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Learn To Prospect Like An Expert With Steve Kloyda

 

Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. In this episode, Steve Kloyda helps us figure out how to prospect like an expert. 

 

Steve Kloyda has been creating unique selling experiences for over 30 years and has been able to transform the lives of countless salespeople. In addition to facilitating thousands of workshops across the country, he personally made more than 25,000 sales and prospecting calls, listened to and analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions. He has clearly earned the title expert! Steve’s insights have provided clients with a powerful learning experience for anyone who wants to transform their sales and dramatically grow their business. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales. 

 

Steve also remembers unforgettable customer service. One of his coolest sales experiences was at Hilton Head several years ago when it was suggested to him and his wife to go to the Pink House for dinner. It was indeed an old pink house converted into a restaurant and by dessert, his wife just wanted fresh fruit but it wasn’t on the menu. Steve made his request and though it wasn’t a dessert they offered the waiter came back 10 minutes later with a plate of fresh fruits so beautifully arranged it reminded Steve of a work of art. To top it all off, they didn’t even charge them when they were billed! The Pink House went above and beyond all their expectations.  When was the last time you went out of your way for a customer?

 

Steve as the prospecting expert 

Steve started his company, Telemasters, in 1990. He built the company over 18 years and they specialized in creating a unique process for salespeople to prospect. From that point until 2005, the primary tools for prospecting were basically telephone and email. When 2006 came around, social media including LinkedIn started to look like a great platform to prospect. Steve went on an online class with Carrie Wilkerson, The Barefoot Executive, and what she asked him hit him: 

 

What are you really passionate about?

What are you really good at? 

 

Steve has always been good at opening doors and prospecting. To see how many people were looking up topics related to prospecting, he did a Google search and learned that tips, strategies, and ideas were a hot topic. People are searching for these topics about 200 to 300,000 times a month. He decided to sell his Telemaster brand and changed the name into what it is today, the Prospecting Expert. 

 

Claiming it 

You can’t call yourself an expert unless you’ve walked that path and Steve has certainly walked them all. Today, he is helping salespeople attract more prospects and drive more sales as he provides a clear path for sales and prospecting success. 

 

The basics of prospecting 

The definition of prospecting is  “in search of or to labor for.” As sales reps, we are looking for people who are going to purchase our product or service. We’re also searching for new customers and new businesses through our existing customers. Let’s look at Hector the Prospector as an example. During the California Gold Rush, he found a nugget of gold but he didn’t stop to turn in that one gold nugget. He continued to prospect until the stream dried up and then he looked for another stream. 

 

All successful salespeople never ever stop prospecting. #SalesProspecting 

 

The organic process

Prospecting should be an organic process that starts with identifying who your target audience is. One of the mistakes salespeople make is that they don’t know who they should be selling to and are prospecting people who don’t have the ability to say yes. It really comes down to knowing where your prospects hang out, whether that be online or offline, and identifying ways to approach them naturally. 

 

Prospecting methods over the years

Prospecting methods have changed dramatically over the years. In the 1980s, they had the telephone and snail-mail. There was no voice mail or email. In 2003-2004, social media started gaining popularity, especially platforms like Twitter and Facebook. Steve got the first taste of Twitter in 2008 and he immediately disliked it. He thought Facebook was for kids and with the addition of LinkedIn and Youtube, social platforms were coming from all directions. 

 

Steve soon realized that these tools were becoming an important point of contact in the sales process. Some salespeople, however, started to hide behind the technology and they have bought into the notion that somehow Twitter is going to help them sell. These tools can certainly be used to connect, educate, and engage with your target audience but ultimately, a phone call or meeting will have to happen.  People can’t forget how to engage. 

 

The way Steve uses social media is with his Instant Sales Nuggets and twice a day, he posts a tip on Twitter. He also knows how to ask his network great questions. These may just be a sentence or two that he puts out but still doesn’t post his link. This is the education part he’s happy to provide in order to build relationships and start conversations. He repeats this process across the various social media platforms such as Facebook, LinkedIn, and Google+. He will then periodically post his podcasts on his website or promote his website on Twitter. In order to provide valuable content to his network, Steve makes sure he knows what people are looking for and what they’re talking about so that what he shares is relevant. 

 

Major mistakes when prospecting 

Mistakes can be made online and offline. In addition to believing social media can close a sale for you, the biggest mistake salespeople make online is the  ‘look at me’ approach where their content is all about them. You can do some of that but the focus should always be about giving more information than you are asking for a return as illustrated in Gary Vaynerchuk’s book called Jab Jab, Jab, Right Hook: How to tell your story in a noisy social world

 

Mistakes offline go back to the lack of understanding of their target audience and the lack of preparation: 

  • The target audience has not been identified.
  • There has been no preparation made before the call. 
  • Too much time is spent with people who don’t have the power to say yes. 

 

The target audience has not been identified.

Niche down so you truly know who will benefit from your product.  What problems can you solve and who is dealing with these challenges?

 

There has been no preparation made before the call.  

Steve is a big believer in scripts but in this case, the script isn’t just about words you say over and over but includes the outline of what you want to convey and what questions you want to ask that are specific to your prospect.  Know your agenda and stick to it. Steve says, “The purpose of the calls is to keep the purpose of the call the purpose of the call.” For example, if the purpose of the call is to qualify this person, then qualify him. If it’s to set an appointment, then ask for an appointment by the end of the call. 

 

Too much time is spent with people who don’t have the power to say yes. 

Salespeople can waste a lot of time talking to the wrong people. Ideally, before you talk to someone do your research and answer what Steve calls the Rules of Engagement. 

 

  • Who is this person?
  • What role do they play in the company?
  • How do they make decisions?

 

Why do we make mistakes 

Many salespeople are never taught the art of asking the right questions or they are afraid of asking the right questions. One of the books that Steve recommends to sharpen this skill is How I Raised Myself from Failure to Success in Selling by Frank Bettger. You can’t produce the right results unless you talk to the right people and ask the right questions. Steve suggests the following guidelines when making a call. 

 

  • Greet with, “Hi, ____.  I know you weren’t expecting my call but do you have a minute to talk.” Salespeople are taught not this question gives a prospect an out but it’s not true. This question allows you to get right into your qualifying questions whereas, “How are you doing?” ends up being a delay.
  • Mix up your questions. You can ask the prospect, “I understand that you’re the person responsible for making the decisions for training for your salespeople, is that correct?” If they say yes, you can keep the same thread going. “Well, ____, you mentioned that you’re one of them, so who besides yourself is involved in this decision?”

 

Ask these questions, give your purpose statement, and ask for an appointment. Create a picture in the minds of potential customers and show up prepared.  When you know what you’re going to say, you don’t become the script.  The script becomes you.  Make a strong first impression. 

 

Social media platforms are a good avenue for starting relationships but at the end of the day, it comes back to the phone and face to face meetings. The phone is still important in the process of prospecting. 

 

Steve’s major projects 

Steve loves to create content. He started a webinar series and did that on a monthly basis every Wednesday. You can also check out his YouTube channel for additional content. 

 

Never ever stop prospecting. If you had the cure for cancer, you’d tell everyone. Your job is to plant the seed. Every salesperson can solve someone’s problem.  It is your moral responsibility to make an approach and make the call. 

 

Learn To Prospect Like An Expert With Steve Kloyda” episode resources 

Connect with Steve via his email. 

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

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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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_1293.mp3
Category:Prospecting -- posted at: 12:00am EDT

As sales reps, we all want to know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’

Tamara Thompson is the owner of a creative video production company that brings compelling stories and brands to life; from events to influencers to business owners. It is for those who need marketing assistance or who seek to broadcast their authority across different social media platforms.

Video is her forte’. She is very passionate about it and has directed several documentaries.

Tamara started using a video camera at the age of 7 and followed her dream into film school before launching her own business, Serious Take Productions, in 2012.

She is now focused on building her sub-brand, Broadcast your Authority, to help empower more female business owners – from taking the stage, to gaining media exposure, to implementing video that will attract and keep attention.

Tamara knows full well that receiving a ‘No’ in sales is inevitable. She used to take it personally until she read The Four Agreements, a book which she credits with changing her life.

MOVING BEYOND ‘NO’

Now, she views ‘no’ with a different mindset. That ‘no’ can turn into a ‘maybe’ and then into a ‘yes’ when you have the mentality and are able to think abundantly in order to handle rejection. Taking rejection personally only allows it to spiral out of control into negative feelings about one’s abilities.

The more positivity flows around you, however, the more you are able to deal with objections. To handle the conversation, you have to be able to listen to why they are saying ‘no.’

It is a preemptive process. It is the preemptive way of thinking when entering into any conversation: don’t expect a ‘no,’ but recognize that it may happen and be prepared.

When facing ‘no’ as an answer, it is time to discover why the hesitation exists. In this way, you can provide a different solution that caters better to the needs of your clients.

As the owner of a professional video company, Tamara knows she has the one-up in many situations simply because, in order to build a relationship with her clients, she needs to know exactly what entices them most and what they need most.

As an example, Tamara recalls hosting a ‘sale from the stage event.’ It’s a selling opportunity to a massive amount of people who are then invited to ask questions and to sign up for video retreats.

One woman, in particular, had many questions about her unique situation. Tamara was able to zero in on the specific hesitations of the prospect and cater to her needs as a result.

Relating to the prospect and fully trying to understand the reasons behind any hesitation is how Tamara is able to turn a ‘no’ into a ‘yes.’

LISTENING

She doesn’t view ‘no’ as a rejection or a lack of interest but rather as a call for more information. A weak seller might give up but a great seller will try to be helpful, to relate, and to listen.

When you truly care about the people you are working with and for and want to build a relationship with them, it is easier to steer conversations toward ‘yes.’ Once you understand the struggles and objections, it is easier to respond properly.

Tamara is passionate about her business. She is confident that listening and empathy can go a long way in helping sales reps close deals even if they are not particularly passionate about their product.

New sellers sometimes don’t know what to listen for.

Tamara recommends doing research on any person you hope to speak with. Take time to learn their lifestyle and interests and what their brand and business look like. Then tailor your questions accordingly.

The right questions – the right amount of interest in what the prospect is already doing – can open them up to tell you more.

Find out why they do what they do and where they want to go.

Most prospects are passionate about their business and when they are hesitant to make a change, you can hear it in their voice. Once you understand their goals, you can help them past the hesitation.

BEING PERSISTENT

If a hesitant ‘no’ is still the answer, Tamara recommends follow-up.

Aim for a ‘maybe’ even if it means following-up multiple times, or several months later, because people are busy and can’t always respond the first time.

Once the prospect realizes that the sales rep is attempting to provide a solution and to help versus just trying to make a sale, it opens doors.

Persistence and the ability to listen to the real concerns of any prospect are Tamara’s key pieces of advice.

 

The more they can see the value in what you offer, the more ‘no’ moves to ‘yes.’

“HOW TO TURN A ‘NO,’ TO A ‘MAYBE,’ TO A ‘YES!’” EPISODE RESOURCES

Check out Tamara’s video content and learn about upcoming events on the Director Tamara Thompson Facebook page. You can learn more about compelling videos, event videos, and influencer and speaker trailers produced by Serious Take Productions at www.serioustakeproductions.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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. It’s super easy, it’s helpful, and I recommend that you try it out.

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Audio provided by Free SFX and Bensound.

Direct download: TSE_1033.mp3
Category:Prospecting -- posted at: 12:00pm EDT

oday on The Sales Evangelist, we're going to talk about the fear of prospecting, how your coworkers often contribute to it, and how you can overcome your fear of rejection.

Fear of rejection often keeps salespeople from going after potential deals, but it doesn't have to be this way.

Intimidation

If you're a new rep and your teammates warn you to stay away from a certain account, it can cause you to fear to reach out at all.

In our case, a seller named Rick found himself in this exact situation. He believed so strongly in what he had to offer that he actually went to visit the client. [3:07]

He spoke to the prospect's receptionist and he left information with her that she could pass on to the VP of the company.

Several days passed and he didn't hear from the receptionist or the VP. Fortunately, his confidence outweighed his fear of rejection.

He called the prospect at 7:30 a.m. and was able to talk to the exec because the receptionist wasn't there yet.

Eventually, he closed the deal that his coworkers said couldn't be closed.

His co-workers could have solved the problem as well, but they allowed the warnings and stories to intimidate. They never reached out to him.

TSE Certified Sales Training

In our TSE Certified Sales Training program, the first lesson we teach is how to prospect like an evangelist. The first thing we discuss is how to overcome the fear of rejection. [4:58]

Fear results when we believe that someone is going to cause us harm or pain.

But how does that belief come into existence? Because we were taught or coached to be fearful of the word no.

When we were kids, we didn't fear being told no. But as we got older, we became conditioned to the idea that no is bad.

Knowing the problems

Rick did believe that he could be rejected, but he had a greater belief that he could solve a problem for the prospect. In many cases, because we don't understand what the prospect's challenges are, we have little confidence in our ability to solve problems for him. [6:57]

To overcome fear, you must develop confidence in what you have to offer. The more times you successfully solve problems for comp0anies, the more confident you'll become.

[Tweet "That which we persist in doing becomes easier, not because the nature of the thing changes, but our ability to do it changes. #BuildConfidence"]

If you make enough calls, speak with enough prospects, and solve enough problems, you can become more confident.

Getting better

If you could listen to your very first cold call, you'd probably cringe because it sounds so awful. But imagine if you gave up after that very first cold call. Imagine if you gave up the first time someone yelled at you. [8:14]

You'd never be where you are right now.

Instead, because you kept doing it, you became confident.

If you listen to the very first episodes of this podcast,  you might think I should have gotten more training before I started. Now, 985 episodes later, we're still creating episodes.

Imagine all the money we've generated, the business opportunities we've created, and the salespeople we've helped over the years.

You must have a belief that is stronger than fear. [9:30] Gain that by doing things over and over again. Also, gather as much intel as you possibly can about your prospect's problem.

"Fear of Prospecting" episode resources

If this episode was helpful to you, share it with someone else who can benefit from it. Help them overcome their fear of rejection.

The TSE Certified Sales Training program targets new and struggling salespeople working for small to midsize companies.

The sales training course will help you plan your day, understand prospecting, build value, and convert more customers.

You can work through the course alone or as part of a group of 25 people. Click here to learn more or to register for the next course.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We'll use prospect.io in the upcoming semester of TSE Hustler's League to focus on prospecting. We'll give you insights and tools that will help you gain new customers. In addition, we'll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler's League. We're taking applications for the semester beginning in January, and we can only take a limited number of people.

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.

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Audio provided by Free SFX and Bensound.

Direct download: TSE_985.mp3
Category:Prospecting -- posted at: 4:26pm EDT

People are often uncomfortable with the idea of prospecting. Many salespeople struggle with it because they relate it to cold calling, but it isn’t possible to transition to a referral business until you find prospects. On today’s episode of The Sales Evangelist, Richard Nongard talks about the role prospecting plays in transitioning to a referral […]

The post TSE 934: Sales From The Street – “Referral Business” appeared first on The Sales Evangelist.

Direct download: TSE_934.mp3
Category:Prospecting -- posted at: 12:01am EDT

Imagine a dog chasing a car in your neighborhood. He’s chasing the car with every ounce of effort that he has, but clearly, he hasn’t developed a strategy: what will he do when he catches it? As sales professionals, we need a clear strategy for prospecting so we know exactly how we’ll delight the prospect […]

The post TSE 885: TSE Hustler’s League-“Dog Chasing A Car” appeared first on The Sales Evangelist.

Direct download: TSE_885.mp3
Category:Prospecting -- posted at: 1:08pm EDT

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media? Today on The Sales Evangelist, we’ll talk to Melinda Chen, the […]

The post TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media appeared first on The Sales Evangelist.

Direct download: TSE_846.mp3
Category:Prospecting -- posted at: 12:01am EDT

Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives. On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your […]

The post TSE 840: TSE Hustler’s League-“Shared Vision” appeared first on The Sales Evangelist.

Direct download: TSE_840.mp3
Category:Prospecting -- posted at: 12:01am EDT

It’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them. On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order […]

The post TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?” appeared first on The Sales Evangelist.

Direct download: TSE_812.mp3
Category:Prospecting -- posted at: 12:01am EDT

Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different. On today’s episode of Sales From The Street, I share my own experience with burnout and the […]

The post TSE 809: Sales From The Street-“My Creative Lazy Ideas” appeared first on The Sales Evangelist.

Direct download: TSE_809.mp3
Category:Prospecting -- posted at: 12:01am EDT

Have you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal? During this episode, I highlight the importance of continuing the conversation with your customers. Listen up and learn how you can effectively follow up as salespersons. PREPARATION IS KEY Don’t wing it. […]

The post TSE 782: How Can I Follow Up After I Send The Proposal? appeared first on The Sales Evangelist.

Direct download: TSE_782.mp3
Category:Prospecting -- posted at: 1:57am EDT

Prospecting is a pretty challenging component of sales, but you can’t just do without it. So today, I’m sharing with you some ways in finding prospects effectively. You don’t have to do everything you find here. Just do the thing which you think matters most to you and your industry. Focus on the methods you […]

The post TSE 752: What Are the Best Methods for Finding Prospects? appeared first on The Sales Evangelist.

Direct download: TSE_752.mp3
Category:Prospecting -- posted at: 8:51pm EDT

Think closely. Do you ever find yourself saying no to yourself before the prospect even said no to you. Don’t say no for the prospect. Don’t decide for the prospect. Today’s guest is Dustin Dauenhauer.  He is a member of The Sales Evangelizers Facebook community and he’s going to share with us some struggles he faced related to […]

The post TSE 719: Sales From The Street -“Don’t Say No for The Prospect” appeared first on The Sales Evangelist.

Direct download: TSE_719.mp3
Category:Prospecting -- posted at: 1:00am EDT

Customers come in all shapes and sizes. So how do you go about selecting great customers? Today, I’m sharing with you some great insights into how to maintain awesome relationships with clients and build new relationships. You Have Control You are on the front line so basically you have the ability to select the customers […]

The post TSE 699: Sales From The Street-“Selecting Great Customers” appeared first on The Sales Evangelist.

Direct download: TSE_699.mp3
Category:Prospecting -- posted at: 6:13am EDT

Prospecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years. 5 lies I told myself to not prospect and how […]

The post TSE 697: 5 Lies I Told Myself Not To Prospect and How I Overcame Them appeared first on The Sales Evangelist.

Direct download: TSE_697.mp3
Category:Prospecting -- posted at: 5:21am EDT

Today, I’m sharing three things you’re probably doing but you don’t realize it’s harming you as a sales professional. Sales applies to any areas of our lives. Recently, I posted a fill-in-the-blank line on Facebook, which says: “I hate it when salespeople _____.” I got a bunch of amazing answers and it boils down to […]

The post TSE 677: 3 Things You’re Doing that Your Prospects Hate appeared first on The Sales Evangelist.

Direct download: TSE_677.mp3
Category:Prospecting -- posted at: 6:00am EDT

Prospecting may come in shapes and forms. Should you send an email beforehand? Or should you just call right away? These and more on this episode today. First off, we’re starting a new thing where I’m utilizing more videos. Done Tuesdays at noon on our Facebook Group, The Sales Evangelizers where I will be answering questions there […]

The post TSE 672: How Can I Set Myself Apart When Making a Cold Call? appeared first on The Sales Evangelist.

Direct download: TSE_672.mp3
Category:Prospecting -- posted at: 9:09pm EDT

Finding leads is one of the biggest hurdles many sellers go through. Trying to do outbound sales is so time-consuming! But what if you had a software that can help you with prospecting? What if you had a tool can free your hours from doing cold-calling or scraping profiles on LinkedIn? And I’ve found that in […]

The post TSE 659: Sales From The Street-“Finding New Leads Made Easy” appeared first on The Sales Evangelist.

Direct download: TSE_659.mp3
Category:Prospecting -- posted at: 8:19am EDT

It’s a common prospecting scenario where you pick up the phone and then a live person answers on the other end of the line. Now you find yourself stuttering, not knowing how to start the conversation or what to say.  Now, what? Cat got your tongue? Or you may probably ramble through the conversation that it […]

The post TSE 654: Sales From The Street-“The First Few Seconds Suck” appeared first on The Sales Evangelist.

Direct download: TSE_654.mp3
Category:Prospecting -- posted at: 2:37am EDT

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects. Today’s snippet […]

The post TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy” appeared first on The Sales Evangelist.

Direct download: TSE_615.mp3
Category:Prospecting -- posted at: 8:11am EDT

As an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and […]

The post TSE 614: Sales From The Street -“Reaching VITO” appeared first on The Sales Evangelist.

Direct download: TSE_614_.mp3
Category:Prospecting -- posted at: 8:49am EDT

Today’s snippet of the TSE Hustler’s League is taken from our very first semester where we talk about prospecting, social media, and how you can increase your opportunities. Please be reminded that our new 12-week semester is coming up super soon where we will focus on increasing your win rate and selling the way your […]

The post TSE 595: TSE Hustler’s League – “Plan Prospecting” appeared first on The Sales Evangelist.

Direct download: TSE_595.mp3
Category:Prospecting -- posted at: 11:57am EDT

Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around […]

The post TSE 549: Sales From The Street-“Be Interested” appeared first on The Sales Evangelist.

Direct download: TSE_549.mp3
Category:Prospecting -- posted at: 11:14am EDT

Imagine creating a business card that people will never throw away, much more, something that will be of tremendous value to them. But how can you guarantee they’ll never throw your business card? My guest today, Nick Raithel, shares with us how exactly you can do this. Derived from a concept called How to Write […]

The post TSE 523: Actionable Insights Most of Us Are Not Even Thinking About appeared first on The Sales Evangelist.

Direct download: TSE_523.mp3
Category:Prospecting -- posted at: 12:16pm EDT

Don’t just become a salesperson to your clients but become their trusted advisor or resource. In this world of competitive selling, you’ve got to set yourself apart and the best way to do that is to sell with authority and be the authority! Mike Saunders shares with us how you can sell with an authority […]

The post TSE 506: Selling with Authority appeared first on The Sales Evangelist.

Direct download: TSE_506.mp3
Category:Prospecting -- posted at: 6:56am EDT

This semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting. Today, I’m sharing with you other creative prospecting strategies that you […]

The post TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2” appeared first on The Sales Evangelist.

Direct download: TSE_495.mp3
Category:Prospecting -- posted at: 1:00am EDT

Do you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward? In today’s snippet, taken from one of the sessions over at the TSE Hustler’s League, we specifically talked about Creative Prospecting. […]

The post TSE 490: TSE Hustler’s League: “Creative Prospecting Part I” appeared first on The Sales Evangelist.

Direct download: TSE_490.mp3
Category:Prospecting -- posted at: 10:42am EDT

Prospecting is an essential part of selling. Salespeople and business owners know this but but they still fall short of doing it right.  Today’s guest is Manny Nowak who’s going to show to us some effective ways to generate leads. He has actually created an eBook on 40 Plus Ways to Find the Gold of […]

The post TSE 486: 40 Effective Ways To Generate Leads appeared first on The Sales Evangelist.

Direct download: TSE_486.mp3
Category:Prospecting -- posted at: 9:59pm EDT

As you’ve probably noticed, we’ve done many episodes on prospecting because it’s one of the things salespeople find to be challenging. Either they don’t know how to do it or they just don’t like it. Today’s guest is “The Sales Wizard,” Hugh Liddle, who is an expert sales trainer. He is going to share with […]

The post TSE 478: The Sales Wizard Hugh Liddle-“Prospecting Strategies The Work” appeared first on The Sales Evangelist.

Direct download: TSE_478.mp3
Category:Prospecting -- posted at: 6:35am EDT

How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017! Today’s guest […]

The post TSE 474: Sales From The Street: “Be Unique” appeared first on The Sales Evangelist.

Direct download: TSE_474.mp3
Category:Prospecting -- posted at: 12:30pm EDT

Is December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong. Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there […]

The post TSE 467: Should I Prospect In December? appeared first on The Sales Evangelist.

Direct download: TSE_467.mp3
Category:Prospecting -- posted at: 7:36am EDT

Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help […]

The post TSE 440: TSE Hustler’s League-“What Do I Say?” appeared first on The Sales Evangelist.

Direct download: TSE_440.mp3
Category:Prospecting -- posted at: 11:51am EDT

Do you have a phone phobia? Are you fond of making excuses just so that you can’t get on the phone? Why are you afraid? I used to be so scared of picking up the phone primarily for the fear that they’re going to reject me or they’re not going to like what I have. […]

The post TSE 430: TSE Hustler’s League-“Rejection and Prospecting System” appeared first on The Sales Evangelist.

Direct download: TSE_430.mp3
Category:Prospecting -- posted at: 2:00pm EDT

Prospecting is one of the many things salespeople can do wrongly when it’s one of the most important aspects in your sales process that you have to precisely master. Today’s episode is just oozing with strategies, tips, insights, and whatnot that will not just blow you away but also blow your sales up, of course, […]

The post TSE 426: High Profit Prospecting With Mark Hunter appeared first on The Sales Evangelist.

Direct download: TSE_426.mp3
Category:Prospecting -- posted at: 1:00pm EDT

Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects. You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply […]

The post TSE 405: TSE Hustler’s League-“Show Them You Care” appeared first on The Sales Evangelist.

Direct download: TSE_405.mp3
Category:Prospecting -- posted at: 8:17am EDT

We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting. So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to […]

The post TSE 362: Stupid Prospecting appeared first on The Sales Evangelist.

Direct download: TSE_362.mp3
Category:Prospecting -- posted at: 8:38pm EDT

Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing. […]

The post TSE 359: Sales From The Street-“Part One-Be You” appeared first on The Sales Evangelist.

Direct download: TSE_359.mp3
Category:Prospecting -- posted at: 12:56pm EDT

Many people are so afraid of getting rejected. Of course, who wants to be rejected? In this episode, you will learn how you can utilize a technique to be able to help you land more deals, close more opportunities, and grow towards more sales success. So listen in! Oftentimes, we fall into the category of […]

The post TSE 317: Just Go Negative On Them appeared first on The Sales Evangelist.

Direct download: TSE_317.mp3
Category:Prospecting -- posted at: 6:13pm EDT

Having trouble connecting with like-minded people? Or are you struggling with getting new prospects? We’ll talk about that today as we bring Kurtis Tucker on the show. Kurtis talks about having this exact challenge and how he finally overcame it. Learn from his experience and most importantly, try to apply these strategies to your own […]

The post TSE 314: Sales From The Street-“Prospect Right” appeared first on The Sales Evangelist.

Direct download: TSE_314.mp3
Category:Prospecting -- posted at: 7:11am EDT

 Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority. Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in […]

The post TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year) appeared first on The Sales Evangelist.

Direct download: TSE_288_-_James_Carbary.mp3
Category:Prospecting -- posted at: 11:19am EDT

Why is prospecting such a huge struggle among many salespeople? Today, I’m going to teach you a process that’s going to help you become a prospecting machine. Prospecting is a vital part of the whole sales process since it’s a means to get people into your pipeline. However, only a small portion of time is […]

The post TSE 287: Make Prospecting a Habit By Doing Your 10×10! appeared first on The Sales Evangelist.

Direct download: TSE_287.mp3
Category:Prospecting -- posted at: 6:06am EDT

How well do you listen to your clients? Well, our guest today illustrates the power of listening! By the end of the show, you’d most likely figure out why it does help to just shh… Our guest on today’s Sales From the Street episode is Joshua Sheats, host of The Radical Personal Finance Podcast. Coming […]

The post TSE 224: Sales From The Street-“Shh, Just Listen Man” appeared first on The Sales Evangelist.

Direct download: TSE_224_1.mp3
Category:Prospecting -- posted at: 11:18am EDT

Let’s face it. If you want to achieve massive success in sales, then you have to have a mentality of the survival of the fittest. Otherwise, you will get left behind by your competitors. One thing you need to do to get ahead of the pack is to be aggressive. And by that I mean, […]

The post TSE 223: How Can I Be Aggressive Without Being a Jerk? appeared first on The Sales Evangelist.

Direct download: TSE_223.mp3
Category:Prospecting -- posted at: 4:19pm EDT

How much of social media presence are you using to increase your lead generation? If you’re still struggling to convert leads, much less capture their email, then you better listen to this episode. Today’s guest is social media queen, Corinna Essa. Starting out as an informational marketer, she sells informational web courses. Realizing the need […]

The post TSE 216: Learn How Small Businesses Can Gain More Sales Leads Using Social Media appeared first on The Sales Evangelist.

Direct download: TSE_216.mp3
Category:Prospecting -- posted at: 6:20pm EDT

Now it’s time to get up close and personal. Yep, clients appreciate it more if you send a personal message across. And this never fails to show its magic! Here’s a great way for prospecting through personalizing your videos to your clients. Well, not just that. Listen in to Kyle Patel as he shares with […]

The post TSE 215: Sales From the Street- Increase Your Sales With Quick Little Videos appeared first on The Sales Evangelist.

Direct download: TSE_215.mp3
Category:Prospecting -- posted at: 9:00am EDT

Doing the sales presentation is only the second half of the presentation battle. Preparing for it is the critical first half. How well do you come prepared for every sales call? Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step […]

The post TSE 212: Sales From The Street-“Sales Appointment Preparation” appeared first on The Sales Evangelist.

Direct download: TSE_212.mp3
Category:Prospecting -- posted at: 4:20pm EDT

Today’s guest on Sales From the Street is Krista Martinelli, owner of AroundWellington.com, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local […]

The post TSE 209: Sales From The Street-“No’s Are Not Bad” appeared first on The Sales Evangelist.

Direct download: TSE_209.mp3
Category:Prospecting -- posted at: 7:47am EDT

One of the biggest issues salespeople and entrepreneurs face with value propositions is the fact that they don’t know what it is. Many times, they mix up a value proposition and a quick 30-second message expressing what you do. Worst of all, sometimes they offer a one size fits all value proposition that may not […]

The post TSE 205: The One Size Fits All Value Proposition Doesn’t Work! appeared first on The Sales Evangelist.

Direct download: TSE_205.mp3
Category:Prospecting -- posted at: 11:36am EDT

Recently, in a post in “The Sales Evangelizers”, I proposed a question on researching before a call. I wanted to see what other sellers were doing. The results were interesting. Check out the post here. Overall, the majority of people feel you should do some research. For the most part, people are researching more than 5 […]

The post TSE 194: How Much Research Should I Do Before A Call? appeared first on The Sales Evangelist.

Direct download: TSE_194.mp3
Category:Prospecting -- posted at: 3:14pm EDT

During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for. Recently, in […]

The post TSE 146: Find New Prospects Using “SalesLoft Prospector” appeared first on The Sales Evangelist.

Direct download: TSE_146.mp3
Category:Prospecting -- posted at: 12:51am EDT

In today’s episode, I’m bringing in Chris Byrne who is the co-founder of SensorPro, an enterprise messaging and feedback platform (more like MailChimp but for businesses). They have great customers on board such as global brands like Ben & Jerry’s, Kraft, and WD-40, as well as small businesses. Chris especially mentioned working with a company […]

The post TSE 145: What To Do When Selling To A CEO appeared first on The Sales Evangelist.

Direct download: TSE_145.mp3
Category:Prospecting -- posted at: 12:51am EDT

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you […]

The post TSE 143: Top 4 Reasons Why I Had Call Reluctance appeared first on The Sales Evangelist.

Direct download: TSE_143.mp3
Category:Prospecting -- posted at: 12:49am EDT

This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to […]

The post TSE 138: How I Got Past The Gate Keeper…Literally appeared first on The Sales Evangelist.

Direct download: TSE_138.mp3
Category:Prospecting -- posted at: 3:18am EDT

Anthony Iannarino Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities. I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips […]

The post TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart! appeared first on The Sales Evangelist.

Direct download: TSE_130.mp3
Category:Prospecting -- posted at: 7:22pm EDT

I personally love stories just as much as the other person. I mean who doesn’t? Ever since we were kids we were taught by stories, entertained by them and learned how to communicate using them. How fitting is it then to utilize stories in sales to covey value and our messages? I’m here to attest […]

The post TSE 114: Tell More Stories, Close More Business! appeared first on The Sales Evangelist.

Direct download: TSE_114.mp3
Category:Prospecting -- posted at: 7:44am EDT

One of the major challenges I faced as a sales representative was always finding qualified individuals to add to my pool. This is a challenge that is faced by many sales professionals and entrepreneurs who are looking to grow their business. Well, this is why I decided to invite Steve Kloyda to join us on the […]

The post TSE 039: Learn To Prospect Like An Expert With Steve Kloyda!   appeared first on The Sales Evangelist.

Direct download: TSE_039.mp3
Category:Prospecting -- posted at: 12:16pm EDT

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