The Sales Evangelist

Latest Episodes:

TSE 1338: How to Be Indispensable to Your Customers Sep 04, 2020

Show notes

How to Be Indispensable to Your Customers

How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode.

Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can help you engage, acquire, and retain customers.

Becoming indispensable to your clients

The challenge is understanding the difference between what your buyer can get exclusively from you versus what they can get from Google or other sources. There are two ways to become indispensable to your clients. The first is by being helpful and approachable and the other is recognizing that both you and your clients are human beings. You should be able to maintain a business relationship while delivering business value.

Salespeople can make the mistake of forgetting that clients and prospects are more than that. They are also people with families and at the end of the day, just normal people who are all going through the same things we all are. If you treat your clients just by dollar value, you risk losing the connection and trust.

Bridging gaps using events

This may not be possible now due to the pandemic but when we’re able to host events again, we should. Going to events allows us to meet prospects face to face, shake their hands, and have a conversation. When you get to meet people and share a meal, it’s easier to see the person, even beyond their title or position in the company.

Becoming indispensable to your customers starts with creating a genuine relationship with them. You earn this by becoming a trusted advisor and being consultative. Don’t fake authenticity. Lead with empathy and understand that people are trying their hardest in a very difficult time. You need to understand that the product you’re selling is not the most important thing in the whole world. What’s important is the connection and remembering your client is a human being first.

“How to Be Indispensable to Your Customers” episode resources

Connect with Nick Casale via his LinkedIn account.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1337: What To Do When Co-Workers Try To Steal Your Deals Sep 02, 2020

Show notes

What To Do When Co-Workers Try To Steal Your Deals

Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers to these questions.

Be indispensable

When you are working with a client or a potential client, make your presence known. Don’t reach out to just one individual in the organization, reach out to multiple individuals who are at multiple levels. Talk to their director of sales, their HR rep, the VP of sales, and if you’re able, talk to their executive. As much as possible, have three conversations or interactions with these people so the company identifies you as the rep for the products you represent. Make sure that you are indispensable to the client and provide value.

To maximize your interactions use the technology that’s available to you and omnichannel to connect with the people in your target organization. For example, there’s LinkedIn, email, and more. Just make sure you’re reaching out and show your interest in working with them.

Stay calm

When you see somebody in your deal or pipeline, it’s important you don’t make a scene. Stay calm and take deep breaths. Bad things happen when you let your emotions get the best of you. Don’t give your client, that team member, or your boss any opportunity to see you as unprofessional. The person who’s level-headed wins the battle.

Understand the rules

Make sure you know your company’s policy when it comes to pursuing opportunities and working in the boundaries of your territory . It keeps you in line and it keeps you in accountable to respecting someone else’s territory. You want to know the rules before you play the game.

Approach the teammate calmly

When it comes to approaching a teammate about encroaching a territory, be level-headed and investigate what their reasons might be. Perhaps they don’t know how the company policy works, so educate them. But if that teammate does know the rules, your approach will tell them you are serious and professional. Clarify the status and solve the problem head-on. If the management allows such a situation to happen multiple times consider another organization with better morale. If you’re finding this happens to you repeatedly, it’s time to put your foot down and have a serious conversation so it doesn’t occur again.

“What To Do When Co-Workers Try To Steal Your Deals” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds.

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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1336: The Secret Weapon for Selling Anything Aug 31, 2020

Show notes

The Secret Weapon for Selling Anything

Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a salesperson. Flynn Blackie dropped his education and pursued his thirst for success. He started creating websites for friends and as word of mouth grew his reputation, he was able to build his website development business.

Secrets of successful selling

Learn their names

A person’s name is the first and easiest information to obtain. Knowing someone’s name is important and it immediately sparks their interest. Using a name means you are giving an individual importance and you value them. That sparks the clients’ interests.

Understand what’s important to them

The next thing you need to know someone’s interests. Genuinely learn what they need and how your services can help them. Personalize your approach and choose businesses and clients’ causes that you are passionate about. Salespeople need to go the extra mile if we want to grab the attention of our prospects. We want to set ourselves apart from our competition.

Take advantage of social media channels

One of the most common resources salespeople will use is social media. It’s a great way to find common ground between you and your clients and support them through their interests. Prospects feel appreciated when you personalize your approach.

In the midst of this pandemic, you can help your clients for free with Flynn’s COVID-support website. He’s offered free strategy calls and solutions to people who need help. Flynn discovered that in this time of crisis, people who were coming to him are those who have wanted to kickstart their career in business but didn’t have the time before.

Have the desire to learn from other people

Another secret tip to selling is learning from other people. Build a connection with like-minded salespeople and mentors who have already walked the path you want to follow.

“The Secret Weapon for Selling Anything” episode resources

Connect with Flynn Blackie via his LinkedIn account. Read the article that featured the mind of Flynn here too!

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1335: Why Sales Executives Should Look to the Midwest When Hiring After COVID-19 Aug 28, 2020

Show notes

Why Sales Executives Should Look to the Midwest When Hiring After COVID-19

Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well?

Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full potential by helping them to get established in a career in tech, regardless of their location. Due to the pandemic, there’s been a shift in the unemployment rate from 2% to almost 20%. All industries have been affected, including technology. However, many companies that are well-capitalized and those with a good business model are now getting back to hiring talent.

Hiring in the Midwest

Start-up companies are not for everyone, but if you can get on the front end of a rising star, there are incredible opportunities and potential for growth. For example, businesses in the midwest are raising considerable money. They are investing in talent and they are growing and selling. The opportunity is enormous. Tech hubs outside of Silicon Valley, like those that are found in the Midwest, are unique in each of their own ways and are showing encouraging growth.

It should be noted that unlike the companies in Silicon Valley, these smaller startups don’t have the same level of capital. They need a sound revenue model from day one and have to be profitable to survive. This should help salespeople to focus on companies with a strong revenue model in order to have the best-earning potential.

Life in the Unvalley

Tech hubs outside of Silicon Valley are also known as the Unvalley. The cost of living and the quality of life is different in the Unvalley in that the competition for jobs is lower.

Many sales reps believe that working for a startup company in the Unvalley is more rewarding in terms of achieving success. Each tech hub is very different and there is an advantage in knowing these communities well. The startup companies aren’t as well-mapped so their data is sparse. When making work-related decisions, look at the culture of the company, and make sure their values align with yours.

Even with layoffs, there are enormous opportunities particularly in the tech communities in the Unvalley.

“Why Sales Executives Should Look to the Midwest When Hiring After COVID-19” episode resources

Connect with Matt Hunckler via his LinkedIn account.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1334: Secret Ninja Hack For CRM Updates and Meeting Recaps Aug 26, 2020

Show notes

Secret Ninja Hack For CRM Updates and Meeting Recaps

The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have CRM hacks, however, the task can be faster and less tedious.

CRM hacks you need to know

Updating CRM isn’t an easy job. When you meet a prospect, and you have a great conversation, ideally the relationship will continue to progress. Although the relationship building is gratifying, most salespeople don’t enjoy spending time recording the details, updating the information on the CRM, and organizing the details as the relationship moves toward a closing. Working on CRM is not the most exciting aspect of the sales process, but it is necessary.

The importance of CRM

An organized CRM helps salespeople understand their customers more, and this knowledge offers a better idea about how to help the customer. A salesperson can only be as effective, however, inasmuch as the data in the CRM is useful. One of the CRM hacks you can use is utilizing Google Doc for its accessibility and straightforward layout. Check out the features and tools within the app and take advantage of their many uses. One feature that can help with speed and efficiency is the typing feature. Use it the next time you have a meeting in order to take quick notes. You can then copy all the little notes you have and put it in the CRM.

The other CRM hack available is Otter, a transcription website that can transcribe all your recorded audios. You can record your Zoom meetings and import it to Otter to get a breakdown of your conversation per second. This allows you to go back to your meetings to review parts of the conversation you want to revisit. Use these CRM hacks to make the most of your CRM.

“Secret Ninja Hack For CRM Updates and Meeting Recaps” episode resources

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world. She finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.

This course is also 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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1333: Using Video To Improve Lead Generation Aug 24, 2020

Show notes

Using Video To Improve Lead Generation

There have been huge improvements in lead generation tools that salespeople can use with much more efficiency. In this episode, Sean Gordon will discuss the video technology he and his team created called vidREACH and how it can be used to improve contact with prospects.

Ideas to improve lead generation

With technology available today, people are seeing video as an effective tool to improve lead generation. Forbes projects that 80% - 85% of all content by 2022 will be sent through videos as people are turning to mobile-based apps. A 30 second video easily replaces 500-word content.

Salespeople want a platform that allows them to stand out in their industry so they need a personalized approach to make a human connection, especially when the pandemic has made it difficult for people to gather. This human connection leads to more conversation, then appointments, and eventually, closing more deals. Regardless of the channel you use to connect with other people, whether it be through LinkedIn, email, traditional email, messenger - you need a workflow.

Sean’s system allows you to figure out that workflow as you send personalized messages. With Sean’s plug and play approach, you can load your contacts with their first name, last name, and email and once that’s done, you can then create a video or an email template that can be used again.

Video to increase lead generation

Anyone can just send a video at any stage but it’s the format that matters. Remember that

videos are more like wallpapers that are clickable, and they’re hyperlinks that allow you to pick-up thumbnails you want to go into.

Effective Video formats

Everyone is different. There are some progressive companies. Some would use a breakup email and others go for personalized formats to give that raw and authentic feel to it. The standard best practices are some of the basics in video creation. This includes the proper lighting, the camera angle, the background, good audio, a good video quality, the use of a teleprompter script, and other equipment.

For Sean, a 30-45 seconds video is enough. The key to improve lead generation using videos isn’t the length but the message - the shorter the message, the more effective it becomes. Create your message in a way that personalizes it to the person you’re targeting so think about their industry and their challenges.

“Using Video To Improve Lead Generation” episode resources

Connect with Sean via his LinkedIn account. You can also visit their website to get a chance to speak with him personally.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1332: Discover Your Strengths, Sell Authentically, Increase Sales Aug 21, 2020

Show notes

Discover Your Strengths, Sell Authentically, Increase Sales

We all have strengths that will help us become great salespeople. The problem is, we don’t always know what these strengths are or how to use them to sell authentically. Eddie Villa is both a life and a sales coach and in this episode, he’ll speak about using our strengths to help us sell authentically.

Strengths of a Salesperson

There are 34 different strengths that fall under 4 themes: Relationship building, strategic thinking, influencing, and executing. Everyone has different motivations and strengths when it comes to selling. Are you someone who wants to deepen relationships? Are you driven by checking off a list? Do you like to learn new skills? Are you motivated by the process? Once you realize what your strengths are, and you lean into your motivators, selling becomes easy!

Balancing your strengths

Company culture may not align with your strengths. In that case, focus on the required activities to get the job done. Once you know the fundamentals, find a way to add your own flair and authenticity into the execution. If your company wants you to send emails, then send them in a way that is a reflection of your strength. For example, you may enjoy making a video more than you do writing. If you’re a relationship builder, find a way to connect with your prospect. Maybe you want to gather information to strategically plan out what is best for a client’s needs. If you like to do research, learn about your prospect’s company or personal interests in order to put a unique package together just for them.

You are the solution

We are all unique and it’s these differences that drive the various outcomes. Businesses and clients are facing a variety of problems and you are the only one who can bring a solution based on your strengths. You are that special. Realize that some of your most celebrated successes came from moments you were just being you and build your sales career on who you are, in your strengths. It’s what your client needs.

“Discover Your Strengths, Sell Authentically, Increase Sales” episode resources

Reach out to Eddie Villa via his LinkedIn account , his website, Facebook, his podcast, Unleash Your Strengths, or email at eddie@eddiepvilla.com.

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1331: How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals Aug 19, 2020

Show notes

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals

Abraham Lincoln is one of the most iconic individuals in American history for many reasons, but specifically his strategy in winning the Civil War. The Civil War was one of the darkest times for the American people, a pivotal time, and it caused the bloodiest wars fought on American soil. Abraham Lincoln brought the nation together and unified the two opposing beliefs of the North and the South people. Why bring this up on a sales podcast? Believe it or not, salespeople can use Lincoln’s strategy in closing more deals.

Going out there

It was Lincoln’s idea to visit the troops and see their issues and difficulties first-hand. That experience helped him understand what they were fighting for and he was able to communicate his observation to key leaders and generals. Lincoln listened and gathered information to know what was going on in the field. As a result, The Situation Room was created in order to discuss the intel that was gathered. Lincoln used the advancement of industrialization, such as the railroad. He deployed troops by railroad so their travel time happened in a matter of days instead of weeks. That was efficiency at its best. The soldiers were able to get where they were needed.

As a sales rep

The use of technology will also distinguish a good sales rep from a great sales rep. Great sales reps are taking advantage of new trends like personalized videos. They take the time to personalize emails by attaching video with content specific to the prospect. Use tools like LinkedIn Navigator and Postal to speed up your close rates and shorten the sales cycle.

“How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals” episode resources

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world and finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1330: Becoming the Best Storyteller Possible Aug 17, 2020

Show notes

Becoming the Best Storyteller Possible

Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers.

Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.

Becoming the best storyteller

Three ways to become great storytellers:

Authenticity

A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.

Experience

Experience is tied to authenticity. The most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.

Data

You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point and enhance credibility.

Storytelling and technology

It’s critical to connect with people and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer.

“Becoming the Best Storyteller Possible” episode resources

Follow Jim Benton via his LinkedIn account.

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings Aug 14, 2020

Show notes

How Sellers Can Build Trust With Buyers in Remote Settings

Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth is the global VP of Sales Enablement at Showpad and has had an expanding range of experience over the last 20 years.

One of Russell’s favorite books, The Trusted Advisor, has a great formula for trust: Trust is credibility plus reliability plus intimacy divided by self-orientation. Trust is about developing credibility and reliability with a bit of intimacy. The thing about intimacy is that it’s hard to develop virtually. This is something that you build by personal interaction through dinners, lunch meetings, and other events. With the lack of personal meetings, however, sales reps now need to rely heavily on their credibility and reliability. Developing personal relationships is the natural way to build intimacy but what elements help the process? One way is to invest time in doing research about the other person’s personal interests and focus on topics that have nothing to do with business. That research will offer insight to common ground that could lead to a great conversation. You don’t want to come across as a salesperson looking to cut a deal right away. Step out with your authentic self.

Building credibility

Once a relationship starts to build, you’re then able to build credibility by focusing on what the buyer is going through. Bring value to the table. Share beneficial information that will help their pain point and present it in a way they’ll be able to understand. Don’t limit yourself to presentations that come from PowerPoints, PDFs, and videos. Think about the nurture path and feed the clients bit by bit. Provide insight instead of just unloading a pile of digital content, assuming that the client is going to read it.

There are a lot of digital tools available that would vastly improve your presentations but as a salesperson, your goal is to make it more personal. Be authentic and show you truly care. You need to learn how to use your emotional quotient by showing empathy toward their challenges.

Developing emotional quotient

Salespeople used to just focus on what was good for their commissions and their company. They focused on product knowledge and how prospects could help their business. You can still share information about your products and services but only offer as much as it is truly helpful to your client. Sell them the problem solvers. Dive deeper and share the challenges that aren't’ just case studies but something that is relatable to them.

As you build intimacy, make sure you don’t forget to focus on information that isn’t business oriented. #SalesCredibility

Video is the way

The best way to be out there right now is through video. Don’t be embarrassed about your background, what’s going on, or if there are kids everywhere. Be a little bit vulnerable and let them get a peek into your life. That will help you connect with your clients. You won’t just be a disconnected voice but someone they can see on camera, smiling and talking. Just be sure not to multitask while you are on a video call. Give them your full attention. The more you can show how invested you are in the conversation, the more they will return in kind. Showing them a bit of who you are can open into a friendlier conversation as it puts their guard down.

Video calls aren’t about having the best background, it’s about finding your most comfortable spot.

Sales reps need to be sensitive about time management especially when making calls. Set up your Google Calendar and be in 10 minutes before the scheduled time. Don’t try to wrap everything up within the hour. Your clients and prospects don’t want to feel rushed. If you can’t finish the presentation, then break it down by segments. Open your calendar again and set up another time the prospect can continue.

You are only as good as the people who are going to vouch for you so explore how to do that in this digital world. Use this time while you’re home to build your social network and build your portfolio.

“How Sellers Can Build Trust With Buyers in Remote Settings” episode resources

Connect with Russell Wurth via LinkedIn and check out his official websites.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Our TOPPODCAST Picks

Follow Us

Stay Connected

Related Podcasts

Links

Stay Connected