For the second time on the show (and his first on Sales From the Street), we’re bringing back Ellory Wells. All of his work comes down to coaching people on how they can develop strategies to leave the jobs they hate and help them figure out a way to bridge the gap between that and waking up happy everyday.
Ellory has been away from corporate America for about two years. As a business owner, Ellory has faced challenges and that “know-like-trust” factor being one of them. Let’s find out what strategies he’s put to use to overcome this major challenge which many of you may also relate to.
Here are the highlights of my conversation with Ellory:
Ellory’s major challenges as a seller:
People don’t know who you are or what you have to sell
How to convey to people that he has something worth their money, time and investment
Strategies to overcome anonymity:
Ask for business.
Be humble enough to realize that people aren’t going to come to you so you have to go to them.
Know who your avatar is.
Know who your ideal client is.
Ellory’s Major Takeaway:
Figure out two things:
What value do you bring to the table? (Not just what your company wants you to say, but the truth)
What type of customer your needs or skills fit best?
Katie 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:
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?”
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?”
Today I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use the free version and it’s very effective. There are so many benefits from using this tool.
Below is a list of some of the information I mention in the episode. Check them out below:
Benefits of the HubSpot’s CRM are:
Keep all your contacts in one centralized and customized database
The opportunity to define your sales processes. Whether you have 3 steps or 8 steps. You are able to better track your deals and developing opportunities
Automatic integration with your email so that you can log emails with prospects and customers. This will help any busy seller who does not want to spend endless amounts of time updating information in their CRM.
The ability to have access to HubSpots database for a new prospect or use it’s ability to crawl the internet to find prospects for you based on your query search.
Keep track of important information about your prospect:
Important events, etc.
Integration to SideKick makes it easy to prospect online.
You can prospect and find new business opportunities
You are able to collect personal information on your prospects before you send a message to them
The tool can integrate with your CRM and add prospects to your database automatically
It can track the prospects company online and provide information for you
It also integrates with GoogleDrive so you can keep important documents on a prospect organized
Here is a video to help you get visual look. Again, I’m not getting any kickbacks from HubSpot, I just love the tool.
Want to see even a deeper dive? Take a peek at a demo here:
If you enjoy this tool, feel free to reach out to me and tell me how you like it (click here to send an email). All in all, I want you to go out and do BIG THINGS!
This is the time of the year when sales professionals get themselves all prepped up to have a great second half. Today’s awesome guest is Jonathan Farrington who brings us a lot of great value, especially with our discussion today.
An international sales celebrity, Jonathan is the CEO and Founder of Top Sales World. He is also a keynote speaker, business coach, and mentor who has worked with over 100,000 sales professionals to improve their craft in sales.
Here are the highlights of my conversation with Jonathan:
Invest in a sales team
Why are only 40% of sales people on track for their quota?
Reduction in the amount of companies investing in their sales teams
The need for learning new selling techniques and selling styles regularly
Why invest money into a sales professional if they’re about to leave?
No one will leave if they are well-compensated, given proper praise and recognition, and given proper responsibility
Learn the key motivators of each sales professional in your team
Different people are motivated by different things – money, praise and recognition, a good relationship
Achievement as the main motivating factor
The Formula of Successful Salespeople:
Successful salespeople are driven.
Most successful sales folks are incredibly competitive and they enjoy playing competitive sports.
Self-process gives that control.
Know your company, products, and yourself. Be multi-lingual. Be comfortable talking to recommenders, technical buyers, and all the way up to the C-level.
Why some people can’t perform…
Poor sales team = poor sales manager
Sales managers should always be coaching to improve their team’s skills.
Bonus tips from Jonathan:
Surround yourself with people better than you.
Accept responsibility for your development.
Work with the mantra: “If it’s to be, it’s up to me.”
Take advantage of available resources.
“There is no excuse for anyone not working hard to increase their education and improve their skill sets.” – Jonathan Farrington
Jonathan’s Major Takeaway:
Be relevant. Only around 20% of salespeople worldwide are using social media. With social media, there is so much opportunity to gain access to your audience.
Keep up-to-date with your existing accounts.
You can still find new business from existing accounts.
Customer retention and account management & planning are critical.
In this episode, I had the honor of interviewing Tom Ricciuti who is a sales coach, author, host of the weekly business show TomTalk, and keynote speaker on a mission to exorcise negativity; inspiring people to abandon average and dominate like beasts!Tom is known for his acumen on coaching sales professionals on how to dominate; not compete. His approach to selling and closing continues to garner quantifiable growth in each and every endeavor for his clients. Tom feels like there is no better matrix to measure results than the repeat business of clients and a healthy referral program. To do this, Tom has created the ultimate sales training platform for his clients.
As we go through this episode, Tom and I discuss one of his other programs, “Close Like a Beast”. Now, to “Close Like a Beast” is a life style and a way. Tom took this concept and implemented it in the course he has created to help sellers gain greater confidence in closing sales. Tom believes, “you’re never too old to learn and you’re never too old to get better.”
Here are some of the take away from our conversation.
Lack of confidence comes from a lack of confidence in the company they work for, the product/service they offer, or themselves.
Negativity feeds on fear and low confidence. When you remove fear, negativity flees and confidence can grow.
To help with growing your confidence, you must practice everyday. Just like top athletes who practice and work with a proper coaching staff. As a seller, we need to treat our sales performance like top performing athletes
Always have a good attitude, it is never too late to learn and grow.
Salespeople need to take responsibility for themselves and not point fingers at others.
When you find that you are falling into the quicksand of negativity, you need to stop making excuses and ask for help
EOS– Explanation of Service…this is something every seller needs to have. You need to get to the point quickly so that the buyer can see the value and close themselves.
Have your sales pitch or explanation of service totally focused on the prospect and make them feel that you care about them.
Learn to instill certainty in your prospects through a video testimonial from a third party. You can use this at the end of your sales cycle when a prospect is not quite sure they want to go with you.
The number one thing a manager can do to help their sales team is to inspire them with a purpose. They need to have an individual purpose and a company purpose.