The Sales Evangelist (Sales approach)

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

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

Why Giving Your Prospects An Out Upfront Will Help You Win In The End

Sometimes we need to lose a customer before they become a client. In the current climate of a pandemic it’s important that we give a client an out in order to be sensitive to their struggles but we still want them to know we’re open for business, right?  How are these two needs served in the way we communicate?

 

Jeff Kosser is the CEO and the founder of Zebrafi. The company is often known for its top-selling book, Selling Zebra, seeing the Zebra as the perfect prospect. The company’s philosophy is pretty straightforward. When people see Zebras, regardless of where that might be, they always know what it is. The simplicity and the purity of this fact  is the philosophy behind what keeps their business running. 

 

Jeff Koser has also built a software business based on software-guided selling. It’s a tool that guides B2B salespeople through the best practices of how to communicate and collaborate with the prospects and customers to ensure both parties arrive at a mutually beneficial place.

 

Selling in the present situation 

It’s imperative that salespeople be sensitive to the current world situation. Jeff’s goal sales goal is lofty, as he wants to change the way people sell throughout the world. However, to be able to do that, we first have to  recognize who we are as salespeople, what we are as a business, and what we’re selling. Our business may not represent something that is a priority for people right now, and that’s okay, but as we seek to keep our businesses going, we need to diversify our approach. 

 

Jeff Koser believes that we must approach every sales situation, whether it’s prospects or customers, with language that gives them an out. When you want to keep in touch with your customers or prospects by email, for example, genuinely ask about the safety of their family and their employees. Not just in a way that allows you to check off the “sincerity box” but in a way that your customer knows you are there for THEM. Be respectful about how you reach out to them and acknowledge they may have very different priorities by the time you contact them. Let them know that if the timing is right, you want to help, but regardless the relationship is the priority and you will come alongside their needs on their terms. 

 

What our business represents may not be a priority for everyone right now.  We are approaching every sales situation with a simple out. #SalesApproach

 

Respectful selling

Jeff recently received 149 email messages in his spam folder within a 24-hour period. Due to automation and account-based marketing, there are several tools that can come with good messaging but unfortunately, even good messages are getting buried just from the sheer volume. There will always be those companies, however, that believe talking about the product at the very beginning of the message is the best way to begin an email.  During a pandemic, when people are struggling, this isn’t the best approach.  Making sensitivity and respect a priority in your communication will preserve the dignity of your business, and your prospect’s. 

Doing otherwise could tarnish your personal brand or that of your company’s.

 

Despite the volume of spam email Jeff received, he opened a few of the emails with the more interesting subject lines. The most annoying emails came from companies that introduced their products as soon as he opened the message without any reference to the struggles going on in the world that we are in right now. Other emails that were only slightly better began with, “Hope you’re well and healthy…” before launching into the product information. Both approaches are typically ineffective but they’re even more inappropriate in the current climate.

 

What you can do

To improve their approach, salespeople can do more research. First, they should know if their company fits the priority and needs of their prospects and customers. Jeff Koser recommends salespeople know the following before pursuing contact: 

 

  • That their product or service can help solve their prospect’s current problems. 
  • They’re talking to the decision makers.
  • How much value needs to be created within the prospect’s timeline. 



Jeff’s current clients take this advice to heart. Some of Jeff’s clients also seek his help because they’re preparing to launch well once this pandemic is over and they want to be able to reposition their businesses to accommodate future needs. One of the things Jeff recommends is to talk with their clients’ customers. Doing this allows them to ask their clients’ customers what problems have been solved by buying their clients’ solutions. 

 

This method allows them to see their client through the eyes of existing or former customers. The customers’ words are always going to be more powerful than any marketing department. Additional information is gathered by talking to the executives who are the decision makers for the customer solution. 

 

Selling to the executives 

In the world of sales, the person with the most power is the one who makes the purchasing decision. Jeff Koser defines power as the people who can buy, even without a budget because they can move the budget around. Even now, if you’re able to convey the value you bring to these power people in a way that positions you as a problem solver, it’s possible to have a thriving business.  

Many salespeople are mistakenly assuming that now is not the time to prospect but the reality is, these decision-makers are stuck at home too. While people are sheltered in their homes, we have an opportunity to reach out. Jeff Koser has clients that they’ve been respectfully reaching out to for months and they are wanting to talk. Why? People are now looking for something positive to do in their day. Many are ready to give back to their customers and the  company partnerships who have treated them well. 

 

Getting by in time of corona 

Sales is a lot of work, even more so if you add  the goal of talking to your client’s customers. However, it’s worth the effort. Many companies don’t directly work with the power person but they are always there, somewhere behind-the-scenes. Even if  you do meet them and they approve the purchase, the relationship doesn’t usually stay at the power level. Your relationships will be more consistent at the user level, the day-to-day person who is benefitting from the solution directly. 

 

Research also entails doing a deep dive into the details of the business you want to work with you so have a better understanding of how your product or service can best align with their needs. Without this level of preparation, your contact may go no further than a conference call and this is not your end goal. 

 

The information from the customers who use your client’s solutions serve as the raw materials for building the rest of the tools to help guide the sales through the software-driven path that Jeff’s company creates for each customer. 

 

The software guided selling 

Jeff Koser has a new product called Zebra Salesbot for Salesforce. It’s a little button within Salesforce and when you get a hit for a good prospect or  customer, it will look for five more similar companies within that industry. Their current industries include manufacturers of software, high-tech software companies, and services companies. They used federated search to comb the web to load the AI. Jeff Koser’s company has been working on it for several years and now, it’s coming to reality through beta testing. 

 

Prospecting when the pandemic ends will be another challenge. Jeff and his team have created a talk track and email template to better approach prospects and customers. Always remember  your words will prove that you care and that you’re sensitive to the hardships everyone is going through while letting people know you’re open for business. 

 

“Why Giving Your Prospects An Out Upfront Will Help You Win In The End” episode resources 

Recognize that sales isn’t about you, it’s about the priorities of your prospects and customers so make respect a priority when you make contact and allow them to have a way out. Reach out to Jeff Koser via his website.  

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  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_1288.mp3
Category:Sales approach -- posted at: 12:00am EDT

1