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how to turn failure into success, New Sellers, Airica D. Kraehmer (Air), Human Trafficing

TSE 998: How to Turn Failure into Success

Airica Kraehmer, how to turn failure into successFailures can be crippling if we allow them to be, but when we have the proper guidance, we can learn how to turn failure into success. Airica Kraehmer of Gracious Care Recovery shares her own story here and reminds us that we can turn our weaknesses into our strengths.

Mental toughness

Airica’s story doesn’t directly involve sales, but it does involve difficulty and mental toughness.

She started working as a model in the fashion industry and she had a dream to succeed there. She realized that the fashion industry demands that you be your own product and that you bring your A-game all the time. She called it cut-throat.

As a result, there’s room for exploitation. Airica found herself the victim of human trafficking because she was in the wrong place at the wrong time.

She wrote down her story, and when she finished her book, she looked for outlets that would help her share it. She figured telling her story would help her move beyond the struggle.

She became an international best-selling author, and it taught her that she could rise above the low points in life.

Seeking a challenge

After she moved to Florida, Airica realized that the state was number two in the country in terms of human trafficking, tied with Houston. After the upcoming Super Bowl, Florida is projected to move into the number one spot due to the large influx of people.

Hearing stories of other victims made her realize that she was part of something bigger. She realized that the process would repeat if she didn’t do something to help.

She reminded herself that there were as many good people in the world as there were bad people.

Rejection

Nobody wanted to talk about trafficking, so she kept encountering closed doors. She compares it to cold calling for sellers. [07:23]

Though people cared about it, they didn’t feel like they could speak out about it.

She kept knocking on doors, and eventually, she found Gracious Care Recovery. There were survivors there who recognized the need for people to speak out.

Her message to sellers, then, is to keep knocking on doors. Despite the fact that she was addressing an impossibly hard topic, she found people who would engage.

Get in the other person’s mindset. We each have different experiences, and we’re each traveling a different journey. That means we each have different ideas.

That can be a powerful tool as long as we remember that the effort isn’t all about us. It’s about who we can help and who we can serve.

Keep in mind that the prospect isn’t rejecting you. It simply isn’t the right time for your prospect.

Persistence

If you’re a sales manager who is motivating a team to overcome rejection, teach your team members to practice persistence.

Be persistent, but be kind. Be willing to invest the time to build trust.

Sales is a numbers game to some degree, and you have to keep reaching out in order to achieve results. Especially now that we find ourselves at the beginning of a new year, you have to keep knocking in order to hit your targets.

Overcoming failure

Airica compares her personal experience to bankruptcy. It was the ultimate low. She had nothing left. And she knew it would take years to recover.

She learned that you have to leave behind the things that don’t serve you well and that you shouldn’t focus too much on the why. It’s ok, for example, to ask why something happened, but refuse to stay focused on it.

Instead, look to the future and ask yourself what you can do to address what happened.

Ask yourself the following questions:

  • Who am I serving?
  • What is my purpose?
  • What’s my goal?

Once you’ve identified those things, align your morals and values with your goals.

Tackle one goal at a time. Small goals will accumulate quickly and result in large accomplishments.

“How to Turn Failure into Success” episode resources

You can connect with Airica at airica@graciouscarerecovery.com and grab a copy of her book, Models Stop Traffic: How to Dodge Enslavement in Pursuit of Your Dream to Become the Next Top Model.

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

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Andrea Waltz, Richard Fenton, Donald Kelly, The Sales Evangelist

TSE 593: Just Go For No!

Andrea Waltz, Richard Fenton, Donald Kelly, The Sales EvangelistSometimes we don’t like to hear the word “no” and this episode is going to change the way you look at it. Oftentimes, it takes multiple approaches before your prospects finally say yes. and that’s what our guest today, Andrea Waltz, is going to teach us. Andrea is the co-author of the book Go For No!: Yes Is the Destination, No Is How You Get There.

Along with her husband, Andrea started her own company some nineteen years ago, serving big retail organizations where they do workshops and training focused on their Go For No philosophy and strategy. Several years later, they have extended their help to people across industries and any level of the sales process specifically in dealing with rejections.

Here are the highlights of my conversation with Andrea:

Don’t take it personally.

It’s not about you, it’s about the customer’s or the prospect’s preferences and their desires. However, this can be difficult emotionally.

It is fundamentally biologically programmed that we’re wired to not get rejected so we have these reactions. But when you allow this to take control of your sales process, you end up being a mediocre and an order-taker.

Strategies in going for the no:

  1. No doesn’t mean never, but not yet.

No is just the beginning and start of the negotiation. If you’re calling on someone who is happy with their current supplier and they’re telling you no, that doesn’t mean it’s forever.

  1. Stay in touch and follow up even with people who tell you no.

Keep the follow-up. Keep the systems in place because it’s easy to lose track and not be able to have all of those no’s in the pipeline that if you get the permission to follow, then you should be following them up. Follow up the right way and a lot of those no’s can turn into yes’s, it’s just they did not yes be today.

  1. Don’t just reward results, reward activity.

When somebody in the office makes one call and gets a yes, everybody celebrates that person, while the person who got 20 no doesn’t get rewarded. If they’re doing it right, eventually they will end up in results.

  1. Set a goal for the number of no’s you’re going to hear.

Focus on getting into action and not being hung up on the yes goals. Challenge yourself into that activity and you may just be surprised with a yes.

  1. Figure out how to manage that no.

A lot of times, you manage that no right then and there. When you avoid hearing no, you don’t get very good at handling rejection emotionally and you won’t get very skilled at dealing with taking the next steps. When you hear it a lot, you get good at managing it.

  1. If it’s a qualified prospect, make sure you get permission to follow up with them.

Ask if you can check back with them in a few weeks or a couple of months and get that permission. Be sure to figure out the rejection and what the no is.

  1. Figure out why people tell you no and what you can do in the future to mitigate that.

Learn from the no’s you got. Over time, you will figure out what your issue is for getting those no’s. What kind of prospects are you dealing with? When you up the quantity of calls, you can start narrowing down and figuring out where your gaps are. For example, you’re not prospecting qualified leads or the quality of your presentation needs some work.

  1. No doesn’t mean never, just not yet.

People have to be contacted multiple times before they finally say yes. Multiple contacts are necessary so you can add value and share more information and get the person more comfortable with you so that they are eventually going to be okay with making the change.

  1. Talk to the right people.

You need to qualify your leads and take the time knowing who you’re talking to, your target market, and your ideal customer. Otherwise going to people who would never say yes under any circumstances is a problem.

  1. You have to change your mindset.

Have that mindset that you need to be able to hear the word no. Having that shift requires you to understand that this is not trying to be perfect or trying to prove yourself. When you avoid hearing the word no, you avoid opportunities for some really big deals out there.

Andrea’s Major Takeaway:

Create a no awareness and think about how often you are hearing the word no. If you could just get comfortable with it and see it’s your hangup and not theirs, then you can be more successful. Then put that into a practice and set a no goal. Lastly, have fun with it! Just focus on getting better.

Episode Resources:

Get to know more about Andrea on www.GoForNo.com

Go For No! by Andrea Waltz and Richard Fenton

Check out the TSE Hustler’s League. Our new semester is coming soon! And we’re going to focus on how you can become buyer-centric and increase your win rate.

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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

Successful Sales People, Hustle, The Sales Evangelist, Donald Kelly, Jimmy Burgess

TSE 151: 6 Truths All Successful People Understand

Successful Sales People, Hustle, The Sales Evangelist, Donald Kelly, Jimmy Burgess In today’s episode, Jimmy Burgess shares with us some loads of positivity and some great, awesome insights into being successful in sales by focusing on the right things, particularly, focusing on your customers.

Jimmy Burgess has been in sales and an entrepreneur his whole life. He started three different companies and has been in real estate sales most of his life. Currently, Jimmy is a contributing writer for Entrepreneur Magazine and also does coaching and consulting.

Listen as Jimmy shares the 6 Truths All Successful Salespeople Understand and how you can live out each one of them.

Here are the highlights of my conversation with Jimmy:

Jimmy quotes Zig Ziglar, “If you’ll just help enough other people get what they want, you can have everything that you want.”

Jimmy’s road to entrepreneurship:

  • Got burned out in his sales position and took a job at a bank as a commercial lender
  • Became a student of positivity and of people that had some successes
  • Jimmy left the bank, put people together and started up his own business

How Jimmy initially handled his success:

  • Within one year the salary he had at that bank became his monthly income on average.
  • Within two years, it became his bi-monthly income.
  • He lost focus on who he was and went from helping other people and just focused on himself

“When you think you’re going up fast, it can come down just as fast.”

How he handled his financial problem:

  • Spent three years trying to play defense and figuring out how to fix things
  • Reloaded himself with positivity again
  • Began to take steps to come out of it and within a year, they had bounced back financially

“Understand if you’re in a struggle right now that there’s a reason for it.”

“You’re struggle hasn’t come to stay, it has come to pass. And I’m a living proof of that.”

 

The 6 Truths All Successful Salespeople Understand:

  1. If you control your morning, you control your day.
  • Successful people have a morning ritual. Start your day in a positive way.
  • Concentrate on 10-15 things that you’re thankful for
  • Start your day mentally, spiritually, and physically in a positive way.
  • Get yourself a pattern in the morning.
  • Read books or listen to audio books
  1. Focus. It’s not about you. Focus on the needs and provide value.
  • People don’t care how much you know until they know how much you care.
  • Add as much value as you can to other people.
  • Focus on what the true needs of your prospect are.
  • Don’t sell the process, sell the end result.
  • Give them what they need and you will get what you need.
  1. The main thing is the main thing.
  • Find out the number one complaint for your particular area. You may set yourself apart from everybody else.
  1. The expert has an advantage.
  • They may not even have the most knowledge but they become the experts in people’s eyes because perception is reality.

How do you become an expert?

  • Write a book. Write for large websites.
  • Start a blog or a podcast. Do videos.
  • Set yourself up by producing some things.
  • Build an email list as quickly as you can. (Mailchimp)
  • Be an expert. Be different. Set some things up in a way that you have an advantage as the expert.
  1. People love being surprised.
  • Surprise people. Do something different that people will appreciate. Be the noticer.
  1. A satisfied customer is number one.
  • The best advertising is “word of mouth” and the way you get it is by satisfying your customers.

Jimmy’s Major Takeaway:

If you want different results than you’re getting now, do different things. Take massive action. Don’t just sit back and wait on things to happen. When you take massive action, you get massive results.

Current projects Jimmy is working on:

selfpublishingsuccessacademy.com – working with Kimanzi Contable in helping content creators and self-published authors get their content out there

Connect with Jimmy on Twitter @jimmyburgess8

4-week coaching program with Jimmy and Donald

4 Week Sales Acceleration Course

Episode resources:

Jimmy’s book: What Just Happened?: How to Bounce Back in Life so You Can Do More, Have More, and Be More

www.selfpublishingsuccessacademy.com

www.bemoreuniversity.com

Overcoming Fear, Rejections, Confidence, Sales Training

TSE 125: Overcome Your Fear Through Persistence and Confidence

Overcoming Fear, Rejections, Confidence, Sales Training “That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” -Ralph Waldo Emerson

Heber J. Grant was also a big proponent of this quote for persistence and tenacity.

Problem:
  • We anticipate things before they happen and since we tend to envision the worst, that translates into poor performances. We are too busy focusing on things that are not REAL that we forgot to focus on the now! Many times these  fears of failure will stop us from performing well in anything else that we do.
One example was when I played flag football in college. I was too focused on getting hit  (the fear of it) or missing the ball, that I would not catch the ball. Worst of all, many times the things that I was most fearful of never actually happened.
 
So it is with sales. We worry about “what ifs” and 9 times out of 10 those “what ifs” NEVER happened. What if the prices is too high, what if they say no, what if I forget what to say or what if he thinks I’m not telling the truth? No one else is thinking about those “what ifs”, but  you. The truth is, those “what ifs” are lies that translate into fear and poor performance.
Solution:
If we however, focus on the positive, we tend to see a better outcome. 
  • Focus on what you need to do right now
  • Practice what you are going to say…say it over and over and over again
  • Practice your body language in front of a mirror so that your body gestures exhibit that of a confident individual
The more confident you sound, the more likely someone else will be confident in the value you claim you have. Overall, take that new found confidence, go out and do BIG THINGS!