The Sales Evangelist

Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach.Why Prospects Resist Being Sold (00:02:14 – 00:03:40)Jeremy explains that buyers are more informed than ever and can sense manipulation instantly. When salespeople push solutions too early, prospects naturally defend themselves by shutting down or disengaging. The key problem isn’t price or timing, it’s resistance created by the sales approach.Why Features and Pitches Kill Momentum (00:03:40 – 00:05:22)Most sales conversations fail because sellers talk too much about themselves. Jeremy shares why feature-dumping and early pitching overwhelm buyers and prevent emotional engagement. People don’t buy when they’re told, they buy when they discover.How Question-Based Selling Reduces Pressure (00:05:22 – 00:07:10)Instead of convincing, Jeremy teaches how to guide prospects with thoughtful, problem-aware questions. The goal is to help buyers verbalize:Their challengesThe consequences of not changing The urgency to act When prospects say it themselves, belief and commitment increase.Helping Prospects Connect Emotion to Problems (00:07:10 – 00:08:55)Logical reasons start conversations, but emotional reasons close deals. Jeremy explains how to ask questions that uncover frustration, fear, or missed opportunity without sounding manipulative. Emotion creates urgency; logic justifies the decision.How to Talk About Solutions Without Sounding Salesy (00:08:55 – 00:10:30)Jeremy emphasizes delaying solution talk until the prospect fully understands their own problem. When solutions are positioned as answers to their words, not your pitch, resistance disappears. Timing matters more than wording.Preventing Ghosting by Creating Commitment (00:10:30 – 00:12:05)Ghosting happens when prospects aren’t emotionally invested. Jeremy explains how confirming commitment throughout the conversation instead of at the end, keeps deals moving forward. If there’s no internal urgency, follow-ups won’t matter.The Role of Neutrality in Closing More Deals (00:12:05 – 00:13:55)One of the most powerful ideas Jeremy shares is remaining neutral. When sellers stop needing the deal, prospects feel safer opening up and making honest decisions. Confidence comes from control not pressure.Key Lesson: Stop Convincing, Start Guiding (00:13:55 – 00:15:30)The biggest shift modern sellers must make is moving from persuasion to facilitation. When prospects feel understood instead of sold to, decisions happen faster and with less resistance.“The moment you stop trying to convince someone is the moment they start convincing themselves.” Jeremy MinerResourcesLearn more about Jeremy Miner and his question-based selling framework at: 7thlevelhq.comExplore training on modern selling psychology and objection-free conversations.Want help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation. Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit thesalesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your feedback and want to keep improving the show.Complete our two-minute survey at thesalesevangelist.com/survey.Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

Benjamin Dennehy, known as the UK's most hated sales trainer, dives into the art of closing deals efficiently. He discusses how sellers often close at the wrong time due to being trapped in a 'sales matrix,' where they lose control of the process. Dennehy emphasizes starting with a close, aiming for a 'no' instead of a 'yes,' and invites sellers to rewrite their meeting agendas to regain authority. He also highlights the importance of detaching emotionally from outcomes to improve selling effectiveness.

In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game.Misalignment Within the Buying Committee● Understand that decisions in enterprise sales are often made by committees, leading to internal misalignment among stakeholders. ● Use a mutual action plan to align all committee members, ensuring everyone is on the same page and clear about the project's importance. ● Leverage tools like digital sales rooms to facilitate communication and provide access to demos and materials for all committee members. Perceived Risk and its Impact● High perceived risk can paralyze decision-makers; ensure to highlight previous successes with similar organizations to reduce apprehension. ● Customize demos to reflect the prospect's unique environment, showcasing specific processes to minimize perceived risk and create relevance. Providing Clear Value● Focus on the most impactful features that resonate with each committee member to highlight your solution’s value effectively. ● Use stories, testimonials, and case studies to reinforce the solution’s benefits and drive home its ROI, ensuring buyers see the potential for personalization and growth. Homework Challenge or Action Steps● Create a mutual action plan for your next enterprise deal to foster committee alignment. ● Focus on understanding each committee member's individual goals and challenges related to the project. "Don't sell on everything—sell on the thing that matters the most." ● Donald C. Kelly.Timestamps● 00:00 ● Introduction ● 01:20 ● Misalignment Within the Buying Committee ● 03:44 ● Perceived Risk and its Impact ● 08:32 ● Providing Clear Value ● 10:58 ● Closing thoughts Resources● Sales Evangelist Mastermind: [Join Here](https://thesalesevangelist.com/mastermind) ● Mutual Action Plan Guide: [Learn More](https://www.mutualactionplan.com) Sponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3. This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

Bob Kocis, a seasoned sales leader and author of The President's Club Mindset, dives deep into preventing deal slippage. He emphasizes three critical questions that sellers must address, focusing on why the customer is buying. Bob advocates for agenda-free listening to truly uncover buyer intent. He also highlights the importance of a robust unique value proposition to differentiate from competitors. Lastly, he encourages a culture of curiosity in sales by always asking follow-up questions to keep deals on track.

Discover why prospects vanish after proposals and how to convert interest into commitment. Learn to identify competing vendors and the importance of discussing budget transparently. Get tips on clarifying decision-making processes and scheduling apples-to-apples comparisons. Explore how mutual action plans and live proposal reviews can secure commitments, alongside final strategies to keep the conversation alive and prevent ghosting. Equip yourself with essential tools to enhance your sales conversations!

Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust.Why Salespeople Avoid Talking About Price (00:02:28 – 00:03:32)Most salespeople delay price because it feels uncomfortable. They wait for the buyer to bring it up or hold it until the very end, hoping everything works out.The problem is simple: buyers don’t like surprises. When pricing isn’t clear, anxiety grows and momentum slows.The Risk of “Showing Value First” (00:03:32 – 00:05:12)Many sellers believe they need to prove value before talking about cost. But if a buyer can’t afford the solution, no amount of value will make the deal work.Selling a $10,000 solution to someone looking for a $1,000 fix creates unnecessary friction and wasted time.When to Introduce Pricing in the Sales Process (00:05:12 – 00:06:58)Pricing should come up during discovery after you understand the problem, impact, and urgency.Early alignment helps both sides decide quickly whether it makes sense to continue the conversation.How to Share a Price Range Without Sounding Salesy (00:06:58 – 00:08:18)Instead of hiding the number, be transparent and give a realistic range:“Based on what you’re sharing, clients who partner with us typically invest between $16,000 and $19,000. Is that within the range you’ve discussed internally?”This keeps the conversation collaborative instead of transactional.What to Do If the Price Is Too High (00:08:18 – 00:10:04)If a prospect says the price is too high, don’t rush to discount.Acknowledge it, stay transparent, and ask:“What number have you all discussed internally?”You’ve shared your number, now invite them to share theirs.Tie Price to Outcomes, Not Features (00:10:04 – 00:11:17)Price makes sense when it’s tied to results.Focus on outcomes like revenue impact, conversions, or efficiency gains rather than features. When buyers see ROI, the investment feels justified.Locking in Alignment With a Mutual Action Plan (00:11:17 – 00:13:38)Once budget and outcomes are aligned, confirm next steps:Proposal review dateDecision timelineOnboarding planA mutual action plan removes ambiguity and reduces ghosting.ResourcesWant help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit thesalesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your feedback and want to keep improving the show.Complete our two-minute survey at thesalesevangelist.com/survey.Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify.Audio provided by Free SFX, Soundstripe, and Bensound.Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

Discover why prospects often vanish after receiving a quote. Learn about the competitive landscape, with buyers typically evaluating multiple vendors before making decisions. Hear a client story highlighting the pitfalls of losing a deal to competitors. Donald shares key statistics on buyer behavior and emphasizes the importance of securing follow-up meetings. He provides practical scripts for confidently scheduling these crucial discussions. Wrap up with final tips to ensure you're always ready for the final review process.

In this engaging discussion, guest Cam Dasani, a former Silicon Valley tech sales rep turned entrepreneur, shares how he transitioned into high-ticket trading education. He highlights why B2B lags behind B2C, emphasizing the need for asking better questions and involving decision makers. Cam explains his innovative use of Instagram ads and VSLs to pre-qualify prospects and improve closing rates. He advocates for authenticity and risk-taking in sales, encouraging sellers to embrace their unique styles to drive success.

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.Multi-Channel Campaign Insights● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.Homework Challenge or Action Steps● Test your next batch of LinkedIn connection requests without messages for improved acceptance.● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens."Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.Timestamps● 00:00 ● Introduction● 01:18 ● LinkedIn Outreach Tactics● 09:51 ● Effective Email Strategies● 17:52 ● Multi-Channel Campaign Insights● 29:02 ● Closing thoughtsResources● Snov.io ● Learn More About Our Services-https://snov.io● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopiresMy LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedinSponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3. This episode is brought to you in part by the TSE Sales Training.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

Catherine Olivier, a savvy sales and business development advisor, dives deep into the evolving landscape of sales. She argues that the era of single-point selling is over, emphasizing the importance of engaging with entire buyer committees for success. Catherine shares insights on account mapping and building internal champions by connecting with all stakeholders early on. She offers tips on communicating effectively without overwhelming prospects and tailoring messages to specific roles within an organization. Creativity in outreach methods is key, ensuring sellers become known and trusted.