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The Sales Evangelist

Ben Lai on The Sales Evangelist Podcast

Whether you’re tired of receiving the same “pitches” all over LinkedIn or you’re a self-professed introvert like our guest Ben Lai, you know there’s a way to use LinkedIn to sell without selling out. Today on the Sales Evangelist podcast, Ben and host Donald Kelly tackle bringing humanity back to social media.

Connection Requests: Being Other-Centric

  • Your messaging should communicate that you care more about the person than the sale.
  • Be courteous and authentic. Don’t use the same lines as everyone else – show others who you are.
  • Identify a commonality that builds trust. People will then check out your profile, so if your message and profile are incongruent, you’ll lose that trust.
  • If you have a limited market, personalize each connection request or meeting request, depending on what makes sense for you.

Meeting Requests: Personal AND Commercial

  • Before you reach out, give them a little bit of breathing room (about 1 week) after getting your connection request gets accepted.
  • Find a conversational thing to ask them about, or find something of value to give to the person without them having to do business with you.
  • Letting the meeting come about naturally makes your target more likely to respond.

Follow Up:

  • People are busy and don’t always respond right away.
  • Some people you reach out to will want to reward your perseverance. If you don’t follow up, you seem like you don’t care.

Resources

SalesEthos.au – individual or team sales coaching

Sponsorship Offers

  1. This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller’s time at every stage, especially when sellers are using shallow and outdated data.

  1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time
    insights.
  2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes – like more pipelines, higher win rates, and larger deals.
  3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

  1. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. 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.

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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