The Sales Evangelist

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition
Modern Selling Strategies
Modernizing Your Sales
Creating A Great Work Enviroment for Sellers
Using LinkedIn
Personal Image and Selfcare
Better sales emails
BDR & SDR Skills
AE Skills
Preparing For 2023
Kicking Off The Year Right
Sales Success Stories
Women in Sales
Better Selling
building sales pipeline
Closing Sales Pipeline

Archives

2024
March
February
January

2023
December
November
October
September
August
July
June
May
April
March
February
January

2022
December
November
October
September
August
July
June
May
April
March
February
January

2021
December
November
October
September
August
July
June
May
April
March
February
January

2020
December
November
October
September
August
July
June
May
April
March
February
January

2019
December
November
October
September
August
July
June
May
April
March
February
January

2018
December
November
October
September
August
July
June
May
April
March
February
January

2017
December
November
October
September
August
July
June
May
April
March
February
January

2016
December
November
October
September
August
July
June
May
April
March
February
January

2015
December
November
October
September
August
July
June
May
April
March
February
January

2014
December
November
October
September
August
July
June
May
April
March
February
January

2013
December

February 2020
S M T W T F S
     
            1
2 3 4 5 6 7 8
9 10 11 12 13 14 15
16 17 18 19 20 21 22
23 24 25 26 27 28 29

Syndication

How To Rapidly Grow Your Sales Through An Effective Message & A Powerful Sales Script

 

A message and a powerful sales script are important to rapidly grow your business. These strategies can take your sales game from zero to hero. 

Matthew Pollard was a customer before he became a game-changer and a rapid growth expert. He was 21 when he met the most unbelievable salesperson he’d ever met. The man was part of the Wine Selector’s club. Matthew grew up in a relatively poor neighborhood so beer, straight vodka or bourbon had been his drink of choice. He wasn’t a wine person but the salesman’s script was so good he bought it.  Matt signed up for a club membership and collected wine for 7-8 months before he moved houses. He started drinking wine and has become a huge fan.

 

When Matthew told this salesman he’d purchased the wine because of the sales pitch, he was told the secret was to tell the same story every time.  What made it so effective was that because he knew the script so well, he could guarantee a great performance consistently, and was developing better versions of his story each time. 

 

That resonated with Matthew. The idea of a sales script was something new for him and he wanted to work on it. 

 

What is script sales?

A sales script can initially sound robotic and monotone. It’s similar to an actor who is reading a script for the first time.  In that first run, there’s no guarantee that it’s going to sound great. What will develop the performance is practice. It’s practice that will give life to the scripted words. 

 

Actors can embody their characters so well because they run their lines repeatedly. The same is true in sales. When you’re able to connect with your customer from a script, then you know you’ve practiced enough to make the script a natural part of your pitch. 

 

Practice and more practice 

 

Practice a sales script until it  becomes who you are. Tell the jokes and stories repeatedly, watch what works and doesn’t work, and continue to hone the storytelling until you are getting positive reactions in the places you want your client to react. The story could be as simple as how you met your spouse to how you tried and failed to climb Mount Everest. You will get better about crafting your joke or story so it’s more engaging. It’s going to take time before you get comfortable but once it does, your sales script will be so effective. 

 

Famous Australian comedian, Jim Owen, does stand up comedy and his shtick is to riff on topics people want him to talk about or he’ll find random objects in the room.  He finds humor in all of it. He admits that it’s a huge amount of work for a comedian to come across as original and authentic in the moment. He also adds that part of what he does is scripted and then he practices and rehearses the script until it makes people laugh. How he prepares is to make sure he thinks of all the variables in the room so he can be ready for any eventuality.

 

The key to sales scripting 

As comedians practice to hone their craft, so should salespeople sharpen their scripts.

 

There are generally four or five problems when you’re selling a specific product or service. If you’re good at creating a unified message, finding a niche of clients to target, and you’re able to sell, then you have most of the problems solved.  The only thing that should vary is how you respond to the problems and questions that come up. Your answer should highlight the benefits that fit their special needs. 

 

Salespeople  want to get really good about differentiating their products and services from their competition and they need to know the profile of their ideal customer. They need to know what their sales goals. 

 

Steps to looking for the right customers 

You never want to pick a market that your competencies can’t support. You can’t classify yourself as an expert in something you know nothing about.  Instead, look for a specific person or group of people that benefit from your offer the most. What is the profile of the client that provides the best revenue?  Knowing this will allow you to offer a product or service that is specific and work best for their needs. It makes selling so much easier and helps to alleviate competitions because you’ve already differentiated your niche market. This is the perfect time to present your sales script, when you know the specific group of people will move you to rapid growth. When your script is well-crafted, you have a higher rate of closing. 



Case example: Beijing Language Academy 

One of Mattew’s clients was a language institute called Beijing Language Academy. They were having a difficult time charging more than $50-80 for a one-on-one consultation. It was a massive problem for them.  Matthew was called in to help and helped them come up with their sales goals and customer avatar. When they looked at their existing clients, they found that they weren’t only giving language lessons but their academy was also teaching their customers how to become successful in China. Hence, China Success Institute was born. It’s now an education course for executives, their spouses, and their children who are being relocated to China. They now charge $30,000 for the program and they don’t have any problem selling it. They key was thinking about their branding even before they came up with the sales script. 

 

Focus on your branding 

John McEntire is a podcaster and he sells an autoresponder for $1,200. Although he was doing okay and was able to sell his premiums, he had the wrong messaging. He was fighting against bigger competitors who assumed that people knew what an autoresponder is. With Matthew’s guidance, they changed their branding. They went to educating their customers on inquiry re-engagement and focused on going into real estate agencies using a sales script that would allow them to grow their platform. By creating a unified message that highlighted the benefits, they were able to change John’s niche market from online businesses to people who are established in brick and mortar businesses.




What should you do?

 

Matthew’s podcast is called Better Business Coach and his focus is to share how a salesperson can become successful using a sales script. He suggests salespeople write down three business goals and three personal goals. One of them should be to be absolutely selfish because this will serve as their driving force. He then tells them to use the smart criteria and directs them to summarize their goals into 250 words or less, including their “why statement” and why these goals are important to them. The next step is to write down their avatar and mind dump every single person they’ve successfully worked with. After they have their list of customers, they write down everything they do for these customers.  The last piece is to find the higher purpose and make it the end goal. Matthew’s point in this exercise is for his clients to see if their goals conflict with the people they associate with and adjust accordingly.

 

As a salesperson, it can be scary to try new things but think positively and put your best foot forward. Having a script allows you to work smarter, not harder. 

 

“How To Rapidly Grow Your Sales Through An Effective Message & A Powerful Sales Script” episode resources

 

Find Mathew Pollard at matthewpollard.guru. He is also on LinkedIn, so you can check him out there as well. 

Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

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_1246.mp3
Category:Sales Script, Target Customer, Niche -- posted at: 12:00am EDT

1