The Sales Evangelist

LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results.  The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value to them.  Ensure that you are engaging and not just going to the platform pitching and pitching.  Three LinkedIn strategies you need   Make sure that you are sharing content. , Create videos that you can share., Utilize the LinkedIn polls.,   Share your ideas/contents You know a lot of information about your industry that you need to share with other people.  The goal is to become a thought leader and an expert in your own space.  Tribal Impact saw that 55% of decision-makers use LinkedIn content to evaluate potential partners.  Important people are looking at your content and the value that you add to every post you share. So make sure that you’re sharing content relevant to your ideal customers. Think of what your prospects are thinking but would never say to anyone and write a post about it. This content is relatable to many customers in your sphere.  Create videos to share on social platforms, especially LinkedIn Videos are five times more likely to increase your engagement on LinkedIn than any other type of content.  Recreate your content and make it into videos. Use hashtags when sharing your video content for more visibility.  You can also use videos and send them via private messages. It makes your messages more personalized and increases your chances of engagement.  Utilize LinkedIn polls Polls are like sharing a little message and then asking people for their opinion on the matter.  Tribal Impact said that they saw 115% higher engagements in their polls for the last six months compared to other content they posted.  Don’t just ask any questions. Make sure that your questions add value.  Try to engage everyone who answers the poll and use hashtags in your post.  “LinkedIn: Three LinkedIn Strategies Providing Results” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections.  Being in a software company means that the people you’re working with are former executives from other software companies as well.  It’s a very complex environment and so people are critical of the academic principles and the things they adopt because there are real things that work for a software company and there are those that don’t.  For Chris Mele’s experience, how they price, package, and license their technology has a direct connection to the sales force.  The impact of the pandemic on sales objections One of the biggest changes is the aversion to risks and this comes in many different forms. Buyers today are more risk-averse, especially when it comes to new relationships.  Salespeople and companies start seeing the transaction size compress. People are no longer very keen on allocating cash. With the pandemic, people are more stressed and thus more uncertain. It’s a tough selling environment. Unless you’re in the industry where you’re selling tools such as Zoom and other related tools.  Why are there objections? Price isn’t the only reason people aren’t buying.  There are many companies today that offer premium prices that are doing well. There are a few companies that raised their prices and while they have fewer customers coming in, they’ve been able to isolate who they’re serving and they’re able to substantiate that premium value.  Salespeople can destabilize the deal when you use word nuggets around the pricing, implying flexibility, at the early stages of the sales dialogue.  Handling objections In the B2B perspective, there are many things that you can do outside of the price that you are charging.  If people aren’t buying because of the price then you need to start evaluating your offer. Ask yourself what it is you’re offering and if you need to offer all of that. If you can offer just half of it then do so.  Never look at your cost, instead, look at the value that you’re offering. Figure out what it is that you’re offering and the people to whom you’re offering. Make sure that you can name them.  You may have a mix of customers you’re selling to pre-COVID and this group may include big and small enterprises. With the pandemic, you are losing some of these customers so it’s critical that you become very specific to the people you’re offering your products to.  Even if the company falls down, you as the salesperson can still adopt. You may see the need to change the pricing a little bit or create your own little rules. The challenge here is to make sure that each salesperson isn’t changing the landscape entirely. Even when a customer meets two sales reps from the same company, their core offer and pricing should be the same.  Pricing is an important part of the dialogue because it represents money that’s being invested. Sales reps have to be transparent and be upfront about the pricing early on the sales dialogue.  “Objections: How the Pandemic May Impact Your Customer’s Sales Objections” episode resources Follow Chris Mele on LinkedIn. You can also check more of his books and activities on his website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections? Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone. It focused on selling as an introvert.  His most recent book is entitled, The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections is a sequel to the previous book, and it’s focused on how introverts can out-network their extrovert counterparts. Many believe that extroverts have an advantage over introverts, but Matthew believes that this thought is just in peoples’ heads. The truth is, there’s no disadvantage. It’s just that the path to success for introverts and extroverts is different.  What is networking?  Networking is about fostering long-term relationships with champions and momentum partners. They are the people who sing your praises and have high-level credibility. They are the people who share your work beyond the networks you currently have.  Preparing for objections A system is an external process and if something goes wrong, it’s not a personal attack on you. It’s just that there’s a part of the system that broke and you need to fix it.  Introverts need to realize that externalizing and having a structured system in networking sales allows them to treat each objection, not as a personal attack.  Introverts also need to have a plan and a structure of what they want to say instead of getting stuck in their heads for thinking of what to say and ending up not articulating the best version of themselves.  Focus on receiving objections. Introverts often get stuck in their heads when they get an objection and then they end up not knowing what to say.   Objection handling cushion is a way for extroverts to emotionally regulate and for introverts to work out what they say.  Select a story to tell. It’s critical that you know the three major problems of your prospects and to have one story for each of these major objections. So, think of the three major objections and the three major stories.  You can embellish your story to make it more interesting. Try to improve it everytime you retell it.  People remember 22x more information when embedded into a story.  For introverts, it activates the reticular activating system of their brain and creates an artificial rapport with the customers.  Tell a story that is well-rehearsed and well-practiced. Introverts don’t believe that they can do it so they don’t gravitate toward it right away.  The people who make plans and make the right preparations are the ones who succeed. It’s not about being introverted or extroverted. It’s about doing the right preparation.  “Objections: How Can You Prepare for Your Prospect’s Most Likely Objections?” episode resources Follow Matthew Pollard on LinkedIn. You can also check more of his books and activities on his website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales.  Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global.  Defining Objections For Nadia, objections are obstacles. These are the concerns that prospective buyers convey. Objections are buyers’ concerns that salespeople need to overcome.  The objection is almost needed in sales because it allows the buyers to do a clear assessment of what’s in the market.  It’s also a good indicator between a good salesperson and a great salesperson. How you react to objection when it’s thrown at you shows how much experience you have.  Overcoming objections Nadia teaches sales reps to ask difficult questions in every call - are there any concerns? Is there any reason we shouldn’t move forward to the next step? These questions help sales reps ensure that there is a sales relationship built and that there are no surprises.  Nadia categorizes objections in several areas, an example of which is the top of the funnel objections. These are objections during the actual sales cycle such as the lack of budget, the lack of resources, cost justification, and competing priorities.  When there’s an objection, it’s important to take a pause. While others feel that it’s uncomfortable, this pause allows the buyers to gather their thoughts.  Do the five-second rule for assessment.  Nadia also asks sales reps to listen to other top sales representatives and learn from them. Oftentimes, they learn two things from these great sales reps: to actively listen and to ask a lot of open-ended questions to understand and validate the good stuff.  Think of objections as a four-step process.  Ensure that you’re listening. Always validate and ensure that your buyer/the person you’re talking to understands what you’re saying. Respond accurately. There’s no need to lie; if you don’t know the answer tell them honestly.  Confirm that you’ve resolved the objection.  An open dialogue is much more collaborative and better received.  Come from a place of concern. You need to care about what it is that you’re solving for the prospect and how your solution is going to impact them.  As sales reps, it’s critical to listen well and ask open-ended questions to trigger the buyers to think.  Open-ended questions allow you to see if there is an opportunity there and see how engaged the prospects are.  “Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources Follow Nadia Rashid on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections.  Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand. The book talks about the business from top to bottom and all the in-betweens. It’s about the things we’re afraid of and the things we don’t usually talk about.  As a brand strategist, it’s her brand to look at a company from the top to the bottom and all the in-betweens.  Natasha wasn’t always the entrepreneur. She started her working career as a nurse doing emergency and trauma, and she loved her job. She got bit by the entrepreneurship bug, and when she realized she couldn’t shake it off, she dipped her toes in it.  After a while, she realized that she likes being an entrepreneur, so she made the shift and went from being a nurse into what she is now.  Sometimes, salespeople are so passionate about what they could give that they forget that objections are part of the business.  In this era, businesses need to scale and keep scaling. Companies need to think big, build momentum, and scale fast.  Addressing Objections with Prospects Not being prepared for the objection is painful for a business.  Document the objections. Whenever you get an objection, don’t just leave it in your head. Document what the objection or rejection was, create a document, and build responses to the objection/rejection.  Most times, the reason for the rejection is because we failed to give them enough information for them to make the decision. Without ample information, people just eventually end up saying no.   Many sales reps get too excited about what they offer. We forget that it’s not about us - it’s about them. It’s always about what the prospects need, about the solutions that work for them, and it’s about their pain points.  Your goal is to tone down the pressure of selling to have that natural conversation where you’re giving out information to help your prospects.  A lot of times, businesses struggle around process and performance.  People are core to a business, but the process or the system is also as critical. Without a process/system in place, your people would be working in chaos.  Use the right approach Keep learning and keep putting things together. That allows you to take a step back and start identifying the needs of the prospects from the point of hello, from the point of the first contact, whether it’s an email, on social media, or other platforms.  Know the pain points before entering into a conversation instead of offering everything you have like a buffet. People don’t want that many options.  Start the conversation by asking the why by determining their reasons for reaching out and knowing their trigger points.  Know your products like the back of your eyelids. You need to break down your products and services into bits that prospects can understand and appreciate.  Establish a transactional relationship at the beginning of the conversation. Still, you can’t enter into the price conversation before you’ve established an agreement that the solution you offer is what they’re looking for.  It will help you set up that transactional relationship if you have the basic information pinned down. So, put up basic preliminary questions in your online appointment.  While it is not wrong to have a red carpet concept for your business, you need to remember that you’re not meant to service every person in every industry. There’s only a certain subset of people you’re meant to service.  “What to do If You Can’t Address Your Prospect’s Objections During a Call” episode resources Follow Natasha Davis on LinkedIn. You can also check out her website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world?  What’s your view on objections? Objections have always been in sales; these objections are not going anywhere.  The real point, however, is the why. Why are you getting these objections? What are you trying to achieve?  Sales reps need to figure out the why of the objections to be able to move around them.  The sales process isn't only about getting your goal which is closing the deal. It’s about slowing down and understanding the journey. It’s about determining the reason why the prospect is talking to you and why they took the initial call.  We should remember to ask the why for every part of the sales cycle.  Overcoming objections It comes down to having confidence in yourself as a seller and this comes from experience in getting knocked down several times and the experience of getting those wins.  Sales reps need to ask the difficult questions but you also need to have the knowledge behind it so that you can answer any questions that may be thrown at you.  Aside from the confidence in yourself as a seller, you also need to have confidence in whatever you’re selling. You need to do due diligence on your part to understand the products available.  Prospects today respect you more if you ask questions and don’t stop at the surface level. They respect you when you do all the steps in the process.  Buyers only buy from people who are checking all the boxes and asking the right questions.  Building confidence The first step to building confidence is by giving yourself grace and it comes with time.  Believe in yourself that this is a journey and you’re not supposed to be good at day one.   It’s critical to take the time to invest in various self-promotions. Kristi was able to be a part of an organization that has its own sales methodologies.  Take different pieces along the way with your own experience to build your own way of selling.  It also helps to be part of an organization where you really believe in your products or services.  Overcoming objections in this age Aside from knowing the why, it's also good to have that gut instinct.  Use your gut instinct to judge people’s character to understand what it is they’re really saying.  Do your research. There are a lot of companies that are doing their studies and publishing articles on how COVID has affected them. Find the things you need that will start the conversation.  Sales is a matter of being there for your prospects and clients.  We live in a world where there is so much content out there, we have all the advantages compared to the sellers years back.  Do your part, sift the information available and share the ones that you know can add value to your prospects. At the end of the day, people like to be told what to do when it’s done the right way.  “Objections: How Can I Handle Price Objections In This New COVID World?” episode resources Check out Kristi Strickland and follow her on LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections.  The basics in sales objections An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing.  From the buyer's perspective, objections are when the buyer has disapproval or maybe they don’t agree with something.  Common disapproval in sales training is when the potential clients say that they don’t believe that the training can help their team.  There’s truth in that objection but sometimes, the reason may just be because you have interjected yourself into the buyer’s situation or they may be uncomfortable with the situation moving forward.  One of the things that most people don’t like about salespeople is that they can come off as being pushy sometimes.  When we’re being pushy, the buyers or prospects won’t be in a state where they’d be ready to listen and be interested in the products or services offered.  Even if that product can solve their problem, at that moment, it’s not something they value.  Salespeople need to understand that objection and why they’re getting it in the first place.  You can’t take the objection at face value because the buyers don’t necessarily understand the value of what’s being shared with them.  Salespeople should back down in the first objection. Instead, learn to take a step back.  Give them a menu or options. Reach out to them and try to determine the reason for their objection.  An objection doesn’t mean that they won’t do business with you. Don’t make it a lost deal right away. Find more ways to build value and show them that value. Approach all the other decision-makers in that organization too.  The goal is to go past the objection and let them see the value of your product or service.  Stand out from the competition by being creative and by being persistent.  A No now doesn’t mean that it’s a No forever.  You can check out Ciara. It’s a company that helps you figure out effective ways that your team has been using to move past objections.  “Sales Objections 101” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that.  Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process.  For Chris, there are three things that matter: You need to be yourself. In this time when money and the market are getting pushed, it’s difficult for people to figure out who you are. Eventually, you start to become someone else. You start to see other people on social media and you aim to become more like that person. You need to stop that and anchor down to who you are and what your core values are.  Whatever your metrics are, whatever your numbers are, it’s not about the money. It’s about what you know that you’re good at and being able to anchor to that. A good handle on that will give you assurance and confidence.  Have an actionable plan. You need to put up an actionable plan that leans on your strength.  This may mean that you need to read a book, listen to a podcast, or other amazing resources you can get your hands on. Pick up resources that will give you actionable stuff that you can do.  This is about clearly defining the list of things that you can do every single day.  You need to have a community that supports you. You need to be with people with hearts, souls, and minds.  People are inherently social beings. We have cultures, religious affiliations, political parties, and more. We need to anchor to a group of people who share the same beliefs and interests that we have.  Don’t consume just any information available out there. Instead, lean in on the experts that provide the information that you like to consume.  “If 2020 Left You Feeling Defeated, Do the Work to Overcome It'' episode resources  Follow Chris Williams on Facebook and Instagram.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Bright seed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.  Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey.  She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do.  Oprah began writing and selling her speeches when she was 12. At one point, she earned $500 from selling her speeches.  Structure and Expectation Oprah’s father gave her structure and expectation that allowed her to excel. She got a scholarship to Tennessee State University and was invited to the White House as well.  Oprah’s success stems from five elements: She is relatable and she knows how to build relationships Her creativity and willingness helped her act even in difficult circumstances She’s a hard worker She thinks big and she continues to push herself Oprah is selfless On being relatable and building relationships Oprah allows herself to be vulnerable and she values her authenticity regardless of whether there’s a camera or not.  She shows empathy to everyone she interviews. Instead of just asking the questions point-blank, she sees the humanity of every person and asks them like a fellow human being instead of a reporter.  Oprah isn’t afraid of making mistakes and owning them.  The same is true for sales: it is impossible for salespeople to be perfect in everything we do. Making mistakes is part of the process and being honest about your mistakes makes you a relatable salesperson. That’s the kind of salesperson people often gravitate to.  On being creative and having the willingness to act Oprah doesn’t just sit and wait for things to happen. She takes action and turns things around.  In sales, you may find yourself in a difficult situation sometimes. Instead of groveling about it, you need to act and make the best out of the situation.  On thinking big and pushing yourself forward Oprah wanted to become an actress but wound up in the journalism industry. She did not, however, stop aiming for her dream until she became the lead in the film, The Color Purple.  Sales reps can learn from Oprah Winfrey and her elements to success. Sales representatives may sometimes feel the need to offer things with strings attached in order to get ahead but that’s not always the best option.  The door will still open if you are generous and give more to other people. The goal in sales is to help others and to give them solutions.  “The Best Sellers in History Series - Oprah Winfrey'' episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales.  Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.  Back then, there were still no women in sales. She was young and inexperienced then. So, she followed what the other salesmen did.  As a woman in a male-dominated career, she often felt intimidated by the men she met. She felt like she wasn’t taken seriously and there were times when she was only asked to take notes or to go and bring the boss.  As a young girl, she was taught that being good meant accommodating others and knowing her place. She didn’t realize that the principle stayed with her. She found herself buying into the buyer system.  Women not Glamorizing Sales  There is a negative stigma in sales. Many women don’t see sales as an effective career.  Another challenge is that we weren’t told about sales as a potential career. It’s not something that your guidance counselor talks about.  Most times, men are hired because the people in the leadership roles are also men. Sometimes, they don’t even think about women as a good fit for sales.  It’s a combination of mindset, what we think, and what those who are hiring think when they are looking for a good candidate.  Many are also looking at sales as a stepping stone or a last recourse. This isn’t a good thing for women since women have so many natural strengths that are needed in the sales profession today.  Womens’ natural talents in sales To be successful in sales today is much more than just knowing your own products and services. It’s about your ability to connect and understand other people. Buyers today are expecting salespeople to know about their own business as much as they know their own products and services.  Women have the ability to connect the dots and figure what the problem is. Women are good listeners and are able to come up with empathic solutions.  When it comes to selling, it’s critical to be quiet, to listen, and to ask the right questions.  Women tend to be more concerned about others. They have the natural ability to put themselves in the background. Women in sales Women need to work a little bit harder to prove themselves. Sometimes, they need to prove themselves to the person they’re working for.  The organization is a huge help for women. It’s critical for the organization to have a selling process that fits women like a glove.  Women like roadmaps, they like to have direction. When they follow a process, they are able to have personal presence and they’re more likely going to win a deal.  Often, the right system for women is when there’s no pressure.  Women need to work on their personal presence. They need to put a system in place. Change the things that prevent them from achieving more. Learn to take control of the conversation.  Lorraine’s Sandler Training helps salespeople develop a mutual agreement between your objective and what the customer/client wants to cover.  Having the upper hand in the conversation allows you to have more confidence.  Even with the slow progression in sales in terms of perceiving women, still, women have come a long way. Many women are becoming more successful in sales. “Leveling the Playing Field for Women in Sales” episode resources Follow Lorraine Ferguson on LinkedIn.   Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course 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. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  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. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com