• You are here:
  • Home »
  • TSE Certified Sales Program

Tag Archives for " TSE Certified Sales Program "

Donald Kelly, The Sales Evangelist, Shortcuts

TSE 990: TSE Certified Sales Program – “Shortcuts”

Donald Kelly, The Sales Evangelist, Shortcuts

On today’s episode of The Sales Evangelist, we’re talking with Curt Rapp about how sellers can benefit from the experiences and knowledge of others, and how that knowledge creates shortcuts.

Curt works as an independent contractor selling luxury outdoor products to consumers. During the holidays, that means Christmas lights and decorations. During the warmer months, he sells outdoor cooling systems and mosquito control.

He has access to marketing collateral like CRM and other resources, but he has to bring purpose and a sense of direction to the process. He has to take ownership in the sales process and get focused.

TSE Hustler’s League

Curt took part in our online coaching program, previously called TSE Hustler’s League.

He said the most valuable part of the experience was learning from other people’s mistakes. Curt calls them shortcuts because he’s borrowing knowledge from other people. [03:15]

Learning how other people handle the daily dogfight of sales helps him borrow their knowledge the next time he finds himself in a dogfight of his own.

In TSE Hustler’s League, even as the administrator of the course, I learned shortcuts and other tricks from people in other industries.

Silos

Salespeople tend to isolate themselves because they focus on the fact that their industries are different from other industries. The truth is that although the sales industries are very different, people who sell cars can learn from people who sell bicycles.

Curt said it took him several years to understand that he could learn from other people. Early on, he didn’t listen to people or their advice, and he ignored shortcuts that could have helped him be more successful. [05:31]

By learning from others, he gets to benefit from new information, and then he gets to share it with other people.

Having a plan

Curt said that early in his sales career, he took everything that came his way. He wasn’t selective in the choices he made. He saw opportunities all around but he didn’t wait for the right opportunities. [07:08]

Many of his past mistakes stemmed from dealing with people incorrectly and failing to intentionally set his expectations.

As a new seller, he got excited about phone calls and appointments because he didn’t have the confidence to expect them to happen. Now, he has the confidence to know that he can set appointments and close deals, and it has changed his focus.

Confidence has made everything easier in the sales arena. Also, it’s important to be humble enough to acknowledge that you don’t have all the answers. Once you do that, you can accept help from other people.

Positioned for the future

Curt learned from his TSE Hustler’s League experience that you must always be learning. He came to sales from an IT background, and he didn’t know what he was doing.

He had to be humbled, and that happened when he got around other people who were also hungry for knowledge. [10:40]

Group training sessions helped Curt in a variety of ways:

  1. It gave him situational awareness. When an unfamiliar situation cropped up, he could draw on discussions he had heard other people share about the topic.
  2. It improved his skills.
  3. Group training improved his accountability. He learned that he couldn’t be the guy sitting quietly in the corner of the group. He had to share and contribute something to the group.

To quote the book The Seven Habits of Highly Effective People, if you aren’t sharpening your saw every day, you’ll be passed over. Nothing will be handed to you.

Once Curt changed his mindset to understand that he didn’t know everything, his situation started to change. The TSE Hustler’s League group training helped him shift his mindset to always be learning.

Engage with successful people

Find people who are successful. Use social media. Use online training.

Become aware of all that you can learn and then put yourself in a position to learn something new. Be open to the possibilities. Change your mindset and your mentality. [13:01]

Your future may not look the way you think it will, but it will likely be better than you expected.

“Shortcuts” episode resources

If you’d like to know more about Curt and to find out about the project he’s launching in 2019 connect with him at curtisrapp.com and on Instagram @CurtisRapp.

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. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Sales Training, Sales Growth, Donald Kelly,

TSE 975: TSE Certified Sales Program – What Is It?

Sales Training, Sales Growth, Donald Kelly,On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program.

If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – this program is for you.

This program is also for you if you are a sales rep and you feel like you are spinning your wheels.

Daydream with me for a minute …. remember that first day in the office? When you were super excited to start your new role as a sales rep? When you imagined playing golf with the clients, closing deals, making money….

Remember when reality set in? Sales is difficult. Cold calling is annoying. Talking to executives is cumbersome. And without a process in place to help you become successful, you won’t be.

You need a process to help you really understand what your clients need before you will see results. The TSE Certified Sales Program is that process.

Learning from experience

I’ve sold in the medical industry, in the tech industry, to city governments, and to consumers. I’ve sold dish networks, timeshare presentations, security systems, and even religion.

I was sure I could take my vast B2C experience and translate it right away into the B2B side, but it didn’t work at all. I thought about quitting and going back to school because I had clearly made a mistake. Not making money is one thing – having to borrow money because you aren’t making money is even worse.

I feared rejection and I felt unqualified to talk to executives. I didn’t know how to plan my day or how to handle objections. More importantly, I didn’t understand the products I was selling, how to describe my product, or how to create a message that would resonate with my clients.

I didn’t know who my ideal clients were. I didn’t know how to use social media or make a cold call. When I had a warm call, I didn’t know what to say. I couldn’t give an effective presentation even if I somehow managed to schedule one.

Worse yet, I didn’t know how to ask for a sale or how to upsell. I didn’t know the right questions to ask and I didn’t know how to listen.

I didn’t know any of the fundamental things I needed to be successful. Trying to learn it all the hard way was emotionally and financially draining.

Learning from sales professionals

I eventually enrolled in a sales training course where the basics were broken down into manageable training modules and the difference was drastic. The training created a tremendous increase in my sales performance and now I sell for myself.

I sell an opportunity for companies to get past struggles, to find more customers, to have more meaningful conversations with the clients, and to close deals.

When I moved into the sales education side of things, I knew a similar training process would serve my students well. As a result, I created the TSE Hustler’s League Program. And after four successful years, we decided it was time for an upgrade.

What the program will teach you

The TSE Certified Sales Rep Program targets new and struggling B2B salespeople working for small to midsize companies, though anyone can benefit from it. We have four different courses that build on one another and create one complete TSE Certified Sales Rep course. You can also choose to become certified in one area at a time.

The first course will teach you to overcome your fear of rejection and replace it with the mental stamina and strength for sales. We will give you the basics to plan and structure your day so that you can be more effective in your outreach processes and close more deals.

The next module addresses the prospecting side of sales, which is often one of the worst areas for sellers. We understand that it is hard and that it takes a lot of time. We also know that most sellers neglect to do it.

To help out,  we combined years of experience with the scientific parts of prospecting. We created an easy-to-follow program that will help you find more ideal customers.

The third module is about building value: how to have appropriate conversations, how to find business drivers and how to be sure you are collaborating with the right people.

Finally, we will teach you how to convert more customers and close more deals. We’ve learned that converting or closing does not have to be as hard as people make it. We will give you the tools you need to effectively convert prospects into paying customers.

FAQs

The TSE Certified Sales Rep Program has been designed so that you can go through the modules, watch the videos and work the PDFs alone, or as part of a small group of 25 people.

We know through our experience teaching the TSE Hustler’s League Program that there is a greater benefit to those who participate in the group’s online discussions and role play opportunities; just one hour each week. Additionally, those who take part in the group facilitation will receive a recording of any missed sessions.

You also have the option to go through each part of the program with a facilitator and an accountability partner; someone that you report to each week – and who reports to you each week – with regard to the assigned coursework.

Each module is offered online at certain times of the year so if you miss it the first time around, you can take it the next time. Upon completion, you’ll earn the TSE Sales Rep Certification.

Our goal is not to just give you training but to give you something that is going to change the way you are selling so that you will become the best seller you are capable of being.

I still think back and use the fundamentals all the time. I have confidence in myself now and I am making the sales, and the money now. Check out the program, and visit TheSalesEvangelist.com for registration information.

“TSE Certified Sales Program” episode resources

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.

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.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.