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Donald Kelly, The Sales Evangelist Podcast, Great Sales Presentations

TSE 549: Sales From The Street-“Be Interested”

Meir, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around the globe.

Meir has a viewpoint that he is willing to win and lose with the same level of enthusiasm. He plays the game for playing, not for winning. Discover more of his viewpoints which you can take along with you to help you on your sales journey.

Here are the highlights of my conversation with Meir:

Meir’s biggest sales struggle:

Coming back from South Africa, Meir went to Israel and saw a system that combated fuel fraud. He needed to sell this to major companies and went to BP one day and sent a presentation.

Meir looked for the top guy, Bill, and he told the receptionist he was there to meet him. When he was escorted by the secretary to Bill, he asked Meir if he knew him. Meir responded that Bill would want to know him. Then Bill said he’s got 5 mins. Meir actually walked in the building at 10am and 8pm, they left together after dinner.

Strategies Meir used to achieve sales success:

  1. Care about the person

In order to sell, you need to care about the person in front of you. The secret to caring is not asking questions but to get an answer to your question.

  1. Get an answer to your question.

Sales is not about asking questions, it’s about getting an answer to your question. When this happens, you get  in control of the sales cycle. Second, they know you’re interested and not just interesting.

When you ask a question, get the person to look into his mind and the moment he gives you an answer, then you already have the person.

A salesman helps the client to help himself with his product or service. But you can’t help your client before they told you everything you needed to know.

Once you learn the art of getting an answer to your question, your sales closing percentage can’t go below 100%.

  1. Understand before you act.

When you actually sold is because you understood the client and when you didn’t sell is because you didn’t understand the client.

Give the customer what you know he wants. (“Know” means what you found out and not just a guess) If you give them what they want, then they’ll buy it from you.

  1. Know that it’s you.

Consider that everything is you. Stop blaming it on other people or things or situation. If the prospect is not answering, change something in you. It’s you.

Responsibility means that you are the cause for everything that happened to you and for everyone else.

Wondering what ever happened to Muir’s deal with BP?

Three months later, they signed a $100 million contract.

Meir’s Major Takeaway:

Be interested. Don’t blame anyone ever. The moment you start to blame, know that it’s you regardless of how good your excuse sounds.

Episode Resources:

Get in touch with Meir at meir@meirezra.com  

Predictable Prospecting by Marylou Tyler

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Brook Borup, Donald Kelly, The Sales Evangelist Podcast

TSE 543: Documented Sales Process + Automate Tasks = Increase Sales

Brook Borup, Donald Kelly, The Sales Evangelist Podcast

TSE Tired of doing mundane tasks? What if you had a way to automate tasks to make your job easier and increase your sales? Today’s guest is Brook Borup and she shares with us some ways to automate some of the mundane tasks in your business or your life in general, to make your life much easier and achieve success faster.

Brook is the owner of My Clone Solution, a company that helps business professionals and business owners learn to automate and delegate certain tasks so they can focus more on business development.

Here are the highlights of my conversation with Brook:

Strategies for Getting Away with Mundane Tasks:

  1. Process before Login

Make sure the first thing you do is have a plan. Have written down processes for your sales plan or projects. Then you can look at that plan and figure out which pieces of the plan you can automate.

  1. Figure out where your targets are going to come from.

Figure out how you’re going to get your list or how you’re going to contact people (email, phone, in-person). Where are these people coming from? Start with that question and work all the way through your sales process.

  1. Automate your voicemail system.

Try using voice mail as your first touch point but use a system that automatically puts that voicemail in for you so you’re not doing it. This gives you more dial time.

  1. Schedule appointments right in your email.

Make sure you get their email address so you can email them and use a system where they can just click on a link and go and look at your calendar and pick the best time for them. (Now you’re not going back and forth with your emails. This saves you from having a full inbox. And it saves you time from looking at your calendar. You’re letting them do it so they’re in control. (Clients want to feel they’re in control because it makes them feel good.)

Examples of scheduling software:

Calendly (Free)

Acuity (Paid) – Aside from scheduling, this software allows you to add products in so instead of building an entire online shopping cart, you can have products that you can just send somebody a direct link to. It can also charge somebody for an appointment so they pay for that appointment before they even get on your calendar.

  1. Automate all touch points.

All touch points can be automated in a text message, an email, a phone call, or delegated to an admin. Either delegate it to software or people.

  1. Put the right people and software in place.

Make sure you put the right people and software in to make sure your system flows. So now you’ve taken your 10-step sales process into just 4 steps.

  1. Put the time up-front to automate each touch point.

The attention span of your client is nine seconds.for each touch point. Make sure that if your sales process doesn’t include an email or text marketing campaign, all touch points should be automated. It takes a lot of work and time but once the work is done, all of the stuff that comes after that is all automated. You touch where you need to when you see your stats where the person is opening every single email.

  1. Document each process.

For instance, somebody gets to email #3 and they’ve opened all three emails and are about to go into email #4, now is time for a phone call. So you have a daily task list and you know where those clients are in your sales process. There are so many tools you can use to remind you just by documenting your process.

  1. Find an ally in your business.

Find this salesperson and build this process out with them. Utilize their knowledge and utilize them to build your process. Have a company that has a specialist for everything so you can solve everybody’s problem with one project manager.

  1. Scale your business through packages.

Come up with packages and put a dollar figure on them so you can put on a whole big marketing strategy and expand your business development opportunities. Then you can just do the same for every single client because it all happens the same way, just different verbiage.

Brook’s Major Takeaway:

Don’t think you have to do it all by yourself. Find an ally in your business. Find your yin to your yang and keep them around. Find your partner. Utilize your skills because you don’t have to have everything.

Episode Resources:

Connect with Brook on www.MyCloneSolution.com and on Twitter @myclonesolution or Facebook.



The Sales Development Playbook by Trish Bertuzzi


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Latisha Robb, Donald Kelly, Mental Toughness, The Sales Evangelist Podcast

TSE 458: Using The Power of Your Mental Abilities to Manifest Your Abundance

latisha-robbToday’s episode is not about selling but it is perhaps one of the most important things you need to have if you truly want to increase your sales or grow your business. It’s all about harnessing the power of your mind to manifest a life of abundance.

Our guest today, Latisha Robb, is a “soul coach” where she helps people understand the cycle of life and being aware of their entity rather than just life allowing them to live a better life. Latisha is a realtor, speaker, and a consultant. She is also the author of two books. Turn On the Lights So You Can See talks about her experience of being homeless with four children to being in a multi-million dollar sales club. It is a self-help book for people living in despair. Her other book, What You Don’t Know About Your Soul is a total progression into all the metaphysics.

Listen in as Latisha talks about “financing your faith,” which are key things she has implemented in her life to help her become successful.

Here are the highlights of my conversation with Latisha:

Why do you need to “finance your faith?”

The amount of belief you have in anything you’re doing is what you’re going to get. What you see is what you believe you can achieve.

If you want to go further, you’ve got to believe more and finance your faith because some dreams cost more faith than others.

How to get started:

  1. Visualize it.

See yourself there and understand. Feel it. Smell it. This starts from within. The moment you’ve grasped who you are, who you want to be, and where you want to be, you start at the end and work backwards. Visualize the outcome before you get started. Then the universe will conspire with what you believe.

  1. Believe.

Latisha hit rock bottom being homeless with four children and nothing to her name. So she wrote herself a letter saying that those days will be memories and the life she deserves and wants will be in her possession. She believed in what she wrote. So she got what she believed in. She now has 150 rental properties that she’s managing.

  1. Combat your control drama.

If it’s not working for you, leave it alone and don’t deal with it. Whatever it is that you want to do is in your mind first. Go with your feeling and not other people’s feelings and understand that you have the permission from God to be who you were purposed to be.

  1. Pray and go within.

Always remember that you’re not without. You have everything that you need. It’s all about going within. Get into your inner core and understand this too shall pass and this is the faith it costs to get to where you’re going. Count all the things that go wrong in your life as a good thing. The blessing is as big as your test.

  1. Surround yourself with like-minded people.

The energy reciprocated with like-minded people creates a powerful synergy because you’re creating a bigger wave of wonderful things happening. Then you create a life where you give back and be a blessing to others.

  1. It’s okay to let go.

If you think you’re no longer growing with the client or that it’s just giving too much stress on you, sometimes it’s okay to let it go and not be scared about losing money. Peace and happiness are important. Freeing yourself makes way for new opportunities.

A few light switches that people have to turn on in their mind:

You’re not blessed for what you do, you’re blessed for why you do it.

Live intentionally. Do the right thing for the right thing.

Latisha’s Major Takeaway:

Find your purpose. When you do, the money is a byproduct. When you live your purpose, there is nothing to worry about as all your needs will be met.

Episode Resources:

Connect with Latisha on www.latisharobb.com to learn more about her.

The ONE Thing by Gary Keller and Jay Papasan

Latisha’s books:

Turn On the Lights So You Can See

What You Don’t Know About Your Soul

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Donald Kelly, Therrion White, Sales Podcast, Best Sales Show

TSE 394: Sales From The Street-“I Used to Hate Cold Calling”

The Sales Evangelist PodcastCold calling is a challenge that pretty much every salesperson has faced at one point in their life. In today’s episode on Sales from the Street, Therrion White talks about the challenges he faced with cold calling and some strategies he put into place and not let this barrier get in his way to success.

Therrion White is the CEO and owner of Play It Safe Technologies, a healthcare IT solutions company. Listen in as Therrion shares with us his thoughts and insights into his challenges and how he specifically overcame them so you won’t have to go through the same roadblocks that he did by learning from his experience.

Here are the highlights of my conversation with Therrion:

Challenges Therrion faced with cold calling:

  • Finding cold calling on the phone as more challenging than cold calling in person
  • Making sure it’s the right person and whether the person has the time to talk

Strategies to overcome cold calling challenges:

  1. Learn the patterns and practices of actual people you’re trying to contact.

Cold calling is like sports where you need to know the basics. Determine the best time to call the and the likelihood that you’d be able to reach the person on the phone.

  1. Plan in terms of having specific objectives in mind.

State the reason you’re calling. Ask if they have a particular challenge. Ask for some input on what they started to do to overcome their specific challenge.

Episode Resources:

Connect with Therrion through phone at 301-202-3464 or visit their website www.playitsafetechnologies.com or email them at info@playitsafetechnologies.com.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. No worries if you can’t make it to South Florida. You can then get a Virtual Ticket so you can have the opportunity to access all of the recordings of each session. Simply go to www.DoBigThings.net.

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Copywriting, New Seller, Entreprenure

TSE 304: Improve Your Copy, Improve Your Sales!

Copywriting, New Seller, Entreprenure We all need to know how to write effectively, even in sales, now more especially because of the social selling opportunities brought to us by LinkedIn or other blog posts and sites. Therefore, it puts you to great advantage as a seller to be able to deliver your message effectively through copywriting.

Today’s guest is Kevin Rogers. He is a copywriter, spending 10 years as a freelance copywriter doing mostly on launching information products as well as in the health wellness space. He now runs a community of copywriters and business owners coming together to work and solve each other’s copywriting headaches.

Kevin leaves us with a great lesson here today – that when you give value, money comes back to you.

Here are the highlights of my conversation with Kevin:

Kevin’s challenges:

Transitioning from his full time job to being a freelance copywriter

Strategies Kevin used to overcome the challenge:

Positioning himself as a teacher, having written the #1 sales letter on ClickBank, a marketplace for digital information products, teaching people how he got to that level.

Putting up the annotated report of the sales letter and distributing it around his community which generated great reviews.

“Give the best stuff away to the right people and more often than not, it will be returned to you better than you gave it.”

Kevin’s Major Takeaway:

Treat your best knowledge the same way you should treat money. It needs to flow.

When your instinct is to hold on and recognize that it’s happening out of fear and scarcity, do the opposite and you’ll be shocked at the results.

Episode Resources:

Get connected with Kevin at www.copychief.com

Check out Kevin’s podcasts:

Copy Chief Radio

The Truth about Marketing podcast


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Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure

TSE 303: Sales From The Street-“Think and Act Like an Entrepreneur”

Lucas Barra, Donald Kelly, The Sales Evangelist, Entreprenure One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps.

Lucas runs a podcast and coaching service called DreamChasers where they help people turn their dreams into reality. Whether in terms of monetizing their passion or taking their sales career to the next level, he helps people create the best version of their lives.

Here are the highlights of my conversation with Lucas:Lucas Barra

Why sellers need to think and act like entrepreneurs:

  • It enables you to relate to what entrepreneurs are going through.
  • You get to talk to them at a level that they understand.
  • Doing something that’s really yours allows you to understand the entrepreneur’s mindset.
  • Read books like The 4-Hour Workweek and get in their world.

How you can act and think like an entrepreneur:

  1. Get to know some entrepreneurs

Make a list of 2-3 entrepreneurs and talk to someone in that space.

Get to know their challenges and understand how they got to where they are.

  1. Start a passion project.

Think about what you really like to do and start doing something that makes it your own.

A look into Lucas’ entrepreneurial journey…

Struggles he faced:

  • Taking his business too fast than he should’ve
  • Not wanting to deal with his problems

Challenges in coaching:

  1. Fulfilling clients’ expectations

Creating the process and bringing them value that they deserve

  1. People saying ‘no’ to him

You don’t enjoy it but it’s something you’ve got to learn to cope with

Some things he learned:

Own up to your problems and challenges in your life

His struggles as a blessing in disguise to help him become better

Lucas’ Major Takeaway:

When you change your mindset and accept responsibility for wherever you’re at with your sales quota or business then you are ready to start hitting out of the park. Making excuses takes you out of the position of power. Take ownership of yourself and your problems because it’s where you have the most power.

Episode Resources:

Connect with Lucas by email: schoolofdreamers@gmail.com

DreamChasers podcast

Visit their website www.schoolofdreams.co

Josh Trent from Wellness Force podcast

Tim Ferriss’ book, The 4-Hour Workweek

Lewis Howes’ podcast School of Greatness

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.