Tag Archives for " TSE Hustlers League "

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.

 

Sangram Vajre, Sales Podcast, Donald Kelly, The Sales Evangelist

TSE 960: TSE Hustler’s League – “$1 Million”

Sangram Vajre, Sales Podcast, Donald Kelly, The Sales Evangelist

Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sales Evangelist, we visit with Sangram Vajre, “The Accidental Evangelist,” about what he learned from building a company and how to achieve $1 million.

Sangram founded a company called Terminus, and he had a front-row seat to see what building truly looks like, and along the way, he achieved $20 million revenue in about a year and a half.

Product-obsessed

Most people who start a company begin because of a problem. They understand the problem but they quickly become product-obsessed rather than problem-obsessed. They believe their product will solve the problem, and it might, but they lose sight of the fact that no one has a perfect product right out of the gate.

The process is evolutionary.

Even Salesforce, which is a $10 billion dollar company, doesn’t have a perfect product. The company constantly adds and changes its products.

Don’t fantasize about the product. Instead, fantasize about the problem you want to solve. It’s a huge mind shift.

Sangram started a community called “Flip My Funnel” and he invited media, influencers, and even competitors to speak at the event.

Once everyone was talking about the problem, the market grew and Terminus was able to find its market.

Find problems

Become obsessed with the problem you’re trying to solve.

Figure out how big your market is. Determine the right use case that works for your company and then build a community around that use case.

If you’re selling a product to marketers, to B2B companies only, that’s the niche you want to carve out. You must dominate that vertical and own that topic.

Build a community and build ideas around that topic and galvanize everyone in the company and the community around that idea.

There’s so much power in singularly focusing on one topic so that you don’t get distracted in many other areas. 

The people who listen to you are going to win if they listen to you and they’ll become customers for life.

For Terminus, they defined their market as every B2B SaaS company with a certain revenue and a certain number of employees.

They focused on letting every one of the companies that could eventually be their future customers to know about them. They knew where they wanted to go, so they took the camp and went there and met with people.

Prospect thinking

Sangram said his thinking changed when he realized that, although no one wants to lose a prospect, it’s much more painful to lose a customer.

Your customer is someone you have an intentional relationship with. Sangram started calling everyone a customer or a future customer.

That means you have to know the company you’re trying to sell to and you have to know that they will benefit from what you’re trying to sell them.

If they don’t become customers today, it’s okay because they’ll become customers tomorrow.

Focus on only your future customers rather than focusing on everyone. The list should be short so that it matters to you if you lose one of them.

Words matter

The words we use matter. We’re all humans and emotions impact us.

During a discussion with Jay Baer, author of Talk Triggers, Sangram discovered that every single touchpoint is either building your brand or trashing your brand.

If you’re sending a newsletter every Wednesday but you aren’t sure that it’s truly adding value, you’ll never hear from those future customers. Every time you do something that isn’t adding value to their day or their life, you’re taking away from your brand.

Think about every touch point as something intentional.

Sales strategy

Although the sales strategy in the early days of Terminus wasn’t intentional, Sangram identified three things that helped the company be successful.

1. Rolling thunder

Every month you must do something to get the market’s attention. Do something oriented to your market. Something bigger than just a blog.

2. Big rocks

Many startups have a never-ending list of things to do. Instead, focus on the big rocks, or the things that will truly move the needle.

3. Small wins

Companies often neglect small wins. How do we celebrate small wins instead of focusing only on the big ones? Change your culture so that small wins matter as well. Small wins create the momentum that gets you over the big hill.

Say one “thank you” every day. Acknowledge your team with handwritten notes. Let them know that their work matters.

“$1 Million” episode resources

Connect with Sangram on Linked In or Twitter, and check out his podcast called Flip My Funnel.

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.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

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 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.

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.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

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

TSE 945: TSE Hustler’s League-“Overselling”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueYou cannot oversell to your prospects. We’ve been talking all month about closing, and about what you can do in your closing efforts to give your clients exactly what they want.

On today’s episode of TSE Hustler’s League, we’ll discuss how to improve closings and how to avoid overselling.

The TSE Hustler’s League is an online group coaching program designed to help sales reps like you and me learn how to improve our skills. Each semester has a different focus, and for 12 weeks, we conduct trainings and discussions related to that topic.

Jargon

I met with a manager once who was on board with my product and we were scheduled to do a presentation.

“No matter what you do, Donald, my boss doesn’t like jargon,” the manager told me. “We don’t care about the marketing stuff. We only want to see the software and the problems it can solve for us.”

It turns out this manager had given the same warning to another sales rep in a different company before me. The rep promptly ignored the guidance and gave the same pitch he always gives, and the executive promptly left the meeting.

Based on the guidance he gave me, I gutted my presentation. I knew they didn’t want to waste time on company history and I wanted to honor their time I wanted them to view me as a trusted advisor.

I wanted to help them recognize a problem and help them solve it. Most sellers don’t do that, mainly because they don’t know how.

I focused exactly on what the prospect said wanted. I didn’t oversell and I didn’t undersell. Because I quickly addressed the problems I could help him solve, we were able to get to “yes” quickly.

Overselling

Once you have an interested prospect, it’s tempting to keep trying to sell him more. You likely have so much more that you’d like to show him, but you must give him exactly what he wants.

If he’s already convinced, skip over the junk and figure out the next step. Go to the part of your process where he can sign up.

Obviously, you’re going to have some steps that you can’t skip, like making sure the proper people understand and approve the buying process.

Interacting

The buyer will likely want to interact with your presentation. He’ll want to ask questions, hear testimonials, and share stories.

If you prepared well and you understood exactly what he was looking for when you arrived for the presentation, you’ll be able to provide the exact information the prospect needs to make a decision.

Overdoing a presentation can ruin a great opportunity just like overcooking a steak can ruin a great cut of meat.

Evaluation

Consider whether your presentation provides enough opportunity for your prospects to engage in discussion.

Know your content and your industry. Understand the customer and the difficulties he typically faces. Then build your presentation around that knowledge.

Don’t risk losing a deal because you oversold.

My goal is to help you find more ideal customers and build value. I want to help you close more deals. I want to challenge you every single day to do big things.

“Overselling” episode resources

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

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is 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.

This episode is also 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.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

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

TSE 935: TSE Hustler’s League-“Closing Is Too Much”

 

Donald Kelly, The Sales Evangelist, Sales Podcast, Closing The DealIf you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of all levels. Today we’re discussing the occasional mindset that tells us that closing is too much.

On today’s episode of TSE Hustler’s League, I’m going to share some of my training with you from David Hoffeld’s book, The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal. I’m going to address the idea that closing is too much.

Sometimes as sales professionals we get the idea that closing is a big obstacle that we simply can’t overcome. We fail to understand that closing is easy if you follow basic principles.

Incremental commitments

In the opening of the show, I talked about a salesman who asked for permission to put a billboard in someone’s front yard. This story was the basis of research that David reported in his book.

In 1966, the Journal of Personality and Social Psychology reported that researchers visited neighborhoods asking residents if they could place a large billboard in their yard that encouraged people to drive carefully. The billboard obstructed the house, and only 17 percent of the participants agreed to the sign.

Then researchers visited a separate neighborhood and asked the same question, but this time they got 76 percent participation.

What’s the difference?

In the second neighborhood, researchers had previously visited each of the houses asking for permission to place a small 3-inch sign with the same message in the front window of the home.

Those neighbors who agreed to the smaller sign were more likely to agree to the larger sign later.

Sometimes we do to our prospects what the first salesman did in this story. We talk to them about their challenges and their pain and then we ask them to purchase a $10,000 software program.

Start small

We’ll be discussing the sales process in November, but for now, is there a way you can break your larger commitments into smaller ones to make it easier for your prospect to engage?

You must have some kind of commitment in mind at the end of every call.

When I did do0r-t0-door security system sales, we started by asking people if we could put one of our small signs in their yard. Most people agreed because it was an easy way to deter burglaries.

Beyond that, we would continue our conversation about security systems and discuss what they liked about their existing system. Then, we would ask if we could see their existing system, and we would share value with them about security systems.

We ended up sitting at a table with them discussing security and the challenges they face.

Very often, we were able to convince them to install one of our systems or to switch to our company. We succeeded because of incremental commitments.

Get to yes

Figure out a way to get your prospect to say yes to something. Maybe it’s an initial meeting. Then it’s a demonstration. Then it’s to get their colleagues involved.

Commitments at each stage of the process make a huge difference.

If you end a phone call with a prospect by simply saying, “Talk to you soon,” you haven’t given your prospect any homework. You’re going to have a tougher time closing deals because you aren’t offering incremental commitments.

Examine your process

Are you providing incremental commitments along the way to your prospects? Are you giving homework or giving them opportunities to say yes to little things that will lead to bigger things?

If the brain is accustomed to saying yes, it will more likely continue to say yes along the way.

I want to help you improve your sales process so you can increase your close rate. If you and your team need help, check out the TSE Hustler’s League.

“Closing Is Too Much” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits.

Don’t let your CRM be unruly 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.

This episode is also 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. Your prospecting will never ever be the same.

I mention software that we use likeprospect.io and likeMaximizer CRM because I know they work and I want to help you.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Story Selling, Prospect.io, Maximizer, Story

TSE 930: TSE Hustler’s League-“Storytelling Questions”

Story Selling, Prospect.io, Maximizer, Story

 

 

 

 

 

It’s tempting to think that when a lead contacts us first, the transaction should be pretty simple. We’ll ask about the company; about the challenges the company is facing; we’ll try to determine how we can help. But what happens when the conversation goes nowhere? You must make sure you’re asking storytelling questions.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll address the questions you’re asking of your leads and discuss how storytelling questions will help him tell his story.

Maximize leads

Even when people land on your website looking for information, they may be a little shy about opening up. They may not immediately volunteer to share the problems they are facing.

So what do you do? How do you qualify the lead to determine whether you can help?

You have to begin by learning about the lead, and the best way to learn about your leads is through their stories.

Storytelling

I recently had Paul Smith on the podcast, author of Sell With A Story, and he talked about capturing attention, building trust, and closing a sale. He talked about the importance of stories.

We know that stories date back eons, and we’ve done countless episodes in the past about how you can improve your storytelling skills. What we haven’t addressed often is the fact that stories can help your buyer reveal important information to you.

When you need to understand his business and his challenges, you can do that by having him tell you a story.

In his book, Paul outlined 5 ways to get your buyers to open up:

1. Listen

Don’t be afraid of silence. Fight the urge to break the ice. Give your buyer time to process the decision.

Once you have rapport and relationship with a prospect, it’s ok to give him time to consider all sides of an issue.

Silence can be very powerful for both seller and buyer.

2. Ask

Ask the question that requires story. Use open-ended questions.

“When did you know you had a real problem on your hands?”

Unlike the question, “What is your biggest challenge,” this question prompts prospects to tell a story. When they do, they’ll include other characters, other situations, and specific instances that led to this moment.

Stories reveal a lot of information. They require people to recall a time something went wrong and identify all the problems that occurred.

That will help you identify true issues that will help you frame a demonstration or present a solution in a way that will help your prospect.

3. Research

Find out the prospect’s current role. Research on LinkedIn to discover what his position is and use that to build rapport.

Again, ask a question that prompts a story.

“How did you end up in your current role?”

You can bring up something you saw on the prospect’s LinkedIn and initiate a conversation. Ask the prospect to tell you about something you saw on the page, and it will lead to specific conversation and stories.

4. Meet

Consider having the prospect meet you somewhere outside of work. Go to lunch or dinner, or meet at a trade show event.

Get the prospect away from the office mindset and ask him to tell you a story.

In this setting, he won’t be thinking about his role in the company. He’s outside, and that allows him to share more freely.

Don’t use it as a fishing expedition. Do this with customers who have already expressed interest in the product or service you’re selling.

5. Share

Share your own story first.

Tell about a challenging situation you overcame. It may prompt him to share a similar experience he had.

Seed the story. If you sell office furniture, share your own story about office furniture to encourage him to share a challenge he has struggled with.

“Storytelling Questions” episode resources

Check out Paul Smith’s book Sell With A Story for more information about using stories to sell well.

This episode is also 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. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Video, Prospecting, Email

TSE 925: TSE Hustler’s League-“Video Revolution”

Video, Prospecting, EmailYou’re more than likely listening to this episode because you want to improve as a seller or a marketer. You’re seeking education so you can get an edge on your competition. There’s a tool that many of us are failing to embrace, and it could begin a video revolution.

On today’s episode of The Hustler’s League, we’ll talk about how digital cameras can change our companies, and how large organizations are using them well to engage in the video revolution.

The truth is that videos don’t have to be expensive anymore, due to the number of free tools out there and the availability of digital cameras.

TSE Hustler’s League is an online group training session to help sellers like you and me to learn how we can improve our prospecting.

Facebook

I ran a couple of Facebook ads recently and I had really limited results. Want to know why?

I didn’t run the campaign properly, and I used a static image. I didn’t use video.

If you scroll through Facebook or Instagram, you’ll notice there are lots more videos than there are pictures there. The reason for that is that we don’t want to invest the work to read something. We’d rather listen because we can consume the content while we do other things.

It’s also true that many of us are more visual, so if we can see it and hear it, we grasp it better.

In our sales and marketing efforts, we have to look for opportunities to use video. Many of the platforms we use daily prefer video content because it’s working better.

Hubspot

Hubspot, the marketing platform, has started creating customer success platforms and tools. They’re embracing video because it’s more effective.

We know people prefer video because it helps them understand things better and it allows them to consume content while they are doing other things. Knowing that is true, imagine using video in your sales outreach.

You could send emails to your prospects with videos inside, and companies like BombBomb and Wistia that can help you master video.

When you use video, it makes your communication unique, and you’re able to effectively share more information than you can in an email.

Embrace the video revolution

These two large companies are already embracing video, and it’s only a matter of time before others do as well.

If you begin to integrate that into the daily operation of your business, you’ll gain the advantage over your competition.

Hubspot is embracing video for both its marketing and its video. They are sending information and creating marketing content that is video-based, and it’s helping their customers.

You could use video as an opt-in for your website: a video that explains why you’re asking for the opt-in and what your customers will get if they do it.

Use it to teach your customers. If they get new software, they don’t want to read an entire book to understand how to use it.

You can literally infuse video throughout your entire organization. Take advantage of its benefits when you’re doing outreach, when you’re marketing, and when you’re teaching your clients.

I use video to train my team members about the backside of the podcast: how to upload audio or how to create artwork.

Humanize your communication

Emails and other forms of electronic communication are less personal. They don’t allow our prospects to experience who we are as people.

Videos allow your prospects to hear you, to see your mannerisms, to hear your tonality, and to see your gestures. It helps them build a connection to someone they don’t necessarily know yet.

Video is the future of sales. If Company A sends me a long outreach email, and Company B sends me a quick video, I’ll be more inclined to click on the video to hear what he has to say.

I encourage you to go back to your team today to brainstorm:

  • How can you use video in your sales and marketing efforts?
  • Can you use video to help with client success?
  • How can we use video to train people?

Share with me what you decide to do with video capabilities.

“Video revolution” episode resources

We’re doing a little bit of remodeling with TSE Hustler’s League this upcoming semester, changing up the curriculum. We would love to have you check it out and apply and see if it may be something that can benefit you.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

This episode is also 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. Your prospecting will never ever be the same.

If you aren’t sure you have the right CRM, Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Prospect.io, Prospecting, The Sales Evangelist

TSE 920: TSE Hustler’s League-“Prospect.io”

Prospect.io, Prospecting, The Sales Evangelist

On Tuesday I told you about a guy named Louis whose job it is to set appointments and find opportunities for an account executive on his team. The problem for Louis is that his CRM stinks, and his database is no good, so he struggled until he stumbled upon Prospect.io.

On today’s episode of The Sales Evangelist, we’ll talk about how you can work smarter instead of harder, and how prospect.io can help you do business development effectively.

Specifically, we’ll talk about leads and how we can get effective leads and guide people through our sales process. Ultimately, we want them to find value in what we have to offer and to become a client in the end.

Seller pressure

Louis isn’t a real person, but he represents the struggle that many sellers, including me, have felt during portions of their careers.

Often sellers get hired into a company without knowing that they would have to hunt their own prospects. They didn’t know they’d have to find leads using a database from 1992.

How will you find prospects and nurture them well without losing track of them because your CRM isn’t working effectively?

My new favorite tool addresses these issues, and I love it for three reasons:

  1. You can personalize your outreach.
  2. You don’t get lost in the process of prospecting.
  3. It works well and simplifies your process.

Personalized effect

If you’re doing a lot of outreach, you’ll quickly realize the need to personalize it. But how will you personalize communications at that magnitude when you have to find three to five prospects per day?

You’ve done this long enough to know that if you send the same boring email as everyone else, it will end up marked as spam.

I’m a big believer in the platinum rule. It says that you should treat others the way you think they would like to be treated. If you think of that from the prospects’ standpoint, they are irritated by blast emails that they receive every day.

Prospect.io will help you overcome that.

You can go into LinkedIn Sales Navigator and pull a list of prospects based upon an email that I will send.

If I’m reaching out to sales managers of tech companies in the Philadelphia area, I can use custom fields to personalize my message to that audience. If I’m reaching out to Dave at ABC Software, I can include his name, company, and something personal in the email using a custom field.

Set it and forget it

Prospect.io will send out a drip campaign; an automated cold outreach process that I have customized for my prospects. It will send as many emails as I designate, though generally, you’ll want to keep it around 3 to 5.

The email will originate from your account, and it will be personalized and it won’t be spam or junk.

I keep mine short, usually no more than 5 sentences, and I push for some kind of action.

I literally set it and forget it.

I’ve also set it up with my Slack so that I’m notified when the prospect replies to an email, and then I manually take over the outreach with a personal chat.

Finally, I have it set up with my CRM so that it automatically sets up a name or an account for that person.

You won’t get lost

If you aren’t doing repeatable, predictable steps as part of your sales process, you’ll struggle to repeat your successes.

WithProspect.io, you won’t ever doubt what’s coming up next in the process or how you’ll carry it out.

If you’re new to an organization, it can be difficult to track all the different processes you’re engaged in.

If you send out 100 emails, how will you know when it’s time to send the second email? Instead of having to do it manually, this platform will automatically connect with your CRM and send your follow-on emails without you having to worry.

The only time you’ll be notified is when your prospect actually responds.

This process can keep you from missing out on opportunities because you neglected to respond in a timely manner.

Prospect.io takes care of all of this for you.

 

Simplified process

Finally, although Prospect.io wasn’t specifically created for it, the platform can help you find prospects you can pursue.

If I pulled together a LinkedIn list, I can use Prospect.io to download all of those different prospects. Then I can pull their email addresses as well as data points.

Those data points can be added to my campaign so I can personalize my messaging.

I can make note of personal messages I’d like to send and it will send them.

It saves me time scouring the Internet to find leads, and then manually sending multiple emails to those prospects.

Time saver

This tool can save you massive amounts of time every day. Anyone who is doing massive amounts of outreach can possibly benefit from this tool.

If your prospect isn’t ready to purchase yet, you can have them go into a nurture sequence that guides them to set an appointment to speak to you.

You don’t have to rely on marketing to do that.

This is not a marketing system or a CRM; it’s a sales automation system. It helps you do your outreach in a bulk customized manner.

It’s also capable of tracking conversion. If I link some prospects to a particular podcast episode, it notifies me as soon as they interact with my content.

It allows you to follow and truly apply the platinum rule: Treat others the way that they would like to be treated.

“Prospect.io” episode resources

This episode is also 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. Your prospecting will never ever be the same.

Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRMcan do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

 

TSE Hustler's League, Application, New Client, Sales

TSE 915: TSE Hustler’s League-“Application”

TSE Hustler's League, Application, New Client, Sales

Early on in The Sales Evangelist, I didn’t have an application process in place to qualify my inbound leads, and it cost me customers. I suspect you could be missing this connection, too.

On today’s episode of The Hustler’s League, I’ll share what might have prompted some of my customers to leave my program, and how an application improved my retention rates.

TSE Hustler’s League is an online group coaching program designed to help sales professionals who haven’t had sales training, as well as sales teams that want to learn and find something new.

Each semester we have a theme that we focus on, and we do a group call each week that includes a training about that topic. This semester, our focus is on business development, so we’ll spend the whole three months talking about it.

Sales training

Early on, I didn’t have a lot of money to pay for sales training. I barely had enough money to pay for rent, so sales training was a luxury I couldn’t afford.

I decided to figure out ways I could learn about sales myself, but it was challenging to find relevant content or people who were willing to help.

(That struggle eventually prompted me to launch The Sales Evangelist podcast.)

Eventually, though, my company paid for sales training, and it was amazing. I was digesting new things and learning about sales, and I spent two hours every single Friday practicing what I learned.

I was determined that someday, I was going to do something like that myself, so I created inexpensive, online content that anyone could use to practice what they were learning.

Initially, we charged $1 for the first month and then $37 for the following months.

We quickly realized, though, that we needed to have an end date rather than continuing that structure indefinitely. So we focused on a semester approach and we themed each semester so our customers could return to later groups that covered different material.

We did notice, though, that people started to fall away. They weren’t committing to the program or they quit participating. Some unsubscribed.

 

Qualification

I figured out that my problem was a lack of qualification. All users had to do was go onto the website, read through the information, and sign up to try the classes.

To address the problem, we added an application. You have to fill out an application at the beginning that asks you to share the biggest challenges you’re facing and asks you to indicate which program might be the best fit for you.

We also include the pricing up front, because we don’t have any secrets.

There’s a time commitment for those in the course of one hour per week. For that one hour, I’m virtually live with those in the program.

The application allowed the people who weren’t right for the program to weed themselves out. They saw the requirements and the price point, and they saw the value they were getting. They had all the information they needed to determine the valuation for themselves.

After the application, they schedule a time to do an interview with one of our team members. We review the application and make sure they understand what they are getting into before they even make a payment.

Committed clients

To some, that seems like a process that is costing me money. Just the opposite, it’s saving me headaches. I don’t have people complaining about the process and our fall-off rate has dropped tremendously.

People weeded themselves out without us having to be involved, so by the time we interviewed them, it solidified their commitment to the program.

We have a stronger retention rate and now we have a program that is easier for companies to join. Sales managers know exactly what the members get from the training, and we’ve developed a certification that confirms completion of the program.

 

Weeding out inbound leads

How can you apply this to your own process?

For us, this was sales qualified leads. If they were marketing qualified leads, they might have been people who signed up and downloaded a free document, but people who still required nurturing to get to an appointment.

Simply asking applicants to type out their three biggest challenges made our conversation easier and it gave me information I could use in my discussion to see if they are a good fit for the program.

If, for example, they are having a problem building value in the conversation, I know the business development track won’t be a good fit for them, so I won’t sell them something that isn’t a good fit.

I want my retention rate to be stellar. I would encourage the person to wait for a later semester that addressed building value so they would learn something helpful.

When I’m able to make sure the expectations of the buyer and the seller are in sync, then magic happens. And then I’m able to raise the price because the value is better.

The program is $150 a month now for three months, which is a steal compared to some of the other training programs out there.

Each semester I meet new people and I absolutely love it.

“Application” episode resources

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, our online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video which is a great way to offer relevant content on LinkedIn.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

 

TSE Hustler's League, Donald Kelly, Sales Leader, Sales Leader

TSE 910: TSE Hustler’s League-“It’s All Backward”

TSE Hustler's League, Donald Kelly, Sales Leader, Sales LeaderIf you find yourself thinking that your clients just don’t get it, the problem may not be the prospect. It may not even be the product. The problem may be the way you and your company are selling your product. If your sales process is designed all around you, that means your prospects aren’t being considered. Your sales process is backward.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll discuss the signs that your sales process is backward, and what you can do about it.

If your prospects don’t have a chance to share how they are buying or to have their own inputs, they may be confused because you didn’t take time to learn from them. Even if you think you listened, I’m going to show you in this episode how we’re not listening.

Getting it wrong

Selling involves much more than just listening to the prospect, which of course you have to do.

Our new semester of TSE Hustler’s League will begin in the fall, and we’re going to address business development. We’re going to show you how you can find more prospects and how you can court them.

But we’re also going to do something radically different. We’re changing up the curriculum from what we’ve had in the past.

Some things will be the same, but one of the foundational ways we prospect will change. We’re overhauling because we have been getting it wrong.

Before you skip to another episode, answer this question: In your buying process right now, what does your CRM say? What is outlined?

Many of you may have adopted what I’ve taught, while some of you may never have adopted a sales process, but most look like this:

  • Find the prospect.
  • Do the discovery.
  • Propose a presentation or demo.
  • Convert.
  • Close.

That’s the process we’ve taught for a long time, and though it’s good, it’s not great. We’re going to take good and make it great.

Flip a switch. We’re going to change from only looking at you.

I can’t take credit for this. My good friend Kevin F. Davis taught me this, and I recommend his book, The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top. 

Stop looking only at outcomes

These are actionable things that the sales reps are doing rather than actionable steps that the buyer is doing.

When it comes to prospecting, you’re looking for customers. It’s a one-sided effort.

When a problem emerges on your sales team, you’re addressing it from the standpoint of the seller, after the problem has occurred.

  • Did the seller make enough calls?
  • Did the seller send enough emails?
  • Did the seller do enough outreach?

Those are good things to measure, but we should tweak them to focus on our buyers.

For example, what is the buyer doing at this point in the process? Is he researching? Is he analyzing? How can we focus more on what the buyer is doing?

Is your buyer responding to some existing discontent? If so, do you use content that addresses his discontent in your outreach?

In last week’s example of selling chairs, how do you know that your prospect needs to change at this time? How does the prospect know that he needs to change at this time? Is he currently discontent with the chairs he has?

You must create pieces of content that educate your buyer about solutions to his discontent. The goal is to get him to agree to an appointment.

Change of philosophy

Give your sellers the foresight, the knowledge, and the tools to help your prospect make a decision.

Maybe instead of discovery, you get your prospects to share information about their problems or their needs. You want the prospect to be part of the process.

How can your sales team help your prospects share information?

Instead of sitting down with your sales rep to figure out whether she made enough cold calls or sent enough emails, role play and focus on the buyer. Figure out how you can get the prospect to agree to more appointments with you.

This is how you align sales and marketing. If we have a holistic plan about recognizing what we need to address for our buyers, we’ll tackle it with our workshops, our webinars, and our podcast episodes. Everything we do will focus on the different stages.

That effort will guide the prospect, and because we’re focused on the prospect, we’ll guide him through every step of the buyer’s journey.

Next steps

When you move the buyer to the demonstration, you won’t think of it as you giving him a demo. Instead, think of it as him attending a demo. It’s tailored to him.

Allow your buyer to share concerns. Personally, I like to do this early in the process, so maybe around the discovery portion where he is sharing his challenges. If I can help overcome the fears, it will make my presentation easier.

Once you’ve addressed the challenges and agreed to the terms, he’ll commit to you. Once he does, you want to address expectations. Did you deliver results? Is the buyer seeing an improvement as a result of your product?

Once he is satisfied, he has come full circle, and he will refer you to others.

I want you to win because if you win, I win in the long run.

In the long run, you’re going to tell your friends about the podcast. Your friends are going to tell other people. They’re going to leave a rating and review. Our show is going to grow.

Some of them are going to come onto the website. They’re going to see our content. They’re going to see the information. They’re going to say, Donald, I want you to come and train our team. It’s going to happen, so I am here to help you.

I am here to help you find more ideal customers. I want you to build stronger value. I want you to close more deals, but beyond all of that, I want to challenge you every single day to go out and do big things.

“It’s All Backward” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase sales. Click on the link to get a free demo of what Maximizer CRM can do for you.

This episode is also brought to you in part by Video Jungle podcast. Learn the ins and outs of the video industry and how it can help you stand out from your competition. To listen to the Video Jungle podcast go to wherever you enjoy your shows and search video jungle.

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Audio provided by Free SFX and Bensound.

Sales Process, Donald Kelly, The Sales Evangelist Podcast

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”

Sales Process, Donald Kelly, The Sales Evangelist PodcastIf your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If you’re only focused on results, you won’t know. In order to find the holes in your sales process, you must evaluate the entire process.

On today’s episode of The Sales Evangelist Hustler’s League, we’re going to identify three areas that could disrupt your sellers’ effectiveness so that you as a sales leader can help your team find the holes in your sales process.

If you’re new to the podcast, The Hustler’s League is a snippet of our online coaching sessions that allow you to listen in on the challenges that other sellers are facing. We’re spending the month of August talking about coaching and leadership, so today’s episode will help us focus on problem areas instead of only on results.

Buying intention

Very often the sellers who contact me for The Sales Evangelist Hustler’s League share that they don’t feel like they are providing enough value for their prospects, mainly because they aren’t sure of the prospects’ buying intentions.

If your sellers don’t know the true reason why buyers are buying your product, they won’t know how to proceed through the process.

Even if they manage to schedule an appointment, they won’t know where to focus their attention. They won’t know what problems to solve for your prospects.

Commitments

Sellers often struggle trying to get their prospects to commit to buy a product or service over and over.

We tend to focus on the end commitment only instead of focusing on all the smaller commitments that led to that point.

If, after the first appointment, you’re not getting multiple appointments afterward, it may be the way you’re handling those commitments. If you agree to follow up next week but don’t set a specific day and time, you don’t have a commitment.

As a sales leader, if you aren’t sure that your salespeople know exactly what it means to make an appointment, role play to show them how to set specific meetings.

Don’t rely on guessing or general plans. Your customers will appreciate the fact that you’re prioritizing their needs by putting them on your calendar.

Failing to prospect

If your company doesn’t have a training process, your salespeople will have a hard time prospecting. If you haven’t actually walked them through the prospecting process so they know exactly how it works, you’re likely setting your team up for failure.

It’s normal for reps to fear rejection, but what are you doing to help them overcome that?

So if it’s overcoming the fear of rejection, the more your sellers do it, the easier it will be.

Ideally, if we expose them to rejection often enough, they’ll become immune to it and it won’t interrupt their sales process.

“Holes In Your Sales Process” episode resources

Grab a copy of Kevin Davis’ book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top.

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Today’s episode is brought to you by Maximizer CRM, a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Christie Walters, The Why and The Buy Podcast, Sales Caoching

TSE 898: What Role Does A Sales Coach Play In A Growing Organization?

Christie Walters, The Why and The Buy Podcast, Sales Caoching

Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different forms, and Christie believes that the best coaches operate from the performer’s perspective rather than their own.

On today’s episode of The Sales Evangelist, Christie Walters, co-host of the podcast The Why and The Buy, explains how coaching can help you find better ways to accomplish things and help you overcome barriers to success. She answers the question, “What role does a sales coach play in a growing organization?”

She calls coaching powerful and transformative, and she relates that she worked with her own coach for 10 years before becoming one herself.

Career shaping

Good sales coaches help you identify your own goals and your own internal struggles.

The outside perspective a coach offers can help you fine-tune your life and your work. Coaches help us recognize our blind spots and the self-limiting beliefs that are holding us back.

Coaches don’t necessarily indicate that there’s a problem. Very often, companies bring them in to initiate big change.

Coaches help you design the future of your life instead of allowing your future to happen to you.

Growing organizations

Organizations typically engage coaches when they are trying to move to the next level.

For sales leaders, in particular, it’s easy to get so busy managing out and up that you forget to manage down. If you’re managing down, you’re often not coaching along the way.

What percentage of your time is spent nurturing your people?

It’s really more than sales processes, which are important to success. It’s also more than sales training, which will largely look the same for every person in your organization. Sales coaching relates to the individual person because each of us has unique struggles.

Coaching, together with training and leadership, can exponentially change the trajectory of your team.

Personalized coaching

It’s difficult for sales managers and leaders to step into the personal level with their employees, but it’s a powerful tool for success.

There must be a personal element for each person’s processes, and the path to success won’t look the same for everyone. Simply mimicking others’ success won’t work because each salesperson has a unique personality.

Although there is value in parroting what you see and hear others doing, that cannot be your long-term plan. If you’re new to the industry, it’s ok to copy what others are doing, but develop your own techniques and your own authentic approach.

If you aren’t selling from an authentic place, you might have small successes, but you won’t be ultimately successful.

Initial coaching

Christie said that although she is often hired by companies, she serves individuals. She strives to help people discover themselves and their own tendencies so they can tie those things to their own work performance.

It’s about getting the individual deeply connected to the work he’s doing and about helping him understand his work as a service. He’s serving the people he’s selling to, and he’s supporting other things he loves by working.

What drives you on a day-to-day basis?

The first meeting will help you figure out what drives you, what blocks you, and what your blind spots are. Christie views coaches as accountability partners for their clients, and she notes that too many salespeople aren’t their own champions.

She also stresses the power of a single negative thought and the power it has to spiral to more negativity. When salespeople learn to channel that frenetic energy into something that serves them instead of draining them, they’ll change their sales performance.

Common struggles

Every salesperson will eventually struggle, and every company will eventually face transition.

Coaches come in all shapes and sizes, but there are three elements to success for every organization.

  • Build a solid culture which starts at the top.
  • Create training programs that allow people to carry your culture into the marketplace.
  • Coach your salespeople to avoid drift inside your organization.

Be a champion for your salespeople and consider hiring a sales coach to transform your team.

“What Role Does A Sales Coach Play?” episode resources

Connect with Christie Walters on LinkedIn, or on her website, ChristieWalters.com. Find her podcast The Why And The Buy,  and listen to an earlier conversation between Donald Kelley and Christie Walters on episode 87 of her podcast. You can also call or text her at (770) 687-6678.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. If you want to stand out, use video. Video is everywhere, and it can help you improve your presence. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

New Salespeople Training, The Sales Evangelist, Donald Kelly, The Sales Evangelist Podcast

TSE 890: TSE Hustler’s League-“It’s About The Inches”

New Salespeople Training, The Sales Evangelist, Donald Kelly, The Sales Evangelist PodcastThere’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff that they lose sight of the fundamentals. In sales, though, it’s about the inches.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll review sales fundamentals that can help you close more deals.

Use your prospect’s name

People love it when you use their names, mainly because people like to do business with those they know, like, and trust. Names go a long way.

Use your prospect’s name in the first call. Try to use his name more than once during the call if you can.

Make sure, though, that you’re saying the name properly, and use the name the person goes by. Don’t shorten it unless you know that’s the name he goes by.

Sometimes you won’t have a name for the prospect, and it’s ok to do a little research. Perhaps call the company to find out the best person to talk to.

Don’t spend hours doing research to find a name, but if you have a dream 100, use a name if you can.

Send a recap email

After you finish a conversation with the prospect, send a recap email to remind her what you talked about.

It enables the prospect to remember what the conversation was about and it will help her prepare for the next meeting.

Thank her for her time, and send a calendar invitation to the next conversation. You can also list next steps to help the prospect anticipate how the next conversation should go.

Personalize the message

If you can recall something personal about the prospect, you can use it in your messaging, and it goes a long way to show him that you’re listening.

Bring up the prospect’s business. If his business is mentioned in a magazine, bring it up. If he receives an award or a certification, mention it. It shows that you’re conscious of what he’s doing and you’re keeping up with his company.

People appreciate a pat on the back. When a past client congratulated me on the upcoming launch of my new podcast, it meant a lot to me because it’s something I’m excited about.

Make sure, though, that the event or article you refer to is something good.

Use Google alerts to receive updates about your clients. Focus on the small details.

When you pay attention to the small things, it makes your prospect confident that you’ll also pay attention to the large details when you’re working together.

Small details often make the biggest difference; it’s about the inches.

“It’s About The Inches”

The Sales Evangelist Hustler’s League is an online group coaching program that will connect you with sellers from all industries all over the world. We’re accepting applications for our next semester this fall, and we’d love for you to join us.

Check out our Facebook page, The Sales Evangelizers, for a taste of what our online coaching community is like.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic way to learn what buyers are thinking and how to sell the way they want to buy.

Also, check out the Video Jungle podcast to discover how to use video to take your sales to another level.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

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

TSE 885: TSE Hustler’s League-“Dog Chasing A Car”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueImagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect once we get the prospect to say yes to the first appointment.

Today on The Sales Evangelist Hustler’s League, we’ll talk about how to delight the customer early in the process.

Try to identify one piece you can apply to your own sales process immediately in order to delight the customer.

Delight the prospect.

Your goal is to do something for the prospect that your competitors aren’t willing to do or aren’t capable of doing.

Find a small way to delight the prospect early in the process.

  • Send a thank you card.
  • Use video to grab the prospect’s attention.
  • Invite the prospect to an event unrelated to business.
  • Interact on social media.

Teach something new.

Forbes reports that the salesperson’s ability to teach something or challenge the prospect’s thinking drives more than 53 percent of transactions.

Instead of telling the prospect about your product or service, tell him how it solves a problem he has.

If you don’t have any data to provide to the prospect, do research to find data. Give him tools to address challenges or pitfalls.

Address unconsidered needs.

Take advantage of your prospect’s unconsidered needs.

Your customer isn’t as experienced with your product as you are, and he doesn’t even realize the problems it can help him solve. Help him discover the problems your product solves even if he doesn’t realize he has those problems.

As an example, if you’re seeking to hire a salesperson, I might tell you that your hire will be nine times more likely to fail without any kind of sales training. Conversely, it will be three times more expensive to hire a salesperson and then provide training to help him succeed.

I can use data to convince the prospect that spending money to train a salesperson is less expensive than employing an untrained salesperson. If I identify an unconsidered need that he wasn’t aware of, I can get the prospect to say yes to sales training.

Come to the table as a leader instead of as every other seller who is engaged with your prospect. The sales arena has evolved, and buyers have, too.

“Dog Chasing A Car” episode resources

The Sales Evangelist Hustler’s League is our online group coaching program designed to help sellers who have been selling for years as well as those who are new to sales.

Last semester, we focused on building value, and we’re beginning a new semester in the fall. To find out more or to apply, visit the Hustler’s League.

During this semester of the Hustler’s League, one of our students used BombBomb to include video in his emails and engage with his customers.

If you’d like to learn more about video and how to include it in your sales process, check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

They’ve also created a SlideShare free for you to use or download.

Audio provided by Free SFX and Bensound.

Bryan Hendrick, Donald Kelly, The Sales Evangelist

TSE 876: The Challenges of Selling As An Entrepreneur Part 2

Bryan Hendrick, Donald Kelly, The Sales Evangelist

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur.

We first heard from Brian in episode 873 as he talked about founding Cascadian Landworks in a city that was new to him and an industry that was, too.

Deep understanding

Brian learned quickly that he needed a deep understanding of the industry he’s working in so he would know who to talk to and what would resonate with them. Like all salespeople, he learned that it’s vital to know who to go after. He typically targets project managers.

He also learned that he has to be very respectful of his prospects’ time because his portion of any construction project is a very small component. Instead, he has found that it makes the most sense for him to seek time with project managers who typically deal with smaller aspects of larger projects.

Entrepreneurs must know who the key contacts are for their business.

Sales processes

Brian said that the “top of funnel” activities and cadence have been an important part of his business development.

He realized several months ago that he had to get off of the revenue roller coaster if he was ever going to be able to move from working in the business to working on the business.

Entrepreneurs always have a flurry of business development in the early days of the company. Once they win the opportunity, they often get sucked into working on that project.

Focusing on your funnel allows entrepreneurs to keep the sales pipeline full and grow their businesses with some level of predictability.

Nurture sales

No one cares about your business as much as you do. Even if you give someone else the reins, they may not operate with the same conviction that you do. Though you might work into the wee hours of the night, they might work until quitting time.

Even if you hire managers, you must have a personal connection to your sales. You must hustle because you need this thing to gain its own roots and run.

Part of that involves fostering relationships with prospects: staying top-of-mind with your ideal clients.

Humans respond to emotional connections, which result from spending time with people. Develop empathy for your clients and lead them. Set the example.

Shift tactics

The construction industry tends to be fiercely loyal, making it tough to grab attention from a client that has an existing relationship with your competitor.

In an effort to overcome that dynamic and recession-proof his business, Brian has shifted from trying to find projects he can help with. Instead, he seeks to share best practices his ideal clients can incorporate into their operations. It ties back neatly to gaining a deep understanding of your prospects.

Although he acknowledges that there are times when it’s appropriate to give up, he guards against getting discouraged by the struggle.

“Selling As An Entrepreneur” episode resources

Connect with Bryan on LinkedIn to share what you’re doing or find out more about what he’s doing.

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

Check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Also check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

 

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Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist

TSE 875: TSE Hustler’s League-“Overlooked Basics”

Donald Kelly, Sales Basics, Sales Fundamentals, The Sales Evangelist

 

 

 

 

 

 

 

 

Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics.

On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that help you close earlier.

Otherwise, you’ll find yourself lacking qualified prospects and closings, and in sales turmoil.

Address objections early.

Identify the objections you’re hearing often and address them as quickly as possible.

If, for example, your prospect fears jumping into unknown territory, address the objection by offering referrals at an appropriate point in the process. Although you wouldn’t want to inundate your current customers with prospects seeking referrals, it might help you move beyond the objections.

Think about the objections you repeatedly hear and address them accordingly.

Understand timing.

Sales professionals often make assumptions on behalf of their prospects about what their closing schedule looks like.

Very often, misalignment on time periods creates difficulties.

Instead of allowing those misunderstandings to fester, ask your prospect what their schedule looks like. The prospect won’t be offended that you asked.

Bring up the issue of timing early in the conversation. Ask “What is your timeframe?” Then ask, “Any particular reason you’re looking at that timeframe?”

Don’t take objections personally.

Aside from the common objections, you’ll still get random objections that indicate your prospect isn’t ready to buy.

This is why it’s so important to qualify your prospects early in the process. If you skip over that step, you’ll wind up with prospects that aren’t ready to buy.

I made the mistake of assuming once that because a prospect initiated the phone call with me, he must be ready to buy. I ignored the warnings that I should still qualify him, and ultimately I lost out.

Find the customer who is the right fit for your organization.

“Overlooked Basics” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program that will connect you with sellers from all industries all over the world. We’re accepting applications for our next semester this fall, and we’d love for you to join us.

Check out our Facebook page, The Sales Evangelizers, for a taste of what our online coaching community is like.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic way to learn what buyers are thinking and how to sell the way they want to buy.

Also, check out the Video Jungle podcast to discover how to use video to take your sales to another level.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

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Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

TSE 873: The Challenges of Selling As An Entrepreneur Part 1

Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between.

Today, Bryan Hendrick from our The Sales Evangelist Hustler’s League online group coaching program talks about how he made the transition to entrepreneurship, and the challenges he overcame during the process.

Several years ago, Bryan realized that his financial future wasn’t as secure as he would have hoped, and he knew he needed to make a change. He founded Cascadian Landworks in a city he had no real contacts in and has grown his construction company to four employees.

Building from scratch

Many entrepreneurs in the construction field venture out on their own after years in the industry. The transition is a bit smoother because they have years’ worth of connections. When they branch out, they simply let their contacts know that they’re going out on their own.

Bryan, on the other hand, started out in a city he didn’t know well in an industry he was relatively new to. He had a rough plan moving forward, but he didn’t have all the details worked out.

Bryan owned one truck plus $9,000 to buy a dump trailer; he had no real financial buffer to get him through a few dry months.

He needed to hit the ground running on day one, and he recognizes now that having his back against the wall forced him to succeed.

When one of his early projects cost about $2,000 more than he contracted for, he remembers being in a “pit of despair.”

Fortunately, he knew that tough times were part of the equation, and he kept fighting.

Learning to sell

Bryan’s only real sales experience was a job selling cameras at an electronics store, and he quickly figured out that the B2C model was exceptionally difficult in the paver business. He discovered that he knew nothing about cold calling and outbound selling.

Because he didn’t have much visibility, he figured marketing was the key to success. When he shifted to a B2C sales model, he was much more successful, because general contractors were easier to locate than individual homeowners who needed pavers.

He started looking for email templates that would help him know what he didn’t know. Bryan discovered blogs and podcasts that helped him shift his focus from marketing to actually selling. He learned to reach out directly through more traditional methods.

Thinking big

Very often entrepreneurs focus on landing small deals because they are hesitant to go for the bigger ones.

In Bryan’s case, landing a $200,000 job in an industry that pays after work is complete meant lining up all his resources to make sure the project was completed properly and on time.

Additionally, large projects for him require sufficient manpower and significant risk: if he doesn’t get paid for a $200,000 job, he may not recover.

The biggest shift for him was his mindset and learning to master his cash flow so he could scale his projects.

“Selling As An Entrepreneur” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

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Sales Objection, Donald Kelly, New Seller

TSE 870: TSE Hustler’s League-“Objection”

Sales Objection, Donald Kelly, New SellerEvery prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear.

Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing.

Don’t trick the buyer.

Talk to the prospect about unconsidered need. Is there something you can share about the product that your product hasn’t thought about? Think about ways that other customers are using your product that your prospect may not have thought of.

Provide solutions that will make your prospect’s decision easier.

Qualify prospects.

It’s important in the sales process to qualify your prospect. If someone clearly isn’t going to buy, it’s best to eliminate that prospect quickly.

Recently, on my The Sales Evangelizers Facebook page, I asked the group why people seem so afraid to talk about money. One member said it was because, if we do, most of our prospects wouldn’t be prospects anymore.

While that’s funny, there’s some truth to it. I should do my best to figure out as soon as possible whether a prospect is legitimate.

Address objections.

When prospects throw up smoke screens, can you overcome them?

The best way to handle objections is to address them early and to address them before the buyer does.

Identify the objections you hear most often from your prospects, and tackle them before the buyer has a chance to. When you do, you’ll take some of the punch out of the objection.

One of the most common objections, of course, is pricing. If you know that six of the last ten prospects you had mentioned pricing as an objection, bring it up early in the process.

“As you know, we’re not the cheapest on the block, but we’re also not the most expensive. Let me tell you why our last customers chose us.” Then you can ask what kind of budget the prospect is working with.

“Objection” episode resources

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

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Sales Coaching, Group Sales Coaching, Customers Service, Unhappy Customer

TSE 865: TSE Hustler’s League-“Prevent The Cancel”

Sales Coaching, Group Sales Coaching, Customers Service, Unhappy CustomerOn last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again.

As you know, on each episode of The Hustler’s League, we devote the first 15 minutes to a Mastermind. One of our members’ lands in the hot seat to discuss a problem he needs help.

In this case, we sought to help him determine what went wrong. We also reminded him that sometimes things are outside of your control.

We also tried to answer what sellers can do when the problem is within their control.

Ask for a conversation.

Following the cancellation, our Hustler’s League member hadn’t had a conversation with his client. He was frankly dreading the idea, but he wanted to resolve the situation and put it behind him.

One of the recommendations our group offered was to get the client on the phone to address any fears she might be having or any concerns that had developed.

Because she’s a realtor who recently had a baby, perhaps she didn’t have the cash flow to pay for those services.

If you can get the client on the phone, in many cases you can walk her off the ledge. Sometimes clients feel uneasy and our reassurance can help.

It’s easier to keep an existing customer than to find a new one.

Set rules before you play.

My friends and I who play flag football learned this the hard way.

When this client hired someone to do her marketing, she may have had unreasonable expectations. She may have assumed she would get emails and listings immediately.

Never send over the agreement or proposal without first reviewing it with the client. I use PandaDoc and the screen share function to make sure there are no hiccups.

At the point in the process where we’re prepared to enter the contract, I ask for 5 minutes so we can review it. If they have expectations you aren’t aware of, you can identify them quickly. You’ll eliminate a lot of confusion.

Learn from the situation.

If the situation isn’t recoverable, use it to develop your business. Ask the client whether she has five minutes for a phone call. Offer to buy her a cup of coffee.

Tell her you’re always seeking to improve and ask for her feedback about your work together.

Consider other options moving forward:

  • Does it make sense to narrow the industries you work with? If you’re losing money because of the time you’re investing to learn each new industry, perhaps you should limit the ones you work with.
  • Should you choose larger clients? Rather than individual realtors, consider working with brokers who have multiple agents.

In this case, our member recalled that he had always reviewed documents with clients in his last position. He had not thought to do that in his own company.

We share these things with you because we want you to be successful. To find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

“Prevent The Cancel” episode resources

Salespeople can be leaders instead of being subservient. Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading which provides a blueprint to help sales professionals lead in the way that customers prefer. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Tell others you know about our podcast, and subscribe if you haven’t already. Tell them about The Sales Evangelist Hustler’s League as well, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Donald Kelly, The Sales Evangelist, Online Sales Coaching

TSE 860: TSE Hustler’s League-“I Want To Cancel”

Donald Kelly, The Sales Evangelist, Online Sales Coaching

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong.

On today’s episode of The Sales Evangelist, we share the story of one of our TSE Hustler’s League members who faced this very issue.

One of his marketing customers inexplicably cancelled the contract with him, and he was left wondering why.

Going above and beyond

When their business relationship began, they started from scratch. He created directories and set up an email platform to encourage customers to review her business.

In the midst of their efforts, the customer had a baby, so she was sometimes slow to respond to his need for information.

He set up tags in her emails so she could track her leads and prospects, and he set up her Google to sync with her CRM.

When it became apparent that she wasn’t very familiar with her own CRM, he learned the system himself so he could help her.

She told him she was happy with the emails he generated for her, and she referred him to other people. She even updated her credit card information with him.

Then, one month later, she cancelled.

Asking questions

When one of our members steps into the hotseat as part of TSE Hustler’s League, we first respond to the challenge by asking questions.

  • Did she provide a specific reason why she didn’t want to continue doing business?
  • Did you establish conversion expectations as part of the contract?
  • Have you spoken to her over the phone about this situation?
  • Have you met with her face-to-face?
  • Was there any kind of guarantee in the contract?
  • Have you asked her what it would take to earn her business back?

The client told him that she didn’t feel like she had seen any results from their partnership. He hadn’t met with her or spoken to her over the phone, and there weren’t any guarantees or metrics within the contract.

At this point in the Hustler’s League, we would typically provide our suggestions, and we’ll get to that on next week’s episode.

Today, though, I am asking for your feedback. What would you recommend he do in this situation? How would you respond?

Email me or join our Facebook group and share your answers with us. Include the episode number, 860, in your response, and tell us how you would handle a situation like this.

We want to help sales professionals find more ideal customers, and go out each day and do big things.

“I Want To Cancel” episode resources

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

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Donald Kelly, Building Value, Price

TSE 850: TSE Hustler’s League-“Luxury Item”

Donald Kelly, Building Value, Price

 

 

If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it.

Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals can address these objections. We’ll address how you can help them address the extra work and how you can change their perspective of your product or service.

Alleviate extra work

Imagine you’re a house painter, and your prospect needs his house painted. Before you can paint, though, his walls need to be washed. He has so many obligations that he figures the paint can wait because he doesn’t have time to wash walls.

You have two choices. Either offer a service that takes care of this step for him, or train him to do it for himself.

If you find that a majority of your prospects are in this same situation, consider viewing it as an additional business opportunity.

Maybe you act as a consultant or you upsell your prospect an additional service as a leadup to your primary product or service.

Explain the business case

If your prospect views your product or service as a luxury, help him understand why it’s a necessary step.

Help him recognize why delaying this decision will cost him money. Or help him recognize why making the decision now will make him money.

Emphasize why acting now is a better idea for his business. Even if it isn’t a necessity, explain why now is the best time.

Address objections

Identify all the objections your prospects might bring up, and prepare responses to each of them.

If they don’t want to change providers now because it will create additional work, have a response for that. If they have a mediocre system that works for now, help them understand the benefits of acting now rather than later.

Educate the prospect by helping him understand why his objections are unfounded or short-sighted.

“Luxury Item” resources

The Sales Evangelist Hustler’s League is an online group training program that focuses on group training and collaboration. It’s a hands-on opportunity for members to help each other with individual struggles.

No matter how long you’ve been selling, others have faced the same challenges you do, and they may have insights you don’t have.

Visit thesalesevangelist.com/hustler to get more information and to apply for the program. If you prefer, call us at (561) 570-5077.

I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out and see the value for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Grab a copy of The Science of Selling: Proven Strategies To Make Your Pitch, Influence Decisions, and Close the Deal.

Tell others you know about our podcast, and subscribe if you haven’t already. Leave us a review wherever you consume this content so it will be easier for others to find us as well.

Audio provided by Free SFX.

Different, Sales Leader, Prospecting, Donald Kelly

TSE 835: TSE Hustler’s League-“What Is Different About You?”

Different, Sales Leader, Prospecting, Donald KellyYou are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you?

How do you differentiate yourself from the other 10 people so she’ll want to move to the next step with you? Today, on The Sales Evangelist, we’ll discuss how you can set yourself apart in your relationships with prospects.

What is different about you?

If your only focus in your initial contact with a prospect is setting an appointment, your focus is too narrow. You must go into every appointment with the intention to provide value; to bring something to the table.

In other words, what can you offer the prospect that she can’t get from any of the other 10 people? Busy buyers have lots of options, and you don’t want to be just one of many options. What is different about you?

How can you stand out from the others? Consider the following questions:

  1. Why should the prospect meet with me?
  2. What can I offer that she won’t get from anyone else?
  3. What will she miss out on if she doesn’t meet with me?

Recognize that she has many roles in her life, and this is just one of them. Do your research and figure out how to provide value to her.

What problem can you help solve?

In my early days of selling, it never occurred to me to think about the prospect and what she might need. Instead of helping my prospect, I was focused on getting appointments and closing deals.

I discovered my mistake the hard way, and I learned that prospects have no shortage of choices, so I needed to do more than sell.

Before you meet with your prospect, conduct some research. Call the company and speak to people who can give you insight about the problems the company is facing.

Find a solution to those problems and bring those solutions into your meeting.

In the case of an inbound call, use your pre-existing knowledge about the industry to move them toward the next stage of the process.

Look at past customers you’ve solved problems for. Look to situations in which you solved problems that the customer didn’t even know she had.

Bring insights to the table that no one else is offering to move the prospect to the next step.

Episode resources

Pick up a copy of the book The 3 Value Conversations: How to Create, Elevate, and Capture.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

We’ve just started a new semester, and it’s not too late to apply to see if you’re a good candidate for our program.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Donald Kelly, The New Guy, Business Development Rep

TSE 830: TSE Hustler’s League-“The New Guy”

Donald Kelly, The New Guy, Business Development RepThe Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them  become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller.

Leo shared with us the lessons he has learned from The Sales Evangelist Hustlers League.

Get comfortable with phones.

At The Sales Evangelist, we understand the importance of phones for sales professionals. We also understand phone reluctance and we know that it’s common for sales people.

Getting comfortable with the script and the possibility of failure are two of the biggest hurdles.

We tackle it head on by putting people on the phones, and giving them the opportunity to fail early.

Understand qualification.

Most sales professionals assume that qualification is about talking and selling. In fact, it’s less about talking and more about listening.

You should be seeking the right people with the right background and the right capabilities at the right time.

Ask questions. Listen. The client will tell you everything you need to know: what he needs and when he needs to get it done.

Sit in the hot seat.

We have a feature in the Hustlers League that we call the hot seat. One member addresses a challenge he has faced and the other members offer critiques and feedback.

The hot seat allows sellers to identify mistakes they are making and to hear from other members of the group about their own experiences.

It’s a sort of accountability partner.

Respect the timeline.

Sales professionals often try to speed the process along in an attempt to close deals. The client, however, may have different expectations.

When sales people sync to the prospect’s timeline, it prevents frustration on the part of both people and it allows the process to flow better.

Simply finding out what the client needs and how soon he needs it offers a great starting point.

Episode resources

You can also become a leader to your buyers by presenting value and building relationships. The book Stop Selling & Start Leading, offered by our friends at Wiley, provides a blueprint for your customers and what they are seeking. Read an excerpt of the book here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX.

Short emails, Email Outreach, Prospecting, Conversational

TSE 820: TSE Hustler’s League-“Shorter Emails”

Short emails, Email Outreach, Prospecting, ConversationalWhen you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails.

On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and we’re addressing the biggest issues that plague our emails.

Figure out what you’re trying to accomplish.

What is your goal in emailing this prospect? Are you trying to convince him to buy?

Ultimately, it may be your goal to get him to buy, but that shouldn’t be the purpose of your first email.

Your first email must let your prospect know that you’re here. He knows about your company, but he isn’t aware of the value you provide. First, let him know that you’re here.

Imagine your prospect is a small business owner with a sales team of 3. She has $3 million in revenue, and she wants to grow, but the company has been stagnant for 4 years.

You must build awareness that you’re available, and you can begin with social media.

Connect on LinkedIn or Twitter. Then find something about her or her company that you can use to connect. Comment on something she posted or something you read about her.

Hi, we’re Animus

Don’t skip steps.

Once the prospect knows you exist and she views you as a friend, let her know how you can help her.

Keep your emails simple. Grab the prospect’s attention. Write shorter emails. Force her to reply, and the likelihood of continued conversation increases.

Let her know how you’ve helped someone else who was just like her. Until you’ve demonstrated value to the prospect, she won’t likely think of you as a trusted advisor.

Episode Resources

I was giving a demo once, and the prospect told me exactly what to include in the presentation so his boss would respond well: he told me his boss’ likes and dislikes.

Stop Selling & Start Leading does the same thing for sales professionals. It provides intel about what decision-makers like and what they don’t like, based upon survey information.

It will allow you to lead the conversation instead of being a subservient seller. It’s like a cheat sheet for sellers, and you can find an excerpt of the book here.

The Sales Evangelist Hustler’s League is an online group coaching program for individual sales leaders and sales professionals. Whether you’re already fairly successful or you’re brand new to sales, we want to help you improve.

Each week we do a training session based upon the semester theme. We’d be honored to have you join us.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create, and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Audio provided by Free SFX.

TSE Hustler's League, LinkedIn, Prospecting, Prospecting

TSE 815: TSE Hustler’s League-“Beef Up LinkedIn”

TSE Hustler's League, use LinkedIn for outreachYour LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach.

About your customer

Your LinkedIn profile must be about you, but it must also be about your customer. If a prospect lands on my profile page, what things will he know about me immediately?

Will your prospect know how you can help him succeed and what problems you can help him solve?

Keywords

Have you ever noticed that when you Google a topic, sometimes LinkedIn profiles appear in your results? Those profile owners understand how to use LinkedIn for outreach.

When you effectively use keywords on your profile, you help prospects find you.

Begin by brainstorming five words that your prospect might use when he’s searching for your services on the Internet.

Use those five words in your LinkedIn bio. Use them throughout your profile, in your description and in your subheading.

Utilize long tail keywords like “Arizona landscape services” to make your services stand out against all the others.

Also include keywords in your specialties as well.

Action steps

On my own LinkedIn profile, I included information about a listener who used one of my techniques to reach an executive he hadn’t previously been able to reach. Along with that testimonial, I offered visitors a chance to message me with the subject line “simple step” if they wanted details for themselves.

It provided an actionable step for prospects and it proved my effectiveness as a sales trainer.

Messaging

Constantly tweak your messaging. As your customers evolve and their needs evolve, change your messaging to communicate value to them.

Tell them how you can help them solve problems.

Episode resources

Pick up a copy of Stop Selling & Start Leading for information about how you can lead your customers to do business with you instead of simply selling to them.

If this excerpt from The Sales Evangelist Hustler’s League was beneficial to you, check out our online group coaching program to discover how we can help you build more value.

We’ll discuss how to convince customers to do business with you once they know you exist.

Tell other people about this podcast, especially the people you know whose profiles aren’t popping like they should be. Leave us a review wherever you listen to this content, and subscribe to the podcast if you haven’t already.

Audio provided by Free SFX.

TSE Hustler's League, The Sales Evangelist Podcast, Rapport, connect with prospects

TSE 810: TSE Hustler’s League-“You’re Not Like Us”

TSE Hustler's League, The Sales Evangelist Podcast, Rapport, connect with prospectsWe do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us.

Often, though, as sales professionals, we skip the connection step and go straight for the sale.

On today’s episode of The Sales Evangelist Hustler’s League, we discuss ways we can connect with prospects so they begin to see us as someone who is like them.

Create value to connect with prospects.

Whether we’re beginning with cold outreach or warm leads, we must address unconsidered needs: something the prospect hadn’t thought of before.

If I can share something the prospect doesn’t already know, he’ll consider that valuable, and it will build connection.

Craft a message to connect with prospects.

A member of a political party may overlook their dislike for the party candidate because he believes strongly in the party’s message.

Sellers who craft a message prospects can believe in will more readily convert them to customers.

Use more than words to connect with prospects.

We communicate 7 percent of our message through words. The other 93 percent is through vocal tones, volume, and body language.

Without personality, our message won’t translate.

A salesperson called me on behalf of a company that I’m providing coaching for, and she read a script to me. It was monotone and uninteresting, and if I hadn’t known the company, I would have hung up.

Words weren’t enough. I couldn’t relate to her.

Use nonverbal skills to connect with prospects.

Match the pace of your speech to the person you’re speaking to. If he’s from Texas, slow down a bit. From New York? Pick up the pace. If he talks quietly, you do the same.

If the prospect is sitting with crossed arms, use mirroring to try to persuade him to open up his posture. Change your own posture to something open and your prospect may do the same.

Episode resources

We share these messages with you because we want you to build value, be happy, and close more deals.

Most importantly, we want you to go out every day and do big things.

Our group coaching program, The Sales Evangelist Hustler’s League, offers sellers of all experience levels and all industries a chance to learn from one another, share experiences, and benefit from weekly online coaching sessions.

Our next session begins April 26, and it will focus on building value in an effort to close more deals. To see if you qualify, visit The Sales Evangelist Hustler’s League.

Sound provided by Free SFX.

Sales Basics, Sales Fundamentals, Donald Kelly

TSE 807: Selling Basic 101…They Are People Too!

Sales Basics, Sales Fundamentals, Donald KellyBefore you do anything else, you must remember that your leads are people, too.

Before you make any attempt to respond to a lead, or to qualify a lead, or certainly to sell something, you must remember that he is a person just like you.

Who is he? Where did he come from? What challenge is he struggling with right now? What’s going on in his personal life?

People, not prospects

Sales professionals must not think of the people around them as simply prospects or leads or people who have money.

If we approach them as humans, we can either persuade them to make a decision or help them persuade themselves to make a decision.

We can do that by personalizing outreach and personalizing each contact we have with them so that we’re providing value and helping them to solve problems.

Connecting with people

I recently reached out to a lead and we connected to determine whether The Sales Evangelist Hustler’s League might be a good option. We spent some time getting to know each other. I learned that she had left sales to raise a family and was returning now that her children were grown.

Ultimately we determined that this semester of Hustler’s League might not be a possibility for her.

A couple of days later, she emailed me to tell me a story about how our conversation impacted her family. Her son, who has generalized anxiety disorder, suffered his worst-ever panic attack, and my friend and her husband had to go meet him to drive him home.

On the ride home, she told him about our conversation. He pointed out that I had made her feel involved in The Sales Evangelist even though she hadn’t joined. It prompted her son to consider contacting the people who operate a podcast that he enjoys.

She pointed out that our interaction gave him hope.

I share this, not to toot my own horn, but to illustrate that the people we’re dealing with have sons, daughters, dogs, cousins, and challenges.

Episode resources

If you aren’t as successful as you’d like to be at closing deals, you may be struggling to build value. Check out The Sales Evangelist Hustler’s League to connect with other sellers of all levels. You’ll have a chance to learn and grow, and be more successful.

If you like the content here, subscribe to the podcast and leave us a review wherever you consume our content. Tell others about it so they can benefit from it as well.

We want you to be happy, to find more prospects, to build stronger value, to close more deals, and to do big things.

Audio provided by Free SFX.

Empathy, Donald Kelly, Selling to Prospect

TSE 805: TSE Hustler’s League-“Empathy”

Empathy, Donald Kelly, Selling to ProspectSales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers.

In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value.

What do they need?

If we don’t truly understand what our prospects need, we may be trying to sell them the wrong thing. Perhaps there’s something they need more than the thing I’m selling.

When we seek to understand, it shifts our focus from what we’re trying to accomplish to what our prospects need from us.

When you present yourself as someone who offers value, you set yourself apart from the many other sales professionals your customer encounters. Begin with empathy.

How do they use your product?

You may be surprised to find that your customers don’t use your product the way you think they do. They may not even use it the way it was designed to be used.

When I sold software, I discovered that our customers were using it for things it was never built to do.

Because I took the time to interview my customers and discover how they were using the product, I was able to articulate the value of the software to new prospects.

Begin by defining your product or service from your customer’s point of view. Are you able to define it that way?

How are you making them feel?

When you engage in cold outreach, are you providing value to your prospects? Are you sending them email with content that might be useful to them, or are you simply asking them for the sale?

If you haven’t already discovered it, imbedding video in your emails can set you apart from other sales professionals.

I recently connected with someone to provide value, and ultimately she became a prospect, and potentially a client.

Shift your paradigm to ask your prospect how you can help.

Episode resources

If you want to build stronger value and demonstrate your ability to solve problems for your prospects, check out The Sales Evangelist’s Hustler’s League. It’s an online group coaching program that brings together sellers of all abilities to share solutions and ideas.

If you’d like more information about our upcoming podcast, Sold, email me. We’ll interview decision-makers about the things they like and the things they don’t like in the sales process so we can learn from the people who make up our audience. You’ll be among the first to hear the details of our newest venture.

Check out BombBomb or Soapbox to make your emails stand out among all those your prospects will see today.

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” ~ Maya Angelou

Audio provided by Free SFX.

Email, Outreach, Tailored, Donald Kelly

TSE 795: TSE Hustler’s League-“Tailored”

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to the very end.

Make her feel good.

People are ego-driven.

Before you make contact, figure out what matters to her right now.

Has she shared something important on social media recently? Mention that in the email. Pick something that demonstrates you were thinking specifically of her company.

Include something in the subject line that will provoke her to open your email. Grab her attention by using her name or the name of her company.

Include only one idea.

If this is the first time I’m interacting with this prospect, this will simply be an email to say hi. But don’t actually begin with “Hi, Mary.”

Begin with her name, followed by a comma, and launch into your message.

Limit your email to one question instead of multiple questions:

“Does this make sense for you? Would you be willing to have a conversation about it? How does next week look for you?”

You’ve included three questions, and your reader will likely decide it’s too much work to respond, so she won’t.

Keep emails simple.

If your prospect doesn’t respond, send a simple email that invites a simple response, and even a way out.

I’m sorry we haven’t been able to connect. I saw your spot on (fill in the name of a platform). If I can help at any point, feel free to respond with:

a. interested

b. interested, but the timing is bad

c. not interested

Consider adding a little humor to communicate a light-hearted exchange.

Close with the words “Thanks in advance,” and include a smiley face, with a nose.

Share what you know.

You likely know other people who could benefit from these simple ways to generate tailored email.

Share this podcast with your team so you’ll all be more successful.

Join us at The Sales Evangelist Hustler’s League for our new semester beginning in April. Our online coaching program includes sellers of all levels from a variety of industries.

We discuss challenges, share conversations, and give you insights you can immediately apply to your own sales process.

We’d be honored to have you join us.

Annoying Co-worker, Office Worker

TSE 792: How To Deal With That Annoying Co-Worker On Your Team

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value.

Every sales team, no matter what you sell, has dealt with someone like this.

Perhaps he isn’t trustworthy. He coasts instead of working hard. He gossips and distracts others while they are trying to work.

Seek to understand.

Steven Covey, in his book The 7 Habits of Highly Effective People,  suggests that we first seek to understand other people before we seek to be understood ourselves.

So what does that look like with an annoying coworker?

Ask her to lunch or to coffee. Ask about her sales experience and what’s going on in her life. Try to understand who she is as a person.

She probably isn’t intentionally being annoying. She might not even realize she’s doing it.

Be a leader.

Establish a standard of working hard and staying focused, and that expectation will spread through your sales team.

More importantly, the annoying team member may discover that he’s in the wrong place. If everyone else is working and he doesn’t want to, he might decide to move on.

Ultimately, too, hiring managers may better understand how to choose future team members.

If you’re a sales leader, identify people on the team who aren’t thriving and figure out how you can coach them. How will you protect the team if your team members don’t improve after they’ve been given the opportunity?

Don’t be the annoying coworker.

If you aren’t thriving and you aren’t motivated to improve, look into your why.

Maybe you aren’t cut out for sales. Perhaps you’re in the wrong industry or you’re selling the wrong product.

Don’t stay stuck in the wrong place.

If you have a coworker like this, tell her about this podcast where we provide sales training to sellers of all levels. Tell her about The Sales Evangelist Hustlers League where she can learn from other sellers in an online group coaching format.

We want you to build stronger pipelines, close more deals and do big things.

Psychology, emails, prospecting, cold email

TSE 791: The Psychology Behind Sales Emails

The Sales Evangelist, Email, Prospecting, Ryan O'DonnellSending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place?  In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails.

We don’t have a crystal ball, and we can’t tell what our prospects are thinking, so we can’t skip the important steps of prospecting and research.

Creating a targeted approach to emails:

  • Use data to qualify or disqualify your existing prospects.
  • Divide existing prospects and customers into segments and use those segments to create targeted communication.
  • Use variety. Personalize some of your communication and automate others.
  • Be intentional. High-value clients might motivate you to personalize more than smaller clients.
  • Take note of effective emails that come to your inbox and employ the same strategies.
  • Don’t allow your emails to become monotonous.
  • Use each part of the email to drive the reader to the next sentence.

Different things motivate different people.

Sometimes a question in the subject line will work best. Other times, the company name or the recipient’s name will work.

Some people check email on Sundays to clean out their inboxes before the coming work week.

Track what works best so you can make your process more efficient. Streamlining your process will free up additional time, which will compound over the life of your career.

You’ll have more time to devote to other steps in the process.

Email mistakes to avoid:

  • Don’t send an email with Re:Re:Re:Re: because it has been sent back and forth so many times. Change the subject line.
  • Don’t use a deceptive subject line.
  • Don’t automate your emails to go out at the same time on the same day every week. It will become obvious that they are automated.

Episode resources

If you’re interested in learning to use email more effectively but you aren’t sure where to start, contact Ryan O’Donnell at ryan@replyify.com or ryan@sellhack.com. Ryan will provide you free access to one month’s worth of services to give you a jump-start on emailing.

When I was a seller like you, I initially didn’t have formal training. Once I got proper training, I discovered that it greatly improved my sales skills, and I wanted to share those principles.

The Sales Evangelist Hustlers League is a group coaching program designed to help sellers of all levels improve their sales skills and close more deals. We’d love to have you join us. Go to thesalesevangelist.com/hustlers for more details.

TSE Hustler's League, Donald Kelly, Sales, Ideal Customers

TSE 780: TSE Hustler’s League – “Where to Find Your Ideal Customers”

TSE Hustler's League, Donald Kelly, Sales, Ideal CustomersAs you know, TSE Hustler’s League is where we can learn from each other, get accountability among ourselves and see the performance and improvement of each member.  

In today’s episode, I discuss the importance of knowing your ideal customer and how you can find them.

DEFINING CHARACTERISTICS

List 3 industries you can focus on the most. This way you can point out issues. You want people to remember you so they can refer friends to you. This makes marketing so much easier.

Focus on the ideal customer and how you can guide them down the path. Have that focus because it helps everything else with your marketing.

HOW TO FIND YOUR IDEAL CUSTOMER

Look at the best customers now. Look at the ones who give you testimonials on your website. Find others like them.

 

  • CASE STUDY

 

If you don’t have one, go to your competitor’s website. Look at their case studies. Look at their ideal customer profile. Take note of their issues and problems and outline everything for you.

 

  • CUSTOMER INTERVIEWS

 

Do an interview with one customer. Find out the challenges that they have. How did you help them make money? What’s their demographic? How much money do they make? What conferences do they attend? These are some questions you can ask them.

 

  • SOCIAL MEDIA

 

Use this avenue to find customers. Check your competitors’ social media profiles, their customers and people that they’re following.

Episode Resources:

Building a Story Brand by Donald Miller

Check out 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.

Facebook group The Sales Evangelizers

 

 

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask”

Donald Kelly, TSE Hustler's League, Asking Questions, Sales

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome that!

Steps to Help You to Remember to Ask for a Referral:

Set weekly goals.

Make it a habit to set a goal of asking for three referrals per week.

Have accountability.

Get an accountability partner or ask your boss.

Join a mastermind group or our Facebook group The Sales Evangelizers, and someone’s going to follow up with you on that goal.

Set calendar invites.

Set time of your day focused on this referral project. Then send a calendar invite to your accountability partner and try to spare a few minutes to just check on your progress.

Episode Resources:

Check out 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.

Facebook group The Sales Evangelizers

TSE, Donald Kelly, Asking Questions, TSE Hustler's League

TSE 755: TSE Hustler’s League-“Fear of Asking”

TSE, Donald Kelly, Asking Questions, TSE Hustler's LeagueToday’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can face your fear of asking for referrals.

Did you know that 91% of customers are willing to offer a referral if asked by a seller? Unfortunately, only 11% of salespeople are asking their clients if they’re willing to give referrals.

Here are the three reasons why salespeople fail to ask for referrals:

1. Fear that they’re going to get mad.

2. They forget.

3. They don’t know how.

Breaking Down Fear

Will anyone be willing to hurt you if you asked them for a referral? Or is anyone going to try to kill you if you ask for a referral?

Fear is a good thing. It’s human instinct.

But hey, 91% of your customer are already willing to give referrals. That’s 9 out of 10 people. Why should you even be afraid?

Ways to Overcome the Fear of Asking for Referrals:

1. Repetition

The more you do it, the better it can help you.

2. Get to know your prospect.

Follow them on LinkedIn. Talk to them often. Then send them something of value (link to your blog, white paper, video, or anything which you think may help them). The more you keep the line of communication open, the better chance you have of building effective relationship where you’re willing to ask and they’re willing to give you a referral.

3. Ask and be present.

The more you ask and the more you keep that line of communication open, it’s easier to build that bond that leads to generating opportunities.

Episode Resources:

Check out the TSE Hustler’s League.

TSE Hustler's League, Donald Kelly, Sales,

TSE 750: TSE Hustler’s League-“It Worked For Them”

TSE Hustler's League, Donald Kelly, Sales,

In this episode, I’m sharing some sales challenges from the different sellers of the group who are coming from across multiple industries and what they did to actually make things work for them.

If you haven’t yet, check out the TSE Hustler’s League.

Our new semester next week is focusing on business development – how you can improve to become masters of finding new opportunities.

At the end of the day, it’s about applying the results you’ve learned.

Having a Process in Place

One of the clients we had was not having a process in place. So there was nothing to guide the team. Instead of basing what they do on data or best practices, they do things based on feelings. After training with me and they had a process in place, they saw greater results and they overcame whatever sales challenges they had coming.

Handling Competition

Don’t bash your competitors. This won’t build a professional with your prospect. Instead, find something good about your competition and say it. And then mention what makes you different from the competitors.

Creative Prospecting

In utilizing creative ways to prospect, you’ll find that it’s in the little things. It’s in the details. You don’t have to do big things to produce big results. It’s the littlest of things that can even have the greatest impact. Then be persistent and consistent in your sales approach.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

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

TSE 745: TSE Hustler’s League -“Start…Stop”

TSE Hustler's League, Sales Questions, Donald Kelly, The Sales EvangelistOne of the reasons people have a difficult time asking questions is they don’t feel confident they’re able to do it.

They feel they’d come off as too disrespectful or they’re not worthy enough.

They feel like they’re on a lower level to the prospect so they don’t have the right to ask them questions.

So what kind of questions should you ask your prospects?

Business-related questions:
Examples:

  • What’s your business goal?
  • What are your plans to achieve that?

Challenging questions

This kind of questions will help the prospect think. It also shows you’re well-prepared, you’re listening, and you’re mindful of their needs. You’re showing them that you’re not just shooting in the dark. The better you understand them, the better your presentation is going to be and the better chances of closing the deal.

The Start-Stop

Start to answer a question they have but then stop to get clarification from the buyer or reposition the sales process.

For example, if they ask how much your product costs at the beginning of your presentation, this could mean they’re just fishing.

What you can do is begin to answer by saying, “Great question, but first…” Naturally stop and try to clarify by asking, say how many customers they have or why is xyz so important to them.

Now, you have become the consultant. You take control of the situation.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 735: TSE Hustler’s League-“Keeping Their Appointments”

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s LeagueThe goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments because this will lead to appointments. And keeping appointments will close deals.

Strategies in making valuable presentation:

1. Give value on each stage of the sales process.

Provide content but make sure you review your content and tailor it to their business. Think about what you can offer in each stage of the process.

2. Evaluation

This is the deeper discussion that you have with your customer. Share more how you can add value to their business.

3. Demonstration

Customize it to them. Get data or documents from them and include that in your demonstrations. This way, they become more committed because they’re expecting to see something that’s related to their business.

4. Learn about current challenges

Try to get other departments of their company involved.

Steps for Commitment in the Demonstration Phase

  • Deeper discussion
  • Demonstration
  • Other team members involved
  • Pricing or commitment to a proposal review
  • Set another appointment.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, TSE Hustler's League, Sales Process

TSE 730: TSE Hustler’s League – Make Your Prospects Commit to the Next Level

Donald Kelly, TSE Hustler's League, Sales ProcessDo you know why deals are slowing down so much?

That’s because there are no commitments at each level.

Today, I’m sharing another snippet from one of our training sessions over at the TSE Hustler’s League.

Clients Are Evaluating You

At the end of the process, what can you do to get them to commit to the next level?

Be able to make them commit to move on to the next step.

Make Your Prospects Commit at Each Stage of the Process

At each stage, give them something they can commit to. For example, give them a white paper or a video link or anything that would give them value, which they could apply to their own process.

Then ask them if you could do a follow up after they’ve consumed the content you offered them. This will let you know, they’re committing to you at each step.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

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

TSE 725: TSE Hustler’s League – “Close Early”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueToday’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early.

The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t happen, typically.

Start Early

You need to start early in the process to establish commitments that’s going to help the prospect close.

Some deals take months to close, even longer, especially when they still have to go through a review process within their organization.

Deals can take forever to close. But you need to understand in each stage of the process, you need to have a guideline to follow.

The key is to get them to say yes to small commitments in each stage of the process so they would eventually convert in the end.

Problem Recognition – The Unconsidered Need

If you’re reaching the prospect for the first time through cold call, have them make an early commitment early on.

What’s something you can do to make yourself stand out? Share with them something that may not even be thinking about.

After you share with them that need, try to share with them a white paper or something they can follow or study. It can be in the form of a video testimonial. Get their commitment to read your paper or watch your video.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

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

TSE 720: TSE Hustler’s League-”Reconnecting Emails”

TSE Hustler's League, Donald Kelly, The Sales Evangelist, Email MarketingFollowing up is the vein of our existence. But with poor follow up, you ain’t going to find success.

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails.

Reasons for sending followup emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

Connect with them on social media then share some of their content. People feel good when you try to share their content.

3. Make sure your subject line stands out.

Congratulate them for something they did or something to grab their attention.

4. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation. Thin of something valuable that you can offer them.

Tools that let you know your email has been opened:

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

UberEATS

Boomerang

Hubspot

SalesHandy

Donald Kelly, TSE Hustler's League, Emails,

TSE 715: TSE Hustler’s League – Send Powerful Emails

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about the principles behind emailing fundamentals.

Reasons for sending emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for grabbing your prospect’s interest:

  • Send an awareness email. Also, saying “Hi, name!” can come off as too salesy.
  • Make it short. Don’t make it look like a spam email.

5 Areas to Look in an Email:

1. Subject line – It has to be compelling.

2. Opening line – This should tie into your subject line. Try to share an unconsidered need here.

3. Body

4. Closing – This should be an invitation to do something for the next step.

5. Email Signature

Sending a congratulation email:

You’re not selling anything since you’re only trying to make your prospect aware.

Reasons people send a followup email:

  • Instead of sending a follow up email and saying just following up, give them what they want.
  • You want to gather more information from the prospect.
  • You’re trying to catch up. This could be a past customer so you want to try to re-engage and capture their attention again.
  • You want to thank them for something.

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

People feel good when you try to share their content.

3. Don’t send crappy emails.

Make your subject line catchy as well as all areas of your email.

4. Offer something else to catch their attention.

5. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation.

6. Your goal here to just start the conversation again.

Tools that let you know your email has been opened:

Boomerang

Hubspot

SalesHandy

Strategies for follow up emails:

1. Offer an invitation.

Figure out something you can invite your prospects to do. For ex. get your prospects to talk about themselves and invite them to write for your blog.

2. Engage them in your conversation.

For ex. tell them if you can give a referral to them.

3. Don’t be scared to network.

Spend at least an hour a day on LinkedIn just to network. Then send an email to reconnect. Instead of doing it one platform, you get on a second platform like email, voicemail, etc. If you saw on LinkedIn it’s their birthday, send them something from UberEATS or send them a snail mail.

4. Reply about something they produced.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

UberEATS

Boomerang

Hubspot

SalesHandy

TSE 710: TSE Hustler’s League – “Who Are Your Ideal Customers?”

Donald Kelly, TSE Hustler's League, Ideal Customers, SalesToday’s episode on the TSE Hustler’s League is all about finding your ideal customers and how you can actually find them by asking yourself these series of questions.

And in so doing, you will have sufficient information that will help you get to those customers who will give you the most success and who will, in turn, get the most value from you.

The “What” Questions in Knowing Your Ideal Customers:

What are your ideal customers?

What do they look like?

How many employees do they have?

What do they do?

How do they make money?

How much money do they make?

  • You can always estimate, ask them, or base it on how much their competitors make.

Where do they hang out? Where do they spend their time?

What do they sell?

  • List down all of their services and which products they sell the most.
  • Why is this important? Because this will help you understand how to target your marketing approach.
  • This will help you understand which ones they’re having trouble with and maybe you can give insights.

Who do they sell?

What issues do they face?

  • This way, you can provide insights or resources that may help them.

What conferences do they attend?

What are the specific benefits your customer is seeking in buying your product?

When does your ideal customer buy your product or service?

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

 

Donald Kelly, TSE Hustler's League, Sales,

TSE 705: TSE Hustler’s League-“Don’t Focus on the Sale”

Donald Kelly, TSE Hustler's League, Sales,

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League. If you haven’t yet, you’ve got to check out our awesome team of like-minded people.

This semester, we’re covering two tracks – one is focused on business development and the other one is on building value and increasing your close rate.

Everything we do in sales must have a purpose.

Empathy is key.

We look at our clients like bank accounts.

Don’t just try to get a yes from them.

Don’t just focus on getting the sale because there is so much more beyond that.

Make sure you have that strong sense of empathy. Understand your customer. Empathy is the experience of understanding another person’s condition from their perspective.

Your prospects are humans. Think about things from their standpoint.

Don’t focus on the end-result. Focus on mile-markers or key points in that process.

Things that need to happen in the sales process before the sales:

1. Learn about the prospect before sending them an email.

  • Get them to open the email.
  • Get them to respond to the email.
  • And when they respond, you want them to say yes.

2. Gain the prospect’s interests or help them become aware of you before even getting to a sale.

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

prospecting

TSE 700: TSE Hustler’s League -“Prospecting System”

prospectingToday’s snippet taken from one of our sessions over at the TSE Hustler’s League is big on prospecting. How do you create a prospecting system that keeps your sales  pipeline healthy?

Who is more likely to buy your product or service?

Write down who your ideal customers are. Write your ideal customer profile down.

Where did your last 10 customers come from?

Cold calling, door-to-door, referrals or from your Dream 100 customers. If you’can’t think of the past ten, think of your past five. Write down how you got them.

Where are you getting most of your customers from?

Inbound, outbound, cold outreach, networking, etc. This will give you an idea of which strategy you need to focus on.

Why do they buy?

List down the reasons your customers bought from you. Then you can use the information you get in crafting your message.

Episode Resources:

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

The Sales Evangelist, Donald Kelly, Prospecting

TSE 690: TSE Hustler’s League-“Hunt For Customers”

The Sales Evangelist, Donald Kelly, ProspectingIf you stop using or practicing the tools you know would work, you’re going to see a decrease in your sales.

Oftentimes, we get training and go to these amazing events. Then we get back to the office we’re back to our same old routines.

And we forget the things and principles we learned.

Today’s episode is another snippet from one of our recent sessions over at the TSE Hustler’s League. If you want to learn more about closing techniques or improve your sales or to simply connect with other like-minded people, register and join our amazing community.

Here are the highlights of today’s episode:

Understanding Your Ideal Customers

The managers expect you to sell to people. But they don’t have a process and system so they end up reaching out to the wrong people.

  1. List down all the products your company has.
  2. Break them into categories.
  3. Then list down the problems they solve.
  4. Then list how many products/ solutions you’ve sold.
  5. That company which makes the most results is where you need to focus on.

Problems You Solve and Why

Don’t find prospects for your products. But seek to find problems for your prospects.

Episode Resources:

Tired of the same, old PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

TSE Hustler's League, Donald Kelly, Self Worth, Sales

TSE 685: TSE Hustler’s League-“Your Self Worth”

TSE Hustler's League, Donald Kelly, Self Worth, Sales

How much is your self-worth? How do you overcome your fear of rejection?

Today’s snippet taken from one of our recent sessions over at the TSE Hustler’s League is about the idea of self-worth and how you can overcome your fear of rejection.

How Would You Rate Yourself?

We play all these roles – husband, father, mom, sister, spouse, sales professional, manager, etc. Say, you’re put in an island and all these roles are taken away from you. How do you rate yourself on a scale of 1-10? (10 being awesome and 1 being “you’re nothing”)

You’re a 10! You Should Be!

Roles are the things we’re given in life which were either given to us or something we choose.

On the other hand, your identity is your self-worth or your self-esteem. This describes you deeper than your role.

You’re a 10? Why? Because even if all your roles are taken away from you, that shouldn’t diminish your self-identity or your self-worth. Never!

No one can take away your self-worth besides you.

So the next time you get rejected over the phone. Ask yourself. Are they rejecting the seller? Or are they rejecting you as a person?

They don’t know you.

They’re not rejecting you as a person. They’re just rejecting you as a seller.

Therefore, understand your sales role is what’s being rejected, not YOU.

Don’t Take It Personally

But what usually happens is when somebody rejects you in your role, we take that personally and it brings us down.

So when the next phone call comes, your confidence level starts to decrease.

You’re an i-10!

But why is it easy for some people to rub that off their back and not have any issue with rejection? That’s because they have a strong sense of self-worth.

You’re an i-10! You’re an identity of ten. On a scale of 1-10, you are a ten. Take all these roles away from you but your self-worth should never be brought down.

Your Roles Don’t Define Your Self-Worth, But Your Self-Worth Define Your Roles

Don’t care about what people think about you. Only care about what you think about yourself. Realize who you are. Your self-worth is 10. You’re not going to be judged based on your role. You’re going to be judged based on who you are. And that person who’s going to judge is YOU.

Episode Resources:

Tired of doing boring presentations? Use Prezi Business and your presentations will never be the same.

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.

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

TSE 675: TSE Hustler’s League-“Speed Up The Purchase”

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

The TSE Hustler’s League is an online group coaching program designed to help sellers of all levels. Each semester, we focus on a theme. And for this semester, we have two tracks – business development and building value.

Check out our first track if your goal is to increase your win rate while if you want to focus on finding opportunity and lead generation, check out our business development track.

In this episode, we talk about the idea of increasing scarcity and how to apply that into your presentation. This is a snippet taken from one of our past sessions over at the league.

Here are the highlights of today’s episode:

How You Can Apply Loss Aversion Inside Your Sales Process:

  • Loss aversion is the human tendency to avoid losing things.
  • The desire not to lose something is greater than the desire to gain something.
  • Take a snapshot of this in your deeper discussion with your prospect and utilize this later on as you present your solution.
  • Utilize the same information to build up urgency or the reason to do something.
  • Tell a story of another client who used the same product or service where they had to lose something to gain more in the long run.
  • As you end your presentation, insert two sentences which you recommend for them to start off with.
  • Tie all this back into giving the buyer the control over his decision-making.

Use of Time-Related Words:

These are some words you can use to increase urgency:

  • Now
  • Fast
  • Quick
  • Hurry
  • Rapidly
  • Close
  • Approaching
  • Never
  • Seconds
  • Again
  • Over
  • Instant

For example:

“When you fix it, you will never see any issues like this again.”

“Your website speed is going to be in seconds. It will be fast and quick.”

Words like these cause the mind the to think urgently about time, thus improving the person’s likelihood of converting.

Be mindful and make sure you’re incorporating words that encourage or push the buyer to think urgently.

Is there something you can do to help the client recognize scarcity and urgency?

Episode Resources:

Check out our Facebook Group, The Sales Evangelizers

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.

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

TSE 670: TSE Hustler’s League-“Creating Scarcity”

TSE Hustler's League, Donald Kelly, The Sales Evangelist, ScarcityHow do you increase urgency in your sales process without sounding too pushy? This and more in this episode of the TSE Hustler’s League.

Today, I’m sharing with you how you can recognize the power of scarcity. Regardless of what you’re selling, there’s an opportunity to implement scarcity.

Creating a Sense of Urgency

  • The usual scenario is that we send a proposal. Then we get into this waiting game. But waiting doesn’t work.
  • Don’t be afraid to ask bold questions. You can’t lose something that you don’t have.
  • Don’t be afraid that your clients are going to be mad.
  • Master the appropriate questions to get to the client’s root problem.

The Real Problem Is You

Many sellers have so many excuses as to why the deal didn’t go through (ex. the prospect doesn’t want to talk or they’re not ready to do anything right now). The problem is you.

The Power of Empathy

Think about them, what they need the most and how you can help them with that.

Creating Urgency through Scarcity

How much scarcity did you create in this deal? Scarcity means that when a person thinks it’s running out, they want it more. So when the item is perceived as being scarce, it’s subjective value increases.

In your sales process, find a way that you can create scarcity. Figure a way where your prospect needs to have it now. Find a way to create urgency early on in your sales process.

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.

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

TSE 665: TSE Hustler’s League-“The Art of Asking Questions”

Asking Questions, TSE Hustler's League, Donald Kelly, The Sales EvangelistToday’s episode is taken from one of our sessions over at the TSE Hustler’s League, If you haven’t yet check out our two-tracked training happening this October where we will focus on building value and business development.

Asking Questions

Stop winging it! Ask meaningful questions.  A study that was done on the Journal for Applied Psychology suggests that the likelihood of voting increased if they’re asked the question. Questions generate that mindset for people to give answers when asked.

The Benefits of Asking Good Questions

  • It helps you tailor your presentation.
  • It shows that you’re listening and mindful of the buyer’s needs.
  • It makes you seen as a consultant.

Your buyers’ brains are wired to answer questions whenever asked.

The Start-Stop Question:

The prospect jumps towards the end of your presentation even when you’re still in the middle of it and they ask about the cost, for example. Using this strategy, you start to answer the question. Then you stop to ask them a question.

Example:

  • Client: How much is the system?
  • You: Great question. It’s generally between…(stop here) But first, how many users will use the system?

The Reverse Question

This works by redirecting the person to where you want them to be by asking them a question in return.

Example:

  • Client: What kinds of features does your system have?
  • You: It depends. What kinds of features do you guys want to see?

Today’s Major Takeaway:

Take control of the meeting and the conversation. Don’t jump right into giving them the answers.

Episode Resources:

Maximum Influence by Kurt Mortensen

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.

 

TSE 660: TSE Hustler’s League-“The Reverse”

This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking powerful questions.

Last week, I discussed how to do the start stop question. This week, I’m going to teach you how The Reverse actually works and how you too can use this strategy to help you create more powerful experience for your customers.

The Reverse

This involves answering the question with a question.

Example:

Customer asks: “What kinds of features does your system have?”

Then you answer this with:

“Well, it depends. What kinds of features do you want to see? “

Take control of the meeting.

One common mistake I see from sellers when they encounter a question like this is they immediately jump out and use everything.

You have to take control of the meeting. Take control of the conversation.

You can give them some answers but you still have to make sure you’re in control. Otherwise, the buyers want to take you every which way and it’s not going to work.

When the Price Question Comes Up

When this question comes up in the very beginning, you know they’re just trying to fish you out. So try to turn the question to them.

Sample answer: How much do you print everyday? (If you’re selling copiers)

Slow down. Get composure. You don’t have to answer all the questions right away.

Situations where you can use The Reverse:

  • When people are trying to throw you off.
  • When people are trying to dominate the conversation.

Going Beyond Surface-Level Questions:

The reason for asking questions is for you to be able to dig deeper into the issues of your customers.

Surface-level questions will only give you surface-level answers. This does not bring enough value. Go deeper down into the process.

This allows you to share something that they may not have considered. Help them recognize a problem other companies might have which they may not have thought about and which poses them to think.

Episode Resources:

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.

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