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 .

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 S...

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” appe...

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 firs...

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 Yo...

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...

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...

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 S...

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...

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 Mar...

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...

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 Doe...

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 S...

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 Charis...

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 ap...

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...

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” appe...

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...

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 Bu...

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 E...

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...

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 T...