136. Get The Skills to Close Big Deals with Kelly Fidel

May 30, 2018

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Kelly Fidel is a business turnaround expert, sales strategist, author, and professional speaker whose clients include the NFL, Mercedes Benz, and Warner Brothers among many others. In this episode, she shares her wisdom and experience to help you understand how you, too, can complete incredible deals. We’ll talk about why it’s so important to be a strong leader, the role of webinars in the sales process, the different kinds of “yes” you might hear, and much more.

Find Out More About Kelly Here:

Kelly Fidel Kelly Fidel on LinkedIn Kelly Fidel on Facebook Kelly Fidel on Twitter No Glass Ceiling

In This Episode:

[02:02] - Kelly starts with the concept of high-ticket selling being much higher than people’s mental thermostat is often set to.
[05:08] - We hear about Kelly’s evolution into closing increasingly large deals, and her first experience in sales as a child.
[08:49] - The biggest single deal that Kelly has ever done was $1 billion, and took a year to complete.
[11:13] - When Kelly is selling deals that are directly benefiting her company, what would she consider a big deal?
[15:55] - Kelly shares an example of a multi-million dollar deal that she’s done.
[18:52] - We hear more about how Kelly does what she does, with her explaining that she operates in her genius zone.
[21:55] - Stephan clarifies for listeners that the “yes” that Kelly has been talking about is for commitment, not confirmation.
[24:11] - When you serve your clients or prospects at the highest level possible, magic can happen, Kelly points out.
[25:08] - Kelly explains that people are looking for leaders.
[29:15] - Her clients love her directness, Kelly reveals, then explains that being direct doesn’t mean you have to be a jerk.
[30:00] - What was the $14 million sale that Kelly mentioned?
[32:47] - For listeners who aren’t familiar with it, Kelly explains what No Glass Ceiling is.
[36:32] - Stephan jumps in to make a distinction between people going from 6 figures to 7 figures and those going from 7 figures to 8 figures.
[39:38] - A high-ticket mindset isn’t just about selling, Kelly explains.
[42:38] - Kelly offers listeners a recommendation related to sales: keep it simple.
[45:29] - Stephan loves the various pieces of advice that Kelly has provided.
[47:02] - Kelly gives five quick takeaways: #1. Carve the life that you want. #2. Time block. #3. Become a student and a master at sales and selling. #4. Understand marketing. #5. Contribute back.
[50:10] - Tithing creates a return in so many ways, Stephan points out.
[50:01] - Stephan starts a lightning round of quick questions. First: what does Kelly do differently so that the webinar she offers isn’t just free training?
[53:51] - When people go into one of Kelly’s webinars, do they already know the pricing? Or do they find out during the webinar?
[56:26] - If Kelly gets an RFP and is getting shopped, and she doesn’t know who these people are, does she always say no? What does she recommend as the next step?
[58:27] - How many masterminds is Kelly in, and how many would she recommend a listener be in?
[61:41] - In direct client revenue, was there one particular mastermind that was the most incredible ROI-generating mastermind that Kelly has ever been in?
[63:33] - Kelly talks about the ways that listeners can get in touch with her or learn more about her.

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