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The Sales Evangelist

Updated 10 days ago

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

iTunes Ratings

180 Ratings
Average Ratings
173
4
0
3
0

My favorite sales pod cast so far!!

By Wild man of bornea - Nov 23 2019
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Not a lot of chit chat. It’s relevant, to the point, and engaging!! Keep up the great work!!

Donald is the man!!

By Max Branding - Mar 10 2019
Read more
He’s incredibly smart and talented and has put together an insanely helpful show. Always delivers!

iTunes Ratings

180 Ratings
Average Ratings
173
4
0
3
0

My favorite sales pod cast so far!!

By Wild man of bornea - Nov 23 2019
Read more
Not a lot of chit chat. It’s relevant, to the point, and engaging!! Keep up the great work!!

Donald is the man!!

By Max Branding - Mar 10 2019
Read more
He’s incredibly smart and talented and has put together an insanely helpful show. Always delivers!
Cover image of The Sales Evangelist

The Sales Evangelist

Latest release on Jan 17, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 10 days ago

Rank #1: TSE 881: The Art & Science of Pitching Anything to Anyone!

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Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […]

The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sales Evangelist.

Jul 20 2018

41mins

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Rank #2: TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset

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During this episode, I was able to bring back on our VERY first guest, Mr. Jeffrey Giomer. He shared with us thought about effective planning, goal setting, and motivation. Listen to it and see how it can apply to you and your business.

The post TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset appeared first on The Sales Evangelist.

Feb 16 2018

28mins

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Rank #3: TSE 957: Sales Process 101

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When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t know what to stay to get them to the next step. That map is known as a buying process or a sales process, […]

The post TSE 957: Sales Process 101 appeared first on The Sales Evangelist.

Nov 05 2018

14mins

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Rank #4: TSE 927: Don’t Be Too Desperate

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Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate. On today’s […]

The post TSE 927: Don’t Be Too Desperate appeared first on The Sales Evangelist.

Sep 24 2018

12mins

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Rank #5: TSE 811: How Do I Handle Objections?

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Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer. On today’s episode of The Sales Evangelist, Jim Jacobus […]

The post TSE 811: How Do I Handle Objections? appeared first on The Sales Evangelist.

Apr 13 2018

35mins

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Rank #6: TSE 800: Some of The Best Tips From Over 800 Episodes Published

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Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss […]

The post TSE 800: Some of The Best Tips From Over 800 Episodes Published appeared first on The Sales Evangelist.

Mar 29 2018

43mins

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Rank #7: TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

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On today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed. No matter what industry you’re in, you’re probably going to find yourself selling. And truthfully, a lot of us aren’t good at it. Kory offers the idea […]

The post TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed appeared first on The Sales Evangelist.

Nov 20 2018

31mins

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Rank #8: TSE 1231: How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy

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How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy

Salespeople are always looking for new ways to generate more initial appointments. How do you do that? There are many strategies. In this episode, Donald and Carman Pirie talk about utilizing strategies that include co-creating and content-building. 

Carman Pirie is the co-owner of Kula Partners. It’s a manufacturing marketing agency that helps manufacturers transform their marketing and sales apparatus by making it more digital in nature. He is also a co-host of the podcast called The Kula Ring, a podcast that focuses on manufacturing marketers and telling their stories. 

The challenge in sales prospecting 

Prospecting is a huge part of the sales process. Carman personally does prospecting every single day and he coaches many salespeople on how to do it right. It can be difficult to pick up the phone and start a conversation with people. Many sales leaders and managers have not explored other options outside of traditional practices. They have limited their sales teams by thinking and training the old methodologies. While picking up the phone as a way to prospect isn’t bad, the answer to prospecting isn’t just activity management. 

There are many tools available for sales reps to use in order to prospect. We don’t want to just bombard people with calls and emails or rely heavily on LinkedIn invites. This is where the challenge lies. 

 Breaking the challenge

In working with B2B manufacturing organizations, Carman’s company almost always interfaces primarily with the marketing function. These marketers have an overwhelming thirst for people in sales to actually care. 

Carman suggests three approaches that Kula Partners recommends for co-creating and content-building.

The first is through a podcast. The Kula Ring podcast is their primary vehicle to generate prospects. They put out episodes weekly. They expand their reach by simply talking to more

manufacturing marketers and getting them on as guests for the show. 

Through the podcast, these guests become more familiar with what Kula is offering and some have eventually become their clients.  Sending out emails with a subject line that sounds like a request, or extending a LinkedIn invitation, doesn’t typically yield a positive outcome. Inviting somebody to be a guest on a podcast, asking about their industry and showing an interest in what they offer is a much better opportunity to build rapport. The interview gives you a better insight into their problems and challenges. This information then allows a salesperson to come up with specific solutions to offer.

As a salesperson, you can use an intent data platform and bring in guests that are likely in a buying cycle. However, it’s best to approach them with the pure motive of getting to know them. After a relationship is built, a discussion about business can happen organically. This introductory conversation can even happen by the end of recording a podcast.

Traditional outreach, like a phone call, can typically have a response rate of 10%.  In Carman’s experience, they’ve seen that the targeted podcast outreach campaigns have a response rate closer to 50%. 

When you can’t afford to train with someone, invite them to a podcast.  You get to learn while they get their products promoted! #Podcasting

Making it work

Every business is different so it’s up to the salesperson to experiment with a variety of formats to see what works best for their particular industry. If scaling can work, then go for it. If it’s written content or other similar strategies that work, pick one of those. What works for others may not work for your client’s specific needs so take the time to find the right niche. Look for the right angle or a topic that’s of interest to your client. Create your podcast based on that information.

Peer round tables 

Another suggestion from Carman for co-creating and content-building is to host a peer round table discussion. For example, invite 12 - 20 target prospects in an information-sharing environment and serve as a host to the dialogue. They did this at Kula and they called these meetings marketing leadership exchanges. They brought in marketers who shared common characteristics and fostered an information-sharing conversation. 

You can easily make an agenda out of five to six topics or questions and turn them into a 90-minute round table for information-sharing. For marketers who are widely distributed geographically, a virtual round table is more plausible.  When you can, however, the preference is to have everyone in person.

 Despite the limitations in a virtual setting, the dialogue can still be rich. The exchange of information is still helpful for prospecting and building rapport. The guests are telling you the challenges they are facing in their business and asking their peers for advice. All you do is to play host to the dialogue. How to activate the conversation and transition it into a sales opportunity is up to you. After that dialogue, you now have permission to email them and build a working relationship with them. This is a much better choice as opposed to a cold call. 

There’s a difference between the podcast and the peer round table. There is an ongoing continuous recruitment process in the podcast guesting. However, marketing leadership requires more effort as it needs time to get a specific number of people to gather for a particular time. It can be difficult to organize a date where everyone can come together and talk. 

When traditional tools aren’t working, these co-creating strategies can be highly effective in moving someone from a prospect to a client. 

Building content with potential customers

You can start planning your co-creating and content-building by looking at some content pieces related to your niche. If you’re a salesperson in a technical space and you’re selling mostly to engineers, you can look at the challenges common to your prospects and your client base. You can partner with one or two clients or prospects in creating a solution to address challenges specific to that industry. 

One of the great results in using the peer round table strategy is that guests naturally follow up with each other and continue to exchange and share information with one another. It’s important to trust the process and let these relationships happen organically.

Marketing organizations are often hungry for sales reps who can offer insight into the sales process and customer needs, as well as someone who is active in the social media channels. Salespeople can be involved in the marketing function and develop relationships with their prospects before the prospect ever even has a need for their services or products.

One of Carman’s guests was on their podcast and this guest had a manufacturing talk radio podcast himself. He used the podcast to give his business exposure and ended up becoming a source to develop his business. As a result, his steel company turned into a broadcasting company. It was unconventional but worked for them. If you want to use a podcast to sell, understand it won’t become daily bread for the next quarter, at least. It takes time for momentum to build. 

Podcasts are a natural megaphone for great ideas but it’s really about building relationships and co-creating. 

“How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy” episode resources

Salespeople can start creating content with your prospects without other motives but to build a relationship with them and not just because you want to sell to them. Find Carman Pirie on Kula Ring in all major podcast. You can also check their site KulaPartners.com.

You can also catch up with Donald 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 in January 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.

Dec 30 2019

32mins

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Rank #9: TSE 1001: What Causes Fear and How to Overcome It?

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We all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well... cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears - or at least accepting them and learning how to cope with them - is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced - once the number of unknowns is reduced by planning ahead - the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

When we change the paradigm and view our fear from a different perspective, we gain control over it. [11:48]

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you're a small organization or a large one.

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.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

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. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Jan 04 2019

26mins

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Rank #10: TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect

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Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it wrong. Truth is, it doesn’t matter how well you close if you don’t have a good pipeline. On today’s episode of The Sales Evangelist, we’ll talk to John Barrows […]

The post TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect appeared first on The Sales Evangelist.

Apr 24 2018

44mins

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Rank #11: TSE 866: Cold Email What Works, What’s Changed & What Not To Do

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Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […]

The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales Evangelist.

Jun 30 2018

30mins

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Rank #12: TSE 892: How Can I Better Coach My Sales Team?

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When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […]

The post TSE 892: How Can I Better Coach My Sales Team? appeared first on The Sales Evangelist.

Aug 07 2018

17mins

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Rank #13: TSE 1050: TSE Certified Sales Training Program - “Paint A Picture"

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If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision.  Show them how the positive change will happen, or what might happen if they don’t change. It will allow them to logically justify an emotional decision.

Jeffrey Gitomer was my first ever guest and he taught us something interesting on that very first podcast: People love to buy but they hate to be sold.

Think about that.  Nobody wants to feel tricked or manipulated. That is the last thing that you want to do as a sales rep. You want to help them to buy.

Your job is to guide clients through a process that educates them.

Become an artist

The key is to paint amazing pictures that feel so real and so vivid that your clients can see the value being offered.

Imagine we have presented our business case and the prospect is loving it. They know it is amazing but they will naturally start to compare it to their current situation.

What are we doing? What are our sales reps doing? How much time are they spending? Are we wasting time?

It is time to paint the picture for them.

Asking ‘why?’

Toyota once used the ‘Five Whys’ concept to get to the root of a problem; to fix the real issue of any problem instead of the surface-level problem. As an example, suppose I take my car into the shop because I have a flat tire from hitting a pothole.

As a sales rep, there are many things you could sell me. I need a new tire, for sure. Do I also need glasses so I can see potholes in the future? Maybe I didn’t see the pothole because I was speeding. Perhaps I was late and I need to buy an alarm clock.

What if I was running late because I am not disciplined enough to properly prioritize my day? Will a new tire or a pair of glasses help with the root of my problems? No.

When it comes to your prospect, once he agrees with your business proposal and realizes that he is in the same scenario you're describing, that is the time to share with him how you can deliver.

Paint the picture that directly represents his business and his situation. Ask him what you need to know.

Do you feel the scenario that I’ve presented fits your situation? Why do you think that is the case? What have you tried before to address this same problem? What are your goals?

Become a consultant

Become a consultant that will help solve their problems. You’ve already painted a picture with your business case. Once you have your answers - once you have more details - you can effectively execute the demonstration.

Know your client’s timeframe and budget.  Go over who will be involved in the process and the criteria for future decisions. Everything discussed during the buyer’s journey needs to be referenced during the discovery call as well. It helps make the closing that much easier.

[Tweet "Paint the picture of where your clients are now, why they shouldn’t be in that situation, and how your product or service can help them. #SellSolutions"]

Underpromise and overdeliver

If I know I can deliver 4x, I often promise 3x because it is a simple fact that my clients will be much happier if they accomplish more than they expected.

You can help the prospect realize that the decision is theirs. It is not being forced upon them and it is not manipulative. Rather, with your help, they realize where they are and the challenges they face in moving forward. We have had meaningful and educating dialogue that provided solutions and opportunities for change. The buyer’s decision is now up to them.

"Paint a Picture" episode resources

We are currently in the Beta portion of our new TSE Certified Sales Training Program. The first section is about prospecting, the second is all about building value, and the third is about closing.

This episode is brought to you by the TSE Certified Sales Training Program. If 2018 wasn't the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Mar 14 2019

11mins

Play

Rank #14: TSE 749: Sales From The Street -“Don’t Be The Wolf”

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Do you feel like you’re in the wrong industry? Or the wrong company? Today’s guest, Joe Lemon, had that same dilemma. Find out how he tweaked his course to get him on the right track, and hopefully, you can apply this into your own life and career. Alignment is key! Joe Lemon has been in […]

The post TSE 749: Sales From The Street -“Don’t Be The Wolf” appeared first on The Sales Evangelist.

Jan 17 2018

14mins

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Rank #15: TSE 1173: Three Great Closing Questions

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There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro. 

Albert Alexander has been a partner in a construction equipment sales company that makes parts for excavators and bulldozers for 11 years now. Albert does all the marketing, inside sales, and digital marketing for the company. 

Closing questions

Often, sales reps are good at finding prospects and having a talk with them. Things change, however, when they’re turning them into leads. There are challenges in closing. 

Sales reps have this predisposed idea about how they purchase that gets in the way when they try to close a deal. Albert’s company grows 70% every year and that’s because they stick people to a process

For other sales reps, they stop in the middle of the process and it stops the action of the process moving forward. It could be because of the fear of rejection or any other reason, but the end result is the same. It halts the closing process. 

Imposing your buying style 

There are many decision types and processes that they take. For this reason, sales reps should know their customers through their pains and needs and be completely open to the different decision styles they have. Sales reps should remove their own fears and worries of rejection from the sales process and focus on their customers instead. If they do that, they can be empathetic to the needs of the clients. 

Say, for example, the client’s million-dollar equipment is not working and it needs a $50,000 part that the company sells. For the sales rep, the amount is huge and so he’d say, “I understand you need to think about it,” but that’s not the case for the client. The client is willing to spend $50,000 for his million-dollar equipment to work, but because the sales rep put his purchasing decision in the process, the entire closing will take a hit. 

Sales reps need to change their perspective or their purchasing styles and decisions when closing a deal. Sales reps need to learn to think like the clients they’re talking to instead of imposing their fears, views, concerns, or buying styles to their clients. 

Make a good logical decision for and with somebody, even when they’re concerned. Remind them of the things that are logical and that matter. 

The first step to close a deal is to put yourself in that person’s shoes better and eliminate the fears and worries. 

Closing styles 

We all have closing styles and the first one is the assumptive close. It's extremely easy and it’s when sales reps choose and assume the next information that you have to collect and continue down the process. It’s almost like assuming that everything’s good and done after they’ve spoken with the client. 

This works for Albert’s company. They’ve implemented the assumptive process and it improved their closing deals to 25%.

So, their sales reps ask the following questions: 

  • Hey, where did you want me to deliver that?
  • When did you want that delivered? 
  • How did you want to pay for that? 
  • Is it going to be a Mastercard or wire transfer?

Most sales reps think that closing is an event and it shouldn’t be. They think that they have to ask questions and shake hands. That’s not how it works. 

If they investigate, build rapport, and lay out the solution that’s logical and emotionally fulfilling, sales reps can assume the next information and assume. Closing is not an event, it should be a natural thing. Sales reps should do all the work upfront and the closing is part of that.

Dig into the objection 

In the case of objections during a close, it’s often not the truth and just a reaction. Sales reps should dig deeper to overcome the objection. 

In Albert’s industry, there are five reasons that clients use to decline. 

  • Time 
  • Money
  • Price
  • Value
  • Quality 

Our sales reps dig deeper by feeding either of the top reasons why clients object to a deal. They wait for their response and try not to be pushy. They just make a conversation and wait because people have different buying styles. Some people like to think about it before saying yes, and some others just agree immediately. 

After the assumption, sales reps should dig deeper into their objection to see the real issue and not just the surface-level problem. In that way, you can give a solution to the real objection. 

A good sales rep is the one who can talk well and has the tenacity to understand and get down to the reasons to investigate. 

Being able to compensate with somebody doesn’t lead to a sale, you need to have a purpose and process. 

Utilize technology 

Sales reps can connect with a customer in a building effect of value. While sales reps are closing, they can talk to their clients in the process. In Albert’s company, their sales reps would send their clients’ invoices while talking to them on the phone. They also email and text pictures of what they’re going to get. They do these things while they’re closing the clients. People love how attentive the sales reps are in the whole process. 

When their sales reps close, they strive to make the clients feel like family. It’s different when clients get all the information they need while they are talking to the sales reps. 

So, utilize technology and use text and video messaging while closing because these things make them less guarded. 

Closing 

Don’t think that closing is an event. 

Sales reps should start by building rapport and knowing the game they’re playing. #SalesTips

It has to be a process that sales reps are moving forward through. As a sales rep, you need to cover all the bases because everyone is the same and the sale is the same. There are different variables but you can sum them up to a few things that you can master. 

Don’t complicate it and know that you’re closing from the very start. 

“Three Great Closing Questions” episode resources

Connect with Albert in his site, ConEquip.com. You can also listen to their podcast at Sellingforlife.com where they share ideas of the entrepreneurial journey. Their company has gone from zero sales to 30 million a year. They’ve become experts in Google marketing and ad words. 

You can also connect with him on his email at al@conequip.com

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It is a 12-course program to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. Simply go to thesalesvengelist.com/freecourse to get the first two modules for free. 

This episode is brought to you in part by Audible. Enjoy the free 30-day trial and explore the thousands of books they have today. 

I hope this episode has been fun and helpful to you. Please review and leave us a five-star rating on Apple Podcast. You can also hit subscribe and share our show with your friends and colleagues. 

If you can, please provide your review and rating on Google Podcast, Stitcher, Spotify, and other platforms where you consume this podcast. 

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Sep 03 2019

31mins

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Rank #16: TSE 939: Sales From The Street: “Ditch The Funnel”

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The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In some cases, sellers have to find a different way to operate. Jereshia Hawk had to ditch the funnel. Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset […]

The post TSE 939: Sales From The Street: “Ditch The Funnel” appeared first on The Sales Evangelist.

Oct 10 2018

17mins

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Rank #17: TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

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  Most sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of dollars, on what you’re offering. Until you build value, you can’t sell. On today’s episode of The Hustler’s League, we’ll talk about why tricking […]

The post TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now” appeared first on The Sales Evangelist.

Oct 12 2018

13mins

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Rank #18: TSE 985: TSE Certified Sales Program - "Fear of Prospecting"

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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.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!

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Dec 20 2018

13mins

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Rank #19: TSE 835: TSE Hustler’s League-“What Is Different About You?”

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You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you? How do you differentiate yourself from the other 10 people so she’ll want to move to the next step […]

The post TSE 835: TSE Hustler’s League-“What Is Different About You?” appeared first on The Sales Evangelist.

May 17 2018

12mins

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Rank #20: TSE 1145: Flip the Script

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Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instead of conforming to the buyer’s rules.

Oren Klaff is the author of Pitch Anything, a required reading throughout Silicon Valley, Wall Street, and Fortune 500 companies. Oren is the world’s leading expert on sales, raising capital and negotiation and has written for Harvard Business Review, Advertising Age Entrepreneur, among others. He is also an investing partner in a $2 million private equity investment fund and loves motorcycles. Oren is about to release his follow-up book entitled, Flip the Script.

Raising money for companies 

There is very little flexibility in most meetings, in that what happens in the first few minutes determines the outcome of the whole thing. The pitch is very important because there are high stakes in every presentation. It’s expensive to travel to presentations, so you have to get everything right the first time. 

Making a pitch is like a surgery. There’s no room for error. 

A pitch is a pitch regardless of the value: $1,000, $5,000, $100,00, $10 million, or $15 million. An account is an account.

This is what Oren does. He invests in companies, buys companies, and he trains the salespeople in these companies to raise money. He knows this works because companies tell him that their sales averages have doubled, that they’re closing deals, and that they’re raising money effectively. He isn’t an academic who dives into the numbers and writes a study about it. He is the one who dives in and takes action. 

Pitch is everything 

You walk into the boardroom where there is a lot of money at stake and you give the pitch. The next five minutes determine the outcome of the meeting. In sales, if you don’t win the deal, you just go to the next one. In a given fund-raising project, you might be trying to raise $10 million for a company and have only 10 pitches to do it. You have to learn it, give it, and raise the money. If you don’t, it’s a catastrophic failure. 

You do what you can to give a pitch that will help you win your sales situation. 

Pitch Anything shares all the things Oren learned from all the pitches and high-stakes situations over 20 years and teaches how to apply the exact same rules to everyday business. Whether you’re taking part in a sales meeting, doing sales over the phone, or recording presentations for  a webinar, the book teaches how to win in everyday sales situations. 

Pitch Anything sold a million copies and the follow-up book, Flip the Script, shows you how to do the things you never would have thought possible.

Writing ‘Flip the Script’

Oren has seen people put his concepts into practice: how to open a meeting, how to raise your status, how to control the frame, and how to lead the buyer to a purchasing decision, and how to build your status so high that people will be desperate to buy your product. Even when people are trained, we still make mistakes. This is what Oren has seen and he believes that the follow-up book is going to change the world. 

Inception 

Oren said that most people wouldn’t recognize his techniques as the way to conduct sales. For example, Oren met with a guy who wanted help in selling his company. They discussed the terms and proposals for 45 minutes. After that, he left and then came back 90 seconds later, which usually isn’t good. You don’t want people to leave just to walk back into the conference room. But when he came back, he had a check ready for $15,000. 

When someone decides that even with no contract, no agreement, and no terms, he’s committed to working with you, this is inception. It happens when the buyer decides internally to do business with you and starts taking things forward. It doesn’t demand price negotiations, because you’ve positioned all the information in such a way that the decision to work with you bubbles up inside them. 

Buyers are cold and digital. They want information, pricing, and a cheaper and better version. There’s no buyer loyalty and they are never satisfied. 

When you order food for a group who’s working late in the conference room, you open the door wide enough to grab the food. There’s no tip and no humans involved. This is what buyers are today.

The conspiracy suggests that you can take that kind of buyer and try to close them by overcoming their objections and selling them, but people aren’t sold. 

We should forget the thought that we can sell to people because that’s not the truth today. People don’t want to be sold, they want to buy. 

Getting started with inception 

Begin by buying the book because it’s where you learn about how to get a buyer to inception. It’s where you are setting up the framework, and leading them through it. 

Next is to recognize that the videos, books, and all the standard knowledge today that are out there represent 40-year-old technology. You aren’t using a 40-year-old phone or a 40-year-old car because life is totally different than it was 40 years ago. Buyers needed you then but they don’t need you anymore because they have the internet. and know that it’s not your fault that you’re being trained on information that is decades old. 

Ask yourself who benefits from the notion that you can overcome objections by selling features and benefits and by providing discounts.

There is a trend, a recurring theme in the market that says “I deserve to get what you sell for free.” Recognize that this trend is out there. Flip the Script will walk you through specific steps that will help you recognize why these concepts don’t work. 

Becoming reliable 

Features and benefits don’t matter until your prospect understands three things:

  • that you’re an expert 
  • that what you do is incredibly hard 
  • that your product matters in the context of survival of companies

You have to make sure that you are an expert and that you speak their language. They must believe that this is incredibly hard and that nobody else can do it at the level you’re doing it. Lastly, you need to put in a survival context or you change the context. 

There is no point in explaining the features and benefits until all that is baked in., you try to establish all those three things mentioned earlier then you explain the benefits. 

There are probably other vendors who will be pitching the same things and they’ll start with the benefits and the features. You need to be different by coming in and showing that you’re an expert in the industry. Build your character and the character of your business then you go to the features and benefits. 

Power of plain vanilla 

Oren likes to commoditize everyone. Among Microsoft, Oracle, Google Services, and Amazon, they’re all the same stuff. The offerings in the market are plain vanilla, and his company offers the same stuff, too. 

Once you commoditize everybody, you can build the “power of working with me.” Everybody in the industry that you’d be looking at offers nearly identical services at the baseline. Avoid the confusing comparison of features and benefits. Commoditize the competition so that you don’t have to deal with them. You can commoditize your competition and build on that. 

Welcome the anxiety 

Flip the Script includes only new sales information that isn’t available in any other sales book. If the information was presented elsewhere, Oren didn’t include it in his book. As a result, though, there’s a sense of anxiety because it’s all too new.

Take a driverless car. It’s new, it’s cool, and it drives you from your home to your office and across the country. It’s interesting, but are you really going to buy a car without a steering wheel or brakes? Maybe you’d wait for other people to buy it and use it for a year and see what happens.

The highly differentiated features and benefits may also trigger anxiety. The same is true in this industry. We offer additional features that may create anxiety. There is reluctance and we shouldn’t forget that people are like sheep sometimes: we want to follow right behind others. 

In today’s complicated world, if you create something new, people would be interested and at the same time, be anxious. 

Positioning things on a trend

You must learn how to position things on a trend. For example, the trend today is gearing toward AI and machine learning and security hacks. 

Winter is coming. There’s an event in every industry that changes the trend of that particular industry. In real estate, it’s tax and regulation. In consumer devices it’s privacy. You should know that to be able to ride the changing waves. 

For example, when stadium seating came to theaters and stadiums, it wiped out every normal theater. Oren calls it the “nuclear winter” for typical seating. If you were selling anything to a theater during that time, you’d say, “stadium seating is coming, and if you haven’t made that adjustment before then your business won’t survive.” 

Similar to Game of Thrones, when they say Winter is Coming, it means something is coming that is going to change the world and people must believe it and act in order to survive. The same is true in business. Believe that something is coming to your industry and know how to operate on the other side of it. 

Flip the Script 

Buyers have a formula that they impose on you. Flipping the script means you are showing the buyer how they get to buy from you. You are giving them the formula by which they’re allowed to buy from you. 

You don’t control your buyer, you give them options. You flip the usual “do this and do that” speech and instead, sit down with the buyer and present options of how things work. Set a sandbox that the buyer is allowed to play in. 

This is why it’s important for them to know that you speak their language. that you’re an expert, and that what you do is incredibly hard to do. It is important that they know that you have the value or the product or the idea that when the change is finally settling in, you are the one they want to work with. You are setting up the formula that they’re allowed to buy. But you only work with a certain kind of people.

Set up the rules instead of playing the buyer’s rules. If the buyer doesn’t play by your rules, then he isn’t allowed to buy from you, thus creating the strong idea that they should buy from you. #OrenKlaff

If they end up not buying from you, it means they weren’t right for you. They weren’t going to pay that price where you could have margin, they weren’t going to do reorders, and they weren’t going to be easy customers. 

When you control the formula, it becomes incredibly obvious that they were never going to be a good account.

“Flip the Script” episode resources

Sales leaders can go to FlipTheScriptBonus to see Chapter 1 and get an example of how to do inception. There are basic rules there that are also discussed in this episode. 

You can also connect with Oren via his website where he has some great blog contents and amazing articles. Hear our first conversation with Oren here

Check the TSE Certified Sales Program while you’re at it, while the first two modules are absolutely free. We want you to find the right customers, close deals, and go out every single day doing big things.

This episode is brought to you in part by Audible. Sign up now to get a book for free and enjoy its 30-day free trial. It’s also brought to you by TSE Certified Sales Training Program, a guide for sales reps in finding better prospects, making more meaningful conversations, and knowing the right questions to ask to close a powerful deal. Check it out and give the two free episodes a try. 

 If you enjoyed this episode, we’d appreciate your review and thumbs up on If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, and other platforms you use. You can also subscribe to our podcast and share it with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Jul 25 2019

39mins

Play