Tag Archives for " Rejection "

Relationships, Rejection, Donald C. Kelly

TSE 1182: How To NOT Ruin Relationships When Selling To Friends

Relationships, Rejection, Donald C. Kelly

Have you ever wondered how to not ruin relationships when selling to friends? This can be difficult because you would still want to keep the relationship even when they’ve said no. 

This isn’t a unique struggle, it’s common to most salespeople. Perhaps the products could be beneficial to your friend or family so you want them to try it. You have a moral obligation to at least explain some ways to fix their problem without turning it into something bigger. 

Solve the true problem 

Assess whether what you have is truly a solution to their problem. You can’t sell a car to your friends when they already have one that is running in perfect condition. Even when you’ve told them about the new features of the car you’re selling, they’re not going to get one because they have a good car that runs just fine. What you presented to them isn’t a solution because there wasn’t a problem in the first place. 

It is important for you to seek out whether there is a problem and figure out what it is before you present your product. 

Be genuine 

Do not present a solution that would benefit you; rather, give them a solution that would benefit them. 

Perhaps their car needs fixing and they are spending way too much for the repair. This is a great time for you to share the features of the car you’re selling. If they don’t have the income to purchase it, then help them get the income by looking for a credit union. 

That genuine heart helps build trust and your friends will potentially lead you to other people with similar problems. The people you’ve helped will come back to you and buy from you again later on.  

Do not pitch something to your family or friends because your sales manager told you to do so. Don’t approach them with the mindset that they’ll buy your product because they feel guilty. 

Consider your approach 

Always set the rules before you play the game. Consider your approach and be straightforward. Because they are the people you are close with, you have the benefit of honesty from them. Before you make your pitch, remind them that if they are not interested, there’s no need to beat around the bush and that the relationship stays the same regardless of their choice.

Once they understand that, then you can move on with your pitch. Put emphasis on the fact that you are willing to help with their problems. If their car isn’t working well and they are spending too much for repair every week, tell them that they can go to another car salesperson. You are merely giving them options on how they can address their problems. 

Don’t approach them like you would any other clients. Instead, approach them in a loving way. People recognize trust and love and if you use that approach to your friends and families then you’ve unlocked one great strategy on how to not ruin relationships when selling to friends

No isn’t always a No

Many salespeople keep selling even when the person has said no. This happens a lot because in sales, it is about the numbers and others take it to another level. As a salesperson, you need to have a threshold.

Most sales reps, however,  see a list of names to reach out without knowing who these people are or their concerns. They see names and they see numbers automatically. They don’t look at the names as individuals who might be facing some personal issues at the moment. 

Studies have shown that 92% of salespeople give up after getting a NO without realizing that 60% of consumers say no four times before saying yes. Some say no because they are busy or they aren’t a fit for what the salesperson is offering. 

If someone is in the right market and they fall under the criteria of your ideal customer profile, then they do have a problem that you can solve. You have a moral obligation to at least explain it to them, and not just once. 

Change your approach from someone who just wants to set an appointment and talk about the product to someone who wants to help them and educate them to overcome a challenge they are facing. 

Build relationships

The Sales Evangelist, for example, is virtually everywhere and we’ve been sharing a stream of content on a regular basis. We are found in every platform where our ideal customers may be. We are on LinkedIn, Facebook, Instagram, Twitter, and YouTube. People may have not expressed their interest now but they are individuals that we can follow up and put into other sequences for us to reach out. 

If they aren’t ready to buy this month, then connect with them and ask them if they are willing to receive educational information. If no, then let them go and if yes, then look for ways that you can continue educating them. 

Don’t pitch them the product when they’re not yet ready to get it but maintain a relationship and to do a follow-up after enough time. Remember to stay in touch. 

Nurture that relationship until such time that it picks up. 

A portion of that 60% who said no to you will eventually make a yes if you stick around and pitch in the perfect timing. So, build a relationship with those individuals in a loving way and be present in whatever means or platform they like to digest your content. 

“How to Not Ruin Relationships When Selling to Friends” episode resources

The Sales Evangelist records podcasts regularly. Some of our contents are answers to questions sent to us by salespeople. If you have concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound.

Rejection, The Sales Evangelist, Cisco Terreros

TSE 1165: Why Getting a No is Not Such a Bad Thing and How to Accept it!

 

Rejection, The Sales Evangelist, Cisco Terreros

Some people aren’t into the idea of rejection but actually, there are positive reasons why getting a no is not such a bad thing. 

Francisco Terreros is a co-founder of Felkrem, a full-service sports marketing agency focused on two core services. First, they represent professional footballers/soccer players in their careers both on and off the field, and secondly, they sell brands and reach the players’ demographics through sports and marketing. They are FIFA agents and marketers who do sales every day. The sell to parents and kids they want to sign to their firm as well as to teams and sponsors. 

They are selling their experience as sports marketers to brands who want to capitalize on their understanding of how to navigate and reach their target demographics. 

Their company is surviving, thriving, and growing rapidly despite the competition in the industry. Felkrem is dealing with the athletes’ professions and their dreams. 

Getting no as a sales rep

Sales reps have been in this situation once or twice in their careers as salespeople. It’s difficult to hear the rejection, and much more difficult to accept it. But why do we get a no and why is getting a no not such a bad thing

A seller’s job depends on his ability to get a yes, so naturally, a no for an answer is a hard pill to swallow. 

Lions are the kings of the jungle. It’s their natural instinct to turn their chase into actual food. They have their hunting strategies matrixed down that when the prey gets away, they don’t just give up. They walk and find another kill. They also don’t necessarily go for the biggest and the fastest one. They change their game occasionally and go for something else. 

As sellers, we need to think like lions. It is our instinct to turn the potential sales opportunities into yeses. Our game must also be matrixed so that when we hear no, we don’t walk away dejected. Instead, we walk away with a new plan in our head. We should learn to walk away and get the next one. We need to understand that no is part of the process and it’s going to help us figure out what we must tweak to get the yes. 

Overcoming this is a hard job because our lives depend on the yes. ‘

The sales process is a numbers game and our closing rate of yes comes before several nos. Your sales career will change once you realize that and calculate how many nos you need to get a yes. Simply put, a no means one step closer to the yes. 

Back to the beginning 

We must all begin learning the basics before we become successful in our craft. Cisco got an internship with the sponsorship department in a major league soccer team in his area. He was assigned to support the sponsorship team. He took pictures of activations, set up banners in the stadium, and met with clients at the game to let them into the gate. He was a secretary but he needed to be more. He started coming in two hours before his shift and observed. With his notepad in hand, he listened to the sponsorship guide sell and he took notes to understand the process. Weeks later, he asked for more and he was given a list of people. He started calling and calling and got zero yeses. 

Years later he realized that all those nos taught him something since they got him closer to the job. The nos helped him understand himself and his techniques and what he needed to do to change the no into a yes. 

Cisco wouldn’t have been able to understand that it’s all a system and a process if he didn’t start with the basics. 

The hungry lion 

The analogy of the lion is perfect for this subject matter. After missing their prey for a couple of times, a hungry lion is more zealous than ever to catch another one. A hungry lion is persistent and patient in an intelligent way, not in a desperate way. 

We need to help our team understand that. Teach your team to think like hunters and that the no is a way for them to become hungrier. Not desperate; just hungry. Desperation can be felt a mile away, so don’t be that desperate seller who tries to oversell. Be hungry and be patient. 

A seller’s desperation is a puff of wind that clients don’t want to inhale. It’s also good to take a mental note that clients can hear your desperate sound even in a phone conversation. When your voice drops and your tone shifts, your client will start to zone out. Pay constant attention to how you sound and how you deliver your pitch. 

Turn that no to a yes

Cisco had a seller call him in the past for a pitch and his voice and tone were giveaways to his desperation. Cisco helped him understand the process of no and he asked the seller to count the nos he got before he had a yes. A week later, the seller talked to Cisco again but now with a triumphant voice. He said that he got 33 nos before he had a yes. Those 33 nos are no longer awful experiences because those are the setbacks that got him to a yes. 

Knowing the nos is the beginning. Doing something to lower the no-to-yes ratio is the next step. You do that by identifying where the gaps are in your pitch or in the presentation and you fill those gaps. 

‘Check Me’ partner  

Accepting no is a difficult thing but this process is a continuous one. Even if you get better at getting yes, you’ll still face some nos along the way. It’s better to have someone who’ll be on the journey with you. Find someone who can check you and get you back to reality when you’re facing a slump. It can be your co-worker or your business partner. It can be another team member or your boss. It can be anybody who can get you back to your feet. Teach them to remind of you three things:

  • What did you learn?
  • What can I do better next time? 
  • The no means you’re one step closer to the yes.

Be reminded of those three things to overcome the depression and dejection that come with the no. So, go and find yourself a ‘Check Me’ partner. 

This can be applied to basically every aspect of our lives because our society fosters a culture of positivity and negativity. People have high emotions of happiness and low emotions of sadness. This contrast is good because you won’t be able to feel the satisfaction and elation that comes with happiness if you haven’t experienced something bad. 

At the end of the day, rejection is a necessary evil to achieve heavenly success. Your no is one step closer to your heavenly staircase of success. 

We don’t have to become an expert in overcoming rejection but we do have to understand the tools to help us overcome the rejection. 

Learn to turn your awful nos to beautiful yeses. 

Why Getting a no is not Such a Bad Thing and How to Accept it!” episode resources 

Connect with Cisco in his social media to be inspired. Follow him on Instagram or shoot him a mail. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a tool for sales reps and sales leaders to become better in doing their pitches and presentations. The program has 12 courses to help you find the right customers, ask the right questions, and close great deals. You can get the first two modules for free! 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader and loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify

Audio provided by Free SFX and Bensound.

Tamara Thompson, Donald Kelly, Convincing, Closing

TSE 1033: How To Turn A No To A Maybe To A YES!

Tamara Thompson, Donald Kelly, Convincing, ClosingAs sales reps, we all want to know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’

Tamara Thompson is the owner of a creative video production company that brings compelling stories and brands to life; from events to influencers to business owners. It is for those who need marketing assistance or who seek to broadcast their authority across different social media platforms.

Video is her forte’. She is very passionate about it and has directed several documentaries.

Tamara started using a video camera at the age of 7 and followed her dream into film school before launching her own business, Serious Take Productions, in 2012.

She is now focused on building her sub-brand, Broadcast your Authority, to help empower more female business owners – from taking the stage, to gaining media exposure, to implementing video that will attract and keep attention.

Tamara knows full well that receiving a ‘No’ in sales is inevitable. She used to take it personally until she read The Four Agreements, a book which she credits with changing her life.

Moving beyond ‘No’

Now, she views ‘no’ with a different mindset. That ‘no’ can turn into a ‘maybe’ and then into a ‘yes’ when you have the mentality and are able to think abundantly in order to handle rejection. Taking rejection personally only allows it to spiral out of control into negative feelings about one’s abilities.

The more positivity flows around you, however, the more you are able to deal with objections. To handle the conversation, you have to be able to listen to why they are saying ‘no.’

It is a preemptive process. It is the preemptive way of thinking when entering into any conversation: don’t expect a ‘no,’ but recognize that it may happen and be prepared.

When facing ‘no’ as an answer, it is time to discover why the hesitation exists. In this way, you can provide a different solution that caters better to the needs of your clients.

As the owner of a professional video company, Tamara knows she has the one-up in many situations simply because, in order to build a relationship with her clients, she needs to know exactly what entices them most and what they need most.

As an example, Tamara recalls hosting a ‘sale from the stage event.’ It’s a selling opportunity to a massive amount of people who are then invited to ask questions and to sign up for video retreats.

One woman, in particular, had many questions about her unique situation. Tamara was able to zero in on the specific hesitations of the prospect and cater to her needs as a result.

Relating to the prospect and fully trying to understand the reasons behind any hesitation is how Tamara is able to turn a ‘no’ into a ‘yes.’

Listening

She doesn’t view ‘no’ as a rejection or a lack of interest but rather as a call for more information. A weak seller might give up but a great seller will try to be helpful, to relate, and to listen.

When you truly care about the people you are working with and for and want to build a relationship with them, it is easier to steer conversations toward ‘yes.’ Once you understand the struggles and objections, it is easier to respond properly.

Tamara is passionate about her business. She is confident that listening and empathy can go a long way in helping sales reps close deals even if they are not particularly passionate about their product.

New sellers sometimes don’t know what to listen for.

Tamara recommends doing research on any person you hope to speak with. Take time to learn their lifestyle and interests and what their brand and business look like. Then tailor your questions accordingly.

The right questions – the right amount of interest in what the prospect is already doing – can open them up to tell you more.

Find out why they do what they do and where they want to go.

Most prospects are passionate about their business and when they are hesitant to make a change, you can hear it in their voice. Once you understand their goals, you can help them past the hesitation.

Being persistent

If a hesitant ‘no’ is still the answer, Tamara recommends follow-up.

Aim for a ‘maybe’ even if it means following-up multiple times, or several months later, because people are busy and can’t always respond the first time.

Once the prospect realizes that the sales rep is attempting to provide a solution and to help versus just trying to make a sale, it opens doors.

Persistence and the ability to listen to the real concerns of any prospect are Tamara’s key pieces of advice.

The more they can see the value in what you offer, the more ‘no’ moves to ‘yes.’

“How to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’” episode resources

Check out Tamara’s video content and learn about upcoming events on the Director Tamara Thompson Facebook page. You can learn more about compelling videos, event videos, and influencer and speaker trailers produced by Serious Take Productions at www.serioustakeproductions.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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. It’s super easy, it’s helpful, and I recommend that you try it out.

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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

Kevin Yee, Rejection, Dan Loc, High Ticket Closing

TSE 1014: Sales From The Street: “New Rejection”

Kevin Yee, New Rejection, Dan Loc, High Ticket ClosingAs salespeople, we’ve all faced new rejection. It feels like a punch in the gut every time. It can sometimes make you question if you should even stay in the business.

Kevin Yee knows what I’m talking about. Rejection is especially hard to handle when you are new to it as Kevin was.

Kevin left the pharmacy industry and now runs a high ticket closing agency of about ten team members working with B2B and B2C clients.

It was risky move but after attending a sales training course, Kevin was highly motivated. He was excited to start making calls but terrified at the same time. He knew he lacked experience and that affected his confidence. Kevin wanted clients but he wasn’t sure if he was really going to be able to help them.

Intellectually, he knew he could work hard and figure things out but he remained insecure.

The wrong focus

He was so focused on those insecurities, that within moments, his first client had control of the call. Looking back, Kevin realizes he was trying to be someone that he wasn’t. He is naturally inclined to be helpful but he was trying to be authoritative in his delivery.

He knew all the right things to say but he lacked conviction and it came across in his voice. It didn’t help that the client was also not interested in the services of a high- ticket closer.

Kevin had worked so hard to put everything in his training so the rejection really hit him hard. His confidence in sales was shaken.

He didn’t want to go back to pharmacy, however, so he decided to try again.

Trying again

At the time, he was a one-man sales team. He had a marketing background so he set up a sales funnel for himself where he was the closer at the end. With help from his YouTube channel, the leads started to come in.

It was a good problem to have.

Kevin signed on a few friends to help out. Having confidence in the team’s ability to get results made it easier to reach out to more and more clients.

It has been six months since the sales funnel took off. The team has been getting better and better and Kevin has focused on getting more and more clients. He learned how to really connect with people and to be a good friend to his clients. Kevin takes the time to really learn about their businesses so that he can tackle any problems his clients may have.

He knows that the most important part of any new business is marketing and sales.

Working with others

He and his team are currently in the process of onboarding a B2B client with six-figure packages as they continue to reach out to new clients.

They strive to authentically reach out to people to help solve the closing and sales problems of their business. He believes there is a lot of opportunity on the table and is excited for the future.

Kevin knows he could not have done it alone. He encourages you to reach out to others, especially if you are struggling. He believes that you have to have a giving mentality to succeed; nobody wants to work with a selfish person.

Sometimes we just get so focused on our own lane that we fail to realize there are cars next to us. Kevin hopes his story will inspire others who may be ‘in the slumps’ to keep putting themselves out there, and to rely on others for help as you continue to do the same for others.

“New Rejection” episode resources

Check out Kevin’s YouTube channel at Kevin Yee PharmD, or contact him at refugeehustle.com.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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.

Prospect.io is offering three months at half-price.

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. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

 

 

 

 

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

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 and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review 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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Marion MCGovern, Gig Economy, Side Hustle

TSE 804: Sales From The Street-“The Gig Economy”

marion-mcgovern, The Sales EvangelistThe gig economy continues to grow as more people discover the freedom  and control it provides.

Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level.

On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in the gig economy and the changes she has seen in the space over the years.

Marion’s newest book, Thriving in the Gig Economy, addresses the changing nature of the gig economy and helps readers make sense of the gig marketplace. Additionally, she addresses many of the challenges of this kind of work.

Misunderstanding gig economy

People often assume that workers opt for the gig economy because they are unable to get a “real job” but the truth is that 70 percent of those people choose to work that way most choose to be there.

The majority of workers actively choose it because it provides more control over the type of work they do.

Furthermore, while it originated as a money-saving effort for companies, it now means that companies can find the very best talent for their projects. Many Baby Boomers are retiring and joining the gig economy.

Errors in pricing

Marion maintains that there is an art to pricing your work.

If, for example, you’re offered a marketing project that you could do in your sleep, you might charge accordingly. If there’s a project that offers you a new experience and a chance to add a new skillset to your credentials, perhaps you charge less to make sure you get the deal.

Projects that require a distinct urgency might allow you to charge more.

Kinds of “no”

Working in the gig economy requires you to face rejection occasionally. No one hits a homer in every at-bat.

Rejection tends to be harder for creatives because the “no” feels more personal. Instead of interpreting that you don’t like my approach, we assume they don’t like our work.

Additionally, you also have to prepare to say “no” to clients. If a client offers you follow-on work that you don’t really care to do, you have to decide whether it’s worth the money to accept the work.

Multiple platforms

Countless platforms exist to connect talented people with projects. Start at the larger platforms and get involved. Rather than simply posting your info, interact on the site.

Go where your clients will be. Network. Join an industry group.

Don’t buy into the lie that you don’t have to market. Stay connected to your industry and the people within it.

Episode resources

Connect with Marion at her website, marionmcgovern.com or find her on LinkedIn or Twitter.

If you’d like to connect with sales professionals of all levels in many different industries, check out The Sales Evangelist Hustler’s League. Our online group coaching program connects sales professionals who want to exchange ideas, learn and build accountability for themselves.

Our April semester is all about building value, and we’d be honored for you to join us.

Episode audio provided by Free SFX.

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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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.

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Donald Kelly, Fear of Rejection, The Sales Evangelist

TSE 597: Don’t Talk Yourself Out of It

Donald Kelly, Fear of Rejection, The Sales EvangelistYesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.”  So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that meant letting opportunities pass by.

Reasons why sellers don’t ask and what you can do about it:

  1. Fear

Fear is false evidence appearing real. They’re simply false ideas. These are the things we tell ourselves that may happen but the likelihood of them happening is zero to none. These are things that appear so real that they hold you back. Don’t let these ideas hold you from taking action. Change the story around and fill your mind with the things that are potentially good.

  1. Laziness

Laziness holds you back from taking action and from making any money. No one person who became successful was ever lazy. All things require work and a massive amount of action. You can relax later on. Don’t be lazy. Don’t be late. Don’t start your work day late. Get working and start hustling. The best way to prospect is between 8 and 10 am so get out there or get on the phone.

  1. No habits or sales process that can help guide them especially in certain situations

Having confidence comes from having a process or having an understanding of what’s going to happen before it happens. When you create a habit or know the process, you know the outcome from the beginning. You experienced it before and you know what to do in case things happen.

As you make phone calls or go door-to-door and you’re afraid of those rejections, what process can you put in place? Figure the top five to ten things these prospects may tell you such like rejections or challenges. Then carry on the conversation if any of these come up. What could be their “unconsidered need” which is something they don’t know they may need right now? It could be painful but they didn’t realize it until you came. Utilize some opportunities to plan and to be effective.

  1. No strong why or motivation

You have to have a strong enough motive. What motivates you? having a strong motive provides that force that pushes you through any adversities. When you don’t have a motive and you just wing it, this doesn’t work. What is it that moves you? Maybe you want to travel or get married or buy a house or provide a way for your family to not go without – whatever it is, use that as fuel every single day to guide you.

  1. Not knowing how to handle rejection

People are going to say no to you. They’re not going to like your product. And that’s all fine. That’s life. Not everyone likes everyone. Understand they are rejecting your role and not you. They’re rejecting the salesperson and not you as a person. They don’t know you. And maybe you didn’t just do a good job of letting them know you. So create a way to get them to know you. This could mean multiple attempts of reaching out to them and having that opportunity for you to present value so they can see what you can do to help them. Take advantage of social media or email. There many things you can do to grab their attention.

If you want to learn how to become more buyer-centric to help increase your win rates, check out the TSE Hustler’s League.

Episode Resources:

The Three Value Conversations by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Join the TSE Hustler’s League.

Be a part of The Sales Evangelizers group.

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.

 

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.

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.

TSE 536: How to Develop an Unstoppable Drive to Sales Success

Dre Baldwin, Donald Kelly, Sales Motivation, The Sales Evangelist PodcastStill making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from.

Dre Baldwin is an overseas professional basketball player having played through eight different countries in the course of nine years. After graduating from Penn State University, Dre has written books and has done a few TED Talks. He has created programs designed for both athletes and non-athletes and does coaching/ consulting and professional speaking.

From a 6’4″ student who had no innate basketball skills whatsoever, Dre figured he had to put in extra hard work and discipline he needed to be successful and now he’s sharing the resources which he never had.

Now it’s your turn. No more excuses.

Here are the highlights of my conversation with Dre:

How Dre developed his skills to be adequate on the court:

  • Doing different than what others are doing (Dre practiced even at a time no one was practicing)
  • Showing up every single day to work on his game not thinking he would be discovered by any recruiter

Strategies to develop your passion and be better:

  1. Force yourself to be that motivation.

Use other people’s stories to motivate you and which you can use for your own purposes. Listen to their interviews. Read magazines on them. And just take any piece you can use for your own motivation and inspiration.

  1. Find out the one thing that makes you get up each day.

The success in life is basic. There are no secrets. It’s something you already know. Just figure out what you’re willing to do and throw yourself into it. Something that really motivates you and inspires you to get up and do even if there was no money attached to it when you achieve it.

[Tweet “Just figure out what you’re willing to do and throw yourself into it”@DreAllDay ‏]

  1. Stop saying lies to yourself.

A couple of common lies people tell themselves are:

I can’t do this because ________.

I need more information.

  1. Put in the hard work and discipline over and over again.

Success is not a matter of what you’ve done or what you’re doing today but what you continuously do over and over and over again. It’s not an object but a habit. It’s a discipline.

  1. Take action and stop talking your way out of action.

Stop second-guessing yourself and going back to gathering information. If information was all that any of us needed to be successful, then all of us would have been successful by now. Internet is free and widespread. You’ve got access to any information. So it’s not the key to getting anywhere. The is key is taking action. Unfortunately, people talk their way out of action.

[Tweet “If information was all that any of us needed to be successful, then all of us would have been successful by now”@DreAllDay]

How Dre’s pro-career started:

In 2005, Dre joined an exposure camp, which is like a job fair for athletes. You play your sport with other people to prove that you can play professionally to an audience of coaches, agents, scout managers who are brokers in the sport.

Dre took a video of the exposure camp but he had to market the video by sending a VHS copy of his video to an agent. Dre landed an agent who negotiated his first playing situation in Lithuania in 2005.

Dre took the video from a VHS tape to be put on a CD and then on YouTube, being his first YouTube video.

Strategies for your social media approach:

  1. Serve the under-served.

When Dre saw people who watched his video were asking more questions and pieces of advice, he decided to film everything he does and put it on YouTube so anybody can make use out of it. There were no athletes posting training content on the internet before Dre started doing it in 2006.

  1. Share value and don’t just do it for the money.

Dre was already posting hundreds of videos before any Facebook ads even existed. People see through you. Be who you are because people can tell. There will be people who go against you but that’s okay since you’re sharing something important enough for people to pick their side.

Dre’s Major Takeaway:

Each one of you has one competitive advantage and one one competitive advantage that can never be duplicated or taken away from you – your individuality as a person. Be who you are and if you can do that and be able to share your life and what’s going on with you, the more people understand who you are about. Get clear on who you are as a person and then start sharing yourself with the audience you want, which you won’t know until you start being yourself. People can choose until they see the real you.

Episode Resources:

Get to know more about Dre on his website DreAllDay.com or connect with him on Snapchat and Instagram @drebaldwin and Twitter @DreAllDay.

Watch Dre’s YouTube channel and TED Talks

Check out The Trailblazers Podcast by Stephen Hart

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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Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's League

TSE 430: TSE Hustler’s League-“Rejection and Prospecting System”

Fear of Rejection, Donald Kelly, Fear of Prospecting, TSE Hustler's LeagueDo you have a phone phobia? Are you fond of making excuses just so that you can’t get on the phone? Why are you afraid?

I used to be so scared of picking up the phone primarily for the fear that they’re going to reject me or they’re not going to like what I have. Lo and behold, what do I get every time I got on a call? Rejection. That got me depressed. I had gone to work still but that didn’t make me want to pick up the phone and had all these kinds of excuses just so I can’t make calls.

Right now, I still realized I have these distractions that I tend to put in place that prevent me from being a really effective seller. The problem is we tend to put so much pressure on ourselves to get a yes that prevents us from doing well that’s why we really don’t know how to handle the no.

How much time do you spend prospecting?

One of the main reasons people are afraid of prospecting is the fear of rejection. It’s that anticipation that limits you from doing it.

Key Questions to Help You Create an Effective Prospecting System:

  1. What do you do avoid prospecting?

You’re actually going to be able to find a trigger. There’s something in this process that triggers you.

  1. When do you avoid prospecting the most?

Let’s say you get distracted in the morning and don’t get started. Adjust that and replace it with a workout for instance to get your endorphin excited and make you ready to get started in the morning.

  1. What do you feel you’ve missed out on because you’re not prospecting as much?

And what are you missing out on? It could be a lot of different things – money, key opportunities, promotion, etc.

  1. What are the things you’ve done to resolve it?

Then identify the things you’ve done to solve it. Too often. Sellers know the problem but they don’t do anything to fix it. It’s not only evident in sales but in all aspects of life as well. Therefore, you need to be able to identify what are the things you need to do to solve them.

Check out these stats from a survey conducted to salespeople:

  • 51% of salespeople said they’re afraid customers will reject them and then say no
  • 22% said they’re afraid of upsetting the customer by coming across as pushy or aggressive
  • 18% said they’re not making the sale and reaching their goals
  • 9% said they’re concerned their product was not right for the customers

What are the qualities of great salespeople?

  • 30% – willingness to face rejection
  • 22% – the ability to close sales
  • 18% – communication and negotiation
  • 5% – product knowledge

When it comes to dealing with prospecting in sales, which is most difficult?

  • 27% – making the initial contact/call
  • 37% – following up afterwards

Key Points:

Give the prospect the opportunity to say no.

Keep going until they say no because you need to get to the core of what the clients want. The reason we stop is first, we feel inferior.

Never make the decision for the prospect.

We often think prospects think the way we do. We think the price is too high so we end up making the decision for the prospect. Again, never make the decision for them. Let them make the decision for themselves.

Episode Resources:

Go for No! by Andrea Waltz and Richard Fenton

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

Copywriting, New Seller, Entreprenure

TSE 304: Improve Your Copy, Improve Your Sales!

Copywriting, New Seller, Entreprenure We all need to know how to write effectively, even in sales, now more especially because of the social selling opportunities brought to us by LinkedIn or other blog posts and sites. Therefore, it puts you to great advantage as a seller to be able to deliver your message effectively through copywriting.

Today’s guest is Kevin Rogers. He is a copywriter, spending 10 years as a freelance copywriter doing mostly on launching information products as well as in the health wellness space. He now runs a community of copywriters and business owners coming together to work and solve each other’s copywriting headaches.

Kevin leaves us with a great lesson here today – that when you give value, money comes back to you.

Here are the highlights of my conversation with Kevin:

Kevin’s challenges:

Transitioning from his full time job to being a freelance copywriter

Strategies Kevin used to overcome the challenge:

Positioning himself as a teacher, having written the #1 sales letter on ClickBank, a marketplace for digital information products, teaching people how he got to that level.

Putting up the annotated report of the sales letter and distributing it around his community which generated great reviews.

“Give the best stuff away to the right people and more often than not, it will be returned to you better than you gave it.”

Kevin’s Major Takeaway:

Treat your best knowledge the same way you should treat money. It needs to flow.

When your instinct is to hold on and recognize that it’s happening out of fear and scarcity, do the opposite and you’ll be shocked at the results.

Episode Resources:

Get connected with Kevin at www.copychief.com

Check out Kevin’s podcasts:

Copy Chief Radio

The Truth about Marketing podcast

ClickBank

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 Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 030: How To Become An Influencer with Dino Dogan Part 2!

Dino 1During this episode I interview the founder and CEO of Triberr, Dino Dogan. For those of you who don’t know about Triberr, it is a social network for bloggers that sends over 2 million monthly visits (and growing) to its members. It is a powerful avenue for anyone selling or desiring to grown an audience. With his years of experience building a powerful startup, Dino also offers great practical insights you can take and apply. You can learn how to grow your influence, gain loyal advocates and become a better seller. We had a great discussion and a lot of information was shared by Dino, so much that I had to break up the interview into two parts. During part 2 of this interview, Dino and I discuss rejection and the inverted funnel.

Rejections:

We are all going to get rejected at one point or another. One of the most important things to recognize out of the gate is the fact that you ARE GOING TO GET REJECETD! One of the most powerful keys in handling rejections is to just accept it confidently and move on. People will see you in a better light when you move away confidently.

Inverted Funnel:

Dino also shared the idea of the inverted funnel. This is a concept he uses to describe the means where by organizations and individuals can offer value for free and in turn grow their audience. Out of this larger audience, a small portion will eventually become paying customers.

triberr

Book recommendation by Dino 

Fascinate: Your 7 Triggers to Persuasion and Captivation 

Stay connected with Dino:

DinoDogan.com 

Twitter

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