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Donald Kelly, Demo, Sales Presentation, Value

TSE 652: Stop Using The Demo as a Crutch (DaaC)

Donald Kelly, Demo, Sales Presentation, ValueAre you relying solely on your demo thinking that is what’s going to close the deal? Well, you better stop it as early as now because it won’t get you anywhere. See, it’s not how many demos you get to present. It’s not a numbers game in this case. It’s about quality.

When I was working in the SaaS world, what I noticed all the time was that salespeople would focus on the demo. They would expect the demo to close the deal for them. I had that same mindset as well. That’s because I sucked at selling and didn’t have the capability to help persuade my clients to make the decision. But it didn’t work!

That is not how you sell. That is not the way to sell.

Too many sales reps are crutching on the demo. Way too many of them are just waiting for the demo and hoping it would close the deal that when the person sees the software, they’re going to instantly buy it.

What to do before doing any demonstration:

  • Get to know the prospect.
  • Check out their website. Find out what they do. Look at their products and services to get an idea.
  • Understand their business model and how they make money.
  • Understand their top 3-4 issues and why they would purchase your solution if they came to your website.

Things to consider during your first call:

  1. Your first conversation is just to call them to set the appointment.
  2. Go deeper into that business question.

In the book, The Science of Selling, David talks about the science of asking powerful questions and he recommends these three levels:

  • 1st level: Surface-level answers like asking them for a review about some information you gave them. It’s just a basic follow-up question.
  • 2nd level: What features did you and your team think were most important?
  • 3rd level: Go down to the reason and the true root of the problem. (Ex. If you had that feature, how would that positively impact your role?)
  1. Find out who else needs to be on the demonstration.
  • The CEO is not the only person making the decision. There may be an office manager, a spouse, or a partner involved in the decision-making.
  • Stop making assumptions. Make sure you get to the right people in the demonstration.
  • If there are other key individuals in the decision-making process, find out what’s most important to them. You may need to do multiple calls.
  1. Find out the budget.

Figure out their budget and their time frame.

Stop using Demo as a Crutch!

  • Before giving any demo, have a meaningful discussion around the things I’ve mentioned above. Only then will your demos are more likely to close because you’re going to focus on things that matter the most and emphasize that.
  • Today is the day you start your independence from just being dependent on the demo to close. You need to make that mental decision.
  • If you’re a sales leader, train your seller to be a really good seller. Take time to train them, mold them, and teach them.

Episode Resources:

The Science of Selling by David Hoffeld

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Mike Saunders, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 506: Selling with Authority

Mike Saunders, Donald Kelly, The Sales Evangelist, Best Sales Podcast Don’t just become a salesperson to your clients but become their trusted advisor or resource. In this world of competitive selling, you’ve got to set yourself apart and the best way to do that is to sell with authority and be the authority!

Mike Saunders shares with us how you can sell with an authority positioning approach. Mike is the author of the book Authority Selling. He is also the host of the Business Innovators Radio Network.

With 15 years of experience in the mortgage banking industry, Mark got an MBA in Marketing and started working with small businesses beef up their marketing strategies until he created his own digital marketing agency called Marketing Huddle. Mark continues to position himself as the obvious choice by articulating their competitive advantage and building trust on their clients.

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Here are the highlights of my conversation with Mike:

Strategies for authority positioning:

  1. Speak loud and clear to your target audience.

Whatever you sell and whoever you sell them to, be able to provide a solution to their problem or variations of it.

  1. Become an educator and an advocate for your target audience’s success.

It’s not all about asking them to buy or giving them coupons or having a discount sale or countdown timers. Instead, teach and advocate for them through authority positioning.

How to maintain your authority as a sales rep:

  1. First, determine what you’re selling, your commission, and your ROI breakeven.
  2. Use HARO (Help A Reporter Out)

Sign up for a free service called HARO and get pitches from various journalists writing on a variety of topics. Reply or comment and you could be mentioned in that piece of media content and it gives you credibility.

  1. Focus on getting media mentions.

Focus on getting those mentions in the media and you’re on your way to collecting the pieces for your authority positioning portfolio.

  1. Send a package to your target audience.

Send your prospect a package containing a professional cover letter plus some colored copies of media mentions you’ve been featured in. (Note: These media mentions would be focused on your solution to a problem they’re probably facing.) Then add in a flash drive of more publications you’ve done things on or client testimonials.

  1. Connect through a meeting or a phone call.

Once you connect with your client, you are now perceived as a trusted advisor or resource and not as a salesperson. This is what sets you apart.

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Other ways of building your authority positioning portfolio:

  • Become a radio show or podcast guest.
  • Building links to your website, blog, etc.

How relevant is SEO?

  • People will Google you or your company name so SEO doesn’t come into play here. SEO comes in through the keywords you’re using.
  • Use these keywords in your interviews and media mentions so once people Google about it, you will appear on the results.
  • Build links to your main website, blog, etc. (which builds your authority positioning asset) so it will be ranked up there.

How Mike can help you build your authority positioning portfolio:

  1. Mike offers Brand Boost to his clients for a one-time fee of $297 where he does a brand boost for the company. What does the Brand Boost entail?
  • Become a guest on his show, Business Innovators Radio Network where you will focus on giving solution to the problem.
  • Media release
  • Syndication to different news media sites and you get a link to that media show.
  1. Mike’s 3-hour Authority where he takes you through a 3-hour call to help you become an Amazon bestselling author without writing a word.

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Mike’s Major Takeaway:

Do the opposite of what your competitors are doing. What could you do that would make you stick out in their mind?Episode Resources:

Check out Mike’s website Marketing Huddle and Business Innovators Radio Network

Get a free copy of Mike Saunder’s book Authority Selling. Just go to www.authoritysellingbook.com.

HARO

Why waste time creating proposals when you can easily drag, drop, and create proposals that your prospects will enjoy and thank you for? Check out PandaDoc. People using it have seen a 35% increase in sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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

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Sales Script, Donald Kelly, The Sales Evangelist

TSE 179: Should I Use A Sales Script or Not?-Part One

Sales Script, Donald Kelly, The Sales EvangelistShould you use a sales script or not? So many times sales professionals battle whether they should use a script or not. Many sellers feel that they are experienced enough to do without a script when they get on the phone. I was one of those individuals until I came to a better understanding of the errors of my ways and became a convert to sales scripts.

But before you get all rowelled up, let me explain what I mean by a script. I’m not a talking about reading and sounding like a robot, I’m talking about having something to follow to make each call purposeful and effective. It’s being able to have a guide so that a seller sounds more articulate, professional and as a expert in their field. Scripts allow the seller to gain more confidence from their prospects and helps them develop more confidence in themselves.

During this two part series episode I explain more about why you should consider using a script and how to create one. Here are some of the major points from part one:

  1. Why professionals use scripts (see actors, etc)
  2. Planning and having a guide is essential for important matters
  3. The more prepared you are, the greater your confidence
  4. Time saving factor or know what to say before the call
  5. You gain the trust of prospect and come off as an expert (which you are)

Obviously, there are many other benefits that one can see from using a script, but these are the most important factors I’ve come across. Stay tuned for part two as I dissect “how” to prepare a script, what you should have and what you may not need. Until then, do BIG THINGS!