Vulnerability - The Key to Landing More Sales Appointments In 2020

The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode.

Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the truth and said that the situation isn’t going great. While it isn’t going great for everybody, few people will share the areas they are suffering from. 

This conversation affected Donald and it allowed him to connect with the person on a human level, not just a professional one. Having a deeper conversation opened up a more meaningful dialogue and an opportunity for more conversations in the future. The vulnerability of this gentleman allowed him and Donald to talk more honestly with each other. They were able to share their experiences and challenges through this pandemic in a more authentic way.

Vulnerability in sales

Vulnerability is opening up to someone with the possibility of being attacked or harmed and for many people, it can be a scary place to be. Keep in mind, being vulnerable shouldn’t be confused with being desperate.  Human beings are social creatures. We genuinely need to be heard and being vulnerable allows us to say what we need others to hear. It fast tracks a deeper conversation.

When you’re dealing with prospects, try to be vulnerable without being desperate. It involves being real and honest from the onset of the conversation. Look for opportunities to have a deeper exchange and let them know you want to connect. 

“Vulnerability - The Key to Landing More Sales Appointments In 2020” episode resources 

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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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 Top Three Issues Killing Your Sales Deals

Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM. 

Things killing your sales deals

Even before the pandemic, assumptions are one of the reasons why deals get killed. Salespeople make decisions based on assumptions and with sales being a very broad profession, it involves a lot of processes and complex solutions. Because it can be complex, you can’t make decisions based just on a “type” of person or solution. This can lead to wrong conclusions.

Many salespeople think they’re disciplined people but they may not be consistent. True discipline isn’t a one-time thing. It has to be repeated daily.

Selling is about helping someone improve their situation. This means you don’t have to sell to everyone, but you do want to offer help. 

People are rational and emotional beings. Sales reps may be complicating their sales process without meaning to. It’s best to slow down and look at the problem. It’s important to know what you want to accomplish in order for that goal to guide your steps. 

Keep learning

For sales reps to keep evolving, you must continue learning the new information that comes out. Ask questions if you don’t understand the information you need to be successful. A little vulnerability is effective. Keep it simple and look for just one or two things that you can improve and start from there. Identify the one thing that’s holding your sales back and fix it. 

“The Top Three Issues Killing Your Sales Deals” episode resources 

Connect with George Bronten via his LinkedIn account. Check out George’s book, Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence. 

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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Important Business Lessons You Can Apply Across All Areas of Life

A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life. 

Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his help, they have been able to achieve success. Mark Timm is also an entrepreneur and they met through their mutual mentor, Zig Ziglar. 

The pandemic has impacted businesses of all sizes. These have been challenging months but this has also been a learning curve for Kevin. Kevin’s aggressive curiosity allowed him to start his career and it has sustained him to this day. He succeeds by watching where people begin and how they get to their destinations.

The importance of mentors, the right pitch, and a great mindset

Having the right kind of operational and finance team is imperative to help growth but Kevin also realized the importance of having a mentor, the experts, and leaders you want to emulate and follow. 

As a salesperson, the right pitch is also going to serve you well. Kevin uses the tease, please, and seize strategy: Sales reps tease the prospects with just enough information to get their attention, please them by solving their problems, and seize the close by offering a deal they can’t refuse. 

The right mindset is the foundation of success.  You will face different obstacles and circumstances and attain different levels of success, but how far you go begins with what you think.  You can fortify your mindset by what you choose to learn. It’s why reading consistently is so critical. Sales require on-going education. The more you learn, the better your grasp what the business of prospecting, selling and closing is all about. 

“Important Business Lessons You Can Apply Across All Areas of Life” episode resources 

Connect with Kevin Harrington and Mark Timm via their LinkedIn accounts. Check out the book, Mentor to Millions as well! 

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  → http://go.thoughtleaders.io/1988320200907 or 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Will B2B Sales Be Impacted by The Elections?

The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. 

An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election. The large organizations expand because they have more consumers, stockholders, and others that have a stake in the success of the company. They have the ability to make more solid predictions and see the bigger picture. They determine how the elected leaders will affect the organization. 

The election is different for the mid-sized companies as they aren’t immediately impacted by the results. This is also true for smaller companies. For sales reps, you may have more challenges in the time of the election. Brandon Julio, a professor at the London Business School said that during elections, firms reduce their investment expenditures by an average of 4.8%. Companies try to reduce expenditures but they continue to make investments. 

Preparing for it

The B2B market doesn't have to feel the strain of an election year. First, sellers must have the proper mindset. This isn’t the end of the world and the impact may not be felt for a long time. Second, ensure that your company is prepared. Evaluate your sales pipeline and look into your CRM. Third, look at the fourth quarter every year. The book, The 12-week year, focuses on how companies tend to do well during the fourth fiscal quarter. The last thing is to plant seeds by building relationships whenever possible. 

“Will B2B Sales Be Impacted by The Elections?” episode resources 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 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  → http://go.thoughtleaders.io/1988320200907  or 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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 to Reach Decision-Makers When Selling to Enterprises

When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode. 

Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions. 

Challenges in reaching out to decision makers

There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers.  

How to reach decision makers

Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales reps standardized the workflow with these five touches in mind. The number of touches has increased, however, due to the volume of people trying to do the same things. It’s become even harder to get a hold of decision-makers. 

The solution is to go back to personalization. Formatted emails need to be removed from your own sequences and be replaced with persona-based selling. Sequence your outreaches using social media platforms, emails, and phone call pitches. You can use this steps: 

• Send an email with a gift, like an ebook.
• Reach out through LinkedIn.
• Make a personal phone call.
• Email them.
• Repeat this process three times.

With this process, you can reach decision makers, even offline.

During this process, sharpen your sales sword and differentiate yourself from the competitors. 

“How to Reach Decision-Makers When Selling to Enterprises” episode resources 

Reach out to Erik Kostelnik via his LinkedIn account. You can also check out the website. 

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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Mistakes Salespeople Make When Prospecting

Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode. 

Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner. 

Common prospecting mistakes

Here are the top 3 common mistakes that salespeople make when prospecting. 

1. Salespeople believe that everyone is a prospect
2. Believing that what they seek is a sale rather than a meeting
3. Talking more than listening

Sales is about solving the problem and connecting your product to your client’s need. This isn’t about convincing people to buy from you. Unless you have what they need, convincing someone who wasn’t ready to buy can lead to buyer’s remorse. If you approach the prospect with the closing in mind, the sales process becomes about you and not about them. 

Not everyone is a prospect

It’s hard for salespeople to realize not everyone needs your products and services. As sales reps, you need to evaluate your prospects and approach the process in a more curious way. You want to be able to recognize the people you’re supposed to work with and understand not everyone is going to be a good fit for you.  When you work with people you connect with, and they with you, you’re setting yourself up better for a long-term relationship.  

Seek sale rather than a meeting

When looking for sales, sales reps are focused on closing a deal. As a result, you may not recognize that prospects are signaling you that you’re being pushy. Your main goal isn’t the sale but the meeting, a chance for discovery. This is where you build a relationship with prospects. This is where you figure out if it makes sense for you to continue the conversation. 

Talking more than listening

Sales reps can talk at length about their products and services long before they get permission. It’s presumptuous and off-putting and can push prospects away. The more a salesperson is talking, the less they’re learning. If we’re not learning about the prospects, we won’t be able to build that relationship and trust and we certainly won’t know what’s best for them.

“Mistakes Salespeople Make When Prospecting” episode resources 

Reach out to Diane Helbig via her LinkedIn account. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Discuss and Understanding Women Leadership 

Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable, and professional image. 

Obstacles to women leadership 

Even though it’s 2020 women are still facing this challenge - the lack of pay base across the table. Males typically make more than their female counterparts, even in the same role. Leadership roles have been primarily populated by men over the course of time, women have flooded that role. 

Even then, there’s still a disparity. Women often feel like an imposter when the reality is that  they are capable of doing the job well.  Women will, however, have the tendency to hold back because they still don’t have the bravado. 

The critical point to being successful, however, is striving to be the best and making sure you have a solid support system among your partners, family, and friends. Women are often put down in the workplace so it’s important to set up  boundaries. They shouldn’t allow others to dictate how they should or should not feel. 

Look for mentors

Men can help by being a good foundation and support system but women should look for unbiased mentors who will pull them up, get the respect they deserve, and help them find a seat at the table. 

“Discuss and Understanding Women Leadership” episode resources 

Connect with Linda Yates via his LinkedIn account and watch out for her upcoming podcast as well! The podcast will be about the many challenges the women are facing right now in various industries and how they are able to overcome these obstacles and challenges. Listen to IntHerRupt podcast produced by tsestudios.io/intherupt. You can also mail Linda at linda@lhyatescnsulting.com. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Knowing the Right Time to Ask for the Sale

Sales is about the timing - when to pitch, when to close, and when to ask for the sale.
Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless, which talks about closing and negotiating with purpose. 

Best ways to ask for the sale

Customers today have choices. Every dealership is just a click away from buying the car and the failure to deliver exceptional experiences will cause sales reps their deals. 

Today’s lifestyle is different than it has been. People worked and could afford to change cars every two-three years. Now, many are battling unemployment. With everything so unsure, everyone is having to navigate a variety of financial struggles. 

Sales reps must focus on building the relationship because with so much competition it isn't just about selling a car, customers expect excellent service and a great experience. People are willing to pay as long as they have a stellar experience. 

Negotiating the right way

Salespeople need to learn how to make the customers feel good. People want to feel they got a good deal at the end of a negotiation. Don’t negotiate out of fear, but from inspiration. You won’t make every shot but you need to believe that you could.

How to close a sale

If you want to be great, you must be willing to pay the price. Practice your closing pitch by saying it out loud over and over again. Listen to your voice and pay attention. Sales reps shouldn’t practice their techniques on their customers, but during the time in between. Challenge yourself to get better and have fun. A sale is made when you transfer your enthusiasm to your customers. 

“Knowing the Right Time to Ask for the Sale” episode resources 

Connect with Tim Kintz via his LinkedIn account. 

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 Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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 to Reach Executive Decision Makers, and Why They are Listening Right Now

In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a  daunting task in today’s climate but it’s necessary. 

In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the economic downturn that resulted from covid. With the knowledge he’s accumulated, he’s helping other businesses turn it around and in many cases, launch even better. 

Reach out executives

The pandemic leveled the playing field for all - every sales rep and even the executives are going through the same experiences together. Almost all businesses are in a state of change as they push the threshold of what they’ve known as common business practices.  They’re having to relearn where to listen. Sales reps who are equipped with the right knowledge and who are positioning themselves to talk with the right executives are going to see success despite current industry standards. 

Bring value to the executives 

There are three ways to sell: 

• feature benefits selling 
• solution perspective selling 
• provoking the customer

Jeremy suggests that the last one is the best approach today as businesses right now are changing. As a sales rep, ask yourself, “Who needs the expertise of our company most right now?” Approach your customers with the question, “Who in your organization knows about the need first?”  Ask them what their problems are and offer them a solution. 

The business executive team should be looking at the market and asking the important questions: Where do we play? How do we win? What are the issues that our clients are facing? 

It’s a team effort

Have a team meeting that talks about value proposition and the sales efforts on a weekly basis. Make it a dedicated meeting and discuss how you sell right now. What are the shifts you are making as a company? Talk about the strategies that work and get feedback from everyone on the team.

Sales is the sharp end of the spear when it comes to business development. The organization must learn to adapt with the trend and make the necessary changes to have a competitive advantage. Sales teams who are thriving keep everyone in their organization from getting laid off. 

“How to Reach Executive Decision Makers, and Why They are Listening Right Now” episode resources

Follow Jeremy Miller on LinkedIn now to learn more. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

Will Sales Make Me More Confident and Improve My Social Skills?

Sales is a career where people develop their social skills and deepen relationship building. What happens, however, if you’re starting from a place of anxiety and it’s hard for you to talk to people?  Is it still possible to have a successful career in sales? Unfortunately, sales isn’t the solution to these issues and in this episode, we’ll talk about the reasons why. 

The wrong idea of getting into sales

Sales is a career that deals with interacting with people and the point of it is not to boost your confidence. Being a salesperson who is looking for ways the customer can benefit you means that you’re thinking more about fulfilling your needs rather than helping the buyers solve their problems. 

Nobody should get into sales exclusively thinking about what they’re going to get out of it. This mentality makes sales reps people pleasers. They’re afraid of offending their prospects so it keeps the sales rep from asking the important questions. Wanting to please people means losing the ability to speak of the problem upfront in fear of ruining business

relationships. In the long run, this doesn’t serve your customers well.

Sales is more than just talking

Just because you love talking doesn’t mean you should get into sales. There are other career opportunities that would give you the platform to talk. Get into sales with a desire to succeed and with existing mental fortitude. Sales is a demanding job - it has deadlines, pipelines, and goals that need to be met. If you go into sales without the right mindset, it will be difficult to improve and succeed. 

What sales is 

There’s a lot of processes involved in sales. For example, administrative work involves emailing clients and prospects, cleaning up the CRM, and more. Sales is a great career but it isn’t for everyone. Don’t get into sales if you just want to help boost your confidence and build social skills. If you are shy, don’t like talking, and you have anxiety, these are things you’ll need to resolve before you think about a sales career.  Otherwise, it could exacerbate the problem for you and any future clients. Anyone going into sales should want to help other people find solutions to their problems. 

“Will Sales Make Me More Confident and Improve My Social Skills?” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. 

This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

A Simple Exercise to Understand Your Customers' Values

Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode. 

David Priemer had the opportunity to work with Salesforce and saw how sales machines were built operationally and culturally. His time in sales made him realize that people naturally love to buy things but they don’t like speaking with salespeople. David aims to combine his experience as a salesperson and research scientist with the curiosity-based approach to help make sales better for all.  

Sell the way you buy

Modern selling and buying have changed dramatically over the past 5-10 years. With the advent of social media, people no longer have the mental bandwidth to care about everything equally. Unfortunately, many salespeople are stuck using the same tactics that worked 10-20 years ago and that can be disastrous. Salespeople must step up and use modern approaches to connect with buyers as they become more driven, skeptical, and information-rich. 

Let go of closing tactics

Many sales reps tend to default to out-dated closing scenarios that corner people into buying their products. They push people in making purchasing decisions without considering and understanding customer value. Instead of forcing people to purchase using generic and scripted methods, use personalization. Reciprocity is more likely to occur when you put in the effort of doing homework before reaching out to prospects. 

Unconscious selling

This refers to people who are executing certain sales tactics because someone told them to and they don’t always work. The idea is to be curious about how the sales approach is perceived and knowing why a particular pitch worked or didn’t. 

One solution is to identify the enemy - what are the challenges your customers face? Understand what your customer values. Tap into their emotions because this is how people connect. Sellers are the solutions to pain points and when we solve problems,  we put ourselves in a position of credibility. Don’t lead with the solution, lead with the problem, and be indispensable. 

“A Simple Exercise to Understand Your Customers' Values” episode resources

Connect with David Priemer in LinkedIn and check out his book, Sell the Way You Buy. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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 to Be Indispensable to Your Customers

How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode. 

Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can help you engage, acquire, and retain customers.          

Becoming indispensable to your clients

The challenge is understanding the difference between what your buyer can get exclusively from you versus what they can get from Google or other sources. There are two ways to become indispensable to your clients. The first is by being helpful and approachable and the other is recognizing that both you and your clients are human beings. You should  be able to maintain a business relationship while delivering business value. 

Salespeople can make the mistake of forgetting that clients and prospects are more than that. They are also people with families and at the end of the day, just  normal people who are all going through the same things we all are. If you treat your clients just by dollar value, you risk losing the connection and trust. 

Bridging gaps using events

This may not be possible now due to the pandemic but when we’re  able to host events again, we should. Going to events allows us to meet prospects face to face, shake their hands, and have a conversation. When you get to meet people and share a meal, it’s easier to see the person, even beyond their title or position in the company.

Becoming indispensable to your customers starts with creating a genuine relationship with them. You earn this by becoming a trusted advisor and being consultative. Don’t fake authenticity.  Lead with empathy and understand that people are trying their hardest in a very difficult time. You need to understand that the product you’re selling is not the most important thing in the whole world. What’s important is the connection and remembering your client is a human being first. 

“How to Be Indispensable to Your Customers” episode resources 

Connect with Nick Casale via his LinkedIn account. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.

What To Do When Co-Workers Try To Steal Your Deals

Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed.  Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers to these questions. 

Be indispensable 

When you are working with a client or a potential client, make your presence known. Don’t reach out to just one individual in the organization, reach out to multiple individuals who are at multiple levels. Talk to their director of sales, their HR rep, the VP of sales, and if you’re able, talk to their executive. As much as possible, have three conversations or interactions with these people so the company identifies you as the rep for the products you represent. Make sure that you are indispensable to the client and provide value. 

To maximize your interactions use the technology that’s available to you and omnichannel to connect with the people in your target organization. For example, there’s LinkedIn, email, and more. Just make sure you’re reaching out  and show your interest in working with them. 

Stay calm 

When you see somebody in your deal or pipeline, it’s important you don’t make a scene. Stay calm and take deep breaths. Bad things happen when you let your emotions get the best of you. Don’t give your client, that team member, or your boss any opportunity to see you as unprofessional. The person who’s level-headed wins the battle. 

Understand the rules

Make sure you know your company’s policy when it comes to pursuing opportunities and working in the boundaries of your territory . It keeps you in line and it keeps you in accountable to respecting someone else’s territory. You want to know the rules before you play the game. 

Approach the teammate calmly

When it comes to approaching a teammate about encroaching a territory, be level-headed and investigate what their reasons might be. Perhaps they don’t know how the company policy works, so educate them. But if that teammate does know the rules, your approach will tell them you are serious and professional. Clarify the status and solve the problem head-on. If the management allows such a situation to happen multiple times consider another organization with better morale. If you’re finding this happens to you repeatedly, it’s time to put your foot down and have a serious conversation so it doesn’t occur again.  

“What To Do When Co-Workers Try To Steal Your Deals” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. 

This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. 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.