Tag Archives for " Building Trust "

The Sales Evangelist, Seize attention, Ron Tite

TSE 1210: How to Seize Attention and Build Trust in a Busy World 


The Sales Evangelist, Seize attention, Ron TiteAs salespeople, we look for ways to seize attention and build trust. While prospecting and building trust among clients is critical, it’s also one of the most difficult tasks in sales. 

Ron Tite is the founder and keynote speaker of the Toronto-based agency, Church+State as well as the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World.  Being an executive creative director at a large multinational ad agency, Ron has extensive knowledge about traditional agency marketing, advertising, and design. In addition to that, he’s also an experienced comedian, using that in his own entrepreneurial journey. Ron is also an investor who appreciates the need for sales to do business. 

The desperate need for attention 

Salespeople are looking at the ecosystem correctly but are using the wrong tactics to make a breakthrough. They’ve been chasing metrics that don’t deliver to build long term businesses

There are so many thought leaders, evangelists, and LinkedIn lead generators who are going about it in the wrong way. Seeing this drove Ron to eventually build his own agency.

With a growing number of salespeople, the sheer number of sales reps and clients are overwhelmed by pitches. 

Time Square is a great metaphor. Everybody is in Time Square. Big corporations and companies use traditional means, such as using billboards, to get attention. Meanwhile, there are smaller sellers on the streets that are doing things differently. They are more aggressive, targeted, and their pitch can be customized. These are the people who sell practically everything in Times Square, from ripped off t-shirts to street meat. Every one of them trying to get attention. 

However, the challenge doesn’t stop there, it continues. Now you’ve got their attention, how do you earn their trust? 

Other salespeople are still using the automated messages they used in the 60s when talking to potential clients. They could have customized their message and tailored it but they didn’t. They need to revamp their style with three phrases in mind: based on what you think, based on what you do, and based on what you say. 

Set yourself apart

As a salesperson, the ‘based on what you think’ approach considers the things you firmly believe regardless of what you’re selling. This is important because you aren’t selling a unique product. There are others selling the same product so what you think is what makes you unique. Ask yourself,

Do you believe that:

  • relationships are the key to success?
  • you should deliver the most value?
  • your role as a salesperson is to connect people with the right opportunities?

 ‘Based on what you do’ are the things you do to reinforce your beliefs. The last part, ‘based on what you say.’ 

Salespeople can be hesitant about sharing their products/services with others because they don’t want to come off as “pitch slapping.” It’s important to deliver the right message through their actions and behaviors by talking about what they do in an authentic way and transparent way. 

Don’t create smoke and mirrors and say nice things just to make a sale. People are sensitive to that approach and they can see it a mile away. Use the following questions as a guide to starting your conversation. 

  • Who do you do it for?
  • What do they want you to do?
  • Who do you do it with?

For so long, salespeople have used many strategies to seize attention and build trust but still find it difficult to have a breakthrough. They need to customize their sales pitch and talk to clients according to their needs. There is no need to cheat the system. Rather, they have to speak to potential clients in the right way.

Invest in being good 

Comedians come and go and they try a variety of tactics to make people laugh. However, nobody has sustained a career in comedy by doing anything other than being really funny. It is the same thing in sales. You can try other platforms in the course of your sales career but it won’t work unless you show your humanity and have the best interest of your clients and prospects at heart. Jumping from one platform to another may give you some benefit and short-term metrics but it won’t sustain your business in the long run. 

Ron’s first project when he launched his agency was with a client he already knew. The marketing director discovered Ron was running his own agency and she gave him his first project. The trust didn’t come from Ron chasing tactics. It was due to Ron’s honesty in the business. 

Red Bull is a great company that bases its marketing on the three things mentioned earlier. The company firmly believes that life with an adrenaline rush is a better way to live. They reinforce that belief by encouraging activities where their audience can have an adventure. Their advertising reinforces this message by showing people grow wings after drinking their product. 

Red Bull reached out to one of Ron’s friends Matt, a chef, to star in their videos. The company said they shared Matt’s values and attitude and they wanted him on board. Despite Matt’s respect for the brand, he couldn’t push it through because he didn’t drink Red Bull. The company respected his response because they align with people based on values. They know that many respond and convert because of that approach. The number of converts exceeds those who don’t respond favorably so that’s what they focus on. Still, they just don’t walk away from people who don’t buy their products. 

Looking for ways to seize attention and build trust may be difficult but resist the desire to scheme in order to turn the system in your favor. Do the hard work, roll up your sleeves, and find out as much as you can about the prospects you have. Above all, be a real human being using real conversations. It doesn’t matter if they don’t convert because that’s not your goal. You are there to add value and help solve their problems. When you focus on that, enough of your prospects will convert in time. 

Hiring the right people

A section  Impossible, a book by Mark Roberto, highlights coachability as the number one value managers need to look for when hiring. Salespeople need a desire to learn and have the ability to change and adapt. It’s also important to delegate clear responsibilities to the sales team. Each sales rep can specialize in the activity in which they excel. Don’t rush the hiring process or skip steps. Hire who can do the prospecting, not just close. Don’t hire somebody and expect them to save the business or figure things out on their own. 

“How to Seize Attention and Build Trust in a Busy World” episode resources

Get in touch with Ron Tite via Twitter, LinkedIn, and Instagram. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. 

This episode 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. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Client Relationship, Andy Racic, The Sales Evangelist

TSE 1196: Sales From The Street – “Are You Firing Me?”

Client Relationship, Andy Racic, The Sales Evangelist

One of the scariest questions to ask in this field is, “are you firing me?” You might have asked this yourself, out loud or in silence, but regardless of how, it’s nerve-wracking just the same. 

Andy Racic has been in professional sales for nine years and most of those years were spent serving HR professionals. These days, Andy is with a software company called Tango Health. They offer B2B software and outsourcing solutions to help professionals across the country. 

The beginning

While Andy was living in Houston, he was working for an agency recruitment firm called Michael Page. The agency recruitment space is 100% sales: that is 90% sales and 10% consulting. They were in the business of the oil and gas market and despite the difficult times in the business, their agency was able to establish a good relationship with their clients. Out of the blue, one of their clients asked him to help find a recruiter. 

That was an alarming thing to hear because to him it sounded very much like looking for their replacement. It was a source of concern because the market was going downhill so their company was looking for ways to keep their clients and continue serving them. 

Andy ran that client inquiry to his manager and they dug into it. They discovered that the company was having a big project that would involve a lot of hiring for them. The company was looking at 30-50% growth and they were looking for more people. Andy and his manager went back to the drawing board and built an entire recruitment process outsourcing model for that company. 

They then made the call and presented the model for them and convinced them to trust them a little bit more instead of hiring another recruitment agency that they hadn’t worked with before. 

Putting the best foot forward

There were doubts about whether what they did would work. The market was changing and the client could have gone in a different direction instead of working with them. Still, Andy and his team did what they could. 

Andy’s team did a thorough briefing on the situation with their client’s internal stakeholders and presented a team that would help in the recruitment process. He gave them the background of each individual along with their track record and the reasons why they’re a good fit. 

They won their trust and worked with the company, so to speak. Andy’s agency found a lot of people for them and delivered good results for them. 

When a problem arises, salespeople can always go back to the traditional process of evaluating the problem and going deeper to understand that challenge. You need not have that “Are you firing me?” moment when you learn to take measured steps and prevent such a situation to arise. 

A good salesperson needs an open mind whenever he hears information because the snippets of information may make or break your business or the deal. Be on the lookout for what’s going on and dig in until the third level questions to ensure that there are no assumptions on your side. Make sure that you make the best out of any situation. 

When you’re talking to a client, listen intently to pick up something especially when things go south. Stay present when the client is speaking rather than making them repeat what they said because that’s how you win a deal. 

“Are You Firing Me?” episode resources

Are you firing me? Listen more to what Andy has to say about that. Get in touch with Andy Racic via his LinkedIn profile. Make sure to customize your messages for a more positive response from Andy. You can also connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

Audio provided by Free SFX and Bensound.

Formlabs, 3-D Printing, Donald Kelly, Videos in Email

TSE 1070: TSE Certified Sales Training Program – “Shorten The Sales Process With Video”

Formlabs, 3-D Printing, Donald Kelly, Videos in Email


Even if you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to shorten the sales process with video. 

Today we’ll discuss some ideas that will help you shorten your sales cycle and some ways to use video to accomplish it. I’ll also share a real-life example from one of my clients to demonstrate how effective it can be.

Power of video

Video is so simple and so powerful that it’s hard to imagine that some people aren’t taking advantage of it. We’ve talked about it on The Sales Evangelist for months because it’s a powerful tool that’s available to every seller.

I recently read a study that showed that 7 out of 10 B2B buyers watch a video somewhere in their buying process. So 70 percent of buyers are watching videos that are usually generated by the marketing department.

But why aren’t we in sales using it as well? It’s simpler for the buyer to consume, and it isn’t difficult for us to make them.

Prevalence of video

Videos are everywhere and we engage with them daily on Netflix, YouTube, and other places. Stories are part of our lives.

We can use them in our prospecting, in our closings, and to build value throughout the entire sales process. Use video to follow up with a client or share a testimonial. Create a video overview of your product.

Creative uses

Chaz works in the 3D printing industry, which for some of us is still rather unfamiliar. Because his product is cutting-edge, it can be difficult for him to explain what he’s doing to his customers.

The emails can get long and confusing. His customers have lots of technical questions. Chaz realized that it would be very time-consuming to answer all of those questions each time they arise. When he tried to get his customers to hop on a call so he could answer the questions, they often went dark on him.

He decided to use video to answer questions for his customers. It shortens the process because it’s quicker than email, and it helps him build trust with his customers.

Chaz said that he can shorten the sales process with video by up to a week.

If you could shave time off of each of your deals, how much more could you process? How many more clients could you obtain? Could you close more deals or earn more commission?


Imagine your current customers running into trouble with the product you sold them. Instead of asking them to ship it back to you so you can troubleshoot the problem, why not use video to help them identify the glitch.

You can walk them through the process and provide guidance that will help them improve the outcome the next time.

Chaz uses the video to carry the customer through the process and it freed up more time in his day because he was able to help his customer quickly and efficiently so he could move on to other things.

Video tools

We’ve told you about a number of different video tools like BombBomb, Loom, Wistia, and Soapbox. There’s another called Vineyard, and probably many more that I haven’t named.

Video humanizes you for your customer, and research has proven that people do business with those that they know, like, and trust. When your customer can see and hear you, you’ll be able to build trust much more quickly in addition to helping your customer.

You can use video in your prospecting by following up with your prospects. Try using it in your outreach process to see what kind of results you get. We’re testing it ourselves and seeing amazing results.

“Shorten The Sales Process With Video” episode resources

Chaz is part of our TSE Certified Sales Training Program beta group, which wraps up in a couple of weeks. You can connect with him on LinkedIn, and you can watch the videos I mentioned earlier in the podcast here and here.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.


Donald Kelly, Follow Up, Sales Training Program, Prospecting

TSE 1040: TSE Certified Sales Training Program – “Why and How to Follow Up”

Donald Kelly, Follow Up, Sales Training Program, ProspectingFollowing up means reconnecting with the prospect, and it’s crucial that you understand why and how to follow up.

Many of us dread the follow-up portion of our job because we fear being a nuisance. When we do it effectively, though, it can be the key to more deals and more success.

Follow up

Follow up builds trust with your prospects. When you tell them that you’re going to follow up with them, they expect to hear from you. Failure to follow up suggests that you’re not dependable or perhaps you found another prospect that is more valuable.

You must keep your promises, because trust leads to success. People do business with people they know, like, and trust.

Next steps

Create a meaningful process that will help move your prospects forward.

Decide what you need to do next and establish a clear next step for every single appointment. When you meet for the first time, schedule a next step that will allow a deeper dive with that prospect.

Let your prospects know that there will always be a clear next step as long as you two are a good fit for one another.

Ask your prospects what they would like to do next. Based upon their answer, you can schedule your next step.

Be prepared to offer some options for meeting days and times. Do NOT leave the meeting with a general statement that the prospect will follow up with you.

Better to have a specific sense of whether the relationship is moving forward than to be left wondering.

Effective strategies

For most sellers, none of this is new material. We KNOW that we need to follow up.

Once you’ve created the next step, use Google Calendar to create a notifications that will remind each of you about the meeting.

Even if your prospect indicates that the time isn’t right for your product or service, have a follow-up in mind that will allow you to reconnect with him after the fact.

Stay in touch. Keep your prospect moving in the right direction.

“Why and How to Follow Up” episode resources

Check out the book 15 Secrets Successful People Know About Time Management by Kevin Kruse.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

Stop Selling, Start Leading, Sales Podcast Network, Credibility

TSE 817: Selling Basic 101…Doing This Will Destroy Your Credibility!

Stop Selling, Start Leading, Sales Podcast Network, CredibilityIf a buyer doesn’t believe you’re credible, he won’t do business with you. Credibility takes time to craft, and it’s incredibly delicate and easy to lose. You must do everything you can to avoid destroying your credibility.

On today’s episode of The Sales Evangelist, we continue our sales basic series with a discussion about how we can change our image from sales professional to trusted advisor.

Your prospect isn’t just an appointment.

When you operate within a system of quotas or appointments, it’s incredibly easy to lose sight of the people behind those appointments.

If you allow yourself to focus primarily on scheduling appointments and you forget about the human beings you’re interacting with, you’re undermining your own credibility.

Likewise, if you promise your prospect a solution to a problem, but during the scheduled phone call you mention handing him off to someone else for the solution, you’ll undermine your credibility.

He’ll have the sense that you lied just to get him on the phone, and he won’t want to work with you.

Communicate to your prospect that you care about what he cares about, and prove yourself trustworthy.

Broken promises destroy your credibility.

Sales professionals understandably get annoyed when people miss their scheduled appointments. If you’re doing the same to your prospect, and you’re missing scheduled appointments, you’re disrespecting his time.

You’ll inconvenience him, and you’ll diminish your own credibility in the process.

Instead, prove yourself trustworthy. Keep your prospect’s priorities in mind.

When you do break his trust, apologize.

I can think of countless times in my career when I could have easily blamed other people for things that broke down in my customer’s process. Instead, I apologized and fell on my sword.

If you acknowledge your mistake, recognize the consequences, and apologize, you’ll re-establish your credibility with your customer.

Enthusiasm doesn’t equal credibility.

We often rely on excitement about our product or service to communicate our intention to the customer.

We believe that if we’re excited enough, we can accomplish our goals.

While enthusiasm is important, it isn’t enough. We must demonstrate to our customers and establish ourselves as trusted advisors.

We aren’t required to know everything, but we must know their business and their problems.

Know how he makes his money and understand why he’s losing money.

It takes a while to establish credibility but it makes a world of difference.

Episode Resources

We’re excited about the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen brought to you by our sponsors at Wiley. It’s a blueprint for what buyers want and the things they hate based upon survey information.

Check out the Video Jungle Podcast to hear best practices for video and film production and to learn the art of selling your product with video. The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Email us at SPN for more information.

We want to help you find more prospects, build stronger value, close more deals, and do big things.

Audio provided by Free SFX.

Business Development, Tom McMakin, Service Base Business

TSE 801: How Clients Buy-A Practical Guide to Business Development

Tom McMakin, The Sales EvangelistClients buy services differently than they buy products. Where products are frequently sold by features and attributes, services are sold on reputation, referral and relationships.

Today on The Sales Evangelist we talk with Tom McMakin about the challenges of selling services, and the key to becoming the very best at your chosen field of expertise.

Prioritize trust.

In his new book, How Clients Buy, McMakin introduces two different kinds of trust.

The first trust results when a person consistently follows through on his word. If, for example, I consistently show up on time to give you a ride to the airport, you will learn to trust my word.

The second trust develops as a seller demonstrates that he has his buyer’s best interest at heart. If a mechanic routinely recommends only the necessary repairs to your car without suggesting extraneous costly repairs, you develop a trust that your mechanic is protecting your interests.

That trust creates a valuable relationship over time, and it impacts how clients buy services.


The world tells sellers to broadcast in order to spread the word about their product. Sellers, conversely, should narrowcast.

Segment your market. Find the people you most want to serve and connect them to one another.

Instead of immediately trying to sell them, help them create a conversation amongst themselves about best practices in the space they occupy.

You don’t have to be the person with all the answers; you simply become the person who knows where to find all the answers. When they view you as a resource, they’ll likely become clients who buy services.

Shrink the pond.

Position yourself as the very best at something; use geography, company type, size and specialty. Shrink the size of your pond until you’re the biggest fish in the pond.

If you can’t be the number one cybersecurity company in the Rocky Mountain region, then consider positioning yourself as the number one cybersecurity company for law firms in the Rocky Mountain region.

Look at your case studies and your experience. Stake a claim to the service you’re best at.

Understand the buyer’s journey.

McMakin has identified 7 steps people take when they are considering buying services.

Because there aren’t many books about selling services, especially those that address the impact technology has had on the industry, he wrote a book to help those selling services become the best in their fields.

His major takeaway is to define who you want to serve an underwrite the conversation between them. Stop thinking about what you want to say to them and create a peer conversation instead.

That effort will seed the clouds that will water your future growth.

Episode resources

The Sales Evangelist Hustler’s League is a group coaching program designed to bring sellers of all levels and all industries together to exchange ideas. The Hustler’s League provides high quality training that doesn’t cost a fortune, and it allows you to connect with other sellers.

We begin a new semester in April focused on building value for your prospects, and we’d be honored to have you join us.

You can email Tom directly at howclientsbuy.net for more information about his book or his services.

Audio provided by Free SFX.

The Sales Evangelist, Donald Kelly, Sales from the Street

TSE 639: Sales From The Street-“I REALLY Started Listening”

The Sales Evangelist, Donald Kelly, Sales from the Street

To succeed in sales, one must know how to listen. I mean to really listen what your client is telling you. And along with that comes asking the right questions, using the right tools, and having the right process in place.

Today’s guest is Shauna McGee Kinney and she shares with us how she took some of our podcast episodes and how this was able to help change the way she did her business and how sales has increased. Shauna is a writer, particularly in the software manufacturing and construction industries.

Here are the highlights of my conversation with Shauna:

Shauna’s major challenge:

Not getting any business from the clients who were taking work overseas because of the cost

How she fixed her problem:

1. Learning from past TSE episodes and applying them

Feb. 21, 2017 – Shauna listened to a previous TSE episode on Sell Me What I Need, Not What You Want and it struck home with her. She realized she was wasting her client’s time.

Mar. 11, 2017 – She listened to another episode on the TSE Hustler’s League about Questions Your Customers Want You to Ask – Part 1. After listening to the episode, she realized her clients were going out to do a presentation or trying to get a proposal ready over the weekend to make a Monday deadline for the proposal.

2. Creating awesome proposals through PandaDoc

Another thing she picked up from TSE previous episodes was the use of PandaDoc. She had a client who didn’t have the time to pay her by the hour to sit there and interview the client to get the proposal done. So she made sure to listen to the client and ask the questions they wanted him to ask.


She also offered them the office manager’s type of service where she offered to find a local printer, get their files over to them, and all they had to do was walk in and pick them up or the printer will deliver the finished materials to them. This marked the end of transactional sales and the beginning of a good relationship.

Results Shauna has seen from her strategies:

Shauna is now working with clients over the long term and she now has a team of four writers working on a project with her. Trust has been built between her and her clients.

Shauna’s Major Takeaway:

Think about the client first and what they want. Think about what they want you to ask them. Look beyond just your product especially in the beginning of that conversation. Work backwards from there. Build that trust.

Episode Resources:

Connect with Shauna on Twitter @shaunamkinney and check out her website www.smk-writer.com.

TSE 512: Sell Me What I Need, Not What You Want

TSE 525: Questions Your Customers Want You to Ask – Part 1


Maximum Influence by Kurt Mortensen

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Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales,

TSE 268: Sales From The Street-“Everyday Selling”

Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales, If there’s one guy that has taught me the way of the door-to-door world, it’s definitely Todd Altom. It wasn’t something I would love to go back doing, but it definitely brought great learning experiences that ushered the way to many great opportunities in my life.

Based in the United States, Todd currently works for Gap Inc. where he helps run the kid’s business on the Old Navy brand in Canada.

Today, Todd shares with us how sales is paramount in our day-to day life, how we actually do sell in so many areas in our life, and some strategies you can take with you to help you become a better seller whether you’re selling a product or service or you’re selling yourself to get the salary that you want or win a date with your wife.

Here are the highlights of my conversation with Todd:

How sales has impacted his personal life:

  • Sales is convincing someone to do something they wouldn’t have done otherwise
  • Sales is applied to so many different areas in life. You always have to sell yourself.
  • Salary negotiation

Selling strategies you can implement in your daily life:

  1. Do an option close.
  1. Don’t blurt out everything you know about whatever you’re trying to sell.

Sometimes it helps to not give too much out or it could overwhelm your clients. Use the information accordingly and sparingly as the client needs it.

  1. Don’t tell the price right away.

Bring up the price only when you’ve already built value and you’re ready to bring it up. Also, set a very unrealistic expectation when you’re dropping the price.

On salary negotiation:

  • It’s easier to negotiate your salary when you first join a company than when you’re already within the company.
  • Many companies want to pay you the least amount possible.
  • Set a very unrealistic number (just like when you’re dropping a price when selling something) to shock them. You can say, “I’ve seen a company pay $150,000 for this job, but I’m willing to take $110,000.”

Connect with Todd on Twitter @tsaltom

Todd’s Major Takeaway:

Make sure to build a great relationship. Make sure to follow up to create more business.

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 Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Pre-Sales Call; Sales Meeting; Upfront contract; Set Expectations First

TSE 174: Sales From The Street- “Set Expectations First”

Pre-Sales Call; Sales Meeting; Upfront contract; Set Expectations FirstKatie is a proud TSE evangelist! Listen in as she shares with us a great message for today’s episode on Sales From the Street. Check out how Katie overcame a big challenge in sales by applying some important bits and pieces that she has learned from The Sales Evangelist podcast.


Here are the highlights of my conversation with Katie:

Katie’s biggest challenge of closing and how she overcame it as a seller:

  1. If it’s not the right fit, then they can walk away.

Katie took pieces from what she learned from previous TSE episodes. Katie used the lines: “I’m on your side. You tell me, I tell you. If I found out that this is not going to work, can I walk and do we have that agreement?”

  1. Making a follow up

She followed up and the client moved the meeting to some days later. So Katie went in and asked: “Is there anything that I can do for you so you can evaluate it and we can work it out by tomorrow?”

The result…

There was brutal honesty throughout the whole transaction and Katie got the sale!
Connect with Katie on LinkedIn and on Twitter @khbiznetwork or send her an email at katie.henderson@charter.com

TSE 119: Every Seller Needs to Become Their Own Google

TSE119-Maria Brown Feature“I don’t think people realize – we are a brand. We need to communicate that brand…and it’s all about how you deliver the message through your brand, making it authentic and making it relevant.” – Maria Brown

Today’s guest is Maria Brown. She is a sales trainer/evangelist. With 20 years experience in training and management, she is the source of information in the furniture retail industry. She motivates sales professionals to become evangelists, to help them get excited and fall in love with what they do as sales professionals, and to help decorate people’s homes and people’s lives.

Here are the highlights of my conversation with Maria:

Maria’s coolest sales experience as the customer: buying from Terry Shapiro at Rooms To Go – delivering above & beyond what was promised.

The importance of becoming your own “Google:”

  • You should be THE source of information
  • Do NOT direct traffic away, but be the destination
  • Engage with the customer
  • Help them make a well-informed buying decision

The importance of understanding the client’s emotions when relaying information:

  • It means YOU care
  • To be always in the pursuit of knowledge
  • In sales, everything has to be PERSONAL
  • Translate and tie in the information into the prospect’s emotion
  • Be prepared
  • Be professional
  • Be present
  • Listen to everything the customer says

How to improve your “Google” ability:

  • Stay thirsty!
  • Be in the constant pursuit of knowledge
  • Know your website, be your website, know your culture
  • Know your competitor’s website
  • Get training and get in touch with the marketing people
  • Be in the know, be in the now and what is to come

Turning “Im-possible” to “I’m-possible”

Simon Sinek’s TEDTalk: Start With Why

Top qualities of successful individuals:

  • Being not only the source but the force
  • Being able to authentically communicate the “why”
  • Knows everything he needs to know about the industry
  • “Your brand is what they buy into, not so much the organization.”
  • Be your own authentic brand.

Make sure your message is:

  • Meaningful
  • Applicable
  • Relevant

Current projects Maria is working on:

  • Training
  • Creating more evangelists

Get in touch with Maria via Twitter @mspirenow or send her an email through campibrown@gmail.com

Maria’s Major Takeaway:

Be the source of information. Have your information be meaningful, applicable, and relevant to the customer and their operation. Be present. Be engaged. Listen and anticipate what their questions are going to be. They love when you anticipate. Become the source, but more importantly, the FORCE.

“Salespeople are a force of nature…we are enthusiastic, passionate people. Don’t lose the enthusiasm. Don’t lose the passion. Be real and be authentic. Promote and take care of your brand. You are the destination of information.



Donald Kelly; The Sales Evangelist, Sales Podcast

TSE 097: One Simple Activity That Will Increase Your Post Sale Effectiveness!

Donald Kelly; The Sales Evangelist, Sales PodcastStatements of work (SOW). That is the one simple activity that can increase your post sales effectiveness and also help you tremendously in your prospecting efforts. I know, it sounds simple and is a basic activity but it’s the simple activities that will make the world of difference between the top performers and mediocre sellers. Why? The mediocre sellers think that things like doing an effective statement of works are beneath them.

They are not differentiated from the crowd and are seen just like all the other mediocre sellers out there in the eyes of clients and their colleagues. The top performing sellers, recognizes the value of the simple activities, implement them and are instantly differentiated from the pack. This is why I share the importance of the little value adds.

Here is the three main reasons I recommend this activity:

  • Client Benefit:
    • The client will know what they re getting and how it is going to help them overcome their pain. This will help to reduce the chances of discrepancy later on after the product, solution or service is completed.
    • The statement of work sends a message that you listen to them, understand their challenge and precisely how to offer an effective solution.
    • The statement of work may also be used by the client to present to boards why they are electing to invest in your solutions. It may offer a detail description of pain and the ROI the business can expect after the project is completed. This will make the client look like a hero to superiors, especially when your product or service delivers as you promised in the statement of work.
  • Internal Benefit:
    • Project managers and departments who offer the deliverable will know exactly what they need to deliver, how, when, why and to whom.
    • It minimizes mistakes by other departments throughout your organization.
    • Statement of works allows colleagues to build trust in your abilities and elevates you as professional. It shows that they you care and want to help their lives become easier because you are clear in your communications with them.
  • Personal Benefit:
    • Clients will hold you in a much more higher regards because your professional nature. This will increase your opportunity to receive referrals from clients.
    • A statement of work will help you easily remember exactly what the clients challenges are and how  you are offering them as a solution.
    • The more detail you describe the challenges of the clients in the statement of work, the more easier it will be for you to speak to that pain to other similar prospects. It helps you to have concrete data that you can refer back to and positions you as the confident industry expert.

All in all, an effective statement of work will strengthen your relationship with clients, increase your post sales process with other key internal departments and arm you with data and metric to assist you’re prospecting efforts. It is a simple way that you cab differentiate yourself and be viewed as an effective sales professional.

As promised in the episode, here is a basic sample of my fist statement of work I provided for a client.

 Sample Statement of Work

Sunshine County Public School-SAMPLE (Statement of Work Example)

TSE 043: Why Building Genuine Rapport & Trust Will Help You Gain More Business

DSC_5456During this episode I connected with Dan Miller and had a discussion around sales and helping others find what they love! Dan is the author of the New York Times best selling, “No More Dreaded Mondays” and “Wisdom meets Passion”. He has been a guest on CBS The Early Show, MSNBC’s Hardball with Chris Mathews, Moody MidDay Connection, and the Dave Ramsey Show.  Over 130,000 people have subscribed to his weekly newsletter. His 48 Days Podcast consistently ranks in the top 3 under Careers on iTunes, and the 48Days.net business community is viewed as an example around the world for those seeking to find – or create – the work they love.
Four important components of Dan’s sales process:

1. Building trust and rapport is important because people buy from those who they KNOW, LIKE and TRUST. Dan said that this is about 40% of the sales process.

2. Identifying the proper NEEDS is about 30% of the sales process.

3. Product knowledge and presentation is about 20% of the sales process.

4. Gaining commitment is 10% of  the process because if you do the other 3 steps, this will be easy.

Major take aways:

  • Dan also comments that the four important components of the sales process works online and offline. Build rapport with folks and they will love you and buy from you.
  • Don’t be afraid of giving things away for free. Dan believes in the law of the harvest that if he gives out information for free, it will come back to him later. He said that he probably gives away 95% of his information for free and then charges for only 5% of his information.
  • Take action and don’t just plan. It is important for us to ACT!
  • With proper sales skills, you can always land on your feet! Sales is important for any organization.
  • It is never too late to make a new beginning. You can and should do what you LOVE!

Connect with Dan Miller

10 Anniversary Edition of “48 Days To The Work You Love” is set to launch in 2015.

Dan’s Coach Mastery Program


48days.net (Networking Community of 14,000 others trying to make a difference in their lives)