The Sales Evangelist

How 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates.   Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest, and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You.    Reviews are critical in sales Customers look up companies on the internet and read reviews and complaints before they make they ever make a buying decision. Building a good online reputation is imperative and reviews are the best way to do that. Another method is to list as much information as possible - names of people, their cities, the items they bought, and snippets of their testimonials. If you’re giving this information to people for free, a reciprocity effect takes place.    The key to getting positive reviews is to ask customers for a review when they are happy. Satisfied customers are more inclined to say good things about the company and the product. They are also more willing to go to the process of sending you their reviews.    Leverage your reviews Leverage your reviews and share them with other channels. Include local business listings, use Yelp, Google listings, and others to increase the likelihood of your reviews getting seen by many people. Collect reviews that are genuine and authentic. Happy people want to write reviews that will help others share the joy. The aim is to provide high-quality service in order to keep the customers happy and satisfied.    Bad reviews happen but you can change it if you proceed well. Call them and ask for the why and change their perception by making it right. Once they’re satisfied, ask them permission to take the review down.  “How 5-Star Reviews Can Increase Conversion Rates” episode resources    Check out Brian Greenberg on LinkedIn and download his audiobook and book on pdf for free.   Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

4 Steps to Systematic Sales Growth  Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth.  Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name. He is now with Berkshire Hathaway Homeservices Beach Properties and starting his own podcast show.  Systematic Sales Growth Systematic sales growth can be achieved by either doing more of what you’re doing at the moment or trying new things. The whole business pattern is about birth, growth, maturity, and decline. Businesses need to look for more ways to add value to the market and ensure that people will come back to you.  Competence Jimmy talks about ABL or always be learning. Build competence by learning new things to improve the business. Look at your weak spots in the business and learn more about it, become the expert in it. Get to the point where you are able to understand the business, the products and services more than anybody else. There are somany learning materials available in it’s a matter of discipline to get to where you want to be.  Repetition builds reputation  Consistency of providing value to the marketplace is where you build the confidence that the buyer has in you as the person selling the product. It’s now the perfect time to use videos and send video updates to a client base. The consistency helps in building your reputation. Once you build your reputation, your next goal is to keep communicating with people and have a referral basis. Find your systematic approach to consistency and providing value to the clients. Even when the whirlwind comes, you still need to stay consistent.  Conversations lead to conversions You can send videos and post all posts in social media but at the end of the day, people do business with people. Salespeople need to connect, to have conversations, and ask questions. You need to get out there and find out how you can help others. Figure out their needs, their pain points, and you won't be able to do that without having the conversation.  Confidence  The first phone call will always be difficult but if you are confident, you will be able to answer the questions asked. It is critically important now to invest in yourself. Keep learning and connect with people.  “4 Steps to Systematic Sales Growth” episode resources  Connect with Jimmy Burgess via his Facebook and LinkedIn account. He also has his own website and podcast show.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success.   Skills to overcome objections   Alison has 3 C’s to guide her in being successful in sales: Clarity, confidence, and connection.    Clarity starts with customer discovery.  It’s in this stage that prospects are able to share their needs and sales reps are able to define how they can be part of the solution. Objections often fall under three categories - budget, time, and necessity. Prospects either don’t have resources to proceed, don’t have the time to engage, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better understanding about how to overcome these obstacles. Clarity is also about building rapport.    Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech that’s been spoken over these samples. In the same way, well-spoken words can also make a positive impact.   Confidence is also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism.    The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions.    Clarity, confidence, and connection are skills that can start with the sales call.    “Three Skills to Help You Overcome Objections” episode resources  Connect with Alison Proffit via LinkedIn, Instagram, and Facebook. You can also check out her website here. Alison has a Free Energy of Sales 3 mini-course that you can get as well!   Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How Recognizing Intent Signals Can Help Overcome Objections   Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR team.    Intent signals defined Intent signals are interactions, like digital interactions, with a prospective company, or even one person, that is an indicator that they want to have a conversation with you. The intent is an interest in either you, your competitors, or your industry. It tells you they are interested and you can engage.   COVID-19 has become one of the most common objections that salespeople face today. The budget objection won’t come from a company that shows intent in the offered solution. Salespeople can overcome objections by focusing on the accounts that show intent. Ernest’s company uses keywords and value cards to see and gauge intent.    Understanding the intent to overcome objections Buyers have changed and everyone now does research before deciding to purchase. It’s more efficient to see this intent and have the tools to gauge the prospects’ reasons for visiting your site before an approach. The sooner you identify these prospects, the sooner you can target the accounts. You can use sales engagement tools with the ability to track clicks.   It  also helps to engage in constant repetitive practice, role playing and right or wrong, being familiar with your strategy.  “How Recognizing Intent Signals Can Help Overcome Objections” episode resources  Reach out to Ernest Owusu via his LinkedIn account.    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Vulnerability - The Key to Landing More Sales Appointments In 2020   The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode.   Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the truth and said that the situation isn’t going great. While it isn’t going great for everybody, few people will share the areas they are suffering from.    This conversation affected Donald and it allowed him to connect with the person on a human level, not just a professional one. Having a deeper conversation opened up a more meaningful dialogue and an opportunity for more conversations in the future. The vulnerability of this gentleman allowed him and Donald to talk more honestly with each other. They were able to share their experiences and challenges through this pandemic in a more authentic way. Vulnerability in sales Vulnerability is opening up to someone with the possibility of being attacked or harmed and for many people, it can be a scary place to be. Keep in mind, being vulnerable shouldn’t be confused with being desperate.  Human beings are social creatures. We genuinely need to be heard and being vulnerable allows us to say what we need others to hear. It fast tracks a deeper conversation.   When you’re dealing with prospects, try to be vulnerable without being desperate. It involves being real and honest from the onset of the conversation. Look for opportunities to have a deeper exchange and let them know you want to connect.    “Vulnerability - The Key to Landing More Sales Appointments In 2020” episode resources    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The Top Three Issues Killing Your Sales Deals   Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM.    Things killing your sales deals Even before the pandemic, assumptions are one of the reasons why deals get killed. Salespeople make decisions based on assumptions and with sales being a very broad profession, it involves a lot of processes and complex solutions. Because it can be complex, you can’t make decisions based just on a “type” of person or solution. This can lead to wrong conclusions.   Many salespeople think they’re disciplined people but they may not be consistent. True discipline isn’t a one-time thing. It has to be repeated daily.   Selling is about helping someone improve their situation. This means you don’t have to sell to everyone, but you do want to offer help.    People are rational and emotional beings. Sales reps may be complicating their sales process without meaning to. It’s best to slow down and look at the problem. It’s important to know what you want to accomplish in order for that goal to guide your steps.    Keep learning For sales reps to keep evolving, you must continue learning the new information that comes out. Ask questions if you don’t understand the information you need to be successful. A little vulnerability is effective. Keep it simple and look for just one or two things that you can improve and start from there. Identify the one thing that’s holding your sales back and fix it.    “The Top Three Issues Killing Your Sales Deals” episode resources  Connect with George Bronten via his LinkedIn account. Check out George’s book, Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence.    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Important Business Lessons You Can Apply Across All Areas of Life   A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life.    Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his help, they have been able to achieve success. Mark Timm is also an entrepreneur and they met through their mutual mentor, Zig Ziglar.    The pandemic has impacted businesses of all sizes. These have been challenging months but this has also been a learning curve for Kevin. Kevin’s aggressive curiosity allowed him to start his career and it has sustained him to this day. He succeeds by watching where people begin and how they get to their destinations. The importance of mentors, the right pitch, and a great mindset Having the right kind of operational and finance team is imperative to help growth but Kevin also realized the importance of having a mentor, the experts, and leaders you want to emulate and follow.    As a salesperson, the right pitch is also going to serve you well. Kevin uses the tease, please, and seize strategy: Sales reps tease the prospects with just enough information to get their attention, please them by solving their problems, and seize the close by offering a deal they can’t refuse.    The right mindset is the foundation of success.  You will face different obstacles and circumstances and attain different levels of success, but how far you go begins with what you think.  You can fortify your mindset by what you choose to learn. It’s why reading consistently is so critical. Sales require on-going education. The more you learn, the better your grasp what the business of prospecting, selling and closing is all about.  “Important Business Lessons You Can Apply Across All Areas of Life” episode resources  Connect with Kevin Harrington and Mark Timm via their LinkedIn accounts. Check out the book, Mentor to Millions as well!    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.    Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → http://go.thoughtleaders.io/1988320200907 or use your code: pipedrivetse.   This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Will B2B Sales Be Impacted by The Elections?   The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode.    An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election. The large organizations expand because they have more consumers, stockholders, and others that have a stake in the success of the company. They have the ability to make more solid predictions and see the bigger picture. They determine how the elected leaders will affect the organization.    The election is different for the mid-sized companies as they aren’t immediately impacted by the results. This is also true for smaller companies. For sales reps, you may have more challenges in the time of the election. Brandon Julio, a professor at the London Business School said that during elections, firms reduce their investment expenditures by an average of 4.8%. Companies try to reduce expenditures but they continue to make investments.    Preparing for it The B2B market doesn't have to feel the strain of an election year. First, sellers must have the proper mindset. This isn’t the end of the world and the impact may not be felt for a long time. Second, ensure that your company is prepared. Evaluate your sales pipeline and look into your CRM. Third, look at the fourth quarter every year. The book, The 12-week year, focuses on how companies tend to do well during the fourth fiscal quarter. The last thing is to plant seeds by building relationships whenever possible.    “Will B2B Sales Be Impacted by The Elections?” episode resources  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.    Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → http://go.thoughtleaders.io/1988320200907  or use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How to Reach Decision-Makers When Selling to Enterprises   When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode.    Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions.    Challenges in reaching out to decision makers There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers.     How to reach decision makers Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales reps standardized the workflow with these five touches in mind. The number of touches has increased, however, due to the volume of people trying to do the same things. It’s become even harder to get a hold of decision-makers.    The solution is to go back to personalization. Formatted emails need to be removed from your own sequences and be replaced with persona-based selling. Sequence your outreaches using social media platforms, emails, and phone call pitches. You can use this steps:    Send an email with a gift, like an ebook. Reach out through LinkedIn. Make a personal phone call. Email them. Repeat this process three times. With this process, you can reach decision makers, even offline.   During this process, sharpen your sales sword and differentiate yourself from the competitors.    “How to Reach Decision-Makers When Selling to Enterprises” episode resources  Reach out to Erik Kostelnik via his LinkedIn account. You can also check out the website.    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Mistakes Salespeople Make When Prospecting   Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode.    Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner.    Common prospecting mistakes Here are the top 3 common mistakes that salespeople make when prospecting.    Salespeople believe that everyone is a prospect Believing that what they seek is a sale rather than a meeting Talking more than listening   Sales is about solving the problem and connecting your product to your client’s need. This isn’t about convincing people to buy from you. Unless you have what they need, convincing someone who wasn’t ready to buy can lead to buyer’s remorse. If you approach the prospect with the closing in mind, the sales process becomes about you and not about them.    Not everyone is a prospect It’s hard for salespeople to realize not everyone needs your products and services. As sales reps, you need to evaluate your prospects and approach the process in a more curious way. You want to be able to recognize the people you’re supposed to work with and understand not everyone is going to be a good fit for you.  When you work with people you connect with, and they with you, you’re setting yourself up better for a long-term relationship.     Seek sale rather than a meeting When looking for sales, sales reps are focused on closing a deal. As a result, you may not recognize that prospects are signaling you that you’re being pushy. Your main goal isn’t the sale but the meeting, a chance for discovery. This is where you build a relationship with prospects. This is where you figure out if it makes sense for you to continue the conversation.    Talking more than listening Sales reps can talk at length about their products and services long before they get permission. It’s presumptuous and off-putting and can push prospects away. The more a salesperson is talking, the less they’re learning. If we’re not learning about the prospects, we won’t be able to build that relationship and trust and we certainly won’t know what’s best for them.   “Mistakes Salespeople Make When Prospecting” episode resources  Reach out to Diane Helbig via her LinkedIn account.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.    This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals 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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com