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Steven Griffith, Time Management, Donald Kelly

TSE 1069: Sales From The Street – “Your Time Management Ideas Are Wrong”

Steven Griffith, Time Management, Donald KellyMany sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong.

Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.

Performance research

Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn’t have enough time. He even discovered that he was feeling the same way.

Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we’re all over-stimulated by toxins that steal and hijack our time.

Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we’re working to cram as much into each hour as we can.

“If time allows”

Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It’s a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.

Consider the phrase “if time allows.” Steven routinely asks people whose time they are referring to when they use this phrase.

We’ve conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we’re working against when, in fact, we are time.

Compressing the sales cycle

Steven talks about compressing a sales cycle to fit one year’s worth of sales into one month.

He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.

They worked together to do a time cleanse that would help him compress his time.

Steven said we all have a built-in belief system about how long a sale takes. We’re conditioned by our industries to believe in ideas like slow seasons and high seasons.

Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we’ll always come back to our conditioned thermostat.

Steven asked the agent if it was possible to complete a year’s worth of sales in 10 months’ time. Without worrying about how to do it, he simply wanted to know if it could be done.

Could it be done in 8 months? Or 6?

Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn’t know how he would do it.

They started building a new framework in which it was possible to do a year’s worth of sales production in 8 weeks.

Mandatory activities

They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.

His biggest business-generating sales activities were his 10×10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.

His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.

By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.

The time cleanse gives you the opportunity to evaluate whether you’re doing the right things at the right times.

He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.

Timefulness

Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.

It’s being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.

The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn’t following the plan at that point, the alarm was his cue to return to it.

Sales increased

After about two or three weeks, he couldn’t believe how quickly the sales started coming. Like many people, he said, “I can’t believe this is happening so fast.” Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.

The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn’t feel like he was fighting the clock anymore.

Be aware as a seller that if you’re stressed out, people will sense it and they likely won’t want to be around you.

At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.

Believe

We must overcome what Steven calls our “always way of being,” which is our belief that certain activities take a certain amount of time. We’ve been conditioned to believe that work must be hard and that we must grind to achieve the things we want.

Although it’s true that you must have time in order to conduct sales, it’s possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don’t ask the question, you’ll never get the answer.

Don’t use the phrase time management. We don’t manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.

How to start

If you find yourself wanting to try Steven’s concepts, begin by shattering the neurological connections in your mind that say this isn’t possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.

Write down every single interaction and ask yourself whether your activities are contributing.

It could be Facebook, negative people, or any other thing that takes up your time.

Most people get back a minimum of 10 hours, but most get back 20 or more.

Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime

If we say things like “Time doesn’t allow,” it lets us off the hook because we aren’t in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.

High-performance hours

As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you’re saying yes to, what you’re saying no to, and where your high-performance hours are.

Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we’ll get better results.

If you are time, and you’re 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.

“Your Time Management Ideas Are Wrong” episode resources

If you’d like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you’ll get free access to his master class that walks you step-by-step through the cleanse process.

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

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

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

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

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

Audio provided by Free SFX and Bensound.

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

TSE 645: TSE Hustler’s League-“What Makes You Different”

Donald Kelly, TSE Hustler's League, The Sales EvangelistAre you just going to be like just everybody else trying to fight based on price? Today’s snippet is from one of our past sessions over at the TSE Hustler’s League where I talked about the unique differentiating factor you can bring to the table. So you can stand out from what others are doing.

The TSE Hustler’s League is designed to help sellers who don’t have a training process, whether you’re working for a small organization or for a large organization and they’re still not willing to invest. Our new semester is coming up in September so check it out!

Understand how others are selling.

What is something everybody is doing in your industry? Take the five competitors in your industry and further break it down into your top three. You will probably notice that they do the same exact thing.

Creative ways to get intel about your competitors:

  1. Join their email list.

Use a different email address. The goal is to understand what they push the most.

  1. Attend their webinars.

Most industries have seminars and go out there like a secret shopper trying to see what things do they push in their webinar.

  1. Enter their buying process to learn.

Just investigate and see what’s the unique selling proposition do they push. What do they do at the beginning of their sales process?

  1. Read their case studies.

Understand how customers talk about them, what they value, and what they push most.

  1. Follow them on social media.

You can also go on their news page through Yelp or Glassdoor to help you understand what their employees are saying about the organization.

5 Top Things that Can Make You Uncommon to Your Clients:

  1. Send a thank you card or something in the mail.
  2. Tailor your selling and demonstrate what you preach in the sales process.
  3. Go above and beyond your call of duty.
  4. Create experiences for them that can make you different.

Episode Resources:

Yelp

Glassdoor

The Science of Selling by David Hoffeld

Join the  TSE Hustler’s League.

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

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

 

Success, Working Hard, Fred Diamond, Donald Kelly

TSE 531: What Are You Willing To Do To Be Successful In Sales?

Success, Working Hard, Fred Diamond, Donald Kelly One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about you? What are you really, truly, willing to do?

Today’s guest, Fred Diamond, shares with us how you can think out of the box to get your deals closed. Fred is the co-founder of Institute for Excellence in Sales (IES), an educational platform that promotes best practices, business excellence, and thought leadership through sales training.

Here are the highlights of my conversation with Fred:

Word of the Year for Fred: WILLINGNESS

What are you truly willing to do to achieve what you’re committed to do?

What are you willing to give up?

There’s a huge difference between commitment and your willingness to really do it.

Strategies to Focus on Your Willingness:

  1. If what you’re doing isn’t working anymore, do what needs to be done and adapt to changes.

Most customers have remote offices now. Think about being present on social media as well as get familiarized with technology and apps that can help you improve your sales.

  1. Think about how you can be different.

How can you be different now that the customers are in charge.

  1. Know your customer’s business.

How can you add value to your customer’s business? It’s not just offering your solutions to your customers, but be willing to be there for them.

  1. Understand your customer’s challenges.

Understand whether customers are really going to buy. Don’t think that just because they click on a link, they’re already going to buy. There needs to be much thought and energy that you need to put into solving your customer’s challenges.

  1. Be willing to do things that may be uncomfortable for you.

Some prospects take calls on weekends or Sundays, are you willing to call them?

  1. Focus on prospecting.

Leverage social media to understand your prospects and their challenges. Prospecting the right way is valuable.

The Principle of 58 and 2

There is a greater chance to get into somebody if you get to them 58 minutes after the hour or 2 minutes after the hour.

Fred’s Major Takeaway:

Selling is not just a charisma or about trying to convince someone to buy. The lifeblood of customer success is the ability to sell. Put yourself ahead of the curve to learn and tap into resources to get better and you can get better. Read. Listen to podcasts. Treat sales as a profession and it’s one of the most rewarding professions ever.

Episode Resources:

Connect with Fred Diamond on Twitter @iesbd or send him an email at fdiamond@i4esbd.org or call him at 703-628-6910.

Check out Fred Diamond’s blog on KiteDesk.

Coaching Salespeople into Sales Champions by Keith Rosen

The Ultimate Secret to Getting Absolutely Everything You Want by Mike Hernacki

High Profit Prospecting by Mark Hunter

Selling with Noble Purpose by Lisa Earle McLeod

Leading with Noble Purpose by Lisa Earle McLeod

KiteDesk

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 Manager, Donald Kelly. Jon Manley

TSE 511: From Telemarketer To VP Of Sales And Lessons Learned

Sales Manager, Donald Kelly. Jon Manley Sure, some people believe that people are born to be sales professionals but for many people, such as myself and my guest today, we believe that sales can be taught. Jon Manley is an inspiring story of how he went from being a telemarketer with no college degree and a car that broke down every week to becoming a VP of Sales. And he’s going to share with us how he made this happen.

With 11 years of experience in the technology space, Jon works with individuals and companies to help them improve their selling and understand their potential.

Here are the highlights of my conversation with Jon:

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Are the odds stacked against you?

  • The odds just seem to be stacked against you.
  • Look at it from the opposite side of the perspective.
  • Look for everything you did wrong and make sure you avoid those things.
  • Study and do everything you can to ingest content from every possible source to make you better.
  • Look for micro-refinement that can help you improve on a daily basis.
  • Don’t be complacent!

Winning strategies that got Jon to becoming a VP:

  1. Understand everyone’s point of view and their perspective.

Always come from a point of empathy and not what you want the customer to do or what your boss to see.

  1. Put your customers’ needs ahead of you.

What would the customer want? What would the customer like to see what you’re doing to make the world easier? Then you’re going to make yourself a better resource to them and you will earn loyalty.

  1. Show that extra level of care and value.

Be an expert resource in a way that your product or service resonates with them and helps people in your position all the time. Be respectful to ask a few minutes of their time.

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  1. Make them understand why you’re a good resource to their exact position.

Always use their exact position or where they are in life as the exact wording in your conversation to make add that personal touch.

  1. Have short term, medium term, and long term goals.

Long terms goals give you perspective for what your short term activities need to be. Make sure you can control your goals.

  1. Focus on highest rewarding activities.

Schedule your day and break down activities that you can control so you don’t get off track.

Jon’s Major Takeaway:

Believe in yourself and completely get rid of complacency. Understand your level of greatness because you’re no different from anyone else. Sales is not a born skill but a learned skill that requires consistency and absolute passion for what you do.

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Episode Resources:

Check out Jon on YouTube Manley Minute that features a 60-second daily sales tip. Follow him on Facebook The Manley Formula, LinkedIn, and Medium.

Check out Steven Hart’s podcast The Trailblazers Podcast

The 7 Habits of Highly Successful People by Stephen Covey

Say goodbye to long, boring proposals and check out PandaDoc. Sales teams who have used this tool have seen a 30% increase in their sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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

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Donald Kelly, The Sales Evangelist

TSE 499: Sales From The Street-“Internal Competition”

Donald Kelly, The Sales Evangelist What happens when you have new people in your sales team? Do you get threatened that somebody might be better than you?

In today’s episode, I’m going to share with you a personal experience – a difficulty I had as a young seller and how I overcame that.

 

Overcoming Your Fear of Competition

I’m a competitive person but whenever our company would hire new sales reps, I think about whether they’re any good or if they would outsell me. I was looking too much towards the fear of being beaten out and that hindered my performance.

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So I’m going to share with you some ways to help you overcome this fear so you can up your game:

  1. Don’t get thrown off.

Fear of competition distracts you from selling. When you focus more on other people, you tend to lose focus on yourself and it can hinder you from hitting your daily call goals. Don’t let this happen to you or you’d be thrown off your game. Being a top-performing seller starts in your head.

  1. Stick to your plan.

When you already have a path, stick to it and don’t just follow whatever the new guy is doing. Stick to what works. If you have a plan and it’s working, refine that plan and continue to work it.

  1. Help them as needed.

Learn from people in your team. Be open to learn and share information and you’ll gain so much more in return. People who came from other companies have a different way of thinking and learning. Coming from different perspectives allows you to improve and refine yourself. Give help to them and don’t just hoard information.

  1. Focus on your goals and hustle.

Focus on your goals to keep you from being distracted.

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  1. Competition helps you improve.

Bounce ideas off of each other so each one of you can improve. Help each other to become top-performing sellers.

Episode Resources:

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

Donald Kelly, PandaDoc

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

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Ryan Stewman, The Sales Evangelist, Donald Kelly

TSE 496: The Modern Marketplace Phone Sales With Ryan Stewman

Ryan Stewman, The Sales Evangelist, Donald Kelly The modern marketplace phone sales has changed significantly and so long were the days when traditional tactics still worked. Google has replaced the use of business cards. Therefore, we have to be able to adapt and evolve.

Today’s guest is hardcore closer Ryan Stewman who is going to share some ways on how you can improve your selling. Ryan is a four-time bestselling author and a modern day sales trainer.

Here are the highlights of my conversation with Ryan:

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The biggest mistakes done by phone sales:

  1. They act differently online than they do in person.

The way you treat a customer on the internet should be the exact same experience as the customer that walks in. Salespeople tend to sell online one way and then offline another way.

  1. Salespeople treat the internet like it’s a safe space.

People just show up online on your page or tag you in some group or send you an email that they appear obnoxious. It’s like a guy who goes to a networking event and gives his card to everyone.

  1. The way we use the phone is changing.

A lot of the online stuff we do revolve around the phone. Most of society is addicted to their mobile phones. 86% of the people landing on Ryan’s website are using mobile devices and we’re always staring at the phone. However, salespeople traditionally just use the phone to make calls. The phone is the least used app on the entire phone.

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Here’s a quick reality check for you: If you spent 8-10 hours staring at screens, how many hours a day would you say you spend talking on your phone?

What is the modern way of using the phone?

Getting in front of people:

  • Being the person in the news feed on Facebook
  • Being the person that is top on search results on Google
  • Being the person that has stories on Snapchat and Instagram
  • Being the person who has the content on Huffington Post or Entrepreneur Magazine
  • Being the person that has the books on Amazon
  • Write a blog and publish it on LinkedIn

Strategies for modern marketplace phone sales when you’re pressed for time:

  1. Get better with time.

People don’t know how time really works. Your job is not to get better with money but to get better with time.

  1. Saying that you don’t have time is an excuse.

You do have time. It’s all about streamlining.

  1. Leverage technology.

Make a post on Facebook that syndicates to LinkedIn then share a picture on Instagram and be intentional about sending an email. You can do all that stuff in less than 10 minutes.

  1. Be intentional with how you use your time.

Just be intentional on the time you’re on there. Instead of reading nonsense articles, send people direct messages that offer value to them. Show them how your product works for them to get the results they’re looking for.

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How to get started:

  1. Understand who your perfect customer is.

Be clear and get inside the mind of your prospect. Get clear on who you want to serve. Be intentional on who you want to work with.

  1. Drive what you sell into the minds of your customers.

Do everything you can possibly think of to attract that person to the point where they always think about you when that decision comes into their head.

  1. Position yourself online.

Make your social media profile a place that will attract your perfect customer. Position yourself in a way that when someone thinks about a certain product, they think of you. Position yourself as the go-to person and be consistent.

Ryan’s Major Takeaway:

Think of what you do on your phone. Don’t limit yourself. Join the Break Free Academy entourage and go to www.breakfreeacademy.com/entourage. Embrace technology or you’re going to be replaced by it.

Episode Resources:

Donald Kelly, PandaDoc

Learn more about Ryan and what he does on www.breakfreeacademy.com/entourage .

Change the way you create proposals and check out PandaDoc. Teams that have used PandaDoc have seen 35% increase in sales productivity which means they closed more deals in less time. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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

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Scott Ingram, Donald Kelly, The Sales Evangelist Podcast

TSE 491: Qualities of Top Performing Sellers

As a seller, how can you set yourself apart? What do you do to become a top seller?

For today’s episode I’m bringing in my great friend and fellow podcaster, Scott Ingram, to share with us the qualities of top-performing salespeople and what you can do to become the top performing seller in your industry.

Scott recently launched his podcast called Sales Success Stories where he features people in the trenches and at the top of their game. He also currently works at Relationship One where he serves as the business development executive doing sales and strategic account management for enterprise accounts.

Here are the highlights of my conversation with Scott:

Top qualities of top sellers:

  1. Uniqueness
  • Hard work as your baseline
  • Leveraging your uniqueness and strengths: Find out what makes you unique and go to the extreme with that
  • Bringing value to the relationship
  1. Focusing on the buyer
  • Putting buyers first and foremost
  • Thinking about what their world is
  • Asking great questions to understand them
  • Bringing them value that is going to address what they want and need the most
  • It’s about serving the buyers
  1. Speaking to open doors

Having a system in place to qualify buyers who are willing to participate in the process.

  1. Drive to learn

Anyone can be a top performer but you have to learn.  Most top sellers follow an information diet where you focus on your main expertise and make yourself more valuable in your particular space.

Having an introvert skill set:

It’s about the empathy and being good in a small audience and thinking about the other person and what they need and not just being over the top. Almost all sales conversations should be one-to-one, otherwise, too many people in the conversation can get funky.

The role of sales leaders in helping sellers become top performers:

  • Sales leaders have a great impact on the success of a seller
  • As a seller, you should be reaching out to the top people in your organization and learn from them and get mentorship

The power of leveraging podcasts and other sources of information:

  • Listen to sales podcasts to gain education or to provide value to your ideal customer
  • Take on the knowledge and continue to learn
  • Take the pieces and incorporate it to the core of what you are and how you work and execute it well
  • Don’t try to be somebody else, but take the principles and be who you are

Scott’s Major Takeaway:

Be an extreme version of yourself in a way that adds the most value to your clients and future clients.

Episode Resources:

Scott’s Sales Success Stories episode with Justin Bridgemohan of Influitive

Connect with Scott through email at scott@top1.fm

Subscribe to the Sales Stories podcast. Visit www.top1.fm/subscribe

To Sell is Human by Daniel H. Pink

How to Win Friends and Influence People by Dale Carnegie

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

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Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast

TSE 484: Sales From The Street: “I Was Afraid of Asking For Big Dollars”

Fear of asking for the sales, Donald Kelly, The Sales Evangelist Podcast Today, it’s my turn again to share the struggles that I’ve had. I was that sales guy. I’ve done pretty much everything — door-to-door, IT training classes, appointment setting, etc. I’ve sold almost everything from Dish Networks to medical services, EHR records, until I settled in software where I sold document management solutions.

Podcasting

I launched The Sales Evangelist as a little side project (for which I’m doing it full-time now) until it grew to a point where people asked me for some coaching and training and I helped them develop some processes and put the system in place. I also have the TSE Hustler’s League, an online group mastermind and coaching group.

Speaking

I love speaking and it’s obvious since this is the 484th episode. I love to be behind the mic. I am also being given opportunities to speak at conferences or small groups. And when they asked me how much I charged for my services, I didn’t know how to do that. This was a big challenge for me.

My greatest challenge – Asking for more

And then my clients started to tell me that their lives are being changed. Once I started to see and believe that the things I have to say can change sales teams or motivate an organization or a group of people and they’re seeing great results out of it, this gave me the confidence to start asking for more.

Crush that limiting belief!

I finally overcame that limiting belief that I could not get that much money. What are some limiting beliefs that you have? If you have the value to bless or help somebody’s life then ask for it. If they’re going to get that ROI, ask for it. It is your moral obligation to do so.

People put more value on high-ticket items.

I used to charge low for coaching at one point and then I realized that the people weren’t doing the things I was coaching them on when I was charging them lower fees. And then when I raised my coaching fees, I saw people were applying the stuff I was giving them and they placed more value on it. Their lives are transforming. But that came as a result of me asking for more money.

Today’s Major Takeaway:

Don’t be afraid to ask for more if you have something of value. Ask for it because people will feel and see your confidence. They will apply your stuff and they will see great results.

Episode Resources:

David and Goliath by Malcolm Gladwell

Steal the Show by Michael Port

TSE Hustler’s League

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

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

Latisha Robb, Donald Kelly, Mental Toughness, The Sales Evangelist Podcast

TSE 458: Using The Power of Your Mental Abilities to Manifest Your Abundance

latisha-robbToday’s episode is not about selling but it is perhaps one of the most important things you need to have if you truly want to increase your sales or grow your business. It’s all about harnessing the power of your mind to manifest a life of abundance.

Our guest today, Latisha Robb, is a “soul coach” where she helps people understand the cycle of life and being aware of their entity rather than just life allowing them to live a better life. Latisha is a realtor, speaker, and a consultant. She is also the author of two books. Turn On the Lights So You Can See talks about her experience of being homeless with four children to being in a multi-million dollar sales club. It is a self-help book for people living in despair. Her other book, What You Don’t Know About Your Soul is a total progression into all the metaphysics.

Listen in as Latisha talks about “financing your faith,” which are key things she has implemented in her life to help her become successful.

Here are the highlights of my conversation with Latisha:

Why do you need to “finance your faith?”

The amount of belief you have in anything you’re doing is what you’re going to get. What you see is what you believe you can achieve.

If you want to go further, you’ve got to believe more and finance your faith because some dreams cost more faith than others.

How to get started:

  1. Visualize it.

See yourself there and understand. Feel it. Smell it. This starts from within. The moment you’ve grasped who you are, who you want to be, and where you want to be, you start at the end and work backwards. Visualize the outcome before you get started. Then the universe will conspire with what you believe.

  1. Believe.

Latisha hit rock bottom being homeless with four children and nothing to her name. So she wrote herself a letter saying that those days will be memories and the life she deserves and wants will be in her possession. She believed in what she wrote. So she got what she believed in. She now has 150 rental properties that she’s managing.

  1. Combat your control drama.

If it’s not working for you, leave it alone and don’t deal with it. Whatever it is that you want to do is in your mind first. Go with your feeling and not other people’s feelings and understand that you have the permission from God to be who you were purposed to be.

  1. Pray and go within.

Always remember that you’re not without. You have everything that you need. It’s all about going within. Get into your inner core and understand this too shall pass and this is the faith it costs to get to where you’re going. Count all the things that go wrong in your life as a good thing. The blessing is as big as your test.

  1. Surround yourself with like-minded people.

The energy reciprocated with like-minded people creates a powerful synergy because you’re creating a bigger wave of wonderful things happening. Then you create a life where you give back and be a blessing to others.

  1. It’s okay to let go.

If you think you’re no longer growing with the client or that it’s just giving too much stress on you, sometimes it’s okay to let it go and not be scared about losing money. Peace and happiness are important. Freeing yourself makes way for new opportunities.

A few light switches that people have to turn on in their mind:

You’re not blessed for what you do, you’re blessed for why you do it.

Live intentionally. Do the right thing for the right thing.

Latisha’s Major Takeaway:

Find your purpose. When you do, the money is a byproduct. When you live your purpose, there is nothing to worry about as all your needs will be met.

Episode Resources:

Connect with Latisha on www.latisharobb.com to learn more about her.

The ONE Thing by Gary Keller and Jay Papasan

Latisha’s books:

Turn On the Lights So You Can See

What You Don’t Know About Your Soul

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.

Tim Brown, Dan Streeter, Donald Kelly, Old School with New Tools, TSE Podcast, The Sales Evangelist

TSE 295: Old School with New Tools

Tim Brown, Dan Streeter, Donald Kelly, Old School with New Tools, TSE Podcast, The Sales Evangelist Dan Streeter and Tim Brown, co-authors of Old School with New Tools: The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There.

Dan is a former teacher and principal and a former VP of Sales & Marketing. Tim, on the other hand, has an extensive sales background. He started a radio broadcasting company and grew it to 17 stations in Colorado. Coming out of the ranks, Tim has served as a CEO for 11 years, building sales teams and growing companies from being startup to multi-million dollar level.

Today, they share with us some strategies from the book to help create learning experiences that can change the lives of thousands of people (including yours).

Here are the highlights of my conversation with Dan & Tim:

All Rights Reserved

Dan Streeter headshot

Why another sales book:

To come up with 250 specific things people can do to get the extra 5%

Using old school strategies as the operating system and overlaying it with the newest tools

The CUT model: Communication + Urgency = Trust

  • People buy from people they like and trust.
  • Imagine having the ability to build or destroy your company in 140 characters or less
  • Accelerate a sense of urgency where you get a customer’s business card within seconds

The power of TRUST:

  • People buy from people they like and trust. You either build or lose trust at all times.
  • How you show up in the world will consciously or subconsciously be building or losing trust with your prospects and customers

How to gain a winner’s mindset:

  • Go into everything realizing you’re going to use it for your upliftment, learning, and betterment.
  • Be prepared. Take the time to do the prep work and getting the reps in.
  • Consciously anticipate your customers’s needs and understand their business
  • Ask lots of strong questions getting to the “what” and not just the “why”
  • Understand learning as a behavior change
  • Creating experiences high in emotion

Focusing on your advantages first, the competition second:

  • You get more of what you focus on.
  • You can’t control your competition but you can control what you can do.
  • You only have so much energy during the day, how do you want to spend it?
  • Focus on ONE BIG GOAL – one big item you want to accomplish, focusing on your client’s needs, and what you can improve on versus competition
  • Offense versus defense; love-based operating system versus fear-based operating system

Saying no and not overloading your daily schedule:

  • Go into the week really understanding what you can control and not.
  • Delegate and prioritize what’s on your list. When is good enough, good enough?
  • Vigilance about what you put on your calendar. You only have 2,000 hours to sell. So be careful about what meetings you take.
  • Have a plan at the beginning of the week and every single day.
  • Add an “-ing” at the end of each meeting. Add a purpose behind the time spent all throughout the day.
  • Action! It allows that plan to come to fruition
  • Opportunities lie in the crazy, spontaneous things that happen in the day.

Time as the great equalizer

  • How you choose to spend your time correlates to how you want to live the life you want.
  • Be intentional.

Be nimble, be quick.

  • Urgency is critical. The average person takes 42 hours to get back to someone that calls in. The longer you respond, the less interested a client can become
  • Urgency as a way to build trust. The speed at which information is returned to your customer builds trust.
  • Responding instead of reacting from a mindfulness perspective

Dan’s Major Takeaway:

You need both – the old school relationship building and tactics along with the new tools and technology to achieve success. You can’t do either or.

Tim’s Major Takeaway:

The essential relationship principles have not changed. Do not fear technology. Most of it is free and really easy to use. Just get into the habit of using it. What has changed is how we go about creating, maintaining, and growing relationships. Embrace these tools.

Here is my copy!

 

Episode Resources:

www.oldschoolwithnewtools.com

Old School with New Tools podcast

Connect with them on Twitter @fivepercentmore

Old School with New Tools: The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There

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

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Money, Mindset, Unstoppable, Kelly Roach, Donald Kelly, The Sales Evangelist

TSE 293: Building An Unstoppable Mindset

Money, Mindset, Unstoppable, Kelly Roach, Donald Kelly, The Sales EvangelistHaving an unstoppable mindset is an essential element as a seller. You need to perform well under pressure to stay motivated in times of difficulty. Today, we have a game changer on the show, Kelly Roach who shares with us a ton of information about her new book Unstoppable: 9 Principles for Unlimited Success in Business and Life. These principles apply to sales, entrepreneurship, and life in general.

Kelly Roach is a business growth strategist where she helps entrepreneurs, small business owners, and organizations increase their sales, close more clients, design and implement a strategy to achieve rapid business growth through sales management, prospecting, charging what your worth, and having an unstoppable mindset to achieve your goals.

Here are the highlights of my conversation with Kelly:

Having an unstoppable mindset:

  • It’s not the smartest or most talented entrepreneur that wins but the one who stays in action, strategic, focused, and having that mindset.
  • The power of having self-confidence
  • The power of practice

Strategies for having an unstoppable mindset:

  1. Discipline

This determines your success or your failure. Discipline means doing what you need to do when you don’t feel like doing it to get from where you are to where you want to be. Say yes to your future and no to your excuses. Make that decision each and everyday to determine your fate and design your destiny. You can make that choice today.

  1. Find the thing that brings you the most joy.

Find that thing that has been the most transformational in your life. Start dedicating an hour a day to design your dream business and begin to put the pieces together to start building a second stream of income and creating a future for yourself.

Top traits of successful entrepreneurs:

  1. Bulletproof mindset

The entrepreneurial journey has no straight line. Be tough and in it for the long haul. Have a compelling vision for your future, dream big, and have a huge passion that no matter what, you’re going to keep moving forward.

  1. Finding a mentor

Join a mastermind program. Find someone that has done what you want to do and link arms with them. Have them give you the road map. Don’t struggle for years trying to figure out yourself and wasting money and time when you can find a mentor to help you or be in a supportive community.

Kelly’s favorite chapter in her book:

“Act like a CEO if you want to earn like one.”

You are in control of what you want to become which is a complete result of your actions and your behavior. Look at your own life and check if what you’re saying that you want matches what you’re doing. Your actions have to correlate with a path that gets you to your goal.

Money doesn’t buy happiness

Money isn’t everything but it does make the discomforts of life a lot more comfortable. There’s nothing you can do to stop challenges that come into your life but just respond the best you can and react to it and keep moving forward. Having money removes a huge stress in daily life.

Biggest mistakes professionals make in the sales world:

  1. Undercharging

This could burn you out and run your business into the ground having to serve more clients and struggling to get ahead in your business.

  1. Aversion to sales

There lies a small gap between where people are and where they want to be. That can be easily closed by SELLING for your business. And many people don’t realize that. You have to send out enough conversations to anyone interested in giving them money.

Talk less, listen more.

You don’t have to have the perfect words. Your prospects will give you the answer key and tell you everything you need to know to get them to say yes. Just focus on being present and interested in their situation and focus on serving them the best way possible.

What you will get from reading Kelly’s book:

Taking you on a journey from building the mindset to walking through the strategy.

Her book will walk you through strategies, action steps, and different elements of what you need to put in place.

Mindset + strategy and plan + implementation = THE LIFE OF YOUR DREAMS

Kelly’s Major Takeaway:

No matter where you are today, you can achieve your goals and dreams. Just focus on where you can go from where you are and with what you’ve got. If you’re willing to be the best version of yourself everyday, you can make your dreams come true.

Connect with Kelly and get the Get It Done guide by texting getitdone to 44222. Or reach out to her through Twitter @kellyroachint.

Episode Resources:

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

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast

TSE 266: 15 Secrets Successful People Know About Time Management

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast Having time management and productivity issues? Well, our guest today, Kevin Kruse has this to say, “We can’t manage time but we can manage our attention, our energy, and our focus.”

Kevin Kruse is a serial entrepreneur turned writer and speaker who is passionate about productivity and leadership. In this episode, Kevin discusses some important aspects in his recent book, 15 Secrets Successful People Know About Time Management. Kevin interviewed four groups of people, specifically billionaires, Olympians, students, and entrepreneurs, and he found some commonalities of productivity habits among them.

The things and insights you can glean from this episode might actually surprise you! So listen in to help you get started and become more productive.

Here are the highlights of my conversation with Kevin:

What he learned from Mark Cuban: The evil of meetings

Not an efficient way of communication

Meetings are worse than phone calls. Phone calls are worse than emails. Emails are worse than text messages.

Meetings are killers in terms of productivity

Stop doing a to-do list! Work from your calendar.

  • A 2014 study showed that 41% of to-do list items are never completed and 50% of the items on our to-do list we put it on the very same day
  • Understand what you value and time-block that.
  • Time-block in 15-minute chunks. Map out your calendar ahead of time.

Handling emails:

Kevin’s 3-21 email technique:

  • 3 times – Doing the email process three times a day.
  • 21 minutes – which means 20-25 minutes of email time
  • Set a goal of zero inbox as much as you can.

Follow the 4D’s:

  • Delete
  • Delegate
  • Do it quickly (in less than 5 minutes)
  • Defer (schedule time by turning the email into a calendar event)

Treat emails like any other task and not as a means to procrastinate.

Time is the most valuable asset.

  • Be willing to say no to certain things.
  • Work smart, not hard.

How to remember and apply these productivity habits: [E-3C’s]

  1. Energy

Maximize your energy. We can’t manage time but we can manage our attention, our energy, and our focus. Start with the fundamentals. Rest, eat healthy, and exercise.

  1. Capture

Capture everything into a notebook. Don’t try to remember things. Write it all down.

  1. Calendar

Work from your calendar. Don’t put tasks on your to-do list. Put it on your calendar to help you become more realistic about getting things done. Say no to things you don’t have the time for.

  1. Concentrate

Concentrate during your working jam sessions.

One more thing…

Drop – Delegate – Re-design

Kevin mentions a Harvard experiment wherein four activity trainers went to companies talking employees into looking at their calendar per week and asking themselves three questions:

  1. Drop – What would happen if you just dropped it?
  2. Delegate – Who else can maybe do it?
  3. Redesign – If you can’t delegate it, redesign and ask:
  • How can the same outcome be achieved in less time?
  • What would you do with it if you only had half the time?

Just by doing this, people are able to save an average of 6 hours of desk work and 2 hours of meeting time every week. Take the time to pause and be thoughtful before diving into your routine.

Connect with Kevin by sending him an email at kevin@kevinkruse.com

Episode Resources:

Check out Kevin’s book, 15 Secrets Successful People Know About Time Management
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Us Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast

TSE 262: Sales From The Street-“Work-life Balance”

Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast Work-life balance is a myth! And we have Devon Bandison on the show today to debunk that.

Devon’s career started in New York City, developing programs for at-risk youth and first-time fathers. Devon’s passion for leadership development led him to eventually start out his own business as a life and business coach where he works with dads helping them become leaders as well as working with businesses, enterprises, entrepreneurs, and salespeople; hence combining the two things Devon loves the most: fatherhood and leadership.

Here are the highlights of my conversation with Devon:

Debunking the myths about:
1. Work-life balance.
Don’t look at it as a balance where you try to scale it. Explore better ways to integrate life and work as well as achieve satisfaction and fulfillment.

2. Work is more important than your life.
What we do today is our life’s work

Four areas of your life that you need to look into:

  • Home
  • Work
  • Self
  • Community

Strategies to Integrate Life and Work:

1. Identify the things you value the most.

  • Take five days and put a percentage on these four areas.
  • Put the percentage of time you’re putting into those four domains.
  • What usually happens is the things they say they value the most, they’re not spending the most time with so it’s not equaling out.

2. Create a routine that fills your own cup.

Build a routine into your day. Give yourself a time to replenish yourself so you can give people the best.

The cup and coaster analogy:
Salespeople are always out there serving and hustling and filling people out of their cup. The cup eventually becomes dry and burnt out. In your routine, fill the cup so much that you’re feeding people not from your cup but from the overflow of your cup, from the coaster underneath your cup. So focus on your nutrition. Go to a gym and create a daily routine out of it.

3. No blending.
Don’t blend work with family and vice versa unless it’s an emergency.
Draw up what a successful day looks like. Write down 7-10 things where you’re at your best. As a sales professional, you have to be your best customer. If you don’t take care of yourself, you’re not going to serve in the long run

How much of your day is spent on pay time? Practice what you do everyday to become an expert in that field and have it become a part of you.

Devon’s Major Takeaway:
Take the time to give yourself the gift of your own attention. Fill that cup and go out there and create things from the overflow of your cup to create the satisfaction and fulfillment you want.

Connect with Devon on Twitter @devonbandison, Facebook and Instagram or check out his website at www.devonbandison.com

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

Check out Kevin Kruse’s book The 15 Secrets Successful People Know About Time Managemen

 

Join Us Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist Podcast, Donald Kelly, Top Performer, Salesperson

TSE Blog 007: 10 Qualities A Top Performing Salesperson Must Possess

The Sales Evangelist Podcast, Donald Kelly, Top Performer, SalespersonAccording to a Sales Benchmark Index report, only 13% of salespeople produce 87% of the sales in a typical organization. So what does this small pie of high achievers have that others don’t?

Here are the top 10 qualities of top salespeople:

  1. Top salespeople are aggressive.

Top sellers are aggressive but not jerks. They are go-getters. They never fail to follow up with their clients. They are not just persistent, but also consistent. Rejection is not a word in their vocabulary. Instead, they see rejection as an opportunity for them to step up to the plate.  

  1. Top salespeople are optimistic.

Top sellers exude confidence and positivity. An optimistic person is someone who still sees a positive light even when surrounded by negativity. Sellers who are optimistic are solution-focused.

  1. Top salespeople are empathic.

They build relationships and trust by being genuine. They listen well.

  1. Top salespeople are curious.

Great sellers ask great questions. They ask intelligent questions that enable customers to discover the root cause of their problem and ultimately identify what they really need.

  1. Top salespeople constantly keep in touch.

Successful salespeople stay in contact with their customers even when they’ve already closed new businesses. They realize they need to take care of and nurture their existing customers by keeping in touch with them either by sending thank you notes and birthday cards or sending email newsletters on a regular basis.

  1. Top salespeople are ultra-focused.

Top sales performers set goals and accomplish each goal with systems and processes in place. Their discipline and determination to get the work done are unwavering.

  1. Top salespeople are hardworking.

High sales achievers always come prepared. They make sure they know who their customer is by doing the research. They plan before each call and they have a script – not the one that’s simply uttered word for word but they customize and tweak it according to the flow of conversation. They always strive to be better than their best. They rise above mediocrity.

  1. Top salespeople take responsibility for their decisions.

Salespeople with the highest caliber are not scared to own up to their mistakes. They take responsibility for them. They don’t make excuses. They do not blame other people and instead direct their attention on fixing the problem.

  1. Top salespeople are fueled by passion.

Passionate salespeople don’t see their work merely as a job, but as something they know could impact other people’s lives. They believe in it so much that it reflects on how they carry out their tasks every day and deal with people.

  1. Top salespeople bring value.

Successful salespeople do not sell. They offer great value to the table. They help solve their customer’s problem and help eradicate their customer’s pain points. The sales they get only comes as a bonus.

Not having these qualities does not mean you can’t learn them. It takes a firm decision to be good. It takes practice to get better. It takes consistency to be the best.

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing Deals

TSE 255: This Is How You Negotiate!

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing DealsAs a salesperson, one of the major responsibilities you have is to CLOSE business! As you’re closing more business, inadvertently you will find yourself in many negotiation meetings. To prepare you for these meetings, here are some ideas you need to implement to guarantee maximum success.

Here are seven main points you need to take away from this episode:

  1.  Make sure you go into the meeting with a “PLAN”
    • Go into the meeting with a plan of action. What you are willing to give and how much.
  2. Listen and don’t be afraid of silence 
    • Don’t be afraid of silence in a meeting. Use it to your advantage
  3. Use specific numbers while negotiating 
    • Don’t give ranges in numbers when negotiating, offer specific numbers!
  4. Create the proper setting
    • Don’t make the meeting a battle field, go in there with a collaborative mentality.
  5. Give and Get
    • When you consent on a point, make sure you get something in return.
  6. Speak with the right people
    • As you negotiate, don’t meet with people who can’t say “yes”, make sure you negotiate with the person who has the power of signing on the dotted line.
  7. Don’t be afraid to walk away
    • You can’t be afraid of walking away from a deal that is not worth it. I promise…don’t be afraid.

JOIN TODAY! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Telling Stories in sales, The Sales Evangelist, Box Home Loans

TSE 114: Tell More Stories, Close More Business!

Telling Stories in sales, The Sales Evangelist, Box Home LoansI personally love stories just as much as the other person. I mean who doesn’t? Ever since we were kids we were taught by stories, entertained by them and learned how to communicate using them. How fitting is it then to utilize stories in sales to covey value and our messages? I’m here to attest to you today that stories are powerful and very, very effective.
During this episode I discuss stories, why they are so important and how to use them. I also shared an example of how improper use of stories can damage a great business opportunity.
Here are some of the major takeaways:
Why are stories so powerful and when to use them:
Stories can help to shape the minds of prospects to better understand your value and message more. You can talk features and benefits all day long, but when you tell a story people are able to use their imagination and visualize what you are saying in relation to them.
The more you can convey that story and call upon the other individual to use all of their senses, the more likely you will be to truly engage your audience and make a lasting impression on them.
But a stories doesn’t have to start off with “Once upon a time”. However, in order to make your story effective, relatable and engaging.
You should have some of the following elements.
-Drama (Challenge or problem)
-Villain (Someone or something causing the problem)
-Hero (You or the champion)
-Resolution(Solution)
To have deep impact and to persuade your audience, use data (numbers) of your clients and translate that into a story. Identify the problem, how it’s hurting their organization and offer them a resolution (your product or service). This is a classic formula to story telling. Share with them an example of what one of your clients have done.
When you share stories prospects will : 
1. Find application to themselves because you brought it to their level of understanding.
2. Recognize the proof of concept because someone else has done it. (Roger Bannister Effect)
3. See you as more creditable because it sounds like you know what you are talking about/doing.
However, even though story telling is powerful, don’t tell too many. You can turn a great opportunity into a dead opportunity.
Apply these principles and tell me how it has helped you. I would love to hear from you. Feel free to come over to The Sales Evangelizers Facebook Group and join the discussion there. 
The Sales Evangelizers
Remember as always, “DO BIG THINGS”

 

Sales Contract; The Sales Evangelist, Donald

TSE 083: How To Avoid Contract Hell!

Sales Contract; The Sales Evangelist, Donald “Contract hell”…. This is the one place that no seller wants or needs to be. Believe me, I have been through it and it is not a pleasant place to be. During this episode, I will explain what “contract hell” is like and how and why you need to stay away from it.

What is “Contract Hell”: 

“Contract hell” is a horrible limbo land that many sales professionals get trapped in after going through the hard work of bringing a deal through the whole sales process. From finding the new business, identifying the challenges, getting leadership buy-in, doing presentations, working out through negotiation etc. But there is one phase that is generally overlooked, it is the contract (aka the agreement). Since the contract generally comes in at the end of the sales process and statistics show that the majority of sellers spend more time at the other end of the spectrum of “finding”, they don’t know how to chart this part of the process. It may have taken the seller 3 months to bring the deal to this point, but “contract hell” can last longer than that and delay the seller from getting money. Because even after having the contract finally coming in, there is still a at lease 30 days before the client pays your company. If you are waiting for the that money for some reason or another, you may end up waiting for a really long time.

“Contract hell” consists of legal folks going back and forth tweaking things over and over again. It cost both parties, money and energy. However, depending on the complexity of the product or service you are selling, your contract/agreement signing period may be a very small window. I have seen when a delightful prospect becomes bitter and frustrated because of the long, rigorous process. As a result,it puts the deal in jeopardy. Imagine how you would feel as the seller when the deal that you have labored over for so long was being totally unraveled by the company’s executives. Well, it is not pretty. Depending on the size of your organization, it may be totally out of your hand. Speaking from experience, you don’t want to go through contract hell!

But how can a seller avoid it? Well, this is what I have found.

How To Avoid “Contact Hell”:

Well, here is the solution. The key to getting through “contract hell” is to focus on getting the contract/agreement in the hands of the buyer’s legal team earlier. Now, I am not encouraging you to send a contract as soon as you get someone who is interested in your product or service. However, maybe when the buyer understands the value of your product or service and has seen a presentation and you know they are going to buy. Typically, most large deals have to go through some sort of a committee or board approval. This where negation may start and where I recommend getting a copy of the contract to your champion, to pass on to legal.

Tell them, I understand that your legal team will need to review the contract before the purchase is made, so I want to get them a copy of the terms and conditions in advance to comb over it. I typically joke with them saying that we both know how long legal folks take and we want to prepare as much in advance so something small does not hold them back from making the purchase.

This act allows the legal team time to look over and identify any changes that is needed. Although what I am saying  may sound basic, I can tell you many of us don’t do it. We sit back and wait for the buyer to tell us when to send over our agreement, after everything is said and done, you are risking a stay in the torturous “contract hell”.

Take Action:

In conclusion, be proactive and take matters into your own hands. This will help you overcome this silly little mistake. If the product or service you sell doesn’t have a painful closing process, but you face something else that typically causes a longer waiting period, please share with me below in the comments area. I would love to learn more. Overall, I want you to go out and do BIG THINGS!

 

 

 

Paul Shakuri, Door to Door Sales, Alarm Systems

TSE 076: How Paul Shakuri Earned Six Figures Doing Door to Door Sales!

Paul Shakuri, Door to Door Sales, Alarm Systems Have you ever wondered if door to door sales is worth it, much less even profitable? Well, my friend Paul Shakuri can certainly prove that it is. In this episode I had the pleasure of bringing Paul on the podcast to chat with us about the door to door sales industry and how he found success doing it. Speaking as someone who did earn a good amount of money in college selling security systems door to door, it is not easy.

Like anything else it requires the right attitude and drive to help someone continue onward to find success, but let me tell you, it sure does pay. Even if you are not interested in doing door to door sales, the principle that Paul shares apply to a wide range of industries.

Here are some of the major takeaways from our discussion:

  • Any salesperson who wants to be the best needs to challenge themselves and challenge themselves against other people.
  • Door to door sales is not dead because it is built on human relationship.
  • Create an avatar of your ideal client and have that in the back of your mind as you are prospecting.
  • Learn who is your avatar from those who are experienced sellers within your company.
  • If the buyers like you, they will talk to you. If they trust you, they will do business with you.
  • How do you stay motivated? Set financial and personal goals that will keep you focused on the outcome.

Stay in contact with Paul:

www.Door to Door Mastery.com

YouTube Channel (type in anything  to do with door to door sales and you will find Paul) 

 pshak@entadr.com