Tag Archives for " Sales Success "

Dre Baldwin, Success Story

TSE 1254: How To Develop An Unstoppable Drive To Sales Success

Dre Baldwin, Success StorySalespeople and startup entrepreneurs all strive to have an unstoppable drive toward sales success; however, this isn’t an easy feat. There are hurdles to face before that success can be attained. How do you get the unstoppable drive to sales success?

Dre Baldwin was a professional basketball player. He graduated from Penn State and played overseas for nine years across eight different countries. He is now an author and speaker. Dre creates programs for both athletes and non-athletes and does coaching and consulting, among his many jobs. He is also considered as an influencer with YouTube views of over 40 million.  

The beginning of his basketball career 

Dre started playing basketball at the later age of fourteen. With other players starting out much earlier, many were better than he was and had a greater skill set. With this in mind, he knew the only way for him to get better and earn their respect was to do more than everybody else was doing. 

He practiced way before others were coming to the court. While people started playing when the sun went down, he started playing between 10 AM to 4 PM, when it was too hot for others to join him. He didn’t have a coach or a mentor so there was no one he could ask for help. He had to drive himself to improve.  

Dre went on to college and tried out for the basketball team as a walk-on. Fortunately, he had improved enough to be recruited in his freshman year and by summer, he was invited to go to another Penn State branch that was an NCAA division three school.

Developing the drive 

Many success stories have rags to riches origin story but that wasn’t Dre’s case.  He grew up comfortably with both parents. When you’re comfortable, where does the drive come from that pushes you to do better?  For Dre, it was seeing the success of people who’d truly had rags to riches stories, like 50 Cent and Jay Z. Dre’s favorite entertainer is the rapper 50 Cent who was shot nine times and almost died. 50 Cent ended up making it big in the industry, working hard to get out of the ghetto and into a glamorous life. Jay Z came from the projects, didn’t know his father, was selling drugs on the streets and became wildly successful as a rapper. 

These people grew up in some of the worse situations but they turned their lives around. You might ask yourself how you can have the same success story by finding ways to motivate yourself to do better.

Having the force within

Many people have to find the drive within themselves to strive for better. You have to force yourself to find inspiration and get motivated. 

Dre works hard and keeps himself motivated to strive harder. He’s published books on self-discipline and he’s talked about it on podcasts and a variety of other platforms. Knowing that he’s created so much content himself, he realizes that information is available if you’re driven to apply it. How to move into success isn’t a secret.  Being successful is more about your willingness to show up and take action over and over again. 

The lies keeping you from success

The most common lie that keeps people from realizing success is I can’t do this because ________ and they fill in the blank with all kinds of reasons. The other lie is I need more information. This is something that we hear a lot. More often than not, people already have the steps and the training but they’re just not sure if they’re doing it correctly. This is especially true if they are looking at other people who are doing it differently. 

We need to understand that not everything works immediately. Starting the process doesn’t mean immediate success. In the same way that buying an SEO online course doesn’t mean that your website will rank number one within a week. You need to put in the work over and over again. Success is not a matter of what you’ve done or what you’re doing at the moment, it’s a matter of showing up and doing it repeatedly.

When you don’t see immediate success you don’t have to question all the information you’ve gathered and gone back to information-gathering mode. You must take action and not stop.

Taking the leap

Dre’s basketball team in college got a new coach and he wanted new players. Dre was kept on the team initially but was eventually let go.  He didn’t play basketball in the last year and a half he went to school. When he got his degree, he went back home to Philadelphia and his parents asked him what he was doing next. He told them that he was going to play professional basketball. At this point, his parents hadn’t gotten to him play. He was 22 years old with a degree in business but he was choosing to play basketball. It made no sense. 

When he graduated, Dre had no resume or experience  and that became his drive. He went to an exposure camp, where you bring your sports gear and play against other players. This is where you prove your worth in front of coaches, managers, agent scouts, power brokers in eSports, and other power players. Dre got a video from the camp and that became his golden ticket to professional basketball. He emailed every basketball agent he could find and he sent his video to those who replied to his initial message. Dre also uploaded the video on YouTube, beginning his YouTube career. He finally found an agent and this agent negotiated Dre’s first game in Lithuania. 

Explore social media platforms 

Dre was doing social media before it boomed and became the business it is today. There were no ads on YouTube then and wasn’t yet a platform where you could monetize your content. Dre’s videos were mainly uploaded for safekeeping but people saw his videos and kept asking questions.

Dre realized that YouTube was an underutilized resource. He decided to bring his camera with him to the gym and started filming everything. He then uploaded these to YouTube thinking his videos may help other people improve their game. It wasn’t about the money, it was about helping others. Viewers responded to Dre because they could see his genuine desire to help and he was authentic. He didn’t pretend to be anyone else in front of the camera.  Dre was himself and his viewers kept coming back.  

“How To Develop An Unstoppable Drive To Sales Success” episode resources

There are so many resources that sellers utilize. Social media is one of the most powerful ways you can increase brand awareness. Whatever competition you may face, the one competitive advantage that can never be duplicated is your individuality. When you talk authentically with other people, you’re not only sharing your products and services, you are also allowing them to see you as a person and with customers, that goes a long way.

Dre Baldwin is in every social media: Snapchat, Instagram, Twitter, etc. Let us answer your sales inquiries. You can also talk to Donald directly via LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

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

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

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

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

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


Matthew Pollard using sales script to grow your sales

TSE 1246: How To Rapidly Grow Your Sales Through An Effective Message & A Powerful Sales Script

Matthew Pollard using sales script to grow your salesA message and a powerful sales script are important to rapidly grow your business. These strategies can take your sales game from zero to hero. 

Matthew Pollard was a customer before he became a game-changer and a rapid growth expert. He was 21 when he met the most unbelievable salesperson he’d ever met. The man was part of the Wine Selector’s club. Matthew grew up in a relatively poor neighborhood so beer, straight vodka or bourbon had been his drink of choice. He wasn’t a wine person but the salesman’s script was so good he bought it.  Matt signed up for club membership and collected wine for 7-8 months before he moved houses. He started drinking wine and has become a huge fan.

When Matthew told this salesman he’d purchased the wine because of the sales pitch, he was told the secret was to tell the same story every time.  What made it so effective was that because he knew the script so well, he could guarantee a great performance consistently, and was developing better versions of his story each time. 

That resonated with Matthew. The idea of a sales script was something new for him and he wanted to work on it. 

What is script sales?

A sales script can initially sound robotic and monotone. It’s similar to an actor who is reading a script for the first time.  In that first run, there’s no guarantee that it’s going to sound great. Practice develops the performance and will give life to the scripted words. 

Actors can embody their characters so well because they run their lines repeatedly. The same is true in sales. When you’re able to connect with your customer from a script, then you know you’ve practiced enough to make the script a natural part of your pitch. 

Practice and more practice 

Practice a sales script until it becomes who you are. Tell the jokes and stories repeatedly, watch what works and doesn’t work, and continue to hone the storytelling until you are getting positive reactions in the places you want your client to react. The story could be as simple as how you met your spouse to how you tried and failed to climb Mount Everest. You will get better about crafting your joke or story so it’s more engaging. It’s going to take time before you get comfortable but once it does, your sales script will be so effective. 

Famous Australian comedian, Jim Owen, does stand up comedy and his shtick is to riff on topics people want him to talk about or he’ll find random objects in the room.  He finds humor in all of it. Jim admits that it’s a huge amount of work for a comedian to come across as original and authentic at the moment. He also adds that part of what he does is scripted and then he practices and rehearses the script until it makes people laugh. How he prepares is to make sure he thinks of all the variables in the room so he can be ready for any eventuality.

The key to sales scripting 

As comedians practice to hone their craft, so should salespeople sharpen their scripts.

There are generally four or five problems when you’re selling a specific product or service. If you’re good at creating a unified message, finding a niche of clients to target, and you’re able to sell, then you have most of the problems solved.  The only thing that should vary is how you respond to the problems and questions that come up. Your answer should highlight the benefits that fit their special needs. 

Salespeople want to get really good about differentiating their products and services from their competition and they need to know the profile of their ideal customer. They need to know what their sales goals. 

Steps to looking for the right customers 

You never want to pick a market that your competencies can’t support. You can’t classify yourself as an expert in something you know nothing about.  Instead, look for a specific person or group of people that benefit from your offer the most. What is the profile of the client that provides the best revenue?  Knowing this will allow you to offer a product or service that is specific and work best for their needs. It makes selling so much easier and helps to alleviate competitions because you’ve already differentiated your niche market.

This is the perfect time to present your sales script when you know the specific group of people will move you to rapid growth. When your script is well-crafted, you have a higher rate of closing. 

Case example: Beijing Language Academy 

One of Mattew’s clients was a language institute called Beijing Language Academy. They were having a difficult time charging more than $50-80 for a one-on-one consultation. It was a massive problem for them.  Matthew was called in to help and helped them come up with their sales goals and customer avatar. When they looked at their existing clients, they found that they weren’t only giving language lessons but their academy was also teaching their customers how to become successful in China.

Hence, China Success Institute was born. It’s now an education course for executives, their spouses, and their children who are being relocated to China. They now charge $30,000 for the program and they don’t have any problem selling it. The key was thinking about their branding even before they came up with the sales script. 

Focus on your branding 

John McEntire is a podcaster and he sells an autoresponder for $1,200. Although he was doing okay and was able to sell his premiums, he had the wrong messaging. He was fighting against bigger competitors who assumed that people knew what an autoresponder is. With Matthew’s guidance, they changed their branding. They went to educating their customers on inquiry re-engagement and focused on going into real estate agencies using a sales script that would allow them to grow their platform. By creating a unified message that highlighted the benefits, they were able to change John’s niche market from online businesses to people who are established in brick and mortar businesses.

What should you do?

Matthew’s podcast is called Better Business Coach and his focus is to share how a salesperson can become successful using a sales script. He suggests salespeople write down three business goals and three personal goals. One of them should be to be absolutely selfish because this will serve as their driving force. He then tells them to use the smart criteria and directs them to summarize their goals into 250 words or less, including their “why statement” and why these goals are important to them.

The next step is to write down their avatar and mind dump every single person they’ve successfully worked with. After they have their list of customers, they write down everything they do for these customers.  The last piece is to find a higher purpose and make it the end goal. Matthew’s point in this exercise is for his clients to see if their goals conflict with the people they associate with and adjust accordingly.

As a salesperson, it can be scary to try new things but think positively and put your best foot forward. Having a script allows you to work smarter, not harder. 

“How To Rapidly Grow Your Sales Through An Effective Message & A Powerful Sales Script” episode resources

Find Mathew Pollard at matthewpollard.guru. He is also on LinkedIn, so you can check him out there as well. 

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

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

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

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

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

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


Justin Su'a, Sales Habits

TSE 1237: 10 High-Performance Habits That Lead To Success 

Justin Su'a, Sales HabitsAn article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

  • Win the morning
  • Do hard things
  • Embrace feedback
  • Learn from failure
  • Choose your attitude
  • Do one more
  • Have a purpose
  • Recommit every single day
  •  Be patient
  • Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

“10 High-Performance Habits That Lead To Success” episode resources

Success is a choice. As a salesperson, always make the right choice. Follow these habits that lead to success. Contact Justin Su’a via Twitter, Facebook, and Instagram. 

If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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

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

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

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

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

Accidental Seller Series, Stephen Snyder

TSE 1214: The Accidental Seller – Stephen Snyder


Accidental Seller Series, Stephen SnyderWelcome to the fifth episode of The Accidental Series. 

Some people are into sales because it’s their passion, while others were led to the industry because of their circumstances. We call them the accidental sellers. 

Stephen Snyder is a district sales coordinator for Aflac. Growing up, Stephen loved playing sports and he aspired to become a professional athlete. In his college days, he was fortunate enough to play baseball. He was good at it and his life revolved around playing the game. Despite that, he didn’t become a professional baseball player. Apparently, life had other plans for Stephen. 

Stephen realized that sports wasn’t for him after doing an internship during his senior year in college. He saw how tough it was to work in the field of sports marketing. You didn’t become the head of scouting just because you knew the game.  His job as an intern required physical labor from 7 AM until the end of the game. A sports manager had to be at the field long after the game was over to help with any tasks needed, including covering the field with a tarp. Stephen thought that he could do more.

Becoming an accidental seller 

By the time Stephen finished his education, the economy was taking a downturn. Although he graduated with a degree in sports marketing and kept looking for work in his field, most available jobs were all about sales. It seemed everyone was either selling a yellow book or insurance. Salespeople were often associated with the “used car salesman” stereotype so because of this, it took a long time for Stephen to consider sales as a long-term career. 

Stephen eventually reached out to his friend who had been working with Aflac. He decided to try sales until he could find himself a “real” job. Years later, Stephen is still with Aflac excelling as a salesperson. He realized the old stereotypes don’t have to apply.  For Stephen, it was about meeting people and talking to them about the services provided by Aflac. 

The difficult part of selling

When he started with the company, Stephen was provided with a script. When a sale didn’t go through, he was made to think that it was because he didn’t stick to the script. Stephen is an introvert and although he is comfortable with talking to people, he’d always kept a protective shell around him where he could remain comfortable. The challenge he was facing in sales was how to prospect in his own way. Like any other salesperson, Stephen was also afraid of rejection. 

There were many days he thought of quitting sales but when he actually got to thinking about it, he found that sales could be fun too. As a former athlete, he found the competition he loved could be applied to sales too.  There was a scoreboard all the salespeople tracked their sales this brought out the competitive spirit in him. 

Seeing success in sales

Competitiveness and a good team atmosphere are great ways for an accidental seller to stay motivated. Salespeople thrive when they know that a mistake is made, they won’t be criticized, but instead, coaching is offered instead. As a salesperson improves and starts setting appointments, he sees his actions cause a snowball effect. This results in good sales.  

Stephen’s first deal started with an elevator ride. He began talking to a man who turned out to be a business owner and the decision-maker in his company. They had a good-natured discussion and Stephen was able to land an appointment. 

That business owner decided to pay 100% of the voluntary insurance product for his employees. It was one of the best deals Stephen’s company had seen. 

After 11 years, Stephen continues to work for Aflac. Working for the company has given him so many opportunities and a certain level of success. 

A salesperson needs to consistently find ways to improve. A scoreboard is one strategy to track success and stay competitive. This is regardless is he’s an accidental seller or not. 

“The Accidental Seller – Stephen Snyder”

Contact Stephen Snyder via his email, stephensnyder2017@gmail.com or connect with him on LinkedIn. 

You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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

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

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

Audio provided by Free SFX and Bensound.

Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist Podcast

TSE 738: Rethinking The Way You Sell

Selling Success, Jeff Bajorek, Donald Kelly, The Sales Evangelist PodcastToo often as sales professionals, we have the same old mindset that doesn’t give us the result we want. How about changing that? How about rethinking the way you sell?

Today’s guest, Jeff Bajorek, challenges sellers to rethink the way they sell. He is a consultant, speaker, sales advisor, and a podcaster.

He has been selling for several years and has learned that by rethinking the way you sell you will become successful.

Here are the highlights of my conversation with Jeff:

Is Social Selling the New Cold Calling?

Focus on what allows you to bring value to your audience and personalize that. Think about those things that got you to the table in the first place rather than focusing on the likes you get.

Salesperson-centric versus customer-centric

  • Have empathy for who’s receiving that message otherwise it’s nearly impossible to convert anybody.
  • Most salespeople just see names as numbers and how many people they can reach. They want to make their quota but don’t realize that at the end of the day those prospects are humans. Being honest is the way to go.

The Power of Connection

  • Instead of focusing on hitting your numbers, think about calling, say, 50 people, and connect with 20 with them and make four sales.
  • Just put yourself in those 50 shoes and try to tailor your pitch or proposition in a way that it’s going to resonate with them so they will respond to it.
  • The reason you only get a 10% response rate is because it’s a garbage proposition in the first place.

Strategies for Scaling to Get Better Results

1.Put yourself in the place of the rep.

Think about how you felt when you were in that role and you didn’t know about anything.

2.Take notes and review.

Take extra time after each call and if you were in the position of the prospect, would that proposition have resonated with you?

Take notes of what worked and what didn’t and review those stuff. What do you need to change? What needs to stay the same?

3.Pay attention to things.

Be aware of yourself and don’t think about the next five dials while you’re on a call. Be there for the person you’ve got on the phone at that time. Really engage with them.

4.Motivate people.

When you’re a manager, your salespeople are your customers. But managers stop thinking about that all the time. As a result, the sales professionals lose sight of what they’re trying to do as well.

5.Instead of worrying about scaling at an alarming rate, just make it work.

Figure out what works. Make it work repeatedly. And then build it own as tolerably as you can. Don’t lose sight of what you’re doing.

Developing Underlying Trust

If you do it right, your best customers do the prospecting for you.

You’re in this business to connect with people. You’re there to help.

Jeff’s Major Takeaway:

Everything is coming at you a million miles a minute. There’s more room than you can possibly imagine. So stop, take a deep breath, and think twice about why you’re doing what you’re doing. Effectiveness increases your efficiency.

Episode Resources:

Check out Jeff’s podcast The Why and the BuyThey’re soon starting a book club where they pick a book every month and they’re going to do a live podcast recording where everyone can join the conversation.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Determination, Passion, Sales Success; Donald Kelly

TSE 532: What’s More Important To Succeed In Sales? Determination or Passion?

Determination, Passion, Sales Success; Donald KellyDetermination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of them?

A healthy combination of both

Passion is defined as a strong emotion while determination is a process of establishing something by calculation or research. Personally, I believe a healthy combination of the two is required for you to succeed in sales.

Passion without Determination

Passion is your desire for something. And so let’s say you want to do something that you’re passionate about. But, if you don’t have the determination or a sense of work ethic behind it, nothing happens. While passion is your emotion, determination ties back to action. Determination is the work ethic side of things. Hence, there has to be a combination of both.

Determination without Passion

What happens when you have determination in something you don’t have a passion for? I had a personal experience of this where I wasn’t really passionate about the product but I was so determined to sell it. Since I didn’t have passion in the product, I didn’t last too long working with the company. Hence, without passion, you won’t have the drive for it.

Passion + Determination = SUCCESS

If you’re able to combine passion and determination in your work and you’re consistent in doing it, then you’re going to have a much better chance of being successful. Without one or the other, either one could die out so quickly.

Your Call-to-Action:

Examine yourself to see where you fall into place. Do you have passion? Do you have the determination?

Strategies for finding passion in your product:

  • What can you do to find passion in your product?
  • Try to see what impact it can bring to someone’s life. What impact does the product have in your life when you use that product?
  • Read client testimonials or chat with your clients about your product to help you gain that passion.

Strategies for getting that determination:

  • Get an accountability partner, join a mastermind group, or get a coach to help keep you accountable.
  • Set that goal then put a process or plan in place.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The Top

TSE 199: Discover Your Purpose and You’ll Find Success!

Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The TopAre you constantly chasing the dollar? Are you living the American Dream? Nice car, huge house, loads of money, etc. It’s good to be successful. No doubt about that.

But is your success tied in with significance?

Are you truly living your purpose? Are you giving value to other people?

Aaron Walker has an ocean of wisdom to share with all of us regarding this today. At 13 years old, he started working at a local pawn shop. At 18, he partnered with one of the largest insurance agencies, took a $150,000 loan, put up his own pawn shop, and paid off the loan in 3 years time. By the age of 27, Aaron was self-made. But it wasn’t until one fateful, untoward incident that Aaron’s life has changed forever and that led him to live his purpose. Today, he helps people find their own purpose through his coaching/consulting firm View From the Top.

Here are the highlights of my conversation with Aaron:

How to discover your purpose beyond just the success:

  1. Define what “success” is to you.

Discover what gives you energy. The things you would do for free anyway, makes you find your meaning.

  1. Laser focus: Be an inch-wide but a mile-deep.

Get the non-essentials out of your life. Check out Greg McKeown’s book, Essentialism. Take your energy and tenacity and pour it on 1-2 things that you can become the expert at. Niche down to a point where you are the best at. Invest your time, energy, and resources into being the best.

  1. Be open.

Subject yourself to the scrutiny of others and interview them. Get different objectives and opinions from other people.

  1. Learn to be content in your present situation and be HAPPY!

Happiness is a choice. Elect to be happy. Attitude is the only thing you have 100% control over.

  1. Determine what metrics to use to determine if you’ve been successful.

Ex: choosing your own schedule, financial freedom, engaging family, clear conscience, leaving a legacy of wisdom

  1. Make your aim at how to enrich other people.

Lift them up. Take them to places they’ve never been. Pour into people. Being significant is being able to meet the needs of others. Learn to fully engage with people. Listen intently. Be human. Give because you want to. Help people even when it’s not convenient. Prioritize your goals with other people in mind.

  1. Have the ability to foresight and invest long term to potentially impact generations to come.

Look 5, 10, 20 years from now and have the ability to look long term to invest in the lives of others so you can change their family tree.

Now you’ve got success, significance, and a full, rich life!

Aaron’s Major Takeaway:

Fear missing an opportunity more than you fear failure. Success comes to those that venture out. Failure is in not trying, not in not succeeding.

Aaron’s Book Recommendations:

Greg McKeown’s Essentialism

Dale Carnegie’s How to Win Friends and Influence People

Bob Burg’s Adversaries into Allies

Charles Duhigg’s The Power of Habit

Aaron’s got a gift for you!

Visit www.ViewFromTheTop.com/tse and download these free documents that Aaron made especially for TSE listeners.

  1. Free Personal Assessment
  2. 25 Questions to Get the Life You Want
  3. Steps to a Productive Day

Episode resources:


Follow Aaron on twitter @vfttcoach


The Sales Evangelizers, Donald Kelly, Sales Facebook Group

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

TSE 151: 6 Truths All Successful People Understand

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

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

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

Here are the highlights of my conversation with Jimmy:

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

Jimmy’s road to entrepreneurship:

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

How Jimmy initially handled his success:

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

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

How he handled his financial problem:

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

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

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


The 6 Truths All Successful Salespeople Understand:

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

How do you become an expert?

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

Jimmy’s Major Takeaway:

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

Current projects Jimmy is working on:

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

Connect with Jimmy on Twitter @jimmyburgess8

4-week coaching program with Jimmy and Donald

4 Week Sales Acceleration Course

Episode resources:

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