Fri, 6 May 2022
In today’s episode, Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master the skill of negotiating without manipulating. Negotiation isn’t manipulation:
Barriers to entering a high-stakes negotiation:
Understand the solution from their perspective:
Be intentional with silence:
Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!) This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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. |
Mon, 2 May 2022
One of the best ways to build rapport with prospects is through their topics of interest. (And what better way to do that than by podcasting?) In today’s episode of The Sales Evangelist, Donald is joined by Co-founder and CEO at Salescast Collin Mitchell to learn how he uses podcasting to build rapport with his clients. Use podcasting to build a professional relationship.
Other podcasting strategies to build rapport:
Creating content for social and video opportunities:
For more insightful sales content from Collin, check out his podcast Sales Transformation. This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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. |
Fri, 29 April 2022
As a salesperson, you (hopefully) enjoy interacting with your prospects. However, a typical sales mistake is forcing the prospect to fit our communication style rather than the other way around. In today’s episode of The Sales Evangelist, Donald is joined by the author of The Savage Leader and founder of Group Sixty, Darren Reinke, to discuss building rapport the way the prospect wants. Sellers assume prospects like to communicate in the same style as the seller.
Three steps to learn a prospect’s communication style:
A focus on the commission can ruin the relationship.
Darren’s biggest takeaway? Don’t sell the way you like to sell; sell the way the prospect wants to be sold. Tailor your style to engage your audience. Find Darren on LinkedIn, visit his website thesavageleader.com, and find his book on Amazon. This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at https://go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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. |
Mon, 25 April 2022
Building rapport with prospects is the bridge that fosters trust needed to move through the sales process. In today’s episode of The Sales Evangelist, Donald introduces our newest season of content centered around building rapport with prospects. So what are three things that sellers get wrong with rapport-building? Find out in today’s episode. Sellers put on their fake corporate persona.
Sellers aren’t interested enough in their prospects.
Sellers don’t create a dialogue with their prospects.
A bonus: Use the person’s name in the conversation!
This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at https://go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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. |
Tue, 31 July 2018
Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport. Today on The Sales Evangelist, Mike Adams outlines […] The post TSE 888: Seven Stories Every Salesperson Must Tell appeared first on The Sales Evangelist. |
Thu, 12 April 2018
We do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us. Often, though, as sales professionals, we skip the connection step and go straight for the sale. On today’s episode of The Sales Evangelist Hustler’s League, we discuss ways we […] The post TSE 810: TSE Hustler’s League-“You’re Not Like Us” appeared first on The Sales Evangelist. |
Wed, 2 August 2017
Building rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well. Therefore, it’s […] The post TSE 630: TSE Hustler’s League-“Be One With Your Prospects” appeared first on The Sales Evangelist. |
Sun, 25 September 2016
Here’s another snippet taken from one of our sessions over at the TSE Hustler’s League where we talked about the idea of building rapport, how you can connect with new individuals as you take them into appointments, what to do, what to say, and what to not do and what to not say. Strategies for […] The post TSE 410: TSE Hustler’s League-“A Smile & A Firm Handshake” appeared first on The Sales Evangelist. |