Tag Archives for " Fear "

TSE 1200: How To Elevate Your Sales Game 

Value, Closing, The Sales Evangelist,As a salesperson, you might have asked yourself the ways to elevate your sales game. 

Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader. 

He and Tony help individuals see their role in the organization. 

Salespeople can’t change the market, the economy, the way the organization works, and the standard of practice. Tony and Dug want salespeople to see the clear picture and help them realize their true potential. 

Elevate your sales game 

Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales. Sales reps must look at the pattern when they’re stuck. Do not have the tendency of beating yourself up and taking the fall when things go wrong or when you’re stuck. 

Assess the activities that have been holding you back as a salesperson and be aware of them. Look at the pattern of thought, the pattern of activity, and the pattern of focus. These may be small things that you’ve stopped doing like making your bed in the morning, praying, meditating, exercising, and whatnot. 

Most of us are running away from the pain but in order to succeed, we need to go through the pain.  

The best time to get a sale is right after you just made a sale. Listen to the power of momentum. You sell one and own it. Do not doubt your ability to sell, just get on with the selling and be carried by the momentum. 

Believe in yourself

That belief in yourself is so vital in sales. It doesn’t matter that you’re shut down several times or that your presentation is put to a stop. You just have to keep going. 

Sell yourself first and have that confidence before you go off selling to other people. Salespeople have a moral obligation to help others even when they’ve said no for the first few times. You need to get over that objection in order to deliver the message. 

A great salesperson needs to get into that state of gratitude before going into the next steps in sales. You need to be truly present and get clear visualizations of your goals. You also need to believe in your product and the services you sell. 

In sales, your network is your net worth. 

Nothing replaces a full-on immersion and meeting people. The prospects are everywhere so you need to be always selling and offering. Look for strategic partners and find the opportunities and the people who are willing to invest their finances and their energy. Salespeople have skills and it’s up to having the right training to be able to unleash those skills. 

Challenges in sales 

We live in a fast-paced society and everyone wants to speed up the process. Many are caught up in technique hopping when things go wrong. There are three pillars of extraordinary results to address this issue. The first is the strategies and the second is the action plan such as making phone calls, using technology and digging into LinkedIn, Instagram, and other social platforms. All these strategies are not going to work if they’re not implemented and acted upon. 

What most people do is they take action but they do it half-heartedly. This compromises the third pillar which is the mindset. They spend thousands on a strategy and then they move on to the next strategy. They move from one strategy to another and then if it still doesn’t work, they blame the system. 

Don’t do it with the belief that the strategy isn’t going to work in the first place. 

When you do your pitch, don’t do it half-heartedly. When you mail prospects, don’t send a blanketed e-mail because they’ll know that you didn’t put any effort into it. Make a personal email that shows them you care. 

Be willing to get vulnerable 

Salespeople who are crushing it on their sales are the ones who are willing to be vulnerable. They are the ones who are willing to be authentic and putting themselves at risk on a personal level. This is how they connect with potential clients. 

As a salesperson, you need to understand the value that you offer and come from a place of service rather than expecting. 

You learn things as a sales rep when you push through the pain. Look at challenges in new perspectives and work your way around them. Master your ability to perceive what’s going on and change your relationship with the situation at hand. Push yourself ahead with every No you get.

When you’re facing a slump and you’re wondering how to elevate your sales game, you need to evaluate your mindset and be present. Realize how valuable you are and use that to connect with clients on a deeper level. 

There will be more on this at the “Unleash the Power Within” event that’s going to happen at the American Airlines Arena on November 7-10. 

  • Day 1: Turn fear into power.

What stops people from referrals? FEAR. 

What stops people from prospecting? FEAR. 

What stops people from door-knocking? FEAR. 

Turn fear into power and work the muscle of state management. The first day is all about building your confidence as a salesperson. 

  • Day 2: The power of influence 
  • Day 3: The conversation

“How To Elevate Your Sales Game” episode resources

If you’re interested in going, reach out to Dug via his email dug.mcguirk@tonyrobbbins.com or call him on his phone number (646)523-8230. You can also send the word D-U-G to 64600, and you’ll get a link to all his contact information. 

For other sales concerns, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

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

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

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

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Replacement picture, fear of rejection, The Sales Evangelist

TSE 1094: Sales From The Street – “Replacement Picture”

 

Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward positive change.

Mark Panciera is a third-generation funeral director, so he says he has a caregiver’s heart, but he has grown into being a sales maven. He’s a partner of the Pacific Institute, a performance consulting firm with an international footprint, where he helps leaders tap into their potential to drive greater personal and professional performance.

Meaningful change

All meaningful, lasting change starts within ourselves and then works its way out. That equates to mindset or habits, attitudes, beliefs, and expectations. It’s focusing on the beliefs that are propelling us to our greater good or our higher purpose.

It’s about the pictures that we hold in our mind.

Sometimes as sales reps we get focused only on closing the deal. Even before that, we may routinely tell ourselves garbage that keeps us from reaching our potential.

What grows naturally

Think about what grows naturally in a garden: weeds. Likewise, we have a natural inclination. We’ve got this chatterbox in our minds that acts as a little committee telling us what we can and can’t accomplish.

  • Don’t try new things.
  • Don’t leave your comfort zone.
  • You’ll be ridiculed if you fail. 

Mark was full of trepidation when he moved from the caregiving role to transacting business with leaders around the globe. He realized that his self-talk was holding him back.

Mark couldn’t imagine that he could teach them anything that they didn’t already know.

He had to feel the fear and then move anyway. Mark needed to run toward the roar. It’s more easily said than done, but he realized that he had a choice to become more transactionally oriented or to stay where he was. He could either do it or not.

Adult choices have adult consequences. You will have consequences to your choice to make a solicitation or do an outreach or dial just one more time despite a bunch of “no” answers.

Higher purpose

Mark knows that ultimately his higher purpose is served because he will be a caregiver to a larger audience when he transacts business.

He chooses to say yes to that purpose because beyond the fear or resistance or limiting beliefs or self-talk is the replacement picture that emerges when he serves his higher purpose.

When you’re helping people and giving them the tools to think and perform differently, create a “want to” mentality instead of a “have to” mentality. When people are forced to do something, they subconsciously push back on those efforts. It’s even true when you’re forcing yourself to do something.

So don’t push yourself. Create a “want to” mentality. Have some fun doing it. Most importantly, move toward that replacement picture of what success is going to look like.

Burning the boats

If Mark hadn’t moved toward a replacement picture, he wouldn’t have a new career. He stretched himself out of a major comfort zone. His replacement picture was stronger in this new realm.

He had to rebrand himself to do outreach because in funeral services people come to you. Performance consulting was a different story. He had to create a “want to” mentality for himself so he could create a different mindset. Mark had to recast his habits and attitudes toward selling.

He had to feel the fear of something he had never done before and run toward the roar.

Imposter syndrome

Mark wrestled with imposter syndrome because he moved from caring for the dead to breathing life into leaders around the globe. He felt like a poser.

He worked feverishly once he painted the replacement picture to garner the knowledge necessary to built a skill set of competency in this realm. Mark surrounded himself with the right consultants, coaches, and leaders and poured himself into reading, listening, and going to conferences.

Because we think in pictures, he had to see himself in a new picture and then move toward it.

Armor

Make sure you’ve got your armor around you and don’t take it personally when you hear a “no.” Even if the people around you like family or friends don’t understand what you’re doing, be convicted based upon your own mindset.

You’re going to deal with cognitive dissonance which will cause you to feel like you’re out of order.

But just as your muscles will feel fatigued and tired when you exercise, you’re going to feel fatigued if you move to a higher level of performance.

Moving through fear

Imagine going to a networking event. Some folks have resistance in their minds to interacting with strangers and possibly being rejected. We worry about forgetting people’s names or not being invited in. We might be a little clunky with our conversations.

If you think about the negative things, that’s where you’ll end up. It’s like a kid learning to ride a bike. If you tell them to watch out for cracks they’ll become so worried about the cracks they’ll end up there.

So now take that same concept to a networking event and realize that if you focus solely on the things you don’t want to happen, you’ll manifest them because the brain doesn’t know the difference between something vividly imagined and an actual experience.

Instead, replace those pictures with how you want things to actually go.

  • I’m going to connect with someone with a cool story.
  • I’ll hear a great speaker.
  • I’m going to learn something wonderful.

And in the end, even if none of that happens, you’re going to celebrate the fact that you actually acted. That success will give you the energy to move forward the next time at the very least.

Faith and brain science

As a person of faith, I often pray, “Help me to be led to someone today who can benefit from my product or service.” It puts me in the mindset to find someone who needs my help.

Whether you believe it’s mysticism or something else, you can drive synaptic firings of your brain and create new neural pathways. You can manifest a morphing of your brain.

Changing habits

People often ask how long it takes to change a habit, but Mark believes it has to do with quantity of repetition rather than quantity of time.

All habits are based on behaviors which are based on beliefs. Go back to the core thinking that drove your beliefs, that drove your behaviors, that drove your habits.

Conduct a self-examination. Do you do a lot of creative avoidance? Do you do a lot of research?

Distal vs. proximal

You can’t get 50 cold calls at once but you can start with the first one. Realize that there are proximal goals and distal goals. The 50 cold calls you need to make are distal goals that are in the distance.

At the end of the day, you need to have that 50 done, but look at the proximal goal to make sure you’re accomplishing them, and then celebrate them once you do.

If you’re looking at 50, how many do you need to make per hour? Game your own system. Create habits around that.

Stop with the creative avoidance and get after the first 10 because those first 10 will motivate you and move you toward the next cup of coffee or the walk around the office.

Build momentum

You only steal second base by getting your foot off of first.

Make the first call and commit within your first 10 minutes in the office in order to build momentum. Then jog around the block and keep your energy up.

Admiral William McRaven gave a commencement speech at the University of Texas in which he encouraged students to make their beds first thing in the morning. If you do, you can never look back on your day and fear that you didn’t succeed at something.

Focus on your strongest picture and if you’re compelled to believe that what you’re selling can make people better then focus on that. Find your why or your north star.

Once you have that prize in mind, get after it.

“Replacement Picture” episode resources

You can connect with Mark at (844) 200-8649 or email him at mpanciera@thepacificinstitute.com or find him on LinkedIn.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

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.

Coaching, Start Up, The Sales Evangelist

TSE 1078: CEO Lessons and How They Can Impact New Business Owners and Revenue Generators

Coaching, Start Up, The Sales EvangelistRegardless of industry, certain CEO lessons are common to every business owner, and the same lessons are important for you whether you own a business or not.

Benoy Tamang talks to us about the common lessons CEOs learn and the difference it makes if we take these lessons to heart.

Lesson 1

Being a CEO or a first-time startup guy is a lonely position. You’re trying to figure things out and take the bull by the horns.

You believe that your product or service or widget will be in high demand. You have a passion for it that no one else shares. Even your spouse likely isn’t as vested in your business as you are.

Everyone needs a trusted circle. Maybe it’s one person or maybe it’s five. Some will be very different and some will be similar to you. Have some people that you can talk to about the pains and troubles you’re facing.

You must have a support system.

Stand up for your business

Benoy talked to a CEO once who admitted to doing everything his board asked of him. He said he never offers any feedback to their requests either.

Benoy suggested that the board would rather him stand up for his business and speak up for the best interest of the business. Offer an alternative and suggest that you’ll execute your idea and report back.

Just because you took money from them doesn’t mean that they own you. They want you to run your business and stand up for what you believe in. You are the jockey they are investing in and they want you to lead them.

A good support network can offer you that kind of valuable feedback. That’s the kind of relief you can get if you have a good circle and cadre of people who provide unbiased input because they have experience and a willingness to help.

Lesson 2

Every CEO I run into, every senior executive, has a huge fear-based issue that undermines their performance. It constantly drags us down. It can manifest in arrogance, pride, and blustering of “I can do it myself,” but really it’s a cover.

On the other end of the continuum are people who are paralyzed by uncertainty because they aren’t entirely sure they can carry out what is being asked of them. They worry about making the wrong decision.

Benoy had a past client that hired two executive vice presidents who were older than him and who had significant experience. He feared that he couldn’t help them and that he was subservient to them.

Because they were more experienced and seasoned than him, he felt like he couldn’t talk to them. He was a tech, engineering, and product guy. One of them was a CFO and the other was a sales and marketing guy.

He was paralyzed by the inability to give them counsel and coalesce everyone around an idea.

It turns out this guy had some toxic relationships when he was younger and he carried that into his work situation. It neutralized his capability to lead and guide his employees.

It’s the same fear many of us feel when making prospecting phone calls.

Unconscious belief

The truth is that we’re all bright and capable and talented. Unfortunately, we suffer from an unconscious belief that originates from our early stages of life when we started to believe the wrong stories.

We’re capable, but we have a sort of alter ego that believes that we’re inferior. We perceive ourselves as slow of speech, impatient, and dumb. We focus on our weaknesses instead of our strengths.

Instead, we have to isolate the truth and recognize that we’re capable of magnificent work. We have to recognize our tendency to sabotage ourselves by listening to the alter ego that continually undermines us.

Evaluating self-talk

We have to start evaluating our self-talk to determine whether the things we believe are actually true or just a concern of mine that I’ve internalized.

If someone slams the door or hangs up the phone because he isn’t interested, does that make you a bad person? It doesn’t. It simply means that he isn’t interested.

Very often, though, we assign meaning to the rejections and we believe that we must have done something wrong. We assume it’s our fault they said no.

Be aware of the meaning you’re adding to the things that happen to you in a day.

Projecting

The same kind of projection happens in our relationships, too. Imagine my 16-year-old son doesn’t get up on time for school, and I immediately leap to worrying about whether he’ll make good grades or get into college.

I get wrapped up in fear worrying about what could happen.

Then he comes downstairs and tells me that he was up all night throwing up which is why he overslept. I’m in real danger of screwing that situation up by projecting my own fears as a parent on to him.

Identify the best course of action based on data rather than projecting your fear onto other people.

Lesson 3

It’s pretty surprising to find that straight talk is often absent. Too many new leaders focus on being nice instead of being kind.

Nice involves platitudes.

  • “You were great.”
  • “That was a great presentation.”
  • “You’ve got a great business.”

Kind actually goes deeper, and because it originates from a real concern for the person, it offers feedback.

  • “May I suggest that you make eye-contact next time?”
  • “You’ve got something in your teeth.”

A kind person goes a little deeper and offers straight talk even when it’s uncomfortable. Nice is too shallow. Nice is superfluous. Kind is authentic.

If you can just learn to believe in yourself everyone will be much better and we won’t be held ransom by jealousy, rage, and fear.

“CEO lessons” episode resources

You can connect with Benoy at bxtamang@gmail.com.

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.

 

 

Kristy Ellington, Donald Kelly, The Sales Evangelist Podcast, understanding and managing fear

TSE 1020: TSE Certified Sales Training Program – “Understanding & Managing Fear”

Kristy Ellington, understanding and managing fearIf we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the source of our fear and we can improve our own performance.

Kristy Ellington shares today why she believes that being fearless is a myth, and how she overcame years-old fears to unlock improved performance in her own job.

Fearless

Being fearless is a myth because the truth is that everyone experiences fear. Fear doesn’t simply infect one section of our lives, but rather every part.

We get caught up in our thoughts and emotions, and fear keeps us from doing the things we want or need to do to get to the next level. Fear causes us to focus inward instead of focusing on the client, which is really detrimental in sales.

As sellers, we want to focus on our clients and how we can connect with them, but fear keeps us focused on how they perceive us, and whether they are judging us, and how we look to them.

Fight or flight

Fear triggers our natural fight-or-flight instinct, which diverts resources from our brains into our arms, legs, heart, and lungs.

It slows down our thinking so that we can’t fully analyze situations and we can’t think critically. We have no available judgment and we can’t find creative solutions because we’re afraid.

Fear hinders us in a variety of ways, but realistically it’s all in our heads and it’s all connected back to some unidentified source of fear that we have to address.

Take action

For sellers, the need to overcome fear is real, and they don’t have a lot of time to do it. They have quotas to meet and they have to pick up the phone.

Understand your trigger. If you’re afraid of picking up the phone, unpack that fear. It’s often the fear of judgment or the fear of rejection or not being professional or expert enough. You fear going off-script and looking or sounding stupid.

Use this five-step process before any big presentation or conversation:

  1. Notice. Recognize the problem. Admit when you’re afraid.
  2. Aware. Be aware of where the problem is: tightness in your throat or butterflies in your stomach.
  3. Make. Make the connection. Where did you first feel this problem? What’s the source? A bad public speaking experience?
  4. Evaluate. Is this real right now? You have no reason to believe that anyone will make fun of you, so your own thoughts are causing the fear. It isn’t real.
  5. Shift. Once you understand that your fear isn’t real, you can shift your focus back to your client.

Worst-case scenario

If you have any kind of fear, it’s always valid to determine the worst-case scenario.

If you fear elevators because you fear getting stuck and being claustrophobic, ask yourself if it’s real. Is it true that you really won’t be able to breathe in the elevator?

Is it true that the elevator is going to fall while you’re in it? That’s likely something you saw in a scary movie once.

Fear is false evidence appearing real.

Imposter Syndrome

Imposter Syndrome is huge for many people, and it prevents you from asking questions for fear that you’ll look stupid. It can prevent you from understanding the buying decision or the challenges that your customers are facing.

People also fear saying “no” to clients who aren’t the best fit for fear of what might happen. They fear failure and what failure might lead to. Maybe you don’t get the promotion or you don’t make enough commission to pay your bills.

As a result, you end up with the worst clients on earth because you bent over backward for clients that really weren’t worth the effort.

Eliminating fear

It’s probably not really realistic to think that someday you’ll be fearless. No matter what level you are in life, you’ll experience fear.

The fears for a sales development rep will be different for that of a CRO. You’ll always experience fear somehow. If you don’t experience fear somehow, you’re probably not moving forward.

You should be feeling fear. It’s a biological response. You can’t crush it or eliminate it. You must learn to manage it.

When you do, you can move forward and take inspired action that’s thoughtful and clear instead of action that’s chaotic and desperate.

Fear is really just there to protect us and keep us safe. Your brain is working to protect you from bad things that happened in the past. Our fears now are social in nature, but they manifest in the same way that physical threats did generations ago.

We don’t have to spend so much time being afraid of fear.

Leadership fears

Leaders are just as afraid of looking stupid as the rest of us, just on a different level. They inadvertently create a culture of fear because they are operating from fear.

The stressors are different because they have more responsibility.

As you address fears, it becomes easier to manage them.

“That which we consistently do becomes easier, not because the nature of the thing changes but our ability changes.” ~Ralph Waldo Emerson

Fear into confidence

It’s possible to turn fear into confidence.

You have to be comfortable with emotion because it’s an important part of sales. Empathy is an important part of the work sellers do.

If you’re running from emotion, it will make your job much tougher. Embrace emotion. Embrace fear. Start to learn what that looks like.

“Understanding & Managing Fear” episode resources

You can connect with Kristy on LinkedIn, Twitter, or on her website KristyEllington.com

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

This episode is 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.

Prospect.io is offering three months at half-price.

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.

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

Ian Wendt, Door-to-Door Sales, Summer Sales, Fear and Mental Toughness

TSE 1019: Sales From The Street: “Fear and Mental Toughness”

fear and mental toughness, Ian WendtSalespeople need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t going well.

Sometimes clients choose another seller. Sometimes a customer ends the relationship. In other cases, we do everything we’re supposed to do, and the deal still won’t close.

Today Ian Wendt talks with us about one of the most difficult moments in his career and how he got through it and continued his journey.

Teaching instead of selling

Sales is full of challenges, and it requires a certain amount of self-motivation. For Ian, though, the greatest challenge was when he decided that he didn’t want to knock on doors.

He realized that while he was really good at selling, he was even more valuable as a teacher. He needed to find a way to make himself valuable enough that he could teach other people how to sell and how to be mentally tough, which was what he was really passionate about.

It’s sometimes tough for people to build a sales career that doesn’t involve knocking on doors. Finding a way to make the transition felt daunting to him.

He was haunted by the fear of what would happen if he couldn’t make it work.

Ian shared a quote from the book Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins that goes like this:

“Most people don’t even start if they don’t have a guarantee.”

That was Ian’s mindset at the time of the transition.

Pulling the trigger

Ian decided to sell for one more summer, and his regional manager used him to do some training. When Ian went to certain offices, those groups started seeing huge spikes in their performance. He was helping them close significant deals and move the needle.

He started tracking his results so he could demonstrate his value.

Ian asked for the opportunity to run a training program, but his leadership told him there was no such position available in the company.

If, however, Ian could prove the value in his training, the company would consider creating one.

Ian is a big believer that you don’t negotiate until you bring value, so that’s what he set out to do. He was determined to produce something he could negotiate with.

Tracking results

Ian started tracking the offices, reps, and leaders that he was training. He tracked their metrics and their increases and the improvements in their completion rates for about three months.

He visited about 11 offices and trained more than 60 reps.

Once he had a binder full of information, the leaders called him in to ask what he was doing. They were seeing improvements and they wanted to hear how he was doing it.

He got the leadership on board and he created a pitch for his proposed training. They jumped on board with his idea and moved toward getting started.

Unseen struggles

One of the biggest struggles for Ian was that he wasn’t directly selling anymore. He was investing his time and efforts into these offices and these other sellers, so he wasn’t selling a ton of accounts.

He got a few sales, but he went from making a lot of money to making very little. Ian overdrafted his account at least four times, which was unheard of for him.

He was battling the stress of the downward mindset.

As a result, he now teaches that stress is the number one factor in negativity and negativity is the one thing that will destroy a sales career.

Those reps that operate in fear can be completely debilitated.

What if?

What if I’m moving the needle but this doesn’t pay out? Or what if I have nothing to show for all my work? Worse yet, What if I don’t make enough to live off of?

Ian lived with exactly that fear during the summer he spent training other sellers. He was plagued by the internal debate over whether to return to the regular sales or to keep trying to develop his training idea.

Results

Ian put himself in a position to do work that he loves. Now he’s over all of the training and content creation for his entire company, and he gets paid really well for it.

He’s grateful every day that he was able to create his own future. He recently spoke at a conference where he reminded the audience that sales will always be hard. But, he said, if you can master it, you can really control the outcome of your life.

You can find a way to do work that you love and position yourself to look forward to the work week.

He loves the opportunity to share what he has learned with other people, and he loves being surrounded by people who are constantly trying to develop themselves.

“Fear and Mental Toughness” episode resources

Ian is in the process of developing a consulting and coaching program. In the meantime, he’s doing some side work with individual organizations and people.  Connect with Ian via direct message on Facebook @ian.wendt, LinkedIn @ianwendt, and Instagram @iwendtster.

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!

Tom Libelt, Salespeople, Uncertainty, Sales Deal

TSE 1013: How to Deal With Uncertainty as a Salesperson

Tom Libelt, The Sales Evangelist, Uncertainty as a SalespersonHow do you deal with uncertainty as a salesperson? It’s definitely a tough thing that can wipe some people out.

Tom Libelt has been a salesman for almost 20 years; inside sales, outside sales, retail, large corporations – you name it. He has a couple of his own companies as well and is currently focused on the marketing of online courses.

Tom credits just getting up every morning and going to work as the secret to his success. And, he never leaves anything half-finished.

You don’t have to accomplish ten million things in one day – aim for two or three. It is amazing how much you can achieve in a year if you just check two or three items off each day. You could record an album, get a degree, open a store …

In this way, Tom has been able to 5x his company in just three months.

Plan ahead

He says the trick is to plan ahead the night before so as not to lose your focus, momentum, and energy trying to figure it all out the next morning.

When Tom is in the middle of a really fun project, he sometimes will let it set overnight just so he can enjoy it again for another day. Leaving something overnight, however, also just bugs him the whole night; he can’t stop thinking about it.

He wakes up looking forward to finishing it. In his experience, completing a great project first thing in the morning establishes the work flow for the rest of the day.

You will already be in the mindset to get things done.

Dealing with uncertainty

Dealing with uncertainty is especially difficult as a salesperson. We hear ‘No’ more than anyone else in any profession.

It can be a real roller coaster ride: Got a sale! … No sale…. Almost got a sale …hot lead! … nothing.

It is especially hard when there is a target to hit. The ride can last two or three weeks before it lands on a sale. It’s a grind sometimes and it can chip away at your confidence – and increase your uncertainty – if you don’t have the experience to handle it.

As a salesperson, Tom defines uncertainty as a feeling that nothing is working. It is that moment when the negative thoughts start to take over and you begin to worry. It is when the confidence and experience you need to know you will be okay are not there.

Those moments are fueled by fear and the worst decisions are often made as a result.

Imagine trying to close a deal and being terrified of what might happen if you fail. The client can sense that fear and you will not close that deal despite all your abilities. The wrong value and emotions are transferred to the client. Clients don’t buy when they are scared.

You wouldn’t want a hesitant doctor – you want a confident doctor.  It is the same with sales.

Project confidence

We have to project competence, confidence, and professionalism. Tom isn’t concerned whether or not his clients like him but he does want them to trust and respect him.

Tom is of the belief that although having a strong opinion may not always earn you friends, it will earn you respect. Clients don’t want someone who is trying to cater to everyone; they want someone who is confident and able to fix their problem.

Tom and his no-nonsense approach have closed many sales. He doesn’t tell his clients what they want to hear. He tells them what they need to hear.

Sometimes the respect comes automatically because you are working for a well-established brand name but only you, as a salesperson, can earn trust and confidence.

If you are dealing with uncertainty, if you had a poor showing in 2018 for example, Tom believes that 99% of the time it stems from a lack of prospecting.

You have to prospect to fill the sales funnel. Sitting around waiting for the phone to ring is a recipe for uncertainty.

The fundamentals

If you follow the fundamentals, you can succeed. You have to make a start and you have to put in the work. Just because someone hung up on you one time doesn’t mean it will happen every time.

Don’t let uncertainty keep you from continuing to try.

I especially like working with novices because they aren’t afraid. It is the flip side of experience – they haven’t failed enough times to be afraid to try again.

Tom also believes that, as a whole, we have become soft. Instead of cold calling or going door-to-door, we now have technology that allows us to stay at our desk. We no longer have to deal with brutal weather or slamming doors.

Stop asking for permission.

Instead of asking your manager how to best handle a call, or what you should do next, Tom says to just do it! The worst thing that could happen is that the client will say ‘No.’

If that happens, and it will sometimes, just move on and try again. You never know what will happen unless you do it, unless you keep trying. You can’t score unless you step up to the plate and swing the bat.

Sales needs momentum.

Tom realizes that, in the past, he wasn’t always the most successful salesperson. He knows there were times when he slacked off on prospecting, especially after a having a good week. He was forced to restart the process over and over again as a result.

As long as you do what it takes, good things will happen.

Do prospect. Do fill that sales funnel. Stop the amateur nonsense. Leave the outrage and softness at the door.

“Uncertainty as a Salesperson” episode resources

Tom can be reached via smartbrandmarketing.com.

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!

 

 

Pauline Muffin Grayson, Donald Kelly, Ration Your Passion, HGTV

TSE 1009: Sales From The Street: “Don’t Ration Your Passion”

Pauline Muffin Grayson, Donald Kelly, Ration Your Passion, HGTVPauline “Muffin” Grayson is a graphic designer who believes we shouldn’t let anything get in the way of our passion, and she has a single message for us: Don’t ration your passion.

Pauline has a degree in fine arts. After school, she stumbled into freelancing and surface pattern design; the design for gift wrap and greeting cards. You may know her from her designs on  petitelemon.com and Shutterfly.com.

Pursue your passion

Pauline describes passion as doing something you absolutely love without letting anything else get in the way. For Pauline, that is design. She says she is just not happy unless she is doing it. It is who she is as an individual.

Yet sometimes, societal expectations seem to limit us from pursuing our passions.

I remember telling people that I was in sales and getting the distinct impression from them that they assumed it was only because I couldn’t find anything better to do. I wasn’t living up to their expectations despite that I was doing what I truly loved to do.

Pauline can relate.  As a stay-at-home mom, many people wrongly assume she chose to do so because she couldn’t do anything else.

Pauline is passionate about being a mom, but she is also passionate about design. So she found a way to do both. It makes her a better mom and a better designer as a result.

Many people abandon their passion because they fail to set goals. As a young girl on a dairy farm in Idaho, Pauline learned that hard work pays dividends.

She says she is not the best designer out there but believes that her hard work and her goal to continually improve is what sets her apart.

Don’t be afraid to try

Fear is often not even based in fact. We worry about what might happen and create a false reality as a result. It is helpful to have someone to discuss your goals and aspirations with; someone who can keep you grounded and on course.  

Set goals high but also set reasonable timelines to reach them.

Pauline recalls a time when she met the owner of Betty’s Beds, someone she really wanted to work with. Fast forward a year after their initial encounter and Pauline never heard back from the owner. But rather than letting it go, or being afraid to reach out, Pauline sent them an email.

They have been working together now for some time and Pauline has seen her designs on blogs, magazines, and HGTV.

Don’t give up

Pauline could have concluded from the year-long gap in communication that the owner simply didn’t want to work with her. Instead, she chose to understand and empathize that they are busy with their work and their families, or that maybe the timing wasn’t right, etc.

Pauline chose to share and offer value and it paid off.

From doing this podcast, for example, I’ve been introduced to many more people and opportunities than I ever would have if I hadn’t put myself out there. You have to get out and share.

Do what you love and put it out there for people to see.

Finding your passion

Pauline always had an interest in art but as a young girl on a dairy farm, all she really knew was that she liked to draw. It wasn’t until high school, with the encouragement from her art teacher, that she started taking art classes. Soon afterward, she attended a business conference where she heard a graphic designer speak.

The spark was lit. She knew that was what she wanted to do.

She remembers being awful in so many of her classes. It just didn’t click until her very last class in college but she worked at it and eventually figured it out.

She began working as a freelancer, designing gift bags for Target, after being laid off from her first office job when the company was bought out.

With the confidence she gained from seeing her products on display in a huge retail setting, Pauline started a blog to post more items that she had designed. It was there that she got the call from Petite Lemon and Shutterfly.

Put yourself out there. Don’t worry about whether it will be liked by everyone or not.

Do what you love.

“The work you do while you procrastinate is probably the work you should be doing for the rest of your life.”  

To Pauline, that is the best piece of advice because that ‘other thing’ that you choose to do may just be your passion.

Find a way to do what you love. Be happy!

“Don’t Ration your Passion” episode resources

You can reach Pauline “Muffin” Grayson at muffingraysondesign on Instagram or through her website at www.muffingrayson.com. You can also find her on Pinterest and LinkedIn.

Pauline "Muffin" Grayson, Passion, The Sales Evangelist

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.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

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.

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.

 

James Moffat, Visibility Impact, Donald Kelly, The Sales Evangelist

TSE 1001: What Causes Fear and How to Overcome It?

James Moffat, Fear, The Sales EvangelistWe all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well… cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears – or at least accepting them and learning how to cope with them – is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced – once the number of unknowns is reduced by planning ahead – the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

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 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.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

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.

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.

Donald Kelly, The Sales Evangelist Podcast, Rejection

TSE 985: TSE Certified Sales Program – “Fear of Prospecting”

Donald Kelly, The Sales Evangelist Podcast, RejectionToday on The Sales Evangelist, we’re going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome your fear of rejection.

Fear of rejection often keeps salespeople from going after potential deals, but it doesn’t have to be this way.

Intimidation

If you’re a new rep and your teammates warn you to stay away from a certain account, it can cause you to fear to reach out at all.

In our case, a seller named Rick found himself in this exact situation. He believed so strongly in what he had to offer that he actually went to visit the client.

He spoke to the prospect’s receptionist and he left information with her that she could pass on to the VP of the company.

Several days passed and he didn’t hear from the receptionist or the VP. Fortunately, his confidence outweighed his fear of rejection.

He called the prospect at 7:30 a.m. and was able to talk to the exec because the receptionist wasn’t there yet.

Eventually, he closed the deal that his coworkers said couldn’t be closed.

His co-workers could have solved the problem as well, but they allowed the warnings and stories to intimidate. They never reached out to him.

TSE Certified Sales Training

In our TSE Certified Sales Training program, the first lesson we teach is how to prospect like an evangelist. The first thing we discuss is how to overcome the fear of rejection. [4:58]

Fear results when we believe that someone is going to cause us harm or pain.

But how does that belief come into existence? Because we were taught or coached to be fearful of the word no.

When we were kids, we didn’t fear being told no. But as we got older, we became conditioned to the idea that no is bad.

Knowing the problems

Rick did believe that he could be rejected, but he had a greater belief that he could solve a problem for the prospect. In many cases, because we don’t understand what the prospect’s challenges are, we have little confidence in our ability to solve problems for him.

To overcome fear, you must develop confidence in what you have to offer. The more times you successfully solve problems for companies, the more confident you’ll become.

If you make enough calls, speak with enough prospects, and solve enough problems, you can become more confident.

Getting better

If you could listen to your very first cold call, you’d probably cringe because it sounds so awful. But imagine if you gave up after that very first cold call. Imagine if you gave up the first time someone yelled at you.

You’d never be where you are right now.

Instead, because you kept doing it, you became confident.

If you listen to the very first episodes of this podcast,  you might think I should have gotten more training before I started. Now, 985 episodes later, we’re still creating episodes.

Imagine all the money we’ve generated, the business opportunities we’ve created, and the salespeople we’ve helped over the years.

You must have a belief that is stronger than fear.  Gain that by doing things over and over again. Also, gather as much intel as you possibly can about your prospect’s problem.

“Fear of Prospecting” episode resources

If this episode was helpful to you, share it with someone else who can benefit from it. Help them overcome their fear of rejection.

The TSE Certified Sales Training program targets new and struggling salespeople working for small to midsize companies.

The sales training course will help you plan your day, understand prospecting, build value, and convert more customers.

You can work through the course alone or as part of a group of 25 people. Click here to learn more or to register for the next course.

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.

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 and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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 and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

This episode is also 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.

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, The Sales Evangelist, Taking Risk

TSE 637: The Bigger The Risk, The Bigger The Reward

Donald Kelly, The Sales Evangelist, Taking RiskI got to work in the business board of this organization where they have these local folks in the community. We come together and help the business department bouncing ideas off each other. And one of the speakers they had spoke about this concept of taking bigger risks to get bigger rewards. Big man Grant Cardone is a big proponent of 10x-ing what you’re doing. If your goal is to make $10, make it ten times bigger and go for $100. Are you going too low? Or are you just afraid? Well, you need to raise the way you think. You need to go beyond that simple level. And this is where the idea of “the bigger the risk, the bigger the reward” comes in.

The Tale of the Broken Dishwasher

Three weeks ago, our dishwasher went out. The disposal went out so a guy came in to install a new disposal. We thought everything was working in our house until the dishwasher broke down. It turned out that the water wasn’t going through the hose from the dishwasher to the disposal which had a blockage.

My wife jumped on YouTube to try to figure things out here and tried to fix it. Then we just stopped and put back on the things we’ve taken off. In my mind, we had to keep going and try to figure things out. So we kept watching the videos and tried to fix it on our own. We could have quit but we decided to keep going.

So we took dishwasher apart as well as the disposal. Until we got to that one little issue that caused this entire blockage. We fixed it and put it all back together. We fixed it and made it better! We also saved ourselves from getting somebody else to do it.

The Bigger the Risk, The Bigger the Reward

Whether you’re new to sales or you’re going after a really big deal or you’re a business owner and thinking about jumping ship, sometimes you have that fear since you haven’t done it before so you should not do it. But you have to take those leaps. Take those giant steps and move forward. Take big risks.

What if you fail? So what if you failed? Is the world coming to an end? On a scale of zero to death, what’s the worst thing that can happen?

For me and my wife, it was an opportunity for us to get our hands dirty and dive in. This same principle has pushed me into many different areas. It has pushed me recently to the deals I’ve been working on. It has forced me to go deeper and go bigger.

Stretch Your Goals

We’re in August now and we have four months left until the year ends. You have some opportunities sitting out there. Take some risks and go after some bigger opportunities. Call some of your clients and go after some of these firms that are just sitting there. Ask them if they want to take a chance right now.  What’s the worst that can happen. Don’t let fear hold you back too often. Fear misleads us and causes us to lose out not only on money but also on life experiences.

Today’s Major Takeaway:

The bigger the risk, the bigger the reward. Take those big risks. Go out today and call that biggest opportunity that you can get right now. Just call them. What’s the worst that can happen? Figure out a unique way to grab their attention and do it.

Speaking of taking risks, check out the TSE Hustler’s League. Our new semester is beginning on September 28 and we’re focusing on two groups: Sales foundational business development principles and on Building Value.

Episode Resources:

The Power of Habits by Charles Duhigg

Join the TSE Hustler’s League

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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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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, Fear of Rejection, The Sales Evangelist

TSE 597: Don’t Talk Yourself Out of It

Donald Kelly, Fear of Rejection, The Sales EvangelistYesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.”  So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that meant letting opportunities pass by.

Reasons why sellers don’t ask and what you can do about it:

  1. Fear

Fear is false evidence appearing real. They’re simply false ideas. These are the things we tell ourselves that may happen but the likelihood of them happening is zero to none. These are things that appear so real that they hold you back. Don’t let these ideas hold you from taking action. Change the story around and fill your mind with the things that are potentially good.

  1. Laziness

Laziness holds you back from taking action and from making any money. No one person who became successful was ever lazy. All things require work and a massive amount of action. You can relax later on. Don’t be lazy. Don’t be late. Don’t start your work day late. Get working and start hustling. The best way to prospect is between 8 and 10 am so get out there or get on the phone.

  1. No habits or sales process that can help guide them especially in certain situations

Having confidence comes from having a process or having an understanding of what’s going to happen before it happens. When you create a habit or know the process, you know the outcome from the beginning. You experienced it before and you know what to do in case things happen.

As you make phone calls or go door-to-door and you’re afraid of those rejections, what process can you put in place? Figure the top five to ten things these prospects may tell you such like rejections or challenges. Then carry on the conversation if any of these come up. What could be their “unconsidered need” which is something they don’t know they may need right now? It could be painful but they didn’t realize it until you came. Utilize some opportunities to plan and to be effective.

  1. No strong why or motivation

You have to have a strong enough motive. What motivates you? having a strong motive provides that force that pushes you through any adversities. When you don’t have a motive and you just wing it, this doesn’t work. What is it that moves you? Maybe you want to travel or get married or buy a house or provide a way for your family to not go without – whatever it is, use that as fuel every single day to guide you.

  1. Not knowing how to handle rejection

People are going to say no to you. They’re not going to like your product. And that’s all fine. That’s life. Not everyone likes everyone. Understand they are rejecting your role and not you. They’re rejecting the salesperson and not you as a person. They don’t know you. And maybe you didn’t just do a good job of letting them know you. So create a way to get them to know you. This could mean multiple attempts of reaching out to them and having that opportunity for you to present value so they can see what you can do to help them. Take advantage of social media or email. There many things you can do to grab their attention.

If you want to learn how to become more buyer-centric to help increase your win rates, check out the TSE Hustler’s League.

Episode Resources:

The Three Value Conversations by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Join the TSE Hustler’s League.

Be a part of The Sales Evangelizers 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.

 

Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast

TSE 484: Sales From The Street: “I Was Afraid of Asking For Big Dollars”

Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast Today, it’s my turn again to share the struggles that I’ve had. I was that sales guy. I’ve done pretty much everything — door-to-door, IT training classes, appointment setting, etc. I’ve sold almost everything from Dish Networks to medical services, EHR records, until I settled in software where I sold document management solutions.

Podcasting

I launched The Sales Evangelist as a little side project (for which I’m doing it full-time now) until it grew to a point where people asked me for some coaching and training and I helped them develop some processes and put the system in place. I also have the TSE Hustler’s League, an online group mastermind and coaching group.

Speaking

I love speaking and it’s obvious since this is the 484th episode. I love to be behind the mic. I am also being given opportunities to speak at conferences or small groups. And when they asked me how much I charged for my services, I didn’t know how to do that. This was a big challenge for me.

My greatest challenge – Asking for more

And then my clients started to tell me that their lives are being changed. Once I started to see and believe that the things I have to say can change sales teams or motivate an organization or a group of people and they’re seeing great results out of it, this gave me the confidence to start asking for more.

Crush that limiting belief!

I finally overcame that limiting belief that I could not get that much money. What are some limiting beliefs that you have? If you have the value to bless or help somebody’s life then ask for it. If they’re going to get that ROI, ask for it. It is your moral obligation to do so.

People put more value on high-ticket items.

I used to charge low for coaching at one point and then I realized that the people weren’t doing the things I was coaching them on when I was charging them lower fees. And then when I raised my coaching fees, I saw people were applying the stuff I was giving them and they placed more value on it. Their lives are transforming. But that came as a result of me asking for more money.

Today’s Major Takeaway:

Don’t be afraid to ask for more if you have something of value. Ask for it because people will feel and see your confidence. They will apply your stuff and they will see great results.

Episode Resources:

David and Goliath by Malcolm Gladwell

Steal the Show by Michael Port

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.

Sales Manager, Sales Coaching, Sales Leaders, The Sales Evangelist

TSE 477: Managers Need to Authorize Messing Up

Sales Manager, Sales Coaching, Sales Leaders, The Sales Evangelist As salespeople, one of our biggest challenges is a mindset that holds us back because of fear. Today, I’m sharing something to help sales managers take the fear away from their sales team so they keep on hustling. It’s all about taking on that mindset that you’re going to do whatever what it takes no matter what.

Know your why.

What motivates you? What is something that pushes you? Whether it’s to buy a home for you and your family or start a family or be a top performer in your industry, this is your year to start it right.

Be consistent and persistent.

Don’t just start like everyone else and then just quit after the first couple of weeks. Consistency and persistence are key factors in accomplishing goals. Do the hustle and do those big things.

Fear is NOT Real.

Fear is something so limiting and the truth is that it’s not even real. It’s not a physical thing. It hasn’t happened yet but because of our limiting belief, it pulls us back from taking action.

Ways to Overcome Fear:

  • Stop putting pressure upon sales reps to do what is right, do their best to perform, and bring in revenue; otherwise, they would be afraid of doing what is wrong.
  • Take fear away from them. We learn the most when we make mistakes and mess up. Without giving them the opportunity to make mistakes, they’re going to be always afraid.
  • Through failures, we’re able to fix those things and find solutions for them. Scientists even recognize that they’re still going to mess up because it allows them to go forward.

Your call-to-action:

Give them an incubator, which is a place where they can mess up and grow and learn from them.

Tell your new reps that you don’t expect them to get everything right, that it’s okay to mess up but you don’t want them to make the same mistake twice.

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.

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.

 

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's League

TSE 430: TSE Hustler’s League-“Rejection and Prospecting System”

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's LeagueDo you have a phone phobia? Are you fond of making excuses just so that you can’t get on the phone? Why are you afraid?

I used to be so scared of picking up the phone primarily for the fear that they’re going to reject me or they’re not going to like what I have. Lo and behold, what do I get every time I got on a call? Rejection. That got me depressed. I had gone to work still but that didn’t make me want to pick up the phone and had all these kinds of excuses just so I can’t make calls.

Right now, I still realized I have these distractions that I tend to put in place that prevent me from being a really effective seller. The problem is we tend to put so much pressure on ourselves to get a yes that prevents us from doing well that’s why we really don’t know how to handle the no.

How much time do you spend prospecting?

One of the main reasons people are afraid of prospecting is the fear of rejection. It’s that anticipation that limits you from doing it.

Key Questions to Help You Create an Effective Prospecting System:

  1. What do you do avoid prospecting?

You’re actually going to be able to find a trigger. There’s something in this process that triggers you.

  1. When do you avoid prospecting the most?

Let’s say you get distracted in the morning and don’t get started. Adjust that and replace it with a workout for instance to get your endorphin excited and make you ready to get started in the morning.

  1. What do you feel you’ve missed out on because you’re not prospecting as much?

And what are you missing out on? It could be a lot of different things – money, key opportunities, promotion, etc.

  1. What are the things you’ve done to resolve it?

Then identify the things you’ve done to solve it. Too often. Sellers know the problem but they don’t do anything to fix it. It’s not only evident in sales but in all aspects of life as well. Therefore, you need to be able to identify what are the things you need to do to solve them.

Check out these stats from a survey conducted to salespeople:

  • 51% of salespeople said they’re afraid customers will reject them and then say no
  • 22% said they’re afraid of upsetting the customer by coming across as pushy or aggressive
  • 18% said they’re not making the sale and reaching their goals
  • 9% said they’re concerned their product was not right for the customers

What are the qualities of great salespeople?

  • 30% – willingness to face rejection
  • 22% – the ability to close sales
  • 18% – communication and negotiation
  • 5% – product knowledge

When it comes to dealing with prospecting in sales, which is most difficult?

  • 27% – making the initial contact/call
  • 37% – following up afterwards

Key Points:

Give the prospect the opportunity to say no.

Keep going until they say no because you need to get to the core of what the clients want. The reason we stop is first, we feel inferior.

Never make the decision for the prospect.

We often think prospects think the way we do. We think the price is too high so we end up making the decision for the prospect. Again, never make the decision for them. Let them make the decision for themselves.

Episode Resources:

Go for No! by Andrea Waltz and Richard Fenton

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business 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.

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

Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 360: TSE Hustler’s League-“Loss Aversion”

Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales.

In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company that established buying visions as opposed to 26% who do a side-by-side comparison.

Today, we talk about value-building to establish what has been shared last week. One of the things our community members in TSE Hustler’s League wanted to focus on more was ways they can improve their ability to express value to their prospect.

See, if you’re closing only one out of five leads for example, there’s something really, really wrong.

Here are the highlights of today’s episode:

What is Loss Aversion?

It means being afraid of losing things more so than you care about gaining something. So you would rather not lose money than worry about gaining it.

People are 2x as motivated to change a behavior or make a decision to avoid a loss as they are to achieve a gain.

And this concept of loss aversion is common among many of us, including your prospects. Therefore, it is your job as a sales professional or entrepreneur to create that buying vision within your prospects so they can gain more success and generate more money.

  1. Understand their status quo.

What’s causing them to not move forward? What’s hindering them from being successful? Typically, the status quo of clients is that they’re losing out on opportunities.

  1. Point out how your prospect is losing money.

This is where the idea of insight comes from where you bring more to the table something prospects may not know already. Show them and establish that this is not working. This is where they’re losing money. And this is where you need to fix things.

Obviously, your goal is to help them make money but it’s going to jump to them more if you can establish the loss, the loopholes, or the leaks within their company.

  1. Create a buying vision with your prospect.

Share a story that can validate this. This helps your client create a buying vision by creating a picture in their head as to how their pain point can concretely affect them. Establish the loss. What are they losing right now by staying in their status quo. Help your prospect recognize their loss.

Today’s Major Takeaway:

Nothing ever worthwhile is ever easy. If you want to stand out, be different. Bring something to the table. Bring value and don’t look like your competitors.

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 for ONLY $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO

TSE 159: Sales From The Street “I’m Scared of Talking to Important People”

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take it you see the issue here. This one fear separates the core performers from the top sales producers. But how does one break out of the pack and become a top performing seller?

Well, in this episode I break down the trepidation I faced when speaking with the “big wigs” and how I overcame it. Here are the main points:

  1. Understand that they are human just like you and are approachable. In fact, many others are approaching them daily and they are surviving
  2. Be prepared by knowing what they value the most and tailor your message towards that
  3. Practice, practice, practice. Do role plays and pretend to ask the most common questions top executives would ask
  4. Get on the phone and make some calls. The more you do it, the more your confidence will become rock solid

If you do this, in no time you will be chatting away with the big wigs, building relationships, identifying challenges and closing deal with them. I’m serious, it works. If you have any further insights you’ve implemented for speaking with executives, feel free to share. I would love to hear more. Well, until next time, go and DO BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Fear of Rejection, Donald Kelly, Angel Denker, Podcast

TSE 134: The Surest Way to Overcome Your Fear of Rejection

Fear of Rejection, Donald Kelly. The Sales Evangelist, Angel Denker “In sales, we’re going to hear that “no” word and we’re going to hear it a lot.  We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel

Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.

In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.

Here are the highlights of my conversation with Angel:

How to Overcome Your Fear of Rejection:

  1. Be able to take that “NO” and just move on.

“No” may just actually mean:

  • “Not now”
  • “I’m just busy today. I don’t have time to listen.”
  • “I don’t have the money right now. We don’t have budget.”

“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel

  1. See things differently and stay positive enough to make your next call.

Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.

The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!

“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel

  • Eat positive food everyday.
  • Train your mind.
  • Learn about this idea of rejection, which starts in your childhood, and how it can affect you. How did you take those “no’s” as a kid?

The I.R. (Identity Role) Theory:

Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis

The attitudes and beliefs of a salesperson are an integral component in their success

Identity:

What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective

Role:

  • Roles change: wife, daughter, wife, golfer, etc.
  • You perform your roles in a different way depending on your circumstances.
  • Your performance and your roles are changing

How to practice this:

  • Get your head in the right place; otherwise, you start to make excuses for how to perform in your role
  • Learn through listening and watching really good salespeople (reading books, CD’s, webinars, seminars) or just writing with somebody out in the field who’s a good salesperson

“Salespeople that are good, reward themselves.” – Angel

Should you take it personal when you get rejected?

It’s not taking it personal but you’re just in the learning stage.

Taking it personal will kill you in sales. Instead, determine:

  • What lesson you learned from that call?
  • What should you try differently next time so that wouldn’t be the reaction you get?

How long will it take to reach that level of confidence?

If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.

It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.

Angel’s Major Takeaway:

“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”

“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”

Connect with Angel through angeldenker@gmail.com or reach her through her phone number 954-675-3790.

Online MLM Leader, Ray Higdon, Homebase Business

TSE 101: Conquer Your Fear, Stop Procrastinating, Make More Sales!

Online MLM Leader, Ray Higdon, Homebase BusinessHave you already created a vision in your life and business? In this episode, our special guest Ray Higdon talks about the power of creating that vision to advance you to your success.

Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.

In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.

Here are the highlights of my conversation with Ray:

Ray’s entrepreneurial path:

  • Leaving his high salary job and getting into a real estate business
  • Market crashed and he wasn’t equipped to adapt and ended up losing every dime
  • Getting into home based business and turning it into a multimillion dollar generator

Overcoming fear and procrastination: The linchpin to a new life

His morning routine:

  • Reading his affirmations
  • Doing the hot-cold routine: Getting into a hot tub and plunging into cold water.
  • Using incantations everyday: Earn the towel!

Creating incantations as a psychological trigger:  Swing the bat!

Tips for overcoming fear:

  • Having a daily routine.
  • Being consistent.

How do you become consistent?

  • Creating a vision of who you want to become.
  • Holding on to the vision of that entity.
  • How this is different from your WHY

Creating a vision of who you want to become:

  • What does that look like?
  • What do people say about you?
  • How are you seen in your profession, employment, and among your sales people?
  • How do people view you?
  • How do you view yourself?
  • Who do you want to become?

How to develop your own vision:

  • Ray Higdon’s Vision
  • Simon Sinek’s great TED Talk, Start With Why: Ray thinks he falsely calls it WHY
  • Steve Jobs as a visionary
  • If you had a magic wand, who would you be?

2 critical elements to success that people should tap into:

  • Growth
  • Contribution

An example of Ray’s who has implemented what he’s talking about:

  • Quitting a job and getting to a point he’s making over $10,000 per day
  • Traveled and sent Ray a picture: a note from his wife about how much she loves him

Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.

Current projects Ray is working on:

Connect with Ray on www.rayhigdon.com and get fresh, new content every week. Or listen to his Home Business Profits podcast.

Check out Ray’s Workshop on Overcoming Fear and Procrastination. 

Ray’s Major Takeaways:

“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”

“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”

“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”

 

 

Shem Carlson, Prospecting, TSE Podcast

TSE 081: Case Study “How To Deal with People Who Are Too Nice To Say No!”

Shem Carlson, Prospecting, TSE Podcast

During this episode I had the honor of having one of my listeners and great friend, Shem Carlson on the show. Shem is an Account Manager for Hibu formerly “Yellowbook”. He is currently finding great success selling media advertising for small businesses.

Now, back in episode 6 Shem asked a question on how to deal with buyers who are too nice to tell you they are not interested. Shem was new to sales at the time and found himself dealing with a lot of these undecided buyers, who ultimately was wasting his time. I shared with him a principle that completely revolutionized the way I sold, when I faced similar challenges.

Since then, Shem has applied what I taught him and has seen a tremndous difference. This episode is our discussion about his story and how it can help others.

Here are some of the major take-ways from our discussion:

  • Offer the prospect an out by doing an upfront contract
    • Tell them “If you recognize this is not a fit, are you willing to tell me so?”
    • Then say, “If I recognize this is not a fit, is it okay if I tell you so?
  • To practice the upfront contract, do it over and over in front of the mirror so that it becomes easy to say/do in front of a buyer.
  • Always seek to challenge yourself as a seller. Don’t be afraid of doing uncomfortable things.

If you want to listen to the episode 6 where his question was first asked, check it out here.

Stay In Contact with Shem:

shemcarlson@gmail.com

TSE 037: Selling As An Entrepreneur with John Lee Dumas

John Lee DumasEntrepreneurs, get ready to ignite! During this episode I was able to interview Mr. John Lee Dumas! The man behind “Entrepreneur on Fire”! John’s podcast is a top ranked, 7-day a week business podcast, focused on inspiring entrepreneurs.

Some of John’s guests includes, Seth Godin, Gary Vaynerchuk, Barbara Corcoran, Tim Ferriss, Chris Brogan and over 500 inspiring Entrepreneurs.

Here are some of the questions/take aways I got from John during this episode.

Why are so many entrepreneurs afraid of selling? 

One of the major reasons why entrepreneurs dislike selling is the fact that they are fearful of rejections. To overcome that you must just launch and DO SOMETHING! Another way to overcome this fear of rejection is to get a mentor or be part of a mastermind group.

What does an entrepreneur do when your business grows greater than your ability to do it alone? 

John recommends that anyone in this situation reads Chris Decker’s recently released book Virtual Freedom. You can increase the value of your time and grow your business even faster by hiring others who can take care of minimal tasks for you.

How do you know at what point to price your product? 

There is no set answer to the ideal pricing of your product. John recommends that individuals focus on value and base the price on that, not merely on the hours spent offering that product or service.

John major take away is to JUST START!

John also recommend’s that listeners check theses two books: The Slight Edge & The Compound Effect.

FireNationElite

Entrepreneur on Fire (EOFire.com)

Podcaster Paradise

MUSIC PROVIDED BY FREESFX

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