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Kimberlee Slavik, Visnostics, The Sales Evangelist

TSE 1141: The Fundamentals of Visnostic Selling

 

Kimberlee Slavik, Visnostics, The Sales EvangelistVisnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales. 

Kimberlee Slavik has been a top performer in sales for more than 20 years, and she recently released a book called Visnostic Selling. Her goal is to help sales and marketing professionals harness the power of neuroscience by translating vendor-speak into client-speak. 

Storytelling

Kimberlee always assumed her sales success resulted largely from dumb luck until she listened to Michael Bosworth’s latest book, What Great Salespeople Do. The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. Stories make the Bible the best-selling book of all time because they allow readers to visualize events.  

She was listening to the book while she was driving so she couldn’t highlight or make notes, but the content made sense to her. It was the first time she recognized the science behind her own success. 

Because her career selling complex intangibles requires her to qualify clients very well, she must be able to articulate what she can do for them. She hopes to help other people figure out the science that it took her so long to discover. 

Visnostics

Visnostics is a trademarked word that combines visualization and diagnostics. Instead of showing up to a demonstration with a bunch of slides or a brochure or a website full of words to say, visnostics teaches you to reword everything. Speak in the first-person as though the client was actually saying these things. When you do, it triggers a completely different response in the brain. The order of words also plays a tremendous role. 

This isn’t a questionnaire that asks questions on your way to helping you diagnose. Truthfully, no one looks forward to filling out surveys. Instead, provide a statement instead of a question and offer three different ways to respond:

  • “I can say this today.”
  • “I wish I could say this today.” 
  • “I don’t know.”

If your prospect chooses the first option, he must score himself on a scale of 1 to 5, with 1 meaning he has a long way to go and 5 meaning it’s perfect. 

They’re very engaged because they know they have to respond to what you’re saying. It allows you to sort of hijack the prospect’s brain because they have to concentrate to answer. It’s a powerful tool for sellers.

When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. The prospect wants to tell you his story because this is what the visnostic statement creates. Instead of the seller doing all the talking, this process prompts the client to share their stories.

Visnostic statements

The book teaches people to create a spreadsheet in which one column includes all of the seller’s visnostic statements, and the book also helps sellers understand how to create those powerful visnostic statements. Another column maps out each of the visnostic statements to a summarization of a statement of work. In other words, how you can turn a non-strength into a strength. 

Once the salesperson walks the client through the statements, they’ll have a sense of the things that the client is doing well, the areas with the biggest room for improvement, and areas that simply need tweaking. 

Within an hour or two, the seller can be confident and competent in front of their clients. 

Getting started

Kimberlee begins by asking sellers to visualize a dollar sign, a clock, and a toolbox. Those images represent results related to finances and timelines and there’s an associated impact. The first words will be “I’m going to save you $1 million in a month.” For an office furniture salesperson, the aerodynamic office furniture will create more comfortable employees who work harder and work longer. The seller will then establish visnostic statements according to segmentation. 

You can figure out your segmentation by talking to past clients who will tell you more than your marketing department ever could. Since they are actually using the furniture, they’ll help you flush out differentiation.

Change your approach

When you start thinking dollar sign, clock, and toolbox, revisit your own marketing message. Start at your own website and pick out all the words that represent results. Many people are disappointed to discover that they don’t have as many as they thought they did. It might trigger you to find results by talking to past clients to understand how working with you has impacted their lives. 

One real estate agent had recommendations that all sounded the same on his site. He had a long paragraph that took up half the page describing his work. Kimberlee had to dig to find results statements, but when she did, she put together this visnostic statement: 

“My realtor had a contract on all three of my homes in less than a week when all other realtors were averaging 100 days or more.”

The reader now knows that the person sharing the recommendation wasn’t just a lucky sell. The realtor sold three homes in less than a week. The statement also differentiated the realtor from his competition by specifying how long other realtors were taking to sell houses. 

This new way of thinking will change the way you view your marketing materials, your brochures, and your website. 

Working well

Most organizations are oblivious to the fact that marketing and sales don’t work well together. Her workshops require that marketing and sales sit in the same room together during the translation from features and functions into visnostic language. They move from vendor-speak to client-speak and it makes a world of difference. 

Anytime the two teams work together, it creates a powerful team-building exercise. When their efforts are aligned and they are in sync, magic happens. When they are out of alignment, sales suffer. 

Managers who are interested in this kind of training must do their homework first. Make sure you’ve bought into the program and that you understand it. Kimberlee invites readers to connect with her personally for what amounts to a free consultation. 

After the initial consultation, she invites organizations to put their very best presenter on the phone with her. She does a Zoom call to record the presentation so she can see the best presentation they have to offer. She then dissects and separates it to identify vendor-speak and client-speak. 

Kimberlee did this for a Fortune 20 company, and the result was 28 pages of transcript, and of those, only half a page amounted to information the client would like to have. Additionally, the graphics weren’t designed to help the audience retain the data being presented.

Painting a picture

Kimberlee worked with a realtor in the sale of her own house who used visnostics to generate interest. She wrote a description about a dock that the homeowners could visit at the end of a long day, and a kitchen island that was big enough for mom and dad to make lunches at while the kids sat down for breakfast. She described the kind of life people might live inside the house, and she got 7 offers on the first day. The house ultimately sold for more than $30,000 over asking price.

The realtor had people competing for the house, and she got three new listings with people who wanted to use the same approach to sell their own houses. 

“Fundamentals of Visnostic Selling” episode resources

Connect with Kimberlee on LinkedIn or Google the term visnostic. Listeners can email her at podcast@dynaexec.com to get something from Kimberlee, and then she’ll send the feedback to The Sales Evangelist so we can continue to help more people understand why podcasts are a valuable use of time. 

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.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audiobook, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

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.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

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Create Out Of Love, Johanne Wilson, The Sales Evangelist Podcast, Little Haiti

TSE 1036: How To Have A Constant Flow of New Customers

Create Out Of Love, Johanne Wilson, The Sales Evangelist Podcast, Little HaitiOne of the biggest challenges in business is keeping that constant flow of new customers in the pipeline.  How you brand yourself and your company is imperative in producing growth and recurrent revenue.

Johanne Wilson is co-founder of a Florida-based design agency called COOL Creative. COOL stands for Create Out of Love. Their branding comes from a creative and design standpoint.

Challenges in sales

Every company experiences challenges when it comes to sales. Understanding those challenges and learning effective ways to overcome them can increase your sales. It can also clarify your target audience and reveal how to best go about reaching them.

Find effective ways to pitch so you can have a healthy flow of clients and client work. When you do, you’ll create active, recurrent clients that return again and again.

From a fashion standpoint, offer enough product and keep it updated and fresh. The customer will keep coming in to purchase product and will create recurrent revenue.

Change product release times and inform the customer of new releases to keep him engaged..

Strive for constant communication with the customer in order to drive sales.

Solutions to challenges

Maintain consistent growth within your business.

On the agency side, COOL Creative developed a growth plan that would move the sales needle.

For example, making an investment in the Goldman Sachs 10,000 Small Businesses program provides tools for creating an effective growth plan.

Johanne realized that she was spending too much time on client work and not enough on the sales side of her business. As the business leader, she realized she was spending a lot of time on design because she was comfortable with it. She was not investing enough time in the sales side.

She learned that in order to be a good business person, you have to become a good sales person as well.  You must familiarize yourself with the aspects of the business that you aren’t comfortable or familiar with.

Prioritizing sales

On the fashion side, pushing more on advertising, marketing, social, communication, and partnerships with influential people like celebrities can all help drive sales. Right partnerships can lead to other agencies funneling clients your way.

Work smarter, not harder. Identify the areas that need more attention and push toward making those a priority.

As an entrepreneur, Donald neglected the sales facet. But once he made sales a priority, everything else fell into place.

As a business leader, sales is a necessity.

Nobody knows your business better than you.  Nobody can sell it better than you.

It can be hard to let go of the things that got you into business in the first place. Identify the areas of business that aren’t as strong. Invest more time and energy into those areas.

Business will become healthier and you will be able to serve clients better.

Understand your clients’ issues and the strategies you will use in solving them. Then attach a price tag to those solutions.

When you and the client see amazing results from something you helped him with, it’s rewarding. Bringing a client’s idea to life or bringing a business objective to life makes it all worthwhile. Create Out of Love (COOL) speaks for itself when these instances occur.

Results of changes

Growth is always a good indicator for having made positive changes.

You don’t have to do anything drastic: small changes can have big rewards.

What are you focusing on? If your head is always down working on the deliverables, which is important, you must make sure there is a strong person on the sales side to keep the engine moving.

Speaking to the creative entrepreneur, don’t forget why you are in business. While it is the creative piece that got you started, you have to get good at the business side, too. This includes sales, accurate bookkeeping, and meeting with other professionals to make sure that the business stays in good standing.

“Constant Flow of New Customers” episode resources        

You can reach Johanne Wilson online at www.coolcreativeinc.com.  Here you can link to the online shop, Instagram @CoolCreativeinc, Facebook, LinkedIn, and Twitter.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

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

This episode is 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 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.

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Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, Sellout

TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, SelloutOn today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed.

No matter what industry you’re in, you’re probably going to find yourself selling. And truthfully, a lot of us aren’t good at it.

Kory offers the idea that perhaps we sell too much, so we’ve trained our customers to immediately put up a sales wall.

No skillset

So why do salespeople immediately ask, “How can I help you today?”

We don’t have a skillset. We aren’t aware of the different tools we can use at different times.

Most sellers don’t even have an effective elevator pitch in which they can build interest in their product within about 10 seconds. We don’t know how to distinguish ourselves from everyone else.

If we can’t distinguish ourselves, we’ll sound pretty average.

Instead, salespeople should learn to ask great questions.

Great questions

If it’s truly a great question, it should be able to do three things:

1. Plant seeds

You should be able to plant a seed without selling because once you’ve moved into selling, you’ve crossed the line. Since a sale is a transaction of money, it should only happen at the end.

Discuss price at the end. Planting a seed is understanding their needs and wants.

2. Overcome an objection.

A great question overcomes objections before they even come up; common objections like, “I’ll think about it.”

A great question is this: “Other than yesterday, when would you really want to start using this product or service?” If your customer says, “Now,” you’ve already overcome an objection.

3. Activate emotion.

The emotional part of the brain makes decisions. Tap into that part of the brain using really great questions that are intentional and that tap into our feelings.

Developing great questions?

Compare these two scenarios:

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 10, I’m going to get negative answers.

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 2, I’m going to get positive answers.

You’ve flipped the script and asked him for positive answers. It’s a philosophy.

You have to be relatable. Relate why you do what you do. Don’t forget to tell why you do what you do because it levels the playing field and makes you more personable.

Build an experience

1. Build rapport with your customer.

Use great questions to accomplish the three objectives above.

2. Talk about goals. 

The goal is the most important thing. You have to understand why your customer is looking to buy software.

Simon Sinek’s book Start With Why: How Great Leaders Inspire Everyone to Take Action teaches that people don’t buy what you do, they buy why you do it. The goal should always be to get the customer to believe in what you believe in.

Understand why the customer walked in the door that day.

One-minute drill

Kory uses an active listening drill that pairs two people up for 60 seconds.

One person talks for 60 seconds about something she’s really passionate about. The speaker can’t stop talking and it has to be something she is truly passionate about.

The partner is encouraged to do everything but listen. He can get on Instagram, take a selfie, browse on his phone. He isn’t allowed to listen.

That one minute teaches how bad it feels to speak to someone who isn’t actively listening.

Closing

Kory realized the key to selling when he asked a waitress in a restaurant for a recommendation. When she suggested a certain menu item, he asked her why, and then he went with her choice based upon her answer.

The key to asking for a sale is to give a recommendation and then share why you think it’s the right one.

We do it when we try to encourage a friend to try our favorite restaurant or when we try to convince him to see a movie with us.

At the end of the experience, you’re the subject matter expert. Recommend a product that you want to sell that meets the customers’ needs and then back it up with a reason.

Then close with, “Can you see how that would work for you?” and let the customer answer.

You must have a skillset and you must practice. There’s a lot of good material out there, and you can’t just show up on gameday and expect to succeed.

Practice every day until you feel really comfortable and confident.

“The Right Questions” episode resources

Connect with Kory at KoryAngelin.com and grab a copy of his book #Sellout: How a Great Experience Can Help You #Sellout of Your Product. You can also find him on Instagram.

This episode is 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. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also 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 and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Payman Taei, Donald Kelly, Visme,

TSE 936: Best Practices For Using Visuals To Level Up Your Sales Game

Payman Taei, The Sales Evangelist, Visual contentAbout 65 percent of the population learns visually. When you’re engaging with your prospect, are you simply explaining your goods and services or are you showing them your goods and services? Today we’ll discuss the power of using visuals to level up your sales game.

On today’s episode of The Sales Evangelist, Payman Taei, founder of Visme, a DIY platform to help you create and manage visual content, talks about how you can begin using visuals to level up your sales game.

Payman has run a boutique digital agency for 17 years, and his mission is to empower anyone, even those with no design experience, to create engaging, “snackable” content.

Wide audience

Payman realized a need several years ago to create a tool to help people create visual content. He realized that 98 percent of the population has no design experience, which means they cannot effectively communicate visually.

Visme seeks to fill that void and give people a starting point. It’s a platform that allows you to create all kinds of visual content using an easy interface, and it allows you to create it more efficiently than you could without it.

This matters to sales professionals because they constantly communicate with prospects and customers. You have to demonstrate why your product or service is different from your competition’s product or service.

Starting point

Visme is meant to give sales professionals a quick starting point.

It offers templates and themes and icons and assets, so regardless of what industry you’re in, you’ll have the ability to put something together pretty quickly. Then, the analytics behind Visme will track how much time the recipient spends on each of your slides or pages.

You can create a form at the front of the content that requires users to submit a name and email so you can track who looked at your content.

It eliminates the guesswork after sending a proposal or other content.

Sales struggles

If you’re an individual working in a very small business and you don’t have a design team, the platform allows you to create presentations and reports without relying on a designer.

You may not have access to a designer, and you may not have the budget for a designer. The other fact about designers is that there’s a certain amount of back-and-forth that exists in that process.

Visme allows individuals to address those pain points.

You can create the document, and then share it digitally or in person, and you can measure its performance.

Breaking down silos

If you’re part of a sales team, and you have a marketing department, you may still face some of the same challenges that individuals do.

You might work with templates that include your branding and your messaging. Visme allows your team to create templates and then lock certain aspects of them so that they can’t be changed.

Visme gives teams the confidence that they can create unique content without altering the important details. It keeps your rogue agents at bay.

This platform allows you to interact with the templates without the worry of messing them up.

The designers can decide how deep to let individual users go in terms of editing.

Focus on content

Visme allows you to focus on the content so that you can quickly create something you’re happy with.

The other advantage is that the more content you create, the larger your repository of icons and images you’ll collect. You can reuse and recycle them. So your second project will go faster than your first, and the third one will go faster than the second.

Each project becomes more efficient because you’ve got material from the previous one.

Adding value

When you’re following up with your prospects, visual content will allow you to provide relevant information. If someone applies for a download or interacts on your website, you can provide content that stands out from your competition.

You may be able to create a sales pitch for a client, and then without a lot of effort, personalize that sales pitch to another client and send visual content that is personalized to your customer.

Most salespeople aren’t as concerned about content as they are about sales. We’re trying to help them fill that gap and overcome that fear factor.

The audience cares about the small details, so first impressions matter.

Visme can work together with the other pieces of your process to help improve your conversion. It’s a piece of the puzzle.

If your process is completely broken, Visme won’t fix it. There is no magic bullet. But if you need to tweak aspects of your process to improve your sales, Visme is the tool that can help.

“Using Visuals to Level Up Your Sales Game” episode resources

You can connect with Payman on LinkedIn, and if you are interested in Visme, you can message him on LinkedIn and he’ll send members of The Sales Evangelist community a discount code for the premium package.

You can test drive Visme for free, and access a certain number of templates and graphics.

This episode is also 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. Your prospecting will never ever be the same.

This episode is also brought to you by Maximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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

Audio provided by Free SFX and Bensound.

 

Azul Terronez, Donald Kelly, Confidence, Sales

TSE BLOG 022: How Sharing Your Story can Skyrocket your Confidence and Increase Your Sales

Azul Terronez, Donald Kelly, Confidence, SalesOften when we are in a sales position or career, we tend to focus all of our attention on the product, service, and clients. All of these are good and important. In fact, if you don’t know your product or service well, you won’t provide the value that your customer needs. If you do not focus on the needs of the clients, understand their pains and wants, you may miss an opportunity to have a sale. However, one of the ways you could be missing out on a long-term relationship with a customer is by not sharing your story with them.

I don’t mean your life story from beginning to end, but rather part of your personal story with some meaningful aspect of your life. Most people choose to purchase from an individual because they trust them. Two salespeople might have equal projects, services, and prices but the one thing that wins every time is trust.

When I used to own a gym my sales team members would often tell me, “I am very trustworthy and customers like me.” Don’t be fooled, being liked is not the same thing as being trusted. Being charismatic is nice in the moment, but trust beats charm in the long run. Trust will take your sales relationships farther and grow your reputation and your reach. I want to provide you with 5 simple tips that can help you gain trust with your potential customers without being sleazy, salesy or dishonest.

Your story is about sharing who you are, your truth. It’s not just storytelling but sharing enough of who you are so that people feel like they know you. They may not ask, but they want to get a glimpse of the real you beyond your products, services or your brand.

Be Vulnerable

Confidence comes from owning who you are. Being vulnerable means being okay with being silly, if that’s who you really are, being soft-spoken or even boisterous if it suits you. When you allow your true personality to shine people connect with you on a more personal level. You don’t need to be like Joe Salesman who effortlessly talks to everyone. People will sense if you are putting on an act and that’s the moment they start to judge you and decide whether or not they trust you. Vulnerability has to do with accepting your unique qualities and letting yourself shine.

Listen, Listen, Listen

Some salespeople forget that listening requires asking questions, listening to the response and then going deeper and asking “is there anything else that needs to be heard?” and listening more. Don’t assume that the first thing that customers or potential clients say is what they mean. Listen to the stress, their doubts about the problem and repeat to them, in their exact words what you heard. Once you listen you will know which part of your story will resonate with them. Their doubts fears and joys can be reflected in your truth.

Share About Your Struggles

Some people shy away from their weaknesses when speaking to potential clients, but understanding your humanity can really help to put people at ease. When I was trading in my car, the salesperson tuned in closely when he heard me speak about my transition to becoming an empty nester. With my kids being grown and out of the house, I no longer needed an SUV, which was the reason I was at the dealership. It felt like a loss to be selling the family vehicle.

While many customers would be celebrating the sale of their car, the salesman sensed my struggle and engaged with honesty. He could have said, wow I bet that is difficult, but instead he asked questions and said he was having a challenging time making sure the time he spent with his kids was quality since he separated from his wife. His honesty struck me and when he asked what was the one piece of advice I had for him about raising teenagers, I sensed a willingness to listen. This type of connection, honesty, and vulnerability builds empathy and also trust. Although it seemed to be a small gesture, I felt better about selling my SUV that day and I haven’t forgotten the salesman or his story.

Don’t Shy Away From the Truth

When you don’t have the answer to the question your prospect or potential client has don’t try to B.S. your way to the right answer. People can sniff out dishonesty. Some people try to glorify that they are a good “B.S. Artist” but the truth is they are afraid to be real, so they just lie and try to fool others. Don’t let that be you. Honest people make the most long-term customers, sales and relationships that bring in more money and opportunity, which ultimately leads to bigger returns. Be honest and let people know if you don’t have the answers to the questions they are asking. Just be diligent and get answers for them in a timely manner. They don’t need you to be perfect, just professional and committed to helping them.

Make a Personal Connection with An Authentic Story

People who are looking to buy are constantly talking themselves in and out of the transaction every minute you are selling to them. They are weighing the features with the cost, the drawbacks of the investment vs. the benefits. You can’t control this, it’s human nature. The ultimate decision will be how much they feel like you understand them and how much they know you. Tell them about a time you remember when you were making a decision like this one, where there seemed like there were too many choices or that you weren’t certain which choice to make. Don’t make the story up, be honest. Maybe it was a simple purchase, such as a first car, or a move that you made or a leap into a career.

You just need to show your understanding of the human need to struggle through a tough choice but ultimately feeling great about it. If you are truthful about the decision whether you regretted it or loved it, they will trust your empathetic view. Tell about a time when you were young or a teenager. Just give them a chance to focus on a real experience rather than bouncing in and out of which choice to make.

Ultimately, selling is about being human, about connecting to the very nature of the person on the other end. Serve them better by being authentically yourself. Be vulnerable and listen to what they have to say. Don’t worry that you don’t have all of the answers all of the time. Engage people with your honest truth and your sales will come from the relationships you cultivate much more powerfully and more often than by way of “slick” stories, tricks or other sales gimmicks. Your story and your authenticity are not to be wasted. Use your truth in connections with others and watch your business and reputation grow along with your confidence.

 

About the Author: Azul Terronez is a best-selling author and has helped authors turn their book idea into a reality. Azul has also coached seasoned writers like Pat Flynn, of Smart Passive Income, and others find their story and execute it well.

 

 

 

 

 

Tom Payne, Charisma, Selling

TSE 793: The Power of Selling With Charisma

Tom Payne studio portrait. Photo by Andrew Collings.

Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively.

Charisma consists of both verbal and nonverbal communication.

Power of charisma

Because we interpret nonverbal cues subconsciously, nonverbal communication is far more powerful: we transmit information to other people without even realizing it.  Those people, in turn, read our nonverbal cues without realizing it.

If we tell use words to tell a prospect one thing, but our nonverbal cues communicate something different, the prospect will trust our nonverbal cues over our verbal ones.

Balance of charisma

You must balance the two aspects of charisma: strength and warmth.

Strength communicates an ability to help. Warmth communicates a desire to help. If you’re too warm, you may seem weak. If you’re too strong, you’re intimidating.

When you balance strength and warmth, the results can be almost hypnotizing.

In this episode:

  • Understand the number one tool for developing charisma.
  • Learn the impact charisma has on people’s emotions.
  • Discover how to avoid ambushes in sales presentations.
  • Uncover the relationship between self-talk and charisma.
  • Learn easy ways to practice reading other people’s nonverbal cues.
  • See how charisma can save situations that shouldn’t be salvagable.

Studies show that 70% of people can identify the winner of election simply by looking at the candidates’ photos for one second. Researchers asked participants to choose the more competent candidate, and they were successful 70% of the time.

Episode resources

Tom’s book Selling With Charisma will teach you about the most charismatic people in the world, and how their ability to control their nonverbal behavior allows them to succeed in their work.

Join us in April for the next semester of The Sales Evangelist Hustler’s League. Whether you’ve been selling for 15 days or 15 years, we’ll focus on how to build value so you can find more leads and close more deals.

Drop me an email if you have additional questions or want more information.

Donald Kelly, Success, Sales, TSE Hustler's League

TSE 785: TSE Hustler’s League-“Track For Success”

Donald Kelly, Success, Sales, TSE Hustler's League

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other.

During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons.

ACTION-BASED OUTCOMES

  1. Have an initial contact in the form of a phone call or email. Something you can do to grab their attention.
  2. Next goal is to set an appointment.
  3. Start having discussions.
  4. Educate your prospect. Help them understand and establish their need. Build value
  5. Present your solution.
  6. Review the proposal with them.
  7. Sign the agreement and onboard them as a new customer.

TRACKING YOUR RATIOS

Break down your sales quota annually, quarterly, monthly, weekly and daily as well as the number of outcomes you need to achieve.

You should understand your ratios.

This will make forecasting easier and help you perform well.

As you start tracking your day to day performances, you might increase your ratio. Stop guessing and fine-tune your pitch!

Episode Resources:

Check out 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.

Facebook group The Sales Evangelizers

Donald Kelly, Sales from the Street, Sales, TSE

TSE 784: Sales From The Street-“Whatever It Takes”

Donald Kelly, Sales from the Street, Sales, TSE

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?”

In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career.

“WHATEVER IT TAKES” PRINCIPLE

What separates top-performing sellers from the rest is their tenacious drive. They have the “whatever it takes” mentality. They have a deeper desire. They want to be the best.

HOW YOU CAN APPLY THIS PRINCIPLE

  • Call again until you get a hold of them.
  • Send snail mail or thank you cards.
  • Change the way you do your presentations.
  • In a demonstration, call and speak to everyone who’s going to be a part of that demo. Make it more effective and meaningful.
  • It takes more work but the results will pay off in the long run. Don’t just go in there and do the bare minimum. Get out and make it happen! Don’t just listen, apply it.

EVALUATING YOURSELF AND WHAT YOU CAN DO

  • Are you doing whatever it takes to stand out?
  • Have you been reaching out to your prospects on social media?
  • Are you reading their books?
  • Have you been doing your research about them?
  • Have a “Why.” Let this be your fuel that gets you up and moving.
  • Be competitive.
  • You can do a lot more. Push yourself to the next level. Make sure you put everything in, whatever it takes!

Episode Resources:

Check out the TSE Hustler’s League.

The 12 Week Year by Brian P. Morgan and Michael Lennington

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.

Donald Kelly, Follow Up, Proposal, Closing

TSE 782: How Can I Follow Up After I Send The Proposal?

Donald Kelly, Follow Up, Proposal, ClosingHave you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal?

During this episode, I highlight the importance of continuing the conversation with your customers.

Listen up and learn how you can effectively follow up as salespersons.

PREPARATION IS KEY

  • Don’t wing it. It’s never going to work. Come to the table prepared. This requires understanding the buyer’s journey.
  • Who’s the ideal customer?
  • What is their buying process? How do they purchase?
  • List the top 3 challenges that they have.
  • What do you need to ask in the first appointment?

THINGS YOU CAN DO TO CONTINUE THE CONVERSATION

  • In the first appointment, give them something that they can hold on to.Send a calendar invite. Have a clear next step.
  • Get their cellphone number. Usually, people don’t answer an email as quickly as a text message.
  • Give them a piece of content that can help them in their buyer’s journey. Use this as a follow up piece in case they don’t show up.
  • Grab their interest. Make sure they respond. Keep them involved. Get them invested on the next meeting all the way down to the pricing. Build value and they will stick around.
  • Ask them for a Non-Disclosure Agreement or something that will get you involved in their process. This will show a level of trust and respect.

Episode Resources:

Check out 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.

TSE Hustler's League, Donald Kelly, Sales, Ideal Customers

TSE 780: TSE Hustler’s League – “Where to Find Your Ideal Customers”

TSE Hustler's League, Donald Kelly, Sales, Ideal CustomersAs you know, TSE Hustler’s League is where we can learn from each other, get accountability among ourselves and see the performance and improvement of each member.  

In today’s episode, I discuss the importance of knowing your ideal customer and how you can find them.

DEFINING CHARACTERISTICS

List 3 industries you can focus on the most. This way you can point out issues. You want people to remember you so they can refer friends to you. This makes marketing so much easier.

Focus on the ideal customer and how you can guide them down the path. Have that focus because it helps everything else with your marketing.

HOW TO FIND YOUR IDEAL CUSTOMER

Look at the best customers now. Look at the ones who give you testimonials on your website. Find others like them.

 

  • CASE STUDY

 

If you don’t have one, go to your competitor’s website. Look at their case studies. Look at their ideal customer profile. Take note of their issues and problems and outline everything for you.

 

  • CUSTOMER INTERVIEWS

 

Do an interview with one customer. Find out the challenges that they have. How did you help them make money? What’s their demographic? How much money do they make? What conferences do they attend? These are some questions you can ask them.

 

  • SOCIAL MEDIA

 

Use this avenue to find customers. Check your competitors’ social media profiles, their customers and people that they’re following.

Episode Resources:

Building a Story Brand by Donald Miller

Check out 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.

Facebook group The Sales Evangelizers

 

 

Donald Kelly, Sales from the Street, Leadership

TSE 779: Sales From The Street-“Personal Invite”

Donald Kelly, Sales from the Street, LeadershipNot getting the results you’re looking for? Are your activities not getting a lot of turnout? 

In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales professional.

ROLES OF A LEADER IN AN ORGANIZATION

As a leader in any organization, you have to grow your organization. Sell the concept. Continue to bring people back and keep them inside your organization.

Send emails to different groups. Invite them to activities.

BUT WHAT MAKES THE BIGGEST IMPACT?

  • Personal invitation – Send personal text messages to individuals and not to multiples. Make personal phone calls. Take the opportunity to know each individual.
  • Role assignment – Get people involved in your activities. Say for example in a sales demonstration, have them invite other people.

THE POWER IN PERSONALIZING YOUR MESSAGE

Figure out a way to capitalize on personalization. Drop a personal email when it’s someone’s birthday. Share something valuable when someone gets promoted.

Notice a greater increase in your activities’ attendance. Get bigger results!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out 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.

The Greatest Showman, Huge Jackman, Entreprenure, The Sales Evangelist

TSE BLOG 020: 6 Sales and Entrepreneur Lessons I Learn From The Greatest Showman

The Greatest Showman, Huge Jackman, Entreprenure, The Sales EvangelistIf you haven’t seen “The Greatest Showman,” consider this: it’s much more than a movie or musical. As an entrepreneur and a seller, I took away many great principles.

The movie has many more lessons in entrepreneurship; a how-to guide for those looking to grow their careers; a study in sales, and the things that will help us succeed.

Watch for these 6 lessons when you see the movie:

1. Identify your “why.”

P.T. Barnum came from nothing. His wife hailed from a wealthy family, and Barnum wanted to provide the kind of life she had always known. He also wanted to prove himself to her father, who doubted his abilities. Proving himself became his “why.”

My own family was without a home for a period when I was in high school, so we stayed with friends and family. I watched my mom scrape money together to buy the things we needed, and that experience created in me a drive to succeed. I’m no millionaire, but the desire to provide for my family pushes me to work hard every day.

What gets you out of bed every morning? Knowing your “why” will help you persevere when challenges arise. As an entrepreneur this is critical.

2. Work beyond “no.”

Barnum was repeatedly rejected but he found creative ways to work around it. When he was fired from his job because his company’s fleet of ships sank into the sea, he took the deed from one of those sunken ships and used it as collateral to secure a business loan.

Be ethical, but be creative. When one opportunity dies, work to find another option.

Barnum’s daughter suggested his idea for a wax museum might work better if it featured live people, and his idea for a circus was born.

As an entrepreneur, do you allow rejection to derail your plans or do you find creative ways to work around it?

3. Determine how much is enough.

Barnum was obsessed with the idea of being the best in the world. He allowed it to consume his life to the exclusion of everything else.

The drive to improve is a good thing, but you must maintain your priorities. Don’t allow your drive for success, sabotage your relationships.

Have a number in your mind that represents “enough” and be willing to stop striving when you reach it. If you believe there will never be enough, ensure that your drive to achieve doesn’t cost you your family.

Consider delegating tasks. Work smarter, not harder.

How much is enough for you?

4. Add value.

P.T. Barnum encountered a young man who was dwarf and asked him to join the emerging circus. The young man refused because he didn’t want to be laughed at. Barnum pointed out that people were already laughing at him; at least this way he would be earning money.

Barnum was so focused on his own agenda that he failed to see what the young man wanted. No one wants to be ridiculed no matter how much money he or she will get.

Sales professionals make this mistake all the time. We sell customers what we want them to have instead of creating value for them.

Eventually, Barnum realized the young man wanted to be respected and admired instead of ridiculed. He discovered that the young man wanted to be a soldier, so Barnum offered him a chance to lead the circus on horseback, dressed like a soldier, wielding a sword.

Suddenly, the young man was engaged because Barnum offered something he wanted.

What matters most to your customers? How can you add value to them?

5. Never lose focus.

Distractions surround us. Anything that doesn’t move us toward our goals can be considered a distraction.

At one point, Barnum became so focused on gaining acceptance from the aristocrats that he neglected his family.

It happens to all of us, but when we recognize it, we can move back on track.

What distractions are interfering with your goals? As a seller or entrepreneur, how are you handling the shiny object syndrome?

6. Lead more often than you sell.

Barnum recruited people that society rejected; people whose differences made them “freaks.”

Barnum initially failed to realize that he had created a family for them. They were finally accepted by people because of their entertainment value. He made them part of something bigger than themselves. He inspired them.

If you find yourself focusing on numbers, look at the people around you. Find out what they need or want most. Share your vision. Develop followers.

Are you inspiring people to take action and become part of a cause bigger than themselves?

Barnum’s lessons are timeless, and they apply to all industries and experience levels. He chased his dream and learned from his mistakes.

Set goals and do everything in your power to achieve them. Refuse to be diverted from your path and inspire others along the way.

As an entrepreneur or seller, strive to be better every day and be intentional about the things you do.

Above all, do big things.

PS, check out my podcast on the topic as well.

Emily Ann Peterson, The Sales Evangelist, Bravery

TSE 778: Why and How You Need to Develop Bravery as a Seller

Emily Ann Peterson, The Sales Evangelist, BraveryAs a sales professional, one of your biggest hurdles is how to be brave especially in the face of rejection.

During this episode, Emily Ann Peterson shares with us how she tackled her obstacles as a musician and how she used her creativity as an instrument to build her business.

Listen and learn how you can be creatively courageous as a salesperson as well.

HERE ARE THE HIGHLIGHTS OF MY CONVERSATION WITH EMILY:

HOW TO BE BRAVE AND STEP UP TO THE NEXT LEVEL

  • Bravery starts really small. Oftentimes, you don’t see or acknowledge that that was bravery. Practice or enforce those mindsets and choices and they will become bigger.
  • The bravery that you see in others is the result of years of building on it. You learn how to be brave as early as childhood if you foster an environment for it to be practiced.
  • Your emotional well-being greatly affects your ability to close the sale. You are not your emotions. You can choose the way you’re feeling. Acknowledge which parts of your situation you can control.

HOW TO DEVELOP BRAVERY AS A SALES PROFESSIONAL

  • You have to experience failure. Acknowledge important pieces of information, like why a client said “No.” Learn from those mistakes.
  • If you just met a customer for the first time, start from ground zero. Listen to them. Don’t jam your product down their throat.
  • Respect the boundaries that exist especially if they’re not your own.

HOW IMPORTANT IT IS TO HAVE MENTORS

  • Mentors encourage you and acknowledge your skills.
  • Hold on to and access these pieces of encouragement every time you face rejection.

HOW SONGWRITERS AND ENTREPRENEURS ARE ALIKE

  • Songwriters boil down a story to 3 minutes and bring a listener in from ground zero. It’s all about the story and the ability to communicate with the audience.
  • Songwriters choose to leave out names, add extra colors of words or add textures of instruments to empower that story. You have to do the same thing as marketers and communicate to your market in an effective way.

EMILY’S MAJOR TAKEAWAY:

3 main ingredients of bravery

  • Vulnerability – Start from a place of honesty. Acknowledge what’s at stake. Don’t hold those emotions back.
  • Imagination
  • Improvisation

Episode Resources:

emilyannpeterson.com

@emilyannpete on Instagram

Barenaked Bravery: How to be Creatively Courageous by Emily Ann Peterson

Check out 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.

Sales from the Street, Productivity, Donald Kelly, Sales

TSE 774: Sales From The Street-“I Felt Unproductive As Well”

Sales from the Street, Productivity, Donald Kelly, Sales

As part of the Latter Day Saints, I have learned so much from my missionary service. In today’s episode, I’m sharing with the lessons I’ve learned from that experience that we can relevantly apply to sales to increase your productivity.

Plan some time for things that don’t necessarily work out.

If you don’t have something planned, every single hour and minute of the day, there are probably still some things that you’re not able to get done.

Plan Effectively

Time blocking

  • This means putting the most important things in first and set enough time to those that are the most effective.

For example:

Set aside time to do 10 calls before 10am. Put that time period and make it as a sacred time. Do all you can to not deviate from it.

Buffer

  • Put some time in as a buffer. Place some empty spots during your day so you’re able to shift things around and you have some room.
  • Those are not dead times, instead, it’s something you can use if anything comes up in the day.
  • Leave some room for error during your day. Leaving some empty spots during the day can make you feel more productive at the end of the day.

For example: 

Put a 30-minute block in between one activity and another since there may be some things you need to do in between.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

15 Secrets Successful People Know About Time Management by Kevin Kruse

Check out 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.

Facebook group The Sales Evangelizers

Prospecting, Facebook LIVE, The Sales Evangelist Podcast, The Sales Evangelizers

TSE 773: TSE Weekly FB LIVE- Hiring, Prospecting and Gatekeepers

Prospecting, Facebook LIVE, The Sales Evangelist Podcast, The Sales Evangelizers

Today, I’m going to share thoughts and insights that you can help propel your sales to the right direction. We’re taking in questions from Facebook and share the answers here with you.

What to Look for in Salespersons:

  • Experience
  • Good attitude
  • Willing to learn continuously – Make sure their experience is not hindering them to learn more and progress.

How to Work with a Gatekeeper:

  • Look for ways you can work with the gatekeeper.
  • Take advantage of social media to reach out to your gatekeepers and prospects.
  • Send them physically in the mail.
  • Make calls early in the morning.
  • Start building habits and do 10×10 (make 10 calls before 10 AM)

Territory Mangement Strategies:

  • Focus you energy on where your prospects are and where you can have the biggest impact.
  • If you’re brand new in your area, look for those your competitors are also focusing on.
  • Always work on how you can grab your customer’s attention.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out 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,

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask”

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome that!

Steps to Help You to Remember to Ask for a Referral:

Set weekly goals.

Make it a habit to set a goal of asking for three referrals per week.

Have accountability.

Get an accountability partner or ask your boss.

Join a mastermind group or our Facebook group The Sales Evangelizers, and someone’s going to follow up with you on that goal.

Set calendar invites.

Set time of your day focused on this referral project. Then send a calendar invite to your accountability partner and try to spare a few minutes to just check on your progress.

Episode Resources:

Check out 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.

Facebook group The Sales Evangelizers

Donald Kelly, Prospecting, New Clients, Cold Calling

TSE 752: What Are the Best Methods for Finding Prospects?

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively.

You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry.

Focus on the methods you think will work.

Strategies for finding prospects:

1. Test out 3-4 methods.

You could use LinkedIn, the phone, a networking event, and then try to utilize a long term method such as a blog. This way, you’re generating content to attract your ideal customers to you. Other long-term methods include a podcast or a YouTube channel. And for long-term methods, you can’t just test them out for a month, but over a longer period of time.

2. Long-term projects vs. short-term gains

You have to recognize there are things you need to do long term.

Others though have a short-term approach because they want to produce immediate results. An example of this is your email list you’ve built on LinkedIn. Or go to Google and search for a plumbers in your area.

3. Reach out to them.

This depends on the medium you’re utilizing. For LinkedIn, you can probably use the LinkedIn Navigator. Try a Google Search or use Upwork to find people to develop leads for you and see the jobs they’ve done for different industries. They can actually build a contact list for you that you will be contacting later on.

4. Go to events.

Find 3-4 events in your area and try to go to one of those events regularly. Make a goal of reaching out to four nice, solid people you can interact with. They could be your potential customers or their strategic partners. Or you could probably host a meetup yourself.

5. Create a blog content.

Create content relevant to your ideal customers. Again this is a long-term strategy, so you need to get this one for about 6 months where you’re producing content regularly. If you need help with writing it, get someone from Upwork. What’s important is you’re creating content around your customers and the things they’re searching for.

In your blog post, make sure to drive customers back to your website. Then leave opt-ins, which are places where they could leave their email addresses.

Most of all, you need to consistently do it!

Today’s Major Takeaway:

Find four methods or sources that you can use to test or find a new prospect. Do your research. Go over some of our previous episodes related to prospecting. Then see and test them out for a month (for short-term ones) and 6 months for the long-term approach. See what works best for you. Take advantage of the ones that produce the most for you and focus on them!

Episode Resources:

Check out the TSE Hustler’s League.

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

 

TSE Hustler's League, Donald Kelly, Sales,

TSE 750: TSE Hustler’s League-“It Worked For Them”

TSE Hustler's League, Donald Kelly, Sales,

In this episode, I’m sharing some sales challenges from the different sellers of the group who are coming from across multiple industries and what they did to actually make things work for them.

If you haven’t yet, check out the TSE Hustler’s League.

Our new semester next week is focusing on business development – how you can improve to become masters of finding new opportunities.

At the end of the day, it’s about applying the results you’ve learned.

Having a Process in Place

One of the clients we had was not having a process in place. So there was nothing to guide the team. Instead of basing what they do on data or best practices, they do things based on feelings. After training with me and they had a process in place, they saw greater results and they overcame whatever sales challenges they had coming.

Handling Competition

Don’t bash your competitors. This won’t build a professional with your prospect. Instead, find something good about your competition and say it. And then mention what makes you different from the competitors.

Creative Prospecting

In utilizing creative ways to prospect, you’ll find that it’s in the little things. It’s in the details. You don’t have to do big things to produce big results. It’s the littlest of things that can even have the greatest impact. Then be persistent and consistent in your sales approach.

Episode Resources:

Check out the TSE Hustler’s League.

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

Sales from the Street, Donald Kelly, TSE, Sales Tips

TSE 749: Sales From The Street -“Don’t Be The Wolf”

Sales from the Street, Donald Kelly, TSE, Sales Tips

Do you feel like you’re in the wrong industry? Or the wrong company?

Today’s guest, Joe Lemon, had that same dilemma. Find out how he tweaked his course to get him on the right track, and hopefully, you can apply this into your own life and career.

Alignment is key!

Joe Lemon has been in the B2B sales world for over 8 years and he’s so passionate about building value that he started his own podcast called, The Real Value Exchange.

Here are the highlights of my conversation with Joe:

The biggest sales struggle he faced:

Lack of alignment. He felt like he was in the wrong industry. Then, he had the attitude of that guy on the Wolf of Wall Street. He used way too many closing tactics.

Steps to overcome Joe’s challenge:

1. Enjoy your interaction with people.

2. Change industries.

3. Find the right product or service.

4. Become more creative with the whole process.

5. Understand your customers’ pain points in an authentic way.

The results:

  • Working with the right people and the right culture, going to work has now become more fun.
  • You’re not just making money, but you’re enjoying the process and your day-to-day.

Joe’s Major Takeaway:

Make sure you’re in the right industry. Make sure you’re aligned properly with the right products, service, industry, culture, and all of those things.

Episode Resources:

Connect with Joe Alex Lemon on Twitter @joealexlemon and Instagram.

Check out the TSE Hustler’s League.

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

 

David Tabb, Donald Kelly, Sales from the Street, Sales

TSE 744: Sales From The Street-“Door-to-Door Selling”

Today’s guest is David Tabb. He is a franchise owner for Welcomemat Services, a marketing company that specializes in new mover mailing. He does door to door sales.

And in his industry, this is what works effectively. In this episode, he’s sharing some insights which you can apply to you own process, no matter what industry you come from.

Here are the highlights of my conversation with David:

Why Door-to-Door:

Some businesses are not actively looking for business because they’re so busy operating their business they just want you to come to them.

Challenges with door-to-door sales (and what you can do!)

1. Developing your rhythm.

Keep a log next to you and have 2-3 hooks you can use and develop. Write them down and see what their responses look like.

2. Creating lists

Creating lists will also create that accountability factor. Have your target list for that day. Having that list will allow you to get going.

3. Simplifying the process and being able to get to the decision makers.

4. Will they say yes?

Of course, but you yourself has to see it. You have the data that you’re doing well so go out and talk the people. Open the door everyday as many times you can. Get through gatekeepers and decision makers. Just keep having conversations and you will get to a yes. That’s guaranteed!

5.Taking care of your body is critical.

Make sure that you’re also taking care of your body. Do some walking. This will help your prepare and get that mind work. Walking gets your mind moving. Park at the end of the parking lot.

6. Asking for help

Allow the person to help you get what you want and it’s a lot easier to get them to do it. This can be a game changer for you the way it did for David. Just be genuine about what you’re looking for.

David’s Major Takeaway:

Track what you do and just keep working on it. It always changes. Every situation is a new opportunity. Don’t walk in with a set game plan for every situation because that probably won’t work. Be adaptable and track what you’re doing so you can find your rhythm, especially when you’re starting off. This will lead you to bigger and better deals and percentages across the board.

Episode Resources:

Connect with David on www.welcomematservices.com or connect with him on Facebook Welcomemat Fort Lauderdale.

Check out the TSE Hustler’s League.

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

Sales Leader, Donald Kelly, Brandon Bruce

TSE 743: What’s NOT Working in Sales Today

Brandon Bruce, Donald Kelly, The Sales Evangelist

How can you be more efficient with emailing? How can you get more insights from the prospect?

Today’s guest  is Brandon Bruce who has come from humble beginnings to now co-founding and growing Cirrus Insight with $12 million in revenue and #44 on The INC 500 List. They were the first Gmail salesforce connector in the market when they launched it in 2011.

In this episode, we talk about what’s not working in sales today and the things you should do.

Here are the highlights of my conversation with Brandon:

What has changed in the sales landscape:

Positive: Tremendous amount of energy, enthusiasm, and everybody’s hustling

Negative: A big push from people coming in who focused on just getting the deal done.

The downsides of having “push” mentality:

Retention issues since there wasn’t any sustainable relationship built

Find that balance between being easy and being pushy.

The Concept of the Raving Fan

Raving fans are unpredictable in a great way. When you make these customers happy, they’re so happy that they might go out and do some crazy things for you that you won’t have any idea about. Who knows what could happen?

Tactics to Reach Out to Prospects: Meeting Them Halfway

Meet your buyers halfway. Make it really easy for the buyer to contact you. But how are you going to have those conversations?

1. Put your calendar on your website so they can schedule a time with you at their convenience. Make it a buyer-driven demo

2. Attach.io – they do attachment tracking and document management

3. Post the pitch slide deck on social media, your email signature, or on your website so people can view whenever they want to see them.

How You Can Improve Your Email Outreach:

1. Make your emails short.

Have them 2-3 lines long with simple sentences and paragraphs. It has to be super easy for people to read it at a glance.

2. Add links.

Put a link or two, and let them be at the same place so people can easily click on them. This could be in the form of a simple CTA and another link after your P.S.

3. Have an interesting subject.

4. Don’t lose faith!

5. Ask for feedback from other people in the game.

6. Send your emails early, preferably at the same time you check your emails too (which is usually upon waking up)

7. Make sure they work on mobile and they’re easy links.

8. Make sure the preview that pops up in their phone is interesting enough that they’ll open it.

Brandon’s Major Takeaway:

Keep up the excitement. Sales is always a hustle. Make sure you’re meeting customers halfway. Make deals that are easy for them to say yes to. Be clear in your message that you’re easy to do business with.

Episode Resources:

Cirrus Insight

Connect with Brandon at brandon@cirrusinsight.com or catch him on LinkedIn.

Check out the TSE Hustler’s League.

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The Sales Evangelist, Donald Kelly

TSE 742: Three Sales Principles I Learned While Visiting Jamaica

The Sales Evangelist, Donald KellyToday, I’m sharing with your some sales principles that learned while I was on a vacation to my homeland, Jamaica.

You see, the average salary in Jamaica ranges from $149,000 to as low as $16,667 (Jamaican dollars). Now, imagine living off out of that much. Say, US$500 a month?

It’s not easy but they make it work anyway. So how are they able to do it?

Jamaica has been known for the quality of education they provide to students. But the major challenge is being able to translate people’s education into opportunities in the real world.

Principle #1: When life gives you lemon, sell it and buy food.

Jamaicans are very creative and crafty. Whatever they’re going through, even challenges, they make sure they have a good time.

Music is everywhere in Jamaica. Everyone is out playing music. You’ve got to take whatever life gives you, be happy, and use it.

People in Jamaica don’t complain or whine too much about their situation.

If you have a tough situation in your life, figure out to make it work. That’s the idea!

As a sales professional, you may be dealing with difficulties right now, but take what you have and make it work – at least for now. The key is having this kind of mentality.

Jamaicans are sellers. Everywhere they went, they’re trying to sell. They find a way to create something even from nothing.

Principle #2: Outwork everyone including yourself.

As a sales professional, the most important thing you need to outrun is your yesterday. Your yesterday is not who you are, but who you were. Today, is going to be who you are. What kind of person do you want to be? Sure, you’ve probably closed $5,000 worth of sales yesterday. But today’s another day. You need to close $6,000 to outbeat that person – and that is yourself.

Stop comparing yourself to other people. Compare to your yesterday, however, and outbeat that.

Principle #3: Be happy. Be content with who you are and with life even if it’s not in your favor.

$500 here in the U.S. will only take you so far, even in Jamaica. But people there are happy. They take care of themselves and their loved ones. There are many things for you to look forward in life. There are things more important than money. No one should take your happiness away from you. Your loved ones are always something you can go back to, your grounding source. So be grateful for what you have.

Episode Resources:

Check out Episode 737 for more sales tips and strategies!

Check out the TSE Hustler’s League.

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TSE 735: TSE Hustler’s League-“Keeping Their Appointments”

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s LeagueThe goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments because this will lead to appointments. And keeping appointments will close deals.

Strategies in making valuable presentation:

1. Give value on each stage of the sales process.

Provide content but make sure you review your content and tailor it to their business. Think about what you can offer in each stage of the process.

2. Evaluation

This is the deeper discussion that you have with your customer. Share more how you can add value to their business.

3. Demonstration

Customize it to them. Get data or documents from them and include that in your demonstrations. This way, they become more committed because they’re expecting to see something that’s related to their business.

4. Learn about current challenges

Try to get other departments of their company involved.

Steps for Commitment in the Demonstration Phase

  • Deeper discussion
  • Demonstration
  • Other team members involved
  • Pricing or commitment to a proposal review
  • Set another appointment.

Episode Resources:

Check out the TSE Hustler’s League.

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

Donald Kelly, Believing, 2018 Goals

TSE 732: That Which You Believe You Can Achieve

Donald Kelly, Believing, 2018 GoalsToday, I’m sharing a story that can help you with your selling career. It all boils down to understanding that what you believe you can achieve.

I have a  friend who shares this story with different groups of people, called The Story of the Golden Pear. This is actually a tradition they do every Christmas.

The Story of the Golden Pear

There was a farmer with a wonderful pear orchard. And it was this time of the year that the harvest is just perfect. Now, this farmer had three sons and he wanted to give the gift to the king for their great harvest.

The farmer picked some of his best pears, placed them in a basket, and had his son take it to the king, with a specific instruction to take care of the package and make sure it gets delivered.

So the first one went on and on his way to the king, he found a lady who asked him what’s inside his bag. And he lied and replied he had rocks with him. Off he went to the king and when the king opened up the baskets, there were rocks! Obviously, the son was cast into jail.

Concerned about his son, the father instructed the second son to go after his brother while taking another batch of pears to be sent to the king. Off goes the second son and meets this lade. When asked what’s inside his basket, he answer pig slosh. When he got to the palace and presented his gift to the king, true enough, they found disgusting pig slosh. So he’s cast in jail too.

So he sent his youngest son to go after his two brothers and deliver another set of pears. The lady saw him along the way and asked what’s inside the basket. He said he has some of the best pears ever which are to be delivered to the king. And sure did he have amazing pears.

Pleased with the gift, the king gave him one wish. The son asked for his brothers to be freed so they can all go home. Wish granted.

Moral of the Story

Having this negative mindset, attracts negativity. What you believe is what’s going to happen to you. If you believe you’re not going to succeed, then you’re not. It’s your decision if you want to do well or not. So think happy thoughts and envision success. Know your end from the beginning and work towards that. People like optimistic people, even if you’re still new. Your thoughts manifest your actions.

Give Yourself a Gift

Make sure you have the mindset of a winner every time you go out there. Take action and believe in yourself. What did you not accomplish this year? Don’t bring that belief into the new year. Instead, believe you’re going to accomplish it and even surpass it. You can and will. Get around with the right people.

Episode Resources:

Check out the TSE Hustler’s League.

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TSE 723: How HubSpot Scaled From 150 to 1500 People and Significantly Increased Sales in the Process

Sales professionals, sales leaders, sales owners – you can get a lot from this episode today. How can you scale your organization? And what better organization there is to look at than HubSpot.

Today’s guest is Sam Mallikarjunan. He’s a marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs. He’s going to share with us how Hubspot grew from 150 to 1,500 people in seven different countries. Sam also teaches Digital Marketing at the Harvard University of Continuing Education.

Here are the highlights of my conversation with Sam:

Mistakes Most Organizations Make When Scaling

1. Losing cash faster than you’re able to acquire new cash

Cashflow is more important than your mother. So you have to be able to manage your cashflow.

2. You can’t spend money to get customers unless you’re good at keeping them.

If you’re really good at keeping your customers, you can pay your reps really well. You can give them lots of collateral to help them close the deal. Then you spend a lot of money on marketing and training.

The Consultative-Based Sales Process

When Jeff Bezos added negative reviews to the Amazon website, his goal is to make money not to sell things, but to make money when they help people make purchased decisions.

Don’t get people to make a decision that you want them to make, but coach them into a decision that’s going to be best for them.

You’d be amazed how powerful it is to not sell to somebody. A lot of times, they’ll figure it out themselves. And either buy from you or come back to you in the future to buy from you.

Strategies for Motivating Your Team:

  • Get past the “Always be closing!” mentality
  • Check out the “candle” mentality
  • Don’t make things complicated or your team is more likely to get burned out

Sam’s Major Takeaway:

The hardest thing to do is to convince people to try it. People aren’t usually driven to change unless there’s an impetus to change.Slow down your sales cycle and ask more questions. Give more answers and focus on helping. Slow that down and you’ll achieve long term business growth.

Episode Resources:

Reach out to Sam via www.samfromthevan.com or www.mallikarjunan.comOr connect with him on LinkedIn.

Check out the TSE Hustler’s League.

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Harvard University of Continuing Education

 

Donald, The Grinch, Sales Accountability

TSE 722: The Grinch Who Stole My Sales

Donald, The Grinch, Sales AccountabilityOftentimes, sellers blame their sales performance on the Grinch, well, on pretty much everything else but themselves. You see, it’s probably not the Grinch Or the Grinch probably is you. And the quicker you’re able to acknowledge this, the better chance of improving for the new year.

So stop whining and make it happen!

It’s probably human nature. We find something else to blame on when we’re not doing well.  I’m sharing the top reasons of salespeople that they do poorly on their sales performance:

1. My prices are too high.

2. I have no proper literature.

3. My territory is bad. It’s horrible.

4. I don’t have enough time.

We can have difficult times but we can overcome them. Here are strategies to help address each issue.

Price Is Too High

  • You might be selling to the wrong customers. Price is almost irrelevant if the value is strong enough.
  • Look at a different group of people who are more qualified. They are usually the ones that are more willing to pay.
  • It’s all about being able to build enough value. This comes down to you. Identify things affecting your customers. Then build value on that.
  • Marketing can produce leads but you can’t solely depend on them for leads. You still have to go out and hunt for yourself.

No Literature

If you have Canva, you have literature. You don’t even have to have literature sometimes. More likely, your prospects are not going to read what you send them. In fact, only a small percentage of people do that. So don’t fall into this trap.

Can material help? Of course, yes. But that’s no excuse for you to say you’re not closing deals. If you really need a literature so bad, use this free, powerful tool called Canva. Or send a link to your webpage.

Poor Territory

Territory management is key. Don’t let your territory be an excuse for not selling. You can still find some areas where you can find success.

No Time

We all have the same amount of time in a day. It all depends on how you can manage that time. Focus on things that are more crucial. Prioritize the things you need to do and don’t waste your time on unnecessary things.

Episode Resources:

Check out the TSE Hustler’s League.

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

TSE 720: TSE Hustler’s League-”Reconnecting Emails”

TSE Hustler's League, Donald Kelly, The Sales Evangelist, Email MarketingFollowing up is the vein of our existence. But with poor follow up, you ain’t going to find success.

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails.

Reasons for sending followup emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

Connect with them on social media then share some of their content. People feel good when you try to share their content.

3. Make sure your subject line stands out.

Congratulate them for something they did or something to grab their attention.

4. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation. Thin of something valuable that you can offer them.

Tools that let you know your email has been opened:

Episode Resources:

Check out the TSE Hustler’s League.

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

UberEATS

Boomerang

Hubspot

SalesHandy

New Seller, Luck, Donald Kelly, Best Sales Podcast

TSE 717: I DON’T Believe in Beginners Luck and Here Is The Reason Why

New Seller, Luck, Donald Kelly, Best Sales PodcastIt’s your first day of work or you’re new to sales or your business and you’re getting some opportunities. You’re calling the prospects. You’re getting your way in.

Even if you don’t know anything much about the industry or the product you’re seeing success.

Is it beginner’s luck? I believe it’s more than that.

Luck is merely the place where opportunity meets hard work.

What makes new reps so different?

They’re eager. They don’t have preconceived knowledge. Whereas seasoned sellers feel so confident they don’t push themselves too much.

I listened to this podcast called How I Built This by NPR. In the show, they interviewed a girl who had no knowledge of the industry but she was able to build a thriving organization. Or the guys of Airbnb had no prior knowledge of hospitality. A lot of people don’t know what to do in the beginning.

New Sellers versus Seasoned Sellers

What they had was not beginner’s luck, but hustle. When you’re new, you hustle and hustle because you’ve got nothing to lose.

And when you’re seasoned, you’re afraid you’re going to lose something. But how can you even lose something you’ve never had?

The beginners don’t have boundaries. They do stuff and see results. And as time goes by, the start to become afraid. They start to learn about the lingo and the processes. Someone tells them not to do it because it doesn’t work.

If you want to be a top performer, continue the hustle all throughout the process. Work late, work early. Do what you need to do.

The Power of Habit

Sometimes we get stuck in our old habits and this can keep us from opportunities. And what if you changed that? Break past that. The fears you have may not even exist. So stop falling back in your comfort zone.

Are there certain habits you need to break? What habits do you think you need to go further and beyond them?

Are you making 20 calls per day? You probably can do better than that. Don’t expect the same results from doing the same thing over and over again.

Don’t be afraid. Try new things!

Episode Resources:

Check out the TSE Hustler’s League.

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Nick Kullin, Growth Hacking, Sales Mindset

TSE 713: How To Harness Growth Hacking To 10X Your Business

Nick Kullin is the founder of Second Flight Consultancy, one of the fastest-growing growth hacking agencies specialized in digital marketing.

Today, Nick is going to talk to us about the 10x mindset, particularly how you can growth hack your business through having a proper mindset.

Here are the highlights of my conversation with Nick:

What Is Growth Hacking?

Hacking is being able to infiltrate someone’s information.

In terms of sales, apply it into your business that can help unlock how your customers think or the perceived reality of how most people see things.

How can you find the backdoor that no one is talking about or touching and infiltrate that area which is the complete vulnerability to make some big wins in your market?

How Do You Do It?

  • Deconstruct everything your business is going to be touching.
  • Be a nonconformist in how you deliver what you do and what your’e trying to sell.
  • This way, you won’t have to worry about competitors because the only competitor is yourself.
  • Instead of taking a piece of the pie, make your own pie.
  • Deliver value in a way that no other consumer has been approached that way.

Growth Hacking Through Mental Awareness

1. The why is important but first figure out your who.

Make sure you’re resonating with who you’re marketing to. Don’t be too invested in your business that you forget about whether your customers like it or not.

2. Master the art of knowing what the customers want.

It’s not about what you think is cool but what your customers think is cool.

First, figure out what keeps customers up at night. Then reverse-engineer that and tailor it around your customers.

3. Be the Weirdo!

If you’re the weirdo in a business where you’re coming up with messages different than what others are doing, people start to look at you.

4. You should never get comfortable.

Never take a day off of thinking about how you could push the dial. The moment you get comfortable is the moment you start to not being innovative.

Nick’ Major Takeaway:

You’re going to run into failure a lot but embrace it with open arms. Do calculated risks. And if you fail, it doesn’t mean it didn’t work. But it means you’re getting one step closer. Don’t get fooled by doing something that worked so you stop at that point. Keep pushing it until it doesn’t work.

Schedule a time to chat with Nick if you want to talk more about business by checking out meetme.so/nickkullin.

Episode Resources:

Know more about Nick and visit Second Flight Consultancy.

Check out the TSE Hustler’s League.

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TSE 712: Say Thank You Throughout The Year

There’s nothing like expressing gratitude towards other people. A simple thank you is fine, but wouldn’t it be nice if you show your clients how much you really value them?

We all want to feel appreciated. But instead of doing the generic things, make it personal.

I highly recommend you do the Platinum Rule.

The Platinum Rule

The Golden Rule states that you treat others the way you want to be treated.

But the Platinum Rule trumps this in have to treat others they way they want to be treated.

Find out what they appreciate the most.

Strategies for Expressing Gratitude:

1. Send a gift.

If they like ball games, take them to a basketball game or football game in your area. Or if they love a certain resto, send them a little gift card.

Do this throughout the year. Showing gratitude doesn’t only need to happen at the end of the year. Show them you care and do it throughout the year. Just show them you care.

2. Send a note.

Make sure it’s customized. Send them a Thank You mail. No one keeps generic thank you cards. But that would stand out in their mind. It’s worth it to do something like that.

3. Publicly affirm your clients.

Do a post about them on LinkedIn.Endorse them. Share something about their business. Everyone loves flattery. Sharing that show them you appreciate them. Share some referrals.

4. Show swag.

Send them your company shirts or mugs. Send them something with your brand on it. They can be you’re walking billboard.

5. Create custom spotlight.

If you have a blog, bring the spotlight to your clients and highlight them. If you have a newsletter, you can spotlight one of your top clients once a month. Or interview them and create a blog post about them.

6. Refer customers to them.

This is totally appreciate. Again, it’s moreso the relationship that’s important here.

7. Host a special event to acknowledge your customers.

Event them to an event you’re doing. Or have a client appreciation event at a trade show. Invite them to come to that dinner.

8. Send unexpected discount to them.

9. Reach out to your clients.

If you travel to an area and there are clients living in that area, go ahead and reach out to them. Take them lunch or simply stop by their office.

Episode Resources:

Check out the TSE Hustler’s League.

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

TSE 711: Common Mistakes Businesses Make When It Comes To Sales

Chris hallberg, Donald Kelly, The Sales Evangelist, Business Development

Today’s guest is Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution Without the Yelling Push-Ups.

Chris has worked with hundreds of companies, advising them and giving them practical principles to help them scale and see tremendous success.

Here are the highlights of my conversation with Chris:

Common mistakes businesses make when they try to scale:

  1. Taking your top sales rep and making them your sales manager

The skills you need to be a great sales manager are different than you need to be a great sales producer.

You have to have somebody leading the team that understands the process.

  1. Conflating marketing and sales

Senior sales leaders these days don’t really understand marketing. It’s now an integrated approach.

If given the right tools, a salesperson can be involved in the marketing process. Each salesperson can have their own little sales company and their own little sales brand and generate additional interest just by participating in the process.

The Ideal Sales Leader:

  • Somebody who has hit the numbers and always get the number you’re asking from your average salespeople
  • Somebody who can do the job but also enjoys training other people
  • Think of sales management as a third of it spent on recruiting and hiring the best available talent.
  • They need to support the top sellers.
  • The other third of the time is spent re-training people that can’t make it.
  • Sales management involves managing that flow of human energy and talent on the way in, retaining it, trying to save or retraining, and off-loading.

Tools Chris Use on His Clients:

Entrepreneurial Operating System (EOS)

The Accountability Charts

  • Identify the teams you need to have. Then have a specialized training and the specialized accountabilities that go with that.

Important Principles Entrepreneurs Should Keep in Mind:

1. Go where your customers are.

You can’t expect clients to come to you. Go to where the customers are. Meet them where they are. Make it easy.

2. Have the right mindset.

Show your customers that what you do is going to make their life better.

Chris’ Major Takeaway:

Make sure you’re around people that get you, develop you, and take you to the next level. You have to have the right conditions for you to grow. Be careful where you put your time.

Episode Resources:

The Business Sergeant’s Field Manual: Military Grade Business Execution Without the Yelling Push-Ups by Chris Hallberg

The Business Sergeant

Entrepreneurial Operating System (EOS)

Traction by Gino Wickman

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

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TSE 710: TSE Hustler’s League – “Who Are Your Ideal Customers?”

Donald Kelly, TSE Hustler's League, Ideal Customers, SalesToday’s episode on the TSE Hustler’s League is all about finding your ideal customers and how you can actually find them by asking yourself these series of questions.

And in so doing, you will have sufficient information that will help you get to those customers who will give you the most success and who will, in turn, get the most value from you.

The “What” Questions in Knowing Your Ideal Customers:

What are your ideal customers?

What do they look like?

How many employees do they have?

What do they do?

How do they make money?

How much money do they make?

  • You can always estimate, ask them, or base it on how much their competitors make.

Where do they hang out? Where do they spend their time?

What do they sell?

  • List down all of their services and which products they sell the most.
  • Why is this important? Because this will help you understand how to target your marketing approach.
  • This will help you understand which ones they’re having trouble with and maybe you can give insights.

Who do they sell?

What issues do they face?

  • This way, you can provide insights or resources that may help them.

What conferences do they attend?

What are the specific benefits your customer is seeking in buying your product?

When does your ideal customer buy your product or service?

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

 

Sales from the Street, Donald Kelly, Sales, The Sales Evangelist

TSE 709: Sales From The Street -“You Can Learn To Sell”

Sales from the Street, Donald Kelly, Sales, The Sales Evangelist

Not everyone is born a seller. But any one  can learn how to sell.

If you think you’re never going to be good at selling – stop right there. Stop making excuses. Because you can improve if you commit yourself to it.

Today’s guest is Chuck Allen, a commercial and residential roofing sales rep based in Texas for a roofing company, America’s Choice Roofing. He has been doing this for about five years now.

He’s sharing with us his biggest struggles and some strategies he applied that have now made him a million-dollar sales individual.

Chuck’s Biggest Struggle:

His transition from roofing supply to residential and commercial sales

Chuck thought it was easy to go from being an order-taker to doing the actual sales.

Although he knew the product so well, he had a hard time explaining why their customers would want the product.

He went two months without selling a roof. His bank account went rock bottom. He struggled and he second-guessed everything he did.

This was a humbling experience for him, finding out that he wasn’t a great salesman. And at that point, he decided to do something to improve.

Some Strategies to Learn How to Sell

1. Write down your weaknesses and strengths.

Chuck taught himself how to sell.

Be brutally honest with yourself. Chuck realized his weaknesses:

  • How to convey the value to customer
  • How to make people comfortable with him

2. Enrich your knowledge.

Read books. Listen to podcasts. Get some sales training. Learn as much as you could from as much people.

3. Practice.

Learn how to do presentations that can keep people’s attention. Explain your process and company. Do not lose them in a pool of technical jargon.

4. See what successful people are doing.

Follow successful in your field and in sales in general just to see how they do it. This allows you to adapt your strengths to theirs.

5. Have confidence in yourself.

Understand that no matter what the question is, you’re going to have an answer for it.

Chuck’s Major Takeaway:

Believe in yourself and believe in your products. If you don’t, nobody else will. People can tell when you’re genuine. You have to truly believe in your heart that what you’re doing is going to be the greatest benefit to the person you’re trying to work with. And nobody on earth can provide a better solution to that problem than you can.

Episode Resources:

Connect with Chuck Allen on Facebook, on Twitter @ChuckAllen2, and LinkedIn.

America’s Choice Roofing or give them a call at 855-5-MYROOF.

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

TSE 707 – How Can I Get My Sales Team To Following Up

Follow Up, Cold Calling, Donald KellyOne of the things many sellers hate doing is following up.

In fact, it’s almost as worse as prospecting. We don’t like it at times.

It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it.

So today, I’m going to share with you three things you can do to help you improve your follow up process. Sometimes, we don’t even have that process. We just wing it.

1. Set an appointment.

Nothing will progress without commitments or without some kind of forward motion. Don’t send emails saying you’re “just following up.” That’s a generic type of email. Talk to them as a human being. Otherwise, they’ll just ignore it.

So you need to get the commitment before the next meeting. Put something on the calendar. And just listen until they respond. If it’s an email, verify their email address.

2. The idea of a referral

Try to find someone you can recommend for training that can come into their HR or finance organization for instance. Try to connect them with someone who can potentially help them. Set out an introduction email between them. You can follow up with someone else without saying you’re just following up.

Tag them to an article or any relevant post on social media which you think may benefit them.

3. Have a sequence or process.

Figure out the different milestones in your sales process. And on each stage of it, figure out something you can send to them on each stage of the process. Be it blog post or testimonial or video, be creative. Share this podcast. See, you’re not pushing your agenda but you’re just trying to grab their attention.

Think outside of the box. Think like a human being. Think what you would like to receive. Make things personal.

Try something new!

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Donald Kelly, TSE Hustler's League, Sales,

TSE 705: TSE Hustler’s League-“Don’t Focus on the Sale”

Donald Kelly, TSE Hustler's League, Sales,

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League. If you haven’t yet, you’ve got to check out our awesome team of like-minded people.

This semester, we’re covering two tracks – one is focused on business development and the other one is on building value and increasing your close rate.

Everything we do in sales must have a purpose.

Empathy is key.

We look at our clients like bank accounts.

Don’t just try to get a yes from them.

Don’t just focus on getting the sale because there is so much more beyond that.

Make sure you have that strong sense of empathy. Understand your customer. Empathy is the experience of understanding another person’s condition from their perspective.

Your prospects are humans. Think about things from their standpoint.

Don’t focus on the end-result. Focus on mile-markers or key points in that process.

Things that need to happen in the sales process before the sales:

1. Learn about the prospect before sending them an email.

  • Get them to open the email.
  • Get them to respond to the email.
  • And when they respond, you want them to say yes.

2. Gain the prospect’s interests or help them become aware of you before even getting to a sale.

Episode Resources:

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Donald Kelly, Sales from the Street, TSE, Sales

TSE 704: Sales From The Street-“I Am The Bottleneck”

Donald Kelly, Sales from the Street, TSE, Sales

Today, I’m going to share with you a challenge that I had, specifically that fear of closing the sale, and how I was able to overcome that.

I actually realized that I was the one getting in the way of my sale. So I knew I had to  surpass that.

A lot of sales people are afraid to close since their fear of getting rejected overpowers them. But there are things you can do to get overcome this fear and to get comfortable once you get to the closing part of the sales process.

Strategies for closing the sale:

1. Build as much value.

Help your buyer solve the problem and make that decision.

2. Get them to the next level.

They’re not going to be mad at you.

They need your help so bring them to the next level.

Don’t Make Closing an Event

Closing is just a continuation of the entire sales process. So don’t think of it as a separate entity.

Stop making it as this big thing in life.

Guide the prospect into the next part of the process. And just keep on moving.

Episode Resources:

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Millennials Seller, Young Sellers, New Seller, Donald Kelly, Tim Cole

TSE 703: How to Prevent Burnout as a Millennials Seller

Tim ColeToday’s discussion places its focus on younger sellers, specifically how to prevent burnout as a millennials seller. But older sellers can benefit from this too.

Tim Cole is an award-winning CEO. He has helped launch 20 new brands to the market and has been instrumental in 6 legitimate blockbusters. A key player in the pharmaceutical industry, he has a book released recently called The Compass Solution: A Guide to Winning Your Career.

Here are the highlights of my conversation with Tim:

The Need for Overcoming Burnout

71% of millennials are disengaged from their jobs. They don’t want to be there and are looking for a place to go other than where they’re at.

You need to find something that can give you purpose and direction.

Tim describes burnout as a deteriorating process for people losing a sense of purpose leading them to lose their way until they’re no longer inspired. They deteriorate to full disengagement until they burn out.

Tips to Avoid Burnout:

1. Find something you’re passionate about.

2. Find something that you have some degree of attitude and skill around.

Practical tips to avoid burnout.

1. Exercise

Go to the gym and exercise for the rest of your life. Keep yourself in good physical shape and commit to that shape from that point forward. Assume that if your body deteriorates, your mind will too and ultimately your job.

2. Social Network

Have a strong social network. Have a group of friends you can confide in that can give you a strong network away from the job.

3. Family

4. Hobbies

Do things that occupy you away from your job.

Resilience

Have an iron jaw.

How to avoid being complacent:

  • Never allow yourself to settle in a comfort zone.
  • What else can you do make yourself better?
  • Do something more!

Tim’s Major Takeaway:

Never stop learning. Never assume you’ve figured things out. Challenge yourself every day to continue to evolve. If you commit to learning, you will eventually adapt to whatever the circumstances are and you’ll overcome them.

Episode Resources:

Learn more about Tim on www.thecompassalliance.com or follow him on Twitter @officialtimcole. Grab a copy of his book The Compass Solution: A Guide to Winning Your Career.

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Experienced Sellers, Struggling Sellers, Sales Leaders

TSE 702: The Three Biggest Struggles Experienced Sellers Face

Experienced Sellers, Struggling Sellers, Sales LeadersToday, I’m sharing with you the top three struggles experienced sellers (those who has been selling for three years and more) face. And if you find yourself in a rut, here are some tips and tricks to help you get over it so you can achieve success in your sales game each and every time.

Boredom

  • Look at changing to a different industry.
  • Rejuvenate your success. Go back to the first time you helped someone. Go back to your customers and focus on them. Have that why and focus on that.
  • Play games. Join in team competitions. Or join the TSE Hustler’s League.
  • Set goals. Compete against yourself.

Lack of Hunger

  • No one is going to sit on top forever. So don’t just stay there.
  • Do things to evolve. Stop being complacent.

Inconsistency

  • Stop winging it.
  • Optimize your process. But make sure to be consistent.
  • Have a pattern and be consistent.

Episode Resources:

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Noah Kagan, Donald Kelly, AppSumo, The Sales Evangelist

TSE 701: How Noah Kagan and Team Used Inbound and Outbound To Reach 8 Figure Sales

Noah Kagan, Donald Kelly, AppSumo, The Sales Evangelist

Noah Kagan is the founder of AppSumo and today, he’s sharing with us what they did internally to grow AppSumo to an 8-figure business though inbound and outbound strategies.

The number one challenge many sellers face is getting more customers. Noah describes AppSumo as a “groupon for geeks” where they offer daily and weekly deals for small business owners.

His other company, Sumo.com offers free email tools for online businesses. It’s 90% inbound sales. While AppSumo has been 90% outbound sales. That being said, Noah is sharing the different strategies they’ve learned in their seven years of doing this.

Here are the highlights of my conversation with Noah:

How their outbound approach works at AppSumo:

  1. Align your offering to how your clients can grow.

They focus on promoting clients to 100,000 people.

  1. Work on how you can transition them into a phone call or real-time chat as soon as possible.
  2. Give a clear benefit.
  3. Make sure you follow up.

Doing a follow up is critical. Almost 50%, if not more, of our communication with potential partners happens on a follow up.

  1. Education is key to not come across as being pushy.

Show them that they’re important to you.

  1. Put in the work.

Your responses and replies are a direct input of how much time you’re spending on that email. For how many replies and success you get from people responding to your through text or email is a function of how much you’re putting upfront.

More nuggets of wisdom from Noah:

The more boring sales is, the better you do it.

When you contact the person you believe you can truly help, then it’s a disservice for you to not educate them and make them your customer.

The power of having process.

This also involves figuring out the right sales people for your culture.

Go find a product that you just love.

There are tough times you feel you have a crappy job or you’re in a company you don’t believe int. Then use it as a time to really improve and hone your skills.

Listen for feedback or ask for it.

Work on how you can get better for the next one. Then you will improve and be so much better.

Are you driving results for other people?

Your selling some expectations and they have to have some confidence on whether you’re going to deliver on that.

How to Improve Your Sales Pitch and Process:

Record your next sales call or sales email. Get it transcribed. then send it to someone you think will give you honest feedback, Then go through your sales pitch and your sales process. Do this on a monthly basis.

Strategies for achieving KPIs:

Split up the responsibilities so your team can focus on what they need to do all day.

Put people doing specific tasks and they should only focus on that specific task.

Getting Started with Inbound Sales to Generate Traffic:

  1. The education model

Offer a free product or some type of product for free for lead generation. Put on different types of content.

  1. Then call people and talk to them and find out if what you’re offering makes a big difference.

Adjust your messages according to what customers like.

Noah’s Major Takeaway:

Find something you just love. Don’t think yourself as a salesperson and instead, think of yourself as an educator.

Episode Resources:

AppSumo

Sumo.com

Listen to Noah Kagan Presents podcast.

The Sales Acceleration Formula by Mark Roberge

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TSE 699: Sales From The Street-“Selecting Great Customers”

Customers come in all shapes and sizes. So how do you go about selecting great customers?

Today, I’m sharing with you some great insights into how to maintain awesome relationships with clients and build new relationships.

You Have Control

You are on the front line so basically you have the ability to select the customers that you bring into the organization.

7 Components to Look At When Selecting Customers

1. It’s a client wherein you like the product they offer.

2. Look at the end result. Think from the customer’s outlook.

What causes to get the job well done? Look at the attributes of the customer and what the ideal customer looks like? Work backwards.

3. The leader has to be involved in the process.

4. Someone who has a clear idea of their objective.

A good metrics is that they should have clear KPIs.

5. Willing to roll up the sleeves and hustle

6. Look at the organization’s culture.

Check out Glassdoor and you’d see what the sales reps are saying about the company. You’ll have an idea of their leadership style.

7. See what their customers are saying about the organization.

Episode Resources:

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Donald Kelly, The Sales Evangelist, Prospecting

TSE 697: 5 Lies I Told Myself Not To Prospect and How I Overcame Them

Donald Kelly, The Sales Evangelist, ProspectingProspecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years.

5 lies I told myself to not prospect and how I was able to overcome them:

1. We don’t have time.

I was so busy doing other tasks like working on proposals or going through past leads or make sure I caught up with all the emails. I was doing different things for my boss and so many other stuff and I didn’t have the time.

But that was the lie I told myself. Of course, I had time! I just lied to myself. And so do you. Keven Kruse has an effective book on how we can better plan called 15 Secrets Successful People Know About Time Management.

Set time for prospecting and block it out. Say, for two hours. Do it from 8-10 am. Block it off and do it then.

2. We don’t want to disturb the prospect.

If you can tell them a way that they can, say, save another $500 in his business per month, then they’re probably going to take your call. So don’t think you’re disturbing them. Sure, you may disrupt there.

But know that you have that solution or value to help their business. To be able to present that in a valuable way.

Make sure your messaging grabs their attention.

3. I don’t know how to do it so I can’t do it.

Learn your way around. And this podcast is a good start. Search videos on YouTube for prospecting. You’re going to mess up the first time. But learn and move on. Read books. Listen to podcasts. Interview people from your industry. Apply them.

4. I’m going to follow up on past customers.

Of course, you should. But that’s not the only place you can go to find new people. You need to get new lifeblood in the organization. Yes, get your old customers, but don’t neglect finding new people. So set that time in the morning focusing on finding new people.

5. I have to send an email first before I call them.

You can call people without sending them emails. Get out of that trash-talking in your mind and just go ahead and call.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

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TSE 695: TSE Hustler’s League-“Defining The Ideal Customer”

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League.

Quick Hacks to Find Ideal Customers:

Customer Support

Best customers are the ones paying for products or services. This is an often overlooked area.

If you’re new to an organization, go to customer support and ask which customers give the most headaches.

Ask which customers they get the most calls from. Then ask those they don’t get a lot of calls from because these are the ones you need to go after.

Case Studies

Whether it’s your own case study or a competitors, case studies reveal things you don’t necessarily look at all the time. Inside, you’ll find some talking points you can use to reach out your ideal customers.

Customer Interviews

Meet with your customers for coffee or something and interview them. Or go to their organization or just set up a time to have a conversation with them.

Ask why they went with your organization. Ask about the basic demographics that can help you with your prospecting – teams, number of employees, etc. Ask the more meaty questions. Find out how they make money.

Episode Resources:

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The Sales Evangelizers Facebook Page

TSE 694: Sales From The Street-“What You Must Know Before Taking A Commission Only Job Part 2”

This is part two of the other day’s episode where we talked about things you should consider before taking a full commission job. The first six have already been discussed back in Episode 692 and so I’m going to discuss the last two points today.

  • Work Ethic

If you haven’t done a full commission job before, you’re going to get screwed up without the right mindset. You want to get that money at the end of the day.

Figure out what their ramp up week is. It’s typical scenario that they’re going to train you. And you have to pay for rent. And if you didn’t make any money that week, they’d float you for that week but only for a certain number of weeks.

Then you need to figure out way and when you start getting money, you pay off the money. Say, the ramp up period is a couple of weeks, which means you start paying for your own stuff afterwards.

So be willing to work hard and be willing to wake up early. Be willing to stay up late and do what you need to get some leads. Have that why. Otherwise, don’t do it.

  • Planning

If you don’t close any deal, you get nothing. So if you’re not able to plan your days effectively especially if you’re doing cold-calling, you’re not going to make it.

Make sure you plan out your days and put everything on the calendar. Be totally organized. And if do this, you’re going to be successful.

I’m telling you. It can happen. But you’ve got to hustle. You’ve got to put in the work.

Get Your Mind Right

This includes studying and getting access to knowledge. Read books. Watch videos. Listen to podcasts. Because you need that daily inspiration.

Set apart 30 minutes a day to get your education in as well as some time to get that motivation in.

The path to depression is quick. It’s easy to doubt yourself. And you may think about going back to your job waiting tables. But nothing worthwhile is ever easy.

You have to put some hustle in. But you also don’t want to reinvent the wheel. So go with an organizations that already have all these eight things in place.

Episode Resources:

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The Sales Evangelizers Facebook Page

TSE 692: What You Must Know Before Taking a Commission Only Job Part 1

Should you take a full commission job? This isn’t an uncommon question among sellers. So I want to give you some insights today into how you can be successful at it as well as some red flags.

Here are 8 things you need to make sure that you understand and have agreed to before accepting your full commission job.

1. A proven process to follow

Find out what the ramp up period is like or what is their process like. Do they have a manner for you to follow to sale? Or do you have to go in there and wing everything? They should have a process you can follow otherwise wining it will get you nowhere.

2. Leads

Will you get your own leads or will they provide them?

If you have to get your own leads, it takes you three months to close one deal. You don’t know who the ideal customers are or where they’re hanging out. You have to learn industry information.

All these you have to learn plus you have to find your own leads. So you have to go out and cold-prospect. Or you try to go to networking events.

Well, they have to help you getting the leads They should have a process for that.

3. Goals and Metrics

Make sure they have clear goals and metrics for you to hit for your ramp up period. Get an idea of what their ramp up period is.

Find out if they have key indicators you or they can use to gauge your performance – number of calls, amount of demo or appointments set, etc.

4. Compensation Plan in Writing

Don’t go with word of mouth, especially if you’re working for a friend or family member. Make sure you get everything in writing. It’s not being hard-nosed but it’s being smart.

It’s just business. It’s not personal. If they’re going to let you go, it may not be for a personal reason.

Make sure you get everything in writing. Whatever the arrangement is, make sure everything is put in writing.

5. Employee Reviews

Check out Glassdoor to find out from employees what they like about the company or whether the company has good reputation. Get whatever information you can about the company.

6. Current Customers

Do they have current customers? Find out if they have a process for handling customer complaints. Otherwise, you don’t want to be wasting your time handling those concerns.

Stay tuned for the last two things which I will discuss this Wednesday!

Episode Resources:

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The Sales Evangelizers Facebook Page

 

 

Sales Motivation, Donald Kelly, Shiv Khera

TSE 691: How Winners Don’t Do Different Things, They Do Things Differently

Sales Motivation, Donald Kelly, Shiv Khera

Today’s guest is Shiv Khera, a motivational speaker who has inspired and worked with some of the biggest brands like HP, Citigroup, HSBC, Cannon, Nestle, Philips, Mecedes-Benz, and the list goes on.

Shiv is the Founder of Qualified Learning Systems USA. He is also the author of the book, You Can Win: A Step-by-Step Tool for Top Achievers. In sales, you have to have the ability to continue especially during those tough times.

Here are the highlights of my conversation with Shiv:

How Winners Don’t Do Different Things, They Do Things Differently

Winners form the habit of doing things losers don’t like.

  • Achievers also have those things they don’t like to do but they do them anyway. They bring all positive behavior into reflex action.
  • Then the positive behavior becomes habitual. Every time they do it, they just do it right. If it happens that way, the reflexes will go right.
  • The same thing happens with people who keep doing it wrong.

Practice Makes Perfect?

  • Not true. Practice only makes permanent whatever you practice. Only perfect practice makes perfect.
  • 90% of our behavior is habitual.
  • If we have positive habits, we have a positive character. If we have negative habits, we have a negative character.
  • Bad habits come easy. And before we get the habit, the habits got us. That’s what the whole thing is all about.

Winners always put in the extra effort even when it hurts.

  • The greatest master in the world went though greatest disasters when they started but eventually by persistence and constant practice in the right manner, they hit it.
  • According to Muhammad Ali, to succeed life, we need the skill and the will. But between the two, will is more important than the skill.

How to Develop that Will to Win:

1.Don’t take rejection personally.

Selling is a rejection business. You have to take ten no’s before you get a yes. When you’re rejected, you’re not being rejected personally. Maybe the product or the product has been rejected, but not you.

2.Persistence is key.

Most sales take place in the fifth closing attempt. But 80% of people quit before the fifth closing attempt. There is no wonder why only 20% of them make 80% of sales.

3. Input determines output.

Where we will be five years from now will depend on two things: the books we read and the company we keep

Read two or three books every month. Decide what you input into your head and output will be determined right there.

4. Understand the two kinds of people – Success Seekers and Failure Avoiders

Success seekers are motivated, enthusiastic, inspired, and passionate. They don’t quit after the first failure. They’re persistent. Their desire to succeed is greater than their fear to lose.

When you play to win, you play out of inspiration. When you play not to lose, you play out of desperation.

Failure avoiders sit on the sidelines. They tried but they were not committed.

5. Create a good environment.

Be willing to do it yourself. Invest in yourself. Learn as much as you can.

Shiv’s Major Takeaway:

People keep talking of one thing that there is too much competition. Very little fraction of people are willing to do more than what they get paid for. Are you willing to be one of them? Always give more than what you get. Live by this and you become your competition.

Episode Resources:

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Connect with Shiv on www.shivkhera.com to learn more about him. Or shoot him an email at shivkhera@shivkhera.com.

TSE 689: Sales From The Street-“Don’t Be Sleazy”

There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy?

Today’s guest is Michelle Weinstein and she’s going to show us just that.

Michelle is fellow podcaster, her show Success Unfiltered talks about how you can overcome rejections to achieve the success you want.

Here are the highlights of my conversation with Michelle:

How to Stop Being Sleazy:

  • It’s not about you, but it’s about the buyer you’re selling to.
  • It’s all about your client.
  • Does your product or service solve one of their problems? It does, great. If not, find something new.

It’s Not About You

  • Work on building a rapport and relationship.
  • Some sales cycles are long, others are short.

The Pitch Queen System

  • Figure out what their problems are. Get to know them personally.
  • Don’t forget about the human connection.
  • Building rapport and relationship is like a transfer of “currency” in terms of your energy.

How to Get Personal Without Being Too Intrusive:

  • Start asking people questions.
  • If you’re in line at Starbucks, get someone to get off the phone. Find something authentic that you can strike up a conversation with.
  • Talk with your baristas or dry cleaners or car cleaners. Learn about their family.
  • Talk to your neighbors and get to know them.
  • Implement the above things into your business and it’s the same thing.

How to Avoid the Things that Turn Buyers Off

  • Talk less.
  • Remember the 70/20 rule. Let them talk 70% of the time, while you talk 30% of the time. The more people talk, the more they get into their emotional state.
  • Ask really good questions.
  • Be genuinely interested in the other person.
  • Make sure you love what you’re doing.

Your Contacts Are Your Worth

A relationship could pay off ten years from now. Don’t burn the bridge and keep in touch with people you know. Timing has a lot to do with it too.

Michelle’s Major Takeaway:

You can’t let any of the no’s and the rejections you hear get to you. Listen to her podcast called Success Unfiltered. Believe in yourself and do whatever you can to not let anything else get in your way.

Episode Resources:

Connect with Michelle on Instagram, Facebook, LinkedIn and her website, www.thepitchqueen.com and check out her eBook.

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TSE 687: Make Your Disadvantages Become Your Advantages!

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages.

I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura.
In the episode, we pointed out some of the disadvantages I experienced.
  • Being raised in a single parent home
  • We were immigrant to the country.
  • We were poverty stricken household.
In some instances, we see these as excuses that keep us from accomplishing our goals.

How This Relates to Sales

I went for a job interview and I was told I didn’t have any experience so they didn’t want to work with me.
The interview lasted for only five minutes.

Seeing the Disadvantage

No one would take me because I didn’t have a lot of B2B experience. Considering I was already in the door-to-door security and I did phone sales. They didn’t care about all the other things i did. They only cared about having that B2B experience.
So I hustled and went to my network. Someone introduced me to another until I got introduced to a CEO. I was hired and then got into the software industry.
You see, I didn’t have the experience to come in as a B2B rep. But that fueled me to get as much knowledge as possible.

Turning It Into An Advantage

Because of my eagerness to learn, it propelled to work harder and learn more. So I became one of the top selling performers in the company because of that hunger and that drive.
My inexperience propelled me to learn and to study and listen to podcast. I read and gained new insights. That caused me to become stronger.

How This Applies to Other Areas of Selling:

1. If you’re bad at picking up the phone
If you’re a great writer, write out what you’re going to say and practice that. Then your ability to articulate yourself on the phone becomes more effective than those natural at speaking.
2. If you’re not that great at closing
Closing doesn’t have to happen at the end of the call. Look at the close as a way to continue the relationship or how you can get them to say yes earlier. Closing can be more of a natural progression. Learn how to properly close and this becomes your advantage.
Don’t look at your disadvantages as something that’s going to hold you back. Utilize them as your strength by developing them and you’ll see amazing results, not only in your sales but life in general.

Episode Resources:

Pioneers of Insight Podcast

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TSE Hustler's League, Donald Kelly, Self Worth, Sales

TSE 685: TSE Hustler’s League-“Your Self Worth”

TSE Hustler's League, Donald Kelly, Self Worth, Sales

How much is your self-worth? How do you overcome your fear of rejection?

Today’s snippet taken from one of our recent sessions over at the TSE Hustler’s League is about the idea of self-worth and how you can overcome your fear of rejection.

How Would You Rate Yourself?

We play all these roles – husband, father, mom, sister, spouse, sales professional, manager, etc. Say, you’re put in an island and all these roles are taken away from you. How do you rate yourself on a scale of 1-10? (10 being awesome and 1 being “you’re nothing”)

You’re a 10! You Should Be!

Roles are the things we’re given in life which were either given to us or something we choose.

On the other hand, your identity is your self-worth or your self-esteem. This describes you deeper than your role.

You’re a 10? Why? Because even if all your roles are taken away from you, that shouldn’t diminish your self-identity or your self-worth. Never!

No one can take away your self-worth besides you.

So the next time you get rejected over the phone. Ask yourself. Are they rejecting the seller? Or are they rejecting you as a person?

They don’t know you.

They’re not rejecting you as a person. They’re just rejecting you as a seller.

Therefore, understand your sales role is what’s being rejected, not YOU.

Don’t Take It Personally

But what usually happens is when somebody rejects you in your role, we take that personally and it brings us down.

So when the next phone call comes, your confidence level starts to decrease.

You’re an i-10!

But why is it easy for some people to rub that off their back and not have any issue with rejection? That’s because they have a strong sense of self-worth.

You’re an i-10! You’re an identity of ten. On a scale of 1-10, you are a ten. Take all these roles away from you but your self-worth should never be brought down.

Your Roles Don’t Define Your Self-Worth, But Your Self-Worth Define Your Roles

Don’t care about what people think about you. Only care about what you think about yourself. Realize who you are. Your self-worth is 10. You’re not going to be judged based on your role. You’re going to be judged based on who you are. And that person who’s going to judge is YOU.

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TSE 682: What the Magic School Bus Taught Me About Complex Selling

I watched a show on Netflix called The Magic School Bus. No, it isn’t an action film as you would imagine me watching. It’s actually an animated film but its story is worth to be told. And I want to share with you things from the show that we can tie back into sales.

The Story of Changing an Ecosystem

Arnold is the kid who’s always scared. They have a new teacher Ms. Frizzle, the younger sister of Dr. Frizzle, a researcher. Being new to class, she brought a whole new way of doing and learning things.

The story was about the ecosystem and how it changes. They talk about the danger of implementing new into the ecosystem as well as the benefit it can bring. So there was this invasive plant and Arnold wanting to get rid of it, left it on this magical island where their class went for an adventure. They went back to their time machine, 30 years in the future and everything was out of whack. Then they introduced bunnies on the island to eat the plant but the poor creatures went all crazy. So this whole ecosystem totally changed.

Now Ms. Frizzle was teaching Arnold about how not all things that enter an ecosystem can cause damage. She mentioned the idea of honeybees that were introduced to North America and how it helped the environment.

Application to Sales

Tying this back into the world of sales, there’s this idea that we don’t like changes.

1.Understand their current ecosystem.

As you present your product or solution to an organization, are you able to understand their current ecosystem? What is their current ecosystem? What current technologies do they have in place? Why do they have these kinds of processes?

Instead of focusing on your particular product or service, understand their current ecosystem in place.

2.Get the right people on board.

Some people are more open to change than others. For example, IT directors are sometimes not so inclined to a solution coming into their ecosystem when they didn’t agree to it (because finance or HR was the introducing it). Understand that IT has a system and they have their own processes. So when you try to come in and “mess up” their system, they try to derail the next steps.

Another example is the marketing department and sales teams. They have their own way of doing things and they may not want to get that change. Find out what their ecosystem is like. Try to find an internal champion to make it easier for you to transition into new changes.

3.Paint that vision for them.

Position your presentation in a way that you’re able to paint a picture of what it would be like if they had this kind of change introduced to them. Give them a vision of what’s to come.

Recognize that certain individuals have a stake involved in selecting a solution or service. So be delicate. Don’t bash what’s in place right now. But talk about what it could be like.

Paint the vision of what it would be like without insulting what they currently have.

Point out how they can enhance their job. Help make them look like the winner in the scenario.

Compliment them on the things they’ve done.

Today’s Major Takeaway:

Recognize your customers are human beings. And as humans, we don’t like change. Help mitigate that impact by getting them gradually into it. Paint that vision of what that new world can be like.

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Value, Donald Kelly, Raúl Sánchez Gilo

TSE BLOG 014: Value vs. Price: The Importance of the Perceived Value

Value, Donald Kelly, Raúl Sánchez GiloLast week I saw an interesting infographic on social networks saying the following: “Something is happening, Facebook, the most popular social network, does not generate content. Airbnb, the large provider of accommodation, does not own properties. Uber, the big taxi company, does not own any vehicles. Alibaba, the biggest marketer, has no inventories…”

Well, this is already happening a long time ago. Generally, we think about products as tangible items, as physical goods with a set of attributes (features, functions, benefits, and uses) that are capable of meeting one or several needs and requirements. But the product nowadays can also be something intangible, which cannot be perceived by the senses previously, at least not until they are used, and in that sense the product can be a service, or may even be an idea, a concept, a philosophy, a story, that is also perceived by buyers as able to satisfy their needs or desires and therefore as subject of exchange.

A product can be a good, a service or an idea.

In fact, on most occasions is a set of all of them. A beauty treatment is a service, but the idea that sells is the desire of youth. There are companies that sell ‘experiences’, and that is something else than just a service. Ideas are also the religious ideas, political ideas, environmental awareness, and also the reputation of the seller. The salesman, the trust he can generate, his personal look, his charisma, are also part of the product that he sells. Other main and differential psychological attributes of the product are the Brand and Quality, which also add value to the product.

People buy more by ideas, by emotions, by feelings and heart. They buy benefits and solutions, they buy advantages and buy services that are intangible. And they buy the ideas they perceive from the seller, and in the seller.

Said this, we can better address the concept of the perceived value of the product which allows us to avoid entering price wars, allows differentiation and even to increase the price of the product.

The Perceived Value Formula

We should not compete just on price, which is an unproductive battle. The price is important in the purchase decision but should not be the only buying reason. If we do not have differentiating advantages, or when the customer perceives similar products or services, he decides just for the price. So that it’s needed adding new ideas and concepts, add value to avoid competing only on price. The salesperson needs to persuade with a value proposition, aggregate value to his offer to find advantages that differentiate him.

In short, we have suggested that the price is just one more variable in the perceived value scales of customers and consumers, and not the only component. It is best to explain it with a simple formula that everybody will understand:

Customers always perform a mental operation, sometimes more unconscious than rational, and sometimes very calculated, to know when buying is positive. To justify the purchase, they make a balance between benefits and sacrifices perceived in the supplier’s offer, and the perceived value of the customer is based on the difference between what they receive and what they give, something like this:

Perceived Value = Total benefits and/or advantages – Total costs and/or prices

In this formula, the first is the whole set of economic, functional, abstract, psychological (such as brand, quality, etc.) benefits and advantages of the product or service, and all the added and differential values. The second term includes all prices, economic costs, and also time, energy and psychological costs. It must be stressed that part of the costs are also the time that is used to make a decision, also the time spent in making use of the service, the psychological cost (e.g. against a particular brand, or stop using the usual product to change to another) and the cost of energy spent or effort for the purchase and enjoyment of the service.

The customer will also make this assessment with your competition:

  • If the perceived value of your product is greater than that of the competition, he will be inclined to your offer, and vice versa.
  • If the perceived value is negative, the price is the barrier, and generally, he will not buy. Or he will say that it is very expensive, he perceives nothing beyond the price.
  • If the perceived value is very small, the price and the consequent price war may be what decides if he buys from you or from the competition, he will buy the cheaper, or not buy.
  • On the other hand, if the perceived value of your product is very high you will sell more and better.

The value proposition

It is the seller’s job to increase this value, making the customer perceives and properly assesses the full set of benefits, including here all the factors, subjective and emotional advantages and added ideas to counter the price force. In this sense, the price and value of a product are not the same. And so we say that the price is not or should not be the only reason to buy, it is not the only element of the equation unless we do not make any value proposition.

When a customer is asked how they perceive the value of a product, they are actually being asked to compare it with their perception of other existing purchase alternatives. And therefore a product is not expensive by itself, the answer is: ‘expensive compared to what?’…

In short, the value proposition is to explain to your customer why they should buy from you and not to your competition. This must include the whole range of benefits and advantages of your product or service that solve their problem and meet their needs and your differential value. In other words, to provide a higher perceived value to the customer.

The dynamic perceived value.

The ‘problem’ is that this scale of customer values, this perceived value, is subjective, is abstract and it is a dynamic variable, changing, but not only from yesterday to today, but also from one day to the next. That is, the valuation of the customer is different before the purchase, at the time of purchase, while using the product, and after using the product. There is an initial, middle and final perceived value.

Furthermore, it changes with each client, it is subjective, so for each client, or customer type, each market segment or niche, you have to make a different value proposal, because ultimately we are people, and we value differently the same advantage, we have different sensitivities, as well as different economic capacities that will also affect the appreciation of those advantages. For the same product, different customer segments perceive different values.

There are also companies that play with the initial and final perceived value, looking to satisfy their customers by promising something they can deliver, and deliver more than they promised or surprise the customer with small details that were not in the initially accepted formula, values that were not expected. But also the opposite happens, disappointing the client with a final perceived value lower than the initial, and that is not what we want.

Lower prices are not the way

Well, despite being a formula, it is not accurate. That’s why the ‘easy’ way of that formula is to lower prices, but this does not always mean that demand rises, and it also generates another spiral of problems. Just like raising prices, it also needs to increase the perceived value of the product to be able to raise the price without problems. It is a Price vs. Value balance. In today’s competitive and changing world, the best way is to increase the value of our product, not to reduce prices. Rather, even to increase the price, if and only if, we increase our perceived value.

Therefore, companies and salespeople must deal with the perceived value of their product in the customer’s mind, which is a continuous job. Furthermore, building customer loyalty, as result from their satisfaction degree, will depend on the good or bad management by the seller and the company of that perceived value in relation to the initial expectations. That is, customer satisfaction and his loyalty will depend on the difference between the perceived value and the expectations. But that’s another story. One that is priceless.

Author bio 

Raúl Sánchez Gilo is a Spanish engineer, traveler, salesman, chess player, and writer. And not necessarily in that order. Thanks to his long experience in exporting technical products to more than 60 countries, throughout Asia, the Middle East, Africa, Europe and Eastern Europe, the author now shares the secrets to success in sales in his first book: “Sell More and Better, Eternal Sales Techniques beyond Internet”. A must-read literary experience for the thousands of salesmen, entrepreneurs, sales managers, sales trainers and coaches, exporters, business owners and sales students, among others.