The Sales Evangelist

October 2020
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Fri, 30 October 2020

TSE 1362: How to Manage Autopilot and Increase Sales Effectiveness

Getting to know Scott Roy and Roy Whitten

Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. It’s a sales consultancy that works with organizations to transform their sales performance. They work with 45 countries in the B2C and B2B markets.

Roy Whitten has been friends with Scott Roy for many years and they’ve journeyed through their sales careers together. Roy started in door-to-door selling but later on, transitioned into applying transformational work to B2B and B2C companies. He used his education and works in transformative learning to coach and train more than 100,000 people.

Managing attitude to increase sales

The issue is that when sales are going well, the attitude is great. When the sales aren’t going well, the attitude takes a downturn.
As a sales leader, Scott is looking for ways to help his team manage their attitude and drastically increase sales.
Managing attitude is more than just a causative attitude. It’s maintaining a purposeful attitude. It means having the ability to stay on track and see how things are going to work out positively.
The first part in managing attitude is by getting a clear picture of what the purpose is for your selling activity and conversations. The second part is no longer being a victim of circumstances and taking control of the process instead of being affected by the situation.
Scott volunteered in Cambodia and he discovered that the fundamental belief in selling is shared by many people whether they’re from a developing country or in the U.S: That selling is about pitching, convincing, and sometimes, pressuring people to make a decision.
Decision intelliegence can help salespeople to become so much more effective than the pitch, convince, and persuade strategy. This means being committed to help clients make the best possible decision.

Drastically increase sales with these 4 steps

Step one: Find a problem, stay on the problem, and not get off the problem until it’s solved. It’s about taking the customer through the journey of discovering their pain point and helping them identify the causes in order to eventually come up with a solution.
Step two: Know the impact of these problems on the company, employees, the brand, and additional touch points.
Step three: It’s all about the solution. It’s how the products or eservice meet the problems in a way that the problems are solved.
Step four: Calculate the return on investments and make sure that what you’re spending is worth it.
R = A+C+E. Result is based on three things: The attitude you bring to every moment of the conversation. C is the competence you have in how well you are able to get you customers to explore the problem. E is effort or execution as you do the activities at the right time to effectively sell.
Approach the customers with a problem proposition, not with what you can do for them.

“The Best Way to Manage Attitude and Drastically Increase Sales” episode resources

Reach out to Scott and Roy via their LinkedIn accounts. You can also visit their 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.

Direct download: TSE_1362.mp3
Category:general -- posted at: 6:00am EDT

Wed, 28 October 2020

TSE 1361: Three Things We Learned Analyzing Over 1 Million B2B Sales Calls

Getting to know Shruti Kapoor

Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today.

Analyzing B2B sales calls

Since the pandemic, Shruti has learned three things: First, there is a big dip in call volume since March but the number is slowly going up. Second, some businesses froze for a time but it's slowly going back. People have other reasons for not buying and it’s not just due to budget. Third, people love to talk about their kids so salespeople need to incorporate that into their discussions.
During March, phone calls dropped to almost half. There is also a significant dip in the types of phone calls.
Sales cycles are much longer with many more touch points due to the pandemic and people being remote.
With the changes in call volumes, sales reps must look for other avenues. Shruti’s team uses voice calls and voice messages for their outreach.
Salespeople today are curious whether it’s okay to talk about the pandemic, working from home, internet issues, and other topics, with their clients/prospects during a call.
People are struggling with their budgets. Sales reps must listen to how their prospects are speaking of budget during the conversation.
A sales rep can ask their prospect/client about the decision makers involved in the process early on. It is better to have someone from the finance team involved in the conversation.
Sales reps need to develop more empathy as they talk to clients. People seem to be more open about sharing their struggles and salespeople need to be able to navigate sensitive topics.

“3 Things We Learned Analyzing More Than 1 Million B2B Sales Calls” episode resources

Connect with Shruti Kapoor 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. 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.

This episode is also partly brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

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.

Direct download: TSE_1361.mp3
Category:general -- posted at: 6:00am EDT

Mon, 26 October 2020

TSE 1360: From Call to Close: How to Win Deals On the Phone

Getting to know Martin Heibel

Martin Heibel’s career has centered around software sales and he is now the co-founder of Ciara, the company where you can find the CRM software tool he calls The Conversation Assistant.

Win deals on the Phone

Right now reps are having to go back to the beginning of sales relationships and take a look at what the needs of their customers actually are as their needs may have changed. This involves revisiting their USP, their pitch, and how they will approach their customers.
As the situation changes, it’s important not to make any assumptions. Make sure that the pitch is inline with the customer’s most current needs.
Martin’s messaging detects the customer’s needs and pain points.
It used to be that customers would go take part in outbound cold-calling in order to be qualified and these leads would be passed on to sales people. This has changed.
It’s time to rethink the process from the first contact and marketing to a qualified lead to actually closing of the deal.
Good rapport isn’t just about the flow of a conversation but also the care you give to the meeting environment. Having the zoom call in a kitchen is vastly different than having it in a studio.
When everything starts shaking and moving, a good salesperson must be able to put all the pieces together and act on them quickly.
At Ciara, they provide a conversation assistant. It’s software that records the conversation as you’re talking to a customer so you have feedback to consider the best next steps.

“From Call to Close: How to Win Deals on the Phone” episode resources

Connect with Martin Heibel via Crunchbase and LinkedIn . Check out their official website as well.

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.

Direct download: TSE_1360.mp3
Category:general -- posted at: 6:00am EDT

Fri, 23 October 2020

TSE 1359: How to Properly Uncover Customer Pain Points

Getting to know Adam Springer

Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less.

Uncovering customer pain points

Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals they want to achieve.
A business must have its ideal customer profile because each person that a sales rep speaks to has their own pains and these pains affect them in different ways. It’s important to understand who you’re selling to in order to come up with the best approach to address their pain.
Sales reps must understand what their prospects are dealing with if they want to know their customer pain points.
When making calls, the goal of helping must be mutually beneficial. If you see that your products or offers aren’t the answer to their problems, you need to tell them and respectfully let them go.

Bringing up your customer’s pain points during a call

Bring up the pain points wisely during sales calls. Ask open-ended questions based on what you’ve already mapped out. Know your clients on a deeper level by asking difficult questions without making any assumptions.
It’s more impactful for somebody else to tell you about their pain points than you telling them of the pain they may have.
You don’t have to ask the same questions but you can have a format. Start with small talk and qualifying questions, tell them about yourself, and continue with whatever process falls in the sales cycle.
Adam also asks the client which tool they’re currently using and the cost of the tools. By doing this he gets clues about their budget and where they may be financially.
Don’t be afraid to ask questions and listen carefully.

“How to Properly Uncover Customer Pain Points” episode resources

Connect with Adam Springer 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. 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.

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.

Direct download: TSE_1359.mp3
Category:general -- posted at: 6:00am EDT

Wed, 21 October 2020

TSE 1358: Politics and Sales: How To Effectively Sell A Candidate

Getting to know Will Batista and Heidi Peters

Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs.

Will calls himself a reformed campaigner. He’s been doing political campaigns since he was 14 years old. Will also worked on digital strategy for a few political campaigns, did communications work, and acted as spokesperson for various efforts. Right now, Will is focused on sustainability efforts for a major utility in the Southwest.

Effectively selling a candidate

Oftentimes, people don’t see the need for political markers. They just vote for whomever they want. At the end of the day, Will and Heidi’s job is to go after the gap made up of those who may not have all the information they need.
The first step in effectively selling a candidate is to know exactly what they stand for and what the message is. You must identify the strengths you want to push forward.
Campaigns lose because they lack branding and messaging. It’s not about having the position for every single issue right away, but it’s about knowing who you are right away. Social branding is one of the first steps you need to do if you want to effectively sell a candidate.
People today need to understand the political market because most of the time, they don’t know the facts.
There are different marketing strategies for every group of people being targeted.
Regardless of what you’re marketing, you need to have an overall brand image and brand message. You also need to know how to pivot as well.
A winning candidate must be confident and authentic. Being confident means when somebody comes at you, it’s not going to knock you off your game. It’s the ability to maintain your brand identity even with the opinion of other people coming down on you.
Always reflect the value of the people you are representing.
There are two schools of thought in marketing in the political world: The people who say endorsements don’t matter and those who say endorsements can make a huge difference.
At the end of the day, people vote based on their personal experience. Treat people with dignity and respect.

“Politics and Sales: How to Effectively Sell a Candidate” episode resources

Connect with Heidi Tagliaferri and Will Batista on Twitter.

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.

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.

Direct download: TSE_1358.mp3
Category:general -- posted at: 6:00am EDT

Mon, 19 October 2020

TSE 1357: How B2B Sellers Can Build Brand Loyalty With Customers

Getting to know Jeff Fromm

Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool.

Diving into brand loyalty

Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more frequently. It doesn’t doesn’t mean using the brand exclusively; it means I’m willing to pay a small premium for it.
Loyalty should matter to salespeople because when you’re helpful to your customers, they’ll want to work with you over and over. It’s the difference between average outcomes and making a lot of money.
Professional salespeople are empathetic, they have great listening skills, and they collaborate to solve problems.
Buyers don’t want to buy your product; they want to solve their problem.
Questions are your friend, because they help the seller become smarter about the buyer, and they lead to a sale that is a better fit to the buyer’s needs.
You have to have BANT: budget, authority, need, and timing. If you have those things in a buyer, then your job is to find the right solution.
When you provide possible solutions, consider giving three different options and the cost range of each. That way you’re guiding your customer to a solution that best fits his needs.
Show your customers the risk associated with their approach and point them toward the approach that is most likely to succeed.
Give facts, and give customers places to cut corners if you can.
“You have to be willing to lose what you do not have to win what you want.” Jeff Fromm
Culture is wildly important with brand loyalty. Create your culture by being inclusive and innovative. Hire people who are motivated and then empower them and give them good tools.
Be willing to collaborate. Leverage the power of your team by hearing their ideas. Find the people who are better than you at certain things.
To build loyalty with Millennials, spend time with them. Nurture them. They are looking for mentorship. Members of Gen Z are looking for opportunities to prove they are capable of doing something.
If you want to sell more, ask better questions.

“How B2B Sellers Can Build Brand Loyalty With Customers” episode resources

Connect with Jeff at jfromm@barkleyus.com. If you reach out to him directly, he’ll send you a free copy of his book, The Purpose Advantage. If you guy a copy on Amazon, 100 percent of the proceeds go to The Brand Lab, which supports racial equality in marketing.

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.

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.

Direct download: TSE_1357.mp3
Category:general -- posted at: 6:00am EDT

Fri, 16 October 2020

TSE 1356: Using Past Stories in Your Close

Using Past Stories in Your Close

Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and other freelancers and within four years, he was able to scale it to an eight-figure business.

Stories are effective

Stories make you relatable and as a result, it’s easier to build relationships with other people. The more specific your story is, the better the reception will be and the more you tell your stories, the more comfortable you become in sharing them.

As you tell your story, you want to watch for their reactions and listen to the feedback. Adjust your stories accordingly so it’s sharper the next time you tell it. There’s a certain amount of trial and error when crafting your story as you tweak it and see what works. It’s not necessary to always share success stories because people also appreciate how you coped with failure. Success stories aren’t always relatable.

Create stories around objections

Start by creating stories around objections. The most common objections are fear of losing money and the fear of wasting time. Take these objections and turn them into stories. Phil Knight’s book, Shoe Dog: A Memoir by the Creator of Nike is a good reference book on how you can create and tell your own stories.

The Outsource School

Nate’s goal is to help businesses hire A-players quickly. Nate’s company also has a system, a process built-in for operations and marketing to help grow others’ businesses. You can take advantage of it for $997/a year. Today, it’s dropped to $800.

Nate believes that hiring is the number one skill you have to learn in the business. People who learn how to hire early are typically more successful down the road.

“Using past stories in your close” episode resources

Connect with Hirch via his LinkedIn account. You can also check out his Outsource school and learn more. Try the trial here.

Nathan Hirsch also founded Ecombalance.com a monthly bookkeeping service for Ecommerce Sellers and Agencies

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 and also call us at (561) 570-5077.

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.

Direct download: TSE_1356.mp3
Category:general -- posted at: 6:00am EDT

Wed, 14 October 2020

TSE 1355: I Don't Need Any More Training!

I Don’t Need Anymore Training!

It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson.

There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons:

There is a hypocrisy that’s often present in the sales arena
Training is expected in many industries so it can be taken for granted.
People don't look at areas they can improve on

Hypocrisy in sales

Salespeople know how to handle an objection like “We have this product already. We don’t need yours." We understand this is a challenge and can share how our product may help them due to the changes in trends. The same is true in sales where trends change there too. We can’t be hypocrites and expect our sales to improve when we don’t improve as well. The change should start from us.

Training is expected

Sales is a continuous learning process and there are many opportunities through podcasts, books, conferences, and more. People who excel may already have the experience, but they still want to learn more. The individuals, however, who don’t desire to improve start to become stagnant and decline in performance. When your role is critical and you’re not getting any training, people who don’t stay on top of their sales training wash out because they’re not equipped with enough tools.

Areas you can improve upon

There are numerous training sessions available for the areas that you need to improve. Be the sales rep the executives are looking for. Be a sales rep that executives are willing to take a risk for.

“I Don’t Need any more Training!” 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.

This episode is also brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. Get Insights. Get Intelligence. Get Revenue.

Check out their website at trywingman.com.

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.

Direct download: TSE_1355.mp3
Category:general -- posted at: 6:00am EDT

Mon, 12 October 2020

TSE 1354: Using Direct Mail To Move Prospects Through Your Funnel

Using Direct Mail To Move Prospects Through Your Funnel

Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode.

Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people who have solutions.

Direct mail defined

Traditionally, direct mail has included letters, solicitations, and mailboxes. These can be personalized for marketing messages and are called tactile marketing. Nick started personalized direct mail when he needed to reach out to a gentleman with a portfolio of assets who had an interest in their mission. It was difficult to connect with billionaires but Nick was able to.

Without much information, Nick was able to get his location and send him a package that included his book. Nick wrote a personal message in that book and called the gentleman fifteen minutes after he got the notification that his parcel was delivered. That got him a meeting. He was invited for lunch and they were able to build a business relationship. That is the power of direct mail. People want to know that they matter and this is an opportunity to go beyond marketing automation.

Tactile marketing automation

Tactile marketing is the coordinated and personalized orchestration of your digital and tactile efforts coming together. While email has an open rate of 1-2%, direct mail show a higher rate of 2-4%. When efforts are coordinated and worked in a timely way, sales reps can capture a person’s attention and move the conversation forward.

Effective implementation starts with the identification of your ideal customer profile and you only mail people who fall under your customer category. Direct mail isn’t just about sending, it’s about giving personalized, valuable, timely, and intentional solutions to your target customers. You can also use traditional principles of marketing and incorporate them into your present strategies.

“Using Direct Mail To Move Prospects Through Your Funnel” episode resources

Connect with Nick Runyon via his LinkedIn account and visit his 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.

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.

Direct download: TSE_1354.mp3
Category:general -- posted at: 6:00am EDT

Fri, 9 October 2020

TSE 1353: How 5-star Reviews Can Increase Conversion Rates

How 5-Star Reviews Can Increase Conversion Rates

Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates.

Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest, and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You.

Reviews are critical in sales

Customers look up companies on the internet and read reviews and complaints before they make they ever make a buying decision. Building a good online reputation is imperative and reviews are the best way to do that. Another method is to list as much information as possible - names of people, their cities, the items they bought, and snippets of their testimonials. If you’re giving this information to people for free, a reciprocity effect takes place.

The key to getting positive reviews is to ask customers for a review when they are happy. Satisfied customers are more inclined to say good things about the company and the product. They are also more willing to go to the process of sending you their reviews.

Leverage your reviews

Leverage your reviews and share them with other channels. Include local business listings, use Yelp, Google listings, and others to increase the likelihood of your reviews getting seen by many people. Collect reviews that are genuine and authentic. Happy people want to write reviews that will help others share the joy. The aim is to provide high-quality service in order to keep the customers happy and satisfied.

Bad reviews happen but you can change it if you proceed well. Call them and ask for the why and change their perception by making it right. Once they’re satisfied, ask them permission to take the review down.

“How 5-Star Reviews Can Increase Conversion Rates” episode resources

Check out Brian Greenberg on LinkedIn and download his audiobook and book on pdf for free.

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.

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.

Direct download: TSE_1353.mp3
Category:general -- posted at: 6:00am EDT

Wed, 7 October 2020

TSE 1352: 4 Steps to Systematic Sales Growth

4 Steps to Systematic Sales Growth

Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth.

Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name. He is now with Berkshire Hathaway Homeservices Beach Properties and starting his own podcast show.

Systematic Sales Growth

Systematic sales growth can be achieved by either doing more of what you’re doing at the moment or trying new things. The whole business pattern is about birth, growth, maturity, and decline. Businesses need to look for more ways to add value to the market and ensure that people will come back to you.

Competence

Jimmy talks about ABL or always be learning. Build competence by learning new things to improve the business. Look at your weak spots in the business and learn more about it, become the expert in it. Get to the point where you are able to understand the business, the products and services more than anybody else. There are somany learning materials available in it’s a matter of discipline to get to where you want to be.

Repetition builds reputation

Consistency of providing value to the marketplace is where you build the confidence that the buyer has in you as the person selling the product. It’s now the perfect time to use videos and send video updates to a client base. The consistency helps in building your reputation. Once you build your reputation, your next goal is to keep communicating with people and have a referral basis. Find your systematic approach to consistency and providing value to the clients. Even when the whirlwind comes, you still need to stay consistent.

Conversations lead to conversions

You can send videos and post all posts in social media but at the end of the day, people do business with people. Salespeople need to connect, to have conversations, and ask questions. You need to get out there and find out how you can help others. Figure out their needs, their pain points, and you won't be able to do that without having the conversation.

Confidence

The first phone call will always be difficult but if you are confident, you will be able to answer the questions asked. It is critically important now to invest in yourself. Keep learning and connect with people.

“4 Steps to Systematic Sales Growth” episode resources

Connect with Jimmy Burgess via his Facebook and LinkedIn account. He also has his own website and podcast show.

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.

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.

Direct download: TSE_1352_.mp3
Category:general -- posted at: 6:00am EDT

Mon, 5 October 2020

TSE 1351: Three Skills to Help You Overcome Objections

Three Skills to Help You Overcome Objections

Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success.

Skills to overcome objections

Alison has 3 C’s to guide her in being successful in sales: Clarity, confidence, and connection.

Clarity starts with customer discovery. It’s in this stage that prospects are able to share their needs and sales reps are able to define how they can be part of the solution. Objections often fall under three categories - budget, time, and necessity. Prospects either don’t have resources to proceed, don’t have the time to engage, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better understanding about how to overcome these obstacles. Clarity is also about building rapport.

Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech that’s been spoken over these samples. In the same way, well-spoken words can also make a positive impact.

Confidence is also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism.

The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions.

Clarity, confidence, and connection are skills that can start with the sales call.

“Three Skills to Help You Overcome Objections” episode resources

Connect with Alison Proffit via LinkedIn, Instagram, and Facebook. You can also check out her website here. Alison has a Free Energy of Sales 3 mini-course that you can get 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 → 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.

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.

Direct download: TSE_1351.mp3
Category:general -- posted at: 6:00am EDT

Fri, 2 October 2020

TSE 1350: How Recognizing Intent Signals Can Help Overcome Objections

How Recognizing Intent Signals Can Help Overcome Objections

Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR team.

Intent signals defined

Intent signals are interactions, like digital interactions, with a prospective company, or even one person, that is an indicator that they want to have a conversation with you. The intent is an interest in either you, your competitors, or your industry. It tells you they are interested and you can engage.

COVID-19 has become one of the most common objections that salespeople face today. The budget objection won’t come from a company that shows intent in the offered solution. Salespeople can overcome objections by focusing on the accounts that show intent. Ernest’s company uses keywords and value cards to see and gauge intent.

Understanding the intent to overcome objections

Buyers have changed and everyone now does research before deciding to purchase. It’s more efficient to see this intent and have the tools to gauge the prospects’ reasons for visiting your site before an approach. The sooner you identify these prospects, the sooner you can target the accounts. You can use sales engagement tools with the ability to track clicks.

It also helps to engage in constant repetitive practice, role playing and right or wrong, being familiar with your strategy.

“How Recognizing Intent Signals Can Help Overcome Objections” episode resources

Reach out to Ernest Owusu 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. 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.

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.

Direct download: TSE_1350.mp3
Category:general -- posted at: 6:00am EDT