Tag Archives for " Hardwork "

Determination, Passion, Sales Success; Donald Kelly

TSE 532: What’s More Important To Succeed In Sales? Determination or Passion?

Determination, Passion, Sales Success; Donald KellyDetermination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of them?

A healthy combination of both

Passion is defined as a strong emotion while determination is a process of establishing something by calculation or research. Personally, I believe a healthy combination of the two is required for you to succeed in sales.

Passion without Determination

Passion is your desire for something. And so let’s say you want to do something that you’re passionate about. But, if you don’t have the determination or a sense of work ethic behind it, nothing happens. While passion is your emotion, determination ties back to action. Determination is the work ethic side of things. Hence, there has to be a combination of both.

Determination without Passion

What happens when you have determination in something you don’t have a passion for? I had a personal experience of this where I wasn’t really passionate about the product but I was so determined to sell it. Since I didn’t have passion in the product, I didn’t last too long working with the company. Hence, without passion, you won’t have the drive for it.

Passion + Determination = SUCCESS

If you’re able to combine passion and determination in your work and you’re consistent in doing it, then you’re going to have a much better chance of being successful. Without one or the other, either one could die out so quickly.

Your Call-to-Action:

Examine yourself to see where you fall into place. Do you have passion? Do you have the determination?

Strategies for finding passion in your product:

  • What can you do to find passion in your product?
  • Try to see what impact it can bring to someone’s life. What impact does the product have in your life when you use that product?
  • Read client testimonials or chat with your clients about your product to help you gain that passion.

Strategies for getting that determination:

  • Get an accountability partner, join a mastermind group, or get a coach to help keep you accountable.
  • Set that goal then put a process or plan in place.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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Success, Working Hard, Fred Diamond, Donald Kelly

TSE 531: What Are You Willing To Do To Be Successful In Sales?

Success, Working Hard, Fred Diamond, Donald Kelly One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about you? What are you really, truly, willing to do?

Today’s guest, Fred Diamond, shares with us how you can think out of the box to get your deals closed. Fred is the co-founder of Institute for Excellence in Sales (IES), an educational platform that promotes best practices, business excellence, and thought leadership through sales training.

Here are the highlights of my conversation with Fred:

Word of the Year for Fred: WILLINGNESS

What are you truly willing to do to achieve what you’re committed to do?

What are you willing to give up?

There’s a huge difference between commitment and your willingness to really do it.

Strategies to Focus on Your Willingness:

  1. If what you’re doing isn’t working anymore, do what needs to be done and adapt to changes.

Most customers have remote offices now. Think about being present on social media as well as get familiarized with technology and apps that can help you improve your sales.

  1. Think about how you can be different.

How can you be different now that the customers are in charge.

  1. Know your customer’s business.

How can you add value to your customer’s business? It’s not just offering your solutions to your customers, but be willing to be there for them.

  1. Understand your customer’s challenges.

Understand whether customers are really going to buy. Don’t think that just because they click on a link, they’re already going to buy. There needs to be much thought and energy that you need to put into solving your customer’s challenges.

  1. Be willing to do things that may be uncomfortable for you.

Some prospects take calls on weekends or Sundays, are you willing to call them?

  1. Focus on prospecting.

Leverage social media to understand your prospects and their challenges. Prospecting the right way is valuable.

The Principle of 58 and 2

There is a greater chance to get into somebody if you get to them 58 minutes after the hour or 2 minutes after the hour.

Fred’s Major Takeaway:

Selling is not just a charisma or about trying to convince someone to buy. The lifeblood of customer success is the ability to sell. Put yourself ahead of the curve to learn and tap into resources to get better and you can get better. Read. Listen to podcasts. Treat sales as a profession and it’s one of the most rewarding professions ever.

Episode Resources:

Connect with Fred Diamond on Twitter @iesbd or send him an email at fdiamond@i4esbd.org or call him at 703-628-6910.

Check out Fred Diamond’s blog on KiteDesk.

Coaching Salespeople into Sales Champions by Keith Rosen

The Ultimate Secret to Getting Absolutely Everything You Want by Mike Hernacki

High Profit Prospecting by Mark Hunter

Selling with Noble Purpose by Lisa Earle McLeod

Leading with Noble Purpose by Lisa Earle McLeod


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.

Carolin Soldo, Donald Kelly, The Sales Evangelist Podcast, Business Coach

TSE 524: Sales From The Street-“Started The From Bottom, Now We’re Here!”

Carolin Soldo, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Carolin Soldo, a business coach who works with women, specifically, who are very passionate, highly skilled, and with the desire to bring their passions to the world.

Along with her husband, Carolin immigrated from Germany into the the United States initially working as a telemarketer and her husband as a machinist. With zero business background, she and her husband put up a business literally from scratch. Fast-forward to now, their business has grown to making $3 million in revenue in 2016 with 14 employees.

Major Health Transformation

Meanwhile, Carolin was in the financial services space but she was no longer feeling the drive and started to grow overweight over time. Then a major health transformation happened. She shed off 80 pounds in over a year and decided to really change her entire life as we as her family’s. Hence, the birth of her passion for health.

Out of the Corporate Grind

She then started to become a health coach on the side until she finally took the leap to do coaching full time. Over two years ago, she pivoted her way into becoming a business coach where she now works with women in various fields of their coaching career.

Here are the highlights of my conversation with Carolin:

Strategies in creating a business with zero background:

  1. Ask experts.
  2. Google things.
  3. Figure things out

Some insights drawn from Carolin’s inspiring story:

  1. You have to learn to do things with fear.

People often don’t take action on their dreams and it’s all because of fear.

  1. Be passion-driven and purpose-driven.

Use your passion and purpose to fuel yourself to do things with fear.

  1. Take your fear and make it work for you.

Turn your negative energy into positive energy. Always think about the impact you can make and how people can learn and grow from it.

The best ways to acquire new business:

  1. Bring your business online.

Use social media advertising as well as traditional online advertising.

  1. Create webinars and automate them.

Target your webinars to people using social media. These people will then be added to your email list. This leads to them booking calls.

  1. Use the calls as an opportunity to enroll a new client.

The more sales calls you have in your business, the better you’re going to do. Sales calls are the lifeblood of a coaching business.

  1. Use analytics.

Pay attention to the statistics to help you improve your funnel, tweak it, fine tune it, and optimize it.

Reasons for failure of converting leads:

  1. Syntax: When you wing a call

There are certain sections in a sales call that you want to hit (rapport building, exploring their pain, etc). Master that syntax and then it’s all about you and the mindset.

  1. Confidence: Lack of belief in your products.

You always have to be certain. Believe in your product and that you can deliver results.

  1. Energy: Being clingy and desperate

No one wants to spend time with a clingy, convincing type of energy nor would they want people who are too interrogative, just checking off boxes and moving along with the script without even caring.

Strategies in asking for the high price:

  1. Re-frame what you’re pricing out.

Instead of pricing by the hour, price by the result. Look at the lifetime value of what you’re delivering. Look at the impact you can make to your clients.

  1. Focus on value.

Price wouldn’t really be an issue if you can let them see the value of what you can offer. Understand what you’re really doing for people and what their pain points are.

Carolin’s Major Takeaway:

Sales is fun! Restructure and reframe how you think about sales because sales calls are actually fun since you’re making new connections every single day. Most importantly, you’re opening the door for people to change their lives with your product. Rewire your mind and get excited in the morning. Then the right people will show up. Sales is really being of service to the world.

Episode Resources:

Connect with Carolin on www.CarolinSoldo.com or on Facebook. Sign up for her brand new seminar, The 5-Step Strategy I Used to Build My Coaching Business Online and Go From Unknown to 6+ Figures in Less than 12 Months, just go to www.CarolinSoldo.com/passion.

Check out Carolin’s yearly event From Passion to Profits Live

The Alchemist by Paulo Coelho

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. 3gxzdwmm

Stephanie is the President, Donald Kelly, The Sales Evangelist, Best Sales

TSE 464: Sales From The Street-“I Changed My Sales Game”

Stephany Stephanie, Donald Kelly, The Sales Evangelist, Best Sales Podcast Learn how to change your sales game through “soulful selling,” which is something our guest today, Dr. Stephanie Burroughs, has done to reach the level of success that she has attained right now.

Stephanie is the President of Stephanie Speaking. She is an inspirational speaker, trainer, and she does a number of digital programs, whether live or webinars. She also is a business navigator who specializes in helping business owners and marketers sell to the government. They take advantage of the various procurement programs for the government as well as for corporations and public agencies. Stephanie is author of the book, Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings.

Here are the highlights of my conversation with Stephanie:

Stephanie’s major challenge in her business:

Building business relationships

How Stephanie overcame this challenge:

  1. Underline the benefits.

Stephanie provided her prospects with documents, statistics, metrics, and most importantly, the benefits.

  1. Be patient and hone in on the emotions.

A sale doesn’t mean it’s going to happen immediately. Hone in on the emotion of the customer since people buy things based on emotions.

  1. Provide value.

Share how your products or services can help them overcome their challenge. This will leave them feeling that they can do this and it really wasn’t that big of a deal. Someone just needs to navigate them. Their confidence will increase. 

How to build value even though your prospects are not ready to buy just yet:

  1. Continue to stay in touch.

They may not be ready right now but eventually, they will be ready to buy. Stay visible to people whether you go to events or you give free gifts.

  1. Learn the GRIT Factor.

Be Grounded, Resilient, Intentional, and Tenacious.

  1. Always over-deliver.

Stephanie coins this as “soulful selling.” Provide your prospect with all the information they need to help them make the right buying decision. People will be more inspired to take the time out to learn more about your business. Bring value to customers and keep them updated in what you’re doing.

  1. Practice social networking.

Do not shy away from social media. Don’t just be on social media but practice social networking.

Episode Resources:

Get a free gift from Stephanie by texting GRIT to 908-223-8616 and receive an awesome 7-day video series about tips for small business owners.

Connect with Stephanie on her website www.stephaniespeaking.com and check out her various programs.

Stephanie’s book Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings

Check out The Sales Evangelizers on Facebook or LinkedIn and join our group!

The ONE Thing by Gary Keller and Jay Papasan

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.