Sales Babble

Lose Your Ego Gain The World with Todd Lemense

In this episode we meet Todd Lemense sales trainer and author of the book. “Lose Your Ego Gain the World”.Todd shares his life story on how went from sales, to an entrepreneur, to sales,

and then back to an entrepreneur. From this hard earned experience Todd learned the value of keeping your ego in check. That is path to success in business, and life.

Todd has had a life of ups and downs. He shares a honest tale that sales professionals and business owners will find of value.

Competitive Selling

You don’t have to be the most experienced sales person, just one day ahead of your customer.

* Don’t focus on lost business, but business you almost earned but refused to cut your margins.

* You must be exceptional, it’s a competitive world.

* Hire people who compliment your skill set, not people just like you.

* Researchers and planner can easily become procrastinators.

Let The World Help You

You have many resources in your network and family. You are not alone.

* Don’t hestitate to ask for help and advice.

* Humble yourself, you’re 100% responsible for your life.

* You create your own breaks, compounded by consistency in showing up.

How To Find Todd Lemense

You can find Todd online:

* http://twitter.com/Todd_Lemense

* www.toddlemenseauthor.com

* Todd on YouTube

Get a copy of his book “Lose Your Ego Gain The World”  here;

* [email protected]

Productivity Guide

This is the productivity guide Lian Austin is sharing in preparation of his December Summit. Stop wasting time! Optimize your day and with efficient time management strategies.   This is Liam’s interview on episode #135.

Entrepreneurial Mindset

Here are other terrific episodes that discuss the  mindset to overcome business challenges:

* Location Independent Business Essentials with Dan O’Donnell #138

* What Startups Need to Know about Business Development with Tim Allen #119

* 5 Habits of Successful Sales People with Kingsley Grant #117

* How to Deal With Racism in Sales with Duane Draughon #115

* All Entrepreneurs are in Sales with Derin Alemli #110

* How to Make a NO Feel as Good as a Yes with Michele Moreno

Location Independent Business Essentials with Dan O’Donnell

Dan O’Donnell is an entrepreneur and host of the Bored Breaker weekly meetup in Chiang Mai. In this episode Dan shares the pros and cons of creating a location independent business.  He shares examples of where digital nomads have found success and where others have failed. You’ll also learn a bit about what it’s like working in Asia. It may seem exotic, but it’s not as strange as you might think.

Lifestyle Online Business Model Characteristics

During our conversation Dan spoke about Position,  Strategy, Community, Starting, and the power of Peristance.

1. Not all models work for all people. It’s dependent on personality, history, and runway on capital. In many cases, people move to Asia to figure out how to make $1K/mo and live well. It’s a great place to bootstrap a business.

2. Too often people try to reinvent the wheel when it would make more sense for them to copy what works in a slightly different model.

3. Amazon FBA is a common path for Digital Nomad success.

4. It’s important having a community that can help you. If you’re all alone it will impede success.

5. Take action and get started. Don’t let perfection kill an opportunity.

6. Perseverence wins the race. Don’t take rejection personally. Move on to the next opportunity.

How To Find Dan O’Donnell

You can find Dan on the internet!

* Facebook Dan O’Donnell

* BoredBreaker of Facebook

* Bettermegame.com for a free print and play. It’s a gamified mastermind group.

* OD on Life Podcast Dan focuses on  personal development, business, Chiang Mai, and dog shelters.

* @DanielTODonnell on Twitter

Entrepreneurial Mindset

Here are some other episodes on the entreprenurial mindset. Check them out today!

* What Startups Need to Know about Business Development with Tim Allen #119

* 5 Habits of Successful Sales People with Kingsley Grant #117

* How to Deal With Racism in Sales with Duane Draughon #115

* All Entrepreneurs are in Sales with Derin Alemli #110

* How to Make a NO Feel as Good as a Yes with Michele Moreno

Wizard of Oz Sales Process with Steve Kloyda #137

In this episode we have a  returning guest, The Prospecting Expert, Steve Kloyda. Steve believes that all sellers should get serious about sales and use a sales process. Today he shares his Wizard of Oz Sales Process. It includes a set of questions that engage and illuminate the value of having a sales process.

Five Major Wizard Questions

1. What was Dorothy’s primary purpose in the movie?

Get home!

2. Who was the right person to get her home?

Wizard of Oz in the Emerald City.

3. What was the plan to get to the Emerald city?

Follow the Yellow-brook Road

NOTE: There were many obstacles, yet Dorothy persevered.

4. How do we know there is a Wizard (Dorothy asked)?

She referenced Glynda the Good Witch. Because of this referral they were able to get through the gate keeper. They eventually met the Wizard who agreed to grant their wish if they brought him the Wicked Witches broom.

5. What was the next step for the Lion, Tin-man, Scarecrow and Dorothy?

* Courage!

* Heart!

* Brain!

* Go home!

5 Step Sales Process

This is the Wizard of Oz sales process:

* What is the purpose for your next step?

* Who are the right people?

* What is the game plan for the next step?

* What is the solution for this potential problem?

* What is the next step?

Your Value Proposition

This is your unique prospecting message:

* IS what is the name/definition of the

* DOES what is the problem Pain it addresses

* MEAN what does it mean for your prospect? increase expand maximize strengthen or build up?

An example: it’s an iPod, it does play music, what does it mean to you? You can carry 1000 songs in your pocket

How to Find Steve Kloyda

This is Steve in a previous episode #73 of Sales Babble

Here are his links:

* www.TheProspectingExpert.com 

* steve @ TheProspectingExpert.com

* LinkedIn www.linkedin.com/in/stevekloyda

*

@SteveKloyda on Twitter

If you’re not familiar with this movie, read this description on Wikipedia: “The Wizard of Oz”

 Sales Process Past Episodes

Still not convinced you need a sales process?  Listen to these episodes for other process ideas:

* Win Sales with Mindset Sequence and Systems with Johnny Campbell #123

* How to Sell To Government with Kevin Jans

* Why You Need a Sales Process an Interview with Randy Meier

* How to Sell Coaching Services with Julie Foucht #98

* How To Pitch a Magazine with Cherlyn Chong #9...

Cold Calling Role Play with John Trybulec

In this episode we meet John Trybulec, advertising specialist and president of Tryad LLC. John believes that when it comes to sales, it’s not about you, it’s about the customer. John shares his cold calling script and what you can do to connect and build rapport. This episode is a lot of fun because you get to eavesdrop via a cold calling role play.

It’s Not About You

When it comes to sales, the focus needs to be on the prospect. Consider what the person is doing at the moment you call. They are not expecting your call. It’s important to be mindful of the situation.

1.  Say who you are and the name of your company

2.  Explain that the call is about their company and how you would like to help them sell their products and services

Cold Calling Script

Hi this is Name from Company

and I’d like to speak to the person who makes decisions about XYZ

It’s best if you have a name of the person (preferable the FIRST name)

I’d like to speak with Bob

They will answer the phone thinking you could be a customer. You would then say….

Hi this NAME  and I’d like to bring more money into your store

and more people using your services.

Is now a good time?  Do you have a couple of minutes to talk about that?

The goal here is to talk about their company.

Bob we have a product that has a 75% markup at the retail level.

it stores easily, takes less than 3 minutes to install,

and has had great reviews by the engineering and scientific community.

Do those things have an interest to you?

Most likely they will say yes if you’ve done a good job finding leads.

But before we start I have a couple of small questions…

How long have you been in THEIR PROFESSION?

How long you been in business….what about before, what company did you work for …..

You are looking to see if this product would fit for them.  You are also looking build rapport. John built rapport with me by talking about where I went to college (SIU) and fun facts about college football.

Does this make sense? (checking in)

They would say ….   yes yes yes

Master Card, Visa or American Express. Which one is easiest for you?

Would you like to get started this week? or would next be better?

Don’t push so hard.

Take Action Advice

When it comes to the cold calling, use your two ears and one mouth… listen more, ask questions let them talk. It’s important to realize that people remember you for how you make them feel, not how you make them think. People often buy on emotion.

How to Find John Trybulec

You can find John and his company here:

* Tryad L.L.C.

* 352-589-4003

* LinkedIn 

* Email

Cold Calling Tips

Here are some other terrific past episodes on the cold calling process. Listen today!

* 6 Simple Steps for Generating New Leads With Chris Helmers

* Secrets to Prospecting Like a Pro with Carrie Berens #120

*

No Excuses Selling with Maxwell Ivey

Today we meet Maxwell Ivey, entrepreneur, broker, and niche business owner whose life has literally been a carnival ride.  In this episode we learn the power of not making excuses and how to set your ego aside to ask for advice.  Max believes that when you do this you are giving others the opportunity to experience the joy of helping others.

Maxwell has been in sales for long long time and despite some unique life challenges he has been highly successful in business and I’m excited to share his inspirational life story and no excuses selling advice.

Inspiration for No Excuses Selling

Max has  been able to find business success despite being blind.  He’s spot on when he recommend:

* that you have to set your ego aside.

* not be afraid to ask others for help.

* advice from an experts can accelerate your progress and at the same time.

* give those you ask the opportunity to experience the joy of helping others.

This is a fair trade and a win win for all parties.

How To Connect With Maxwell Ivey

To connect with Max you can find him at:

* The Blind Blogger for No Excuses Selling

*  Twitter

*  Facebook

*  Google+

*  LinkedIn

* Midway Market Place   where he helps people buy, sell, and trade their new and used amusement, concessions, and confections equipment. Also offering appraisals and a wealth of links to the amusement industry.

Reach out to Max for a free review of your pitch!  Again, another case of  No Excuses Selling

Max has a new book  available on Amazon titled: Leading You Out Of The Darkness Into The Light: A Blind Man’s Inspirational Guide to Success

Closing Sales Tips

Here are some previous episodes that share selling tips you may find of value. Check them out!

* The Perfect Close with James Muir #132

* 4 Step Sales Framing Process with Aaron Janx #131

* Success Hacks for Sales with Scott Hansen #101

* How to Sell Coaching Services with Julie Foucht #98

* How to get your ASK in gear, an interview with Connie Kadansky #87

* The 5 Fundamentals for Closing a Sale #79

* Small Business Sales Techniques an interview with Kent Zaretzke #75