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Donald Kelly, The Sales Evangelist, Being Prepared

TSE 1107: Are You Ready and Prepared?

Donald Kelly, The Sales Evangelist, Being PreparedSellers who want to succeed must ask themselves a vitally important question: Are you ready and prepared to have a value-rich conversation?

I recently took a camping trip with my buddies to St. Louis, and though many of us were excited about the trip and we were ready to go, we realized that being prepared was something completely different.

Being ready for it suggests that you believe in your ability to get it done. Being prepared means having the proper equipment and gear to succeed.    

Sales pitch   

My friend Doug shared recently that many different sellers pitch his company. Though many of them are ready, most are not prepared. Sellers often feel excited about the sales pitch and the possibility that it could lead to great opportunities for their company. 

If, however, they arrive unprepared, they’ll be unable to identify the problem their prospects are facing. They won’t have any idea about how to solve the problem for the client. 

Imagine if my buddies and I were unprepared for our camping trip. If we don’t have enough food and water to sustain our group, and if we don’t have a way to communicate with the folks who are scheduled to pick us up, we could quickly find ourselves in the midst of a disaster. 

Understanding problems

Imagine I sell office furniture and I’m excited to pitch our new sofas and standing desks to my prospects. I must be ready and prepared to address the person’s business, how it operates, how it makes money, and the changes that exist within the industry. 

If my client is facing higher prices because of the trade war with China, I have to understand that business problem and then offer ways to solve it. It’s the same as going camping without enough drinking water. You’re going to land yourself in a tough situation, and ultimately, you’ll sound like every other sales rep. 

Be prepared

The same friend shared with me that he was working with a prospect when he discovered that he didn’t understand enough about the prospect’s industry.

He started by researching the people who were going to attend his upcoming meeting. He researched each person on LinkedIn so he was prepared to have good conversations. 

Next, he Googled the company’s history so the prospect wouldn’t have to educate him on it. And when the prospect asked him what he knew about the company, he was able to share the history.

He was also able to observe that many of the company’s employees changed position from one department or role to another. That helped him have more meaningful conversations about the changes the company was facing. 

His preparation set him apart from his competitors, many of whom show up expecting the prospect to provide this information for them.

Buying cycle 

These buyers come to the table with more understanding. They want to have meaningful conversations with companies that can solve their problems and offer great deals. 

If you find yourself being dismissed often, it’s likely that you didn’t provide a value-rich conversation. If your prospects frequently offer to “follow up with you,” you didn’t provide compelling reasons for the prospect to engage with your company. 

Competition

Go a step further and research your main competition. Who is your prospect working with now? Who have they done business with in the past? 

Uncover the difficulties that your competition has solving problems for your client. Then leverage that information to show how you can be the ideal solution. 

Sometimes companies are in contracts with vendors but if you can create reasonable doubt, you can help the prospect realize that the current partner isn’t the greatest fit. 

“Ready and Prepared” episode resources

  If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. 

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

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. 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.

Audio provided by Free SFX and Bensound.

Psychology, emails, prospecting, cold email

TSE 791: The Psychology Behind Sales Emails

The Sales Evangelist, Email, Prospecting, Ryan O'DonnellSending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place?  In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails.

We don’t have a crystal ball, and we can’t tell what our prospects are thinking, so we can’t skip the important steps of prospecting and research.

Creating a targeted approach to emails:

  • Use data to qualify or disqualify your existing prospects.
  • Divide existing prospects and customers into segments and use those segments to create targeted communication.
  • Use variety. Personalize some of your communication and automate others.
  • Be intentional. High-value clients might motivate you to personalize more than smaller clients.
  • Take note of effective emails that come to your inbox and employ the same strategies.
  • Don’t allow your emails to become monotonous.
  • Use each part of the email to drive the reader to the next sentence.

Different things motivate different people.

Sometimes a question in the subject line will work best. Other times, the company name or the recipient’s name will work.

Some people check email on Sundays to clean out their inboxes before the coming work week.

Track what works best so you can make your process more efficient. Streamlining your process will free up additional time, which will compound over the life of your career.

You’ll have more time to devote to other steps in the process.

Email mistakes to avoid:

  • Don’t send an email with Re:Re:Re:Re: because it has been sent back and forth so many times. Change the subject line.
  • Don’t use a deceptive subject line.
  • Don’t automate your emails to go out at the same time on the same day every week. It will become obvious that they are automated.

Episode resources

If you’re interested in learning to use email more effectively but you aren’t sure where to start, contact Ryan O’Donnell at ryan@replyify.com or ryan@sellhack.com. Ryan will provide you free access to one month’s worth of services to give you a jump-start on emailing.

When I was a seller like you, I initially didn’t have formal training. Once I got proper training, I discovered that it greatly improved my sales skills, and I wanted to share those principles.

The Sales Evangelist Hustlers League is a group coaching program designed to help sellers of all levels improve their sales skills and close more deals. We’d love to have you join us. Go to thesalesevangelist.com/hustlers for more details.

Bad Customers, Client Selection, Donald Kelly

TSE 557: When Should I NOT Bring on a Client?

How about cherry-picking customers to make sure you get the right actual ones? Today, I’m answering the question: When do you now NOT to bring on a client?

So here are some signs that you probably should not bring them on:

  1. They don’t have the money.

When I was first starting out in the software world, I was so afraid to tap into the big fish that I focused on the little guys. Then I realized it just gave me so much work. They didn’t have much money so they were more afraid of losing or messing up. That’s understandable because when you’re broke, you get scared, right? Hence, these kinds of customers are going to have issues on everything.

  1. You just don’t see yourself getting along well with them.

Many customers are nitpicky on so many different things. There is a difference between personalizing and helping a paying customer than a taking customer. In this business, your job is to generate revenue while helping people. Money is the lifeblood of any business. Seek for long-term relationships. Is it someone you can get along with and have a long term relationship with?

  1. They complain more than your average customers.

Look at the number of complaints or modifications before they even start with you. If this number exceeds the average customer has, then you have to keep your stats and let these people go.

  1. They’re giving you so much headache.

Always think about this long-term. Are they going to be more profitable in the long run? Or are they going to take more from your business than they’re actually bringing into your business? This applies to relationships as well.

Today’s Major Takeaway:

Seek clients that will be able to enrich your organization. Is this someone you like and can build a relationship with? How many complaints do they have? Do they have the budget and the money? Are they in for the longevity?

Episode Resources:

How to Win Friends and Influence People by Dale Carnegie

Join our Facebook group The Sales Evangelizers

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.

Glenn Hebert, Donald Kelly, The Sales Evangelist, Horse Radio Network

TSE 541: What Salespeople Can Learn From Theater To Close More Deals

Glenn Hebert, Donald Kelly, The Sales Evangelist, Horse Radio Network

Great sellers are great performers. You might not notice it but theater correlates with sales in more ways than one and my guest today, Glenn Hebert, is going to teach you several lessons he learned from theater which you can apply into your own sales process.

Glenn is the Founder of Horse Radio Network, a 9-year old company with over 6,300 podcast episodes released and over 7,000 guests interviewed, Glenn has grown his network tremendously with 13 shows now and 30 hosts.

Prior to hosting his podcasts, Glenn has a notable 15-year sales experience. Glenn also got into the theater world where he met his then girlfriend, now wife. They started their own acting company and had an amazing 10-year run with over 450 shows.

Lessons from Improv Training that Correlates to Sales:

  1. Listen.

Listen to be able to correlate with what their situation is and if you could help them in their situation. Always start with a question, like what their target market is, so if it’s not what you have then you know the conversation is over and so you should drop the company

  1. Never say no.

Never say no or negate somebody otherwise the conversation will already end.

  1. “Yes, and…”

This means you’re taking whatever the other person is saying and then you’re expanding that.

  1. Accept that you can’t please everybody.

As an artist, you’re there to entertain people but you won’t be able to please everybody. Not everyone is going to like you and that’s okay. You’re not for everybody. What you’re selling is not for everybody. Your opportunity for growth is 80% so focus on that and not on the 20% who are never going to buy from you.

Change that mindset of pleasing people to helping them. And again, not everyone is for you. If your product doesn’t work for them then you just have to drop it.

  1. Realize you have roles to put on.

It’s important to put on roles as you go out and perform. If you may fail in a certain role it doesn’t mean you fail as a person so you can’t get offended if people reject you right there and then. That’s the kind of mentality you want to put in when you go into sales mode.

How do you get “in the zone” ?

  • Walk around before you talk to anybody.
  • Talk to one or two current customers first to get you warmed up.
  • Think that instead of giving speeches/presentation, you’re giving a performance.
  • Get some kind of upbeat music or any song that helps you to get going.
  1. How you present depends on the size of your audience.

The bigger the audience, the less interaction. The smaller the audience, you need to perform less and get them involved more. Spend more time intimately with a smaller audience and less time on a big performance.

It’s the same with sales. A presentation in front of ten people is different than when you’re on one-on-one where you hope they do most of the talking.

  1. Spot the dark knight and the white knight.

Note that usually in a group of people, there is always that one person who talks negatively but is not the decision-maker. Make sure to find a way to get others involved. Try to get the decision makers to talk more.

  1. Don’t focus on you, focus on the buyer.

Focus your communication with others but pick out that one or two things that are the hot buttons for those other people and that’s what you focus on with the other people. Many salespeople though pick out 20 hot buttons. They have one or two problems they’re trying to fix while salespeople have a product that solves a hundred problems. And your clients don’t care about the other 98 because they only care about what’s going to make their life better. Focus on the only thing they care about.

  1. Have a presence.

Be good at what you do such that when you walk into a room, everybody knows you’re in charge and that you’re in command. But there’s a fine line between presence and cockiness. A lot of times, you don’t have to say a word.

  1. Come out with either a bang or silent passion.

You don’t have to start your presentation immediately. Command the room with silence before you start. Then when you start, you have to come out with either a bang or silent passion.

  1. Take your shyness and come out with silent passion.

First step to overcome your shyness is to look that part. Pay attention to your tonality as well. Take that shyness and come out with passion. Do it with an extreme amount of overabundant passion.

Glenn’s Major Takeaway:

LISTEN.

Episode Resources:

Get to know more about Glenn Hebert on Horse Radio Network.

Predictable Prospecting by Marylou Tyler

Need a speaking coach?  Check out my speaking coach Linda Yates

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, TSE Hustler's League

TSE 520: TSE Hustler’s League-“Perception is Reality”

Donald Kelly, TSE Hustler's LeagueFirst impressions last for most people. Therefore, you have to make sure you establish a great perception. But, how can you create a great perception with your prospects and the people you’re working with?

This is yet another great episode taken from one of the sessions of our online group coaching, the TSE Hustler’s League where we focus on a specific topic each week. This semester is all about building value.

How do you want to be perceived by your prospects?

This goes back to the concept of knowing who your ideal customers are. As you grow and evolve in your career, your customers may evolve as well into a more professional atmosphere. For instance, you may now be attracting customers who pay more.

What are the things you need to project on your platform so people can see it?

What are the most important things you can do to create that image of yourself which you want your customers to perceive you as?

Strategies to establish good perception with your clients:

  1. Make sure you look good.

Identify the places which people will see you (LinkedIn, Facebook, Twitter). These people are going to look for you and they’re going to see you. So make sure you have that great lasting impression. Consider your appearance and look professional. Your choice of color is a huge factor too as well as the style of hair you wear. Bottom line: Make sure you look good.

  1. Make sure you have a good breath.

Look good, smell good. Again, first impressions last a long time. You get one time to make a great first impression. Buyers will create a perception of you that’s going to last a long time. All of this will be based on the first FIRST impression you made. 

  1. Consider your branding.

Your branding is what people think about you when you’re not around. And YOU are the brand. In order to set that perception, you have to clearly understand the person that you are and what you want them to see you as. Be careful with what you post especially when making political statements. Otherwise, make a separate social media account that is solely for business purposes.

Episode Resources:

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

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

James Muri, Donald Kelly, The Perfect Close

TSE 513: How To Craft The Perfect Close Every Time

James Muri, Donald Kelly, The Perfect CloseThe CLOSE is one of the most interesting parts of the whole selling process. While most sellers highly anticipate this, it’s also one major area where people make several mistakes in. Our guest today, James Muir, shares with us how you can be more effective through making the perfect close every single time.

James Muir is the author of The Perfect Close: The Secret to Closing Sales – The Bestselling Practices and Techniques for Closing the Deal. James is a Corporate Trainer and Executive Coach who specializes in B2B complex sales, helping salespeople and B2B executives become as effective as they can be.

You may have heard a lot these concepts already but oftentimes, we don’t basically apply the things we know or we know we should be doing. So pay attention. Take notes. And most importantly, take action.
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Here are the highlights of my conversation with James:

Why another book on sales:

  • James discovered the need for a book about closing because he noticed many mistakes done by salespeople on closing sales.
  • People don’t ask for a sale at all or any commitment; in fact, in 50-90% of all sales encounters.
  • A problem of skill (not knowing how) and will (attitude) – The will problem is the most common reason people don’t ask.
  • There is so much dysfunctional selling out there and people are afraid of rejection.
  • 99% of closing methods being taught are manipulative.

Examples of a “manipulative” close:

  • Assumptive close
  • It’s when you try to push the customer faster than they’re ready for that they start to feel being manipulated.

Some Principles of the Perfect Close:

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  1. Figure out the two questions you’re going to ask near the end of the meeting that advances the sale to the next step.

The saying that “selling is everything you do” is not very actionable.

  1. Come in with the right intent.

Intent matters more than technique. Your voice and body languages are sending messages and all this is happening in the first few seconds. You have to come in with the right intent and your body will be sending all the right signals. Otherwise, your prospect will hold information from you and the process now becomes dysfunctional.

  1. Selling is serving.

Understand that each solution you sell helps another person so helping that person move towards that goal is an act of service. Don’t get so caught up in “what’s in it for you” that you tend to forget your goal of helping the client.

  1. Be a better coach and a better teacher.

Clients want a guide that’s going to help them through each little commitment that takes them to achieve their goal. It’s more than selling. It’s leadership. So be a better teacher and a better problem-solver.

  1. Move the sale forward in a little way.

This is taken from Neil Rackham’s concept of advance where you make little advances to create a momentum towards closing the sale. It involves several little “asks” on the way to the big “ask.” Spend time to figure out what are the little steps in your kind of sale that will lead up to your bigger sale.

  1. Have an ideal advance with a couple of alternatives.

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Closing variation #1: The Fallback

Use an alternative in the most natural way to fall back to another possible option. If they say it doesn’t make sense for them to x then you’re going to say, “Other clients this stage tend to do y. Does it make sense for you to do that?” By giving them a logical next step, you’re helping them through their buying process.

Closing variation #2: The Add On

Instead of you saying what’s the good next step, ask if there are any other logical steps you should be taking right now. This allows you to pace your advance at the rate that the client is ready for. Remember, it’s when you start to push them faster that they’d start to feel manipulated.

  1. Create agendas.

At the bottom of your agenda, put your next steps and that’s the moment you’re going to ask how your ideal advance is.

  1. At its core, the perfect close is not a closing question, but a timing question.

Asking for the timing leaves you on a much higher emotional ground than any of the other questions out there. Also, it allows you gauge how engaged they are in the process so this is perfect for pacing.

James’s Major Takeaway:

Intent matters more than technique. If people can see you’re genuinely trying to help them, they will let you help them. Get your intent in the right place and everything else will follow. Be with the customer and be present. Just try to figure out how you can help them out.

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Episode Resources:

Connect with James on his website www.puremuir.com and follow him on LinkedIn, Facebook, and Twitter.

The Perfect Close: The Secret to Closing Sales – The Bestselling Practices and Techniques for Closing the Deal (Download their models on their website including The 7 Deadly Miss of Closing)

Tired of sharing old, boring proposals to your prospects? Check out PandaDoc. Create electronic proposals to your prospects. Sign and receive payments without leaving your CRM. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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, PandaDoc

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Prospecting, TSE Hustler's League, Donald Kelly, Best Sales Podcast

TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2”

Prospecting, TSE Hustler's League, Donald Kelly, Best Sales PodcastThis semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting.

Today, I’m sharing with you other creative prospecting strategies that you can apply.

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Video email strategies:

  1. Build a Dream 100 list. Have a focused list of people that you can go after. These are not just random people but your ideal customers. These are people who can buy from you and are a good fit for you.
  2. Send something that has a catchy line and that’s going to grab their attention and open the video.
  3. Have a very simple direction or a call-to-action.
  4. Track and see their success through BombBomb or if it’s a company link, you can see how many people click on that link.

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Sending snail mail:

  1. Again, have the Dream 100 list.
  2. Find something unique that you can send in the mail (ex. ball at Walmart’s or anything related to your industry).
  3. Follow it up with a video email or a phone call.
  4. Encourage action (either on the ball or your email) where they need to go to your website.

Episode Resources:

TSE Episode 490: Creative Prospecting Part 1

www.BombBomb.com

Set a lasting impression to your clients when sending sales proposals through PandaDoc. Switch from plain and boring PDF proposals to something interactive where you can add a video, a client testimonial, or a case study. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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.

Donald Kelly, PandaDoc

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John Dwyer; Donald Kelly, The Best Sales Podcast

TSE 488: How To Get Better Clients By Identifying Most Profitable Customer And Find More People Who Look Just Like Him or Her

 John Dwyer; Donald Kelly, The Best Sales PodcastWe all need profitable customers, but you have to speak to their needs. Much less, how do you even find them?  Today’s guest is John Dwyer, an Australian marketing genius, sales professional and entrepreneur. He will teach us some simple concepts on how  to get those profitable customers that no one would want to get rid of so you can increase your sales game.

John is the Founder of the Institute of Wow, where he helps show businesses and people how they can market themselves on creating wealth based outside of price.

Here are the highlights of my conversation with John:

Why many companies neglect identifying an ideal customer:

  • Ignorance and laziness
  • Failure to collect any data – 95% of business (online and offline) collect no data
  • Making a motherhood statement (that everybody needs what you have)

Case Study: Marketing strategies John did for an Australian bank:

  1. Part of the bank’s marketing strategy was to give a free holiday to customers who get their home loans. They tripled their home loans in the first three months.
  2. They got Jerry Seinfeld to do an ad for it. (Find out why they exactly chose Jerry Seinfeld for their campaign.)

Strategies for hyper focusing on your ideal customers:

  1. Identify your most profitable customers by collecting data.

Figure out who is spending more. Categorize your customers into ABCD segments based on their spending trends. The statistics will tell it all.

  1. Make sure you get that data in the appropriate places.

Focus your complimentary offers on your most profitable customers. If you’re new in the company, do a research on your company’s sales trends. Get it from your office or your boss. Otherwise, wing it for 2-3 months and once you have data, that’s going to set you on the right path.

  1. Make sure the right message is going to the right market.

John’s Major Takeaway:

Dig into your data since the statistics will tell it all. Message the market match.

Episode Resources:

Get in touch with John on www.theinstituteofwow.com and download a whole bunch of their free reports.

Purple Cow by Seth Godin

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

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, Referrals

TSE 485: TSE Hustler’s League-“Referrals”

Donald Kelly, ReferralsWhy can’t referrals work in your industry? Wrong! Referrals can actually work in every single industry. It doesn’t matter what you’re selling. Today’s snippet taken from one of our training sessions over at the TSE Hustler’s League is about the main reasons people are not getting referrals and what you can do to improve your skill in asking for referrals.

For this upcoming season on the TSE Hustler’s League, we’re focusing mainly on building value with your prospects. Now that you have them, how do you generate them into clients? It’s a content-rich yet fun experience. Feel free to join!

Why people are not getting referrals:

  1. Fear of asking

You are not just asking random people but those who are your ideal customers, people who are your customers. Statistics shows that 9 out of 10 clients are willing to give you referrals. So why be afraid of asking? The problem is we think of the worst case scenario automatically and we don’t think about the good things that can happen.

  1. Not knowing how to ask

People are either afraid of asking or they don’t know how to say it. People don’t carry a list of referrals with them. It’s not as easy as that. So you need to make sure you prep your prospects so they can help you.

  1. Forgetting to ask

People tend to forget to ask for referrals that they just instead do the hard part and do cold calling, expecting the business to grow. But your business grows better when you’re able to have ideal prospects who are a good fit to what you offer.

How to prepare so your customers can give you referrals:

Your clients sometimes can’t give you names of people immediately because they don’t think of these people right off the top of their heads. So all you need to do is find people that they know so you can give them ideas and see if they could give you an introduction.

Go to LinkedIn and search for people who are your ideal prospects. Look at what other businesses they know who also fit your ideal customer or buyer persona.

Make it easy for your clients.

An introduction email is so easy but you clients have so many other stuff to do so they won’t remember doing these things for you. If you get no introduction from them, make it simple for them. Create emails for them that can take away some of the work. You can send them a template that you created and they could just change it up accordingly and then hit send. Easy, right?

Episode Resources:

David and Goliath by Malcolm Gladwell

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Sales Equity, Donald Kelly, The Sales Evangelist, Tom Cates

TSE 446: Why You Need To Build Equity With Your Clients and How

Clinet Equity, Donald Kelly, The Sales Evangelist, Tom CatesToday, you’re going to learn about how you can build equities with your prospects and clients as well as how you can make sure you’re able to best utilize and optimize them. We have Tom Cates on the show today as he delivers some valuable insights into leveraging equity in your own sales process. It’s not just about the numbers, relationship is key.

Tom Cates is the Founder of The Brookeside Group, a 15-year consultancy firm that helps people be the best B2B salespeople. A year and a half ago, they built salesEQUITY, a software company that offers resources to small business all the way up to Fortune 1000 companies.

Here are the highlights of my conversation with Tom:

Tom’s coolest sales experience when he was the customer

Who are your competitors?

Understand what it means to be differentiated in the marketplace today. Actually, you’re not only competing with your direct competitors but you’re also competing with everybody your client bumps into.

What is Sales Equity?

Equity is what’s left out over.

3 Types of equity:

  1. Product equity
  2. Brand equity

When you’re equally great, you’re all equally average. Nobody is going to pay you more for having a great brand when your competitors have a great brand.

*Both product and brand have been so commoditized that it’s so hard to differentiate on these aspects.

  1. Sales equity

Most of the time, people do business with people they like. How can you measure that relationship aspect? This is where sales equity comes in. How much equity are you creating by being the salesperson or account manager or the people in the deal? Who are the people involved in the deal?

Get ahead of the pack.

Most often, we find ourselves at the average with everybody else. In every industry, there is a standard of competition. Most salespeople are around that average. So you need to get your buyers to care.

The 6 Dimensions of Relationship:

  1. Integrity

Does your buyer believe you’re reliable, dependable, and you’re going to do what you promised?

  1. Competency

Does your buyer believe you have the people, the skills, the products, the know-how, the experience to do what you’re promised?

*These two dimensions are called “satisfiers” which are not going to cut because these form part of a transactional relationship.

**The next four are very important as they bring out “aroused motivation.”

  1. Recognition

Have you done something to make that buyer think you care about them as an individual and that you care about their business or you just treat them like a number? Don’t forget there is a human being on the other side of that desk.

  1. Proactivity

Does the buyer believe you’re looking out for their best interest and you’re bringing new ideas to the table? Make sure they don’t encounter surprise down the line.

  1. Savvy

This is the flip side of competency. What competency suggests from the buyer’s point of view is, “Do I think you know your business?”. Savvy, on the other hand, makes the buyer think, “Do I think you know my business?”

  1. Chemistry

Do you like working together? Do you enjoy and communicate well? Are you clicking?

Strategies to build that competency and savvy-ness:

  1. Invest first in the relationship.

If you want your customers to trust you, somebody has to go first and you can do that by investing in the relationship. Understand their company and the politics of it. Understand their industry. Also, understand the individual person. You have to put in the time.

  1. Grow your business organically.

Many companies focus on new acquisition first, then cross-selling to the existing clients, and retention last. What you need to do is reverse this and instead, focus on retention first, then cross-sell, and worry about new acquisitions last. For most companies, growing organically is a much easier and more profitable way to go.

  1. Know your math when it comes to your retention rate.

If you have 80% client retention rate, you lose 20% of your clients every year. Say, your average client sticks around for 5 years. Improve that to 90% rate by changing your average client from 5 to 10 years. If you go from 90-95%, go to 20 years. If you go from 95-95%, go to 25 years. That 1% from 95-96, add it 5 additional years of average buying from your clients. You’re actually just getting started when you’re in the low 90’s.

Tom’s Major Takeaway:

Invest in the relationship. Understand your buyer. Demonstrate those 6 dimensions of relationship and then you begin to grow.

Episode Resources:

Connect with Rom through email at tcates@salesequity.com or visit www.salesequity.com to know more about their products and services as well as some valuable resources related to the 6 dimensions of relationship. Find out your blind spots and how you can get ahead of the pack. Tom is also on Twitter and LinkedIn.

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.

Entreprenure, Sellers, Improve Sales, New Clients

TSE 413: Sales Strategies From A Successful Entrepreneur

Entreprenure, Sellers, Improve Sales, New ClientsAs a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.

Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.

A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.

Here are the highlights of my conversation with Ivy:

Why women have a harder time in sales?

  • Selling themselves

Women need to understand that what they sell is the results that their clients walk away with.

Why many people are scared of money:

  • Fear of losing money

The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.

  • Deciding based on emotions

All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:

  • What is your best course of action?
  • Will you get something further down the road?
  • What are the best steps you can take now?

The Power of Understanding Your Numbers:

  1. The numbers tell you the story.
  • Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
  • How many times do you follow up? If you only follow up once or twice, you just may lose a deal.

The power of course correcting a bad decision:

Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps

Strategies for following up:

  1. Create relationships.

Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the  box and get creative with it. Invite them to events.

  1. Bring value.

Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.

How to leverage speaking to help grow your business:

  1. Teach a point based on the business you’re in.

Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.

Ivy’s Major Takeaway:

The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.

Episode Resources:

Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success

Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.

Connect with Ivy Slater on Facebook and LinkedIn.

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

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

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Donald Kelly, The Sales Evangelist, Best Sales Podcast, TSE Hustler's League

TSE 390: TSE Hustler’s League-“Discovering What Makes You Different”

Donald Kelly, The Sales Evangelist, Best Sales Podcast, TSE Hustler's LeagueThis is Part 2 of the snippet I shared with you last week. It is from one of our training sessions at the TSE Hustlers League.

We have some new exciting stuff coming in the TSE Hustlers League. For a sneak peek, we’re creating a whole semester! It focuses on effectively gaining more leads into your funnel outside of what your company is giving you.

Here are the highlights of this episode:

How to powerfully convey your message to your prospect:

  1. Brainstorming

Get people in your company and go through a brainstorming session. Devote the whole session to your company’s product, your key differentiators. Grade them and then find the worth of each of those so you can find the top ones you can utilize in your messaging.

Note: If the thing listed is true and unique to your company and nobody has something better, score that as 2. If it’s something others have but you can prove your company does it better or in an advantaged way, then score it as 1. If admittedly, your competitors can do more or less the same thing, label it as 0 (ex. 24-hour delivery).

  1. Get rid of the 0’s and then focus on the 2’s.

Of the 2’s that you have, which one of these things can you connect to the customer’s “unconsidered needs”? Again, unconsidered needs are those which the customers haven’t really initially thought of as needs.

Episode Resources:

Book mention:

The Three Value Conversations

Please support us in our Indiegogo campaign, a movement to inspire, motivate, and educate sales professionals and entrepreneurs who have the desire to Do Big Things. Simply go to www.DoBigThings.net.

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TSE 385: TSE Hustler’s Leagues-“The Power of Three”

TSE Hustlers' League, Conference, DO BIG THINGS, Sales

Today’s episode is another great snippet from the TSE Hustlers League. This is Part One of the Power of Three as we talk about how you can meet with your prospects without complicating things.

The Power of Three:

The concept behind the power of three is to not overcomplicate things with your prospects. Studies show that the number of claims you should share with a prospect is THREE.  This maximizes the impact of your story because it makes it more believable.

Why not beyond three?

  • It gets you to a tipping point where people start to become skeptical.
  • It complicates things.
  • It pushes the prospect to the end decision.

Options, features & benefits: Power of Three Applied

  • Options are great. But the key is not to give them too many options to the point that it gives them a decision paralysis.
  • Identify the core challenge of your prospect then focus on three things you can do that can connect to this core concept.
  • What’s more powerful is being able to present valuable things to the prospect. They may be unknown to them but you may have the solution for it.

 

Episode Resources:

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

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.

 

Opposite, Value, New Client, Sales Training

TSE 380: TSE Hustler’s League-“Do The Opposite”

Opposite, Value, New Client, Sales Training Today’s snippet from the TSE Hustlers League is all about what I keep on saying to everyone. Do the opposite of whatever everyone else is doing. And I’m going to show you how you can execute this in terms of valuable content that you share with your clients. Sure you can provide useful, relevant content but is it something that they already know?

Here are the highlights of today’s episode:

  1. Point out things your prospects will lose by not doing something today.

Point out the things they might lose and not necessarily the things they will gain.

  1. Provide unique data or information to your prospect that they don’t know.

Provide stuff that will wow your clients. Make sure the data you provide to clients is something opposite of what most people will think right now. Bring something to the table that’s totally new and contrary to what others are doing.

Example:

Pretend you’re speaking to a principal about this new drug prevention program. You share stats about fighting and all the things that come from doing drugs. Even though they’re interesting stats, they don’t really tell you to do something about it. It’s just sharing stats people already know.

Here’s how you can twist this:

Show the principal that there’s no scientific evidence to prove that the DARE program worked or that 70% of schools using it are still seeing issues. Stats actually show an increase in the use of drugs, alcohol, and tobacco among kids because you’re telling them more about it and they’re probably getting rebellious against.

The counter-intuitive part:

Everyone knows the program is great and powerful. But if you can show them it’s not working, how much more powerful would that be? How much will this make you stand out against the crowd.

This, my friends, is what I mean by bringing something different to the table. Now try to relate this to sales. Is there a way that you can bring something new to the table that they don’t already know?

Episode Resources:

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

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

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:

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Join today for ONLY $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Jeff Leo Herrmann, Donald Kelly, The Sales Evangelist Podcast, Content Marketing

TSE 351: Publish or Perish: Selling in the Age of Content Marketing

Jeff Leo Herrmann, The Sales Evangelist PodcastWith so much information on the internet today, prospects have become more empowered than ever that if you as a seller do not also counter this by being as best prepared as you can be, they could only see you as nothing more than a sales agent rather than being seen as an industry expert or problem solver.

So how do you prepare yourself before meeting with prepared prospects?

Let’s welcome Jeff Herrmann on the show today as we talk about how you can prepare when you’re selling to folks who are more aware than ever.

Jeff is the Chief Revenue Officer at Fathom, a full-service digital marketing and analytics firm that helps clients connect, communicate, and celebrate with their customers using digital marketing strategies and tactics. They spend a lot of time designing programs to help their clients move up the marketing maturity curve from optimizing content to really structuring effective communication programs.

Here are the highlights of my conversation with Jeff:

The Empowered Prospects

Studies show that about 60% of buying decisions is already done by the prospect before they get in touch with the seller.

Companies are putting forward great content in a helpful and problem-solving way

Salespeople have become teachers and curators to help filter out the noise and leverage all data at our disposal to listen and learn.

There is no better time to be a prospect because of the advent of Google search.

What you need to do as a seller to become more effective:

  1. Recognize where the prospect is in the buyer’s journey.

Use content as a tool if you offer up early stage, industry-centric, macro-economic type of content versus later stage, feature-specific, price-specific type of content and which one they gravitate more towards. Become a master of your market and become a resource.

  1. Become a teacher and a problem solver.

Consumers while they have access to a volume of information, they’ve been trained to become impatient, fickle, and easily frustrated. As a sales professional, get in there. Become a trusted adviser and help eliminate some of that noise. Then you become appreciated rather than just seen as an agent of a product. Add value at every turn.

Why is there no better time to be in sales than now?

  1. Observer

Consumers have more opportunity to learn. Salespeople have a bigger opportunity to observe what they’re learning. Be an observer using social media tools just to observe information about your prospects.

  1. Participant

Drive some engagement to germinate the seeds of relationship. This gets consistent with being a teacher and problem solver.

  1. Curator

Think of yourself as a curator. How do you become that industry expert to curate news and information that’s relevant and timely for your prospects?

  1. Creator

You’re not only assembling great information but you have a strong point of view in your industry and your markets. Use social tools to put forward your consistent point of view by leveraging different platforms (ex: video and audio).

Preparation is key.

Activity and preparation matter. That’s what separates your average seller from those that achieve 10x results.

Leverage data at a consistent basis.

Use that to put forward your strong point of view.

Some essential conversations you need to include in your sales process:

  1. To help articulate the value.
  2. To help the individual understand that they need to change from the status quo.

Activity-based prospecting vs. engagement-based prospecting model

  1. Focus on adding value.

Shifting from an activity-based sales prospecting into a slow and deliberate engagement-based model

There is more success in converting more opportunities based on smaller target lists.

  1. Be authentic.

Elevate the sales profession. There is so much technology out there that we have no choice but to go straight and be authentic in our approach and have empathy for our prospects and customers.

Jeff’s Major Takeaway:

Build a testing control. Pick a set of prospects you want to engage with. Start engaging with them on a particular platform. Position your profile in way that you post meaningful and helpful information. Build a relationship with your audience.

Episode Resources:

Connect with Jeff on LinkedIn.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald C Kelly, The Sales Evangelist Podcast, Closing The Deal

TSE 327: How To Close The Deal

Donald C Kelly, The Sales Evangelist Podcast, Closing The DealA lot of people are having a difficult time closing deals and we tend to put so much emphasis on the close that we actually start to miss. You start to think ahead and that could mess you up. Now if you would relate that with playing football, you basically take off before you actually catch the ball so you missed the catch. Because you were so focused on the next step, you practically missed what you were currently doing.

As a seller, we put so much emphasis on the close. Now what if you treated it just like anything else? Just like walking where it becomes a natural part of you?

Don’t put so much mental emphasis on the close that you trip and mess up. Don’t just swing without hitting anything. Simply think of it in a natural way.

The best way to close a deal is to never skip the process you’re in right from the very beginning. Here are some strategies to help you close the deal for real:

  1. The person must have a challenge that you can solve.

You need to be able to come across as an expert so you can move the problem from being status quo to finding a solution.

  1. Make sure they have the money.

They can’t do anything unless they have the money.

  1. You have to talk to somebody who can say yes.

Early on, make sure they understand that the challenge that’s causing them pain must be alleviated. Emphasize they’re losing something if they’re not doing this.

  1. Get the time frame.

Find out when the deal or project needs to get in place. What are they anticipating? What are they looking to do?

  1. You have to set the rules before you play the game.

Before meeting with the prospect, give them the opportunity to say no. If you get them to say no, then that’s awesome so you can focus more on people who are going to say yes.

  1. Just move naturally into the closing.

Again, don’t put too much emphasis on closing or else you might just fumble in the end. Once you’ve done all the things early on in the sales process, finding out their real challenges and they know they need to move, and you’ve demonstrated how you can help solve their problem then it would be easier for you to naturally close it. Assumptive close works well. Make it as natural as possible.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Marty Miller, Donald Kelly, The Sales Evangelist Podcast

TSE 325: How To Improve Your Social Media Sales Skills

Marty Miller, Donald Kelly, The Sales Evangelist PodcastHow are you using social media to grow your sales? Are you even using social media to sell? But is it appropriate to sell on social media in the first place? I’m bringing in Marty McDonald as he shares great, meaty insights into using social media as part of your sales process and how it’s done effectively

Marty McDonald is the CEO and co-founder of Bad Rhino, a social media marketing agency. He has been in business for five years. They focus primarily on social media within small and large businesses and everything in between. Their goal is to help your message go further on social media and bring back sales leads and whatever clients need such as leads, email opt-ins, brand recognition, reputation management, etc

Here are the highlights of my conversation with Marty:

The biggest stumbling blocks when getting started with social media:

  1. Dipping your toes in every single social media network and then leaving.
  2. No strategy and just trying to sell, sell, sell on social

Strategies when getting started with social media:

  1. Be social

There is a time and a place to sell on social media but the key word is “social” so be social first.

  1. Educate and entertain.

Educate and entertain a little bit and then the other side will come over time.

  1. Be patient.

It just doesn’t happen overnight.

First steps when getting started with social media:

  1. Establish a little bit of interaction or conversation.

Focus on one social media channel. Put content out there.

  1. Don’t worry about the new person. Galvanize your community.

Get your great customers who have been with you since the very beginning and start getting them involved in online conversation. Get them to help you spread the message. Give a simple little card or sign that hit in their register or write in their email or mailer and invite them to join your conversation online. Have small giveaways or small things appreciative of your current customers.

How soon do you start converting them into potential buyers?

  • You can always be “selling” but you don’t want to come across selling in every single post.
  • Share with them why your product is a touch above or why it’s better than your competitors.
  • Talk about the features and benefits of your product and service.
  • You can interject the sales message all the time. If you have a good marketing strategy, the sales message is built in every single post.
  • Mix things in and not have the same message all the time.
  • Have conversations and get feedback to hear what people are saying.

Strategies in growing traffic:

  • Highly targeted paid advertising
  • You can use ads to grow but if you want to do it massively, you have to do it in pieces.
  • Short videos
  • Looking at your “likes” is a great tool to measure the first piece but you have to get people to a place where they can buy or you can sell them more of your service or product
  • Run ads that go directly to your websites on social media
  • Your strategy has to align where you’re going to best complete you sale.
  • Pick one mode of transportation. Ride that thing and get really good at it.

Things to consider when thinking social:

  • People are looking for information and the best way to hit them is through the networks they’re hanging out on.
  • Always keep in mind there’s another person looking at the other side of this.
  • Have your content focused on that person, solving their problems.
  • Make sure you message is coordinated and focused to elicit the right response.
  • Even if you’re selling B2B, ultimately, you’re selling to a person who has to make a decision. Help them  make that decision faster and easier by giving them the right pieces to eliminate their pain points in their job.
  • Give enough time to pull out things.
  • Create offerings based on what people want. Convey your message in their own language. That’s what how they want to be sold. It’s what they need and want.

Marty’s Major Takeaway:

Keep in mind that social media is social first and foremost then go from there.

Episode Resources:

Get to know more about Marty on badrhinoinc.com or send him an email at marty@badrhinoinc.com.

Connect with Marty on LinkedIn and Twitter @martymjm.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly

TSE 317: Just Go Negative On Them

Prospecting, New Clients, Set The Rules With Prospects, Donald Kelly Many people are so afraid of getting rejected. Of course, who wants to be rejected? In this episode, you will learn how you can utilize a technique to be able to help you land more deals, close more opportunities, and grow towards more sales success. So listen in!

Oftentimes, we fall into the category of being the “yes” person in the hope that we’ll be able to close the deal and do whatever we possibly can to get the business. However, you can’t just say yes to all things especially if it becomes too costly for you and your company. Or both of you just do not fit.

Go Negative

Look at situations wherein you might get a lead.

They might bring a lot of knowledge to the table and they may have done a lot of research and they want you to find out who’s going to be the best fit for them.

Stand your ground

Buyers can sometimes take control of the situation and tell you what you need to do. If somebody is that demanding, well, it’s something you would have to reconsider. The truth is you don’t have to be the one who says “yes” all the time. Stand your ground and be honest enough to say that you’re not going to be a good fit. Go negative on them and go to the opposite.

Recognize the right fit.

Yes, you need value. But recognize the clients you want to build strategic alliances with. You don’t have to say yes every time.

Be willing to say no and you will be amazed at how many people see that you’re standing your ground and that you can’t be easily pushed.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly