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TSE 1193: What are the 6 Critical Steps to Developing a Successful Sales

TSE 1193: The 6 Critical Steps To Developing a Successful Sales Strategy

Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy

Lance Tyson is an author and speaker who runs his own training company. Tyson Group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. It has been operating for 15 years and invested in Dale Carnegie Training in 2010. They work in the sports entertainment industry and one of their biggest customers is the football team, the Raiders. They coordinate with the sales team to sell premium tickets, sponsorships, suites, and others. His team also works with Michael Jordan’s company and several tech companies where they coach, train, and consult with sales teams. 

Lance isn’t just teaching; he is also out there grinding and doing all the sales work that his salespeople are doing. 

Six steps to developing a successful sales strategy 

Attitude, perseverance, and grit aren’t part of the steps. These things must always be present but let’s think of outcome first. In some cultures, the word relations isn’t great and it’s often overused. We prefer the term rapport.

This is one of the three outcomes you need to go after. Partner rapport with credibility. While rapport gives you influence, credibility gives you people’s trust. The third one is showing a level of understanding. These three are the beginning of the steps to developing a successful sales strategy which is the following: 

  • Connect
  • Evaluate
  • Diagnose
  • Prescribe
  • Dialogue
  • Close

The six critical steps to developing a successful sales strategy 

Connect

We talk about connecting with others all the time but the conversation of connecting is different today. You may be trying to deal with a level of preoccupation by the buyer. You have to connect with people via text, email, or voicemail and talk to people to build rapport. The fragmented conversations can be broken down and taken to connect step to overcoming preoccupation. This will lead to building rapport, credibility, and a  level of understanding. 

Evaluate

When you go to your doctor’s appointment, one of the first things they do is to evaluate you. The same is true in sales. We evaluate our prospects to determine whether they’re interested or not.

Other businesses call this assessment while some refer to it as an opportunity. Whatever you call it, it’s the step where salespeople deal with the inherent objection of disinterest.  

Diagnose and Prescribe

This is where salespeople make an educated guess. Ask yourself what they need most and do not forget about creating a level of comfort. A lot of salespeople walk in the door and make assumptions based on their grand experience, they then ask a few questions.

You need to talk to the clients through their feelings and their thoughts. You need to look at their past, their present, and the future to make a good diagnosis. After the evaluation and diagnosis, you make a prescription. 

Dialogue and Close 

After getting your prescription, your next step would probably be talking with your doctor and asking questions so as to get a clear understanding of your health problem.

In the same manner, after giving your prescription as a salesperson, your next step is to have a dialogue to overcome any form of objection. Ultimately, having every question answered, your next step is to close. 

Researcher or salesperson

The biggest challenge right now is the confusion that most salespeople are stuck in which happens in the connect step. Inside sales reps are responsible for prospecting. You can’t trust everything that’s written on LinkedIn and you can’t just get somebody without fact-checking what their bio says.

This creates a problem for sales reps because they often feel like they don’t have enough information to move forward. Thus, the confusion of whether to spend more time on researching about the prospects or looking for prospects to pitch. 

It gets harder because it takes at least six touches to get in contact with a target and another six to get an appointment. Salespeople are now trying to cheat the process and just connect because they’re exhausted. 

Many sales reps these days just sell their whole service in one move. They’d say it’s free and without obligation. This is a mistake that many salespeople make. Instead of getting on the phone and pouring it out in one go, sales reps must be patient and sell one piece at a time. 

If you can’t sell time, you can’t sell your products or services and that’s what people in sales lack: time.  

Getting better in evaluation 

We do a lot of sales assessment and we do predictive index studies on people to see where they’re weak and to know where to start on their training. We’ve seen that salespeople are often not good facilitators. What most salespeople do is spray and pray. They start asking questions right away without getting into the introduction stage of presenting what’s going to happen in this meeting. 

Salespeople can evaluate better if they learn how to facilitate and set things up better. Sales isn’t just about asking questions, it’s also about facilitating the meeting well and making good set-up. Evaluation is a back-and-forth process. You ask questions and they answer, all the while maintaining a good grip on where the conversation is going. 

On prescribing

There has to be a level of dramatization in prescribing. Salespeople need to make prospects understand that reason why they want what they want. Dramatize your pitch the way they want it. 

You are trying to overcome doubt in the prescribed step. So, describe your products and your services in a way that answers a few questions. Don’t just state facts. Learn to become a storyteller because that’s how you make them listen. 

Remember the six critical steps to developing a successful sales: you connect, then evaluate, then diagnose. After these, you make the prescription, have the dialogue, and close. Take your sales per process and see where you are and where you’re potential customers are. Make sure that both of you are on the same spot, if not, take a stop and go back or move forward.

“Steps To Developing a Successful Sales Strategy” episode resources 

Connect with Lance Tyson on Twitter, LinkedIn, and his website, Tyson Group

Don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

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Sales Process, The Sales Evangelist, Erin Pheil

TSE 1163: How Leaders Sabotage The Sales Process

Sales Process, The Sales Evangelist, Erin PheilSales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake. 

Erin Pheil is the founder of The MindFix Group, a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep them from achieving what they’re capable of. 

Head trash

Some sales leaders have very specific definitions of what a sales leader is. For Erin, anybody who is in charge of guiding the people in making the right decisions and who is doing sales for a company is considered a sales leader

Many sellers read books and work with experts to improve their skills in sales. They keep learning, and then they show up on calls. They often show up to these calls prepared, but also with head trash. They’re showing bits and pieces of their old mental programming and outdated beliefs that aren’t helpful in closing deals. They go to the calls and they try to combine new knowledge and strategies that their coaches have taught them with their old beliefs. 

When things go wrong, they don’t blame themselves. They blame the technique and the process, or even the people they hired. They don’t look at their head trash and suspect that they might be the ones sabotaging the process. 

Blaming the process, techniques, and tactics instead of examining how they’re screwing things up sabotages the sales process. 

Accepting blame

It takes courage to accept blame because it’s human nature to blame somebody else. It takes courage to stop, pause, and hold a mirror to yourself and ask how you’re contributing to the challenges that you’re experiencing. It’s much easier to project outward and place the blame.  

Head trash commonly appears as the need for approval or the need to be liked. Sellers will show up to a sales call and, instead of focusing on guiding the prospect towards the right decision, they operate from an underlying need to be liked. This goes beyond having a bond and rapport. It’s more of wanting to be approved. A person with that need often sabotages calls just to be liked. 

They get nervous, they make concessions, and they apologize, which shifts the whole frame of conversation. Being liked becomes the more important outcome. 

Self-doubt 

Money block and old programming from a salesperson’s childhood also have a negative impact on sales calls. 

For example, a client raised to believe that she isn’t supposed to talk about money in the household where degree and certificates are the next big things had a huge block in her sales process. Since this particular client had no degree, she ended up questioning her ability and wouldn’t bring up the pricing until the last minute, or until the prospect asked for the price. This client had old head trash on the concept of pricing and money so that often the price in her head was different from the price that came out of her mouth. 

Even with constant reminders here and there, she just couldn’t do it. It just wouldn’t come out of her mouth the right way. 

This is what head trash is. You show up with a plan and all the right information, but your old pieces of programming, beliefs, and thoughts sabotage and compromise your ability to make a productive call. 

Figure your patterns 

The first thing to do is to figure your patterns. Knowing your patterns brings awareness to your calls. You must pinpoint where in the process you’re having your patterns of resistance and frustrations. 

Create a list of the areas where you keep repeating some patterns that you know do not serve you. It might be telling the same jokes, doing what you’re not supposed to do, or not talking about the money even though you have to. 

The buyer might think that you’re hiding something or you have some trick up your sleeves. Before you know it, you have already sabotaged your opportunity. The same is true if you keep talking to your client without giving him the time to speak. It scares the prospect off as well. 

Consider a salesperson who can’t even have an intro opportunity because she can’t stop talking. Her problem clearly exists at the beginning of the process. 

This is a perfect example of a pattern of people who can’t stop talking. They don’t listen because it has been ingrained in their minds that they should keep talking so that someone will buy from them. They feel the need to show off and prove their expertise in order to be respected. 

Changing patterns

After listing the patterns that you observe, ask yourself, “What would I have to believe to be true in order to keep acting this way?

What we believe determines how we act. 

If you believe that talking about money is wrong, then you’ll probably act in ways in accordance with that belief. A lot of these beliefs are in the back of our heads and most of us might not believe them to be true. But even if a tiny part of us holds true to that belief, then we’ll act according to those beliefs. 

What you get from asking that question for each pattern is a list of old pieces of head trash, programming, and beliefs that you’re still carrying around that are sabotaging your sales process. 

Set aside time to implement the two things mentioned here. First, identify the patterns and second, come up with a list of what you’d have to believe to be true. This will open your mind and make you see things that you didn’t realize are impacting your close rate and your success as a sales leader. 

“How Leaders Sabotage the Sale Process” episode resource

Learn more from Erin and visit her website mindfixgroup.com. Check the hour-long training video that explains how your head trash is impacting your actions and behaviors and causing you to sabotage things. There are also case studies and stories of real people who have overcome their challenges. 

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! 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a tool for salespeople and sales leaders to help them improve their skills and abilities in finding the right customers, creating strategies that work, and asking the right questions to close powerful deals. You can go to The Sales Evangelist and see the first two modules for free. 

This episode is brought to you in part by Audible, the awesome library with thousands of books. Try it now to get a 30-day free trial and a free book. Goo to audibletrial.com/tse

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Sales Coaching, Motivation, The Sales Evangelist

TSE 1158: The Actions High-Growth Coaches Use To Motivate Their Teams

Sales Coaching, Motivation, The Sales Evangelist

While proper mindset is important, the actions high-growth coaches use to motivate their teams to allow those teams to succeed in sales.

Sarah Wirth works for EcSell Institute and studies sales leadership. Along with her team, they look at the coaches in the organizations they work with knowing that great coaches help teams to achieve better results. 

Sarah travels the globe studying different teams and applying the best practices they can teach to sales leaders. Their research-based teachings on best practices are grounded in fact rather than opinion. 

Misconceptions about coaching 

One of the common misconceptions about coaching relates to the timing of team meetings or sales coaching. Most sales leaders do team meetings weekly thinking that getting everyone together via phone makes the team effective. Based on the study, however, the best sales leaders have their meetings once a month rather than once a week. The monthly meeting is much more interactive and educational than the weekly kind of communication. 

Sales reps want an interactive educational team meeting where they can hear what the other departments are doing. They also want to hear and learn the best practices used by others in the company. They don’t want to sit and hear all the updates of what’s going on, because those things can be sent and read via mail. 

Instead, sales reps want a certain level of engagement and content to share during meetings. This content is difficult to achieve when you meet every single week. A longer time frame gives birth to more stories and more experiences to share, which results in meaningful and substantive conversations where everyone on the team learns things. 

Learning from experience 

Sellers like to learn the best practices, so they listen to podcasts. They want to learn from people from different fields who bring radical and neat insights that they’re not aware of. 

The interviews and surveys of salespeople reveal that they don’t want to hear the biggest deals. Instead, they want to hear how to get big deals. They want answers to the objections they encounter and tips to make presentations that help them win deals. They want to hear and learn the stories of how others became successful. 

It’s more of knowing what they did and how they did it. 

Salespeople want to be the best version of themselves. They aren’t into sales because of charity. They are in sales because they want to help their families and their clients. 

Most sales leaders are promoted to their position because they were good salespeople. They go from the bottom to the top without getting any formal training, education, and information on how to become good sales leaders. They learn from experience, and that’s why they become successful. Unfortunately, they don’t know how to transfer all these learnings to their peers so their team can be successful and achieve better sales. 

Motivate the team

There are three actions high-growth sales coaches use to motivate their team

  • Team meetings done in the right frequency and format
  • One-on-one meetings with each of the team members
  • Feedback on what they’re doing well and what they can improve

These three are effective ways to help salespeople grow and improve their skills. 

One-on-one meetings 

One-on-one weekly meetings with each team member are as effective as doing one-on-one meetings every other week. Aside from the frequency, it is also important to follow a consistent structure. 

The best sales leaders start their meetings with personal updates in the life of the salesperson they are talking to. They talk about how their family is doing, and if they’re working from home, sales leaders ask for updates on their projects. Sales leaders spend a few minutes connecting with their team members as people. They show that they care not only as a sales producer but also as a person. 

The coaching and mentoring from one-on-one meetings change a salesperson’s motivation and attitude towards his work. It ignites a fire in him that helps the team meet its sales goals. Even books can’t do this because no matter how good the contents of the books are, the pages can’t hear their ideas or challenge them with questions. There is no substitute for talking through what’s going on in their sales territory or getting their input on the strategies that they’re pursuing. 

Asking imploring questions during one-on-one meetings breeds in-depth conversations that are helpful for both parties to grow. 

Do one-on-one meetings with your salespeople either weekly or bi-weekly depending on what works best for your team. 

Give feedback 

Give your team members feedback on their selling skills regularly. After successfully closing an important deal with your salespeople, debrief them, and discuss what you saw in their selling skills. Talk about what aspect they did well in the presentation and point out the things they can improve. 

There is no better time to improve your team’s skills than seeing its members in action. When you see them do what they do best, you can talk conceptually around them. You can coach them on how to answer objections and even do roleplays to address different situations. 

When you travel with your salespeople and see them in selling situations, you also learn how they interact with their customers, build rapport, present information, answer questions, direct conversations, and figure out the needs of the customers. You have the first-hand experience and you’ll know how to assess them on the things they’re doing well and how they can improve. 

This is also a great opportunity for the salespeople to receive coaching from their leaders. They can see the things they need to work on from your perspective. This is beneficial for them and for the business. 

Your team members may have the tendency of reporting only the good things that went down on a deal, excluding the challenges and how they addressed them. They may tweak the information they give you. When you are with them, you get to see them and give them the corrections and guidance they need. Sales leaders can also point out the effective things their salespeople did during the sales call. They can then repeat what they did in their future deals. 

Career discussion 

Career discussion is critical to a salesperson’s motivation as well as his career longevity on the team. Many sales leaders shy away from doing this because they don’t have specific paths for their salespeople. 

There often isn’t a specific role that salespeople can be promoted to. Sometimes, salespeople don’t have goals other than being individual performers. They like to be in sales and not in other roles such as managers. 

Based on research, a salesperson tends to make progress toward his career development goals and stay with the organization longer if the manager helps him make progress. Aside from that, salespeople tend to be motivated when they receive help from their superiors. 

Management often doesn’t talk about things like this to its employees, causing them to feel stuck in whatever position they are in. It kills their motivation to achieve more in their careers. 

Ask your salespeople how they feel about their careers or what they potentially want to do. You can’t assume that they’re doing okay; instead, draw the answers from them. Sarah Wirth and Bill Ekstrom’s book The Coaching Effect was the result of a career development discussion that Sarah did with him. He asked Sarah about her longterm big picture goals and she said that she’d like to write a book. It wasn’t anything serious for her at that moment. It was merely an idea. Fast forward to when they started really doing it and it happened. 

Go outside your comfort zone 

Another effective action that sales leaders can do is to get their team members outside their comfort zones. 

Help your sellers be comfortable with discomfort. If you can get them outside of their comfort zones, they’re more likely to learn, grow, and develop. #SalesTeam

Most of us want to be on the safe side and gravitate toward what we know but this is not helpful if we want to grow. The same is true for your team members. New roles or situations force your team members to learn, grow, and get better in order to handle the new challenges. Get your team members outside their comfort zones on a regular basis, especially if you see them starting to stagnate and get comfortable in their roles. 

 

The Actions High-Growth Coaches Use To Motivate Their Teams” episode resources

Learn more about connecting with your salespeople today. Visit Ecsell Institute’s website to learn more.  

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 read more books to become a savvy salesperson and sales leader in Audible, your online library that houses over a thousand books. Register now to get a free book and a free 30-day trial by typing in audibletrial.com/tse

This episode is brought to you in part by TSE Certified Sales Training Program, designed to help sales reps and sales teams improve their skills in finding the right customers, identifying the activities and strategies that work, and asking the right questions to build strong value and close business deals. Get the first two courses for free at thesalesvengelist.com/freecourse

Which of the three actions have you tried in your team? Tell us about it in the comment section in Apple podcast. Your rating is equally appreciated, too. Share this with your colleagues who are using other podcast platforms as well including Google Podcast, Stitcher, and Spotify

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Pipeline, The Sales Evangelist, Sales Coaching

TSE 1157: The Pipeline Hoax

Pipeline, The Sales Evangelist, Sales Coaching

 

The American dream or the pipeline hoax? The American dream is about owning a home or a piece of property that belongs to you. But homes are expensive and not everyone can afford the American dream. In the year 2000, people who shouldn’t have qualified for home-ownership started owning homes and this occurrence caused a worldwide crisis. 

The housing crisis connects to sales in two ways: greed and improper qualification. Bankers wanted to get more mortgages so they could sell these mortgages to the secondary market. The problem with this is that people who were getting houses were not qualified for the mortgages they got. The bankers did whatever it took to get people through the door. When prices went up, these homeowners fell short and eventually lost their homes. 

Sales pressure

As sales leaders, you face this situation often. You need to bring in the dollars, and you’re judged based on how much money you can help the company make. Sales reps are expected to have as many deals as possible in the pipeline. This is where the hoax comes in. 

Salespeople sometimes mask leads in later stages of the pipeline as opportunities. These deals don’t close because the people were never truly qualified. They don’t have the money or the time frame. 

Sellers are marking leads who are investigating, doing research, and window shopping as though they are opportunities. The sales reps may have 50 of these deals but only 10 truly qualified people. The sales reps keep adding these people to the pipeline because they’re told to add opportunities. The quality decreases because they’re adding leads instead of real opportunities. 

Similar to the housing crisis, the sales reps report these numbers to you. As the sales leader, you present it to the VPs and they make decisions based on the potential revenue sources. When the time comes for the revenue to start coming in, you look bad, the VPs look bad, and the company looks bad. As a result, someone is getting fired. 

This situation causes a crisis within the organization. Sales leaders take the fall because they’ve been deceived by the sales reps who try to sell leads as opportunities. 

Consistent education 

As sales leaders, it’s your responsibility to make sure that the pipeline hoax doesn’t happen again. Yelling at your sales reps won’t solve the problem. What you need is consistent education. 

One-on-one coaching time 

One-on-one coaching time with your sales reps is critical. Make sure to establish a distinct definition of a lead versus an opportunity. Don’t assume that sales reps know this because it’s in the sales handbook or in the orientation. Play it safe by reiterating it to the sales reps so that the quality of your leads won’t deteriorate. 

Watch the internal culture. Numbers are good but they must be the right numbers. Teach them that a proper lead is someone who shows interest, has the budget, and has a specific timeframe. Sales reps must be able to gauge this information in their business conversations. 

Give the sales reps a rundown of the important steps in the process. Print them and put them on their desks to keep the culture focused on quality. 

Sales leaders can talk about all these things with their sales reps in one-on-one meetings. Discuss these subjects with them, see how they take on deals, and don’t be afraid to identify and fix the problems. 

Role-playing 

Role-playing is another excellent method for educating your sales reps. 

  • Have your sales reps do a role-play of how they talk to their clients
  • Have your senior sellers who excel in their jobs demonstrate how they qualify their leads properly
  • Point out how and what should happen or how they go about getting the proper information. 

Doing all these things protects you from falling into the hoax. 

Re-education is the answer to an organization’s problem. When the sales reps aren’t asking the right questions and when they don’t understand what leads and opportunities are, they’ll bring in numbers that look crazy at the end of the quarter. 

Foster the proper culture in the organization so your sales reps will bring in the right numbers and close more deals. 

“The Pipeline Hoax” episode resources 

Take care of your sales team and help them improve. Learn more about that with The Sales Evangelist Certifies Sales Training Program. It’s a helpful tool for salespeople and sales leaders to help them improve their skills and abilities in finding the right customers, asking the right questions, and closing a great deal. There are 12 modules in all but you can get the first two modules for free.

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

Check out Audible as well and its thousands of books. Try it now to get a 30-day free trial and a free book. Go to audibletrial.com/tse

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Donald Kelly, Sales Incentive

TSE 1115: Incentivize Them To Sell

Donald Kelly, Sales Incentive
Sellers often seek the path of least resistance, and if your programs aren’t designed to incentivize them to sell, your sellers may game the system and engage in activities that won’t help themselves or the company.
If you design your commission plans and your structures effectively, you’ll create more effective sellers who feel like they’ve actually earned something and who will achieve wins more often.

Happy sellers

As a sales leader, you know that your sales reps will make outbound calls and try to close deals. Your goal is to incentivize them to do their jobs. You want them to be happy. You also know that if they are earning something, they will feel good.
In the natural order of things, if they are doing well, they’ll love working for you and the company will prosper as well.

Flawed incentives

In her book, The Sales Development Playbook, Trish Bertuzzi lays out different concepts to help organizations develop the proper incentives. Sometimes companies design their incentives poorly so that reps are only encouraged to make phone calls.
Many reps will game that system because it doesn’t measure anything meaningful to the company. If you’re only counting activities, they’ll figure out that all they have to do is make phone calls.
You know, though, that appointments lead to more deals. So if you’re expecting an appointment every 20 phone calls, but your reps are simply calling and hanging up without having meaningful conversations, you won’t likely achieve those appointments.

Commissions

Trish points out that many companies promise great incentives but we neglect to clarify the actual process were seeking. We make promises about being able to “earn more than the CEO” without explaining our expectations.
We fail to tell them, for example, that the sales cycle is seven months long, so it will likely take them about three months to really get established. They probably won’t make any real money until about 10 months into the process. Then it will take about 30 days beyond the close date for them to get their payout.
You can help them survive the long cycle by offering ways for the rep to win. Perhaps you’ll provide a more competitive base because you realize it will take them a while to build a commission.

Set up for success

Without a meaningful way to win, your sales reps may stick around for a few months and then move on to something else. Instead, set them up to succeed.
If you’re talking about your BDRs, how can you give them an opportunity to make money? If your AEs earn 10 percent for a closed deal because you know it will be a while before they close a deal, they’ll be eating pretty well. If your BDRs, on the other hand, earn only 1 percent, they’ll have to wait a long cycle before they get their piece. How excited do you think your people will be to work hard in the cycle?
What if you pay them per appointment set, but they get part at the beginning of the process and part at the back end of the process.
If you offer $10 for each appointment, they can earn $5 at the front and $5 at the back. If your reps set quality appointments with qualified prospects, they’ll earn $5 at the beginning and $5 at the end. If the prospect isn’t a quality one, they’ll get the initial money but not the money at the end.
Then, if you realize that your sellers have a lot of rejected opportunities, you can determine that either the AE is doing something wrong or the BDR is. Once you determine which is the case, you can coach them to close those deals.

Hoarding appointments

Here’s the other challenge. Some sales reps will realize that they’ve already earned what they needed for a certain month and they make the decision to sit on other opportunities for the following month. They hang on to them to make sure they’ll hit their numbers the next time.
Again, you can incentivize this. You can set an expectation of 20 leads per month, or five per week. If your reps hit that number, they will earn the full amount for those appointments. If your reps only land 16 appointments, their earnings will be pro-rated to reflect the shortfall.
If, on the other hand, some of your sellers exceed the 20 appointments, you can raise the amount they’ll earn for quality appointments. They’ll still get half at the front and half at the back.
Now everyone is happy because they are earning money throughout the process instead of starving until the deals close.

Make sure they eat

Make sure your sellers have an opportunity to eat.
I’m a strong believer that if hire the right people, pay people right, coach them, and train them, they’ll perform for you. But you also have to make sure they don’t game the system. Make sure that everyone walks away with the sense that the process is fair.

“Incentivize them to sell” episode resources

You can check out Trish Bertuzzi’s book, The Sales Development Playbook, with a free trial of Audible. Check out the 30-day free trial to listen to the book for free.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

When you share your experiences with the show, others will read the reviews and give us a listen.

Audio provided by Free SFX and Bensound.

Rodrick Jefferson, Donald Kelly, The Sales Evangelist

TSE 1110: What Companies Get Wrong When It Come To Sales Enablement

Rodrick Jefferson, Donald Kelly, The Sales Evangelist

Many people get sales enablement wrong because they have different concepts and ideas about what it actually is.

Roderick Jefferson began his sales career as a BDR, then an AEE, and finally moved into sales management. He discovered that he enjoyed sales more than he enjoyed closing deals. So he stepped into sales training.

Now, through his company Roderick Jefferson and Associates, he breaks the complexity of sales into practical ideas through scalable and repeatable practices.

Sales enablement mistakes

Sales enablement helps develop the right conversations the right way with the right tools. Ultimately, it seeks to decrease time to ramp or increase productivity and revenue.

Many companies make mistakes implementing their sales enablement.

  1. They fail to establish consistency and parameters.
  2. Many wait too long to hire sales enablement consultants.
  3. They assume they need a consultant or a resource without realizing they need both. One can help you lay the groundwork that you can hand off to another.

Many companies aren’t really sure what they need. They know what isn’t working and they treat enablement like IT. But those who do sales enablement aren’t the fixers of broken things. They aren’t sales scribes or sales support. They must be sales partners.

Training vs. enablement

A difference exists between training and enablement. Roderick believes that training applies to animals while enablement applies to humans.

Enablement is woven into the fabric of the company. It literally has to be one of the top five initiatives of the overall success of the company. It also must have specific time-bound and measurable deliverables, metrics, and KPIs.

Measurements

Some of the sales enablement measurements have changed. We used to talk about butts in seats, headcount, and NPS scores, but those things don’t carry water.

Sales enablement now focuses on different questions.

  • What’s the completion percentage of certification or accreditation?
  • What’s the average deal size?
  • Collateral use infrequency?
  • How much new pipeline is being created?
  • What’s the number of closed deals?
  • What’s the product mix?
  • What’s the quota attainment percentage?
  • What’s the time to revenue?
  • What’s the win rate?

Many of the old measurements aren’t definitions of success and they won’t help move the needle forward for sales.

Biggest mistake

Companies aren’t tying their goals, their sales processes, or their sales methodology to figure out where they fit into their buyer’s journey. They are trying to make their buyer fit into their processes, methodologies, sales stages, and CRM.

They must step back and reverse engineer their process and document what the buyer’s journey looks like. They must also figure out where to fit in multiple touch points in the buyer’s journey.

Sales enablement must be in place before you need it. By the time you need it, it’s already too late. If, for example, you’re planning to hire more people over the next year, you must have the content ready for them. You must have a process for onboarding.

Without these processes in place, you’ve essentially planned to fail rather than ensuring success.

Rethink ICP

Rethink the ideal customer profile. Start thinking instead about the ideal employee profile. From an enablement perspective, you start to get a feel for new hires and who is going to be a rock star. Instead of doing that after the hire, Roderick focused on working with HR resources around talent acquisition.

Consider what a rock star looks like especially in the context of where the company is going. Then take that job description to HR and explain what you’re hiring toward.

Sometimes sellers do well by accident because the prospect happened to need their product or service. In that case, they become simply order-takers.

When we fail to measure, plan, or structure our efforts, we don’t optimize. Imagine if every organization operated that way. It’s the detriment of the sales industry.

Supply chain ensures that you hit your markers and that sales leaders don’t move the goalposts. If you’re in the red zone about to score, you don’t want anyone to move the goal post.

Resource vs. consultant

Many companies don’t want to pay for consultants but they want help connecting the dots. It’s important to use resources and consultants because what one lacks, the other brings.

Roderick’s team brings templates to their clients so they don’t have to recreate the wheel. The process includes four stages.

  1. Infrastructure build and augmentation.
  2. Established sales enablement team.
  3. Sales leadership and coaching.
  4. Sales-focused metrics.

Hope

Instead of hoping that marketing does its job and that the customer buys, institute a clear process instead. Remove hope at every stage and rely on the process that focuses on your buyer’s journey.

Enablement is an ongoing conference rather than a single event.

“Sales Enablement” episode resources

You can connect with Roderick on LinkedIn, Twitter, and Facebook, or you can email him directly with questions at roderickjefferson.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

Hiring, Liam Martin, Donald Kelly, Remote Sales Team

TSE 1059: Sales From The Street – “Building A Remote Sales Team”

Hiring, Liam Martin, Donald Kelly, Remote Sales Team

For business owners looking to scale their efforts, there are important factors involved in building a remote sales team, and implementing them can mean the difference between success and failure.

Liam Martin runs three companies related to managing remote workers: TimeDoctor.com, Staff.com, and his passion project, which is a conference on building and scaling remote teams. His organization helps companies monitor their remote employees’ productivity and efficiency.

He points to the fact that, early in his career, he waited too late to build a sales team, which is the meat-and-potatoes of his business.

Create solutions

Founders of a company have an understanding of the product or service that most sales reps won’t have. Founders may recognize as many as 10 different problems that you could tailor your product around or have meaningful conversations around.

Sales reps won’t necessarily recognize that many problems, so they may not have access to as many meaningful conversations.

The key, then, is hiring a proper sales manager. Sometimes the founder’s ego causes him to believe that he can effectively run a sales team, and he doesn’t recognize his shortcomings.

You must take a hard look at yourself and determine whether you’re truly a good sales leader. When Liam recognized that he wasn’t a good sales manager, he fired himself and hired a proper sales manager.

Be honest enough to determine what you can best do for your organization and then do that.

 Hiring process

Liam’s company has three different stages of hiring remotely. He suggests that many remote teams aren’t as effective as the leadership believes they are.

Liam points to the bullpen, or the area where junior employees are grouped together in a single workspace. The idea is that the employees will train and work together and benefit from one another’s experiences.

Remote employees don’t have a bullpen so it’s impossible to pick up nonverbal selling techniques that some employees are successfully using. Everyone is disconnected, so very often these sales teams won’t hit quota despite their training. As a result, they leave the company.

To solve the problem, Liam’s company works with remote salespeople for about a month. During that time, he has to either close an inbound deal or generate some kind of outbound activity. Based on that success, the company decides whether to invest more into the employee.

He says that although it’s an expensive system, building a remote sales team is ROI positive.

Self-motivated activity

Successful remote employees must be self-motivated. Once the company hires a new remote employee and decides to invest in him, the company flies him to the sales manager in Canada where he will train in the office for three months.

The employee will either hit quota by the end of three months and will have a job, or he will not hit quota by the end of that time, and he will go home without a job.

From that point, the system rewards good salespeople financially. Successful sellers will earn more with this company than they will at other companies. At the same time, the pay structure is such that unsuccessful sellers won’t be able to survive.

The first three months, then, are critical to the seller’s success. Creating the bullpen experience has helped the company’s remote sellers be more successful.

Additionally, the company allows any employee to jump in on any Zoom call to ask for help or guidance.

Massive investment

Liam points to a need to identify those sellers who can talk the talk but can’t walk the walk. Because the company is making a massive investment into its new hires, it must be able to quickly determine which employees are likely to be successful and which ones are not.

On average, his company has found that it can take anywhere from three to six months to determine whether an employee will be successful. Its goal is to shorten that period when possible.

The company would prefer a clear “yes” or “no” to a “maybe.” The more time it spends dealing with an employee who is a “maybe,” the more money it invests without fully knowing whether it will get anything in return.

“Building a Remote Sales Team” episode resource

If you want to learn more about building or scaling a remote team, visit runningremote.com. It’s a conference being held in Bali, and if you’ve never been to Bali, it’s another great reason to go.

If you’d like to get in touch with Liam, he’s excited about his interactions on YouTube right now, and you can find him at youtube.com/runningremote. After consuming the content, feel free to ask questions in the comments and he’ll be happy to respond.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

Sales Training, Donald Kelly, Sales Manager

TSE 1002: What If I Train Them And They Leave?

Sales Training, Donald Kelly, Sales ManagerMany leaders avoid adequately training their team members because of a single looming question: What if I train them and they leave?

They structure their businesses so that multiple people work on a single project while other projects sit undone. It costs them money and productivity.

If you’re one of those managers, I’ll offer you a different consideration: what if you don’t train them and they stay?

We’re devoting the month of January to the topic of mental toughness, and today’s topic is directed at business and sales leaders as well as sellers.

Leaders

When team members aren’t trained well, they won’t be effective at their jobs. When team members aren’t effective at their jobs, the manager will have to help them do their jobs in addition to doing his own.

Leaders who fear employee departure often choose not to provide the necessary training, but the reality is that many of those untrained employees end up staying in their jobs. [3:37]

What if they stay with you and they don’t know what they are doing?

Financial considerations

Imagine your employee makes $40,000 a year. Are you willing to pay him $40,000 despite the fact that he doesn’t know what he’s doing, and then require someone who is making $60,000 a year to help him do his job?

Maybe you’ll eventually fire the person because he isn’t performing. [04:23]

When you let someone go, you may end up paying unemployment benefits, and then you’ll incur the cost of hiring someone new.

Whether you use an agency or review the resumes yourself, you’ll have to invest time trying to find someone who already has training.

Cyclical

Even if your new hire does have sales training, she won’t know your process. She won’t be able to perfectly understand your organization, so she won’t immediately be effective.

If you choose not to provide training, you’ll be back in the same cycle three months after you hire her. [05:04]

You will have spent countless amounts of money to avoid spending money on training. You’ll suffer from lost opportunity and lost revenue.

Long-term benefits

Imagine you have three employees. After you train them, one of them leaves your organization.

First of all, consider why the person is leaving. Is it possible that you’re not paying enough? Does your organization lack direction for its employees? Don’t miss a chance to evaluate why people are leaving. [06:36]

Even if you have a great situation, people may still leave. They may have to move out of state for family reasons or something else. People don’t stay in one place forever.

If one leaves, you still have two great employees who are giving you money back.

If you don’t train them, you’ll likely lose thousands in sales because they aren’t good at their jobs.

Do the math

When I was a young seller, I worked for a company that spent probably $7,000 training me to be an effective seller, and I’m thankful for it.

After my training, I landed a $30,000 deal as one of my first big successes. [07:52]

You don’t have to be a scientist to understand that $30,000 is a good return on $7,000.

If you invest in your people, they’ll love you, they’ll stay with your company, and they’ll earn you more money.

For sellers

When you’re considering your next organization, find out what kind of sales training they provide. Even if you’re a seller with a 10-year track record, it’s ok to consider training programs at prospective companies. [08:58]

If they don’t offer coaching or continuing education, that might be a red flag. If they aren’t willing to invest in you, consider other organizations that will.

Do it yourself

Sales leaders might consider providing the training themselves as a way to save money, and it might be true that they’re able to do it. For me, though I’m able to change my own oil and cut my own hair, I don’t do it. [10:21]

Just because we’re capable of something doesn’t mean we’re the best person for the job. Consider the opportunity costs and the cost for you to stop your own work in order to train other people.

Give them podcasts to listen to or books to read.

Don’t hurt your company by trying to save a dime.

“What If I Train Them And They Leave?” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

 

Shane Spiers, Donald Kelly, Strategic Planning, Sales Training

TSE 995: TSE Certified Sales Training Program- “Strategic Planning”

 

Shane Spiers, Donald Kelly, Strategic Planning, Sales TrainingStrategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose is.

Strategic planning helps sales reps work better as part of a team and achieve more.

Originally from New Zealand, Shane now calls the UK home. It is where his career has grown to what it is today. His record is dominated by leading and scaling 7, 8 and 9-figure rapid growth companies, mostly in real estate, construction, and service-based businesses.

Shane created Summit Leader to help 7-figure entrepreneurs scale with an 8-figure growth model. His focus is helping businesses scale from entrepreneurial to managed growth. [00:29]

Approximately 96% of businesses earn less than $1 million in revenue. Of the 4% that make it past a million, only 10% make it to $10 million.

With only .4% of businesses reaching the $10 million mark, Shane hopes to have an impact by producing more 8-figure businesses. [01:20]

A common goal

As a business moves from entrepreneurial to managed growth, the management, leadership, and logistical challenges become quite different.

The startup ways of working can hinder a business rather than advance it.

Shane has been down the path many times before. He understands the importance of including sales reps in the process of strategic planning to grow a company.

Whether you are a business owner, team leader, or part of a team, it is important to understand what the company stands for and what it believes in.

It is important to know the common goal and your purpose in achieving it.

A team without priorities, or with different views, cannot work well together. [02:23]

Strategic thinking and execution

Before you can plan where you will be in the long term, you must make decisions about who you are and what you stand for. Decide how you will differentiate yourself from the competition. In the sales world, particularly, be very clear about who comprises your target market.

Know who your ideal customers are, where they are, and what is important to them.

It starts with upfront thinking.

Know where you want to go and make a plan to get there.

Establish your guiding principles first. Build your core. When businesses fail to clearly define their values, it trickles down into the sales force. [03:35]

Think about your core as the provider of stability, power, and control that will support growth. Without a strong core, you risk instability from cultural challenges, loss of focus, disengagement, and a lack of heart.

An organization or team that is weak will struggle.

The core values are what you will do – and won’t do – to get what you want. They are the timeless, fundamental principles that define a company’s culture.

It is the first step in strategic planning because it sets your purpose. It is the root of your business.

Once you are clear about the Why of your company, you can work on the How. Where do you want to be in two, three or even ten years? What you do want to achieve? [05:50]

A part of the whole

No matter how large or small your role, you are contributing to the larger story.

Consider the time when President Kennedy visited NASA and struck up a conversation with one of the janitors. When asked what he was doing, the janitor replied that he was helping to put a man on the moon. And he certainly was.

[08:26]

Strategy follows when you direct your attention and decisions to how you will differentiate yourself from the competition.

Shane believes that decisions about how to best plan and strategize come easier to companies that establish their core principles first.

It is easier to make a decision when you know what you stand for. [09:41]

One common problem among fast-growing organizations is that they simply have too many priorities. In an attempt to cover all their bases, they lose focus.

A long list of objectives combined with a scarcity of time, energy, and resources results in mediocre accomplishments. There is a failure to accomplish what matters most.

If everything is important then nothing is.

Growth and scaling are about taking one significant step at a time, checking the data and adjusting accordingly. [10:40]

Establish a rhythm

Once your core is established and you are clear about your long-term focus, it is time to prioritize. Break the ten-year plan out into a three-year plan, into a one-year plan, a 90-day plan, etc.

Create routine, focus, and discipline. Don’t become overwhelmed by the monumental task of the long-term goal. Set bite-sized goals instead.

Focus on the 3-5 things that will move you forward as a team. Get into the habit of celebrating success every 90 days.

To build and maintain momentum, plan for more meetings or a daily check-in. Discuss administrative and tactical issues, provide updates, and take advantage of unforeseen opportunities. Review progress on a weekly basis.

Use the collective brainpower of your teams to tackle issues before they become problems.

Routines can set you free. Revolve your business around 90-day goals and life becomes more manageable. Take the time to do it properly. [12:41]

When the fundamental beliefs of your company are clear, they will drive your company forward.

The right people will be attracted to your teams.

“Strategic Planning” episode resources

You can reach Shane and check out his many free resources at www.summitleader.com. He also hosts a live webinar every month at www.summitwebinar.com.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

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

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Shortcuts

TSE 990: TSE Certified Sales Program – “Shortcuts”

Donald Kelly, The Sales Evangelist, Shortcuts

On today’s episode of The Sales Evangelist, we’re talking with Curt Rapp about how sellers can benefit from the experiences and knowledge of others, and how that knowledge creates shortcuts.

Curt works as an independent contractor selling luxury outdoor products to consumers. During the holidays, that means Christmas lights and decorations. During the warmer months, he sells outdoor cooling systems and mosquito control.

He has access to marketing collateral like CRM and other resources, but he has to bring purpose and a sense of direction to the process. He has to take ownership in the sales process and get focused.

TSE Hustler’s League

Curt took part in our online coaching program, previously called TSE Hustler’s League.

He said the most valuable part of the experience was learning from other people’s mistakes. Curt calls them shortcuts because he’s borrowing knowledge from other people. [03:15]

Learning how other people handle the daily dogfight of sales helps him borrow their knowledge the next time he finds himself in a dogfight of his own.

In TSE Hustler’s League, even as the administrator of the course, I learned shortcuts and other tricks from people in other industries.

Silos

Salespeople tend to isolate themselves because they focus on the fact that their industries are different from other industries. The truth is that although the sales industries are very different, people who sell cars can learn from people who sell bicycles.

Curt said it took him several years to understand that he could learn from other people. Early on, he didn’t listen to people or their advice, and he ignored shortcuts that could have helped him be more successful. [05:31]

By learning from others, he gets to benefit from new information, and then he gets to share it with other people.

Having a plan

Curt said that early in his sales career, he took everything that came his way. He wasn’t selective in the choices he made. He saw opportunities all around but he didn’t wait for the right opportunities. [07:08]

Many of his past mistakes stemmed from dealing with people incorrectly and failing to intentionally set his expectations.

As a new seller, he got excited about phone calls and appointments because he didn’t have the confidence to expect them to happen. Now, he has the confidence to know that he can set appointments and close deals, and it has changed his focus.

Confidence has made everything easier in the sales arena. Also, it’s important to be humble enough to acknowledge that you don’t have all the answers. Once you do that, you can accept help from other people.

Positioned for the future

Curt learned from his TSE Hustler’s League experience that you must always be learning. He came to sales from an IT background, and he didn’t know what he was doing.

He had to be humbled, and that happened when he got around other people who were also hungry for knowledge. [10:40]

Group training sessions helped Curt in a variety of ways:

  1. It gave him situational awareness. When an unfamiliar situation cropped up, he could draw on discussions he had heard other people share about the topic.
  2. It improved his skills.
  3. Group training improved his accountability. He learned that he couldn’t be the guy sitting quietly in the corner of the group. He had to share and contribute something to the group.

To quote the book The Seven Habits of Highly Effective People, if you aren’t sharpening your saw every day, you’ll be passed over. Nothing will be handed to you.

Once Curt changed his mindset to understand that he didn’t know everything, his situation started to change. The TSE Hustler’s League group training helped him shift his mindset to always be learning.

Engage with successful people

Find people who are successful. Use social media. Use online training.

Become aware of all that you can learn and then put yourself in a position to learn something new. Be open to the possibilities. Change your mindset and your mentality. [13:01]

Your future may not look the way you think it will, but it will likely be better than you expected.

“Shortcuts” episode resources

If you’d like to know more about Curt and to find out about the project he’s launching in 2019 connect with him at curtisrapp.com and on Instagram @CurtisRapp.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist Podcast, Rejection

TSE 985: TSE Certified Sales Program – “Fear of Prospecting”

Donald Kelly, The Sales Evangelist Podcast, RejectionToday on The Sales Evangelist, we’re going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome your fear of rejection.

Fear of rejection often keeps salespeople from going after potential deals, but it doesn’t have to be this way.

Intimidation

If you’re a new rep and your teammates warn you to stay away from a certain account, it can cause you to fear to reach out at all.

In our case, a seller named Rick found himself in this exact situation. He believed so strongly in what he had to offer that he actually went to visit the client.

He spoke to the prospect’s receptionist and he left information with her that she could pass on to the VP of the company.

Several days passed and he didn’t hear from the receptionist or the VP. Fortunately, his confidence outweighed his fear of rejection.

He called the prospect at 7:30 a.m. and was able to talk to the exec because the receptionist wasn’t there yet.

Eventually, he closed the deal that his coworkers said couldn’t be closed.

His co-workers could have solved the problem as well, but they allowed the warnings and stories to intimidate. They never reached out to him.

TSE Certified Sales Training

In our TSE Certified Sales Training program, the first lesson we teach is how to prospect like an evangelist. The first thing we discuss is how to overcome the fear of rejection. [4:58]

Fear results when we believe that someone is going to cause us harm or pain.

But how does that belief come into existence? Because we were taught or coached to be fearful of the word no.

When we were kids, we didn’t fear being told no. But as we got older, we became conditioned to the idea that no is bad.

Knowing the problems

Rick did believe that he could be rejected, but he had a greater belief that he could solve a problem for the prospect. In many cases, because we don’t understand what the prospect’s challenges are, we have little confidence in our ability to solve problems for him.

To overcome fear, you must develop confidence in what you have to offer. The more times you successfully solve problems for companies, the more confident you’ll become.

If you make enough calls, speak with enough prospects, and solve enough problems, you can become more confident.

Getting better

If you could listen to your very first cold call, you’d probably cringe because it sounds so awful. But imagine if you gave up after that very first cold call. Imagine if you gave up the first time someone yelled at you.

You’d never be where you are right now.

Instead, because you kept doing it, you became confident.

If you listen to the very first episodes of this podcast,  you might think I should have gotten more training before I started. Now, 985 episodes later, we’re still creating episodes.

Imagine all the money we’ve generated, the business opportunities we’ve created, and the salespeople we’ve helped over the years.

You must have a belief that is stronger than fear.  Gain that by doing things over and over again. Also, gather as much intel as you possibly can about your prospect’s problem.

“Fear of Prospecting” episode resources

If this episode was helpful to you, share it with someone else who can benefit from it. Help them overcome their fear of rejection.

The TSE Certified Sales Training program targets new and struggling salespeople working for small to midsize companies.

The sales training course will help you plan your day, understand prospecting, build value, and convert more customers.

You can work through the course alone or as part of a group of 25 people. Click here to learn more or to register for the next course.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

Sales Training, Sales Growth, Donald Kelly,

TSE 975: TSE Certified Sales Program – What Is It?

Sales Training, Sales Growth, Donald Kelly,On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program.

If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – this program is for you.

This program is also for you if you are a sales rep and you feel like you are spinning your wheels.

Daydream with me for a minute …. remember that first day in the office? When you were super excited to start your new role as a sales rep? When you imagined playing golf with the clients, closing deals, making money….

Remember when reality set in? Sales is difficult. Cold calling is annoying. Talking to executives is cumbersome. And without a process in place to help you become successful, you won’t be.

You need a process to help you really understand what your clients need before you will see results. The TSE Certified Sales Program is that process.

Learning from experience

I’ve sold in the medical industry, in the tech industry, to city governments, and to consumers. I’ve sold dish networks, timeshare presentations, security systems, and even religion.

I was sure I could take my vast B2C experience and translate it right away into the B2B side, but it didn’t work at all. I thought about quitting and going back to school because I had clearly made a mistake. Not making money is one thing – having to borrow money because you aren’t making money is even worse.

I feared rejection and I felt unqualified to talk to executives. I didn’t know how to plan my day or how to handle objections. More importantly, I didn’t understand the products I was selling, how to describe my product, or how to create a message that would resonate with my clients.

I didn’t know who my ideal clients were. I didn’t know how to use social media or make a cold call. When I had a warm call, I didn’t know what to say. I couldn’t give an effective presentation even if I somehow managed to schedule one.

Worse yet, I didn’t know how to ask for a sale or how to upsell. I didn’t know the right questions to ask and I didn’t know how to listen.

I didn’t know any of the fundamental things I needed to be successful. Trying to learn it all the hard way was emotionally and financially draining.

Learning from sales professionals

I eventually enrolled in a sales training course where the basics were broken down into manageable training modules and the difference was drastic. The training created a tremendous increase in my sales performance and now I sell for myself.

I sell an opportunity for companies to get past struggles, to find more customers, to have more meaningful conversations with the clients, and to close deals.

When I moved into the sales education side of things, I knew a similar training process would serve my students well. As a result, I created the TSE Hustler’s League Program. And after four successful years, we decided it was time for an upgrade.

What the program will teach you

The TSE Certified Sales Rep Program targets new and struggling B2B salespeople working for small to midsize companies, though anyone can benefit from it. We have four different courses that build on one another and create one complete TSE Certified Sales Rep course. You can also choose to become certified in one area at a time.

The first course will teach you to overcome your fear of rejection and replace it with the mental stamina and strength for sales. We will give you the basics to plan and structure your day so that you can be more effective in your outreach processes and close more deals.

The next module addresses the prospecting side of sales, which is often one of the worst areas for sellers. We understand that it is hard and that it takes a lot of time. We also know that most sellers neglect to do it.

To help out,  we combined years of experience with the scientific parts of prospecting. We created an easy-to-follow program that will help you find more ideal customers.

The third module is about building value: how to have appropriate conversations, how to find business drivers and how to be sure you are collaborating with the right people.

Finally, we will teach you how to convert more customers and close more deals. We’ve learned that converting or closing does not have to be as hard as people make it. We will give you the tools you need to effectively convert prospects into paying customers.

FAQs

The TSE Certified Sales Rep Program has been designed so that you can go through the modules, watch the videos and work the PDFs alone, or as part of a small group of 25 people.

We know through our experience teaching the TSE Hustler’s League Program that there is a greater benefit to those who participate in the group’s online discussions and role play opportunities; just one hour each week. Additionally, those who take part in the group facilitation will receive a recording of any missed sessions.

You also have the option to go through each part of the program with a facilitator and an accountability partner; someone that you report to each week – and who reports to you each week – with regard to the assigned coursework.

Each module is offered online at certain times of the year so if you miss it the first time around, you can take it the next time. Upon completion, you’ll earn the TSE Sales Rep Certification.

Our goal is not to just give you training but to give you something that is going to change the way you are selling so that you will become the best seller you are capable of being.

I still think back and use the fundamentals all the time. I have confidence in myself now and I am making the sales, and the money now. Check out the program, and visit TheSalesEvangelist.com for registration information.

“TSE Certified Sales Program” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

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

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

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

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

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

 

Christie Walters, The Why and The Buy Podcast, Sales Caoching

TSE 898: What Role Does A Sales Coach Play In A Growing Organization?

Christie Walters, The Why and The Buy Podcast, Sales Caoching

Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different forms, and Christie believes that the best coaches operate from the performer’s perspective rather than their own.

On today’s episode of The Sales Evangelist, Christie Walters, co-host of the podcast The Why and The Buy, explains how coaching can help you find better ways to accomplish things and help you overcome barriers to success. She answers the question, “What role does a sales coach play in a growing organization?”

She calls coaching powerful and transformative, and she relates that she worked with her own coach for 10 years before becoming one herself.

Career shaping

Good sales coaches help you identify your own goals and your own internal struggles.

The outside perspective a coach offers can help you fine-tune your life and your work. Coaches help us recognize our blind spots and the self-limiting beliefs that are holding us back.

Coaches don’t necessarily indicate that there’s a problem. Very often, companies bring them in to initiate big change.

Coaches help you design the future of your life instead of allowing your future to happen to you.

Growing organizations

Organizations typically engage coaches when they are trying to move to the next level.

For sales leaders, in particular, it’s easy to get so busy managing out and up that you forget to manage down. If you’re managing down, you’re often not coaching along the way.

What percentage of your time is spent nurturing your people?

It’s really more than sales processes, which are important to success. It’s also more than sales training, which will largely look the same for every person in your organization. Sales coaching relates to the individual person because each of us has unique struggles.

Coaching, together with training and leadership, can exponentially change the trajectory of your team.

Personalized coaching

It’s difficult for sales managers and leaders to step into the personal level with their employees, but it’s a powerful tool for success.

There must be a personal element for each person’s processes, and the path to success won’t look the same for everyone. Simply mimicking others’ success won’t work because each salesperson has a unique personality.

Although there is value in parroting what you see and hear others doing, that cannot be your long-term plan. If you’re new to the industry, it’s ok to copy what others are doing, but develop your own techniques and your own authentic approach.

If you aren’t selling from an authentic place, you might have small successes, but you won’t be ultimately successful.

Initial coaching

Christie said that although she is often hired by companies, she serves individuals. She strives to help people discover themselves and their own tendencies so they can tie those things to their own work performance.

It’s about getting the individual deeply connected to the work he’s doing and about helping him understand his work as a service. He’s serving the people he’s selling to, and he’s supporting other things he loves by working.

What drives you on a day-to-day basis?

The first meeting will help you figure out what drives you, what blocks you, and what your blind spots are. Christie views coaches as accountability partners for their clients, and she notes that too many salespeople aren’t their own champions.

She also stresses the power of a single negative thought and the power it has to spiral to more negativity. When salespeople learn to channel that frenetic energy into something that serves them instead of draining them, they’ll change their sales performance.

Common struggles

Every salesperson will eventually struggle, and every company will eventually face transition.

Coaches come in all shapes and sizes, but there are three elements to success for every organization.

  • Build a solid culture which starts at the top.
  • Create training programs that allow people to carry your culture into the marketplace.
  • Coach your salespeople to avoid drift inside your organization.

Be a champion for your salespeople and consider hiring a sales coach to transform your team.

“What Role Does A Sales Coach Play?” episode resources

Connect with Christie Walters on LinkedIn, or on her website, ChristieWalters.com. Find her podcast The Why And The Buy,  and listen to an earlier conversation between Donald Kelley and Christie Walters on episode 87 of her podcast. You can also call or text her at (770) 687-6678.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. If you want to stand out, use video. Video is everywhere, and it can help you improve your presence. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

Sales Coaching, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 892: How Can I Better Coach My Sales Team?

Sales Coaching, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team?

On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales team succeed. We’ll address the things you can do to better coach your sales team.

If you have team members who are falling short, odds are that they want to succeed just as much as you want them to succeed.

There are three things you can pay attention to in an attempt to help your team.

Coach your reps

If you aren’t able to coach your sales reps yourself, then find a coach who can.

Begin by understanding the difference between training and coaching. Coaching helps the seller recognize his challenges.

Ask him appropriate questions and help him arrive at his own decisions about his selling. Allow him to participate in the process.

Tailor the approach to his particular challenges without lecturing him.

Work together to solve problems, and identify the things that aren’t working. Where does he think he can improve? What does he feel like he needs?

Training, on the other hand, is an on-going process. We cannot expect that one sales training session will help our reps instantly be effective.

That simply isn’t the case in any industry.

Training must be hands-on, and it must include application. Make it consistent; something that changes behavior.

Guide them through the process, and seek training that is continual.

Makes sales meetings educational

Sales meetings shouldn’t be focused on administrative tasks. It’s ok to talk about the effectiveness of sales, but this meeting shouldn’t be about measuring our individual effectiveness.

Sales meetings should address how the team is doing as a whole. Don’t single out individuals.

Some of your team members will obviously be doing better than others, and it’s ok to ask them to share what’s working.

Don’t single people out, because allowing the successful team members to talk excessively about their success will likely demoralize those who are struggling.

Instead of focusing on individuals during your sales meeting, focus on your team.

Best of all, ask your team members to share the tasks they are best at so that everyone on the team benefits from their experience.

Be involved in the process

Give your team members the opportunity to take ownership of the process. At the same time, though, be there with them.

  • Take her on a one-on-one call.
  • Go on an appointment with her.
  • Make calls with her.
  • Help her send emails.

When your team succeeds, celebrate with them. Your job is to motivate them and better coach your sales team.

“Better Coach My Sales Team” episode resources

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

We’d love for you to give us a rating wherever you consume this content. If you love the podcast, give us a 5-star review and tell others about the podcast.

Audio provided by Free SFX and Bensound.

Oren Klaff, The Sales Evangelist, Pitch Anything

TSE 881: The Art & Science of Pitching Anything to Anyone!

Oren Klaff, The Sales Evangelist, Pitch Anything

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, you can get him to want it for himself.

On today’s episode of The Sales Evangelist, we discuss why selling is a blueprint and how you can succeed at it regardless of who you are.

Develop a format.

Every salesperson needs a format. Being good at sales simply means knowing what to do and say to get people to pay attention to you, trust you, and want what you have.

Sales professionals don’t have to be charismatic. They don’t have to be aggressive.

Think of it this way: football players get paid to drive people into the ground. That doesn’t mean they aren’t nice people; they have a job to do.

Once a sales professional understands the mechanics of sales, he can turn the presentation into a performance. Like a TED Talk, he can turn it into infotainment and leave the prospect feeling like he’s in the hands of an expert.

Once you understand the format for selling, you can deliver the presentation in your own style. You don’t have to try to be someone else. You can simply be the guy who has a presentation that works for selling.

Stop being a chameleon.

Sales professionals who become chameleons every time they make a sale end up exhausted. Reacting to the buyer’s needs leaves you feeling schizophrenic.

Instead, develop a pitch that works every time. Once you do, you’ll know that when your pitch doesn’t work, it’s because the prospect wasn’t really a buyer.

Instead of supplicating yourself to the buyer, you can learn to bring your own energy to the transaction.

When you enter a sales situation and you’re reactive to the buyer (you’re laughing at bad jokes or ignoring the fact that they are checking their phones during your presentation) you have a weak frame.

Your frame is your information, your personality, your agenda and your value. Your buyer has a frame too, and those frames will collide during negotiations and deals. The stronger frame wins.

Frame the situation correctly.

Oren doesn’t believe in win-win situations in sales. If there’s no tension or conflict, there’s probably no sale.

Think about a person with a power frame.

It’s the person who believes salespeople are there to provide free service and information and cater to his whims.

“What do you have?” “What else do you have?” “I know we set aside an hour but I only have 15 minutes.”

That frame must be broken in order for things to progress.

The buyer’s perceived control over the seller’s destiny makes the buyer seem dominant. If the seller perceives himself as a lower social order than the buyer, he must reorganize the hierarchy in his mind.

You must change your thinking to realize that you are more important than he is. All he has is money, which is a commodity. You can get money anywhere.

He has a problem that you have a solution to, but he can’t get that solution anywhere. He needs you.

Try the following phrases to reframe the situation:

  • “I’m glad I could make some time for you today.”
  • “If I can help you with your problems, I will. Otherwise, I’ll make a recommendation.”

Be the Navy SEAL of your business.

Oren tells of a philosophy the Navy SEALs use in an attack: close distance on the attack and shut it down.

In sales, that looks like this: when a buyer asks for something unreasonable, like a price that prevents you from making any margin, you step into the moral authority frame.

Don’t play nice.

You’ve done everything you can to help the buyer and provide value, and the buyer asks you to forego making any money. Say something like, “Why would I ever do business with you? That makes no sense.”

Either your buyer will realize that he is outside the lines of moral behavior and apologize, or he’ll stand his ground and insist that the buyer has the right to decide the price.

If he does the latter, he wasn’t really a buyer anyway. He might have even been looking for a reason to walk away.

As you strive to do this, you’ll eventually miss a sale. You’ll create some anxiety for yourself, but you’ll also stop seeing yourself as the lesser person in every transaction.

“Oren Klaff” episode resources

Oren Klaff operates by three values:

  1. People want what they can’t have.
  2. They chase what moves away from them.
  3. They only value that which they pay for.

Connect with him on pitchanything.com and he’ll send you information that will help you frame your sales this way, regardless of industry.

The book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley provides a fantastic blueprint of all the things buyers say they expect and want from sellers. I’m offering a free excerpt of the book so you can learn how to sell by leading rather than supplicating yourself to the buyer.

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

Audio provided by Free SFX and Bensound.

SaveSave

Phillip Washington, The Sales Evangelist, Full Commission Selling

TSE 799: Sales From The Street-“Full Commission”

For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer.

It was stressful because he had a family to support. He learned from his years in sales that he wasn’t wired to do anything but sell.

On today’s episode of The Sales Evangelist, the owner of Stonehill Wealth Management and author of Retirement Investing 101 explains how he weathered the transition to full commission.

Full commission

Washington’s philosophy is that you have to sell what you believe in. He went independent and switched to a pay model that meant his pay was based on the value of his client’s accounts.

He had a wife and a child on the way, and he didn’t have a predictable revenue model every month.

Washington discovered that it was the uncertainty of his situation that caused stress. He realized the stress would either cripple him or drive him to succeed.

Imperfect system

Washington knew he could make the transition, but he had to ensure that he had enough savings to cover him while he learned a new system.

He enrolled in a sales training program that changed his system but ultimately helped him win.

Objections

Washington uses objections to his advantage during interactions with clients.

He frequently tells clients they shouldn’t fix something that isn’t broken. Sometimes he brings up objections before his prospects have a chance to do it themselves. Washington encourages clients to postpone their decisions until after they have come up with questions to ask.

The key, he says, is to be confident without being over-eager.

Selling

Washington said that learning to convince people of something has made him a better communicator in marriage.

He also believes that everyone should learn to sell, especially in a world where people fear being replaced by robots.

Episode resources

Pre-order Washington’s book Retirement Investing 101 or find him on LinkedIn.

If you’re involved in full-commission sales and you’d like to find the kind of supplemental training that helped Washington be successful, check out The Sales Evangelist Hustler’s League.

Our online coaching program helps sellers of all levels take their sales to the next level and help you learn from others in the sale community.

 

The Sales Evangelist, Company Culture, Sales, South Florida Business Journal

TSE 797: Sales or Company Culture-Which is More Important?

It’s Sunday evening, and you’re dreading work tomorrow. You give your time, but not your heart, because you don’t feel like you’re getting the help you need to increase sales. Company culture may be to blame.

Today we’re talking about company culture: why it’s important to create a great company culture and how you do it.

An editor’s note in the South Florida Business Journal pointed out that company culture is the key to growth within any organization. But is company culture more important than sales?

The truth is that you must have a focus on both sales and company culture. If you don’t focus on your employees and your customers, your company will stagnate.

Company culture of empathy

I worked in an organization once that didn’t value my input.

Somewhere along the way, the company lost sight of caring for its employees. Ego took over and it cannibalized the company.

The employees retreated into their own silos and focused solely on themselves. Eventually, the company unexpectedly let go of employees because they were more focused on dollars than on people.

When you have a company culture of empathy, you might still have to cut employees, but you’ll have a plan for it. In turn, your concern for your employees will prompt them to bend over backward for you and the company.

Shared company mission

Once your employees feel like part of your culture, they will care about the shared mission. They will come together for the common good of the mission.

Now you have an amazing product or service and a team that is united behind it. You’re infusing everyone with the drive to become sales professionals.

Here at The Sales Evangelist, our entire team focuses on helping new and struggling sellers close more deals.

All our content centers on that idea. Our whole team centers on that vision.

When you help your employees, your employees will remember it, and they’ll help you.

Ask yourself what you can do to help your employees. Seek first to understand them, and then they’ll seek to understand you and your mission.

Tell friends and colleagues about this podcast, so that if they don’t have the support of their leadership, they can get help here.

Check out The Sales Evangelist Hustler’s League, an online group coaching program that targets sellers of all levels to help them connect with other people and improve their effectiveness.

Subscribe wherever you’re listening and help us evangelize the mission of effective selling.

We want you to be successful; to find more leads; to build more value; to close more deals; to do big things.

Sales Coaching, Group Coaching, Donald Kelly

TSE 740: What Is TSE Hustler’s League?

 In this episode, I share with you some FAQs about the TSE Hustler’s League, an online coaching program for all types of sellers. Have an accountability partner and see yourself expanding your knowledge and getting the leads you deserve!

What is the TSE Hustler’s League?

Whether you are new in sales or have been selling for a while and want to improve your sales hustler, TSE Hustler’s League is a specialized coaching program where each semester is 12 weeks long and designed around a theme.

January’s semester will be focused on Business Development. We meet once a week for about 45 mins and go over the theme and how to improve your skills. And each week further focuses on a particular topic.

What happens in the Hot Seat?

We will also put you in the Hot Seat where you get to share your challenge to the whole group, which listens to you live on the call. They take notes and they ask clarifying questions. And most importantly, they give you feedback. They’re sellers coming from other industries but they have similar experiences in their organization and they can give you insights. These are insights coming from different and new perspectives which are very helpful.

When and where is the meeting done?

The sessions are live and held weekly at noon EST. It’s done over a webinar platform so you can watch it or listen to it wherever you are. And if for some reason you can’t make it that day, you can go ahead and watch the recording that will be posted later that evening.

In the membership section, you get to have a username and a unique password to get lifetime access to the semester’s content.

Are sessions required?

Sessions are required but there are exceptions to the rule. Of course, we all know we’ve got to hustle so if you need to take an appointment, go ahead. What we like to see is that people come to each session and implement the goals we give at the end of the sessions and practice these principles. This is where you will see results.

What is an Accountability Partner?

When you join the program, you’re given an accountability partner and I personally follow up with these individuals. They’re not necessarily in the same industry as you but they’re someone that can keep you accountable.

Goals are set and the end of each meeting where the accountability partner will then follow up with you before next week’s session. The whole point of this is you have someone other than you, myself, or anyone in your organization who can keep you accountable. You can do this via video, phone call, or email. It usually lasts for 5-10 minutes.This is what makes TSE Hustler’s League so powerful because of this accountability aspect.

How much does it cost?

The investment is only $112 per month and over the three months, the total cost is $336. You get all the basics and all the things you need to become a better seller. You can pay upfront or simply pay monthly. We have flexible payment options. This is not a money-making machine because we intended to create this to help all sellers. 

Episode Resources:

Check out the TSE Hustler’s League.

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

Cynthia Barnes, Donald Kelly, The Sales Evangelist

TSE 651: It’s Time to Transform Our Sales Training

Cynthia Barnes, Donald Kelly, The Sales Evangelist

There’s nothing wrong with traditional training models, but with a few tweaks, you can even go further!

Cynthia Barnes shares her insights into the current sales training system and why you need to transform the way we do sales training, women in particular. Cynthia is a keynote speaker and sales trainer, showing women sales professionals how to influence decision makers before they miss out on a big opportunity.

At Barnes Sales Institute, they focus on women-centric sales training. Cynthia is also the Founder of the National Association of Women Sales Professionals, also known as Women Who Sell,  a global organization that seeks to empower women sales professionals in male-dominated industries to give them the voice, to be heard, so they can stand up and be confident.

Here are the highlights of my conversation with Cynthia:

Lessons from Cynthia’s uncoolest sales experience when she was the customer:

  • We want to sold by someone who is an expert because we want to know, “What do you know that we can’t google?”
  • Figure out exactly why they need to buy from you.
  • Your customers and prospects expect you to be the expert.

Traditional sales programs:

  • They’re created 40 years ago for men, by men, and at a time when men made up the majority of the sales force.
  • In 2017, women make up 49.8% of the salesforce yet the traditional sales programs have not evolved with the demographic change.
  • One thing often overlooked in training is the verbiage that they give you in the sales training where they let you say this to affect this.
  • But they don’t consider the women’s natural nuances and the ability to be patient and the way she interacts with people.
  • Instead, use your own authentic verbiage to elicit the response you’re looking for rather than a canned response.

Importance of Women in a Salesforce

Women control over 51% of the wealth and influence over 71% of the household spending. So it makes sense to have women salespeople in your organization. The alpha male approach doesn’t work for everybody.

Does the gender of the seller have an effect on the buyer?

  • Yes. In male-dominated industries, they’re not used to having women talking to them. So as a woman, you have to know everything frontwards and backwards.
  • If you play in a certain field, you have to know that stuff because you need to be that expert. This will then allow you from a being a sales expert to a consultant.
  • As a woman, you’re able to naturally develop that relationship as a friend. You’re able to develop that trust

Women as Natural Networkers and Relationship Builders

  • Women have strong emotional intelligence, excellent listening skills.
  • They’re natural networkers and they build strong relationships.
  • Women especially shine when the sales cycle is slow enough to build up a strong relationship with the client.

How you can transform into a women-centric sales training:

  1. Build upon a woman’s natural strengths of intuition, patience, and relationship-building.
  2. Address their weaknesses. Women tend to not have as much confidence in the selling situation. Women like perfectionism. They like to play it safe and won’t really go for it.
  3. Companies need to provide a safe environment where women can learn to take risks and make mistakes without the fear of being embarrassed or ridiculed.
  4. Let them know it’s okay to take risks and make mistakes.
  5. Role-play with them and ask them what is it you think you would say without giving them the answers. They may surprise you with the verbiage they would use.
  6. Educate them on the desired outcome and what you want and how you would get there.

How to get access to women-centric sales training:

Connect with Cynthia on LinkedIn and she can give you access to a pilot program for online training they’re rolling out.

Cynthia’s Major Takeaways:

For females:

You are you and you are okay. Everything you do is great. You have to have that internal confidence. Your competence is going to fuel  your confidence. So become an expert in what you’re doing.

Surround yourself (or get a mentor) with women sales professionals making it happen. (Join the National Association of Women Sales Professionals at https://womenwhosell.co)

For male sales leaders:

Create that safe environment. Let your female sales employees know that you can help them. Be humble enough to say to women reps to let you know if you can’t get them to where you want them to go so you can bring in somebody who can.

Episode Resources:

Connect with Cynthia Barnes on LinkedIn or give her a call at 313-586-SELL.

Read Cynthia’s blogpost on Transforming Sales Training: The Case for Women-Centric Sales Training

The Experience Economy by Jason Pine II and James H. Gilmore

Join 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.

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.

 

Women Sales Pro, Female Seller, Women-Centric Selling, Cynthia Barns

TSE BLOG 012: Transforming Sales Training: The Case for Women-Centric Sales Training

Women Sales Pro, Female Seller, Women-Centric Selling, Cynthia BarnsAccording to recent data published by the U.S. Bureau of Labor Statistics, women make up 48.4 percent of retail salespersons. Yet, despite this nearly equal representation, there is a distinct lack of women-centric sales training available (statistics up-to-date as of July 18, 2017).

You might assume that most sales training is gender-neutral, but that’s not true traditional sales training was written for men, by men, at a time when men completely dominated sales roles. Most sales training has hardly changed in the last 40 years, failing to take into account the significant shift in demographics.

Not only do these training programs neglect to consider the unique characteristics, nuances, and strengths of saleswomen, but they also fall short in addressing areas where women are more likely to struggle than men.

With almost half of salespersons being female, it is not unfair to say that most current sales training is unfit for purpose. The great thing about sales is that it is a skill that makes the difference, not gender – but that doesn’t mean men and women have the same requirements for training. Businesses that don’t recognize this fact risk failing half their workforce and missing out on valuable income.

The Consumer Economy Is Female

There is a strong financial case for women-centric sales training. Statistically, women are more powerful than men in deciding where money is spent and what purchases are made. The BMO Wealth Institute reports that women control 51 percent of the wealth, and their influence over spending outstrips this women report having control or influence over 71 percent of household spending, and some experts put this number closer to 80 percent.

This huge influence means that it is essential for businesses to hire, train and retain female sales staff who naturally better understand how women like to shop, and how to approach them and build relationships.

Building Upon Natural Strengths

If you’ve ever been to sales training, you’ve probably come across a teaching and thought “isn’t that obvious?” Typical sales training delivers a basic grounding in many areas for which women already have natural talents. These areas of strength, such as intuition, patience, and relationship building, are skills that may not come naturally to many men.

Spending time training salespeople in skills they have already grasped is not only a waste of time, but it is also a lost opportunity. Women-centric sales training gives businesses the opportunity to offer more advanced training in areas at which women already excel, building upon their existing strengths to take them to the next level.

Women Are Natural Networkers and Relationship Builders

For many customers of both genders, sales is an ongoing relationship rather than a one-off transaction. Women have strong emotional intelligence and excellent listening skills, both of which make them natural networkers and fantastic at building strong relationships with potential clients.

In particular, women shine when the sales cycle is slow enough to build up a strong relationship with the client. Women-centric sales training can help your saleswomen build upon their natural relational talents and apply them more effectively to the sales environment.

Traditional Training Can Play Down Valuable Strengths

One of the biggest problems with male-dominated sales training is that there is a focus on one particular sales strategy. Instead of trying to make every salesperson the same, businesses must take into account that salespeople of different genders (as well as cultural backgrounds, ages, and other characteristics) have different strengths and that’s a good thing.

In many male-dominated industries, a woman salesperson has a distinct advantage. Not only does she stand out, but she brings a fresh approach that customers love. This advantage is lost when businesses try to train every employee to act like a traditional “alpha male” salesperson. There’s still room for that style of salesmanship, but many customers prefer a quieter, less intrusive approach, and your women salespeople can provide that.

 

TSE Hustler's League, Donald Kelly

 

Working on Weaknesses

Training designed for males does not address areas where women are (on average) weaker than men. Unless the women in your organization are catered to effectively, it is unlikely they’ll be able to reach their potential, and your business will miss out on the opportunity to profit from a top salesperson.

Building Confidence

Women are less likely to put themselves forward for a promotion, pay increase or new opportunity. This has nothing to do with ability men are simply more willing to pursue advancement, even when they might not be ready for it. In the case of a promotion, for example, a woman is more apt to wait until she is confident that she completely meets the criteria before speaking to the manager. Men, on the other hand, will often put themselves forward when they meet just 60 percent of the criteria.

Women-centric sales training can address this, helping women to see that by waiting to speak up, they are hurting both the business and their own careers. Businesses need confident, authentic women who will add their voice to the discussion.

This is also important when closing a sale; building relationships are important, but if you can’t give the customer a decision to make, your sales performance will be poor.

Dialing Down Perfectionism

Many women are perfectionists, and as a result, they often play it safe. No-one likes to be embarrassed or make a mistake, but playing it safe doesn’t make sales. Men are naturally more aggressive and more likely to take risks. In many cases, this alone will clinch them the sale.

With appropriate training, women can learn to take risks by first starting to do so in a safe environment. The results can be spectacular your saleswomen will build strong relationships and simultaneously seek the sale.

 

About the Author:

Cynthia Barnes is the CEO of Barnes Sales Institute and founder of Women Who Sell. You can connect with her on TwitterFacebookLinkedIn and Instagram.

 

 

 

Sources: 

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

TSE 590: TSE Hustler’s League-“Tell Me More About The Group”

TSE Hustler's League, Donald Kelly, The Sales Evangelist PodcastToday I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here.

Why did I create TSE Hustler’s League?

I was working in a company that did not have any type of support. We didn’t have any training. Imagine the frustration of trying to make money but you’re not. No one wants to be in that situation. However, I was fortunate enough to be in another organization where they had us get into some formal training process and my sales performance skyrocketed.

Training is Costly

Then I got the opportunity to join this Fridays Special Sales Training Group where we met every Friday morning. We had a trainer and he went over a specific topic and pain for that day. It was something about being in a group even if you already know those concepts and principles. But participating in a group can help so much because you get reminded of these things and take them and apply them.

Moreover, sometimes we would find ourselves dying out and becoming mediocre. Being a part of a group like this was a mindblowing thing for me because I learned something new every single week. This was a pretty expensive group at 7k per person.

Great Training You Can Afford

As I built TSE Hustler’s League, I realized there are other sellers out there working especially for small companies who don’t have anything and I feel so bad. So I thought of providing a way for folks who cannot afford my coaching are able to take part in group coaching.

Through the TSE Hustler’s League, I’m able to do a group training and they have access to peer-to-peer learning where members are able to help each other by answering questions and you also have accountability partners.

Getting Started with the TSE Hustler’s League

  1. When you come into the group, you have to qualify to come in. You fill out a registration form which we will review.
  2. You and I will have a 15-20-minute conversation and we both feel it’s a good fit.
  3. We get you all the information so you can proceed with the payment and get access to a portal so you can watch a little video to walk you through the portal.
  4. Then you will get an assigned accountability partner. This person will be your guide in the same way that you’re their guide. Each week after we do the training, you make goals and share them. With that goal, your accountability partner keeps you accountable and follows up with you before the meeting.

Over the past four semesters, I’ve been able to work with individual sellers and I saw what worked and don’t as well as people who are going to make it and those who will not. So we make sure we aligned the right individuals and if folks qualify after speaking with me, they become part of the group.

How much does it cost?

The semester costs $330. Each semester runs for three months so it’s about $110 per month. People, in fact, tell me to raise this price but I intentionally want people to afford it so they can get access to so many information and strategies that I didn’t get before. So I want to make sure that price is not a barrier because I want to give folks the opportunity to improve and get to the next level.

When do we meet?

We do our meetings on Thursdays. For this upcoming semester, it’s going to be Thursdays at 12 EST. If you can’t make the session for some reason, our sessions are recorded so you can locate them in the portal to get access to them. Then you can report to your accountability partner as to your goals for the upcoming week.

Is there a way to communicate with other members?

Yes, you can connect with people on the call or jump into The Sales Evangelizers Facebook group. This is another platform for you to ask questions.

How does the hot seat work?

One member gets the chance to sit down in this figurative seat where you’re able to ask a particular question or share a challenge you’re going through. Then the other members are able to give their advice, feedback, and thoughts.

Episode Resources:

Join the TSE Hustler’s League. We have a new semester coming up and we’re going to focus on closing rate and being buyer-centric.

The Sales Evangelizers Facebook group

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Richard Smith, Refract, Donald Kelly, The Sales Evangelist

TSE 578: How to Use Technology to Better Coach Salespeople

Richard Smith, Refract, Donald Kelly, The Sales EvangelistCoaching is an important piece in sales but you have to make sure you’re equipped with sufficient data so you can better analyze and coach effectively. Today’s guest is Richard Smith and he shares with us how you can use technology to better coach people.

Richard has been in sales for almost ten years selling SaaS solutions to SME’s and organizations. Currently, he is the Co-Founder and Head of Sales at Refract.tv, a UK-based technology company that specializes in sales coaching and feedback technology for calls, demos, and emails. He is passionate about sales development and changing the broken culture and mindset towards sales coaching.

Here are the highlights of my conversation with Richard:

Coaching as a human-to-human experience

Technology is not here to replace the role of a sales coach. Coaching is a very human-to-human experience. Instead, technology is used to enhance the overall experience of coaching sales people and to take the impact of coaching to a completely different level.

The importance of using technology to make coaching effective:

  1. Overcoming time barrier.

Today, coaching no longer has to be done where you have to sit next to a sales rep but you can do it when you’re commuting on the way to work or when you’re sitting at the airport or while you’re doing your administrative tasks.

  1. Measurability

The actual challenge in coaching is the lack of any level of measurability. Without having strong measures in place to show the performance of your sales rep and you’re not able to see the notable difference, it just becomes a waste of exercise as managers don’t have a real way of tracking, measuring, and looking at its impact. Using technology, you’re able to measure the impact of coaching as well as see how individuals and teams are improving as a result of that coaching.

About Refract.tv

Refract.tv focuses on the interaction between two people and get managers the ability to get closer to understand what that interaction looks like so reps are able to better initiate valuable conversations.

They provide insights into how their reps perform in sales conversations through recorded sales calls or looking at how they would react in certain sales situations. The managers are then able to give feedback on those interactions and share best practices.

  • What are the things the sales rep says to the prospect that resonates well and what things do not resonate?
  • What are the key and missed opportunities on the sales conversation?
  • How can salespeople best handle objections and how they can better understand how to handle common objections they get?

How they can help sales managers:

  • To get managers closer to understanding how salespeople interact with prospects
  • To address the mistakes made on those interactions and show them what “good” looks like

Remote Coaching

Coaching doesn’t have to be this face-to-face experience. More and more people are now working remotely. As a result, the time managers have to coach their people in person almost doesn’t exist anymore.

You can still then add significant value as a sales manager to the development of your rep by embracing technology.

Even with geographical barriers, coaching can be done more regularly than you’ve experienced before if you sat in the same office with that sales rep since you’re now able to coach whenever you have time and the availability.

Coaching Sales Teams of All Sizes

Nobody should be exempt from sales coaching. Coaching is the single, quickest way to get more out of your existing team. Technology can have varying levels of impact depending on the size and geography of the team.

Great Strategy for New Reps

Build up libraries of best practice interactions and best practice sales calls and have those ready and available from day one of that new sales person coming on board and you can significantly reduce the ramp time of your new rep since they’re able to learn quicker and get confident quicker.

Richard’s Major Takeaway:

Start to take coaching more seriously than you are doing now. Most sales team prioritize making more sales or getting sales teams performing better than they are now or increasing your close rates. But the only way to do that is by taking coaching more seriously and getting coaching built in to be a cultural part of your week. If you can do this across your sales team, you’re going to get powerful results long term than just ordering your team to make more dials or send emails.

Understand the importance of coaching and put some time aside on your calendar every week or even every day to do a little bit of coaching with your sales reps. The more you do it, the more results you’re going to get and you will have a higher producing team.

Episode Resources:

Learn more about Richard on www.refract.tv or shoot him an email at richard@refract.tv. Connect with him on LinkedIn or Twitter @richard_refract.

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.

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

TSE 545: TSE Hustler’s League-“Researching Without Wasting Time – Part 2”

Donald Kelly, TSE Hustler's League, The Sales EvangelistToday’s snippet taken from one of our previous sessions over at the TSE Hustler’s League is Part 2 of last week’s topic (TSE Episode 540) where we discuss ways to research on your prospects without wasting time.

Strategies for maximizing your research:

  1. Use Facebook.

Find out personal nuggets about them, basically, what matters the most. Don’t do too much research on their Facebook and come out creepy. You want to ask meaningful questions. If they vent about some issues they have, subtly bring them up in the conversation.

  1. Check the company website.

Read about them and their boss on the company webpage. Look up company announcements, recent activities, etc.

  1. Search for the individual by “name” on Google.

Be sure to put the quotation mark so the results you get are specific to this particular client.

  1. Figure out which particular product are they making the most money on.

If you can’t find it from the company itself, try to look up their competitors and see what particular product is most profitable to them. So it’s probably going to be the same thing with your prospect.

  1. Find out who is the ideal customer for them.

Do they have an avatar?

  1. Educate.

The whole point of the first meeting is to get some information but also be able to educate them and present stuff they may not have known. You may also do this through asking them.

Figure out how their email automation process is like by signing up for their newsletter. Get on the competitor’s email automation to see some of their sequences and then you can use that information to educate your prospects.

  1. Use other company search sites such as:
  • Quora (See what questions people have asked on Quora and you can bring it up in the meeting)
  • Glassdoor
  • Data.com
  • Hoovers

Episode Resources:

Check out TSE 540: Researching Without Wasting Time – Part 1

Quora

Glassdoor

Data.com

Hoovers

Check out the TSE Hustler’s League

The Sales Development Playbook by Trish Bertuzzi

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.

Slip Miller, Donald Kelly, M3 Learning, The Sales Evangelist

TSE 539: Sales From The Street: “This Is How You Discover!”

Slip Miller, Donald Kelly, M3 Learning, The Sales EvangelistBuilding value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is William “Skip” Miller and he shares with us great tips and strategies you can use during the discovery phase of prospecting.

Skip is the CEO of M3 Learning, a proactive sales management and sales training company that helps companies make their salespeople and sales managers better, qualify and disqualify better, and listen to customers better early on in the sales process.

Here are the highlights of my conversation with Skip:

Lesson from Skip’s coolest sales experience when he was the customer:

During discovery phase, stop talking about what you’re selling and focus on the buyer.

What is Discovery in Sales?

Discovery is active listening. It is really understanding, from a mutual standpoint, what is it that the customer wants and here is what you have to offer and how that is going to fit the organization. And finally, realize if there’s a reason for both parties to continue the process.

The buyer/seller process is a mutual process. We talk about what the customers look for and what we do. Then if we agree, let’s take it to the next step.

Why is Discovery Important?

During discovery phase, you’re trying to find how much energy is really behind it. Sales is like a roller coaster. Be able to build up enough energy early in the part of the deal. Find the motivation why they’re calling or taking our calls or answering our emails. If there is a high degree of energy, the deal is going to come to a yes or no.

The “Cause ” Strategy

“Cause” is a nasty word to ask because when you use this word, you will find out somebody’s motivation. So start modifying that word in your early sales pitch and you will find out how much energy this deal has got.

Steps:

  1. Incorporate the word “cause” to your questions.

Examples:

  • What has happened in the last few months that caused you to say now’s the time?
  • As you look in the next couple of months, what’s causing you to say you’ve got to change…?
  1. Shut up and listen because buyers want to be heard.

The Biggest Mistakes During Discovery Phase

  1. Failure to ask good questions to get the buyer to start talking
  2. Failure to ask “cause”
  3. Putting some non-qualified deals in your funnel

Most of Skip’s clients have 80-90% forecast accuracy in Stages 4 and 5 because they’ve done good stuff in Stage 2.

The Quantified Cause

Get QC or Quantified Cause because most senior level executives talk numbers all day long. Find the QC and you get a great discovery call because you’ve understood what’s behind the buyer and by how much. Get numbers early in the sales process otherwise you’d be excited doing presentations and then all of a sudden what’s “super” in Stage 2 just turns “okay” in Stage 4.

Quantifying makes the buyer think and it gives you an idea of how much energy there is for this.

Get QC by ranging it.

Example:

On a scale of 1-10 (10 being great and 1 being near “we’re closing the doors”), how would you rank it now…

Questions During the Discovery Meeting:

Stage 2 has two value flags which you need to capture:

  1. Below the line

This is where you ask the feeds and speeds because if they want A and B and you sell D and C then there’s no use of you talking. Ask the feeds and speeds to make sure there’s a competitive fit.

  • Why did you call us?
  • What are you looking for?
  • Did you want the latest model or the older model?
  1. Above the line

This is where you find out energy and cause. Ask cause.

 

  • You’re telling me you’re losing 20% of your revenue for the next six months, you can see this could potentially make a dent in it…

Skip’s Major Takeaway:

Discovery is about asking, not telling. It’s about showing and giving. Ask great questions. Prepare your questions upfront. Know your audience. Prepare below and above the line questions otherwise you’re going to start telling and talking and showing and that’s not discovery. Ask and really care about this profession in sales. Listen. Really care and ask.

Episode Resources:

Know more about Skip on www.SellingAdvantage.net/tse and check out their special offer.

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.

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Donald Kelly, Corey Goltz, CleanMark

TSE 534: Sales From The Street: “Sell Different”

cleanmark, The Sales Evangelist Podcast, Donald Kelly My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success.

Corey Goltz is in charge of developing CleanMark’s current customer base in the southeast region as well as building new business relationships. In addition, he plays a key role in extending CleanMark’s full scope of services to both existing and new clients.

Following a distinguished military career with the U.S. Army 3rd Ranger Battalion, Corey honed his business development expertise over the following 15 years within the fitness and financial services sectors. It was at the latter that he developed a defined value proposition and supporting communications strategy that ensured a compelling, consistent brand that drove outstanding client acquisition.
In addition to receiving the coveted Ranger Tab from the United States Army’s premier leadership course, Corey also attained an MBA in marketing from Palm Beach Atlantic University, Florida in 2013. This unique combination of military precision and business flair has helped him to excel in both business-to-business and direct-to-consumer sales, underpinned by the consistent delivery of innovative solutions implemented across myriad business requirements.

HE IS MOST PROUD OF:

* His service with the United States Army and 3rd Ranger Battalion.
* Annual Sporting Clays Fun Shoot committee member for Place of Hope in Palm Beach for the last 3 years.
* Vice-chairman on the Board of Directors for Unity For Kids School.
* Finishing IronMan Arizona with his wife by my side (in less than a day)
* He and his wife Brenda have two wonderful and productive children who you will often find volunteering with them on the weekends or hiking and kayaking in one of our the beautiful parks. They have made a wonderful addition to “Team High Goltage”.

Here are the highlights of my conversation with Corey:

Corey’s means of prospecting:

  • Inbound marketing through social media
  • Being in the right place at the right time when the customer is ready to talk to you

Corey’s major challenges:

  • Getting in front of a new group of people and getting into the space they’re already in
  • Presenting himself as a thought leader or field expert in a new industry

Strategies Corey applied to overcome his challenges:

  1. Develop a mission statement.

Why are you out there? Why do you wake up in the morning? You can’t just wing things and do things without a compass.

  1. Research your potential prospects.

Go into LinkedIn profiles, Twitter conversations or talk to friends to find out about your prospects. Talk to your prospects without selling and just get to know more about them.

  1. Research and implement an effective CRM

Find something that fits your company’s needs.

  1. Have a sales process.

Having a sales process is often overlooked by many salespeople. A great personality is not the only way to sell. You have to have a basic process in place. Get a proper education or training. Base knowledge is important but having a process will help get you to the next level. By having a process, you have something to fall back to.

Some results Corey has seen:

  • Their expected learning curve has been shortened by half.
  • Peace of mind

Episode Resources:

Connect with Corey on Twitter @HighGoltage or shoot him an email at corey.goltz@cleanmark.com.

HubSpot

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.

Sales Revolution, Pipeliner, Nikolaus Kimla, Donald Kelly

TSE 516: The Sales Revolution

Sales Revolution, Pipeliner, Nikolaus Kimla, Donald Kelly Sales has always been represented in a negative way.  As much as we probably love Hollywood, more than 281 movies have represented a negative image of salespeople from 1903 to 2005. So that explains it (in a way). The truth is… sales actually does create great impact on the society. In fact, we will be seeing a sales revolution in the next ten years.

My guest today, Nikolaus Kimla, shares with us some key insights into the sales revolution, why this is important, and how you can be a part of it. Interestingly, find out how Nikolaus is able to tie in sales as a peacekeeping component in our society.

An Austrian-native, Nikolaus moved to Los Angeles four and a half years ago. Nikolaus is the CEO of the Pipeliner CRM, an awesome tool that helps sales professionals and entrepreneurs of all levels.

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Here are the highlights of my conversation with Nikolaus:

The concept of a Sales Revolution in the next 10 years:

  1. The need for human touch

At the end of the day, it’s sales that brings the number home

  1. The complexity of sales

Everyday, it’s the same intelligence that people have so the buyer needs a person to explain things because not everything is simple.

  1. Sales is craft, not an art.

Sales has to be learned. True, it was an art in the old days but today, sales is a craft. You have to learn it. It’s hard. There are not enough university courses to learn it because it’s one of the most complex jobs in the world due to several variables.

  1. Sales creates wealth and peace.

Sales is very undervalued for what it’s contributing to society. What is the impact of sales in the society? Sales is creating wealth. More importantly, sales is creating peace. You can’t be at war with the person you’re selling to. Sell correctly and you get wealth and peace.

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Using CRM as a Powerful Tool:

Put people first. The solution should empower the people. And all done in an enjoyable way!

Nikolaus’ Major Takeaway:

Everything you do has to be in line with the person you’re interacting with. Everyone is a multiplicator. So for everything you do, it could either multiply or diminish your ideals. So be nice and be socially intelligent.

Episode Resources:

www.pipelinercrm.com

Create quick electronic proposals and check out PandaDoc. Even get to sign and receive payments without leaving your CRM. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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

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

TSE 506: Selling with Authority

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

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

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

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Here are the highlights of my conversation with Mike:

Strategies for authority positioning:

  1. Speak loud and clear to your target audience.

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

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

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

How to maintain your authority as a sales rep:

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

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

  1. Focus on getting media mentions.

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

  1. Send a package to your target audience.

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

  1. Connect through a meeting or a phone call.

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

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Other ways of building your authority positioning portfolio:

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

How relevant is SEO?

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

How Mike can help you build your authority positioning portfolio:

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

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Mike’s Major Takeaway:

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

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

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

HARO

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

Donald Kelly, PandaDoc

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

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Donald Kelly, The Sales Evangelist Podcast

TSE 497: What Are The Main Factors That Negatively Affect The Performance of Really Good Sales People?

Donald Kelly, The Sales Evangelist Podcast No matter how good you are as a salesperson, there are times when you could fall into situations that could pull you down. So it’s vital for you to be able to figure out a way to fix those problems and move on.

Today, I’m going to share with you some insights and comments I got from members of The Sales Evangelizers Facebook group where I asked about the main factors that negatively affect the performance of a really good salesperson.

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  1. Head trash

It’s the psychological thing where you tell lies to yourself that you even start believing it. And when you’re in so much doubt and negativity, you just have to keep going. Get your head right. Set the strategies in place to perform better and get better results.

  1. Lack of confidence

When you don’t believe in the product/service you’re selling then you’re not going to sell. Find something you’re truly passionate about because your customers can sense that.

  1. Lack of effective communication

Without effective communication whether it be within your organization or with your customers, you’re not going to perform well. Having a poor working environment will also hugely impact your performance.

  1. Procrastination

Holding things off won’t make you close any deals. Stop making excuses. Find ways to get things easier and be more productive.  Have automated solutions. One good example is creating proposals where it can take away so much of your time that causes you to lose your motivation and pull you back from closing deals. Using PandaDoc is your answer to a quicker way of creating proposals.

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  1. Lack of focus on your why

Having a purpose is vital so whenever roadblocks come your way, you’re going to be motivated to push yourself harder. Have your purpose at the forefront of your mind. Having your why gives you the motivation to prevent you from getting burnt out.

  1. Forgetting the basics

Complacency is dangerous. When you get complacent, you tend to start skipping steps. And when you skip steps, you start messing up.

Episode Resources:

Simon Sinek’s Start With Why

TSE 454 interview with DJ Shri

Join our Facebook group The Sales Evangelizers

Say goodbye to long, boring proposals and check out PandaDoc. Create electronic proposals for your prospects. Sign and receive payments without leaving your CRM. It integrates well with other CRMs such as Salesforce. Pipedrive, and HubSpot. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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Donald Kelly, PandaDoc

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

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Prospecting, TSE Hustler's League, Donald Kelly, Best Sales Podcast

TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2”

Prospecting, TSE Hustler's League, Donald Kelly, Best Sales PodcastThis semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting.

Today, I’m sharing with you other creative prospecting strategies that you can apply.

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Video email strategies:

  1. Build a Dream 100 list. Have a focused list of people that you can go after. These are not just random people but your ideal customers. These are people who can buy from you and are a good fit for you.
  2. Send something that has a catchy line and that’s going to grab their attention and open the video.
  3. Have a very simple direction or a call-to-action.
  4. Track and see their success through BombBomb or if it’s a company link, you can see how many people click on that link.

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Sending snail mail:

  1. Again, have the Dream 100 list.
  2. Find something unique that you can send in the mail (ex. ball at Walmart’s or anything related to your industry).
  3. Follow it up with a video email or a phone call.
  4. Encourage action (either on the ball or your email) where they need to go to your website.

Episode Resources:

TSE Episode 490: Creative Prospecting Part 1

www.BombBomb.com

Set a lasting impression to your clients when sending sales proposals through PandaDoc. Switch from plain and boring PDF proposals to something interactive where you can add a video, a client testimonial, or a case study. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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, PandaDoc

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Science of Selling, Donald Kelly, David Hoffeld, Sales Training

TSE 481: The Science of Selling by David Hoffeld

Science of Selling, Donald Kelly, David Hoffeld, Sales Training Are you still using the same selling strategy that you used some 20 years ago? You can’t just sit there and wing it anymore thinking that those old school technologies are going to win clients over.

You can no longer guess your way to success nor should you even wait for a guru to tell you what works because you need to sell based on the science of selling if you really want to be 100% effective.

Today’s guest is David Hoffeld, author of the book, The Science of Selling: Proven Strategies to Make Your Pitch Influence Decisions and Close a Deal. David is the CEO and Chief Sales Trainer of a research-based sales training firm, the Hoffeld Group. They literally read scientific journals and apply the studies into the real world of sales.

He shares with us the great things he has learned from studies and experiences about the importance of science in sales.
Here are the highlights of my conversation with David:

Why understanding science is important in sales:

When 800 salespeople were analyzed on real sales calls,

  • 63% regularly behaved in ways that drove down performance
  • 37% were consistently effective

Why?

Because we’re getting in the way of sales. Meaning, we sell in ways that obstructs how the brain is wired to be influenced and to create buying decisions.

What is science in sales?

This means creating a questioning model based on how the brain works. All of us can get better by understanding the science that reveals how our brains make choices. Align how you sell with that science to be more effective and to better serve potential customers.

Are salespeople still necessary?

We still need interpersonal relationships especially for complex sales because interpersonal relationships matter. People still buy from people. Human interaction is still essential.

Two methods for sales influence: How does a brain make a choice?

  1. Peripheral route

This is how you build rapport and trust. These are factors that shape perception heavily.

  1. Central route

The message of the salesperson. What are the key things people must commit to so they buy your product or service.

*Both routes are happening simultaneously called parallel processing so they’re heavily influencing every sales call. It’s the foundation of what going on “behind the scenes.” Learn how to leverage both and you become really effective at selling.

People buy based on emotions.

It’s how we create preferences. Emotions influence our perception. Decades of research can now tell us how we can ethically sell to people’s emotions.

How to change the buyer’s emotional state:

  1. Ask for opinions.

Harvard research found that when people answer opinion questions, the pleasure centers in their brain lineup, naturally putting them in a more positive emotional state.

  1. Talk about topics rich with positive emotions.

Inject positive emotions into your sales conversations.

  1. Focus on voice inflections.

Research shows that voice inflections help people feel positive emotions that people respond more to one another. This is called emotional cognition.

How to convey value effectively:

  1. Look for the distinct value.

Find out how your product or service is different than a competitor and in ways that matter to your buyers.

  1. Reduce the persuasiveness of your competitors.

Leverage distinct value to neutralize your competitors.

Ask for strategic commitment.

You don’t just leave a sales call, you ask for a commitment. Commitments are not just continuations, but look at what commitments are to be made for a buying process to occur.

The 6 Why’s that Help Align Your Sales Process With Getting Commitments:

  1. Why change?
  2. Why now?
  3. Why your industry solution? (Why can’t they create it on their own?)
  4. Why you and your company?
  5. Why your product or service vs. other options?
  6. Why spend the money?

Get commitment to these 6 why’s by strategically injecting these why’s into your sales process. Help your potential customers make these commitments to help them make buying decisions.

The future of sales:

The best days of sales are in front of us because of science. For the first time, we have objective evidence based on our buyers to align how we sell. Most sales is opinion-based. Without real data, you’ve got to come with your A-game and you’re just guessing your way to success.

David’s Major Takeaway:

There is a science to selling and the way something is presented shapes how they perceive and whether or not they will be acted on. The closer your way of selling is aligned with how the brain makes buying decision, the more effective you will be. Anyone can get better at selling by adopting these behaviors. Embrace this science and you can get better!

Episode Resources:

Check out David’s book, The Science of Selling: Proven Strategies to Make Your Pitch Influence Decisions and Close a Deal

For more information about David and his awesome work, visit www.hoffeldgroup.com

Connect with David on Twitter @DavidHoffeld, YouTube, and LinkedIn

SPIN Selling by Neil Rackham

Join this semester of TSE Hustler’s League where we will be focusing on building value to your customers.

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.

Sales Coaching, Sales Leaders, Donald Kelly, Gonzalo Salinas

TSE 399: Sales From The Street-“What Type of Sales Dog Are You?”

The Sales Evangelist, Donald Kelly, The Sales Evangelist Podcast, Best Sales PodcastThis week’s episode on Sales from the Street is another interesting one as we talk about how different dog breeds actually relate to certain characters in your sales team. Our guest today, Gonzalo Salinas, shares how he overcame a major challenge by understanding what kind of sales dog each member of his team was.

Gonzalo Salinas is the Sales Manager for a litigation support company where they provide services to big law firms or solo law practitioners offering code reporters, videographers, process servers, interpreters, legal translations, and just about anything related to the litigation area.

Listen in to this episode and find out what type of sales dog you think you are!

Here are the highlights of my conversation with Gonzalo:

Major challenge Gonzalo faced:

His training methods as not being a good fit for everyone in his team

A step closer to his resolution:

Gonzalo came across the book, Sales Dogs by Blair Singer

A brief story behind the book:

Blair was the number one salesperson at Xerox back in the 80’s and always competing with him was Robert Kiyosaki, who later published his book Rich Dad, Poor Dad. Robert realized  how important selling was so he called his friend, Blair Singer to his friend and asked if he could publish a book about sales on his book collection; hence, the book Sales Dogs was born.

Realizations Gonzalo got from this book to overcome his challenge:

  1. Every single salesperson is a different breed of dog.

Five different types of salespeople:

  • Chihuahua – The Tech Guy : This one knows everything about the product or service. The prospect has a big level of certainty about them talking about the product or service so they will buy
  • Rottweiler – The Closer : This the one who will bite your neck. They’re aggressive and they go everyday out there looking for a close.
  • Basset hound – The Persistent One : This is the persistent guy who will call you a year or two later. And maybe four years later, clients will buy from them for being persistent.
  • Poodle – The Socialite : This one will do a sales presentation wearing an Armani suit, driving a Maserati, and telling clients they’re doing them a favor by giving them sales presentation. This person has mastered their social skills. People buy from them because they feel important just by having lunch with this salesperson.
  • Labrador – This is the one that will become your friend and who will care about creating a relationship. They don’t care that much on the close but will create such a great relationship, will follow up properly, will follow steps of the sales process, and clients will place on you a big level of trust that they will become your clients forever.
  1. As a general rule, you always have your main breed and a secondary breed.
  • Main breed – 80% that fits your personality
  • Secondary breed – 20%
  1. Make 2-mm changes in every training you provide to your salespeople.

Understand that each of you team members are completely different breeds of dogs.

Results Gonzalo got from tweaking his training:

Increased sales in 90 days by 18%

Gonzalo’s Major Takeaway:

Focus on creating a relationship. The closing is mandatory next step of a great relationship.

Episode Resources:

Connect with Gonzalo through his website www.GonzaloSalinas.com and send him an email.

Sales Dogs by Blair Singer

Rich Dad, Poor Dad by Robert Kiyosaki

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.

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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

Wayne Herring, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 349: Sales From The Street- “Make It Clear”

Wayne Herring, The Sales Evangelist Podcast, Donald Kelly Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance.

Wayne Herring has a coaching and consulting business where he helps companies build their own salesperson recruiting process to help them transition from being the primary seller to building the team.

Here are the highlights of my conversation with Wayne:

Wayne’s biggest challenge:

Not being clear on who you help and how you help them that resulted to ambiguous conversations and not getting the deals.

Strategies Wayne implemented to improve:

  1. Give enough information that they can clearly and definitively say no
  2. Be clear about who you help, how you help, and what you do.
  3. Explore objections when the prospect is not ready.

Wayne’s Major Takeaway:

Make sure you have clarity on who you serve and run your value proposition past somebody else who is not going to shoot you straight even if they hurt your feelings just a little bit.

Episode Resources:

Connect with Wayne Herring on LinkedIn and visit www.strongersalespeople.com/tse to download a checklist of things you need to think about before you hire your next salesperson.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today For $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Your Why, Motivation, Sales Group Coaching, Sales Training

TSE 308: TSE Hustlers League Tip “The Most Important 10 Minutes”

Your Why, Motivation, Sales Group Coaching, Sales Training Today, I took a snippet out of one of our training sessions from TSE Hustler’s League so you can take some things and apply them to your selling career and help you improve.

The TSE Hustler’s League is a paid community gathering held each week to get a training focused on topics relevant to them. Recently, I brought on Jimmy Burgess, a great motivational speaker and trainer to talk about our “why.”

Here are some takeaways from the training session:

  1. Figure out what your why is.
  • Why is it important for you to reach your goals?
  • Why is it important to do the things you have to do on a daily basis to reach the goal you’ve set?
  • Communicate your why in a way that brings you to an emotional place.
  1. Focus on the 10 minutes that matters most to you.
  • A coach at the University of Alabama football team won some championships by coaching the players on developing the right mindset where they had to focus on the 10 minutes after the game.
  • Sometimes we get so caught up in worrying about the process and we lose focus on what truly means something to us.
  • Focus on the 10 minutes that you need to focus on the most.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling

TSE 307: How To Think Under Pressure While Cold Calling

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic.

And here are some things I’ve learned which you can apply when cold calling:

  1. There is no such thing as an impromptu speech.

Preparation is critical. You may not know what you’re going to speak about but you’ve got to have some vignettes in your head that you’re able to mold according to different things based on stories from your childhood, school, work experiences, podcast, family life, etc. As soon as you hear a topic, pick one of them out and then start going from there.

“Cold calling? No more winging it!”

  1. Prepare for your upcoming meeting by using various means to connect.

Use various means to generate new business. Tap into different avenues when getting new prospects – social selling, referrals, etc. With cold calling, do some elements of it but try to gain information through social media or build a quick connection with them on social media so it makes cold calling a little bit warm somehow. Do a quick connection or share something about yourself to build their interest.

  1. When you’re meeting a prospect, come with stories relative to that situation.

Stories can help you make your prospects relate with your product or service on a deeper level. Understand that there are things specific to that situation that most clients are going to have, be it the price, safety/security, technology, or competition. Either way, always prepare before getting into a call. Write down 5 things that prospects typically bring up in the very first meeting so you can come prepared.

  1. Have a basic outline of how the conversation will flow.

You won’t have an exact script but somehow you will have a better context of how the conversation is going to be like.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Warren Shiver, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 301: 7 Steps To Sales Force Transformation

Warren Shiver, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast A solid, performing salesforce is one of the most crucial elements in any organization. However, many salespeople tend to exhibit a strong resistance to change even when it’s called for. Change can cause a dramatic increase in your overall sales success but you have to make sure you did the right change.

So I’m bringing in Warren Shiver today to share some great insights into bringing change or transformation within an organization, why it’s needed, when it’s needed, and which parts of the organization need to be involved.

Warren is the author of the book 7 Steps to Sales Force Transformation. He is also the founder of Symmetrics Group, where they specifically focus on B2B sales effectiveness around sales forces, sales processes, skills, and training.

Here are the highlights of my conversation with Warren:

The inspiration behind Warren’s book:

Most salespeople are more resistant to change than other functional areas

Change versus transformation:

  • Most sales organizations are doing well.
  • Change can be done through training, technology, or tool improvement but not a wholesale change.
  • Companies that are a result of a merger or a competitive change, have a relatively outdated sales force where transformation is needed.

What do you need? Change or transformation?

  • Look at what’s driving your need for change.
  • How compelling your driver is will dictate the level of change you should undertake.
  • Treat your transformation or change effort like an internal sale

Should you change even when you’re hitting quota?

  1. Look at the top performers in the organization.

Identify what they’re doing well and use that in terms of the change you’re driving (ex. process, methodology, etc.)

  1. Look at your current state and where you want to go.

Look if what’s making a top performer successful today is sustainable.

What parts of the business need to be involved in the sales transformation?

  • Marketing (#1)
  • Operations and supply chain
  • IT
  • HR (recruiting profiles, competency & talent development, compensation)

Creating a vision

  • What is the value you’re going to bring in the future?
  • How is your sales force still relevant in 1 or 5 years time in maintaining relevance with customers and maintaining competitive differentiation?
  • The mindset of consultative selling

Building a personal brand versus relying on a company brand:

Build a brand around your expertise through blogs, white papers, etc.

How to know the right metrics to best predict sales success:

  • Depends on your selling model, company, vision, current state, and what you’re trying to drive in terms of change
  • Get down with a critical view

Communication of status and results:

  • The need for sustained, committed, and authentic leadership
  • First level sales leaders – the lever or linchpin of your change
  • Equip your first-level leaders to model what it could look like
  • Be able to coach and reinforce it and communicate it

Success as a barrier to sales transformation:

  • Difficulty to create a “burning” platform among your top performers
  • The challenge of finding that leader with a transformational mindset

Episode Resources:

7 Steps to Sales Force Transformation

Sale Force, Sales Management Book, Donald Kelly, Warren Shiver

SymmetricsGroup.com

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Top Hopkins, Sales Trainer, Sales Podcast, Real Estate, Donald Kelly

TSE 279: The Art and Science of Sales

Top Hopkins, Sales Trainer, Sales Podcast, Real Estate, Donald Kelly Today, we’re going to teach you how to master the art of selling and what better way to talk about this stuff than to speak with the master seller himself, Tom Hopkins.

Tom is a trainer and motivator where he has sold 365 homes in one year. Unbelievable? Yep! Unbelievably TRUE. This in fact opened up more opportunities for him to speak and write his first book, How to Master the Art of Selling and then eventually writing 18 more books. Now he travels around the world where he trains 5 million people and counting to help them uncover great sales opportunities by simply mastering sales in art form.

Packed with valuable information matched with Tom’s enthusiasm and passion, this is one episode you shouldn’t miss listening to. Loads of tips, insights, and strategies that you may start applying into your sales process right away.

Join Tom at his next event 

Here are the highlights of my conversation with Tom:

Ways to tap into the great opportunity of selling:

  1. Find a product that you really love and you believe in.

People say yes to what you’re selling based more on your belief, attitude, conviction, than your technical skills.

  1. Find a company that you believe in.

Find a company that has a good reputation in your community.

  1. Education

Get training and educate yourself about the seven fundamentals of selling.

  1. Find a coach.

Learn from them and emulate the successful things they do.

Are people born sellers?

There are no natural born sellers but anyone can do well in selling if they’re willing to become students of the art form

The 2 extreme personalities or temperaments of sellers:

  1. Interesting Extrovert
  • Interesting people
  • Extrovert
  • Somewhat talkative
  • Really love having conversations
  • Gravitate naturally into the field of sales
  1. Interested Introvert
  • Humble, shy, timid
  • Don’t think they might be able to sell
  • They usually do better than the interesting extrovert

The 7 Fundamentals of Selling:

  1. Prospecting

Find a way to meet more people via in person or thru phone. Prospecting is the foundation that starts by meeting and contacting more people.

Two types of prospecting:

  • Non-referral
  • Referrals
  1. Original contact

People judge you within the first 15 seconds so you have to come across in that first meeting either on the phone or in person.

  1. Qualification

Ask the right questions to find out things like who is the decision-maker, their financial capacity to invest in your product, etc.

  1. Presentation

The way you present is critical.

  1. Handling objections or concerns

Once you’ve mastered the first four fundamentals, they will almost have to say no before they say yes so you have to handle their objections.

  1. Closing the sale

Close the sale in an art form with the way you turn “maybe” into a “yes.”

  1. Getting qualified referrals

Get quality introductions by getting the person you sold the product to be willing to refer other people to you.

The nuances of selling that can make or break sales:

  1. Understand the normal fear that people have and learn how to overcome that fear.

FEAR is your enemy. Buyers procrastinate in investing in things they want or should invest in because of fear.

Various forms of fear in buyers:

  • Fear of making mistakes
  • Fear of being lied to
  • Fear of investing in something they can’t use
  1. Learn how to take a person who wants to say “no” and help them say “yes.”

Tom’s newest book, When Buyers Say No is based on the fact that people won’t say yes until they first say no.

  1. Eliminate fear-producing words

Words are so powerful. They can either create fear or build positive emotions. The key is to reduce sales resistance and increase sales acceptance.

Common sales jargon or words to eliminate:

  • Cost or price (Use total investment instead)
  • Down payment (Use initial investment instead)
  • Monthly payment (Use monthly investment instead)
  • Contract (Use paperwork or agreement instead)
  • Buy (Use own instead)
  • Problem (Use challenge instead)
  1. Master the art of questioning

Listen more, talk little. The top salespeople are “master askers” who have mastered the art of asking the right questions that get the buyer to open up

Tom’s Major Takeaway:

Don’t take rejection personally. Realize that all of your Yeses are hidden behind No‘s. Find your yes behind the no. Service is the foundation of building a career in any business.

Episode Resources:

Visit www.tomhopkins.com and check out their free resource page where you will find great stuff like Thank You notes, books, CDs, and more.

Tom is having their live two-day seminar on April 1-2, 2016 in Charlotte, North Carolina where they will be conducting a high-intensity training session. If you are somewhere around this area, take advantage of this opportunity for you to learn more and network better.

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.

Book mentions:

How to Master the Art of Selling

When Buyers Say No

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Foundation, Joseph Storer, Donald Kelly, The Sales Evangelist Podcast, Sales Podcast

TSE 271: Sales From The Street-“The Foundation”

JosephHere on Sales From the Street, we’re digging into the brains of sales managers, people who have led sales teams, to learn more about the challenges they faced along with some strategies implemented to overcome them.

Joseph Storer is an entrepreneur and awesome sales professional. He has worked with a ton of multinational companies. Currently, he works with companies that want to get into the Latin American market and start a distribution service primarily in Brazil and Mexico.

Here are the highlights of my conversation with Joseph:

Major challenge Joseph has faced:Sales Foundation, Joseph Storer, Donald Kelly, The Sales Evangelist Podcast, Sales Podcast

Joseph took over his company’s European group operations. He moved to Paris and initially got into a hostile environment within the organization thinking he was going to fire them. What he saw lacking from the team was sticking to the fundamentals. They were too focused on their existing projects that they missed out on sticking to the basics.

How he faced this challenge:

Looking at what they’re doing and setting up a “daily responsibility accounting schedule” where they made 3 new business calls a day and had daily monitoring.

  • Brief subject lines
  • Who they met with
  • What they did

The result they got after 30 days:

  • A number of new business accounts were opened
  • By the end of 60 days, 100% of their plan got accomplished

Joseph’s Major Takeaway:

  • Make yourself accountable for each day of work.
  • Break down your goals down to the smallest elements each day.

Connect with Joseph through sending him an email at jdstorer52@gmail.com or give him a call at 954-540-0515.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Episode Resources:

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.

 

Jeffery Charles, Donald Kelly, The Sales Evangelist, LinkedIn, Branding, Sales

TSE 260: Developing A Brand That Sells!

Jeffery Charles, Donald Kelly, The Sales Evangelist, LinkedIn, Branding, Sales When you talk about branding, you talk about purpose. As a sales professional or entrepreneur, you need to be able to convey your purpose by giving value to your customers. Add that with a strong conviction to help and people will get naturally inclined to connect with you. You don’t sell anything. All you need to do is help and this will help you achieve success.

I’m bringing in Jeff Charles on today’s episode because of the great value that he has to share. Jeff Charles is the founder of Artisan Owl Media, a content marketing agency that helps entrepreneurs earn more business by helping them learn how to persuade more effectively.

In his recent article Selling with Conviction: Your Brand’s Purpose, Jeff emphasized some points and insights which are paramount in the world of selling.  

Here are the highlights of my conversation with Jeff:

Jeff chose to write the article on branding to emphasize these points:

  • Branding should be on the top of your mind.
  • You don’t connect with the product, you connect with what they stand for.
  • Make your prospects trust you more.

Elements that make a brand trustworthy:

  1. The Human Aspect

Social media has made it easier for corporations to reach their customers. The fact that you exist more than just your product or service is what attracts people to you.

  1. Mark Di Somma, Senior Brand Strategist at The Blake Project and branding guru, laid out 5 questions a person should ask themselves when establishing their own brand’s purpose when starting a business:
  1. What did you see that you wanted to change?
  2. How can the pursuit of that change make a big difference?
  3. What change do others want to see in the world? How does your brand fit into that?
  4. How can you articulate a purpose that will inspire your audience to trust and support your brand?
  5. How will your purpose motivate everybody that you come in contact with?

How to stand out from competition:

  • Who your brand is is the soul of what you do.
  • Purpose is what differentiates you from somebody else.
  • Stand for something more than what you sell.

How can the pursuit of change make a big difference?

Do some soul searching. Go deep. Why did you decide to start the business you started? How does you offering translate into making a difference in the world around you? Think higher than what you’re selling.

Provide distinct value to the people that you want to sell to.

  • What do they want to change?
  • What are their problems?
  • Why are you doing this?

Stay in touch with your “why” to allow you to pursue that change.

“Stop selling, start helping.” – Zig Zigler

  • Look at every person you talk to as somebody you’re looking to help and not to sell.
  • Help the person get what they want.
  • If you’re convincing someone to do something that’s going to make their life better, you are doing something awesome.

Many people buy for emotional reasons.

Your conviction is what makes people want to act. If you believe so strongly in what you’re selling, that is far more convincing than just throwing out some facts and figures.

Create a movement.

  • Keep your mind above what you sell and not just on the nuts and bolts of what you offer.
  • Look at sales as a way to improve the lives of the people you’re interacting with.

Case study: Dove (the company that sells soaps and other hygiene products)

What makes them different is their overall mission which is not to sell soap and hygiene products but to make women feel better about themselves and raise the self-esteem of women across the world.

Through the Speak Beautiful Movement, Dove noticed that a lot of women say bad things about the way they look on social media. They countered that with this movement encouraging women to post things that are positive about their body.

That’s what makes people connect with them.

Jeff’s Major Takeaway:

Find a way to stay in touch with your purpose. Branding and purpose are synonymous. Write it down and keep it in your desk. Anything that reminds and keeps you in touch with what is going to help you keep from focusing on the nuts and bolts. Remind yourself of your purpose as often as you possibly can.

Connect with Jeff through www.artisanowlmedia.com or on LinkedIn or Facebook.

Episode Resources:

Read Jeff’s article: Selling With Conviction: Your Brand’s Purpose

Simon Sinek’s TEDTalk Start with Why

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Roy Wilhite, The Sales Evangelist Podcast, Donald Kelly

TSE 245: The Quarter Method “The Psychology of Sales”

tqm1psychofsalesThe problem with a lot of salespeople is they think they are master sellers but don’t actually have the stats to prove it. Our guest today, Roy Wilhite will teach you how to do just that – become a master seller through a unique approach that comes from a fresh, yet proven, sales perspective – The Quarter Method.

With almost 3 decades of experience in sales, plus an extensive background in psychology and communications, Roy has combined these three together to help sales professionals do better in sales and learn to really love what they’re doing.

People attending Roy’s seminars achieve an average of 28-32% increase in sales in their first month. In fact, they reported a 37% increase in sales within the first month.

What started out as a seminar program teaching people how to do sales, became a massive success that Roy eventually decided to make a book out of it, in fact, a three-part book series.

Book 1: The Quarter Method: The Psychology of Sales (Available now)

Book 2: The Quarter Method: Communicating in High Definition (Coming out next month!)

Book 3: The Quarter Method: Closing Linguistics and Client Management

Here are the highlights of my conversation with Roy:

The kind of customer experience that Roy appreciates:

Going out of the way to help the customer accomplish what he wants to purchase

The concept behind Roy’s book:

  • Recognizing the importance of psychology in sales
  • Business brand vs. ego brand

What’s unique about The Quarter Method:

Teaches you how to affect a subconscious using psychology

Teaches you how to communicate

Some valuable insights from The Quarter Method:

  1. The power of psychology in sales.

Only 7% of communication is spoken. the other 93% of it is everything said that’s subconscious (the way it’s said, body movement, facial expressions, etc.)

  1. Taking the blame.

98% or above of salespeople will always blame somebody before themselves. It cannot be the client’s fault. It’s the salesman’s job to sell and not the client’s job to buy. Once you get to accept the fact that you suck at sales, the only thing left to do is get better. Now that you realize you’re the one who’s not closing, figure out why you are not closing. Then you get to reconsider your sales process and hear what else is available.

  1. The product you’re selling is you.

Look at the person you’re selling to, not the product you’re selling. Regardless of what product you’re selling, the product you have to always sell is you. The product is just the souvenir from your encounter.

  1. Your job is to learn the people.

Your job is not to learn the technical ramifications of a product. Your opinion doesn’t matter. Your job is to learn the psychology of the person who makes the decision and how to get to them. Your job is to communicate what your company is offering them with a product (not to give them a product).

The Wolf vs. Sheep Analogy

Wolf is a leader. The strength of the wolf is the pack and the strength of the pack is the wolf. No matter how good you get, you still need a team. Wolves have to hunt. On the other hand, the sheep only follow the herd.

The wolves are the people going out and getting the job done.

Cost vs. ROI

Look at how long it’s going to take to get your money back or see the benefit of the money you’re spending.

Make sure to think about this from the client’s perspective.

Connect with Roy through their website at www.thequartermethod.com or give him a call at 818-534-8225.

Roy’s Major Takeaways:

  1. Go out and buy Roy’s book.
  2. A lot of salespeople hate sales. But the world is changing. As honorable sales professionals, our responsibility is to change that image by being honest, trustworthy, and professional. (Check out their website to view the 10 ideals of their company.)
  3. All communication is sales.

Episode Resources:

The Quarter Method

Check out the first part of Roy’s 3-part book series:

Book 1: The Quarter Method: The Psychology of Sales

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Offer Value, Salespeople, Donald Kelly, Dejuan Brown

TSE 230: Sales From The Street-“I Really Want To Help”

Offer Value, Salespeople, Donald Kelly, Dejuan Brown Another great episode of Sales from the Street, we have DeJuan Brown from Virginia. He is a husband to a beautiful wife and a father to six lovely children. DeJuan is a part of our private Facebook group, The Sales Evangelizers. Now we’re bringing him on the show to share with us some great insights he learned over the years.

DeJuan has been in sales for roughly 14 years with a company selling paper products and is now in the research business with Bloomberg BNA. He considers himself as the “minutia exterminator” where he eliminates minutia in the lives of business people specifically around research solutions.

Here are the highlights of my conversation with DeJuan:

DeJuan’s major challenge when he first started selling: Being a human.

DeJuan was trying to figure out what he can fix with something he sells so that people can buy it. But oops! He realized it wasn’t really the key to success in this industry.

Prospects have told him that his approach was inhuman. Admittedly, he was one of those run-of-the-mill, digging, probing stereotype salespeople. His guards were up and prospects called him out telling him to slow down and find out more about the customer and the business before quickly jumping right in.

How can you be more human in dealing with your customers?

  1. Think of yourself as a buyer.

Take a step back from the sales role for a bit and put yourself in the shoes of those you’re trying to serve. Recognize that customers are people that you desire to serve and the best way to do it is to understand them. How? Ask questions.

  1. Find out and understand their pain.

You have more than just the product you’re selling but you have things that impact the lives of people you talk to if you spent enough time finding out what they needed and which areas they needed to be impacted. Find out their problems. Find out their pains.

The results DeJuan saw from implementing these:

  • Increased loyalty
  • A lot of “me” involved in the sales process instead of only the product or solution

Want proof?

Right now, DeJuan ranks #2 in the company and this just goes to show you how a simple little tweak in your behavior or mindset can catapult you into a whole new higher level in your career.

DeJuan’s Major Takeaway:

Find out why it is that you exist in the space that you exist in. Why is it that the company you represent exists? Then articulate those belief statements to those that you’re serving so that it resonates than just okay. Knowing your why is where the passion comes from and it allows you to be able to push and just not take a no because you believe that you offer is a service that they cannot get elsewhere.

Get in touch with DeJuan Brown on LinkedIn and Twitter @stratusnow or send him an email at dbrown1@vna.com.

Episode resources:

Get a free trial on Audible by visiting www.audibletrial.com/tse

Bob Burg’s book, The Go-Giver

Simon Sinek’s book Start with Why

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sell The Experience, Donald Kelly, Sales Prospecting, The Best Sales Podcast, Royal Caribbean

TSE 217: Sell The Experience

Sell The Experience, Donald Kelly, Sales Prospecting, The Best Sales PodcastI just came back from the Podcast Paradise Cruise where I was privileged to be one of the speakers. We had an amazing experience traveling to Haiti, Jamaica, and the Grand Cayman! In today’s episode, I want to share with you some important things I’ve learned from the cruise.

So we were on this private island called Labadee in Haiti which has a little artisan village and other places where people are selling. While we were having lunch, a certain band was playing music which was selling their CDs. They had a little basket for donations and they were also trying to sell hand-carved crafts. What puzzled me was that nobody was buying stuff from them. Hmmm… So what’s the missing link here?

They simply failed to sell what most buyers would put their money into – experience. As a sales professional, have you done this? Are you only giving surface value to your customers and not giving TRUE value to them?

You need to understand that you need to sell the experience. Take your customer into the experience.

Here are some strategies for bringing your customers into the experience (which unfortunately that band in Haiti failed to deliver):

  1. Know your customer.

The band didn’t really know or understand their customers. Nobody really bought because they could be selling something that the customers do not need or want.

  1. Sell the experience.

Draw the customer in by selling the experience. How? As with the band’s case, they could have played some music that customers can relate or mingle with.

  1. Get them involved.

Give people the opportunity to participate. Getting your customer involved makes them feel they need to buy from you or contribute further.

  1. Show them the physical problem.

Paint that picture to them. Take the customer with you so they would understand the problem. Once the customer recognizes the problem, the cost wouldn’t be that much of an issue anymore.

Again, it is the experience that people buy. Bring them into the experience and that will certainly build trust and increase their willingness to buy.

Check out this book, The Experience Economy to get more ideas about selling the experience.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist

TSE 204: Learn How To Become A Go-Giver Today!

Bob Burg, The Go-Giver, Donald Kelly, The Sales Evangelist Today I have the awesome opportunity of having Bob Burg come on the show. Bob is an author and speaker. For years, Bob was best known for his book Endless Referrals. Over the past few years, it’s his business parable, The Go-Giver (coauthored with John David Mann) that has been a big hit for many salespeople and entrepreneurs all over the world.

The Go-Giver is a Wall Street Journal’s Business Bestsellers as well as BusinessWeek. Recently, Bob created an expanded edition to “The Go-Giver” that has enhanced the learning of the principles for readers. Check it out here.

Here are some of the major takeaways from our discussion:

  • Buyers won’t buy from you because they want to give you money…they need something and it’s your job to help them
  • Don’t focus on the money, focus on providing value. The money you receive will be a natural by-product of the value you offer.
  •  Profit is the result of pleasing other people
  •  “Make your win, about the others person’s win”
  • “You can have anything in life you want if you just help enough other people get what they want!”
  • Learn to go beyond 50-50. Look for an opportunity to give 100% without expecting anything in return.
  • Being a Go-Giver will help you sell quicker. Some salespeople may feel they need to be patient to wait for something to come back to them. Again, sales will come as you start looking to help others instead of only focusing on yourself.
  • Selling is not about you convincing people of things they don’t need. It’s about you helping them get what they want and need. Your job is to help them get it.
    • Ask questions to help develop their need (discover)…don’t just listen to see how you can close. If you see what you have can help them…it’s your job to let them know.
  • Sales skills are important. Being a Go-Giver, will help you better hone in on the skills you learn
  • The great people sell great products that they believe in. They know their product, but the thing that separates them from the average sellers is their focus! The top performing sellers are laser focused on their customers.
  • The law of authenticity says the most valuable gift you have to offer is yourself! People love you when you are you! They will gravitate towards you. Bob Burg, Donald Kelly, Donald C. Kelly, The Go-Giver, Podcast Movement
  • Why is it that people don’t show up authentically? It is because they don’t have the self-confidence to do so.
    • Intrinsic value- We’re here, we’re alive and we are a part of the world
    • Market value- The combination of strength, traits, talents and characteristics that allow us to add value to the marketplace in such a way that we will be financially rewarded.
  • Seek to learn from other great people and adapt their wisdom to your authentic core.
  • People will do business with those they know, like and trust!
  • Value is always in the eyes of the beholders.

Connect with Bob

www.Burg.com

SIGN UP to receive Bob’s Influence & Success Insights

Remember to Checkout TSE Hustler’s League!

The Sales Evangelist Hustler's League

The Dark Side of Sales, Sales Motivation, Donald Kelly, The Sales Evangelist

TSE 200: The Dark Side of Sales!

TSE 200When many think of sales, they tend to only think of the “sexy stuff”. You know, closing deals, earning big commissions…all the good stuff. But there is another side of sales that is often over looked. I call it the “dark side” of sales. It’s the reality of what’s happening to may sellers. In fact, it’s been mentioned that 87% of salespeople typically miss commission. Ever heard of the Pareto principle (also known as the 80–20 rule)?

It states that for many events, roughly 80% of the effects come from 20% of the causes. In other words, 80% of the revenue is generated by 20% of salespeople. Yikes! Have you ever thought about those 80% of sellers who can’t seem to make quota? Imagine how depressing their lives must be. Well, I personally know exactly what it feels like. I’ve been there and I’m sure many of you reading this have been there as well.

This is why I did this episode. I wanted to share my real life experience and offer some ideas on how you can cope with the “dark side” of sales. Here is what I recommend:

  1. Get a level head
  2. Hard work and determination
  3. Focus on the most important thing

This simple process helped me find success. I hope it can assist you as well. If you need some help getting out of the dark side of sales, feel free to take me up on a complementary 30-minute coaching session. We can focus on getting you out of this rut. Schedule your free session here. All in all, I want you to be successful. I want you to go out and DO BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Donald Kelly, The Sales Evangelist, Small Business Selling, Sales People Failing, Prospecting, Sales Podcast

TSE 188: 3 Reasons Why Salespeople In Small Companies Fail

Donald Kelly, The Sales Evangelist, Small Business Selling, Sales People Failing, Prospecting, Sales PodcastThere are many reasons why salespeople in small companies fail. However, based on my personal experience and the experience of those I coach and train, I’ve come to recognize several main reoccurring reasons.

  1. No understanding of their ideal customer
    • You have to create an avatar or a description of your ideal customer.
    • Use your avatar to make prospecting or business related decisions. For example, if I go to this meeting will it help me get closer to my ideal customer “Lisa”?
    • When you do not have a clear understanding of who you serve, you will go after everyone and your results will be meager.
  2. Fear of Rejection
    • The fear of rejection affects many individuals
    • This fear becomes very prevalent when sellers are out prospecting. They become so fearful at times that they don’t do it! It’s scary, but many people just don’t prospect because of the built up fear that they will fail.
    • To overcome your fear, all you have to do is take action. The more you do something, the greater your confidence and the more chances you have for success.
  3. Lack of Processes
    • Having a process will help you sell more.
    • An effective process helps you find more ideal customers, outlines a clear path of overcoming obstacles, delivers value and on-boarding them as a new customer.
    • Without a sales process, salespeople try to sell at their own discretion and eventually fail.

If you’re in a small to midsize business, you’ve seen this. If you don’t have something in place and are willing to develop something, feel free to reach me at (561) 463-2531 or Email Me. I would love to connect.

Book I mentioned:

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Small Business, Sales People, Sales Revenue, HVAC, Donald Kelly

TSE Blog 006: Three Reasons Why Salespeople Fail in Small Businesses

Small Business, Sales People, Sales Revenue, HVACAs a small business owner, you have a lot of things to worry about. One of the most important things is sales. Sales is the lifeblood of any organization. You have to bring in revenue to grow the organization, keep the doors open, pay people and put some change in your pocket. Without sales, your business will fail.

So why is it that most businesses have a hard time with the most vital part of their organization? Many times it’s because they don’t know what they’re doing. Oftentimes, they have never received formal sales training. Typically, the entrepreneur is the one who started the organization. She may have had a really cool idea and saw some initial success, but when it came to selling, she wasn’t able to do it. So she hired someone to come in.

This new salesperson had a great personality. The salesperson may have been a cousin or a friend, a son or daughter, a niece or nephew, or maybe it was her hairdresser’s brother. Whoever it was, they too were inexperienced when it comes to sales and simply works off the cuff. Take it from someone who was that friend hired because of an “outgoing personality.” It doesn’t work!

Here are three of the most common reasons why selling suffers in small businesses

1. They don’t know who to go after.

As a small business, many times the entrepreneur or salespeople takes whatever they can get. I saw this in a particular company I worked for. Many times the customer wasn’t our ideal customer. But since we needed the money, we bent over backward and said, “Yup, we can do that.” We were chasing the dollar as opposed to chasing and developing solutions for our ideal customers. Because of that, the company never grew. We remained stagnant and, eventually, the salespeople left.

A lot of people were fired and horrible things happened. I saw another company actually shut down because of that problem. As entrepreneurs, you’ve got to make sure your business is focused ONLY on your ideal customers. But how do you find the ideal customer to go after? If you’ve made one sale to that ideal customer, then maybe you can go ahead and evaluate them. Question them. Do an interview with them. Take them to lunch.

Really understand their business and why they elected to go with your company. The other thing you can do, if you don’t have a customer, is to look at your competitor’s customers. Learn why they chose your competitor. Why did they have a need in the first place? How much do they earn in revenue annually? How many employees do they have? Start developing a customer persona.

The more you can understand, the better you will be at crafting your ideal customer and making a message to approach them. Make sure you understand how they make money and how your product or service helps them to do so.

2. The fear of rejection holds them back.

The fear of rejection holds a lot of salespeople back in small to mid-sized companies. It’s just the fact that they have never done this before. They’re afraid that people are going to say no. They are worried the product is not going to be effective. They are concerned that maybe they’re not the greatest seller in the world. All of this holds them back.

The other thing that you need to understand about fear is that it is not real. Fear is usually something that we put in our minds that has never occurred. But because we tell ourselves about this fear so much, that it’s so true, we paint this picture in our minds and we start to believe it. We then start to act upon it. The fact is if you think people are going to reject you when you prospect, then that fear is going to cripple you. So our solution is to role play — to practice.

Get rid of the idea of fear. Get rid of the false ideas in your mind by actually doing it. Go out and get someone who you can practice with, somebody you can practice selling with. A colleague, your spouse, brother, sister, whoever. Just sit down with that person and do a role play of the situation you fear the most. Role playing is a fantastic way to increase confidence. The more you can practice, the less fear is going to be there.

3. They don’t have a process to convert sales.

The third reason small businesses sales suffer is because they don’t have an effective sales process. They don’t have a way of converting prospects into paying customers. They don’t have a way of finding people. As I mentioned earlier, many entrepreneurs find an outgoing person and say, “Hey, come be a salesperson for my organization.” That person comes in and, since the business has no process or real training, does whatever he thinks is best. Again this does NOT work. However, here is a breakdown of an effective process that can help your organization:

  1. Focus on getting the ideal customer.
  2. Develop an effective message that will speak to your ideal customer about true business challenges which you can solve.
  3. Make sure you are selling to the decision maker – the person who can say yes in the end. Find out if this person has the money or budget to buy from you. You’ve got to get all of that in your discovery.
  4. Before you go any further, once you figure all that out – they have the pain, they have the budget, they are the decision maker – you can move forward with the process and do a demonstration of your product or service.
  5. You then can create and present the proposal. Present it to them. Don’t just send it in an email. Work with them. Go through it with them. More than likely, if you did everything upfront, that deal’s going to close.

This is a very simple process and may sound too elementary. However, if you don’t follow it, you’re going to waste a lot of time and money. A typical salesperson will just go out and show a product. They demonstrate it. They don’t qualify the customer. And in the end, they have nothing to show for it. They will lose a lot of business. The key is to create an effective process.

Seeing Success

As a small-business owner, sales are important to you. You can’t dodge that fact, or your business will not become successful. If you have someone else selling for you, do your best to make sure they succeed. Take time to make sure you and your salesperson develop an ideal customer, learn to overcome your fear, and develop a simple, effective process.

If you do this you will see success. I’ve worked with small businesses. I’ve been on management teams. I’ve been the “typical” salesperson. I’ve learned the things that make small businesses effective. I know how to make them become a lean, mean selling machine.

If you’d like to sit down and have a 30-minute session and bounce some ideas off of me, feel free to reach out to me. I’d love to chat with you and assist in any way I’m able. You can reach me at donald@thesalesevangelist.com. I look forward to hearing from you. As always, I want you to go out and DO BIG THINGS!!

The Sales Whispperer, Wes Schaeffer, Donald Kelly, The Sales Evangelist

TSE 184: Wes Schaeffer, The Sales Whisperer!

The Sales Whispperer, Wes Schaeffer, Donald Kelly, The Sales Evangelist Our awesome guest today is “The Sales Whisperer,” Wes Schaeffer. Where did that term come from? You probably guessed it right. He was watching the “Dog Whisperer” and saw Cesar saying that he rehabilitates dogs and trains the owners. Well, rehabilitating and training are definitely a part of Wes’ expertise. He rehabilitates salespeople and trains the owners/managers.

Having an extensive background in sales, Wes is a sales trainer and a sales motivational speaker where he goes around and helps organizations from beginning to end. Wes is the author of the book The Definitive Guide to Infusionsoft: How Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, Online Orders & Referrals With the World’s Most Powerful Sales & Marketing Automation Software. Wes also has expertise in sales training & marketing and software implementation to help with automation.

Today, Wes shares with us what you should focus on as a salesperson, how to effectively qualify your prospects, the power of an effective sales script, plus some sales strategies for you to better perform and hit your sales goals. Bam!

Here are the highlights of the conversation with Wes:

The benefits of automating marketing and sales:

  • You can scale.
  • You can grow faster without adding staff.
  • You have more margin and make more money.

Main challenges of small and mid-sized companies when it comes to sales:

  • The owner’s number 1 job: To market
  • Sales manager: To recruit
  • Salesperson: To prospect

Should you focus your time and energy on the close?

  • Focus on qualifying and disqualifying
  • Great salespeople are great at sorting and sifting

How to effectively qualify your prospects:

  1. Identify your persona.

Who can benefit from what you sell?

  1. Focus on a niche in your industry or a specific region first.

“Batch” your work. Do not answer phone calls from clients at this moment. Call in to one neighborhood or industry or one key list. Bang that out and stick with it until you’re done.

  1. Stay in a prospecting frame of mind.

Talk to people and set appointments and ask good and tough questions to get the opportunity to sell.

More sales strategies for you to better perform:

  1. Know your numbers.

How many phone calls do you have to make to set up an appointment?

  1. Be “granular” to stay on point.

Start at the top and work down to what you have to do every hour to stay on task and hit your goals. What do you need to do on an hourly basis?

  1. Have a script. (A good script that is!)

Prepare it in advance. Rehearse it. Internalize it. Make it believable. (That’s what Tom Cruise does folks! And he’s making more money than the rest of us.) So have a template prepared in advance. Learn your script. Learn your process. Learn what you need to do to deliver the value.

  1. Rehearse and have the discipline to execute it right.

Professionals are willing to rehearse. Execute it right, day in and day out. Do the exact same thing. Stick with what works!

  1. While you stick with what works, try to beat it.

“What works” becomes your control group. Try new strategies to beat it. If it doesn’t work, go back to what works.

Why companies have a tough time generating leads online:

  1. Most companies are product-centric.
  1. We undervalue our knowledge and skills.
  1. We overestimate the understanding that our prospects have of our offering as well as their understanding of their own dilemma.
  1. Many businesses under-market or under-promote.

If you’re new in business, you must promote your business 10x than what you think. And if you’re already in business, then at least double or triple the amount of what you do. Market, market, market!

What you need to do to grow your biz:

  1. Market MORE.

He who has the biggest list wins. Always work on attracting new prospects and people who have the ability, desire, need, and pain to buy from you.

  1. Aim for what you can do to streamline things.

Figure out how to automate things. Try to carve seconds or minutes out of your hours because those add up.

“Time kills deals and a confused mind says no.” – Wes Schaeffer

  1. Figure out what you can do to attract people to you and educate them.

Create podcast, videos, free reports, email sequences, blog posts, books, etc. This will build their trust.

  1. Think of how you can cut out the need of a salesperson.

Your job is to increase the bottom line.

Current projects Wes is working on:

Working on his next book

Make Every Sale: Wes’ sales training program

The Five: Wes’ mastermind group for 4D/3N retreats bringing in 5 motivated entrepreneurs

Know more about Wes on www.thesaleswhisperer.com  

Episode Resources:

Wes’ website www.thesaleswhisperer.com

Wes’ sales training program www.makeeverysale.com

Wes’ mastermind group www.thefive.us

TSW Group Inc

TSE 078 with Marcus Sheridan

TSE 179 – Should I Use a Sales Script or Not?

Wes’ major takeaway:

Selling is a calling, serving is its purpose, questioning is the process, and the sale may be the solution. You can’t help everybody and everybody is not a prospect. Go and seek to help and understand. Ask good questions until you’re sure you understand their situation.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Ken Dunn, The Sales Evangelist Podcast, Donald Kelly

TSE 169: Selling The Ken Dunn Way!

Ken Dunn, The Sales Evangelist Podcast, Donald Kelly If you want to sell more, be more  — This is what today’s guest, Ken Dunn, has to say when it comes to achieving that level of success you want!

Ken Dunn seeks to create the biggest book club in the world through Reader’s Legacy, a wonderful online community geared towards advocating an avid reader’s connection with books. It’s more like Facebook for books, as he describes it.

Ken has traveled all over the world doing sales and training on sales, speaking in more than 40 countries. He has written four books and has sold more than a quarter million copies. His whole platform is to help people understand that people aren’t buying a product. They’re buying you. And they won’t buy from you unless they like you. Once they like you, they’ll buy anything you’re selling.

Ken has worked in the police force as an interrogator for 6 years and has trained under the greatest interrogators in the world. He eventually started 4 companies in the last 20 years – a mortgage company, a property management company, a direct selling company, and a publishing company. He has established himself as an entrepreneur responsible for over three quarters of a billion dollars in sales.

Here are the highlights of my conversation with Ken:

Learning from Og Mandino’s book: The Greatest Salesman in the World

An important lesson that he learned and developed as an interrogator: Attention to details

“All kinds of salespeople can be great charming talkers and can really make you feel good, but it’s only the elite level expert salesperson that can see those little details and realize in the sales from them.”

Two E’s you can master to make you the most detailed person in sales:

Change is inevitable. Either take control of change and direct it or become a victim of it.

  1. Change your ENVIRONMENT

Get away from negative people. If someone’s not adding value to your life, detach from them. Get around good, positive people.

  1. Increase your EXPERIENCE

Read books. Be around other successful people. Do different things in your life by exposing yourself to different things. Be around like-minded people.

Reader’s Legacy

  • Seeks to create an avid reader’s connection to books
  • People can create a page for free and build a virtual version of their home library
  • Lets you add books to your library
  • Lets you download the app and scan the barcodes on your books and add them
  • Allows you to follow other people in the world
  • Authors can advertise their books directly on the pages of people who love to read similar books
  • Created their own virtual currency, Litcoins (can be used to buy real books)

Why you should be a part of the Reader’s Legacy community:

You need to learn from other people through books to make you better in sales

On Ken’s book: The Greatest Prospector in the World

5 years in the making

To be launched in October 2015

Check out this awesome book trailer on YouTube

Ken’s Major Takeaway:

People buy YOU and the better product you make yourself – informed, intelligent, good-looking, good-smelling – everything counts, the more likely that they’re going to buy from you. If you want to sell more, be more.

Get connected with Ken through Reader’s Legacy or kendunn.org

Episode Resources:

Reader’s Legacy

The Greatest Prospector in the World

TSE Blog 005: 20 Best Sales Books Every Salesperson Must Read!

20 Best Sales Book Every Sales Professional Should Read

One of the things that separates a lot of the greats from the core performers is the fact that those who are top performers are always reading and looking for opportunities to sharpen their tools.

Below are some the best books I recommend to sales professionals to help them sharpen their ability to sell at a top performers level. Check out the selection below:

1. Think and Grow Rich by Napoleon Hill 

Published in 1937, Think and Grow Rich is a self-help, personal development book where the author got inspiration to write this from a suggestion made by business magnate and philanthropist, Andrew Carnegie. Hill explains the philosophy of personal achievement and success condensed into 13 principles.

  1. Desire
  2. Faith
  3. Autosuggestion
  4. Specialized Knowledge
  5. Imagination
  6. Organized planning
  7. Decision
  8. Persistence
  9. Power of the Master Mind
  10. The Mystery of Sex Transmutation
  11. The Subconscious Mind
  12. The Brain
  13. The Sixth Sense

2. How to Win Friends and Influence Others by Dale Carnegie

A classic bestseller. This is a compelling book that talks about the Fundamental Techniques in Handling People, 6 Ways to Make People Like You, 12 Ways to Win People to Your Way of Thinking, Be a Leader: How to Change People Without Giving Offense or Arousing Resentment, and 7 Rules for Making Your Home Life Happier.

3. The Challenger Sale by Matthew Dixon and Brent Adamson

This book talks about how a relationship is not the “be all and all” to make that sale. Instead, it talks about how the best salespeople do not just build relationships, but they also challenge customers. This book covers how you can identify the challengers in an organization and how you can model such approach and apply it into your own team.

4. Selling to Big Companies by Jill Konrath

Jill’s masterpiece helps you get your feet in the door of big companies so you can close more business while reducing your sales cycle. This book covers topics like positioning and differentiating yourself from other salespeople, targeting the right accounts, creating value propositions, overcoming obstacles and objections, and more.

5. The Psychology of Selling by Brian Tracy

This book teaches you how to get yourself in the right selling psychology by keeping strong confidence in yourself, avoiding resistance in sales, and improving your skill sets in a systematic fashion. This book also talks about attracting customers and maintaining their attention, presenting offers the best way possible, handling purchasing barriers, and closing the deal.

6. The Ultimate Selling Machine by Chet Holmes

This book helps you get your sales and marketing engine into full swing as it dives deep into the power of having a process with a bold emphasis on focus. In this book, the late Chet Holmes presents 12 Key Strategies to create the Ultimate Sales Machine including topics like time management, hiring best practices, tactics for getting the best buyers, the 7 Musts of Marketing, client follow up, the power of positive thinking, and more.

7. How I Raised Myself from Failure to Success in Selling by Frank Bettger

In this book, Frank shares his experiences and sales secrets that practically turned his life from a failure selling insurance into becoming one of the highest paid salespeople in the United States. Frank shares his insights into overcoming fear, a quick win to confidence, 7 Golden Rules for Closing a Sale, the power of enthusiasm, and how to turn a customer’s skepticism to enthusiasm.

8. Raving Fans by Ken Blanchard and Sheldon Bowles

Written in parable style, this book contains tips and techniques to help turn your customers into raving fans who won’t hesitate to spend. This book helps learn to define your vision, what customers want, and incorporate effective systems to help you create a revolution in your workplace.

9. Insight Selling: Surprising Research on What Sales Winners Do Differently  by Mike Schultz , John E. Doerr, Neil Rackham

Would you like to win more of the deals you find yourself going after? Would you like to know what the winning sellers do different that pretty much guarantees them success every time? Well, Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. This is a great read for both entrepreneurs and sales professionals. Check it out.

10. To Sell Is Human by Daniel Pink

In this book, Daniel points out how all of us are doing sales every day of our lives. He also talks about the 3 Rules for Understanding Another’s Perspective, the 6 Successors to Elevator Pitches, and the 5 frames to making your messages more persuasive and much clearer.

11. The Greatest Salesman In The World by Og Mandino
This book relays the story of Hafid, a poor camel boy who soon lives a life of abundance. The book serves as a philosophical guide to salesmanship covering some key points on how you should live a good life; such as the power of laughter, greeting each day with love in your heart, the power of good habits, mastering your emotions, multiplying your value everyday, and living each day as if it were your last.

12. Sell or Be Sold by Grant Cardone
In this book, Grant reveals strategies and techniques necessary for success in sales such as handling rejections, dealing with negative situations and how to turn them around, overcoming reluctance in calling, how to shorten sales cycles, how to stay positive despite rejection, and how to fill your pipeline with new businesses.

13. Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
This book is packed with nuggets of information that would keep you handy along your sales journey. This includes 20 ways to beat a sales slump, 14 ways to create a personal brand, 18 ways to become a sales success, and 8.5 resources to tap in a pinch. This book is a practical guide to sales success where Jeffrey lays out the fundamentals of selling but with some elements of fun.

14. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
This book effectively walks you through how to position your ideas in a way that will help you gain new business and achieve success – all through the power of making a pitch. In this book, Oren introduces the STRONG method of pitching which you can apply into your own daily sales calls.

Setting the Frame

Telling the Story

Revealing the Intrigue

Offering the Prize

Nailing the Hookpoint

Getting a Decision

15. The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies by Robert B. Miller, Stephen E. Heiman, Tad Tuleja, J. W. Marriott

This book contains new real-life examples and techniques for confronting competition which you can readily put to use. The New Strategic Selling teaches us how to identify the 4 real decision makers in every corporation, how to avoid closing business you might regret later, how to avoid the single most common error when handling competition, how to make a senior executive rave about you, how to prevent sales sabotage, as well as some key points in effective territory management.

16. The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy
This book teaches us how to effectively close a sale through some powerful sales-closing techniques that the author wishes to impart with us. This book underlines the necessary skills every salesperson should have so he can transform every sales process into a successful close each time.

17. Secrets of Closing the Sale by Zig Ziglar
In this book, Zig Ziglar unveils his secrets to has sales success as he offers over 100 closings for every kind of persuasion, painting word pictures and the use of imagination to generate results, and over 700 thought-provoking questions that will help you unearth new possibilities. The books also includes tips and pieces of precious advice from 100 of America’s successful salespeople.

18. The Power of Follow Up by Judy Garmaise
Do you follow up enough? In this book, Judy explains why people do not follow up enough, or even at all. Judy also shares some tricks on how to overcome this common failure among salespeople as she reveals the secrets and techniques successful salespeople use in making effective and affirmative follow ups.

19. DISCOVER Questions Get You Connected: for professional sellers by Deb Calvert, Renee Calvert  
This book includes research, real-life examples, anecdotes, exercises, and role plays to help salespeople be more effective in each stage of the selling process. This book teaches you how to ask the right kinds of questions, drive the sales conversation, and show customers that you care in order for you to make strong connections.

20. Go for No! Yes is the Destination, No is How You Get There by Richard Fenton  (Author), Andrea Waltz (Author)

This fictional book recounts the story of Eric Bratton, a copier salesman who wakes up one morning and strangely finds himself in a house without any knowledge of how he got there. The book features a dialogue of two main characters who share with each other the essential concepts critical in achieving sales success such as how to outperform 92% of the world’s salespeople, the difference between failing and failure, celebrating both success and failure, and how NO becomes the most empowering word for any salesman.

Now that you’ve seen the list, get out there and start reading. Let me know if there are any others that you would recommend that did not make my list. As always, remember to go out and do BIG THINGS!

Fear of Rejection, Donald Kelly, Angel Denker, Podcast

TSE 134: The Surest Way to Overcome Your Fear of Rejection

Fear of Rejection, Donald Kelly. The Sales Evangelist, Angel Denker “In sales, we’re going to hear that “no” word and we’re going to hear it a lot.  We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel

Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.

In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.

Here are the highlights of my conversation with Angel:

How to Overcome Your Fear of Rejection:

  1. Be able to take that “NO” and just move on.

“No” may just actually mean:

  • “Not now”
  • “I’m just busy today. I don’t have time to listen.”
  • “I don’t have the money right now. We don’t have budget.”

“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel

  1. See things differently and stay positive enough to make your next call.

Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.

The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!

“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel

  • Eat positive food everyday.
  • Train your mind.
  • Learn about this idea of rejection, which starts in your childhood, and how it can affect you. How did you take those “no’s” as a kid?

The I.R. (Identity Role) Theory:

Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis

The attitudes and beliefs of a salesperson are an integral component in their success

Identity:

What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective

Role:

  • Roles change: wife, daughter, wife, golfer, etc.
  • You perform your roles in a different way depending on your circumstances.
  • Your performance and your roles are changing

How to practice this:

  • Get your head in the right place; otherwise, you start to make excuses for how to perform in your role
  • Learn through listening and watching really good salespeople (reading books, CD’s, webinars, seminars) or just writing with somebody out in the field who’s a good salesperson

“Salespeople that are good, reward themselves.” – Angel

Should you take it personal when you get rejected?

It’s not taking it personal but you’re just in the learning stage.

Taking it personal will kill you in sales. Instead, determine:

  • What lesson you learned from that call?
  • What should you try differently next time so that wouldn’t be the reaction you get?

How long will it take to reach that level of confidence?

If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.

It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.

Angel’s Major Takeaway:

“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”

“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”

Connect with Angel through angeldenker@gmail.com or reach her through her phone number 954-675-3790.