In Sales Training

TSE Hustler's League, Donald Kelly, The Sales Evangelist Podcast

As you know, TSE Hustler’s League is an online group sales coaching program. We have sellers from all levels and from a variety of industries.

During this episode, I highlight some of the top challenges I see sellers face. Listen up and let me know if any of them apply to you.

There are four main challenges that I see in sellers when they join the TSE Hustler’s League.

  1. Fear of rejection

This also ties into the idea of being afraid that you’re going to look stupid to your prospects. This comes at any point in the process, whether during your initial conversation or you’re afraid they’re going to get mad if you ask questions. Don’t reject yourself even before the person can say no. Don’t shut your prospect down before you even have the chance to hear what they say. Ask and you shall receive.

Because of that idea you’re inferior to the prospect, you’re afraid of asking. Instead, ask and they will respect you more for having the confidence to talk to them. Go for deep level questioning.

  1. Lack of process

Don’t assume anything and create a process. There’s no room for error. Figure out the best way to grab a prospect’s attention. Don’t even try to reinvent the wheel. With a process, scalability becomes easier. Sit down with your team. Look at the last five deals you closed, and what you did to close that. Then standardize those processes.

  1. Don’t know how to express value

As a business owner, your job is to understand the prospect’s business and how they make money. Then tie your product/solution to that. How can it make them more money?

  1. Don’t know how to followup or ask for the sale

Some people may reject you just because it’s not the right time yet. Don’t be afraid to follow up again. Try different avenues – social media, email, phoen call, text messaging, snail mail, or even knock on their doors. There are many ways, but you have to follow up. Follow up until you hear them say no. Assume the sale!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

The Science of Selling by David Hoffeld

Check out the TSE Hustler’s League.

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.

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