Tag Archives for " Education "

Donald Kelly, Sales from the Street, TSE

TSE 634: Sales From The Street-“The Agreement Was 130% More”


Donald Kelly, Sales from the Street, TSEFirst off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on building value and how you can take that to the next level.

Back to our episode today, I’m sharing my experience and how it has changed the way I’ve done business and continue to do business.

Overcoming the Fear of Rejection

Early on in me sales career, I was so scared of being rejected. I was afraid of getting a no. I was afraid of stating the price. I had all these fears that held me back from performing. Then I realized I didn’t value my price and what I had to offer so all I was just getting were a lot of small deals. Then I got into an agreement with a client that increased by 130%!

Strategies I implemented to overcome this challenge.

1. Offer education.

I recognized some issues internally that if they could solve it could help them even more successful. They hosted this conference and I noticed there wasn’t anyone doing any introduction in the room. And a lot of the speakers they had at past events would just do their job and then leave. They didn’t stick around. I, on the other hand, did more than what I had to do. I shared with some insights. And this helped me to be able to ask for more.

2. Perceived value

Come second opportunity, I was able to charge more. That’s because I shared with them some perceived value, which are things they can do to create a more enriched experience for their guests. I gave value so they wanted to pay more.

Instead of just trying to get a deal and just get something checked off, recognize any room for growth. Recognize some opportunity to build on value. Educate them and give them tips that make sense or difficult for them to implement. And things they could right away.

3. Be a problem-finder.

Look for the challenges or some of the holes in their processes or business and find problems you can help them solve. Help them to realize some quick wins.

Episode Resources:

Star Wars: Bloodline by Claudia Gray

Join the TSE Hustler’s League.

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Jimmy Burgess, Donald Kelly, The Sales Evangelist Podcast

TSE 585: TSE Hustler’s League-“Humility”

Today’s episode is a throwback session of the TSE Hustler’s League that I did with Jimmy Burgess where we discussed different attitudes and things to help you generate a tsunami of leads.

Jimmy is a real estate expert, a speaker, an author, and a coach. One of the principles Jimmy talked about is humility and we’re going to focus on that today.

The Power of Humility

  1. Find out what it is you’re prideful about.

What are you great at? It’s healthy to have some confidence, but you know when you’ve taken it too far and you’ve become too proud. Identify the areas where you no longer spend the time growing in which you used to b because you think you’ve gotten it under control now.

  1. Get rid of certain things to be able to move forward.

Jim did a study to find out what successful people shared in common. He found that you have to get to a place where you’re humble enough so you can be blessed in a way you can continue and grow and bounce back.

7 Things People Have to Get Rid Of in order to Move Forward:

  1. Ego

Research shows that ego is the number one reason that over two-thirds of all businesses fail. The person who thinks knows everything won’t have the capability to learn anything new.

Ask yourself in whatever aspect of your business whether it’s ego-driven or is it driven from your core why.

  1. Sense of Entitlement

The world doesn’t owe you anything. Long-term success comes from sacrifice, hard work, and from consistently doing on a daily basis the things it takes to move your business forward.

  1. Self-focus

It’s about you. You have to be able to identify and put yourself in the shoes of your customer, their pain point, and what they need help with.

  1. Negativity

Get around positive people, otherwise, being around negative people all the time is going to affect everything you do, your productivity, your outlook in life, and eventually you’ll get frozen by that negativity.

  1. Complacency

You can’t wait for things to happen. Take action today and then if you need to make adjustments, do so. You will never go wrong taking massive action.

  1. Unwillingness to change

Everything is constantly changing so be willing to change the things that are changing. You have to adapt to the market to have the opportunity to move forward. Notice the trend. Be the first one to make the change and adapt to the market the quickest and you’ll be the top salesperson in your company.

  1. Fear

You can’t let fear make you want to play small and not take risks and hold you back from transforming a good business into a great business. What are you afraid of? Realize that you’re probably worried about something that’s not even going to happen.

Episode Resources:

Join the TSE Hustler’s League! This semester is focused on increasing our win rate to become more buyer-centric.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

TSE 555: TSE Hustler’s League-“Make It Easy”

Today we’re going to talk about how you can make it easy for prospects to do business with us. Whether you’re a mom and pop shop or a large corporation, whether you’re selling for yourself or for someone else, each of us has a sales process that can be fine-tuned so it’s easier for the prospects, taking away any friction. Again, this is tied up to the concept of building value.

  1. Educate the prospect.

You have to educate the buyer as much as possible. The more you can do that, the better you can help them make a buying decision as opposed to you making a sale.

  1. Make sure you know what they need so you can prescribe the right kind of product or service.

Make sure they have at least a copy of what the services are just to make sure you’re both on the same page.

  1. Take advantage of storytelling.

Think of ways to incorporate stories and then get down to the main reason why you need this is for their profitability.

  1. Show that you care.

What’s going to set you apart from somebody else is the fact that you care or you’re showing empathy.

Today’s Major Takeaway:

There are main points in your sales process that are key gateways. Educate them as much as possible to help them make the decision so they feel more in control.

Episode Resources:

Check out the TSE Hustler’s League

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Danny Iny, Teach and Grow Rich, The Sales Evangelist, Donald Kelly

TSE 489: Sales From The Street-“Teach and Grow Rich”

Danny Iny, Donald Kelly, The Sales Evangelist PodcastYou’re probably familiar with Napoleon Hill’s Think and Grow Rich. But today’s guest, Danny Iny, is going to teach you how you can Teach and Grow Rich through building your own online courses.

Danny is the founder of Mirasee, a company that helps clients with audience building, offer creation, and building and selling courses. He is an entrepreneur and the author of several books including Teach and Grow Rich. Today, Danny shares with us some great thoughts about how you can utilize online courses to grow your business.

Here are the highlights of my conversation with Danny:

Why online courses are a hot topic:

  • Crossing the boundary from niche to mainstream
  • Entrepreneurs can create a real educational experience and a huge impact

Biggest mistake in course creation: Confusing information and education

Most online courses don’t do a good job in delivering the outcomes they promise. In order to do a good job, you need to back up and be able to distinguish between information and education.

  • Information is exemplified by books which can be bought and the responsibility to learn is on you. Find to create an information product and sell it at a price that information justifies (cheap or free).
  • Education leads to transformation. There is a partnership between the student and the teacher so it commands a premium price. Find to create an education product that creates a real transformation and charge a premium for it.

Why build courses:

  1. It can be a revenue stream.
  2. It can be a diversification for an existing revenue stream

Things to consider when getting started with your online course:

  1. Make sure to test.

Just because you think people should want it doesn’t mean people actually will. Make sure what you think people want is aligned with what they really want. Reach out to a group of people and ask if this certain topic interests them.

  1. Get a bunch of yes’s to get their commitment.

Get a bunch of people to put money on the table so you know they’re committed. Offer them a great deal since they’re going to give you feedback on what’s working and what’s not.

  1. Limit the scope of what you’re going to teach and deliver.

Sometimes we have the tendency of stacking more and more into our course but it’s not great for students. You can’t include things that are not critical as these can distract them or confuse them. Don’t think about all the things you can include but what is the least that you can give people that will still lead to a transformation that they want.

  1. Start mapping out what to teach.

The best way is to start with the end goal. What do they need before that and before that until you get to where you are. All the other stuff would come later.

  1. Once you find a routine that works, then you can make it permanent.

Only do stuff such as videos after you know that you nailed it.

  1. Design your curriculum with your average students in mind.

These are the students who want to be successful with the right support and infrastructure. They are your guiding north star. The length of the course depends on your content.

Strategies for pre-selling your course:

  • The number one driver for sales is proof.
  • The more proof you get, the easier everything else gets.
  • The trick is having a process in the infrastructure that makes leads want to turn into customers.

Danny’s Major Takeaway:

Come from a place of service. Find the legitimate way in which what you have is best for them. Teaching is putting aside what you think is important and focusing on what they think is important to serve them as well as you can.

Episode Resources:

Visit www.teachandgrowrichbook.com to either get notified once it’s live and have the chance to get its digital copy for free or to pre-order a paper copy. The first 50 people to use the coupon code: TSE will get a paper copy of the book and all the bonuses for free.


Think and Grow Rich by Napoleon Hill

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Donald Kelly, Hidden Figures, NASA

TSE 487: How To Become Indispensable To Prospects & Clients

Donald Kelly, Hidden Figures, NASA Today I’m going to teach you how to  stand out and become indispensable to your clients, prospects, and your company.

My wife and I saw a movie last week called Hidden Figures. It’s about a group of African-American “computers”, who were really mathematician women working for NASA. When Dorothy Vaughan (played by Octavia Spencer) realized that a newly invented computer mainframe was going to put them out of job. She decided to make herself become indispensable to NASA by learning the computer language.

NASA hired her to be one of the lead project engineers over the programmers. She brought the other girls along with her as well and taught them how to program the mainframe. They would have been out of a job had they not put themselves in a situation where they have become indispensable.

How this applies to sales and how you can become indispensable to your clients:

  1. Treat others the way they would like to be treated.

Figure out how you can be indispensable to your prospects. What value can you bring to the table that people cannot say no to? Look at your clients and prospects and think about this one thing. Give people what they want and not what you want.

  1. Give them stuff they don’t know they need yet.

Think about what’s on the line for your prospects. What are some of the changes that you can foresee that may be coming down the pipe in terms of your industry, business or solution that you provide that can help them recognize things they could already do now to prepare for that so they can continue to make money or reduce cost. Consider account-based selling. If cold calling works for you then great, but if not try a better way to become indispensable by giving value.

  1. Take the initiative.

Share ideas and concepts. Try new things. Learn new stuff. Be a doer and always do your very best.

Today’s Major Takeaway:

Find out how you can be indispensable to your prospects, clients, company, and even to your family and friends. Be the person that brings value to the table every single time.

Episode Resources:

David and Goliath by Malcolm Gladwell

How to Win Friends and Influence Others by Dale Carnegie

The Challenger Sale by Brent Adamson and Matthew Dixon

Get a free audio book 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.

Help us spread the word by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.


Ty Crandall, Donald Kelly, The Sales Evangelist Podcast

TSE 391: Educated Them Into A Sale

The Sales Evangelist Podcast, The Sales Evangelist Podcast, Donald Kelly, Ty CrandallPeople do business with those they know, like, and trust. Of course! But how do you get them to know, like, and trust you?

Today’s episode is loaded with information you don’t want to miss out on, especially when building trust and confidence with your clients is a real struggle for you, regardless of where you are at your cycle right now.

Ty Crandall is our amazing guest and he shares with us a ton of information about how you can build a solid relationship with your customers and eventually gain their trust through the power of education. Ty oversees a business credit financing operation where he helps customers attain business credit financing to start and grow businesses. They also help people get into the business of offering business credit financing as a service.

Here are the highlights of my conversation with Ty:

The importance of trust factor:

  • Internal dialogue in people’s heads about all the bad stuff that happens
  • Sellers think their customers are listening to what they say
  • Difficulty of trusting as a barrier that has to be overcome to make a sale

How to get your prospect to start having a relationship with you:

  1. Get to them when they’re interested.
  • Everybody tries to sell to people who are in the buyer side of the cycle who are ready to go. They completely neglect the other nearly 70% of who will be buyers that just aren’t ready to buy.
  • Don’t wait until they get to a buying mode. Get to them when they’re researching and start helping them with the education about your product and service. Teach them how it works and how they can do it on their own.
  1. Trust and rapport has to be built before the actual sale takes place.
  • If you did otherwise, you’re still going to make sales but you don’t have loyalty so you’ll miss a lot of sales.
  • Be the one who’s building trust and rapport through time.
  1. Give people information and educate them.
  • Many people want to do it on their own but the rest don’t want to do it on their own and want somebody that genuinely cares about them to be involved in the process. Most salespeople don’t get the reputation of caring. Educating them gives them that perception that you’re caring about them.
  • Now they know you know their stuff and they’d rather do business with you. Now you’re not chasing them but they’re chasing you.

The Power of the Law of Reciprocity

Some people don’t have the money to pay you but they’re willing to help you and they’re still grateful for the information you’re giving them but they would still feel compelled to give back and they do it through referrals or sharing your stuff on social media and be evangelist for your brand. Then you build a tribe. Then you establish a loyal following and that’s a lot more than just paying clients.

How to Keep Clients:

  1. Give them a small win early.

They have to see some type of result very early on that gives them immediate peace of mind. There has to be this guaranteed or best that you can do to show them these small wins consistently through the process.

  1. Educate them and communicate with them through automation like emails.
  2. Make sure you deliver your promises.
  3. Make sure that you really have good service, that you’re taking care of them, and that you’re treating them like gold.
  4. Be able to sell them a multitude of products through their lifetime or make affiliate offers where you can make money there. Long standing affiliate relationships start from blowing your customers away and then give great referrals.

How you can get things started:

  1. Email auto-responder sequence
  • Block off one hour of time. Sit down and write 4-8 emails which consist of whatever it is you’re selling.
  • Find out what you do and write about how they can do those exact same things they need to know to be able to do that/
  • Get a simple a simple email auto-responder (ex. Infusionsoft, iContact, AWeber)
  • Drop those emails into that sequence and spread them out once a week. (So if you wrote eight then you have two months worth of content already created)
  • Set aside one hour a month to do exactly the same thing. Sit down and write eight more and add them into the sequence.
  1. Re-purpose information.
  • Make video content on YouTube or using PowerPoint broken down into Word document and then those could become your emails.
  • If you need assistance with it, go to Upwork and hire a virtual assistant who can easily do it for you with very little out-of-pocket money.

Ty’s Major Takeaway:

Information is worthless if you don’t take action. Right after this show, sit down and write your first four to eight emails. Put out your first video. These things take don’t take much time and it’s the beginning of something. Then just stick with it. The business reaches a real tipping point when you’re focused on the stuff right now that’s bringing in customers and all the other stuff out there is now bringing in customers and then when those two merge, you reach an explosive business. But all this comes with taking action.

Episode Resources:

Know more about Ty and the exciting things they’re doing by visiting their website at www.creditsuite.com/ein and get a great free guide on building business credit and connect with them on social media from there.

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

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

Unconsidered Needs, Listening, Three Value Conversations, Sales Training

TSE 370: TSE Hustler’s League-“The Unconsidered Need”

Unconsidered Needs, Listening, Three Value Conversations, Sales Training In today’s episode, we have yet another excerpt from our discussion at TSE Hustlers League where I spoke about a study I found in the book The Three Value Conversations where it orbits around the concept of what you can do with the insights you know. How do you create or share the unconsidered need to your prospects?

The Power of  an Unconsidered Need

A Stanford University graduate school professor did a test on the potential of unconsidered needs by testing the effect of it through pitching it in the sales presentation giving four different scenarios using the following techniques:

Company 1: Standard pitch

Company 2: Standard pitch + added value (ex. on-staff experts will help them)

Company 3: Standard pitch + added value + unconsidered need (This is something they don’t know that is affecting them.)

Company 4: Doing all mentioned above but pointing out the unconsidered need first.

Notice that the last scenario is something different from the traditional selling method that many sales professionals do. And what’s interesting is that out of the four, this unique approach in selling is the one that generates the best results.

Remember that at the end of the day, customers really don’t care about you. So point out something these prospects don’t know about and say that need first and the solution or what you’re able to do.

Episode Resources:

Three Value Conversations

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Michael Schein, The Sales Evangelist, Donald Kelly

TSE 166: Giving Yourself Away Will Improve Your Sales Immediately!  

Michael Schein, The Sales Evangelist, Donald KellyIn today’s episode, we teach you the power of giving yourself away. And that my friends, is also very much applicable when it comes to sales. Our awesome guest is Michael Schein. He is a writer over at inc.com and one of his articles that struck me “One Habit That Will Immediately Improve Your Sales”. The concept is to “give yourself away”.

Michael owns a content marketing & strategy firm, MicroFame Media, which works with companies that are looking to sell their complex or expensive products.

So, many companies now want to do online sales and marketing to drive business online. But it falls apart because they don’t have the time and the know-how. This is where their company comes in wherein they have a system that focuses on utilizing available resources and a systematic approach to create the kind of content that will drive their customer’s business.

After leaving his corporate job, Michael became a freelance copywriter. Leveraging on the power of using writing blueprints or templates to drive business, Michael has naturally transformed himself from being a writer to an owner of a marketing agency.

Here are the highlights of my conversation with Michael:

Two learning points from Michael’s evolution:

  • Recognize the pain businesses couldn’t solve.
  • Have a process!

Learning points from Michael’s article:

Give yourself away.

The way people buy today is way different than way back. If you’re selling a considered purchase, educate (or entertain a little bit).There’s no reason to be scared of giving value. Be online sharing as much great stuff about what you do as anyone. Always share what you know and what’s unique.

How do you do this?

  • Create a content that will drive those opportunities.
  • Become a professional in the business you’re in and not just in sales.
  • Become a thought leader by having your own podcast or blog or work with your marketing team to do speaking or different means to become an expert in your industry. You no longer have to close deals because they will naturally close for you because of your expertise.
  • Build your business without having to sell.
  • Build a “big enough” audience.
  • Invite persons of influence to appear on the blog or podcast.
  • Push of transmedia, which is storytelling across platforms (starting from one device and finishing up on another device)

Stop being a pitchman.

When you’re selling a complex solution to a problem…

  • Always have a strong pipeline by sharing what you know. Set yourself across as having interesting, unique ideas and a lot of people would come to you and may even want to collaborate with you.
  • Leverage different channels to be able to maximize your reach or your ability to extend yourself and give value.

Current projects Michael is working on:

New podcast coming!

Connect with Michael through email at mfs@microfamemedia.com or call him at 917-273-9885. If you guys have a question, Michael is more than happy to talk to you.

Michael’s Major Takeaway:

“A strong pipeline makes a lion. A weak pipeline makes a lamb.”

Focus on having as many opportunities in your deal flow as possible so you can be more gentle in turning them into business.

Episode resources:

Michael’s article on inc.com: One Habit That Will Immediately Improve Your Sales

TSE 017: Why Do People Give “Sales” The Stink Face?

Omar and NicholeIn this episode I have the opportunity of interviewing two amazing individuals who are doing BIG THINGS to transform the way entrepreneurs build a successful business. Both Omar and Nichole have an educational background and recognized the limitations that traditional schooling offers related to business.

They look at what it was missing and developed an alternative call the “$100 MBA”. They run  “The Business Republic” which is a weblog for those who are bootstrapping their business. Their focus is to related to these entrepreneurs by providing weekly thoughts, articles and videos to help them build a business that can’t be ignored. They are also developing a podcast that will be released pretty soon. Everything they do is to offer a rich experience to their students.

Some of the major take aways from our discussion are:

  • Creating a great “sales experience” for your prospects/clients
  • People love to buy, but hate to be sold
  • Lack of knowledge/ability is a major contributor and affects a sales experiences
  • Anyone can sell when taught what to do
  • Make the sales experience enjoyable for the buyer

They also reveal the BIG SURPRISE I mentioned earlier this week related to their retreat. It is The Business Reboot Retreat in Cancun Mexico May 10-14, 2014. The retreat is slated to have some awesome instructors and is a going to be a great time to relax and get refreshed. Check it out.

Also check out their free course at www.100MBA.net\free-course . Follow them on Twitter @BusinessRepublic or visit their website at businessrepublic.net.