Tag Archives for " Closing "

Devin Reed, Closing Revenue

TSE 1219: 5 Counter-intuitive Mistakes Preventing You From Closing Revenue

Devin Reed, Closing RevenueThere are times salespeople don’t make the best decisions that would lead to closing deals. These mistakes can cause a fall. Let’s take a look at the 5 counterintuitive mistakes preventing you from closing revenue

Devin Reed is a content strategy manager at Gong. He handles all the content marketing strategy courses and responsible for presentations. He also goes to roadshows, such as Sales Live Miami. 

At this roadshow, Devin talked about  5 Counterintuitive Mistakes Preventing You From Closing Revenue. It’s about the five things salespeople think are good practices, and are trained to believe are good habits when in fact, they’re doing the opposite. These five mistakes hurt their deals and sales conversations. What Devin is sharing is backed up by data. 

Devin works for a company that has millions of sales conversations. They’ve looked and analyzed these conversations to see patterns that help them get an idea of the things salespeople talk about the most. Here are the 5 counterintuitive mistakes preventing you from closing revenue. 

  • Using the ROI to seal the deal
  • Focusing on quantity when it comes to discovery questions
  • Answering objections quickly and thoroughly
  • Using  large enterprise clients
  • Using cold call opening line

Don’t use ROI to seal the deal

People make the mistake of using the ROI to close. Finding a way to bring ROI into the conversation is one of the basic strategies taught to beginning sales reps.  This strategy is proving to be counterintuitive. 

ROI isn’t bad in itself, but it becomes an ineffective tool when it is used for persuasion. Presenting your ROI to the client doesn’t work because the information doesn’t go to the right part of their brain. 

The human brain has two parts – the emotional and rational. More often than not, the right part processes information later than the emotional part. If you want to get the attention of your prospects, you need to tap into the emotional side of their brains first. You do this by giving them a before and after story.

“Hey, I was in a podcast and not to brag or anything but that podcast did so well. They were doing this and that. I came on and I did this thing and two weeks later, they saw an X increase in their ROI.” This is an example of a “before and after”, then diving into the ROI. 

When you are able to provide the identifiers with the before and after stories, the emotional pull comes in. Make it a goal to tap into their curiosity instead of just desperately presenting the numbers. A good salesperson always to starts with emotion and understands people need to feel before they will give you their ear and show interest. After you’ve piqued their interest, then you can get to the boss to present the ROI. You show them what you can do for them is not only a great idea but also makes fiscal sense. 

Another reason why presenting the ROI often doesn’t work is because it’s naively done. Junior sales reps usually speak to CFOs who have years of experience. Their newness in the industry and lack of confidence make their calculations look phony. CFOs don’t find the numbers trustworthy. 

Focusing on quantity when it comes to discovery questions

Most salespeople have a discovery playbook with 15 to 30 questions. New sales reps believe it’s necessary to ask them all because they have the mindset the more questions mean more information and eventually, the more chances of closing the deal. While asking questions isn’t a bad thing per se,  on the other hand, it gives buyers discovery fatigue. It feels more like an interrogation than a valuable business conversation. 

Based on the data, 11 – 14 targeted questions is the sweet spot for the number of questions a salesperson should ask. The article by Chris Orlob entitled Why You Can’t Sell to C-suite Executives shares how salespeople only have four questions to ask C-suite executives. 

Tips when asking targeted questions: 

  • Use open-ended questions Using open-ended questions allows you to get more information. Ask one question that prompts a stream of answers. 
  • Get someone to think instead of reciting information  Ask questions that will make them think about their answer. For example, “How is that tech stack preventing you from closing revenue?” This question causes them to take a moment before giving an answer. 
  • Ask connected questions  Don’t just throw out random questions. Ask them in a way that paints a bigger picture. 

Answering objections quickly and thoroughly 

Answering directly shows how ready salespeople are to handle objections but the downside to that is the risk of actually answering the wrong objections. Instead, pause and wait. The benefits go both ways. For the salesperson, pausing creates room to time to think and for the prospect, the pause makes them feel heard. 

By the middle of the discussion, the prospect has already decided if they want to actually meet with the salesperson.  It’s the salesperson’s responsibility to make sure the conversation is good throughout the meeting so prospects see the value and have a good time. The prospect of enjoying the conversation is the most important goal. 

Using the enterprise logo when selling

Data shows that salespeople using social proof has actually a lesser success rate. Salespeople may think dropping names of big companies they’ve worked with is compelling information but prospects don’t share the same perspective. Instead of building trust with the prospect, what it does is alienate them.

The right approach is to use tribal identifiers. This means building a tribe based on shared characteristics. The best salespeople will have three to six tribal identifiers to make the connection more appealing and compelling. For small startup businesses with fewer clients, salespeople can make a hyper-specific process. This would mean not focusing on the same geography, for example, but instead, targeting companies with the same struggles and goals. 

Salespeople need to show their clients they are more than just someone on LinkedIn. They need to invest time upfront if they want to be heard. #SalesFacts

Cold call opening line

Many believe if you want to catch your prospect’s attention, give them an opportunity to first say no. The assumption is that using an opening line that allows them an opportunity to say no gives the prospect the power they want to feel in the conversation. Philosophically, you want them to feel comfortable in letting their guard down. 

This strategy doesn’t work. Data says there’s a 6.6X increase when, instead of trying to get them to say no, you ask instead, “How have you been doing?”

The potential client answers in the same vein and it causes a pattern interrupt. Your opening line isn’t something that the receiver is expecting. 

An opening question like, “Hey, this is Devin. Did I catch you at a good time?” is a telltale sign that it’s a cold call and immediately the guard goes up. From that point on, it’s an uphill battle.  

Always remember the before and after story because that’s how trust is built. People may not remember you but they will remember your story. You don’t have to be a great salesperson to share a story, you just have to share stories of value. 

“5 Counterintuitive Mistakes Preventing You From Closing Revenue” episode resources

Catch Devin’s podcast, Reveal the Revenue Intelligence, where they interview industry leaders who understand how they use their revenue intelligence to win the market. They have a pretty impressive line-up of key interviews. Connect with Devin Reed in his LinkedIn profile

You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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Proposals, Conversion, Adam Hempenstall

TSE 1179: Business Proposal Trends in 2019

 

Proposals, Conversion, Adam HempenstallWhat are some of the business proposal trends in 2019 that you’ve used and that have worked for your industry? Trends change so often that we have to keep track of all the changes to be in the loop because what’s new today may be old news tomorrow. 

Adam Hempenstall has been in the web design business for almost 20 years. He started doing basic websites and brochure sites before the company transitioned into a custom software company. They started building CRMs for different companies and have now invested full time into improving their proposal tool known as Better Proposals.  

Business proposal trends

The most important thing is that you’re not just seeing a transition from the old school PDF method but the clients’ reluctance to change. There is, however, a massive shift towards people opening proposals using their phones.

Proposals need to be web-based these days. It has to do with what everything else is doing. They’re not just documents anymore, they’re experiences. Clients should be able to read the proposals by the time that you’ve sent them. 

Aside from that, proposals should be sent quickly. Based on the observed data, there’s a higher rate of conversion for proposals that are sent within 24 hours compared to proposals sent in 3-4 days. The other important thing is trying to understand your client most. 

From the data and stats Adam’s company is running, they’ve observed the following business proposal trends in 2019 that work:

  • Convenience over quality
  • Being quick in sending proposals 
  • Caring about your client

Convenience over quality 

People favor convenience over quality. This is apparent in the number of people watching videos on YouTube instead of going to the shows. Live shows mean better quality but people would opt to watch it on YouTube because it means that they can watch it immediately. 

People want things the way they want them. For example, you’ve sent a proposal and the client is reading it in his train ride because that’s the time that he allocated for it. The client is not going to sit there and zoom in through the 15-page PDF proposal you’ve sent. That is not convenient for him. He’s probably going to skim, get bored, and close it down. He’ll make the decision over the price and all that effort of making the proposal is going down the drain because you’ve sent it in a format that isn’t convenient for him. 

To beat your competitors, you want to stand out when you’re sending proposals. You don’t want to send the same ones that others are sending. This is especially true if you’re selling software, marketing, or anything with digital elements. You want to show your prospects that you are at the forefront of technology. 

Track proposals

If you tell your prospective clients that you can make their website better and more responsive, you won’t send them a proposal in PDF form. Instead, you send them a web-based proposal and put a tracker in it. 

This will allow you to see the activities that your prospective client is doing. You’d see that your client has opened the proposal and that he’d spent a good amount of time reading it. 

You can give him a call half an hour later to just check in on how it was. You’re in a good place to speak about it because it’s still fresh on his mind. 

You can’t do that with PDFs but you can do it if you use web-based proposals. 

Adam and his team made a high-end proposal for a furniture company. The proposal was great but they didn’t have another meeting with them. After six months, the company randomly opened the proposal and Adam got a notification that they checked the proposal. Adam shoots them a quick message just asking how things are going and if they were able to find a solution to the problem that they were trying to solve last year. The company replied saying that they weren’t able to appreciate the value of the proposal then but are now willing to talk about it. 

This is what tracking can do; this is what a notification can do. 

It’s equally important to repeatedly follow up after a proposal, but not up to the point that you’re putting it on them. 

Just being there and being consistent is enough. 

Sending proposals quickly

We’ve all had a time where we’ve completed a proposal quickly and had a good overturn deal. There have also been times that we’ve procrastinated and done other stuff instead of doing the proposal and when you’ve finally done it, your client has already gone with the other guy. 

Adam’s company looked at the actual data of real proposals that people send through their software platform a few years back. Using the raw numbers, they tried to figure out different factors that affect proposal conversion. You can see the study on betterproposal.io/reports in both 2018 and 2019. They found out that sending the proposal within 24 hours after the initial meeting converts 25% more than if you send it in 2-3 days. 

In Adam’s company, they meet their clients on a neutral ground. They have their meetings in top-end hotel lobbies because it’s comfortable and you can talk to the prospective client freely. When he leaves, you get to stay, order yourself another drink and write the proposal right then and there. It gets difficult when you give it a few more days because by then you remember very little of the meeting. 

All those little things that you forget from the meeting were important to the client and if you wait more days before you write the proposal will lose you the deal eventually. 

These include the following:

  • The actual words they used
  • The phrases they used
  • The expressions they made
  • The body language they gave off

All those things that you remember within a couple of hours will be forgotten within a day. 

Write your proposal immediately after your sales meeting to increase the chances you’ll win the deal. #SalesProposal

Care for your clients 

This part doesn’t have anything to do with the proposals. It is more of what happens before the proposal, and it’s doing good discovery. 

You can’t write a good business proposal for a person or a company if you don’t do good discovery. You can have the experience but that will only help you so far. You need to ask questions and you need to dig in and get them to reveal as much as they can. 

You need to understand what they are trying to achieve.

Scratch beneath their surface-level problems to figure out their fears and help them find the solutions. You’re changing the proposal into a personal level and by then, it’s not only the surface-level solutions of the problems you’re proposing. 

You are sending them a proposal that truly addresses their deeper concerns. 

Care about them, care about the situation, and do what you can to get the truth of their situation. 

So, ask the right questions and don’t be afraid to get a little bit uncomfortable. 

Trying out the three suggestions mentioned above will make your proposals better. Instead of sending PDFs, send a web-based proposal and save yourself lots of time. It’s also convenient and it’s a conversion booster. Aside from that, web-based proposals are cheap. 

“Business Proposal Trends in 2019” episode resource

Sign up to Better Proposals website and see hundreds of templates. They also have contracts and other things you can check. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

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Closing, Albert Alexander, Donald C. Kelly

TSE 1173: Three Great Closing Questions

 

Closing, Albert Alexander, Donald C. KellyThere are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro. 

Albert Alexander has been a partner in a construction equipment sales company that makes parts for excavators and bulldozers for 11 years now. Albert does all the marketing, inside sales, and digital marketing for the company. 

Closing questions

Often, sales reps are good at finding prospects and having a talk with them. Things change, however, when they’re turning them into leads. There are challenges in closing. 

Sales reps have this predisposed idea about how they purchase that gets in the way when they try to close a deal. Albert’s company grows 70% every year and that’s because they stick people to a process

For other sales reps, they stop in the middle of the process and it stops the action of the process moving forward. It could be because of the fear of rejection or any other reason, but the end result is the same. It halts the closing process. 

Imposing your buying style 

There are many decision types and processes that they take. For this reason, sales reps should know their customers through their pains and needs and be completely open to the different decision styles they have. Sales reps should remove their own fears and worries of rejection from the sales process and focus on their customers instead. If they do that, they can be empathetic to the needs of the clients. 

Say, for example, the client’s million-dollar equipment is not working and it needs a $50,000 part that the company sells. For the sales rep, the amount is huge and so he’d say, “I understand you need to think about it,” but that’s not the case for the client. The client is willing to spend $50,000 for his million-dollar equipment to work, but because the sales rep put his purchasing decision in the process, the entire closing will take a hit. 

Sales reps need to change their perspective or their purchasing styles and decisions when closing a deal. Sales reps need to learn to think like the clients they’re talking to instead of imposing their fears, views, concerns, or buying styles to their clients. 

Make a good logical decision for and with somebody, even when they’re concerned. Remind them of the things that are logical and that matter. 

The first step to close a deal is to put yourself in that person’s shoes better and eliminate the fears and worries. 

Closing styles 

We all have closing styles and the first one is the assumptive close. It’s extremely easy and it’s when sales reps choose and assume the next information that you have to collect and continue down the process. It’s almost like assuming that everything’s good and done after they’ve spoken with the client. 

This works for Albert’s company. They’ve implemented the assumptive process and it improved their closing deals to 25%.

So, their sales reps ask the following questions: 

  • Hey, where did you want me to deliver that?
  • When did you want that delivered? 
  • How did you want to pay for that? 
  • Is it going to be a Mastercard or wire transfer?

Most sales reps think that closing is an event and it shouldn’t be. They think that they have to ask questions and shake hands. That’s not how it works. 

If they investigate, build rapport, and lay out the solution that’s logical and emotionally fulfilling, sales reps can assume the next information and assume. Closing is not an event, it should be a natural thing. Sales reps should do all the work upfront and the closing is part of that.

Dig into the objection 

In the case of objections during a close, it’s often not the truth and just a reaction. Sales reps should dig deeper to overcome the objection. 

In Albert’s industry, there are five reasons that clients use to decline. 

  • Time 
  • Money
  • Price
  • Value
  • Quality 

Our sales reps dig deeper by feeding either of the top reasons why clients object to a deal. They wait for their response and try not to be pushy. They just make a conversation and wait because people have different buying styles. Some people like to think about it before saying yes, and some others just agree immediately. 

After the assumption, sales reps should dig deeper into their objection to see the real issue and not just the surface-level problem. In that way, you can give a solution to the real objection. 

A good sales rep is the one who can talk well and has the tenacity to understand and get down to the reasons to investigate. 

Being able to compensate with somebody doesn’t lead to a sale, you need to have a purpose and process. 

Utilize technology 

Sales reps can connect with a customer in a building effect of value. While sales reps are closing, they can talk to their clients in the process. In Albert’s company, their sales reps would send their clients’ invoices while talking to them on the phone. They also email and text pictures of what they’re going to get. They do these things while they’re closing the clients. People love how attentive the sales reps are in the whole process. 

When their sales reps close, they strive to make the clients feel like family. It’s different when clients get all the information they need while they are talking to the sales reps. 

So, utilize technology and use text and video messaging while closing because these things make them less guarded. 

Closing 

Don’t think that closing is an event

It has to be a process that sales reps are moving forward through. As a sales rep, you need to cover all the bases because everyone is the same and the sale is the same. There are different variables but you can sum them up to a few things that you can master. 

Don’t complicate it and know that you’re closing from the very start. 

Three Great Closing Questions” episode resources

Connect with Albert in his site, ConEquip.com. You can also listen to their podcast at Sellingforlife.com where they share ideas of the entrepreneurial journey. Their company has gone from zero sales to 30 million a year. They’ve become experts in Google marketing and ad words. 

You can also connect with him on his email at al@conequip.com

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It is a 12-course program to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. Simply go to thesalesvengelist.com/freecourse to get the first two modules for free. 

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Relationship Selling, Decision-Makers, The Sales Evangelist

TSE 1168: Selling In Europe vs. Selling In The USA

Relationship Selling, Decision-Makers, The Sales EvangelistEvery sales transaction differs from the others, but when you’re selling in Europe vs. selling in the USA, it’s important to understand the differences in culture.

Christine Schlonski works with entrepreneurs who have a negative view of sales. She helps them redefine their view of it so they can sell with ease, grace, and confidence and also ask their price. In short, she helps them makes sales, which is simply an interaction between people, fun. 

Fear of selling

Christine points to the depiction of sales in movies, coupled with bad sales experiences that we’ve all had. Subconsciously, we don’t want to be like these people. Women especially struggle to ask for what they truly want because it feels salesy or pushy. They often assume because they’re good people that buyers will line up to buy. 

It’s possible to ask for the sale in a natural way but movies never depict sellers in a positive light. It’s likely that a movie about a seller who sells from the heart and brings value would be boring. But sales truly could be like that. 

Set the expectation and then make the offer. Then consider what’s a go and what’s a no-go. How can we work together? 

Sales differences

Sales in the U.S. move quickly, while people in Europe like time. Realize, too, that Europe isn’t a single country, and sales differ across those countries. In France, for example, sales involves numerous decision-makers, and French people love meetings. Where Americans look to make things happen, you cannot simply show up with an offer and a take-it-or-leave-it attitude. 

Germans exist between those two extremes because they want to be a bit more efficient. Still, though, they cannot be pushed or pressured into decisions. 

Relationships are still the key to all sales. The decision-maker needs to feel comfortable in the relationship and feel as though he is making a good decision. 

Typically, larger companies have more complicated decision-making processes. They often have male leaders and sometimes one of them will block the process because of politics or a need to be right. 

Selling in Europe will never be a one-call close. 

Unique preferences

Christine had experiences in the past where her work with a global company selling high-ticket events over the phone was negatively affected by her American colleagues who were perceived as being pushy. The prospects assumed that her sales process would operate the same way, so they weren’t interested.

For companies who operate in different countries, training sellers to understand the cultural differences can present a challenge. Begin with the simple understanding that no two people are alike. Even without the cultural differences, there’s no one-size-fits-all solution because we’re all human with unique preferences. 

Consider yourself as an example. How would you want to be treated during a call? What’s important to you?

Then, be open to cultural differences and be aware of misunderstandings, but understand that it isn’t a case of the prospect not liking you.

In Christine’s case, she learned to operate as though any “no” in the process was always her fault because she hadn’t managed some part of the process correctly.  

She understands, too, that if she calls into the U.S. she needs to operate with the correct urgency because it’s what they expect. 

Small talk

Sellers in the U.S. are pretty good with small talk, but in the U.K., for example, talk about the weather can be important. Some people perceive that as a waste of time, but you must adjust to the person you’re speaking to. 

Adjusting the conversation to your audience doesn’t demand that you be fake. Pick something that’s meaningful to you that will bring the other person into the conversation as well. 

Suspend your own thinking toward the customers’ needs. Accommodate them.

In the U.S., for example, people don’t give a true answer to the question, “How are you?” Instead, they’ll say, “I’m fine.” In other countries, they’ll be more likely to answer honestly. 

Approach with the desire to serve their needs. 

Expectations

In my own negotiations with a prospect for TSE Certified Sales Training Course, I discovered during the negotiation process that many buyers from eastern Europe want to ensure that they are getting the best deal. A  friend who is also from eastern Europe told me that they’ll often expect to be able to negotiate down a bit. So even if you have a fair price, they may expect you to adjust it. 

In this case, I made the adjustment because it was a win-win opportunity. 

Depending on the products you sell, the price level, and who your negotiating partners are, maybe you set something in place that you can add to the program rather than adjusting your price down. Add value without dropping the price. It gives them a feeling of a win. 

Businesses are always trying to get the best deal, regardless of culture. 

Authenticity

Be true to yourself and be authentic. If you have a great product, begin with a connection. Small talk can feel superficial, so you must communicate that you’re not only interested in a sale. 

“Selling In Europe” episode resources

You can connect with Christine at her podcast, Heart Sells, where she interviews successful entrepreneurs who have overcome sales challenges and who operate from the heart. She seeks to showcase that sales can be fun and that anyone can learn sales. You can also find her at christineschlonski.com

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

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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?

Problem-solving

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.

 

Harry Maziar, Donald Kelly, The Sales Evangelist, Story Selling

TSE 1068: Nothing Happens Until Somebody Sells Something

Harry Maziar, Donald Kelly, The Sales Evangelist, Story Selling

Selling is honorable, and we should be proud of the work we do because nothing happens until somebody sells something.

Today Harry Mazier talks to us about the importance of selling and how every organization must practice the fundamentals of selling in order to do it well.  It begins by understanding the importance of being a sales professional.

Relationships

The short attention span of today’s buyers means that there will always be room for relationships in selling.

It’s perhaps the best sales lesson you’ll ever hear.

Necessity

It sounds basic to say that nothing happens until someone sells something, but it’s true that if we don’t sell, we won’t eat.

Sales is the lubricant of our economy.

It doesn’t matter how good your manufacturing is, how precise your accounting is, how deep your R&D is, everything begins when someone convinces a prospect to say, “Yes, I’ll take some.”

When the deal closes, the gears begin moving and everything takes off from that point of agreement.

Failure

Fear of failure prevents people from selling. You might drive past a prospect’s business 12 times and always find a reason not to stop: no parking places, it’s too early, or it’s too late.

To get past that reluctance, you must suck it up and knock on the doors. Then, once you get in front of that customer, you must know what you’re talking about.

Emerson said that nothing great was ever accomplished without enthusiasm. You must be enthusiastic and excited. If you’re not excited about what you’re doing, do something else.

Be smart. Don’t tell them how much you know. Tell them how much they need to know to get where you want them to get. Selling is convincing someone else to agree with your opinion.

But don’t overstay your welcome by speaking too much.

There’s a story that Samson slew 1,000 Philistines with the jawbone of an ass, but twice that many sales are killed every day with the same implement.

Resource

Your role is to provide the necessary information and be convincing. The best salespeople don’t sell, they help people buy.

Selling is instructional and informational. Be a friend and a resource to your customer. Sales is an honorable profession that has taken a lot of hits — many of them self-inflicted.

Salespeople are a resource to our economy and they really are helpful to customers. People choose sales for a variety of reasons like interactions with people and independence. Of course, income opportunities are part of it as well.

Negative view

For a long time, sales was perceived as little more than one person taking unfair advantage of another. Salespeople have lived through that era and have established themselves as a resource rather than an impediment.

Avoid being self-deprecating. Don’t refer to yourself as “just a salesman.” Sell with integrity every day so you can improve and help your customers.

Don’t put artificial limits on your own success or settle for good enough instead of good.

Stories

Relevant stories can help sellers sell. Rudyard Kipling said that if history was taught in the form of stories, it would never be forgotten.

People love stories, so rather than giving facts, features, and benefits, incorporate a story into your sales presentation. Do it consistently and do it as well as you can.

Read and listen and stay attuned to the people around you. Harry recorded countless anecdotes in preparation for writing his book, Story Selling: Sage Advice and Common Sense About Sales and Success.

If you don’t use a story to provide proof, selling will be more difficult. But the story won’t stand on its own. You must give your very best effort.

Stories aren’t the answer alone. You must support it with your work and effort. Do the best you can every day.

Remember the 10 powerful 2-letter words: “If it is to be, it is up to me.” You can find excuses and blame, but ultimately it depends on you.

Sellers

Don’t think you’re not in sales. Everyone is in sales from the moment they get out of bed in the morning. You are persuading or influences, negotiating or communicating.

Don’t run from it. Embrace it and learn to be better. Grow by failing.

It’s not how often you get knocked down; it’s how many times you get back up. Get back up and learn what’s effective and learn to communicate.

Be true to yourself and embrace the opportunities you have as a salesperson.

“Selling From The Heart” episode resources

You can connect with Harry at harrymazier@gmail.com or at (404) 853-1063.

Grab a copy of his book, Story Selling: Sage Advice and Common Sense About Sales and Success

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.

Rob Kall, Cein, Quality of Sales Leads

TSE 1043: 5 Ways to Measure the Quality of your Leads, Pipeline, and Sales Talent

Rob Kall, Cein, Quality of Sales LeadsWhen you’re scaling an organization, it’s important that you’re able to measure the quality of your leads, pipeline, and sales talent. It important for business owners as well as sales reps, because simply adding people to the organization won’t necessarily result in more sales.

Today Rob Kall talks about the numbers that we might not be measuring and the importance of that data in helping your organization grow and improve.

Although they aren’t commonly measured, these data are the true drivers of your organization’s success.

Soft things

Many sales leaders believe that the solution to any sales struggle is to throw more bodies at it. Though that option may work sometimes, it comes at a cost.

Eventually, you’ll find that you aren’t getting that much more out of the machine despite the added personnel.

In response to that problem, Rob and his company spent a lot of time looking at how you can move to tangible measurements instead of making decisions based upon gut feelings.

They have identified 5 metrics to improve your company’s performance.

1. Lead quality

Leads are not created equal. If I have 1,000 leads and a 2 percent conversion to close, that’s a super easy way to measure.

But if I get a referral from my rich uncle, that’s probably a much easier sale than calling someone who has never heard of my business or product.

We fail to pay attention to these factors, but they are important. Unfortunately, they can also be difficult to determine.

Begin by creating a baseline.

If you find that of 1,000 leads you generated in the last period, you were able to generate 20 sales, you can measure a 2 percent conversion.

You can also evaluate your leads by industry and location.

Once you understand those conversions, you can identify the leads that are not likely to close and stop wasting your time on them.

2. Prospecting effectiveness

Prospecting results in a lot of “no” responses.

The only thing that really matters is engagement. As a rep, you must get a certain amount of engagement every day.

Some people do it with sheer numbers. Others send fewer contacts but they personalize the ones they do send.

Whichever approach you use, make notes every single time an activity results in something. When you do, you’ll begin to recognize patterns.

Your numbers might look great, but if the outcomes aren’t there, those numbers don’t mean as much.

3. True pipeline

Rob points to a concept he calls a critical deal.

Some companies do pipeline reviews on a weekly basis but others do it on a daily basis. It’s a chance to see how well deals are progressing.

Consider the following three factors:

  • Is it a big deal that matters? If it’s a $500 deal when typically your deals average $10,000, you probably shouldn’t even look at it. Is the significance there?
  • Is it a deal that is unlikely to close? Consider the probability.
  • Has something happened that would make you think it’s less likely to close? If you’ve had no communication with the customer or other indications that the deal may stall, consider those.

If these three factors aren’t there, you probably should focus on other deals. Move the critical deals forward and think about your deals in a structured way.

4. Product knowledge

On the rep side of the issue, reps must have product and industry knowledge. When you’re just starting out, you won’t have as much knowledge as those who have been there for years.

How well does this rep know the industry and the product? How does he compare to other reps?

Those with the best product knowledge won’t necessarily be the best performers. You can’t possibly know every single factor of the industry.

You simply must know enough to be credible. Those who haven’t reached that minimum threshold will struggle until they do.

Consider also closing ability or the ability to look at the last part of the deal.

When you get to the last stage of a deal, what happens? How often do you win? You’ll see patterns if you track this rate.

Does one rep have more of a killer instinct?

5. Engagement ability

If you are able to generate a lot of engagement, you’re probably a good communicator. You’re probably good at providing valuable information to the prospect.

Instead of measuring how the prospect responds to it, measure how much engagement the rep is able to generate.

Technology

The reality is that your sales team probably includes a few people who don’t have the right product knowledge and a few people that don’t have valuable leads.

You may have a few areas where your marketing team is spinning its wheels.

When you start addressing some of these shortcomings, you start to see amazing results.

By fixing the one thing that’s screwing you up, you unlock the potential for your sales organization.

Team mood

As a sales leader, you probably have a gut feeling about your team’s morale. You know whether they are optimistic or not.

When negativity is present, it will affect your team’s ability to sell. It will also affect your retention and your on-boarding.

Though no product is perfect, there are frequently just one or two things that are causing grief.

  • How do they feel about the materials they have?
  • How do they feel about coaching?
  • What kind of competitive pressures are they feeling?

You’ll likely identify multiple areas of improvement that will help your team perform better.

Limiting factors

Many limiting factors don’t simply add up. They multiply.

If you can improve it a little bit, even if you can’t perfect it, you’ll get results from that thing. If the rep doesn’t know the product, train him. If the team doesn’t feel good about the commission plan, explain it.

If your product isn’t ready for market, figure out what you can do to improve it.

“Measure the Quality of your Leads, Pipeline and Sales Talent” episode resources

Connect with Rob at cien.ai. It’s a reference to doing things 100 times. You can also connect with him personally on LinkedIn @RobertKall.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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.

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, and share with your friends!

Audio provided by Free SFX and Bensound.

 

Tracking Sales, Planning, Performance, Prospecting

TSE 992: If You Are Not Tracking Your Performance You Are Losing!

Tracking Sales, Planning, Performance, ProspectingTracking your performance and setting measurable goals will help you perform better as a sales rep. We can optimize our performance if we calculate our daily output to help us fine-tune our work.

Sales professionals are competitive creatures by nature, whether we’re competing against others or against ourselves.

When performance is measured, performance improves. When performance is measured and reported, the rate of performance accelerates.  

Potential

I participated in a leadership retreat in college and the speaker asked me to participate in a demonstration by jumping as far as I could. She then measured the distance and asked me to jump again to see if I could beat my original effort.

Turns out I did, because I had a measurable goal.

If I hadn’t measured my first attempt, I wouldn’t have known whether my second attempt was better. As a sales professional, you’ll benefit if you measure your activity on a daily basis.

Optimization

You’re probably already planning some of your work: prospecting, phone calls, LinkedIn contacts, and those efforts are all great. But in order to optimize, now you must measure those efforts.

If you’re making phone calls, what are you measuring?

  • Are you measuring the number of calls?
  • Are you measuring the number of appointments you’re setting based upon phone calls?

Start writing down and measuring your key indicators.

If you’re measuring LinkedIn activity, what are you measuring?

  • Are you measuring the number of connections you can make?
  • Are you measuring the people who replay to your conversations?

Develop key indicators or key performance metrics that you can measure on a daily basis.

Trends

When you measure those numbers, you’ll begin to notice trends.

You might notice that you set more appointments on Wednesday and Thursday than on Monday and Friday. You may discover that you successfully connect with more people on LinkedIn on Tuesdays.

This effort may sound like a lot of work, and some of you may think you can’t possibly find the time. Realize that top performers in every industry are measuring and optimizing their efforts. That’s how they improve.

Coaching

That’s also where coaching comes into play.

Now imagine you’re measuring these numbers and your performances while you’re being coached. You’re going to quickly discover that you’re improving quickly.

The problem is that we often get comfortable with our performance level. We settle for an acceptable amount of production and we accept it as our best.

You may recognize this mindset as, “This is how I’ve prospected for years, so I’m going to stick with this format.”

Challenge that thinking. Perhaps you’ll work with a manager or a sales leader or even the CEO. Accountability will make you even more effective.

Strategy

When I’m collaborating or sharing with someone else, I may discover different strategies that are working for other sellers.

The danger is in thinking that you can’t learn from others or believing that you already have all the answers. You won’t increase or improve or progress.

When I started writing down day-to-day performance, I wasn’t competing against my team. I was competing against my previous performance.

I started closing more deals because I listened to my podcast guests and got beyond my weaknesses. Then, I read books and got better insights. Really, though, I improved simply because I was conscious of my efforts.

This year was our best ever, and we haven’t even fully optimized our tracking and measuring.

Tracking your performance makes a huge difference.

Planning

Send me an email if you’d like to see what I’m doing and how I’m scheduling my day.

I use a planner and a Gmail calendar. I list tasks and color code them to differentiate different activities. If you’re wondering, I use green for money-generating activities.

I use a different color for admin tasks so I can visually see how my day looks.

At the end of the day I ask myself four questions:

  • Did I meet my goals today?
  • What could I have done differently?
  • What was my biggest win today?
  • How will tomorrow look?

I’m no genius, but it’s working for me, and I want to challenge you to do it as well.

“Tracking Your Performance” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is 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.

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, and share with your friends!

Audio provided by Free SFX and Bensound.

Tom Jenkins, Amir Reiter, Power of Chat, Donald Kelly

TSE 991: Sky Rocket Your B2B Sales Through the Power of Chat

Tom Jenkins, Amir Reiter, Power of Chat, Donald KellyIn this episode of The Sales Evangelist, we talk about how to take advantage of the power of chat when growing your business.

Many organizations have struggled to capitalize on the power of chat, but Amir and Tom share the struggles they’ve had using chat and how we can overcome them.

Tom Jenkins and Amir Reiter help companies scale their workforce without having to get offices, pay insurance and taxes, or worry about hiring and training.

Instead, they offer technology and strategy.

At CloudTask, they provide sales development reps, they manage account executives and they manage the customer success/account reps responsible for renewals and upselling to existing customers.

They comprise one office. If someone wants to hire five sales reps, five account executives or five support reps, they will all be in office and managed so that the customer gets what they want – representation and results.  

By specializing in sales, customer success and customer support, CloudTask is the best of the breed. [00:51]

The power of chat

One of the biggest issues surrounding the use of chat is a lack of clearly defined ownership.  If you look at our partners at Drift.com for instance, their ability to work as a bot or as a human can confuse whether chat is owned by marketing or by sales.

Marketing is typically used to drive traffic to forms, to blogs and to sign-ups. As such, marketing tends to prefer automation.

Sales, however, relies on people first, so deciding who owns chat is often a hurdle.

Failure to assign ownership then creates a failure to act or a failure to implement correctly. [02:19]

We manage a lot of cloud chat programs and have noticed that many people view chat as just another tool for the reps to use in addition to calling, emailing, LinkedIn, etc.

Rather, with a high volume of web traffic, chat is a key tool in the generation of qualified leads.

In fact, because chat allows you to respond quickly with the right answers and in the right way, it can be your number one lead generation tool. [03:17]

Qualify leads

People today want answers now. They expect to be able to go onto a website and to be able to chat. It has worked well in the B2C world but is really moving quickly into the B2B world as well.

We are finding that an MQL (marketing qualified lead) or SQL (sales qualified lead) that chats with a member of the sales team is 2-3 times more likely to close versus one that goes through the process of filling out a form. It makes sense. A form is stationary and available to anybody.

With chat, you are able to quickly let people qualify themselves with a friendly discussion.

For example, suppose someone wants to hire a sales rep. Within a few moments, we can discuss salaries and budgets and determine right away if it is something to pursue, or not. [04:54]

Chat conversation

Chat does not replace cold calling or emailing but it does allow the person who visits your website to have a conversation with you and determine for themselves if they want to move forward.

The desire to engage is up to the visitor. As the sales rep, you increase the level of engagement with your replies. Consider “I’m here to help sales leaders every day, how can I help you?” instead of “How are you?”

People want to work with companies that can fix their problems. Target the message to visitors as much as you can in order to increase engagement with them.

You will receive visitors who want to know more about the topic rather than starting from scratch.  

You don’t want to write too much in a chat forum, of course. Start by keeping the conversation focused on the problems you are trying to solve for your prospects. [06:48]

The initial engagement is absolutely key but response time is just as essential. Buyers are conducting research and they want answers.

It is imperative to be super sharp and to answer quickly. [08:10]

Pique curiosity

When you give visitors the information they want to the questions they ask, they begin to ask the more sales-related questions themselves.

Knowing how to give people the right amount of information so as to pique their curiosity without being overly aggressive is a skill.

For example, the best way to answer many of the questions about a technology product is with a demo. An aggressive tactic might be “this is the best product and it will solve all your problems.”

“We want you to get your eyes on this to see what you think about it” is a better approach, however. It allows the buyer to have ownership in the decision.

Chat also identifies return visitors so that you don’t have to start all over from the beginning each time. [09:42]

Sales or marketing

When Sales and Marketing are aligned as a team with the common goal of getting customers, ownership of chat is less important.

When Sales and Marketing are not aligned, better results occur when chat ownership is with the sales team.  Sales speaks to people and that brings results.

It is really important that everyone involved be 100% clear on which team does what so that each can grow and build expertise. [11:27]

Decide first if you will make your own chatbot or use a company like Drift or Intercom.

Many such companies have partner systems that can help with deployment. They are also set up to support the user and the sales cycle. It can be a big jumpstart toward a successful launch. [13:30]

Common mistakes

Some companies rely on too much automation. We’ve seen companies who don’t get the results they want right away so they just scrap the whole thing versus A/B testing people.

Everyone wants leads. It is the goal of every company but people make the chatbots and automation too much about themselves.

They try to get contact details and meetings rather than making the initial interactions about web visits. They aim to fulfill their own needs rather than the needs of potential customers. [14:25]

Chat gives buyers the ability to raise their hand, to tell you who they are and where they are in the sales cycle. It gives them the ability to get what they want now instead of going through the standard sales process. [15:28]

Successes

We have an interesting case now with a client who had used chatbot before but didn’t get the results they had hoped for. They weren’t particularly sold on the idea but were willing to give it another try.  

We were able to successfully implement a program on Drift consisting of a training program, as well as the addition of five sales development reps.

As a result, they realized $3.5 million in opportunity and $1 million in closed within eight months.

They appreciated our complete focus and specialization. We also provided them with quality assurance teams that checked in on the chats, and we worked really well together. [16:17]

We represent your company and do what needs to be done, just like employees.

The main difference is that instead of getting one new employee, our client gets a whole team. We are remote to you, but not remote. It is like having multiple offices or a satellite office.

We check on everything. [18:28]

Don’t blind yourself with the idea that you can’t use chat for enterprises.

Even if your sales process has you on flights to Hong Kong, or spending nine months working a deal, it can still start with a chat.  

Don’t consider chat as a replacement but rather as an extra channel that gives people the ability to communicate with you faster.

It can be such a cool tool to add to your cause, to your social network, and to your social ads.

When used correctly, chat will deliver results. [19:59]

“Power of Chat” episode resources

Visit Tom and Amir at Cloudtask.com or through their partners at Drift.com.  Allison manages their chat and is always more than happy to help everyone. Experiencing their services first-hand is the best first step.

This episode is 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.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

Closing, Confidence, New Customer, Donald Kelly

TSE 942: How Confident Are You With Closing?

Closing, Confidence, New Customer, Donald KellyWhen it comes to closing, you have to be confident. Closing is throughout the sales process and you have to build confidence in what you sell. The buyer must feel your confidence and believe that your product or service is capable of solving her problems and helping her business to succeed.

On today’s episode of The Sales Evangelist, we’ll discuss the power of your own confidence and we’ll ask the question, “How confident are you with closing?”

Your confidence will cause them to persuade themselves to buy just the way the Jamaican food seller almost persuaded me to buy something I don’t even like.

Defining confidence

Confidence amounts to your belief in yourself and your ability to succeed.

If you are confident, then you will project an attitude of competence and authority.

As a seller, you must be able to project confidence, even in a situation that isn’t certain. Whether you’re new to sales,  just not closing deals, or selling a product that is new to you, you must project confidence in order to convince your prospect to buy.

You have to drink your own Kool Aid, so to speak.

Evangelizing

Because I grew up poor, when I realized I could earn a decent living in sales doing something that I really loved, I wanted to evangelize about it. I wanted to tell other people how they could be successful in sales.

First, I launched my podcast. I discovered along the way that when people encounter a passionate seller who really loves what he is doing, they see him as an authority figure.

Without that kind of influence, it’s very difficult to convince people to make an economic decision.

Confidence vs. certainty

A 2018 study of experts revealed an interesting trend among people who hire experts to help them solve problems.

Whether the expert was in sales, finance, or any other industry, people generally valued competence and authority over an ability to accurately predict an outcome. In other words, they felt better about the process if the expert exuded confidence.

If, for instance, you offer prospects a 60 percent likelihood of a certain outcome, they will value that authority over a general suggestion of what might happen.

If you can share that 90 percent of your customers experience a certain outcome, that will bring a tremendous amount of clarity to your buyers.

You’ll have a much better chance of closing that deal and encouraging that person to persuade himself to purchase.

Taking shots

Wayne Gretzky said that you miss 100 percent of the shots that you don’t take. And while that’s true, it’s also true that not every shot will be the right one for us.

As a sales rep, you’re not going to try to sell every single product to every single person. You’re going to go after clients or prospects that are qualified; those that are more likely to close.

My soccer coach used to tell us that the more shots we took on goal, the better our chances of scoring. But shooting on goal is different than randomly kicking balls.

I made the mistake as a new seller of limiting myself to those shots that I knew would succeed. I decided that I would only pursue prospects that I knew would say yes.

The problem is that no one can know that with any certainty. Even in those moments, you must exude confidence.

Invite change

You must be sure that you’re confidently encouraging your customers and inviting them to change.

Take advantage of the upsell. If you recall, McDonald’s spent years asking its customers if they wanted to supersize their drinks and fries.

Practice your competence and your confidence through repetition.

Be humble, but be confident. Don’t be cocky.

“How Confident Are You With Closing?” episode resources

Read more about the basics of confidence here.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Prospect.io, Maximizer CRM, Donald Kelly, Closing Skills

TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

 

Prospect.io, Maximizer CRM, Donald Kelly, Closing SkillsMost sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of dollars, on what you’re offering. Until you build value, you can’t sell.

On today’s episode of The Hustler’s League, we’ll talk about why tricking people into saying yes will never work and the reasons why you can’t sell.

Early closing

My philosophy about closing is that it begins early in the sales process, but there are things you can do to help bring the client across the finish line.

Scarcity won’t help you convince the buyer to buy; you have to give the buyer a reason. You must bring value.

The buyer will determine whether something is valuable or not. Even if you push it as the most amazing product or service ever, if the buyer doesn’t recognize it as such, the buyer won’t invest.

You’ve heard this before because we’ve talked about it in previous episodes.

Build value

When you’ve built enough value or excitement, naturally the buyer will want to continue. Your buyer will want what you have.

Sometimes, however, you have to push buyers across the finish line, or simply guide them across.

When your prospect has had a particular software for many years, she may not see an obvious reason to change. If it’s not immediately obvious why she should change, and you can’t bring her across, then she probably won’t buy.

Walking her across the finish line is what closing is all about.

Change of heart

We had a client who found us online and who was interested in our services. She was really excited, and we built a tremendous amount of value in what we were offering.

When it was time to sign up, she initially wanted to sign up for our low-end package. But throughout the conversation, she decided she wanted to buy our higher end package.

That’s likely because I emphasized to her that I wasn’t able to work with her at that time because I was already working with other clients. I didn’t have the time to invest at that exact moment, but when my schedule freed up, I would be able to.

When she realized that other people were trying to work with me and that my time was valuable, she changed her tune.

Scarcity was her motivation. I didn’t try to trick her or lie to her. I was simply letting her know that, even if I wanted to work with her at that moment, I didn’t have time.

Scarcity

Sometimes the scarcity effect will serve you well in the sales process. It’s similar to loss aversion.

We’ve talked about loss aversion before, but it simply refers to the fear we have of losing something.

The customer I was working with didn’t want to miss out on her chance to work with us. She wanted to sign up immediately for the higher-end package. She saw so much value in working with me that she didn’t want to miss out.

How do you create scarcity without coming across as cheesy?

Do it by being time sensitive and emphasize your finite time. If you only have a certain amount of time to devote to coaching, use that fact to your advantage.

Amy Porterfield only offers her course twice a year. As a result, there’s a small window which creates scarcity. The window won’t open back up until the next go-round, so people feel compelled to jump in.

Window of opportunity

If you’re selling software every day, scarcity doesn’t really exist. But can you offer certain things at certain times? Can you create time-sensitive deals.

Maybe you offer a proposal that expires within a certain time period.

If you can uncover that they are losing a certain amount of money every month, use that against them. Remind them how their failure to act is costing them money.

Or create scarcity by reminding them that if you’re going to get the new system in place by a certain date, you’ll have to close the deal by a certain date.

Missing out

When I was selling security systems, people would ask me to come back the next day so they would have time to think about it. I was able to tell them that we wouldn’t be in that same neighborhood tomorrow, which created a sense of scarcity.

Cell phone companies effectively use this concept when they release new phones. They use preorders to create a sense that you will be among the first to get them.

No one wants to be the loser, so after you’ve built enough value, use scarcity to coax your prospect across the finish line.

Use time sensitivity to close more deals, and then let us know how it works for you. Drop me an email at Donald@thesalesevangelist.com, or post a question on our Facebook page The Sales Evangelizers.

“We Can’t Sell It Right Now” episode resources

Use time sensitivity to close more deals, and then let us know how it works for you. Drop me an email at Donald@thesalesevangelist.com, or post a question on our Facebook page The Sales Evangelizers.

Learn more about the TSE Hustler’s League in preparation for our new semester that begins in January. We’d love to have you check it out and join us.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

 

Dave Cook, Donald Kelly, The Sales Evangelist Podcast, Closing

TSE 933: Closing Strategies That Can Be Used By People at Any Level In Any Industry

Dave Cook, Donald Kelly, The Sales Evangelist Podcast, ClosingNo one wants to discover at the end of a sales process that the prospect isn’t planning to buy. So how can you improve the odds that your prospect follows through? What closing strategies will improve your odds?

On today’s episode of The Sales Evangelist, David Cook, author of How to Be a Great Salesperson… By Monday Morning!, discusses closing strategies that any seller can use in any industry to close more deals.

Closing

When we do our jobs properly, our prospects can’t help but buy our products and services.

Even though we’re all constantly using computers, sellers have to humanize the process. When people call your organization with questions, they want to talk to someone who is more than a robot with a heartbeat.

David begins with a cough. It sounds strange, but he explains to his prospects that he picked up a cough while he was walking his dog over the weekend.

Now your prospect knows you have a dog, and if he has a dog, there’s common ground. The prospect is no longer talking to a robot.

People are dying for the human touch. They crave it, so give it to them.

Urgency

Make sure to say your customer’s name over and over. Every time you do, you’re breaking down barriers. If you’re making a really strong point, make sure to use the prospect’s name.

Also, urgency separates the stars from the superstars. If you don’t create a need for the prospect to act now, why would they?

The first moment they hear about your product is the hottest they’ll ever be. They’ll get involved in other projects as time goes by, and they’ll cool to your product.

But how do you create urgency without being pushy?

Talk about the company as an outside entity.

“They’re allowing me to offer you x if you act by this date.” It isn’t you making the rules; the company is making the rules.

Position yourself as an advocate for your prospect.

Confidence

You must expect the sale. You must stay positive.

In the example of real estate, when you’re showing a home to a prospect, refer to it as their living room, their swimming pool, and their kitchenThe more times you refer to it as theirs, the more likely the customer will subconsciously start to think of the house as theirs.

If you build a burning desire within your customer to acquire your products and services, there’s no dollar amount in the world that’s too much.

Humor

Make your customer laugh.

Within a first few seconds of talking to you, they’ll decide whether or not they are going to buy from you. Get them laughing immediately.

If you make them laugh, they are on your side because their brains release endorphins that make them feel good.

Happy people buy and unhappy people do not.

Believe

You have to believe in your heart that your customer is lucky to be talking to you. You must believe in your product.

If you don’t think they’re lucky to be talking to you about your product or service that will make their lives easier or help them impress their bosses, then why should they believe they are lucky to be talking to you?

Your customer will pick up on it if you don’t absolutely believe in your product.

Believe that you have a moral obligation to share good things with your prospects.

“Closing Strategies” episode resources

You can connect with David at his website, salestrainingonthego.com. You can also grab a copy of his book, How to Be a Great Salesperson… By Monday Morning!

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Donald Kelly, Closing, The Sales Evangelist

TSE 727: Is There a Proper Way to Push My Customer to Make a Decision?

Donald Kelly, Closing, The Sales EvangelistHow can you push your product without being too pushy? Of course, we all want close deals. Who doesn’t? But the last thing you want is to come off a too push with your clients.

So how do actually make the sale without tarnishing the relationship with your clients?

Today, I’m sharing some thoughts and insights you can apply to your own conversations.

Sometimes, clients can be dragging their feet to buy something. And we allow customers to make the wrong decision because we’re afraid of “pushing” them.

Find the Median of the Pendulum

So you have the choice to push all the way to one side of the pendulum where you’re totally lenient. Or you can be on the other side being all too pushy, just like The Wolf of Wall Street.

Encourage your customers to make these decisions in their best interest.

Building Value

Create value. As a seller, help the buyer see the vision and the value in it.  Don’t assume the prospect can see the value. But sometimes, they need that added guidance.

Make sure you’re able to identify their true problem. Then make sure they understand that problem. Once they see it, it’s easier for them to see the ROI.

Asking Powerful Questions

Ask more meaningful questions instead of just “throwing up.”

Mitigating Risks

Try to mitigate the risk for your customers. Maybe you can give them a 30-day guarantee, if possible. They won’t necessarily use those but letting them know there’s a way out is self-reassuring.

Urgency

Try to position this sense of urgency. You can also a time-limit proposals since giving them time restraints can also help. Also talk about the limited number.

Time Frame

Help the client create a time frame with you. Walk them through the time frame. Once they’re able to walk through the timeline with you, it makes it easier for them to recognize the urgency or the importance of following that time schedule. So break down your time frame with them from start to finish. Have them get their inputs, too.

Be Human and Ask Them

Ask them what could hold them back from making the decision. Or present how much they’ve lost from not fixing the solution, and ask them how much more are you willing to lose?

 

Today’s Major Takeaway:

If you’ve built enough value, they won’t see you as a jerk. They won’t see you as being pushy. They’re just going to see you as somebody who cares for them.  There are different ways to approach this but it all comes down to asking powerful questions and more personal ones. Do it from a consultative side as opposed to just as a seller.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

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

TSE 725: TSE Hustler’s League – “Close Early”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueToday’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early.

The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t happen, typically.

Start Early

You need to start early in the process to establish commitments that’s going to help the prospect close.

Some deals take months to close, even longer, especially when they still have to go through a review process within their organization.

Deals can take forever to close. But you need to understand in each stage of the process, you need to have a guideline to follow.

The key is to get them to say yes to small commitments in each stage of the process so they would eventually convert in the end.

Problem Recognition – The Unconsidered Need

If you’re reaching the prospect for the first time through cold call, have them make an early commitment early on.

What’s something you can do to make yourself stand out? Share with them something that may not even be thinking about.

After you share with them that need, try to share with them a white paper or something they can follow or study. It can be in the form of a video testimonial. Get their commitment to read your paper or watch your video.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 687: Make Your Disadvantages Become Your Advantages!

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages.

I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura.
In the episode, we pointed out some of the disadvantages I experienced.
  • Being raised in a single parent home
  • We were immigrant to the country.
  • We were poverty stricken household.
In some instances, we see these as excuses that keep us from accomplishing our goals.

How This Relates to Sales

I went for a job interview and I was told I didn’t have any experience so they didn’t want to work with me.
The interview lasted for only five minutes.

Seeing the Disadvantage

No one would take me because I didn’t have a lot of B2B experience. Considering I was already in the door-to-door security and I did phone sales. They didn’t care about all the other things i did. They only cared about having that B2B experience.
So I hustled and went to my network. Someone introduced me to another until I got introduced to a CEO. I was hired and then got into the software industry.
You see, I didn’t have the experience to come in as a B2B rep. But that fueled me to get as much knowledge as possible.

Turning It Into An Advantage

Because of my eagerness to learn, it propelled to work harder and learn more. So I became one of the top selling performers in the company because of that hunger and that drive.
My inexperience propelled me to learn and to study and listen to podcast. I read and gained new insights. That caused me to become stronger.

How This Applies to Other Areas of Selling:

1. If you’re bad at picking up the phone
If you’re a great writer, write out what you’re going to say and practice that. Then your ability to articulate yourself on the phone becomes more effective than those natural at speaking.
2. If you’re not that great at closing
Closing doesn’t have to happen at the end of the call. Look at the close as a way to continue the relationship or how you can get them to say yes earlier. Closing can be more of a natural progression. Learn how to properly close and this becomes your advantage.
Don’t look at your disadvantages as something that’s going to hold you back. Utilize them as your strength by developing them and you’ll see amazing results, not only in your sales but life in general.

Episode Resources:

Pioneers of Insight Podcast

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Donald Kelly, Closing, Sales from the Street. Sales

TSE 679: Sales From The Street – “Closing”

Donald Kelly, Closing, Sales from the Street. SalesThe Ben Franklin close, the puppy doc close, the Columbo close, the assumptive close, and the list goes on ー what close do you use?

Many people have the idea of closing totally messed up.

They think that since they’ve come to the “closing” part, they feel it’s the end of the process so they now have to convince the person to make a buying decision. So they tend to trick the person into signing up with their product or service. This just doesn’t sound right.

Here are some strategies to appropriately close your sale:

1. Get your prospects the opportunity to get on the sales process.

Give them the opportunity to tell no. In every phase of the process, give them the opportunity to back out again.

2. Articulate a business case to your buyer.

Breathe a business case to them. Personally, I find the assumptive close to be very effective, provided you’ve already presented a business case to them.

3. The close needs to happen at the earliest part of your sales process.

Ask meaningful questions. Build value. Don’t try to convince them they need to buy your product or service.

Guide them at the first quarter of your sales process. The last part of your process should just be demonstrating the solution, finalizing everything, and getting them on-board.

Today’s Major Takeaway:

Go for building enough value, presenting an effective business case, and the process will naturally lead into a conversion. People want to know you care about them. Build value.

Episode Resources:

Listen to TSE Episode 677: 3 Things You’re Doing that Your Prospects Hate

Facebook The Sales Evangelizers

Join 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.

Donald Kelly, The Sales Evangelist Podcast

TSE 605: TSE Hustler’s League-“Three Reasons Why Your Deals Are Not Closing”

Closing, Donald Kelly, The Sales EvangelistToday’s episode, we’ll give you a sweet taste of the first session of the TSE Hustler’s League this semester. If you still want to join, go ahead and apply. This is a group coaching experience where we also bring on some expert guests and members share insights and bounce ideas off each other.

Top 3 Reasons for Poor Close Rates

  1. Poor qualifications
  2. Lack of comprehension (on the buyer side) and misalignment (between the buyer and the seller)
  3. Lack of trust

Creating a checklist.

Have a checklist of your criteria when qualifying your prospects. Make sure it’s easily visible while you’re making calls while prospecting. Having a visual representation whether on your screen or in your office prevents you from deviating from your criteria.

A common tendency is that once you know the prospect is interested just because they asked for the price, you get so excited that you deviate from the process and just jump right in. Then you don’t hear back from them. Well, you didn’t qualify them in the first place.

Key things in the decision-making process:

  1. Make sure they have money.
  2. Make sure they have a challenge or issue they have that you can solve.
  3. Make sure they have a meaningful time frame.
  4. Make sure they have the ability to say yes.

According to a study, 57% of the weight towards a buying decision is when they first make contact with a salesperson.

The Unconsidered Need

This is when you’re able to teach something to a prospect they didn’t know they need. Regardless of what you’re saying, figure out something your buyers don’t know that you can educate them on in the decision-making process, in the discovery process, in the qualification process.This will separate you from other sellers.

Episode Resources:

Join 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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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

TSE 590: TSE Hustler’s League-“Tell Me More About The Group”

TSE Hustler's League, Donald Kelly, The Sales Evangelist PodcastToday I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here.

Why did I create TSE Hustler’s League?

I was working in a company that did not have any type of support. We didn’t have any training. Imagine the frustration of trying to make money but you’re not. No one wants to be in that situation. However, I was fortunate enough to be in another organization where they had us get into some formal training process and my sales performance skyrocketed.

Training is Costly

Then I got the opportunity to join this Fridays Special Sales Training Group where we met every Friday morning. We had a trainer and he went over a specific topic and pain for that day. It was something about being in a group even if you already know those concepts and principles. But participating in a group can help so much because you get reminded of these things and take them and apply them.

Moreover, sometimes we would find ourselves dying out and becoming mediocre. Being a part of a group like this was a mindblowing thing for me because I learned something new every single week. This was a pretty expensive group at 7k per person.

Great Training You Can Afford

As I built TSE Hustler’s League, I realized there are other sellers out there working especially for small companies who don’t have anything and I feel so bad. So I thought of providing a way for folks who cannot afford my coaching are able to take part in group coaching.

Through the TSE Hustler’s League, I’m able to do a group training and they have access to peer-to-peer learning where members are able to help each other by answering questions and you also have accountability partners.

Getting Started with the TSE Hustler’s League

  1. When you come into the group, you have to qualify to come in. You fill out a registration form which we will review.
  2. You and I will have a 15-20-minute conversation and we both feel it’s a good fit.
  3. We get you all the information so you can proceed with the payment and get access to a portal so you can watch a little video to walk you through the portal.
  4. Then you will get an assigned accountability partner. This person will be your guide in the same way that you’re their guide. Each week after we do the training, you make goals and share them. With that goal, your accountability partner keeps you accountable and follows up with you before the meeting.

Over the past four semesters, I’ve been able to work with individual sellers and I saw what worked and don’t as well as people who are going to make it and those who will not. So we make sure we aligned the right individuals and if folks qualify after speaking with me, they become part of the group.

How much does it cost?

The semester costs $330. Each semester runs for three months so it’s about $110 per month. People, in fact, tell me to raise this price but I intentionally want people to afford it so they can get access to so many information and strategies that I didn’t get before. So I want to make sure that price is not a barrier because I want to give folks the opportunity to improve and get to the next level.

When do we meet?

We do our meetings on Thursdays. For this upcoming semester, it’s going to be Thursdays at 12 EST. If you can’t make the session for some reason, our sessions are recorded so you can locate them in the portal to get access to them. Then you can report to your accountability partner as to your goals for the upcoming week.

Is there a way to communicate with other members?

Yes, you can connect with people on the call or jump into The Sales Evangelizers Facebook group. This is another platform for you to ask questions.

How does the hot seat work?

One member gets the chance to sit down in this figurative seat where you’re able to ask a particular question or share a challenge you’re going through. Then the other members are able to give their advice, feedback, and thoughts.

Episode Resources:

Join the TSE Hustler’s League. We have a new semester coming up and we’re going to focus on closing rate and being buyer-centric.

The Sales Evangelizers Facebook group

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Anil Kaul, Donald Kelly, The Sales Evangelist, AI

TSE 561: Using AI To Close Deals Faster

Anil Kaul, Donald Kelly, The Sales Evangelist, AI63% of sales leads don’t convert for at least 3 months. One reason is that many salespeople just don’t understand how to use the information they have that’s been sitting on their CRM this whole time.

My guest today. Anil Kaul is going to teach us how you can circumvent this issue through the power of AI.

Anil Kaul has grown a successful organization as the CEO of Absolutdata, a 15-year old data analytics company that help companies make informed and better decisions as well as empower sales teams to make better decisions. Sales is a combination of science and art for which their company can provide the “science” side of things. Listen in to find out how you can utilize technology to make your life so much easier!

Here are the highlights of my conversation with Anil:

Lessons from Anil’s coolest sales experience when he was the customer:

  • Sales is not about selling, but about helping.
  • As soon as you help, you’re going to be their friend and they’re going to buy from you because you are their friend.

Why companies find it difficult to convert leads:

  • Salespeople don’t understand because they don’t have the information behind the scenes
  • If you provide the right level of information to the right person, the process starts to flow and move forward. Otherwise, bombarding the customer with information, the flow stalls.
  • You have to be strategic with what you share with your leads in order for the sales process to move forward.

The role of a sales leader to move the process forward:

The sales leader needs to enable the sales team which of the leads they need to focus on and then determine the right strategy.

The role of the sales leader now is to provide the team with the right tools on the science side and the right kind of coaching and training on the art side of things.

The Role of AI:

Now is the time that AI will make a difference. One of the biggest challenges sales is facing as well as other departments is too much information coming from all directions and it’s difficult which pieces to take in with not enough time.

There is too much information that you only need to sift through only those that are relevant to you and that can make a difference.

AI can process a huge amount of data in terms of text, events, data, social media, etc. It’s good at figuring out what matters and what doesn’t. AI can now correlate and connect discrete pieces together based on these different pieces of information obtained.

How sales teams can take advantage of AI:

Change the mindset of leaving that burden on the sales individual because the organization itself has to take responsibility and AI needs to be done on an organization level.

How small businesses can get started with AI:

Absolutdata focuses on the salesperson and looks at what they need to do and what kind of information can be pulled up from the data they have.

Most small businesses have CRM systems and there is so much data sitting in that database that you can leverage by finding patterns that can help your sales team. Absolutdata can help you find out new opportunities you’re not aware of and also find out the most likely effective paths to closure.

They have access to the history of the customer, to the history of similar customers, and access to what your best salespeople have done. By combining these three, Absolutdata can give you the best recommendations on what your game plan can be. So you can focus on selling rather than spending extra time sitting down trying to figure out what your game plan should be so you become a significantly effective salesperson!

Who can best benefit from Absolutdata:

Larger sales teams and organizations are better suited to what they have since they have access to more data so that makes recommendations more robust.

They can also give tools to smaller organizations. They have a tool where you just give your quotas set for the beginning of the quarter and they can look at your sales history and tell you which customers are more likely to buy and which gap is the largest.This little tool simply sits on your phone and you can have access the necessary information you need to move that deal along.

Anil’s Major Takeaway:

Make sure you take the optimum value of the data the organization has because you make better money because the data is sitting there so just use it.

Episode Resources:

Connect with Anil through email at anil@absolutdata.com and on Twitter @anilkaul

The Sales Development Playbook by Trish Bertuzzi

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

James Muri, Donald Kelly, The Perfect Close

TSE 513: How To Craft The Perfect Close Every Time

James Muri, Donald Kelly, The Perfect CloseThe CLOSE is one of the most interesting parts of the whole selling process. While most sellers highly anticipate this, it’s also one major area where people make several mistakes in. Our guest today, James Muir, shares with us how you can be more effective through making the perfect close every single time.

James Muir is the author of The Perfect Close: The Secret to Closing Sales – The Bestselling Practices and Techniques for Closing the Deal. James is a Corporate Trainer and Executive Coach who specializes in B2B complex sales, helping salespeople and B2B executives become as effective as they can be.

You may have heard a lot these concepts already but oftentimes, we don’t basically apply the things we know or we know we should be doing. So pay attention. Take notes. And most importantly, take action.
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Here are the highlights of my conversation with James:

Why another book on sales:

  • James discovered the need for a book about closing because he noticed many mistakes done by salespeople on closing sales.
  • People don’t ask for a sale at all or any commitment; in fact, in 50-90% of all sales encounters.
  • A problem of skill (not knowing how) and will (attitude) – The will problem is the most common reason people don’t ask.
  • There is so much dysfunctional selling out there and people are afraid of rejection.
  • 99% of closing methods being taught are manipulative.

Examples of a “manipulative” close:

  • Assumptive close
  • It’s when you try to push the customer faster than they’re ready for that they start to feel being manipulated.

Some Principles of the Perfect Close:

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  1. Figure out the two questions you’re going to ask near the end of the meeting that advances the sale to the next step.

The saying that “selling is everything you do” is not very actionable.

  1. Come in with the right intent.

Intent matters more than technique. Your voice and body languages are sending messages and all this is happening in the first few seconds. You have to come in with the right intent and your body will be sending all the right signals. Otherwise, your prospect will hold information from you and the process now becomes dysfunctional.

  1. Selling is serving.

Understand that each solution you sell helps another person so helping that person move towards that goal is an act of service. Don’t get so caught up in “what’s in it for you” that you tend to forget your goal of helping the client.

  1. Be a better coach and a better teacher.

Clients want a guide that’s going to help them through each little commitment that takes them to achieve their goal. It’s more than selling. It’s leadership. So be a better teacher and a better problem-solver.

  1. Move the sale forward in a little way.

This is taken from Neil Rackham’s concept of advance where you make little advances to create a momentum towards closing the sale. It involves several little “asks” on the way to the big “ask.” Spend time to figure out what are the little steps in your kind of sale that will lead up to your bigger sale.

  1. Have an ideal advance with a couple of alternatives.

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Closing variation #1: The Fallback

Use an alternative in the most natural way to fall back to another possible option. If they say it doesn’t make sense for them to x then you’re going to say, “Other clients this stage tend to do y. Does it make sense for you to do that?” By giving them a logical next step, you’re helping them through their buying process.

Closing variation #2: The Add On

Instead of you saying what’s the good next step, ask if there are any other logical steps you should be taking right now. This allows you to pace your advance at the rate that the client is ready for. Remember, it’s when you start to push them faster that they’d start to feel manipulated.

  1. Create agendas.

At the bottom of your agenda, put your next steps and that’s the moment you’re going to ask how your ideal advance is.

  1. At its core, the perfect close is not a closing question, but a timing question.

Asking for the timing leaves you on a much higher emotional ground than any of the other questions out there. Also, it allows you gauge how engaged they are in the process so this is perfect for pacing.

James’s Major Takeaway:

Intent matters more than technique. If people can see you’re genuinely trying to help them, they will let you help them. Get your intent in the right place and everything else will follow. Be with the customer and be present. Just try to figure out how you can help them out.

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Episode Resources:

Connect with James on his website www.puremuir.com and follow him on LinkedIn, Facebook, and Twitter.

The Perfect Close: The Secret to Closing Sales – The Bestselling Practices and Techniques for Closing the Deal (Download their models on their website including The 7 Deadly Miss of Closing)

Tired of sharing old, boring proposals to your prospects? Check out PandaDoc. Create electronic proposals to your prospects. Sign and receive payments without leaving your CRM. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, PandaDoc

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Donald Kelly, The Sales Evangelist, Sales Training

TSE 415: TSE Hustler’s League-“No One Wants To Be Sold”

Donald Kelly, The Sales Evangelist, Sales Training Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you really want to succeed in selling – having the right mindset.

Think about the prospect. Don’t sell to them, they want to buy!

As Jeffrey Gitomer said way, way back in Episode 1 of The Sales Evangelist,

“People love to buy but they hate to be sold.”

And we all know this to be TRUE. We hate to be sold. You don’t say you got sold, right? Rather, you say you bought this car. You bought this and bought that. You were not sold. It is therefore important that we do not put this on the prospect with a mindset of selling to them.

Again, remember the Platinum Rule:

“Treat others the way that they would like to be treated.”

So you see, it’s not all about you. It’s not just about making the sale and getting your commission. Change that mindset.

  • Can you get your client what they want?
  • What can you do to get your client this solution that’s going to solve this big headache in their organization?
  • What can you do to help this individual get the right apparel for this business meeting?

 

Think like your prospects.

If you can think like them and you could offer something a prospect according to what they want, NOT what you desire to give them then you will reap greater results in the end.

As Maya Angelou says,

“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

 

Strategies for successfully engaging with your customers:

  1. Listen.

This is one of the greatest ways to show that you’re listening to them. What do they need? What do they want? Can you help them with? Bring up something they’ve mentioned before. This shows them that you really indeed listened to what they said and that you’re genuine about helping them.

  1. Make eye contact.

This makes you genuinely connect with your prospects and it shows you’re paying attention to them and that you care.

  1. Set the rules before you play the game.

Many customers already have their guards up thinking that you’re selling them something. Therefore, find a way to let them know that you’re not there to sell them something if they’re not into it.

Shatter this barrier and ask your prospects to tell you that you’re not a good fit if they feel so. And vice versa, respectfully ask them if you could do the same if you deem that it’s not a good fit.

This way, you’re framing this conversation in a way that you’re giving them an opportunity to get out of this right away if it’s not a good fit. There is still this window of opportunity here since they could either refer you to somebody else or you could refer them to someone else who could solve their problem. This then shows your clients how genuine you are and that you care for them.

Bottom line: Make sure they know you’re there for their best interest.

Episode Resources:

Go back and listen to TSE 001 interview with Jeffrey Gitomer

The Sales Evangelist Interview with Patricia Fripp

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

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Dan Lok, Donald Kelly, The Sales Evangelist Podcast, Coaching, YouTube

TSE 408: Why & How Should I Sell High Ticket Items?

Dan Lok, Donald Kelly, The Sales Evangelist Podcast, Coaching, YouTubeIf you were to spend all of your time selling a $10 item when it takes the same amount of effort and work to sell a $100-item, which one would you sell? The higher price of course. However, a lot of people are finding it too difficult to sell high ticket items or upsell to their existing clients.

Today, we’re breaking down the barriers that hold people back from selling to the affluent class as I’m bringing in Dan Lok on the show. He is a serial entrepreneur, a captivating speaker, a bestselling author, and the host of the podcast Shoulders of Titans. We’re talking about a man who as a boy immigrated to North America with no money, started his own business in high school, failed at 13 businesses because he didn’t know what he was doing until he reached his turning point. Today, Dan is the founder and business partner of 21 companies, making eight figures a year and still growing. His mission is to impact a million entrepreneurs worldwide.

Dan is a self-proclaimed master salesman (and you’ll understand why after listening to this episode). This is one of my top favorite episodes so learn from Dan as he shares with us a ton of immensely valuable insights that will surely change the way you look at selling, especially when talking about high ticket items.

Here are the highlights of my conversation with Dan:

Why you should sell high ticket items:

  1. It doesn’t take 10x much effort to sell something for 10x the price.

Consider selling a $10-item to 10,000 people versus selling a $10,000-item to 10 people.

Things to consider:

  • Marketing costs a lot of money. Lead generation costs money.
  • It takes a lot of effort and time to get to 10,000 customers versus just getting 10 customers.
  • The infrastructure to serve 10,000 customers versus 10 customers
  1. The more people pay for something, the more they value it.

People who pay higher ticket items don’t complain. It’s not just about making more money. By charging more, you’re not only doing yourself a favor, but also doing them a favor because when they invest more money, they take the whole thing much more seriously. People vote with their wallets.

Dan has a mastermind group in Vancouver where he charges more money than everybody else yet they have more members than everybody else.

Bottom line: Price point attracts the very serious entrepreneurs because price point filters out the wannabes.

How to establish value to sell high-ticket items:

  1. Your self-esteem has to be high enough that you’re comfortable talking with affluent customers.

Most people have a difficult time selling high-ticket items to clients because they’re not affluent clients themselves. They project their own value to their prospects.

  1. Get into the minds of the affluent.

Read what they read. Ultra-affluent and affluent customers think very differently than you. Report says that the average people who read Forbes or Fortune magazine has a net worth of around $400k while people who read the Robb Report is $4M. From their perspective, Mercedes Benz is a poor man’s car and you don’t see this on those magazines but you see Ferrari’s or a $100k-pen. By reading those kinds of magazines, you get to expand your comfort. Hence, change your belief about how you see money and how they think.

  1.  It’s more about the experience and perception.

Many times it’s not the product anymore but the entire experience that the minute clients walk out of the car, it’s completely different. It’s not just selling a commodity anymore. How do you create a perception that you are worth and you deserve their money?

  1. Don’t project your own struggles onto your prospects.

Just because you’re struggling with paying the bills and selling, don’t be desperate. Affluent people hate people who are desperate and they can smell that from afar. You want to be calm and professional. Don’t fast-talk. Very few people know how to sell to the affluent.

  1. Keep increasing.

Challenge yourself and say, how high is high? Who gets affected the most during recession are the middle class and the poor. Sure they could lose money but they’re still going to have a lot versus people in the middle class.

  1. Transactional versus transformational

Selling high tickets items are often based on relationships. When you’re selling for that kind of price, RELATIONSHIP comes FIRST. Whoever is buying from you, their friends are similar. So value those relationships.

How the affluent class do deals:

  • The wealthy don’t do deals at Starbucks but on a golf course or when they’re traveling together or on a private jet. It’s a different way of conducting business and selling.
  • They don’t talk about price too much. (They know it’s expensive.)

How to get among affluent people:

  1. Get comfortable.

Immerse yourself into their environment.

  1. Dress well.

Get a nice suit (seriously). You can’t get rich looking poor.

A perfect example: Dan increased his closing rate from 10% to 25% doing the same presentation but wearing a different suit.

  1. Cultivate the relationship first.

Attend events they attend. Go talk to them first without selling. Meet with some of them to cultivate the relationship first. Rich people are very generous. When you ask for their help, they might just introduce people to you. But go out there with a mindset of adding value and not pushing your product. They can see through you. How can you help them? Always come from a place of abundance then add value.

Dan’s Major Takeaway:

People talk about the fear of failure but the fear of success is a bigger problem. They know what it’s like to fail, What they don’t know is what it’s like to be successful. Go out there and immerse yourself in those environments. Be very cautious on how you’re conditioning your mind. Immerse and surround yourself with an environment of wealth and success. Don’t talk deals at Starbucks or McDonald’s. Talk deals in a 5-star hotel and start with that.

Episode Resources:

Check out Dan Lok’s YouTube channel with over 400 videos to learn more about different sales techniques and strategies

Think and Grow Rich by Napoleon Hill

The Great Depression Ahead by Harry Dent

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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. 

Register Today!

 

Proposals, Sales Leads, Mikita, Donald Kelly, Closing

TSE 378: 3 Easy Ways To Make Your Proposal Most Engaging

Proposals, Sales Leads, Mikita, Donald Kelly, Closing The part of creating proposals in your sales process can be really annoying especially when you think about the time you’re spending doing it when you could have been actually selling.  Agree?  Now, what if you could skip this part so now you only have to focus primarily on selling?

Personally, I have found a tool called PandaDoc, which has shortened my sales process quite considerably by automating the creation of my sales proposal without losing that personal touch.

Joining us today is Mikita Mikado, co-founder and CEO of PandaDoc and he shares with us 3 easy ways to make your sales proposals more engaging.

PandaDoc is a tool that automates the process of sales proposal helping sales professionals and business owners save time as well as track client engagement with your proposals and allow the client to sign through electronic signatures to make it easy for them to say yes. And it perfectly integrates into whatever CRM you’re using. Currently, PandaDoc is serving over 5,000 happy customers (including me!).

Here are the highlights of my conversation with Mikita:

3 Ways to Make Your Sales Proposal More Engaging:

  1. Add a cover letter and Table of Contents

The first page within a proposal gets most of the time spent by prospects. What you want to do here is either engage with a buyer here or provide a quick and easy navigation through the proposal.

Benefits of adding a short cover letter:

  • Makes the proposal a lot more personal and customized
  • Summarizes the story in a few sentences

Why table of contents?

  • Makes it very easy to navigate through your document
  • PandaDoc features a clickable Table of Contents that allows you to click on each item so you can go straight to it.

If you have two or more people that need to sign off on the proposal, they can just click and they’ll be moved along to just the parts where they need to sign.

  1. Embed videos in your proposal.

Studies suggest that more people prefer video content over text. With people prone to information overload, consuming video content has now become easier than written content. Additionally, PandaDoc saw that a lot more time (in fact 30% more time) is spent on proposals that contain videos.

Benefits of embedding videos in your proposal:

  • Videos are easier and quicker.
  • More personal and it sets you apart from the others.
  • Social proof is a must. Seeing a live human being makes it more professional and more truthful.

Parts of the proposal where you can use video:

  • Client testimonials
  • Case studies
  • Cover letter
  • Product pitch
  • Team introduction
  1. Put a defense section in the proposal.

In many cases, you’re going to go against something or someone. Put a defense section in the body of your proposal to compare your offerings to those of your competitors.

More great tips to rock your proposal:

Put all the legal lease and terms in a separate section of your proposal and make it exportable to Word, as this is what most lawyers use. Send your proposal electronically but if lawyers get involved, you can always export everything into Word. Upload the final version into a PandaDoc so you can collaborate with the customer on the actual terms.

Following up is huge. The moment the prospect opens a proposal, you get an email notification. Wait 20 minutes then give them a call so they can remember what you’re proposing and the price. It’s the best time for you to grasp their emotions.

Mikita’s Major Takeaway:

Never stop experimenting and keep on innovating. Being different and standing from the crowd is the only way to build a large and sustainable business to be successful.

Episode Resources:

PandaDoc

Connect with Mikita through email at mikita@pandadoc.com.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Persuasive Seller, NLP, Cole Hatter, Donald Kelly

TSE 371: How To Become A More Persuasive Seller

Persuasive Seller, NLP, Cole Hatter, Donald Kelly How do you become a persuasive seller? You need to understand that there’s so many dynamics involved in selling that it’s not just about what you’re selling but HOW you’re selling. Today, we have another awesome guest, Cole Hatter, who’s going to share with us tons of valuable, interesting, practical information that you absolutely need to know to turn yourself from being average to effectively persuasive.

Cole Hatter is an entrepreneur, investor, author and award-winning speaker where he has sold over a $100 million from stage in the last four years alone. He started as a real estate investor in 2005 and today, he owns several different companies from several different industries. Cole is the founder of Thrive: Make Money Matter, an annual 3-day conference designed to teach entrepreneurs how to dominate in business and in life.

Here are the highlights of my conversation with Cole:

Things to consider with spoken copy:

  • How to put phrases together
  • How to frame ideas
  • How to pace leads and frame a price
  • How to sell 90 degrees where customers don’t feel like they’re being sold
  • Be able to persuade your prospects.
  • Lead them, guide them, and make them the one to make the buying decision in person or on stage.

Biggest mistakes in doing webinars:

  1. Using words that are big no-no’s
  2. Negative presuppositions – something you presuppose of someone else
  3. Selling at zero degree

The Do’s and Don’ts of Word Smithing:

  • Use words like investment and tuition over price, cost, or fee.
  • Don’t use words that have negative connotation.
  • Spend time researching, practicing, and using it at a high level.

Understanding the use of NLP (Neuro Linguistic Programming) in selling:

  1. It’s not manipulation but the power of suggestion

Use words that give compliments and that describe them doing what you want them to do.

  1. Pick up a great book.

Check out the Persuasion Skills Black Book by Rintu Basu.

  1. Don’t ever sell something you don’t believe in.

The only thing you’re selling should be something you know will make the person’s life better.

If you know that this person, by investing their money in whatever you’re selling, that their life will benefit from it, then it’s your responsibility to get them to take action to improve their life.

  1. Be careful with using presuppositions.

Presuppositions can be very powerful as they are double-edged swords. Turn negative presuppositions into positive ones. Make sure you’re recognizing the attributes in them that will make you move forward with your product.

Examples of negative presupposition:

“You probably hate your job or are not making enough money.”

“You’re probably not living your desired lifestyle.”

Examples of positive presupposition:

“By clicking action, you’ve told me that you’ve taken action and you’re going all in.”

“You’re an action taker or someone who wants to get ahead in life, so now is your chance to do that.”

“You’re looking for the next opportunity to learn something to immediately implement.”

  1. Selling at 90 degrees: The power of framing

Create frames so you have them to get a predictive result. Talk about a problem and a solution that points to your product that makes your prospect want to buy your product. Once you’ve framed the prospect to acknowledge the problem, learn how to frame the price. Preparation is key. You just don’t wing this. You have to build frames on purpose, not accidental. It’s almost scripted. Come up with several different frames you can use with your prospects.

Cole’s Major Takeaway:

Research, learn, and practice.

Episode Resources:

Connect with Cole Hatter @colehatter on Snapchat, Instagram, Twitter and Facebook.

Join the Thrive Conference happening on October 28-30, 2016 in San Diego, California. To learn more about it, visit www.attendthrive.com.

Persuasion Skills Black Book by Rintu Basu

SPIN Selling by Neil Rackham

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 TSE Hustler’s League for $1.00

Donald C Kelly, The Sales Evangelist Podcast, Closing The Deal

TSE 327: How To Close The Deal

Donald C Kelly, The Sales Evangelist Podcast, Closing The DealA lot of people are having a difficult time closing deals and we tend to put so much emphasis on the close that we actually start to miss. You start to think ahead and that could mess you up. Now if you would relate that with playing football, you basically take off before you actually catch the ball so you missed the catch. Because you were so focused on the next step, you practically missed what you were currently doing.

As a seller, we put so much emphasis on the close. Now what if you treated it just like anything else? Just like walking where it becomes a natural part of you?

Don’t put so much mental emphasis on the close that you trip and mess up. Don’t just swing without hitting anything. Simply think of it in a natural way.

The best way to close a deal is to never skip the process you’re in right from the very beginning. Here are some strategies to help you close the deal for real:

  1. The person must have a challenge that you can solve.

You need to be able to come across as an expert so you can move the problem from being status quo to finding a solution.

  1. Make sure they have the money.

They can’t do anything unless they have the money.

  1. You have to talk to somebody who can say yes.

Early on, make sure they understand that the challenge that’s causing them pain must be alleviated. Emphasize they’re losing something if they’re not doing this.

  1. Get the time frame.

Find out when the deal or project needs to get in place. What are they anticipating? What are they looking to do?

  1. You have to set the rules before you play the game.

Before meeting with the prospect, give them the opportunity to say no. If you get them to say no, then that’s awesome so you can focus more on people who are going to say yes.

  1. Just move naturally into the closing.

Again, don’t put too much emphasis on closing or else you might just fumble in the end. Once you’ve done all the things early on in the sales process, finding out their real challenges and they know they need to move, and you’ve demonstrated how you can help solve their problem then it would be easier for you to naturally close it. Assumptive close works well. Make it as natural as possible.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Best Sales Podcast, Curt McHale

TSE 305: Learn How To Write Proposals That Convert

The Sales Evangelist, Donald Kelly, Best Sales Podcast, Curt McHaleWriting proposals is one of the many critical challenges that every salesperson may have to face. Even a significant amount of time has to be allotted solely in writing proposals to ensure you’re doing everything right.

So we welcome back Curtis McHale here on the show today. He first guested on the show back in episode 92. He recently finished a book about Writing Proposals that Win, which is the focus of our discussion today.

Here are the highlights of my conversation with Curtis:

Biggest mistakes people make with proposal writing:

  • Getting proper information from the client
  • Rushing the process of proposal

The six-part process of writing proposals:

  1. Talk about the current problem.

Use their words to describe their problem.

  1. Objectives

Think tactically and strategically that by the end of the project, you will have a lead generation funnel. Focus on 2-5 high points that focus on the desired outcome.

  1. Gauging success
  1. Options

Give three options. Option one should always fulfill the basics of the project. It allows the prospect to decide which option best suits the value for their business. 3/4 of that decision is now around you versus your competitor.

  1. Timeline

Your options could be around the timeline.

  1. Accountability

Give the prospect your contact information (contact form, email address, and phone number) and let the user decide what’s best for them. This sends a message to your prospect that you’re real.

The phone call process:

  1. Are we a good fit?
  2. Is this project meaningful to you?

Other things to keep in mind when making your proposal:

Have a plan to put yourself into the driver’s seat.

Make sure you’re talking to the decision maker.

Make your payment process really easy in the end.

Curtis’ Major Takeaway:

The slower you go, the less work you’re doing to write a proposal because you win more trust from the client.

Episode Resources:

Connect with Curtis on www.curtismchale.ca

TSE Episode 92 with Curtis McHale (Take a look at Curtis’ sample email template)

17hats

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing Deals

TSE 255: This Is How You Negotiate!

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing DealsAs a salesperson, one of the major responsibilities you have is to CLOSE business! As you’re closing more business, inadvertently you will find yourself in many negotiation meetings. To prepare you for these meetings, here are some ideas you need to implement to guarantee maximum success.

Here are seven main points you need to take away from this episode:

  1.  Make sure you go into the meeting with a “PLAN”
    • Go into the meeting with a plan of action. What you are willing to give and how much.
  2. Listen and don’t be afraid of silence 
    • Don’t be afraid of silence in a meeting. Use it to your advantage
  3. Use specific numbers while negotiating 
    • Don’t give ranges in numbers when negotiating, offer specific numbers!
  4. Create the proper setting
    • Don’t make the meeting a battle field, go in there with a collaborative mentality.
  5. Give and Get
    • When you consent on a point, make sure you get something in return.
  6. Speak with the right people
    • As you negotiate, don’t meet with people who can’t say “yes”, make sure you negotiate with the person who has the power of signing on the dotted line.
  7. Don’t be afraid to walk away
    • You can’t be afraid of walking away from a deal that is not worth it. I promise…don’t be afraid.

JOIN TODAY! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Jason Swenk; Donald Kelly The Sales Evangelist Podcast, Sales Proposals, Sales Hacks

TSE 213: Close 80% More Of Your B2B Proposals With Jason Swenk

I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!

Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!

Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.

Here are the highlights of my conversation with Jason:

How to successfully convert your proposal in B2B sales:

  1. Treat a proposal like a phone number.

Get it in the right order and do it in the right way.

  1. Do NOT send a proposal. (Like what?!?)

Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.

  1. Your proposal is not what sells them.

Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.

Steps in Qualifying:

  1. Need

Does their need match up to what you can deliver to them? Can you deliver it?

  1. Budget

Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).

  1. Authority

Make sure you talk to the decision maker. Ask.

  1. Timing

Make sure the timing is right.

Getting to the Proposal: The 3 I’s

  1. Issue

What’s their biggest issue? This allows you to understand what to focus on.

  1. Impact

What’s the impact on their business?

  1. Importance

How important is it to them? This is where your follow-up strategy comes in.

Strategies for Closing:

  • Do not give them too many options.
  • When you understand their problem, they look at you as an adviser so you need to tell them what to do.
  • Sell your clients what they need and not what you want them to buy.

How to Quickly Build a Proposal:

  • Create a proposal template.
  • Take out the stuff you don’t need.
  • Add some new stuff when needed.
  • Get access to the proposal template Jason uses by visiting www.jasonswenk.com/proposal-template

Strategies for Making Your Executive Summary in the Proposal:

  1. Summarize what THEY want.
  2. Pre-frame the client by starting it off with stating two obvious facts the client knows to be true.
  3. Reinstate what they want most.
  4. Describe the benefits they get.
  5. Explain how it’s going to work and that you have researched and have experience of what they’re looking for.

Jason’s Major Takeaway:

“Don’t send the proposal.”

Episode Resources:

Check out Jason’s website www.jasonswenk.com

Get Jason’s proposal template www.jasonswenk.com/proposal-template

Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal

 

TSE 071: Why You Need to Embrace Silence as a Sales Professional

TSE Epsiode 071 Cover SiteWhy You Need to Embrace Silence as a Sales Person

Have you ever experienced a situation like this? There you are sitting across the table from a prospect who you have been working with for several meetings now. All the signs seem to be there that this will be a done deal and all you have to do is ask for the business. However, since you haven’t been to this stage too often you are nervous. The last thing you need is for her to say no at this point and shatter your little heart. Your palms are really sweaty, your stomach is in knots and your nerves are on high. You find yourself quickly saying the words, “So Barbara, now that you have seen everything, and expressed that this will be a great fit, what would you like to do next?”

Silence………it seems like it’s been an hour, but it’s only been 2 seconds. Since you are so nervous, and think that silence means that they are not convinced, you start talking and things goes terribly wrong. You end up talking too much and the next thing you know the prospect is escorting you out of her office. But where did it go wrong? You didn’t know how to remain silent.

In this episode I share some of the things you can do to over come this challenge and how you can learn to be silent.

Here are some of the major takeaways from the discussion: 

  1. Speaking too much at the close may cause you to introduce new topics that can ruin the opportunity.
  2. When you speak too much, you may cause the prospect to think that you have a something to hide and cause the prospects to hold back from making a decision to move forward.
  3. If you speak too much, you can annoy the prospect and talk them out of the business opportunity.
  4. Silence shows that you are confident in yourself and have ability to deliver value to the prospect.
  5. Silence gives the prospect time to think and organize their thoughts.

Activity to practice so that you can improve your ability to embrace  that awkward silence: 

  • PRACTICE 1:
    • Role play by asking for the business from a prospect. Invite a family member or friend to be the prospect. Tell them that you want to practice asking for the sale from a prospect and that you are having challenges with awkward silence. Explain that you will ask for the sale, but that they should take their time answering. Don’t tell them how long to wait to say something, let it be a surprise. This practice, although simple, will help you embrace the awkward situation.
  • PRACTICE 2:
    • Whenever you ask someone a questions, ANY QUESTION, don’t interrupt them. Let there be silent, even if it’s awkward. Wait for them to answer. It’s fun will will definitely help.
  • PRACTICE 3:
    • Ask a random stranger a thought provoking question, something like “What is the meaning of life?” or “What is the definition of success?”. This could be someone you meet on the train, on the subway, in line at the grocery store. Follow the same idea as above and don’t say anything! Whatever questions you ask, make sure that it is clear and concise.

If you do any of the following practices, send me an email donald@thesalesevangelist.com and tell me about your experience.

 

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