4 Simple Ways To Become The Most Known & Trusted In Your Industry | Marcus Sheridan - 1877
The Sales Evangelist
I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry. Background on The Newest Book After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now. On top of this, companies are having a harder time gaining...
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The Go Giver! | Bob Burg - 1876
The Sales Evangelist
I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. After spending some time in the sales industry, he realized that he wasn’t living up to his potential. Until one day he had a conversation...
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My Company Hates Me! | Donald Kelly - 1875
The Sales Evangelist
You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you’re struggling with finding leads, consider getting on LinkedIn and network with your connections who are close...
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The Psychology of Persuasion | Christian Jack - 1874
The Sales Evangelist
Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge. Meet Christian Jack Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures. He provides...
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Your Selling To The Wrong Problem | Denise Murtha Bachmann - 1873
The Sales Evangelist
Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal. Meet Denise Murtha Bachmann Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter...
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The Three Value Conversations | Tim Riesterer - 1872
The Sales Evangelist
We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft. Meet Tim Riesterer Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management. Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008. ...
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4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
The Sales Evangelist
Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn! Individual’s Title Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline. If their job role is...
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Ask Like an Auctioneer? | Dia Bondi - 1870
The Sales Evangelist
No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes. Meet Dia Bondi Dia has an exciting background as a leadership communications coach with over 20 years...
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How To Use Sales Navigator To Target C-Suite Executives | Mike Murphy and John Murphy - 1869
The Sales Evangelist
LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn. Where Did Their Passion for LinkedIn Come From? After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find...
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Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868
The Sales Evangelist
You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you to prepare before the meeting by doing...
info_outlineNo, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.
Meet Dia Bondi
- Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics.
- With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.
Paddle Through The No
- Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant.
- The chant they do allows them to keep going until they get a final bid, the highest offer.
- If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.
Importance of Value
- Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value.
- You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.
Connect with Prospects with Storytelling
- Part of your job as a seller is to understand what they really care about to help solve their problem.
- Just like an auctioneer, use storytelling to help you practice empathy and connect with prospects on an emotional level.
ZOFO: Zone of Freaking Out
- You know that heart-wrenching feeling you get when you’re about to go into a meeting and the fear of rejection starts to creep in. Dia says it's ZOFO, or the Zone of Freaking Out.
- She shares how to handle this feeling and to keep pushing so you don't mishandle a deal.
“Price is not a way for you to define your own worth. Price is a way to see and understand what they value and how they value it. Not a way to define our own worth and worthiness.” - Dia Bondi.
Resources
Sales Evangelist Listeners Hidden Gems
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.
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.