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Donald Kelly, The Sales Evangelist Podcast

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

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

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

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  1. Head trash

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

  1. Lack of confidence

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

  1. Lack of effective communication

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

  1. Procrastination

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

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  1. Lack of focus on your why

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

  1. Forgetting the basics

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

Episode Resources:

Simon Sinek’s Start With Why

TSE 454 interview with DJ Shri

Join our Facebook group The Sales Evangelizers

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

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Donald Kelly, PandaDoc

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

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Donald Kelly, The Sales Evangelist, Julio Vientos, Sales Podcast

TSE 389: Sales From The Street-“People Buy From You NOT Your Company”

Donald Kelly, The Sales Evangelist, Julio Vientos, Sales PodcastSales is universal. That’s a fact. However, what works in one country may not work in another. Culture and context are things you need to consider. In today’s episode of Sales from the Street, Julio Vientos talks about how selling is different in other parts of the world, Latin America specifically, and some challenges he encountered as well as strategies he implemented to rise above them.

Julio is currently working for a book publishing company where he serves as the executive director in their Spanish division handling international sales specifically across Latin America.

Here are the highlights of my conversation with Julio:

Julio’s major challenges:

Understanding the politics and different things you need to understand when selling in Latin America (ex. pricing and currency change)

Strategies Julio applied to face his challenges:

  1. Understand the customer’s point of view and the context in each country.

The reality that something might be out of your control and your client’s control may exist, but how can you help your customer? How can you be relevant? How can you make them understand your product is valuable?

  1. Study and research how things work in each country.

This will give you a better idea on how you can sell more effectively to your customer and both of you understand what’s going on in the country without necessarily pushing the sale.

Results Julio got from rocking these strategies:

  • Becoming an industry expert/consultant to his customers’
  • Building stronger relationships with clients
  • Once you gain the client’s trust, they buy not from the company but from you.

Julio’s Major Takeaway:

Build that relation with your customer. Don’t go with the mindset of making numbers. They’re important. But build the relation with your customer first. Once you do this, sales becomes less of an effort.

Episode Resources:

Connect with Julio by giving him a ring at 321-945-9681 or reach him through his Facebook page at facebook.com/juliovientos.

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