The Sales Evangelist

Claimed
A daily Business, Entrepreneur and Marketing podcast featuring
 3 people rated this podcast

Best Episodes of The Sales Evangelist

Mark All
Search Episodes...
Getting to know Cody Butler Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages.  Crafting effective outreach message One of the biggest mistakes people make is the lack of brevity. Everyone is so busy they’re sending messages that are dense and hard to navigate.   The messages Cody sends taps into clients’ biggest existing desires. You need to figure out what they want before sending an outreach message.  The goal is to get the person to engage so don’t ask too much in the first email. In this initial email you only need the prospect to raise their hand and say yes!  The second email provides the overwhelming your solution is what they need and you offer a very low key call to action.  In all your communication, what you are looking for is to mitigate potential objections to get the outcome that you want.  Go to Reddit, Quora, and other forums if you’re not entirely familiar to get more acquainted with people who fall in your niche. In forums, you don't have to present the answer, you just need to ask the question. Ask questions pertaining to your brand and niche to really narrow down the interests of your target audience. You also need to understand the questions people are asking.  The people reading your outreach message shouldn’t be able to answer with, “So what?” It should be a message that requires a Yes or a No.  Keep it simple and benefit-driven. At maximum, an outreach message should be two sentences long. Don’t let it sound like  you’re deciding for them. Let the market decide if the message is going to work.  Personalize your messages and instead of the subscribe/unsubscribe link, go for the stop receiving these emails or don’t email me again.  “Crafting an Effective Outreach Message That Gets Responses” episode resources  Connect with Cody Butler via LinkedIn and also check out Cody Butler’s book, The 90 day Marketing Plan. Visit his official website to learn more.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Today on The Sales Evangelist, we’re joined by David Garcia. The current CEO of the pre-employment background check company ScoutLogic Screening, David’s 25 years of experience in B2B sales and marketing has made him well-accustomed to asking the right questions. With a specialty in big enterprise deals, David developed a strategic sales method to optimize his success chances. He’ll share some of that methodology by telling us four things to consider when drafting sales questions based on a customer’s personality. Rethink your role in the sales process.  Sales is shifting away from a sales-driven approach. Consider yourself more akin to an intelligence agent. (Think Carrie Mathison from Homeland.) Why is this important?  Because sales today is 80% research and 20% asking questions. Salespeople are versed in researching a company: check reports, Twitter feeds, social media; you can learn a lot that way. But when David says research, he means to learn about the buyer - the person on the other end of the call or table. You know this, one of the best ways to build rapport with someone is to find a common interest.  Discover your prospect’s learning style. You need to uncover what that person’s learning style is or how they absorb and give information. We all have four primary learning styles: listening, visual, reading, and tactile and touch. David recommends finding out either from others through research or even asking the prospect directly.  Find your prospect’s personal win. This tip is the most critical, and it’s important to remember that your prospect’s personal win might not align with their business objective. When crafting the value proposition, you want more than to get the organization’s goal. You want to provide a way the prospect can keep building bricks towards their personal win, whatever it may be. Strategize the questions you ask. In the age of zoom, people have less time than ever to answer questions. Buyers don't want to give you a lot of information anymore; they want solutions. They want to know that you're coming with expertise and advice. Think about what’s most important: where are they at in the sales process? What's going to move them to the next step? What is David’s major takeaway? Do your homework upfront. Grab pieces of information when you can; even a half-hour of research on a buyer will make you a better salesperson. Want to get in touch with David? Email him at david.garcia@scoutlogicscreening.com This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and  G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today at https://nethunt.com/tse. This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX. 
On today’s episode of The Sales Evangelist, we’re joined by David Goings, self-professed sales nerd and current SMB team lead at LogicGate.  David believes in making an impact in the prospect’s sales journey. Sales, at its core, should bring a positive impact to your customer’s lives. You might do that through your products and services. But also, sometimes it's just in the experience that you have with the customer. From an inbound perspective, you need to consider where the customer may be in the buying process. With an inbound conversation, the prospect may have already identified that problem internally.  In an outbound conversation, you may have just pique someone's interest. But the prospect is still identifying the problem.  David’s Three Tips to Avoid Conversations Feeling Like an Interrogation Change your mindset. You need to come in and understand that your job is to help the other person, not to make a sale. You morally can't pitch products and solutions until you know the prospect’s current situation and goals. Set expectations for both you and your prospect. It all starts from humans wanting to know what's next. For any kind of business setting, especially a first conversation, ease the customer’s mind and let them know what will happen in the conversation. Bring a perspective. Young professionals have a hard time feeling they belong in the room. They're not an expert. But while they may not be an expert in their industry, they’re experts in buying technology, in their customers, and their customer’s stories on how we've impacted them. Here’s a bonus tip: ask layered questions to understand your customer’s needs. David uses the TED acronym: tell me, explain to me, describe to me. David’s advice for the sales professional: The way we do things as sales professionals in the sales process can be the differentiator for us. Unpack and understand your “why” as a sales professional. If you can get behind your “why,” it positively impacts the customer. Read “Selling with Noble Purpose” by Lisa McLeod. Want to get ahold of David? Reach out on LinkedIn (and be sure to congratulate him on his recent job change.)
In today’s episode of The Sales Evangelist, Donald Kelly gives us the scoop on one major closing question you’re neglecting to ask. But first, let’s picture this scenario. Dave is a salesperson who has been working with his lead, Bob, for three months.  His sale is in the bag; he gave a fantastic presentation, his sales engineer answered every question the prospect had, and Dave sent them a proposal. Despite going through every step in the process, Dave didn’t get the result he wanted; he got hit with the “we’re going to need some more time to think about it” conversation. Where did he go wrong? It’s simple - there’s one question he forgot to ask. The ultimate question: Would I make this purchase based on the same information I know if I were the buyer? Sales is shortsighted - we’re focused on our pipeline. Dave was focused on meeting his quota, impressing his manager, and making sales rather than his prospect’s needs.  How can you ask this question to improve your sales strategy? Habit #5 of “The 7 Habits of Highly Effective People” - Seek first to understand, then seek to be understood.  Consider the context of the buyer. What business problem are you solving for them? Look at the industry they’re in and their relationship with the software to make informed decisions. Did you give the buyer a parachute in case things go south? Did you give them an out? Not every deal will close - that’s just a given. But asking this question will provide you with more predictability with closings.  If we are more diligent in asking questions and analyze the deal from the buyer’s standpoint, your sales will increase.  Donald’s ultimate takeaway? Start the conversion process earlier. Ask your prospects, “based on what you know, do you feel confident moving forward?” If you fix any problems early, the prospect will have a higher degree of confidence at the end of the sales process. Connect with Donald on LinkedIn and let him know if this helped close more deals.
On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales. Why is listening important? Humans aren’t meant to be good listeners. It’s difficult for us to sideline our egos and focus on the goal instead of the people while in conversation. Because it can be a rarity, actively listening while in the sales environment (or any environment) can be the differentiator between you and your competitors. Key steps to listening: Limit variables during an interaction. There can be distractions in your mind and environment that prevent you from listening. Have a good plan going into the conversation. This can limit distractions and result in more efficient and positive discussions. Michael’s three points to enhance listening: Have a plan - Focus on what you have instead of what you don’t. Limit your own internal monologue to focus on the conversation at hand. Be patient and let the conversation come to you - When people are stressed, they tend to fall back on what they know. For sales situations, this is likely your product or service. Dominating the conversation in this manner can result in turning a prospect off the sale. Listen for intelligence, not information - The traditional sales methodology was to listen for specific pain points and use those points to place a prospect in a particular box. However, this method ignores the nuances of the sales situation. The reasoning behind a motivation is just as, if not more, important than the motivation itself. How can you use listening to differentiate yourself in the market? Research shows that only about 14% of the factors we believe to be differentiated are actually different in the market. So, how can you stand out? Prospects often expect a salesperson to sell their product, not provide value. When interacting with a prospect, think about how you can provide a clear value to them. Not only will this surprise them, but the unsolicited nature of the value opens the door for more robust communication. Teaching is the most essential part of selling.  Michael’s main takeaway? Let the conversation come to you. Learn more about the programs and services Micahel offers at InQuasive, or find him on LinkedIn.
In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time.  What problems are you trying to solve today? Your goal is to get deeper and to figure out the problem the prospect is trying to solve.  Why is that a particular problem right now? This allows the prospects to vocalize what they think the problem is.  What’s the source of that problem? This will help the prospects think of the source of their problem if there is any.  What would happen if you don’t do anything today? Ask them this question to put the decision back. Don’t use this question right off the bat. Only use it when you’ve already established some rapport. Why is it a priority today? It allows you to figure out why there’s an urge to solve the problem.  Why hasn’t it been addressed before? This question allows you to probe deeper into the problem of the prospects.  What would a successful outcome look like in, say, for example, six months from now if we work together? It paints the bigger picture that you are both on the same page and that you’re already visualizing the partnership.  If you don’t choose our services today, do you have another plan in place?  What have you done in the past, and what were your primary roadblocks from that? Have you purchased a product/service similar to what we’re offering before? This gives you an insight into the solutions that they’ve entertained and used before. What are the potential challenges you can foresee when it comes to getting a solution like this? Allow them to visualize the potential roadblocks along the way. Some prospects are scared of roadblocks, but when they can visualize it, they can see where the error lies and what actions they can take to address the error.  These are all simple and great discovery questions. They might be basic questions, but these will allow you to dig deeper into the root cause to address the real problem.  “10 Powerful Sales Questions BDRs Can Use in a Discovery Meeting” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
In this episode, Jose Quiroz joins Donald Kelly to talk about the easy ways to make new LinkedIn connections without sounding spammy.  Jose Quiroz is an immigrant, an entrepreneur, and a business guy. His mentality is always veered into finding opportunities and creating opportunities. For Jose, it’s more about creation than consumption.  He has a lot of experience with the family business and regional operations as his dad started a janitorial company.  After college, he got into the corporate world and fell under the Director of Digital Marketing sphere.  Jose’s unique selling proposition is adapting the digital strategy and the digital language to the overall brand strategy. He helps business owners understand how they can leverage digital strategies to scale up their operations.  Building connections Businesses can find a third party who can do their massive lead generation for them. At that point, connecting isn’t about building relationships. Connecting then becomes a numbers game.  This means that you’re not creating rapport, and you probably won’t see the long same long-term benefits as well, and you’d probably tend to see the quality drop and diminish a little.  This approach is effective if there’s a need for an immediate lead in the business.  The first mistake that salespeople make on LinkedIn is that they try to figuratively get to the wedding chapel right away without doing the first dates and the video calls.  Salespeople cannot pull the trigger way too soon without building the needed rapport first.  Avoid the spammy approach For Jose, it may not be a matter of time but rather a matter of communication.  Based on a stat that Jose read in the past, there’s an average of 10 exchanged messages for most Tinder matches. The messages may have been sent within a day period, a week period, or within an ‘X’ amount of period. The same philosophy can be applied on LinkedIn.  It’s not about waiting for a time frame before you feel the need to nurture the prospects. It’s more of the need to engage the prospects and connect with them as individuals.  You need to build that qualitative feeling and see the communication build-up.  If you sense that the prospect is starting to get a little cold, then back off a little bit. Use the time to research materials and sources that are beneficial for the prospects.  Your goal is to build rapport so that the prospects would trust you, buy into your confidence, your expertise, and eventually do business with you.  LinkedIn today isn’t just about hearing new job openings and other career moves. LinkedIn is now a platform for personal development, identifying concepts, taking in the best practices, and others.  People are now on LinkedIn to consume information that is valuable to them. Salespeople can use this to their advantage so that they can use that intent and give the prospects what they’re looking for.  Determine your goals  People go into LinkedIn to generate sales but aside from that, you need to be specific with your goals - is it to increase connections or is it to move on to direct messaging.  It’s also important to determine the value of direct messaging because that’s what everything is leading towards. If you can get people engaged in your LinkedIn messages then you can bypass the different funnels and you’re able to get them where you need them.  Salespeople are missing the direct message feature because of the shiny syndrome object. Everyone wants to find that funnel that they can automatically turn on and will already do the heavy lifting for them.  They are focused on finding solutions that they miss the opportunity, that is the direct messaging.  Another effective approach is by engaging with prospects first.  Identify your prospects and see what their activities are on LinkedIn. Figure out if they’re posting original content, curate content, and other habits they have on the platform.  Use the available information you gathered in starting a conversation with them and building rapport with them. Send a connection request once you’ve engaged with them.  There’s a lot of targeting that you can do but to reach out individually is another story. The rule of the thumb is: engage before sending a connection, send a connection, keep the engagement going, and carry on the conversation.  A video attached in the conversation is effective but in a certain timing of the conversation. Get to a comfortable level with the person you’re speaking with first before you send an audio or video.    “Easy Ways to Make New LinkedIn Connections Without Sounding Spammy” episode resources Follow Jose Quiroz on LinkedIn. You can also check out his podcast here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse   This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process.  The other mistake is that they’re not clear on their target audience.  Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way. On LinkedIn, however, one has to think differently. Instead of targeting many people at once, it’s better to start narrowing at the top of the funnel and getting more focused going down.  Narrowing down prospects means that you’re able to pick 25-30 ideal target customers from your list of 100 people to prospect.  Think of the ultra-high quality prospects that you would love to do business with because the challenge on LinkedIn and other prospecting methods is the follow-up.  The power of follow-up is huge and impactful and this process has to start from the first conversation or from the first connection.  Prospecting today The prospecting game has changed because of the birth of the Internet but the basics of prospecting is no different then as it is now.  The basic concept of prospecting is still building relationships.  The difference in today’s sellers and buyers is the information. Sellers then had all the information. Today, buyers can access the information with a few clicks of their mouse or scrolls of their phones. Sometimes, they even have more knowledge than the sellers.  In terms of selling and prospecting, the buyers don’t care about what the sellers know. Rather, the buyers care about what they need, what they want, and what they have to have.  Sellers need to build the relationship and we need to make the prospects feel valued in the relationship. If you don’t build the relationship then you won’t get as high a conversion rate or a closing rate.  The goal is to sell based on value, and by value, it means what your prospects value.  Building the right way Sales is very much like wooing a person you like. You give them flowers, you do your best to impress them, and more.  The same is true for your prospects. You want to build a business relationship with them so you also need to let them know that you care about them and you want to help them solve their problems.  Asking permission will get you a long way. Before you start asking questions and digging information on LinkedIn, try to ask permission first. You will have higher chances of getting answered and replied to if you get their permission first.  Join the groups where the people you’ve reached out to are frequenting. Start answering questions in the group and position yourself as an expert.  You also have to use offline methods as well when following up and engaging with your prospects.  “LinkedIn: Best Practices for Finding Hot B2B Prospects on LinkedIn” episode resources Follow Doug C. Brown on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Join Donald Kelly and Jon James in this episode as they talk about how to use the ‘Ask me Anything’ strategy to land more LinkedIn appointments.  Jon James is the CEO of Ignited Results, a digital agency specializing in leveraging LinkedIn to get more sales opportunities. They work with their clients and help them with their LinkedIn marketing to get more meetings with prospects.  The challenges on LinkedIn Part of the challenge is the failure of not identifying who they’re connecting to, which is the driver in terms of who you end up on a call with or having the opportunity to ask someone for a call.  Salespeople need to start with good targeting.  Jon James recommends having a Sales Navigator to target the types of people who can be your ideal prospects. With Sales Navigator, you can target teams or companies with a certain employee count of revenue mark.  The LinkedIn outreach process Before you begin the outreach, you first need to look at your profile and make sure that it’s good to go. Check out the significant areas you need to focus on - the headline message, your headshot, and your background image.  A great headline is critical since it’s one of the top reasons that help people decide whether they’d accept your connecting request, and if they’re already connected, it will help them decide if they turn into a meeting.  Include in your headline your professional credentials/job title, put a client-facing solution statement. A one-liner that would explain how you help clients. Then, follow it up with something personal. Your statement in your headline is your way of building rapport with the prospects before you even met them for a meeting. Structure your LinkedIn messages There are four things to remember when it comes to LinkedIn messaging - hook, relate, bridge, and call to action.  Hook - mention their name and their industry. Relate - mention the issues they’re possibly dealing with. Don’t throw your pitch. Just relate to their problem.  Bridge - mention your solution to them.  The number one metric you want to judge on LinkedIn is conversation, and the conversation comes from engagement. The Ask Me Anything videos are a great way to start a conversation.  “How to use the ‘Ask Me Anything’ Strategy to Laned More LinkedIn Appointments” episode resources Check out Jon James and follow him on LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine.  Daniel Disney released his second book called, The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales, and Revenue Generating Machine.  The book is a comprehensive guide on LinkedIn for salespeople, sales teams, and businesses that want to get the most out of LinkedIn.  Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn. You can create viral content, grow your audience, grow your brand, and you can end up with a ton of leads.  The downside is that not all of these leads are good leads, they’re not your target customers, and they’re not likely going to convert.  Common mistakes salespeople make on LinkedIn #1: Keeping a weak profile. At least 80% of teams that Daniel has trained with have profiles that aren’t optimized. Their profiles are not customer-focused and are just poorly written CVs.  #2: Not sharing good content. Instead of sharing valuable content, they reshare company blogs that don’t add a contribution. They are sharing weak content with their audiences.  #3: Sending bad messages. Salespeople make the mistake of sending out terribly written sales pitches and spam messages en masse, in high quantities, in hopes that something comes back.  Common mistakes:    Bad profile Bad content Bad messaging   Today, the way buyers now buy has changed and the information they now have before making a purchase has changed significantly.  Rewind 15 years ago and decision-makers didn’t have access to the internet and didn’t have access to all the information that we now have. There were no media reviews, no Google, and all these other things.  Buyers were then at the mercy of their salesperson to provide them with the necessary information.  Buyers today have standards and what they need from salespeople has changed significantly as well.  Salespeople have to step up their game if they want to stay above the prospect or their customers.  Generating leads on LinkedIn Make your profile more customer-focused. The customers and prospects don’t want to hear about your accolades and other achievements. What they want to hear is how you’re going to help them and how you can be an agent to help them get to their goals. Make your profile fully-focused on your target audience.  There are two kinds of leads: the outbound and the inbound leads. There are things that you can do that will have people come to you and there are things you can do that will create opportunities for you to go to them.  Start by connecting with relevant decision-makers in the industry on a regular basis, ideally about 10-20 connections everyday. You also need to begin sharing relevant value-giving content to your audience to grow your network. Share some thought leadership pieces, share the stories of your journey, share your knowledge and experiences, and more.  You don’t need to be an expert to be successful on Linkedin. What you need to do is be authentic and share your journey with your audience. Your goal is to give as much value to your content as much as possible.  The Key to LinkedIn Messaging The key to LinkedIn messaging is hyper-personalization. It’s not enough that their names are there nor is it enough to mention their company. If you want to get more responses on LinkedIn, you need to make the message about them.  Do your research, read through their profile, look for their pain points, find something relevant to include in your message.  Use video messaging to show that you really want to speak to them as well.  “LinkedIn: How to Use Social Selling to Turn your LinkedIn into a Lead, Sale, and Revenue Generating Machine!” episode resources Follow Daniel Disney on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments.  Using LinkedIn voice message for effective appointments The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it.  LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others.  Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone.  A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you.  Improving your video messages or voice messages on LinkedIn Think of it as a very targeted approach. You can’t send video messages or voice messages to everyone. Pick the right people to send the messages to.  Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them.  Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you’re sending a voice note on a certain subject.  Lay the foundation first before sending the voice or video message so that they know what’s coming their way.  Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the name of the people who engaged that fall under this ideal client profile, and then connects with them. Following up these people with a video makes the outreach personalized.  Research the people you’re going to send videos to. Don’t jump into doing videos right away. Do your research and think of what you’re going to say before you make the video.  “LinkedIn: How to Use LinkedIn Voice Message and Videos to Schedule More Appointments” episode resources Follow Ollie Whitfield on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects.  What to do next after connecting? Keep pitching until they say yes.  Even if the prospects don’t say yes, send them a contract or a payment link.  The challenge in LinkedIn or in any other platform is to game the system. This means wanting to get everything from the platform by doing the least amount of work possible. This method, however, rarely results in any positive outcome.  This is true for email outreach, for LinkedIn, and for advertising.  Many salespeople and entrepreneurs see LinkedIn as an automated lead generation tool but this isn’t how LinkedIn works.  What works in any business and in sales is relationship building. It’s not even about getting the prospects to like you, rather, it’s about getting the prospects to trust you.  Building Relationships  Relationship building is about conveying to the marketplace your expertise and why you’re worthy of the conversation.  In Ahmad’s coaching program, they call it the Medicaid Pipeline. It means that clients don’t talk to strangers unless there’s a good reason to do so. That LinkedIn connection request does not qualify as a good enough reason to guarantee a conversation.  Our job as sellers and salespeople is to make the prospects believe that there’s something here for them to look at.  Follow the 80-20 rule. Talk about the script, the closing pattern, and the strategies 20% of the time and spend the rest talking about the prospects’ beliefs and how they feel about the offer.  In Ahmad’s team, they talk about the client during their sales meeting. They don’t talk about the tactics, they talk about client success. It helps their sales reps to have bulletproof confidence when they talk to prospects the next time around.  Believe in what you’re selling Sales reps need to believe in what they’re selling. You need to be the vehicle in which that belief can be communicated to the marketplace.  Gone were the days where you can just be good at sales and building relationships. Today, you also need to be very strong in product knowledge.  If you want to make money in today’s economy, you need to become the expert that your clients want to engage with.  If the customer has a leg up on you in terms of their knowledge and understanding of the problem then they don’t need you for anything. Be the expert in the conversation.  As a sales rep, your goal is to publish. You have a treasure trove of knowledge from all that outreach and prospecting. Use that knowledge as lead indicators. Publish your expertise and evangelize your offering into the marketplace.  “LinkedIn: Once You've Connected With a Prospect, Here's What You Should Do Next” episode resources Connect with Ahmad Munawar via LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means.  LinkedIn is such a powerful platform for professionals, but everyone in the space is using it effectively.  One of the issues that many are facing is that they’re not human enough on LinkedIn.  Making human connections on LinkedIn People on LinkedIn aren’t being authentic and instead of being themselves, they try to emulate others.  Sales reps are too used to utilizing scripts and sending them out to hundreds of prospects. We don’t have much success with scripts because buyers know that it’s not coming from you. The truth is, people buy from people.  It’s difficult for companies to scale and track custom messages for every prospect. That is why companies opt for scripts or automated messages.  There is nothing wrong with using scripts, especially if you’re new to the sales game, but if you’re already a few years into sales and you’re still using scripts then you’re lazy selling. You’re not researching the prospects, you’re not trying to get to know the person, and you’re looking at them like they’re just numbers.  Ellis tells his team to use their personality when they sell, talk, and write, because sales reps have a better chance of building connections when they’re authentic.  Be successful on LinkedIn LinkedIn now has a video messaging feature that everyone can use. It makes connecting much easier because they can see your face, your gestures, and they can hear the sincerity in your voice. A video can go a long way.  It’s not all about the prospect on LinkedIn. You must build your brand on the platform.  Make your profile page genuine. Make sure that when people are checking you out, they’re able to gauge you and relate to you. Don’t be afraid to put yourself on LinkedIn. Don’t be too professional in a way that everything needs to be perfect. Post some videos that show a relatable human side.   Be interactive on LinkedIn. Join group talks, comment on people’s posts, like others’ posts, ask questions, and more. People in the same industry will eventually see your comments and questions and will check out your page. Be vulnerable. Connect with people and be honest in your approach. If you want to learn, then put that in your message. People want to help others learn things about their space so ask questions.  No matter how or how big the opportunity is, aim to always say yes.  Enjoy your job. People don’t buy products; they buy energy. So have that energy whenever you make the call and give your pitch.  “LinkedIn: Being Human on LinkedIn” episode resources Connect and follow Ellis Stone of LinkedIn. You can also check out Sales for the Culture, an organization that aims to help black people into tech sales and help the ones already in there to go to the next level.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results.  The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value to them.  Ensure that you are engaging and not just going to the platform pitching and pitching.  Three LinkedIn strategies you need   Make sure that you are sharing content. , Create videos that you can share., Utilize the LinkedIn polls.,   Share your ideas/contents You know a lot of information about your industry that you need to share with other people.  The goal is to become a thought leader and an expert in your own space.  Tribal Impact saw that 55% of decision-makers use LinkedIn content to evaluate potential partners.  Important people are looking at your content and the value that you add to every post you share. So make sure that you’re sharing content relevant to your ideal customers. Think of what your prospects are thinking but would never say to anyone and write a post about it. This content is relatable to many customers in your sphere.  Create videos to share on social platforms, especially LinkedIn Videos are five times more likely to increase your engagement on LinkedIn than any other type of content.  Recreate your content and make it into videos. Use hashtags when sharing your video content for more visibility.  You can also use videos and send them via private messages. It makes your messages more personalized and increases your chances of engagement.  Utilize LinkedIn polls Polls are like sharing a little message and then asking people for their opinion on the matter.  Tribal Impact said that they saw 115% higher engagements in their polls for the last six months compared to other content they posted.  Don’t just ask any questions. Make sure that your questions add value.  Try to engage everyone who answers the poll and use hashtags in your post.  “LinkedIn: Three LinkedIn Strategies Providing Results” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections.  Being in a software company means that the people you’re working with are former executives from other software companies as well.  It’s a very complex environment and so people are critical of the academic principles and the things they adopt because there are real things that work for a software company and there are those that don’t.  For Chris Mele’s experience, how they price, package, and license their technology has a direct connection to the sales force.  The impact of the pandemic on sales objections One of the biggest changes is the aversion to risks and this comes in many different forms. Buyers today are more risk-averse, especially when it comes to new relationships.  Salespeople and companies start seeing the transaction size compress. People are no longer very keen on allocating cash. With the pandemic, people are more stressed and thus more uncertain. It’s a tough selling environment. Unless you’re in the industry where you’re selling tools such as Zoom and other related tools.  Why are there objections? Price isn’t the only reason people aren’t buying.  There are many companies today that offer premium prices that are doing well. There are a few companies that raised their prices and while they have fewer customers coming in, they’ve been able to isolate who they’re serving and they’re able to substantiate that premium value.  Salespeople can destabilize the deal when you use word nuggets around the pricing, implying flexibility, at the early stages of the sales dialogue.  Handling objections In the B2B perspective, there are many things that you can do outside of the price that you are charging.  If people aren’t buying because of the price then you need to start evaluating your offer. Ask yourself what it is you’re offering and if you need to offer all of that. If you can offer just half of it then do so.  Never look at your cost, instead, look at the value that you’re offering. Figure out what it is that you’re offering and the people to whom you’re offering. Make sure that you can name them.  You may have a mix of customers you’re selling to pre-COVID and this group may include big and small enterprises. With the pandemic, you are losing some of these customers so it’s critical that you become very specific to the people you’re offering your products to.  Even if the company falls down, you as the salesperson can still adopt. You may see the need to change the pricing a little bit or create your own little rules. The challenge here is to make sure that each salesperson isn’t changing the landscape entirely. Even when a customer meets two sales reps from the same company, their core offer and pricing should be the same.  Pricing is an important part of the dialogue because it represents money that’s being invested. Sales reps have to be transparent and be upfront about the pricing early on the sales dialogue.  “Objections: How the Pandemic May Impact Your Customer’s Sales Objections” episode resources Follow Chris Mele on LinkedIn. You can also check more of his books and activities on his website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections? Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone. It focused on selling as an introvert.  His most recent book is entitled, The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections is a sequel to the previous book, and it’s focused on how introverts can out-network their extrovert counterparts. Many believe that extroverts have an advantage over introverts, but Matthew believes that this thought is just in peoples’ heads. The truth is, there’s no disadvantage. It’s just that the path to success for introverts and extroverts is different.  What is networking?  Networking is about fostering long-term relationships with champions and momentum partners. They are the people who sing your praises and have high-level credibility. They are the people who share your work beyond the networks you currently have.  Preparing for objections A system is an external process and if something goes wrong, it’s not a personal attack on you. It’s just that there’s a part of the system that broke and you need to fix it.  Introverts need to realize that externalizing and having a structured system in networking sales allows them to treat each objection, not as a personal attack.  Introverts also need to have a plan and a structure of what they want to say instead of getting stuck in their heads for thinking of what to say and ending up not articulating the best version of themselves.  Focus on receiving objections. Introverts often get stuck in their heads when they get an objection and then they end up not knowing what to say.   Objection handling cushion is a way for extroverts to emotionally regulate and for introverts to work out what they say.  Select a story to tell. It’s critical that you know the three major problems of your prospects and to have one story for each of these major objections. So, think of the three major objections and the three major stories.  You can embellish your story to make it more interesting. Try to improve it everytime you retell it.  People remember 22x more information when embedded into a story.  For introverts, it activates the reticular activating system of their brain and creates an artificial rapport with the customers.  Tell a story that is well-rehearsed and well-practiced. Introverts don’t believe that they can do it so they don’t gravitate toward it right away.  The people who make plans and make the right preparations are the ones who succeed. It’s not about being introverted or extroverted. It’s about doing the right preparation.  “Objections: How Can You Prepare for Your Prospect’s Most Likely Objections?” episode resources Follow Matthew Pollard on LinkedIn. You can also check more of his books and activities on his website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales.  Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global.  Defining Objections For Nadia, objections are obstacles. These are the concerns that prospective buyers convey. Objections are buyers’ concerns that salespeople need to overcome.  The objection is almost needed in sales because it allows the buyers to do a clear assessment of what’s in the market.  It’s also a good indicator between a good salesperson and a great salesperson. How you react to objection when it’s thrown at you shows how much experience you have.  Overcoming objections Nadia teaches sales reps to ask difficult questions in every call - are there any concerns? Is there any reason we shouldn’t move forward to the next step? These questions help sales reps ensure that there is a sales relationship built and that there are no surprises.  Nadia categorizes objections in several areas, an example of which is the top of the funnel objections. These are objections during the actual sales cycle such as the lack of budget, the lack of resources, cost justification, and competing priorities.  When there’s an objection, it’s important to take a pause. While others feel that it’s uncomfortable, this pause allows the buyers to gather their thoughts.  Do the five-second rule for assessment.  Nadia also asks sales reps to listen to other top sales representatives and learn from them. Oftentimes, they learn two things from these great sales reps: to actively listen and to ask a lot of open-ended questions to understand and validate the good stuff.  Think of objections as a four-step process.  Ensure that you’re listening. Always validate and ensure that your buyer/the person you’re talking to understands what you’re saying. Respond accurately. There’s no need to lie; if you don’t know the answer tell them honestly.  Confirm that you’ve resolved the objection.  An open dialogue is much more collaborative and better received.  Come from a place of concern. You need to care about what it is that you’re solving for the prospect and how your solution is going to impact them.  As sales reps, it’s critical to listen well and ask open-ended questions to trigger the buyers to think.  Open-ended questions allow you to see if there is an opportunity there and see how engaged the prospects are.  “Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources Follow Nadia Rashid on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections.  Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand. The book talks about the business from top to bottom and all the in-betweens. It’s about the things we’re afraid of and the things we don’t usually talk about.  As a brand strategist, it’s her brand to look at a company from the top to the bottom and all the in-betweens.  Natasha wasn’t always the entrepreneur. She started her working career as a nurse doing emergency and trauma, and she loved her job. She got bit by the entrepreneurship bug, and when she realized she couldn’t shake it off, she dipped her toes in it.  After a while, she realized that she likes being an entrepreneur, so she made the shift and went from being a nurse into what she is now.  Sometimes, salespeople are so passionate about what they could give that they forget that objections are part of the business.  In this era, businesses need to scale and keep scaling. Companies need to think big, build momentum, and scale fast.  Addressing Objections with Prospects Not being prepared for the objection is painful for a business.  Document the objections. Whenever you get an objection, don’t just leave it in your head. Document what the objection or rejection was, create a document, and build responses to the objection/rejection.  Most times, the reason for the rejection is because we failed to give them enough information for them to make the decision. Without ample information, people just eventually end up saying no.   Many sales reps get too excited about what they offer. We forget that it’s not about us - it’s about them. It’s always about what the prospects need, about the solutions that work for them, and it’s about their pain points.  Your goal is to tone down the pressure of selling to have that natural conversation where you’re giving out information to help your prospects.  A lot of times, businesses struggle around process and performance.  People are core to a business, but the process or the system is also as critical. Without a process/system in place, your people would be working in chaos.  Use the right approach Keep learning and keep putting things together. That allows you to take a step back and start identifying the needs of the prospects from the point of hello, from the point of the first contact, whether it’s an email, on social media, or other platforms.  Know the pain points before entering into a conversation instead of offering everything you have like a buffet. People don’t want that many options.  Start the conversation by asking the why by determining their reasons for reaching out and knowing their trigger points.  Know your products like the back of your eyelids. You need to break down your products and services into bits that prospects can understand and appreciate.  Establish a transactional relationship at the beginning of the conversation. Still, you can’t enter into the price conversation before you’ve established an agreement that the solution you offer is what they’re looking for.  It will help you set up that transactional relationship if you have the basic information pinned down. So, put up basic preliminary questions in your online appointment.  While it is not wrong to have a red carpet concept for your business, you need to remember that you’re not meant to service every person in every industry. There’s only a certain subset of people you’re meant to service.  “What to do If You Can’t Address Your Prospect’s Objections During a Call” episode resources Follow Natasha Davis on LinkedIn. You can also check out her website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world?  What’s your view on objections? Objections have always been in sales; these objections are not going anywhere.  The real point, however, is the why. Why are you getting these objections? What are you trying to achieve?  Sales reps need to figure out the why of the objections to be able to move around them.  The sales process isn't only about getting your goal which is closing the deal. It’s about slowing down and understanding the journey. It’s about determining the reason why the prospect is talking to you and why they took the initial call.  We should remember to ask the why for every part of the sales cycle.  Overcoming objections It comes down to having confidence in yourself as a seller and this comes from experience in getting knocked down several times and the experience of getting those wins.  Sales reps need to ask the difficult questions but you also need to have the knowledge behind it so that you can answer any questions that may be thrown at you.  Aside from the confidence in yourself as a seller, you also need to have confidence in whatever you’re selling. You need to do due diligence on your part to understand the products available.  Prospects today respect you more if you ask questions and don’t stop at the surface level. They respect you when you do all the steps in the process.  Buyers only buy from people who are checking all the boxes and asking the right questions.  Building confidence The first step to building confidence is by giving yourself grace and it comes with time.  Believe in yourself that this is a journey and you’re not supposed to be good at day one.   It’s critical to take the time to invest in various self-promotions. Kristi was able to be a part of an organization that has its own sales methodologies.  Take different pieces along the way with your own experience to build your own way of selling.  It also helps to be part of an organization where you really believe in your products or services.  Overcoming objections in this age Aside from knowing the why, it's also good to have that gut instinct.  Use your gut instinct to judge people’s character to understand what it is they’re really saying.  Do your research. There are a lot of companies that are doing their studies and publishing articles on how COVID has affected them. Find the things you need that will start the conversation.  Sales is a matter of being there for your prospects and clients.  We live in a world where there is so much content out there, we have all the advantages compared to the sellers years back.  Do your part, sift the information available and share the ones that you know can add value to your prospects. At the end of the day, people like to be told what to do when it’s done the right way.  “Objections: How Can I Handle Price Objections In This New COVID World?” episode resources Check out Kristi Strickland and follow her on LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections.  The basics in sales objections An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing.  From the buyer's perspective, objections are when the buyer has disapproval or maybe they don’t agree with something.  Common disapproval in sales training is when the potential clients say that they don’t believe that the training can help their team.  There’s truth in that objection but sometimes, the reason may just be because you have interjected yourself into the buyer’s situation or they may be uncomfortable with the situation moving forward.  One of the things that most people don’t like about salespeople is that they can come off as being pushy sometimes.  When we’re being pushy, the buyers or prospects won’t be in a state where they’d be ready to listen and be interested in the products or services offered.  Even if that product can solve their problem, at that moment, it’s not something they value.  Salespeople need to understand that objection and why they’re getting it in the first place.  You can’t take the objection at face value because the buyers don’t necessarily understand the value of what’s being shared with them.  Salespeople should back down in the first objection. Instead, learn to take a step back.  Give them a menu or options. Reach out to them and try to determine the reason for their objection.  An objection doesn’t mean that they won’t do business with you. Don’t make it a lost deal right away. Find more ways to build value and show them that value. Approach all the other decision-makers in that organization too.  The goal is to go past the objection and let them see the value of your product or service.  Stand out from the competition by being creative and by being persistent.  A No now doesn’t mean that it’s a No forever.  You can check out Ciara. It’s a company that helps you figure out effective ways that your team has been using to move past objections.  “Sales Objections 101” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that.  Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process.  For Chris, there are three things that matter: You need to be yourself. In this time when money and the market are getting pushed, it’s difficult for people to figure out who you are. Eventually, you start to become someone else. You start to see other people on social media and you aim to become more like that person. You need to stop that and anchor down to who you are and what your core values are.  Whatever your metrics are, whatever your numbers are, it’s not about the money. It’s about what you know that you’re good at and being able to anchor to that. A good handle on that will give you assurance and confidence.  Have an actionable plan. You need to put up an actionable plan that leans on your strength.  This may mean that you need to read a book, listen to a podcast, or other amazing resources you can get your hands on. Pick up resources that will give you actionable stuff that you can do.  This is about clearly defining the list of things that you can do every single day.  You need to have a community that supports you. You need to be with people with hearts, souls, and minds.  People are inherently social beings. We have cultures, religious affiliations, political parties, and more. We need to anchor to a group of people who share the same beliefs and interests that we have.  Don’t consume just any information available out there. Instead, lean in on the experts that provide the information that you like to consume.  “If 2020 Left You Feeling Defeated, Do the Work to Overcome It'' episode resources  Follow Chris Williams on Facebook and Instagram.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Bright seed and Hill.
What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.  Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey.  She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do.  Oprah began writing and selling her speeches when she was 12. At one point, she earned $500 from selling her speeches.  Structure and Expectation Oprah’s father gave her structure and expectation that allowed her to excel. She got a scholarship to Tennessee State University and was invited to the White House as well.  Oprah’s success stems from five elements: She is relatable and she knows how to build relationships Her creativity and willingness helped her act even in difficult circumstances She’s a hard worker She thinks big and she continues to push herself Oprah is selfless On being relatable and building relationships Oprah allows herself to be vulnerable and she values her authenticity regardless of whether there’s a camera or not.  She shows empathy to everyone she interviews. Instead of just asking the questions point-blank, she sees the humanity of every person and asks them like a fellow human being instead of a reporter.  Oprah isn’t afraid of making mistakes and owning them.  The same is true for sales: it is impossible for salespeople to be perfect in everything we do. Making mistakes is part of the process and being honest about your mistakes makes you a relatable salesperson. That’s the kind of salesperson people often gravitate to.  On being creative and having the willingness to act Oprah doesn’t just sit and wait for things to happen. She takes action and turns things around.  In sales, you may find yourself in a difficult situation sometimes. Instead of groveling about it, you need to act and make the best out of the situation.  On thinking big and pushing yourself forward Oprah wanted to become an actress but wound up in the journalism industry. She did not, however, stop aiming for her dream until she became the lead in the film, The Color Purple.  Sales reps can learn from Oprah Winfrey and her elements to success. Sales representatives may sometimes feel the need to offer things with strings attached in order to get ahead but that’s not always the best option.  The door will still open if you are generous and give more to other people. The goal in sales is to help others and to give them solutions.  “The Best Sellers in History Series - Oprah Winfrey'' episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.
Rate Podcast

Share This Podcast

Recommendation sent

Followers

7

Join Podchaser to...

  • Rate podcasts and episodes
  • Follow podcasts and creators
  • Create podcast and episode lists
  • & much more

Podcast Details

Created by
Donald Kelly
Podcast Status
Active
Started
Dec 26th, 2013
Latest Episode
May 7th, 2021
Release Period
Daily
Episodes
1905
Avg. Episode Length
23 minutes
Explicit
No
Order
Episodic
Language
English

Podcast Tags

Do you host or manage this podcast?
Claim and edit this page to your liking.
Are we missing an episode or update?
Use this to check the RSS feed immediately.