of Prospecting”

Donald Kelly, The Sales Evangelist Podcast, RejectionToday on The Sales Evangelist, we’re going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome your fear of rejection.

Fear of rejection often keeps salespeople from going after potential deals, but it doesn’t have to be this way.

Intimidation

If you’re a new rep and your teammates warn you to stay away from a certain account, it can cause you to fear to reach out at all.

In our case, a seller named Rick found himself in this exact situation. He believed so strongly in what he had to offer that he actually went to visit the client.

He spoke to the prospect’s receptionist and he left information with her that she could pass on to the VP of the company.

Several days passed and he didn’t hear from the receptionist or the VP. Fortunately, his confidence outweighed his fear of rejection.

He called the prospect at 7:30 a.m. and was able to talk to the exec because the receptionist wasn’t there yet.

Eventually, he closed the deal that his coworkers said couldn’t be closed.

His co-workers could have solved the problem as well, but they allowed the warnings and stories to intimidate. They never reached out to him.

TSE Certified Sales Training

In our TSE Certified Sales Training program, the first lesson we teach is how to prospect like an evangelist. The first thing we discuss is how to overcome the fear of rejection. [4:58]

Fear results when we believe that someone is going to cause us harm or pain.

But how does that belief come into existence? Because we were taught or coached to be fearful of the word no.

When we were kids, we didn’t fear being told no. But as we got older, we became conditioned to the idea that no is bad.

Knowing the problems

Rick did believe that he could be rejected, but he had a greater belief that he could solve a problem for the prospect. In many cases, because we don’t understand what the prospect’s challenges are, we have little confidence in our ability to solve problems for him.

To overcome fear, you must develop confidence in what you have to offer. The more times you successfully solve problems for companies, the more confident you’ll become.

If you make enough calls, speak with enough prospects, and solve enough problems, you can become more confident.

Getting better

If you could listen to your very first cold call, you’d probably cringe because it sounds so awful. But imagine if you gave up after that very first cold call. Imagine if you gave up the first time someone yelled at you.

You’d never be where you are right now.

Instead, because you kept doing it, you became confident.

If you listen to the very first episodes of this podcast,  you might think I should have gotten more training before I started. Now, 985 episodes later, we’re still creating episodes.

Imagine all the money we’ve generated, the business opportunities we’ve created, and the salespeople we’ve helped over the years.

You must have a belief that is stronger than fear.  Gain that by doing things over and over again. Also, gather as much intel as you possibly can about your prospect’s problem.

“Fear of Prospecting” episode resources

If this episode was helpful to you, share it with someone else who can benefit from it. Help them overcome their fear of rejection.

The TSE Certified Sales Training program targets new and struggling salespeople working for small to midsize companies.

The sales training course will help you plan your day, understand prospecting, build value, and convert more customers.

You can work through the course alone or as part of a group of 25 people. Click here to learn more or to register for the next course.

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.

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.

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

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

Sales Training, Sales Growth, Donald Kelly,

TSE 975: TSE Certified Sales Program – What Is It?

Sales Training, Sales Growth, Donald Kelly,On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program.

If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – this program is for you.

This program is also for you if you are a sales rep and you feel like you are spinning your wheels.

Daydream with me for a minute …. remember that first day in the office? When you were super excited to start your new role as a sales rep? When you imagined playing golf with the clients, closing deals, making money….

Remember when reality set in? Sales is difficult. Cold calling is annoying. Talking to executives is cumbersome. And without a process in place to help you become successful, you won’t be.

You need a process to help you really understand what your clients need before you will see results. The TSE Certified Sales Program is that process.

Learning from experience

I’ve sold in the medical industry, in the tech industry, to city governments, and to consumers. I’ve sold dish networks, timeshare presentations, security systems, and even religion.

I was sure I could take my vast B2C experience and translate it right away into the B2B side, but it didn’t work at all. I thought about quitting and going back to school because I had clearly made a mistake. Not making money is one thing – having to borrow money because you aren’t making money is even worse.

I feared rejection and I felt unqualified to talk to executives. I didn’t know how to plan my day or how to handle objections. More importantly, I didn’t understand the products I was selling, how to describe my product, or how to create a message that would resonate with my clients.

I didn’t know who my ideal clients were. I didn’t know how to use social media or make a cold call. When I had a warm call, I didn’t know what to say. I couldn’t give an effective presentation even if I somehow managed to schedule one.

Worse yet, I didn’t know how to ask for a sale or how to upsell. I didn’t know the right questions to ask and I didn’t know how to listen.

I didn’t know any of the fundamental things I needed to be successful. Trying to learn it all the hard way was emotionally and financially draining.

Learning from sales professionals

I eventually enrolled in a sales training course where the basics were broken down into manageable training modules and the difference was drastic. The training created a tremendous increase in my sales performance and now I sell for myself.

I sell an opportunity for companies to get past struggles, to find more customers, to have more meaningful conversations with the clients, and to close deals.

When I moved into the sales education side of things, I knew a similar training process would serve my students well. As a result, I created the TSE Hustler’s League Program. And after four successful years, we decided it was time for an upgrade.

What the program will teach you

The TSE Certified Sales Rep Program targets new and struggling B2B salespeople working for small to midsize companies, though anyone can benefit from it. We have four different courses that build on one another and create one complete TSE Certified Sales Rep course. You can also choose to become certified in one area at a time.

The first course will teach you to overcome your fear of rejection and replace it with the mental stamina and strength for sales. We will give you the basics to plan and structure your day so that you can be more effective in your outreach processes and close more deals.

The next module addresses the prospecting side of sales, which is often one of the worst areas for sellers. We understand that it is hard and that it takes a lot of time. We also know that most sellers neglect to do it.

To help out,  we combined years of experience with the scientific parts of prospecting. We created an easy-to-follow program that will help you find more ideal customers.

The third module is about building value: how to have appropriate conversations, how to find business drivers and how to be sure you are collaborating with the right people.

Finally, we will teach you how to convert more customers and close more deals. We’ve learned that converting or closing does not have to be as hard as people make it. We will give you the tools you need to effectively convert prospects into paying customers.

FAQs

The TSE Certified Sales Rep Program has been designed so that you can go through the modules, watch the videos and work the PDFs alone, or as part of a small group of 25 people.

We know through our experience teaching the TSE Hustler’s League Program that there is a greater benefit to those who participate in the group’s online discussions and role play opportunities; just one hour each week. Additionally, those who take part in the group facilitation will receive a recording of any missed sessions.

You also have the option to go through each part of the program with a facilitator and an accountability partner; someone that you report to each week – and who reports to you each week – with regard to the assigned coursework.

Each module is offered online at certain times of the year so if you miss it the first time around, you can take it the next time. Upon completion, you’ll earn the TSE Sales Rep Certification.

Our goal is not to just give you training but to give you something that is going to change the way you are selling so that you will become the best seller you are capable of being.

I still think back and use the fundamentals all the time. I have confidence in myself now and I am making the sales, and the money now. Check out the program, and visit TheSalesEvangelist.com for registration information.

“TSE Certified Sales Program” episode resources

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.

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

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

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.

 

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

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

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.

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, Sales Podcast, Closing The Deal

TSE 935: TSE Hustler’s League-“Closing Is Too Much”

 

Donald Kelly, The Sales Evangelist, Sales Podcast, Closing The DealIf you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of all levels. Today we’re discussing the occasional mindset that tells us that closing is too much.

On today’s episode of TSE Hustler’s League, I’m going to share some of my training with you from David Hoffeld’s book, The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal. I’m going to address the idea that closing is too much.

Sometimes as sales professionals we get the idea that closing is a big obstacle that we simply can’t overcome. We fail to understand that closing is easy if you follow basic principles.

Incremental commitments

In the opening of the show, I talked about a salesman who asked for permission to put a billboard in someone’s front yard. This story was the basis of research that David reported in his book.

In 1966, the Journal of Personality and Social Psychology reported that researchers visited neighborhoods asking residents if they could place a large billboard in their yard that encouraged people to drive carefully. The billboard obstructed the house, and only 17 percent of the participants agreed to the sign.

Then researchers visited a separate neighborhood and asked the same question, but this time they got 76 percent participation.

What’s the difference?

In the second neighborhood, researchers had previously visited each of the houses asking for permission to place a small 3-inch sign with the same message in the front window of the home.

Those neighbors who agreed to the smaller sign were more likely to agree to the larger sign later.

Sometimes we do to our prospects what the first salesman did in this story. We talk to them about their challenges and their pain and then we ask them to purchase a $10,000 software program.

Start small

We’ll be discussing the sales process in November, but for now, is there a way you can break your larger commitments into smaller ones to make it easier for your prospect to engage?

You must have some kind of commitment in mind at the end of every call.

When I did do0r-t0-door security system sales, we started by asking people if we could put one of our small signs in their yard. Most people agreed because it was an easy way to deter burglaries.

Beyond that, we would continue our conversation about security systems and discuss what they liked about their existing system. Then, we would ask if we could see their existing system, and we would share value with them about security systems.

We ended up sitting at a table with them discussing security and the challenges they face.

Very often, we were able to convince them to install one of our systems or to switch to our company. We succeeded because of incremental commitments.

Get to yes

Figure out a way to get your prospect to say yes to something. Maybe it’s an initial meeting. Then it’s a demonstration. Then it’s to get their colleagues involved.

Commitments at each stage of the process make a huge difference.

If you end a phone call with a prospect by simply saying, “Talk to you soon,” you haven’t given your prospect any homework. You’re going to have a tougher time closing deals because you aren’t offering incremental commitments.

Examine your process

Are you providing incremental commitments along the way to your prospects? Are you giving homework or giving them opportunities to say yes to little things that will lead to bigger things?

If the brain is accustomed to saying yes, it will more likely continue to say yes along the way.

I want to help you improve your sales process so you can increase your close rate. If you and your team need help, check out the TSE Hustler’s League.

“Closing Is Too Much” episode resources

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.

Don’t let your CRM be unruly 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.

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. Your prospecting will never ever be the same.

I mention software that we use likeprospect.io and likeMaximizer CRM because I know they work and I want to help you.

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.

Video, Prospecting, Email

TSE 925: TSE Hustler’s League-“Video Revolution”

Video, Prospecting, EmailYou’re more than likely listening to this episode because you want to improve as a seller or a marketer. You’re seeking education so you can get an edge on your competition. There’s a tool that many of us are failing to embrace, and it could begin a video revolution.

On today’s episode of The Hustler’s League, we’ll talk about how digital cameras can change our companies, and how large organizations are using them well to engage in the video revolution.

The truth is that videos don’t have to be expensive anymore, due to the number of free tools out there and the availability of digital cameras.

TSE Hustler’s League is an online group training session to help sellers like you and me to learn how we can improve our prospecting.

Facebook

I ran a couple of Facebook ads recently and I had really limited results. Want to know why?

I didn’t run the campaign properly, and I used a static image. I didn’t use video.

If you scroll through Facebook or Instagram, you’ll notice there are lots more videos than there are pictures there. The reason for that is that we don’t want to invest the work to read something. We’d rather listen because we can consume the content while we do other things.

It’s also true that many of us are more visual, so if we can see it and hear it, we grasp it better.

In our sales and marketing efforts, we have to look for opportunities to use video. Many of the platforms we use daily prefer video content because it’s working better.

Hubspot

Hubspot, the marketing platform, has started creating customer success platforms and tools. They’re embracing video because it’s more effective.

We know people prefer video because it helps them understand things better and it allows them to consume content while they are doing other things. Knowing that is true, imagine using video in your sales outreach.

You could send emails to your prospects with videos inside, and companies like BombBomb and Wistia that can help you master video.

When you use video, it makes your communication unique, and you’re able to effectively share more information than you can in an email.

Embrace the video revolution

These two large companies are already embracing video, and it’s only a matter of time before others do as well.

If you begin to integrate that into the daily operation of your business, you’ll gain the advantage over your competition.

Hubspot is embracing video for both its marketing and its video. They are sending information and creating marketing content that is video-based, and it’s helping their customers.

You could use video as an opt-in for your website: a video that explains why you’re asking for the opt-in and what your customers will get if they do it.

Use it to teach your customers. If they get new software, they don’t want to read an entire book to understand how to use it.

You can literally infuse video throughout your entire organization. Take advantage of its benefits when you’re doing outreach, when you’re marketing, and when you’re teaching your clients.

I use video to train my team members about the backside of the podcast: how to upload audio or how to create artwork.

Humanize your communication

Emails and other forms of electronic communication are less personal. They don’t allow our prospects to experience who we are as people.

Videos allow your prospects to hear you, to see your mannerisms, to hear your tonality, and to see your gestures. It helps them build a connection to someone they don’t necessarily know yet.

Video is the future of sales. If Company A sends me a long outreach email, and Company B sends me a quick video, I’ll be more inclined to click on the video to hear what he has to say.

I encourage you to go back to your team today to brainstorm:

  • How can you use video in your sales and marketing efforts?
  • Can you use video to help with client success?
  • How can we use video to train people?

Share with me what you decide to do with video capabilities.

“Video revolution” episode resources

We’re doing a little bit of remodeling with TSE Hustler’s League this upcoming semester, changing up the curriculum. We would love to have you check it out and apply and see if it may be something that can benefit you.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

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. Your prospecting will never ever be the same.

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

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Prospect.io, Prospecting, The Sales Evangelist

TSE 920: TSE Hustler’s League-“Prospect.io”

Prospect.io, Prospecting, The Sales Evangelist

On Tuesday I told you about a guy named Louis whose job it is to set appointments and find opportunities for an account executive on his team. The problem for Louis is that his CRM stinks, and his database is no good, so he struggled until he stumbled upon Prospect.io.

On today’s episode of The Sales Evangelist, we’ll talk about how you can work smarter instead of harder, and how prospect.io can help you do business development effectively.

Specifically, we’ll talk about leads and how we can get effective leads and guide people through our sales process. Ultimately, we want them to find value in what we have to offer and to become a client in the end.

Seller pressure

Louis isn’t a real person, but he represents the struggle that many sellers, including me, have felt during portions of their careers.

Often sellers get hired into a company without knowing that they would have to hunt their own prospects. They didn’t know they’d have to find leads using a database from 1992.

How will you find prospects and nurture them well without losing track of them because your CRM isn’t working effectively?

My new favorite tool addresses these issues, and I love it for three reasons:

  1. You can personalize your outreach.
  2. You don’t get lost in the process of prospecting.
  3. It works well and simplifies your process.

Personalized effect

If you’re doing a lot of outreach, you’ll quickly realize the need to personalize it. But how will you personalize communications at that magnitude when you have to find three to five prospects per day?

You’ve done this long enough to know that if you send the same boring email as everyone else, it will end up marked as spam.

I’m a big believer in the platinum rule. It says that you should treat others the way you think they would like to be treated. If you think of that from the prospects’ standpoint, they are irritated by blast emails that they receive every day.

Prospect.io will help you overcome that.

You can go into LinkedIn Sales Navigator and pull a list of prospects based upon an email that I will send.

If I’m reaching out to sales managers of tech companies in the Philadelphia area, I can use custom fields to personalize my message to that audience. If I’m reaching out to Dave at ABC Software, I can include his name, company, and something personal in the email using a custom field.

Set it and forget it

Prospect.io will send out a drip campaign; an automated cold outreach process that I have customized for my prospects. It will send as many emails as I designate, though generally, you’ll want to keep it around 3 to 5.

The email will originate from your account, and it will be personalized and it won’t be spam or junk.

I keep mine short, usually no more than 5 sentences, and I push for some kind of action.

I literally set it and forget it.

I’ve also set it up with my Slack so that I’m notified when the prospect replies to an email, and then I manually take over the outreach with a personal chat.

Finally, I have it set up with my CRM so that it automatically sets up a name or an account for that person.

You won’t get lost

If you aren’t doing repeatable, predictable steps as part of your sales process, you’ll struggle to repeat your successes.

WithProspect.io, you won’t ever doubt what’s coming up next in the process or how you’ll carry it out.

If you’re new to an organization, it can be difficult to track all the different processes you’re engaged in.

If you send out 100 emails, how will you know when it’s time to send the second email? Instead of having to do it manually, this platform will automatically connect with your CRM and send your follow-on emails without you having to worry.

The only time you’ll be notified is when your prospect actually responds.

This process can keep you from missing out on opportunities because you neglected to respond in a timely manner.

Prospect.io takes care of all of this for you.

 

Simplified process

Finally, although Prospect.io wasn’t specifically created for it, the platform can help you find prospects you can pursue.

If I pulled together a LinkedIn list, I can use Prospect.io to download all of those different prospects. Then I can pull their email addresses as well as data points.

Those data points can be added to my campaign so I can personalize my messaging.

I can make note of personal messages I’d like to send and it will send them.

It saves me time scouring the Internet to find leads, and then manually sending multiple emails to those prospects.

Time saver

This tool can save you massive amounts of time every day. Anyone who is doing massive amounts of outreach can possibly benefit from this tool.

If your prospect isn’t ready to purchase yet, you can have them go into a nurture sequence that guides them to set an appointment to speak to you.

You don’t have to rely on marketing to do that.

This is not a marketing system or a CRM; it’s a sales automation system. It helps you do your outreach in a bulk customized manner.

It’s also capable of tracking conversion. If I link some prospects to a particular podcast episode, it notifies me as soon as they interact with my content.

It allows you to follow and truly apply the platinum rule: Treat others the way that they would like to be treated.

“Prospect.io” episode resources

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. Your prospecting will never ever be the same.

Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRMcan do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review 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 Process, Donald Kelly, The Sales Evangelist Podcast

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”

Sales Process, Donald Kelly, The Sales Evangelist PodcastIf your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If you’re only focused on results, you won’t know. In order to find the holes in your sales process, you must evaluate the entire process.

On today’s episode of The Sales Evangelist Hustler’s League, we’re going to identify three areas that could disrupt your sellers’ effectiveness so that you as a sales leader can help your team find the holes in your sales process.

If you’re new to the podcast, The Hustler’s League is a snippet of our online coaching sessions that allow you to listen in on the challenges that other sellers are facing. We’re spending the month of August talking about coaching and leadership, so today’s episode will help us focus on problem areas instead of only on results.

Buying intention

Very often the sellers who contact me for The Sales Evangelist Hustler’s League share that they don’t feel like they are providing enough value for their prospects, mainly because they aren’t sure of the prospects’ buying intentions.

If your sellers don’t know the true reason why buyers are buying your product, they won’t know how to proceed through the process.

Even if they manage to schedule an appointment, they won’t know where to focus their attention. They won’t know what problems to solve for your prospects.

Commitments

Sellers often struggle trying to get their prospects to commit to buy a product or service over and over.

We tend to focus on the end commitment only instead of focusing on all the smaller commitments that led to that point.

If, after the first appointment, you’re not getting multiple appointments afterward, it may be the way you’re handling those commitments. If you agree to follow up next week but don’t set a specific day and time, you don’t have a commitment.

As a sales leader, if you aren’t sure that your salespeople know exactly what it means to make an appointment, role play to show them how to set specific meetings.

Don’t rely on guessing or general plans. Your customers will appreciate the fact that you’re prioritizing their needs by putting them on your calendar.

Failing to prospect

If your company doesn’t have a training process, your salespeople will have a hard time prospecting. If you haven’t actually walked them through the prospecting process so they know exactly how it works, you’re likely setting your team up for failure.

It’s normal for reps to fear rejection, but what are you doing to help them overcome that?

So if it’s overcoming the fear of rejection, the more your sellers do it, the easier it will be.

Ideally, if we expose them to rejection often enough, they’ll become immune to it and it won’t interrupt their sales process.

“Holes In Your Sales Process” episode resources

Grab a copy of Kevin Davis’ book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top.

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Today’s episode is brought to you by Maximizer CRM, a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review 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.

TSE Hustler's League, The Sales Evangelist Podcast

TSE 895: TSE Hustler’s League-“Use Their Own Words”

TSE Hustler's League, The Sales Evangelist Podcast

 

 

 

 

 

 

 

 

 

When you’re talking to a prospect, the most important thing you can do is build value into the conversation. Your goal should be to delight them in ways that none of your competitors have. One of the easiest ways to do that is to use their own words.

Today we’ll hear a snippet from The Sales Evangelist’s Hustler’s League about ways you can use their own words to demonstrate to your prospects that you’re listening.

The Sales Evangelist Hustler’s League is an online group coaching program for sellers of all abilities in all industries. Each semester we focus on different parts of the sales process to help sellers build more value and close more deals.

Previous information

Pay attention to the small stuff, like the challenges they share with you.

Whatever they tell you in your initial conversation, jot down some notes. I use a tool to record conversations so I can go back and listen to them. I can take advantage of recapping and listening to things that they said in our initial conversations before our next meeting.

If, for example, they tell me that hiring has been a beast because they are losing people left and right, I’m going to use the phrase “hiring is a beast” in later conversations because it demonstrates to the prospect that I was listening.

The simple idea that you listened can make a huge difference. It shows that you’re not just an order taker, but you care about the prospect. It isn’t about you; it’s about your prospect.

What the prospect wants

Many times, sales professionals get so focused on what they know about their product that they forget to address what the prospect needs.

Imagine an oncology office that uses masks to stabilize a patient’s head during a brain scans. Without the mask, the office can’t complete the procedure, so they don’t get paid. Perhaps the tumor grows while they reschedule the procedure.

This prospect doesn’t care whether the masks smell like lavender. They don’t care how comfortable the masks are. They need the masks to arrive on time and to be safe to use. If you’re marketing lavender masks that are comfortable, you’re missing an opportunity.

Personalize the demo

Give the prospect the demo that he wants to see. Personalize it.

If you’re demonstrating a copier, set up your demo so that the first document you print on it has the prospect’s name on it. “Congratulations, David!” or something like that.

If you use a demo that doesn’t exactly speak to this prospect, he may decide that your demo doesn’t relate to what he’s doing, and he’ll check out of the process.

If you’re selling products to finance companies, scan the company’s invoice into your demo so that the prospects see their own documents in your demo. Subliminally, they’ll feel that the process already belongs to them.

“Use Their Own Words” episode resources

We have a new semester of The Hustler’s League starting in the fall, and we still have slots available. We’d love for you to join us. It’s an online group coaching program designed to help sellers of all experience levels improve their sales production.

Our friends at Wiley are offering a 20% discount plus a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

To take advantage of the 20% discount, go to Wiley.com and enter the code SSLSE.

They’ve also created a SlideShare free for you to use or download.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

If you love this content, leave us a review wherever you consume it and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Sales Coaching, Group Sales Coaching, Customers Service, Unhappy Customer

TSE 865: TSE Hustler’s League-“Prevent The Cancel”

Sales Coaching, Group Sales Coaching, Customers Service, Unhappy CustomerOn last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again.

As you know, on each episode of The Hustler’s League, we devote the first 15 minutes to a Mastermind. One of our members’ lands in the hot seat to discuss a problem he needs help.

In this case, we sought to help him determine what went wrong. We also reminded him that sometimes things are outside of your control.

We also tried to answer what sellers can do when the problem is within their control.

Ask for a conversation.

Following the cancellation, our Hustler’s League member hadn’t had a conversation with his client. He was frankly dreading the idea, but he wanted to resolve the situation and put it behind him.

One of the recommendations our group offered was to get the client on the phone to address any fears she might be having or any concerns that had developed.

Because she’s a realtor who recently had a baby, perhaps she didn’t have the cash flow to pay for those services.

If you can get the client on the phone, in many cases you can walk her off the ledge. Sometimes clients feel uneasy and our reassurance can help.

It’s easier to keep an existing customer than to find a new one.

Set rules before you play.

My friends and I who play flag football learned this the hard way.

When this client hired someone to do her marketing, she may have had unreasonable expectations. She may have assumed she would get emails and listings immediately.

Never send over the agreement or proposal without first reviewing it with the client. I use PandaDoc and the screen share function to make sure there are no hiccups.

At the point in the process where we’re prepared to enter the contract, I ask for 5 minutes so we can review it. If they have expectations you aren’t aware of, you can identify them quickly. You’ll eliminate a lot of confusion.

Learn from the situation.

If the situation isn’t recoverable, use it to develop your business. Ask the client whether she has five minutes for a phone call. Offer to buy her a cup of coffee.

Tell her you’re always seeking to improve and ask for her feedback about your work together.

Consider other options moving forward:

  • Does it make sense to narrow the industries you work with? If you’re losing money because of the time you’re investing to learn each new industry, perhaps you should limit the ones you work with.
  • Should you choose larger clients? Rather than individual realtors, consider working with brokers who have multiple agents.

In this case, our member recalled that he had always reviewed documents with clients in his last position. He had not thought to do that in his own company.

We share these things with you because we want you to be successful. To find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

“Prevent The Cancel” episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Tell others you know about our podcast, and subscribe if you haven’t already. Tell them about The Sales Evangelist Hustler’s League as well, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Donald Kelly, The Sales Evangelist, Online Sales Coaching

TSE 860: TSE Hustler’s League-“I Want To Cancel”

Donald Kelly, The Sales Evangelist, Online Sales Coaching

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong.

On today’s episode of The Sales Evangelist, we share the story of one of our TSE Hustler’s League members who faced this very issue.

One of his marketing customers inexplicably cancelled the contract with him, and he was left wondering why.

Going above and beyond

When their business relationship began, they started from scratch. He created directories and set up an email platform to encourage customers to review her business.

In the midst of their efforts, the customer had a baby, so she was sometimes slow to respond to his need for information.

He set up tags in her emails so she could track her leads and prospects, and he set up her Google to sync with her CRM.

When it became apparent that she wasn’t very familiar with her own CRM, he learned the system himself so he could help her.

She told him she was happy with the emails he generated for her, and she referred him to other people. She even updated her credit card information with him.

Then, one month later, she cancelled.

Asking questions

When one of our members steps into the hotseat as part of TSE Hustler’s League, we first respond to the challenge by asking questions.

  • Did she provide a specific reason why she didn’t want to continue doing business?
  • Did you establish conversion expectations as part of the contract?
  • Have you spoken to her over the phone about this situation?
  • Have you met with her face-to-face?
  • Was there any kind of guarantee in the contract?
  • Have you asked her what it would take to earn her business back?

The client told him that she didn’t feel like she had seen any results from their partnership. He hadn’t met with her or spoken to her over the phone, and there weren’t any guarantees or metrics within the contract.

At this point in the Hustler’s League, we would typically provide our suggestions, and we’ll get to that on next week’s episode.

Today, though, I am asking for your feedback. What would you recommend he do in this situation? How would you respond?

Email me or join our Facebook group and share your answers with us. Include the episode number, 860, in your response, and tell us how you would handle a situation like this.

We want to help sales professionals find more ideal customers, and go out each day and do big things.

“I Want To Cancel” episode resources

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

SaveSave

Donald Kelly, Building Value, Price

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

Donald Kelly, Building Value, Price

 

 

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

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

Alleviate extra work

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

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

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

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

Explain the business case

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

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

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

Address objections

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

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

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

“Luxury Item” resources

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

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

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

I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out and see the value for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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

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

Audio provided by Free SFX.

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

TSE 845: TSE Hustler’s League-“Three Things”

The Sales Evangelist, Sales Goals, Planing, Cold Calling, Donald Kelly

 

 

 

When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again.

On today’s episode of TSE Hustler’s League, we talk about the fundamentals that will help you achieve your goals and three things that can help you have a healthy pipeline.

Planning

For many sales professionals, planning is non-existent. You show up at work on Monday and do the same things you’ve always done: make some calls, answer some emails, connect on social media.

You expect that those activities will produce connections, but perhaps you’ve lost sight of the fact that your buyers aren’t sitting in their offices waiting for you to call.

You must plan.

Too many sales professionals rely on “voodoo selling,” which is based on guessing and hope other than planning and strategies. They leave the office at 4 p.m. on Friday afternoon to party with co-workers instead of working until 5 and pursuing last-minute connections before the weekend.

Create sacred time. Devote one hour a day on social media efforts. Strategically focus on prospecting and dedicate time to it every day. Do not, however, be so rigid that you refuse to schedule a demo during that time. If that’s the one time the prospect is available, you’d be crazy to miss it.

Schedule some calls in the morning, some in the afternoon, and others in the evening.

Focus on your strategic list of prospects — your Dream 100 — and pursue those customers during your outreach time.

Reserve time at the end of each day to research companies for the next day.

Outworking

Sales professionals who want to be successful have to take control of their lives and their careers.

Look for opportunities all the time, and don’t stop working simply because the workday ended.

You should strive to be seen as the industry professional to everyone you interact with; to be the professional who brings value to your industry.

You don’t have to be on your phone 24/7 but be willing to pursue after-hours communication.

Don’t coast, and don’t avoid challenges. Create a blog post after your kids go to bed. Outwork what you did yesterday.

Referrals

Many of us have clients we’ve worked with for years, but we’ve lost our sense that they can help us grow our businesses.

Research your current clients to see who they are connected to on LinkedIn.

Don’t sleep on your referrals.

“Three Things” resources

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

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

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. It’s a blueprint for sellers based upon years of research about the things buyers hate.

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

Finally, check out the newest podcast in the Sales Podcast Network, Video Jungle Podcast. The podcast will help you learn how to use video to sell your product and how to differentiate yourself from the competition using video.

Audio provided by Free SFX.

Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast

TSE 840: TSE Hustler’s League-“Shared Vision”

Shared Vision, Prospecting, Adding Value, The Sales Evangelist Podcast
Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives.
On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your prospect toward a decision.
If you aren’t familiar with our TSE Hustler’s League episodes, we listen to a snippet of one of our online coaching sessions that address a common issue for sales professionals.

Begin with research

One client shared that he begins by finding out what tools the prospect is currently using.

Because his company sells video and video production, he focuses on the capabilities that the prospect likely needs, and the things they might be missing based upon the tools they are using now. He determines whether there is anything the client could improve upon, and he bases his first outreach on that information.

He begins with contact that addresses the optimization that’s available to them, and he encourages them to find out what others in the area are doing for their own video needs.

It’s a great strategy because it helps the prospect compare the current capability with the possibilities that are available.

Offer key insights

Many sellers mistakenly provide too much information early in the process. They have so much knowledge about their product that they are eager to share that they overcomplicate the process.

Sears, the company that seems to keep surviving, discovered an odd correlation because they focused on data. They noticed that each time they had a sale on underwear, they also saw a spike in the purchase of power tools.

When they investigated, they discovered that while their wives were shopping for underwear, men went to the tool department to avoid waiting around.

If you find that you’re struggling to schedule follow-on meetings, it’s possible that you’re not providing value to your prospects.

Employ the 5 whys

Ultimately, our goal is to understand our prospects, their needs, and their struggles. The more successful we are at sharing insights with the prospect, the more likely we’ll be to move the process forward.
As you move into this part of the sales process, understand the power of the 5 whys. It’s a technique used to identify root causes, by repeating the question “Why?” after each previous answer.
The idea is that one problem often leads to second- and third-order problems, so by continuing to ask “Why?” you’ll more likely discover the problem at the root of the situation.

“Shared Vision” resources

Check out The Sales Evangelizers on Facebook to connect with sellers of all levels and all industries. Learn what they are doing, share ideas, and compare notes with sellers from all over the world. Our next semester starts at the end of the summer, and we’d be honored to have you join us.

Assistant.to can help you streamline your appointments and make it easier for prospects to engage with you early on in the sale process. It’s a free tool that allows you to embed your calendar in your emails so prospects won’t have to work too hard to connect with you.

Salespeople can be leaders instead of being subservient. Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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

Audio provided by Free SFX.

Donald Kelly, The New Guy, Business Development Rep

TSE 830: TSE Hustler’s League-“The New Guy”

Donald Kelly, The New Guy, Business Development RepThe Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them  become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller.

Leo shared with us the lessons he has learned from The Sales Evangelist Hustlers League.

Get comfortable with phones.

At The Sales Evangelist, we understand the importance of phones for sales professionals. We also understand phone reluctance and we know that it’s common for sales people.

Getting comfortable with the script and the possibility of failure are two of the biggest hurdles.

We tackle it head on by putting people on the phones, and giving them the opportunity to fail early.

Understand qualification.

Most sales professionals assume that qualification is about talking and selling. In fact, it’s less about talking and more about listening.

You should be seeking the right people with the right background and the right capabilities at the right time.

Ask questions. Listen. The client will tell you everything you need to know: what he needs and when he needs to get it done.

Sit in the hot seat.

We have a feature in the Hustlers League that we call the hot seat. One member addresses a challenge he has faced and the other members offer critiques and feedback.

The hot seat allows sellers to identify mistakes they are making and to hear from other members of the group about their own experiences.

It’s a sort of accountability partner.

Respect the timeline.

Sales professionals often try to speed the process along in an attempt to close deals. The client, however, may have different expectations.

When sales people sync to the prospect’s timeline, it prevents frustration on the part of both people and it allows the process to flow better.

Simply finding out what the client needs and how soon he needs it offers a great starting point.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Short emails, Email Outreach, Prospecting, Conversational

TSE 820: TSE Hustler’s League-“Shorter Emails”

Short emails, Email Outreach, Prospecting, ConversationalWhen you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails.

On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and we’re addressing the biggest issues that plague our emails.

Figure out what you’re trying to accomplish.

What is your goal in emailing this prospect? Are you trying to convince him to buy?

Ultimately, it may be your goal to get him to buy, but that shouldn’t be the purpose of your first email.

Your first email must let your prospect know that you’re here. He knows about your company, but he isn’t aware of the value you provide. First, let him know that you’re here.

Imagine your prospect is a small business owner with a sales team of 3. She has $3 million in revenue, and she wants to grow, but the company has been stagnant for 4 years.

You must build awareness that you’re available, and you can begin with social media.

Connect on LinkedIn or Twitter. Then find something about her or her company that you can use to connect. Comment on something she posted or something you read about her.

Hi, we’re Animus

Don’t skip steps.

Once the prospect knows you exist and she views you as a friend, let her know how you can help her.

Keep your emails simple. Grab the prospect’s attention. Write shorter emails. Force her to reply, and the likelihood of continued conversation increases.

Let her know how you’ve helped someone else who was just like her. Until you’ve demonstrated value to the prospect, she won’t likely think of you as a trusted advisor.

Episode Resources

I was giving a demo once, and the prospect told me exactly what to include in the presentation so his boss would respond well: he told me his boss’ likes and dislikes.

Stop Selling & Start Leading does the same thing for sales professionals. It provides intel about what decision-makers like and what they don’t like, based upon survey information.

It will allow you to lead the conversation instead of being a subservient seller. It’s like a cheat sheet for sellers, and you can find an excerpt of the book here.

The Sales Evangelist Hustler’s League is an online group coaching program for individual sales leaders and sales professionals. Whether you’re already fairly successful or you’re brand new to sales, we want to help you improve.

Each week we do a training session based upon the semester theme. We’d be honored to have you join us.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create, and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Audio provided by Free SFX.

TSE Hustler's League, LinkedIn, Prospecting, Prospecting

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

TSE Hustler's League, use LinkedIn for outreachYour LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach.

About your customer

Your LinkedIn profile must be about you, but it must also be about your customer. If a prospect lands on my profile page, what things will he know about me immediately?

Will your prospect know how you can help him succeed and what problems you can help him solve?

Keywords

Have you ever noticed that when you Google a topic, sometimes LinkedIn profiles appear in your results? Those profile owners understand how to use LinkedIn for outreach.

When you effectively use keywords on your profile, you help prospects find you.

Begin by brainstorming five words that your prospect might use when he’s searching for your services on the Internet.

Use those five words in your LinkedIn bio. Use them throughout your profile, in your description and in your subheading.

Utilize long tail keywords like “Arizona landscape services” to make your services stand out against all the others.

Also include keywords in your specialties as well.

Action steps

On my own LinkedIn profile, I included information about a listener who used one of my techniques to reach an executive he hadn’t previously been able to reach. Along with that testimonial, I offered visitors a chance to message me with the subject line “simple step” if they wanted details for themselves.

It provided an actionable step for prospects and it proved my effectiveness as a sales trainer.

Messaging

Constantly tweak your messaging. As your customers evolve and their needs evolve, change your messaging to communicate value to them.

Tell them how you can help them solve problems.

Episode resources

Pick up a copy of Stop Selling & Start Leading for information about how you can lead your customers to do business with you instead of simply selling to them.

If this excerpt from The Sales Evangelist Hustler’s League was beneficial to you, check out our online group coaching program to discover how we can help you build more value.

We’ll discuss how to convince customers to do business with you once they know you exist.

Tell other people about this podcast, especially the people you know whose profiles aren’t popping like they should be. Leave us a review wherever you listen to this content, and subscribe to the podcast if you haven’t already.

Audio provided by Free SFX.