Category Archives for Value Driven Conversation

Stephanie is the President, Donald Kelly, The Sales Evangelist, Best Sales

TSE 464: Sales From The Street-“I Changed My Sales Game”

Stephany Stephanie, Donald Kelly, The Sales Evangelist, Best Sales Podcast Learn how to change your sales game through “soulful selling,” which is something our guest today, Dr. Stephanie Burroughs, has done to reach the level of success that she has attained right now.

Stephanie is the President of Stephanie Speaking. She is an inspirational speaker, trainer, and she does a number of digital programs, whether live or webinars. She also is a business navigator who specializes in helping business owners and marketers sell to the government. They take advantage of the various procurement programs for the government as well as for corporations and public agencies. Stephanie is author of the book, Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings.

Here are the highlights of my conversation with Stephanie:

Stephanie’s major challenge in her business:

Building business relationships

How Stephanie overcame this challenge:

  1. Underline the benefits.

Stephanie provided her prospects with documents, statistics, metrics, and most importantly, the benefits.

  1. Be patient and hone in on the emotions.

A sale doesn’t mean it’s going to happen immediately. Hone in on the emotion of the customer since people buy things based on emotions.

  1. Provide value.

Share how your products or services can help them overcome their challenge. This will leave them feeling that they can do this and it really wasn’t that big of a deal. Someone just needs to navigate them. Their confidence will increase. 

How to build value even though your prospects are not ready to buy just yet:

  1. Continue to stay in touch.

They may not be ready right now but eventually, they will be ready to buy. Stay visible to people whether you go to events or you give free gifts.

  1. Learn the GRIT Factor.

Be Grounded, Resilient, Intentional, and Tenacious.

  1. Always over-deliver.

Stephanie coins this as “soulful selling.” Provide your prospect with all the information they need to help them make the right buying decision. People will be more inspired to take the time out to learn more about your business. Bring value to customers and keep them updated in what you’re doing.

  1. Practice social networking.

Do not shy away from social media. Don’t just be on social media but practice social networking.

Episode Resources:

Get a free gift from Stephanie by texting GRIT to 908-223-8616 and receive an awesome 7-day video series about tips for small business owners.

Connect with Stephanie on her website www.stephaniespeaking.com and check out her various programs.

Stephanie’s book Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings

Check out The Sales Evangelizers on Facebook or LinkedIn and join our group!

The ONE Thing by Gary Keller and Jay Papasan

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Offering Value; Donald Kelly; The Sales Evangelist Podcast

TSE 365: TSE Hustler’s League-“What They Don’t Know”

Offering Value; Donald Kelly; The Sales Evangelist PodcastIn today’s episode, I’m pulling another snippet from our online training session at TSE Hustler’s League and we discuss value-building. Here are the important points we discussed:

  1. Too much time spent on prospecting

A lot of salespeople think that the biggest issue is prospecting while the data is actually leaning towards their ability of being able to close more deals. Why?

Well, it is because they did not spend a lot of time closing deals. You spend a significant portion of your time prospecting when you should actually focus on creating value and helping your customers convert to get to the point where they make a purchase.

  1. Creating value

Do the opposite of what everyone else is doing, not only in sales but in every aspect of your life. Create value in a way that makes you stand out.

  1. The discovery phase

Figure out what you need to do to help your prospects see the value that you offer. Learn more about the prospect before having a meeting with them.

Case study: Starbucks

  • Turning from commodity to something greater
  • They gave people something that they did not know that they needed it. What is it? VALUE
  • They have coffee as their product but they created an experience around coffee.

Now let’s turn the tables.

  • Are you creating value?
  • Are you bringing the experience?
  • Are you helping your prospects see something differently through the value you offer?

Point out something they did not know to the point that they see the light and the vision that they would want to change.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

 

John R. Stoker, Donald Kelly, The Sales Evangelist Podcast, Overcoming Fake Talk

TSE 363: Overcoming Fake Talk

John R. Stoker, The Sales Evangelist PodcastHave you ever had a conversation with a client and you thought you had it in the bag but you didn’t end up closing the deal? Sad to say, that conversation was actually a fake talk. The problem is you could be doing a lot of fake talking and not knowing how to really engage your clients in real conversations.

In today’s show, we have John R. Stoker, author of the book Overcoming Fake Talk and he is just awesome enough to share with us what exactly a fake talk is and how you can overcome that. He also outlines the 8 Principles of a Good Conversation which I believe every seller or businessman must be equipped with in order to master the art of real conversations.

Here are the highlights of my conversation with John:

John’s coolest sales experience when he was the customer for his book launch

What is fake talk?

It refers to any conversation you’ve addressed with an issue and feel like you’ve handled the situation and nothing changes.

How fake talk affects businesses or sales professionals:

  • Pushing the product without taking the time to understand the person’s needs
  • Not understanding how to craft the product as a way to address a problem, challenge, or need of the client
  • Do all the talking and all you get is a pushback.

Strategies to overcome fake talk:

  • Understand how your product would meet a specific need and how the client meets that need.
  • Understand that all elements (ex. profitability, productivity, accountability, retention, job satisfaction, personal engagement, etc.) that you’re trying to accomplish through your business deal with how you communicate and interact with others.

8 Principles of a Good Conversation:

  1. Awareness

Notice what’s happening in the conversation and the dynamics between you and the person, and how you manage those dynamics

  1. Knowledge

Give people the knowledge about how to hold the conversation.

  1. Preparation

Prepare, beware. Prepare for potentially difficult conversations. Otherwise, 2/3 of your brain is hardwired for fight or flight and this is where you will ultimately go.

The four-step process of preparing for a conversation:

  • Initiate
  • Discover
  • Connect
  • Build
  1. Reflection

Notice the style of the person with whom you’re speaking and match that style to increase rapport and connection.

  1. Perception

Recognize and suspend your thinking.

  1. Expression

Express your intention. Share your message in a way that invites collaboration and cooperation.

  1. Discovery

Ask to reveal.

  1. Connection

Listen and attend to connect.

Bonus:

  1. Creation

We create what we think about and where we place our intention. Recognize how our mental processes create the outcomes that we want to create.

John’s Major Takeaway:

Ask questions to understand what the challenges people have. Listen to what they’re saying to put you in a position where you can help the person understand how it is that what you offer becomes the solution for them. Give up trying to force the client to take your product just because you think you’re the best product for them.

Episode Resources:

Check out John’s book Overcoming Fake Talk or go to www.dialogueworks.com to know more about the book. Send John an email through john@dialogueworks.com

Follow John on Twitter @JohnRStoker.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Conservation, Value Driven, Donald Kelly, The Sales Evangelist

TSE 355: TSE Hustler’s League-“Valuable Conversations”

Conservation, Value Driven, Donald Kelly, The Sales Evangelist How do you better establish value? How do you create valuable conversations with your prospects? How do you move conversations to the next level?

Today, I pulled out a snippet from one of our training sessions at the TSE Hustler’s League which focuses on the idea of establishing value. I’m giving a concrete example of leads coming to you and what you can do to take those leads and not let them fizzle out.

Here are the highlights of today’s episode:

Scenario:

A buyer comes to you and is interested in buying your product/service. They want to see a demonstration. It went good. They asked questions and sounded like they were prepared. When you asked them what’s the next step, they said they’d call you back up as they’re still thinking about it.

They are ready to look, but they’re not ready to buy. What do you do?

Possible cause:

It’s the status quo. – Buyer could be scared of the changes when going with something else. Status quo is more comfortable and more secured than anything else. Nothing is wrong anyway.

What you need to do:

Help change that perspective.

74% of executives indicate that they give their business to the company that establishes buying visions as opposed to 26% who do a side-by-side comparison.

Establish a buying vision as to why they should buy from you now. You don’t have to talk about your product or service.

You just have to establish that the status quo is dangerous. And if they were to continue at this rate, what would happen? Get the prospect to visualize and understand that.

Today’s Major Takeaway:
Recognize and understand their status quo and why it is dangerous to be in that status quo right now. Establish value with your prospects.

Episode Resources:

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

Join For $1.00 Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly