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Syndication

In today’s episode of The Sales Evangelist, Donald is joined by author, speak, and co-founder of Gap Wireless, Glenn Poulos, to discuss five ways to know your customer’s ecosystem. This conversation is based partially on Glenn’s recently published book, Never Sit in the Lobby, available now on Amazon.

Understand your key stakeholders.

  • Some salespeople sell simple things, and some people sell multi-million dollar systems. Whatever the product is, know what you’re talking about. And, more importantly, learn how to explain it to others.
  • Too often, salespeople are very technically proficient at explaining their solutions. However, this is potentially too descriptive for the prospect to understand your solution's clear benefits. 
  • Recognize who you need to speak to, identify their level of understanding, and adjust your speech to accommodate the stakeholder.

Isolate the prospects

  • Who are the people that will use and derive benefit from your solution? Those are the people you need to demonstrate to.
  • Showing the benefits to the implementer drives them to further the deal beyond what might happen when speaking exclusively to management.

Punch, perfect pitch, and close:

  • You might be presenting for a specific purpose, whether technical, financial or otherwise. Whatever it is, make it a good presentation.
  • The ‘punch’ is an attention-grabbing opening that captures the audiences’ attention and encourages them to pay attention to the rest of the presentation.
  • People get lost in details. When presenting a pitch, know which elements are essential to the prospect and which are not impactful to their bottom line.
  • The close should come naturally if you’ve completed the punch and the perfect pitch. If it isn’t, you’re likely selling too early in the conversation.

Visit Glenn’s website, glennpoulos.com, to download his free worksheet, find his book, and see more great content.

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.

Direct download: TSE_1551.mp3
Category:Objections -- posted at: 6:00am EDT

No matter what level of sales you’re in, you are bound to encounter objections. In today’s episode of The Sales Evangelist, host Donald Kelly is joined by the co-founder and former owner of Solo Stove, Spencer Jan, for an in-depth look at Spencer’s experience handling his biggest sales objection.

But first, what does Spencer consider an objection? 

  • In general, Spencer sees sales objections as a lack of communication; the disconnect of not understanding the other person.
  • When objections arise, it’s not that they’re rejecting you, there’s simply a gap between you and the prospect.

In 2016 Spencer and his brother decided to sell their business.

  • When they went to sell, investment bankers and brokers told them their company wasn’t sellable. 
  • They were surprised because the business was very profitable. However, Spencer and his brother didn’t understand their buyer.
  • They realized a buyer wants to invest in a company, not necessarily run it. They aren’t looking to deal with day-to-day problems. And that was the objection they had to overcome. 

From 2016-to 2019, they transitioned to a structure someone would buy.

  • They listened to feedback and knowledge and assembled a self-sustaining team to run the company beyond their departure.
  • They rehearsed their pitch, had dry runs, integrated stories, and planned how to pitch their deck to investors and private equity groups.
  • Spencer and his brother were prepared and knew which objections to prepare for based on their research and conversations.

In 2019, they landed a nine-figure exit.

  • When you understand what people want, you can shift your mindset to account for those wants and create value.
  • Be willing to set your ego aside. People will reach a level of sales competency, but every customer is different. Take time to understand what your audience wants and tailor your message to that specific person.

Spencer’s major takeaway? When things don’t work out, just keep trying. Understand your audience’s needs, and keep moving to eventually make the sale. Find Spencer on LinkedIn and YouTube for more great content.

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

This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

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. Also, leave us a rating and reviews on Apple Podcast.

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX, 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.

Direct download: TSE_1550.mp3
Category:Objections -- posted at: 6:00am EDT

Objections can strike fear into the hearts of salespeople everywhere. But what if there’s a simple formula to handle objections with confidence? In today’s episode of The Sales Evangelist, our guest Ryann Dowdy explains how we can integrate this sales strategy into our sales methodology. 

Ryann’s feelings on objections:

  • It’s about asking questions - focusing on the human to human connection and seeing the value in that connection
  • We think of a “closing problem,” but the “opening problem” can be just as essential to overcome.
  • Help people get what they want by using information they’ve already shared.

Overcome objections from the beginning:

  • It’s a simple philosophy: Jeb Blunt’s book Sales EQ explains that we have a physiological response (like increased heart rate) when someone raises an objection. 
  • When you get an objection, have a script to follow immediately after the objection to have time to collect yourself.
  • For Ryann, she likes to empathize and understand more about the objection to determine where it’s coming from and how to handle it.

Asking questions indicates where to speak further:

  • Strictly following a script reduces the human-to-human connection and might prevent you from understanding key information.
  • A short post-objection script can be helpful, but think critically and have a loose framework ready to dial in on the prospect's specific needs.
  • When asking questions, don’t let your emotions take control. Take a breath before speaking to think. Often, the prospect will start talking instead and give you more information.

Make conversations based on humanity:

  • If you focus on serving that prospect, you’ll strengthen the relationship and the trust alongside it.
  • It takes practice to avoid taking objections personally. Remember, you and your job are two different things - you bring value and are worthy, regardless of people saying no to a product or service.
  • The first time you sit in front of a buyer might not be the right time for the buyer - it’s all about how you handle the rejection.

Ryann’s major takeaway? Ask more questions and never assume you understand a prospect’s objection. For more content from Ryann, check out her book, The 100k Sales Method, on Amazon and connect with her on LinkedIn and Instagram.

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

This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

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. Also, leave us a rating and reviews on Apple Podcast.

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX, 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.

Direct download: TSE_1549.mp3
Category:Objections -- posted at: 6:00am EDT

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai Art Harding. With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations.

What is a digital transformation?

  • Sure, it’s Uber and Netflix. But it is not solely a technology play; it’s reimagining the customer experience and using technology to facilitate those changes.
  • Uber didn’t invent cars, apps, or driving strangers. They just combined those elements in a unique way to make something new.
  • The classic go-to-market functions had relatively siloed expectations. Marketing was responsible for branding; sellers were responsible for closing deals, etc.
  • Those transformations affected these elements at different rates to unlock new digital journeys.

Digital transformations start from the inside out. 

  • Younger generations use the tools and data they expect from a professional (or implement themselves as they grow in their careers.)
  • Enterprise sales have dramatically changed in the last few years, and that’s as a result of digital transformations.
  • Different departments need to become more connected to limit objections fostered within a lack of communication.
  • As technology moves into the customer journey, the person's role becomes even more valuable.

Buyers are more educated now than ever.

  • Sellers need a recurring delivery of value, which means overcoming continual objections far past the initial discovery. 
  • Sellers need to know how a buyer can take the product you’re selling and apply it to reach their next goal or outcome.
  • Be informed on how to drive the buyer’s next steps with the product you sell.

Technology allows a focus on customer understanding.

  • Frontline managers no longer need to remind sellers of internal practices but rather anticipate objections and understand solutions for buyers to progress sales.
  • Technology allows you to understand (as a sales manager) if your sellers are addressing the proper objections, utilizing the correct persona, and scheduling and identifying the suitable methods that will lead to a sale.
  • There’s a difference between understanding the objection and addressing the objection.
  • Sales leaders should be able to validate if sellers are hitting the right personas if sellers are prioritizing the correct accounts and if there is a process to qualify unaddressed accounts. 
  • If you don’t have a frontline manager program with defined competencies, your future of digital transformations will not progress easily.

Connect with Art on LinkedIn or email him at art@people.ai for more great content.

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

This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

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.

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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.

Direct download: TSE_1548.mp3
Category:Objections -- posted at: 6:00am EDT

The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling with a servant’s heart. In today’s episode of The Sales Evangelist, Donald is joined by Jim Doyle to discuss why this is so important.

What exactly is the term “selling with a servant’s heart?”

  • It is being obsessed with the customer outcome. It’s more than a win-win because if it’s right for the customer, it’s right.
  • A short term might not be in the seller’s best interest if it means the customer wins in the long term.
  • You’re here to serve, not to sell.  This should be the default mentality of salespeople. As you embrace it, you’ll see more success with this mentality.

A servant’s heart can help overcome objections.

  • One of his book chapters is, “ask a million questions.” Salespeople are taught to answer questions without focusing on uncovering the seller’s needs. Instead, an in-depth conversation is needed to understand their situation thoroughly.
  • A transactional seller is likely to hear more objections than a diagnosis-based seller.
  • Objections are likely tied back to a lack of information, and that lack of data results from the three-question qualification process.
  • Selling is the process of taking away the buyer’s risk. As a seller, make the leap of faith as small as possible. And how you approach the sale is what reduces risk.

Mitigating risk overcomes objections and is leads to more sales.

  • Especially in the corporate setting, the decision needs to help both the company and the specific buyer.
  • Help the buyer feel comfortable and aware of the process to reduce their likelihood of objections.

Teach, not sell.

  • As a seller, explain how and why your solution will work for the buyer rather than simply explaining why they should buy it.
  • Focus on being a solution provider, which means entering a meeting being clear on your intentions, questions, and process.

Jim’s final takeaway? Everything you give is given to you in return. So, focus on making a difference in the world for positivity to come back to you. Connect with Jim on LinkedIn and find Jim’s book “Selling with a Servant Heart” 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

This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.

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. Also, leave us a rating and reviews on Apple Podcast.

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX, 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.

Direct download: TSE_1547.mp3
Category:Objections -- posted at: 6:00am EDT

How To Elevate Your Sales Game 

As a salesperson, you might have asked yourself the ways to elevate your sales game. 

Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader. 

He and Tony help individuals see their role in the organization. 

Salespeople can’t change the market, the economy, the way the organization works, and the standard of practice. Tony and Dug want salespeople to see the clear picture and help them realize their true potential. 

Elevate your sales game 

Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales. Sales reps must look at the pattern when they’re stuck. Do not have the tendency of beating yourself up and taking the fall when things go wrong or when you’re stuck. 

Assess the activities that have been holding you back as a salesperson and be aware of them. Look at the pattern of thought, the pattern of activity, and the pattern of focus. These may be small things that you’ve stopped doing like making your bed in the morning, praying, meditating, exercising, and whatnot. 

Most of us are running away from the pain but in order to succeed, we need to go through the pain.  

The best time to get a sale is right after you just made a sale. Listen to the power of momentum. You sell one and own it. Do not doubt your ability to sell, just get on with the selling and be carried by the momentum. 

Believe in yourself

That belief in yourself is so vital in sales. It doesn’t matter that you’re shut down several times or that your presentation is put to a stop. You just have to keep going. 

Sell yourself first and have that confidence before you go off selling to other people. Salespeople have a moral obligation to help others even when they’ve said no for the first few times. You need to get over that objection in order to deliver the message. 

A great salesperson needs to get into that state of gratitude before going into the next steps in sales. You need to be truly present and get clear visualizations of your goals. You also need to believe in your product and the services you sell. 

In sales, your network is your net worth. 

Nothing replaces a full-on immersion and meeting people. The prospects are everywhere so you need to be always selling and offering. Look for strategic partners and find the opportunities and the people who are willing to invest their finances and their energy. Salespeople have skills and it's up to having the right training to be able to unleash those skills. 

Challenges in sales 

We live in a fast-paced society and everyone wants to speed up the process. Many are caught up in technique hopping when things go wrong. There are three pillars of extraordinary results to address this issue. The first is the strategies and the second is the action plan such as making phone calls, using technology and digging into LinkedIn, Instagram, and other social platforms. All these strategies are not going to work if they’re not implemented and acted upon. 

What most people do is they take action but they do it half-heartedly. This compromises the third pillar which is the mindset. They spend thousands on a strategy and then they move on to the next strategy. They move from one strategy to another and then if it still doesn’t work, they blame the system. 

Don’t do it with the belief that the strategy isn’t going to work in the first place. 

When you do your pitch, don’t do it half-heartedly. When you mail prospects, don’t send a blanketed e-mail because they’ll know that you didn’t put any effort into it. Make a personal email that shows them you care. 

Be willing to get vulnerable 

Salespeople who are crushing it on their sales are the ones who are willing to be vulnerable. They are the ones who are willing to be authentic and putting themselves at risk on a personal level. This is how they connect with potential clients. 

As a salesperson, you need to understand the value that you offer and come from a place of service rather than expecting. 

People will only do business with you and trust you when they see that you’re being authentic and honest. #SalesHacks

You learn things as a sales rep when you push through the pain. Look at challenges in new perspectives and work your way around them. Master your ability to perceive what’s going on and change your relationship with the situation at hand. Push yourself ahead with every No you get.

When you’re facing a slump and you’re wondering how to elevate your sales game, you need to evaluate your mindset and be present. Realize how valuable you are and use that to connect with clients on a deeper level. 

There will be more on this at the “Unleash the Power Within” event that’s going to happen at the American Airlines Arena on November 7-10. 

  • Day 1: Turn fear into power.

What stops people from referrals? FEAR. 

What stops people from prospecting? FEAR. 

What stops people from door-knocking? FEAR. 

Turn fear into power and work the muscle of state management. Day 1 is about building your confidence as a salesperson. 

  • Day 2: The power of influence 
  • Day 3: The conversation

“How To Elevate Your Sales Game” episode resources

If you’re interested in going, reach out to Dug via his email dug.mcguirk@tonyrobbbins.com or call him on his phone number (646)523-8230. You can also send the word D-U-G to 64600, and you’ll get a link to all his contact information. 

For other sales concerns, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

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Audio provided by Free SFX and Bensound.

Direct download: TSE_1200.mp3
Category:Objections -- posted at: 12:00am EDT

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity.
Weldon Long has plenty of personal experience dealing with adversity in the form of 13 years in the penitentiary, homelessness, and dropping out of high school. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.
Difficulties are coming
The truth is that difficulties are coming. It's easy in personal life or in sales life to feel overwhelmed and tempted to wave the white flag of surrender.
Weldon was in federal prison when his dad died. He got a note to call home from one of the prison guards. He remembers realizing that his dad died with him in prison again.
He had a three-year-old son that he fathered while he was out on parole. He realized that he wasn't being a very good father or son.
He made the decision to change the course of his life but he had no idea where to start. He still had seven years left in prison, so he started reading.
Copy successful people
His master plan was to figure out what successful people were doing and copy that. Seven years later, he walked out of prison and lived in a homeless shelter at 39 years old.
He learned how to sell reading books and he started knocking on doors looking for a sales job. It took about six months to find a job because he was a convicted felon living in a homeless shelter.
He got a job selling air conditioners and had a great first year. The next year, he used his earnings to open his own air conditioning company. Though he knew nothing about air conditioning, he knew how to sell air conditioners.
He hired the operations people and grew the company to $20 million in five years. In 2009, his company was selected as one of America's fastest growing privately held companies.
His life has been a study in overcoming adversity, and the lessons are useful for anyone because everyone will eventually face challenges. Learning to face them is the key to achieving greatness in the face of adversity.
Sales process
Weldon points to the sales process as the secret to building a successful business.
The prospects are 100 percent in control of the result. They get to decide whether they will write us a check or not. The sellers are 100 percent in control of the process. Far too many sales professionals focus on the outcome rather than focusing on what they actually control, which is the process.
Weldon quickly learned all the difficulties of selling and he said he was amazed by the number of honest people who would promise to call him to follow up but who never did.
Buyers will say one thing and do something else, perhaps largely because they fear getting ripped off or misled. They put a lot of protective mechanisms in place.
Sales hallway
In his book Consistency Selling, Weldon introduces a concept he calls the sales hallway. He and the prospect are at the beginning of the hallway together. At the other end of the hallway is the door he's hoping to get the prospect through.
As they walk together, the prospects have a lot of questions about products, services, and guarantees. Most importantly, prospects have questions about price.
When they have all the information, they tend to want to postpone the decision. They try to leave little trap doors or escape routes along the hallway.

  • "I'll think about it." 
  • "I'll call you next Tuesday."
  • "You're too expensive."

When Weldon learned to address those obstacles before they came up, it was the turning point in his sales career.
Influence and persuasion
Weldon read an article by Robert Cialdini, author of the book Influence. It was all about the consistency principle, which says that public declarations dictate future actions. The idea is that if you can get someone to make a public declaration, he becomes more likely to take actions that are consistent with that statement.
He determined which objections he was facing most often, and he structured his conversation so that the prospect didn't struggle with those fears. When he did that, he found way less resistance at the end of the sales process.
When he started selling, it was "kitchen-table selling." It was residential air conditioning to families who were mad that they were having to spend the money. He was on their turf and they had other bids that were half his price. Weldon learned to prosper in that situation.
Price objection
How do I deal with price objection?
The problem is that most people don't bring up price until the prospect does at the end of the process. Once the prospect brings it up, he's in a super defensive posture. They know you're going to try to sell them on why you're worth the extra price.
The heartbeat of his whole process is addressing those concerns. When he helped Farmer's Insurance address the price objection, he recommended looking on the Internet for considerations when purchasing insurance. He found a thousand different articles that all said that price isn't the most important consideration.
Now when he's sitting with a prospect, he'll address the fact that price is a valuable consideration when purchasing insurance. But then he'll ask the prospect whether he agrees or disagrees with the fact that there are other considerations that are equally as important as price.
Public declaration
Weldon shared the example of a company that canvassed a neighborhood by telephone to find out whether residents believed it was important to fund research for childhood disabilities. The following week, when the canvassers came to actually collect money, the donations doubled because the people had previously made a public declaration that it was important.
Weldon realized that if he could get his customers to acknowledge that price isn't the most important, and if he could get his customers to declare publicly that they would call him tonight with an answer, he was less likely to struggle against those objections.
Sellers tend to focus on the door at the end of the hallway and they try to close. The key is to prepare yourself as you're moving through the hallway.
[Tweet "The three most powerful words in sales are "Earlier you said..." When your prospect rec0gnizes a difference between what he said earlier and what he's doing now, it creates cognitive dissonance, which produces anxiety. #HandlingObjections"]
The way to help the prospect get back into resonance is to take action consistent with the words you said earlier.
Improving numbers
There are those who will point out that this approach won't work every time, and that's true.
But if you're closing four out of 10, my job is to show you how to get one or two out of the six you're losing. You're already getting the four. I'm going to help you get better margins.
Everyone loves the idea of making twice as much money but no one wants to work twice as many hours. The key is to increase your productivity with your raw materials. Your raw materials are time and leads. How do you produce more output with the materials you have?
Anticipate the objections
If you're selling air conditioners, it shouldn't surprise you to hear that your price is too high. You should anticipate that objection. Lay the groundwork so you can have the right conversation.
By the time you get to close, the time for debate and argument is over. Your only hope is to remind them what they said earlier about price.
If I say the price isn't the most important consideration, I'm a salesman. If they say it, it must be true.
[Tweet "Lead with your weakness. If you're a premium company with a premium price, hit that straight on. #PriceObjections"]
Create the prosperity mindset to prosper before you face adversity. Get clear on what you want so you can achieve greatness in the face of adversity.
Remember the FEAR acronym.

  • Focus
  • Emotional commitment
  • Action
  • Responsibility

Build a plan that anticipates objections and create a sales process that addresses those objections.
"Greatness In the Face of Adversity" episode resources
If you text the word "Videos" to 96000, you'll receive free content about how to create the prosperity mindset and how to deal with objections in the sales hallway.
Grab copies of Weldon's books:

  • The Upside of Fear
  • Consistency Selling
  • The Power of Consistency

If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there.
You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.
You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.
If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.
This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.
I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.
Audio provided by Free SFX and Bensound.

Direct download: TSE_1093.mp3
Category:Objections -- posted at: 6:31am EDT

                Sales requires a predictable process, but too often sales professionals deviate from the established path. They improvise and eliminate steps, and lose sight of the overlooked basics. On today’s episode of The Sales Evangelist Hustler’s League, we discuss why it’s important to do the fundamental things that […]

The post TSE 875: TSE Hustler’s League-“Overlooked Basics” appeared first on The Sales Evangelist.

Direct download: TSE_875.mp3
Category:Objections -- posted at: 2:34pm EDT

Every prospect has objections. If you fail to address them well, your proposal could go dry. Your prospect may disappear. Today on The Sales Evangelist Hustler’s League, we’ll hear a discussion about how to align our prospects with our company and how to qualify our prospects before closing. Don’t trick the buyer. Sales professionals should […]

The post TSE 870: TSE Hustler’s League-“Objection” appeared first on The Sales Evangelist.

Direct download: TSE_870.mp3
Category:Objections -- posted at: 6:00pm EDT

If you’re creating or running a business, big or small, you should have that mindset that you’re going to be able to sell it when the opportune time comes. What? Yep! You’re creating value in your business so you have to be prepared. We’ll have our guest today expound on that, particularly on the major sales […]

The post TSE 736: How to Handle the Most Major Challenges You Will Face When Selling appeared first on The Sales Evangelist.

Direct download: TSE_736.mp3
Category:Objections -- posted at: 7:23am EDT

Do you realize how powerful words can be? Words can either unite or destroy a country. So too can the use of language either make or break a sale. Today, our guest Ross Jeffries is going to teach you how you can use the power of language to bring about a whole different meaning to […]

The post TSE 443: How To Use The Neuro-Semantic Art of Reframing to Overcoming Objections appeared first on The Sales Evangelist.

Direct download: TSE_443.mp3
Category:Objections -- posted at: 4:17pm EDT

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