Tag Archives for " Value Conversation "

Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 565: TSE Hustler’s League-“Demonstrating ROI”

 

Donald Kelly, The Sales Evangelist, Best Sales PodcastToday, I am going to share another snippet from one of our past training sessions over at the TSE Hustler’s League where we specifically talked about how to establish ROI.

Think from a prospect’s perspective, not yours.

Oftentimes, you sell the way that you buy. This is one situation or mindset you need to get out of.

Make decisions quicker.

What’s the worst thing that can happen? The way we buy is reflective of the way we sell. Whether you’re picking food off the menu or buying a television, try to make decisions quicker. As you start practicing this, you will notice a difference in the way you sell too.

Ask for a higher ticket.

Not everyone’s income is the same as ours in terms of what they’re willing to invest. So think about their standpoint and not necessarily from your standpoint.

Recognize the value you bring to the table.

Customers are going to weigh it out and think of ways to balance out the cost making sure it works for them. But if they really want something, they will figure out a way to make it happen. Work on letting them realize the ROI but it has to start by having confidence in the value you bring to the table.

Episode Resources:

Join us at the TSE Hustler’s League. We’re starting a new session in May! And we would love for you to engage with us.

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

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

Donald Kelly, The Sales Evangelist, WoW Factor

TSE 560: TSE Hustler’s League-“WOW Factor”

Donald Kelly, The Sales Evangelist, WoW FactorToday’s snippet from one of our past training sessions over at the TSE Hustler’s League is about what you can do to maximize those major gateway points to help move your deal to the next level.

  1. Get them to get the first appointment with you.
  2. Do the diagnostic test or the apples-to-apples comparison.

The biggest competitor you have is the status quo. Even if it’s bad, you tell yourself lies because you’ve gotten used to it.

  1. Demonstrate the solutions.

Present the solutions with them and get them to understand. That meeting is going to be totally educational and the best way to educate is to ASK questions.

  1. Create some questions that can educate them to go to the next level.

Ask questions that are going to get them to think and propose action.

  1. Think about what you can do to WOW the customer in this process.

Don’t think about the huge stuff as everyone can do the big things. Most people do not do the little things. Take time to listen to them.

  1. Return their calls.

Most leads go bad because people don’t return calls within the first 24 hours of getting the lead.

  1. Follow up.

People love to buy but they hate to be sold. So give that power back to them and think about the little things in that sales process that you can make it easier. Price would no longer matter if they feel the value is there.

  1. If you find a lot of fall-off after the demonstration, educate them.

If there is something that is causing the deal to not move forward, think about what you can do to educate people at that point to help them go further.

  1. Educate before the purchase.

This is another little factor that can separate you from everybody else.

Episode Resources:

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

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

Donald Kelly, TSE Hustler's League, Sales Training, Best Sales Podcast

TSE 505: TSE Hustler’s League-“Customer Friendly Sales Process”

Donald Kelly, TSE Hustler's League, Sales Training, Best Sales PodcastTraditionally, the sales process has not been very conducive to providing value to clients. But this doesn’t work anymore. Over the years, the buying process has significantly changed and so you must also be able to align your sales process with it if you want to achieve success.

Today’s snippet is taken from one of the previous sessions over at the TSE Hustler’s League is all about giving value.

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Here are 7 key steps to creating a value-friendly sales process:

  1. Your goal is to understand your prospects and their challenges.
  2. Define your prospect’s unconsidered need.

This may be something your prospect may not be thinking about because they don’t see it but it can become the most damaging.

  1. Educate your prospect on the unconsidered need.

Again, this could be something they’re not aware of or they’re blinded to, or have lived so long with that they don’t pay attention to and could cause more damage to them.

  1. For prospecting purposes, spend at least 1 month focusing on just one particular industry.
  2. Be sure to ask the appropriate questions.
  3. Give the prospects not what you want but what they want.
  4. Align your process with your client’s process.

What can you do to change your process so that it’s reflective of your client’s process? Have a single sales process that can tailor to one specific prospect.

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Episode Resources:

Join the TSE Hustler’s League.

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

Donald Kelly, PandaDoc

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Tyler Welch, Donald Kelly, The Sales Evangelist

TSE 404: Sales From The Street-“Using Phone To Convert Sales”

What can you do to better convert your leads during phone conversations?

Taylor Welch, Donald Kelly, The Sales Evangelist Today, let’s talk about perfecting your phone sales or at least fine-tuning your phone sales skills so you can do way better at it, get the right clients that you want, and get more closes.

Our guest on today’s episode is Taylor Welch. He is an entrepreneur and the Co-founder of Traffic and Funnels where he runs the copywriting side of things while his partner is in charge of paid traffic – a perfect fit! They work with service-oriented clients through a consultative coaching approach. They basically build funnels to produce inbound clients, applications, prospects, and help them build a system that can do a lot of the heavy lifting of the sales process.

Here are the highlights of my conversation with Taylor:

Taylor’s coolest sales experience when he was the customer at a Lexus dealership

The biggest mistake people make with converting online leads through phone:

Getting on the phone with the wrong people

The people who invented the “direct response” world didn’t get motivation from writing the most potent copy ever, but it was to get in front of the right people. Choose a hungry market and a starving crowd. Repel the wrong people so you get on the phone with the right ones and not spend time deluded with the wrong type of market.

How to repel the wrong people:

  1. Be specific and on purpose about the type of clients you want to work with.
  2. Make them sell themselves into buying your product/service.

Let them apply to work with you to see if both of you are a great fit or not. Someone spending time and investing time with you, your brand, and your company is a prerequisite to them buying from you. Flipping it around where they fill in the application and there’s a chance they’re going to get rejected, they would sell themselves into buying something.

The next steps:

  1. Ask questions and figure out people’s challenges, their goals, and is it realistic that you can help them.

Cancel clients who are bad fits upfront shows that you respect their time. Then you make room for more people who might be a good fit. Using a script as a guide, get all information and things that people don’t want to talk about like their revenue numbers.

Your job is not to sell them but to help them make the right decision for their business and their life. You can’t do that without knowing some details behind where they are.

  1. Find out what is holding people back and what’s keeping them from hitting their goals.

What’s stopping them? The people who fight their way back from that always buy.

  1. Get people to be empowered at the end of the call to decide on what they need to do.

It’s a win for you even if they say no. That means you won’t have to work with people who are not the best fit. Don’t pressure people to make a decision on the phone.

Strategies for following up:

  1. Set up the following meeting on your first call.
  2. Show people you’re as authentic and integrity-minded as possible.

** Taylor’s company asks for deposit for clients to show they’re serious and they’re not screwing around. They make that deposit refundable so at the end of the day, they’re working with people who are at the top of the game and not just making the decision to work with them because they didn’t want to lose their money. They also don’t make time-based pricing because at a certain point it becomes unethical.

Strategies for doing phone sales:

  1. Start your day with rituals that keep you consistent.

Whether you do visualizations, affirmations, or readings, when you do these, you carry confidence with you the rest of the day.

  1. Be able to control how you feel about the process.

The big thing is mental. If you can control that, then you’ll be better at closing.

Taylor’s Major Takeaway:

Control how you feel about the game by insulating yourself with those rituals. It’s so rare for someone to have the consistency in their morning rituals. Even evening rituals determine how you start the next one. Be consistent.

Episode Resources:

Check out their website www.trafficandfunnels.com/blueprint-checklist and watch their interesting video about how to position yourself and create the “velvet rope” system as well as their KPIs and some behind-the-scenes into their personal funnel to see how it works.

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