Tag Archives for " Growth "

Stacey Hanke, Donald Kelly, The Sales Evangelist Podcast

TSE 1006: Immediate Steps You Can Take To Begin Growing Your Influence

Stacey Hanke, Donald Kelly, The Sales Evangelist PodcastIn today’s episode of The Sales Evangelist, we discuss the immediate steps you can take to begin growing your influence.  Whether you are in sales or not, everyone, at one time or another, needs to increase their influence.

I’m reminded of a coworker of mine who really knew how to connect with people. Tom had that ability to influence others.

He just understood people and prospects and he knew how to speak to them. He could point out potential problems before they became problems. As such, when he spoke, his clients listened. He was respected.

My guest today, Stacey Hanke, is here to talk about how we, like Tom, can grow our influence. [00:01]

Stacey is the author of two books, a Certified Speaking Professional, and CEO of StaceyHanke, Inc.

Stacey and her team work with directors, to C-Suite, and with sales professionals to make them more aware of the level of influence they really have versus they level of influence they believe they have. They accomplish this with keynotes, with mentoring, and through workshops.

They increase awareness by giving practical how-to advice so their clients know how to use both verbal and non-verbal methods of influence every day of the week. [03:25]

Influence: What it is and what it isn’t

Stacey has worked with a lot of individuals and organizations over the past 16 years. And though she sees it happen quite often, Stacey believes that influence is not something that you should turn on and off.

For example, you’ve got a high stakes phone conversation, meeting or sales pitch and you decide to ‘turn it on.’

There’s nothing authentic about that. There’s no integrity to it. [04:46]

Influence is when your verbal and non-verbal communication remain consistent at all times and in all situations. It is congruent with your priorities and purposes.

Influence is having the ability to move people to take action long after the interaction has occurred.

It takes discipline and hard work. It is hard because we often get caught up with worrying about how we are perceived. Will they like me? Am I going to say the right thing?

Switch your thinking. What is important to my client? What is their experience with the topic? Why is this conversation happening?

To really drive home the value of your product or your service – whatever you’re trying to influence the person to act on – it first has to resonate with the client. [05:36]

So, be genuine.

Stacey recently helped a client to realize that he was putting more time into marketing materials and PowerPoint slides than into the actual delivery of the product. It is not the experience his clients were looking for. [06:46]

Feedback: Why you need it.

As a sales rep, one of the first steps to increase your influence is to ask for real feedback. You have to plan for it and ask for it.

Ask someone who you can count on to tell you the truth to listen to you as you practice. Ask them to listen, pay attention and give you feedback. When you can prepare in this way, the person providing the feedback is more likely to be direct and constructive with their comments.

We don’t need to be told how great we are.

We have to figure out our weaknesses in order to grow. It takes discipline to handle feedback and even more discipline to act on it. Don’t sabotage yourself by asking a subordinate or someone who is likely to tell you what you want to hear, instead of what you need to hear.

Put your pride aside. Strive for honest answers. [07:39]

Stacey has encountered many in her workshops who are hesitant to pursue feedback. She attributes this to the stigma that surrounds feedback as meaning you’ve done something wrong.

Feedback instead means that you are already doing well. You wouldn’t be in the position you are in if you didn’t know what you were doing. Feedback provides opportunity to become even better. It encourages constant growth. [09:41]

Leadership

In a study conducted by Joseph Folkman of over 51,000 leaders, it was realized that leaders who frequently ask for feedback rank in the top 86% for leadership effectiveness. On the other hand, leaders who rank in the bottom 15% for leadership effectiveness are in the bottom 10% when it comes to asking for feedback. [10:20]

So how does this translate to working with a prospect?

Stacey reaches out to her clients every three or six months to find out what has been working for them during that time. She frequently asks her clients why they continue to work with her team. What keeps them coming back?

Then she flips the coin. What can her team do to make things easier? How can they provide more value on a long-term basis?  This allows the client to tell you how best to upsell them by letting you know what other services they might want or need.

Your clients can disappear at any point but if you deliver the value that you promise and you truly care about your clients, then the ability to upsell based on their feedback provides a service to them. [11:31]

Being influential is not the same as being manipulative. The more you practice asking for, setting up, receiving, and dealing with feedback, the more you’ll start to crave it.

It sounds crazy but sometimes the feedback is completely different from how you felt during the conversation or how you thought you came across.

Sometimes feedback can be harsh.

But the toughest feedback often comes during periods of growth or transition. You might hate it at the time but it will help you grow. [13:42]

Get comfortable with becoming uncomfortable

Feedback can be hard to embrace if it requires a change that takes us out of our comfort zone.  Make feedback common practice. You can apply it to everything in life. The more uncomfortable you get, the faster you grow.

Once you get over the hurdles, once you stop hitting your knees every time, you will start to see improvement.

Staying in our comfort zone only makes us lazy. Resting on our laurels or believing that we already know everything comes across in our performance.

When you are feeling strong and landing deals, Stacey says that is the time to feel uncomfortable. Work hard even when times aren’t tough.

Imagine going to the gym only when you want to lose weight. It isn’t going to last. It is too painful.

Instead, be consistent to get consistent results. [17:09]

Talk to your clients like you would talk to a friend. They don’t need somebody pushing a product down their throat. They want someone who is trying to meet their needs so ask how you can do that for them.

  • What is the best way to communicate with them?
  • How frequently do they want to hear from you?
  • When can you call or email them next?

To have more influence from a personal standpoint, try seeing yourself as your audience does.

Record yourself on your phone. The level of awareness that develops from observing your own verbal and non-verbal cues can be truly eye-opening.

Everything about our behavior translates into the experience that people have with us. Influence doesn’t happen during the conversation. It happens after the fact. Focus on your thoughts. [20:26]

No eyes? No talk.

Focus your eyes on a single point and practice as if you are speaking to individuals there.

When you focus your eyes, you become focused in your thoughts.  When you lose focus on the point, you will find that you also lose your train of thought.

Make every interaction purposeful.

When you are trying to connect with someone, only speak to them when you can see their eyes. Make it a meaningful conversation.

Anytime you need to look away, stop talking. It creates trust. Without trust, nothing else matters.

You save time when you stay focused and speak less. [22:30]

Many of us forget that the people we are trying to influence may not be as excited about our years of experience or about our product as we are. If you only have two or five minutes with a client, think about how to provide the greatest value in the shortest time.

Make it memorable for them. They don’t have to say ‘yes’ today but you can increase their interest today. Let them know how to reach you tomorrow. [24:31]

Consistency

If you want to use social media to increase your influence, be sure to be consistent among the platforms.

Stacey cites the common problem of using cellphones to send emails, namely, that disclaimer at the bottom to ‘please forgive any grammatical errors.’ Why would you ask a potential client to do that?

Influence comes through with everything we do.

Be sure your messages are consistent. Don’t bash other companies. Remember that your tone of voice does not convey to the written word. Avoid the risk of coming across as unprofessional.

Think before you post.

“Immediate Steps you can Take to Begin Growing your Influence” episode resources

Connect with Stacey and check out her available resources at staceyhankeinc.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.

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Juston Hartzman, Needles, Donald Kelly, Robo Agency,

TSE 978: From funding to exits: How to grow a business ripe for acquisition

Juston Hartzman, Needles, Donald Kelly, Robo Agency,On today’s episode of The Sales Evangelist, we’ll talk to serial entrepreneur Justin Hartzman about how we can grow a business and why we should do it with the possibility of an acquisition in mind.

Justin is the CEO and co-founder of Needls.com, the Internet’s first RoboAgency. It is the easiest and most effective way for small businesses to advertise online and bring in more sales.

By answering just six questions, Needls.com knows who you are, who you want to sell to, and what you want to sell. It can create 50-500 ads in real time, deliver them to the network, and show them to your ideal customer. 

The bottom line of any business

Some of us seek the independence that comes from being our own boss while others desire flexibility and creative freedom or want to achieve a sense of personal fulfillment. [1:59]

The bottom line of starting any business though, as Justin explains, is to earn the financial freedom to live our lives the way we want. A successful business puts more money in our pockets and allows us the time to enjoy it.

Trying to start a new business, however, is tricky. While there are more people now looking for opportunities to fund, there are also more people competing for those funds.

The common approach is to build the product first. Then you find the money to produce the product next and then sell the product. Justin recommends the complete opposite approach.

If you sell it, they will come.

Sales are always first.

Find out if people want your product and if they do – sell it to them.  

With the sales lined up and letters of intent in your hand, it becomes much easier to find people to fund your product. [3:19]

For example, Justin’s fiance’ told him that a friend on Facebook was looking for someone to build an iOS app. When that need for an app turned into an immediate $60,000 contract, the light bulb turned on and Needls.com was born.

People always have questions and they will always ask other for answers. Justin and his team created a software program to scan their Facebook feeds for specific words that could lead to other sales. [4:32] They soon realized a 300% increase in their business.

Those sales gave them the funds they needed to takeNeedls.com where it is today.

Planning for acquisition

Ignore those instances when a fledgling business did well and was acquired without planning for it because those are few and far between.

Instead, Justin firmly believes that you need to be organized and to plan for an eventual acquisition from Day One. [8:02]

Have your data in order from the start because trying to organize it later is not only time-consuming but expensive. Instead, be sure you are incorporated correctly and have a handle on your finances.

Build the processes you need and scale your business at the proper cadence. Make sure your books and contracts are in order, your IP is buttoned up and all the proper NDAs are in place.

Simply put: Expect to be successful and plan accordingly.  

Attract acquisition offers

Justin’s success has come from partnering with other businesses who can help him as he helps them. [9:01] 

It all comes back to sales. Sell yourself first.

Make yourself useful. Find partners who will benefit from what you have to offer and take advantage of the networking opportunities, learning experiences, and industry insight they provide in return.

Then when an acquisition situation arises, you are in place and you are ready.

“Grow a Business Ripe for Acquisition” episode resources

Justin truly believes that making oneself useful to others is the key to success and, as such, he is always happy to chat or answer your questions. He can be reached at JH@needls.com or you can find him on LinkedIn.   

He is also offering 35% off his entire platform for a year via needls.com/salesevan and his team is on standby to answer questions and to help you make the most of it.

Check out our previous episode about why buying your competition might be a good option for your company.

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 salesevangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM. It works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

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

TSE Hustler’s League

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. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

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, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Curtis Rapp, Donald Kelly, Sales Mindset, Sales from the Street

TSE 674: Sales From The Street-“Change Your Mindset”

Donald Kelly, Sales from the Street, Curtis Rapp, Mindset

A quick question – where are your thoughts focused on right now?

Your thoughts are very powerful, they can actually either spell success or failure in your life.

It’s your choice.

Today, we have Curtis Rapp, a professional seller and an award-winning speaker. His current passion revolves around cultivating growth mindset by learning and teaching principles that foster growth in all areas of life.

Here are the highlights of my conversation with Curtis:

Challenges Curtis has faced throughout his career:

  • Work ethic – putting things in the right sequence
  • Curtis found himself in a bad spot where he was down on himself and not having the results he wanted.
  • Not having faith and confidence in himself resulting in being weak on the phone

Strategies to change your mindset:

1. Dedicate yourself to learning.

Work with mentors. Listen to podcasts. Read books. Stop thinking you know everything.  

2. Be present in the moment.

Focus on your task at hand. Overthinking leads to distraction.

3. Be aware of where you are right now.

Figure out how you can develop that once you know where you’re at.

4. Start journaling.

Put your thoughts down on paper to be in tune of where you are.

Things you can write in your journal:

  • Write down three things you’re grateful for.
  • Write down your goals in the morning.
  • At the end of the day, write more things you’re grateful.
  • Write down some sort of results review – what worked today, what was the win, what was the area for improvement.

5. Be a student.

Be a student of meditation. Be a student of writing SMART goals. Be a student of not focusing on you.

6. Shift your mindset looking from a place of abundance.

The Power of Gratitude – Channeling Negative Energy into Positivity

  • Instead of focusing on things you didn’t like, shift that focus into things you like.
  • What you think about and where you put your intention on is going to show up more in your life.
  • Focus on gratitude. Instead of focusing on the gap between “I hate…” and bringing gratitude into your life daily.
  • Be grateful for even the smallest things in your life. It makes a ton of difference!

Results Curtis experienced from overcoming these challenges:

Curtis has found his purpose and he now feels he has connected with what he needed to do. This has given him the courage, the energy, and the fuel to just get out there and go after it.

Curtis’ Major Takeaway:

Be aware. Be aware of your thoughts and emotions. Take a second to interrupt what normally happens and just check in with yourself. Then ask yourself how did that go? Or how do you feel about that? What are you thinking about based on this? Once you have awareness, you can start to address things if you need to.

Episode Resources:

Get connected with Curtis Rapp on Instagram or check out his website on www.CurtisRapp.com.

Curtis has a free gift for you all. He is making a course about changing the words you speak and changing the outcomes you get. Use this to influence your thinking especially if you’re looking to improve your self-belief or self-confidence. Curtis shares some techniques that learned from his mentors and he actually applied and has gotten great results from them. Check out www.curtisrapp.com/tse.

Mindset by Carol Dweck

Unbeatable Mind by Mark Divine

Check out our Facebook Group, The Sales Evangelizers

Join the TSE Hustler’s League.

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

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

Karl Sakas, Donald Kelly, Mad Man, Best Sales Podcast

TSE 563: Eliminating Growing Pains Through Operations, Strategy And Leadership Advice

 

Growing pains are tough but what if you had a way to eliminate those through operations, strategy, and leadership advice?

Karl Sakas is the President and Founder of Sakas and Company and today, he shares with us some great insights into making your company more effective through eliminating growing pains, things which you can apply to your own sales and marketing.

Some of Karl’s clients have compared him to being the business consultant of Don Draper in the series Mad Men. That said, Karl is a business consultant and coach to owners of marketing agencies around the world. He helps people use systems and process to overcome human nature.

Here are the highlights of my conversation with Karl:

Issues that cause growing pains:

  • Being too good at sales but no people to fulfill the work
  • You can have too much work coming in and you may not have people to fulfill it and this creates a problem.

“Prepare for the expected so you can improvise the unexpected.”

Have a list of sales exclusions in your scope document. Hear all the things you’ve talked about as possible and then once you start negotiating on the price, have a list of those things that the client wants to exclude and include them in your official contract and documentation so they’ve signed off to those exclusions to prevent headaches in the later part of the process.

Strategies to eliminate growing pains:

  1. Define your ideal qualified prospect.

Sort out who is ideal for you based on the following considerations:

  • Who has the money to hire you
  • Who are the people you like working with
  • Who needs your help and who wants your help

Once you’ve identified your ideal clients, do a “fast failure” on them. If someone is not a good fit, refer them elsewhere then move on. Don’t waste your time with people who are not a good match for you.

  1. Follow a process.

Without following a process, you end up getting into a leadership stage without realizing that your clients were not a good fit. For instance, you didn’t talk about the budget and then you’ve already sent a contract and they admit they don’t have the money or you’re probably talking with clients who really had no intention to buy.

The idea of the process is that you’re not moving forward until they’ve proven certain things about them.

  1. Do a pre-intake survey.

Before going on the phone with anyone, you want to be fairly certain that they are likely a good match. The goal is to sort out those who fit your services.

A pre-intake survey is a survey (using SurveyMonkey or Google Forms) Karl uses to elicit information based on these five questions:

  • What is your contact information?
  • Why did you start your business?
  • Are you leaning towards running a lifestyle or a high-growth business?
  • If you could wave the magic wand, what’s different a year from now or five years from now?
  • What questions do you have for me? And if you’ve worked with another coach before, what do you like and not like about the relationship?

People can fill out this form in ten minutes. Based on the responses, Karl is usually 80% certain about whether it’s a match or not.

When to implement this:

Once you’ve sorted out that they sound like a baseline match and they’ve already seen your price, set up a call. In that process, ask them to fill out your pre-intake survey in order for you to dive in deeper during your call.

Benefits of the pre-intake survey:

Frame it to them that this is a part of your process so this gives people a sense of how organized you are and how you have processes for things.

If someone doesn’t fill out the survey, it’s a sign that it’s not a good fit. So this is a way of qualifying your prospects.

Applying Improv Skills to Your Business

Prepare for the expected so you can improvise the unexpected. Karl too improv comedy classes which he found really helpful in learning how to improvise that significantly helped at business. If you’re not great at it already, sign up for an improv comedy class.

One of you can learn from improv that you can translate to sales is the ability to pay attention to other people around you. Because if you only think about what you want to say, you’re not paying attention to what your prospect needs.

Karl’s Major Takeaway:

Again, prepare for the expected so you can improvise the unexpected. It bears repeating!

About Karl’s book, Made to Lead: A Pocket Guide to Managing Marketing & Creative Teams

This book is great for people currently managing others and who want to manage others. If you’re an employee and have a terrible boss, leave a copy at their door.

Karl is giving a signed copy of the book. To get a chance to win this, simply go to our Facebook group, The Sales Evangelizers, and simply post this:

“Donald and Karl, I want the book!”

Episode Resources:

Connect with Karl on www.sakasandcompany.com

Karl’s recommended resources:

The Sales Development Playbook by Trish Bertuzzi

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

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

Donald Kelly, The Sales Evangelist Podcast

TSE 537: Email Outreach Won’t Work If You Don’t

Donald Kelly, The Sales Evangelist PodcastA quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to.

I want to say that although email outreach is the most common form of prospecting that salespeople do, many still tend to overlook them. You can’t just wing it, right? It’s a matter of doing things right – what to send, when to send, and who to send it to. Then the results may just blow you away!

So I’ve outlined some key basic things for you to munch on before you even click on that ‘Send’ button:

  1. Make it more concise.

If you hate receiving long emails (like I do) then don’t expect your clients to read a very long winding email from you as well. Keep it simple. Be as straight to the point as possible.

  1. Send emails to your targeted market.

Target the people you’re sending it to. Don’t do your email approach like you’re throwing spaghetti at a wall hoping it sticks. Make sure you have a targeted list. Make sure it’s simple yet provoking.

  1. Make dedicated time to prospect.

Focus on the one thing that’s going to drive your business to the next level. What is that one thing that’s going to drive your business to the next level? Make sure you’re utilizing your time during the day to focus on your prospects. Put on your calendar when you’re going to do it. Set apart a certain day to do prospecting.

  1. Set the time that your emails are going to be sent.

Utilize tools like Boomerang or Hubspot that allow you to delay the sending of your email. The best times would be early morning or late evening when they’re less distracted. There are also specific days that have been found to be the greatest days to send emails like Tuesdays through Thursdays.

  1. Make your email personalized.

Granted that the content of your email contains the same information because you’re reaching to the same types of people, find a way to personalize the email. Make sure you’re truthful. Focus on the main things that would jump out to your prospect. One strategy is to utilize the stuff they have. Take whatever content they have, apply them, and as you see some result, send them a quick message about it.

  1. Reach out through social media.

Reach out to your prospects via social media so when you send that first email, you’ve already sort of warned them up.

  1. Make sure you have a Call-to-Action.

Have a clear next step that you want them to do like check out a link or listen to a particular episode, anything that is focused on them.

  1. Rinse and repeat.

Again, you can take that same email to be sent to another prospect but make sure you customize it. The body of the content may be the same, but the way you address them or speak to them is different.

Episode Resources:

The ONE Thing by Jay Papasan and Gary Keller

Boomerang

Hubspot

Check out Adam Conner’s To Dare is Human Podcast

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

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

TSE 453: How To Create A Seven Figure Automated Income Stream From Scratch

Daryl Urbanski, Donald Kelly, 7-Figure Income, The Sales Evangelist Podcast Do you find that your website is just sitting and not making any good money? In our world of social selling today, you’ve got to have some strategies and systems in place to get your ball rolling.

Today, my guest How To Create A Seven Figure Automated Income Stream From Scratch is giving us behind-the-scene strategies to help you build the 7-figure funnels. Daryl Urbanski is a bestselling author, teacher, and entrepreneur. He helps businesses with websites get customers and keep them as long as possible.

Here are the highlights of my conversation with Daryl:

How to get you started:

  1. Blank units x blank price = $1 million

It can be easier to reach your financial goals if you sell at a higher price. Going the cheapest is the wrong way to think about it.

  1. Think about how you can scale your business right from the get go.

Think of your business in terms of how to do it 10,000x. How do you handle 10k customers? By what means do you handle 10k leads? How do you handle delivering for 10k orders?

The “Oprah Effect”

This is when a team is sent to audit companies before even brought on Oprah. That whatever Oprah says, people will buy. So if she says something about your business and the next day you’ll get a thousand phone calls.

Now how can you handle this if you’re only used to getting 5 phone calls? This could kill your business. So you have to think of how you can scale your business right from the get go.

The solution: Have a process.

Think of systems, processes, and SOP’s like tools such as auto-responders to pre-plan stuff where you do it only once and it can get sent to thousands of people.

  1. Get paid media to work.

Branding is not marketing. Branding is getting dressed in the morning and putting on nice clothes. It is the look and feel of your business. It’s your reputation with someone. It is not marketing. Marketing is about making offers. Implement this difficult stuff and you will receive payment to advertise work.

How can you find your own message:

  1. Trial by fire

You have to be able to appeal to their own self-interest and their greed. Set up a landing page which you can test super quick. Get an ad that works and then you can use that in all other place.

  1. Go spend some money.

You’re going to lose some money, but you’re going to learn and buy data. You need to buy the data. Make a budget for it.

Jim Rohn’s 70-10-10-10 Finance Management Plan for Getting Rich:

  • 70% – live off of what you make
  • 10% – active capital
  • 10% – passive capital

and

  • 10% – savings

Daryl’s Major Takeaway:

Money is not everything. Have the 24-hour a day that you can live and get your routine down. Don’t live in the future. Be happy right now. Have a daily and weekly ritual where you also get out with nature. Live your life that covers your bases. Take care of yourself.

Episode Resources:

Connect with Daryl Urbanski on www.bestbusinesscoach.ca or on social media. Check out his podcast, The Best Business Podcast

www.staff.com

www.kiva.org

Predictable Revenue by Aaron Ross

From Impossible to Inevitable by Aaron Ross

The ONE Thing by Gary Keller

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.

Prospecting, Sales Growth, Building Business, Donald Kelly, The Sales Evangelist Podcast

TSE 314: Sales From The Street-“Prospect Right”

Prospecting, Sales Growth, Building Business, Donald Kelly, The Sales Evangelist PodcastHaving trouble connecting with like-minded people? Or are you struggling with getting new prospects? We’ll talk about that today as we bring Kurtis Tucker on the show. Kurtis talks about having this exact challenge and how he finally overcame it. Learn from his experience and most importantly, try to apply these strategies to your own sales process.

Kurtis Tucker is involved with Principal Financial Group where he recruits, trains, and helps individuals get started in the financial servicing business as well as in the business owner marketplace.

Here are the highlights of my conversation with Kurtis:

Kurtis’s major challenges:

Finding individuals with the entrepreneurial spirit that want to be connected to a substantial and significant company as their backup and willing to go out there and sell to business owners

Strategies Kurtis has done to overcome his challenges that you can apply too:

  1. Networking

Get involved with chambers of commerce. Meet salespeople of all sorts that could qualify for what you’re trying to accomplish. Meet people who could become centers of influence. When you go to a networking event, pick up at least 5 new relationships. Call them and set up a one-on-one meeting over coffee and have a brief 20-minute chat to get to know and see if you can help each other. If not, they’re most likely to give you referrals.

  1. Bring value

Provide value and they will provide value back.

  1. Use LinkedIn

Look people up on LinkedIn that you can possibly meet up with locally. Send them a note and ask them if you can get together for a cup coffee and chat.

Kurtis’ Major Takeaway:

You have to have your mind and your heart fully dedicated to making things work. It requires tremendous dedication and the desire to help others. At the end of the day, the price is in your heart and in your mind and if you can pay that price, you’re going to be successful in sales.

Episode Resources:

Connect with Kurtis by giving him a call at 561-345-5386 or send him an email at tucker.kurtis@principal.com.

The Go-Giver by Bob Burg

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The Sales Evangelist, Donald Kelly, Donald C. Kelly