The Sales Evangelist

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Mohannad Ghannoum to discuss the importance of changing your perspective, to become an even more effective seller. Mohannad’s Observations: Mohannad enjoys philosophy. He once listened to a philosopher discussing passion and purpose, and how to find it. According to this philosopher, there can be two reasons you’re not passionate about what you do: A.) You already have it or B.) You don’t know yourself well enough. Prior to this, Mohannad had worked for three years in sales but never found much success. He decided to dedicate himself FULLY to sales to determine whether or not it was something he was TRULY passionate about. What did Mohannad do? To discover his passion, Mohannad began to OBSESSIVELY study and take in every single thing he could about his career. He would read books, listen to podcasts, talk to seasoned sellers, etc., anything he could do to learn more. The idea behind this is simple: Mohannad was trying to get RESULTS. By learning everything he could about selling, he was BOUND to become a better salesperson. Once he started seeing results, he became more passionate about selling and wanted to see even BETTER results. The importance of changing your perspective: The saying goes that the grass is always greener on the other side. FAR too often, people absolutely dread their jobs, thinking it’s not something they’re passionate about. There is a level of experimentation in finding your ideal job, yes, but perhaps you’re the problem and not your job. In Mohannad’s case, after he started to make the most of his career, he began finding more success, by CHANGING HIS PERSPECTIVE. If you’re TRULY passionate about what you do, then you’ll have better results than someone who isn’t. You’ll simply put in more effort. By changing your perspective on selling, you can find more success. Find passion in what you do and you’ll put in more effort. All of this equates to you becoming a BETTER seller. If you want to learn more about changing your perspective or talk to Mohannad, you can reach him on LinkedIn or through his email. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective? So, how should sellers overcome this objection? You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling. If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Trent Anderson to discuss a unique strategy you, as a sales leader, could start utilizing to help your sales team. So what exactly is the first, last, best, worst strategy? Trent comes from a storytelling and sales background, and he noticed a theme with storytelling that he used to develop the first, last, best, worst strategy. The premise is simple: Make a chart with four columns. The first column will be labeled first, the second last, the third best, and the fourth worst.  In the rows, meanwhile, put in some of the activities you, as a seller, have to do. Trent uses the examples of cold calls, cold emails, sales won, and sales lost. After you have your chart made, you begin to fill it in. In the example Trent gives, you start out by listing what the first cold call you EVER made was and filling it in. Then the last cold call and email you made, and so on. The MAIN focus of this strategy, however, is the best and worst columns. Have your sales reps go over their best and worst sales, cold calls, emails, etc. and really study them. What were their similarities? What about their differences? What types of businesses did they close deals with? Why is this strategy effective? What exactly does it accomplish? The single BIGGEST thing that the FLBW strategy offers is: Insight and information. An issue that plenty of sales teams run into is having one incredible seller who doesn’t exactly know why they’re good. They can’t teach the specifics of their sales process to others on the team. With FLBW, however, you’re able to pick up on trends and other similarities between both the best and worst sales. You can take this information to avoid bad sales in the future, with the worst sales, and get more profitable ones, with the best sales. At the end of each quarter, why not meet with your team and try out FLBW? Take note of the trends and take advantage of all of your new insight. Your sales and profits will only increase!You can connect with Trent on LinkedIn under the name Trent Anderson as well as on Twitter. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, our host Donald Kelly goes over some lessons he’s learned about planning throughout 2022, and how YOU can use those lessons to build a pipeline and convert sales to boost your profits. Sellers losing focus and not planning: Too often, sellers get lost in the MYRIAD of different tools, techniques, strategies, and ideas they utilize. All of these are important, yes, but they’re only tools. They shouldn’t be a seller’s main focus. The first lesson: Utilize a focus word. With 2023 coming up, look back on your strengths and weaknesses throughout 2022. What single word can sum up all of your shortcomings? Throughout the year, focus on that word and act on it. This maintains focus AND helps you better yourself as a seller. The second lesson: Take feedback into consideration. When you’re prospecting and looking for new clients or building relationships, FOCUS on the ones that are producing results. If a buyer pays well, focus on that buyer! Keep those consistent earnings coming in. This keeps your company profitable while LETTING you seek out new clients. The third lesson: Plan daily. Take 15 minutes at the start or the end of the day to plan the next day’s activities out. Having a plan going into the next day lets you prioritize what NEEDS to be done and keeps your diligence up. You’ll know exactly what to focus on, and you’ll be more likely to get it finished. The fourth lesson: Track your work. For a day, write down EVERY single task you do and then review it at the end of the day. Out of all of the work you did, what work led to the most profits? What work led to the newest buyers, and what work produced the greatest results? Hone in on that work and eliminate what doesn’t work. This is ONLY possible through tracking your work. The fifth lesson: Utilize a timer for your work. Set a timer for some amount of time, like 15 minutes, and for the full 15 minutes focus on whatever task you need to focus on. This ensures that you’re GENUINELY focused on the task at hand, and eliminates distractions that might pull you away. The sixth lesson: Prepare for the next day. If you keep a plan in mind for the next day and for whatever task you’re working on, it keeps you focused and lets you utilize your time effectively. Instead of getting lost and wasting time, with a plan in mind, you’ll be FAR more productive. The seventh lesson: Eliminate distractions. Doing something like putting your phone in airplane mode or setting a timer prevents you from focusing on detractors. Instead of staring at social media, you’ll be focused on establishing a profitable relationship with a buyer. Instead of worrying about promoting your business on social media, you’ll be responding to emails. However you eliminate distractions, it’s VITALLY important you do. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  3. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, our host Donald Kelly goes into three changes he’ll make going into 2023. These three changes will help YOU to make more sales and perfect your craft as a seller. The first major change of 2023: The first upcoming change is a slight shift in branding. The podcast’s name, logo, and design will ALL remain the same. However, there will be a slight shift in branding as well as the podcast’s cover. The second major change of 2023: The second major change coming up will be the podcast emphasizing the PIPELINE, both building your pipeline and converting sales from your pipeline. The third, and final, change of 2023: The final change you can expect to see is the shift in the community. In the past, we’ve promoted our Facebook and LinkedIn communities, but those platforms will be taking a backseat. Instead, TSE is going to promote its community on a new platform called Circle.so. How do these changes help you as a seller? Learning to build a pipeline and close a pipeline is CRUCIAL for your success as a seller. That’s why going forwards we’ll be pushing it so hard. Learning more information on how to successfully build and close your pipeline will only make you an even more effective seller. Circle.so is a platform that’s similar to Facebook. On the site, you’ll see different circles where people are discussing various ins and outs of selling. All YOU have to do is join a circle to talk with fellow sellers and together develop your craft! It’s a platform with PLENTY of invaluable information and insight from experienced sellers. Going into 2023, we also plan on being FAR more active on social media. What can you expect to see are tips and tricks about selling, including content on courses the podcast offers as well as the podcast’s newsletter. All of these are designed to be INCREDIBLY valuable tools for sellers to utilize. You can connect with Donald and communicate with him on LinkedIn, Instagram, and Tik Tok under donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Going into 2023, with a changing business landscape, buyers are looking for something DIFFERENT. In today’s episode of The Sales Evangelist, Donald Kelly goes into what buyers are now looking for, and how you can meet their needs. What are buyers looking for in the upcoming year? According to the State of Sales, from Salesforce, 57% of buyers prefer engaging with companies and sellers through digital means. Along with preferring digital communication, buyers have also said that they prefer YOU to go where THEY are. You have to appear wherever your buyers are, whether that’s on social media or platforms like YouTube. How to take advantage of this knowledge and meet buyers’ wants: Since buyers are actively WANTING to talk to your company through digital means, provide SOME WAY for them to actually talk to you digitally. Platforms like LinkedIn are perfect for this. But beyond LinkedIn, you can also use social media platforms to communicate and market to buyers. UTILIZE A DSR. A DSR, or digital salesroom, is a centralized location where buyers and sellers can meet. Instead of having to browse countless sites to try and find information, the buyer can access all the information they need STRAIGHT from the DSR. It also allows all of your sellers to consolidate in one location, instead of having to communicate through other, less efficient ways. A DSR not only streamlines the entire sales process but also PROVIDES what digital platform buyers are looking for! The MAIN thing that buyers want, however, is for you to be a TRUSTED ADVISOR instead of a salesperson. A whopping 87% of buyers have claimed they prefer advisors over sellers. Why is this? Buyers come to sellers to solve a problem. Instead of being marketed to some product or service, buyers want SOLUTIONS. Buyers want someone who they can TRUST to give them a valuable and efficient solution to whatever problem they’re facing. Another thing to take advantage of in 2023 is Intent-based data. What is intent-based data? It’s data that takes what buyers are looking for into consideration. Things like what they search for online, and their interest in your product or service, among others. If you TAKE this data into the mind and utilize it, you’ll drive both sales AND traffic to your business  If you want to learn more about what clients are looking for in the upcoming year and how you can capitalize on it, you can check out Donald’s other social platforms. You can find him on Instagram at donaldckelly, or on LinkedIn, also under donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, Donald Kelly discusses why 2023 will be a difficult year for sellers. He also discusses how, despite the upcoming challenge, how you as a seller can continue to succeed in your field. What exactly is going to be different about 2023? Ever since the pandemic, inflation rates and the general cost of living have STEADILY increased. This makes people far, FAR more hesitant to actually spend money. Why should someone buy your product or service when money is already tight? Alongside higher inflation rates, the feds have also hiked up interest rates to curb inflation. Since there are higher interest rates, people are less likely actually to borrow money. This means that businesses will be slower to grow. Here are some quick facts, from Donald’s personal experience and the State of Sales report: 69% of sellers are saying that selling is actually becoming HARDER for them. 92% of sellers claimed that they’ve had to start using a NEW method of selling their product or service. With all of this in mind, what can you do as a seller to keep a steady stream of purchases coming in? One key thing to focus on, with the current market, is to focus on LOW RISK but HIGH REWARD activities. One example of this is cross-selling. Are you maximizing your profits off of current buyers? What can you do, or offer, existing buyers to generate even more income? Another activity you can do is focus on cross-functioning. Work within your organization and your different departments to help create cohesiveness. Instead of working in multiple, different organizations, you can focus on working as an ENTIRE unit. A third example of what sellers are doing to keep steady profits and deals coming down the pipeline is targeting new markets. Instead of continuing to operate in the exact same way, see if there aren’t different methods or people you can promote to. Are there buyers more comfortable with parting with their money? Is there some tweaking you could do to get a RECURRING payment? Again, focus on low-risk ventures that will bring in the highest rewards. You can connect with Donald more and learn about perfecting your craft as a seller on his Instagram at donaldckelly or on his LinkedIn profile, also at donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, Donald Kelly meets with Paul Owen, the owner of Sales Talent, to discuss the importance of planning when it comes to sales, and why all salespeople should have some sort of a plan to maximize their performance. The importance of planning in the world of sales: Many salespeople will go into a deal without a plan in mind. Instead, they simply rely on their past experiences and instincts. This CAN work in some instances, but having a plan is always better. When you approach each sale with a structure in mind, you can replicate success more reliably. Instead of winging it and simply having one-off successes, a plan gives you the framework and tools you need to consistently make a profit. Why don’t salespeople utilize planning more? A lot of salespeople believe that going off of a plan is too RESTRICTIVE. One big misconception sellers have is that sales are too dynamic and unique to utilize one sales plan. Sales are unique, yes, but they still have some commonalities. These commonalities allow sellers to actually utilize a plan to better equip themselves to finalize the deal. Another reason why salespeople don’t use planning more is that they’re naturally good at selling. As the saying goes, “if it ain’t broke, don’t fix it”. This CAN work if the salesperson works individually. When they start to build a business, however, they’ll run into issues. Unless the entrepreneur finds people who are also naturally good at sales, they won’t be able to teach new sellers how to effectively sell. Having a plan in place can alleviate this problem. How can you start using planning in your sales? Take notes of past sales, and what did and didn’t work, and utilize that to create a plan. Although sales are unique, there are still common themes and elements between them. Take those common themes and elements and use them to create a framework for your future sales. Use buyer feedback. Ask past clients for their experience and utilize this feedback. Implement what works and get rid of what doesn’t to streamline your sales process and create planning designed to increase your sales. You can get a hold of Paul Owen and learn more about using structure and plans in your sales through LinkedIn. Owen also runs a website for his company called www.salestalentuk.com with blog posts and more information. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  3. This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 4. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

In today’s episode of The Sales Evangelist, Donald talks to the owner of 1 Call Closers, Richard Mugica, about the top three issues sellers face when finalizing a sale, and how you can overcome them to help increase your sales to potential buyers. The top three challenges sellers face when finalizing a sale: The first challenge that sellers face is focusing on the SCIENCE of closing, instead of the ART of closing. The second biggest challenge that sellers face is being too nervous.  The third challenge that plagues sellers is focusing too much on handling objections and not enough on rapport building, or the discovery phase. What these three challenges actually mean, and how you can overcome them: The science of closing is the script you read, the words you use to help finalize a sale and close the deal. The ART of closing, however, is the WAY you say those words. The art of closing lets you connect with your client and build trust in your product or service. Mastering the art of sales is critical for becoming a great salesperson. Too many salespeople are nervous about coming off too strong or too pushy and, as such, are actually afraid of closing the deal. All of these self-doubts and worries just lessen your impact as a salesperson. The key thing to remember is your goal as a salesperson: It isn’t necessarily to convince a buyer to say yes but to get your buyer to make a decision about purchasing your product or service. Sales aren’t decided on during objection handling, sales are won or lost during rapport building. By focusing more on rapport building, you’re FAR more likely to actually close the sale, instead of focusing so much attention on handling objections. What else can you learn about overcoming these challenges? There’s no real “way” to teach the art of closing. It’s too subtle. There are two ways to master it as a salesperson though: Either you are simply naturally born with a good understanding of it OR you develop it through deliberate repetition. When dealing with nervousness, it stems from sellers focusing too much on THEMSELVES instead of on helping their clients. Salespeople will focus on how their client will react to their words and actions, when they should be focusing SOLELY on genuinely helping their client with whatever they’re attempting to sell. At the end of a call or at the end of the sale, if your buyer knows what their problem is, why they need to solve their problem, and why your product or service is the best way for them to solve their problem, then the buyer WILL close the sale. There won’t be any objections you have to deal with if you truly HELP the buyer discover their problem through rapport. The best way to destroy any objections is through honesty. If at the end of the sale, the buyer is still uncertain, remind them of why they contacted you in the first place. Tell them that they can think about it and choose not to go with the sale, but through buying whatever you’re offering, their problem will be solved. Honesty destroys objections. Richard Mugica is an incredible salesman with plenty of experience and knowledge to pass on to anyone looking to improve their abilities. You can find him on Instagram at richard_mugica or at his website, www.1callclosers.com. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  3. This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 4. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Video can be a crucial part of the sales process. People love stories. Video is a great way to share your service or product story. Chad Laken joins Donald today on how to utilize videos throughout sales process. Video is powerful Video can be daunting and somewhat intimidating. Using video in emailing a prospect adds a deeper touch. It takes 8-12 touchpoints. Video expands your ability to build trust. Individualize your video for a stronger impact. Your video is a great way to introduce you and your company to all decision-makers. Personalization at the top of the sales funnel. Create helpful content for your prospects Developing the business relationship with video will launch you further than the funnel. Rinse and repeat your bank of video content. Make a video answering commonly asked questions from your prospects. 95% of retention is increased when you use a video. Top use cases to utilize video Put context to your video to make a lastly impression Send a video when you are being ghosted by your prospect. Develop a journey map for your video content. Have fun! “Video is what makes great salespeople memorable.”– Chad Lakin Connect with Chad on LinkedIn or Shootsta This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn.  The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify.  Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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