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Janet Clark, The Sales Evangelist, Sales Process

TSE 1184 Sales From The Street: “The Heart Flow Sales Process”

Janet Clark, The Sales Evangelist, Sales Process

Sales is a process and every salesperson has to master the heart flow sales process before expecting results. 

Janet Clark’s company, The Freedom Shift, is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult. 

Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. It was only five years ago that she started selling high-ticket transformation programs for top-level coaches and consultants. 

B2B selling and transformational selling

In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money. Their decision is still laced with emotion but it’s more of making the right decisions so as not to lose their jobs. 

In transformational selling, a coach or consultant is selling to a company owner who makes a decision to invest in himself to reach a new level of personal growth. A coach or consultant talks to a person who spends his own money. There are a lot of emotions involved in making the decisions of doing high-ticket investments yourself. 

The key to connect with people is to reach them from the heart, hence the heart flow sales process. Every letter in the word Heart Flow stands for one of the steps in the sales process. 

Factors to consider 

Two things need to happen before someone invests in a high-ticket program. Number one, the prospect has to know that the program works. They need to feel a level of trust in the person delivering the program. The second factor is for the prospect to consider whether the program will work for him.  

Marketing and the qualifying piece answer that question. Talking to the prospect about the program and how good it is alone wouldn’t result in a closed deal unless the conversation goes deeper and they figure out where their fear is coming from.

The Heart flow process is not hardcore selling and it’s not manipulative. 

Most people need a push and not manipulation. Sometimes, they need to borrow the confidence of the salesperson in order to make big decisions. There is a fine line between being confident and pushing somebody a little beyond their comfort zone and doing something manipulative. 

People who make investments need to see results and they won’t get the results they want when you bring them in the program in a coercive way. 

The Heart Flow Sales Process

Heart 

Heart Flow is divided into three sections and as mentioned earlier, every letter stands for a step in the process. 

  • Hello
  • Explain
  • Ask
  • Recap
  • Teach

Hello is the greeting. It’s when you sit with your clients and figure out who they are. This is where you build rapport. Next, is to explain how the call is going to go. Set the stage right away and do an agenda before the call. It is important to take the prospects through the process in order to steer them in the right direction. 

Ask, because fact-finding and interviewing are two important parts of the sales process. Learn to ask the right questions and the typical objections in the program you are selling. When you realize that the person is not a qualified prospect, you go to the next section. 

Recap the things that they’ve said to ensure that they know you’re listening and absorbing the information they gave you. 

Teach is the transition point where you start giving them some information. It’s important to teach them something that they’re not aware of and give them that eureka moment. Teaching them little things that they don’t know or might have known in a way that is an Aha! Moment. 

Flow

The next section is Flow. 

  • Feeling
  • Layout the offer
  • Own the silence
  • Wrap it up

Feeling is asking them how they feel about what you’ve said. This step makes them reflect on the things you’ve said and respond accordingly. This brings you to the next section, layout the offer. 

This is where you explain to them that what you just taught them (in the Teach step) is incorporated in this program. Layout to them the elements and the components that make the program work. It’s more of the benefits and results of the program rather than the times of the day you’re going to do the coaching calls. 

Own the silence and don’t make the mistake of owning the talk after you’ve laid the offer. It’s important to mute yourself and let them come up with what they’re thinking. 

The last step is to wrap it up. Answer their questions and move forward into getting them into the program. There is science to the sales process and a way that it needs to flow. There’s also an art to sales so that every person brings their own artistic way of doing the process. The heart flow sales process allows you to be creative but still keep the process flowing so that you can stay on track. 

Refrain from reading a sales script and do it in a natural format but in a guided way. 

Sales should be a normal conversation with people where you’re helping them through the process of making a decision. #SalesHacks

“Sales From The Street: The Heart Flow Sales Process” episode resources

As a salesperson, make sure that you’re doing this for the right reason and not just to make a commission. Connect with Janet Clark. You can find her on Facebook, High Ticket Sales Collaborative or visit her site, The Freedom Shift. You can also shoot her an e-mail if that’s more convenient for you. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

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

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For sales concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

Audio provided by Free SFX and Bensound

 

Doyle Buehler, Donald Kelly, Break Through Digital, Prospecting

TSE 964 : Sales From The Street: “Selling And Monetizing Your Brand”

 

Monetizing Your Brand, Sales From The Street, Doyle BuehlerOn today’s episode of Sales From The Street, we talk to global entrepreneur Doyle Buehler about monetizing your brand.

Doyle helps businesses organize their work and their strategies so they can do good work.

Many sellers don’t actually own their own businesses but they operate a business within a business. They are intrapreneurs, and many salespeople miss this truth.

Common mistakes

Many entrepreneurs who utilize online marketing make a mistake that Doyle calls the “3 percent.”

Businesses out there assume that everyone wants to buy from them, but that’s far from true. Many studies suggest that about 3 percent of people at any given time are interested in purchasing your product or service.

By understanding the buying process, you may find that 30 percent of customers will never buy from you, but that means that about 67 percent of customers will eventually buy from you when the time is right.

The salesperson’s job is to tap into that 67 percent to figure out where the customers are in the process. How far away from buying are they?

You may find that 3 percent are ready, 7 percent are really close, and 60 percent can be moved toward buying from you.

Expand your market

We thrive on instant gratification. It’s a natural tendency for us as humans. But our buyers are like us in that they probably aren’t going to buy something until they’ve done a lot of research on it.

It’s important for us to get past the instant gratification and stay aware of the 67 percent who will eventually buy from our business.

We must keep our eye on those people:

  • The ones who are getting ready to buy
  • Those who are learning about the product
  • The ones who are defining their needs and challenges

Those are the people you want to start talking to. Those are the people whose attention you want to get.

Getting their attention

The know, like, trust triangle is the essence of getting their attention.

Do they know you and understand who you are? This is where personal branding comes into play.

Do they like you? Can they sync with you? Do you have synergy with your audience? Accomplish this by producing great content.

Do they trust you? This component isn’t always as important for widgets but it’s vital for larger purchases.

How do you talk to the 67 percent of people who are starting the journey? If you’re providing content and a platform and ecosystem to support them in their journey, they’ll come to you when they are ready to buy.

Main strategy

If, for example, a listener is regularly engaging with a podcast, where do you take that conversation next? You can promote it all over the place and get people to listen to it, but what’s the next step?

There’s a whole schema to this: what gift can I give to a potential customer so they’ll get to know, like, and trust you?

A gift is easy because there’s no risk. How will you create a community and get them involved?

How do you continue to scale and escalate that conversation?

A lot of people don’t have these in place.

Zero moment of truth

Google did research about 10 years ago that revealed that your buyer behavior breaks down into the need for 7 hours and 11 touch points. Some people would add four platforms.

So how do you get your prospects to spend that much time with you?

It’s a cool concept because it says that if you can spend more time with them, you’ll move them toward a final sale.

Core strategy

Many times, companies don’t have a core strategy or a workflow to their advertising. When they don’t get the results they want, they spend more money, which isn’t always the right answer.

Companies must be smart about how they spend their money.

Doyle’s recommended structure, described in his recent book called Breakthrough — Unleash Your Remarkable Brand Value, Influence, and Authority: Evolve Your Strategy and Marketing, lists seven workflow steps to help companies organize their digital ecosystems. They will end up with a platform that helps them build the know-like-trust triangle with their customers.

Keep your eye on the longer term, strategic mission of your business and what you’re offering in terms of value.

If you don’t understand your own strategy or your brand value, you’re going to spin your wheels because you won’t know what to do.

Build a strong platform but start with a strong strategy.

“Monetizing Your Brand” episode resources

Grab a copy of Doyle’s book, Breakthrough — Unleash Your Remarkable Brand Value, Influence, and Authority: Evolve Your Strategy and Marketing. You can also go to www.breakthrough.digital to check out the book.

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

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

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

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

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

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Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist Podcast

TSE 605: TSE Hustler’s League-“Three Reasons Why Your Deals Are Not Closing”

Closing, Donald Kelly, The Sales EvangelistToday’s episode, we’ll give you a sweet taste of the first session of the TSE Hustler’s League this semester. If you still want to join, go ahead and apply. This is a group coaching experience where we also bring on some expert guests and members share insights and bounce ideas off each other.

Top 3 Reasons for Poor Close Rates

  1. Poor qualifications
  2. Lack of comprehension (on the buyer side) and misalignment (between the buyer and the seller)
  3. Lack of trust

Creating a checklist.

Have a checklist of your criteria when qualifying your prospects. Make sure it’s easily visible while you’re making calls while prospecting. Having a visual representation whether on your screen or in your office prevents you from deviating from your criteria.

A common tendency is that once you know the prospect is interested just because they asked for the price, you get so excited that you deviate from the process and just jump right in. Then you don’t hear back from them. Well, you didn’t qualify them in the first place.

Key things in the decision-making process:

  1. Make sure they have money.
  2. Make sure they have a challenge or issue they have that you can solve.
  3. Make sure they have a meaningful time frame.
  4. Make sure they have the ability to say yes.

According to a study, 57% of the weight towards a buying decision is when they first make contact with a salesperson.

The Unconsidered Need

This is when you’re able to teach something to a prospect they didn’t know they need. Regardless of what you’re saying, figure out something your buyers don’t know that you can educate them on in the decision-making process, in the discovery process, in the qualification process.This will separate you from other sellers.

Episode Resources:

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.

Donald Kelly, The Sales Evangelist Podcast

TSE 515: TSE Hustler’s League-“Credibility and Trust”

Donald Kelly, The Sales Evangelist Podcast Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about building credibility.

Credibility leads to trust.

Trust is essential in sales. You have to trust those you’re working with and build trust with . People do business with those they know, like, and trust. Credibility is a precursor to that. Build credibility, then you gain trust.

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3 Pillars in Building Credibility:

  1. Don’t be desperate.
  2. Be specific.
  3. Back it up.

Don’t Be Desperate

  1. Identify your ideal customers. Go for those that fit your product. You cannot be the “yes” man to everyone.
  1. Set the rules before you play the game since there are people who can alter rules during the game or even deny there were any.
  1. Offer them an “out” or the fitness test. Set the perimeter early on and ask your prospect to be open to telling you at any point during the conversation when they recognize that you’re not a great fit.

When you can give people an out, you become so much more credible.

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Episode Resources:

Join the TSE Hustler’s League and be part of a dynamic, results-driven, like-minded group of awesome people!

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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TSE 405: TSE Hustler’s League-“Show Them You Care”

TSE 405: TSE Hustler's League-"Show Them You Care"Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects.

You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply want to truly connect with someone and feel that you are not pushing on to them something they don’t need. 

Effective Ways of Building Rapport with Your Prospects:

  1. Be mentally fit.
  2. Engage with the customer.
  3. Speak to their needs.

Have the right attitude. The angriest people tend to have people who are also mean to them. Be a jerk and you will get jerks. Have a bad attitude and you will get buyers who have bad attitude. Before you even get to work, be sure you’re mentally there. So having the right attitude is critical as it determines your performance.

What is your purpose in doing this business? Use your passion and motivation as fuel to keep pushing yourself every single day.

Have the right gestures. Smile and maintain eye contact. Even when you’re just speaking over the phone, there is a difference when you’re talking with your head down as opposed to talking with your head up. Since you’re opening your diaphragm, you will sound more confident. Pretend you’re looking at your customers in the face.

Get to them on a personal level to show them you care and that you want to help them.

Episode Resources:

We’re starting a new semester of the TSE Hustlers League in October where we will be having a 12-week training primarily focused on Prospecting and how you can get successful at it.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. Simply go to www.DoBigThings.net. Can’t go to South Florida? No worries. You can get access to our virtual ticket!

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

Register Today

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND