Tag Archives for " Sales Meeting "

Listening, Meetings, Donald C. Kelly

TSE 1185: Why Do Salespeople Talk So Much?

Listening, Meetings, Donald C. KellyWhen I asked The Sales Evangelist community what they wanted to know about sales, one of the questions that emerged was, “Why do salespeople talk so much?”

It annoys a lot of people, primarily because if you talk too much, you’re probably listening too little. 

Persuading people

Somewhere in the growth of the sales industry, sellers convinced themselves that talking would persuade buyers to make purchases. We believed that if we talked more, they’d hear us more and they’d more likely believe us. As a result, they’d say “yes” more. 

Unfortunately, that just isn’t true. 

Many people don’t realize that the greatest salespeople listen more than they talk. You’ve likely heard the adage that you have two ears and one mouth, so you should listen twice as much as you talk. 

If you pay attention, you’ll likely discover that the best salespeople are those who use their speaking opportunities to ask questions. They seek to understand their buyer’s perspective and to stimulate conversation that helps them gather important information. 

Stimulate the buyer

Let’s go back to the scenario we discussed earlier in the week. If someone owns a car that costs them a lot of money every month for repairs, you could ask that person questions to help him realize that he has a problem. If you walk him through the math and help him understand how much that amounts to every year, he may find that he could be driving a much newer car for the same price.

Good sales reps will ask questions that will help him realize the problem on his own. 

  • Why are you spending that much money on your car?
  • If I could show you how to spend one-fourth of that amount and get a reliable vehicle and still have money to save, would you be open to learning more?

He’ll likely be willing to at least learn more. 

Features and benefits

Without even discussing features and benefits, you’ve inspired him to consider his situation. You said nothing about the radio, or the seats, or the transmission, or the exterior of the car. You helped him persuade himself to explore the possibilities.

Many sellers dislike the awkward moments in meetings when things get quiet. Each side wonders what the other is thinking and, as humans, it just feels wrong for us to sit in silence. We assume the buyer is thinking something negative. 

A Harvard study found that when people talk about themselves, it triggers the same pleasure sensations as food or money. The study also found that volunteers who were offered a chance to earn money by answering questions about other people passed up potential earnings in exchange for a chance to talk about themselves. 

Why do salespeople talk so much?
We’re more comfortable talking about ourselves because we’re confident about it. The conclusion is that sellers who want to fill an awkward silence will likely talk about themselves.

Meeting prep 

Sellers who prepare for meetings would more likely understand the situation and the buyer and his company. As a result, they’ll be more confident in their understanding of the customer’s challenge. They’ll ask appropriate questions that help the buyers travel down the path to making a decision. 

Write some thought-provoking questions prior to the meeting. Challenge your prospects’ way of thinking. If you feel awkward about a specific question, you should probably ask it anyway. 

If your prospect seems to be avoiding a topic, see if you can find a way to bring it up anyway. The conversation will either progress toward conversion or your prospect will decide he isn’t ready for change. 

Study the customer and his company. Learn about the potential problems they are facing and figure out a way to solve them. 

“Why Do Salespeople Talk So Much?” episode resources

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! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

 

Reshan Richards, Steve Valentine, Meetings, The Sales Evangelist

TSE 1161: “How To Run Better Meetings”

Reshan Richards, Steve Valentine, Meetings, The Sales EvangelistMeetings serve an important purpose in business so we must learn how to run better meetings to avoid the feeling that we are wasting our time. 

Reshan Richards is a career educator who launched an app — targeted for use in schools — that ultimately became a software business. He has seen a significant intersection between things that are effective in both business practices and the classroom. Together with Steve Valentine, also a career educator, he is collaborating to articulate and pinpoint the specific moves that can be borrowed from the teaching profession and implemented in business. Steve has studied leadership and its application in order to work with young people and help them understand basic leadership. 

Meeting mistakes

The problems that plague corporate meetings often mirror those of ineffective classrooms. Primarily, the transmission of information isn’t right for the audience who is meant to understand it. People often go back to their defaults or their own experiences to measure what is right.

If, for example, you get called into a meeting where one person is doing all the talking or all the work, it isn’t a good use of anyone’s time. It wasn’t likely called for the service of the people who are meant to share the information. In education, a difference exists between the transmission of information and the building of knowledge. 

Reshan and Steve believe that the best kinds of meetings are those that leave people feeling like they couldn’t possibly have had the same great experience without the meeting. In other words, there’s no substitute for the meeting, and people are glad they went. 

Unfortunately, that’s a rare occurrence in both business and education.

Bad meetings

Reshan’s company, Explain Everything, worked with a Fortune 100 company to help them run better training for new-to-title employees. As he evaluated their structure, he realized that 90 percent of the time during a week-long seminar was spent sitting watching PowerPoint presentations. The other 10 percent of the time was application of what they learned. The following week, those employees were sent into the field. 

The meetings were efficient and easy to plan, but retention was low, so he worked with them to rethink their time together. He encouraged the company to think about how it might best utilize the experts in the meetings as well as how the information should be delivered. 

They also found that they were teaching concepts on Monday that the employees wouldn’t get to apply until Thursday. The distance between the lesson and the application meant that the employees had to learn the information twice. 

For Steve, the very best meetings are those that are allowed to be messy and those that permit people to drop their status. He measures the quality of a meeting by the extent to which people are treated as learners and the extent to which they actually learn something they didn’t know when they walked in. 

That information doesn’t have to appear as a revelation. Rather it can simply be the chance to build knowledge together in the temporal context they share. 

Internal meetings

Planning a great meeting looks exactly the same as planning a great lesson or learning experience. Reshan and Steve think in terms of three motions, or phases. 

1. Before the meeting

2. During the meeting

3. After the meeting

These stages parallel the stages of sales, where sellers engage in pre-call, during, and then follow-up

As the meeting facilitator, you should have a really good awareness of the prior knowledge participants have prior to the meeting. 

Meeting prep

Often times meetings get scheduled by those who have the authority to do so, but the attendees don’t know the agenda until they arrive. Those that get the agenda ahead of time either get it too far in advance or too close to the meeting time. 

Meeting prep also varies greatly among the attendees at meetings. Some people dutifully prepare for the meeting while others never even look at the agenda. The facilitator often has to go to the lowest common denominator because a percentage of people didn’t prepare. In the end, that holds the entire organization back because it means that instead of starting at level 7 in the dialog, you’re starting at zero because there is no ritual around basic procedures.

Ask yourself whether it’s necessary to actually have everyone in the same room at the same time in order to achieve your outcome. 

Brain breaks

If you’re interested in making sure that learning happens in your meetings, build in brain breaks where you provide time for people to synthesize the information you provide. Things often move quickly in meetings, and if you build simple pauses like questions or discussions into the meeting itself, you’ll support learning. 

If you don’t give the human brain time to do what it does best, you’ll leave a lot on the table in the meeting. 

Consider the intention of the meeting as you’re determining how much information you include. There’s no right or wrong number of agenda items, but you must provide off-ramps so that you can read the room and respond to the audience. Be willing to push some of the information into off-line discussions without disrupting the meeting momentum.

Just because it was delivered doesn’t mean it was understood. 

Productive chaos

Your organization might successfully navigate a meeting with 14 agenda items, but ask yourself what the impact of the meeting was. In schools, this shows up as racing through the content without making sure students understand. The art exists in adjusting your presentation and being able to reshuffle things if necessary. 

Steve once had to plan a two-day retreat for a group of leaders, and his approach at that time was to build massive slide decks in an attempt to control every moment. Reshan suggested cutting the number of slides down a bit, and then he cut it from about 100 slides to seven.

Steve remembers being terrified because he wasn’t sure what he was going to do or say, but Reshan reminded him that their purpose was to facilitate. They intended to bring ideas out of the leaders so they would have a transformative experience. In short, the leaders were to do more of the work. 

Teach themselves

The pair structured the meeting loosely, but it wasn’t without structure. As a result, the participants accomplished much more than any of them expected. They still hear from the people who attended that event. 

Steve notes, too, that they weren’t being lazy. They were actually being rather rigorous in their preparation because they were removing rather than adding. The result was productive chaos. 

In short, they helped the meeting attendees teach themselves because they built so much of the meeting themselves.

As a general rule, the content kind varies inversely to the time: the longer the engagement, the less content there should be. You’ll build in more generative time from participants.

Think about how you can design your meeting so that the people in the room are doing more of the work and the thinking. That’s what leads them to be able to use the knowledge. 

  • Be clear on the goals and purpose of your meeting, and don’t hold one simply because you believe you should. 
  • Be reasonable based upon people’s schedules. 
  • Set crystal clear goals and prevent diversions and tangents.  

Many people work without the need to go to the office every day. If you’re taking someone’s time, hold your meetings to a higher standard. Remember that they are never getting that time back. 

“How To Run Better Meetings” episode resources

Reshan and Steve launched a book called Make Yourself Clear, and you can connect with them at the website, MakeYourselfClear.xyz

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! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Goals, Planning

TSE 982: Throw a Dart at The Wall Goals

Donald Kelly, The Sales Evangelist, Goals, PlanningToday on The Sales Evangelist we’ll talk about planning and setting effective goals.

It’s that time of year again where we find ourselves contemplating our achievements over the past 12 months. Some of us reached our sales goals and some of us did not, but we can all benefit from reflecting on what worked well, and what did not work at all.

Have a plan

There’s a difference between setting goals by ‘throwing a dart at the goal wall’ versus setting goals based on the experiences that we are guided towards by the people we meet.

It is the difference between having hope and having a plan. [03:27]

A ‘throw a dart’ goal is as simple as choosing a random number – say $80,000 for example – and then setting that as your commission goal.

But why that number? Are you simply hoping to make $80K, or do you have an actual plan in place to achieve it?

I hope I lose 10lbs next year, I hope I win the lottery, I hope we get out of work early… Those are all just hopes because there is no plan in place to accomplish any of it. You have no control over the outcome.

Goals, however, are fact-based. Let’s consider again the idea of earning $80K in commissions. If you made $40K last year and you know you want to push yourself more next year, does doubling your income seem realistic? Or is a goal of $60-65K more reasonable? [04:16]

Unrealistic goals

The problem with repeatedly setting goals that are not based on fact is the likelihood of failing to meet them. It becomes a vicious cycle. We fall short of our goal, we feel deflated as a result, and we stop trying.

This contradicts Grant Cardone’s 10x Concept but hear me out. Let’s say I went to my manager and told him that I am going to try to get a million dollars in revenue for the year. We put that idea in motion and plan around it despite that, in reality, my highest revenue ever was $50K. It’s just not going to happen because it is an unrealistic goal from the start. [05:10]

So what steps can you take to ensure that your goal is both realistic but also pushes you to achieve more? I have five that I want you to consider. [06:50]

Reasonable and achievable goals

Learn from the experience of others. Talk with your teammates that have done well or talk with your manager. Find out what goals they set when they were new to the business.  What steps did they take? What is a reasonable goal in their opinion?

Put your goal in writing. Once you have decided on a reasonable goal, write it down and put it where you can see it. Studies have proven that goals that are written down are more likely to be achieved because there is a confidence that comes from taking that first step.

Focus on fewer goals. This may sound counterproductive but do you really have the time and energy to reach your sales goals, be the top seller, get 10 new clients every week, go to the gym every day, travel the world and achieve those lofty 10x goals? Wouldn’t it make more sense to break it down into fewer achievable goals instead?

Your goal needs to be measurable and specific. Suppose, after talking with your teammates, you’ve set a realistic goal of $50K.  The next step in achieving that goal is to decide how, specifically, you will achieve it. Break it down. How many new clients, for example, would you need to achieve the $50K? If gaining eight new clients is possible based on previous experience, then a goal of 10 new clients is not so far-fetched. [09:06] [12:21]

Divide the goal into manageable pieces. The beauty of the book The Twelve Week Year is that it breaks the entire year down into 12-week increments so that you can take your goal and divide it into quarterly goals. How many appointments, how many new clients, how many presentations etc. do you need, on a quarterly basis, to stay on track? Put those calculations into your calendar and work toward them on a regular basis.  

It really helped me to achieve my goals because it is so manageable. I can focus on what I need to do each day or each week to achieve my end goal instead of just hoping that it magically comes together at that end.

A quarterly focus on a realistic goal enables you to turn the process into a habit. Once you have the system down, you can replicate it over and over again. You are going to see measurable and amazing results. [09:57]

We’ve had our best year yet at The Sales Evangelist and I want to make sure you can do the same. I’ve been in your shoes and I really enjoy helping new sellers however I can.

We are already planning for next year by taking a look at what we’ve accomplished this year and what we hope to accomplish moving forward. I hope that today’s podcast will help you do the same.

“Goals” episode resources

Get a free download of the Twelve Week Year, as well as a 30-day free trial of the audible version, at audible trial.com/TSE.

Check out our Facebook group, The Sales Evangelizers. It is for sellers all over the world to share insights, ideas, ask questions, and so forth.

If you are not pleased with your CRM or think it could be functioning better, check out Maximizer CRM. Maximizer is a personalized CRM that will give you the confidence to improve your business and increase profits. Go to TheSalesEvangelist.com/maximizer for a free demonstration. [00:43] [14:45]

We are also brought to you by prospect.io/tse.  Do yourself a favor and check them out. Prospect.io is a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect. [00:43] [13:57]

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 enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Sales Podcast

TSE 580: TSE Hustler’s League-“Executive Language Part 2”

Donald Kelly, The Sales Evangelist, Sales PodcastToday’s episode is another snippet pulled out from one of our training sessions over at the TSE Hustler’s League where we focused on speaking the language of executives. This is actually part 2 of this two-part series. If you haven’t yet, check out part 1 of this episode back in TSE 575. Our upcoming semester is in June and we’d love for you to join us!

Strategies for Reaching Out to Executives:

  1. Learn the language.

Prepare as much as possible in understanding business acumen and business strategy, what they’re trying to do and how they’re trying to grow the company.

You want to focus on the top level so you have to increase your competency in business and financial acumen, which means understanding financial documents. Learn the difference between a balance sheet and the profit and loss statement, or an income statement. How can you speak with an executive who is focused on that? This increases your confidence so you won’t be a fish out of water when they start talking to you about that.

Especially if it’s a publicly traded company, you can look into their website and check out their balance sheets, income statement, profit, and loss. Look at those things to learn some stuff. You can also check out YouTube for some tutorials on how to read a balance sheet, etc. Your goal here is to increase the quality of the story to make it more compelling.

  1. Bring value to the table.

Use social tools that you may introduce into their company. Try to find a way that you can bring in your product or service.

  1. Talk about the things that managers talk about.

Look at the company responsibilities of a manager on LinkedIn and instead of talking about those things, talk about it and they may just refer you to their executives.

  1. Practice.

Do some role plays within your company or with someone as you’re trying to have those executive conversations. If it sounds like you’re only speaking to a manager, tweak yourself and improve. Make a bunch of phone calls and try to speak to these executives so you’re able to practice it.

Today’s Major Takeaway:

Find ways to have more strategic conversations and this will lead to more discussions and eventually to conversations about your product.

We’re doing an online workshop next week, 5 Simple Strategies to Increase Your Win Rate, where you will get specific takeaway actions you can readily apply to your own sales process.

Episode Resources:

Join the TSE Hustler’s League!

TSE 575: Executive Language Part 1

The Science of Selling by David Hoffeld

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.

Value, Decision Maker, Sales Meeting, Donald Kelly

TSE 575: TSE Hustler’s League-“Executive Language Part 1”

Value, Decision Maker, Sales Meeting, Donald KellyToday, we’re pulling out another snippet from one of our sessions over at the TSE Hustler’s League. It’s a great community of members, new to sales and experts alike, and we all come together because they all want to sharpen their skills, increase their opportunity rates, and to close more deals.

This week’s topic is focused on value, specifically speaking the language of executives so you can look valuable.

Being Afraid of Heights

We tend to have this mindset that we don’t have the ability to speak to people who are in the higher ranks such as executives. The only way this is the case is if you don’t know what to speak.

Give Them Insights

One survey suggests that business issues, business trends, and business insights are 4x more than traditional relationships and product knowledge. Conversely, several sales people when they go into a sales conversation, focus more on product knowledge. And it’s just traditional relationships you’re building.

Executives don’t want to hear that stuff. They want business insights. This is why it’s important to do your research before your call. Know your ideal customer. Know the industry you’re going after and understand their unconsidered needs or regulatory changes (ex. Health Care policy changes).

Speak About Your Champion

Your champion is someone in the organization, the manager for example, that helps you try to get to their executive and once you’re able to speak to that CEO or executive, speak about your champion.

Have Strategic Conversations

Speak about revenues, profitability, percentages, growth, or strategic words. Use the information you on their website to have strategic conversations to make you sound more intelligent.

Today’s Major Takeaway:

Study the language of executives. Learn what executives like the most, what they want to see and understand. They want to learn about the bigger picture. Find out what their initiatives are and speak to that.

Episode Resources:

Join us at the TSE Hustler’s League.

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.

Donald Kelly.

TSE 550: TSE Hustler’s League-“Great Presentations”

Donald Kelly.

Presentation, Demo, Donald Kelly, The Sales Evangelist Podcast

How are you bringing value to the table? How do you make yourself stand out from the pack? This week, we pulled out yet another snippet from one of our previous sessions over at the TSE Hustler’s League where we talked about building value, specifically about giving great presentations.

There are basically two problems that I’ve seen with many salespeople giving presentations. First, they only give what they want to give. Second, they give presentations at the wrong time. And when you do these things, you don’t actually get what you want to get. So what do you have to do?

Strategies for Giving Great Presentations:

  1. The Discovery Meeting

After grabbing a prospect’s attention and you’ve set a discovery meeting, this is clearly an opportunity for you to dig in deeper and discover more about the client. So you have to come prepared with some questions which are questions your prospects will be happy you asked them. Ask them questions that help build value, that help them to think, and help them to realize they need it, and ultimately, help them want to buy from you rather than you trying to sell them.

One of the biggest mistakes of people giving presentations is failure to have this discovery meeting. And once they’ve presented, the clients would just tell them they’d keep in touch. So please… never skip this part of the process. Take notes!

  1. A Creative Alternative

Sometimes, people want to really want to see what you have and get an understanding. This is where a 5-minute demonstration would come in handy. For example, have a video on your website or a video you can send them. The key thing to remember is to not waste your time with people who are not qualified. If they don’t have a problem you can solve or they don’t have the money, you’re going to be wasting your time with that meeting. So give them an alternative by creating a simple video on your website to give them the opportunity to see what you can offer. Give them value.

  1. The Demonstration Mode

There are several things to keep in mind when giving presentations. Again, be sure to take notes after each discovery meeting which you can utilize for the next meeting. This is the key to customizing your presentation.

Here are examples of the things you want to find out during your discovery meeting:

  • Their pain
  • What they want to know or learn
  • How you can help them
  • What they’ve done so far and what they’re currently doing
  • Who their ideal customers are and how to find them

Using these pieces of information, utilize their words and their verbiage and put that in your presentation.

  1. Starting Off with a Compliment

Start off your presentations by complimenting them in a genuine way. Find out things about them on their website or look up their social media accounts or do a quick Google search about their company. Look for anything you can compliment them on. This shows them that you did your research and this makes them feel good about themselves. As human beings, we want to feel important and cared for.

  1. Complimenting Your Champion

Anyone who tried to help you get into an organization is your champion and be sure to compliment them to make them feel good as well. Share something which they did and that would make them feel good being given compliments in front of their peers.

  1. It’s Not About You!

Never forget to review the agenda of what you’re going over. The goal is to get people from Point A to Point B. Do not over-complicate presentations and talk all about yourself. It’s not about you. It’s about them. Focus your presentations on your prospects.

Episode Resources:

Interested in becoming a member of the TSE Hustler’s League? Please register, drop us a message, chat with one of our members, and see if it’s a good fit for you.

Check out our Facebook group, The Sales Evangelizers

Predictable Prospecting by Jeremy Donovan and Marylou Tyler

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.

Donald Kelly, The Sales Evangelist Podcast, Great Sales Presentations

TSE 549: Sales From The Street-“Be Interested”

Meir, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around the globe.

Meir has a viewpoint that he is willing to win and lose with the same level of enthusiasm. He plays the game for playing, not for winning. Discover more of his viewpoints which you can take along with you to help you on your sales journey.

Here are the highlights of my conversation with Meir:

Meir’s biggest sales struggle:

Coming back from South Africa, Meir went to Israel and saw a system that combated fuel fraud. He needed to sell this to major companies and went to BP one day and sent a presentation.

Meir looked for the top guy, Bill, and he told the receptionist he was there to meet him. When he was escorted by the secretary to Bill, he asked Meir if he knew him. Meir responded that Bill would want to know him. Then Bill said he’s got 5 mins. Meir actually walked in the building at 10am and 8pm, they left together after dinner.

Strategies Meir used to achieve sales success:

  1. Care about the person

In order to sell, you need to care about the person in front of you. The secret to caring is not asking questions but to get an answer to your question.

  1. Get an answer to your question.

Sales is not about asking questions, it’s about getting an answer to your question. When this happens, you get  in control of the sales cycle. Second, they know you’re interested and not just interesting.

When you ask a question, get the person to look into his mind and the moment he gives you an answer, then you already have the person.

A salesman helps the client to help himself with his product or service. But you can’t help your client before they told you everything you needed to know.

Once you learn the art of getting an answer to your question, your sales closing percentage can’t go below 100%.

  1. Understand before you act.

When you actually sold is because you understood the client and when you didn’t sell is because you didn’t understand the client.

Give the customer what you know he wants. (“Know” means what you found out and not just a guess) If you give them what they want, then they’ll buy it from you.

  1. Know that it’s you.

Consider that everything is you. Stop blaming it on other people or things or situation. If the prospect is not answering, change something in you. It’s you.

Responsibility means that you are the cause for everything that happened to you and for everyone else.

Wondering what ever happened to Muir’s deal with BP?

Three months later, they signed a $100 million contract.

Meir’s Major Takeaway:

Be interested. Don’t blame anyone ever. The moment you start to blame, know that it’s you regardless of how good your excuse sounds.

Episode Resources:

Get in touch with Meir at meir@meirezra.com  

Predictable Prospecting by Marylou Tyler

Join our Facebook group The Sales Evangelizers

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

DONALD KELLY, THE SALES EVANGELIST PODCAST

TSE 517: Reduce Cost or Increase Revenue? What Should I Lead With?

DONALD KELLY, THE SALES EVANGELIST PODCASTAs a seller, your job is to bring value to your clients by finding ways that will either help them cut their expenses and save money or increase revenue. But which one should you lead them with?

What is the goal of every business?

For any business, one of the biggest goals is to increase revenue. Cutting cost is imperative but as a seller, this may not be the most effective thing for you to lead with every single time.

The problem with reducing cost every time

There is only so much cost you can reduce before it comes ineffective. You can’t get rid of everything or go out and fire your employees. Sometimes, cost go hand in hand with increasing revenue.

The thing to lead with: Find ways to increase revenue

Companies continuously seek ways to increase their revenue and if you could come in and speak of ways where you can strategically explain or give specific examples of ways that your product/service can help them increase revenue.

Create value through their unconsidered need, which are things that your prospects have not necessarily thought about and things that they don’t know that could be benefiting their organization but they haven’t taken advantage of.

There is no limit to increasing sales

Focus on increasing revenue because there is no ceiling with it and there is no set limit on the money you can bring in. Unlike reducing cost where there just comes a point where the could no longer go any lower.

Social intelligence is key

Do your homework. It is important to know the best strategy or process to understand how a company makes money.

Today’s Major Takeaway:

It is better to lead with ways that you can help your clients increase revenue than to just share with them ways to reduce expenses otherwise you come to a point where you simply outsell yourself since they can’t go any lower.
Episode Resources:

Get a free audio book 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.

TSE 381: This Is The Best Way To Build Relationships With Prospects

Kim Avery, Donald Kelly, The Sales Evangelist Podcast, Sales Podcast Building lasting relationships is one of the cornerstones of success in sales. However, this is something that many salespeople still have a problem with. Dig this: 80-90% of relationship problems come from misunderstanding the differences that are biologically hardwired in our bodies. Today, we talk more about building and strengthening relationships which is vital in sales.

Kimi Avary is a Relationship Navigation Specialist working with the masculine and feminine dynamic in relationships that goes awry when you don’t understand them. Kim helps men and women understand each other better so they stop putting assumptions about each other because they’re different. In this episode, Kimi shares how you can create strong bonds with your prospects so you can move forward in your sales process.

Here are the highlights of my conversation with Kimi:

How sellers and entrepreneurs can develop lasting, strong bonds with others:

  1. Notice how you’re making an assumption about another person.

Go back to that inception point of making that assumption and choose to be curious instead. When you make assumptions, you decide what the person needs and doesn’t need and that creates problems. Instead, be curious about what it is they truly desire.

  1. Understand that women talk more, men talk less.

When a woman is speaking to a man, bullet point their comments and questions and practice listening. When a man is speaking to a woman, give her more details. Tell a few more stories. Be a little bit less bullet-pointed. Men often use short answers while women look for all the details.

  1. Always ask if you can get a time to talk.

Respect their time. Get on the schedule and keep to the time frame.

  1. When you’re in a networking event, you’re there not to sell but to prospect.

When you’re going to a networking event, you’re prospecting and looking for a good person to set an appointment with. Say what you do short, sweet, succinctly, and clearly. Set another time for you to talk.

  1. Set appointments in your calendar and not just wing it.

Get that appointment in your calendar and send them your calendar link. Frame this in a way that this is an opportunity for you to dive into their needs so you make sure you’re a match and if not, then you can send them to somebody who is a match.

  1. Follow a script and focus on your intention.

Every word out of your mouth needs to be scripted and focused on your intentions. The first meeting is about telling them what you do. Then go to the next step of your selling process and the next. Ex. first meeting > calendar link > build trust and rapport through curiosity questions > find out what their needs are. Scripts are not robotic. They should be fluid.

Kimi’s Major Takeaway:

Be curious about the other person and really listen. Ladies, don’t chime in right away. Give the guys an opportunity to think about what it is they want to share with you. Provide a space for them to speak and that will deepen your bond with them.

Episode Resources:

Check out Kim’s Complimentary Relationship Breakthrough Session (for personal and professional relationships). Go to www.kimiavary.com/win. Fill out the form and receive a calendar link.

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! 

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

Opposite, Value, New Client, Sales Training

TSE 380: TSE Hustler’s League-“Do The Opposite”

Opposite, Value, New Client, Sales Training Today’s snippet from the TSE Hustlers League is all about what I keep on saying to everyone. Do the opposite of whatever everyone else is doing. And I’m going to show you how you can execute this in terms of valuable content that you share with your clients. Sure you can provide useful, relevant content but is it something that they already know?

Here are the highlights of today’s episode:

  1. Point out things your prospects will lose by not doing something today.

Point out the things they might lose and not necessarily the things they will gain.

  1. Provide unique data or information to your prospect that they don’t know.

Provide stuff that will wow your clients. Make sure the data you provide to clients is something opposite of what most people will think right now. Bring something to the table that’s totally new and contrary to what others are doing.

Example:

Pretend you’re speaking to a principal about this new drug prevention program. You share stats about fighting and all the things that come from doing drugs. Even though they’re interesting stats, they don’t really tell you to do something about it. It’s just sharing stats people already know.

Here’s how you can twist this:

Show the principal that there’s no scientific evidence to prove that the DARE program worked or that 70% of schools using it are still seeing issues. Stats actually show an increase in the use of drugs, alcohol, and tobacco among kids because you’re telling them more about it and they’re probably getting rebellious against.

The counter-intuitive part:

Everyone knows the program is great and powerful. But if you can show them it’s not working, how much more powerful would that be? How much will this make you stand out against the crowd.

This, my friends, is what I mean by bringing something different to the table. Now try to relate this to sales. Is there a way that you can bring something new to the table that they don’t already know?

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! 

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

Ben Settle, Donald Kelly, The Sales Evangelist Podcast, Jim Camp, Start With No

TSE 379: Sales From The Street-“Let Them Sell Themselves”

Ben Settle, Donald Kelly, The Sales Evangelist PodcastBuilding a vision, repelling the wrong people to attract the right ones, and effective emailing strategies – these are just a few of the interesting topics discussed in our show today as we engage in a meaty conversation with Ben Settle.

Ben Settle specializes in email copywriting and is the genius behind the Email Players Newsletter. Today, he shares with us great insights that he learned over the years and that he’s continuously applying to set himself apart from what everybody else is doing.

Here are the highlights of my conversation with Ben:

Selling techniques Ben is learning from Jim Camp, the most feared negotiator:

No hard closing, manipulative tactics, or clever phrases

  1. All about building vision: Vision drives decision

Get in their world, give them a vision of their problem, and the sale gets in the right frame

  1. The best negotiators never create objections.

Instead of telling the feature and benefits, ask questions first to dig into the problem

Frame your questions in a way that gets people to think differently.

  1. You cannot take someone’s right to veto.

Always give them the right to say no. Ask questions that make them feel like they’re in control. Your prospect has to decide to move forward on their own by giving them a vision. Position yourself as the person with the solution.

  1. You’re always safe when you’re in the other person’s world.

You’re safe as long as you’re in their world talking about their problems.

  1. Principle overrides tactic.

Ben’s selling insights:

  1. Dating is the same as selling.

Inviting someone into your world versus coaxing someone to go into your world

  1. The math is on your side.

If you believe you have a high quality product, remember that there is less supply of you than there are of people who need it. So you don’t need to sell to everybody to make a very good living. Then you don’t have to do all this desperate “needy” stuff. What do you care if they reject you? You haven’t lost them, they’ve lost you.

  1. Repulsion marketing

It means focusing on people you don’t want away to attract the people you want by default. The people you didn’t want to buy the product sometimes change the way they think to qualify themselves to have that product.

2 Common mistakes people make when it comes to emailing:

1.Constantly giving free information without selling

2.Pummeling people with blatant sales pitches

Effective emailing strategies:

Mix content with promotion in every email.

Before you send an email, ask yourself: Does this warrant me interrupting their day for a few minutes? If not, don’t send it.

Not letting people know something exists for a sale is selfish because people in your email list are there because they have a problem.

Ben’s Major Takeaway:

You’re always safe when you’re in the other person’s world. Find out what’s going on with them mentally and what the problem is and how they feel about it. Get them thinking about it. Build a vision first then they’ll be begging you to show them a solution.

Episode Resources:

Connect with Ben through www.BenSettle.com. Opt in to his list and get the first issue of his $97/month Email Players newsletter.

Jim Camp’s book Start with No

Jim Camp’s interview with Michael Senoff

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

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

Traveeling, TripIt, Donald Kelly, The Sales Evangelist Podcast

TSE 357: I Ended Sales Traveling Headaches With This App

Traveeling, TripIt, Donald Kelly, The Sales Evangelist PodcastAs a sales professional or entrepreneur, we all know the headaches that come with traveling, scheduling, and getting everything all set up and going. So you have all these emails about your hotel, car rental, airline tickets, etc. where you have to dig into your email archive to search for these keywords. It’s so easy for everything to get all mixed up and be so confusing. All these tiny details can actually keep your focus off the things that you need to really focus on and the more important things such as your presentation, client meeting, etc.

Wouldn’t it be awesome to have all this in one place?

Today, I’m going to share with you a little hack to help you travel more with ease to help you focus on the things you need to focus on. If you haven’t come across this yet, I introduce to you this amazing tool…

TripIt

What it does:

Free version:

Pulls information from your emails and syncs everything up: Connect emails and TripIt will scrape your email account so whenever you have new booking regardless of what it is, it will be stored and organized into the TripIt app.

Find information fast and easy: Address, phone number, map

Pro-version:

Works well for multiple travelers like when you’re traveling in teams and you have people flying in from different places

A dashboard where you can see everything all at once where everyone is coming from, arrival time, etc.

See if there are seat changes, updates, and a quick overview of your different travels.

Episode Resources:

TripIt

Essentialism by Greg McKeown

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 For $1.00 Today!

Donald Kelly, The Sales Evangelist, TSE Hustler's League

Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies

TSE 203: Sales Management for Dummies with Butch Bellah

Butch Bellah, The Sales Evangelist, Donald Kelly, Sales Podcast, Sales Management for Dummies Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It’s a book he’s written called Sales Management for Dummies.

Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain more appointments, win more business, and retain more customers. Based in Dallas, Texas, Butch helps people find areas in the sales process where they have hung ups and he is truly passionate about professionalizing the profession of sales.

His first book, The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten which hit #1 on Amazon’s list of Sales Books in August 2014 (and he has a picture to prove it!) paved the way for John Wiley & Sons publishing to approach him where they asked him to write a book, Sales Management for Dummies.

In this book, Butch offers a handy go-to guide for sales managers covering areas like management, building a commission program, budgeting, resolving territorial disputes, etc. – all necessary for creating a solid and successful sales team.

Here are the highlights of my conversation with Butch:

Biggest issues sales managers come across:

  1. Defining territories
  2. Compensation plan
  • Be very careful with people’s money. Check it multiple times and test it for 6 weeks before you ever roll it out there.
  1. Managing different personalities
  • What motivates one might demotivate another. As a sales manager, you need to wear different hats.
  1. Set your sales goal high, set your sales budget low, set your forecast about where you think it’s going to be.

How to Keep Your Team Motivated:

  1. Keep the inspirational fires burning.

You can’t motivate someone to do something. But you can inspire them and give them a reason to be motivated. Find out what it is they’re striving for or the gold standard for them.

  1. Adapt your personality to every sales person.

Learn the in’s and out’s and nuances of each individual personality. Doing the same thing for everyone might cause you to lose really good people that don’t like to be managed that way.

How to Make Effective Sales Meetings:

  1. Set a schedule and agenda.

Work with a sales meeting calendar and plan ahead the topics to include. Back plan everything and know when you want to roll it out. Butch thinks Saturdays are the best time for sales meetings to avoid pulling them out of the market during weekdays.

  1. Bring in another voice.

Your team can get tired of hearing you all the time. Break that monotony. Keep it interesting. Give them a reason to want to go to your sales meeting.

  1. Offer something of value that they’re going to get from the meeting.

Product knowledge, sales skills or GAME (Goals, Attitude, Motivation, Education)

  1. Do role playing.

Get people comfortable to ask questions, overcome questions, build rapport, and do the basic steps you’re supposed to do all the time. This is a time for you to inspect what your people are doing.

Butch’s Strategies for Effective Time Management

  1. Hit the ground early Monday morning and have an appointment schedule for late Friday.
  2. Take 10 minutes at the end of everyday to make sure you’re ready for the next.
  3. Take 30 minutes on Sunday afternoon or evening to prepare for the week.
  4. Take an hour at the end of the month to look at the entire upcoming month and write down your goals.

Butch’s Major Takeaway:

Forget what you’ve heard about ABC (Always Be Closing)… it’s Always Be Prospecting! Get out and meet new people.

Episode Resources:

Get in touch with Butch through www.butchbellah.com or connect with him on Twitter @salespowertips and Facebook B2TrainingAndDevelopment.

Download a free copy of Butch’s first book The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten by visiting www.butchbellah.com/TSE

Sales Management for Dummies

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Meeting Agenda, The Sales Evangelist, Donald Kelly

TSE 140: How I Use An Agenda When Meeting With Clients & Prospects

Sales Meeting Agenda, The Sales Evangelist, Donald Kelly

Today, let’s bring back the most important thing we all need to do in sales – the basics.

First on the list is having a sales meeting agenda.

You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will you be perceived as a professional, but also, you will have a guideline to keep the sales process on the right track and to make sure everything will be covered, thus no time to waste.

How to make a clear sales meeting agenda:

Before the meeting…

  1. Include a clear objective of what the meeting is all about.
  2. Talk with them on the phone and find out what main things they want covered in the meeting.
  3. Jot down all the things you will be covering during the meeting (preferably in bullet points).
  4. After writing the agenda, send this to them thru email along with a calendar invitation.
  5. Put a reminder alert a day before or hours before the meeting. Or call them a day before to confirm the meeting.

When you get to the meeting…

  1. Make sure and ask if it’s still a good time to meet.
  2. Recognize that you’re not a fit for everybody so if at any point they feel that you’re not a good fit for them, then they can tell you. In the same way, ask them if it’s ok to tell them that you’re not a good fit, if you feel so. This will stun them!
  3. Begin with the discussion and use the agenda as your guideline. Now you can go through your sales process.

It’s all about making a solid relationship. Think more about what the customer needs and wants so you’re able to provide them with what they need. This keeps you on track just by doing the basics.

Samples I Mentioned:

Agenda with Client and Prospects, Donald Kelly, The Sales Evangelist Podcast                                       Agenda with Client and Prospects, Donald Kelly, The Sales Evangelist Podcast