Rapport - The Sales Evangelist

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Building Rapport with Andrew Sletten

TSE 1275: How To Build Rapport By Asking Directed, Relevant Questions 

Building Rapport with Andrew SlettenFor many salespeople, building rapport is a skill that needs to be learned. It’s not always easy for sales reps to build relationships with potential or existing clients.  Asking direct and relevant questions is a great launch fine-tuning the art of building rapport. In this episode, we learn more about how to do this well. 

Andrew Sletter has been in the same company, the Window and Door Store for 10 years. Their company sells windows and doors with a focus on in-home sales.  They work directly with the consumer and are with their customers for every step of the process, including installation.  The company’s office is located in Bismarck, North Dakota and they handle the North Dakota and Western Minnesota market. 

The salesman’s profile

Andrew doesn’t see himself as a true salesman. He believes that many salespeople are doing themselves a disservice by trying to fit into a particular profile. Andrew isn’t an influencer or a promoter.  Based on his DISC personality profile, he is more of the perfectionist individual. In his career, he’s seen all different types of personalities become successful in sales. Many sales reps feel the pressure to become somebody they’re not but as a sales manager, Andrew knows salespeople just need to be true to who they are and learn the skills needed to have a great career.  

Though Andrew didn’t set out to become a sales leader, he honed his skills to become successful. Daniel Pink, the author of the book To Sell is Human, writes that surprisingly, the best salespeople aren’t the extroverts or the introverts. It’s the ambiverts that make it to the top of the chain. Why? The ambiverts tend to have the characteristics of both and it serves them well.  If you aren’t an ambivert, though, take heart. Andrew knows anyone who can hold a conversation with somebody has what it takes to become a great salesperson. 

Building the trust 

An important skill that salespeople need to have is the ability to know when and if a product or service is a good fit for a potential client. With direct-to-consumer businesses this is especially important. Building trust and rapport in the early stages of inquiry will help with this evaluation. If done correctly, not only will this prospect become a new client, there is an opportunity to develop the relationship into a life-long customer. 

Building rapport is about having trust between two people.  If a salesperson states their product is the best in the industry, but hasn’t built trust, the consumer can determine very quickly they don’t want to work with that individual.  The consumer today is very savvy. They’ve usually done the research even before approaching the salesperson. They already know about the product and the industry and will purchase with the sales rep who aligns with their value system. It is up to the salesperson to uncover those values in order to close the sale. 

Building Rapport 

Rapport is more than just value-based selling. For Andrew, it’s also about authentic selling. The number one deciding factor of whether or not a consumer is going to purchase is the credibility of the salesperson. Credibility and rapport first, product or service second. It’s the job of the salesperson to uncover the prospect’s values because if the values aren’t in alignment, the ability to close is greatly diminished.  Selling to modern consumer requires wisdom and discovery. The sales goal has to be secondary to the customer’s needs.  

Discovering the value 

From the beginning a salesperson needs to have a conversation with the prospect. Allow them to tell their story because it’s their story that needs to be heard. Be ready with a set of questions to ask every client. 

Ask directed and relevant questions. What are their fears, concerns,  projections? This exchange helps the salesperson determine the client’s motivation and it gives the consumer the confidence their needs are being heard. When values align, the closing rate increases dramatically. 

Keep building rapport through the pandemic 

Building rapport is especially critical in the season we’re in, when people are dealing with so much uncertainty.  Clients need to feel they’re part of a conversation and a team. As salespeople, we support our families by helping our clients solve their problems. We’re all consumers.  Let’s be the people we’d want to purchase from ourselves. 

“How To Build Rapport By Asking Directed, Relevant Questions” episode resources

Don’t rush the process. Too often a salesperson tries to determine the outcome of the sales without first building trust. Put in the time and ask direct and relevant questions. 

Talk to Donald if you are interested in more sales stories. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part  by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Best seller in history with Dr Martin Luther King Jr.

TSE 1247: Best Sellers In History Series 7 -” Dr. Martin Luther King Jr. 

Best seller in history with Dr Martin Luther King Jr.This is the seventh episode in the Best Sellers in History series. We celebrated Martin Luther King Jr. day on January 20, a legendary man who was the face and voice behind the civil rights movement. We have freedom today and now have opportunities that weren’t available for many people before him. Martin Luther King Jr. fought a tough battle but he never gave up and his efforts paid off. Through his actions and his character, he was able to move people closer to justice and freedom. 

Today’s episode is about Martin Luther King Jr., one of the best sellers in history. We’re going to focus on the characteristics that made him so persuasive and how he was able to inspire a nation to change its ways. 

Sales Spotlight – Dr. Martin Luther King Jr. 

Dr. Martin Luther King Jr. was originally named Michael King Jr. He was born on January 15, 1929, in Atlanta, Georgia. He passed away on April 4, 1968, in Memphis, Tennessee. Martin was a Baptist minister and a social activist who led the civil rights movement in the United States from the mid-fifties until he was killed in the sixties. Dr. King’s leadership was fundamental to the success of the civil rights movement. His involvement helped to end segregation in the South and in other parts of the country as well. He rose to prominence as head of the Southern Christian Leadership Conference in 1964 and was awarded the Nobel Peace Prize for his continued effort to realize equality among his fellow Americans. King was among the youngest individuals to receive this award. 

His early life

Dr. Martin Luther King Jr. was 15 when he entered Morehouse College in Atlanta under the special wartime program. It was created to help boost enrollment by admitting promising high school students like King. Before he officially began his college education, he spent his summer on a tobacco farm in Connecticut. It was his first time to be far from home and what he experienced there opened his mind. He saw how people with different races interacted with each other, he saw what life was like without segregation. He was shocked and he wrote about it to his family back home. He wrote about how negroes and the whites went to church together. He never thought people of the same color could share a meal together. That summer deepened his hatred towards racial segregation. 

His oratorical skills came from his father and the time he spent going to church. It was further honed when he went to Morehouse College, especially when he met the school president, Benjamin Mays, who was also committed to fighting the battle against inequality and racial injustice. Benjamin accused the African-American community of being complacent in the face of oppression. King saw how strong-willed Benjamin was and this was not lost on the mind of a young Martin Luther King Jr. 

Becoming the face of the movement 

King furthered his education by going to a Theological Seminary in Chester, Pennsylvania and proceeded to Boston University where he got his degree and married his wife Coretta Scott. They got married in 1953 and had four children. King became a pastor at the Dexter Avenue Baptist Church in Montgomery, Alabama. A year before, the civil rights movement had already begun when everyone started talking about Rosa Parks. She had refused to give up her seat on the bus to a white female. This small group of social activists approached Martin Luther King Jr. because he was admired in his community, he was charismatic, and he was outgoing. Martin Luther King Jr. had ties in the ministry community so he was thought to be the perfect individual to be the voice for the civil rights movement. This launched his campaign to promote freedom and justice for all people.

Martin Luther King Jr. was a great salesperson for 5 reasons: 

  • Built relationships well 
  • Set a vision
  • He was a great orator 
  • Created unconventional solutions to conventional problems 
  • Was willing to take action and go into battle for those he leads

Building rapport and connecting with individuals 

Dr. King was new to Montgomery, Alabama. He didn’t know many people but they knew about him. They knew of his stellar reputation and they saw something in him. The small group of activists who approached him was already doing taking action but they knew they needed Dr. King to help. They needed him because of his ability to connect and build rapport. It was a risk that Dr. King was willing to take. 

Build rapport as a salesperson 

As a sales representative, people will do business with you only if they trust and like you. The community rallied behind Dr. King because they trusted him. As a salesperson it’s important to build trust with your clients as they get to know you. Show them you’re trustworthy, understand them and you empathize with their problems. Reflect similar behavior and language. They need to see that you are in the same tribe.

Start with your LinkedIn profile. Check out your social circle and try to connect to one person a day. Send them a note of positivity. Practice this every day until deeper connections are made. 

Creating a vision 

In Martin Luther King Jr.’s famous speech, I Have a Dream, he painted a picture of hope for people who otherwise may have felt there was no hope for their race.. He encouraged them to take action and challenge the status quo. 

“I say to you today, my friends, so even though we face the difficulties of today and tomorrow, I still have a dream. Yes, it is a dream deeply rooted in the American dream. I have a dream that one day, this nation will rise up and live out the true meaning of its creed. We hold these truths to be self-evident, that all men are created equal. I have a dream that one day, on the red hills of Georgia, the sons of former slaves and the sons of former slave owners will be able to sit down together at the table of brotherhood. I have a dream that my four little children will one day live in a nation where they will not be judged by the color of their skin, but by the content of their character… I have a dream.”

All of the great people we’ve had in this series all had a vision and they helped other people to recognize that vision too. 

Create a vision as a salesperson

A salesperson’s job is to show your clients a better tomorrow, especially those who are stuck in the status quo. Help them realize that there is a solution to their problem even if they see them as insurmountable, and they need to do something about it. Show them how much better their lives could be if they implemented the solutions you provide. Paint a vision for them, even as simple as getting home to the kids early, being able to spend more time for the family, etc. 

Having oratorical skills 

Dr. King came from a family of ministers so he’d been in church all his life. As he observed people at the pulpit and learned from his mentors, it became natural for him to speak in public. These experiences helped him hone his skills. His words were profound and conveyed messages of great importance. No one can listen to his I have a Dream speech without feeling something, regardless of what side you are on. In the final speech before he died, he said, 

We’ve got some difficult days ahead, but it really doesn’t matter with me now because I’ve been to the mountaintop… like anybody, I would like to live a love life, longevity has its place. But I’m not concerned about that now. I just want to do God’s will and he’s allowed me to go up to the mountain. I’ve looked over and I’ve seen the promised land. I may not get there with you, but I want you to know the night. And we as a people will get to the promised land. So tonight I’m not worried about anything, I’m not fearing any man. My eyes have seen the glory of the coming of the Lord.” 

He was clearly passionate and had a gift. 

Practice your speaking skills as a salesperson 

King didn’t become a great speaker overnight. He practiced. As a salesperson, you should be able to speak to your prospects well enough to understand your message. Read books and become familiar with the words, terminologies, and concepts that apply to your industry. Give yourself a chance to dive into the challenges your prospects are facing. This will allow you to understand their experiences and speak to their struggles in your communication.

A great training opportunity to become a more effective communicator is Toastmaster. It’s an inexpensive way to learn and you can go regularly to practice your speaking skills and speeches. Your experience with Toastmaster will help you get the practice you need to speak confidently. Find a Toastmaster club nearby and register as soon as you can! 

He had an unconventional idea 

Martin Luther King Jr. had an unconventional idea. He thought of using Gandhi’s civil disobedience in America as well. It was an unconventional solution to a conventional problem. Dr. King was able to amplify this method of civil disobedience and pushed it forward. 

Salespeople face problems all the time and it may be an unconventional solution that you or your client needs. Bring something to the table that is innovative for your client and it will help you stand out among the competition. The point is to think outside the box. 

Take action 

Dr. King was willing to take action. A great salesperson understands that in order to persuade a new prospect, they have to be seen in motion, either in service, in working or coming alongside. 

This is how you convince people to take action with you as the lead. Model what you’re asking them to do.

“Best Sellers In History Series 7 -” Dr. Martin Luther King Jr.” episode resources

Dr. Martin Luther King Jr. was a persuasive leader because he was able to build rapport with people and he was able to set a vision. He was also a great orator and he created unconventional solutions to conventional problems. Lastly, Dr. King was willing to take action instead of just telling people what to do. 

Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mike Adams, Donald Kelly, The Sales Evangelist Podcast, Sales Stories

TSE 888: Seven Stories Every Salesperson Must Tell

Mike AdamsStories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport.

Today on The Sales Evangelist, Mike Adams outlines the seven stories every salesperson must tell, and how to tell the right story at the right time.

Mike’s journey originated in his desire to help salespeople learn to say the right thing, and his desire to understand what it’s like to sell in different industries.

He discovered that salespeople needed to know how to tell stories, and they needed to practice them before they got in front of the client. Finally, they needed to understand when to use each kind of story.

Hook the customer

These stories help your client understand who you are, and they position you as an authority who can be trusted.

1. Your personal story explains why you do what you do, how you became an authority in your industry, and why the buyer should like you. Tell a 1-2 minute story about yourself and then invite your client to do the same.

This story won’t be used for the first phone conversation. Instead, save it for the first meeting. Avoid bragging, but emphasize that you have experience and you know what you’re doing.

2. The key staff story introduces people in your organization who are critical to the sales process. Who are the people your client will need to know and trust as he goes through this process?

If, for example, you frequently pair with a tech expert to explain your product, tell a narrative story about how she got her experience. This creates a connection.

3. Tell the company story to help your client understand what sets your company apart. Most companies focus entirely on facts and accomplishments, but this should be a narrative.

You don’t know what your client knows about your company or division. This is your chance to influence what he knows.

Fight to win

You’ve hooked the customer with your connection stories, but now the fight begins to keep him on board. Why should he choose your company instead of someone else’s?

4. The success story tells about a client who overcame a big problem. It’s the classic marketing case study: a client found himself in a bad situation, our company offered a plan to address the bad situation, and the client overcame the bad situation and succeeded.

Your client will identify with the story if it’s about someone like him. Tell the story of the hero’s journey.

5. The insight story can be tricky because you’re suggesting that you know something about the client’s business that she doesn’t know, and that can sound arrogant. Instead of telling your client what you know, share the story of how you discovered your insight.

Presenting insight as fact that you know invites pushback.

Land the deal

These stories help you finalize the decision process by reassuring your customer why your company is the best choice.

6. Your value stories explain to the customer how your company will behave in a variety of situations. Tell stories of a time when something went wrong, and how your company addressed the challenge.

These stories will be based upon your company’s specific abilities. Hotels, for example, might tell the story of an employee who drove to the airport to deliver a customer’s wallet to her.

7. Teaching stories help you when your client sponsor is in a hole. You must teach your sponsors to be persuasive so that when the decision meeting isn’t going well, they’ll know how to proceed.

You must teach your clients how to buy by teaching them what to value about your services. Then you must teach your clients how to sell in order to get the deal done.

Stories help clients understand and trust us but we must not abuse that power. Stories are meant to be shared, so make sure you hear the client’s stories in addition to telling your own.

“Seven Stories Every Salesperson Must Tell” episode resources

Grab a copy of Mike’s book, full of links to online training about storytelling.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here. We also have a free SlideShare available to help you become a sales leader rather than a subservient seller.

Check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

We have a new semester beginning in the fall and we’d be honored for you to join us.

Also check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Donald Kelly, Rapport, The Sales Evangelist

TSE 592: Is Rapport Building a Waste of Time?

Donald Kelly, Rapport, The Sales EvangelistLife is a big ole sales process. No matter what stage of life we’re at, being a student or a kid, we all have to persuade individuals and do some kind of persuasion in our life. Today, we talk about the power of persuasion and how you can increase that factor and become more effective with your persuasion skills.

Back in episode 366, Kurt Mortensen talked about the idea of persuasion and how you can increase your persuasive abilities. He has a book called Maximum Influence: The 12 Universal Laws of Power Persuasion.

There are different instances in life that we need to persuade people. Students persuade their professors or a guy is trying to get a girl or vice versa or you’re trying to get your mom to allow you to do something, or you’re trying to persuade your wife to let you go out and hang out with the boys.

Focus on Human Tendencies

As a seller, you’re trying to persuade people to make a decision that’s in their best interest that’s going to give value to them. And business persuasion is a powerful skill. In our day and age, we focus so much on the digital side and emailing and social selling that we tend to lose track of those human tendencies. We don’t realize we’re still dealing with human beings on the other side of social media. They are human beings and they have human tendencies.

Kurt emphasized this study in his book that your ability to persuade is 85% of your success in business. And based on this, I’m going to hit up on some of these skills you can implement.

Rapport Building

This has been said a million times but this needs some repeating – People do business with those they know, like, and trust. When you go to a networking event, you immediately look for people you can connect with. And people like to connect with people who are like them.

Treat others the way they like to be treated.

If your customers like strawberry ice cream and you don’t like strawberry because you love vanilla, you don’t have to lie but just don’t state your opinion about it. You want to make sure you build that connection with that individual.

Find a commonality to build that relationship with.

Kurt mentions in his book that any time a buyer can see something about themselves in you, the chances of you winning increases significantly. When you try to go to LinkedIn and do the research, your goal is not just to find random facts but things you can build off of, which are things you have in common. What is something you can present or bring up in the conversation that’s going to make him or her connect with you instantaneously?

Four Key Areas in Connecting with Your Customers

  • Morality
  • Background
  • Appearance
  • Attitude

Humor

Bringing in humor to your conversation is another great way of building rapport with your customers. Don’t worry about telling jokes. Just be yourself. Try to share good, funny information if you can. That can break the ice and people love to connect with individuals like that.

Body Posture

You want to send out that message that you’re confident in who you are.

Touch

Especially for a lady, this is easier for you to do. You can tap somebody on the shoulder and that touch makes that connection between you and the customer. Do that handshake.

Mirroring

When you’re mirroring somebody, you’re not necessarily mimicking them but you want to reflect what they’re doing. If they have their legs crossed, do it as well. This gives a subliminal idea that you are like them.

People subconsciously examine for ways to connect with an individual. Your job as a seller is to persuade them through your appearance and body language. About 93% of communication is nonverbal so don’t just chat there but also focus on some of the things you often overlook.

Today’s Major Takeaway:

Don’t sell the way you buy. Sell the way your buyers buy. If you can do this, you’re one step closer to become a power persuader and become more effective with your win rate and closing more deals.

Episode Resources:

Episode 366: Turning a No into a Yes (Interview with Kurt Mortensen)

Maximum Influence by Kurt Mortensen

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.

Join the TSE Hustler’s League. This semester, we’re focusing on being buyer-centric and how you can make sure you increase your close rate.

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Donald Kelly, The Sales Evangelist, Sales Training

TSE 415: TSE Hustler’s League-“No One Wants To Be Sold”

Donald Kelly, The Sales Evangelist, Sales Training Each week, I bring a snippet pulled out from one of our sessions over at the TSE Hustler’s League. And so today, I want to share with you a very important element that you need to master if you really want to succeed in selling – having the right mindset.

Think about the prospect. Don’t sell to them, they want to buy!

As Jeffrey Gitomer said way, way back in Episode 1 of The Sales Evangelist,

“People love to buy but they hate to be sold.”

And we all know this to be TRUE. We hate to be sold. You don’t say you got sold, right? Rather, you say you bought this car. You bought this and bought that. You were not sold. It is therefore important that we do not put this on the prospect with a mindset of selling to them.

Again, remember the Platinum Rule:

“Treat others the way that they would like to be treated.”

So you see, it’s not all about you. It’s not just about making the sale and getting your commission. Change that mindset.

  • Can you get your client what they want?
  • What can you do to get your client this solution that’s going to solve this big headache in their organization?
  • What can you do to help this individual get the right apparel for this business meeting?

 

Think like your prospects.

If you can think like them and you could offer something a prospect according to what they want, NOT what you desire to give them then you will reap greater results in the end.

As Maya Angelou says,

“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

 

Strategies for successfully engaging with your customers:

  1. Listen.

This is one of the greatest ways to show that you’re listening to them. What do they need? What do they want? Can you help them with? Bring up something they’ve mentioned before. This shows them that you really indeed listened to what they said and that you’re genuine about helping them.

  1. Make eye contact.

This makes you genuinely connect with your prospects and it shows you’re paying attention to them and that you care.

  1. Set the rules before you play the game.

Many customers already have their guards up thinking that you’re selling them something. Therefore, find a way to let them know that you’re not there to sell them something if they’re not into it.

Shatter this barrier and ask your prospects to tell you that you’re not a good fit if they feel so. And vice versa, respectfully ask them if you could do the same if you deem that it’s not a good fit.

This way, you’re framing this conversation in a way that you’re giving them an opportunity to get out of this right away if it’s not a good fit. There is still this window of opportunity here since they could either refer you to somebody else or you could refer them to someone else who could solve their problem. This then shows your clients how genuine you are and that you care for them.

Bottom line: Make sure they know you’re there for their best interest.

Episode Resources:

Go back and listen to TSE 001 interview with Jeffrey Gitomer

The Sales Evangelist Interview with Patricia Fripp

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.

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Hustler's League, Sales Coaching, New Client

TSE 410: TSE Hustler’s League-“A Smile & A Firm Handshake”

Hustler's League, Sales Coaching, New Client Here’s another snippet taken from one of our sessions over at the TSE Hustler’s League where we talked about the idea of building rapport, how you can connect with new individuals as you take them into appointments, what to do, what to say, and what to not do and what to not say.

Strategies for Effectively Connecting with Your Prospects:

  1. Look for something you can genuinely compliment someone on.

Look for something you can connect with. This shows you are a human being and you’re not some machine asking prospects to buy from you.

  1. Look for ways that people will start to like you and connect with you.

It’s human nature to connect with other humans. We are social beings. Think about this in your prospect’s point of view. What type of people do they like to be around? They like to be around people who are like them. Find at least two things that you can connect with them.

  1. Do your research to know more about your prospects.

There are various ways to look for information about people such as their company website, LinkedIn, Facebook, and other social media channels.

  1. Be confident and give your prospect a firm handshake.

This shows your confidence and that you’re there to help them. (Don’t break their hands!) You just want to make sure you’re able to build a strong connection with them.

5.Give them what they want.

Remember the Golden Rule: “Treat others the way you want to be treated.” But don’t forget about the Platinum Rule: “Treat others the way that they would like to be treated.”

Give them what they want and people will feel you care about them. Make sure your website speaks about the pain of the prospect. What challenges do they have that you can solve for them? In everything you do, make sure you apply the platinum rule. Sometimes they will tell you what they want then give them what they want, not what you want.

Join the TSE Hustler’s League!

The next semester of TSE Hustler’s League is coming up in October, a 12-week program focused solely Prospecting. You will learn more about different strategies such as online prospecting, cold calling, social selling, messaging, using scripts, and more prospecting techniques.

What will you get from TSE Hustler’s League?

  • Weekly one-hour live call
  • Access to recording (if you can’t make it to the live call)
  • You will have an accessibility partner
  • Opportunity to post your goals, share insights, and bring up questions
  • Learn new strategies and improve your sales

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.

Register Today!

TSE 405: TSE Hustler’s League-“Show Them You Care”

TSE 405: TSE Hustler's League-"Show Them You Care"Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects.

You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply want to truly connect with someone and feel that you are not pushing on to them something they don’t need. 

Effective Ways of Building Rapport with Your Prospects:

  1. Be mentally fit.
  2. Engage with the customer.
  3. Speak to their needs.

Have the right attitude. The angriest people tend to have people who are also mean to them. Be a jerk and you will get jerks. Have a bad attitude and you will get buyers who have bad attitude. Before you even get to work, be sure you’re mentally there. So having the right attitude is critical as it determines your performance.

What is your purpose in doing this business? Use your passion and motivation as fuel to keep pushing yourself every single day.

Have the right gestures. Smile and maintain eye contact. Even when you’re just speaking over the phone, there is a difference when you’re talking with your head down as opposed to talking with your head up. Since you’re opening your diaphragm, you will sound more confident. Pretend you’re looking at your customers in the face.

Get to them on a personal level to show them you care and that you want to help them.

Episode Resources:

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

Lesson.ly, Donald Kelly, The Sales Evangelist Podcast, Conner Burt

TSE 354: Sales From The Street-“Humanity In Sales”

Conner Burt, The Sales Evangelist Podcast, Donald Kelly We’re living in a very competitive world today and the major question is how do you stay up front of the curve? You could say you have the best product but others say the same thing too. How can you truly differentiate yourself from the rest of the guys out there?

Today, I’m talking with Conner Burt, the COO of Lesson.ly, a learning automation software that helps client-facing teams boost their productivity and he share with us one of their company’s best practices that keep them ahead of the pack by bringing in humanity in sales.

Here are the highlights of my conversation with Conner:

The concept behind Humanity in Sales:

Serves as a bedrock defense that if everything else goes wrong in the day and they’re hundreds of competitors in the space, you could still raise your hand and say you did it the right way.

How to start bringing humanity in sales:

  1. Recognize that you have a problem if you do or recognize if you’re doing it well.

Recognition is the first thing to keep your eyes on. Think about how you can get better at this.

  1. Be an expert in your space.

You have to understand your products and how they’re implemented. You have to understand the impact it has for the prospect. Without baseline expertise, it’s going to be hard to go above and beyond.

  1. Love The Platinum Rule.

Treat others the way they want to be treated (as opposed to treating others the way we want to be treated).

  1. Look for humility.

You don’t know everything. You’re learning just as the prospect is. It’s okay to say that you don’t know. Have an empathetic mindset that the prospect has fears. Attack it if it’s the right opportunity but turning deals away if it’s not the right fit is when humility comes in the most.

How to create a culture of humanity in sales as a leader:

  1. Nobody learns anything the first time.

You can’t just bring this up once a quarter. Coaching about this has to be part of your regular cadence of one-on-ones.

  1. Give sales reps the right to say no.

Give them the freedom to turn away leads when not the right fit.

  1. Coach them on what “good” looks like.
  1. Be a therapist, not a doctor.

The key to the sale lives within the person walking in the door. Ask such good questions that the prospect knows you get it or your business. Take a pause and ask the next deeper question. Get the answer that is 2-3 layers deeper.

Conner’s Major Takeaway:

Be a therapist, not a doctor. Figure out how it leads to your human element in sales and how that leads to your personal differentiator. At the end of the day, you want to be the person where the prospect is calling you and asking you more questions because you’ve cemented yourself as their therapist. But you have to earn that right over time.

Episode Resources:

Connect with Conner on their website Lesson.ly or send him an email at conner@lesson.ly.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly