The Sales Evangelist

Best Sellers In History Series 2 - "Abraham Lincoln" This is the second episode from the Best Sellers in History series. This series talks about some of the most successful people and sellers in history. We’ll talk about who they are and what made them so successful. Abraham Lincoln was the 16th President of the United States of America and led the nation during some of the most turbulent times in American history, such as the Civil War. It was the bloodiest war and the greatest constitutional and political crisis faced by the U.S. at that time. President Lincoln persevered and was able to abolish slavery, strengthen the federal government and modernized the U.S. economy. Despite humble beginnings, Abraham Lincoln became one of the greatest statesmen leaders in our nation’s history. Sales Spotlight - Abraham Lincoln A half-hour long episode isn’t enough time to discuss what made Abraham Lincoln persuasive and successful in his career. However, we can highlight The Gettysburg Address to illustrate how President Abraham Lincoln had the power of persuasion. Here are the four points we’ll be looking at in this episode: He had the ability to tell stories He sought common ground He was empathetic He had the ability to give compelling reasons In the era of Abraham Lincoln In the early 1800s, slavery in the United States was a very common thing. At its height, there were 700,000 individuals who were slaves. The first slaves came into the country as early as 1619 and slavery was finally abolished in the year 1865. For 246 years slavery was entrenched in the U.S. economy and modern society. It was a fact of life and it brought in so much money that by today’s standards, slavery would account for roughly $6 billion. It’s been 154 years since Abraham Lincoln abolished slavery and still, slavery lasted almost a hundred years longer than we’ve known our country without it! Abraham Lincoln was raised in Kentucky and eventually, it became a slave state. His father who was a farmer but they eventually had to leave their smaller farm. Larger farms had slaves and they couldn’t compete with the manpower. In addition, his father was a Christian and didn’t believe in slavery. Thomas Lincoln took his family and would move several more times before eventually settling in Illinois where Abraham Lincoln grew into adulthood. Lincoln married and his wife’s father had his own slaves. Through this exposure, Lincoln came to know how slavery operated and he didn’t like it. Changing the system Slavery was big business and everywhere. It was a system where some of the most influential people were involved. It would be a difficult system to change but Lincoln didn’t believe that people should be property. It became his passionate to reverse slavery. When he became a president in 1860, many from the southern states weren’t happy about it. They looked at it as the North trying to impose their rights over their way of life and their economy. This eventually led to the bloodiest war in U.S., the Civil War. The nation was divided. Family members who fought on different sides killed each other. This went on from 1861 to 1865. It was a difficult time for the nation. Democracy was hanging by a thread and with the war going on, everything was falling apart. Through the need to unify, The Gettysburg Address was written. The four lessons highlighted in today’s episode came from this famous speech. Lincoln had the ability to tell stories The Gettysburg Address was delivered in an attempt to pull the nation together. Abraham Lincoln wanted people recognize they weren’t just the north and south but one nation. Tim David wrote an article about this and he pointed out the lessons from the address, The first was the power of storytelling. He emphasized that the opening line of the Gettysburg Address was a story about our forefathers and their legacy. From the very first line of his speech, people wanted to know where Abraham Lincoln was going with his story. Abraham Lincoln was a self-educated man. While kids during this time were working in the field, Lincoln was reading books. There were traveling teachers and when they came around, he’d get a formal education, but still, it wasn’t enough on its own. Most of his education stemmed from his desire to learn. He was dedicated to his education and as he read, he learned the power of a story and how it can make an impact when written well. As a sales rep, you need to be able to engage your prospect\ with a story that is grounded in reality. Talk to your prospects a successful experience you had with a client. Help your prospects see the positive results that can come from working with you. Instead of just talking about the benefits of your products and services, offering a real scenario can help to illustrate the point better. Talk about how you helped previous clients and their companies. For example, a social media marketer may say, “We helped ____ generate X amount of return with their social media ads. If I

How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy Salespeople are always looking for new ways to generate more initial appointments. How do you do that? There are many strategies. In this episode, Donald and Carman Pirie talk about utilizing strategies that include co-creating and content-building. Carman Pirie is the co-owner of Kula Partners. It’s a manufacturing marketing agency that helps manufacturers transform their marketing and sales apparatus by making it more digital in nature. He is also a co-host of the podcast called The Kula Ring, a podcast that focuses on manufacturing marketers and telling their stories. The challenge in sales prospecting Prospecting is a huge part of the sales process. Carman personally does prospecting every single day and he coaches many salespeople on how to do it right. It can be difficult to pick up the phone and start a conversation with people. Many sales leaders and managers have not explored other options outside of traditional practices. They have limited their sales teams by thinking and training the old methodologies. While picking up the phone as a way to prospect isn’t bad, the answer to prospecting isn’t just activity management. There are many tools available for sales reps to use in order to prospect. We don’t want to just bombard people with calls and emails or rely heavily on LinkedIn invites. This is where the challenge lies. Breaking the challenge In working with B2B manufacturing organizations, Carman’s company almost always interfaces primarily with the marketing function. These marketers have an overwhelming thirst for people in sales to actually care. Carman suggests three approaches that Kula Partners recommends for co-creating and content-building. The first is through a podcast. The Kula Ring podcast is their primary vehicle to generate prospects. They put out episodes weekly. They expand their reach by simply talking to more manufacturing marketers and getting them on as guests for the show. Through the podcast, these guests become more familiar with what Kula is offering and some have eventually become their clients. Sending out emails with a subject line that sounds like a request, or extending a LinkedIn invitation, doesn’t typically yield a positive outcome. Inviting somebody to be a guest on a podcast, asking about their industry and showing an interest in what they offer is a much better opportunity to build rapport. The interview gives you a better insight into their problems and challenges. This information then allows a salesperson to come up with specific solutions to offer. As a salesperson, you can use an intent data platform and bring in guests that are likely in a buying cycle. However, it’s best to approach them with the pure motive of getting to know them. After a relationship is built, a discussion about business can happen organically. This introductory conversation can even happen by the end of recording a podcast. Traditional outreach, like a phone call, can typically have a response rate of 10%. In Carman’s experience, they’ve seen that the targeted podcast outreach campaigns have a response rate closer to 50%. When you can’t afford to train with someone, invite them to a podcast. You get to learn while they get their products promoted! #Podcasting Making it work Every business is different so it’s up to the salesperson to experiment with a variety of formats to see what works best for their particular industry. If scaling can work, then go for it. If it’s written content or other similar strategies that work, pick one of those. What works for others may not work for your client’s specific needs so take the time to find the right niche. Look for the right angle or a topic that’s of interest to your client. Create your podcast based on that information. Peer round tables Another suggestion from Carman for co-creating and content-building is to host a peer round table discussion. For example, invite 12 - 20 target prospects in an information-sharing environment and serve as a host to the dialogue. They did this at Kula and they called these meetings marketing leadership exchanges. They brought in marketers who shared common characteristics and fostered an information-sharing conversation. You can easily make an agenda out of five to six topics or questions and turn them into a 90-minute round table for information-sharing. For marketers who are widely distributed geographically, a virtual round table is more plausible. When you can, however, the preference is to have everyone in person. Despite the limitations in a virtual setting, the dialogue can still be rich. The exchange of information is still helpful for prospecting and building rapport. The guests are telling you the challenges they are facing in their business and asking their peers for advice. All you do is to play host to the dialogue. How to activate the conversation and transition it into a sales opportunity is up to you. After

How To Ensure Your Sales Teams Actually Have Time To Sell All organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell. Resa Gooding is a partner in an Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies. Challenges salespeople face The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters and expect them to swim. Many companies are so focused on the technology or the product they’re producing, they don’t spend adequate time sharing the value and benefits of their product with the sales force. An untrained team ends up spending more time on the administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. If management fails to offer the sales team a way to stay accountable to the work day activities, management can mistakenly think their team isn’t working. There has to be a system in place so the sales team can report their activities and successes. Having this in place also gives management a tangible way of seeing the work their team is doing. For example, how many calls they’ve made in the workday. Resa set up marketing campaigns for her clients but began to see that if sales people didn’t know how to work with the prospects that came from the marketing, the efforts were in vain. She saw that to make marketing effective, the sales people needed to be able to summarize conversations properly and sales reps needed to reduce their time spent on administrative efforts. They needed to be equipped to spend their time selling. Resa aims to give salespeople the time to study their product, set up appointments, and communicate with prospects effectively, instead of spending their time doing administrative tasks. Ensure that your sales teams are having the time to sell Sales reps need training in order to be successful and reach their goals. Sales processes they can follow have to be set up so their efforts can be checked by management. This promotes accountability. There are three tools that can be used to ensure that sales teams are getting more time to sell their company’s product. Connect your email inbox to your CRM software You can use HubSpot, SaleForce, or other similar CRM software. At the end of the day, what matters is that your sales team is more efficient in their work. The first thing you can do is connect your email inbox to the CRM software you’re using. This is efficiency at its best. Using this software allows your manager to see the emails exchanged between you and prospects or customers. Enabling the manager to view this communication directly eliminates the need to summarize conversations at a later time. Leave that to your CRM. Both marketing and sales today can be measured through this software. Managers and the sales team no longer have to meet each time reports need to be made. All aspects of the sales process can be viewed as needed and everything is measurable. Earlier salespeople, like the ones who sold door-to-door, had to write down all their data or write a report about their sales day. Today, the salesperson just needs to connect to their email inbox on the CRM platform and reports are immediate. Using CRM increase the sales reps’ available time up to 21% compared to doing the reports manually. For example, when you attend a conference, typically you have to wait until you get home to input information manually. You can potentially delay communicating with the contacts you made at the conference up to a whole week. This is valuable time wasted in a world where transactions can happen so quickly. When you are using CRM software, you are able to reach out immediately by asking for their email and starting a conversation while still at the conference. This is a huge advantage to setting up CRM software and free up so much time in the sales process. Connect your Calendly to your email communications The second way to ensure your sales teams are getting the time to sell is to connect your Calendly to your email communications. This is an efficient way of setting up a meeting with prospects and clients. Hubspot has an amazing tool that can help salespeople connect with speed. It’s suggested that you also embed three specific times a client can meet with you. It’s more efficient when they don’t have to work as hard to figure out a time or date you’re available. It cuts down on the emails that have to be exchanged to firm a meeting which also saves valuable time. Use templates effectively Templates are ways to streamline the time it takes to write and s

Best Sellers In History Series 1 - "Jesus Christ" Disclaimer: This episode isn’t a podcast to convince listeners to become Christians. This episode simply highlights how Jesus Christ persuaded people, an important trait in sales. There are so many individuals who have been great persuaders throughout history. This new series, The Best Sellers in History, will be a game-changer for salespeople of today. The best persuaders in history were people who could prompt others to take action and move toward a better way of life. Great salespeople who know they are guides for prospects and clients make great B2B sales reps. With the exception of social media, the way communication works in sales today is historically similar. This eight-episode series will begin with Jesus Christ, whose existence has been proven by history. In the sales spotlight - Jesus Christ It’s the perfect time of year to put Jesus Christ in the spotlight. Today is Christmas, a day where people celebrate Jesus’ birth. In his time, he was referred to as Jesus of Nazareth, the common way people were referred to. Men were known by their name and the place they were from. Donald would have been known as Donald of West Palm Beach. Jesus was a preacher, a rabbi or teacher, and a leader. Today, to Christians around the world, he is the Son of God and the Savior of all mankind. Jesus was baptized by John the Baptist and after his baptism, he began his ministry. Most of his preaching and teaching weren’t done in Synagogues but in the countryside where most people lived. Jesus was teaching people they could repent, turn their lives around and return to God. His teachings were based on love. Jesus opened the path for many to know eternal life. People were astounded by his teachings and followed him. He was changing the minds of common people and undermining the wayward teachings of the Pharisees. Because of this, Jesus faced opposition from the leaders of the day. This conflict, and the outcry of many Jewish people, eventually led to his death by the hands of Roman soldiers. While he died long ago, his teachings did not die with him. His words became so influential, to this day, one-third of the world’s population is associated with Christianity. By far, it is the largest religious group. There are seven reasons why Jesus was so persuasive and Donald is going to expand on each to show how they can be applied in B2B selling, even today. He Showed Sympathy and Built Rapport He Was a Skilled Storyteller He Shared a Vision He Challenged the Status Quo He Listened Effectively He Asked Powerful Questions He Invited People to Change He Showed Sympathy and Built Rapport The first reason for Jesus’ persuasiveness was his ability to empathize and build rapport with the people he talked to. Jesus made the time to sit down with common people, who made up the largest portion of the population, as they do today. He talked to people who were marginalized by society and could relate to them. During his time, Romans had the power and ruled over many territories. They hired people to collect taxes from the citizens, including Jewish people, and this money funded the Roman empire. Because the work is done by tax collectors they were not approved of by the communities they lived in. At public gatherings, they were not welcomed to be among everyone else. As a result, they became marginalized citizens. The status put upon tax collectors didn’t keep Jesus from them. Jesus sat down with them and had dinner with them. One of these tax collectors even became one of Jesus’ disciples. His name was Matthew. Zacchaeus was a chief tax collector from Jericho. He was a wealthy man but hated by many. When Jesus went to Jericho, people flooded the town and swarmed him. Being a short man, Zacchaeus climbed a tree to see Jesus. Jesus noticed and asked the man to come down so he could be a guest at Zacchaeus’ house, unheard of during this time. Jesus also showed sympathy toward Levi, another tax collector and the son of Alphaeus. Jesus saw him at his booth, invited Levi to follow him, and he did. People didn’t understand these actions but Jesus shared that a physician comes to heal the sick, not the healthy. In the same way, Jesus was spending time with people who needed his help the most. He went out of his way to help the poor and heal the sick. Jesus wanted to make an impact by modeling how he wanted people to treat one another. As a B2B sales rep, how do you show your clients and prospects you empathize with their needs? Set yourself apart from others by taking the time to understand where they are coming from. Identify their pain points and tailor your message to their specific issues. An example of how a salesperson can distinguish himself or herself can be illustrated by two sales reps who want a nursing home to be a new client. Sales rep A sens a generic email to the chief administrator that says he can help them save more money. This same message, however, has been sent by many salesp

Why Your Contracts Are Not Working and How To Fix Them! Ever ask yourself why your contracts are not working and wondered how to fix them? Jason Kren is the man with the answer to that frequently asked question. Sales people want nothing more than to see their contracts and deals turn into a close. Unfortunately, there are times when the inefficiency of getting contracts signed can delay income or prevent a closing all together. How can you make this process more streamlined so this doesn’t occur? Jason Kren’s company PactSafe could be the solution you’re looking for. PactSafe is a company that was built from the ground up. They manage clickwrap contract acceptance at scale. This means they have the ability to manage millions of clickwrap contracts at a super high velocity. An example of this type of contract is illustrated by Disney+. The company recently launched its video streaming service and opened with 10 million subscribers in the first 24 hours of launch. At the end of the sign-up process is a contract that states the terms and conditions of the service that users are getting. These contracts are often the highest valued contracts that a company’s legal department manages on an annual basis. Jason’s company takes this type of contract and utilizes the PactSafe platform. It’s a quick wrap embedded contract and once it’s accepted, the platform will track the version that’s accepted. Using the platform, they can track the time when the contract was accepted and who accepted it. PactSafe can also reproduce what the contract looks like on an individual screen and know whether the contract is downloaded on a mobile device, computer, or tablet. In terms of sales contracts, this platform makes things run smoothly. With just one click, users have signed a legally binding agreement. In the sales application, this same type of contract and platform can be used to speed up the process for sales. Making contracts easier to understand Sales people and legal departments can partner together to make a contract more user friendly and understandable to the customer so closing is easier. The first step is for sales leaders to talk to the legal department about contract design. This includes the language used in the contract, down to the words and phrases, so the contract is easier to accept and lessens the points of negotiation. Ultimately, this removes friction from every step. Moving toward a standardized contract in the contract design includes multiple components that should have the end result in mind. Efficiency and speed of acceptance by the customer is the goal. These contracts are often in order forms for upsells and cross-sells within the organization. Adopt a standardized language A key area to review when moving toward a standardized system for contracts is reviewing the areas that don’t need to be negotiated each time. These areas can already be written and in place each time. Contracts such as these are better for the customers and for the salesperson. While the legal team handles the design of the contract, it’s the sales team’s job to change the language used in presenting the contract to the customer. Most salespeople today are still using archaic language when talking about contracts. An example is “I’m going to send you the contract and once you’re done reviewing it and signing it, we can start.” You want to streamline the process. Sending the contract over for a potential client to dictate the turnaround time can lead to a delay in closing and waste time. With a new design the approach changes to “The contract is ready to go. I’m going to send you its link so you can click on it and we’ll get started.” It eliminates having to talk about the contract and you’re sending the terms they just have to accept. That little shift in your language can increase velocity and reduce the friction of the contract process. Moving away from PDFs Another key change that salespeople can make is to move away from cumbersome PDFs. When you try to close a deal using this archaic method of sending over the contract via signature platform it is costing you money. If your prospect is traveling and they’re on the road with only their phone available, they won’t be able to move through the contract because they still have to go through a PDF process to sign off on certain points. This delays the closing by 48 hours or more. The better alternative is to standardize and minimize your contracts by moving to a clickwrap, one-button acceptance system. By doing that, you increase your customer experience and your deals. When running a particularly high-velocity business, you should know the components that make up your sales velocity equation. If you can tweak these areas then the results can reflect a massive increase in your business and customer satisfaction. Reducing the friction When you can speed up your contract process by one or even two days, that will increase your overall sales velocity. Embedding an email with a link t

Things To Look For When Hiring Successful Sellers Hiring is part of the sales process but businesses know there are things to look for when hiring successful sellers. Getting the right people to join your sales team is one of the most effective ways to boost your sales revenue. Billy Keels is a businessman living the life of a busy entrepreneur. In addition to being a happy husband and father, he is also working for a very large enterprise software company. There, he takes on different sales and leadership roles from regional to global levels. He’s done businesses in Europe, the Middle East, and Africa. Recently, he’s been doing enterprise sales in Barcelona, Spain by day as well as building his own investing business in the U.S. Things to look for when hiring successful sellers Sales leaders are always looking to hire successful sellers to help increase their revenue. The model in which a business is working is an important consideration when hiring new people. Business models vary. While some are constantly looking for new businesses, others adopt a farming role where they want to sell more within their existing customer base. Another consideration is the size of the business, whether it is a multinational brand or targeting a smaller niche. Hire the right behavior Of the three things to look for when hiring successful sellers, the first and the most difficult is the right behavior. If a business is hiring someone to work inside sales or remote selling, for example, and you’re looking to hire a salesperson who's going to have to make fifty to a hundred calls a day. The ideal candidate will need to be someone who can be proactive. They should be able to work without someone having to tell them to pick up the phone and make calls. This is a challenge because no matter how skilled the salesperson is, if he doesn’t have the impetus to pick up the phone, smile while talking with the customers, or keep the calls energetic, then he won’t have the behavior be successful in that position. Most successful salespeople didn’t have this proactive spirit when they started selling. It had to be developed over the years of working in sales. Being proactive is a core strength for sellers. It opens more doors, creates more connections, and can eventually point their customers toward the right decisions. At the end of the day, when you consider the sales process, regardless of the products and services you sell, it all comes down to being proactive and having the ability to go out and do what’s needed. Whether it’s selling knives door-to-door or selling in an enterprise, a salesperson should be able to design and execute an effective sales process by talking about the value they lend to the consumer through their products. As a hiring manager, a good interview question for potential candidates will give them the opportunity to talk about an experience when they got to be proactive. New sales reps tend to go through trial and error as they gain more experience, so ask about their experiences and what they have done, not what they would do. As they answer, listen carefully as they explain the way they dealt with needing to be proactive. Their answer will help you understand how they will do things in the future. Look for self-awareness There is so much opportunity that comes from being self-aware. The benefits are tied to existing behaviors as well as understanding the candidate’s skills, ambition, and attitude. Looking back at the successful people Billy hired in the past, he saw their high sense of self-awareness. Self-awareness is also integral to the type of model the seller is in. If you are hiring a salesperson for inside selling, then you might forego knowledge and go for a person who has a higher potential in selling products and services over the phone. As a sales leader, you compensate for that gap and understand that their self-awareness may not come with as much knowledge but they can be supported by the strength of available training programs that are offered to sales reps. To see if a candidate is self-aware, you can also ask about the issues they had with quotas and what they did to improve those results. Listen to what they tell you and tune in to the things that they did to address their challenges. When they say that they haven’t had any challenges in the past, then that can set off a big red flag. It’s a hard truth in sales that we don’t win all the time. Being able to overcome their issues and how they came through can shows you how self-aware they are. People who are self-aware typically know where they need help, they recognize where they are in a specific model, and most importantly, they know if they’re ahead or behind the curve. They’ll come to a sales manager with the areas they need support based on the models that they’re in. It helps support the seller and it helps the sales leader be more focused on the areas where they need the most help. Having a methodology, skill, and understanding of the pro

The Accidental Seller Recap - "Three Things I Learned" For the past 8 weeks, we have been interviewing several successful “accidental sellers” and sharing their stories. We have come to know how they started in sales when it wasn’t their intention to ever be in sales, and what they did to become successful. The last episode aired last week when Donald interviewed a very special person in his life, his own mother, who Donald credits in shaping him to be the man he is today. As he wraps up the series, Donald wanted to share his three main takeaways. The Accidental Seller Series Recap This series has been well-received by listeners because they’re hearing their own stories in these interviews. Each story has been relatable and speaks to the struggles and successes that many experiences in the sales industry. The guests were very open about their challenges and feeling like a failure as being part of their journey. These are stories everyone relates to. From these struggles, a success story was born, and it’s these stories that offer a fascinating insight into what it takes to make sales a career. Through this series, Donald has learned three main points: The view of sales How they have a guide Sales was easier than they thought The View of Sales When you ask someone to share their perception of a salesperson, it’s common for someone to bring up the stereotypical used car salesperson. Many of the guests on the Accidental Seller series thought the same thing. This is the stigma around sales and it’s been embedded in the minds of many. Society has painted salespeople in such a bad light that naturally, salespeople are seen as people who are only looking out for their own best interest. While this doesn’t apply to everyone, unfortunately, it has been proven to be true for some businesses and industries. For example, when a big bank has been caught in unethical dealings. As a result, integrity has to be proven as everyone in sales comes under scrutiny. When there are opportunities to gain large sums of money, people can end up making the wrong decisions. It may not be true for all salespeople, but people who are caught in shady dealings make it harder for honest salespeople to connect with potential clients. Several of the more high profile crimes get turned into movies. Consumers aren’t going to line up to hear about a great salesperson in the same way they want to know more about a salesperson’s dishonesty. There’s no drama in that. These movies helped shaped the perception of many and have influenced people into thinking that sales is a career they would never touch. However, that’s not the sole reason people steer clear from sales. De Juan, the second guest in The Accidental Seller series, shared his own definition and feelings about salespeople. His father was a good sales rep selling insurance. Growing up, De Juan saw how the business worked. His dad did hours upon hours of door-to-door selling. Watching his dad work, De Juan grew up thinking sales was an extremely hard job. It was a lucrative job but also very difficult. Salespeople were undesirable and homeowners would pretend to be out of the house so they wouldn’t have to spend their time talking to salespeople. De Juan, believed joining a sales force was a waste of talent. He believed that if someone had the ability to connect to people and have meaningful conversations but used it in a sales position, it was a waste of skills. However, that view changed when De Juan finally got a good feel of what selling really is. The job wasn’t a waste of talent or undesirable. In fact, it was something he could be proud of. In addition to that, he realized that you didn’t have to sell door-to-door to build good relationships. He discovered you could help businesses solve their problems and be greatly rewarded for it. It’s the responsibility of the seller to break free from the stereotypes. Kids can be taught early on that sales is a lucrative career and should be considered as an option. As a salesperson, you can help others recognize the value of professional selling. John Barrels and his daughter finished a book recently to help enrich the views about selling, especially for future generations. It’s a great idea to give kids the proper education about selling, even at a young age. We can share the value of professional selling even in elementary school. Everyone Needs a Guide For anyone who has goals and dreams, it’s helpful to have a guide who is going to help us down the path and lead us in the right direction. Ashley Reusch’s story is a great example. She wanted to take a break from college and her dad suggested that she try to get into sales. Like her dad, she became a car salesperson and sold new and used cars. Despite it being a male-dominated industry with a high turnover rate, Ashley thrived because she had her father to guide her along the way. Wendell Jordan was helped by his sales manager. Although his sales manager wasn’t always there at the beginning,

Stop Hiring From Your "Gut" - Putting a Formal Hiring Process In Place That Works The hiring process can be a challenge for many. There’s the temptation of hiring people from the gut when in fact, there needs to be a formal hiring process in place that works for every company regardless of its size. Kristie Jones works with early-stage startups and helps these companies do three things - process, strategies, and people. She has been in the staff leadership industry for 20 years and as part of her consulting services, she offers companies the strategies for hiring the right people. Kristie now manages her own company, the Sales Acceleration Group, and has helped funded and non-funded startups in the Midwest for the last four years. Her services are focused on the strategies that companies can use to hire the right people. Hiring from the gut Hiring from the gut is basically hiring based on first impressions. In the sales world, it’s very much like sending a contract to your prospect without doing a discovery call. Salespeople follow the sales process in vetting and finding prospects. In the same manner, there is also a process that sales leaders should follow in vetting and finding the right candidates to join their companies. The ideal candidate The process begins by deciding on your ideal candidate profile, which includes their competencies and skills. As a salesperson, you take the time to figure out who your ideal customers are by spending time with them. The same goes for hiring new salespeople. You want to invest the time in figuring out what competencies are most important to the success of your company, and build interview questions around those competencies. It’s also imperative to build your ideal candidate profile with business culture, core education, and relevant experience in mind. Candidate discovery In this stage, you identify their experience. The resume is only a piece of paper that details a person’s information. In the hiring process, you need to be asking the candidates open-ended behavioral-based questions. Make them an educated consumer This stage of the hiring process entails flipping the table on your candidate and allowing them to interview you. This isn’t done by everyone but it’s a strategy to start a great working relationship, even at the interview stage.. This point in the interview allows the candidate to see whether or not they will be happy working in your organization by getting to ask questions that are important to them. When hiring the right people to join your sales team, you can’t just hire from the gut and have the expectation of longevity. You need a formal hiring process in place that works. This process includes understanding your ideal candidate profile, preparing your discovery questions, and lastly, giving the candidates an opportunity to become the interviewer. Knowing your ideal candidate Experience is important in hiring the ideal candidate. Look for people who have a good track record of success. It’s your job as a sales leader to discover the candidates’ competencies, characteristics, and traits that have helped them become successful. There are many ways for a business to find the right people to hire. Kristie has used recruiters to line up job candidates for her clients but she’s also helped her clients build and post a strong job description through a paid LinkedIn ad. Through these efforts, they’ve been getting between 50-70 resumes within the first two weeks of posting a job on LinkedIn. It’s not necessary to utilize recruiters when you are looking for lower-level sales reps but they are a good resource if a company is looking for specialized sales leaders. When posting a job on LinkedIn, the most attractive posts will include the following information: Job Title - Many companies use the titles Account Manager and Account Executive interchangeably. When you are looking for a new salesperson for your company, it’s a good idea to specify the job titles that are specifically related to your industry or niche. Length of time you’ve been in the business The markets you use How successful your company has been A short description of the job Transparencies and accountabilities - you need to state what their job will look like and be upfront about the things they will be doing. Compensation range A great job post will be gender neutral and have a wow factor. Impress the best candidates with your company’s values and share the perks and bonuses that will come if they choose to work for you. If your company offers free lunches, happy hours, personal development training, or quarterly healthy bonuses, make sure you say so! Candidate discovery When Kristie first works with her clients they go through a list of competencies and pick several that are most important to work for that specific company. They then create their behavioral-based interview questions from the competencies they’ve chosen. The questions will vary for each company and will be influenced by the

How To Craft A Rock Solid Sales Pitch To Potential Investors A sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors. First, everyone is a salesperson. Regardless of what you do, everyone sells to someone. Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made. They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. Brian’s company sells products with a focus on three core worlds: Product Education, providing ongoing training to entrepreneurs and sales professionals Investing/ Advising/Consulting where they help startup businesses grow and provide value. Mistakes you’re making when pitching to investors It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared. If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. Simple changes can make the pitch so much better. Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. The Tease, The Please, and The Seize The Tease: Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind. BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds. You also want to be mindful of how your actions and words may be received by your audience. If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues. Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes. The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action. You want to think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture. You want them to have confidence in you and the products or services you represent. It’s important to take the time to do the research in potential investors. Make sure you know they’re looking to invest in your industry or type of product before you ever get in front of them. Find out what kinds of pitches they’re drawn to. For Brian, the best pitches are the ones that come from people who command attention and hold the attention of the room throughout the presentation. Have the right amount of confidence Confidence is key for any salesperson. That confidence, however, has to balance with the facts that are being offered. A good investor is going to research the data you are using to support your claims so stick with the truth. Don’t makeup stories to make yourself look good. It can compromise your integrity and an investor needs to be able to trust you. You also want to be careful about being annoying. Again, you don’t have a lot of time to make a great first impression. You don’t want to come off as too cocky or flashy. The best course of action is to substantiate your claims and have a real plan you can confidently and competently execute. The truth is, not all pitches will be successful. There are risks in every opportunity but oftentimes, the rewards

The Accidental Seller Series 8 - "Norma Bell" This is the last episode for the Accidental Seller Series. Because it’s the last, it needed a very special guest, Norma Davis Bell, Donald, The Sales Evangelist’s mom. Norma Bell wanted to become a policewoman growing up because of the idea of protecting and helping people. As she grew older, however, her path took her in another direction. After Norma decided she wasn’t going to train to be a policewoman, she discovered she had the skill to make dresses. Norma’s older sister, Ivy, wanted to support her and connected her with a friend with the idea that Norma could be her apprentice. As it turned out, however, the friend wanted an assistant more than she wanted to teach so the opportunity was short-lived. Ivy, who owned a small store and bar at the time, new Norma was great with people and invited her to work with her. Ivy had a great head for business, was able to network well, could make things happen and managed the administrative details of their work. What she was lacking, however, was the customer service skills. Her little sister, Norma, had a natural gift when it came to working with customers, entertaining people with jokes, and bringing joy to their places of business. This was especially evident when Norma worked in the store. As a cashier, even if she had the longest line, people would stand in line longer, just to wait for her. She knew the names of each of her customers and Norma made each of them feel special. With the sisters working together, the businesses thrived. Working as a salesperson in the shop Norma felt good while working in the shop because it gave her the opportunity to earn money. She felt happy knowing she brought in more customers to the store and to the bar. She talked and laughed with them and she became their reason for coming back. People gravitated towards the shop and the bar because of Norma’s outgoing personality. Seeing all the success, Norma’s husband eventually convinced her to quit working with Ivy to start her own business. She hadn’t wanted to leave but did so with her husband’s encouragement. Running and managing the store on her own was a challenge because all the pressure was on Norma. She no longer had Ivy handling the administrative aspects of the job and the money was leaving as quickly as it was coming in. Norma decided to close it down when the money ran out. She went to live back with Ivy. After some time, the family moved to the United States and Norma went into customer service. She struggled for almost 4 years before things began to smooth out for her family. Despite the hardships, Norma decided to take on the challenges and opportunities the United States had to offer in order to give her kids a better life. Today, Norma enjoys the fruits of her labor through the success of her grown children, like Donald. Even when he was young, she had dreams of Donald becoming a radio announcer. Today, she gets to be interviewed by her son! It’s a joy for Norma to listen to Donald, The Sales Evangelist, as he makes a global impact through his podcast. Norma’s best advice: Keep on going. Keep on praying. “The Accidental Seller Series 8 - "Norma Bell" episode resources You can connect with Norma and her life story on Facebook. You can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How Can My Personal Brand Set Me Apart From My Competition 2020? The year is almost over. As a salesperson, how can you set your personal brand apart from your competition in 2020? Veronica Romney is solely focused on educating and facilitating individuals in their marketing and branding efforts. Veronica and her team are helping clients to stand out from their competition. They make it their goal to ensure you position yourself correctly so you can jump into the narrative and story that your prospective customer has as opposed to trying to force the customer into yours. You Don’t have to Be the Best of the Best Many businesses and sales reps are under the assumption that in order to distinguish their personal brand, they have to be the best of the best. The prevailing thought is that the only way to be seen as special is to look bigger and be better than everyone else in the same industry. This mindset can be exhausting for both business owners and sales professionals and can lead to burnout as they fight for consumer attention. Customers are bombarded with attention-seeking ads, streaming services, and other campaigns. Companies and salespeople do a disservice to them by adding additional distractions that just focus on how great they are. Veronica teaches her clients to focus on something more critical: You don’t have to be your customer’s hero. It’s more important to be their guide in helping them get to where they want to go. Tony Robbins, for example, is a huge brand. He is a big name and a big individual with a big personality. Everything about Tony Robbins is larger-than-life and at the end of his documentary,Tony Robbins: I Am Not Your Guru, he was asked what he hoped people would better understand about him through the documentary. His answer is critical to his branding and should be a great takeaway for people who work with consumers. He said that it’s not really about people caring about the person, Tony Robbins. The Tony Robbins brand lets customers know that it's the means to an end and it’s a company that will get them to where they want to go. Tony is aware that he isn’t the show and he isn’t the product. It’s more about how they are transformed through him and what he teaches. People respond to the things that cause change, keeps them hungry, make them feel fulfilled and feel alive. His organization does that. The Positioning Technique This is a method being used by CarMax in selling cars. This industry is overly saturated and the competition is stiff. There’s no point in fighting against the current. Instead, CarMax guides their customers where they want to go. Whether the customer is purchasing a car, trading in or selling a car, CarMax has made it a simple three-step process. They have removed the barriers of haggling and negotiation from the interaction with their salespeople and by doing so, have made it easier for the customer to do business. This positioning technique relieves salespeople from having to be the product or prove they’re the best. Instead, they can concentrate on being a guide, mentor or coach for their customers. Because of this, burnout is greatly decreased. People need a guide when purchasing decisions need to be made. For example, someone buying a weight loss program or supplement isn’t just buying a product but the transformation that product offers. As a salesperson responsible for packaging products and services to the consumer, the goal isn’t to make the product the hero of the sales pitch. The goal is to offer transformation by helping customers understand how the product can get them to their destination. Position Yourself as a Guide, Not the Hero. We live in a world that is driven by consumers who are focused on their self-interests. Consumers want their problems solved quickly and as salespeople, guiding them through their ambitions is key. Develop your voice It’s tempting to want to be a chameleon who can be everything to everyone but it’s also impossible. Yes, it’s important to mirror the person you are talking to in order to help build a connection but your voice must be unique to you and your brand. Let’s take Warren Buffet as an example. He is a billionaire, investor, and businessman. Warren Buffet is famous for writing an annual letter to his shareholders to talk about his market forecasts and investments for the upcoming year. These letters are so famous they have been turned into books, with the information also being consumed by MSNBC and Forbes. He has been able to deliver consistently, over decades, to successfully build a personal brand that people can trust and feel confident about. Warren did this by writing letters to just a single person, Doris. Writing to just one person makes the letters have a unique and intimate tone. Speaking to one person creates consistency in your voice and people relate to that when you connect with them. Find Your Own Doris Doris is Warren’s sister. He has an emotional connection to her and that’s the kind of affect

How To Create A LinkedIn Profile That Consistently Brings New Business To Your Pipeline Many salespeople create a LinkedIn profile to bring in new business but are they creating a profile that is attractive to a potential buyer? Felipe Lodi is a returning guest and he’s back to teach salespeople how they can create a LinkedIn profile to bring in new business. Felipe is based in Ireland and he is helping other expatriates like himself to establish themselves in Europe. By teaching them the social skills needed and building their LinkedIn accounts, he’s helping them market their abilities and attract opportunities. He launched his book, Advanced LinkedIn, last year based on hundreds of workshops he’s done within the public and private sectors throughout Ireland. Common Mistakes Salespeople Make on LinkedIn There are many common mistakes made on LinkedIn. Once you know what they are, they can be avoided. The most common mistake is the failure to use headlines creatively. The headline is 120 characters long and can be found underneath your profile picture. Most people just list their titles with a brief job description. Doing this is a waste of characters. The tagline stays visible and can be used to make a value proposition. As an alternative to your job title, create a sentence that shares your why, how you do what you do, or what you sell. Another common mistake is that people don’t utilize their Summary or About Me sections effectively. These areas give you a whopping 5,000 characters to really make a statement. Typical content: Creating bullet points Providing your contact number and email address A better alternative: Reasons why you’re doing what you’re doing Tell people why you are the right person for them Your profile is where you talk about yourself. When you go outside your profile and start engaging with people and creating content for others, talk about your prospects and how you’re going to solve their problems. Creating your LinkedIn profile It’s not necessary to spend money on LinkedIn to make money. Use LinkedIn because of its organic reach instead. There are three ways to enhance your account: Optimize Your Profile To better ensure people will get to the information about you you want them to see, make sure your LinkedIn profile is visually appealing. Many people mistakenly view LinkedIn as a community board where someone can look for a job and get hired. Instead, approach this platform as an opportunity for you to engage potential employers, collaborators, and colleagues in a way that opportunities can present themselves through these relationships. Don’t open a LinkedIn account to just looking for employment, but seek ways for you to find opportunities.#LinkedInSales If you are in sales, start believing that LinkedIn is your sales platform. It’s the best place to reach out to C level executives because you have direct access. There are no gatekeepers on LinkedIn and salespeople can use this accessibility to their advantage. It’s important to make your profile visually appealing. People will judge images before they read any information. Have an avatar and profile picture that looks professional. When Felipe changed his profile picture to an image of him holding a mic, the invitations for speaking engagements began to grow. People believed he had the ability to speak because of the image of him already doing the job. Use your photo to tell people what you do without them ever having to go to your profile. The people who invited Felipe to speak were the people who already had him on their radar because they already had a relationship through previous engagements on LinkedIn. Every little detail counts - the picture, the tagline, and the summary need to support the story you want to tell and what you want potential clients to know. Start Creating Content Unlike Facebook and Instagram, LinkedIn’s algorithm doesn’t downgrade content that looks like an advertisement. You can take advantage of the organic reach by posting ads for free. In doing so, you reach people with whom you’re connected without paying any additional fees. LinkedIn’s ad platform is still fairly young compared to Facebook. For example, LinkedIn doesn’t have a feature to target a specific demographic but it can still be used to publish compelling content to attract business. The second part of Felipe’s methodology is to create a LinkedIn profile to bring in new business by including compelling content. Your content is your vehicle to attract more people to your profile. If offers an opportunity to include information about your products and services in a way that’s appealing. For example, create educational content and allow people to have access at no charge. Include some components that talk about the items or services you offer. How to build your content: In the first paragraph, talk about what you do. In the second paragraph, tell them a story about how you’ve helped someone in the past. Content on LinkedIn needs to be there

The Accidental Seller Series 7 - "Debby Montgomery Johnson" Here’s another episode from the Accidental Seller Series where we interview successful salespeople who didn’t start their careers with the intention of going into sales. Debby Montgomery Johnson is the president of Benfotiamine.net. Most of Debby’s family members are in the medical field and growing up, she wanted to be an anesthesiologist. It was during middle school when she worked at a hospital, she thought being an anesthesiologist was cool. When she got into high school, she discovered medicine wasn’t for her. Her interest was in languages so she studied French, Spanish, and a little bit of German. Once in college, she majored in Political Science and got her bachelor’s degree. Debby had planned to go on to law school but after she got out of college, she enrolled in paralegal school and worked for a firm specializing in corporate and family law after graduation. Unfortunately, she was let go from that job. Getting into sales Being released from her paralegal job became the catalyst for her going into the Air Force where she served for eight years, even in Germany. Debby was working with the Pentagon as an imagery analyst and during that time, their work entailed analyzing photos from the Cold War. Till then, Debby had never really looked at the sales industry as a career. When Debby thought of sales, thoughts of a car salesman or vacuum cleaner salesman came to mind. She didn’t really want to be a salesperson. Debby left the Air Force when she had her third baby and started working as a bank manager. There were sales involved in her job but what she really wanted to do was assist people and help them with their finances. Debby left the job when her husband died so she could take over their company. Debby had no experience in running a company that was based on internet sales. As she became more involved, she realized the company made more money in a month than she made in a whole year. This convinced her to jump into the business full-time. Fears about sales The biggest fear was the fact that the company wasn’t familiar with the details. It was built to help people suffering from diabetes with neuropathy. Her late husband, Lou, had the same disease. The company offered products that worked for him and he shared a personal testimony about how each product worked for him. It was hard for Debby to really embrace the company as hers and to believe in herself when she didn’t know how the products helped their clients. She didn’t have the confidence in herself that she could actually sell. Debby was able to get past that fear by bringing her father into the company. Her father answers the phone and talks to clients. Being a retired dentist, he has a medical background that helps build rapport. Debby’s father also understands the chemistry side as well as the medical side of their company. Debby’s first sale made her ecstatic. It was fun and it released her from the fear of talking to clients. She was getting to interact with them as a person, not just a client. She made it her goal to build relationships, not just transactions. Selling is helping Debby has a great mindset as a salesperson. She talks to clients and only sells products that will help their specific needs. She keeps a positive outlook throughout but understands people are different and every product may not work for every person. With this understanding, she tries to create opportunities for clients to try a product so they can see if it works for them. Instead of just trying to complete a transaction, Debby is making interactions more personal. She thinks of her clients like family and she’s willing to go through great lengths for her family. Even with all their success, there are trying times throughout Debby’s sales experience as well. An example is when she’s calling potential clients and there is an apprehension the client will say no. Cold calls are dreadful for Debby. One challenging client was a doctor. Debby’s company had stopped selling the product the doctor wanted so Debby called her and left a message. When she finished the message, she started complaining about the client to her son. It was right after that she heard on her phone, “If you are satisfied with the message, please hit send.” Needless to say, she got a phone call from the client telling her how unprofessional she had been. Should I quit? It would be easier to quit than run a business but Debby has become very close to her clients and sees them as part of her family. She feels responsible for the products they take and she just can’t turn her back on that. With the mindset that clients come first at all times, she keeps on pushing on with sales. Her husband’s death has been life-changing for her but it’s the reason why she went into sales. She has since expanded her career path and is now an advocate for relationship survivors. Debby has also started a nonprofit organization called The Woman Behind the Smile.

5 Counterintuitive Mistakes Preventing You From Closing Revenue There are times salespeople don’t make the best decisions that lead to closing deals. These mistakes can cause a loss in revenue. Let’s take a look at the 5 counter intuitive mistakes preventing you from closing revenue. Devin Reed is a content strategy manager at Gong. He handles all the content marketing strategy courses and is responsible for presentations. He also goes to roadshows, such as Sales Live Miami. At this roadshow, Devin talked about 5 Counterintuitive Mistakes Preventing You From Closing Revenue. It’s about the five things salespeople think are good practices, and are trained to believe are good habits when in fact, they’re the opposite. These five mistakes hurt their deals and sales conversations. What Devin is sharing is backed up by data. Devin works for a company that has millions of sales conversations. They’ve analyzed these conversations to see patterns that help them get an idea of the things salespeople talk about the most. Here are the 5 counterintuitive mistakes preventing you from closing revenue. Using the ROI to seal the deal Focusing on quantity when it comes to discovery questions Answering objections quickly and thoroughly Using large enterprise clients Using cold call opening line Don’t use ROI to seal the deal People make the mistake of using the ROI to close. Finding a way to bring ROI into the conversation is one of the basic strategies taught to beginning sales reps. This strategy is proving to be counterintuitive. ROI isn’t bad in itself, but it becomes an ineffective tool when it is used for persuasion. Presenting your ROI to the client doesn’t work because the information doesn’t go to the right part of their brain. The human brain has two parts - the emotional and rational. More often than not, the right part processes information later than the emotional part. If you want to get the attention of your prospects, you need to tap into the emotional side of their brains first. You do this by giving them a before and after story. “Hey, I was in a podcast and not to brag or anything but that podcast did so well. They were doing this and that. I came on and I did this thing and two weeks later, they saw an X increase in their ROI.” This is an example of having a “before and after”, then diving into the ROI. When you are able to provide the identifiers with the before and after stories, the emotional pull comes in. Make it a goal to tap into their curiosity instead of just desperately presenting the numbers. A good salesperson always starts with emotion and understands people need to feel before they will give you their ear and show interest. After you’ve piqued their interest, then you can get to the boss to present the ROI. You show them what you can do for them is not only a great idea but also makes fiscal sense. Another reason why presenting the ROI often doesn’t work is because it’s naively done. Junior sales reps usually speak to CFOs who have years of experience. Their newness in the industry and lack of confidence make their calculations look phony. CFOs don’t find the numbers trustworthy. Focusing on quantity when it comes to discovery questions Most salespeople have a discovery playbook with 15 to 30 questions. New sales reps believe it’s necessary to ask them all because they have the mindset the more questions mean more information and eventually, the more chances of closing the deal. While asking questions isn’t a bad thing per se, it can give buyers discovery fatigue. It feels more like an interrogation than a valuable business conversation. Based on the data, 11 - 14 targeted questions is the sweet spot for the number of questions a salesperson should ask. The article by Chris Orlob entitled Why You Can’t Sell to C-suite Executives shares how salespeople only have four questions to ask C-suite executives. Tips when asking targeted questions: Use open-ended questions Using open-ended questions allows you to get more information. Ask one question that prompts a stream of answers. Get someone to think instead of reciting information Ask questions that will make them think about their answer. For example, “How is that tech stack preventing you from closing revenue?” This question causes them to take a moment before giving an answer. Ask connected questions Don’t just throw out random questions. Ask them in a way that paints a bigger picture. Answering objections quickly and thoroughly Answering quickly shows how ready salespeople are to handle objections but the downside to that is the risk of actually answering the wrong objections. Instead , pause and wait. The benefits go both ways. For the salesperson, pausing creates room to time to think and for the prospect, the pause makes them feel heard. By the middle of the discussion, the prospect has already decided if they want to actually meet with the salesperson. It’s the salesperson’s responsibility to make sure the conversation is good throughout

How To Write A Cold Email Your Prospect Will Open And Reply To The cold email has been part of the sales process for a very long time but how do you actually write a cold email that your prospect will open and reply to? Anton van Rhyn is the CEO and founder of the company Wavo, a cold email platform that helps salespeople automate email outreach and follow-up. He also built Huron, a company for outbound prospecting and service. Anton has used both his software development experience and sales development experience to fine-tune the email automation platform. A cold email automation platform Anton built a cold email automation platform in order to assist sales representatives to relieve them of these more mundane tasks. The platform creates a sequence for the machine to follow. It can reach out to prospects and follow up in a way that looks like human effort. The tool is very efficient in that it focuses on making initial contacts while it frees up sales reps to focus on their demos and talking to people. Anton’s company has been utilizing email for three and a half years. They’re previous experience came from being a prospecting service where they used emails to contact different verticals and industries. regardless of company size. Email makes it easy to prospect because most people today already use email. It is reminiscent of the cold calls used in the past. Cold calling was effective because most people were already sitting at their desks and ready to pick up a phone call. Today, very few people own office phones. Businesses have resorted to using emails to reach their clients. It’s become one of the most powerful channels to engage with prospects. Emails that don’t work Using a template in making cold emails is one of the reasons why this strategy often fails. In the U.S. alone, the phrase cold email template is searched for around 200,000 times a month in Google. Mail servers create a hashing algorithm to identify email content, and using these algorithms, servers can quickly identify these emails as spam. The other reason why cold emails are failing is that some people in the email list aren’t interested and just flag your email as spam. When you’re using the cold email templates, it’s very easy for emails to go straight to spam. Over time, Anton’s company developed a framework in using cold email, calling it the 1-2 punch. It’s a series of emails to address a topic. After some time, another mail is sent to revisit the topic sent two emails ago. It’s important to give the recipient a break. Use a good subject It’s important to use a good subject when creating a cold email so it seems you are really writing to someone. A subject line that looks like a headline from an ad stands out to people. Even when the email isn’t flagged as spam, or ends up in the Promotions Tab, the receiver will still likely not open it because nobody likes being sold to. An ad is off-putting. Google and Gmail Suite are also getting smarter by the day. They check your inbox and look at how people engage with your emails. A sender who gets replies gets a higher score than sanders whose emails don’t get opened and responded to. As a salesperson who is using emails to reach their clients, find smart ways to get them to reply. One trick Anton suggests is to include a way for people to unsubscribe. For example,“Hey, if you don’t want to hear from me again, please reply to this email with your request to unsubscribe,” or some other variation.. Anton’s clients have seen how using this trick improved their engagement rate. While there are some who reply unsubscribe, they also see positive responses coming back as well. At the end of the day, your goal is to make your cold emails sound more human to get the other person to respond. The three word-subject line works well. You can email your list with no more than a three-word subject line and talk about the value proposition. Salespeople have to be creative in their emails without sounding like they are selling products and services. #SalesTalk Talk about the quarter’s results or a related subject clients may find interesting. A quick question subject line is the most overused subject there is but it has 40-60% open rates. This shows just how effective a short subject line is. The body of the email You can write a cold email that your prospect will open by building a series of two emails. The first email shouldn’t be longer than three sentences. Salespeople often make the mistake of putting everything in their mail. They try to explain every value proposition and all the information about what they’re selling. Explain the most important things in three lines: Who you are Why you’re reaching out The relevance of your product/services to your prospect Anton observed that trying to get the conversation started is what matters. It’s equally important to give the prospect breathing room regardless if they respond or not. After two days, send them another email as a reminder. You can also add

This entry is the sixth episode of the Accidental Seller series. A lot of people didn’t grow up with dreams of getting into professional selling. In the United States alone, there are about 4.14 million people who are in sales. Joseph Storer is one of them. Growing up, Joseph Storer wasn’t sure of what his career would look like. He was a lazy student in high school but he had a passion for playing baseball. Joseph thought he’d end up working with cars as an electrician, just like his father. In his freshman year in college, he discovered his interest in business and working with people. His first experience in business was right after he went on a mission for the Church of Jesus Christ of Latter-Day Saints. Going into the mission field was a difficult decision because he had a student permit that was valid for six years. He was sent to Brazil, learned a foreign language, and lived in a big city. Joseph discovered a whole other world filled with great people and exciting experiences. The mission taught him to have structure and order in his life. Coming home, Joseph went back to college for accounting and finance. During the summer, he was able to get a union card and went to work building two dams in Idaho. The pay was very good so he decided to put a halt to his college and continued to work on the dam. He was then given another assignment as an aid to an engineer for a new project. While working in Rexburg, Idaho, he met a lady who became his wife. Joseph got married and didn’t go back to school. They moved to Harper’s Ferry, West Virginia where Joseph started his waterbed business. Sadly, the business went down six months after launch and that became the catalyst for starting his professional sales career. His friend saw his potential in the world of B2B selling. This, along with having a neighbor who was in manufacturing sales, made him interested in selling for manufacturers. Challenges in being a true sales professional The biggest challenge when he started was the wage. He was working in construction and was earning well. He then transitioned to sales where he was earning $1,200 a month, as well as a commission-based income. He wondered if he could make ends meet but at that time, there was no choice. Maria, his wife, was very supportive and she believed that sales was something that Joseph could do. His boss trained him and taught him basic selling skills. Joseph was given a list of all the hospitals and clinics in the area and was told to set a goal to make at least three face-to-face calls every day. He took the lessons to heart and ended up making more than three face-to-face calls a day. Even when he was done for the day, he tried to do one more. At the end of his first year in sales, he was in the top 10% of salespeople in the company. He started his sales career being “consciously unconscious” but through time, he learned to sell and became very efficient in sharing the product line and distinguishing his company from the competition. Effectiveness in sales A lot of his success was due to putting in the face time with people and being available to meet their needs. Joseph took great care with this aspect of sales. For example, he worked with a hospital in Washington that needed a suction system. The people there said they had very poor suction. Joseph assured them with his products, their suction would get better. They purchased the device but then, Joseph went arrived with a bucket of peroxide, rubber gloves, and did the installation. The next morning, everyone in the operating room was amazed by the volume of blood the suction was able to get. The results weren’t just due to the product but also because of Joseph’s extra steps to make the product work better. At 67 years old, he is now in the latter years of his sales career but still, Joseph feels like he is just starting again. He is in a new company and there is technology he doesn’t understand. Joseph is learning and back to the same reliable process, he used in 1977 - getting on the phone, making calls every day, talking to people, getting in front of them, and learning the ropes. In Sales, the more you learn the process, the more effective you become. The very principles that started his career back then are the same that are driving him today. Joseph loves the medical industry because he knows that he is helping to save lives. He's making a difference. This is especially evident when he visits third-world countries. It’s not just about6 the money. At the end of the day, he is helping people and for Joseph, that’s what matters. Joseph loved learning and learned many languages. This helped him talk to more people and advance his career. His boss once saw him speaking Portuguese. It opened up the opportunity for him to lead a Latin American division of his company called Spacelabs based in Dallas, Texas. Joseph did well. He was also called to go to Macau to take care of a $7 million deal. He arrived with his translator but during the pr

How Can I Use AI To Increase Sales? Have you ever thought to use AI to increase sales? In today’s society, the application of AI is apparent throughout many industries, including sales. 27% of global consumers say that AI can deliver better service than humans, 38% believe AI will soon improve customer service, and 73% of global consumers are willing to utilize AI if it makes their lives easier. Chad Burmeister is a cofounder of Sales Ex Inc. Their company is rooted in the idea that AI can increase revenue, eliminate repetition, and make selling more efficient and effective. Growing up, Chad had always been at the cutting edge of technology and was always looking for ways to make people’s lives more efficient. Chad is officially releasing his book, AI for Sales, this Thanksgiving, November 28th along with Stu Heinecke’s Get the Meeting. If you buy both books on Amazon and send them a screenshot, you’ll get a dozen VIP conference codes for next year to attend events such as Sales 3.0 and AISP. With the codes, you’ll get a20% - 85% discount.. Chad is encouraging everyone to read the books and meet the authors at the conferences. Use AI to increase sales Chad has seven virtual sellers who are commissioned salespeople. The team has set up a daily data poll for these virtual sellers with a company called Lead 411. The data is fed into their CRM and the CRM goes through their email bot, a virtual assistant named Marissa Brown. They create preconfigured emails that filter through these virtual assistants so multiple batches of emails can be sent every day. The AIs are preprogrammed to have a “conversation” akin to what you see on a chat feature. When a person responds, the AIs can communicate with the prospects. The chatbots can also set up meetings and appointments.The AIs chatbots are configured to know when to schedule an appointment. It knows when you’re out of the office or if you have time for a meeting. One simple questions has about a thousand variations, such as the cost of a service or a product. The AI knows what to listen for and offers a very simple answer. It then replies with the cost, along with a link to your calendar so the prospect can set up a meeting. As the business owner, you need to teach the AI to respond in a way that gets the highest level of conversion. If you are a BDR (Business Developer Representative)assigned to pulling data from a CRM and pushing the send button, then your job might be in jeopardy. However, most BDRS are doing more than just pulling data. They are also pulling relevant lists, and doing research. Additional tasks include figuring out which people to send emails to, writing a good email, and leaving a voicemail as needed.BDRs are responsible for a complex system of outreach. Setting appointments via AI Chad’s tools called BDR.AI executes 50 to 100 connection requests per day through LinkedIn and gets over 100 emails a day on the same platform. By using this software, they get five to fifteen meetings a month. As a result, the organization can work more efficiently. The AI allows the BDR more time to do other tasks. This would include getting on the phone to connect with people personally. This enables them to understand their customer’s needs and show a more personal interest to the prospects. The tools let the bots and humans do what they do best. In Sales, AIs can let you do more with less. #SalesTechnology Tokyo, for example, pushed a 4-day work week and the results have shown about 40% increase in productivity. That increase can be attributed to the use of AI in their respective industries. Salespeople can do more with their day than just sitting in their offices, making appointments and making calls. They can now spend time with their families or take the Friday off to just improve their quality of life. The downside of AIs In the virtual world, somebody always gets to play God. Let’s consider the trolley car example and put yourself in the conductor’s shoes. As you’re going down the tracks, there are five people on the right side and one person on the left. You can’t stop the train so you have to pick a side to do an emergency stop.. Many people would say to choose the left to minimize the damage. However, let’s say the five people are wearing an orange jumpsuit and the one on the left is your child. In this scenario there are many solutions and a million points of data to consider.. Mathematician Chris Beal says it would take a very long time before we could put all that information in the system. He further added that the AI can only get to a certain point and then it’s up to us to make the final decision. We tend to let the bots make the decision for us but think of the trolley dilemma. In hiring, the bot would go to the more qualified candidate. But who really determines the qualification? In small companies, a decision like this is easy. It’s much more efficient to get a bot who can do a better job at a lesser cost. The same isn’t true for bigger companies

Three Ways To Make You More Successful Selling Over The Phone Have you ever tried selling sale without being in front of someone? Three tactics to successfully sell over the phone include building relationships, choosing the right words, and knowing the right speed. Joe Ingram is a sales genius who uses an intellectual approach to sales. Looking at the training cycle and sales industry , Joe realized that phone conversations play an integral part in the process and many people are missing this key point. The average individual in the U.S. touches their cellphones 2,500 times a day. It’s very observable when you walk into Starbucks. Nobody would even notice you walked in because they’re looking at their phones. We are continuously on the phone. While using email is a good way to communicate, the product is only perceived as great up to a certain price. Sending out a well-written email is a good marketing strategy but there’s a big difference in sending emails and talking to somebody over the phone to get the call to action to take place. If the price goes over a hundred dollars, then you need to make a phone call. The way you present yourself and your company, during the phone conversation will determine if the potential client is going to purchase the product. Communicating over the phone Communication is divided into the following elements. As a speaker, you need to be able to perform all of them to accurately get your message across. 55% of communication comes from body language. The person you’re talking to is watching the way you move during the conversation. For example, when we were at school, we observed how our teachers moved, paid attention to the things they pointed out, and more. All these signals conveyed to us what they felt, what they meant, and what they were trying to teach us. 38% of communication comes from tone and inflection. You can say the same thing but use different tones to convey a whole different meaning. Tone and inflection tells your client what to pay attention to. 7% of communication is based on the actual words we use in a face-to-face conversation. In a phone conversation, you lose 55% of your ability to communicate because your client can’t see your body language. Because there are many disconnects over the phone, salespeople tend to veer away from calls as a channel to making a sale. Without body language in phone conversations, you’re left with 80% tone and inflection and 20% words. Based on that percentage, it would be easy for a phone conversation to go badly if the right tone and choice of words aren’t being expressed well. As a salesperson, you can’t sound like a customer service provider. Many cell phone providers don’t sound excited over the phone because they’re not trying to make a sale. They are talking to you because you need something from them, and regardless of their performance, they know you will not drop the conversation. You will tolerate a mediocre to poor performance to accomplish your goals. There’s no selling involved. However, it’s different when you tell them you’re cancelling your subscription. You immediately get transferred to someone on their sales team and suddenly, the conversation takes a turn. Their goal is to make you feel better and they want you to feel good enough to stay. Joe sees this in a lot of companies. They teach their sales department to treat everyone like customers, even though people who are still prospects need to be approached differently. Building relationships through your phone Building a working sales relationship takes time. The easiest way to start is by phone as it allows you to hear and understand each other. Joe has worked with companies who are able to make sales using phone calls. When Joe was working as a manager in Chrysler Dodge Jeep, he had an employee named Jay. He spoke four languages and it was difficult to understand what he was saying. Jay was able to sell 20-25 cars each month while maintaining great customer satisfaction and profitability, all because of his body language. He made sure that potential clients felt safe during the sale. His clients watched his mouth when he spoke because it helped them to understand him better. Joe knew his customers needed this visual cue so he didn’t talk over the phone but preferred to conduct a sales transaction in person. because then the customers won’t be able to look and see what he’s trying to say. Joe teaches people how to use better words when talking to prospects. Choosing the right words Our subconscious mind cannot process the negative part of what we’re saying. When we’re told, “Don’t think of a kitten,” our mind zeroes in on the kitten, the opposite of what we’re told. The same thing is true when we tell our clients, “No problem.” Their subconscious mind picks up on “problem” and you want to avoid that. A simple strategy is to replace “No problem” with more positive language. For example, “my pleasure,” “certainly,” and others. Create a positive mental pic

The Accidental Seller - Stephen Snyder Welcome to the fifth episode of The Accidental Series. Some people are into sales because it’s their passion, while others were led to the industry because of their circumstances. We call them the accidental sellers. Stephen Snyder is a district sales coordinator for Aflac. Growing up, Stephen loved playing sports and he aspired to become a professional athlete. In his college days, he was fortunate enough to play baseball. He was good at it and his life revolved around playing the game. Despite that, he didn’t become a professional baseball player. Apparently, life had other plans for Stephen. Stephen realized that sports wasn’t for him after doing an internship during his senior year in college. He saw how tough it was to work in the field of sports marketing. You didn’t become the head of scouting just because you knew the game. His job as an intern required physical labor from 7 AM until the end of the game. A sports manager had to be at the field long after the game was over to help with any tasks needed, including covering the field with tarp.Stephen thought that he could do more. Becoming an accidental seller By the time Stephen finished his education, the economy was taking a downturn. Although he graduated with a degree in sports marketing and kept looking for work in his field, most available jobs were all about sales. It seemed everyone was either selling a yellow book or insurance. Salespeople were often associated with the “usedcar salesman” stereotype so because of this, it took a long time for Stephen to consider sales as a long-term career. Stephen eventually reached out to his friend who had been working with Aflac. He decided to try sales until he could find himself a “real” job. Years later, Stephen is still with Aflac excelling as a salesperson. He realized the old stereotypes don't have to apply. For Stephen, it was about meeting people and talking to them about the services provided by Aflac. The difficult part of selling When he started with the company, Stephen was provided with a script. When a sale didn’t go through, he was made to think that it was because he didn’t stick to the script. Stephen is anl introvert and although he is comfortable with talking to people, he’d always kept a protective shell around him where he could remain comfortable. The challenge he was facing in sales was how to prospect in his own way. Like any other salesperson, Stephen was also afraid of rejection. There were many days he thought of quitting sales but when he actually got to thinking about it, he found that sales could be fun too. As a former athlete, he found the competition he loved could be applied to sales too. There was a scoreboard all the salespeople tracked their sales this brought out the competitive spirit in him. Seeing success in sales Competitiveness and a good team atmosphere are great ways for an accidental seller to stay motivated. Salespeople thrive when they know that a mistake is made, they won’t be criticized, but instead, coaching is offered instead.. As a salesperson improves and starts setting appointments, he sees his actions cause a snowball effect . This results in good sales. Stephen’s first deal started with an elevator ride. He began talking to a man who turned out to be a business owner and the decision-maker in his company. They had a good-natured discussion and Stephen was able to land an appointment. That business owner decided to pay 100% of the voluntary insurance product for his employees. It was one of the best deals Stephen’s company had seen.. After 11 years, Stephen continues to work for Aflac.. Working for the company has given him so many opportunities and a certain level of success. A salesperson needs to consistently find ways to improve. A scoreboard is one strategy to track success and stay competitive. Even when you’ve found sales by accident, keep going because you will find success. Just put in the work, have a routine, and you’ll start seeing results. #SalesTalk “The Accidental Seller - Stephen Snyder” Contact Stephen Snyder via his email, [email protected] or connect with him on LinkedIn. You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound.Mentioned in this episod

How to Build A Six Figure Income Even If You're Not Great At Closing! Ever wonder how you can build a six-figure income even if you’re not great at closing? Closing is one of the most important parts of sales. It is crucial and every word you utter during closing matters. Terry Hansen hails from Idaho Falls, Idaho. His plan is simple but he still has impressive sales success stories. He’s worked with many organizations and sales reps around the country and helped them boost their sales. Throughout his sales journey, Terry has observed three bottleneck scenarios in which entrepreneurs and sales professionals can get stuck. The first is that many struggle to increase their sales and income because they are not getting in front of the right kinds of companies and individuals. They are going at it like opening a phone book and just calling from the top of the list, hoping that someone will buy from them. Once on the phone, they don’t spend time introducing themselves, starting a conversation and making appointments. The second scenario a bottleneck can occur is the lack of framework to qualify customers and salespeople end up closing with people they shouldn’t. This comes from a scarcity mindset. There will always be goals and sales quotas, that have to be hit. Because of this, many people in sales end up trying to sell to without taking the time to determine whether they’re selling to their target customer.. Sometimes, salespeople can close a client and later have regrets because they didn’t share their work values. The third bottleneck in failing to close well comes from not having the right skills. It is each of these three scenarios that can become the speed bumps that keep entrepreneurs from growing their sales. The value of prospecting Many sales books stress the importance of having closing techniques. You have to be a champion in overcoming objections and resolving concerns to become successful in growing your sales. Another secret to success is becoming an account manager. You need to have stellar customer service, be able to ask for referrals, take good care of your base, and keep your competitors from your clients. Terry read a variety of books and did everything they suggested but he still wasn’t hitting his quotas and achieving the level of success he wanted. He then had lunch with a great mentor and was venting about his frustrations. Terry let him know that despite doing the right things, he was still living paycheck to paycheck. His mentor shared an illustration about two salespeople, one great at appointment setting but lousy with closing and the other, great at closing but bad with appointment setting. The first salesperson could schedule 40 appointments per month but only closed 10% of those appointments, which resulted in only four sales per month. The second salesperson lands four appointments per month. He is an amazing closer and but can only close deals 50% of the time, making two sales per month. Terry understood that he would make more money by being good at setting appointments and increasing opportunities. Closing is equally important but the analogy taught him he needed to redouble his efforts in making appointments and meeting with people. The challenges in prospecting Prospecting is uncomfortable, scary, and awkward. Stereotypes of salespeople being manipulative, talking a lot, listening too little, and using high pressure tactics have to be overcome. Most salespeople don’t want to be perceived as manipulative and try to make relationships a priority. However, there can be a period of adjustment as they work to avoid reflecting the negative stereotype. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. Too often they leave multiple voicemails and emails with the hopes of getting a reply but typically, that doesn’t happen. The challenge is to be compelling in those initial interactions. Terry tries to be generic in his voicemails to avoid stereotypes. The first three seconds you’re identified as a salesperson are the most challenging. The person who is being contacted can lose interest regardless of what is being sold. It’s best to veer away from bad introductions and barking up the wrong tree. Salespeople shouldn’t just go through the phonebook without a clear idea of who they want to contact. . There’s no need to spend too much time trying to facilitate an introduction with people who don’t fit the ultimate goals. Doing so will delay getting in front of the clients who actually need the service or product being offered.. Building your client Salespeople should look at their top 10 best clients, profile them and get an overall sense of the companies they represent. From this information, they can build a dream list of similar companies. Use these strategies and tactics to make contact with the decision-makers: create a profile, build and stay focused on a specific list of desired traits, and use the right kinds of tactic

Networking Effectively and Creating a Sphere of Influence The idea of networking effectively and creating a sphere of influence is nothing new in sales. It’s a facet of sales that everybody understands and executes. Networking is one sure way of meeting new people, building relationships, and it eventually opens doors for opportunities. Likky Lavji has been meeting people and building relationships for 30 years. He built and grew his IT company based on his referral network. By the time he sold his company, he had ample knowledge about how to do the business. Now, he’s sharing his knowledge with others. The old methods of doing business Face-to-face meetings and getting to know people before starting the business are old methods of doing business. Today, people depend on social media to grow their business. We are bombarded with social diversions making us adept in communicating using social media platforms. The downside to that is it’s becoming more difficult for many to have conversations face-to-face. As salespeople, we need to combine old and new methods to make it work. It’s great to go back to the basics. Look at your existing base of connections and get to know them. Identify your best clients from your database, the ones who not only bring in revenue but referrals as well. Once you’ve identified your clients, you can start building your sphere of influence. Creating your sphere of influence is easy to do. You need to know your people and reach out to the people they know as well. In a networking event, look for the person who has people around them. Find an opportunity to start a conversation and be authentic. Don’t force anything. It has to be organic. Likky once stuttered and it held him back. With the help of Bob Burg, the author of The Go-Giver Way, he was able to move past his stuttering. Building relationships It’s normal to have some level of fear when talking to strangers in a networking event, or anywhere else. However, that fear can be overcome. You need to veer away from the misconceptions of others. Put those aside and just be who you are. People fear networking because of the notion they have to sell. Change that mindset and think of networking as meeting people and making friends. Build connections allows people to get to know you and like you. As these relationships are built, they will get to trust you and your business, which can lead to referrals. #SalesSkills Don’t go into sales mode right away. Likky uses the acronym F.O.R.M. to start conversations: F - Family. Everybody wants to talk about their family. Some people even have their family photos in their wallets. You can talk about their dogs too. O - Occupation. You can ask about their occupation. For example, ask them how they got into their business. R - Recreation. Find your common ground and talk about their hobbies and interests. M - Message. These are the things you stand for. Listen to what they say Build meaningful conversation and listen to their response. Ask more questions about their interests. It doesn’t matter if they don’t ask you questions because this isn’t about you. Make sure they do all the talking. Bob uses 10 field questions when meeting new people such as, “What do you enjoy most about your profession?” and “Describe the strangest thing you’ve experienced in your business.” People get excited when talking about these things. It’s your job to hear and understand what they’re saying. Show empathy and put yourself in their shoes. Understand what they’re going through. Listen well, take notes and follow-up. In Bob’s book, he suggested listening with the back of your neck. This means listening to what they’re saying and putting everything aside. All the words would go through your mouth, your face, through your ears, and to the back of your neck. There’s nothing else present except for those words coming into you. Giving out business cards isn’t the best way to execute networking effectively and creating a sphere of influence. Whenever Likky sees he may need to give away his business card,he tries to avoid it. Connect them to others In networking effectively and creating a sphere of influence, another way to do this is by giving referrals to someone else When you meet people in a networking event, ask them who their ideal customers are and you will see there are others in the room who have the same audience that they have. Refer them to those people and help them make a connection. They will learn to trust you because you helped grow their business. Don’t worry if the referral sources aren’t 100% successful. All you need to do is make the introduction and let them have the conversation. If they want to do something for you in return, then talk to them about the kind of customers you are looking for. Consider having a meeting with them first so they know who you are and what you want. You'll also get to know who they are, their centers of influence.. If you meet somebody and you promise them something, always ma

The Accidental Seller Series - Wendell Jordan This is the 4th episode of the Accidental Seller series. Wendell Jordan is the owner of Jordan Consults and a local SEO specialist. His company works with small businesses to increase their digital footprint. Growing up, Jordan and his friends wanted to become professional basketball players. However, playing for the NBA became an afterthought when he reached high school. His first few years in college were spent actively pursuing the business side of music. By then, he was in and out of recording studios in New York City. Perceptions of sales Wendell thought of salespeople as sleazy individuals. He first came across sales when he was young. A vacuum salesman was doing door-to-door sales and he wouldn’t leave until his mother threatened to call the police. The salesman was trying to force his mother to buy a product they didn’t need. That experience had a negative impact on Wendel and affected how he viewed sales. Wendell’s mother worked for the city of New York and his father was a postal worker. His parents’ jobs, along with how he viewed salespeople made him think that sales was not for him. He accidentally came into sales when he was checking out Craigslist ads. The ad was looking for someone to work in customer service and didn’t mention sales. When he went in for the position, it was commission-only, door-to-door selling. Wendell’s wife played a huge part in his decision to take the position. She had faith that he could do it and encouraged him to try. He’s been in sales ever since. Overcoming the fear Like any new salesperson, Wendell had feared. He worried he’d become the sleazy salesperson who had to be removed from someone’s home, just like the man from his childhood. In his first days on the job, he shadowed a sales rep and was told just to take notes. For two days, he tried to learn what he could from shadowing. On the third day, he was thrown into the fire and had to have his first door-to-door experience on his own. Making a sale on the first day can be difficult but Wendell was able to do it. His first deal felt magical and it inspired and motivated him to keep going. He thought, if he could do it the first day, he can also do it the second day so he kept going. However, the lack of sales training affected his morale and the number of sales made. Shadowing others for a day or two wasn’t enough for him to sell door-to-door effectively. He just didn’t have the skillset to close and the result was a lot of deals weren’t pushed through. Quitting sales Wendell’s sales journey wasn’t easy. He experienced being removed from payroll and spent a good part of the year in limbo, not knowing if he’d be able to make a sale again. The instability of the job almost made him quit. An old business partner convinced him to try again, but this time, he’d be selling websites. Considering that his previous sales experience wasn’t stellar, Wendell felt trepidation. Still, he tried again and started cold-calling businesses. Wendell went from a door-to-door sales process to talking to potential clients and educating them about their services. Sales has been one of the greatest opportunities Wendell has ever had in his life and he would choose it again. It allows him to work from home and learn about different cultures. The door-to-door sales experience exposed him to different lifestyles and it trained him in different ways to socialize with others. If you’re new in sales, keep at it. Don’t get caught up in what people perceive sales to be. #SalesMotivation Shift your focus. See yourself three years down the road. You’ll think about the number of Nos you got but you’ll remember the Yeses were far greater. Focus on the bright side. “The Accidental Seller Series - Wendell Jordan” episode resources Reach out to Wendell Jordan vis his phone number, 314-325-829. You can also visit his website and check out the contact form there. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Au

How to Seize Attention and Build Trust in a Busy World As salespeople, we look for ways to seize attention and build trust. While prospecting and building trust among clients is critical, it’s also one of the most difficult tasks in sales. Ron Tite is the founder and keynote speaker of the Toronto-based agency, Church+State as well as the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. Being an executive creative director at a large multinational ad agency, Ron has extensive knowledge about traditional agency marketing, advertising, and design. In addition to that, he’s also an experienced comedian, using that in his own entrepreneurial journey. Ron is also an investor who appreciates the need for sales to do business. The desperate need for attention Salespeople are looking at the ecosystem correctly but are using the wrong tactics to make a breakthrough. They’ve been chasing metrics that don’t deliver to build long term businesses. There are so many thought leaders, evangelists, and LinkedIn lead generators who are going about it in the wrong way. Seeing this drove Ron to eventually build his own agency. With a growing number of salespeople, the sheer number of sales reps and clients are overwhelmed by pitches.. Time Square is a great metaphor. Everybody is in Time Square. Big corporations and companies use traditional means, such as using billboards, to get attention. Meanwhile, there are smaller sellers on the streets that are doing things differently. They are more aggressive, targeted, and their pitch can be customized. These are the people who sell practically everything in Times Square, from ripped off t-shirts to street meat. Every one of them trying to get attention. However,the challenge doesn’t stop there, it continues. Now you’ve got their attention, how do you earn their trust? Salespeople thrive in a busy environment by bringing respectability and credibility. They have to be aggressive and nimble in their sales approach. #SalesManagement Other salespeople are still using the automated messages they used in the 60s when talking to potential clients. They could have customized their message and tailored it but they didn’t. They need to revamp their style with three phrases in mind: based on what you think, based on what you do, and based on what you say. Set yourself apart As a salesperson, the ‘based on what you think’ approach considers the things you firmly believe regardless of what you’re selling. This is important because you aren’t selling a unique product. There are others selling the same product so what you think is what makes you unique. Ask yourself: Do you believe that relationships are the key to success? Do you believe that you should deliver the most value? Do you believe that your role as a salesperson is to connect people with the right opportunities? ‘Based on what you do’ are the things you do to reinforce your beliefs. The last part, ‘based on what you say.’ Salespeople can be hesitant about sharing their products/services with others because they don’t want to come off as “pitch slapping.”It’s important to deliver the right message through their actions and behaviors by talking about what they do in an authentic way and transparent way. Don’t create smoke and mirrors and say nice things just to make a sale. People are sensitive to that approach and they can see it a mile away. Use the following questions as a guide to start your conversation. Who do you do it for? What do they want you to do? Who do you do it with? For so long, salespeople have used many strategies to seize attention and build trust but still find it difficult to have a breakthrough. They need to customize their sales pitch and talk to clients according to their needs. They don’t need to cheat the system. They just have to speak to potential clients in the right way. Invest in being good Comedians come and go and they try a variety of tactics to make people laugh. However, nobody has sustained a career in comedy by doing anything other than being really funny. It is the same thing in sales. You can try other platforms in the course of your sales career but it won’t work unless you show your humanity and have the best interest of your clients and prospects at heart. Jumping from one platform to another may give you some benefit and short-term metrics but it won’t sustain your business in the long run. Ron’s first project when he launched his agency was with a client he already knew. The marketing director discovered Ron was running his own agency and she gave him his first project. The trust didn’t come from Ron chasing tactics. It was due to Ron’s honesty in the business.. Red Bull is a great company that bases its marketing on the three things mentioned earlier. The company firmly believes that life with an adrenaline rush is a better way to live. They reinforce that belief by encouraging activities where their audience can have an adventure. Their advertising reinfo

How to Negotiate a Mutual Win Salespeople are always looking for a win and when closing with clients, landing a great deal while being able to negotiate a mutual win is the idea goal. Adam Ayers studied mechanical engineering and built a software technology startup after graduating. He is now the Chief Technology Officer and founder of company, Number5, which specializes as an outsource CTO for celebrities, eCommerce companies, and internet brands. Fifty percent of their operations involve running technology, and acquiring customers, for commerce businesses and executing the data science. The other fifty percent is on custom technology where they build platforms, APIs, and high-performance software on the internet. Negotiate a mutual win When Adam was a child he asked his father what inventors do and the response resonated with him.. He was told the best inventors don’t just invent things, they are capable of selling what they’ve invented. That thought motivated him to make things himself,build a team, and sell the things he created himself. As an engineer, Adam has learned to think in frameworks and processes, finding that telling stories are effective ways to negotiate a mutual win and make a sale. The biggest problem most salespeople face is the tendency to talk more and listen less. Generally, people want to be listened to. We want to be asked questions and understood. This is a factor that other sales reps forget. No matter what you are selling, you must put the clients’ interests first. Listen to them, ask questions, and understand where they’re coming from. You learn to see their problem and present customers with a solution when you sincerely tune-in to what they are saying. This is how they make the buying decision, to trust the solution you present to them. The ideal ratio is 80-20, where 80% is spent listening to the clients’ story and asking them questions while 20% is spent sharing a story about how you’re going to help solve their problems. The book entitled, You Can’t Teach a Kid to Ride a Bike at a Seminar emphasizes the Sandler sales submarine, with the initial point being we need to bond and build rapport with our customers. Showing compassion and kindness and asking people who they are and what they need is the first step to negotiate a mutual win. The importance of self-awareness Self-awareness is knowing who you are, what you’re good at, or not, and being honest about it. #SalesTruth It’s a trait that many salespeople need to master to negotiate a mutual win. Being who you are is important because that’s how you connect with people. While compromising is a good thing,you also want to be authentic. Your flaws as a salesperson will make you more human and more relatable to others. A corporate approach in sales is uncomfortable because ultimately everyone is just looking for a smart friend with whom they can make a connection when they’re being sold to. Adam sells software development, customer acquisition, and data science and these are products the average person doesn’t understand but they know they need it to grow their business. He understands he needs to nurture confidence in his potential clients, that they want to feel good about hiring him. Adam highlights his previous experience, his background, who he’s already worked with, their integrity and what he’s already delivered. Adam’s team doesn’t sell. Instead, they connect with people - they talk, dine, and get drinks. While the sales process and negotiations are pretty straightforward, the reality is that it works for his team. When Adam knows that his services aren’t going to fit what the client needs, he is upfront and honest about it. Adam knows his customers need someone who can execute the tasks and if needed, communicate to the stockholders and investors what’s going on. Unconventional approach works This approach of combining tech expertise with a personal touch is the core of , Number5, a company name inspired by the1986 movie, Short Circuit. Because not everyone understands the technology behind the work, they’re hired based on relationships.Their process on how to negotiate a mutual win is shaped around helping clients understand their needs and what their role is to make meet the company’s goals. Adam shows them how his team uses technology to deliver the solution efficiently and effectively. One company Adam was an engineer for, had the Five Four Club, a men’s clothing line subscription, that quickly rose to popularity. The company needed the technology to keep up with its growth.. Adam not only offered the tech to support the growth but as a leader, helped offer resources to build up the existing team. Adam didn’t have to explain how the tech worked but still offered suggestions on how employees could support it within their roles. Clients say that Adam’s approach is abrasive and shocking until they get to know him. Once they see his process and his ability working for them, they’re on board. Many salespeople aren’t ju

The Accidental Seller- "Ashlee Reusch" This is the third episode for the Accidental Seller series brought to you by The Sales Evangelist. Ashlee Reusch is a business development representative at Cognos HR. Ashlee was always on the lookout for change growing up and thus wasn’t chasing a specific career. She graduated high school a year early and proceeded to go to college. She was aiming to get her radiology technical certification at the local community college. She majored in Science and went into the medical field. Ashlee had a change of heart and realized that science wasn’t her passion. The classes didn’t excite her and being a creative person at heart, she felt like the course didn’t foster that part of her. She didn’t want to sign up for endless classes to get certifications to advance her career in the medical field in the future. She was at a loss for what to do next and that’s how she fell into sales. Falling into sales She was finishing her associate’s degree at a community college and was deciding whether to proceed to her bachelor’s degree at a university. She lost her passion in science and she also didn’t want to invest in her education being unsure of what she really loved. She had lots of friends who studied at universities and paid tens of thousands of dollars but in the end, went back to square one because they were no longer interested in the career path they chose. She didn’t want to be in the same boat. Ashlee talked to her dad about her predicament. He has been with the local Chevy dealer selling cars. He then suggested that she get a job and try out sales for a full year. She thought of it as an intersection where she wanted to experience the world and figure out what she wanted at the same time. That’s when she became an accidental seller. The first few days were nerve-wracking, especially being there were only 2 women in the sales department. Everyone else was men with the average age of late thirties. Ashlee was 19 years old then. The experience was both exciting and nerve-wracking, especially since there was no sales training available. She shadowed other salesmen for a week and then she was put on the floor after that to sell some cars. Since her dad had been in sales his whole life and both her parents were entrepreneurs owning a small art business in the late 90s and early 2000s, sales and business was nothing new for Ashlee. She also saw how her parents worked long hours. There was a lot of instability in sales and that made her think that sales was not her cup of tea. She wanted something stable with normal work hours. Sales was never part of her plan even until her college years. Selling for the first time Ashlee was an introvert growing up and she likes to hang out in the background a little bit. This part of her made sales a scary avenue. It was difficult for her to talk to strangers face to face and sell them cars. Her limited training lasted only a week. She was the typical salesman but she made it her goal to be honest with her clients. Whenever she doesn’t know anything, she tells them that she doesn’t have the answer at the moment but she’ll find it out for them. She found out that people respect honesty and humility. She was working on a hundred percent dealership commission roll, so not selling a car means not getting a paycheck. It was a motivating factor to learn the ropes quickly. She spent almost four months before she felt like had things under control. She moved from one salesperson’s cubicle to another to learn how to strike a deal in her downtime. She’d listen and take notes on how to handle common objections. She followed her dad’s suggestion. A salesperson absorbs the things around him, takes what works for his style, and turns it into his own thing. #SalesPerson A moment of doubt Being an accidental seller means that sales isn’t your first choice and when faced with difficulties, an accident seller would tend to fold. Ashlee has her moments of doubt and thinks about quitting. When it does cross her mind, she convinces herself otherwise by thinking of all the skills and opportunities of the people she met in the sales industry so far. It’s easy to get caught up in the negativity but it’s important to not get swayed by all of it. Her dad told her the way to get out of a rut is to sell. Whenever she feels down, she tries again. Her first sale wasn’t that exciting. She sold to a newly married couple who were buying their first car together. It was special for them and they used a true car certificate. All she had to do was a test drive with them and make sure that they liked the car. The experience wasn’t overwhelming but the income that came with it was fun and exciting. Moving forward, she went from selling cars to membership training for a large gym chain and made her way into the Chicago tech world. She is now working for a small outsource HR company where she helps businesses accomplish their goals every day. There’s a lot of networking and meeting othe

How to 10X Your Income With Repeat and Referred Business Repeat and referred business is a sure tactic to grow your business 10x. Despite that, not many are looking into it. A reliable tactic to increase income is to use repeat and referred business. Gia Le, a successful real estate agent in Australia, whose heritage is Chinese-Vietnamese, uses this strategy with great success. However, before she got into real estate, her career started in finance and insurance sales through the automotive industry. Gia wasn’t always the top salesperson she is today. Working for Australia’s largest automotive holding company, she was almost fired in her first three months as an insurance and finance consultant. Selling using out-dated methods Early in her career, Gia attended several training programs offered by her company. She learned a variety of selling techniques and rehearsed the scripts but they proved to be ineffective.. These original methods sounded rote to the more sophisticated customers and the techniques were perceived as out-dated and insincere. The dealership was a very fast-paced environment, sometimes having to close sales within two or three hours, and she was struggling and fighting. In Australia, a dealership makes more money on the finance and insurance than on the vehicle itself and accounts for nearly 60- 70% of the dealership’s profits.. Gia knew if she didn’t start performing her time at the company was going to come to a close. It was then the right mentor appeared.ia recalls, “He pulled me aside and said, ‘Hey, Gia stop trying to focus on the sale. Why don't you just start focusing on the people and realize that we're selling more than just finance and insurance.’” It was in that moment that she understood she was there to solve problems and provide a service. “I truly sold nothing.The only thing I truly sold was a promise, an opportunity and above all, a relationship. The moment I started connecting and focusing on my client's pain, empathizing with them and gaining their trust through the art of storytelling, I was basically closing nearly 70% of all the clients who walked through my door.” Sales is about selling an opportunity, and above all else, relationship. #SalesSuccess Working at such a fast pace, she also understood the need to act quickly. “Nobody was in a dealership to waste their time because time is the most precious commodity anybody ever has.” She knew if her client walked away they didn’t want to work with her. It was in these moments she decided not to give away her business card. “I would never give out a business card because any seasoned consultant should really understand that, yeah, (them taking your business card) is a consolation prize. It’s their way of saying, I'll take something off you and I'm going to go away. I'm going to leave you living in hope but hope doesn’t pay the bills.” Knowing she needed to make a connection in those fleeting moments in order to close a sale, she became proficient in understanding the client’s needs, addressing their concerns and offering a solution. Gia worked for the dealership for seven and a half years and at the age of thirty, decided she no longer wanted to work seventy hours a week and wanted more flexibility. She wondered what else she could do with the sales skills she had. By then, Gia was working with a life coach and with real estate’s flexibility and use of her sales experience, they thought it was the perfect answer. Gia was a real estate agent for about a year when she noticed that using the emerging digital platform to market properties was being underutilized in Australia. “The use of social media four years ago was only just starting to blossom. I started a digital agency after I saw that opportunity. I made $500 in my first month after making big dollars in finance. Now, my digital agency is growing across Australia. We're now in Asia.” Growing the business through repeat and referred business Gia credits the growth of her business to her sales background. As her company continues to grow she is still selling and understands that referrals don’t happen by luck. From the beginning, repeat and repeat business was her focus and she set the tone for her employees. “I kept telling everybody across the company I wasn't the best consultant or the best sales woman, but I was certainly the most disciplined and process-driven. I always played the long game with every single client. It's all about having a strategy and being disciplined. It’s making sure that system is bigger than yourself.” Gia took advantage of the downtime when It was during these early days Facebook and Google were increasing in popularity as a sales tool. While other salespeople were busy Facebooking and Googling for new clients during their downtime, Gia was busy prospecting. “I was busy following up with all my old clients because I understood that 90% of my sales were going to happen before they even walked in the door to see me again. The moment they walk

The Main Things Generating The Most Leads Right Now! As salespeople, we often ask ourselves about the main things generating the most leads right now because we always want to be in on everything that works. Consumers’ purchasing decisions are affected by their experiences and we want to know what affects them in order to appeal to those emotions and convince them to buy our products or services. Sales professionals that we are, we love leads and we like getting new prospects. Vlad Calus is the founder at Planable, a content collaboration plan for freelancers and marketing teams. It is the most visual platform that helps you preview your social media content before publishing it. Planable helps you check and review your content before publishing it. It makes collaboration and asking for feedback from your teammates easier as well as asking for clients’ feedback before finalizing the content and scheduling the posts through social media. Generating the most leads right now There are three things that helped Vlad to get leads. The first one was writing a book. He wrote a book called Marketing Themes of the Future which gained them over 2,000 leads in just a couple of weeks. They also published the Content Academy and it generated them more than 500 people in just a couple of hours. Publishing is one way to generate leads and that’s what Vlad and his team did. They also did a content calibration report where they reported on the state of content marketing and how content marketing teams are working. For them, their team wasn’t able to generate many people by just a sudden initiative. They did the planning on how to create their content and spent a lot of time in it. They called their content marketing as special initiatives. They worked on it for about 12 months and all of the people involved were on the same page. They then had press releases for client launches and they constantly repurposed their content. Content calibration Vlad’s team looked for the problem in their industry and wanted to address it. Based on their research, they found out that there have been no content calibration reports done for the last nine years. They wanted to understand the state of the market but there are only old data available. In marketing, data are key players to a business’s success. They then understood the need to generate a lot of data and started the project with their customers, connections on the net, and the people they met. They generated leads by using the data of the report they collated. One of the data they have is on how to repurpose content for their followers. There’s also the part where you need multiple stakeholders as part of your content strategy. They also discovered in their research that broken collaboration is wasted time and communicating with your stakeholders vie spreadsheets and emails is one of the most broken workflows there is. They use all these data and share their marketing reports to their clients and potential clients to motivate them to jump on a call with them and start using their Planable. This can be applied to other industries as well regardless of the size of the company. You can make reports using the data from the audience that you are working on. You may start by sending your audience Facebook polls or sending them a simple type form they can fill out. You can collate the data and use it for your marketing strategies. Publishing a book to get more leads works especially if you promote it yourself. Put your email signature in the book and see the number of people who click on it every single day. From readers to lead generators People who have read Vlad’s book started recommending it to other people they know. The book presented the benefits of collaborating on the content and using many different platforms to create a more collaborative market. The ebook also presented solutions that you can use for your content marketing collaboration as a marketing team. Every email we get, we put them into an email marketing flow and we ask them to jump on a call with us for them to find out more about Planable. We send people case studies on how Planable has been helping companies. The other thing that helped them in generating the most leads right now is their Content Academy. They interviewed over 30 experts in content marketing from different industries. These people are the front line in creating content, from the ideation, editing, writing, publishing, and generating leads. The Content Academy includes seven-step videos with topics like ideation strategy, content editing, content publishing, promoting, and so on. Vlad’s team presents it to potential clients and we give them sneak peeks of the things they can learn in the Content Academy. He makes snippets and minute-long videos showing how it would help businesses and publishes the videos on his LinkedIn and other social media. In content marketing, don’t be afraid to try creating content and putting yourself on camera. Get yourself out

Impossible to Inevitable How can salespeople turn the impossible to inevitable? Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. It changed how the fastest-growing sales teams are designed. The book talked about outbound prospecting which can be a very predictable way to drive appointments and if you have predictable appointments, you can create predictable revenue. It also talks about sales specialization instead of letting the sales reps do the prospecting. Managers must break the sales team into specialized groups to assess where they excel. Impossible to inevitable His new book called From the Impossible to Inevitable is the growth bible. It’s more for C-levels:the managers, executives, and the leaders who understand the few key reasons why a company gets stuck and won’t grow. The book answers three questions: Why aren’t you growing as fast as you can? How can you grow faster? How do you keep it up? This book touches on sales models and expands to lead generation. From Impossible to Inevitable will teach you the ways of the fastest-growing companies in the world such as SalesForce and Twilio. The first section of the book is called Nail a Niche as it addresses the hard truth that most companies are not ready to grow and that’s the reason why they don’t grow as much as they want. You can’t paddle downstream if you’re not even in the stream. Nailing the niche When beginning a business, there’s the tendency of selling everything to everyone. But that doesn’t work. What it does to you is that you either have no customer or you have a bunch of customers who are a little bit of this and a little bit of that. An entrepreneur may sit back and ask which of the customers are easiest to close, or who is the audience that really needs me? It is important to define who needs you. Aaron was part of Salesforce, where he built an internal sales program. He left the team in 2006 and did what he wanted to do. He went into adventures and went to do other things. He worked in a venture firm, then on a thing called Unique Genius, then on CEO Flow. He was exploring and then he got married. He realized that he had to start making money. He needed to focus on a niche and figure out where his expertise lies so that he could deliver the most value for his customers. He then thought of outbound prospecting. I wasn’t the general sales consulting. For us salespeople, this can take a lot of testing, talking, and experimentation with companies to get the right package and the right pricing programs before you nail your niche and start to grow faster. Sometimes it can take a long time because we have all these unrealistic expectations on how fast it should happen. Do it like Twilio does it Twilio is a platform company that provides a bunch of technologies. Twilio is used by many companies that build software or iPhone apps to power their message alerts and phone calls. For example, Uber uses Twilio to make an Uber phone call and text because it’s difficult and time-consuming to build it themselves. Simply put, Twilio is a platform that companies can use to do many things. The challenge when you are marketing something like Twilio is that it’s difficult to pinpoint the exact help it can offer to a company or a client. A salesperson must paint a specific picture for people to get it. Twilio researched to get into the minds of their customers, to understand and build empathy with their customers. The common corporate value which is to walk in the shoes of your customer is something that Twilio really lives by. The company put much effort into walking in their customers’ shoes to know what they want and what they are looking for. Salespeople need to remember this value at all times, whether you’re writing an email or making a call. You need to know what they need to get your message across. Another secret of Twilio’s success is to let all their employees have a taste of what it’s like being the customer. Specific targeting Turning the impossible to inevitable is also a result of specific targeting. You need to be more specific in choosing your audience. It’s important to talk to fewer people that are relevant to your products or services. Having fewer people to talk to doesn’t decrease your number of opportunities. Your goal is to become the big fish in the small pond and specific targeting is the perfect way to do that. It’s harder to change your products and services but you can do the easier part: you change your targeting instead. Types of leads Lead generation is the main driver for your growing business. There are three kinds of lead generation: seeds, nets, and spears. The seeds are relationship-driven leads, these include referrals, word of mouth, and friends/families. Since these are relationship-based leads, they are faster to close and with a higher rate. The downside is that it’s more difficult to generate. Wo

The Accidental Seller Series 2 - "DeJuan Brown" This is the second episode of the series The Accidental Seller. There are more accidental sellers in the sales industry than we know of. In fact, there are about 4.14 million sales professionals in the United States who fell into this career. DeJuan Brown wanted to be a chemist when he was a kid. He also wanted to be a system analyst because he wanted to follow his uncle’s footsteps who worked as a system analyst for Guardian Life for a long time. But in college, he studied Psychology and Philosophy. The mathematics included in studying both Chemistry and System Analysis dissuaded him to push through with his childhood careers. His view of sales and of the salespeople came about when his father started selling Insurance when he was two years old. Selling insurance then was very different compared to how it’s done today. People are able to sign up online or pay for their premium online but before, selling insurance was a door-to-door sport. His dad would spend hours going door to door collecting premiums from people. Seeing his dad selling made him think that sales was super lucrative on the back end but also super hard at the same time. DeJuan initially thought that salespeople were undesirable. The sale stigma The perception of salespeople then didn’t change much until today. There’s still a bad stigma and DeJuan didn’t want to be associated with it. Salespeople are seen as sleazy and manipulative and even though his Dad is not like that, he came to adapt that view as well. It’s apparent with a car salesman and the salespeople you see in infomercials and TV. People kept telling DeJuan that he’d be good in sales but for him, it was a choice between using his skills for the worse which is doing sales or using it for the best which is helping people through law and other things. The accidental seller DeJuan was doing a variety of things and was moving from one job to another. He ended up waiting tables and bartending. He was good at it and made a tremendous amount of money in it. His friends kept telling him to go into sales because he’s good at selling entrees but still the stigma of salespeople stuck in his mind. The stigma prevented him from considering the possibility until his buddy got a job at Intuit. His buddy convinced him to get into sales and he applied. He got a schedule for an interview and got a part-time job of 16 hours a week doing transactional sales. That’s when he got into sales. He fell in love with the reward of sales and it was the first time that he felt good about serving people. Fears in sales He had fears and trepidation when he started sales and most of the fear revolved on the thinking that he had to push people. DeJuan wanted to help people. If they want something, he wants to help them get it and if they do not want to get the product and services, then he doesn’t want to push them and he just wants to leave them alone. The fear went away relatively early in the process when he realized that he was helping people. He understood people and all that they have at their disposal. He gave them all their options and made sure that they made decisions based on what they have. Helping people changed his paradigm on sales audits. DeJuan thought about quitting during his tough times but his experience helped him get through the rough times. When he isn’t at the top of the leaderboard, he thinks of quitting and starting out on another career. Sales is a rollercoaster ride: here’s no such thing as always up and always positive. #SalesMotivation That fact kept him on and motivated him. There’s no such thing as every time you dial, someone picks up the phone or responds to every email. Understanding that helped him control the inputs and outputs. The mindset shift helped him shift his attitude towards selling. His first sale was unforgettable for him. He was consistent with his deals and he was able to enhance someone’s product or their order. For his first sale, he was able to sell a logo and on the same sale, he was able to add color and shadow. He also offered the self-sealing envelopes on the same order. DeJuan is now in the enterprise industry and connected with Seismic. DeJuan was an accidental seller but if asked if he was going to choose another path, he’d say that being an accidental seller is one of the best things that happened for his career. “The Accidental Seller Series 2" episode resources Reach out to DeJuan via his LinkedIn and he will also be in the Sales Success Summit. He is also on Twitter. Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modu

One Major Closing Question You're Neglecting To Ask There are times when the sale is almost a done deal but at the end of the day, it’s not pushing through because there’s that one major closing question you neglected to ask. This can happen to everyone, not just for the new sales reps. That one closing question you neglected to ask Let’s take Dave as an example. Dave is a seller who is wrapping up things with Bob in a phone call. Dave gave an amazing demonstration but Bob is being wishy-washy in his response and told Dave that he is still going to analyze internally first before moving on with Dave’s deal. Now, Dave is upset, furious, and blurted out some things. Dave could have done things differently by asking follow-up questions. Seeing it from Dave’s perspective, his outburst was understandable. He’s been working the deal for three months and he thought that he already got everything right. He already told his manager about it and he’s pretty excited for it to officially close. He needed this sale to achieve his quota. The result could have been different had he remembered to ask the closing question that many neglect to ask. “Would I make this purchase based on the same information I know if I were the buyer?” Based on the things you’ve shared with the buyer, would you have made the decision to make the investment? Many take this for granted because oftentimes, salespeople are shortsighted. Focusing on your pipeline Having focus is a great characteristic, however, focusing on the wrong thing isn’t. As salespeople, we need to shift the focus from ourselves and our pipeline, rather, we need to focus on our clients and our prospective clients. Going back on Dave, he was too focused on himself and the need for impressing his manager. He is a rising star in the company and the deal would be 25% of his quota. Everything was about Dave. Sometimes, a similar thing happens to us. We tend to focus on ourselves and fail to show empathy toward the clients. Stephen Covey’s The Seven Habits of Highly Effective People states that the fifth habit of becoming effective is to seek first to understand then to be understood. The outcome would have been different if Dave asked himself the closing question mentioned above. Dave was in a difficult situation. He just got promoted and he’s now in the big boy’s league, this means that he’s afraid. The thing is that all these situations that Dave is facing don’t help his potential client solve his problems. Bob has nothing in him to consider shifting to Dave’s offer. If you were Dave, you would have gone a different path. Instead of looking at your fears, you instead looked at what Bob’s company needs. Perhaps you’d look at some studies and do some homework about Bob’s industry in relation to the software that you’re selling. A great salesperson focuses not on himself but on what the buyer is going through and the challenges that they’re facing. #SalesTruth Reality in sales Not every deal is going to close, that’s a universal fact in sales. But when you try to ask the closing question mentioned earlier, you won’t get in an awkward situation. Take for example the close rates, it’s the sales rep’s number of prospects to the number of deals converted. A 25% close rate means closing 10 deals out of your 40 prospects. The average close rate is between 15%-23%. Some people have higher close rates and others have a lower close rate. The close rate would increase if we work a little more in asking the tough questions. Salespeople must analyze the situation from the buyer’s standpoint. You can start the conversion process after every call, ask the buyer the same closing question, “Based on what you know, do you feel comfortable moving forward with us to a demonstration?” “Based on what you know, do you feel comfortable moving forward with us toa proposal?” Do this in every step of the process. The closing question you neglect to ask should be given priority now. Ask yourself and the buyer that question. Find more of your ideal customers and have more meaningful conversations with them. Don’t be afraid to ask questions. “One Major Closing Question You're Neglecting To Ask” episode resources Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist w

The Accidental Seller Series 1 - "Ludovic Vuillier" Hubspot’s stats showed that 46% of salespeople did not intend to go into sales. That means a massive 4.14 million individuals are now accidental sellers. Perhaps they were working different jobs and suddenly they decided to go into sales or the circumstances prompted them to go into sales. This series will be about the people who have become accidental sellers by hook or by choice. Ludovic Vuillier is an entrepreneur who runs the Good Life Manifesto. It is a tool to help you live a good life. It is a guide that’s related to health, business, finance, and relationship. Ludovic started his career in sales 20 years ago. He sold for myriads of companies and consulting organizations. He also helped these organizations to find success in their sales. But before he went into sales, he wanted to become a doctor because of his interest in the human body. The downside to that is one has to spend over 12 years in school before becoming a doctor, which is something he cannot do. That made him ditch the college path. The deciding path His father died when he was young and he inherited some money but didn’t have a clue what to do with it. The amount wasn’t big but it was enough to offer comfort. He spent a year and a half traveling. He saw places and learned about many cultures. The experience taught him to be comfortable outside his comfort zone. After that, he fell into sales. He started selling mobile phones door to door. His lack of social skills became an advantage because he was able to absorb and pick up the things that work and that don’t. Ludovic also ventured into telemarketing and sold cosmetics over the phone. It takes many things to become a salesperson. One has to have a strong will and desire, persistence, and a greater purpose. Ludovic started to take on different types of sales jobs including doing sales over the phone, face-to-face sales, one-on-one, one-to-many, and others. He learned how he can influence peoples’ thoughts, emotions, and actions to be effective in the sales industry. The challenge that was the sale It wasn’t just the money and the people that prompted him to go into sales, it was the challenge in sales. He was hooked with the idea that people have patterns and salespeople can study what makes them tick and influence that. Unlike other new sales reps who are afraid of rejection, Ludovic was just fearless and kept pushing head-on. One of the challenges in the sale is the need of doing it repeatedly, like a cycle. He gets bored easily and the thought of doing the same thing over and over again for a long period of time was a huge challenge. He was able to fight against the boredom by just keeping on. He made the decision of not quitting. He was one of the sales reps who didn’t make sales consistently but his perseverance reaped good results as he started to make a sale after another. Closing a deal Closing a deal is exciting, elating, and motivating. He closed his first deal and kept closing deals. His career began to expand and his sales experience continued to grow. Ludovic started to use his talent to help call center companies. This, again, came by accident. His friend opened up a sales office and he tapped him for help to train his friend’s salespeople. The gig wasn’t going to last for more than a few months and Ludovic knew that. He went there and helped. Within three months, he was able to help the team grow their average revenue to five times more, totaling to $500,000 a month. After leaving his friend’s company, with his friend’s encouragement, he decided to make it a business. He then cold-called a few telemarketing companies and set up appointments. He observed sales offices and based his price on the noise he hears in the company. A telemarketing company that makes a lot of noise earns well while a company that doesn’t make a lot of noise means something bad is going on. When it’s quiet, it means he is needed. Looking back In Tim Ferris’ podcast, he always has this question to ask his guest: “If you could give your younger self a piece of advice, what would it be?” Ludovic said that he would do nothing. Where he is right now was because of the decisions he made along the way. Being the accidental seller that he was, he was able to use all the things he’s learned and picked up while being a seller. Learn as much as you can. Life doesn’t happen based on what things are supposed to be. As salespeople, we are to learn from the people before us. If you do this long enough, success will happen. #SalesMotivation “The Accidental Seller Series 1 - "Ludovic Vuillier" episode resources Find Ludovic Vuillier in any social media. He’s also got two websites, one is a personal travel blog and the other one is the goodlifemanifesto.com. Take some of the principles shared here and remember to not give up. Instead, make things happen. Reach out to Donald for any sales concerns on LinkedIn, Instagram, Twitter, and Facebook. We want you to join

What Is Social Dynamic Selling & Why Does This Work So Well? Many sellers appreciate how social dynamic selling works well. It’s effective and has connected more than 2 million consumers to their clients. Rylee Meek grew up in a small town in South Dakota but is now residing in Minneapolis, Minnesota. He lived in a town with very few opportunities but at the age of 15, he already had that drive to start earning money. He got a job at a pizza joint and made a minimum wage of $5.15 an hour. He dove into the entrepreneurial world at that young age. His family made a significant amount of money from network marketing and that impacted his path. He met many like-minded people who directed him to the right books to read. It was his initial step of taking that entrepreneurship role. He then started working with a network marketing company instead of proceeding to college. At 19 years of age, he was able to get his BMW but then he realized that his income came solely from the effort and from working up to 17 hours a day. So he started to do things differently. He worked for Prudential but then he wanted to work and sell to more people and not just family members and friends. He proceeded to take another job selling home remodeling. Rylee clearly remembered what the manager told him on that interview, that the job is 85% negative but he needs to focus on the 15% that’s positive to make it through. Until now, Rylee still believes in focusing on the 15% because that’s what matters. Getting 85 Nos to get 15 Yeses was all it took. Network marketing journey Rylee invested in several network marketing ventures and met many challenges along the way. At one time he became homeless after putting much of his money into a business in Mexico. Their company was shut down by the government and he needed to come back to the states. He spent some time thinking of the things he could do next. He was invited to a pitch presentation and that helped his wheels spinning. His first presentation was done a few months after and he made $2.1 million in sales. They then started recruiting, hiring, and training. When everything worked out well, Rylee stepped back from presenting and started doing coaching, training, and teaching their sales reps. Reaching the masses Rylee was earning well and could take his products to the masses but he didn’t have any passion for his products. While there are many businesses who have so much passion for their products but do not have the vehicle to take their products to the masses. He thought hard and brainstormed on all of the things that they’ve been doing right with their company from the coaching to selling their products and services. Rylee wrote everything down and that gave birth to what is now the social dynamic selling system. Social dynamic selling works well The core of social dynamic selling is dinner seminars. Invite people and give them a nice steak dinner. You then establish the presenter as the authoritative figure in that industry to gain the trust of the guests. After giving the pitch, you can ask them for an appointment and meet with them the following day to close the deal. It is important to create a message. It is an atmosphere where you’re sending an invitation directly to your potential clients to come over to listen to your presentation and craft that into multiple different verticals. It takes a little bit of money to make this happen and your product has to have a decent enough margin for this to work. Rylee’s team uses direct mail. Many may say that this method is archaic but they had a higher return on investment using direct mail. It beat all the other kinds of marketing including Facebook, Google, and SEO. The response they get from direct mail is crucial in any campaign. Regardless of the method that you’re using, you need to know and track your numbers to be able to see if you’re allocating your funds properly. Direct mails The competition in using direct mail has dwindled today because of the massive amount of junk mail that people get. Companies tend to forget that they are many ways for you to not make your mails appear like junk such as addressing people by their first and last name. Social dynamic selling works well if sales reps learn their numbers and not just the art of selling. As a salesperson, you need to know how effective you are and you will see this with your appointment rate, closing rate, and stick rate. There are so many components involved in any successful campaign and the first step is knowing your ideal clients. Use the tools available today to figure out your true customers. After that, you can demographically and geographically identify the best area to target those people. Choose the venue according to the result of that targeting. The next step is to craft the message and to create an invitation that’s compelling enough for the potential clients to take action. Everything must be consistent from the crafting of the message down to the day of the eve

How To Elevate Your Sales Game As a salesperson, you might have asked yourself the ways to elevate your sales game. Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader. He and Tony help individuals see their role in the organization. Salespeople can’t change the market, the economy, the way the organization works, and the standard of practice. Tony and Dug want salespeople to see the clear picture and help them realize their true potential. Elevate your sales game Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales. Sales reps must look at the pattern when they’re stuck. Do not have the tendency of beating yourself up and taking the fall when things go wrong or when you’re stuck. Assess the activities that have been holding you back as a salesperson and be aware of them. Look at the pattern of thought, the pattern of activity, and the pattern of focus. These may be small things that you’ve stopped doing like making your bed in the morning, praying, meditating, exercising, and whatnot. Most of us are running away from the pain but in order to succeed, we need to go through the pain. The best time to get a sale is right after you just made a sale. Listen to the power of momentum. You sell one and own it. Do not doubt your ability to sell, just get on with the selling and be carried by the momentum. Believe in yourself That belief in yourself is so vital in sales. It doesn’t matter that you’re shut down several times or that your presentation is put to a stop. You just have to keep going. Sell yourself first and have that confidence before you go off selling to other people. Salespeople have a moral obligation to help others even when they’ve said no for the first few times. You need to get over that objection in order to deliver the message. A great salesperson needs to get into that state of gratitude before going into the next steps in sales. You need to be truly present and get clear visualizations of your goals. You also need to believe in your product and the services you sell. In sales, your network is your net worth. Nothing replaces a full-on immersion and meeting people. The prospects are everywhere so you need to be always selling and offering. Look for strategic partners and find the opportunities and the people who are willing to invest their finances and their energy. Salespeople have skills and it's up to having the right training to be able to unleash those skills. Challenges in sales We live in a fast-paced society and everyone wants to speed up the process. Many are caught up in technique hopping when things go wrong. There are three pillars of extraordinary results to address this issue. The first is the strategies and the second is the action plan such as making phone calls, using technology and digging into LinkedIn, Instagram, and other social platforms. All these strategies are not going to work if they’re not implemented and acted upon. What most people do is they take action but they do it half-heartedly. This compromises the third pillar which is the mindset. They spend thousands on a strategy and then they move on to the next strategy. They move from one strategy to another and then if it still doesn’t work, they blame the system. Don’t do it with the belief that the strategy isn’t going to work in the first place. When you do your pitch, don’t do it half-heartedly. When you mail prospects, don’t send a blanketed e-mail because they’ll know that you didn’t put any effort into it. Make a personal email that shows them you care. Be willing to get vulnerable Salespeople who are crushing it on their sales are the ones who are willing to be vulnerable. They are the ones who are willing to be authentic and putting themselves at risk on a personal level. This is how they connect with potential clients. As a salesperson, you need to understand the value that you offer and come from a place of service rather than expecting. People will only do business with you and trust you when they see that you’re being authentic and honest. #SalesHacks You learn things as a sales rep when you push through the pain. Look at challenges in new perspectives and work your way around them. Master your ability to perceive what’s going on and change your relationship with the situation at hand. Push yourself ahead with every No you get. When you’re facing a slump and you’re wondering how to elevate your sales game, you need to evaluate your mindset and be present. Realize how valuable you are and use that to connect with clients on a deeper level. There will be more on this at the “Unleash the Power Within” event that’s going to happen at the American Airlines Arena on November 7-10. Day 1: Turn f

Sales From the Street: “I Almost Quit” We all face challenges and sometimes, the sense of defeat is so strong that the phrase, “I almost quit,” is so relatable. Luigi Prestinenzi struggled in his sales journey as well. His mom was great in sales and worked for Mary Kay, a global cosmetics empire. His mother won awards and was an icon within the company. All the success, however, came to halt when she suffered complete burnout. Luigi was seven then and he didn’t understand what was truly happening except that he saw his mom hustling and reaching her goals. Fast forward to 23 years later, Luigi also fell on the same path. Everything was working well for him but all of a sudden, deals fell apart and they just kept falling through. It was the first time that he found himself in a challenging situation. His manager talked to him one Christmas and he couldn’t focus on anything, not the festivities, his family, or the food. He questioned his life and his decisions and he started drafting his resume and looking for jobs. Despite that, he still went back to sales because it was his only option. Like other salespeople who got disappointed and might have said the words, “I almost quit,” Luigi also quit - almost. Changing the actions and mindset Luigi made a decision to triple his sales activity to make up for the last quarter. He realized that the best way to work through it is to change his actions and his mindset. He listened to Paul J. Meyer, the founder of the Success Motivation Institute. It was a 50-minute combination of different talks and he listened to it every day in his car. All the talks he listened to prompted him to start his pipes running again. Six months later, he closed the biggest deal in his company’s history. He also won the global sales leader award across 60 countries for that organization. Keep Going Luigi’s father was a migrant and he’d always tell him, ‘first in, last out.’ People would argue about that saying that it doesn’t foster a smart working mentality. He did not question his work ethic, but he questioned his mindset on things. He needed to change it because he’d still face the same problems at some point. There are a lot of salespeople these days who jump from one job to another every 12-18 months. They’re good in the interview process but the moment they hit a bump, they go to the next role. He didn’t want to be that person so he kept going. The imposter syndrome kicks in at your lowest points but that feeling shouldn’t let you down. Even when you close a deal, you somehow still feel like you just got lucky. No matter how successful you get in the sales industry, no matter how well you execute the sales process and help the buyer through the buying process, you can never control the buyers’ decision. #SalesTalk You can only control your mindset and the way you approach the situation. Break it down to image and pipeline. Image: How are you showing up? How are you getting up? How are you preparing yourself? What is your mindset to achieve success? Pipeline: Do the activity and get the hard work done. Don’t cut corners in what you do. Get these two done and the magic will happen. Do not focus too much on the scoreboard without getting the right mindset. If you’re not getting the target and you’re struggling, just go back to the foundation of success. “I almost quit,” is fine but never say, “I quit.” Sales From the Street: “I Almost Quit” episode resources Reach out to Luigi Prestinenzi on his LinkedIn account and check out his podcast, Sales IQ. He also talks about sales and does interviews with sales leaders. Do you have sales concerns and questions, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Many of us are hesitant to use video because of our own fears but it’s absolutely possible to use videos to increase sales. Brenton Crane isn’t from the advertising and marketing background. He is from data analytics and started his career in Washington D.C. as a statistician at the Census Bureau and analyst in the National Intelligence Agency. He then partnered with the brothers Neil, Jeff, and Daniel for a campaign. The combination of their creative skillset and his analytical skills created a system that makes advertising campaigns effective. The power of videos in the business The most powerful form of communication happens in face to face conversations between two individuals. These face to face interactions are how you make out the nuances of a conversation. This will allow you to listen to the tone, see the gestures and body language all happening at a subconscious level. Video is the medium that’s closer to that face-to-face action. When you talk to someone on the phone, you miss the body language and all the subconscious communication that’s happening. But with video, you’re able to capture a large portion of what happens in face-to-face interaction. Aside from that, videos are scalable. The people you can’t meet through phone calls can be met via videos. You can take your most effective salesperson and sales pitch and scale that up to reach millions of people using videos. Effective pitch through videos People have thought that the world of sales and marketing are two separate camps. In the advertising space, it’s often about infomercials or traditional branding styles like what you see in Nike and Apple. But it doesn’t work that way. You can blend those two worlds together. For so long, there’s been a competition between the two camps. The salespeople would trash the marketers and the other way around when in fact, they can incorporate together to create a great pitch. Incorporate a story in your sales pitch and put in brand humor, voice, and character to make it more memorable. #SalesTips At the end of the day, no matter how effective the sales pitch, it’s not going to build the long-term brand. Squatty Potty, for example, has the humor and the character and that what makes it memorable. If you break down that video for a sales structure, you’ll see that it follows the perfect sales structure. The sales structure The Squatty Potty has the elements are as follows: It has the hook It captures attention It shows empathy It understands the problem It presents a solution, It has a call to action for viewers to buy the product. When it still doesn’t work, then build that credibility. Make that call to action as soon as possible. There will always be a percentage in the audience who are ready and there’s also a percentage who are not quite ready. So, address their concerns and build that credibility. Give them another call to action after you’ve done that. Anyone can create videos. Creating videos takes hard work but everyone can learn how to do it. The principles that Benton’s team use in making a $5,000 video are still true in making a $500,000 video. It’s not much on the scope and budget, it’s more of doing the right thing at the right time. The Squatty Potty story Benton’s team just did a successful video for Poo-Pourri and when the CEO of Squatty Potty saw that video, he just knew that they needed to have theirs created as well. They came to Benton’s team and his team was initially cold since they just did one for the same product. But then they thought of ways on how to make it less disgusting to talk about and make it more proper and put together. They landed on the unicorn idea and it all happened from there. They made it safe, colorful, and less awkward to talk about. They had to reach a broader audience so they needed to do something a little more unexpected. Squatty Potty worked with Shark Tank and Bed Bath and Beyond prior to working with them. They were making $4 million a year and jumped to $25 million after they worked with Benton’s team. It was around that ballpark. Bobby Edwards, CEO of Squatty Potty, had the guts to put a pooping unicorn as the face of its brand. But the risk was worth it and took them to where they are today. If what you’re selling provides a real solution to the problem, then the video can work. It can be a sales tool and it can also be just a part of the sales process. Either way, it’s a powerful tool to use. Investing in video can go both ways, losing your production investment or gaining millions of dollars in return. Take advantage of the face-to-face component and use videos to increase sales. “How To Use Videos To Increase Sales” episode resources Connect with Benton Crane on his LinkedIn or via his site, harmonbrothers.com. For more sales concerns, connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are

How To Effectively Sell New Products To Current Customers Salespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal. Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years. His team did a five-year research project on how to effectively sell new products to customers and what’s so hard about it. Looking at the problem Thomas’ team looked at various factors: The different ways people sell The types of people who excel in the process The organization’s structure The culture that the companies/organization create The combination of these processes which is finding the right process, finding the right people, finding the right organization, and finding the right culture is the key to making this happen. The challenge If given a choice, most sales reps would love to sell new products because it gives them an advantage at the clients’ accounts. The question, however, is if they’d continue to put the same amount of effort from beginning to end. Selling new products takes a lot of energy and more time. Thomas and his team found out that selling a new product takes about 30-40% more time as opposed to selling an extension of a line. On top of that, sales reps need to meet with a lot more people in the buying process and develop a different network site to be able to sell. It is very resource-intensive. On the customers’ side, when you’re selling a new product, everybody wants to talk to you because people naturally want to know what’s going on in the marketplace. Sales reps become hyped due to the attention but not for long. When the reality sinks in, they’ll realize that there’s a change in the buying organization. It’s actually late in the sales cycle. This is problematic from the seller's perspective. What felt like traction would suddenly feel like getting stuck in the mud. Sales reps aren’t making any progress beyond the hype, they become discouraged, and eventually stop devoting effort in selling the product. When you face resistance, your numbers don’t go down quarter to quarter. What happens is that it becomes harder to figure out how to make that sale and investment. But if you persist, the effort will pay off in the long run. t can be difficult to make that commitment to selling new products when you have numbers to think of but in time, you will get there. New products take a while to sell Thomas’ research on several companies that did well shows that new products take a while to figure out how to sell. There are a couple of different types of mindsets for reps. One is the performance mindset sales reps who think of the quarterly numbers and the one who gets the joy out of learning and solve problems. Research shows that the trajectory of sales from these two mindsets is very different. Performance reps don’t invest in learning the product right after launch. The sales go down initially because they failed to learn how to sell the product. For learning-based reps, there’s a big drop early on because they spend that time learning the product instead of selling and marketing the product. In the long run, the sales of the performance reps recover but they go up only so much. For the learning-based reps, their sales go up at a rapid pace but it’s very late after the launch. Learn how to effectively sell new products to current customers by finding the balance. Finding the balance What this reminds us is the need to find a balance between these two sales reps. Find sales reps who go out and learn how to sell the product at the same time. Sales leaders need to give their sales reps ample time to learn the product, figure out how to work their clients and their pain points, and know the objections that may occur later in the sales cycle. After that, bring them back to the firm and redesign the sales process to sell the new product. Most marketing teams throw the product over the wall then disappear. Sales reps are left to figure things out themselves. Somewhere in the sales organization, sales reps are bound to dedicate some time to learn how to sell and anticipate objections later on. Not all sales reps are willing to devote their time to learning, so sales leaders should find the right person who is willing to learn and put in the time. Most sales training for new product launch often focuses on features and benefits, not on the marketing trends. The training doesn’t include changes in the buying process. Clients’ perception matters One example is a company moving from old-line media to digital media. Their sales force was asked to sell new digital ads in this new space. They had the knowledge they needed but they were worried about how to interact with the clients because they hadn’t interacted with them before. The manager

Sales From The Street - "Are You Firing Me?" One of the scariest questions to ask in this field is, “are you firing me?” You might have asked this yourself, out loud or in silence, but regardless of how, it’s nerve-wracking just the same. Andy Racic has been in professional sales for nine years and most of those years were spent serving HR professionals. These days, Andy is with a software company called Tango Health. They offer B2B software and outsourcing solutions to help professionals across the country. The beginning While Andy was living in Houston, he was working for an agency recruitment firm called Michael Page. The agency recruitment space is 100% sales: that is 90% sales and 10% consulting. They were in the business of the oil and gas market and despite the difficult times in the business, their agency was able to establish a good relationship with their clients. Out of the blue, one of their clients asked him to help find a recruiter. That was an alarming thing to hear because to him it sounded very much like looking for their replacement. It was a source of concern because the market was going downhill so their company was looking for ways to keep their clients and continue serving them. Andy ran that client inquiry to his manager and they dug into it. They discovered that the company was having a big project that would involve a lot of hiring for them. The company was looking at 30-50% growth and they were looking for more people. Andy and his manager went back to the drawing board and built an entire recruitment process outsourcing model for that company. They then made the call and presented the model for them and convinced them to trust them a little bit more instead of hiring another recruitment agency that they hadn’t worked with before. Putting the best foot forward There were doubts about whether what they did would work. The market was changing and the client could have gone in a different direction instead of working with them. Still, Andy and his team did what they could. Andy’s team did a thorough briefing on the situation with their client’s internal stakeholders and presented a team that would help in the recruitment process. He gave them the background of each individual along with their track record and the reasons why they’re a good fit. They won their trust and worked with the company, so to speak. Andy’s agency found a lot of people for them and delivered good results for them. When a problem arises, salespeople can always go back to the traditional process of evaluating the problem and going deeper to understand that challenge. When you know and understand what you are facing, you can create a solution. #SalesTips A good salesperson needs an open mind whenever he hears information because the snippets of information may make or break your business or the deal. Be on the lookout for what’s going on and dig in until the third level questions to ensure that there are no assumptions on your side. Make sure that you make the best out of any situation. When you’re talking to a client, listen intently to pick up something especially when things go south. Stay present when the client is speaking rather than making them repeat what they said because that’s how you win a deal. "Are You Firing Me?" episode resources Get in touch with Andy Racic via his LinkedIn profile. Make sure to customize your messages for a more positive response from Andy. You can also connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Creating Great Customer Experiences To Close More Deals Creating great customer experiences to close more deals is often a neglected sales strategy by many. That shouldn’t be the case. Dan Cockerell grew up in the hospitality industry. He went to Boston University and worked at Disney World for a summer. He officially joined the Walt Disney Company as a parking attendant in 1991 after finishing college. After 26 years and 19 jobs at Walt Disney, he decided to leave to start his own consulting company. Most of the employees in Disney who are working as executives in the operation started in the frontline roles to understand the customer experiences at the ground level. The beginning of Disneyland Walt Disney was ahead of his time. He was an animator and he wanted to create a 3D world where people could escape reality and step into movies. He wanted to create happiness together as a family. This was his original thought for building Disneyland in 1955. He kept the business clean, he was nice to people, and he valued them. People kept coming back because of the Midwestern values set by the company. Dan understood then that people are looking for experiences. Even millennials these days are looking for experiences rather than buying objects that lose their value over time. Experience, on the other hand, gains value over time. Disney had a great business model: to make emotional connections with people and have a great product and service to offer them simultaneously. The immense popularity of Disney parks stems from its ability to create experiences. Creating great customer experiences to close more deals Disney did a lot of research and measurements to help the company improve. They have round table discussions, group discussions, and surveys. They pulled out a group one year and made a survey on what makes them different and why people keep coming back to Disney World. The Disney team had their expected answers, including the fireworks, the hotels, the attractions, the food, the characters, and others. There are four things, however, that Disney and salespeople have in common. Disney makes people feel special They translated that to the cast members and they had a common purpose which is to create happiness for guests. Their team always looks for ways to make their guests feel special every day. It’s challenging when you have 50 million guests coming to the park every year. The same is true in sales: salespeople need to make their potential clients and existing clients feel special. Often times, it’s the simple things like sending them notes on their birthdays or when there’s something big to celebrate in their company. You have to invest in time with them. Disney treats people as individuals Connect with people individually and make exceptions depending on one’s situation. As salespeople, you also need to treat people as individuals. Don’t quote them because the policy won’t work for some of them. Figure out a way to make exceptions according to their needs to make them feel like individuals. Creating great customer experiences to close more deals doesn’t have to be expensive. It takes attention to detail in order to connect with people. You just have to hire people who are keen on taking interest in people. A team needs a good leader or role model. Show your people that you are approachable and you want to help them with their sales problems as much as possible. Talk to them and be with them. Seeing their role model in action motivates them to do better in creating great customer experience to close more deals. Get down with the best practices you can as an organization no matter how small these gestures are to make your potential and existing clients feel special. Think of the ways you can give your clients great experiences. Disney respects everyone Respect is basic. People who come to Walt Disney are treated equally regardless of where they are staying. Guests who pay $99 a night and guests who pay $1,200 a night are given the same amount of respect. Disney isn’t looking at the color of the skin, the language people speak, and where they came from. Everyone must feel welcome without prejudice. Salespeople must show respect to all clients regardless of color, language, or policy they are going to get. Even when, as a leader, you aren’t particularly fond of the organization you are in, you still have to take personal pride in your profession. When you treat your team professionally, they’ll also respond professionally. When the clients’ experience fails, it isn’t the fault of the sales rep but that of the leader. You might have hired them in an environment they shouldn’t be in, you might not have trained them, you might have failed to give them feedback, and/or acknowledged them enough. Leaders create the environment for their people then their people go and operate in that environment. #SalesQuote Be knowledgeable Salespeople need to know the product inside out and really believe in it. It’s a lot easier

Use Contact Marketing to Breakthrough to Anyone Prospecting is always a challenge for sellers, but it’s possible to contact marketing to break through to anyone. Stu Heinecke is a Wall Street Journal cartoonist, a marketer, and an author. Stu has been nominated for the marketing hall of fame twice and has authored the popular book, How to Get a Meeting with Anyone. There are many ways salespeople can contact their clients and make a breakthrough, Stu’s book helps you navigate the whole process of reaching out to various clients. Stu is now writing his second book about how business cards can help salespeople reach out to prospective clients and what makes these business cards so special. In the business industry, he helps his clients’ sales teams break through their top prospects. Contact marketing to breakthrough to anyone Stu is a fan of great business cards. Unfortunately in this digital day, clients aren’t keen on business cards anymore. The tables have shifted and they’re no longer given much emphasis as compared to then. This is saddening when in the sales world, a business card is the first conquest point to form a meeting. People just type out names and numbers directly to their phone and check them out later on. The thing about this is that most of the time, clients won’t even remember the name of the sales rep they talked to. Thus, we go back to the basics, only this time, we upgrade it into something more. From cards to devices Say goodbye to business cards and hello to engagement devices. The regular business cards aren’t impressing people anymore, especially those with long titles. So, instead of giving them a card, you give them an engagement device. An example of this is Kevin Mitnick’s card. It’s a piece of thin metal that has been cut out. When you try to pull out the little pieces, it gives you a lock picking set. You can see the details etched into the metal. The card isn’t just a card, it’s also a metaphor of what he does for companies. He makes virtual locks and offers it to companies to keep hackers away from breaking into their system. There are no logos, words, and descriptions in the card. The card speaks for what the company does. The goal is to make business cards serve as visual metaphors of what you do best. It still fits in their pocket but they use it differently and not only for when they give you a call. How does contact marketing work? These new business cards all tie up to the contact marketing model. Businesses should be able to set a baseline for a response. The goal is to have a 100% breakthrough to everybody that we make a bargain. You do that by giving them an impressive card that points to your landing page. Seeing how wisely done your card is, they’ll be more curious about what your landing page has in store. This might be the start of conversion. Stu’s book has a great compilation of stories about how they can begin their campaigns using contact marketing. His books are filled with ideas that you can borrow and apply to your own journey towards contact marketing to breakthrough to anyone. Reach people using relevant, timely, and high-value campaigns. #SalesHacks Do not be intimidated by the positions of the people you want to reach. You need to believe that you belong in that space because of the value that you bring. Contact marketing is sales and marketing working together. It’s a micro-focused campaign where you can spend some money, but the expenditure will be nowhere near the marketing costs. “Use Contact Marketing to Break Through to Anyone” episode resources Connect with Stu Heinecke on his LinkedIn account. You can also check out his books on Amazon. If you have sales questions, concerns, and great stories to share, don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales rep get from where you are now to where you can be in the future. Every seller should be making six- figures and this can be achieved with our rigorous training schedule and group coaching. Join us for a new semester beginning each quarter. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce high-quality podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What Are The 6 Critical Steps To Developing a Successful Sales Strategy? Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy. Lance Tyson is an author and speaker who runs his own training company. Tyson group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. It has been operating for 15 years and invested in Dale Carnegie Training in 2010. They work in the sports entertainment industry and one of their biggest customers is the football team, the Raiders. They coordinate with the sales team to sell premium tickets, sponsorships, suites, and others. They also work with Michael Jordan’s company and several tech companies where they coach, train, and consult with their sales teams. Lance isn’t just teaching; he is also out there grinding and doing all the sales work that his salespeople are doing. Six steps to developing a successful sales strategy Attitude, perseverance, and grit aren’t part of the steps. These things must always be present but let’s think of outcome first. In some cultures, the word relations isn’t great and it’s often overused. We prefer the term rapport. This is one of the three outcomes you need to go after. Partner rapport with credibility. While rapport gives you influence, credibility gives you people' trust. The third is one is showing a level of understanding. These three are the beginning of the steps to developing a successful sales strategy which is the following: Connect Evaluate Diagnose Prescribe Dialogue Close Connect We talk about connecting with others all the time but the conversation of connecting is different today. You may be trying to deal with a level of preoccupation by the buyer. You have to connect with people via text, email, or voicemail. You then talk to people and build rapport. The fragmented conversations can be broken down and taken to connect step to overcome preoccupation. This will lead to building rapport, credibility, and a level of understanding. Evaluate When you go to your doctor’s appointment, one of the first things they do is to evaluate you. The same is true in sales. We evaluate our prospects to determine whether they’re interested or not. Other businesses call this assessment while some refer to it as an opportunity. Whatever you call it, it’s the step where salespeople deal with the inherent objection of disinterest. Diagnose and Prescribe This is where salespeople make an educated guess. Ask yourself what they need most and do not forget about creating a level of comfort. A lot of salespeople walk in the door and make assumptions based on their grand experience, they then ask a few questions. You need to talk to the clients through their feelings and their thoughts. You need to look at their past, their present, and the future to make a good diagnosis. After the evaluation and diagnosis, you make a prescription. Dialogue and Close After getting your prescription, your next step would probably be talking with your doctor and asking questions so as to get a clear understanding of your health problem. In the same manner, after giving your prescription as a salesperson, your next step is to have a dialogue to overcome any form of objection. Ultimately, having every question answered, your next step is to close. Researcher or salesperson The biggest challenge right now is the confusion that most salespeople are stuck in which happens in the connect step. Inside sales reps are responsible for prospecting. You can’t trust everything that’s written on LinkedIn and you can’t just get somebody without fact-checking what their bio says. This creates a problem for sales reps because they often feel like they don’t have enough information to move forward. Thus, the confusion of whether to spend more time on researching about the prospects or looking for prospects to pitch. It gets harder because it takes at least six touches to get in contact with a target and another six to get an appointment. Salespeople are now trying to cheat the process and just connect because they’re exhausted. Many sales reps these days just sell their whole service in one move. They’d say it’s free and without obligation. This is a mistake that many salespeople make. Instead of getting on the phone and pouring it out in one go, sales reps must be patient and sell one piece at a time. In sales, don’t expect to get one yes; rather, aim to get a series of yeses. #SalesGoal If you can’t sell time, you can’t sell your products or services and that’s what people in sales lack: time. Getting better in evaluation We do a lot of sales assessment and we do predictive index studies on people to see where they’re weak and to know where to start on their training. We’ve seen that salespeople are often not good facilitators. What most salespeople do is spray and pray. They start asking questions right away without getting into the introduction stage of presenting what’s going to happen

Changes to The Sales Evangelist Podcast The time has come to bring some changes to The Sales Evangelist podcast. The TSE podcast has been around for six years and over time, we’ve been mentioned in a number of magazines including Yahoo Finance, Entrepreneur, Huffington Post, Forbes, HubSpot, and others. This all goes back to you for sharing the content with your friends and for helping us grow over the years. The podcast continues to evolve to adapt to the needs of the industry. Starting this October, there will be a couple of changes to The Sales Evangelist Podcast. Humble beginnings The podcast has been around for a long time and it’s because of your support. We kept on going and pushing forward because we have the passion and drive for it. We started with two episodes a week: one 10-minute tip and one with a sales expert who’d give us advice. We then jumped to doing podcasts three days a week and later on, to five days a week. The team grew and the quality of content improved. We started without getting paid but in time, opportunities and sponsorships came along. The six years presented great chances to learn from the best in the podcast industry and I’ve had the privilege of emceeing the Podcast Movement, the world’s largest podcast gathering. I met many podcast leaders who are very successful in the podcast space. The interaction taught me to keep improving the quality of the content to differentiate from the stiff competition in the industry. Changes to The Sales Evangelist Podcast The stats and community have spoken. The majority of listeners listen to two or three episodes a week, saying that they don’t have time and there are too many to keep up with all the episodes produced. We have decided our episodes from five a week to three a week. Of the three episodes, two of them will be 30 minutes long and will include guests. The Wednesday episodes will be 10 minutes long and will be a little different. Send in your questions, concerns, and challenges, and we will address them on the podcast. #SalesQuestions It is also a miniseries with a combo of interview, journalism, and storytelling. This will start in October and the first series is about the Accidental Seller and why 41%-43% of salespeople fell into sales. The next series will be about some of the most successful bestsellers in history and what made them so compelling. The episodes will go live on Monday and Friday mornings at 2:30 AM EST. Our friends from Australia can listen to the podcast after they get off of work. Our listeners in Europe can get access to it a little bit earlier. As for our great listeners from California, you can have your early morning grind while listening to our podcast. The podcast will also have a new look starting this October. We’re putting more focus on the storytelling aspect and research for our podcast. You can listen to the episodes on Pandora, Spotify, Stitcher, Google, and iHeart. The websites will also have some changes. It will be easier to receive a notification whenever a new episode loads. You can also opt-in to get emails and recaps of your favorite episodes. In time, we’ll also dive into YouTube. We are planning on repurposing our content to put it on YouTube. “Changes to The Sales Evangelist Podcast” episode resources You’ll start seeing these changes starting this week. You’ve all helped us grow and we want to know your thoughts. Don’t hesitate to connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. Wanting to learn and hear more about sales? This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales rep get from where you are now to where you can be in the future. Every seller should be making six- figures and this can be achieved with our rigorous training schedule and group coaching. Join us for a new semester beginning each quarter. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. One of the great books right now is Sales Management Simplified by Mike Wineberg, do give that a go. If you like this episode, do give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Even if you consider yourself a fiercely independent seller, you’ll sometimes need help from others because you can’t do it all on your own. Adam Carswell works for Concordia Realty Corporation, a private equity firm that invests in shopping centers. His company works with smaller mom-and-pop investors who can’t make million-dollar contributions and pools their capital with other investors. No siloes Adam worked as a residential realtor in 2017 when he decided he wanted to break free. He didn’t want to join a team and work within a system. He wanted to pursue his own course. He achieved significant success in his first year and expected the second year would be the same. Unfortunately, it was the opposite. Numerous deals fell through and he wasn’t sure what to do next. He was in a serious relationship so he hid his financial struggles, but that decision eventually blew up in his face. He looks back now and realizes that if he had swallowed his pride and accepted support from the people around him, he would have been in a better position. Though he doesn’t always get it exactly right now, he tries to apply the lessons to everything he does now. Lost earnings The fact that Adam had enjoyed great success prior to that point drove him to avoid accepting help from other people. He learned to routinely evaluate whether he was being prideful on any given day. Adam estimates that he earned about 50 percent less money the second year than he did the first year. Given that he hadn’t changed his spending habits over that time, it felt like a huge shortfall. Roadmap to success Every industry has a roadmap to success unless, of course, you’re paving a new path. Adam points to the fact that he came up with some creative, successful prospecting ideas, and he closed a few deals as a result. He dropped off Oreos once a month to one prospect. He hosted open houses on Sundays. He took advice and applied some of it, but he didn’t enjoy the resources of a larger team. His sister works as a realtor now for a company that has a big database, CRM, drip email campaigns, and other tools that he didn’t know how to set up. As a result, she has enjoyed early success. Find and develop experience using a sales process that works. Then you can tweak it to fit your individual style. #SalesProcess Blinded by optimism Adam points to his optimistic outlook as a reason he didn’t recognize the problems as quickly. He was blindsided by the shortfall because he operated with a continued belief that things would work out. Now, in addition to his experience, he points to his faith as a support mechanism. He leans on his belief in God to help him know what to do. He recognizes now that even when he was young his parents taught him that he’s never really doing things on his own. Someone you trust Adam advises sellers to get in with someone you trust and a system that works. Learn the system, even if it’s only for a brief period. Until you get comfortable making a jump or putting your own spin on it, stick to the script. Adam’s brother works in sales for a company with outstanding sales training, and he got lots of pushback when he tried to tweak the script during training. He learned that, at least at the beginning, you have to stick to the script, because they use it for a reason. It’s structured a certain way because that’s the process that works. The company has data and stats to prove its effectiveness. There’s no need for you to reinvent a process for a company that has already enjoyed success. Begin by understanding why they do it the way they do. Add value first. When you’re new, be willing to listen and do what you’re asked to do. Once you earn your stripes and understand the process, then you can do your thing more successfully. Outsource If you can find someone who can do a task 80 percent as well as you can, and you have the capability to outsource it, do it. You’ll free up time for yourself and give yourself room to grow. You’ll also make room for the other person to grow. Adam, for example, has a drip campaign that his virtual assistant operates, and she arguably does it better than he does. It allows him to maximize himself. Even at TSE, once I relinquished certain tasks to other people who were arguably better at those tasks, it freed me up to do the tasks that I’m really good at. I earned more money by spending a little money to outsource. A rising tide raises all ships, so it benefitted others as well. If there’s a new task you want to explore or a new project you want to do, reverse-engineer it. Figure out ways to accomplish the task with help from other people. You’ll elevate the people around you and increase your own value. You must have a team. You can’t do it all on your own. “You Can’t Do It All On Your Own” episode resources You can connect with Adam at www.carswell.io and then click on Adam Carswell. He’s on a variety of other platforms as well. If you’re a sales rep looking to hone your craft and learn from the top 1% of se

A good salesperson knows how to nurture “No” into “Yes”. Hearing No in the sales world is common regardless of what you sell or to whom you’re selling to. When you hear a no, you can’t just back down and give up. You need to get back on track and fix it. Craig Klein is based in Houston and he works in the energy business. He used to make deals with large oil companies and the deals would take a year or more to close. With that period of time and the level of complexity of every sale, he sought help from others. He began Sales Nexus to address that inefficiency. Today, his company helps other businesses to grow and aims to help everyone in the community give their fair share of making their community a better place to live. No is difficult to hear Craig was trained by Dave Blanchard for awhile. Dave does executive training and he talks a lot about our need to be right. Humans as we are, once the idea is planted in our head and we start dreaming about it, the idea becomes real. If that idea is taken away, we end up getting hurt. It is the same with sales. We meet our clients with big plans for closing the deal but when we turn up, we are told no and that hurts. There’s a lot of burnout in the sales position because sales reps tend to make many phone calls and end up getting No. The thing about it is that when we hear No, we tend to take a step back and sometimes, we don’t ever make a step forward again. Nurture “No” into “Yes” Salespeople need to learn to be a bit aware of themselves and to focus on the customers' needs, not on what they need. It’s also important to realize that sometimes, the prospects say “No” not because they don’t want to do business with you. They may be tied to a contract to your competitor or now may not be a good time. The primary way to nurture “No” into “Yes” is to have a sales strategy that makes you stay engaged with the prospects and build relationships over time. #Relationships It’s not efficient to just focus on who you can close this month, it’s also about focusing on the people you can close deals with in due time. Stay in touch For every No you get, you make sure to take their name, their email address, their phone number, and keep it somewhere safe. You always have to write down everything you have learned from this customer including their budget cycle and their needs. Then, you create a system that allows you to keep connecting with time and getting them engaged. Check them out every once in a while and ask them how they’re doing. Let them know that you’re there. Meanwhile, you can find somebody else who is ready right now. Just keep nurturing and keep moving forward. Change your mindset that you will close every deal you have because that won’t happen. Instead, think of every appointment as a way of establishing a relationship based on trust. Resonate to them that you came not just to close but to understand what their needs are. Salespeople are like doctors. Physicians don’t sell their service in a way that’s too in your face. They diagnose their patients and examine what is something wrong with them. They then show you the patients how they can help with the problem. The same is true for salespeople. We examine their problem and we show them how we can help. You don’t sell the product the moment you meet them. You warm them up and figure out what they need first before presenting your options. The automated email drip campaign Craig’s Sales Nexus Platform uses an automated email drip campaign in order to stay in touch with their potential customers. They take every lead and put it into their system and into an automated email drip campaign. The potential clients don’t just get generic emails, they get personalized email depending on what they need. When the time is right for them, they’d click on the link to their site and they’ll be notified by it. This is their time to give them a call and ask them if anything has changed. One of Craig’s clients used the auto-drip campaign and things have been better for them now. They used to have sales reps call chiropractors all day long but these professionals are busy and they don’t look at their phones most times of the day. Then they started putting the chiropractors’ name on the system, they searched for their needs, and on the things they focus on. They are then placed on their appropriate auto-drip where they get emails that are relevant to their needs. When they interact with the emails, the company is being notified and they get to start pitching again. The auto-drip system allows them to build relationships with prospects without compromising their sales rep’s manpower. There other ways to do it. Some are using the typical marketing system and sends out weekly or monthly emails to their list. Others also hire someone whose job is to focus on making mails and sending them out. “How to Nurture "No" Into "Yes" episode resources Reach out to Craig Klein by visiting his website. Check out the site to get downloadable PDFs on

Pulling Profits Out of a Hat Pulling profits out of a hat is something that salespeople are raving about. But how do you go about it? Brad Sugar has been in the teaching business for 26 years and now has coaching offices in over 80 countries. He’s also a published author with 17 books in his name. He appreciates being able to help others grow their business and keeps expanding his business to be able to help more people improve their sales. One of his recent books is Pulling Profits Out of a Hat: Adding Zeros to Your Company Isn't Magic 1st Edition. This book teaches companies how to get multiple growths instead of percentage growth. As salespeople, challenge yourself to multiply your growth. If your company grew by 15% last year, make it an aim to grow it 15 times more this year. The starting point is to believe that your business can multiply and have the right attitude in getting it there. Pulling profits out of a hat Every business person is a business owner. Whatever your role is, whether it be a salesperson or a sales leader, you have your own section of the business. Set your goals and be specific about them. What are the goals you want to achieve two times, five times, and so on? There are five core disciples mentioned in the book - strategy, business development, people, execution, and mission. You need to start with the strategy. Strategy Strategy can be broken down into four main points: Leverage Scalability Opportunity Marketability We define leverage as doing the work once and getting paid for a long-term basis. Bill Gates, for example, understood leverage. He made software once and he sold it forever. These days, Microsoft doesn’t sell software anymore. They make you pay for it every single month. Steve Jobs understood leverage after he got fired from Apple. He bought Pixar and found ways to sell a movie repeatedly in various formats. They sell their products and they set their businesses up in a way that customers buy it over and over again all the while making a lesser effort in selling it. Salespeople find this challenging because they’re not wired to do this. They are trained to do sales one at a time as opposed to the marketers who do multiple sales at a time. The selling one at a time mentality kills the business. A salesperson should remember all his strategies, from the short-term to the medium-term, and the long-term. Don’t go directly to the long-term strategy where you build your reputation with social media and create content. Start from the short term goal of picking up the phone and making a call. Scalability Brad defines scalability as the next sale should cost less and is easier to sell. Salespeople need to keep building, to look at what the product or services they’re selling, and how they’re selling it. Work the scales into your program and go backward. Think of ways of how you can continually make money month after month. Set goals that are based on the market and the opportunity size and not based on your own needs, desires, and previous results. #SalesSuccess Marketability Look for products and services that are easier to sell and check their marketability. Zappos has a good market. It sells shoes and many people want shoes. They want shoes now, they want shoes next month, and they want new shoes just to look good. The market is rich and they have a product that’s easy to sell. Sales, marketing, and customer service all have to go hand-in-hand. This is easy if you don’t want to grow your business but if you want to grow your business exponentially, you need to have a great sales system, a great marketing system, and a great customer service system. Break down the marketing to the most granular loads and work backward from there because that’s how you get good results. You don’t leave the basic steps of doing the call even when you’ve already made it to the building connection phase. Continue getting at least 20 connects a day or whatever number you’re supposed to reach as a sales rep. There is no limit on how many you must do but there is a limit on how little you must do. Testimonials and rankings are two of the most important things in marketing today. Find ways to make people give you testimonials and ask them to rank you. Value Another thing that would help you be better in pulling profits out of a hat is to add value. Keep learning because you can only ever own as much as you’ve learned to make. It’s also important to make sure that your sale is made before you turn up. In real estate for example, when somebody calls asking for an appraisal, do not just send them an e-mail. Make it more personal and let them know why you’re the company for the job. Send them a box filled with the magazine where testimonials of your customers are found. Deliver it to them as fast as you can. When the prospect gets the box, they’ll think you’re a genius and they’ll want to work with you because you aren’t just an email. You are as visible as the testimonials in the magazines show. This

For organizations looking to expand their footprint and extend their reach, these 3 tips to improve closing will help them achieve those goals. Johnny Lee operates a sales and marketing firm called C Level Partners that helps organizations expand their footprint, gain new clients, and move in the direction of their goals. He believes that sales is everything. His experience from the management side, from the individual side, and from the sales rep side gives him a unique multi-level vantage point. Listen to understand The biggest challenge Johnny Lee consistently sees is that sellers listen to reply rather than listening to understand. He recently carried out a DILO, or a “day in the life of” exercise with a lean, mature team that all suffered from the same problem. They all listened while waiting for the opportunity to explain why their company was so great. Sellers master the art of articulating their value, but before we win in the marketplace we have to master the art of listening. We’ve all heard it before, perhaps in the saying, “Telling is not selling.” But if we truly applied this truth to our everyday behaviors both in and out of business, we would know exactly how to articulate our value proposition to become the solution that the prospect needs. Exhibit empathy In many cases, the discovery call that precedes the demo doesn’t actually help the seller understand the challenges the seller is facing. In order to understand the problems they are trying to solve, you must listen and develop empathy for the pain they are feeling. Empathy helps us understand why people do certain things and how they end up where they are. When you care about helping people, you’ll be able to support them while they tackle the challenges they face. When we ask questions that lead them down the path of discovery, our prospects will outline exactly what they need and how you can help. Empathy acknowledges how the existing challenges affect the company’s bottom line and understands how important it is to consider shareholder value in the face of problems. Empathy cannot be rushed. When you communicate that you’re with them in the challenge, you’ll become a trusted advisor. You cannot begin the work of solving a problem until you understand several things. You must understand the challenge and how the prospect got where he is today. You must understand whether he seems himself getting out of the situation. You must understand how impactful it is for the business if he doesn’t get out of the situation. Once you build empathy and understand those three things, you can begin the next step of prescribing. Prescribe with confidence There’s a fine line between arrogance and confidence, and you must prescribe solutions with confidence. An arrogant person might immediately say, for example, “I have exactly what you’re looking for.” Arrogant people don’t listen. When you do step 2 right and you have empathy and understanding, you’ll find yourself in the position of a therapist of sorts. Like a therapist, you have to be welcoming, calm, and professional. Therapists don’t say, “Wow, you’re messed up.” They also don’t say things like, “I’m exactly what you need to solve your problem.” Instead, they operate with confidence, saying things like, “I’m so glad you took the first step. I’ve dealt with similar challenges before and I know we can get where you want to be.” Therapists become trusted advisors. They communicate that they are looking out for the patient’s best interests. Confident sellers must do the same. Pay attention to tonality Tonality is critical to communicating the right level of confidence. Be enthusiastic. Be happy and excited that you’re speaking with a credible person. Recognize the two different kinds of buyers: technical and economic. Technical buyers are people who can use your service but can’t make the decision to buy your service or product. Economic buyers make the ultimate decision. There are two different ways of closing those two kinds of buyers. Because you can only engage a technical buyer for a certain period of time, you’ll eventually have to divert to the economic buyer. Know how to ask questions like this: “I know you’ve been looking to address this challenge for quite some time. Is it common in your organization to bring the CFO in at this point to make the final decision?” You must sniff technical buyers out early in the sales process. Never ever give a proposal to someone who can’t buy. Using phrases like “this is what we have been doing,” and “working with companies like yours,” communicates confidence. Eliminate phrases that include “I think,” or “it should.” #Tonality Confidence Passion is extremely contagious. You have to know when to elevate a pitch or speak faster or slower. Johnny Lee is a firm believer that tonality creates the environment. Because prospects who are on the phone can’t see you, they are still picturing something. They are picturing whether you’re tall or short, aggressive or not

How Do I Deal With Unresponsive Inbound Leads? There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your website and who give their phone numbers and emails but don’t want to talk to you doesn’t have to be difficult. It is true that many who visit your site want the freebies and they ghost you for reasons you can’t comprehend. The sales reps are frustrated because the appointment is not getting through, nor are the emails, or the calls. This happens because we’ve conditioned the buyers this way. We’ve taught them the concept of opt-in. They give us their emails for emailed permission-based marketing and we call them or mail them to get an appointment. Other companies are doing this as well and buyers know the pattern and are now looking for ways around it. They often give a bogus email address or an old one that they no longer check making it next to impossible to get in touch with them in the first place. Deal with unresponsive inbound leads There are two ways to deal with unresponsive inbound sales. The first one is connected to marketing. Examine what you’re offering to the prospects and extend your offer beyond your freebies. They may not be ready to purchase yet and they just want to review your offer so give them something else they can munch. Include another link to something else within your gift. Try to put an invite to your webinar. They can click inside the opt-in to see what the webinar is all about. Engage them further and nurture them into actual leads. Give them something a little bigger, perhaps a one-on-one free consultation session or your phone number. Turn the opt-in into a strategy session to be able to talk to your prospects. For qualified leads, engage them further by giving them more information. They will qualify themselves and they will give you their phone number and have a conversation with you. Once they go to your webinar, they become converted leads which allows you to give them a pitch or offer your product for 15% off. Give the prospects what they want in order to get what you want. #SalesTips Give them the piece of content and education on the webinar to get the conversion going. As a salesperson, deal with unresponsive inbound leads by giving them what they want first. You can also use a thank you page as a dual opt-in or a webinar sign-up page to further turn your unresponsive inbound prospects to interested prospects who want to learn more about the business. Stop the old school strategy Deal with unresponsive inbound leads by letting go of your old school strategies. Stop sending a generic email which contains the usual information about the company, the features and benefits of the product, or the invite for a phone call or appointment schedule. Emails such as these are long and asking them for a phone call at the end of it is a huge jump. Shorten your email and change your subject line. Go for simpler yet impactful opening such as, “Did you get the download for this or that?” The recipient will see your name, your signature, and all the other necessary information and he is bound to answer a resounding Yes. They need to recognize you as an individual. This is when you ask! Ask your question when they’ve already responded to your previous mail. If they reply with a Yes, ask them for a phone call to answer any questions they might have. If the prospect shows interest and gives his phone number then quickly respond by giving a phone call. The key is to follow up right away. Have a 2-step strategy for prospects who are not ready to buy right away. Make it your goal to make them reply to you before you ask them to have the sales talk with you. Remember that buyers these days are cognizant of opt-ins so warm up to them by using this 2-step strategy. If you’re doing insight sales and you’re responsible for all inbound sales, you might want to ask them what prompted them to download the content. Do what you can to engage them in a conversation. “How Do I Deal With Unresponsive Inbound Leads?” episode resources Build stronger value and have more meaningful conversations with your prospects. Close more deals and challenge yourself to go out and do big things every single day. For sales concerns, you can connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 modules and you can get the first two modules for free! If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit

Write Your Company’s Obituary: Identify or Rediscover Your Company’s Purpose Having to write your company’s obituary sounds a bit morbid but there’s a good reason why doing this is important. One result is that doing so will help you identify and rediscover your company’s purpose. Josh Levine is a culture company strategist and works with technology, social enterprise organizations, and firms to help them improve their work. His goal is to make the employees love what they’re doing by building strong relationships, higher trust, and deeper engagement. Josh published a book called Great Mondays: How to Design a Company Culture That Employees Love. It talks about all his learnings for the past 10 years in advancing the idea of company culture as a strategic advantage. It defined what culture is and gives people the tools that they need to improve the culture. Write your company’s obituary This was a tool that Josh’s mentor used and many clients would react negatively upon hearing it. There is more to sales than just putting the product out there and selling it. It’s more than just the numbers. Doing business isn’t only about the money; it’s also about understanding what you are trying to do with your company and with your life. This is also about knowing your own purpose and helping the organization discover its ‘why?’ Imagine that your business closes its doors after 30 years. Don’t think of the reason why it shut down. Your goal is to write down two or three short paragraphs about why your company will be remembered and will be most missed. This will give you the opportunity to see what you achieved that made the difference. Josh’s team works with a board executive team and leadership peers together. They make teams write because what matters isn’t just the end result. They also consider the kind of language, the words, and the phrases used together. Obituary exercise Don’t stop short of the fantastic. When you start writing your company obituary, you need to go beyond how far you think you can make it. Be bold about the things that you think your company can achieve. #Salessuccess The point of the exercise is to come up with your achievements and look for the possible ways that you’re going to achieve those. Josh had a client who said that they would solve poverty. It’s a far-fetched goal and impossible to do but it didn’t keep them from aiming to do so. When the discussion happened, the team thought of how to make it work and figured out that their technology connects communities together. The community that works together will solve poverty. With that, their previously written achievement of solving poverty now sounds plausible. Define your purpose Next, you have to define your purpose. The company’s values are the hows and the company’s purposes are the whys. Businesses and companies need to figure out the why behind what they’re doing. You won’t be able to find your purpose if you’re thinking about this quarter’s return or this quarter’s sales numbers. As a sales leader, you can help define the purpose by shaping the culture of your company according to the company’s vision. You can help strengthen the team and find the values and purpose of the company over time. Components of a company's culture There are six components mentioned in the book Great Mondays. The first three are as follows: Purpose Values Behaviors The first two define the company’s purpose and values. The third component is behaviors. Behavior is the center point of culture and is what you are trying to adjust to help people make better business decisions. The next three are the following: Recognition Rituals Cues Recognition and rewards have been used in businesses. These are effective strategies in aligning behaviors to build and strengthen the synapses of culture. Your goal is to spread your culture and share the behaviors. Keep reminding your peers why they’re in the business and getting the people back to the top of the pyramid. Love what you and find something that you believe in to make everything worthwhile. “Write Your Company’s Obituary” episode resources Great Mondays: How to Design a Company Culture That Employees Love is available on Amazon. The purpose of the Write your company’s obituary exercise is laid out in the book. You can download the supporting materials for free at [email protected]. You can also sign up for newsletters, one minute Monday, and case studies. We will e-mail you all the necessary information for building cultures that matter. Connect with Josh Levine via Twitter and LinkedIn. This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscrib

When I asked The Sales Evangelist community what they wanted to know about sales, one of the questions that emerged was, “Why do salespeople talk so much?” It annoys a lot of people, primarily because if you talk too much, you’re probably listening too little. Persuading people Somewhere in the growth of the sales industry, sellers convinced themselves that talking would persuade buyers to make purchases. We believed that if we talked more, they’d hear us more and they’d more likely believe us. As a result, they’d say “yes” more. Unfortunately, that just isn’t true. The greatest salespeople listen more than they talk. #ListenMore You’ve likely heard the adage that you have two ears and one mouth, so you should listen twice as much as you talk. If you pay attention, you’ll likely discover that the best salespeople are those who use their speaking opportunities to ask questions. They seek to understand their buyer’s perspective and to stimulate conversation that helps them gather important information. Stimulate the buyer Let’s go back to the scenario we discussed earlier in the week. If someone owns a car that costs them a lot of money every month for repairs, you could ask that person questions to help him realize that he has a problem. If you walk him through the math and help him understand how much that amounts to every year, he may find that he could be driving a much newer car for the same price. Good sales reps will ask questions that will help him realize the problem on his own. Why are you spending that much money on your car? If I could show you how to spend one-fourth of that amount and get a reliable vehicle and still have money to save, would you be open to learning more? He’ll likely be willing to at least learn more. Features and benefits Without even discussing features and benefits, you’ve inspired him to consider his situation. You said nothing about the radio, or the seats, or the transmission, or the exterior of the car. You helped him persuade himself to explore the possibilities. Many sellers dislike the awkward moments in meetings when things get quiet. Each side wonders what the other is thinking and, as humans, it just feels wrong for us to sit in silence. We assume the buyer is thinking something negative. A Harvard study found that when people talk about themselves, it triggers the same pleasure sensations as food or money. The study also found that volunteers who were offered a chance to earn money by answering questions about other people passed up potential earnings in exchange for a chance to talk about themselves. We’re more comfortable talking about ourselves because we’re confident about it. The conclusion is that sellers who want to fill an awkward silence will likely talk about themselves. Meeting prep Sellers who prepare for meetings would more likely understand the situation and the buyer and his company. As a result, they'll be more confident in their understanding of the customer’s challenge. They’ll ask appropriate questions that help the buyers travel down the path to making a decision. Write some thought-provoking questions prior to the meeting. Challenge your prospects’ way of thinking. If you feel awkward about a specific question, you should probably ask it anyway. If your prospect seems to be avoiding a topic, see if you can find a way to bring it up anyway. The conversation will either progress toward conversion or your prospect will decide he isn’t ready for change. Study the customer and his company. Learn about the potential problems they are facing and figure out a way to solve them. “Why Do Salespeople Talk So Much?” episode resources If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! You can also connect with me at [email protected] or try our first module of TSE Certified Sales Training Program for free. This episode has been made possible with the help of TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify. You can also share this with your friends and colleagues. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales From The Street: "The Heart Flow Sales Process" Sales is a process and every salesperson has to master the heart flow sales process before expecting results. Janet Clark’s company, The Freedom Shift, is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult. Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. It was only five years ago that she started selling high-ticket transformation programs for top-level coaches and consultants. B2B selling and transformational selling In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money. Their decision is still laced with emotion but it’s more of making the right decisions so as not to lose their jobs. In transformational selling, a coach or consultant is selling to a company owner who makes a decision to invest in himself to reach a new level of personal growth. A coach or consultant talks to a person who spends his own money. There are a lot of emotions involved in making the decisions of doing high-ticket investments yourself . The key to connect with people is to reach them from the heart, hence the heart flow sales process. Every letter in the word Heart Flow stands for one of the steps in the sales process. Factors to consider Two things need to happen before someone invests in a high-ticket program. Number one, the prospect has to know that the program works. They need to feel a level of trust in the person delivering the program. The second factor is for the prospect to consider whether the program will work for him. Marketing and the qualifying piece answer that question. Talking to the prospect about the program and how good it is alone wouldn’t result in a closed deal unless the conversation goes deeper and they figure out where their fear is coming from. The Heart flow process is not hardcore selling and it’s not manipulative. Most people need a push and not manipulation. Sometimes, they need to borrow the confidence of the salesperson in order to make big decisions. There is a fine line between being confident and pushing somebody a little beyond their comfort zone and doing something manipulative. People who make investments need to see results and they won’t get the results they want when you bring them in the program in a coercive way. Heart Heart Flow is divided into three sections and as mentioned earlier, every letter stands for a step in the process. Hello Explain Ask Recap Teach Hello is the greeting. It’s when you sit with your clients and figure out who they are. This is where you build rapport. Next, is to explain how the call is going to go. Set the stage right away and do an agenda before the call. It is important to take the prospects through the process in order to steer them in the right direction. Ask, because fact-finding and interviewing are two important parts of the sales process. Learn to ask the right questions and the typical objections in the program you are selling. When you realize that the person is not a qualified prospect, you go to the next section. Recap the things that they’ve said to ensure that they know you’re listening and absorbing the information they gave you. Teach is the transition point where you start giving them some information. It’s important to teach them something that they’re not aware of and give them that eureka moment. Teaching them little things that they don’t know or might have known in a way that is an Aha! Moment. Flow The next section is Flow. Feeling Layout the offer Own the silence Wrap it up Feeling is asking them how they feel about what you’ve said. This step makes them reflect on the things you’ve said and respond accordingly. This brings you to the next section, layout the offer. This is where you explain to them that what you just taught them (in the Teach step) is incorporated in this program. Layout to them the elements and the components that make the program work. It’s more of the benefits and results of the program rather than the times of the day you’re going to do the coaching calls. Own the silence and don’t make the mistake of owning the talk after you’ve laid the offer. It’s important to mute yourself and let them come up with what they’re thinking. The last step is to wrap it up. Answer their questions and move forward into getting them into the program. There is science to the sales process and a way that it needs to flow. There’s also an art to sales so that every person brings their own artistic way of doing the process. The heart flow sales process allows you to be creative but still keep the process flowing so that you can stay on track. Refrain from reading a sales script and do it in a natural form

Modernizing the software demonstration can help prospects better understand your product value and keep your digital buyers connected to your product throughout the buying process. Greg Dickinson is the CEO and founder of Omedym, which is “my demo” spelled backward. He’s trying to help businesses utilize today’s latest and greatest technologies to augment and improve the digital demo process. Product experience Most sellers can point to a personal experience in which a bad product experience eliminated a vendor from consideration in the buying process. You won’t necessarily win the deal on the first demo, but you can unequivocally lose it. #SalesDemo People tend to have different processes and sometimes the more junior players are the ones that are giving the top-of-the-funnel demos. If you ask your team members to each give a demo, you might find yourself wondering if each person is selling the same product. The demos can be that different. Digital buyers Buyers are more digital than they were five years ago, which is the biggest challenge in the software demo industry. The average software buyer spends 5 percent of the buying process with the sales team. So if you think about the “request a demo” button on your website, it’s your first interaction with a potential buyer. For most companies, that button generates a pop-up form, and the bounce rate in the industry is 85 percent. People at the top of the funnel want to learn a little more about your product. Maybe they read some content about your product and they want to see a video. When a form pops up, your digital buyer leaves your website. Sellers, ask yourself as a buyer whether you tend to fill out forms in this situation. If the answer is no, why do you expect your own buyers to do so? Instead, websites tend to hold demos hostage by scheduling them or exchanging them for an email. Your prospects want to engage and understand your product. Modernizing the software demonstration can help your prospects get the information they need to make a decision. Inside sales The going research suggests that buyers want to see the product you’re offering within the first two minutes of an interaction. Your solution sounds great, and it solves a problem they are struggling with, so they want to see the product. Typically, the inside salesperson will insist on asking a bunch of questions and booking a discovery call and then a demo. By the end of that 3-week period, you’ve lost the buyers’ attention. In response, some companies have allowed the inside sales rep to give the demo, but that usually doesn’t work. The inside sales rep wasn’t trained to do demos, and she may not have the skillset to do them. Demos are more than a “show up and throw up” proposition. They are hard. Your customer wants to feel like he’s in control of the sales process. He wants to see what he’s buying. Video demos Greg said that even the companies who are posting one- or two-minute videos to demonstrate their products aren’t getting a good response because they are effectively spraying-and-praying. They generate four or five snippets that they hope will address their buyers’ questions. Greg’s technology allows you to create your best demonstrations, and then interact with the software to get a personalized demonstration. If you want to know whether the software can do parallel workflow, the software will bring you to the right asset and the right section to find that answer. Instead of searching through 10 or 15 separate posts, the user can find the content he needs. The average watch time for a business tech buyer is just over two-and-a-half minutes, so allow them to ask a question and see a relevant demo. Build a picture Think of your typical buyer’s team. It isn’t just one person. It’s usually multiple people with different points of view and different ideas of what’s important in the software. If you can allow your customers to ask questions and then have the streaming of the video and the demo to that person at that moment, it’s much more impactful. Perhaps more importantly, Greg’s software records all the activity so that the marketing and sales teams know the buyer’s intent. What was Donald’s interest? What did he watch? How long did he watch? What questions and follow-up questions did he ask? Once you gather this information, you begin to build a picture of Donald. The self-guided demo allows the seller to understand what Donald’s interests are so he knows what to talk to Donald about. New world Your customer wants to talk specifically about how you can help ease his pain. Whether you call it the consumerization of the business buyer or the Amazon effect, people are used to buying things a certain way. That attitude doesn’t change when we’re at work. Buyers want a certain part of the sales cycle to be self-guided. Then, when they are ready to engage with sales, they want to begin with the topic that interests them rather than starting all over again. Digital footprint Buyers can get