Tag Archives for " TSE "

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

TSE 785: TSE Hustler’s League-“Track For Success”

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

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other.

During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons.

ACTION-BASED OUTCOMES

  1. Have an initial contact in the form of a phone call or email. Something you can do to grab their attention.
  2. Next goal is to set an appointment.
  3. Start having discussions.
  4. Educate your prospect. Help them understand and establish their need. Build value
  5. Present your solution.
  6. Review the proposal with them.
  7. Sign the agreement and onboard them as a new customer.

TRACKING YOUR RATIOS

Break down your sales quota annually, quarterly, monthly, weekly and daily as well as the number of outcomes you need to achieve.

You should understand your ratios.

This will make forecasting easier and help you perform well.

As you start tracking your day to day performances, you might increase your ratio. Stop guessing and fine-tune your pitch!

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

Donald Kelly, Sales from the Street, Sales, TSE

TSE 784: Sales From The Street-“Whatever It Takes”

Donald Kelly, Sales from the Street, Sales, TSE

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?”

In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career.

“WHATEVER IT TAKES” PRINCIPLE

What separates top-performing sellers from the rest is their tenacious drive. They have the “whatever it takes” mentality. They have a deeper desire. They want to be the best.

HOW YOU CAN APPLY THIS PRINCIPLE

  • Call again until you get a hold of them.
  • Send snail mail or thank you cards.
  • Change the way you do your presentations.
  • In a demonstration, call and speak to everyone who’s going to be a part of that demo. Make it more effective and meaningful.
  • It takes more work but the results will pay off in the long run. Don’t just go in there and do the bare minimum. Get out and make it happen! Don’t just listen, apply it.

EVALUATING YOURSELF AND WHAT YOU CAN DO

  • Are you doing whatever it takes to stand out?
  • Have you been reaching out to your prospects on social media?
  • Are you reading their books?
  • Have you been doing your research about them?
  • Have a “Why.” Let this be your fuel that gets you up and moving.
  • Be competitive.
  • You can do a lot more. Push yourself to the next level. Make sure you put everything in, whatever it takes!

Episode Resources:

Check out the TSE Hustler’s League.

The 12 Week Year by Brian P. Morgan and Michael Lennington

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.

Amy Franko, Relationship, Hiring, Sales Results, HR

TSE 783: Elevating Relationships For Sales Results

Amy Franko, Relationship, Hiring, Sales Results, HRAs a business owner, it’s crucial that you give value to your team and your prospects.

During this episode, Amy Franko shares with us the importance of putting people first. Listen and learn how you can elevate your relationships with the people you work with as well.

Here are the highlights of my conversation with Amy:

ELEVATING PEOPLE

If you are a an entrepreneur, it takes the right people doing the right things consistently to create the sales results that you want. People come first. Equip them with the right mindset, skill set and tools and they then will elevate the organization’s results.

WHY COMPANIES FAIL TO ELEVATE THEIR PEOPLE

It’s not something we intentionally do. Sometimes it gets lost in the mix because there’s so much pressure to produce results or land the next big client.

HOW YOU CAN ELEVATE YOUR TEAM

TYPES OF PEOPLE IN A TEAM OF 5

  • 1 rockstar – Overachiever. They don’t need a lot of direction
  • 3 people – These fall in the middle zone. They produce some results. Some are close to hitting their number but are not quite there.
  • 1 participation trophy – They are there in body but their mind is somewhere else. They are not self-motivated and self-directed.

It only takes one person to drag down the results of the team. If you can elevate those 3 people and get them creating results by investing in them, that’s where you have an opportunity to elevate results.

WHY WE SHOULD DIVERSIFY OUR TEAM

A team composed only of rockstars might drive you crazy. It comes down to team dynamics. 5 rockstars may be a challenge. A mixture of different personalities is important.

HOW TO BEST WORK WITH THEM AND PUT THEM FIRST

For participation trophies, find another space in your organization where they are better suited or they need to find another opportunity outside your organization.

Your role as sales leaders becomes that coach and advisor and putting together the right team of people. This can be challenging for a business owner who’s building his first team and who’s used to selling on his own.

It starts with your hiring practices. Step out of that seller role and turn into that role of coach and advisor. Then, make sure you’re making an investment in learning and development for your team.

THINGS PEOPLE SHOULD LOOK FOR IN HIRING

Look for people who interview well. It can be on both sides, as a sales leader and as a person coming in the door.

CHECKLIST FOR SOMEONE DOING THE HIRING:

  • Do you have the right processes in place to create a successful environment for this person?
  • Do you have the right onboarding processes?
  • Do you have the right systems and structures in place?

Look for proof that they have been successful in a similar environment. Let them share their contacts to prove that they have relationships in that field and they’re not completely starting from scratch.

Look for proof points that they have been able to prospect well and open the door to new opportunities. Let them prove that they know their stuff.

HOW WE CAN ELEVATE OUR RELATIONSHIPS WITH OUR PROSPECTS

Look for any kind of connection to that person. If there’s something you share in common, that can elevate you.

Create and facilitate forums for your target groups. Don’t sell them to them. Create value for them and help them build relationships. That will eventually bring you business opportunities in the long run.

Be the connector. You are the bridge between people and resources. Create relationships.

Amy’s Major Takeaway:

Define what valuable sales results means to you whether you’re a sales leader or a seller. Also know that the value of your sales results is a direct result of the value of your relationships.

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.

Modern Seller by Amy Franko

amyfranko.com

Amy Franko on Linkedin

Donald Kelly, Follow Up, Proposal, Closing

TSE 782: How Can I Follow Up After I Send The Proposal?

Donald Kelly, Follow Up, Proposal, ClosingHave you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal?

During this episode, I highlight the importance of continuing the conversation with your customers.

Listen up and learn how you can effectively follow up as salespersons.

PREPARATION IS KEY

  • Don’t wing it. It’s never going to work. Come to the table prepared. This requires understanding the buyer’s journey.
  • Who’s the ideal customer?
  • What is their buying process? How do they purchase?
  • List the top 3 challenges that they have.
  • What do you need to ask in the first appointment?

THINGS YOU CAN DO TO CONTINUE THE CONVERSATION

  • In the first appointment, give them something that they can hold on to.Send a calendar invite. Have a clear next step.
  • Get their cellphone number. Usually, people don’t answer an email as quickly as a text message.
  • Give them a piece of content that can help them in their buyer’s journey. Use this as a follow up piece in case they don’t show up.
  • Grab their interest. Make sure they respond. Keep them involved. Get them invested on the next meeting all the way down to the pricing. Build value and they will stick around.
  • Ask them for a Non-Disclosure Agreement or something that will get you involved in their process. This will show a level of trust and respect.

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.

Personalized Email, Bulk Email, Highrise, Basecamp, Nate Kontny

TSE 781: How to Personalize Your Outreach in Bulk

Personalized Email, Bulk Email, Highrise, Basecamp, Nate KontnyNot getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest?

In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results.

Here are the highlights of my conversation with Nathan:

CHALLENGES COMPANIES FACE WHEN OUTREACHING

Trying to meet customers requires too much time. Too many people try to take shortcuts and rely on these new systems that do the work for them. And they keep making mistakes and don’t work most of the time. It’s invading a lot of people’s outreach.

People start distrusting you in the long run. Word of mouth gets really bad. Care for and understand who you’re going after and be effective at that.

HOW TO EFFECTIVELY OUTREACH

  • Stop sending the same email that you crafted years ago as part of an email sequence. Freshen these things up all the time. Change the templates that you use when sending out bulk emails everyday.
  • Personalize emails you send to customers. Make them feel they’re real people.

STRATEGIES TO PERSONALIZE YOUR OUTREACH APPROACH

  • Send them an actual custom thing. Attach a custom video to your email. Use the person’s name. Make actual conversations with them.
  • Send handwritten Christmas cards. Send packages in the mail. It may cost you and may take some work but the results are significant.
  • You can do this for a few select people. You can’t get everyone but you can focus on some. You don’t need to be big, you just need to be good.

PHONE OUTREACH

Treat people the way they want to be treated. Some people want to get phone calls while some prefer to get emails. Focus on the needs of the prospect.

VIDEO OUTREACH

  • Provide what you can do over video. Practice being comfortable in front of a camera. People want to see videos and how things are done.
  • Don’t push for one channel. Give your customers the channel that they want. Be flexible!

NATE’S MAJOR TAKEAWAY:

Tweak and personalize your emails all the time. Open yourself up a little bit to the people you’re outreaching to. Let them know that you’re a human on the other side!

Episode Resources:

@natekontny on Twitter

Nathan Kontny on Youtube

email: nate@highrisehq.com

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

The Ultimate Sales Machine by Chet Holmes

How I Built This podcast by Guy Raz

Fear, Prospecting, Fear of Rejection

TSE 777: Don’t Lets Your Fears Keep You Stuck

Fear, Prospecting, Fear of RejectionAre you afraid of cold calling? Are you afraid of reaching out a new customer? Or are you scared to try out a new position in your organization? How about following up on a customer who hung up on you?

Today, I talk about some fears that could be holding you back and how you can hopefully overcome them.

What is FEAR?

Fear is this belief that someone or something that is likely to cause us harm or pain. We have these feelings in our hearts and minds that we conjure up with our imagination that causes us to have fear.

Phobias come in many forms and they’re basically irrational fears.

Personally, I had this fear of riding elevators because I was afraid of getting stuck in a small place. It’s because of a show I watched where someone got stuck in the elevator. And that just kept going in my mind.

The way fear works is we tend to focus on the negative side of things.

Overcoming Fear

I learned to get over my fear of riding elevators when I went to a debate tournament in New York City in 2000 and I pushed myself to ride the biggest elevator at the World Trade Center.

The result: Nothing happened. We got to the top and the view was amazing.

Case in point: Your fear isn’t really founded on anything. Usually, what you fear of the most doesn’t actually really happen!

Phobias as Sales Professionals

Sure, you could be scared of the thought of being yelled at or rejected, but what’s the worst thing that can really happen?

You can focus on the negative but you can also focus on the POSSIBILITIES!

What if the deal could actually happen? What if they’re actually interested in your product/solution or that you land an appointment. You take the management role. See, the opportunities are endless.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

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 776: What Should I Know When Coaching My Top Performers?

Donald Kelly,

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need.

In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities.

Here are the highlights of my conversation with Shimon:

THINGS TO KEEP IN MIND WHEN COACHING TOP PERFORMERS

  • Research shows that top performers are always improving.
  • The key to this improvement is finding the coach that resonates with you who can help make your strengths more pronounced.
  • It’s not easy to find the right one since every coach is also different.

DEFINITION OF COACHING

  • Coaching is tailored to the individual vs. regular training. It understands what you’re good at and where your challenges are. Coaching is much more personalized.
  • Coaching is also cross-functional. Clients have issues with many different things and when you solve these issues together, it boosts performance. It helps you become a leader.
  • Coaching dives deeper and understands those areas of opportunity. Research shows that coaching makes employees more productive and happier and also reduces turnover.

THINGS TOP PERFORMERS STRUGGLE WITH

  • You tend to think that your approach works and you have all the answers. The better your results are, the harder it is to change.
  • Some things that you’ve been doing for years aren’t necessarily working.
  • Always try new and different things. Go out of your comfort zone!

HOW TO COACH SOMEBODY WITH A STRONG PERSONALITY

  • Two types of people who succeed:
  • Open to change and learn
  • Resistant to learn
  • Understand what motivates them. Once you discover that, it’s easy to work with that person. A good coach will know how to spot these personality traits.
  • There is no single formula as long as you can convince someone to be open to change. Small improvements can build up over time.

HOW LIFECOACH CAN HELP YOU

  • You tell us what you want to work on and our algorithm matches you with many coaches that have helped similar people in the past.
  • We let you work with them for free for 7 days and get their different approaches.
  • We also have different technologies that can support you with your needs and goals.

Shimon’s Major Takeaway:

No matter how good you are, you can always be better. You can always improve. Life can be so much better than what it currently is, no matter how successful you are.

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.

Donald Kelly, Sales Principles, The Greatest Showman, TSE

TSE 769-6 Sales Principles I Took Away From The Greatest Showman (Part 2)

Donald Kelly, Sales Principles, The Greatest Showman, TSE

Today’s episode is a continuation of the other day’s episode where I’m sharing the other three sales principles that I took away from the movie, The Greatest Showman, and which you can apply into your career in life.

Working Beyond the NO!

Find ways to work around the “no.” The character, P.T. Barnum didn’t take no for an answer. No matter how many times he failed, he just kept hustling and going. Be creative to find a way to get around the challenges. Find out ways to make things happen.

Build Value

Give people not what you want, but what they want. Treat others they like to be treated, not the way you want to be treated. Give them value.

Never Leave Focus

Sure it’s nice to go after your goal but don’t lose track. And if you do lose track, step back and make sure you get back on track.

Inspiring People

As Deb Calvert explains back in TSE episode 763, she talks about being the expert. Lead them down the path and the thing they want the most. Help them to recognize you as the person they need to follow and to listen to. Give people something more than just money. Do things to inspire people to take action. Have a bigger cause than yourself!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

TSE episode 763

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.

Donald Kelly, Sales from the Street, Sales Tips

TSE 759-Sales From The Street -“Focus and Measure”

Donald Kelly, Sales from the Street, Sales Tips

This podcast just started out as a hobby until people began coming and asking me to teach them and speak to different events. It was a sideline. But as things were growing, I knew this was serious.

Hence, there had to be plans and strategies in place. In short, I jumped ship and left my full-time software job.

Today, find out what I did to grow this business through “focus and measure.”

The Challenge

I was getting speaking opportunities, sure. But I was actually playing on the defensive game, waiting for the opportunities to come as opposed to attacking the speaking opportunities.

The Missing Ingredient: Focus

So I realized what was missing from all of this was focus. I wasn’t just not focused, but I also failed to measure the results from it.

The Strategy:

“When performance is measured, performance improves. When performance is measured and reported, the rate of improvement accelerates.”

The Goal

Every week, our goal is to be able to apply to three to five conferences. So at least I’m aiming at having one speaking gig per month.

The Result

Currently, we’re actually getting three speaking opportunities getting booked per month.

What You Can Do:

Figure out how many appointments you need to get per week or products sold per week.

Keep yourself accountable and measure against that.

Figure out areas you can improve on.

Focus and measure!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

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.

Donald Kelly, The Sales Evangelist, TSE, Sales Managers

TSE 757: 5 Mistakes Sales Managers Make and How to Fix Them

Donald Kelly, The Sales Evangelist, TSE, Sales Managers

A sales manager role can cost a lot, so today I’m sharing five areas where sales managers typically have struggles as well as some insights you can apply to your own practice.

1. Not having a clear expectation

When your sales team is just going in circles, without a clear direction as to where they’re going or what they need to achieve, this leads to a higher turnover rate. Also, not getting clarity from the management leads to lack of performance.

Solution: Have a clear objective. Have a clear understanding of who you go after. Check out Donald Miller’s book,Building A Story Brand

2. Focusing on the vanity numbers

Vanity numbers are the bigger numbers that look good but there’s really nothing inside. For instance, this could be the number of calls you make.

Solution: Focus on the results from that call. Look at the number of appointments made rather than just the number of calls. Focus on outcomes, not vanity numbers.

3. Micromanagement

Solution: Teach correct principles and you let people govern themselves. Find time to sit down with your sales reps.

4. No coaching

Solution: Sit down with the sales rep and help them identify the key indicators and see where they’re performing. Guide them and figure ways they can try to improve. Set one-on-one coaching once a week to new reps. But top sellers need coaching too.

5. Training

Product training is great but it’s not the only thing sellers need. You’ve got to teach them how to sell.

Solution: Bring someone in who can give a talk to them. For instance, I have 6-week training approach where I meet with the sales team. Then I help them develop processes to help guide them. Or get them to join the TSE Hustler’s League.

Bonus Area: Time Management – Follow the 12 Week Year

This is based on the book, The 12 Week Year, where you have to focus only on just 12 weeks at a time. Set that goal and see how it can significantly improve your career and life in general.

Episode Resources:

Building a Story Brand by Donald Miller

The 12 Week Year by Brian P. Morgan and Michael Lennington

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.

TSE, Donald Kelly, Johnny McLendon, Cold Calling

TSE 754: Sales From The Street-“Cold Calling?”

Today’s guest is Johnny McLendon and he talks about his challenge with his business and what he did to get through it and finally land some big deals!

Johnny is a photographer at heart and a certified drone pilot. He also came from the corporate world. By 2010, he started his photography business and progressed from there.

Here are the highlights of my conversation with Johnny:

Johnny’s biggest sales struggle:

Not having a big fan base, Johnny also had this fear of doing cold calls and meeting people. Although he enjoyed being around other people, it still was a tough thing for him.

As a result, Johnny had to do some side hustles to keep him afloat. He wasn’t constantly not making enough money or hitting his goals. And he kept on doing the same routine, doing cold calls.

This caused him a lot of anxiety and fear. He no longer wanted to bother people. But he knew that if you’re not going to tell about your business, they’re never going to know anyway.

Strategies in overcoming the fear of prospecting and cold calling:

1. Having an accountability partner

Johnny has his brother, a serial entrepreneur, as his accountability partner. They constantly keep in touch to check on each other.

2. A morning routine

So he routinely does cold calling every morning and makes followups 3-10 times or until they tell him to stop calling him, which no one has done yet. A followup can just be a short email or a quick call. You somehow have to have a bit of thick skin so then they reject you, then it’s fine by you.

3. Having a script

Have a script on your desk that you can readily access. Introduce yourself. Mention something about them to make your call personalized.

4. The power of education

Educate your customers on the value that you bring to the table and.

Results Johnny Has Gotten:

Johnny says the trust factor is usually built during his third or fourth call.

Johnny’s Major Takeaway:

Face your fear. Just go after the things you want. Face the fears and somehow overcome them to help you reach your goal.

Episode Resources:

Know more about Johnny and what he does on www.johnnymclendon.com and email him at info@johnnymclendon.com.

The 12 Week Year by Brian Moran and Michael Lennington

Habit Stacking by S. J. Scott

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.

Jim McCormick and Maryann Karinch, Donald Kelly, Body Language

TSE 753-Body Language Secrets That Can Improve Your Sales Performance

Jim McCormick and Maryann Karinch, Donald Kelly, Body LanguageWe have hidden language as sales professionals and just as people in general. The problem is most of us don’t pay attention to them. And that’s our body language.

It can either improve the way you sell, or not.

Today’s guest are Jim McCormick and Maryann Karinch. They co-authored the book called, Body Language Sales Secrets: How to Read Prospects and Decode Subconscious Signals to Get Results and Close the Deal.

About Jim:

Jim is an author of a number of books, a professional skydiver, an organizational consultant, and a sales professional. Jim has also held corporate executive positions and does a fair amount of executive coaching and CEO presentations.

About Maryann:

Maryann has been writing about body language and studying it intensely for 13 years. Having had theater experience, she has built on it by collaborating with a body language expert. Then he got together with Jim to focus it on sales.

Here are the highlights of my conversation with Jim and Maryann:

Why Is Body Language Important:

  • So much of our communication is non-verbal. And a lot of our body language is involuntary body language.
  • So signals are you giving as a salesperson that you may not want to be giving and what signals do you really want to give?
  • Alternately, what are you picking up from other people in their resistance to you or in their liking of you? Are they accepting you?
  • Knowing all this can help you close deals effectively.
  • What manoeuvres do you give off that are self-soothing gestures? And what are other people doing when you see tension come into a sales relationship?
  • What level of engagement do you have with your prospect?

Strategies for effective body language:

  • Be authentic.
  • Make eye contact.
  • Be present.
  • Listen effectively to them.

5 Sales Situations Related to Using Body Language:

  1. Relationship selling

You’re working for a creative relationship. You’re not focused on the sale or the product. But on the steps of your relationship by asking genuine questions. Stay away from the transactional mindset. Your goal here is to create a long-term relationship that doesn’t just result in a single transaction but transactions over extended time.

Body language:

  • Trust – openness
  • Don’t have your front protected like fingers crossed. You’re not putting barriers between you and the other person.
  • Don’t clench your hands.
  • Use eye contact.

2. Solutions selling

You’re selling the solution that happens to be a product that can benefit the individual and the customer. Do a fair amount of investigating in that process. Show interest in them and the problems they need to solve.

Body language:

Show active listening by leaning towards the person and nod occasionally to let them know you’re listening to them.

Have some mirroring gestures. Adopt the same time of posture so the person feels comfortable with you. Go to where their energy level is then bring them with you in an energy level that you’re in control.

3. Expertise selling

You need to exude credibility. You’re making a point that you’re the expert in this industry and this puts you in control. But be able to present in a way that you’re credible.

Body language:

Sit upright. Speak from a position of authority.

4. ROI selling

You have to have information on the cost structure and the revenue stream of the organization you’re presenting to. So you need to build a lot of confidence in your prospect by getting them to divulge information to you. Be able to make an ROI argument.

Body language:

  • When the people look down to the left, that means they’re doing numbers and calculating.
  • When people look down to the right, it means deep emotions.
  • Do baselining, which means asking questions that involve memory and try to see where do the eyes go. If the eyes go up left or right, that means it could indicate imagination.

5. Fear Selling

This is focused on scarcity but this strategy can be manipulative. And sometimes, people can sense if they’re being manipulated. This could put your long-term relationship in jeopardy. This is the wholesale mentality and this is common in selling women products.

Body Language Remotely

Body language can be done remotely in how you say it. The pace and tone of somebody’s voice gives you a ton of insight as to where they’re at.

Jim and Maryann’s Major Takeaway:

Have the body language of trust if you want a strong, positive, and long-term relationship with somebody. Do open body language. In some ways, look vulnerable then a person will trust you.

From the very beginning of the interaction, be aware whether the person is open or close. And be aware whether you are being open or close.

Episode Resources:

Find more about Jim on www.risks-institute.com and check out their book Body Language Sales Secrets: How to Read Prospects and Decode Subconscious Signals to Get Results and Close the Deal by Jim McCormick and Maryann Karinch.

The 12 Week Year by Brian Moran and Michael Lennington

Check out the TSE Hustler’s League.

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

Donald Kelly, Prospecting, New Clients, Cold Calling

TSE 752: What Are the Best Methods for Finding Prospects?

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively.

You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry.

Focus on the methods you think will work.

Strategies for finding prospects:

1. Test out 3-4 methods.

You could use LinkedIn, the phone, a networking event, and then try to utilize a long term method such as a blog. This way, you’re generating content to attract your ideal customers to you. Other long-term methods include a podcast or a YouTube channel. And for long-term methods, you can’t just test them out for a month, but over a longer period of time.

2. Long-term projects vs. short-term gains

You have to recognize there are things you need to do long term.

Others though have a short-term approach because they want to produce immediate results. An example of this is your email list you’ve built on LinkedIn. Or go to Google and search for a plumbers in your area.

3. Reach out to them.

This depends on the medium you’re utilizing. For LinkedIn, you can probably use the LinkedIn Navigator. Try a Google Search or use Upwork to find people to develop leads for you and see the jobs they’ve done for different industries. They can actually build a contact list for you that you will be contacting later on.

4. Go to events.

Find 3-4 events in your area and try to go to one of those events regularly. Make a goal of reaching out to four nice, solid people you can interact with. They could be your potential customers or their strategic partners. Or you could probably host a meetup yourself.

5. Create a blog content.

Create content relevant to your ideal customers. Again this is a long-term strategy, so you need to get this one for about 6 months where you’re producing content regularly. If you need help with writing it, get someone from Upwork. What’s important is you’re creating content around your customers and the things they’re searching for.

In your blog post, make sure to drive customers back to your website. Then leave opt-ins, which are places where they could leave their email addresses.

Most of all, you need to consistently do it!

Today’s Major Takeaway:

Find four methods or sources that you can use to test or find a new prospect. Do your research. Go over some of our previous episodes related to prospecting. Then see and test them out for a month (for short-term ones) and 6 months for the long-term approach. See what works best for you. Take advantage of the ones that produce the most for you and focus on them!

Episode Resources:

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Sales from the Street, Donald Kelly, TSE, Sales Tips

TSE 749: Sales From The Street -“Don’t Be The Wolf”

Sales from the Street, Donald Kelly, TSE, Sales Tips

Do you feel like you’re in the wrong industry? Or the wrong company?

Today’s guest, Joe Lemon, had that same dilemma. Find out how he tweaked his course to get him on the right track, and hopefully, you can apply this into your own life and career.

Alignment is key!

Joe Lemon has been in the B2B sales world for over 8 years and he’s so passionate about building value that he started his own podcast called, The Real Value Exchange.

Here are the highlights of my conversation with Joe:

The biggest sales struggle he faced:

Lack of alignment. He felt like he was in the wrong industry. Then, he had the attitude of that guy on the Wolf of Wall Street. He used way too many closing tactics.

Steps to overcome Joe’s challenge:

1. Enjoy your interaction with people.

2. Change industries.

3. Find the right product or service.

4. Become more creative with the whole process.

5. Understand your customers’ pain points in an authentic way.

The results:

  • Working with the right people and the right culture, going to work has now become more fun.
  • You’re not just making money, but you’re enjoying the process and your day-to-day.

Joe’s Major Takeaway:

Make sure you’re in the right industry. Make sure you’re aligned properly with the right products, service, industry, culture, and all of those things.

Episode Resources:

Connect with Joe Alex Lemon on Twitter @joealexlemon and Instagram.

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Dan Fantasia, Donald Kelly, Treeline-inc.com

TSE 748: Selling Characteristics and How They Align with Your Sales Environment

Dan Fantasia, Treeline Inc., The Sales Evangelist, Donald KellyAs a sales professional, what really matters more to you in terms of your career? Money or sustainability?

Choose the former and you might shortly realize you’re in the wrong company. It’s therefore critical that you choose the company that best fits you if you want to advance your career – long term.

Dan is the Founder and CEO of Treeline Inc., a 17-year-old sales recruitment company. They help companies build solid sales organizations.

Today, he shares some sales characteristics that you can align with your sales environment.

Here are the highlights of my conversation with Dan:

Asking the Right Questions

What’s their average deal size? What’s their average cycle? How much is the quota for the year?

Is This the Sales Environment for You?

Sales people have different selling characteristics, not because they’re not talented, but because they picked the wrong opportunity. Some people can be consultative in nature. Although personality traits can be similar, the selling characteristics may be different.

Selling Characteristics of the People They Hire:

1. Resilience

It doesn’t mean you make 200 calls a day. Rather, this is more of an emotional resilience. It’s your ability to emotionally disconnect from an opportunity so you’re more realistic and more logical.

2. Urgency

Have the assumption that another competitor is trying to win the business from you.

3. Focus

What’s real and what’s not? Numbers don’t necessarily equate to success.

Why Many People Fail

Very few people pick up the phone. They just pick up the phone and call the number, expect someone to pick it up, and buy. You can’t just call for the sake of calling. There has to be a process in place.

How Treeline Inc. Can Help You:

There is so much noise out there, with millions of jobs being posted everyday. If you’re looking to advance your career, the ultimate way to do a search is to have someone that:

  • Understands the market
  • Knows what opportunities are out there
  • Can simplify the process
  • Can help you build the pipeline around validated opportunities that can add value to your career

They will listen to your story and help figure out how to leverage your strengths so you can develop some messaging to make sure you can get your food in the door with growing companies.

They’ll help you find the right next step.

They will make sure the opportunities they give you are a best fit to your selling characteristics and that you meet all the requirements of the opportunity you’re looking for next to advance your career.

Dan’s Major Takeaway:

Be selective in finding the right fit. It’s not about the biggest compensation plan, rather, it’s about sustainability. Find a company and culture. Ask good questions so you know that you can sustain a career with a good company. Then you will grow, find success, and the money will come.

Episode Resources:

Treeline Inc.

Connect with Dan on fantasia@treeline-inc.com.

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Salespeople, Desire, Money, The Sales Evangelist

TSE 747: What Do You Desire the Most as a Salesperson?

Salespeople, Desire, Money, The Sales Evangelist

Today, we dig deeper into the core behind your motivation.

What drives you?

There are a lot of different things that drive people. But at the end of the day, of course, you want to gain some money.

Personally, I joined the sales industry because I saw the opportunity to increase my income. I didn’t like to be confined in a salary level or would have to wait for a couple of years to get a raise.

I wanted to have the capability to earn the income I deserve and wanted. And in sales, you can do that.

Money is not everything. But it’s essential.

Everyone in sales or in business, you don’t do it just because you want to help people, although that’s one of the major factors. The idea here is you want something in return.

Hence, at times, the great motivator is what you get from it.

I grew up in poverty, coming from Jamaica to the United States. And seeing all those struggles my mom and our family endured, I said to myself that we were not going to go through this ever again.

So this led me to a career where I can be in command and I can earn an unlimited income. It’s not that I wanted to be greedy, rather, it’s what I could do with that money. And that was part of the motivation I had.

And the only way I could get that money is by offering something to people that was of great value to them, which solved the biggest problems or struggle they had.

We’re in it for ourselves!

This is not a bad thing. This is your drive to push you. This goes back to the five why’s concept of Toyota, where if you ask why five times, you lead down to the true cause.

Again, recognize that before you get what you want, you have to bring something to the table to help your customers. The more genuine you are with bringing value, you will be compensated. But don’t discard the fact that you’re not in it for the money as well. Of course, we are! In the first place, we got into sales because of that capability to earn money.

Money is not a bad thing.

So don’t be ashamed of this. Money is not a bad thing. What is bad is the things some people do for money.

Episode Resources:

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TSE 734: Sales From The Street-“Crowdfunding Success and Flops”

Dorothy Anne Dauenhauer, Crowdfunding, Donald Kelly, TSEYou probable think crowdfunding is as easy as putting yourself and your cause out there, then you expect people to find you and help you. It’s definitely more than that.

Dorothy is a homeschooling mother of five and a singer-songwriter. She is also the wife of Dustin Dauenhauer who was also a guest on the show back in Episode 719 .

She’s here today to share her challenges around crowdfunding, lessons she learned along the way, and how she finally made success happen!

Here are the highlights of my conversation with Dorothy:

Challenges Dorothy faced with Crowdfunding:

Crowdfunding effort #1: They raised money to organize a benefit concert for the victims of the Typhoon Haiyan that hit the Philippines but they didn’t reach the mark.

Her challenge: To do another crowdfunding campaign for her CD that she wanted to produce. How can she make it happen this time?

Lessons Learned from Crowdfunding

1. Set an attainable goal.

  • For instance, the bottom line is you wanted to raise $10,000.
  • Ask yourself if you can raise a quarter of that ($2500) in your first week of campaign.
  • If you cannot, then your ultimate goal is too high for this specific crowdfunding budget goal. You have to lower it.

2. Create a video with a clear Call-to-Action.

Dorothy didn’t have this and this is one major mistake that she saw with their campaign. Video is very powerful today. So make sure it’s a good video. It has to be short, 2-3 minutes and no longer than five. You only have people’s attention for a few seconds. Most importantly, have one, single call-to-action, which is to donate. (Don’t ask them to share.)

3. Follow up, follow up, follow up!

  • Have your daily quota of the people you wanted to reach out. Then send in a follow up message to check if they’ve watched your video. Ask them what they think and whether they’re interested in getting involved with your campaign.
  • Don’t put the ball in their court. In crowdfunding, you have to go for that ball. If you pass it to them and not hear back in a couple of days, reach out again. And if you don’t hear back in another 2-3 days, reach out again.
  • When somebody liked your post, reach out to them. There’s a reason they pressed like. Find out if they could be a warm lead.

Bonus lesson:

Never take a no as a final!

A no just means, what other angle are will they be able to help you with? For instance, ask if they can share your post to their friends. See what they can do to help.

Bonus lesson #2:

Don’t look at supporters as people that just donate to you. But look at them as people you want to have a relationship with. They’re people you respect and you value their time. When they put their money in your project, it means they believe in you.

Results Dorothy has seen after applying these lessons:

They lowered their goal. And they ended up getting over $7000, which was the minimum they needed to produce the CD.

Dorothy’s Major Takeaway:

Whatever your cause it, remember that it’s not about you, but the people you want to help. What can you do to make them feel a part and that together you can do this? Do all this together. People want to feel they belong and they’re a part of something great. Make sure you make them feel like it’s not about you, but it’s about doing it together.

Episode Resources:

Connect with Dorothy on www.dorothyanne.com.

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TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen.

Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book.

From being a Vietnamese refugee in the Canada, Trong has hustled his way to being a top sales professional in tec, having worked with large corporations doing enterprise sales.

Here are the highlights of my conversation with Trong:

What separates top performers from average sellers:

  • They treat their craft with passion.
  • They’re students of the game.
  • The constantly spend time tweaking and honing their skills.
  • The constantly educated themselves.

Why another sales book:

Trong wants to share the mistakes he has made along the way, with some humor in them, so people can learn from them.

Biggest mistakes new salespeople make in enterprise sales:

1. Getting mentored by old-timers and they drink to success

2. Arrogance, not confidence

The Keys to Becoming Successful in Enterprise Sales

1. Understand that winning costs.

There are sacrifice you’ve got to make if you want to win.

2. Come to the meeting prepared.

Prior to the meeting, do some basic research. Bring the facts leading to that meeting. Understand the company and what value you can bring to the table. Give them that vision of the value you can bring to the table.

3. Have lunch appointments.

Asking your customers to grab lunch or drinks would be the foundation upon you get everything established and done by. The only times Trong has found that his customers really want to meet with him is either breakfast, lunch, or dinner.

4. Understand your customer’s business.

Start with the basics like their financial statements or annual reports. Listen to their analyst calls.

Then spend a lot of time with all the executives up and down the chain of command, and go wide. Set conversations with them and interview them.

Get all data together and collate them into one mosaic to give you a picture of what their business looks like.

5. Show up!

Show up in the office and show up to the customer. Hang out at their office. It’s amazing what you can do in between meetings. Before you know it, you are the face of the company to them.

Trong’s Major Takeaway:

Sales is a craft. Treat it like an artist. Work it, hone it, be a student of the game. That’s the only way you become the top of what you do.

Episode Resources:

Connect with Trong Nguyen on LinkedIn. Watch out for Trong’s second book coming out soon.

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TSE 707 – How Can I Get My Sales Team To Following Up

Follow Up, Cold Calling, Donald KellyOne of the things many sellers hate doing is following up.

In fact, it’s almost as worse as prospecting. We don’t like it at times.

It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it.

So today, I’m going to share with you three things you can do to help you improve your follow up process. Sometimes, we don’t even have that process. We just wing it.

1. Set an appointment.

Nothing will progress without commitments or without some kind of forward motion. Don’t send emails saying you’re “just following up.” That’s a generic type of email. Talk to them as a human being. Otherwise, they’ll just ignore it.

So you need to get the commitment before the next meeting. Put something on the calendar. And just listen until they respond. If it’s an email, verify their email address.

2. The idea of a referral

Try to find someone you can recommend for training that can come into their HR or finance organization for instance. Try to connect them with someone who can potentially help them. Set out an introduction email between them. You can follow up with someone else without saying you’re just following up.

Tag them to an article or any relevant post on social media which you think may benefit them.

3. Have a sequence or process.

Figure out the different milestones in your sales process. And on each stage of it, figure out something you can send to them on each stage of the process. Be it blog post or testimonial or video, be creative. Share this podcast. See, you’re not pushing your agenda but you’re just trying to grab their attention.

Think outside of the box. Think like a human being. Think what you would like to receive. Make things personal.

Try something new!

Episode Resources:

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Donald Kelly, Sales from the Street, TSE, Sales

TSE 704: Sales From The Street-“I Am The Bottleneck”

Donald Kelly, Sales from the Street, TSE, Sales

Today, I’m going to share with you a challenge that I had, specifically that fear of closing the sale, and how I was able to overcome that.

I actually realized that I was the one getting in the way of my sale. So I knew I had to  surpass that.

A lot of sales people are afraid to close since their fear of getting rejected overpowers them. But there are things you can do to get overcome this fear and to get comfortable once you get to the closing part of the sales process.

Strategies for closing the sale:

1. Build as much value.

Help your buyer solve the problem and make that decision.

2. Get them to the next level.

They’re not going to be mad at you.

They need your help so bring them to the next level.

Don’t Make Closing an Event

Closing is just a continuation of the entire sales process. So don’t think of it as a separate entity.

Stop making it as this big thing in life.

Guide the prospect into the next part of the process. And just keep on moving.

Episode Resources:

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Millennials Seller, Young Sellers, New Seller, Donald Kelly, Tim Cole

TSE 703: How to Prevent Burnout as a Millennials Seller

Tim ColeToday’s discussion places its focus on younger sellers, specifically how to prevent burnout as a millennials seller. But older sellers can benefit from this too.

Tim Cole is an award-winning CEO. He has helped launch 20 new brands to the market and has been instrumental in 6 legitimate blockbusters. A key player in the pharmaceutical industry, he has a book released recently called The Compass Solution: A Guide to Winning Your Career.

Here are the highlights of my conversation with Tim:

The Need for Overcoming Burnout

71% of millennials are disengaged from their jobs. They don’t want to be there and are looking for a place to go other than where they’re at.

You need to find something that can give you purpose and direction.

Tim describes burnout as a deteriorating process for people losing a sense of purpose leading them to lose their way until they’re no longer inspired. They deteriorate to full disengagement until they burn out.

Tips to Avoid Burnout:

1. Find something you’re passionate about.

2. Find something that you have some degree of attitude and skill around.

Practical tips to avoid burnout.

1. Exercise

Go to the gym and exercise for the rest of your life. Keep yourself in good physical shape and commit to that shape from that point forward. Assume that if your body deteriorates, your mind will too and ultimately your job.

2. Social Network

Have a strong social network. Have a group of friends you can confide in that can give you a strong network away from the job.

3. Family

4. Hobbies

Do things that occupy you away from your job.

Resilience

Have an iron jaw.

How to avoid being complacent:

  • Never allow yourself to settle in a comfort zone.
  • What else can you do make yourself better?
  • Do something more!

Tim’s Major Takeaway:

Never stop learning. Never assume you’ve figured things out. Challenge yourself every day to continue to evolve. If you commit to learning, you will eventually adapt to whatever the circumstances are and you’ll overcome them.

Episode Resources:

Learn more about Tim on www.thecompassalliance.com or follow him on Twitter @officialtimcole. Grab a copy of his book The Compass Solution: A Guide to Winning Your Career.

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Experienced Sellers, Struggling Sellers, Sales Leaders

TSE 702: The Three Biggest Struggles Experienced Sellers Face

Experienced Sellers, Struggling Sellers, Sales LeadersToday, I’m sharing with you the top three struggles experienced sellers (those who has been selling for three years and more) face. And if you find yourself in a rut, here are some tips and tricks to help you get over it so you can achieve success in your sales game each and every time.

Boredom

  • Look at changing to a different industry.
  • Rejuvenate your success. Go back to the first time you helped someone. Go back to your customers and focus on them. Have that why and focus on that.
  • Play games. Join in team competitions. Or join the TSE Hustler’s League.
  • Set goals. Compete against yourself.

Lack of Hunger

  • No one is going to sit on top forever. So don’t just stay there.
  • Do things to evolve. Stop being complacent.

Inconsistency

  • Stop winging it.
  • Optimize your process. But make sure to be consistent.
  • Have a pattern and be consistent.

Episode Resources:

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