You call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?”

No, this is going to get you hung up on. Listen to this episode to find out what you’re supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don’t forget to download the call opener document for the other five tactics. 

1. Curiosity Opener

• Curiosity makes a prospect more interested in your call and open to conversing with you. 

• Try verifying the prospect’s name and referencing something you saw about them on LinkedIn. Make sure it's relevant to a business problem they're currently having.

• This initial spark can pave the way to a longer dialogue where you can provide value.

2. Referral Opener

• You can consider this one as the golden opener. 

• Use this call opener when you know someone within the prospect's professional network to boost your credibility.

• Mentioning a mutual contact can make the prospect more inclined to listen to what you have to say.

3. Problem Solver Opener

• Take time to research a common challenge in the prospect’s industry. 

• Start by stating that you've spoken to others in the same field who have faced similar problems. Then, ask how they are currently handling this challenge. 

• This approach not only shows your understanding of their industry but also positions you as a potential problem-solver.

4. Industry Insight Opener

• A part of being a seller is being an expert in industry trends, and you can use this as an advantage when cold calling.

• After you verify the prospect’s name, share an interesting trend within their industry.

• This will show the potential buyer that you’re well-informed and that your solution is timely and beneficial to their needs.

5. Value Proposition Opener

• If nothing else works, then try to deliver a compelling value proposition. 

• Be specific on how you’ve helped similar companies to achieve measurable results.

• This can immediately capture the prospect's interest and make them more willing to continue the conversation.

"You want to spark curiosity. It makes it more intriguing for the prospect." - Donald Kelly.

Resources

https://thesalesevangelist.com/opener

TSE Sales Mastermind Class

TSE studios

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

You may be working at a company that doesn't have a good CRM, which can easily make your job stressful. How can you overcome this challenge to boost your sales?

Listen to this episode and hear my conversation with a ten year veteran sales professional. I chatted with Moustafa Moursy on how to develop your own personal sales system to help close more deals fast.

Moustafa Moursy’s Background

• Moustafa Moursy runs Push Analytics, a full-service digital agency. 
• His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level. 
• With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs

Why Do Sellers Need a Workflow?

• If you don’t have a personal system of management, you’re only going to get so far.
• You may be good at the day-to-day workflow or a specific skill, but without a personal system, you’re only going to get so far.
• The personal system allows you to recognize your strengths and weaknesses. 

What Should Be In Your System?

• It depends on what type of service or product you’re selling. The more complex your workflow is, the more planning you will have to do to build your system.
• Moustatafa shares that you should start by organizing your day-to-day workflow:
• Build healthy habits to help you be productive
• List out the tasks you plan to do for the day
• Have a positive mindset
• If your company doesn’t have a good CRM, Moustafa shares how you build a spreadsheet to create a system. 
• Have checkpoints, and at the end of the week, review them. This will help you stay on track with your system, and if something falls through the cracks, you’ll be able to catch it. 

Building Your Personal System

• Moustafa shares several steps to help you build a personal sales system:
• Organizing your CRM or spreadsheet
• Writing out what you want your system to be
• Building habits to create your system

“Maybe I would have been able to close a deal, if I had follow-up. That’s the point of having a personal system.” - Moustafa Moursy.

Resources

Reach out to Moustafa: hello@pushanalytics.com and use TSE” in the subject line for a consultation.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

How can you gracefully sauté around the nay-sayers when making cold calls? You might have to learn from a ballerina to find out. 

In this episode, I sit down with Wendy Weiss, the Queen of Cold Calling, to discuss the power of mastering the art of cold calling. Wendy shares her journey from ballerina to sales trainer and how the principles she learned in ballet class have transformed her approach to sales.

Meet Wendy Weiss

• Initially, she aspired to be a ballerina and pursued a dance career. However, she worked at a telemarketing agency focused on business-to-business development to support herself financially between dance gigs. 
• Years later, when her ballet career ended, Wendy realized that her expertise in cold calling was a marketable skill. This realization led her to write her first book, "Cold Calling for Women," and launch her own business.
• Now she helps business owners, sales professionals, and individuals build their sales pipelines and grow their businesses more effectively.

The Ballet Class Model

• Wendy explains the three-step model she learned in ballet class and how it applies to sales:
• Warm-up: Define your target audience and create a script that resonates with them.
• Rehearsal: Practice your script and prepare for potential objections.
• Performance: Execute your cold calling strategy with confidence.

Overcoming Fear and Rejection

• The fear of rejection keeps you from making the phone calls, but once you let go of it, everything else will fall into place. Wendy shares her own experience with rejection in the dance world and how it prepared her for sales. 
• She emphasizes the importance of practice and muscle memory in overcoming fear and building confidence.

Effective Role-Playing Techniques

• To help sales teams master the art of cold calling, Wendy suggests implementing role-playing exercises. 
• She recommends having team members practice their scripts as if they were on real calls, standing up and using headsets to make the experience more realistic.
• She also suggests using a rapid role-play technique in which the leader raises various objections, and team members must quickly respond with appropriate answers.

Success Story

• Wendy shares the inspiring story of her client, Tammy, who overcame her fear of being perceived as pushy or aggressive in her cold-calling efforts. 
• After completing Wendy's six-month implementation program, Tammy is now on track to make $25,000 per month in her commercial real estate business, with the potential to earn $300,000 annually.

“We keep doing the same thing over and over and over again until you get the muscle memory. You don't have to think about it. You can just do it. It's the same in sales. You need the muscle memory." - Wendy Weiss.

Resources

The Salesology Sales Prospecting Toolkit

Gosalesology

Salesology: Conversations with Sales Leaders

Wendy Weiss on LinkedIn 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals.

• Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly. 
• He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements. 
• These common missteps contribute to a lack of trust between sales professionals and their potential clients.

• By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services. 
• He delves into the concept of buyers seeking solutions to their problems, as opposed to being pitched generic offerings.

• A key insight from Donald is the revelation that buyers crave education and seek out sales professionals who can serve as industry authorities. 
• Salespeople can capture potential clients' trust and interest by providing relevant insights and foresight.

• Donald encourages a strategic shift from selling to educating, urging sales professionals to focus on mastering their industry and understanding the recurring problems buyers face.
• By adopting the role of an industry guide, sales professionals can effectively educate and provide solutions tailored to the specific needs of potential clients.

• The episode offers actionable strategies for sales professionals, such as analyzing the commonalities and differences among their top clients to identify key drivers behind successful deals. 
• It is through these insights and foresight that sales professionals can engage buyers in meaningful conversations and educate them effectively.

• Donald shares insights into leveraging LinkedIn as a powerful tool for educating potential clients and building a robust sales pipeline. 
• He emphasizes the impact of educational content in attracting and engaging potential clients, thereby facilitating business growth.

In this insightful episode, Donald Kelly delivers valuable guidance for sales professionals seeking to enhance their approach and effectively meet the needs of potential clients. Be sure to explore the LinkedIn program and subscribe to the podcast to help enhance your sales skills more.

[Tweet "Sellers are selling, while buyers or potential buyers are looking for education. They're looking to be taught. They're craving to be taught. They're not looking to talk to another salesperson.” - Donald Kelly."]

Resources

TSE LinkedIn Prospecting

Donald C. Kelly on LinkedIn

Sponsorship Offers

• This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

• This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

• This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

The battle for your audience’s attention is fierce, so you must ensure you don’t bore your prospects. Storytelling is the key to interesting presentations. The good news is that you’re already a storyteller. On today’s episode of The Sales Evangelist, David Hooker of Prezi explains how to keep your prospects interested and provide the information […]

The post TSE 816: Don’t Bore Your Prospects to Death! appeared first on The Sales Evangelist.

Your LinkedIn profile is free real estate. It’s your opportunity to communicate with your prospects, share your message, and provide value to your customers. Today on The Sales Evangelist, we’re discussing how to make yourself stand out on LinkedIn, and how to use LinkedIn for outreach. About your customer Your LinkedIn profile must be about you, […]

The post TSE 815: TSE Hustler’s League-“Beef Up LinkedIn” appeared first on The Sales Evangelist.

Sales professionals engage in a constant hustle and grind to achieve their numbers and meet their goals. What they may not understand is that the prolonged stress can affect sales. On today’s episode of Sales From The Street, Ericka Eller emphasizes the need for sales professionals to use their time intentionally and the practical ways […]

The post TSE 814: Sales From The Street-“Stress Can Affect Sales” appeared first on The Sales Evangelist.

If you’re new to sales, you may already lack confidence simply because you lack experience. On today’s episode of The Sales Evangelist, personal stylist Rayne Parvis teaches how to use your wardrobe to fake confidence if you’re new to sales. First impression If you’re not hitting your style or looking your best, your client may […]

The post TSE 813: How To Use Your Wardrobe To Fake Confidence If You’re New To Sales appeared first on The Sales Evangelist.

It’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them. On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order […]

The post TSE 812: Selling Basic 101…”How Come They’re Not Calling Back?” appeared first on The Sales Evangelist.

Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer. On today’s episode of The Sales Evangelist, Jim Jacobus […]

The post TSE 811: How Do I Handle Objections? appeared first on The Sales Evangelist.

We do business with people we know, like, and trust. When we connect with prospects, we increase the odds that they’ll feel that way about us. Often, though, as sales professionals, we skip the connection step and go straight for the sale. On today’s episode of The Sales Evangelist Hustler’s League, we discuss ways we […]

The post TSE 810: TSE Hustler’s League-“You’re Not Like Us” appeared first on The Sales Evangelist.

Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different. On today’s episode of Sales From The Street, I share my own experience with burnout and the […]

The post TSE 809: Sales From The Street-“My Creative Lazy Ideas” appeared first on The Sales Evangelist.

Big sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable action steps, the result is big sales wins. Today on The Sales Evangelist podcast, we talk with Chris Rothstein about the ways to align your sales efforts, and the success that results when […]

The post TSE 808: How To Gain Big Sales Wins Through Specific Repeatable Actions appeared first on The Sales Evangelist.

Before you do anything else, you must remember that your leads are people, too. Before you make any attempt to respond to a lead, or to qualify a lead, or certainly to sell something, you must remember that he is a person just like you. Who is he? Where did he come from? What challenge […]

The post TSE 807: Selling Basic 101…They Are People Too! appeared first on The Sales Evangelist.

What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii? 

Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably. 

Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires?

In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions.

The Changing Landscape of Sales Incentives

• Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation." 
• He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams.

Going Beyond Transactional Motivation

• Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales. 
• However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives.

Helping Sales Reps Discover their True Desires

• Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation. 
• He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member's life.

The Power of Public Goals and Accountability

• By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support. 
• Travis introduces his concept of an "inspiration engine," a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals.
• When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress.

The Value of "Sacred Money"

• Travis shares a personal story about his mother's passing and the lessons he learned from it. 
• He explains the concept of "sacred money" – money intentionally set aside for things that bring happiness and fulfillment. 
• By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it's surprising a loved one, pursuing a passion, or overcoming obstacles.

Fostering a Culture of Care

• Travis emphasizes the importance of managers caring about their sales team members' personal and professional aspirations. 
• He encourages leaders to ask meaningful questions about their team's happiness equation, helping them uncover what truly matters and taking steps to support their goals.

Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces "WorkLyfe," a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams.

“When I ask someone that question, or when a manager asks reps that question, I'd say 70% of the time, the reps have no idea. I don't know. And so they need help figuring that out.” - Travis Ashby.

Resources

Worklyfe.io

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

The Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a problem. Today on The Sales Evangelist, Douglas Vigliotti helps us understand how sales fundamentals can help us grow our business. As a strategic selling partner for small business owners, Vigliotti understands that businesses […]

The post TSE 806: The Salesperson Paradox appeared first on The Sales Evangelist.

Sales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers. In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value. What do […]

The post TSE 805: TSE Hustler’s League-“Empathy” appeared first on The Sales Evangelist.

The gig economy continues to grow as more people discover the freedom  and control it provides. Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level. On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in […]

The post TSE 804: Sales From The Street-“The Gig Economy” appeared first on The Sales Evangelist.

Sales professionals rarely use humor to improve rapport and improve negotiations. For some reason, when we walk through the doors at work, we’re all business. Research shows, though, that people who incorporate humor into their business are more successful. We gravitate toward people who seem more like us, and humor helps accomplish that. On today’s […]

The post TSE 803: Can Being Funny Improve Your Rapport Building Skills & Negotiation? appeared first on The Sales Evangelist.

You need a sales champion. You need someone on the inside of the prospective organization who can help you gain influence; someone who understands your goals and believes in your cause. Without a champion to help you influence the decision-makers, you’re fighting blind. #SalesInfluenceClick To Tweet Find the right sales champion Not everyone qualifies as […]

The post TSE 802: I’m Not Your Champion, Sis! appeared first on The Sales Evangelist.

Clients buy services differently than they buy products. Where products are frequently sold by features and attributes, services are sold on reputation, referral and relationships. Today on The Sales Evangelist we talk with Tom McMakin about the challenges of selling services, and the key to becoming the very best at your chosen field of expertise. […]

The post TSE 801: How Clients Buy-A Practical Guide to Business Development appeared first on The Sales Evangelist.

Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss […]

The post TSE 800: Some of The Best Tips From Over 800 Episodes Published appeared first on The Sales Evangelist.

For Phillip Washington, Jr., the transition to a full commission sales position was a no-brainer. It was stressful because he had a family to support. He learned from his years in sales that he wasn’t wired to do anything but sell. On today’s episode of The Sales Evangelist, the owner of Stonehill Wealth Management and […]

The post TSE 799: Sales From The Street-“Full Commission” appeared first on The Sales Evangelist.

Most businesses know their target audience. They probably know their customers’ pain points and they think they know how to influence their customers. Most businesses overlook the psychology of marketing that will help them convert those customers. In today’s episode of The Sales Evangelist, Chris Dayley talks about the psychology of marketing and how it […]

The post TSE 798: The Psychology of Marketing & How It Relates to Your Conversion Rate appeared first on The Sales Evangelist.

It’s Sunday evening, and you’re dreading work tomorrow. You give your time, but not your heart, because you don’t feel like you’re getting the help you need to increase sales. Company culture may be to blame. Today we’re talking about company culture: why it’s important to create a great company culture and how you do […]

The post TSE 797: Sales or Company Culture-Which is More Important? appeared first on The Sales Evangelist.

When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond? 

How about their smile? Did it become as big as the Grand Canyon?

When people become this happy from others making nice gestures, it creates a warm feeling they’ll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why.

In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a sales professional. Listen to this special Thanksgiving episode for seven powerful ideas to help you build stronger and lasting client relationships. 

Utilize LinkedIn Sales Navigator

• Donald recommends creating a list on LinkedIn that includes all of your customers and prospects. This lets you be notified whenever they change jobs, get promoted, or leave their company. 
• Acknowledging these developments and sending a personalized message demonstrates that you care about your client's success.

Put Them on Blast

• Highlighting your clients on social media platforms such as LinkedIn is a powerful way to show appreciation.
• Posting about their achievements, charity work, or unique offerings not only acknowledges and recognizes them, but also boosts their visibility and reputation. 
• This gesture can go a long way in building stronger relationships and fostering goodwill.

Consider Appropriate Gifts

• While gifts may not be suitable for all industries or clients, sending a thoughtful gift can leave a lasting impression for those where it is feasible. 
• Be mindful of any restrictions or guidelines and choose a gift that aligns with the client's interests or preferences. 
• A small gesture, such as a fruit basket or an edible arrangement, can go a long way in showing appreciation.

Offer Referrals

• Actively seek opportunities to refer your clients to others in your network. 
• Your efforts to connect them with potential prospects show you value their business and believe in their products. 
• Referrals can lead to long-term partnerships and significant business growth, making this strategy a win-win for both parties.

Send Personalized Emails

• A simple, heartfelt email can go a long way in showing appreciation. 
• Craft a personalized message expressing your gratitude for their support and how much you value their partnership. 
• Keep the email genuine and focus solely on expressing gratitude without any sales pitch or ulterior motive. 
• This gesture will leave a positive impression and show that you genuinely care about your client's success.

Consider Upgrades

• Consider offering upgrades to higher tiers or additional features for loyal and exceptional clients. This shows that you recognize their value and are willing to invest in their success. 
• Offering upgrades not only enhances their experience with your product or service but also encourages them to advocate for your brand, potentially leading to additional revenue.

Donate to Charities

• Research the charitable organizations that your clients support or are passionate about.
• Donate to those organizations on your clients ' behalf during specific times of the year or trigger events and inform them about it. 
• This not only demonstrates your commitment to social responsibility but also showcases your attentiveness to their interests beyond business transactions.
• If you would like to show appreciation to Donald, consider donating to his favorite charity, A Bed for Me.

In this episode, Donald Kelly emphasizes the importance of appreciating prospects and clients as a sales professional. By incorporating these strategies throughout the year, sales professionals can strengthen relationships, build trust, and pave the way for long-term success. Remember, a little gesture of appreciation can go a long way in positively impacting both your business and the lives of those you serve.

"Show your appreciation. Your words matter. These are simple gestures from you for sending that email. Just because. You are absolutely amazing. I just want to send you an email and tell you thank you. No tricks, no gimmicks here. It's a pleasure working with you." - Donald Kelly.

Resources

A Bed for Me Foundation 

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Authentic leaders make themselves vulnerable. They value transparency and they connect with their teams. Authentic leaders understand that they must show up and be present in their leadership roles. In today’s episode of The Sales Evangelist, we hear from Paula Brown Stafford and Lisa T. Grimes about the importance of authentic leadership. In their book, Remember Who […]

The post TSE 796: What Does It Mean to Become an Authentic Leader and How Do I Do It? appeared first on The Sales Evangelist.

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to the very end. Make her feel good. People are ego-driven. Before you make contact, figure out what matters to her right now. Has she […]

The post TSE 795: TSE Hustler’s League-“Tailored” appeared first on The Sales Evangelist.

Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, resentment creeps in; the kind of resentment that sabotages the team. We have a tendency to compare ourselves against other people, and our managers do it to us as […]

The post TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro” appeared first on The Sales Evangelist.

Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively. Charisma consists of both verbal and nonverbal communication. Power of charisma […]

The post TSE 793: The Power of Selling With Charisma appeared first on The Sales Evangelist.

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value. Every sales team, no matter what you sell, has dealt with […]

The post TSE 792: How To Deal With That Annoying Co-Worker On Your Team appeared first on The Sales Evangelist.

Sending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place?  In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails. We […]

The post TSE 791: The Psychology Behind Sales Emails appeared first on The Sales Evangelist.

You aren’t the only one fighting for your prospect’s attention; she probably doesn’t even know that you exist yet. So how can you use a targeted approach and an outreach cadence to grab her attention? In today’s episode, we discuss the importance of using cadences and multiple platforms to create a targeted approach to grabbing […]

The post TSE 790: TSE Hustler’s League-“Grab Their Attention” appeared first on The Sales Evangelist.

Sometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct. In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them […]

The post TSE 787: Why They Should NOT Buy appeared first on The Sales Evangelist.

Selling to a seller can be especially difficult. I know this because I once found myself working a deal with a client in which he was doing the sales take away. I was so desperate for the sale that I failed to create scarcity. On today’s episode of Sales From The Street, I’ll share with […]

The post TSE 789: Sales From The Street-“He Was Doing The Take Away” appeared first on The Sales Evangelist.

As a sales professional, it’s important to be able to reach out to your audience. During this episode, Doug Sandler shares with us how engagement can build your business. Listen and learn how you can increase your audience engagement and build relationships as well. Here are the highlights of my conversation with Doug: DEFINITION OF […]

The post TSE 786: 7 Ways Audience Engagement Can Grow Your Business appeared first on The Sales Evangelist.

What’s the number one skill you need to make it as a sales professional?

Do you know?

It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you?

Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry.

Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode.

5 Elements of Mental Toughness

• Matt developed five elements to help sales professionals build mental toughness. These elements include:
• Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep.
• Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important.
• Emotional control: You can't break down when things go wrong. When it happens, you must control your emotions to advance your career. 
• Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace.
• Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals.

Prioritization and Focus in Sales and Leadership

• Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone.
• His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance.
• Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out).
• Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations.

Emotional Control and Consistency in Sales

• Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales.
• Donald agrees, highlighting the need to remember and leverage past successes for future success.
• Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity.
• He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day.

Sales Leadership, Mindset, and Consistency

• Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan.
• He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals.
• Using Tony Robbins's quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership.

It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness.

“If I'm confident in a situation, I have more emotional control.” - Matt Phillips.

Resources

Website: Matt Phillips Coaching

Podcast: The Matt Phillips Podcast

LinkedIn: Matt Phillips

Facebook: Matt Phillips Leadership Coaching 

Instagram: Matt Phillips Leadership Coaching

Youtube: Matt Phillips Leadership Coaching

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

If you’re going to invest time writing emails to potential clients, it’s important to know how to ask for something in an email. Better yet, it’s important to write emails that get responses and even clients.  In today’s episode, we discuss the steps you can take to ensure that your emails are working for you. […]

The post TSE 788: How to Ask For Something in an Email appeared first on The Sales Evangelist.

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other. During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons. ACTION-BASED OUTCOMES Have an initial contact in the form of a phone […]

The post TSE 785: TSE Hustler’s League-“Track For Success” appeared first on The Sales Evangelist.

Do you give up easily on your prospects when you’re not able to get a hold of them? Do you walk away when someone says “No?” In today’s episode, I share about a principle that can help you make more effective decisions and get you to the next level in your selling career. “WHATEVER IT […]

The post TSE 784: Sales From The Street-“Whatever It Takes” appeared first on The Sales Evangelist.

As a business owner, it’s crucial that you give value to your team and your prospects. During this episode, Amy Franko shares with us the importance of putting people first. Listen and learn how you can elevate your relationships with the people you work with as well. Here are the highlights of my conversation with […]

The post TSE 783: Elevating Relationships For Sales Results appeared first on The Sales Evangelist.

Have you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal? During this episode, I highlight the importance of continuing the conversation with your customers. Listen up and learn how you can effectively follow up as salespersons. PREPARATION IS KEY Don’t wing it. […]

The post TSE 782: How Can I Follow Up After I Send The Proposal? appeared first on The Sales Evangelist.

Not getting replies from customers? Are you wondering why, after sending tons of emails, only a few are showing interest? In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results. Here are the highlights of my conversation with […]

The post TSE 781: How to Personalize Your Outreach in Bulk appeared first on The Sales Evangelist.

As you know, TSE Hustler’s League is where we can learn from each other, get accountability among ourselves and see the performance and improvement of each member.   In today’s episode, I discuss the importance of knowing your ideal customer and how you can find them. DEFINING CHARACTERISTICS List 3 industries you can focus on […]

The post TSE 780: TSE Hustler’s League – “Where to Find Your Ideal Customers” appeared first on The Sales Evangelist.

Not getting the results you’re looking for? Are your activities not getting a lot of turnout?  In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales […]

The post TSE 779: Sales From The Street-“Personal Invite” appeared first on The Sales Evangelist.

As a sales professional, one of your biggest hurdles is how to be brave especially in the face of rejection. During this episode, Emily Ann Peterson shares with us how she tackled her obstacles as a musician and how she used her creativity as an instrument to build her business. Listen and learn how you […]

The post TSE 778: Why and How You Need to Develop Bravery as a Seller appeared first on The Sales Evangelist.

Are you afraid of cold calling? Are you afraid of reaching out a new customer? Or are you scared to try out a new position in your organization? How about following up on a customer who hung up on you? Today, I talk about some fears that could be holding you back and how you […]

The post TSE 777: Don’t Lets Your Fears Keep You Stuck appeared first on The Sales Evangelist.

With the rise of AI tools, most sales representatives utilize them to their advantage to help save time. However, the problem with using these tools is the risk of sounding too robotic and not coming across as genuine. 

In this profession, sales reps must be authentic to help them build relationships with potential customers. How can you use AI tools and still show up authentically every time with your clients?

In this episode of the TSE podcast, host Donald Kelly welcomes Carl Sajous, the sales director at HR tech company Fringe. Carl shares his insights on the importance of authenticity in sales and how building genuine relationships can lead to business success. He discusses the challenges of maintaining authenticity in the age of AI and offers practical tips for building relationships and closing deals. 

The Power of Authenticity in Sales

• Donald highlights the value of authenticity in sales and praises Carl for being genuinely passionate about his work. 

• Carl emphasizes the need to be true in every conversation and transaction. 

• He believes authenticity allows for deeper connections and meaningful relationships with prospects and clients.

Balancing AI and Authenticity

• The rise of AI technology has made sales processes more efficient, but it can also compromise authenticity. 

• Carl shares his perspective on using AI tools like Chat GPT to improve sales interactions. 

• He explains how he leverages AI to understand common industry talking points and stands out by offering unique insights and solutions.

The Importance of Active Listening

• Donald and Carl discuss the art of active listening as a crucial aspect of building relationships. 

• Carl emphasizes the need to listen attentively without preconceived notions. 

• Sales professionals can offer tailored solutions by genuinely understanding a prospect's struggles and pain points. 

• Carl encourages his team to use their ears more than their mouths, allowing them to absorb information and provide meaningful feedback.

Being Genuine in a Professional Setting

• Carl shares his experience of feeling pressured to act a certain way when starting B2B sales. 

• He reveals how he overcame the challenge of balancing professionalism and authenticity. 

• He developed stronger connections with his prospects and clients by being himself and maintaining professionalism.

Focusing on Relationship Building

• While closing deals is essential, Carl's primary focus is building relationships. 

• He shares a story about a deal that didn't go in his company's favor but resulted in three referral opportunities from the client. 

• Carl explains the importance of creating lasting relationships beyond a single transaction.

• By supporting clients even when there is no immediate benefit for his company, Carl fosters trust and opens doors for future opportunities.

Equipping Champions for Success

• Carl discusses the role of champions in sales. 

• Sales professionals can more effectively close deals by preparing and empowering champions to advocate for a solution. 

• Carl encourages his team to equip champions with all the necessary information, ensuring they are confident in sharing the value proposition and benefits of the product or service.

Providing Creative and Tailored Support

• Tailoring support and resources to fit the communication preferences of each individual is vital. 

• Carl emphasizes the need to adapt and provide various tools such as video demos, one-pagers, templates, and alternative communication channels like texting or video calls. This flexibility allows sales professionals to meet prospects' needs and build stronger connections.

The Mirror Technique

• Carl summarizes his insights with a powerful image of imagining a mirror before engaging with prospects and clients. 

• By recognizing yourself and staying true to your values and intentions, you can show up authentically and build trust with those you interact with. This authenticity paves the way for successful sales relationships.

Carl's emphasis on authenticity and building genuine relationships in sales is invaluable. By listening, understanding, and genuinely showing up as yourself, you can create meaningful connections that lead to successful transactions and long-term partnerships. Authenticity is the key to standing out in a sea of sales professionals and building a thriving sales career.

“Always imagine there's a mirror in front of you. When you do that, you show up authentically. You tell yourself the truth, and there's no one around to skew that. Showing up authentically means just being yourself, being there for the people in your life and in that transaction with you. That'll breed success in a major way.” - Carl Sajous.

Resources

Fringe.us 

carl@fringe.us

Carl Sajous on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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 provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need. In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities. Here are the highlights of my conversation with Shimon: THINGS TO KEEP […]

The post TSE 776: What Should I Know When Coaching My Top Performers? appeared first on The Sales Evangelist.

If you and your team feel that you need to do better or increase your closing rate but don’t quite know how to do so, check out TSE Hustler’s League where we give you coaching to help you perform better as sales professionals. In today’s episode I discuss the importance of finding solutions and knowing your […]

The post TSE 775-TSE Hustler’s League-“The Science Of Who To Sell To” appeared first on The Sales Evangelist.