The Sales Evangelist (Sales success, mental toughness, 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

Three Things I Learn From Jordan's Last Dance To Dominate Sales

 

Donald Kelly’s knowledge has come from a variety of sources -- books, podcasts, training, sales seminars, documentaries, and more recently, the docuseries, Michael Jordan’s Last Dance. The natural seller in Donald caught key principles from the series that will help salespeople to dominate sales. 

 

The Last Dance is a docuseries featuring the last year Michael Jordan was with the Chicago Bulls. It’s a revealing 10-part series that shows why Michael Jordan is one of the best basketball players of all time.  As Donald watched, he could see the lessons that are revealed are applicable to Donald in every role: as a father, a husband, a business owner, and as a sales professional. Here are the top takeaways for Donald from the Last Dance series: 

 

  • Have a win-at-all-cost mentality
  • You need a mindset and belief system of success 
  • Be a perfectionist in the details

 

Win-at-all-cost mentality

To Michael Jordan, a win-at-all-cost mentality, meant he didn’t let it enter his mind that he could miss a shot. His only focus was getting the ball into the basket every time. While he did miss shots in the span of his career, he was able to make critical shots because it didn’t occur to him that he wouldn’t. 

 

If you want to achieve greatness, this is the mentality you need to master. Within ethical and legal boundaries, what are you willing to do?  Will you dare to believe you can’t miss a shot? 

 

Michael Jordan was willing to put in the work. His mindset allowed him to give his best and practice hard. He was willing to work longer than anyone else, learn from the best, and he could adapt to new strategies in order to take him to greater heights of success. 

 

How does this apply to sales?

More often than not, sales reps desire success but  don’t truly believe that they can achieve their goals. Not everyone does what it takes to achieve the success they want. If you want to be the best in the team and excel in sales, however, then you may have to reevaluate the level of effort you’re willing to show up for. Thoroughly understand the products and services you’re selling,  understand the profile of your client and know how to find them. Make it your goal to study the clients’ industry, learn the trends, and know what’s going on in the industry, making sure that you are updated with the trade policies. Don’t stop learning even when you think you’ve been taught everything you need to know. 

 

There have been many good basketball players over the years but only a few of them turned great because so many settled. Shaquille O’Neal was a good player who could have been great but he’s admitted to being lazy. He could have become one of the best in the history of basketball but he limited his efforts. Jordan aspired to be the greatest and he was willing to do whatever it took. 

.

As a salesperson or a business owner, you must be willing to do whatever it takes to make sure you close the deal. This may include traveling long distances or working hours that don’t fit into a normal day. Do this with Jordan’s mindset:  You’re going to make every shot.  Even if you don’t, with a great mindset, you’ve shifted the odds in your favor. 

 

Mindset of success

 

Michael Jordan has a mindset of success and this reflects a high level of toughness. He let this mindset dictate his level of fitness and gameplay, leading to multiple championships. He was able to overcome his opponents and defeat them. 

 

As a salesperson

If you want to be the best, mental toughness is also needed in sales. Jordan didn’t win every game he played. In sales, you won’t land every presentation or close every deal. A tough mindset allows you to show up even when you’ve experienced defeat. Don’t worry about the losses.  Let it be an opportunity to think of all the ways you can improve. A great mindset doesn’t blame others but focuses on how you can show up better next time. 

 

Turning the wheel 

Do not let the lost deal affect your next call and don’t let negativity become part of the conversation. It’s a slippery slope when you allow interactions with new clients to be influenced by previous losses, especially when you blame others for losing a deal. Instead of pointing fingers, re-evaluate and assess how you can do better next time. 

 

Jordan was also keen on learning from other players. Who is the best in your industry? These are the people you want to learn from them and emulate. If you can’t find a person, seek out the books that resonate with you.  Just keep learning.

 

Aim for perfection 

Look for perfection in the details. Evaluate your calls, look at how you describe your products, and think about how you phrase a message. Other areas to consider include: 

 

  • How you write and send emails
  • Look at how you take notes and recap 
  • How are you writing and updating the CRM
  • Are you engaged on LinkedIn

 

All these little details will help you in the long run. 

 

Do whatever it takes, have a strong mindset, and be perfect in the details. #TheLastDance

 

Paying the cost

Jordan sacrificed popularity among his teammates to achieve his success. Being competitive in sales means some people aren’t going to like you too. Don’t worry about a popularity contest and just do your very best. Keep doing what you need to do to improve. 

 

Donald himself doesn’t worry about whether or not his competitors like him.  He gets the work done.  He also doesn’t sacrifice his family time but he does work late at night and early in the morning while honing his craft throughout the work day.

 

Regardless of whether Jordan was well liked, his teammates knew he pushed the team forward and upward. You can be that catalyst for positive change on your team as well. Be an example of ethical conduct and hard work and everyone wins.  Just remember being the best isn’t the same as being popular. 

 

Three Things I Learned From Jordan's Last Dance In Order To Dominate Sales” 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 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 now for free 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. 

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_1298.mp3
Category:Sales success, mental toughness, sales story -- posted at: 12:00am EDT

1