Selling Value Archives - The Sales Evangelist

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Fresh Level Productions, Donald Kelly, The Sales Evangelist

TSE 247: Sales From The Street: “Teach Them”

Fresh Level Productions, Donald Kelly, The Sales Evangelist Today’s guest on Sales From Street is Parchelle Hotten, the owner of Fresh Level Productions, a video production company that does more than just that. Their company is passionate about giving value to their customers by focusing on the results that come from the video they produce, helping clients achieve traffic, and getting them to become leads that ultimately result to conversion.

In this episode, Parchelle shares about the power of video in growing one’s business, the challenges she faced, and how she overcame and achieved the results she wanted.

Here are the highlights of the conversation with Parchelle:

One of the biggest challenges Parchelle had as an entrepreneur:

Conveying the value that video could provide for the customer’s business

What Parchelle did to fix the problem:

  • Providing value through workshops.

Invite 6-10 different people you’ve met over snacks or whatever. This way you will be able to address the concerns in a small environment. Then you can talk about topics like ROI, video, and strong content on your website that are all critical to your business.

What resulted from Parchelle’s strategy:

35-40% expressed their interest at the end of the workshop and wanted to talk with them further. 20% of the people in the room closed business with them resulting to:

  • More customers, more revenue
  • Build relationships with other people
  • More speaking engagements for Parchelle

Parchelle’s Major Takeaway:

Make sure that you position yourself to provide value to your prospective clients in whatever method you can (workshops, video series, white paper, eBook, webinars).

Connect with Parchelle through and on Twitter @freshlevelpro.

Episode Resources:

Fresh Level Productions

Listen to Donald being featured on the Conscious Millionaire Podcast as he talks about the Steps to Creating Sales-Focused Business

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Offer Value, Salespeople, Donald Kelly, Dejuan Brown

TSE 230: Sales From The Street-“I Really Want To Help”

Offer Value, Salespeople, Donald Kelly, Dejuan Brown Another great episode of Sales from the Street, we have DeJuan Brown from Virginia. He is a husband to a beautiful wife and a father to six lovely children. DeJuan is a part of our private Facebook group, The Sales Evangelizers. Now we’re bringing him on the show to share with us some great insights he learned over the years.

DeJuan has been in sales for roughly 14 years with a company selling paper products and is now in the research business with Bloomberg BNA. He considers himself as the “minutia exterminator” where he eliminates minutia in the lives of business people specifically around research solutions.

Here are the highlights of my conversation with DeJuan:

DeJuan’s major challenge when he first started selling: Being a human.

DeJuan was trying to figure out what he can fix with something he sells so that people can buy it. But oops! He realized it wasn’t really the key to success in this industry.

Prospects have told him that his approach was inhuman. Admittedly, he was one of those run-of-the-mill, digging, probing stereotype salespeople. His guards were up and prospects called him out telling him to slow down and find out more about the customer and the business before quickly jumping right in.

How can you be more human in dealing with your customers?

  1. Think of yourself as a buyer.

Take a step back from the sales role for a bit and put yourself in the shoes of those you’re trying to serve. Recognize that customers are people that you desire to serve and the best way to do it is to understand them. How? Ask questions.

  1. Find out and understand their pain.

You have more than just the product you’re selling but you have things that impact the lives of people you talk to if you spent enough time finding out what they needed and which areas they needed to be impacted. Find out their problems. Find out their pains.

The results DeJuan saw from implementing these:

  • Increased loyalty
  • A lot of “me” involved in the sales process instead of only the product or solution

Want proof?

Right now, DeJuan ranks #2 in the company and this just goes to show you how a simple little tweak in your behavior or mindset can catapult you into a whole new higher level in your career.

DeJuan’s Major Takeaway:

Find out why it is that you exist in the space that you exist in. Why is it that the company you represent exists? Then articulate those belief statements to those that you’re serving so that it resonates than just okay. Knowing your why is where the passion comes from and it allows you to be able to push and just not take a no because you believe that you offer is a service that they cannot get elsewhere.

Get in touch with DeJuan Brown on LinkedIn and Twitter @stratusnow or send him an email at

Episode resources:

Get a free trial on Audible by visiting

Bob Burg’s book, The Go-Giver

Simon Sinek’s book Start with Why

The Sales Evangelist, Donald Kelly, Donald C. Kelly

TSE 221: Sales From The Street- “Hustling to Find Business”

TSE 221: Sales From The Street- "Hustling to Find Business"

Today’s guest on Sales From the Street is my good friend, Rom “The Tutorpreneur” Jean-Baptiste. He is an entrepreneur and a true hustler, that’s why he absolutely deserves a spot on this show.

As a Special Education teacher in New York City, Rom didn’t have any prior experience in entrepreneurship whatsoever but he wanted to earn extra income so he eventually founded the RJB Educational Services, which provides in-home tutoring services in New York City and Long Island and where he also serves as the Chief Education Consultant for five years now.

Some challenges Rom faced as he was starting out:

  1. Getting clients when they first started.
  2. Rom had no experience in entrepreneurship.

Strategies Rom took to overcome those challenges (which you can also apply to yourself):

  1. Research.

Read books on marketing and sales as well as listen to YouTube videos and podcasts.

  1. Know your ideal clients.
  • Once you define your ideal clients, you can market correctly.
  • Ask yourself, “Who wants your service.” (Not who needs it but who wants it).
  • Know where they hang out whether it’s a certain place (beauty salon, shopping centers, etc.) or in social media.
  • Be present wherever your ideal clients are because you need to know what the conversation is all about.

In short, learn the language of your ideal client.

  1. Create a sales system.

Create a system that not only brings in the clients, but also, retains clients.

What made a big impact on Rom’s business today?


  • Focus on copywriting.
  • Write down what clients would understand on your flyers and relate with them once they visit your website.

Strategies for effective copywriting to help you in sales:

  1. Understand your client’s language.

Understanding their pain points helps you define their problems better than they are able to define those problems. Once you’ve identified them, you placed yourself as an authority. Create your avatar and know what their challenges are. Understand your client avatar and how you can better serve them. Know where they are hanging out online or offline and be there wherever that is.

Clients usually want to know that:

  1. You provide convenience
  2. You provide flexibility
  3. You care about the job and are willing to do everything in your power to make it happen.
  4. You’re there for them whenever they need you.

Rom’s Major Takeaway:

Invest in yourself. There are a lot of free resources out there and you don’t need to spend money to invest in yourself. Listen to YouTube or podcasts.


Connect with Rom on Facebook or on Instagram @rom_jb or email him at

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales Podcasts

TSE 194: How Much Research Should I Do Before A Call?

Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales PodcastsRecently, in a post in “The Sales Evangelizers”, I proposed a question on researching before a call. I wanted to see what other sellers were doing. The results were interesting. Check out the post here. Overall, the majority of people feel you should do some research. For the most part, people are researching more than 5 minutes through LinkedIn, the prospect’s website, social media and good old-fashioned Google.
My feeling on the matter is a resounding yes!!! I recently did an episode with my wife Cristina and she shared how someone called in unprepared and how unprofessional they sound. Many sellers think they can “tap dance” (speak off the cuff) pretty well, but in actually they are horrible. It makes you come off as an amateur and the prospect does not have any confidence in you.
Here are some of my best practices when it comes to research and thoughts on why you should do it.
1. Come up with 2-4 qualifies that you can use to see if someone will be an effective prospect.
  • Net revenue
  • Number of employees
  • Recent expansion, etc.

Essentially, a list of qualifies and attributes (pains/challenges) that may resemble that of your current ideal customers.

2. Take that and create a list of “100 Dream Prospects”. You can do in depth research for more information on them outside of prime prospecting time. When it’s time to call, you will have your info and know what to say.
3. Recognize that the prospects are doing research on you when they are prospecting. A significant portion of their decision is made before the call when they are looking. You can and should do the same as well.
4. Research before the call also differentiates you. You’re able to stand out from the competition easily because they’re not doing much before hand.
5. Don’t overdo it. Many times sellers will talk themselves out of a potential opportunity with the information they find. In actuality, they should be looking for ways to qualify themselves not disqualify themselves.
The principle I live by with research is, the more I know about the prospect, the better I can articulate a value proposition custom to them.
The Sales Evangelizers, Donald Kelly, Sales Facebook Group