Tag Archives for " Offering Value "

Networking, Getting New Contact, Building Relationship,

TSE 367: One Great Contact Led To All Of This…

Networking, Getting New Contact, Building Relationship, Last week, I shared with you a stupid example of prospecting I’ve done that didn’t prove to to be effective. It basically involved throwing spaghetti against the wall to see which one sticks. It’s dumb, I know. It wasn’t planned properly. So obviously, it didn’t generate great results.

Today, let me share with you a strategy which I did that works time and time again. This is a strategy I used which I know can be effective for you in gaining the right people for your business to help you grow tremendously. This works across industries, business models, and every single place.

So what strategy am I talking about?


Find the right people you can benefit and bring tremendous value to them.

  1. Know your ideal customer. Understand them and their business.

How do you get connected to these folks?

  • Find somebody in the industry that serves these clients. Find out what they do for marketing and how they find these people and meet them in person.
  • Go to events relevant to your industry as this is where your prospects hang out.
  1. Bring value to the table first before asking for anything.

When you meet people in person, great things can happen. Even if you know they’re a right fit, don’t sell your product. Your goal is to bring value.

  1. Build friendships.

When you are able to build friendships, great things can happen as a natural byproduct.

  1. Understand that it takes time.

Getting customers doesn’t happen overnight. It could take weeks or months but be sure to bring immense value to their table. Once you’re able to give, you will definitely reap benefits and great results.

Episode Resources:

Maximum Influence by Kurt Mortensen

The Invisible Sale by Tom Martin

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales,

TSE 268: Sales From The Street-“Everyday Selling”

Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales, If there’s one guy that has taught me the way of the door-to-door world, it’s definitely Todd Altom. It wasn’t something I would love to go back doing, but it definitely brought great learning experiences that ushered the way to many great opportunities in my life.

Based in the United States, Todd currently works for Gap Inc. where he helps run the kid’s business on the Old Navy brand in Canada.

Today, Todd shares with us how sales is paramount in our day-to day life, how we actually do sell in so many areas in our life, and some strategies you can take with you to help you become a better seller whether you’re selling a product or service or you’re selling yourself to get the salary that you want or win a date with your wife.

Here are the highlights of my conversation with Todd:

How sales has impacted his personal life:

  • Sales is convincing someone to do something they wouldn’t have done otherwise
  • Sales is applied to so many different areas in life. You always have to sell yourself.
  • Salary negotiation

Selling strategies you can implement in your daily life:

  1. Do an option close.
  1. Don’t blurt out everything you know about whatever you’re trying to sell.

Sometimes it helps to not give too much out or it could overwhelm your clients. Use the information accordingly and sparingly as the client needs it.

  1. Don’t tell the price right away.

Bring up the price only when you’ve already built value and you’re ready to bring it up. Also, set a very unrealistic expectation when you’re dropping the price.

On salary negotiation:

  • It’s easier to negotiate your salary when you first join a company than when you’re already within the company.
  • Many companies want to pay you the least amount possible.
  • Set a very unrealistic number (just like when you’re dropping a price when selling something) to shock them. You can say, “I’ve seen a company pay $150,000 for this job, but I’m willing to take $110,000.”

Connect with Todd on Twitter @tsaltom

Todd’s Major Takeaway:

Make sure to build a great relationship. Make sure to follow up to create more business.

Episode Resources:

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

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 233: Sales From The Street- “Selling In A Down Market”

TSE 233: Sales From The Street- "Selling In A Down Market"Today’s episode on Sales from the Street features Scotty Weeks who is backed by a 25-year experience in the machine solutions industry. Scotty is a supplier for tier one machinery to the manufacturing community.

A manufacturing engineer by profession, Scotty’s daughter also got into the business by selling tools. His daughter always asked her dad for advice until she finally persuaded him to get out there and become the industry expert and go-to guy that he is. And so he did… and they actually make a good team by sharing insights with each other.

In this episode, learn how to get sales without actually asking for it, the power of reading good books for personal development, and how the benefits of social selling can improve your sales.

Here are the highlights of my conversation with Scotty:Scotty Weeks

Training advice Scotty got early on in his career:

  • Scotty’s coworker and friend got him into reading the books of some of the great legends such as Og Mandino, Napoleon Hill, and Earl Nightingale.
  • Arthur Miller’s Broadway play, The Practice, showcases some insights into a day in the life of a salesman.

How to get partners without asking for the sale:

  1. Bring value to your customers.

Be it with helping them find new leads or becoming a business developer for your partners. Find out what you can do to get them to the point of buying something in the future.

  1. Find out how you can change the business to make them more profitable and more competitive.
  1. Help them find solutions.

Asking for a sale very early on in the sales process is very counterproductive.

  1. Go in as an industry expert.

This gives you an opportunity to engage in the conversations which open up doors early on in the process.

How to funnel your customers down so they’d ask:

Find out what they’re not doing and ask the right questions. Are you not getting anything? What can you change differently in your business? Instead of leading them with, lead them to.

The benefits of social selling:

  1. It gives you the opportunity to engage customers that aren’t necessarily part of your sale.

Be very deliberate in your communications so it’s not misunderstood and it’s not misleading.

  1. It allows you to hone your skills and practice your script.

Then apply what you’re doing to your face-to-face conversations.

  1. The two-pronged approach

Facebook is more of the end users, not the buyers. This gives you the opportunity to engage them and allow them to be your inside advocate. LinkedIn is more of the professional approach. What you will find are the decision-makers, the buyers, and the CEOs.

Scotty’s Major Takeaway:

Develop yourself first. Understand yourself as an individual, not who you think you are but who you really are. Understand your product. Develop your character and be there for the customer.

Connect with Scotty on Facebook or email him at scottyweeks.la@gmail.com.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly


Donald Kelly, The Sales Evangelist, Sales Training, The Sales Evangelist Poscast

TSE 226: What Problem Will This Solve For My Customer?

Donald Kelly, The Sales Evangelist, Sales Training, The Sales Evangelist PoscastIt’s NOT about you! This is one of the most important things to remember when selling. Often times we’re determined to sell a new product or service to our customers because it’s the latest push, however, what we neglect to analyze is “What problem will this solve for my customer?”

The last thing your customer wants is to spend money on something else they don’t need. Even if they are an existing customer, what they are looking for is to help fix things in their business.

Instead of, “How many of these products can I sell to my existing customers?”, start asking, “What problem will this solve for my customer?”

  1. Review your product and write down a list of problems you know it solves for your customers. Sometimes we try to put a round peg in a square hole. This will help you articulate your message as you get on the phone. 
  2. This will help you with your scripting as you speak with customers. You will be able to guide them down the right path.
  3. When you understand their true problems, you will be better able to ask meaningful questions. As a seller, this will make you look more professional to the buyer and as someone they can trust.
  4. The needs of individuals within a company will differ significantly. As a sales professional, it’s your job to know what those needs are and how to help.
  5. Think more about the needs of your customers over yourself.

Check out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Value Base Selling, The Sales Evangelist, Scott Hendricks, Calibrated Power Solutions

TSE 192: Sales From The Street- “Lead With Value”

Value Base Selling, The Sales Evangelist, Scott Hendricks, Calibrated Power Solutions“While the sale may be important, what’s really important is actually the next sale.” – Scott Henricks

From knives to trucks, Scott Henricks certainly knows what he’s talking about. It doesn’t really matter what you sell, it’s how you sell it.

Scott is a general manager for a diesel performance company specializing in engine re-calibrations for Duramax and Cummins trucks. Today, Scott shares with us some challenges he encountered and how he overcame them to give him the results that he aimed for.

Here are the highlights of my conversation with Scott:

Scott’s sales challenge:

Becoming a specialist from one product category to another product category and doing it quickly

Strategies Scott applied:

  1. Forums: A place where you will find enthusiasts and subject matter experts. However, you need to utilize forums correctly. Know what you’re talking about. Do it right.

The benefits of forums:

  • It becomes a “sales force multiplier”
  • You can quantify and find prospects through data you can gather
  1. Learning from Dave Kerpen’s book: Likeable Social Media
  • How to build your own set of evangelists
  • How to get people on board with your product
  1. Bring value first.

Help people instead of selling. By helping the right people, these people are going to start selling for you and doing it from the goodness of their hearts.

Get in touch with Scott by visiting their website www.calibratedpower.com or send him at email at scott@calibratedpower.com.

Scott’s Major Takeaway:

Don’t be afraid to help. Even if no one’s asking for it, just get out there. Spread knowledge and try to find people who are enthusiastic about your product. Get involved with them and they’ll take care of you.

Resources mentioned:

TSE 123: Interview with Greta Schulz

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Anthony Tran, Marketing Access Pass, Sales Education

TSE 091: How To Offer Value Through Education And Win More Deals!

Anthony Tran, Marketing Access Pass, Sales Education Today, we will dive into the power of giving value to your customers through educating them first before you even start selling. Our guest for this episode is a California dude Anthony Tran. His company, Marketing Access Pass, is a full web service business that designs websites to social media marketing search engine optimization. He also has a podcast, Marketing Access Pass, where he interviews online entrepreneurs as they share their online tips and strategies so that people can take their business the the next level online. He talks about online business, how it operates, and how online marketing can integrate with their business

In this episode, Anthony shares with us his wealth of knowledge on educating customers as your avenue to sales as well as providing education in order to create a great buying experience for your customers.

Bring value, value, value first…and business will naturally come knocking on your door.

Here are the highlights of my conversation with Anthony:

People buy on emotion more than they buy on logics.

The importance of educating before you start selling.

  • Through teaching your audience, you get their trust to do business with you.
  • Builds relationship with your clients.
  • Even acquiring clients out of serendipity.

How Anthony educates and brings value to his audience:

Becoming the trusted resource.

The principle of “thinking different.”

Creating a blog for your ideal customers:

  • Start with a WordPress platform – easy-to-use content management system
  • Think of how you can educate and help people understand.

Other ways to educate your customers:

  • Live workshops
  • Webinars
  • Sharing content on social media

Figuring out what to provide to your customers:

  • They will usually give you feedback, just ask them.
  • Ask them. (ex. what they’re struggling with or what is it that they want to learn)
  • The power of opening up to people and interacting with them.

The power of giving out free content so customers can test your product.

Shift from a mindset of just closing sales to building the trust of your customers.

Projects Anthony is currently working on:

  • Virtual Summit in 2015 – interviewing online entrepreneurs to share traffic generation and marketing strategies.

Connect with Anthony at MarketingAccessPass.com.

Anthony’s Major Takeaway:

Sometimes sales may have a bad stigma to it. But through this approach, you can actually make sales without pressuring the people to do it. And by giving value and training people, you’re going to make sales… people are going to have a great experience buying from you.

[Tweet “@AnthonyTranMAP Thanks for the great information you shared on #TheSalesEvangelist Podcast with @DonaldCKelly “]

TSE 072: Social Selling Practices That Will Drive Results For You Today!

TSE 071 Amar ShethIn this episode I interview Amar Sheth who is a Principal at Sales for Life. Amar has over a decade of digital marketing experience and currently educates sales professionals like you and me how to effectively use social media to generate leads. There are many sales professionals who have a LinkedIn and Twitter account, but they are not using them properly to connect with qualified prospects. Why? Because they don’t know how to start. Amar shares with us the basic principles on how to take advantage of social media TODAY!

Here are some of the major take aways from our conversation:

  • Sellers should go in with value FIRST! Learn to deliver value first and then you will have the right to ask for the sale.
  • Social selling allows us to deliver value more than ever before and more consistent than ever before.
  • Sales is human to human interaction, not a transactions between brands.
  • 57% of the buying process is done online before the buyer even contacts the sales professional (corporate executive board). Buyers today are just like you and are doing research online.
  • If you are not online or doing social selling this will inevitably happen to you:
    • You will be engaged at the late stage of the game.
    • You will have no opportunity to add value because you are not the first to bat.
    • The discussion will generally move onwards price and commoditization very quickly.
  • Best way to engage with buyers today is through content (information).
  • Sellers can share content (information) on LinkedIn and other social media platforms.
  • “The guy that hustles the most, is the guy that catches the loose ball” -Will Smith.
  • Find content that matters to your buyers and repurpose that information. Find the industry leaders, follow them and share the content that they share.
  • Be consistent with the information you are sharing online.
  • Best practices for Twitter:
    • Follow your top 10 best prospects.
    • Follow individuals in the organization.
  • Use creative techniques to get access to buyers
  • Center your LinkedIn profile to your buyers. Check out Amar’s LinkedIn page below:

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Check out Pulse on LinkedIn

LinkedIN Pulse

Stay in touch with Amar:

Amar’s LinkedIn 

Amar’s Twitter

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Book Recommended by Amar: