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The Sales Evangelist

David Keesee, Discovery Meeting We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds. 

The beliefs in Sales

  • Salespeople don’t come from a place of selling. Rather, we come from a place of serving. 
  • The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there are clarity and simplicity to your offer. 
  • The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes. 
  • The use of questions is critical in sales. The way you ask questions builds up authority and credibility. 

Before the leave-behinds

  • You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation. 
  • It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility-building support. 

The importance of leave-behinds

  • The higher the value of what you’re selling is, the more customized your leave-behind should be. 
  • It can be an actual presentation, or anything that would provide added value. 
  • You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt. 
  • It matters what you leave behind. 
  • How you handle the objections on the spot is a measure of how good of a salesperson you are. 
  • Think about the top four objections why people don’t say yes and prepare for them. 
  • To be a great salesperson, you need to understand human beings. 
  • It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have. 
  • Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them. 

“Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources

Connect and follow David Keesee on LinkedIn. You can also visit his website, David Keesee. 

 Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio. 

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This episode is brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched.

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This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.donaldk4.sg-host.com/closemoredeals also call us at (561) 570-5077. “We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: donaldk4.sg-host.com/survey

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

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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.

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