The Sales Evangelist (Sales Story)

Categories

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

Archives

2022
May
April
March
February
January

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

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

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

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

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

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

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

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

2013
December

May 2022
S M T W T F S
     
1 2 3 4 5 6 7
8 9 10 11 12 13 14
15 16 17 18 19 20 21
22 23 24 25 26 27 28
29 30 31

Syndication

What You Believe Is What You Will Achieve 

 

It’s imperative for salespeople to maintain a positive outlook to make it through this season of unforeseen circumstances. Perception and belief is going to play a big part in how we navigate the unknown so believe that success is still achievable. Donald believes it’s possible and shares his thoughts about how to make it happen and what could potentially hold us back.

 

In this episode Donald will be discussing limiting beliefs. These beliefs, ideas, and philosophies can come from many influences including a boss, team members, family, and many others. Sometimes, because we’re listening to all these outside influences, we fail to see that everything we hear here doesn’t always reflect the truth. Your actions may reflect what you’ve been told but they don’t always lead to success.  We have to be careful of following so blindly that we are no longer true to ourselves. 

 

Let’s go back to the beginning

Donald started out his sales career in business development, selling software with zero knowledge about how to sell to corporations. He didn’t know what you weren’t supposed to do. Despite the lack of experience, however, Donald still saw success but there was still so much he needed to learn.  

 

Donald’s performance started to decline when he got wrapped up in all the training and advice people were trying to offer him. He was told when to call and when not to call, how he should conduct his business, and on and on.  He did what he was told but eventually stopped doing the activity as it rang true for him. 

 

Stand for your beliefs

Donald shares the story of a gentleman named Cliff Young, a 61 year old Australian farmer. Mr Young accomplished an amazing feat which was winning a 544 mile race. He wasn’t an experienced runner but heard about the marathon and decided he wanted to participate. Leading up to the race, Mr. Young didn't eat the proper diet, he didn't have the proper training, and he didn’t have the right clothing or shoes. Cliff Young just showed up at the marathon looking like the farmer he was and was ready to race. 

 

When people asked Mr. Young why he was racing, he told them he’d always wanted to run a race but there had never been a perfect time. That year, at 61 years old, he was finally ready to go. 

 

Cliff Young didn’t know that in ultramarathons runners would typically run for 18 hours and then sleep for six hours. When Cliff Young started to run, it was called the Cliff Young shuffle because he literally just shuffled as he ran. While others were taking their breaks, Cliff Young kept on running. He ran for five and a half days straight and won the race. At 61 years of age, he wasn’t tainted by the beliefs and ideas of the “experts.” He did what he thought was the proper way of doing things and took action. This strong mentality helped him win. 

 

Roger Bannister showed the same spirit. He didn’t listen to the leading medical experts of his time who said he wouldn’t be able to break the four-minute mile. They all thought that if you ran for four minutes straight, the heart would explode. Roger proved them wrong. 

 

Don’t get wrapped up in others’ beliefs

We have to be careful that in listening to others, we’re taking on their own limiting beliefs. As a salesperson, it is your job to sift through all the opinions and only take action based on what works for you. Donald’s coach told him he’d get a lot of advice from all the people he would encounter. This group would even include people he loved, respected, and cared about.  Despite these relationships, however, the advice offered needed to be treated the same way you’d shop for food at a grocery store.  Examine each one and see if it’s something you’re going to put in your own cart.  If not, it’s okay to put it back on the shelf.  When someone offers advice it’s okay to take the time to see if it’s something that resonates with who you are. If so, use it and apply it.  If not, no further action needs to be taken. Do what’s right for you. 



Do better in sales

Oprah Winfrey said, “You don’t become what you want, you get what you believe.” Belief is an important concept. Let’s consider two definitions. 

 

First: 

Belief is an acceptance that a statement is true or that something exists. 

 

Second:

Belief is trust, faith, or confidence in someone or something. 

 

Without belief, trust, and confidence in yourself, you can easily be swayed by others. If your belief system determines your success and sales, you need to make absolutely sure that what you are absorbing into your belief system is worthy of your goals.  

 

If you see yourself as a sales rep who is never going to hit 100% it is more likely you will consistently fall short. You won’t push yourself for more because you have already limited yourself. On the other hand, if you believe you can do more to increase your commission, you give yourself a better chance of hitting those goals. If you want your actions to be more in line with your goals, consider waking up earlier, reading more books, listening to more podcasts, and doing other focused activity. 

 

Create a positive belief system

Many sales reps are saying they can’t get in touch with prospects so they don’t bother making calls. This is not the right perspective.

 

You can get in touch with people. It just may take longer than it did before. Many prospects are having to re-route their business lines to home phones. Be consistent in creating those contacts because they could eventually lead to a text saying they’re ready to talk.  You can now start a dialogue and grow the relationship.

 

The other idea that many sales people believe is they can’t make phone calls to  prospects after a certain time of day. Donald used to work as a sales rep for a software development company and many of the sales veterans he looked up to would finish their day by 4:30 in the afternoon. 

Donald’s job was to make calls and set appointments after they left. Donald didn’t share the belief to end his day by 430 so while everyone was busy packing up to leave, Donald was making calls. As a result, he was able to talk to an IT Director who became interested in the service that Donald's company was offering. The deal was closed within three months, a record for a process that usually lasted from 18 to 24 months. 

 

Donald wouldn’t have been able to land that deal if he’d bought into the belief that prospects didn’t pick up their phone after 430.  Your belief system will change and evolve but it's important you don’t bring limiting beliefs with you. 

 

Believe that you will succeed and have ample faith in your belief. Your mind will adapt to your belief and your body will act upon your beliefs so aim for great results. Most importantly, believe  you can do it. 

 

Change your belief system

You can find success if you position yourself to see the opportunities. You can succeed, thrive, and find your ideal customer. 

 

Change the way you think.  Don’t limit your success. #SalesSuccess



What You Believe Is What You Will Achieve” episode resources

. 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 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. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1282.mp3
Category:Sales Story -- posted at: 12:00am EDT

How To Tell A Story That Connects & Sells

 

In this episode, we are going to talk about how to tell a story that connects and sells. We tell stories to inspire others, show empathy, and more. The problem is, we don’t know how to tell stories in a way that consumers will be compelled to buy our products. This is what Jude Charles is going to teach you in this episode. 

 

Jude Charles is a story-driven filmmaker, brand strategist, and a speaker who’s been running a video production company for the past 13 years. He’s been helping entrepreneurs tell stories effectively to be able to connect with prospects and clients. 

 

What is a story? 

Stories are universal. There is no difference between a story about your normal day and a story you might tell during a sales meeting. The only difference is the ending and its goal. 

Stories are about a specific moment in time. It has a beginning, a middle, and an end. What happens at the end will make your story impactful. 

 

When you’re telling a story in sales, you want the listener to buy into the service you’re selling. This story has to matter in a way that by the end, they will want to buy your product or service. Stories can make a connection. 

 

Case Example: Money Heist

Storytelling works because it’s relatable. A Netflix show called Money Heist has a story that pulls you in. It includes a group of nine guys that are getting ready to rob a mint in Spain. Although viewers aren’t robbers themselves, as the movie unfolds, the audience begins to relate to these men and become more invested in the characters and the plot. The viewer gets to know these nine guys and sees their reasons for wanting to rob the mint. 

 

The same is true in selling. You want to share a story with your client that he/she can relate to. Instead of just selling your products and services outright, or presenting bullet points of the benefits, share a success story instead. Set the scene by beginning with the problem. You’ll then go into the actual journey that leads to solving the problem.  As the story unfolds, the client or prospect should be able to picture themselves in the scenario. By the end, they will see themselves as the one rescued from the problem by the solutions you have to offer. 



The basics of presenting a story 

When forming a story, think about how you will sit with the client and talk to them about what you’re doing. 

The number one question in your client’s mind is about who you are and why they should do business with you. It’s during this assessment your story telling should be an integral part of the sales process. It will become part of the conversation you’re having with your client. The basic framework of storytelling is pretty much the same: 

 

  • Start with a problem
  • How you went on the journey of solving the problem
  • Reveal the solution 
  • Share the results of the solution 

 

Jude keeps a story bank and saves story notes throughout the day, from the biggest details down to the minute ones. It’s these pieces that are used to create a story that is meaningful to the client. 

 

Kinds of Stories

There are different kinds of stories. When you talk about yourself, then you are telling the Who are you? story. Other stories include Client Success stories. These kinds of stories not only build your credibility but they prove your process has worked for someone else. 

 

There are also Closing Stories and Value Stories. These are your core values. Clients like to see integrity and transparency so you can tell a story that illustrates these values.

 

To see examples of great stories, a recommended book is The 10 Great Stories That Leaders Tell by Joseph Lalonde. 

 

Raising the stakes

Let’s look at Money Heist again. The objective of the movie is for nine robbers to be able to get into the Royal Mint of Spain. The first thing they did was to pose as cops. The story raised the stakes when the police commissioner decided to try to break into the Mint of Spain while the robbers are there. The robbers say they have hostages and that one of them is the daughter of Spain’s ambassador. The police could rescue all the people but the stakes are high because the ambassador’s daughter will die. 

Raising the stakes is getting to the moment in the story where it looks as though you think the journey is way too hard.  A great story will illustrate how the characters overcome.

 

What happens at the end

The end is where you become very strategic about your story. It will include the lesson you want the client to learn. Your goal is for the client to understand that they need to be all in. 

The important factor at the end of the story is how you frame the lesson. What are the results after the solution? That’s a question you need to answer. 

 

A great way story lets your client know you have an understanding of who they are, what their problems are, and the solutions they need. You want to set the vision of what the future looks like with, or without, your product or service.  

 

Another book called The Story Factor by Annette Simmons also talks about storytelling. While it’s not in the concept of framework, it shows you how to use storytelling in everyday life. It shows you how you can influence the person you are talking to so you can get your message across. 

 

You can get better at telling stories by doing it every single day and observing how people react. It’s a skill worth learning. 

 

The most important thing to know about storytelling is you can use it in everyday life to connect, influence, and get the message to the person you’re sitting across from. #SalesStory

 

How To Tell A Story That Connects & Sell” episode resources

Connect with Jude Charles via his website, judecharles.co 

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

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

We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1248.mp3
Category:Sales Story -- posted at: 12:00am EDT

1