• Home
  • /
  • Blog
  • /
  • TSE 1107: Are You Ready and Prepared?

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Donald Kelly, The Sales Evangelist, Being Prepared Sellers who want to succeed must ask themselves a vitally important question: Are you ready and prepared to have a value-rich conversation?

I recently took a camping trip with my buddies to St. Louis, and though many of us were excited about the trip and we were ready to go, we realized that being prepared was something completely different.

Being ready for it suggests that you believe in your ability to get it done. Being prepared means having the proper equipment and gear to succeed.    

Sales pitch   

My friend Doug shared recently that many different sellers pitch his company. Though many of them are ready, most are not prepared. Sellers often feel excited about the sales pitch and the possibility that it could lead to great opportunities for their company. 

If, however, they arrive unprepared, they’ll be unable to identify the problem their prospects are facing. They won’t have any idea about how to solve the problem for the client. 

Imagine if my buddies and I were unprepared for our camping trip. If we don’t have enough food and water to sustain our group, and if we don’t have a way to communicate with the folks who are scheduled to pick us up, we could quickly find ourselves in the midst of a disaster. 

Understanding problems

Imagine I sell office furniture and I’m excited to pitch our new sofas and standing desks to my prospects. I must be ready and prepared to address the person’s business, how it operates, how it makes money, and the changes that exist within the industry. 

If my client is facing higher prices because of the trade war with China, I have to understand that business problem and then offer ways to solve it. It’s the same as going camping without enough drinking water. You’re going to land yourself in a tough situation, and ultimately, you’ll sound like every other sales rep. 

Be prepared

The same friend shared with me that he was working with a prospect when he discovered that he didn’t understand enough about the prospect’s industry.

He started by researching the people who were going to attend his upcoming meeting. He researched each person on LinkedIn so he was prepared to have good conversations. 

Next, he Googled the company’s history so the prospect wouldn’t have to educate him on it. And when the prospect asked him what he knew about the company, he was able to share the history.

He was also able to observe that many of the company’s employees changed position from one department or role to another. That helped him have more meaningful conversations about the changes the company was facing. 

His preparation set him apart from his competitors, many of whom show up expecting the prospect to provide this information for them.

Buying cycle 

These buyers come to the table with more understanding. They want to have meaningful conversations with companies that can solve their problems and offer great deals. 

If you find yourself being dismissed often, it’s likely that you didn’t provide a value-rich conversation. If your prospects frequently offer to “follow up with you,” you didn’t provide compelling reasons for the prospect to engage with your company. 


Go a step further and research your main competition. Who is your prospect working with now? Who have they done business with in the past? 

Uncover the difficulties that your competition has solving problems for your client. Then leverage that information to show how you can be the ideal solution. 

Sometimes companies are in contracts with vendors but if you can create reasonable doubt, you can help the prospect realize that the current partner isn’t the greatest fit. 

“Ready and Prepared” episode resources

  If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. 

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

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

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

Audio provided by Free SFX and Bensound.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.