The Sales Evangelist

How To Write A Cold Email Your Prospect Will Open And Reply To   The cold email has been part of the sales process for a very long time but how do you actually write a cold email that your prospect will open and reply to? Anton van Rhyn is the CEO and founder of the company Wavo,  a cold email platform that helps salespeople automate email outreach and follow-up. He also built Huron, a company for outbound prospecting and service. Anton has used  both his software development experience and sales development experience to fine-tune the email automation platform.  A cold email automation platform  Anton built a cold email automation platform in order to assist sales representatives to relieve them of these more mundane tasks. The platform creates a sequence for the machine to follow. It can reach out to prospects and follow up in a way that looks  like human effort. The tool is very efficient in that it focuses on making initial contacts while it frees up sales reps to focus on their demos and talking to people.  Anton’s company has been utilizing email for three and a half years. They’re previous experience came from being a prospecting service where they used emails to contact different verticals and industries. regardless of company size.  Email makes it easy to prospect because most people today already use email. It is reminiscent of the cold calls used in the past. Cold calling was effective because most people were already sitting at their desks and  ready to pick up a phone call. Today, very few people own office phones. Businesses have resorted to using emails to reach their clients. It’s become one of the most powerful channels to engage with prospects.  Emails that don’t work  Using a template in making cold emails is one of the reasons why this strategy often fails. In the U.S. alone, the phrase cold email template is searched for around 200,000 times a month in Google. Mail servers create a hashing algorithm to identify email content, and using these  algorithms, servers can quickly identify these emails as spam.  The other reason why cold emails are failing is that some people in the email list aren’t interested and just flag your email as spam.  When you’re using the cold email templates, it’s very easy for emails to go straight to spam.  Over time, Anton’s company developed a framework in using cold email, calling it the 1-2 punch. It’s a series of emails to address a topic. After some time, another mail is sent to revisit the topic sent two emails ago. It’s important to give the recipient a break.  Use a good subject It’s important to use a good subject when creating a cold email  so it seems you are really writing to someone. A subject line that looks like a headline from an ad stands out to people. Even when the email isn’t  flagged as spam, or ends up in the Promotions Tab, the receiver will still likely not open it because nobody likes being sold to. An ad is off-putting. Google and Gmail Suite are also getting smarter by the day. They check your inbox and look at how people engage with your emails. A sender who gets replies gets a higher score than sanders whose emails don’t get opened and responded to.  As a salesperson who is using emails to reach their clients, find smart ways to get them to reply. One trick Anton suggests is to include a way for people to unsubscribe. For example,“Hey, if you don’t want to hear from me again, please reply to this email with your request to unsubscribe,” or some other variation..   Anton’s clients have seen how using this trick improved their engagement rate. While there are some who reply unsubscribe, they also  see positive responses coming back as well. At the end of the day, your goal is to make your cold emails sound more human to get the other person to respond.  The three word-subject line works well. You can email your list with no more than a three-word subject line and talk about the value proposition.  Salespeople have to be creative in their emails without sounding like they are selling  products and services. #SalesTalk Talk about the quarter’s results or a related subject clients may find interesting.  A quick question subject line is the most overused subject there is but it has 40-60% open rates. This shows just how effective a short subject line is. The body of the email You can write a cold email that your prospect will open by building a series of two emails. The first email shouldn’t be longer than three sentences. Salespeople often make the mistake of putting everything in their mail. They try to explain every value proposition and all the information about what they’re selling.  Explain the most important things in three lines:  Who you are Why you’re reaching out The relevance of your product/services to your prospect  Anton observed that trying to get the conversation started is what matters. It’s equally important to give the prospect breathing room regardless if they respond or not. After two days, send them another email as a reminder. You can also add some social proof in your second email to tell them who you’ve worked with and how the partnership produced good results. Build on that sequence and wait another week to create an additional one-two punch email.  If there is noreply then give it another week or two to give the prospect breathing room and time to forget. You can then start the process again.  You can continue this sequence as long as you deem effective.  Scheduling effectively  Google has implemented many ways in detecting cold email these days as the use of cold email starts to proliferate. In the early days, using cold email was very effective when sent by batch before and after office hours. It let people do their jobs in the middle of the day and then emails were sent before they got into the office after they left.  In the last months, this strategy hasn’t been performing very well. This is due to the spike of activities during the 6:00AM - 9:00AM and 5:00AM-9:00PM window. People tend to get busy in those times and end up not doing much during the day.  Anton’s team is changing their approach and adapting to peoples’ activities. It’s counterintuitive to what they’ve done in the past but it’s proving to be effective today. Sending the emails by batch in the times when people aren’t too busy has become their automating signature. They rewrote the scheduler in a way that emails are sent consistently throughout the hours between 9:00 AM-5:00 PM, rather than sending all the emails as quickly as possible in just one time.  This has proven a preferable schedule for delivery.  When sending cold emails, remember these few things: Introduce yourself, your reason for mailing, and state why this is relevant to them  Keep the email short Have a very quick call to action Your goal is to start a conversation Scheduling tools such as Calendly are also helpful especially if you get a reply showing interest. This is the perfect time to send your Calendly link.  “How To Write A Cold Email (that) Your Prospect Will Open And Reply To” episode resources Contact Anton Van Rhyn via his mail anton@wavo.co. They are also giving out PDFS of their frameworks at wavo.co/tse.  You can also reach out to 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.  This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

This entry is the sixth episode of the Accidental Seller series. A lot of people didn’t grow up with dreams of getting into professional selling. In the United States alone, there are about 4.14 million people who are in sales. Joseph Storer is one of them.  Growing up, Joseph Storer wasn’t sure of what his career would look like. He was a lazy student in high school but he had a passion for playing baseball. Joseph thought he’d end up working with cars as an electrician, just like his father.  In his freshman year in college, he discovered his interest in business and working with people. His first experience in business was right after he went on a mission for the Church of Jesus Christ of Latter-Day Saints.  Going into the mission field was a difficult decision because he had a student permit that was valid for six years. He was sent to Brazil, learned a foreign language, and lived in a big city. Joseph discovered a whole other world filled with great people and exciting experiences. The mission taught him to have structure and order in his life.  Coming home, Joseph went back to college for accounting and finance. During the summer, he was able to get a union card and went to work building two dams in Idaho. The pay was very good so he decided to put a halt to his college and continued to work on the dam.  He was then given another assignment as an aid to an engineer for a new project. While working in Rexburg, Idaho, he met a lady who became his wife. Joseph got married and didn’t go back to school. They moved to Harper’s Ferry, West Virginia where Joseph started his waterbed business. Sadly, the business went down six months after launch and that became the catalyst for starting his professional sales career.  His friend saw his potential in the world of B2B selling. This, along with having a neighbor who was in manufacturing sales, made him interested in selling for manufacturers.  Challenges in being a true sales professional  The biggest challenge when he started was the wage. He was working in construction and was earning well. He then transitioned to sales where he was earning $1,200 a month, as well as a commission-based income. He wondered if he could make ends meet but at that time, there was no choice.  Maria, his wife, was very supportive and she believed that sales was something that Joseph could do. His boss trained him and taught him basic selling skills. Joseph was given a list of all the hospitals and clinics in the area and was told to set a goal to make at least three face-to-face calls every day.  He took the lessons to heart and ended up making more than three face-to-face calls a day. Even when he was done for the day, he tried to do one more. At the end of his first year in sales, he was in the top 10% of salespeople in the company. He started his sales career being “consciously unconscious” but through time, he learned to sell and became very efficient in sharing the product line and distinguishing his company from the competition.  Effectiveness in sales A lot of his success was due to putting in the face time with people and being available to meet their needs. Joseph took great care with this aspect of sales. For example, he worked with a hospital in Washington that needed a suction system. The people there said they had very poor suction. Joseph assured them with his products, their suction would get better. They purchased the device but then, Joseph went arrived with a bucket of peroxide, rubber gloves, and did the installation. The next morning, everyone in the operating room was amazed by the volume of blood the suction was able to get. The results weren’t just due to the product but also because of Joseph’s extra steps to make the product work better.  At 67 years old, he is now in the latter years of his sales career but still, Joseph feels like he is just starting again. He is in a new company and there is technology he doesn’t understand. Joseph is learning and back to the same reliable process, he used in 1977 - getting on the phone, making calls every day, talking to people, getting in front of them, and learning the ropes.  In Sales, the more you learn the process, the more effective you become.  The very principles that started his career back then are the same that are driving him today.  Joseph loves the medical industry because he knows that he is helping to save lives. He's making a difference. This is especially evident when he visits third-world countries. It’s not just about6 the money. At the end of the day, he is helping people and for Joseph, that’s what matters.  Joseph loved learning and learned many languages. This helped him talk to more people and advance his career.  His boss once saw him speaking Portuguese. It opened up the opportunity for him to lead a Latin American division of his company called Spacelabs based in Dallas, Texas. Joseph did well. He was also called to go to Macau to take care of a $7 million deal. He arrived with his translator but during the presentations, he realized most of the people in the room were Portuguese. The translator sat down and Joseph did all the talking. It didn’t take long until he closed the $7 million deal.  Joseph is always ready and when an opportunity presents itself, he adjusts accordingly. When you’re prepared, you can always turn an accident into a success. #SalesTips  As a salesperson, it is important to love what you do so you won’t have to work a day in your life.  “The Accidental Seller” episode resources Joseph Storer has a training class called The 1,2,3s of Selling. It’s based on the principle of doing three things and then doing it over again.  He also has a program called the Power of One which talks about how much success you can have when you make one more call.  You can also reach out to 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.  This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How Can I Use AI To Increase Sales? Have you ever thought to use AI to increase sales? In today’s society, the application of AI is apparent throughout many industries, including sales. 27% of global consumers say that AI can deliver better service than humans, 38% believe AI will soon improve customer service, and 73% of global consumers  are willing to utilize AI if it makes their lives easier.  Chad Burmeister is a cofounder of  Sales Ex Inc. Their company is rooted in the idea that AI can increase revenue, eliminate repetition, and make selling more efficient and effective.  Growing up, Chad had always been at the cutting edge of technology and was always looking for ways to make people’s lives more efficient.  Chad is officially releasing his book, AI for Sales, this Thanksgiving, November 28th along with Stu Heinecke’s Get the Meeting. If you buy both books on Amazon and send them a screenshot, you’ll get a dozen VIP conference codes for next year to attend events such as Sales 3.0 and AISP. With the codes, you’ll get a20% - 85% discount.. Chad is encouraging everyone to read the books and meet the authors at the conferences.  Use AI to increase sales  Chad has seven virtual sellers who are commissioned salespeople. The team has set up a daily data poll for these virtual sellers with a company called Lead 411. The data is fed into their CRM and the CRM goes through their email bot, a virtual assistant named Marissa Brown. They create preconfigured emails that filter through these virtual assistants so multiple batches of  emails can be sent every day. The AIs are preprogrammed to have a “conversation” akin to what you see on a chat feature. When a person responds, the AIs can communicate with the prospects. The chatbots can also set up meetings and appointments.The AIs chatbots are configured to know when to schedule an appointment. It knows when you’re out of the office or if you have time for a meeting.  One simple questions has about a thousand variations, such as the cost of a service or a product. The AI knows what to listen for and offers a very simple answer. It then replies with the cost, along with a link to your calendar so the prospect can set up a meeting.  As the business owner, you need to teach the AI to respond in a way that gets the highest level of conversion. If you are a BDR (Business Developer Representative)assigned to pulling data from a CRM and pushing the send button, then your job might be in jeopardy. However, most BDRS are doing more than just pulling data. They are also pulling relevant lists, and doing research. Additional tasks include figuring out which people to send emails to, writing a good email, and leaving a voicemail as needed.BDRs are responsible for a complex system of outreach.  Setting appointments via AI  Chad’s tools called BDR.AI executes 50 to 100 connection requests per day through LinkedIn and  gets over 100 emails a day on the same platform.  By using this software, they get five to fifteen meetings a month.  As a result, the organization can work more efficiently. The AI allows  the BDR more time to do other tasks. This would include getting on the phone to connect with people personally. This enables them to understand their customer’s needs and show a more personal interest to the prospects. The tools let the bots and humans do what they do best.  In Sales, AIs can let you do more with less. #SalesTechnology Tokyo, for example, pushed a 4-day work week and the results have shown about  40% increase in productivity. That increase can be attributed to the use of AI in their respective industries.  Salespeople can do more with their day than just sitting in their offices,  making appointments and making calls. They can now spend time with their families or take the Friday off to just improve their quality of life.  The downside of AIs In the virtual world, somebody always gets to play God. Let’s consider the trolley car example and put yourself in the conductor’s shoes. As you’re going down the tracks, there are five people on the right side and one person on the left. You can’t stop the train so you have to pick a side to do an emergency stop.. Many people would say to choose the left to minimize the damage. However, let’s say the  five people are wearing an orange jumpsuit and the one on the left is your child. In this scenario there are many solutions and a million points of data to consider.. Mathematician Chris Beal says it would take a very long time before we could put all that information in the system. He further added that the AI can only get to a certain point and then it’s up to us to make the final decision.  We tend to let the bots make the decision for us but think of the trolley dilemma. In hiring, the bot would go to the more qualified candidate. But who really determines the qualification? In small companies, a decision like this is easy. It’s much more efficient to get a bot who can do a better job at a lesser cost. The same isn’t true for bigger companies where more political decisions are involved.  Chad believes that there will be a need for people to help   companies make decisions about the ethical use and deployment of AIs.  AIs assist sellers AIs are helpful but you need to assess where they can be of help.. It’s imperative to know your top three pains to be able to find the right solutions. A lot of companies get their lists wrong the first time because they fail to consider their ideal customer profile.  Always go for your target list to get the right people and give these list to your reps. This keeps them from wasting their time looking for unqualified prospects.  Joe, the head of product from Inside View, says they can go into companies,  and take a look at theirCRM to analyze all the closed deals Their best customer profiles are revealed after analyzing the transactions that have already happened.  These customers renew, they purchase when upselling is offered, and they pay on time. On the other side of the coin are the clients who don’t pay and don’t renew. Your goal as a sales company is to go after the best customers. This is the area of AI that helps companies grow. It’s the ability to look at data and change the trajectory of the organization by leading sales reps to the right customers.  Salesdirector.AI is doing a great job of utilizing AI to improve its sales force. Their bots send messages by text and ask a series of questions pertaining to your sales schedules and appointments.  AIs are programmed to be efficient. It can go through huge amounts of data using a  fraction of the time. By using AI, you can give your salespeople the tasks that they can focus on such as building trust and rapport as well as building human to human connections.  “How Can I Use AI To Increase Sales?” episode resources Reach out to Chad at SCALEX.AI. Artificial intelligence can truly be utilized in the sales industry to always stay ahead of the game.  You can also reach out to 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.  This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Three Ways To Make You More Successful Selling Over The Phone   Have you ever tried selling  sale without being in front of someone? Three tactics  to successfully sell over the phone include building relationships, choosing the right words, and knowing the right speed. Joe Ingram is a sales genius who uses an intellectual approach to sales. Looking at the training cycle and  sales industry , Joe realized that phone conversations play an integral part in the process and many people are missing this key point.  The average individual in the U.S. touches their cellphones 2,500 times a day. It’s very observable when you walk into Starbucks. Nobody would even notice you walked in because they’re  looking at their phones. We are continuously on the phone.  While using email is a good way to communicate, the product is only perceived as great  up to a certain price. Sending out a well-written email is a good marketing strategy but there’s a big difference in sending emails and talking to somebody over the phone to get the call to action to take place. If the price goes over a hundred dollars, then you need to  make a phone call. The way you present yourself and your company, during the phone conversation will determine if the potential client is going to purchase the product.  Communicating over the phone Communication is divided into the following elements. As a speaker, you need to be able to perform all of them to accurately get your message across.  55% of communication comes from body language. The person you’re talking to is watching the way you move during the conversation. For example, when we were  at school, we observed how our teachers moved, paid attention to the things they pointed out, and more. All these signals conveyed to us what they felt, what they meant, and what they were trying to teach us.  38% of communication comes from tone and inflection. You can say the same thing but use different tones to convey a whole different meaning. Tone and inflection tells your client what to pay attention to.  7% of communication is based on the actual words we use in a face-to-face conversation. In a phone conversation, you lose 55% of your ability to communicate because your client can’t see your body language. Because there are many disconnects over the phone, salespeople tend to veer away from calls as a channel to making a sale. Without body language in phone conversations, you’re left with 80% tone and inflection and 20% words. Based on that percentage, it would be easy for a phone conversation to go badly if the right tone and choice of words aren’t being expressed well.  As a salesperson, you can’t sound like a customer service provider.  Many cell phone providers don’t sound excited over the phone because they’re not trying to make a sale. They are talking to you because you need something from them, and regardless of their performance, they know you will not drop the conversation.  You will tolerate a mediocre to poor performance to accomplish your goals. There’s no selling involved. However, it’s different when you tell them you’re cancelling your subscription. You immediately get transferred  to someone on their sales team and suddenly, the conversation takes a turn. Their goal is to make you feel better and they want you to feel good enough to stay. Joe sees this in a lot of companies. They teach their sales department to treat everyone like customers, even though people who are still prospects need to be approached differently. Building relationships through your phone Building a working sales relationship takes time. The easiest way to start is by phone as it allows you to hear and understand each other. Joe has worked with companies who are able to make sales using phone calls.  When Joe was working as a manager in Chrysler Dodge Jeep, he had an employee named Jay. He spoke four languages and it was difficult to understand what he was saying. Jay was able to sell 20-25 cars each month while maintaining great customer satisfaction and profitability, all because of his body language. He made sure that potential clients felt safe during the sale. His clients watched his mouth when he spoke because it helped them to understand him better. Joe knew his customers needed this visual cue so he didn’t  talk over the phone but preferred to conduct a sales transaction in person. because then the customers won’t be able to look and see what he’s trying to say. Joe teaches people how to use better words when talking to prospects.  Choosing the right words Our subconscious mind cannot process the negative part of what we’re saying. When we’re told, “Don’t think of a kitten,” our mind zeroes in on the kitten, the opposite of what we’re told. The same thing is true when we tell our clients, “No problem.” Their subconscious mind picks up on “problem” and you want to avoid that.  A simple strategy is to replace  “No problem” with more positive language. For example,  “my pleasure,” “certainly,” and others. Create a positive mental picture in their heads. Couple your words with great tone and inflection to deliver a good message.  Introducing a challenge or problem during a  sale will naturally give you resistance. #SalesPositivity When a company calls and inquires about your business, don’t think of it as someone trying to buy a product. Instead, think of it as someone who is calling with list of companies in mind and they’re trying to see if yours is the best..  If they talk to you and you aren't using the right words or tone - don’t expect your company to be considered.  If i can't get your prospects to have a face-to-face conversation, your next best option is a phone conversation that allows you to build rapport Texts and emails are the segues to get you to an actual phone conversation. If you can sell and close a deal over the phone, then great. If you can’t, your goal is to set a face-to-face appointment.  Choosing the right speed You need to consider your speed when talking over the phone as well. Speak based on  how the person on the other line is speaking. Be slow in speaking when you’re talking to somebody who speaks slowly. Adapt to the person you’re talking so you can deliver your message in a way they can understand. Listen to their words and use them when you respond. If they are looking for significant discounts, then use the exact terms when it’s your time to talk.  This is how you show empathy in your conversation. You abandon the phrases or words you’d like to say for those the other person wants to hear. As a salesperson, the way to successfully sell over the phone is to be who your client needs you to be.  You’ll find many of the same skills you use in a closing face-to-face can be used on the phone. “Three Ways To Make You More Successful Selling Over The Phone” episode resources Reach out to Joe Ingram via his phone number (+562 548 526). You can also check his website, ingraminteractive.com.  You can also reach out to 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’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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The Accidental Seller - Stephen Snyder Welcome to the fifth episode of The Accidental Series.  Some people are into sales because it’s their passion, while others were led to the industry because of their circumstances. We call them the accidental sellers.  Stephen Snyder is a district sales coordinator for Aflac. Growing up, Stephen loved playing sports and he aspired to become a professional athlete. In his college days, he was fortunate enough to play baseball. He was good at it and his life revolved around playing the game. Despite that, he didn’t become a professional baseball player. Apparently, life had other plans for Stephen.  Stephen realized that sports wasn’t for him after doing an internship during his senior year in college. He saw how tough it was to work in the field of sports marketing. You didn’t become the head of scouting just because you knew the game.  His job as an intern required physical labor from 7 AM until the end of the game. A sports manager had to be at the field long after the game was over to help with any tasks needed, including covering the field with tarp.Stephen thought that he could do more. Becoming an accidental seller  By the time Stephen finished his education, the economy was taking a downturn. Although he graduated with a degree in sports marketing and kept  looking for work in his field, most available jobs were all about sales. It seemed everyone was either selling a yellow book or insurance. Salespeople were often associated with the “usedcar salesman” stereotype so because of this, it took a long time for Stephen to consider sales as a long-term career.  Stephen eventually reached out to his friend who had been working with Aflac. He decided to try sales until he could find himself a “real” job. Years later, Stephen is still with Aflac excelling as a salesperson. He realized the old stereotypes don't have to apply.  For Stephen, it was about meeting people and talking to them about the services provided by Aflac.  The difficult part of selling When he started with the company, Stephen was provided with a script. When a sale didn’t go through, he was made to think that it was because he didn’t stick to the script. Stephen is anl introvert and although he is comfortable with talking to people, he’d always kept a protective shell around him where he could remain comfortable. The challenge he was facing in sales was how to prospect in his own way. Like any other salesperson, Stephen was also afraid of rejection.  There were many days  he thought of quitting sales but when he actually got to thinking about it, he found that sales could be fun too. As a former athlete, he found the competition he loved could be applied to sales too.  There was a scoreboard all the salespeople tracked their sales this brought out the competitive spirit in him.  Seeing success in sales Competitiveness and a good team atmosphere are great ways for an accidental seller to stay motivated. Salespeople thrive when they know that a mistake is made, they won’t be criticized, but instead, coaching is offered instead.. As a salesperson improves and starts setting appointments, he sees his actions cause a snowball effect . This results in good sales.   Stephen’s first deal started with an elevator ride. He began talking to a man who turned out to be a business owner and the decision-maker in his company. They had a good-natured discussion and Stephen was able to land an appointment.  That business owner decided to pay 100% of the voluntary insurance product for his employees. It was one of the best deals Stephen’s company had seen..  After 11 years, Stephen continues to work for Aflac.. Working for the company has given him so many opportunities and a certain level of success.  A salesperson needs to consistently find ways to improve. A scoreboard is one  strategy to track success and stay competitive. Even when you’ve found sales by accident, keep going because you will find success. Just put in the work, have a routine, and you’ll start seeing results. #SalesTalk “The Accidental Seller - Stephen Snyder” Contact Stephen Snyder via his email, stephensnyder2017@gmail.com or connect with him on LinkedIn.  You can also reach out to 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’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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How to Build A Six Figure Income Even If You're Not Great At Closing!  Ever wonder how you can build a six-figure income even if you’re not great at closing? Closing is one of the most important parts of sales. It is crucial and every word you utter during closing matters.  Terry Hansen hails from Idaho Falls, Idaho. His plan is simple but he still has impressive sales success stories. He’s worked with many organizations and sales reps around the country and helped them boost their sales. Throughout his sales journey, Terry has observed three bottleneck scenarios in which entrepreneurs and sales professionals can get stuck. The first is that many struggle to increase their sales and income because they are not getting in front of the right kinds of companies and individuals. They are going at it like opening a phone book and just calling from the top of the list, hoping that someone will buy from them. Once on the phone, they don’t spend time introducing themselves, starting a conversation and making appointments. The second scenario a bottleneck can occur  is the lack of framework to qualify customers and salespeople end up closing  with people they shouldn’t. This comes from a scarcity mindset. There will always be goals and  sales quotas, that have to be hit. Because of this, many people in sales end up trying to sell to without taking the time to  determine whether they’re selling to their target customer.. Sometimes, salespeople can close a client and later have regrets because they didn’t share their work values.  The third bottleneck in failing to close well comes from not having the right skills.  It is each of these three scenarios that can become the speed bumps that keep entrepreneurs from growing their sales.  The value of prospecting  Many sales books stress the importance of having closing techniques. You have to be a champion in overcoming objections and resolving concerns to become successful in growing your sales. Another secret to success is becoming an account manager. You need to have stellar customer service, be able to ask for referrals, take good care of your base, and keep your competitors from your clients. Terry read a variety of books and did everything they suggested but he still wasn’t hitting his quotas and achieving the level of success he wanted. He then had lunch with a great mentor and  was venting about his frustrations. Terry let him know that despite doing the right things, he was still living paycheck to paycheck. His mentor shared an illustration about two salespeople, one  great at appointment setting but lousy with closing and the other, great at closing but bad with appointment setting. The first salesperson could schedule 40 appointments per month but only closed 10% of those appointments, which resulted in only four sales per month. The second salesperson lands four appointments per month. He is an amazing closer and  but can only close deals 50% of the time, making two sales per month.  Terry understood that he would make  more money by being good at setting appointments and increasing opportunities. Closing is equally important but the analogy taught him he needed to redouble his efforts in making appointments and meeting with people.  The challenges in prospecting  Prospecting is uncomfortable, scary, and awkward.  Stereotypes of salespeople being manipulative, talking a lot, listening too little, and using high pressure tactics have to be overcome. Most salespeople don’t want to be perceived as manipulative and try to make relationships a priority. However, there  can be a period of adjustment as they work to avoid reflecting the negative stereotype.  Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. Too often they leave multiple voicemails and emails with the hopes of getting a reply but typically, that doesn’t happen. The challenge is to be compelling in those initial interactions.  Terry tries to be generic in his voicemails to avoid  stereotypes. The first three seconds you’re identified as a salesperson are the most challenging.  The person who is being contacted can lose interest regardless of what is being sold. It’s best to veer away from bad introductions and barking up the wrong tree. Salespeople shouldn’t just go through the phonebook without a clear idea of who they want to contact.   . There’s no need to spend too much time trying to facilitate an introduction with people who don’t fit the ultimate goals. Doing so will delay getting in front of the clients who actually need the service or product being offered..  Building your client  Salespeople should look at their top  10 best clients, profile them and get an overall sense of  the companies they represent. From this information, they can build a dream list of similar companies. Use these strategies and tactics to make contact with the decision-makers: create a profile, build and stay focused on a  specific list of desired traits, and use the right kinds of tactics.  Many salespeople hate prospecting because they find it awkward. There’s already a resistance when they call companies and there’s a feeling of  relief,not the disappointment, when they get a voicemail to leave a message. The voicemail is now an escape. With the gatekeepers, like receptionists, salespeople have to get assertive to get to the decision makers. The goal is to get past the voicemail and get to a person. This is an opportunity to be persistent Instead of just saying, “Yes, please,” to leaving a message, salespeople should be a little more curious and assertive. Probing questions such as, “Is he in the office or out of the office?”, “Is he at a meeting?”, or “If you slip a note to him to let him know I’m on the line, would that be appropriate?” can move a salesperson closer to their target client. It’s also a good idea to ask  the secretary if it would be okay to wait on the phone until the meeting is done, especially if they’re already wrapping up.  If the decision maker is out of the office or on vacation, press further and ask if it’s possible to get their personal number.If it’s given, follow up is imperative.. 50% of the time, secretaries will say no t but the other 50% will give the number or transfer the call directly.  .    Think positively and don’t assume the other person is unwilling to talk. If your persistence doesn’t work, however, then ask for someone else in the organization. The director of marketing, the human resource officer, the CEO, anyone with  buying power in a decision committee can be great alternatives. These days, CEOs and presidents no longer make a decision by themselves. Today, the purchasing decision is decided by a vote or by committee. Find two or three of these people in the organization and talk to them. These tactics are not difficult but they do require you to be more assertive and persistent, not aggressive and arrogant.  At the end of the day, the way to build a six-figure income even if you’re not great at closing is to improve your skills in appointment setting.  The secret to prospecting and having conversations with decision-makers is to be more persistent, assertive, polite, and  professional. “How to Build A Six Figure Income Even If You're Not Great At Closing!” episode resources Terry Hansen and his team are hosting a special online sales training workshop on November 14, 2019, where they’ll be teaching the three secrets that salespeople can use to boost their sales revenue. They’ll be talking about how to build a six-figure income even if you’re not great at closing. You can go to salespitchmastery.com/register to attend for free by using the special link or you can attend it for $49.  For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  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’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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Networking Effectively and Creating a Sphere of Influence The idea of networking effectively and creating a sphere of influence is nothing new in sales. It’s a facet of sales that everybody understands and executes. Networking is one sure way of meeting new people, building relationships, and it eventually opens doors for opportunities.  Likky Lavji has been meeting people and building relationships for 30 years. He built and grew his IT company based on his referral network. By the time he sold his company, he had ample knowledge about how to do the business. Now, he’s sharing his knowledge with others. The old methods of doing business  Face-to-face meetings and getting to know people before starting the business are old methods of doing business. Today, people depend on social media to grow their business. We are bombarded with social diversions making us adept in communicating using social media platforms. The downside to that is it’s becoming more difficult for many to have conversations face-to-face.  As salespeople, we need to combine old and  new methods to make it work. It’s great to go back to the basics. Look at your existing base of connections and get to know them. Identify your best clients from your database, the ones who not only bring in revenue but referrals as well. Once you’ve identified your clients, you can start building your sphere of influence.  Creating your sphere of influence is easy to do. You need to know your people and  reach out to the people they know as well. In a networking event, look for the person who has people around them. Find an opportunity to start a conversation and be authentic. Don’t force anything. It has to be organic.  Likky once stuttered and it held him back. With the help of Bob Burg, the author of The Go-Giver Way, he was able to move past his stuttering.  Building relationships  It’s normal to have some level of fear when talking to strangers in a networking event, or anywhere else. However, that fear can be overcome. You need to veer away from the misconceptions of others. Put those aside and just be who you are. People fear networking because of the notion they have to sell. Change that mindset and think of networking as meeting people and making friends.  Build connections allows people to get to know you and like you.  As these relationships are built, they will get to trust you and your business, which can lead to referrals. #SalesSkills Don’t go into sales mode right away.  Likky uses the acronym F.O.R.M. to start conversations:  F - Family. Everybody wants to talk about their family. Some people even have their family photos in their wallets. You can talk about their dogs too.  O - Occupation. You can ask about their occupation. For example, ask them how they got into their business.  R - Recreation. Find your common ground and talk about their hobbies and interests.  M - Message. These are the things you stand for.  Listen to what they say Build meaningful conversation and listen to their response. Ask more questions about their interests. It doesn’t matter if they don’t ask you questions because this isn’t about you. Make sure they do all the talking. Bob uses 10 field questions when meeting new people such as, “What do you enjoy most about your profession?” and “Describe the strangest thing you’ve experienced in your business.”  People get excited when talking about these things. It’s your job to hear and understand what they’re saying. Show empathy and put yourself in their shoes. Understand what they’re going through. Listen well, take notes and follow-up.  In Bob’s book, he suggested listening with the back of your neck. This means listening to what they’re saying and putting everything aside. All the words would go through your mouth, your face, through your ears, and to the back of your neck. There’s nothing else present except for those words coming into you.  Giving out business cards isn’t the best way to execute networking effectively and creating a sphere of influence. Whenever Likky sees he may need to give away his business card,he tries to avoid it.  Connect them to others  In networking effectively and creating a sphere of influence, another way to do this is by giving referrals to someone else When you meet people in a networking event, ask them who their ideal customers are and you will see  there are others in the room who have the same audience that they have. Refer them to those people and help them make a connection. They will learn to trust you because you helped grow their business. Don’t worry if the referral sources aren’t 100% successful.  All you need to do is make the introduction and let them have the conversation.  If they want to do something for you in return, then talk to them about the kind of customers you are looking for. Consider having a meeting with them first so they know who you are and what you want. You'll also get to know who they are, their centers of influence..  If you meet somebody and you promise them something, always make sure to follow through within 24 hours, either by email or follow-up, because they may forget you beyond that time frame.  A handwritten letter or card is also a great idea in networking effectively and creating a sphere of influence.  Start building relationships and connections before you start selling. The more relationships you build, the more people know what you do, and the easier it will be to get referrals and make business happen.  When it comes to building your sales income and boosting your sales, developing the skills of appointment setting. It pays more than the skill of closing sales. The secret to mastering the art of appointment setting is persistence, being assertive, and being polite and professional.  “Networking Effectively and Creating a Sphere of Influence” episode resources Connect with Likky Lavji and visit his site. He has a free workshop coming up and you can check it on www.salespitchmastery.com/register. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  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.  The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The Accidental Seller Series - Wendell Jordan This is the 4th episode of the Accidental Seller series.  Wendell Jordan is the owner of Jordan Consults and a local SEO specialist. His company works with small businesses to increase their digital footprint.  Growing up, Jordan and his friends wanted to become professional basketball players. However, playing for the NBA became an afterthought when he reached high school. His first few years in college were spent actively pursuing the business side of music. By then, he was in and out of recording studios in New York City. Perceptions of sales Wendell thought of salespeople as sleazy individuals. He first came across sales when he was young.  A vacuum salesman was doing door-to-door sales and he wouldn’t leave until his mother threatened to call the police. The salesman was trying to force his mother to buy a product they didn’t need. That experience had a negative impact on Wendel and affected how he viewed sales.  Wendell’s mother worked for the city of New York and his father was a postal worker. His parents’ jobs, along with how he viewed salespeople made him think that sales was not for him.  He accidentally came into sales when he was checking out Craigslist ads. The ad was looking for someone to work in customer service and didn’t mention sales. When he went in for the position, it was commission-only, door-to-door selling. Wendell’s wife played a huge part in his decision to take the position. She had faith that he could do it and encouraged him to try. He’s been in sales ever since. Overcoming the fear Like any new salesperson, Wendell had feared. He worried he’d become the sleazy salesperson who had to be removed from someone’s home, just like the man from his childhood. In his first days on the job, he shadowed a sales rep and was told just to take notes. For two days, he tried to learn what he could from shadowing. On the third day, he was thrown into the fire and had to have his first door-to-door experience on his own.  Making a sale on the first day can be difficult but Wendell was able to do it. His first deal felt magical and it inspired and motivated him to keep going. He thought, if he could do it the first day,  he can also do it the second day so he kept going.  However, the lack of sales training affected his morale and the number of sales made. Shadowing others for a day or two wasn’t enough for him to sell door-to-door effectively. He just didn’t have the skillset to close and the result was a lot of deals weren’t pushed through.  Quitting sales Wendell’s sales journey wasn’t easy. He experienced being removed from payroll and spent a good part of the year in limbo, not knowing if he’d be able to make a sale again. The instability of the job almost made him quit. An old business partner convinced him to try again, but this time, he’d be selling websites. Considering that his previous sales experience wasn’t stellar, Wendell felt trepidation. Still, he tried again and started cold-calling businesses.  Wendell went from a door-to-door sales process to talking to potential clients and educating them about their services.  Sales has been one of the greatest opportunities Wendell has ever had in his life and he would choose it again. It allows him to work from home and learn about different cultures. The door-to-door sales experience exposed him to different lifestyles and it trained him in different ways to socialize with others.  If you’re new in sales, keep at it. Don’t get caught up in what people perceive sales to be. #SalesMotivation Shift your focus. See yourself three years down the road. You’ll think about the number of Nos you got but you’ll remember the Yeses were far greater. Focus on the bright side.  “The Accidental Seller Series - Wendell Jordan” episode resources Reach out to Wendell Jordan vis his phone number, 314-325-829. You can also visit his website and check out the contact form there.  For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  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.  The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How to Seize Attention and Build Trust in a Busy World    As salespeople, we look for ways to seize attention and build trust. While prospecting and building trust among clients is critical, it’s also one of the most difficult tasks in sales.  Ron Tite is the founder and keynote speaker of the Toronto-based agency, Church+State as well as the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World.  Being an executive creative director at a large multinational ad agency, Ron has extensive knowledge about traditional agency marketing, advertising, and design. In addition to that, he’s also an experienced comedian, using that in his own entrepreneurial journey. Ron is also  an investor who appreciates the need for sales to do business.  The desperate need for attention  Salespeople are looking at the ecosystem correctly but are using the wrong tactics to make a breakthrough. They’ve been chasing metrics that don’t deliver to build long term businesses.  There are so many thought leaders, evangelists, and LinkedIn lead generators who are going about it in the wrong way. Seeing this drove Ron to eventually build his own agency. With a growing number of salespeople, the sheer number of sales reps and  clients are overwhelmed by pitches..  Time Square is a great metaphor. Everybody is in Time Square. Big corporations and companies use traditional means, such as using billboards, to get attention. Meanwhile, there are smaller sellers on the streets that are doing things differently. They are more aggressive, targeted, and their pitch can be customized. These are the people who sell practically everything in Times Square, from ripped off t-shirts to street meat. Every one of them trying to get attention.  However,the challenge doesn’t stop there, it continues. Now  you’ve got their attention, how do you earn their trust? Salespeople  thrive in a busy environment by  bringing respectability and credibility.  They have to be aggressive and nimble in their sales approach. #SalesManagement Other salespeople are still using the automated messages they used in the 60s when talking to potential clients. They could have customized their message and tailored it but they didn’t.  They need to revamp their style with three phrases in mind: based on what you think, based on what you do, and based on what you say.  Set yourself apart As a salesperson, the ‘based on what you think’ approach considers the things you firmly believe regardless of what you’re selling. This is important because you aren’t selling a unique product. There are others selling the same product so what you think is what makes you unique. Ask yourself:  Do you believe that relationships are the key to success? Do you believe that you should deliver the most value? Do you believe that your role as a salesperson is to connect people with the right opportunities?  ‘Based on what you do’ are the things  you do to reinforce your beliefs. The last part, ‘based on what you say.’  Salespeople can be hesitant about sharing their products/services with others because they don’t want to come off as “pitch slapping.”It’s important to  deliver the right message  through their actions and behaviors by talking about what they do in an authentic way and transparent way.  Don’t create smoke and mirrors and say nice things just to make a sale. People are sensitive to that approach and they can see it  a mile away. Use the following questions as a guide to start your conversation.  Who do you do it for? What do they want you to do? Who do you do it with? For so long, salespeople have used many strategies to seize attention and build trust but still find it difficult to have a breakthrough. They need to customize their sales pitch and talk to clients according to their needs. They don’t need to cheat the system. They just have to speak to potential clients in the right way. Invest in being good  Comedians come and go and they try a variety of tactics to make people laugh. However, nobody has sustained a career in comedy by doing anything other than being really funny. It is the same thing in sales. You can try other platforms in the course of your sales career but it won’t work unless you show your humanity and have the best interest of your clients and prospects at heart. Jumping from one platform to another may give you some benefit and short-term metrics but it won’t sustain your business in the long run.  Ron’s first project when he launched his agency was with a client he already knew. The marketing director discovered Ron was running his own agency and she gave him his first project. The trust didn’t come from Ron chasing tactics. It was due to Ron’s honesty in the business..  Red Bull is a great company that bases its marketing on the three things mentioned earlier. The company firmly believes that life with an adrenaline rush is a better way to live. They reinforce that belief by encouraging activities where their audience can have an adventure. Their advertising reinforces this message by showing people grow wings after drinking their product.  Red Bull reached out to one of Ron’s friends Matt, a chef, to star in their videos. The company said they shared Matt’s values and attitude and they wanted him on board. Despite Matt’s respect for the brand, he couldn’t push it through because he didn’t drink Red Bull. The company respected his response because they align with people based on values. They know that many respond and convert because of that approach. The number of converts exceeds those who don’t respond favorably so that’s what they focus on. Still they just don’t walk away from people who don’t buy their products.  Looking for ways to seize attention and build trust may be difficult but resist the desire to scheme in order to turn the system in your favor. Do the hard work, roll up your sleeves, and find out as much as you can about the prospects you have. Above all, be a real human being using real conversations. It doesn’t matter if they don’t convert because that’s not your goal. You are there to add value and help solve their problems. When you focus on that, enough of your prospects will convert in time.  Hiring the right people A section  Impossible, a book by Mark Roberto, highlights coachability as the number one value  managers need to look for when hiring. Salespeople need a desire to learn and have the ability to change and adapt. It’s also important to delegate clear responsibilities among the sales team. Each sales rep can specialize in the activity in which they excel. Don’t rush the hiring process or skip steps. Hire who can do the prospecting, not just close. Don't hire somebody and expect them to save the business or figure things out on their own.  “How to Seize Attention and Build Trust in a Busy World” episode resources Get in touch with Ron Tite via Twitter, LinkedIn, and Instagram. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  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.  The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How to Negotiate a Mutual Win  Salespeople are always looking for a win and when closing with clients, landing a great deal while being able to negotiate a mutual win  is the idea goal.   Adam Ayers studied mechanical engineering and built a software technology startup after graduating. He is now the Chief Technology Officer and founder of company, Number5, which specializes as an outsource CTO for celebrities, eCommerce companies, and internet brands. Fifty percent  of their operations involve running technology, and acquiring customers, for commerce businesses and executing the data science.  The other fifty percent is on custom technology where they build platforms, APIs, and high-performance software on the internet.  Negotiate a mutual win When Adam was a child he asked his father what inventors do and the response resonated with him.. He was told  the best inventors don’t just invent things, they are capable of selling what they’ve invented. That thought motivated him to make things himself,build a team, and sell the things he created himself. As an engineer, Adam has learned to think in frameworks and processes, finding that telling stories are effective ways to negotiate a mutual win and make a sale.  The biggest problem most salespeople face is the tendency to talk more and listen less. Generally, people  want to be listened to. We want to be asked questions and understood. This is a factor that other sales reps forget. No matter what you are selling, you must put the clients’ interests first. Listen  to them, ask questions, and understand where they’re coming from. You learn to see their problem and present customers with a solution when you sincerely tune-in to what they are saying. This is how they make the buying decision, to trust the solution  you present to them.  The ideal ratio is 80-20, where 80% is spent listening to the clients’ story and asking them questions while 20% is spent sharing  a story about how you’re going to help solve their problems.  The book entitled, You Can’t Teach a Kid to Ride a Bike at a Seminar emphasizes the Sandler sales submarine, with the initial point being we need to bond and build rapport with our customers.  Showing compassion and kindness and asking people who they are and what they need is the first step to negotiate a mutual win.  The importance of self-awareness Self-awareness is knowing who you are, what you’re good at, or not,  and being honest about it. #SalesTruth It’s a trait that many salespeople need to master to negotiate a mutual win. Being who you are is important because that’s how you connect with  people. While compromising is a good thing,you also want to be authentic. Your flaws as a salesperson will make you more human and more relatable to others. A corporate approach in sales is uncomfortable because ultimately everyone is just looking for a smart friend with whom they can make a connection  when they’re being sold to.  Adam sells software development, customer acquisition, and data science and these are products the average person doesn’t understand but they know they need it to grow their business. He understands he needs to nurture confidence in his potential clients, that they want to feel good about hiring him.  Adam highlights his previous experience, his background, who he’s already worked with, their integrity and what he’s already delivered. Adam’s team doesn’t  sell. Instead, they connect with people - they talk, dine, and get drinks.   While the sales process and negotiations are pretty straightforward, the reality is that it works for his team. When Adam knows that  his services aren’t going to fit what the client needs, he is upfront and honest about it. Adam knows his customers need someone who can execute the tasks and if needed, communicate to the stockholders and investors what’s going on.  Unconventional approach works  This approach of combining tech expertise with a personal touch is the core of , Number5, a company name inspired by the1986 movie, Short Circuit. Because not everyone understands the technology behind the work, they’re hired based on relationships.Their process on how to negotiate a mutual win is shaped around helping clients understand their needs and what their role is to make meet the company’s goals. Adam shows them how his team uses technology to deliver the solution efficiently and effectively.  One company Adam was an engineer for, had the Five Four Club, a men’s clothing line subscription, that quickly rose to popularity. The company needed the technology to keep up with its growth.. Adam not only offered the tech to support the growth but as a leader, helped offer resources to build up the existing team.  Adam didn’t have to explain how the tech worked but still offered suggestions on how employees could support it within their roles. Clients say that Adam’s approach is abrasive and shocking until they get to know him. Once they see his process and his ability working for them, they’re on board.  Many salespeople aren’t just selling, they’re also doers. Sales grow with a better job of doing and executing.  Moving forward Adam is always looking for different tools that will help  from a market broad perspective and a sales perspective. For example, CrystalKnows, is a plugin that helps you analyze the personality type of anyone’s LinkedIn profile. The results will give you an idea of how to communicate with that person. This is an amazing way technology can start connecting people more effectively and efficiently.  Technology is also helpful for companies that are looking to expand and hire people. The Sales Acceleration Formula, by Mark Roberge, points out that it’s not just the experience that’s important, it’s the coachability of the salesperson and their ability to adapt.  “How to Negotiate a Mutual Win” episode resources Connect with Adam Ayers directly by scheduling a meeting with him through email or look him up on LinkedIn.  For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  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.  The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com